enter date. providing product knowledge to identify key product advantages. helping you gain...

Presentations®Appetizer Training

Enter Date

Providing product knowledge to identify key product advantages.

Helping you gain confidence in the fact that Presentations® appetizers are as good or better than the competition.

Explaining why you should be selling Presentations® appetizers and why your customers will want to buy them.

Identifying new selling opportunities

Presentation Goals

Presentations® had the very first mozzarella cheese stick introduced to the foodservice industry in 1982.

Over the years we have led the way with innovative new product offerings.

Macaroni & Cheese BitesBattered Green BeansBreaded Portabello MushroomsBattered Asparagus Fries

Innovation will continue to drive success. Introducing the new Presentations® Spicy Appetizer line in Q4 2010.

Spicy Breaded Corn Nuggets with Jalapenos Spicy Breaded Jalapeno Fries Spicy Breaded Green Beans

Did You Know…

Category Trends

Source: Technomic, April 2010

Onion Rings $250MM

46%

Cheese $110MM

20%

Jalapenos $87MM

16%Mushrooms

$51MM9%

Zucchini$17MM

3%

Okra$10MM

2%

Broccoli$5MM

1%

Cauliflower $5MM

1%

Other** $11MM

2% Segment $MM Share (%)*

Full Service Restaurants $255 47%

Limited Service Restaurants 93 17

College/University 50 9

Lodging 40 7

Business & Industry 29 5

Supermarkets 19 3

Healthcare 18 3

Primary/Secondary Schools 18 3

C-Stores 12 2

All Other 12 2

Total $546 100%

Total 2009 Manufacturer Shipments = $546MM

Non-Commercial Business Today

*: Non Commercial volume = combined projected sum of Sodexo, Aramark and Compass for FY09

Volume (MM lbs.)

Sec. Schls. C&U B&I HC Other Total

Appetizer (B&B)

10.6 7.8 5.3 5.5 36.8 66.2

Estimated Industry Breaded and Battered Appetizer Pounds (Annualized)

Assumptions• Source: Utilized absolute servings # from NPD OnSite data• Volume: Assumed 6.5 oz. for appetizer serving size in all Segments.

Shareability is a positive.

New products such as green beans, breaded asparagus, pickle chips and onion petals are adding some excitement.

Emergence of various dipping sauces to add variety for the consumer.

Some whole grain and spicy breadings have been introduced.

As cheese, onion rings and jalapenos remain stable vegetables will help drive growth over the next few years.

Market Trends

Top appetizers on the menu: #3) Sampler Platter #5) Mozzarella Sticks #13) Onion Rings/Strings #14) Vegetables – Mintel Menu Insights 2009

Fried food offered at reasonable price points has strong appeal across multiple groups. The crispy texture and craveable flavor is something that they cannot duplicate at home. - Technomics 2009

Cheese consumption is continuing to rise up from 27.8 pounds per capita in 1998 to 32.7 pounds in 2007. Cheese has gained tremendous popularity growth in such entrees as pizza and other quick serve products. – Natural Resource Report

Consumers want more value from the left side of the menu. Four out of five consumers felt that appetizers should be shared and 61 percent said that portions should be large enough to do so. Three quarters would consider ordering a combination platter – Technomics 2009

Technomic finds that impulse is a major driver of fried food sales. Wait staff training is critical here to drive appetizer sales to increase profits.

Market Trends

Presentations® Appetizers

•Mozzarella, Cheddar

Breaded & Battered Cheese Sticks and Nuggets

•Mushrooms, Zucchini, Cauliflower, Broccoli, Corn Nuggets

Breaded & Battered Vegetables

•Cheddar, Cream Cheese

Breaded Stuffed Jalapeños

•Gourmet, Homestyle, Steak Cut, Beer Battered, Batter-Dipt, Petals

Breaded & Battered Onion Rings

•Battered Apple Crescents, Toasted Onion Battered Green Beans, Battered Asparagus Fries, Breaded Portobello Mushroom , Mac & Cheese Nuggets, Vegetable Sticks, and the new Spicy Appetizers

Specialty Products

What does Presentations® offer?

Great tasting, consistent, high quality productsApprox. 99% of our appetizers have zero grams of trans fat per serving!

Battered White Cheddar Nuggets #629499 contains naturally occurring trans fat.

Full line appetizer supplier

Effective product merchandisingTable tents & waitstaff buttonsFully custom POS capabilities

Operator promotional supportCustom coupons available for sales blitzes and trade showsServing materials available for customers who switch from our competitors

Why operators should buy Presentations® Appetizers

Appetizer Cutting Order

Cheese Vegetables Onions Jalapeños

Always sample appetizers in the following order

Keep taste buds working. Always try spicy items last!

Breading ProfilesJapanese Bread Crumb

Large bread crumb flakes give product a very upscale, homemade appearance. This product has great crumb definition. Also called Panko.

Can find on Gourmet Onion Ring 673655

American Bread CrumbFiner crumb definition than Japanese bread crumb, but still made from bread. This product has great highlights.

Can find on Homestyle Onion Ring 673651

Cracker CrumbCoating is made from finely crushed cracker.

Can find on Breaded Mushroom 672197

Potato Flake CrumbUsed exclusively in the stuffed Jalapeño category. Offers operators a crunchy coating with an extended hold time and great fried potato flavor.

Can find on Breaded Jalapeño Pepper items 673634,673670 and 673672

Batter Profiles

Beer BatterThe most popular flavor in battered products. Beer is added to the batter to create a unique, rich taste profile.

Found on a variety of items including onions, cheese sticks, vegetables

Fry Performer BatterProprietary process that gives your operator all the benefits of battered products:

Extended hold timesDurabilityOvenable capabilities No crumb rub-offFound on items Batter Dipped Thick & Thin Onion Ring items 674653 & 673645

Tempura BatterBatter coating with no crumb fall-off in operators fryers; a light airy golden batter achieved through leavening.

Use a “tempura-like” batter on Green Bean 671850

Cheese

Cheese Quality Advantages

Introduced the first mozzarella stick in 1982. Items #629497 & #629495 are now industry standards.

100% real mozzarella string, not block, cheese which provides a superior stretch, creamier texture and better bite.

Less moisture, more cheeseOur products have lower moisture levels than the competition.More moisture means a higher likelihood for blow outs during the cooking process.

Creamier flavor, not saltierThe process of making mozzarella cheese involves a brining process in order to cool the cheese after cooking. The amount of time our cheese spends in the brine bath, however, is less than our competitor’s leaving our cheese creamier and less salty.

Benefits of our cheese vs. the competition

Presentations® Competition

Vegetables

Vegetable Quality AdvantagesUse only premium vegetables

We look for supplier partners that are going to provide vegetables that are of the highest quality along with consistency in size.

Zucchini wedges, sticks and circles are more crisp than competitors Our zucchini products have vibrant green skin and small seeds in the center. Excess moisture and large seeds indicate older, lower quality zucchini in competitive products.

Mushrooms look and taste fresher than competitorsPresentations® mushrooms are the industry standard for natural freshness.We process within 72 hours of picking. If not processed within 72 hours, mushrooms start to dehydrate, caps and stems pull apart and they turn brown. Some competitors use a chemical rinse to clean and whiten their mushrooms leaving an unpleasant chemical aftertaste. (Ingredient deck may contain Erythorbic Acid a chemical used to whiten)

Benefits of our vegtables vs. the competition


Onions

Onion Quality Advantages

Use Grade “A” naturally sweet Jumbo Sweet Spanish Onions Listed as such on our product labels.Other onion varieties have a sharp, rather than sweet, flavor profile.

More beer in our Beer Battered Onion Rings We have a stronger, more distinct beer flavor and beer aroma than competitors. 100% of the liquid used in our onions is beer.

Breaded items are all packed by hand This provides for more whole rings vs. broken pieces. Less waste, saving money. Competitor’s onions are machine packed so their breading has to be tougher resulting in a tough textured onion ring.

Gourmet Crumb onion rings use Japanese–style breadcrumbs for a dramatic appearance and added crunch.

Benefits of our Onions vs. the competition


Jalapenos

Jalapeño Quality AdvantagesPresentations® Stuffed Jalapeños feature brined jalapenos

Soaked in a salt-water-vinegar solution to make it soft and easy to bite through and results in a consistent heat level across all peppers. Reduces and maintains the heat level of all peppers. The brine solution is completely washed off before stuffing. Watch for competitors’ cheeses that start to “curdle” from not washing brine off completely.

80% of the stuffed jalapeño business consists of Cheddar and Cream Cheese fillings

Tighter specifications Consistent sizing. Helps food costs and plate coverage.

Our jalapeños are carefully hand stuffed end to end with cheeseThis allows for creamy cheese, crisp breading and zesty jalapeño all in one bite. Some competitors use a preformed block of cheese within an automated manufacturing process for all their peppers.

Often, smaller peppers will be overfilled with cheese and large peppers won’t have enough. Competitor’s products will have the end of the pepper filled with batter because their cheese block doesn’t fit well.

Benefits of our jalapeños vs. the competition


Specialty Items

Specialty Products

Looking for a signature menu item? Presentations® offers a variety of items to help you round out your menu…

Toasted Onion Green Beans - tastes just like your Grandmothers green bean casserole.Grade “A” whole petite green beans coated in toasted onion batter.Asparagus Fries - Fresh asparagus pencils enrobed in a crisp hollandaise style batter with flavors of lemon & butter.Portobello Mushroom Fries – Tender Portobello mushroom slices in a savory breading of both American and Japanese bread crumbsBattered Apple Crescents – crescent shaped, filled with apple chunks and sweet cinnamon. Can be served as an appetizer, dessert or pancake topper.Macaroni & Cheese Battered Nuggets – Kid food you can eat with your fingers! Great for kids menu’s, side item to fried fish, fried chicken or hot dogs!Spicy Appetizer Items – For your patrons looking for veggies with a kick, add these Spicy Green Beans, Spicy Corn Nuggets w/ Jalapenos and Spicy Jalapeno Fries to the menu.

Solution Selling withPresentations® Appetizers?

Understand their current equipment – do they have a fryer? Do they prefer to bake?

Current Appetizer Offering (item & manufacturer)

Food outlets – do they have more than one?Cafeteria, catering, conv. Stores, sorority/fraternity, concessions, different day parts (B/L/D/Snack)

Specific StrategiesBetter For You/Health ConscienceNutritional NeedsCost ConsciencePromotional/Marketing opportunities

Understanding Your Operator

Bake-able ItemsP-SYS A-SYS Product Description Pack Size

Cheese 629499 1463637 Battered White Cheddar Nuggets 6/2# Bag626391 7332687 Battered Mozzarella Cheese Stick, 2 3/4" 6/2# Bag624284 8332728 Beer Battered Mozzarella Cheese Sticks 6/2# Bag

Vegetables 673542 3332293 Battered Mushrooms 6/2# Bag674652 5332580 Beer Battered Mushrooms 6/2# Bag673638 9332289 Battered Zucchini Sticks 6/2# Bag673636 1332295 Beer Battered Zucchini Slices 6/2# Bag673286 8332561 Battered Cauliflower 6/2# Bag672685 9332651 Battered Sweet Corn Nuggets 6/2# Bag622014 8332538 Mini Broccoli Cheddar Bites 6/2# Bag630764 9332677 Battered Apple Crescents 6/2# Bag673692 6332704 Battered Vegetable Sticks 6/2# Bag674658 1332691 Battered Vegetable Sticks - Southern Style 6/2# Bag671850 8510901 Battered Green Beans 6/2# Bag250970 4652418 Battered Asparagus Fries 6/2# Bag

Mini Meals 628218 1494095 Macaroni & Cheese Battered Nuggets 6/2# Bag

Onions 672830 7494081 Battered Onion Petals 4/2.5# Bag673559 3494077 Beer Battered Jumbo Onion Rings 1" - 1.5" 4/2.5# Bag674653 7332646 Battered Onion Rings, Thin 4/2.5# Bag673645 7332299 Battered Onion Ring, Thick 4/2.5# Bag673649 6332290 Beer Battered Onion Ring, Thin 4/2.5# Bag673647 2332526 Beer Battered Onion Ring, Thick 4/2.5# Bag622012 4332532 Classic Battered Onion Sticks 6/2# Bag673699 5332697 Battered Formed Onion Ring 8/2# Bag673643 3332558 Breaded Formed Onion Ring 8/2# Bag

Stuffed Jalapenos 673634 2463677 Ovenable Cheddar Cheese Stuffed Jalapenos 4/3# Box

Street/Bars & GrillsStreet/Bars & Grills Strategies

Shareability is a positiveSampler platters are great options for operators – utilizing existing items into one offeringNew spicy appetizers along with buffalo wingsOffer multiple sauces for the table to share

Operators are looking for something new & exciting to add to their appetizer menu

Spicy new appetizers, green beans, portabello mushrooms

Dipping sauces add variety, help spice things up!Offer multiple options to your operator by cross merchandising with other EB items

Vegetables are helping to drive the growth in this category while cheese, onions and jalapenos will remain stable.

New spicy appetizers, mixed vegetables for sampler platters, unique items like corn nuggets, asparagus fries or portabello mushrooms.

Lead with new spicy appetizers Beer Battered are always a favorite for the bar crowd Cheese is always a crowd favorite Show different sampler ideas including multiple dipping sauce options Marketing tools – don’t forget the free marketing tools available including table tents, posters, menu cards, etc. Have fun! Work with the operator to promote or develop promotions for All-Time favorites night, Game Day appetizers, Eat-Your-Veggies, etc. Training the wait staff is important so make sure they understand the power of suggestive selling!

Promote Drink and Appetizer Specials Together Increase check averages with combined specials.

Consumers like CHOICE…create a “Mix and Match” appetizer program Select any two appetizers and dipping sauce with your lunch/dinner for an additional $X.XX dollars.

Happy Hour-Half Price Appetizers Increase sales and check averages by promoting drink and appetizer specials together. Offer ½ orders and ½ price for a single patron.

Promote 3 course Meal Deals Fixed price for a 3-course meal. Offer appetizer, entrée and dessert to increase check averages and customer repeat business.

Never underestimate the power of dipping saucesAdd variety and your own distinctive twist to items on the left side of the menu by adding signature dipping sauces to an already craveable appetizer.

Operator Marketing Ideas

College & UniversityLessons Learned: C&U Strategies

Breaded and Battered (B&B) appetizer big business but declining Corporate Social Responsibility & Sustainability platforms very important within C&U Heavy FSM presence within C&U Better For You choices important to menu offerings, but a wide array of operational/nutritional needs beyond BFY

In C&U, active student lifestyles driving 4-6 meals occasions/day, including snacking C&Us operate multiple food outlets across all day parts 25% of meals consumed outside C&U dining halls Spicy profiles are on-trend with students

Lead with college students all-time favorites such as:Cheese (include bakeable)OnionsGreen beansSpecialty & spicy items

Work with operator to promote and or develop promotions for All-Time favorites night, Game Day appetizers, Eat-Your-Veggies, etc For health-conscious operators, focus on battered (bakeable) vegetables that can be baked for healthier offerings Explore opportunities for social media and texting promotions

*: Source: Technomic, 1/09

Healthcare

Lessons Learned: Healthcare Strategies

Breaded and Battered Appetizers are big business but declining Corporate Social Responsibility & Sustainability platforms are becoming more important in Healthcare segments Heavy FSM presence within Healthcare Segments Better For You (BFY) choices important to menu offerings, but a wide array of operational/nutritional needs beyond BFY Some operations are more progressive than others

Lead with patrons all-time favorites such as:Cheese (include bakeable)OnionsSpecialty & spicy items Green Beans (a great alternative to fries to compliment sandwiches and burgers)

Work with operator to promote and or develop promotions for All-Time favorites lunch/dinner For health-conscious operators, focus on battered (bakeable) vegetables that can be baked for healthier offerings Emphasize versatility- same sku could be served as an appetizer, soup garnish, sandwich topper, and side! Don’t‘ forget the other food operations such as catering


Lessons Learned: Business & Industry Strategies

Breaded and Battered Appetizers are big business but declining Corporate Social Responsibility & Sustainability platforms are becoming more important in B&I segments Heavy FSM presence within B&I Segments Better For You (BFY) choices important to menu offerings, but a wide array of operational/nutritional needs beyond BFY Some operations are more progressive than others


Work with operator to promote and or develop promotions for All-Time favorites lunch/dinner – theme days For health-conscious operators, focus on battered (bakeable) vegetables that can be baked for healthier offerings Emphasize versatility- same sku could be served as an appetizer, soup garnish, sandwich topper, and side! Don’t forget the other food operations such as catering

Business & Industry


Lodging

Lessons Learned: Lodging Strategies

Corporate Social Responsibility & Sustainability platforms are becoming more important in Lodging segmentsBetter For You (BFY) choices important to menu offerings, but a wide array of operational/nutritional needs beyond BFYSome operations are more progressive than others


Work with operator to promote and or develop promotions for All-Time favorites dinner, Game Day appetizers, Eat-Your-Veggies, etc – theme daysFor health-conscious operators, focus on battered (bakeable) vegetables that can be baked for healthier offeringsEmphasize versatility- same sku could be served as an appetizer, soup garnish, sandwich topper, and side!Don’t forget the other food operations such as bar, room service, and lobby kiosks


Schools K-12

Key Lessons: K-12 Schools Strategies

Fried appetizers servings declining, “Better For You ” foods expectedSchool Nutrition guidelines- focus on less fat and sodiumNeed operational help/training, guidance on batch prep, bakingFSDs important gate keepers, but increasingly so are RDs and Assistant FSDsCheese sticks are a kid favorite, but more pressure to serve more nutritious and less processed items in schools (Let’s Move Campaign)

This might be a tough sell in some of the stricter school districtsPromote bakeable items for this segmentLead with Battered cheese sticks instead of Breaded onesFocus on kid-approved taste and emphasize balance and moderationFocus on ala carte menu for more opportunitiesMore kid friendly items such as corn nuggets, vegetable sticks, apple crescents, macaroni & cheese bites, green beans or battered vegetables – all can be baked


ButtonsTable tents/Menu Cards/placemats/postersCustom Menu’sConical holders Wire standsOR stands Deli sheets Serving basketsServings trays Pepper ramekins

Marketing Tools

Helping to make your operation more successful and profitable – utilize our existing serving tools! We can also customize your own marketing materials.

Profitability Calculators

Dip Recipe Ideas

1 qt. crushed tomatoes3 tbsp. dry basil leaves¼ cup dry oregano leaves2 tsp. salt

Simmer for 8 minutes

Makes 1 quart

Great with Cheese

Pizzaiola Dip1 qt. crushed tomatoes2 tbsp. anchovy paste1 tbsp. fresh basil, finely chopped

Heat ingredientsMix well

Makes 1 quart

Great with Cheese

Bruschetta Dip

3 cups sour cream1 cup Italian salad dressing, creamy

Mix ingredients well

Makes 1 quart

Great with Cheese

Tangy Sour Cream Dip

Feta Cheese Dip

Blue Cheese & Bacon Dip

3 ¼ cups mayonnaise1 tbsp. garlic, finely chopped¼ cup chives, finely chopped¼ cup fresh parsley, finely chopped¼ cup fresh cilantro, finely chopped¼ tsp. cayenne pepper

Mix together well and refrigerate 2 hours before serving

Great with Vegetables

8 oz. blue cheese, crumbled1 ½ cups sour cream½ cup yogurt1 lb. bacon bits, cooked¼ tsp. cayenne pepper

Mix together well and refrigerate 2 hours before serving


Blue Cheese & Bacon Dip

2 cups feta cheese, crumbled1 ½ cups milk¼ cup EV Olive Oil1 tbsp. parsley, chopped2 cups walnuts, chopped¼ tsp. cayenne pepper

Place all ingredients in food processor an d blend well. Refrigerate at least 2 hours before serving


1 qt. ranch dressing3 tbsp. dry tarragon leaves3 tbsp. honey

Mix ingredients well and refrigerate overnight before serving

Great with Onion Rings

Tarragon Dip

3 cups mayonnaise¾ cup milk3 tbsp. curry powder½ cup lemon juice¼ cup lime juice2 tsp. paprika2 tsp. sugar

Mix ingredients well and refrigerate for at least 2 hrs. before serving

Great with Onion Rings

Creamy Curry DipCreamy Garlic Herb Dip Feta Cheese Dip

1 qt. picante sauce½ cup fresh lemon juice½ cup fresh cilantro, chopped

Mix ingredients well

Great with Stuffed Jalapeños

Fresh Picante Dip

14 oz. mayonnaise10 oz. picante sauce, mild8 oz. sour cream

Mix ingredients well and refrigerate

Great with Stuffed Jalapeños

Creamy Salsa Dip

Why Presentations®?

Key TakeawaysWhy you should be leading with Presentations®

vs. the national branded products?

It’s your point of difference in the market. All other distributors are selling the national brand but USFS has the exclusive on Presentations®

You have the clear quality advantage over the competition Less salt in the cheese sticks, more beer flavor in the onion rings, hand pack vs. dump

pack in breaded onion rings, fresher mushrooms, hand filled jalapenos, etc.

You lead the way in Innovation Toasted Battered Green Beans, Portabello Mushrooms, Battered Asparagus Fries,New spicy Jalapeno Fries, spicy green beans and spicy corn nuggets with Jalapeno

You have the custom merchandising & promotional support to help your operators promote the items on the left side of the menu

WIIFM = Points of Focus, 5 points per dollar 2 cases cheese sticks per week = approx. 51,500 points per year on one item

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