Snack World - November 2015 - (Page 14)

Legislative ELF RECAPSummit ELF Builds Momentum SFA continues to strengthen Executive Leadership Forum with insightful speakers and retailers. BY DAVID WALSH (From left) Scott Hartman of Rutter's Holdings, Inc.; Ian Prisuta of Giant Eagle; Trent Brookshire of Brookshire Grocery Co.; and Chris Coborn of Coborn's, Inc. T he Snack Food Association (SFA)'s Executive Leadership Forum (ELF) brought together nearly 100 of the snack food industry's top executives and their spouses to learn about key issues impacting the industry and to network Sept. 21-23 at The Greenbrier, a historic resort in White Sulphur Springs, WV, which has hosted 26 US presidents. RETAIL HIGHLIGHTS Building off the momentum of a 2014 program that included more prominent, industry-relevant speakers, ELF 2015 featured a panel discussion delivered by four of the nation's leading retailers: Ian Prisuta of Giant Eagle; Trent Brookshire of Brookshire Grocery Co.; Chris Coborn of Coborn's, Inc.; and Scott Hartman of Rutter's Holdings, Inc. Jeff Martin, senior vice-president of Business Development for Utz Quality Foods in Hanover, PA, emphasized that ELF continues to improve. "The meeting included good, relevant content and great speakers, and it is always valuable to hear from our retail customers," he said. "The consumer is rapidly changing," Mr. Coborn said - a theme that was echoed by all four members of the panel. Moderated by SFA President & CEO Tom Dempsey, the panel underscored the trend that the influx of the millennial population is changing the retail business. The online channel is posing a threat to traditional grocery and convenience channels. Fresh, natural and organic snack products are enjoying a brighter spotlight in the center of stores. "It's a great time to be in the snack business," Mr. Coborn 14 Snack World November 2015 www.sfa.org added. "There is space to find, and it is incredible how many snacks are in the first aisle of many grocery stores." Mr. Prisuta accentuated how demand is changing, especially among younger shoppers. "If you look at the organic and natural food category as a whole, snacks are the fastest-growing segment and are driving growth of the category," he said. As consumers drive the increased demand for these products, Mr. Prisuta pointed out that Giant Eagle has responded by displaying more attractive signage for natural and organic. COLLABORATION IS KEY The panel affirmed how important the relationship is between retailers and their snack manufacturers and distributors. "Today, the business is increasingly about data-mining and gaining a deeper understanding of consumer habits," Mr. Coburn declared. "Collaboration with food makers is key. As retailers, we welcome path-to-purchase information. At the end of the day, we all want to sell more." Mr. Prisuta noted that retailers rely heavily on food suppliers that are able to provide sales data and analysis and are able to point out opportunities. Dan Morgan, president and chief sales officer of BFY Holdings, LLC, Middletown, NY, and SFA chairman, asked the panel what the future holds for the supply chain and food distributors. Mr. Prisuta responded by emphasizing how much better snacks fit in the direct store delivery (DSD) model. He indicated that his entire operation hinges upon the relationship between route delivery driver and store manager, challenging attendees: "What are http://www.sfa.org

Table of Contents for the Digital Edition of Snack World - November 2015

Snack World - November 2015
Table of Contents
Letter from SFA - Engaged and Energized
Government Affairs - Legislative Outlook
Emerging Leaders - Emerging Leaders Program a Success
ELF Recap - ELF Builds Momentum
Business Member Profile - Putting People First
Associate Member Profile - Ideas and Solutions
SNAXPO Preview - Saddle Up for Success
Products & Services
Ad Index

Snack World - November 2015