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FRESH FOOD: Cheese: Wheel them in
July 1, 2008
-By Meg Major
Artisanal and farmstead cheeses continue to grow in popularity, with some of the best varieties produced by small cheesemakers locally, and especially in Wisconsin, California, and Vermont. With shoppers clamoring for handcrafted, carefully calibrated cheeses with unique flavors and textures, grocers are definitely cutting specialty cheeses deeper into their merchandising strategies--and for some that means heading into caves.
Chains and independents alike are already well on board the trend toward small-batch, locally produced cheeses. The Kroger Co. last fall, for example, inked a deal with one of New York's finest cheese shops, Murray's Cheese, to secure the rights to the latter's name and expertise to support the chain's own specialty cheeses. Reportedly as part of the deal, mini Murray's Cheese shops will open at an undisclosed number of Kroger stores this year. (Kroger didn't respond to inquiries seeking confirmation.)
Other retailers, however, have been plumbing different depths in search of bona fide curd cachet, via cheese caves. Long renowned among cheesemakers, these walk-in, temperature- and humidity-controlled rooms create the perfect environment to age and store cheese in a consistent fashion.
Two Wisconsin-based independents--Sendik's Fine Foods in Brookfield, and Sentry Foods in Sun Prairie --were among the early supermarket adopters of in-store cheese caves, giving customers a chance to peruse and purchase a wide assortment of domestic and international specialty cheeses at their peak.
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FRESH FOOD: Cheese: Wheel them in
July 1, 2008
-By Meg Major
Artisanal and farmstead cheeses continue to grow in popularity, with some of the best varieties produced by small cheesemakers locally, and especially in Wisconsin, California, and Vermont. With shoppers clamoring for handcrafted, carefully calibrated cheeses with unique flavors and textures, grocers are definitely cutting specialty cheeses deeper into their merchandising strategies--and for some that means heading into caves.
Chains and independents alike are already well on board the trend toward small-batch, locally produced cheeses. The Kroger Co. last fall, for example, inked a deal with one of New York's finest cheese shops, Murray's Cheese, to secure the rights to the latter's name and expertise to support the chain's own specialty cheeses. Reportedly as part of the deal, mini Murray's Cheese shops will open at an undisclosed number of Kroger stores this year. (Kroger didn't respond to inquiries seeking confirmation.)
Other retailers, however, have been plumbing different depths in search of bona fide curd cachet, via cheese caves. Long renowned among cheesemakers, these walk-in, temperature- and humidity-controlled rooms create the perfect environment to age and store cheese in a consistent fashion.
Two Wisconsin-based independents--Sendik's Fine Foods in Brookfield, and Sentry Foods in Sun Prairie --were among the early supermarket adopters of in-store cheese caves, giving customers a chance to peruse and purchase a wide assortment of domestic and international specialty cheeses at their peak.
Mark Jezo-Sywulka has been overseeing Sendik's cheese cave since it opened seven years ago, but recently he's seen specialty cheeses become an increasingly important category in helping create differentiation, excitement, and an upmarket feel. He credits The Food Network, food-oriented magazines, and a host of new cookbooks with providing the perfect bait to lure in culinary curious customers.
Showcase in plain view
Brandon Bay, who heads up the cheese cave in Sun Prairie's Sentry Foods, concurs. "The Food Network and gourmet magazines have been big drivers of the specialty cheese movement. "A lot of recipes call for a specific type of cheese, but many shoppers don't realize that others can easily be substituted. That's what I'm here for."
Jezo-Sywulka says one of the best aspects of the cheese cave is that it enables Sendik's to showcase its assortment in plain view, inviting shoppers to see, smell, taste, and select the best cheese for them. "Our cheese cave really helps turn the typical shopping trip into an interesting educational experience."
While Wisconsin cheeses obviously represent a large percentage of the inventory within both stores' caves, Jezo-Sywulka and Bay carry selections of California, Vermont, and international cheeses as well.
Both retailers agree that sampling is integral to cheese cave success. "It functions as the bait for the mousetrap," explains Jezo-Sywulka. "People don't want to spend that kind of money [that many of the cheeses command] and guess whether or not they'll like it."
Cheese caves encourage customers to warm up to new varieties, he adds. "We cut and wrap about 95 percent of our cheeses by hand. We're thus able to cut any size our customers want, so if there's a piece that's $12 to $14 per pound, and they want just a half or quarter of a pound, we'll gladly do that for them. It helps our relationships with our customers that they can still get the high-quality cheeses they desire, but stay within their budgets."
Likewise, Bay says, "About 80 percent of our products are cut from whole wheel."
Sentry Foods' cave usually offers three ranges of cheese to sample, from the high end to more traditional, moderately priced varieties. The opportunity to grab a taste seems to work well; although his store draws a fairly conventional demographic group, Bay says he's seen a steady uptick in interest in his store's cheese cave since it opened.
"At first, people were a bit standoffish, but they came around pretty quick, and I believe our aggressive sampling effort had a lot to do with it," he notes.
The two retail cheesemongers also share the assessment that an in-store cheese cave is both an image builder and profit center.
"We know we're selling more cheese now than we did when it was just an island," says Bay. "Yet [the cave] also makes a statement, and in turn, raises the expectations for other higher-quality products of our other perishables departments that go along with cheese."
EXCLUSIVE WEB CONTENT
You have to love the cheese
It takes passion and commitment to make a cheese cave work. Intense training and a huge variety, help, too.
While cheese has long been the star among dairy products, the rampant growth of store-within-a-store boutique cheese departments, such as the cheese caves at Sendik's Fine Foods in Brookfield, Wis. and Sentry Foods in Sun Prairie, Wis. are mirroring consumers' heightened interest in bolder flavors and quality ingredients, according to the stores' respective resident cheese experts, Mark Jezo-Sywulka and Brandon Bay.
Operating a successful in-store cheese cave, they agree, essentially comes down to two things: passion and commitment.
"Knowledge, passion, and expertise are absolutely necessary to a successful cheese operation," says Bay, "because if not, your customers will see right through it and won't buy into it."
Harkening back to his "restaurant mentality," former chef Bay likens the required expertise of a cheese specialist to that of a server being able to describe in great detail how any dish on the menu is prepared.
"If they can't answer your question, then you might as well order the macaroni and cheese. [The proprietors'] inability to address your needs says two things about the operation: that they don't care, or that they won't spend money on proper staff training."
A 20-year foodservice veteran, Bay first entered the retail business a little over a year ago as Sentry Sun Prairie's cheese specialist, where he was integrally involved in transforming the six-year-old store's former seating area into a walk-in cheese cave.
Bay's role has since expanded to that of deli manager, including recipe development and directing the full store-made prepared food program.
"We go through a ton of prepared foods, and the variety of things we're now doing, and the emphasis on quality restaurant-style food, is amazing," he adds.
On a side note, Bay says he believes the supermarket industry can borrow a page from something fairly routine in restaurants, resorts, and even Wal-Mart. "The one big thing I feel that's missing in most supermarkets is an 'information person,'" explains Bay. "With the economic conditions that are prompting a lot of people to get back into cooking, grocery stores would do well to station an 'information person' in a high-visibility location in the store, where [he or she] could answer questions or direct customers to the right places they're looking for."
This is as important an investment as ever, perhaps even more so today. Bay says while there are plenty of reasons for grocers to be concerned about the frail economy, "High-quality foods are hot. People are paying attention to quality, and are willing to spend a little extra on something if they feel it's worth it."
A well-trained floor staff overall is equally key, says Jezo-Sywulka. He says Sendik's owner, Tom Balistreri Jr., and his four children "have done a spectacular job of creating a wonderful shopping experience for our customers." Jezo-Sywulka also credits Mike Moser, his assistant and right-hand man, "who has become a knowledgeable expert in his own right and who's also wonderful with our guests."
At presstime the Balistreris were poised to open their second store, in Franklin, Wis., which will also feature a cheese cave.
Sendik's has six culinary arts graduates on staff, and Jezo-Sywulka intensively trains them in the many aspects of cheesemaking, including the history, origin, production, handling, and transportation of the product. "We really provide our customers and fellow employees with a wide range of experiences and knowledge in the food business," he says.
Sampling also plays a large role in Sendik's training process. "I expect them to try every cheese that comes across our cutting board," says Jezo-Sywulka. "They don't necessarily have to swallow it. But at least a small bite can give then an idea of the various tastes and textures of each of the different cheeses."
Customers are invited to "try anything at all in the cheese cave, which is very conducive to displaying samples, either on-ad, seasonal, or specialty," he says. He rotates the samples frequently, to expose as many people to as many different kinds of cheeses as possible.
Housed within Sendik's Brookfield cave are roughly 480 cheeses, all of which are maintained by a sophisticated refrigeration system that allows the cheese to breathe, mature, and ripen to peak flavor. Many of the varieties are world and U.S. champion cheeses, says Jezo-Sywulka.
"Our cave represents well over 20 countries, as well as cheeses from master cheesemakers right here in Wisconsin. But the main focus of our inventory is on domestic, French, Italian, Dutch, English, Irish, German, and Belgian cheeses."
While the sheer variety is certainly impressive, 80 percent of sales come from 20 percent of the cheeses, most of which are the basics: cheddars, colbys, mozzarellas, and jacks, according to Jezo-Sywulka.
Dovetailing nicely with Sendik's cheese department is what Jezo-Sywulka calls "a wonderful wine department. We of course do a lot of wine and cheese tastings and pairings classes here in the store."
Cheese can help grocers wedge their way into changed shopping patterns
With food prices accelerating at a rapid pace and no quick fix expected, consumers are changing their shopping and eating patterns. While it's not all bad news for retailers, they too will have to change their food habits, says the Wisconsin Milk Marketing Board.
Madison-based WMMB, which represents the state's more than 13,900 dairy farms, closely monitors the effects of trends and food costs as part of its national Wisconsin cheese-marketing program.
The shaky economy creates some opportunities for retailers, says Peter Buol, WMMB's director of retail programs. Several recent studies have confirmed that consumers are eating out less, cooking more at home, making fewer food shopping trips, and combining shopping, errands, and personal recreation stops.
"Consumers are seeking meal solutions, recipes, cooking classes, and nutrition advice," says Buol. Some products that fit this profile are holding their own in the economic downturn; natural cheese sales, for example, are steady, he adds.
The time is right for promotions and specials that not only provide price incentives, but also increased occasions for interactive educational opportunities that include classes or meeting food producers such as cheesemakers, says Buol. These interactive special events provide a stage for seasonal and meal preparation promotions as well as special pricing, cooking demonstrations, sampling, and couponing.
WMMB is filling this need, he notes, with promotional themes that can be customized to individual chain or store needs, including "Meet the Expert" (cheesemaker), "Hispanic Cheeses," "Grilling with Wisconsin Cheese," and "Holiday Cooking and Entertaining."
Many consumers are increasingly focusing on sustainability and related issues such as respect for the environment, product safety, farm practices, and producer size. The added value and quality they perceive in these attributes appear, to date, to be worth the higher price to them. In response, WMMB has developed two other in-store promotions to demand for premier quality: "Where It Comes from Matters" and "Imported from Wisconsin."
"In tough economic times, people tend to make smaller luxury purchases," says master cheesemaker Sid Cook of Carr Valley Cheese in LaValle, Wis. "They like to treat themselves to something very special like artisan or specialty cheese. The big trip to Europe may be out, but cheese and other creature comforts are in."
Cook, the most awarded cheesemaker in America, adds that the first quarter of 2008 has been a good one, and he doesn't anticipate a decline in consumers' appreciation of fine cheeses.
Albertsons promoting deli/wine connection in north Texas
Coupons and in-store demos encourage consumers to pair wine with deli dips.
As consumers' interest in wine continues to grow, thanks to greater product selection and affordability, dip maker Santa Barbara Bay Foods has joined Redwood Creek Wines to offer a unique summer promotion in Albertsons stores throughout north Texas.
Through the agreement, Santa Barbara Bay and Redwood Creek will collaborate on three promotions this summer, each running for a period of two weeks, timed for Memorial Day, the Fourth of July, and Labor Day. During each two-week period, Buellton, Calif.-based Santa Barbara Bay will run on-pack coupons for $1 off its products with the purchase of one bottle of Redwood Creek wine, while Modesto, Calif.-based Redwood Creek will promote the coupon offer with specially designed bottleneck labels.
"Recent trends show consumers are more interested in wine than ever, particularly when it comes to pairing wine with food to create unique flavor combinations," said Emily Alfano, marketing manager for Santa Barbara Bay. "By partnering with Redwood Creek, we're aiming to give consumers what they want--great-tasting wines paired with fresh deli dips, at a reasonable price they can afford."
In addition to the coupon offering, Santa Barbara Bay and Redwood Creek will jointly execute three in-store demos in eight to 10 Albertsons stores.
The $1-off coupon will be good for any of the five Santa Barbara Bay dip varieties available at 142 Albertsons locations in Dallas, Fort Worth, and surrounding areas.
For more information visit www.santabarbarabay.com.
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