Issue link: http://osercommunicationsgroup.uberflip.com/i/264052
P r o d u c e S h o w D a i l y S u n d a y, O c t o b e r 2 0 , 2 0 1 3 4 6 Idaho-Eastern Oregon Onion Committee is an instrumentality of the federal gov- ernment representing more than 300 growers and 36 shippers in southwestern Idaho and Malheur County, Oregon. Our goal is to work with all seg- ments of the produce industry to pro- vide consistently sized onions and the best possible quality available. In addi- tion, we work to increase consumption of Idaho-Eastern Oregon onions through the use of promotional pro- grams, education, advertising and com- munications. We also partner with our growers and shippers to create pro- grams to entice buyers, creating a demand for mandatory-inspected Idaho-Eastern Oregon onions. PSD: What would you say makes your company unique? SJ: We are the only storage onion region in the United States governed by a Federal Marketing Order (No. 958). Our onions are inspected daily by the Federal-State Inspection Service to certi- fy that they are in accordance with grade, size, pack and maturity requirements – another reason why our onions are some of the most popular grown anywhere in the world. PSD: What was your program last year? SJ: Last year, we ran a successful grilling and tailgate promotion campaign. The focus of the campaign was to encourage buyers to purchase onions grown in our region and to communicate the value of healthy grilling. In doing this, we created ads that featured grilled menu items. We implemented incentive programs and a retail display contest, all incorporating football, tailgating and grilling. The theme was well received. We also contin- ued to connect with buyers and end-users with a "homegrown" approach. Onion Committee (Cont'd. from p. 1) PSD: Describe your current marketing strategy. SJ: This year, our organization has determined that the success of the grilling and tailgating promotions should be continued. Since the Idaho and Eastern Oregon Onion season runs from August through March, a football grilling based theme is still the natural choice for the Committee's promo- tions. Whether consumers are grilling at the game or at home with the game on TV, they will be encouraged to make USA Onions part of their experi- ence. This season we have moved our retail display contest to September and October, and have included Weber ® to again provide the grills and accessories for our grilling platform. The reason grilling works well for us is that cook- ing enhances the flavor profile of our onions. While our raw onions are somewhat more pungent, they actually contain more sugar than sweet onions. Grilling brings out their wonderful sweetness and mellow onion flavor. PSD: To what do you attribute your com- pany's success? SJ: The Idaho-Eastern Oregon Onion Committee has been in force since 1957. Most of the onion farms in our region are operated by family-growers, many of which are third and fourth generation. With years come expertise, and our growers are keen on growing quality, food-safe onions that are enjoyed from coast to coast. It's no wonder the area's growers ship over one billion pounds of onions each sea- son, and remain one of the nation's largest onion suppliers. During Fresh Summit, visit Idaho- Eastern Oregon Onion Committee at booth 1831. Get in touch by going online at www.usaonions.com, or by calling 208-722-5111. it has grown to be the produce depart- ment's number two strawberry tie-in, among a crowded field that includes liq- uid dips, crepes, shortcakes, whipped top- pings and glazes. During the early and late seasons when strawberry prices are high, Dolci Frutta can spur sales by making a few strawberries into an extraordinary treat. However, throughout the peak months of March to June, berries are flush, prices drop and promotions abound, creating a need to give consumers new ways to serve them. This is why tie-ins are so important to strawberry sales, and they are surprisingly easy to implement. Getting salad dressing with the lettuce is difficult, but the big berry displays of summer are built on the unrefrigerated real estate of flat tables and open cases, ideal for cross-merchandising tie-in items directly with the strawberries themselves. PSD: What differentiates Dolci Frutta from its competition? TS: Dolci Frutta was the original choco- late-dip product sold in the produce department, but unlike the semi-liquid fondue dips that followed, Dolci Frutta creates an elegant, hard chocolate shell around strawberries, fresh or dried fruit, and nuts. It comes in its own microwav- able container, so it's easy to use with very little cleanup, and because it hard- ens at room temperature, there's no need to refrigerate or freeze the fruit before or after dipping. PSD: Where do your recommend dis- playing your product? SACO Dolci Frutta (Cont'd. from p. 1) TS: Most often, Dolci Frutta is displayed with the strawberries. Its microwavable canister, similar in size to a pint of berries, fits in easily. In addition to its case pack, Dolci Frutta comes in a unique shipper, inside of which are six "berry flats" of canisters. The flats can be used with the shipper base as a floor display, or on their own next to the strawberry flats for an instant tie-in. The produce department is home to some of the most creative people in the grocery store, and berry displays can vary greatly in size, shape and con- figuration. However, from our experi- ence, the proportion of Dolci Frutta in an inclusive berry display can be from 10 percent to 20 percent of the total area. Several of our high-volume cus- tomers who position Dolci Frutta above and behind long horizontal dis- plays of strawberries say they plan for the Dolci Frutta to extend about half to two-thirds the width of the entire dis- play. While the purpose of any display is to sell strawberries, the purpose of tie-ins is to sell more strawberries. And it should be pointed out that these are non-perishable goods that carry perish- able margins that are real profit-boost- ers to the department. When spring does come and the months roll towards summer, American growers will move more than a billion pounds of strawberries from field to market. Providing customers with a variety of ways to use them is key to maintaining sales throughout the long berry season. Visit SACO Foods in booth 1646 during Fresh Summit. After the show, visit online at www.sacofoods.com, call 608-662- 2662 or email to asanna@sacofoods.com. Japanese yen, Chinese yuan, Skandies currency and the 17-bloc euros. Transactions with most Latin American countries, other than Mexico, would have to be denominated in U.S. dollars. There are other ways to share "cash only" risks even across borders. When shipping containerized product to Europe or Asia, it is common to use your foreign buyer's bank as the col- lecting agent. Under an "International Documentary Collection," you send the documents your customer needs to clear customs through your bank to your buyer's bank. Under international law, your buyer's bank must not release title documents until it has collected your funds from the buyer. Most tree nuts Bank of the West (Cont'd. from p. 4) shipped around the world are paid for by documentary collections. Bank col- lections can work for many other con- sumable products. An alternative to COD is to invoice with the terms backed up by insurance on your foreign buyer. Accounts receiv- able insurance is available from private insurers and from the U.S. Export- Import Bank. While all these methods have some risks, you need as many tools in your box as possible to balance risks and returns. Consult the international trade profes- sional at your bank for advice on your specific needs. Visit Bank of the West during the Fresh Summit in booth 3824. After the show, visit on line at www.bankofthewest.com. BERNARD EGAN & COMPANY CELEBRATES 100 YEARS OF BUSINESS Bernard Egan & Company, parent com- pany of DNE World Fruit LLC was founded in 1914 and will be celebrating 100 years of business in 2014. The company began back in 1914 as a receiver and distributor of fruit and vegetables in New York City. In the 1920s, the company began investing in citrus groves and packinghouses in Florida and today Fellsmere Farms is one of the largest groves in the state of Florida. In 1935, the company pioneered a new concept in the citrus industry by selling direct from Florida to its largest customers. In 1937, Bernard A. Egan joined the company and worked in sales together with his brothers. In 1968, DNE Sales was formed as the marketing arm of the company. The company really began to grow. DNE pio- neered the development of Japanese mar- kets for fresh Indian River grapefruit as well as expanding European markets for fresh Florida citrus. The emphasis on quality was Bernard Egan's principle: "The only way to build a successful busi- ness is through consistent quality." By growing, packing and shipping the fruit, the company main- tained control of the quality. The compa- ny's name changed from Egan, Fickett & Company to Bernard Egan & Company in 1989 on the 75th anniversary. In 1997 the company entered into a strategic marketing alliance with Ocean Spray on fresh citrus. Through this alliance, DNE became the exclusive dis- tributor of fresh citrus under the well-rec- ognized "Ocean Spray" brand. This alliance has been very successful for both partners and continues to grow today. DNE has become a global marketer, packer and shipper. Through the years (1992 to present), the company has ven- tured outside of Florida citrus to be able to offer their cus- tomers year round quality citrus. As well as offering cit- rus from Texas and California, DNE imports summer cit- rus from Australia, South Africa, Chile, Peru and Mexico as well as Clementines from Spain and Morocco. Bernard Egan & Company is the largest marketer of fresh Florida citrus and one of the largest independently owned citrus marketers in the world. The company continues the family commit- ment to operating an organization driven by values of hard work, customer service, and produce excellence. For more information, go online to www.dneworld.com or call 800-327-6676.