Sourced Magazine by the Anthony Marano Company | Issue No. 8 | June-September 23

S E R V I C E

•

V E R S AT I L I T Y

•

K N O W L E D G E

Sourced JUNE—SEPTEMBER 2023 | ISSUE NO. 8

by

Local Farms

& Produce

11 17

CONTENTS

22

TABLE OF

04

03 A Farmer’s Story..................................................................................................................04 Local...............................................................................................................................................05 Local Farms..............................................................................................................................06 Local Seasonal Availability...........................................................................................07 Spotlight AMC Proud Partners...................................................................................08 Market Cuts..............................................................................................................................10 Empowering Decision with Data.............................................................................. 12 Showcase Local Produce................................................................................................13 Summer Spotlight: Melons............................................................................................14 The Least Talked About Team Dysfunction by Rick Van Arnam........16 Meet the Team That Keeps AMC Moving............................................................20 Chef Fred’s Corner..............................................................................................................22 Just for Fun..............................................................................................................................23 Welcome to SOURCED.....................................................................................................

SOURCED | 3

welcome to

Sourced

by

SERVICE • VERSATILITY • KNOWLEDGE Since 1947 the Anthony Marano Company has served the produce needs of the greater Chicago area. With more than seven decades of experience, we pride ourselves in the relationships we have fostered between our growers and our customers. We have developed a full-service, turn-key solution for our customers and continue to adapt to the ever-changing environment of the local produce industry.

We know it’s been some time since our last edition of our magazine, SOURCED, but we have retooled our focus and listened to your feedback. We are excited and proud to introduce a new SOURCED—please enjoy its newly streamlined design, layout, and content.

In this edition of SOURCED, we focus on the local movement and how it affects our produce industry. You will meet a few of AMC’s proud local farmers, and we’ll highlight the benefits of merchandising local produce. We will also provide a behindthe-scenes view of our fleet, which keeps AMC moving. And, you’ll find much more!

We produce this magazine to represent our passion in all aspects of our industry.

Thank you for your continued partnership.

Anton Marano Damon Marano

Chief Executive Officer President & Chief Business Officer

4

A Farmer's Story John woke up early in the morning, before the sun had even risen, to start his day. He put on his heavy work boots and headed out to the fields. The air was crisp and cool, and dew on the plants shimmered in the early morning light. John took a deep breath and smiled, feeling blessed for his opportunity to work the land that had provided for his family for three generations.

As he walked the fields, John inspected his crops, checking for any signs of disease or pests.

He knew that prevention was key to a strong yield, and he and his family took great care to keep their plants healthy and strong. He selected a few ripe strawberries and savored their sweet flavor, knowing that this year’s harvest was headed for success.

After checking on the crops, John headed back to the farmhouse and started preparing for the day’s pick-ups. John worked alongside his wife, their son, and their granddaughter as they packed the produce, carefully making sure everything was in perfect condition.

After a busy day packing orders, John and his family began preparing for the next day. They tended to animals, watered the crops, and made sure everything was in order.

As the sun began to set, John sat on the porch, looking out at the fields with a grateful heart. He knew that farming was tiresome work, but he couldn’t imagine doing anything else. For him, there was no greater joy than nourishing his community. Farming was in his soul, and his family’s legacy was in the soil.

SOURCED | 5

SUPPORT FOR LOCAL COMMUNITY: When you buy local produce, you are supporting farmers and their families. Buying locally grown produce supports local farmers and businesses, contributing to the local economy.

FRESHNESS: Many consumers prefer locally grown produce because it is often fresher, having traveled less distance. Local produce is typically harvested at the peak of ripeness, which means it is fresher when it reaches your plate.

ENVIRONMENTAL BENEFITS: Locally grown produce requires less transportation, which means fewer carbon emissions and a smaller carbon footprint­­—which is better for the environment.

KNOWING ITS SOURCE: People want to know where a product is grown. Buying locally also means that you can enjoy a variety of produce that is in season.

Anthony Marano19xx

6

Local Farms AMC PARTNER FARMER

SOURCED | 7

Local Seasonal Availability June

July

August

September

Collard Greens Mustard Greens Turnip Greens Kale Broccoli Crowns Asparagus Green Cabbage Bicolor Corn Sleeved Celery Tomatoes on the Vine Roma Tomatoes Grape Tomatoes Pickle Salad Jalapeño Peppers Poblano Peppers Hungarian Peppers Onions Potatoes Gala Apples Ginger Gold Apple Jonmac Apples Jonathan Apples McIntosh Apples Paula Red Apples Golden Delicious Apples Honeycrisp Apples Ida Red Apples Jonagold Apples Red Delicious Apples Rome Apples Cortland Apples Empire Applses Acorns Butternut Spaghetti

ORGANIC AVAILABLE

8

SPOTLIGHT

PROUD PARTNERS

SOURCED | 9

Harner Farms is a family-owned farm located in Eau Claire, Michigan.

Founded in 1943 by the Harner family, this farm is already a thirdgeneration family-focused business and has son Hazen Harner in the ranks to carry it to the fourth generation and his daughter Breslin to carry it into the fifth generation. Harner Farms is known for high-quality fruit, particularly its tomatoes, which are grown using sustainable farming practices. Harner Farms prides itself on serving the surrounding community with its 2,000 acres of grain, fruit, and vegetables.

Green Field Farms is a farmer-owned cooperative that was founded in 2003 in Ohio. The co-op consists of more than 100 family farms, all of which use sustainable and organic farming practices. They produce a wide variety of crops, including fruits, vegetables, and grains, and they have their own soil amendments program. Green Field Farms is committed to promoting local, sustainable agriculture and to providing customers with fresh, high-quality food that is free of harmful chemicals and additives.

Frey Farms is a woman-owned and family-operated business that has been thriving since 1992. As a leading grower, shipper, and marketer of fresh fruits and vegetables, the company has primary locations in the Midwest and Southeast. The success of Frey Farms is due to its vertically integrated approach to business, which allows the growers to ensure the highest quality produce. Their beverage business, which includes Sarah’s Homegrown® and Tsamma Watermelon Juice®, is distributed nationally and is a testament of their commitment to producing healthy and delicious products.

10

READY—TO—USE, FRESH—CUT FRUITS AND VEGETABLES

Did you know that Market Cuts® offers seasonal packaging ready for store shelves? Market Cuts Summer Set program has everything you need for this summer’s BBQ party! Let us design a program with you to provide the best value for your customers.

RIGHT PRODUCT Ideal Selection of Products

REDUCE WASTE

Standardized Sizing Reduces Scraps

RIGHT PRICE

Right Price Points

REDUCE RISK Food Safety Injury Exposure

SOURCED | 11

Vegetable s

Summer Set griller

Grab & Go

Pico de

Fruit Tray

Fruit

Vegetable Tray

Gallo

12

EMPOWERING

DECISION WITH DATA In today’s environment, more data and information is available than ever before. But you must know how to understand its value and how to leverage it within your business. It can give great insight into trends and consumer behavior, making it important when developing sales and marketing programs. This coupled with an in-depth understanding of the market channel, consumer preferences, new items, and competitive landscape allows you to show up with your strongest effort.

Let’s look at locally grown produce. The data tells us that 60% of consumers want more locally grown products made available to them­—a figure that is up 7% in three

60% of consumers

years. And, we understand what motivates consumers to support local programs.

Support local economy/farmer.

Fresher product.

Knowing where it's grown.

Better for the planet!

The story of the farm.

Data is just one piece of the puzzle, though, and your teams must understand that they need to also rely on their own intuition, ingenuity, and experience to make informed decisions relevant to the sales program they present.

By collaborating with our customers and industry sources, we can understand their goals and experiences.

How is local defined? A distance of 400 miles? 250 miles? Or, is it hyperlocal? What are the geography and demographics of locations? These are the types of questions that rely on the human element of experience and intuition.

Top 3 money-saving measures when buying fresh produce

32% Buy more on sales/promotions 27% Buy smaller amounts 26% Buy items that last longer for less waste

Consumers in today’s economy are also looking to buy more goods on sale and through promotions, and it’s important to factor these pieces in, as well.

As we move forward, we should ask ourselves, How do we incorporate all available information to create the most successful sales cycle? Determining this, coupled with the human element of experience and intuition, we can become quite powerful in creating an effective sales program.

LET’S WORK TOGETHER TO BUILD A PROGRAM THAT DELIVERS EXCEPTIONAL RESULTS AND BUILDS CUSTOMER LOYALTY.

SOURCED | 13

Showcase Local Produce CONSUMERS ARE DRAWN TO LOCALLY GROWN PRODUCE

Showcasing local produce can have several benefits; but, in doing so, you can also face some challenges.

We at the Anthony Marano Company can support your local programs and farmers while making sure the shelves are full when supply disruptions exist. It’s the best of both worlds—for the customer and the consumer. One of the main advantages to merchandising local produce is that it can help to increase consumer awareness for locally sourced food. Highlighting local produce in-store, grocers can help educate consumers about the benefits of buying locally.

Department signage that says we carry locally grown products.

Displays that feature locally grown.

Signage that features grower stories in the department.

Signage that points out what the consumer should look for.

Individual signage for items promotes local.

USE THESE TECHNIQUES TO SHOWCASE A GREAT LOCAL DEPARTMENT

14

summer spotlight: Melons Fun Facts about Melons • Did you know that more than 1,200 varieties of melon exist?

• Watermelons are both a fruit and a vegetable!

• Early explorers used melons as canteens.

LUXURY FRUIT

The most expensive melons are Yubari King melons. A pair of these melons set records by selling for $45,000 during an auction in 2019.

Yubari King melons demand a farmer’s constant care. They are famous for their sweetness and are protected by geographical indication, like Wagyu beef or Iberian ham.

ORGANIC AVAILABLE

ORGANIC AVAILABLE

seasonally

WATERMELON Bitter, Sweet & Sour

HAMI Sweet with a Crunchy Texture & Fragrant Floral Aroma

seasonally

Athena Melon Sweet Flavor with Aromatics of Honey & Floral

Golden Dew Refreshingly Sweet Flavor with Honeyed Aftertaste

CANARY Sweet, Juicy with a Tangy Flavor

CANTALOUPE Sweet, Juicy & Tender

SOURCED | 15

at ORGANIC AVAILABLE

HONEYDEW Mild, Sweet & Subtly Earthy Flavor

CASABA Subtly Sweet with a Faint Spice

Picasso Extremely Sweet with Nuances of Pear & Honey

GALIA Sweet with Tropical Fruity Nuances

HORNED MELON Subtly Sweet with a Tangy Taste

CRENSHAW Sweet, Spicy & Floral Flavor

WINTERMELON Mildly Sweet with Slight Grass-Like Flavor

SANTA CLAUS Soft with a Sugary-Sweet Flavor

BITTERMELON Strong, Crunchy, Bitter Taste

16

Scorecard Focused

THE LEAST TALKED ABOUT Peer to Peer Accountability

ion nc

TEAM DYSFUNCTION

i

Impeccable Agreements

ick by Pa tr

Unguarded and Genuine

Le

Healthy Conflict

by Rick Van Arnam Patrick Lencioni’s book, The Five Dysfunctions of a Team, was written in 2002­—over two decades ago. His little, red-covered fable remains one of the best business books of all time and has helped hundreds of teams to perform better and enjoy more fulfillment. While I have used it to guide my leadership of teams for which I was responsible, it has had an even bigger impact on many of the teams that hired me to help them get better. It is the go-to blueprint for building cohesive teams.

Professionally, perhaps no other booked has helped me more. I’ve had dozens and dozens of memorable conversations around a conference table that were conversation between team members—often between just two—in front of the entire team. It helped to finally address what we call “the elephant in the room,” or the behavior that was holding the team back.

by AM C

provoked by one of the five dysfunctions and opened a door to much needed, real

SOURCED | 17

Inattention to Results Avoidance of Accountability Lack of Commitment

Fear of Conflict

Absence of Trust

Of Lencioni’s five dysfunctions, the one that is talked about least is the last one, the one at the top of his pyramid: Inattention to Results.

Here’s why, in my opinion.

You can’t get to results unless you’ve built a pyramid from the base up.

Any problem above trust, which provides the base, requires a team to look at other behaviors. For example, it frequently happens that an organization or a team has an accountability issue. The ask of a consultant is to “fix” that accountability issue—and to begin reverse engineering the team’s dysfunction. It is often the case that the levels below accountability, commitment Scorecard and conflict, are also not the real issues. The real issue Focused turns out to be that an absence of trust has prevented the team from having a healthy discussion (conflict) and, because that didn’t happen, the decision made Peer to Peer (commitment) was poor.

Accountability

Impeccable Agreements Healthy Conflict Unguarded and Genuine

So, the real issue is that team members don’t trust one another from the getgo. They spend a lot of time working on trust and then deciding what healthy debate sounds like and how they can commit to a decision.

Frankly, teams spend a lot of time working on the bottomhalf of Lencioni’s pyramid before they address the top-half.

18

In my work with teams over the past twenty years, I’ve spent the majority of my initial time working on trust and untangling the obstacles that stop team members from being vulnerable with one another. By the time they work on trust, talk about meetings, and provide some real-time feedback to one another, working on scorecards (results) often gets delayed.

Unless a team wants to live in mediocrity, it needs to overcome all five dysfunctions, not just one or two. So let’s take a look at overcoming Inattention to Results.

To avoid this dysfunction, teams need to be rigorous in paying attention to a scorecard that focuses on collective results.

And good scorecards have two components. The first consist of the things that are measured year-in and year-out. We call those Standard Operating Objectives or Key Performance Indicators. The second, we call the Thematic Goal, or a “rally cry. It is a single, temporary, and qualitative priority for which the entire team is responsible. I’ll revisit that in a couple of paragraphs.

Standard Operating Objectives form the foundation of a good scorecard and are usually easy to establish. Teams can measure a lot of things, but what are the most important, highestlevel metrics that tell leadership if actions are on track? To drive a car, we only need to know a few things, and the gauges on our dashboard that tell us those things (speed, fuel level, temperature, oil pressure, battery, for instance). For most companies, major metrics probably address sales or revenue, cost of operations, safety or quality requirements, customer satisfaction, financial records, and people. These measurements should be unique and easily understood. Teams should also use these to set annual goals and to regularly share progress with the company. Lastly, teams should use these to help identify the second component of a scorecard, the Thematic Goal.

For me, the Thematic Goal is crucial. It should be fun to establish. When achieved, it improves those things we measure year-in and year-out—our Standard Operating Objectives. Achieving Thematic Goals is the secret to achieving a long-term strategy. Think of a Thematic Goal in terms of this diagram:

Thematic Goal | By Labor Day, 2023 RED Thematic Goal

YELLOW

GREEN

Midwest Grown!

Defining Objectives

Growing Plans

Sales Plans

Packaging

Ads Planning

Standard Operating Objectives

Growth

Inventory

QA

Team Health

SOURCED | 19

Let me give you an example.

At AMC, the months of May through August, and Labor Day, are busy—real busy. America is in summer mode and growers, especially our Midwest partners, are literally enjoying the fruits (and vegetables) of their labor.

Watermelon and corn are two examples of commodities that grow well in the Midwest. For our commodity teams, it’s quite possible that a single qualitative and temporary priority, or what we call a Thematic Goal, should be focused on our local growers. That could be a Thematic Goal for most or all departments.

To successfully go after our local growers, a few “buckets” of work, or focus areas, are needed that support the Thematic Goal. These areas—projects, plans, or programs—are called Defining Objectives. They might include commodity planning, partner visits, or store promotions. When we successfully complete the work associated with those projects, plans, or programs across those Defining Objectives, we achieve the overarching Thematic Goal focused on local growers.

SOME TIPS ON

SCORECARD USE LOOK AT IT FREQUENTLY. Once a week, in your weekly meeting!

GET ALIGNED. Use a simple red/yellow/green system to force alignment.

MAKE DECISIONS. Identify issues or problems that need fixing and make a decision!

EMBRACE PEER-TO-PEER ACCOUNTABILITY. Speak up! If you see something, say something. It’s a team responsibility, not just a leader’s.

KEEP IT FRESH. The Thematic Goal should be updated after about three to four months. Shorter goals are easier to achieve.

CELEBRATE SUCCESS. When the team wins, celebrate!

20

Meet the Team That Keeps AMC Moving

Marano standards ensure that safety is the highest priority, which is why the garage team implements preventive maintenance inspections every two months on trucks, and every 3,000 hours on trailers.

These team members keep AMC moving and play a vital role in making sure that the entire

OUR IN-HOUSE GARAGE DEPARTMENT

"When your interests, knowledge, and skills align with your workplace, it becomes another hobby."

Fernando Ponce

fleet is safely up and running—to guarantee the freshest local produce from our growers gets to store shelves.

"I work for a great company, and always do my best on my part.”

Jose Ojeda

"I’m very happy with my job and my responsibilities.”

Martin Fausto Sr

Our Garage Team is responsible for the maintenance and repairs on a total fleet of 168 vehicles that consist of:

SOURCED | 21

Garage Team

60 Semi Trucks 96 Trailers The Anthony Marano Company boasts an impressive

Snow duty

9 Box Trucks

1 Bobcat skidsteer with snow pusher 1 Bobcat telehandler with snow pusher 2 Plow trucks

in-house garage department that is our operational backbone. Our garage features a wide array of vehicles, ranging from trucks and trailers to vans and flatbeds.

Our fleet gasses up at Fuel Island, our on-site gas station,

IN-HOUSE GARAGE FLEET STATS ON AVERAGE PER YEAR

which consists of four gas pumps, four Diesel pumps,

7 Full Time Employees

the entire fleet twice a month. With a dedicated team of

415 Oil Changes

two DEF tanks, and two vacuums. A wash team cleans skilled mechanics and technicians, the garage ensures that all vehicles are ready to transport fresh produce to

17,388 Quarts of Oil

customers.

966 Filters

The garage’s state-of-the-art equipment and advanced

543,522 Gallons of Fuel for Trucks

technology make it possible for the company to track and manage the fleet efficiently, reducing the risk of delays or

115,200 Gallons of Fuel for Trailers

breakdowns. Over seven decades, the Anthony Marano

7,488,000 Miles a Year for Entire Fleet

Company has been renowned for its reliable, on-time delivery of high-quality fresh produce, largely because of

576 Tires

"Protect the golden goose, and it will take care of you."

Raymond Lopez

our dedicated fleet.

"My work is enjoyable; for the best results tomorrow you have to do the good work today."

Daniel Medina

"What’s great about this company is that, you’ll always get what you put in it."

Gino Lara

"Team work makes a dream work."

Mitchell Huppert

22

f e h C

’ s d e r F C

R E N OR

Summer Corn Chowder Ingredients SERVES

6-8 • 8 oz unsalted butter • 1 cup all-purpose flour • 2 quarts chicken or vegetable stock • ½ cup heavy cream • 6 stalks of celery, small diced • 1 medium onion, small diced • 3 leeks, thin half-moon slices (white part only) • 3 large Idaho potatoes, peeled and small diced • 2 jalapeños, seeded and small diced • 6 ears of corn, shucked and cut off cob • ½ T fresh thyme, chopped • 1 red repper, small diced • bacon bits and green onion to garnish

Preparations Melt butter in stock pot. Add all vegetables except corn. Sauté on medium heat until tender, about 7-8 minutes. Turn heat to low and add flour. Mix and stir often, about 10 minutes, to cook flour.

Stir stock and add corn, then bring to a simmer.

Add cream and herbs. Simmer 30-40 minutes. If too thick, add more stock or cream. Season with salt and pepper.

SOURCED | 23

JUS T FOR FU N

Complete the crossword puzzle below 1 2 3

4

5

7

6

8

9

10 11 13

14

12

15

16

17

18

20

19

21

22

23

25

24

26

27

28

29

30

Across

5. have seeds 7. a trailing woody stemmed plant A c ro ss 13. Latin for melon 5. have seeds 15. most expensive melon in the world 7. a trailing woody stemmed plant 18.melon buried with King Tut 13. latin for 15. most expensive in the world delicacy 19. frozenmelon fruit-and-sugar 18. buried with King Tut 20. cut of fruit 19. frozen fruit and sugar delicacy 20. cut of 25. fruitcold soup 25. cold soup 26. surprising melon 26. surprising melon outside a melon 27. outside27. a melon 29. seed bearing part of a plant 29. seed-bearing part of a plant 30. produce meal 30. produce meal

Down

1. plant family of melons 2. temptation melon D3.osugar wn measure plant family of melons 4.1.grows the most honeydew 2. temptation melon 6.3.appendage of a climbing plant sugar measure grows themelon most honeydew 8.4.scientific appendage of a climbing plant 9.6.meal direction 8. scientific melon 10. for our theme 9. anagram meal direction 10. anagram for our theme 11. born in Italy 11. born in Italy 12. and fruit fruitdrink drink 12.cool coolwater water and 14.pink pinkantioxident antioxident 14.

16. produce liquid 16. liquid 17.produce plant embryo 21.plant songbird or yellow melon 17. embryo 22.

Israeli melon createdmelon in the 1970's 21. songbird or yellow 23. highly fragrant but inedible melon 22. created inone theseason 1970s 24.Israeli plants melon that only grow for 28. ripeness test 23. highly fragrant but inedible melon 24. plants that only grow for one season 28. ripeness test

O U R D E PA RT M E N T S TOMATO

773.321.7510

tomato@amarano.com

GREENHOUSE SPECIALTIES • ROUND • CHERRY • GRAPE • VINE RIPENED • GAS GREENS

IWD/ FROZEN & DAIRY

773.321.7620

iwd@amarano.com

BERRY & TROPICAL

773.321.7540

berry@amarano.com

BERRY • BANANAS • GRAPE • AVOCADO • ASPARAGUS

WET VEG

773.321.7530

lettuce@amarano.com

LEAFY GREENS • ROOT BUTTER • EGGS • CHEESE • VEGETABLES • MUSHROOMS • FROZEN • FOOD SERVICE ITEMS BROCCOLI • CAULIFLOWER • BRUSSELS SPROUTS

FRUIT

DRY VEG & ETHNIC POTATO & ONION

773.321.7550

773.321.7520

MELONS • CITRUS • STONE FRUIT • TREE FRUIT

PEPPERS • CUKES • SQUASH • CORN • BEANS • ASIAN, HISPANIC, INDIAN SPECIALTIES

fruit@amarano.com

ORGANIC

773.321.7580

organics@amarano.com

pepper@amarano.com

MARKET CUTS

773.321.7695

marketcuts@amarano.com FRESH-CUT FRUITS, VEGETABLES

773.321.7560

potato@amarano.com

POTATOES • YAMS • ONIONS

SPLITS

773.321.7590

splits@amarano.com