Sometimes suppliers who understand Newk's
menu and food philosophy can pitch products that
will further advance the restaurant brand's mission
to offer fresh, wholesome food. "We have had some
vendors come to us with a fix for an operational,
service, or a flavor issue that we didn't know we
had," says McGowan.
A supplier might have a food product that
uses a natural starch instead of a gum, for example,
which the culinary team can consider as a potential
improvement to the menu.
Distribution Is Key
Distribution capabilities are also critical. Suppliers
need to either have access to distribution through
a wholesaler, or have the financial capacity to ship
product themselves, which can be expensive.
Polishing Your Pitch:
Tips for Breaking into Foodservice
BY MARK HAMSTRA
F
or specialty food makers, getting a product
onto a restaurant's menu requires following
a careful recipe.
The first step is to study the restaurant brand's
existing offerings and its position in the market to
ensure that the product fits the concept's mission
and ethos. "Doing due diligence is an absolute
necessity," says Angel McGowan, senior director of
procurement for Newk's Eatery, a 100-unit salad-
and-sandwich chain based in Jackson, Mississippi,
which is focused on fresh, healthy fare.
McGowan cited as an example, suppliers who
have pitched the restaurant with a product that
needs to be deep-fried, even though the chain has
no fryers in any of its restaurants. "Our chefs are
looking for things that fit our brand, and our menu
as well," she says.
The channel is ripe with opportunities for makers
who can fulfill unmet needs.
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SPECIALTY FOOD
MAKER
