37th Winter Fancy Food Show - San Francisco - January 15 - 17, 2012
Moscone Center, 747 Howard Street, San Francisco, CA 94103
Connect with NASFT &
the Fancy Food Shows
Winter Fancy Food Show Education Program
Grow Your Business, Train Your Palate and Tour San Francisco Saturday, January 14, 2012 - Tuesday, January 17, 2012
New this year
The Fancy Food Show allows you to purchase recording packages of education sessions as a part of your overall show registration (and at a discount!). Learn more about the different package options and how to secure this pre-show discount at the link below by visiting the following link: Live Learning Center Recording Packages
The Fancy Food Show Educational Program offers classes sold on an individual basis, as well as three package options. You’ll find the packages listed first and then the individual class descriptions below. Your trade show badge must be purchased separately and does not allow access to the Educational Program. Classes begin one day before the trade show. Please make careful selections that correspond with your travel plans as we have a no refund policy on education tickets.
NASFT Members receive a 50% discount on education. To find out more about becoming a NASFT member, visit our Membership Information section.
Need assistance with registration for education programs at the Fancy Food Show? Contact wff@compusystems.com or call 708-786-4141.
Education Program Schedule
For ticket package information, scroll down below the Education Program schedule
Thursday, January 12
The Culinary Institute of America and the UC Davis Olive Center
in Cooperation with the NASFT Present:
Olive Oil Flavor and Quality - Next Generation Benchmarks for Specialty Retail, Supermarkets & Foodservice. NOTE: This all day session is NOT held at the Moscone Center. Transportation to/from event in Napa as well as separate registration is responsibility of attendee. There is no discount for NASFT Members registering for the program. Learn more about this event here
Saturday, Jan. 14
Sunday, January 15
Monday, January 16
Tuesday, January 17
Education Ticket Packages
We have two packages available to help save you time and money if you are an entry level manufacturer. Choose from one of the two packages below to take the guesswork out of picking the classes! We also have a package of tasting sessions, new this year.
The Basics (PLUS Lingo) + Start Up Sunday Package (Sat & Sun) includes badge (PKGA)
The Basics (PLUS Lingo) + Start Up Sunday Package is ideal for a newcomer to the world of specialty food manufacturing and will give you a full day of education on Saturday and a half day of classes on Sunday - leaving you with plenty of time to explore the Fancy Food Show trade show floor and make the most of your weekend. Your package includes lunch on Saturday and a badge to access the trade show floor Sunday–Tuesday to explore, investigate and taste. Classes in this package include: SA1A (Learning the Lingo of Specialty Foods), SA2A (The Basics: The Business of Specialty Foods), SN1B (Taking Your Products to the Marketplace), SN2B (Understanding Pricing for Beginning Manufacturers) and SN3B (Top Ten Mistakes Beginning Manufacturers Make and How to Avoid Them). Please refer to individual session descriptions for more information and times of individual sessions included in this package. These sessions are all available individually as well.
NASFT Member Pricing: PRE SHOW - $250 | As of 1/14/12 - $260
Non-Member Pricing: PRE SHOW - $500 | As of
1/14/12 - $520
Start Up Sunday Package (Sun) includes badge (PKGB)
The Start Up Sunday Package is a short and sweet series for those newcomers to the industry who can't spend Saturday and Sunday in class. If you are busy, this option might suit you perfectly. You’ll get access to three classes on Sunday as well as a badge to visit the trade show floor (Sun – Tue)! Classes in this package include: SN1B (Taking Your Products to the Marketplace), SN2B (Understanding Pricing for Beginning Manufacturers) and SN3B (Top Ten Mistakes Beginning Manufacturers Make and How to Avoid Them). Please refer to individual session descriptions for more information and times of individual sessions included in this package. These sessions are all available individually as well. (NOTE - If you can attend classes on Saturday as well, we recommend PKGA (The Basics (PLUS Lingo) + Start Up Sunday as our most comprehensive program for startup specialty manufacturers.
NASFT Member Pricing: PRE SHOW - $120 | As of
1/14/12 - $130
Non-Member Pricing: PRE SHOW - $240 | As of
1/14/12 - $260
Tasting Trio Package (Sun & Mon ) (PKGC)
The Tasting Trio Package allows you to purchase all three tasting sessions at a discounted price. Join us on Sunday and Monday for a tasting on New World Olive Oil, American Artisan Cheese and Salt & Pepper. Sessions included are SN6C, MN3C and MN7C - please refer to the individual session descriptions for more information. These sessions are all available individually as well.
NASFT Member Pricing: PRE SHOW - $120 | As of
1/14/12 - $130
Non-Member Pricing: PRE SHOW - $240 | As of
1/14/12 - $260
Individual Education Sessions (a la carte)
Learning the Lingo of Specialty Foods (SA1A)
Saturday, January 14
8:00 AM–9:30 AM
Speaker: Jack Acree, Saffron Road Foods
Is your head spinning with food industry jargon? Cut to the chase with this fast-paced session designed to make sense of industry acronyms like SRP, SMA, POP, SKU & FOB. The fun won’t stop there – learn about bill backs, ride-withs, free fills, hip pocket, slotting and much, much more. You’ll leave this essential course for any newbie feeling like an industry insider! Please note - this session fills up quickly. (Sold individually or included automatically when you purchase SA1B: The Basics)
| Pre-Show Prices |
As of 1/14/12 Prices |
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| NASFT Member | $45 | $50 |
| Non-Member | $90 | $100 |
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The Basics: The Business of Specialty Foods (Plus Lingo SA1A Free) (SA2A)
Saturday, January 14
10:00 AM–5:00 PM
Speakers: Ron Tanner – Moderator (NASFT), Ann Daw (NASFT), John Roberts (Blackpoint Management), Julie Jeremy (Native Kjalii Foods), Doug Renfro (Renfro Foods), Tim Metzger (Metzger Specialty Brands)
Geared for producers, marketers and importers of specialty foods, this workshop positions specialty food within the larger industry, provides a history of specialty foods in the U.S., and covers various trade segments (brokers, distributors, retailers) and how they function in detail. Delivered by a panel of successful specialty food manufacturers, the workshop tackles these topics: Understanding the Past, Present, Future of the Specialty Food Industry, its Key Segments and Standards; Working with Brokers and Distributors: Roles, Rules and Relationships; The Ins and Outs of Selling to Supermarkets and Specialty Retailers; Protecting Your Profit: Pricing Your Product and Extending Credit; & Marketing to the Trade: Maximizing Promotions, Shows and Other Activities. You will leave with an information-packed workbook, a clearer understanding of the industry, and real-world answers to your questions. Lunch is included. Please note: if you register for this class you will automatically receive a ticket for SA1A, Learning the Lingo of Specialty Foods from 8-9:30 on Saturday January 14th)
| Pre-Show Prices |
As of 1/14/12 Prices |
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| NASFT Member | $145 | $150 |
| Non-Member | $290 | $300 |
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How to Develop Your Next Generation of Leadership (SA3)
Saturday, January 14
10:30 AM–12:00 PM
Speaker: Dr. Otis Baskin (The Family Business Consulting Group)
When thinking about developing the next generation, we are thinking not just about the next generation of business leaders, but the next generation of owners and family NASFT Members. There are three systems in a family business that need leadership talent: the family system, the ownership system and the business system. Leadership in the family business requires knowledge, experience, good judgment, interpersonal skill and credibility as well as an ability to build and unify the family by nurturing relationships among family NASFT Members. Leadership in the ownership system requires leaders to bring all three systems together and guide the business in accordance with the wishes of the owners and the values of the family. Dr. Otis Baskin will present best practices on how successful family enterprises develop this leadership talent in the three systems. Elements covered will include: creating a culture of leadership, how to develop opportunities for leadership, how to overcome some of the common impediments to leadership development, how to gain the benefits of developing responsible owners in the next generation, how family leadership adds a “strategic advantage” to family owned business, methods for engaging the “younger” of Next Generation as owners and leaders and successful approaches to involving next generation family.
| Pre-Show Prices |
As of 1/14/12 Prices |
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| NASFT Member | $45 | $50 |
| Non-Member | $90 | $100 |
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Bus Tour: San Francisco Artisan Food Producers (SA4)
Saturday, January 14
12:30 PM–5:00 PM
Guides: Lisa Rogovin (Edible Excursions) & Carrie Sullivan (Mise en Place Consulting)
San Francisco is known as a mecca for food lovers, and fortunately for us some of those food lovers have become food producers! Join us for a visit with a number of small but mighty producers of specialty foods such as family-recipe english muffins, inside-out chocolate truffles and culinary finishing salts. You will hear straight from the owners about their successes, their challenges and their goals, and along the way we will learn about a business incubator program which has played a pivotal role in supporting and promoting San Francisco-based food producers for the past seven years. Tour stops (subject to change) include Kika's Treats, Leadbetter's, Love & Hummus, Azalina's, NeoCocoa and Sal de Vida.
| Pre-Show Prices |
As of 1/14/12 Prices |
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| NASFT Member | $80 | $85 |
| Non-Member | $160 | $170 |
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Building Value in Your Business: Financing (SA5)
Saturday, January 14
1:30 PM–3:00 PM
Speaker: Bob Burke (Natural Products Consulting Institute)
Be mindful of the moves you can make now and in the future to build value in your business. Some of these include brand building, building out distribution, margin improvement, extending the brand into new categories and channels and generally looking at your business the way an outside investor would. This session will cover the basic materials investors wish to see when evaluating an investment in your business. This includes the basic pitch deck, an executive summary and a more comprehensive business plan. We will cover the key elements for each of these along with recommendations on how to optimally tell your story to prospective investors.
| Pre-Show Prices |
As of 1/14/12 Prices |
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| NASFT Member | $45 | $50 |
| Non-Member | $90 | $100 |
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Taking Your Products to the Marketplace (SN1B)
Sunday, January 15
8:00 AM–9:30 AM
Speakers: Marsha Echols (NASFT), Lawrence Ames (Golden West Specialty Foods), Madeline Romo (Savor the Flavor)
Explore important business issues that will help you take your product concept to the retail shelf. Join a co-packer, a retailer and a legal expert to learn from the pros about best practices for getting your product concept from paper to the shelf. To be discussed - important legal considerations for starting a business; co-packing as an alternative means to produce your product; and finally - some insight into the mind of the retailer: what is the buyer thinking and how you can meet his/her needs and expectations to get your product onto store shelves! Please note - this session fills up quickly. It is also available as part of a ticket package.
| Pre-Show Prices |
As of 1/14/12 Prices |
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| NASFT Member | $45 | $50 |
| Non-Member | $90 | $100 |
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Understanding Pricing for Beginning Manufacturers (SN2B)
Sunday, January 15
9:45 AM–11:15 AM
Speaker: Jonathan Milo Leal (Milo’s Whole World Gourmet)
Aimed at those just getting started or in the business less than two years, who want to learn the intricacies of pricing in the specialty food industry. Learn about starting from Cost of Goods to establishing various pricing levels: wholesale, distributor, private label, and export. Discuss freight and how this affects your final cost. Understand the margin structure for your company, as well as the distributors and retailers you'll be working with. Practical, hands-on examples will be provided as we run the numbers on multiple pricing scenarios. In addition, we'll discuss common pricing pitfalls and steps you should take to be sure you're protecting your profit margin and growing safely. Please note - this session fills up quickly. It is also available as part of a ticket package.
| Pre-Show Prices |
As of 1/14/12 Prices |
|
| NASFT Member | $45 | $50 |
| Non-Member | $90 | $100 |
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Top Ten Mistakes Beginning Manufacturers Make and
How to Avoid Them (SN3B)
Sunday, January 15
11:30 AM–1:00 PM
Speakers: Jonathan Milo Leal (Milo’s Whole World Gourmet), Ian Kelleher (Peeled Snacks)
Want to learn from someone else’s experience? Then join us for this exciting new session on mistakes NOT to make as you start a specialty food company. We’ve talked to companies across the specialty food industry and collected a wide range of cautionary tales – plus tips on how to avoid making the same mistakes. Get your company off to a successful start with this practical session, added by popular demand. Topics include managing costs, working with distributors/brokers, avoiding common credit and sales pitfalls, understanding pricing & marketing costs, managing inventory & cash flow, and financing missteps. Please note - this session fills up quickly. It is also available as part of a ticket package.
| Pre-Show Prices |
As of 1/14/12 Prices |
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| NASFT Member | $45 | $50 |
| Non-Member | $90 | $100 |
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Industry Trends in Specialty Gourmet: Opportunity Through Assortment (SN4)
Sunday, January 15
8:00 AM–9:00 AM
Speaker: Kathryn Peters (SPINS)
Understanding emerging consumer product demand is key to sales success by ensuring shopper expectations are met. This is especially true for specialty gourmet accounts where assortment is critical to the shopper experience. SPINS Kathryn Peters, will overview and quantify category, brand and segment trends (including emerging ingredient and attributes) leveraging sales data from SPINS Specialty Gourmet Channel and Natural Channel Retail Measurement Service. Insight into emerging natural and organic segment opportunities will be revealed within the context of specialty gourmet, natural and mass channels. Kathryn will also provide practical applications of trends for specialty gourmet accounts enhanced by her own natural product retail experience.
| Pre-Show Prices |
As of 1/14/12 Prices |
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| NASFT Member | $45 | $50 |
| Non-Member | $90 | $100 |
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Using Condiments to Transmit Global Flavor Trends (SN5)
Sunday, January 15
9:00 AM–10:00 AM
Speaker: Kara Nielsen (Center for Culinary Development)
Consumers today are on a flavor quest, seeking bolder and more complex flavors as well as ones that tune them into global food trends. No other food is as perfect a flavor trend delivery mechanism as condiments, a centerpiece category of the specialty food trade. This seminar will present an in-depth look at flavor itself, articulating its essential role in food preparation and the principles of flavor in global cuisines, and how flavor functions to enhance our basic foods. This includes exploring savory umami, flavor application trends and the wide world of condiments. After a tour through the Flavor Enhancer Trend Map®, we share trend translation tips to offer new inspiration for specialty food development, marketing and sales. Food taste included.
| Pre-Show Prices |
As of 1/14/12 Prices |
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| NASFT Member | $45 | $50 |
| Non-Member | $90 | $100 |
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Tasting Trio: American Artisan Cheese in the Marketplace (SN6C)
Sunday, January 15
11:30 AM–1:00 PM
Speakers: Sheana Davis – Moderator (The Epicurean Connection), Seana Doughty (Bleating Heart), Rick Lafranchi (Nicasio Valley Cheese Company), Chris Roelli (Roelli Cheese), Marilyn Wilkinson (Wisconsin Milk Marketing Board)
In this session, we'll talk and taste our way through a collection of artisan cheeses from different US regions. Moderated by Sheana Davis of Epicurean Connection, the panel of cheesemakers and cheesemongers will delight you with a discussion of trends in the American artisan cheese movement and topics for both retailers and manufacturers like ideas for store display, selling and educating your staff. We'll also cover topics for manufacturers including: how to approach different buyers and how to sustain your cheeses in the national market while being present in your local market. (This session is available as an individual ticket or also available as a part of the Tasting Trio package.)
| Pre-Show Prices |
As of 1/14/12 Prices |
|
| NASFT Member | $45 | $50 |
| Non-Member | $90 | $100 |
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Bus Tour: San Francisco Specialty Retailers (SN7)
Sunday, January 15
12:30 PM–5:00 PM
Guides: Lisa Rogovin (Edible Excursions) & Carrie Sullivan (Mise en Place Consulting)
An up-close look at the city's most popular specialty food markets beloved for their selection and quality with a special focus on how retailers can incorporate community efforts into their business model. We will go behind the scenes with the owners and managers of these local gems to find out how they succeed in this competitive, value-driven economic climate. You will see, hear and taste what makes them stand out in a city where even the big box retailers offer a selection of specialty foods. Tour stops (subject to change) include Rainbow Grocer, Canyon Market, Little Vine, Bi-Rite Market, Bi-Rite Creamery & 18 Reasons.
| Pre-Show Prices |
As of 1/14/12 Prices |
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| NASFT Member | $80 | $85 |
| Non-Member | $160 | $170 |
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Today's Specialty Food Consumer 2011 (MN1)
Monday, January 16
8:00 AM–9:00 AM
Speakers: Ron Tanner (NASFT), David Browne (Mintel International)
Today's Specialty Food Consumers are the fasting growing segment in the retail food industry but you might be surprised to find out who is buying these products. This session will help you understand exactly who is buying specialty foods and why, especially in the face of the changing economy. Come discover who these consumers are and what they buy. You will also learn how they shop and spend their leisure time, how they can influence your business and the promising future of our industry.
| Pre-Show Prices |
As of 1/14/12 Prices |
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| NASFT Member | $45 | $50 |
| Non-Member | $90 | $100 |
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Boost Your Profits with Accurate Recipe Costing and Menu Engineering (MN2)
Monday, January 16
8:00 AM–9:00 AM
Speaker: Mark Kelnhofer (Return on Ingredients)
Mark Kelnhofer is dedicated to reducing the failure rate of the restaurant industry. With that in mind, this presentation reviews quickly the restaurant industry data, current economic concerns, and the historic failure rate. With his background of manufacturing and management accounting, Mark Kelnhofer will take you along a journey of combining his passion of numbers and data with the restaurant chef/operator’s passion for food. Attendees will see first hand the unique approach he takes to account for accurate costs including food, labor and overhead. With accurate recipe writing and costing as a base, he will walk you through the steps to engineer your menu for success and profitability utilizing proven methods.
| Pre-Show Prices |
As of 1/14/12 Prices |
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| NASFT Member | $45 | $50 |
| Non-Member | $90 | $100 |
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Tasting Trio: New World Olive Oil - Trends, Blends and Single Varieties With a Twist (MN3C)
Monday, January 16
8:30 AM–10:00 AM
Speakers: Nancy Ash (Strictly Olive Oil), Patty Darragh (California Olive Oil Council), Dan Flynn (Olive Center), Brendon Flynn (Pacific Sun Farms & COOC Board President), Francisco Gobbee (AOG Argentina), Paul Miller (AO Australia), Tom Mueller (Write/Journalist) - Moderator
The presentation will provide both an expert moderator and panel as well as a tasting of extra virgin olive oils from new world regions such as Chile, Australia, South Africa, Argentina and California. There will be an emphasis on how to taste as well as information on non-traditional blending and unique varieties, how to sell new world olive oils and how to educate and excite your staff. (This session is available as an individual ticket or also available as a part of the Tasting Trio package.)
| Pre-Show Prices |
As of 1/14/12 Prices |
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| NASFT Member | $45 | $50 |
| Non-Member | $90 | $100 |
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Building Community Through Responsible Retailer Sourcing (MN4)
Monday, January 16
9:00 AM-10:00 AM
Speakers: Sam Mogannam (Bi-Rite Market & Author of Eat Good Food: A Grocer's Guide to Shopping, Cooking & Creating Community Through Food), Patrick Mills (Bi-Rite Market)
Find out why having a close relationship with your suppliers is one of the best ways you can deepen the level of trust you have with your guests. We’ll share tips, best practices and lessons learned from the past 13 years of specialty food retailing in San Francisco that will give you a competitive edge, increase your sales potential, improve your environmental impact and ultimately strengthen the community you serve.
| Pre-Show Prices |
As of 1/14/12 Prices |
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| NASFT Member | $45 | $50 |
| Non-Member | $90 | $100 |
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Getting on the Shelf - The Retail Buyer Pitch (MN5)
Monday, January 16
9:00 AM-10:00 AM
Speakers: Dom Celentano (The Foodpreneur/About.com), Esther Psarakis (The Foodpreneur/Taste of Crete)
Getting on the shelf is challenging - it takes much more than a great tasting product. Convincing the buyer to give you shelf space requires delivering a compelling Retail Buyer Pitch. The consumer’s needs and the buyer’s needs are different; understanding both is the difference between success and failure. How do you do this? This seminar presents Key Success Factors that will reduce the barriers to entry at the store level through aligning your brand with the retailer’s merchandising strategy.
| Pre-Show Prices |
As of 1/14/12 Prices |
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| NASFT Member | $45 | $50 |
| Non-Member | $90 | $100 |
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Designing Gift Baskets Year Round, Don't Wait for the Holidays (MN6)
Monday, January 16
9:00 AM-10:00 AM
Speaker: Terry August (Fancifull Fine Food and Baskets)
Baskets and food gifts do sell year round. They can aid sales and move product. Holidays help but they are few and far between. How can you design great baskets and food gifts that can serve a variety of needs? There are everyday gift giving situations: condolence, thank yous, marketing, new product launches, baby gifts and on and on. Learn to tailor your baskets and gifts to your customer's needs. Use Artisan Foods to make your gifts stand out. Carve a place for yourself in your local market. Think outside the basket when it comes to container and presentations. Green gifting is a great way to help the planet, your customers and your business. Everyone wins!
| Pre-Show Prices |
As of 1/12/14 Prices |
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| NASFT Member | $45 | $50 |
| Non-Member | $90 | $100 |
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Tasting Trio: Salt & Pepper - Not So Black & White (MN7C)
Monday, January 16
11:30 AM-1:00 PM
Speakers: Keith Keogh, Food University
Join NASFT's Foodservice Council as we present a guided tasting of different salts and capsicum peppers. The purpose of the exercise conducted in this tasting trio session is to outline the components of both taste and flavor. In today's marketplace, flavor more than price, packaging and presentation drives the second purchase and frequency of purchase. Take this opportunity to get in touch with your taste buds - ideal for retailers and foodservice professionals alike. (This session is available as an individual ticket or also available as a part of the Tasting Trio package.)
| Pre-Show Prices |
As of 1/12/14 Prices |
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| NASFT Member | $45 | $50 |
| Non-Member | $90 | $100 |
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Getting From A to B, Taking My Business to the Next Level (TS1)
Tuesday, January 17
8:00 AM-9:00 AM
Speaker: Bob Burke (Natural Products Consulting Institute)
What are my ambitions with my company? - to make a living, pass it on to my children or to grow and sell it to a strategic buyer? Depending on my size, can I double it over the next year, 3 years, 5 years? This session covers how to take stock of where you are now and then to map out a sensible plan to thoughtfully grow your business. We’ll review a process by which you can map out a blueprint for growth by looking at the following: distribution growth, velocity growth, new products, building out the team, brand building and capital needs.
| Pre-Show Prices |
As of 1/12/14 Prices |
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| NASFT Member | $45 | $50 |
| Non-Member | $90 | $100 |
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You've Got 2.6 Seconds to Sell on the Shelf…How Do You Capture the Consumers Heart and Wallet? (TS2)
Tuesday, January 17
9:00 AM-10:00 AM
Speaker: Chris Cornyn (DINE: The Food and Drink Agency)
Positioning and Packaging is key when a consumer only spends 2.6 seconds deciding whether to pick up a package. Learn the fool-proof tactics to win and end up in the shopping cart.
| Pre-Show Prices |
As of 1/12/14 Prices |
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| NASFT Member | $45 | $50 |
| Non-Member | $90 | $100 |
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Social Media Success Stories From Savvy Manufacturers (TS3)
Tuesday, January 17
9:00 AM-10:00 AM
Speaker: Conor Lee (Buyers' Best Friend), Pete Fishman (Bacon Hot Sauce), Greta Meirsma (TCHO Chocolate), Janine Somers (Stonewall Kitchen)
Learn how to cut through the social noise, engage your community and make an impact on the bottom line. Launching a new product or an extension of your product line was traditionally a long and costly endeavor. But thanks to Twitter, Facebook, Wild Fire, YouTube, Yelp, deal sites, and online boutiques like Gilt Taste, companies can quickly launch at a fraction of the cost-- if they understand the elements of social marketing. In this session, you’ll learn the ins and outs of “sticky” marketing and media engagement from savvy specialty brands. They’ll share their insider stories on how they used new media to get their brands off the ground, into retail stores, and directly into the pantries of their devoted following.
| Pre-Show Prices |
As of 1/12/14 Prices |
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| NASFT Member | $45 | $50 |
| Non-Member | $90 | $100 |
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