Presentation on strategies for foodservice channels for the Post Harvest Technology group at UCD, San Francisco. http://www.synergyconsultants.com for more information

1. A Fresh Approach to Foodservice:How to Crack the Code Dean Small Synergy Restaurant Consultants 1

2. Synergy Restaurant Consultants Who We Are & What We Do Menu Innovation and Operating Efficiencies for Chains “Bridge the Gap” between Chains and Suppliers Who We Work With National Full Service Chains: Red Lobster, Olive Garden, California Pizza Kitchen Fast Food: Taco Bell, KFC, Carl’s Jr. Up and Coming Brands: Fleming’s Suppliers: Dessert Glory, Paramount Farms 2

4. Consumers looking for Health Benefits

5. Consumers seeking ValueOperators in a Profit Squeeze Trying to Build Brand Draw through New Offerings Needing Operational Efficiency Looking for Labor Savings Innovation Adds Value Adds value to the plate for consumers Value-added labor savings for the operator 3

6. Top 10 Secrets to Cracking the Code #10. Know Your Primary Target #9. Understand Your Product Benefits #8. Provide Validation #7. Connect to Key Decision Makers #6. Put your Best Foot Forward #5. IncorporateUser-friendly Packaging #4. Create an Emotional Connection #3. Add Value by Being a Strategic Partner #2. Support the Testing Process #1. Become a Provider of Knowledge not Boxes 4

8. Restaurants need

9. Labor savings, availability, stable pricing

10. Guests need

11. Value and “good for you” perceived nutritional value

12. Sources like Technomic validate growth of these trends

13. How can you benefit them?

14. Support their menu innovation efforts

15. Become a Culinary Resource

16. Give them a Competitive Advantage

17. Menu Marketing OpportunitiesPomm Wonderful –Rich in antioxidants Vidalia or Walla Walla Onions – Sweet 5

19. Reduce waste

20. Better yields

21. Less trash

22. Stable menu pricingObstacles, Hurdles & Resources Insights from Experience Pomm Wonderful –Rich in antioxidants Vidalia or Walla Walla Onions – Sweet 6

24. Availability

25. DistributionDemand and like product comparisons Is this a commodity or value-added product? What are the pricing implications of these things? Obstacles, Hurdles & Resources Insights from Experience How Big is the demand: BK case study on Apple Fries How much value did you add: OM case study of artichokes 7

28. MEG, Leadership Conference, COEX, PMA

29. Product Development Department

33. Is there a retail presence? Trade publications?

35. Chef/Culinary Driven Concepts

36. Brio & Fleming’s Steak House, Artichokes (case study)10

38. Desert Glory Tomatoes (case study)Obstacles, Hurdles & Resources Insights from Experience 11

40. Marketing, R & D, Purchasing, Food Team, President

41. Pitching the Benefits, Research and Product Awareness (retail, consumer magazines, nutritional issues)

42. Legitimate Concerns - How many new SKU’s will the New Menu Item Require?Obstacles, Hurdles & Resources Insights from Experience 12

44. How does it add value and support the Brand Strategy

45. Will we get credit For It?

46. What is their Innovation Strategy

49. Does it Reduce or increase labor & Is it worth it?Insights from Experience 13

52. Distribution in primary and secondary markets

53. Stable pricing

54. Shelf Life Requirements

55. HACCP program

56. Movement – slotting concerns

57. Organic or all naturalObstacles, Hurdles & Resources Insights from Experience 15

59. Will it add labor?

60. Stable pricing

61. Supply Chain – Can I get it!

62. Pack size

63. Waste & Shelf life

64. Price

65. TrainingObstacles, Hurdles & Resources Insights from Experience 16

67. Availability – can all of the restaurants get it

68. Quality of the raw materials upon arrival

69. Priced correctly upon delivery

70. Customer Comment Cards or Internet Surveys

71. Favorable Response Obstacles, Hurdles & Resources Insights from Experience 17

73. Success requires a product champion

74. Oftentimes Supported with a Contest by Supplier

76. Number of items sold

77. Waste

78. Operational Complexity and Impact to labor costs

79. Ability to flawlessly execute

80. Positive Feedback from the service staff and Customer

81. Meet the Financial RequirementsObstacles, Hurdles & Resources Insights from Experience 18

82. #1. Become a Provider of Knowledge not Boxes Your Experience can provide their competitive edge Explore Branding Opportunities Insights from Experience 19

83. Top 10 Secrets to Cracking the Code #10. Know Your Primary Target #9. Understand Your Product Benefits #8. Provide Validation #7. Connect to Key Decision Makers #6. Put your Best Foot Forward #5. Incorporate User-friendly Packaging #4. Create an Emotional Connection #3. Add Value by Being a Strategic Partner #2. Support the Testing Process #1. Become a Provider of Knowledge not Boxes 20

84. THANK YOU 21

85. Questions & Answers 22