Page 1



Greenwich Based L Catterton Acquires Uncle Julio’s


ueso, tacos and margaritas made by Irvingbased restaurant chain Uncle Julio’s may soon be served up in more U.S. markets, thanks to an acquisition by a Connecticut-based private equity firm. L Catterton, the largest and most global consumer-focused private equity firm in the world, last month announced that it has acquired Uncle Julio’s, a leading polished casual Mexican restaurant. Founded in 1986 in Dallas, Texas, Uncle Julio’s is an upscale Mexican concept known for its made-fromscratch menu, offering the highestquality Mexican food and fresh, handcrafted margaritas. Uncle Julio’s offers a unique and authentic dining experience built around original recipes served in a warm, welcoming atmosphere. Uncle Julio’s has a history of high average unit volumes (AUVs) and consistent performance across the U.S. and, with the support of L Catterton, plans to open new units in both existing and new markets. Uncle Julio’s was founded by Russell “Rusty” Fenton, who later started Rusty’s Tacos (now called R Taco). Since Uncle Julio’s was founded, it has expanded to 29 restaurants and seven states, including Texas, Virginia, Maryland, Illinois, Florida, Georgia, and Tennessee. It has eight Texas locations, including six in the Dallas-Fort Worth area. Uncle Julio’s was owned by Julio & Sons Co. until it was purchased in 2011 by Connecticut private equity firm J.H. Whitney Capital Partners. J.H. Whitney expanded the chain from 16 restaurants to 29 restaurants. “We are

Main Office 282 Railroad Avenue Greenwich, CT 06830 Publishers Leslie & Fred Klashman Advertising Director Michael Scinto

We are impressed by L Catterton’s unparalleled experience growing leading restaurant brands and deep understanding of consumer food and beverage trends and are excited to partner with their dedicated team,” said Tom Vogel, President and Chief Executive Officer of Uncle Julio’s. impressed by L Catterton’s unparalleled experience growing leading restaurant brands and deep understanding of consumer food and beverage trends and are excited to partner with their dedicated team,” said Tom Vogel, President and Chief Executive Officer of Uncle Julio’s. “L Catterton appreciates our commitment to providing our guests with high-quality, made-fromscratch Mexican food and exceptional customer service. Ultimately, L Catterton’s willingness to invest in the long-term success of our brand and their alignment with our values makes them the perfect fit to help us execute our growth strategy.” “Uncle Julio’s is a unique and authentic upscale dining experience with an on-trend brand and broad consumer appeal,” said Andrew C. Taub, a Managing Partner in L Catterton’s Buyout Fund. “Uncle Julio’s is a leader in the growing polished casual Mexican restaurant space, and its differentiated concept resonates across a variety of occasions and demographics. We are delighted to partner with Tom and the company’s talented management team to accelerate their expansion.”

2 • November 2017 • Total Food Service •

It has a history of investing in North Texas companies, including Velvet Taco, a Dallas-based trendy taco joint with multiple locations, Cheddar’s Scratch Kitchen, an American and homestyle-cooking chain formerly based in Irving and Mizzen+Main, a Dallas menswear company that’s developed a fan following of professional athletes. Outside of Texas, the private equity firm has invested in other restaurant chains, including P.F. Chang’s, a Scottsdale, Arizona-based Chinese chain, and Hopdoddy’s, an Austinbased burger concept, among others. Uncle Julio’s is a polished casual Mexican restaurant concept that provides customers unique offerings from its made-from-scratch menu. Founded in Dallas, Texas in 1986, Uncle Julio’s operates 29 restaurants across seven states including Texas, Virginia, Maryland, Illinois, Florida, Georgia, and Tennessee. With over $14 billion of equity capital across six fund strategies in 17 offices globally, L Catterton is the largest and most global consumer-focused private equity firm in the world. L Catterton’s team of more than 140 investment and operating profession-

Art Director Mark Sahm Contributing Writers Warren Bobrow Faith Hope Consolo Morgan Tucker Fred Sampson Staff Writers Deborah Hirsch

Phone: 203.661.9090 Fax: 203.661.9325 Email: Web:

Cover photo courtesy of Vasillaros Coffee Total Food Service ISSN No. 1060-8966 is published monthly by IDA Publishing, Inc., 282 Railroad Avenue, Greenwich, CT 06830. Phone: 203.661.9090. This issue copyright 2017 by IDA Publishing Inc. Contents in full or part may not be reproduced without permission. Not responsible for advertisers claims or statements. Periodicals Postage paid at the post office, Greenwich, CT and additional mailing offices. Additional entry at the post office in Pittsburgh, PA. Subscription rate in USA is $36 per year; single copy; $3.00. Postmaster: Send address changes to Total Food Service, P.O. Box 2507, Greenwich, CT 06836

als partners with management teams around the world to implement strategic plans to foster growth, leveraging deep category insight, operational excellence, and a broad thought partnership network. Since 1989, the firm has made over 150 investments in leading consumer brands. L Catterton was formed through the partnership of Catterton, LVMH and Groupe Arnault.

Inspiration. Creativity. Passion. Your fascination with food. Your creativity. Your love of people. Your talent for nourishing their bodies and their souls. Imagine 3 days in the heart of New York — the world’s most exciting city — where you can focus on all the magic and mystery that attracted you to food in the first place. Give yourself the gift of learning! From the art of ancient grains to the latest in lighting for Instagram, from the fine points of fermentation to designing smart kitchens, from veggie-centric dining to the prospect of delivery by drone. Spark your creative appetite and turn your passion for the industry into a sustainable business.




The International Restaurant & Foodservice Show of New York March 4–6, 2018 at the Javits Center.

November 2017 • Total Food Service • •




Brooklyn’s Westlight Wins International Restaurant & Bar Design Top Honors


t the 9th edition of The Restaurant & Bar Design Awards, which took place in London last month, 700 of the world’s top designers gathered to recognize the most innovative and envelope-pushing dining spaces that opened up over 2016. Taking the title of world’s best bar design is Westlight, a rooftop bar in Williamsburg, New York, from chef Andrew Carmellini. Designed by Studio Munge, the bar features panoramic floor to ceiling views of Manhattan from the 22nd floor of The William

Taking the title of world’s best bar design is Westlight, a rooftop bar in Williamsburg, NY, from chef Andrew Carmellini. Vale hotel, and makes use of black iron, natural stone, warm leather and sensual velvet. Alongside classic cocktails and rare spirits, the bar menu also includes craft beer and wine, and small plates inspired by the global street food scene. Studio Munge is headed by founder

4 • November 2017 • Total Food Service •

and principal Alessandro Munge. Specializing in hospitality and new construction, the company has worked on projects like the Rosewood Hotel Georgia in Vancouver, the Park Hyatt Los Angeles and the Bisha Hotel in Toronto. Studio Munge also dabbles in residential projects like Pier 27 and

King Blue as well as restaurants like Taverna Mercatto and Prohibition. Munge’s background in New York began in the 1990s at Yabu Pushelberg, another design firm with offices in Toronto and New York. He then founded Munge Leung in 1997 and continued to work with Sai Leung for almost 20 years. The William Vale Hotel came out of the gate hot with culinary clout: The team behind the Williamsburg hotel’s food-and-drink programs— includ-

continued on page 122

November 2017 • Total Food Service • •



Hotel Experience Show Provides In Depth Insight And 360˚ View Of Hospitality Industry


ne of North America’s legendary hospitality trade shows, HX: The Hotel Experience, will fill the Jacob K. Javits Convention Center in New York on November 12th and 13th. HX will feature 400 exhibitors presenting a broad range of hospitality products and services that create a 360-degree impression of the guest experience, including laundry and linen service. The show will feature exhibitors, topof-the-line industry speakers and panels, and live interactive demos, according to show producer Hospitality Management Group (HMG). “HX gives the hospitality professional an expansive, 360-degree look at the guest experience and how it will impact their property’s appeal, efficiency, and profitability,” explained Phil Robinson, VP/group show director of event producer HMG. This year, The Hotel Experience will expand its offerings by launching three new HX360° Innovation Zones. The Innovation Zones, each built out on the show floor, offer new products, services, concepts, and trend direction in three key areas of hospitality: Food & Beverage, Lobby & Bar, and Technology. “The 360° Innovation Zones are fun, interactive spaces that allow attendees to

better understand and to define the guest experience of the future,” said Robinson. The HX360° Food & Beverage Innovation Zone features the “Pivot Point” concept, designed by Christensen Consultants of San Jose, CA. This creative set up, with refrigeration, light cooking appliances, plus coffee and espresso services, offers guests a wide variety of dining options for its daytime function. Responsive to changing guest demands in the evening, beverages take the lead by “pivoting” the back bar to place glass and bottle displays, taps, and more into prominence. The repositioning is accomplished by placing the bar area on a rotating turntable. The HX360° Lobby & Bar Innovation Zone features an exceptional virtual experience. Using Virtual Re-

6 • November 2017 • Total Food Service •

The 360° Innovation Zones are fun, interactive spaces that allow attendees to better understand and to define the guest experience of the future,” said Robinson ality, attendees will have the opportunity to explore the finalists from the Gold Key Awards Lobby category. The Gold Key Award for Excellence in Hospitality Design is considered the best in class competition for the industry. Users will immerse into an experience of these top designs and award winning properties. When the goggles come off, there’s ample area to relax at the Innovation Zone Lobby Bar, merchandised by HX exhibi-

tor Vie Avenue. The Innovation Zone Lobby Bar will feature coffee and tea each morning and cocktails in the afternoon. There’s also a special GM Lounge dedicated to general managers, designed to foster networking opportunities and continued conversations with HX speakers. The third Innovation Zone is dedicated to the rapidly changing world of hospitality technology. HX360° Tech features a Wearables Showcase where guests can try out Microsoft Hololens AR Goggles, Samsung Gear 360°, Google Tango devices, SnapChat Spectacles, and Myo’s armband which allows for hands free control of computers, phones, and more. The HX360° Tech zone is an interactive playground where guests can livestream, ask Amazon Echo’s Alexa to personalize room music, explore teleconference concierge applications, and see how robotics are impacting the industry. In addition to the Innovation Zones, HX will feature a variety of

continued on page 110

November 2017 • Total Food Service • •




The Multi-Vendor Marketplace Mindset


he Multi-Vendor Marketplace solution could change the way the noncommercial foodservice industry operates in today’s hospitality ecosystem. The needs of consumers and operators aren’t aligning under the traditional foodservice model, and providers have an opportunity to shift their business model to cast a wider net and regain their foothold with what was once a captive audience. Simply put, consumers continue to want more options while noncommercial foodservice providers are moving towards standardization. Across every line of business, we are seeing providers slim down and standardize menus across their fleet of sites to streamline production and significantly improve reporting capabilities and accuracy. The “e-commerce customer” knows they have access to everything they want, when they want it through their mobile device and can sometimes miss the added value, like boosted service levels, provided by this increased standardization. The un-shocking truth is, consumers want more options. When in history have we ever seen that trend going in the opposite direction? Hospitality professionals have long been the yes-men in this equation, going above and beyond to satisfy their customers’ every need.

expand offerings while improving customer satisfaction. A marketplace solution becomes the optimal point for maximizing benefits for both operators and customers alike and puts control in the hands of the foodservice provider.

Unfortunately, this relationship isn’t as symbiotic as we’d hope because operators more often than not put themselves out to drive customer satisfaction. So it begs the question – where do these two sides of the spectrum meet in harmony? The Marketplace The simple solution on the customer-side is to take their business elsewhere, knowing that if the onsite provider doesn’t have what they’re looking for, they can find another option without leaving their desk. The good news: despite digitally expanded accessibility, consumers as a whole don’t seem more inclined to shop around. They are seeking centralized locations that aggregate the options giving foodservice providers an opportunity to create an online marketplace that will help them maintain their status as the go-to resource for their customer’s foodservice needs.

8 • November 2017 • Total Food Service •

The concept of an online marketplace is not a new one – think Amazon, eBay, Airbnb and dozens more. The retail industry is used to trends like this shaking up how they do business, but as consumer behavior continues to fuel the marketplace mindset, it is beginning to slide into industries, like foodservice. The commercial foodservice industry adopted a similar concept with ordering platforms like GrubHub and Seamless Order. These platforms have been helping retail establishments connect with what used to be the captive audiences of non-commercial operators in healthcare facilities, colleges and universities, businesses and industries, and so on. A marketplace expands offerings past what any establishment could offer themselves. Foodservice providers can complement their menus with other establishments with a Multi-Vendor Marketplace to

Control the Food Court: The Multi-Vendor Marketplace For the non-commercial foodservice industry, a Multi-Vendor Marketplace looks a lot like a digital food court. The foodservice provider facilitates the food court and is in control of how it operates and all the business that flows in and out of it. When CaterTrax deployed MultiVendor Marketplace Solutions, they found it gave the client control over external establishments, resulting in an improved experience for the client, customers, and vendors. The client was then able to provide secure payment processing and facilitate the order to ensure all of the requirements for doing business on the campus were met. The marketplace concept is a strategic way to collaborate with competitors that would otherwise siphon business. The foodservice operator can control transactions with external vendors, recognizing additional revenue while vendors can streamline business processes

continued on page 90

November 2017 • Total Food Service • •





MAFSI Golf and Awards Dinner


he 2017 edition of MAFSI’s annual Golf and Awards extravaganza was bathed in sunshine. The enthusiasm of Metro New York’s equipment and supply representative community created one of the true feel good events of the Fall foodservice calendar. The golf tournament and the annual awards ceremony at The Village at Lake Success Golf Club on Long Island featured a day on the links and a chance for networking with the rep, dealer and consulting community. There simply are not fiercer competitors in the Metro New York food service industry than the local community of equipment and supply representatives. The daily battle to receive the majority of the orders from a consultant specifying a local project or a dealer entrusted with the purchase of those products in many cases is the food service version of hand-to-hand combat. But somehow when that very same passion rallies behind a common goal, simply put: NOBODY DOES IT BETTER THAN THE LOCAL MAFSI CHAPTER. Once again local reps took a break from their daily battles on the street to honor a trio of industry leaders at their annual golf and industry awards celebration. Once again, the local MAFSI (Manufacturers’ Agents Association for the Food Service Industry) Chapter selected a trio of well deserving honorees to receive their slate of 2017 industry awards. The MAFSI Chapter 3 “Young Lions” award went to Matt Raia of Restaurant Depot. The Syracuse

University graduate has become one of the industry’s most respected leaders. The Queens native Raia has been trained well by the iconic Larry Rosenthal who has guided ‘Depot’s E&S initiatives for 20 plus years. The local rep’s “Lifetime Achievement” 2017 award was presented to the industry veteran Tony Brucia. The veteran dealer sales executive forged a long and storied career with Long Island dealers; Elaine Products and Premium Supply before moving to Sam Tell and Son. “We are so very fortunate to have such seasoned professionals on our

team,” noted Sam Tell’s Marc Tell. MAFSI Chapter 3’s Dealer of The Year honors were presented to elite | studio e. The firm’s president Eric Weiss shared the award with each and every member of the Long Island based dealer’s team as he outlined the company’s growth over the past two decades. elite | studio e’s goal is to pair our enthusiasm for foodservice design and project management with a wide range of technical expertise and competencies. Since 2000, the Farmingdale, NY company has provided comprehensive design con-

sulting services with an emphasis on planning within all segments of the foodservice industry. “It is so special that as competitors, we can come together and recognize some of the special people that are so important to our industry,” noted the tournament’s co-chair Michael Klatman of TD Marketing. The event marked the culmination of hard work by Klatman and his tournament committee for their considerable time invested to re-

continued on page 106

(L to R) Chris Rapciewicz and Tom Rapciewicz of EMI flank Eric Santagata of M. Tucker

(L to R) Jim O’Neill of O’Neill Marketing, Glissen’s Joe Lehr and Richie Knoop, Performance’s Kim Lehr and Tom Owen of Restaurant Depot

Waring foodservice chief Dan DeBari is flanked by CLV’s John O’Halloran and Chip Little

(L to R) Day & Nite’s Matt Sher congratulated the award winning Eric Weiss of elite studio e

(L to R) Buffalo Hotel Supply/H. Weiss’ David Philips and Eric Smith

Matt Raia of Restaurant Depot won the 2017 MAFSI Young Lion’s honors

10 • November 2017 • Total Food Service •

November 2017 • Total Food Service • •




NJ Based Chefler Foods Makes Debut With Full Line Of Oil And Condiment Solutions


ichael Leffler’s journey through the foodservice industry began after college. He attended Tulane University in a city renowned for its food and drink – New Orleans. Leffler had originally planned to attend law school, but that changed after his grandfather hired him for a summer position at Admiration Foods. After demonstrating an important skill set acquired through a variety of business classes, Leffler became an invaluable asset to his grandfather’s executive team. He would eventually serve as the CEO of Admiration Foods; growing the business through both strategic acquisitions and diversifying its product line until its sale in October 2016. And today, he has launched his next endeavor Chefler Foods. Working in a family business allowed Leffler to cultivate his skill set while providing him unique insight into the foodservice industry. In addition, it exposed him to various aspects of the business. “I was able to get a broader education on various facets of the business, including product development, engineering, marketing, and design. These experiences would not otherwise have been afforded to me by a traditional employer,” Leffler explained. Leffler’s hands on involvement in a variety of the business aspects al-

Dynamic industry executive Michael Leffler has returned for the next chapter of his storied career with the launch of his new Chefler Foods in New Jersey,

lowed him to develop unparalleled expertise and a distinctive approach to customer service. He possesses both a sales and a technical background, which is rare amongst CEOs, and has proven quite advantageous. “Knowledge gives you power in negotiations from a sales perspective. When I’m talking to a customer I can help them to introduce a new product, or to engineer a solution. The average sales person is not going to have the depth or the breadth of my experience, and that’s a huge advan-

12 • November 2017 • Total Food Service •

tage when going to market,” Leffler explained. In addition to an exceptional skill set, Leffler possesses a solid understanding of the industry’s landscape. He incorporates his extensive knowledge of distribution into his foodservice-first approach. “In foodservice, you can reach large volume of people by selling to one distributor. With supermarkets selling a single customer, you can potentially reach hundreds or thousands of customers – Each gallon a distributor

buys is a customer,” said Leffler. After the sale of Admiration Foods, Leffler was not ready to call it quits. He has returned to the scene with a new company, Chefler Foods. “I came back because I wasn’t ready to retire. I don’t look at this business as ‘work’; I enjoy doing it. Over the past year, as opportunities presented themselves, I realized that I should reenter the industry while I’m still young and enjoying it,”

continued on page 56

November 2017 • Total Food Service • •



Shea Gallante

Executive Chef, Lincoln Ristorante, NYC


hea Gallante is among today’s most respected chefs. He has worked at several of New York’s most influential restaurants. Developing a unique and innovative style, Gallante has brought his culinary skill to respected establishments such as Felidia, Bouley, and Cru, eventually going on to open his own restaurant, Ciano. Most recently, Gallante accepted the Executive Chef position at the well-known Lincoln Ristorante. Total Food Service had the opportunity to talk to him about his career. What inspired you to enter the foodservice industry? I grew up in Westchester, and did all of the things that are expected of a kid. I worked in a pizzeria for a while. Interestingly, I went to school to study accounting, but I quickly realized that it bored me. However, it would become useful in the future while running and operating restaurants. No matter what I was doing, I always resorted back to cooking because it’s fast paced and stimulating. Originally, I planned to leave my hometown and cross the country to attend the California Culinary Academy. I had a friend who was studying at the Culinary Institute of America, and he eventually convinced me to do the same. I applied to the CIA, got accepted, and was able to begin right away. Those are really the pivotal events in my early life that began my career. I didn’t set out to be a chef from an early age; it was always something that I happened to gravitate towards, and I continued until I saw progress.

What was the major takeaway from your time at the CIA? I used the school for what it was, and made the most out of the experience. I think that I gained perspective, and acquired a very realistic approach. Prior to attending school, I had no fine dining experience, so I was building my foundation. I found that a lot of students came out of the CIA believing that they suddenly knew so much more than the people they previously worked for. In my opinion, lessons are learned and experiences are gained through living life. Eighteen months of school does not magically set you in motion to be a great chef. I had very realistic expectations. What was your first job out of school? Would you consider anyone in your life at that time to have been a mentor? I commuted to New York City from Poughkeepsie for a year on the Metro North. I worked for Pino Luongo when I first came out of school. Next, I went to Felidia, which was really my first exposure to working in a fine dining establishment. I’m still friendly with Chef Fortunato Nicotra, who has been there for over twenty years. He provided me with a wonderful introduction to fine dining. At that time, we didn’t have the million dollar kitchens that exist today. We worked out of a smaller kitchen, and that really opened my eyes. Also, I would have to say that Bouley was a great learning experience. At Bouley, I really cultivated my creativity and my instincts to become a chef, and gained a greater appreciation for the importance of the finer details.

14 • November 2017 • Total Food Service •

How did you end up on your own? I was at Bouley for three and a half years. An old friend that I had worked with at Felidia came in and told me that they knew somebody that was looking to do a new project. That project ended up becoming Cru. That was my first solo venture. When I was at Bouley we had an army of people working with us in the offices, doing payroll, several prep cooks and butchers. At Cru, it was myself and a team of four other people. We had to cover all aspects of operations and production ourselves, and be very creative about making the most out of a relatively small space. I learned first and foremost how much work it really is, and how challenging it can be to run your own restaurant. It was the first time I realized how significant my impact on the front of the house was, in addition to the back of the house. I remained at Cru for five and a half years, and left as the economy plummeted. The business model was not conducive to withstanding the recession. I actually went back to Bouley for about six months, and went on to open Ciano in 2010. I was at Ciano for three years. Although it wasn’t the best partnership, it was a great little restaurant. Eventually, they ended up selling the building. Next, I opened a small restaurant with my wife in my hometown as an investment. Within eighteen months, I had accepted a position at the Baccarat Hotel. Honestly, it was very overwhelming. I figured that as an investor, I would hire a chef and get somebody to run it, but I ended up being there sixty-five percent of the time. Eventually, I sold it to another chef who happens to be a friend of mine. My first time involved

Chef Gallante Has Brought An Extensive Resume To His New Post

with a hotel was a huge learning experience. I was developing multiple concepts and opening a hotel with a new brand from scratch. It was like opening four restaurants simultaneously. How did the current chapter of your journey at Lincoln come about? After several years, the chef at Lincoln, Jonathan Benno, decided to leave in order to work on the other projects he was developing. Lincoln was looking for someone to replace Benno, and I couldn’t have entered a better situation. Benno had cultivated a very organized and operationally sound restaurant, and he basically passed me the torch. The transition has been very organic. Lincoln has always been driven by its location, but at the same time it’s a chef reflective restaurant. Like Benno had, I have creative control over the menu and the approach to Italian cuisine. What sort of adjustments and tweaks would you like to make at Lincoln? I’ve been at Lincoln for five months, and so far I’ve changed all of the menus. We haven’t changed the concept, which is basically a beautiful modern restaurant in Lincoln Center with a contemporary perspective on Italian cuisine. The dishes are new, so the difference is noticeable. The changes simply reflect the fact that I’ve taken my own unique approach, as Benno did before me. In addition, we’ve changed the lunch of-

continued on page 104

November 2017 • Total Food Service • •




Cold Brewed Coffee Cocktails To Crave

Warren Bobrow is the creator of the popular blog The Cocktail Whis-


was playing around with flavors the other day and coffee seemed to resonate more clearly than ever. Maybe it was the recent cold snap, or perhaps it was my palate calling out for deeper, more intense flavors. New Yorkers are a pretty tough bunch as a rule. When the goal is fast, strong and piping hot, served right now, it’s going to be a better day with a cuppa Vassilaros & Sons coffee. Because for over a hundred years this family owned business knows about what makes New Yorker’s wake up in the morning. But New York is changing if it hasn’t changed in your neck of the woods yet. It’s evolving every second of every day. There is no metric that challenges the thought that coffee should only be enjoyed in the morning. Far from! That’s where gently cold-brewed Vassilaros & Sons coffee comes into play. You see, I’m pretty picky when it comes to strong flavor and in my cocktails, if it says coffee- I want to taste what

perer and the author of nearly half a

is going on in my glass and make it memorable. Taking a venerable product like Vassilaros & Sons coffee, and twisting it up a bit in the flavor arena is right up my alley. I’m sure there are a few of the diehard taxi driving (the classic Greek Diner-Classic-blue and white cup guzzling, (are there really any taxis in NYC any longer?), types who would bristle at the very thought of their classic cuppa-joe being woven into a finely made, craft cocktail. Or finding out that their favorite splash of steaming hot courage has been frozen into gourmet-style ice cubes, and then crushed, treated to quite a bit more than just a gurgle of non-chill filtered rum from Barbados? The French in Normandy add Calvados to their coffee in the morningto “correct” it. Why not use a large portion of rum or rye whiskey? Why not indeed? It’s pretty hard to mess up coldbrewed coffee when the beans are

well roasted to begin with. Vassilaros & Sons seems to have their roasting expertise down to a minute science, they’ve been honing their art, cup by cup for longer than you’ve been alive! The cold-brewed package that I received is truly plug and play! You add the heavy paper bag of filtered ground coffee directly to a vessel of cold water in the fridge overnight. That’s it! The end results from this slow and gentle steeping, is coffee brought to a much higher level. Coffee, slowly infused, capturing a snapshot of history in each fragrant drop. This is the pure and authentic factor that hipster, Brooklynite mixologists hunt for. A flavor that they can wrap their tattooed fingers around. The concentrated and salubrious flavor of this venerable NYC coffee, drilled down into our collective psyche- one that says (because it is true)... 1000% Authentic NYC. Cocktails that go beautifully with Vassilaros & Sons Cold-Brewed Coffee

dozen books, including Apothecary Cocktails, Whiskey Cocktails, Bitters and Shrub Syrup Cocktails, and his most recent book Cannabis Cocktails, Mocktails, & Tonics.

What About the Numbers? (A take on the coffee martini-like drink) Ingredients: • 2 oz. non-chill filtered, nor caramel colored rum- recommendation: Foursquare • 3 oz. Cold-Brewed Vassilaros & Sons coffee • 1 oz. Light Cream • ½ oz. Dark Simple Syrup- 2:1 ratio- 2 cups dark Turbanado Sugar to 1 cup boiling water • Fresh Nutmeg • Chocolate Mole’ Bitters – (Bitter Truth is easy to find, or Fee Brothers) Prep: 1. Pre-chill your Martini glass in the freezer 2. Into a Boston Shaker filled ¾ with ice 3. Add the liquid ingredients 4. Cap and Shake hard until really frothy 5. Strain into a frozen martinitype glass 6. Scrape fresh nutmeg over the top and dot with Chocolate Mole’ Bitters

continued on page 129 16 • November 2017 • Total Food Service •


FRESHNESS is what’s on tap. Customers want choice today. We understand the importance of delivering reliable, high-quality, yet cost-effective dispensing solutions for beer, wine, and cocktails. Micro Matic thinks long-term when providing solutions and support services to help grow your business. From a single kegerator, to 12 beers on tap, to 100 kegs in a remote location. We will fabricate a custom draft tower to your specifications. Our system designers work with you to provide a beverage experience that’s on point.

BOOTH #2549

NEED A BEER SYSTEM? DRAFT BEER EQUIPMENT DELIVERED IN ONE DAY! Pat Rafter, Business Development Manager – Metro New York / New Jersey 908.578.1464 // 866.327.4159

November 2017 • Total Food Service • •


18 • November 2017 • Total Food Service •

November 2017 • Total Food Service • •




When It Comes To Making Your Pitch, Nothing Is Off The Table!


stalk my customers online. I’m pretty sure they do the same in return. At M. Tucker, we interact on a multitude of social media outlets to develop trust and understanding. Anyone can see all aspects of my humanity @littlemtucker and see how passionate I am about plates, food, and dining. I learn about the true needs of my partners through intrepid invasion of their personal space. The entire notion that privacy should be a sacred cow in current market conditions is preposterous. At The Singer Equipment Companies, we don’t believe in cold calling. Instead, we do our homework. We are all forced to respond to the growing expectations of our educated customers. Each dealership and their sales representatives can choose to respond in a number of ways. Our company has made the conscious decision to become “influencers” and use every resource available to understand the unique needs of our partners. Bradley University Professor of Management Aaron Buchko writes that we are now “competing on information, knowledge, and customer intimacy” rather than traditional sales benchmarks. In the September/October Issue of FEDA News and Views Magazine, I offered my perspective on

how the rules of engagement in foodservice have changed and shared insight into my sales strategies. We took action on our words at the 12th Annual Star Chefs International Chefs Congress at the Brooklyn Expo Center late October. Our sales “SWAT” team met with hundreds of friends from all across the country and used “creativity and innovation to present new products and services that solve problems [our] customer did not know existed.” –Buchko We partnered with our clients at Café Boulud to showcase artful presentations on some of our exclusive

20 • November 2017 • Total Food Service •

Steelite Dinnerware collections for Little M Tucker. We watched detailed demonstrations of the latest technology from Irinox alongside celebrated chef partners. We enjoyed a generous number of cocktails crafted with mixology gear by Mercer – Barfly. If you haven’t seen these barware accessories and essentials yet, get ready. These affordable stainless, gold, and copper tools will be everywhere, very soon. At the end of the three day symposium we handed out the innovation awards, just as I have for the past six years. One award went to Rational for their SelfCooking Center XS, the smallest unit they have ever built. Another went to Steelite’s Pier Collection by Robert Gordon, for its natural appearance and neutral, reactive glaze. A third was presented to Vitamix for their Aerating container, which invents an easy way to create new, unique textures from your existing Vita-Prep’s. Our commitment to innovation and endless reinvention is at the forefront of our business model. This is why we sponsor Star Chefs as the exclusive distributor partner and why we champion these awards year after year. We’re equally proud to share FOH’s From Our Hearts Initiative partnership with Jose Andres’ World Central Kitchen, launched on the heels of Star Chefs. The ‘buy plates, give meals’

Morgan Tucker is Director of Business Development at M. Tucker, a division of Singer Equipment Company. Ms. Tucker works with a wide diversity of acclaimed restaurateurs, celebrated chefs, and industry leaders across the U.S. Her website is an exceptional resource for equipment and supplies solutions. Morgan is based in NYC and can be reached at

campaign will donate proceeds from porcelain dinnerware sales towards ending hunger and poverty. In conjunction with the HX Show, we are hosting numerous events with our factory partners. If you’re looking to meet some of our designers and see what the next BIG development is, please email my team at How often will you get to share a cocktail with Sam Gordon, of Robert Gordon Australia, who is flying all the way from Australia to meet YOU!

Classical Shape, Modern Update Upgrade your drinkware with the Chef & Sommelier® Sequence Collection. Made with our superior lead-free crystal material, Krysta®.

November 2017 • Total Food Service • •




Running A Restaurant In The Age Of Millennials


he keys to running a successful food establishment have long been consistent with quality menu items, knowledgeable and friendly servers, and a unique and attractive ambience. While all are still important elements, the industry is rapidly changing in response to emerging consumer trends. The new Millennials generation is setting the tone. Three main themes stand out as topping the priority list of Millennials – nutrition, sustainability, and memorability. Considering

the ever growing spending power and social media influence of this generation, these themes should be on the “must consider” list of any restaurant owner or operator: Nutrition. The modern diner and Millennials in particular are highly educated with regards to their food intake and preventative health measures. Food establishments can take note and start offering a selection of gluten-free, vegan or paleo fare, along with nutritional information about

22 • November 2017 • Total Food Service •

each dish. The nutritional information increases the value to the consumers, by allowing them to order the food that fits the way they eat, while at the same time building satisfaction and customer loyalty. Sustainability. While the farmto-table movement is still up-andcoming, it has seen a rise in establishments focusing on this concept. While restaurants using locally sourced ingredients from local farmers and vendors are important, forward-thinking

diners also care about limiting food waste, eco-consciousness, and an overall decrease in meat-centric meals. Memorability. Millennials in particular want to share their dining experiences via social media. From Snapchatting a dessert on fire to Instagramming a trendy Acai bowl, it is essential to consider how well each dish is captured from an iPhone lens.

continued on page 116

Invest in energy efficiency. Invest in the success of your restaurant. Learn more at That’s business on the grid.

November 2017 • Total Food Service • •

NG_LCI_2006 // Total Food Service // NYC & LI : October // Lady Chef // Full page // Trim Area: 9.5”x10” // 4C // Pdf




NYSRA Navigates Minimum Wage Concerns, Scaffolding Reform, ABC


YS Restaurant Association Holds Workshop to Help Members Navigate the Rising Minimum

Wage The NYS Restaurant Association, the only statewide Association serving the restaurant industry in New York, recently held a workshop at its New York City location, geared towards providing information and helpful tips so restaurants can successfully navigate this upcoming increase in labor costs. With the minimum wage increasing to $13.00 an hour on December 31, 2017, the Association thought it was imperative to educate the industry on this unprecedented rise. The event was well attended and featured an expert panel that examined the issue from all sides. NYS Restaurant Association’s Director of Government Affairs, Kevin Dugan, was on hand to provide context to why the increase will happen. Additionally, he covered the steps the Association took to help mitigate this increase. For example, the Association successfully fought to maintain the tip credit for

those employees who receive tips. Guy Alessandro, Managing Member of accounting firm Alessandro & Associates, talked to the assembled group about how they can look to lower costs internally to ensure that they are maintaining optimum profitability without compromising service. Alessandro also provided a number of helpful worksheets that members were encouraged to utilize to fully calculate what this increase may mean to their bottom line. Jackson Lewis Attorney, Felice Ekelman, rounded out the panel to discuss the many legal implications that come with any wage increase. She discussed best practices to remain compliant. Ekelman also focused on employee designations, something that trips up many managers and owners when looking at which of their staff members can be classified as exempt. In addition to discussing the minimum wage increase, the group also walked through the new paid family leave law in New York State to ensure that members are taking the needed steps to prepare.

24 • November 2017 • Total Food Service •

The NYS Restaurant Association government affairs team is a strong proponent of this proposed legislation and has written a number of letters to City Council officials urging them to support this bill. The meeting was sold out! Ron Mathews, the new Regional Director for the Association in New York City, mentioned that this event is the first of many educational seminars that will be held in the coming months for NYS Restaurant Association members. NY State Liquor Authority Chairman Highlights Top ABC Violations at Annual Meeting One of the many highlights of this year’s NYS Restaurant Associations 82nd Annual Meeting at the Mohonk Mountain House was the presentation by State Liquor Authority Chairman Vincent Bradley. Chairman Bradley addressed the group and attendees were able to ask him pressing questions to ensure restaurant compliance. To this end, Chairman Bradley identified a couple of top violations to the New York Alcoholic Beverage Control law that he often comes across: • Serving of Minors – Chairman Bradley emphasized that this was the most common violation. He noted that Governor Andrew Cuomo has particularly emphasized this issue for the coming year. The Governor’s office is cracking down on underage drinking in college towns and on college

campuses and will be working with local authorities and the State Department of Motor Vehicles to conduct periodic searches of establishments holding a liquor license, as well as in grocery stores and liquor stores, to ensure they are not serving minors. • Properly identifying the type of establishment – Chairman Bradley stated that many bars and restaurants do not always identify themselves in the proper way. For example, a bar or restaurant that may want to have live music and dancing while serving alcohol cannot do so unless it goes back to the liquor authority and makes a change to their license. This is a common reason for citation. Chairman Bradley ended by championing the Association’s work. He looks forward to working with the trade group going forward. Getting one on one guidance directly from a state agency was a unique and special opportunity for the members in attendance. NYSRA Testifies in Support of Scaffolding Reform On October 25, the New York City

continued on page 128

MUTTI, sIMply ToMaToes.

Bringing the best out of every tomato To order or get more info please call 203-513-2763 or email Steve Malin at

Mezza pagina food service USA_2.indd 1

November 2017 • Total Food Service • • 25 10/11/16 14:34


Safety First: How Investing In On-Site Management Can Reduce Your Bottom-Line


t’s estimated that for every dollar spent in workers’ compensation claims, an employer will pay out four to 10 times that in indirect costs such as lost productivity, loss of wages and potential legal fees. For example, in the event of a minor workplace injury such as a strain or laceration, the direct cost reflected in the medical expense could be $500. The total cost of this injury, though, may actually exceed $5,500 when considering the additional indirect costs involved. Now, imagine a workers’ compensation claim where the employee suffers a much more serious injury? In addition, for restaurateurs that have high deductible insurance programs, the direct costs of workers’ compensation claims are reflected immediately when paying for the loss. For large losses that surpass the deductible, the claim history will drive up pricing for the insurance policy at renewal, similar to how a guaranteed cost program works. Even in a guaranteed cost program (where the insurance company pays first dollar); a poor loss history will cause premiums to increase substantially and result in potentially being dropped by the insurance carrier. Some of the most expensive workers’ compensation claims occur from a number of factors that can easily be mitigated and prevented. Most accidents are caused by an unsafe act, an unsafe condition or a combination of

Some of the most expensive workers’ compensation claims occur from a number of factors that can easily be mitigated and prevented. Most accidents are caused by an unsafe act, an unsafe condition or a combination of the two.

Robert Fiorito serves as Vice President with HUB International Northeast, a leading global insurance broker-

the two. For example, a server could fall on a slippery kitchen floor—an accident caused by the unsafe act of not placing a “wet floor” sign by the wet surface or simply tripping on a rug or chair. In either instance, the accident could have been prevented by following proper safety precautions. Because all restaurants have potential for hazardous situations, it’s important to understand what causes accidents so that you can avoid them whenever possible. While it is impossible to list all of the hazards one may encounter in a restaurant, common ones may include: • Injuries due to food or spills that are not cleaned up; • Burns from steam or cooking equipment; • Injuries due to misuse of equipment; • Damaged or broken equipment, such as dishwashing equipment or deep fryers;

26 • November 2017 • Total Food Service •

• Any number of possible accidents caused by patron behavior, such as spilling ice from a soda machine, or not pushing a chair in.

age, where he specializes in providing insurance services to the restaurant industry. As a 25-year veteran and former restaurateur himself, Bob has worked with a wide array of restaurant and

It is highly recommended that restaurant owners leverage an experienced insurance and risk management professional to help them get started with a formal safety program. • Using Occupational Safety and Health Administration (OSHA) standards as a starting point, determine which company-specific safety requirements should be included in your formal safety program. • Define “safety” and what that means for your organization. Incorporate details as specific as how machines should be shut down, where employees should stand when operating each piece of equipment, identifying when personal fall arrest systems

food service businesses, ranging from fast-food chains to upscale, “white tablecloth” dining establishments. Robert can be reached at 212-338-2324 or by email at

should be used and documenting the company’s return to work program. • Make sure program requirements meet the current scope of your business operations and are updated regularly as compliance standards change. Instructions for employees must be simple and easy to understand.

continued on page 112

Lightly Breaded


To serve a healthy, delicious calamari dish, rely on Fisherman’s Pride’s® five generations of experience to provide quality and freshness in every bite. We lightly bread our calamari with special spices and seasonings. This delicate, crunchy breading enhances the sweet flavor of our calamari.



474 Wilson Avenue, Newark, NJ 07105 1-866.CALAMARI Visit us online 24/7 at Distributors of Frozen Calamari and other Seafood Products

November 2017 • Total Food Service • •




Energy Saving Tips For Hospitality Managers


he hotel trade has gone through a serious evolution and expansion over the recent decades. Tourism is the most important industry in the world economy. The hotel industry constitutes one of the most energy and resource-intensive branches of the tourist industry. Substantial quantities of energy are consumed in providing comfort and services to guests, many of who are accustomed to, and willing to pay for exclusive amenities, treatment and entertainment. There are many ways to reduce your energy bills with just a few adjustments to your electricity, water as well as your heating and cooling systems so that the bill at the end of the month is less stressful. Statistically, guests confirm that they abandon their “green initia-

Statistically, guests confirm that they abandon their “green initiatives” when they stay at hotels. So as hoteliers, it’s important to find ways to keep costs down.

Peter Kaplan has served as Chief Operating Officer and President of

tives” when they stay at hotels. They expect fresh linen and towels every day, open a new shampoo bottle or soap every time they shower and so on. So as hoteliers, it’s important to find ways to keep costs down. Energy saving is not limited to hotel management only. It’s the responsibility of the management to educate and train staff as well as guests on ways to improve energy

28 • November 2017 • Total Food Service •


United Energy Consultants since 2005. Behind his leadership and 20+ years

We gathered energy-saving tips for hospitality managers and hotels. Here are some:

of de-regulated energy and risk management experience, United Energy Consultants has developed several proprietary procurement and

• Lighting Upgrades. Older flourescent fixtures are often T12 lamps, which are ineffi-

continued on page 118

software systems that are a benchmark in the industry. Email him at

November 2017 • Total Food Service • •




Stefanie Kyles CEO and President, Vassilaros & Sons Coffee Co.


tefanie Kasselakis Kyles is the CEO and President of Vassilaros & Sons Coffee. In addition, she is on the board of the National Coffee Association. Kyles has a diverse and extensive background, which has allowed her to enter the leadership role of the coffee company started by her great grandfather 100 years ago. Total Food Service had the opportunity to ask her a few questions

Stefanie Kyles, CEO and President, Vassilaros & Sons Coffee Co.

30 • November 2017 • Total Food Service •

Please discuss how you got into the coffee industry. Actually, I had not expected to go into the family business. I went to law school, and entered the corporate world practicing international law. I also spent some time doing investment banking. At that time, my uncle had been running Vassilaros for about twenty-five years. Unfortunately, he became sick and passed away. I ended up leaving my corporate job and going to Queens to run the family business. It was a difficult time because we were obviously distraught having suffered a great loss, but that was counterbalanced by a very desire to keep the company strong and in the family. Since I started two years ago, it’s been an amazing experience. It’s completely different from anything I’ve ever done before. Previously, everything I did revolved around abstract concepts, so it’s wonderful to be running a manufacturing facility at a company that still makes coffee properly. In addition to the vast requirements of running a working factory, our cus-

tomers have tremendous demands placed on them and we are in service to them. As you look at some of the key mentors throughout your career, is there anyone in particular who had a significant impact on you? Absolutely. You can’t do anything without valuable lessons from great mentors. The chairman of a company that I previously worked for had been my mentor since I was in school. I partially adopted his style, and received wonderful career advice early on. There were no corporate mentors in my world growing up; everyone I knew had a family business or a restaurant. They were all really intelligent and hardworking entrepreneurs, but nobody could help me to write a resume or coach me through an interview at a law firm. In my opinion, the mentor I’m referring to is one of the great leaders of our time. Fortunately, I was well prepared for a leadership role. Looking at the history of how Vassilaros came into existence and how it has evolved over the years, what are some of the highlights? What has enabled the company’s continued success? My great grandfather, John Vassilaros, started the company. He was an immigrant from Greece. He arrived in the country penniless and unable to speak English, however, he had the wisdom to build a company

continued on page 32

IF YOU KNEW HOW MUCH YOUR ICE MACHINE WAS REALLY COSTING YOU, YOU’D NEVER OWN ONE! All-inclusive ice machine subscriptions are cost-effective and dependable. Ice machine performance guaranteed! Savvy restaurateurs prefer subscriptions over owning ice machines. Why? For a low, fixed monthly fee your restaurant will have a top of the line ice machine plus all maintenance, repairs, breakdown ice and standard water filter replacements. Simplify your ice supply and your monthly budget!


November 2017 • Total Food Service • •


Q&A Stefanie Kyles, from page 30

Under the watchful guidance of Stefanie Kyles, the utmost attention is paid to the quality of the roasting process to ensure the freshest product.

on very fundamental business principles. Coffee is a crop, and he treated it as such. The flow of beans, the countries of origin, the flavor character, the freshness, and the price are always changing throughout the growing cycle. The problem was that coffee was inconsistent. Some days it was good, and some days it was bad. In the early 1900’s, my great grandfather began blending beans at his kitchen table. Eventually, he came up with a recipe that he could reproduce day after day regardless of the time of year, which in turn allowed restaurants to rely on the quality, flavor, and price of his product. It’s also important to note that my great grandfather was very conservative. He managed cash flow, never overextending himself or taking on debt. He operated a weekly route business that was cash on delivery. This model allowed him to essentially finance his customers’ growth. As immigrants would arrive from Greece, they would open a diner, and become his customers. These family diners would grow to include multiple locations. A lot of these families that my great grandfather worked with are still customers today. I don’t want to give the impression that our

whole world is comprised of those tight knit relationships, but supporting the growth of your customers can translate into growth within your own business. Eventually, we broke into the broader market in the 1960’s when my grandfather took the helm. In what ways has the business changed since you joined the company? Has the local roasting community grown? Please discuss some of the things that have impacted the industry. There are two different components to my response. The first factor relates to income for the business. In my role, I aim to professionalize this company, and allow it to be a bridge to the future. We’re constantly responding to the changing landscape of the industry, and there’s been quite a bit of changes over the past few years. The rise of Starbucks is often referred to as the third wave of the coffee industry, and now we’re in the fourth wave, which is defined by more artisan micro roaster products and independent coffee shops. I’ve found this change to be positive, as it has led to much more awareness around coffee. Coffee has actually grown in popularity, and has

32 • November 2017 • Total Food Service •

The Vassilaros family has been a staple at many of New York City’s leading trade events for decades as it seeks the input of its diverse customer base.

even become trendy. Now there’s a new appreciation for the sourcing of beans. There is a new respect for the challenges associated with making a great cup of coffee, and a larger consumer appreciation for different flavors. There are new buzzwords used to describe coffee, such as ‘premium,’ ‘quality,’ ‘fine-cup,’ and ‘locally sourced.’ At Vassilaros we’ve been doing all of that for decades, because the restaurants we serve require the best quality product. Are there any special plans for the celebration of Vassilaros 100 year anniversary? We’re about to launch an anniversary blend to celebrate 100 years. It’s currently in progress, but it will be ready soon. How has technology impacted how you operate your business? There’s certainly a lot more information available regarding the sourcing of beans. Sourcing has become very transparent and traceable. Now there’s more focus on origin because it has become clear where beans are coming from, and there are apparent differences in character depending on the different sources. Also,

the roasting process has changed. Roasting coffee is essentially toasting raw beans until they’re caramelized which releases the flavor and character. Previously, a master roaster would have to listen to the drum until he or she heard ‘first crack.’ The first crack refers to the temperature at which the beans finally start to break down and become caramelized. It actually sounds like the popping of popcorn. Although it’s still the same concept, we now use computerized roasters, which give us very specific control over all the metrics going into the process. All of the metrics change from week to week as the seasons change and based on the varying moisture levels of the coffee beans. We are constantly making adjustments in order to achieve the same taste every time. In addition, technology has ushered in computerized route systems, which allow for tremendous efficiency. Do you typically provide equipment to your customers? Yes, we provide all of the equipment. It’s part of our business model. We also provide the service to that

continued on page 34


New York City’s Fair Work Week Laws WHAT’S HAPPENING:


In May 2017, New York City adopted the Fair Work Week legislation package, becoming the largest U.S. city to approve predictive scheduling laws that will require fast-food and retail businesses to fundamentally change how they communicate with and schedule their employees.

• Give employees written notice of schedules no less than 14 days in advance. (Int 1396-2016) • Stop “clopenings”— employees must have 11 hours off between shifts. (Int 1388-2016) • Give current employees the option to take new shifts before hiring any new employees. This will allow existing employees the option to move from part-time to full-time employment or give them the additional hours they want. (Int 1395-2016)

The law is expected to affect more than 65,000 fast food workers, and if managed improperly, it could cost your business serious money.

• Allow employees to deduct part of their salary for donation to a nonprofit.


Non-salaried employees at fast food chains with at least 30 locations nationally, including franchises of those chains.

• Maintain compliance records for 3 years. • Not retaliate in any way towards employees for exercising their rights under these laws.

WHEN DOES IT TAKE EFFECT: November 26, 2017





For more information about our products and how HotSchedules can help you in this new legislative landscape, contact us today to talk to a HotSchedules Labor Specialist Call us at +1.877.539.5156


©2017 HotSchedules. All rights reserved. Reproduction in any manner whatsoever without the written permission of HotSchedules is strictly forbidden. HotSchedules cannot be responsible for errors in typography or photography. The materials and information included in this eBook are provided for reference purposes only. They are not intended either as a substitute for professional advice or judgment or to provide legal or other advice with respect to particular circumstances.

November 2017 • Total Food Service • •


Q&A Stefanie Kyles, from page 32 equipment, so we have five in-house techs on call. The equipment we provide is from a variety of vendors. In the past, we’ve considered narrowing down the brands that we offer to simplify inventory, but the reality is all kitchens are different. Each kitchen has unique nooks and crannies, so we want the ability to offer the right equipment that suits the particular needs of each customer. Recently we’ve seen an emergence of cold brew. What’s your read on that business? We’ve done very well with cold brew. Vassilaros began offering it last summer. There’s a reason why cold brew has become so popular – it’s really delicious. Until recently, ice coffee meant making a pot of coffee and chilling it, but cold brew has a radically different flavor profile. In my opinion, cold brew is certainly here to stay. It’s at a very early stage of its life cycle. Cold brew is popular in warm climates, but it’s also becoming a big ready-to-drink product. The industry and preparation standards are still in the making, but it’s one of the fastest growing products in the beverage sector. Vassilaros offers a ready-to-brew cold brew to our customers. Depending on the establishment, we’ve seen that product do very well. Offering a cold brew is a wonderful example of putting a modern twist on a 100-year-old company. We’re not hurting what we do well, but rather building on it.

tributors. The difference is freshness. Once coffee has been roasted, the flavor starts to dissipate rather quickly. We roast every day. From the time we roast it, it’s in a restaurant twenty-four hours later. The coffee doesn’t sit in a warehouse, a basement, or a shipping container. Our coffee is meant to be used right away. I think that freshness is under

continued on page 36

Restaurants have a variety of offerings to choose from when purchasing coffee. There are online options like Amazon, and large distributors such as Sysco and U.S. Foods. After 100 successful years, there are clearly elements to Vassilaros that separate it from the competition. Why Vassilaros? There is really no comparison between Vassilaros and the large dis34 • November 2017 • Total Food Service •

The Vassilaros operation launched out of a modest store front.

November 2017 • Total Food Service • •


Q&A Stefanie Kyles, from page 34 valued. The difference is clear when you compare Vassilaros coffee to the bigger and more commercial brands that are not hand roasting day after day. We’re having our annual celebration of top women in the restaurant and foodservice industry soon. Do you think that women in this industry have broken through the proverbial glass ceiling? I’m a lawyer, so I start by looking at the facts. If you track the CEOs of the major coffee businesses, there are not a whole lot of women in those ranks. If you consider the sheer numbers, like most other industries, women are still largely under-represented. However, people like me that are able and willing to step up and take on the CEO role are hopefully making a positive change. I really enjoy having the opportunity to

change attitudes. In my opinion, it comes down to doing a great job and having that be recognized. What does the future for Vassilaros look like? Our goal is to keep our heads down and keep building our business by putting one foot in front of the other. Historically, we’ve grown the company behind the scenes without too much fanfare, which I think has helped us to best serve our customers. The focus will be to continue on that 100-year-old path.

All photos courtesy of Vassilaros & Sons Coffee Co.

Vassilaros shops the world’s coffee markets on a daily basis in search of the highest quality beans.

BOOTH #2819

36 • November 2017 • Total Food Service •

November 2017 • Total Food Service • •


SCOOP Pecinka Ferri and Middleby Forge Pact for Metro New York Representation

(L to R) Pecinka Ferri’s Joe Ferri and Selim Bassoul of Middleby celebrated the firm’s new representation agreement at last month’s Host Milano 2017 show in Milan.

Scoop notes that New Jersey based Pecinka Ferri and Associates have been tapped to represent the full line of Middleby Corporation products in Metro New York. “Pecinka Ferri are one of the most proactive reps in our industry,” noted Middleby President and CEO Selim Bassoul. They create trust with both their manufacturers and their clients.” Pecinka Ferri’s relationship dates back to 1972 in which two of the firm’s partners actually worked for Blodgett before launching the Garden State firm. “We have built our reputation by representing many forwardthinking companies. “No matter what we do in terms of the technology or how much of a role the Internet plays in the business, people still want relationships,” noted Pecinka Ferri’s co-principal Ed Pecinka. “Someone needs to take ownership of the customer when there’s a problem or issue. The game changer in sales is always going to be the relationship.” Middleby is a worldwide manufacturer of commercial kitchen equipment. The firm has some 50 brands that fill the needs of the nation’s equipment and supply dealers and consultants and their enduser operators. Middleby’s lines are found in use in restaurants from quick service to fine dining as well as institutional foodservice including healthcare and schools. The line has also received a number of awards for patented cooking innovation and has many Energy Star rated products. “We are convinced that hands down Pecinka Ferri 38 • November 2017 • Total Food Service •



is the premier rep group in Metro New York and they they are the perfect partner to help us grow,” noted Steve Spittle, Group Vice President of Middleby’s Pitco and Blodgett divisions. “Ed and Joe Sr. bring exceptional experience to the dealers, consultants and end user operators. At the same time, they have grown a next generation of bright young culinary talent to serve the changing needs of the marketplace,” Spittle added. “We are looking forward to putting our test kitchen to work as we rollout our new lineup of Middleby solutions,” explained Pecinka Ferri’s co-owner Joe Ferri Sr. “Our approach is more hands on than the bells and whistles of a trade show. In fact recently we had local healthcare chefs compete in our test kitchen. It’s part of our goal of being a part of the communities that we serve.” Pecinka Ferri has recently added a second corporate chef to join the gifted Nick Mercogliano. “We are going to be a one stop shop for all of the operators’ needs with multiple price points and a variety of different levels of sophistication,” Ferri noted. “Someone can come to us now and then and be fully fitted out.” “Pecinka Ferri always begins with the end in mind that is to understand their client’s needs,” Bassoul concluded.

T&S Brass Receives SMART Label Award at 2017 HostMilano

industry through their functionality, technology, environmental sustainability, or ethical or social implications. T&S Brass, a global manufacturer of innovative foodservice and commercial plumbing products, created the water audit as a tool to help customers recognize their overall water usage and identify opportunities to save resources and increase sustainability. During a water audit, a T&S representative takes careful measurements of the flow rates of faucets, pre-rinse units and other water fittings and uses the data to provide a personalized report on water use, as well as corresponding sewer and energy costs. The report also recommends areas where product replacement or upgrades can offer significant cost savings. In one instance, a hotel replaced four prerinse units after a T&S water audit, resulting in water savings of more than 102,000 liters per year.“We’re honored to be recognized for this innovative tool,” said Ken Gallagher, T&S’ vice president of global sales. “The T&S water audit is an eye-opening experience for our customers and one we believe is helping improve both sustainability and financial well-being in the hospitality industry.” T&S Brass and Bronze Works, Inc. has been a leader in providing innovative equipment solutions to the foodservice and plumbing industries for 70 years, since 1947 when it developed the first pre-rinse unit. Today, with facilities on the east and west coasts of the U.S., in Shanghai, China, and in Europe, T&S leads the way in environmental initiatives from eco-friendly manufacturing processes to development of award-winning water- and energyconserving products. T&S is among the first commercial plumbing manufacturers to be registered by UL to ISO 9001 Certification, the most stringent a corporation can receive. The T&S Brass and Bronze Works line is represented in Metro New York by Eastchester, NY based PBAC.

Kvent Teams With Rendisk To Debut New Food Waste Resource Scoop notes that T&S Brass & Bronze Works’ proprietary water audit process was named a recipient of the SMART Label award at the 2017 HostMilano show. SMART Label awards recognize products or services that bring innovation to the hospitality

Scoop notes New Jersey based Kvent has built its reputation on its ability to forge ventilation solutions. For Kvent, its recipe for success is far more

continued on page 40



November 2017 • Total Food Service • •


Scoop, from page 38 than an extensive selection of hoods, fans, heaters, and other mechanical equipment for the food service sector – it’s their ability to create state of the industry ventilation strategies. Previously, Richard and David Hayes were in the hood installation and design business for thirty-five years. Today, Kvent is a manufacturers rep, strictly selling commercial kitchen exhaust hoods, air cleaners and other equipment to mechanical contractors and food service dealers. Recently, Kvent with the help of their salesman Martin Kohn forged a relationship with Rendisk. Founded in the Netherlands, Rendisk provides advanced solutions pertaining to food waste and dishwashing logistics. Kvent is involved with the upcoming Hudson Yards development, and the landlord expressed interest in reducing the amount of waste produced throughout the project. Kohn was proactive, seeing the extensive potential for a product that could efficiently accomplish waste reduction on a large scale. After the Hudson Yard’s landlord initiated contact with Rendisk, Kvent became confident in their food waste product line. “One of the unique aspects of the Rendisk food waste product is its footprint. One of the models is about the size of

a dishwasher, allowing it to be placed virtually anywhere. Additionally, Rendisk offers large vacuum systems that have the capacity to support an entire building. Depending on the application, the product line ranges from small and compact units all the way up to very large systems,” said Hayes. The Rendisk food waste product line offers solutions with a variety of applications. The assortment of different models provides exceptional food waste capabilities to small and large operations alike. Now, with Kvent’s involvement, Rendisk products are more accessible to New York and the rest of the country than ever. The product is supported with a trained service organization and parts stocked in Kvent’s New Jersey location.

ITW’s Portfolio of Equipment Solutions Grabs Top National Honors Scoop says for the 17th consecutive year, ITW Food Equipment Group products have been recognized by foodservice operators, consultants and



November 14 & 15, 2017 Meadowlands Exposition Center | Secaucus, NJ Kosherfest is a business to business event only and is not open to the public. Attendees must be qualified professionals in the foodservice and retail industries.

40 • November 2017 • Total Food Service •

Sponsored by:

Produced by:

dealers as the industry’s category leaders. Foodservice Equipment & Supplies (FE&S) magazine’s annual Best in Class Awards once again recognized Hobart, Traulsen and Vulcan for outstanding equipment quality and performance. Winners of Best in Class Awards are acknowledged for manufacturing what industry leaders distinguish as the best food and kitchen equipment products. “Being recognized ‘Best in Class’ by our peers in the foodservice and food retail industry who supply, specify and operate our equipment is an honor. It’s a distinction that we strive to achieve each year, as we’ve built our business around the concept of customer-back innovation, compelling us to work with our customers to understand their pain points; then design and deliver equipment that helps solve those pain points,” said Lei Schlitz, Executive Vice President, ITW Food Equipment Group. “It’s gratifying to know our inspiration and hard work are achieving the intended results—providing our customers with equipment they can trust to work hard and deliver quality, consistent results day in and day out.” 2017 ITW Food Equipment Group category win-

continued on page 42

REGISTER TODAY Use promo code TOTALFOOD to save $20.

BOOTH #2549

November 2017 • Total Food Service • •


Scoop, from page 40 ners include: Hobart’s floor mixers, electric slicers and dishwashers. In addition to Traulsen’s blast chiller was recognized as were Vulcan’s char broilers, countertop griddles and gas and electric ranges. ITW Food Equipment Group and its family of premium brands, including Hobart, Baxter, Traulsen, Vulcan, Wolf, Berkel, Gaylord, Somat, Stero, Kairak and Peerless Food Equipment (among other global brands), manufacture and service commercial food equipment that is built to last and designed to deliver superior quality and performance, as well as energy and resource efficiency. “As a proud supporter of foodservice professionals everywhere, ITW Food Equipment Group will continue to manufacture industry-leading equipment that outperforms, every day, all at a lower total cost of ownership than our competitors,” Schlitz said. The award comes on the heels of ITW Food Equipment Group once again being named ENERGY STAR® Partner of the Year for the tenth consecutive year. ITW embodies a family of premium brands found in commercial kitchens, bakeries, delis and groceries around the world—brands including Hobart, Traulsen, Baxter, Vulcan, Wolf and Berkel to name a few. Backed by the industry’s only nationwide

42 • November 2017 • Total Food Service •

network of 1,500 factory-trained service technicians, ITW Food Equipment Group offers commercial food equipment and service to support foodservice and food retail professionals with food preparation, refrigeration, cooking and baking, dishwashing, food waste reduction, weighing, labeling and packaging

Grand Central Terminal Is Going Upscale With Fancy New Restaurants Scoop notes that the MTA is courting high-end restaurants to set up shop at Grand Central Terminal in an effort to make the famed station more upscale and more profitable. The MTA will begin issuing requests for proposals (RFPs) for existing retail spaces before the end of the year, and the upgrades will take place through 2018 and beyond. Bringing in upscale tenants will boost rental income by 7 percent this year, compared with a 4.5 percent and 1.1 percent year-over-year rise in 2016 and 2015, respectively. But that means that longtime eateries based at Grand Central since its last makeover

20 years ago are now leaving, including Brooklynbased Junior’s, Two Boots Pizza and Grand Harvest Wines. Among the new, more luxe businesses moving in are Tartinery and Art Bird & Whiskey Bar. Art Bird, Oprah Winfrey’s former chef, will be paying $4.1 million in rent over the next 10 years to set up his eponymous shop at the concourse. MTA spokesman Aaron Donovan notes there has been a “sea change” at Grand Central in recent years when it comes to food and drink offerings, and that Grand Central has been welcoming star chefs and restaurateurs. “On the MTA’s part, we look at the bottom line but also work to curate the kinds of local, diversified dining experiences that fit the needs of the millions of diners, shoppers, commuters and tourists who come through Grand Central every year,” he said. Donovan says that as current leases expire, the Terminal is required to open up the RFP process. “As restaurants and bar owners have seen that the Terminal provides the traffic and numbers they are looking for, more restaurant and bar owners have sought to place themselves in the iconic building,” said Donovan.

continued on page 124

November 2017 • Total Food Service • •


44 • November 2017 • Total Food Service •

November 2017 • Total Food Service • •




Herbst Brings Network Portfolio To Leadership Role At Elliot Productions


he Elliot Group, founded over 30 years ago and based in Tarrytown, NY, is recognized as one of the premier retained executive search firms in the restaurant and food services industry. Since its inception, the Elliot Group has expanded its search work to include the hospitality, retail, service, and manufacturing sectors. Most recently, the company has added a production division, Elliot Productions. Total Food Service had the opportunity to have a conversation with the Senior Producer of Elliot Productions, Eric Herbst. What sparked your interest in video production? I’ve always had a passion for the creative aspects of storytelling and the communication of a person’s unique life experiences through video production. Fortunately, I’ve had many opportunities in the media industry that have allowed me to hone that craft. Most recently, I held a network TV position in Miami that focused on news production. My experiences in the newsroom have provided me with a specific skill set that I am now able to translate into my role at Elliot Productions. For example, working in media, meeting so many different people, the traveling I did and the research I conducted are all transferrable skills and experiences that will allow me to ensure that Elliot Productions truly stands out.

within a company, an industry, and a culture.

Elliot Productions is currently working to make our content available to the industry as a whole. I am very excited for some of our upcoming announcements.” Can you share a quick overview of Elliot Productions? Who was the entrepreneurial/visionary behind the firm? Alice Elliot founded the Elliot group in her twenties, and since then, it has become the premier boutique executive search firm for the restaurant, hospitality, and lifestyle industries. However, it has now evolved to include a production and consultancy division. In my role as the leader of the production division, I focus on all of the event and video production. At this stage, we have become quite busy. Our production division team is growing rapidly, and we have been approached by many people who want us to do their videos. Considering Elliot’s strong reputation as a leader in the restaurant industry, the addition of production and consultancy divisions is a natural progression. For years the Elliot Group has had the opportunity to work with many of the nation’s leading entrepreneurs. What are the common characteristics that you see in the suc-

46 • November 2017 • Total Food Service •

You have also inherited a bank of interviews that spans some 20 plus years. Some of the most iconic names in the restaurant business from Jon Luther to Norman Brinker have cessful people that you spoken at Elliot conferprofile? ences. What are you goIn the past, Elliot has ing to do to make that had the fortune of workcontent available to ing with many of the nathe industry? tion’s leading entrepreElliot Productions is neurs. There certainly are currently working to Eric Herbst, Senior some identifiable commake our content availProducer, Elliot mon characteristics that able to the industry as a Productions can be observed in sucwhole. I am very excited cessful people. Above all, for some of our upcomI’ve noticed that the entrepreneurs ing announcements. We are going within the industry are determined to be hosting several events that and tenacious. They are passionate, will capture the spirit and insight of and truly believe in their visions. our incredible library [of archived video]. Within our library, we have Can you help our readers underexclusive videos that are truly amazstand what the role of video should/ ing. For example, we have video of could be in their social media marthe founder of Wendy’s, Dave Thomketing strategies? as and footage of David Overton, the It is important to recognize the founder of Cheesecake Factory. I’d impact that social media and Youlike to make our expansive archives Tube has had on the video producaccessible in order to provide an option industry. With such a saturated portunity for everyone to experience digital landscape, it is absolutely our iconic library of footage. crucial to develop unique and innovative ways to stand out. Video is Talk about the bridge that Elliot truly the lifeline of communication, has from some of the truly iconic so it is vital to embrace and respond to any changes that affect its role continued on page 114

November 2017 • Total Food Service • •





Action Updates On Scaffolding And Organic Waste Separation


or the obvious reasons, labor law, restaurant letter grades and high rents are the hot button issues that have the industry buzzing. At the NYC Hospitality Alliance, we are not only intimately involved in those matters, but many other issues that may not grab the headlines, but that are critically important to the operations of the city’s restaurant industry. So in this month’s column, I share with you my abridged comments from two City Council hearings that I recently testified at on behalf of the NYC Hospitality Alliance. I hope they provide you with greater insight into our vital work representing the industry and get you familiar with two important issues impacting restaurants throughout the city: scaffolding and organic waste separation. Scaffolding: It’s no secret that scaffolding plays an important role in protecting people from falling debris from building construction. But it’s also no secret that scaffolding that is left up for extended periods of time has a devastating im-

pact on restaurants and bars, ranging from a significant loss of business, to the reduction of employee hours and layoffs, to being a major factor in some businesses closing. Last year, the NYC Hospitality Alliance conducted a survey of our membership, in partnership with the NYC Department of Small Business Services inquiring about the impact of scaffolding on their businesses. The responses demonstrated that when scaffolding is left up unnecessarily, it too often poses a significant and sometimes existential threat to our city’s restaurants and the jobs of New Yorkers. This is why we support Council Member Ben Kallos’ effort to pass legislation that would regulate the length of time in which scaffolding may stay constructed, helping to mitigate unnecessary scaffolding that stays up for many months or in some cases years beyond its intended purpose. In addition to the current proposal, we suggest that the city establish a vehicle for which a business may file a complaint if they believe scaffolding constructed in front of their business is in violation

48 • November 2017 • Total Food Service •

of this law. As we’ve said before, the wheels of government move slowly, and that’s why it’s important to have the NYC Hospitality Alliance in the halls of government advocating on behalf of our industry. But the wheels of government do move, and we’re encouraged that scaffolding reform has reached the next step in the legislative process. We will continue to advocate until scaffolding reform is implemented. Organic Waste Separation: The New York City Hospitality Alliance is supportive of environmentally friendly business practices, such as organic waste separation. Some of our members who operate restaurants both large and small have implemented composting programs into their operations, and many seek other ways to reduce their environmental impact. Environmentally sustainable business practices are the ethos of so many of our members operations. First, we would like to address concerns about the enforcement of the current organic separation Rule, which seems to run counter to ef-

Andrew Rigie is the Executive Director of the New York City Hospitality Alliance, a trade association formed in 2012 to foster the growth and vitality of the industry that has made New York City the Hospitality Capital of the World.

forts by the de Blasio administration to reduce fines on businesses and provide cure periods for minor violations. Since the current law took effect several of our members who operate restaurants in hotels and are covered by the law have experienced aggressive enforcement for minor infractions. For example, one restaurant was

continued on page 126

November 2017 • Total Food Service • •




HAFSCO Brings Updated Flow To Legendary Westchester Country Club Kitchen


AFSCO was founded over 80 years ago. Originally, the company supplied restaurant goods and equipment, but has since grown to offer a variety of services to the industry including consulting, sales design, service department, warewashing department, country club logo imprints. Thomas Capobianco, President of HAFSCO, is quite familiar with challenging kitchen projects. He has designed kitchens from restaurants to country clubs and everything in between. When the renowned Westchester Country Club sought to update their kitchen, Capobianco was undoubtedly the man for the job. About one year ago, Capobianco went to Westchester Country Club to meet Mr. Robert James and Paul Brock, the club’s General Manager. Tim Clark, the contractor, I previously suggested getting HAFSCO involved with the project. Previously, Capobianco had worked on numerous other clubs, such as Apawanis Country Club, Winged Foot Golf Club and Glen Head Country Club, to name a few. Considering the firm’s great reputation within the industry, HAFSCO was a very strong candidate for the job. Initially, Capobianco was told that the club was interested in purchasing some new equipment, and possibly redesigning some aspects of the kitchen. “We had some ideas and tentative plans of what we

Tom Capobianco and his HAFSCO team have created a new kitchen design that can easily handle flow from multiple entry points.

wanted to do. We were already enhancing the grillroom and the bar; so I knew it would be necessary to update the kitchen in order to properly service the larger volume of membership demand and usage. With two dining rooms, two bars, two restaurants, plus outdoor space we have a considerable amount of work to do in the kitchen,” said Brock. Upon inspecting the kitchen, Capobianco explained that a redesign would not be a simple task. “The hood was in poor condition. The kitchen had three different points of egress in need of enhancements. In addition, they wanted to serve beer on tap in a room that was essentially inac-

50 • November 2017 • Total Food Service •

cessible for the lines. Improving the functionality of this kitchen to meet Westchester Country Club’s high standards was an extensive job. We really needed to change the flow of the kitchen,” said Capobianco. Once HAFSCO was officially brought on, Capobianco began by presenting ten different designs. “The predicament that we faced was finding a way to serve the two restaurants out of one kitchen,” Brock explained. After analyzing and comparing the various options, Brock and his colleagues settled on the design that would provide the best scenario. The key to the design was crating an optimal solution to

the egress issues. “This project was complicated. The egress problems stemmed from the fact that the club gets as much activity through the terrace doors as it does from the new grill room. We had to move some items and cut down some custom wine refrigerators in order to make the kitchen line longer. In addition, we had to expand the kitchen slightly into the private dining area to allow access for all of the kitchen equipment that I wanted to install,” explained Capobianco. In order to execute the most favorable design, there were many other adjustments

continued on page 52

November 2017 • Total Food Service • •


HAFSCO/Westchester Country Club, from page 50 to be made. Capobianco shifted the doors to create a larger waiter’s station, installed retractables, and added a refrigeration rack. His team ran about four thousand feet of refrigeration lines, and spent three months piping. The new kitchen at Westchester Country Club is almost exclusively an a la carte operation. Capobianco installed a twenty-seven foot hood to accommodate the massive flow of golfers, tennis players, and regular diners. “I always like to designate sections for a la carte and for catering and banquets when designing a kitchen. The focus of this kitchen however, was not banquets, so I needed to consider the heavy emphasis on a la carte,” said Capobianco. It is also important to note that Westchester Country Club offers breakfast, so Capobianco made sure his design provided the necessary accommodations. “We set up a breakfast cooking area, that would allow the chefs to seamlessly transition from breakfast to lunch, and then on to dinner,” he said. Capobianco had a couple of burners installed, as well as a griddle and plancha combination next to an oven in the breakfast line. The one end of the kitchen is anchored with a double Blodgett convection oven. Further down the line, Capobianco strategically placed the combi oven near the garde manger, so it would be out of the way of the high activity and heavy traffic during peak hours. The careful planning and clever design that went into the execution has significantly lessened the egress issues, allowing for an unimpeded flow. In order to bring Capobianco’s design into reality, almost every piece of equipment had to be moved. “The layout of the old kitchen was rather disjointed. We had the garde manger on one side, and the hot line on the other side. As a result, the expediter had to jump back and forth. It

A Vero water filtration system was installed to control bottled water cost and the club’s carbon foot print.

was very inefficient. We had to actually move the line,” described Brock. The dishwasher was also relocated from its original place near the terrace room. “When you have three points of egress, you need to have a universal spot, and that’s very difficult to accomplish. I had to place the dishwasher in a location that was accessible from all three points so drop-offs could be made as needed,” explained Capobianco. In addition to the dishwasher, the garde manger was transferred to a totally different area. Even the hood was repositioned. “When I do the drawings, the first thing I do is block certain areas. Next, I map the flow and study it, so that I can have a complete understanding of what needs to be moved or changed in order to achieve my vision,” said Capobianco. The painstaking attention to detail that went into this project is evident. Even the doors leading into the kitchen were carefully considered. “The entry door and the exit door are actually opposite. We did that intentionally. It might seem counterintuitive, but the design serves a very important function. We wanted the flow of the kitchen to allow the servers to walk the line and exit, and en-

52 • November 2017 • Total Food Service •

ter with the pantry on that side. We knew that such a nontraditional layout was unusual, but it’s working out wonderfully,” explained Brock. The kitchen doorway was even shifted so that the traffic would be led directly out to the terrace. Brock and Capobianco teamed up to create a new prep kitchen downstairs. The basement functions as a prep kitchen ad a storage space. Specifically, there is a dry goods pantry and a liquor storage room. The (4) walk-ins were installed and can be found downstairs. In addition, the chef de cuisine’s office is located on the lower level. Capobianco’s design has also allowed for the Hafsco installation department to install the Perlick beer system. Previously, beer on tap was only available on one side. The kegs are downstairs, so the lines had to be rearranged. HAFSCO was also able to help Westchester Country Club cut the

high costs of traditional bottled water. The installation of Vero Water system has enabled the club to pour chilled flat, sparkling, and ambient water on demand. The five-step process filters and bottles local water on premises at a fraction of the cost of traditional bottled water and helps the club drastically decrease its carbon footprint. Capobianco and Brock tackled a complicated task, and have achieved quite an accomplishment. While reflecting on the project, Brock offered some sage counsel, “Leave yourself enough planning time. Redesigning the kitchen was almost an afterthought since our original focus was on remodeling the bar and the restaurant. Fortunately, we made our deadline, but I thing planning ahead is crucial.” With a celebrated reputation established long ago, Westchester Country Club has once again reached a new echelon.

November 2017 • Total Food Service • •


NEWS BENEFITS STRATEGIES McGowan Hospitality Teams With NYC Hospitality Alliance To Deliver Solutions for the Unspeakable


ast month’s Las Vegas tragedy crystalized the dramatic changes in today’s world. Wherever people gather, the rules of engagement and their protection is evolving quickly. Just two weeks before the horrific events in Nevada, the New York City Hospitality Alliance had gathered for a technology conference. Among the firms in attendance was McGowan Hospitality programs. On their table was a brochure outlining their portfolio of services that they have launched in coordination with the Alliance. In very bold letters that very same literature spoke of: “Active Shooter”. So you can just imagine the irony and horror of TFS that had in fact scheduled an interview with McGowan’s Hospitality chief Kevin O’Connor to discuss that topic on the Friday before the Las Vegas shooting. Due to conflicting schedules, the interview was moved to the following Monday. Almost unbelievably the shooting occurred on Sunday night. So needless to say when TFS visited with McGowan’s O’Connor, the discussion took a very different turn as the discussion of the previous night’s tragedy turned the hypothetical into the actual. An overview of Kevin O’Connor’s extensive experience makes it easy to understand how the veteran insurance executive could separate the emotion of the shooting from the need to remain focused on structuring a strategy to protect New York City’s restaurant operator that

We are suggesting to our restaurant and hospitality clients to begin with an update of and improvement in security measures because routine security is the first line of defense. God forbid should ever have to deal with the same circumstances as their Sin City brethren. O’Connor oversees McGowan’s Program Administrators that is a leading provider of insurance products for Restaurant Insurance nationwide. The suite of insurance programs includes Property and General Liability Insurance as well as Umbrella Insurance. The New Jersey based executive grew up in the insurance industry. His father Joe was a well-known partner at the prestigious Lloyds of London and a reinsurance broker. So at the tender age of fourteen, Kevin O’Connor found himself on the floor of Lloyds considered to be the most iconic of the world’s insurance brands. His mentors were, of course, his father and the industry legend gentleman Sal Zaffino who was the chairman of Guy Carpenter Company. They taught him “hard work achieves success and that hard work gets you in the direction of success and no job is above your reach or below your depth.” Before joining McGowan, O’Connor owned and managed the RCA agency.

54 • November 2017 • Total Food Service •

The priorities of the restaurant insurance industry have evolved dramatically through the span of O’Connor’s career. “Years ago, we dealt with issues including liquor liability and food safety.” The firm specialized in restaurant coverage and was sold in 2015. Tom McGowan shared O’Connor’s vision and passion for the restaurant and hospitality sector and appointed him as managing director of McGowan Hospitality. That very same vision, led to the creation of McGowan’s Active Shooter and Workplace Violence insurance program in 2015. “As the nation continues to face daily threats of terror it is vital if not a necessity for businesses as well to take action against acts such as the Las Vegas shooting,” McGowan explained. O’Connor points to five steps every organization should take to protect against active shooter incidents. “We are suggesting to our restaurant and hospitality clients to begin with an update of and improvement in security measures because routine security is the first line of defense.” In addition,

an effective and safe evacuation plan should be in place as well investing in text alert systems. An important aspect towards keeping your employees safe in case of an emergency is to train employees. Emergency equipment such as landline phones, first-aid kits and a basic outline of how to access wounds should be in place in any organization. “Lastly, businesses should be insured by a provider that guarantees primary liability coverage as well as coverage for property damage, business interruption expenses and post-crisis management,” O’Connor added. Among the other major changes that O’Connor has seen in the restaurant and hospitality insurance industry is the challenge of social media reputation destruction. “It’s amazing that if a guest has what they think is a bad meal, they can go to a website and create havoc with your business,” O’Connor explained. “Operators also need to be concerned with being trashed by a competitor. The anonymity of the Internet is one of the most dangerous threats. In addition, with events like the Equifax breach make it vital that an operator look at adding cyber liability coverage.” O’Connor and his McGowan Hospitality team offer a free/no obligation consultation to Metro New York’s restaurant and hospitality operators. They can be reached via phone at 973803-9011 or email at to discuss active shooter, workplace violence insurance and cyber liability strategies.

November 2017 • Total Food Service • •


Chefler Foods, from page 12 Leffler stated. After finding the right facility, Chefler Foods was in motion. Leffler’s goal was to locate a facility that could accommodate the volume. He ended up discovering a space in New Jersey that suited his specifications. “It’s large enough to house a vertical operation, which will include blow molding of all our own containers, as well as food manufacturing,” Leffler explained. The Chefler Foods’ facility will manufacture mayonnaise, salad dressings, cooking oils, vinegar products, and a variety of sauces. Leffler came up with an interesting model for Chefler Foods. Rather than having a single name for all of the products, he has implemented multiple brands created specifically to target particular customers. “I decided to create a bunch of different brands in order to target niche mar-

Chefler Foods is a comprehensive approach to foodservice, well positioned to have a positive impact on the industry by solving distributor and operator needs. kets within the food industry. For example, I have the Dolce Vita brand, which is designed with Italian distributors in mind, serving Italian restaurants and pizzerias,” said Leffler. In addition to the Dolce Vita line, Leffler developed the Dragon Chef brand for Asian cuisine. Chefler Foods will offer a full line of dressings, sauces, and mayonnaise under the Mike’s Amazing brand. The Super Chef banner will offer a

56 • November 2017 • Total Food Service •

line of products for the foodservice broadline distributor. “I don’t think a single brand could properly fit all solutions,” Leffler explained. Another component to the Chefler Foods model is the company’s ability to provide products on short notice. Leffler is able to offer his clients exceptional customer service, second to none. “New York is a demanding market in which most distributors lack real estate and space. Chefler

Foods is able to get our customers product immediately, whenever they may need it. I think that’s why distributors want to work with me. I like being in a business that allows me to help people when they need it,” Leffler said. Chefler Foods offers a variety of food products, manufactured in their own facility. The company is also able to offer unmatched customer service. The top four employees at Chefler Foods boast a combined 100+ years of experience in food manufacturing and packaging. “Chefler Foods might be a new business, but we come with extensive experience, extraordinary service, and outstanding products,” said Leffler. Chefler Foods is a comprehensive approach to foodservice, well positioned to have a positive impact on the industry by solving distributor and operator needs.

November 2017 • Total Food Service • •


SUSAN ON SALES BY SUSAN VILLAMENA ‘No Pain – No Close’ Is Key To Successful Selling


f you’re in sales, you don’t need me to tell you it’s the hardest job in any company. It’s the only job where your paycheck is directly linked to whether a customer decides to buy. If prospects don’t become customers, you don’t get paid or maybe you don’t get to keep your job. Couple that with all the uncertainty of sales. Not knowing who will say yes and who will say no. That’s why when I had my first introduction to the Sandler method of selling it was a transformative experience. For the first time in my selling career I was learning something that I didn’t think was possible. There were two concepts that had the greatest impression on me, 1) I had rights as a sales person and 2) If I was going to succeed, I had to be the person who controlled the process. If you look closely, the sales person/prospect relationship is the craziest relationship on the planet. It’s amazing that business happens at all given the dynamic between the two parties. The person who needs something feels compelled at every turn to resist the person who has the thing they need! As salespeople, our history has been a difficult one. We’re sometimes viewed as disreputable shysters who will manipulate unsuspecting prospects into giving us their money and then not delivering what they promised. While we can all agree we’ve come a long way in our profession, those feelings still run deep. If we’re being honest here, we’ve all had those feelings and we are in sales! So, what’s the answer? To start

Your job as a sales person is to help your prospects discover for themselves whether they have enough pain to fix their problem and then to decide if they want to fix that problem with you. with, you need a tried and tested process for selling; one that you can rely on every time you meet a prospect. Add to that, a new definition of what it means to sell and, an understanding that it’s not your job to convince someone to buy from you. Remember, Selling is the process that two people go through to determine if it makes sense for the buyer to buy and the seller to sell. Your job as a sales person is to help your prospects discover for themselves whether they have enough pain to fix their problem and then to decide if they want to fix that problem with you. Once you know what the desired result should be, you’ll need to prepare yourself for the game that exists between you and your prospects. Sandler called it the “Buyer/Seller Dance”. And the dance goes like this…. Prospects agree to having a conversation. They pick our brains for information, and then take that information and do one of five things... buy what you have, compare your information to competitors, use your

58 • November 2017 • Total Food Service •

information to leverage their current relationship, toss it in the garbage or let it sit on their desk until it becomes stale enough to throw out without any guilt. Of all these possible outcomes, only one of them is “Buying”! Of course, when they buy, it’s easy, but when they do any one of these other things, it starts to get messy. They may string you along, you may find yourself leaving voice mails, sending emails, on and on and on. No matter how you slice it, you’re in a Chase and it’s the Chase that drives us nuts as sales people. Here’s where your rights come in. As a professional, you have a right to know the truth about what your prospect is thinking and where you stand as it relates to doing business, or not doing business, and unless you have a good system, you will be vulnerable to the “Buyer/Seller Dance”. Sandler says, rethink the timing of your presentation. Before you talk about what you have and what you can do for your prospects, find out a few things first so you can decide; a) if you should even do a presentation

Susan Villamena is the President and CEO of Fairfield, NJ based Acrylic Flooring Inc. Prior to taking the reigns at the Garden State flooring concern Ms Villamena spent 25 years teaching sales with Sandler Sales. She can be reached 914-804-7988 or via email at susan@acrylicflooring. com with questions about sales or her quick drying floors.

or; b) what type of presentation you should be doing. Step One The first thing we need to do when selling is find out, in detail, what issues your prospect is having and seek to uncover whether those problems are causing enough Pain to do something about it. In other words, are they committed to fixing their problem with or without you. Deciding whether they want what you have is two steps away. The only thing that matters in this step is if figuring out if they are ready to take action. All successful sales relationships have this one thing in common; the prospect had a Pain that they were committed to solving. Rule number one in sales is: “If there is no pain, there will be no change”. If they don’t have Pain, find a new prospect or you’ll be spinning your wheels. Step Two A prospect with Pain is still a pros-

continued on page 114

November 2017 • Total Food Service • •




An American Perspective Of Host Milano 2017


or 28 years, Total Food Service has covered trade shows from Coast to Coast. It seems as if over the past few years, all we hear is that the Internet has taken the buyer off of the show floors. All it took was a trip to Milan, Italy for the Host Milan 2017 show to see that trade shows are infact alive and well. The biennial event is certainly the largest show that TFS has ever attended. Host Milano filled 23 halls with every conceivable sku of kitchen and food service equipment and supplies. The attendance tally at Milan’s convention site: fieramilano showed a staggering 187,602 professional visitors (+24.3% compared with 2015) with 72,699 (+20.4% compared with 2015) from 177 international countries. It was so interesting to see a return to impeccable hospitality. At first, it was confusing to be invited into a booth for a cup of coffee or sparkling water. After the first couple of invites, show guests realized that infact that is how business is transacted in Italy. A booth guest is expected to take the time to truly visit. The show also harkened back to US shows of the 90’s when there was cooking and food prep in every manufacturer’s booth. EYE also found it interesting that you had better bring a replenished stack of business cards to Host Milan. Even with all of the technology that is available, there is no badge scanning as we see in New York and the US. Your business card is given to the host company and then stapled onto a guest sheet. TFS spent a number of hours discussing the potential of international companies bringing their products to the US. The responses were a mix of

Fred Klashman of TFS and Host Milano chief Simone Greco

The US dealer group included Connecticut’s Mr. and Mrs. Brian Ringelheim of Globe Equipment

not having or understanding necessary certification to the challenges of finding a US distribution partner. Several of the halls exploded with cutting edge designed pizza ovens and coffee machines. The question becomes in the potential of bringing that equipment to New York and the US, if the space required to display it could generate the lost revenue of the seating that it would replace? “The charm and allure of Italian style is a key to the show’s success,” noted Fabrizio Curci, CEO and Director General of Fiera Milano Spa. “Ev-

60 • November 2017 • Total Food Service •

(L to R) New York City Hospitality Alliance’s Andrew Rigie led a large contingent of Manhattan restaurateurs including LDV’s John Meadow and Greg Giannone of Saint Ambroseus

Waring’s Dan DeBari sampled local delicacies

(L to R) Arthur Fisher of Sam Tell and Son and American Trading’s Paul Weintraub

American rep Michael Poulos toured the show

ery two years Host confirms Milan as the world capital of the various aspects of ‘glamour’ away from home. In this sense, we have been particularly impressed by the ever-increasing commitment of the exhibitors to contextualizing their product with true storytelling techniques, often of spellbinding appeal. An ability that is internationally attributed to Italy and reinforces the value of Italian products as a fundamental asset, in a sector in which our industry is often a leader.” TFS had the opportunity to chronicle the show tour of a significant

New York City delegation to the Italian event. The New York Hospitality Alliance’s Andrew Rigie led the group of Manhattan restaurateurs that included LDV’s John Meadow, Greg Giannone of St Ambroseus, and Boulud Restaurant’s Alex Burger. The show provided a great opportunity to understand the staggering amount of product that has yet to find its way to New York and the US marketplace. Who knew that there were so many manufacturers of cooking

continued on page 62

November 2017 • Total Food Service • •


Host Milano, from page 60 ranges from Turkish manufacturers or dishwashers produced in Spain and Germany. Among the innovations that TFS saw were charcoal fired ovens from Spain that can be utilized indoors. At the Identità Future (Future Identity) space, curated by Identità Golose, visitors were treated to Michelinstarred chefs – now considered on a par with fine artists – present a series of exciting show-cooking events where that demonstrated the latest kitchen machinery. These include new, dry aging and latest-generation induction techniques, ice-making machines and the very latest showcase fridges, as well as a focus on glasses, professional dishwashers and the ice cream parlor of the future, which will soon become a reality. Host Milano ‘17 featured some 500 educational and demonstration events notably including the FIPGC World Pastry Making Championships

which, this year, in front of a stadiumstyle crowd, saw Italy claim victory over 20 teams from all over the world, including China (second place) and Japan (third place). Clearly in certain parts of the world, it would appear that emerging eCommerce and traditional hospitality can coexist and thrive to help kitchen equipment and supply buyers make buying decisions.

Ali Group’s Rob August


Electrolux’s worldwide boss Albert Zanussi (R) welcomed guests

The show’s unique approach to hospitality brought buyers and sellers of all generations to the busy show floor

(L to R) Alex Burger of Manhattan’s Restaurant Daniel and Chef Driven’s Bianca Perez enjoyed some of the local fare at Milan’s Rovello 18.

The show’s focus was on bringing the equipment to life with cooking in the show event’s booths


Produced by

Produced by


Come to the New England Food Show to share best practices, hear new ideas and celebrate the local food scene. Get inspired by keynote speakers Jon Taffer of “Bar Rescue,” celebrity chef Robert Irvine and TripAdvisor CEO Stephen Kaufer. And take away bold solutions for your biggest challenges.

FEBRUARY 25-27, 2018

Boston Convention & Exhibition Center BOSTON, MA

Register Today & Save $40 at 62 • November 2017 • Total Food Service •

Sponsored by

Sponsored by

November 2017 • Total Food Service • •


64 • November 2017 • Total Food Service •

November 2017 • Total Food Service • •



PBAC’s New Pres Cantamessa Looks Forward To 2018


ow did the New York Food Service market do in 2017? We had a very good year on top of 3 or 4 years of doubledigit growth, we were able to achieve high single digit growth. New York City’s key economic indicators are very strong: • Employment is up 800,000 from 3.6 million in 2010 to 4.4 million in 2017. • The City’s population has grown to 8.5 million people. • Construction is booming • Tourism is at an all time high • The ‘City is jammed just look at the traffic and how challenging it can be to get across town. All participants in our industry are busy including dealers, con-

Ten thousand attendees will be at HX as well as an additional seven thousand guests at the co-joined BD/NY Design show. New York needs a strong Hospitality show and PBAC intends to provide more than our share to make it happen.” sultants, fellow reps and service agencies. How is Metro New York different from most other markets? We are the least dependent on chain restaurants. Much has been reported on a slowdown in the growth rate of chains. In fact the National Restaurant Association reports growth in just 4 of the last 22 months.

PBAC chairman Michael Posternak (R) with the firm’s newly appointed president Larry Cantamessa (C) and healthcare specialist Keith Fitzgerald (L) on a recent AHF outing to visit West Point’s food service operation.

66 • November 2017 • Total Food Service •

Saturation in many markets is a major problem as chain restaurants have grown at twice the rate of the population. Another problem in more restaurant dependent markets is that lunchtime visits are lagging. NPD Group reports that Americans made 433 million fewer trips out to lunch last year in favor of in office dining, takeout or delivery.

This is less of an issue in the New York marketplace because it involves more diversified segments that includes corporate dining, K-12 schools, colleges and universities, health care and senior care, hotels and fine dining. PBAC’s focus extends far beyond restaurants to cover these other areas.

continued on page 68

PBAC hosted a number of trips for key industry trade associations including a tour of the CIA-Culinary Institute of America campus.



November 2017 • Total Food Service • •


PBAC 2017-18 Preview, from page 66

What’s new at PBAC in 2017? This was our most important year. Co-founder Steve Bauer and I have worked on a key employee retention and succession plan for 10 years to insure the continuity of PBAC. Several years ago partnerships were extended to Larry Cantamessa and to Dave Aitkenhead. We have just promoted Larry to president and turned over the day-to- day decision making to him. I am now chairman and Steve is the Vice Chairman. We plan to stay very active for now. Have you added any new lines this year? Due to the continued conglomeration of manufacturers, the rep cards got shuffled a bit in the market. As a byproduct of that, PBAC received the opportunity to represent Hatco

Casino, Tioga Downs, Rockland Psychiatric Center, Westchester Medical Center, West Point, Vassar College, and Marist College, just to name a few. The crop of 2018 projects is even more bountiful.

AHF and PBAC visitors were treated to an insiders tour of the West Point campus

and Ovention. Hatco is an employee owned company that represents the single best thing that could happen to PBAC in terms of a new premium quality well respected line. Thanks to Pecinka Ferri for polishing this apple for so long.

What are some of the more significant projects that you completed in 2017? Among the projects that we’re involved with this year are the Marriott Moxy, China’s leading restaurant Da Dong coming to Bryant Park, NYC Health and Hospitals, Montreign

What are your expectations for HX 2017 at Javits? We are showcasing our 14 top manufacturers this year with over 100 products (new technology and innovation) at a value of $500,000. Ten thousand attendees will be at HX as well as an additional seven thousand guests at the co-joined BD/NY Design show. New York needs a strong Hospitality show and PBAC intends to provide more than our share to make it happen. Visit PBAC Row at the HX Show 2017 (See diagram on Page 70).



68 • November 2017 • Total Food Service •





November 2017 • Total Food Service • •


PBAC 2017-18 Preview, from page 68





P B A C #2450



R O W #2337

Other lines in the PBAC Family include:

70 • November 2017 • Total Food Service •



November 2017 • Total Food Service • •





Pizza & Pasta Northeast Show ‘17


he scent of fire-cooked dough and melting mozzarella wafted through the concourse of the Atlantic City Convention Center last month on the first day of the Pizza & Pasta Northeast expo, on Oct. 16th and 17th. More than 150 booths, featuring specialty foods, restaurant equipment and recipe demonstrations, looked to present the latest in restaurant industry innovation to owners and chefs from multiple pizza-loving cities. Jim and Tammy Bourque of Manchester, Connecticut, were most interested in finding a gluten-free dough option for their pizza shop, Lena’s Italian Kitchen. “We’ve never been to a show that’s been strictly geared towards what we do at our restaurant,” said Jim Bourque, referring to a lack of pizza exhibits at standard food industry expos. Las Vegas has hosted the International Pizza Expo annually for 33 years. 2017 is the first year convention organizers have held the twoday food industry trade show on the East Coast, citing Atlantic City as within a few hours drive of one-third of the country’s population. “This is the correct audience we’re working with. The Northeast is our biggest demographic,” said Nick Baralus of the Philly Cheesesteak Company. “It’s nice to have this convention in our backyard.” In each corner of the convention hall, cooking demonstrations and challenges were pitting chef against chef for top honors. The Caputo Cup, held by the Italian company Caputo Flour of Naples, was awarding $2,500 prizes to winners in the best traditional pizza division, the nontradi-

Marra Forni’s Enzo and Francesco Marra brought the flavor of Naples, Italy to this year’s show with their Made in the USA pizza ovens

The Milano Cheese team offered show guests custom blend cheese for new menu flavor profiles

Linda Di Lisio with father Lou Di Lisio offered operators a wide selection of Casa Di Lision’s Italian frozen sauces

Chef Santo Bruno with Roger & Sons Joe Cirone welcomed attendees with a variety of refrigeration solutions

Monini North America’s Steve Malin, Corporate Chef Mark Straussman, and Larry Finis brought olive oil and tomato varieties to the first annual show

Stratas Foods Corporate Chef Vincent Barcelona and Anthony Hollohan

Performance Food Equipment Group’s Kim Lehr with Glissen’s Joe Lehr and Richard Knoop

LloydPans’ Evelyn Ainley and Paul Lackey displayed an incredible amount of commercial baking solutions for the pizza industry

tional division and pizza Napolentana. From Chicago deep dish to traditional margherita, pizza is a $43 billion per year industry, according to industry magazine Pizza Today. On display were several models of fire pizza ovens, food prep machines and international suppliers with specialty ingredients and toppings from Italy. While there were many wares to sell and pitches to hear, some were at the convention to bond over the love of pizza. Atlantic City pizza innovator Mike Hauke, of Tony Boloney’s, spent time catching up with colleagues at the local expo. “I know

72 • November 2017 • Total Food Service •

a lot of these guys, a lot of the vendors. It’s always good to reconnect with people. I have friends from New York, friends from Chicago are here

but now that it’s in A.C., it’s home turf,” said Hauke.

continued on page 74

November 2017 • Total Food Service • •


Pizza & Pasta Northeast, from page 72 The 2017 Pizza & Pasta Northeast® show incorporated a blend of food demonstrations, contests and educational sessions to augment an exhibit hall that showcased top suppliers for both of these strong foodservice segments. Atlantic City was chosen for several reasons, including its central location on the East Coast, access to the largest concentration of pizzerias and Italian restaurants in the U.S., a top-notch convention center and affordable first-class hotel and dining options. The 2017 Pizza & Pasta Northeast Show delivered a one-stop shop exhibit hall where Italian and pizza-concept restaurant owners met face-to-face with leading national and regional industry suppliers. Attendees also had access to food demonstrations that focused on new and traditional, Italian ingredients, flavors and products — allowing attendees to stay on top of consumers’ growing desire for pizza and pasta menu items. The education program spotlighted current menu trends, as well as top-level business and marketing education sessions. Show organizers were looking to integrate a strong pasta component as part of the experience for both Italian restaurateurs and pizzeria owners and operators. “No tradeshow would be the same without a few top-notch, world-class competitions,” said Pete Lachapelle, Vice President and Publisher of Pizza Expo and Pizza Today magazine. “We were on a quest to find the perfect combination of pasta, sauce and other ingredients that sets a signature pasta dish apart from the rest of the competition. Our newest cookoff pitted 20 of the world’s best pasta perfectionists against each other to find who’s the ‘Best of the Northeast.’ And as most everyone knows, pizza in this country was born in the Northeast, so we were proud to announce their partnership with An-

Legendary Pizzaiolo, Jeff Smokevitch and World Pizza Champion, Tony Gemignani of discussed pizza trends and recipes including Grandma and Detroit styles

timo Caputo and Orlando Foods to hold the annual U.S. ‘Caputo Cup’ competition at our Northeast show. At the third annual U.S. competition, contestants were invited to compete in two categories: Traditional Neapolitan and New York Style.” “I simply didn’t know what to expect from the show and ended up being very pleasantly surprised with the amount of traffic,” noted Marra Forni president Francesco Marra. The show proved to be a springboard for a number of new product launches. Marra Forni led the way with the introduction of a new charcoal grill. “As a company we’re always trying to fabricate great products that give our customers the versatility and to stay ahead of their competition,” Marra continued. The show floor was packed with innovation and enthusiasm. “We’re a very motivated young company that has quadrupled in size in just three years. Our industry needs shows like this to support our growth,” the former chef turned entrepreneur concluded. The New England region combined with Delaware, New York, New Jersey, Maryland, Pennsylvania, West Virginia and Washington, D.C. is home to more than 28,000 Italian restaurants and pizzerias, making

74 • November 2017 • Total Food Service •

Comstock-Castle Stove Co’s Curtis Spake displayed an variety of cooking equipment at the first annual Pizza & Pasta Northeast show

Robot Coupe’s Michael Kalajian and Sherry Saltzman of Waypoint Commercial Solutions

Signature Systems’ Jay Fine, Gabe Bond, and Larry Fiel displayed their PDQ POS Signature Systems to pizza operators

Blodgett’s Regional VP of Sales Stephanie Martin with Pecinka Ferri’s Corporate Chef Nicholas Mercogliano

this region number one in the U.S. in terms of the total number of pizzerias and Italian restaurants. This means one-third of the country’s operators, generating 30 percent of the industry’s revenue, are located in one tightly condensed geographic area. “This is in no way a replacement to Pizza Expo for East Coast pizzeria operators and their staffs, but more of an opportunity to let them be a part of this regional two-day experience,” said Bill Oakley, Group Show Director – Food Group. “Most of our eastern U.S. attendees have two days of travel in order to attend the Expo, making it difficult to attend the entire four-day show, which would keep them from their pizzeria for an entire week. This event is a natural progression and one that we hope will allow more restaurateurs and pizzeria operators the op-

portunity to experience some of the things they have been missing for years now at the International Pizza Expo. Adding some new twists to this new event made it a very compelling event to attend.” Pizza Expo is owned and operated by Emerald Expositions, a leading operator of large business-tobusiness trade shows in the United States, producing more than 50 trade shows and more than 100 face-toface events in total, including conferences, summits and other events. Emerald Expositions connects more than 335,000 sellers and buyers each year and operates within the U.S. in 10 end markets (Gift, Home, General Merchandise and Manufacturing; Sports & Apparel; Design; Jewelry, Luxury & Antiques; E-Commerce; Creative Services; Licensing; Healthcare; Military; and Food).

November 2017 • Total Food Service • •


We Make it Perfectly Clear! Represented in the Tri-State area by:

We offer a wide range of Under the Counter, Self Contained, Modular, Ice Storage Bins, Ice and Water Dispenser and Remote designed ice machines. Our variety of ice types includes, flaked ice, half dice and full dice ice cubes, that chill drinks quickly and gourmet style cubes for the most discerning of consumers.

Finance and Leasing Available


“Ice Guarantee” If your ITV ice maker ever fails under valid warranty issues (not installation, power, plumbing, filtration related), TD Marketing will reimburse you for any ice purchases made (must provide receipts) until the machine is repaired.

76 • November 2017 • Total Food Service •

November 2017 • Total Food Service • •




Food Hall Favorites


ow more then ever we are seeing the public’s adoration of all types of cuisine and the food hall is the perfect hybrid. It is center stage in development and grand halls are being built with dining as the star. Diverse and delicious food offerings to choose from always keeps it fresh and it is the perfect arena for emerging chefs and entrepreneurs to enter the market with a much lower cost of entry and great exposure. We are seeing a slight shift from fine dining to fine casual and a growing interest in street food. Food Halls will not replace restaurants but supplement them. Let’s ex-


plore Brooklyn and Manhattan’s latest and greatest. Brooklyn DeKalb Market Hall in City Point Brooklyn , is located in Downtown Brooklyn (just off of the Manhattan Bridge, with entrances on Flatbush Avenue and Albee Square West. The DeKalb Avenue subway station drops you right there) has transformed downtown Brooklyn with its mega food hall housing outposts of some of New York City’s most iconic restaurants; Katz’s Deli, Arepa Lady, Wilma Jean and many more. This 33,000-square-foot space is home to

almost 40 local and regional food outposts. DeKalb Market Hall hosts daily entertainment programming in its two dedicated spaces: a custom-built show kitchen and an event space, DeKalb Stage, as well as a 40 foot bar designed by Brooklyn artists. Food Hall at Industry City on the waterfront in Sunset Park. To better understand the concept; “A microcosm of NYC with one distinction: we’re creating an innovation ecosystem that embraces the disruption created by advancing technologies. Our economic spectrum spans verticals, from manufacturing to design, art to architecture, biotech to clean-tech,

Faith Hope Consolo is the Chairman of Douglas Elliman’s Retail Group. Ms. Consolo is responsible for the most successful commercial division of New York City’s largest residential real estate brokerage firm. Email her at

media to film production, and fashion to food. We collaborate with over 400 companies in six million square feet of classic industrial architecture, 21st century amenities, and the natural light to soak it all in. Encompassing over five acres of open space and cultivated common courtyards, our


unique, natural, extraordinary Pier features a neutral reactive glaze color and unique finish. No two pieces of this Australian-designed porcelain will look exactly alike and the color intensity will vary from piece to piece, creating a hand-crafted look for your food presentation.

Come see us at The Hotel Experience Show Booth # 2618 or check us out at

78 • November 2017 • Total Food Service •

Manhattan Canal Street Market at 265 Canal Street offers New Yorkers a great array of dining and retail options in a single location. Similar to Chelsea Market, Canal Street Market includes a number of local vendors A Shanghai inspired crepe is prepared at Jianbing at DeKalb that showcase a Market Hall. small section of the menu options buildings hold beautiful views and you can find in their full–sized restauprovides us fresh air for fresh perspecrants. The complex has a slick modern tives.” The Food Hall is on the ground feel. Find ILILI Box, Kuro-Obi, Boba floor of this exciting industrial home Guys, Davey’s Ice Cream and more. and you currently find Filament, ExThe space is split into two sections: traction Lab, Table 87 and many more the cuisine area and the shopping as well as food festivals throughout area. the year. Recent news; food hall withBrooklyn’s City Acres Market has in a food hall is headed to Industry an outpost in the Financial District City: dubbed as the “Japanese Eataly,” 70 Pine Street. The space combines Japan Village, is 20,000 square feet trendy ‘grocerant’ (the concept of with six food stalls, an izakaya, a sake blending a restaurant experience with store, specialty grocery, and more. the grocery experience) and food hall Japan Village is set to open Spring concepts with independent food ven2018. Brainchild of Tony Yoshida dors, a butcher, cheesemonger, fishand Takuya Yoshida, who also own monger and comprehensive grocerMichelin-starred Kyo Ya and grocery ies (both locally made and national store Sunrise Mart, intend to make it name brands) and fresh grab-and-go feel like Japan in the U.S. fare from the house chef. Visit Juice Gotham Market at the Ashland is a Brothers, Beyond Sushi, Artichoke, 16,000-square-foot hall located at 590 Vanessa’s Dumplings, The Cinnamon Fulton Street (at Ashland Place) on the Snail and more. ground floor of the Fort Greene apartThe Pennsy is the 8,000 square foot ment building The Ashland. You will space, located at street level right find pop up restaurants for local chefs above Penn Station and next to Madialongside permanent vendors that son Square Garden, is surrounded by are the best in Brooklyn; Mason Jar, a large outdoor patio and has become Boqueria, Flip Bird, and more. Not to home to live entertainment and events mention you are conveniently located almost every lunch hour and evening. steps from Brooklyn Academy of MuLineup includes The Cinnamon Snail, sic and a short walk to Barclays. The Little Beat, Pat LaFrieda, Ribalta, Berg’n, 899 Bergen Street (Between Sabi Sushi and Taco Dumbo. Classon & Franklin), is a Brooklyn beer New York is proof positive that the hall & event space from the founders Food Hall trend is far from over. Saof Brooklyn Flea and Smorgasburg, vor these new bites of the season and featuring food from Mighty Quinn’s watch for my next edition of Faithful BBQ, Landhaus, and Lumpia Shack. Food! Happy Fall & Happy Dining! Berg’n is closed on Mondays. November 2017 • Total Food Service • •




Sandy Marks of DMM An Interview With Ro Doyle, DMM


hen was the first time you met Sandy Marks? I was introduced to Sandy Marks by my father, Frank J. Doyle, back in 1972 when we were interviewing other reps to join our rep firm (Frank J. Doyle, Inc.) We had just relocated from our warehouse/showroom/offices from NYC (7th Avenue) to Jersey City, as we had planned to expand our firm. What led to the partnership between you and Sandy and Tony? At that time (1972), my father Frank was planning his retirement after a very successful rep career of 40 years. Frank Doyle started in 1935. The firm consisted of my father (Frank), my late brother Larry Doyle and Tony (Dennis Anthony) Mahoney, and myself. The name of the firm was Frank J. Doyle. What were the backgrounds of each of the partners? My brother Larry Doyle was a Ranger Green Beret 101st Airborne/Special Forces/Green Beret 1964-1967, also a nationally ranked Enduro motorcycle racer, avid sailor and high performance ocean racer. Tony Mahoney had graduated from Villanova University (BS/Marketing) and was a former captain in the US Marine Corps. He had been working in marketing with Johnson and Johnson before joining Larry and Frank. Ro Doyle had graduated from Boston College Carrol School of Management. He worked for Connecticut Bar and Restaurant Supply before joining

Sandy Marks (center), Ro Doyle (L) and Tony Mahoney (R) teamed for 3+ decades as the founding fathers of the legendary rep firm DMM.

his father’s rep firm. Sandy Marks was a former US Merchant Marine (World War 11) and had a successful background in the entertainment business that included his own TV talent search show, and worked for a couple of networks in the dawn of television. He later became associated with the Dubov Agency rep firm prior to going off on his own (Sandy Marks, Inc.). Frank Doyle met Sandy through their mutual association in MAFSI and this resulted in the merger of the two firms, thus becoming Doyle, Marks, and Mahoney, INC. (DMM) in 1972. Sandy Marks, beloved in our industry, was an extremely extroverted person who truly enjoyed his profession as a marketing agent (rep)for the various foodservice manufacturers for over 30 years. He was a good student and would always make sure he educated himself thoroughly on all the manufacturers’ lines. He took great pride in selling and loved ‘to close’ on any and every sale he made. Sandy achieved Level II of CFSP certification. His extraordinary person-

80 • November 2017 • Total Food Service •

ality as a musician, dancer and great storyteller enamored him to all who met Sandy, and he made dozens of industry friends along the way. A large group of those friends were fellow members of MAFSI-where Sandy rose to Chapter President and was honored with numerous awards during his professional rep career including MAFSI’s prestigious LIFETIME ACHIEVEMENT AWARD in 1994(Region III). He was a MAFSI Director from 1972-1975. As a footnote to Sandy’s humility, whenever he was praised for his sales prowess, Sandy would respond: ‘I’m just a simple peddler who likes to peddle my goods’. Sandy was an avid boater for over 50 years, and docked his various boats over the years at the Hudson Yacht Club in Edgewater, NJ. It was a workingman’s club where all members pitched in to help the club running. Sandy always relished being a team player and enjoyed helping his fellow boaters. His membership extended for decades and he became, at the time of his death, the Commodore emeritus of the club.

Sandy was married to his beloved Phyllis Marks (predeceased) and they left behind three children : Richard, Lenny, and Linda, and five grandchildren. His devoted partner for the last eighteen years (Patricia Ackershoek) and Sandy both enjoyed traveling and extended volunteerism at the Hackensack Hospital and numerous social activities together in their community in Franklin Lakes where they resided. Besides his love of selling and boating, Sandy was very proud of his devout Jewish heritage. He was recognized in 1987 by the AJC (American Jewish Committee) for his personal involvement and dedication to the organization and the UJA as well. Sandy was a longtime, devout member of Temple Beth Rishon in Wycoff, NJ where contributions can be made in Sandy’s name. As Sandy was eulogized, he had requested “remember the joy, the laughter, the smiles”... Oh we will, Sandy, we will... and thanks for your enduring friendship, the fond memories, and for your contributions to the foodservice industry.

November 2017 • Total Food Service • •




The 14th Annual Victory Foodservice Trade Show


he Victory Foods family once again brought their very special brand of customer service to the Bronx based firm’s annual show. Metro New York’s foodservice community was treated to a magnificent day of sunshine and creative new menu ideas at last month’s Victory Foodservice Show. The independent broad liner food distributor’s 14th annual show featured a vast array of menu solutions for the food service professional. “We are so appreciative of the trust that our customers have put in us to bring quality to their guests every day,” noted Victory’s Sunder Luthra. “We know that the key to our success has been to build a team from our network of drivers, warehouse personnel, sales and customer service representatives.” Among the industry’s top vendors at this year’s event were: Nikos Zavolas of Kontos, Megas Years’ Dionysios Kontoulas and TJ Flaherty and Doreen Mackenzie of Kraft Heinz, Sally Sherman’s Paul Cannillo, Lisa and Tony April of Creative Sales, Frank Ulucay of Nestle and Sauders Eggs’ Brad Shultz. Victory’s show at the newly remodeled Royal Regency Hotel in Yonkers brought some of the marketplaces most creative restaurant entrepreneurs under one roof. Victory’s show-goers had a wonderful time. The show had a real feel of family and many attendees, vendors and the Victory team welcomed each other warmly. It’s one of the industry’s few events where baby

carriages are welcome. The breadth of Victory’s success in many ways is a reflection of the number of languages that were heard at the show. Victory’s ability to create a sales team and support team that speaks so many dialects has endeared them to all segments of the Metro New York City foodservice community. Victory’s roots date back to 1983 when two brothers Mike and Kostas Tyras started the firm, which has evolved over time to where today the business and fleet of trucks operate out of a modern multi temperature distribution facility in the Bronx.

Victory Foodservice is one of Metro New York’s premiere independent broad line food distributors, offering over 5,000 food and food related products to restaurants, institutions, caterers, markets, hotels, and delis. The offerings include; fresh and frozen meats, seafood, vegetables and desserts; produce; dry and canned groceries; disposables and detergents; small wares and small equipment. Victory’s tradition of a family operated and oriented business is based on service, variety, and reliability by providing all products with assured quality, and a prompt delivery.

Victory Food’s president Gus Tyras welcomed many guests

Coca Cola’ s Marisa Valerio sampled Dasani’s new sparkling waters

(L to R) Dart’s Gavin Gewecke and James Bucala

The Victory team made sure that each of their guests enjoyed the special event

82 • November 2017 • Total Food Service •

DFA’s Barry Jacobs brought a number of new Plugra based serving ideas to the show

Brad Shultz of Sauders and his new hard cooked boiled eggs were a big hit

Victory’s show enabled a large contingent of healthcare and childcare foodservice professionals to shop for new menu ideas

(L to R) The Megas Yeeros trio of Aldo Brataj, Dion Kontoulas and Stephen Morino were on hand to bring their special brand of menu innovations

November 2017 • Total Food Service • •




Creating A Strategy To Comply With NY’s Paystub Mandates


oday, without assistance, it’s practically impossible for a restaurant to be in full compliance with all legal regulations. There are an exorbitant number of laws, mandates, and requirements being imposed on restaurant owners. The best way to avoid liabilities is to be aware of the ever-changing legislation. It’s imperative for restaurant owners and managers to be proactive and current regarding operational regulations and requirements. Paystub compliance is certainly an area that is having a tremendous impact on New York State’s restaurant industry. There is a lot of information restaurant owners should be aware of regarding paystub compliance. In 2010, the state of New York effected additional requirements in an effort to ensure that employees were being paid properly. These requirements included the Wage Theft Prevention Act form, new recordkeeping requirements, and a mandate that all employees receive a very detailed paystub. The paystub must reflect the hours the employee worked, whether the hours were regular or overtime, the rates of pay, and any allowances taken against wages (for example, a meal allowance). The pay stub must reflect the proper formula for rate of pay. Most employers are surprised to learn that the rate an employee is being paid must be reflected as at least minimum wage and then the tip credit must be itemized and claimed as an allowance. Many

It’s imperative for restaurant owners and employees to be proactive and current regarding operational regulations and requirements. employees are being paid the right amount, but the employers are in violation simply because the math is not reflected accurately on the paystub. Unfortunately, I’ve found countless times that employers believe that they are in compliance, by default, because they have a payroll company. However, all too frequently, payroll companies don’t have an updated understanding of the regulations or simply don’t pay attention to the requirement’s unique application to restaurants. For example, because liability for pay violations run for six years, it is imperative that employers keep copies of each employee’s paystub for at least six years. The paystub copy can be paper or electronic, but it must be compliant and accessible. Employers assume their payroll companies have and maintain these records, but all too often, we find that the payroll company does not maintain the copies. Considering that payroll is run electronically and many employees are paid by direct deposit, maintaining copies of the pay stubs is not a difficult requirement— but it is incumbent upon the employer to make sure

84 • November 2017 • Total Food Service •

it is actually done. Employers should not assume that their payroll company is maintaining their required records unless they have a specific agreement for these services with the payroll company. There are a variety of steps an employer can take to ensure that he or she is in compliance with paystub requirements. The NYS Department of Labor maintains a relatively comprehensive website with information readily available for employers. Employers should also communicate with their payroll company to get assurance regarding the payroll company’s level of compliance and to fully understand their payroll company’s commitment to maintain the employer’s records. In addition, restaurant owners can reach out to me for a consultation, and together we can assess whether or not they are in compliance. If a restaurant owner finds that he or she is in violation, we can make the necessary adjustments to bring them into compliance. Unfortunately, New York does not offer any sort of amnesty program for proactive business owners that find

Amanda Fugazy is a partner at Ellenoff, Grossman & Schole in New York City. She is the head of the firm’s labor and employment group, and has a focus on the restaurant and hospitality industry. Fugazy offers a variety of services to the industry, including working with her clients to ensure that they are in compliance with state and federal laws and regulations. She can be reached by phone at 212-370-1300, or by email at

that they are in violation. At this point, the best defense against paystub violation is a good offense - working with qualified counsel, double-checking the compliance of your payroll company, and maintaining an up to date understanding of the requirements. We are here to help and welcome your questions. In future months, we will discuss issues surrounding website accessibility for disabled people, harassment and discrimination, and wage violations.


WWW.CHEFMOD.COM November 2017 • Total Food Service • •


PRESENTED BY: DESIGNER OF THE MONTH Ohayon Led ICRAVE Forges Iconic Foodservice Design/Build Portfolio


CRAVE is a well-respected and recognized experience design and development consulting firm. Clients implement ICRAVE’s services at various stages of their businesses. Some clients seek ICRAVE’s expertise early on to help develop strategies for the future, while others may want to reinvent or rejuvenate their existing models. ICRAVE specializes in adding another dimension to businesses that engages the consumer and enhances customer experience. Lionel Ohayon leads the ICRAVE team. Graduating from the University of Waterloo School of Architecture in 1994, his thesis project, ‘Where we Work, Where we Live, Where we Play,’ offered an early insight into his future plans. His path began well ahead of college, however. He knew he wanted to be an architect since the age of six. “I was fortunate to have many real teachers in my life. In each phase

of my life, I had teachers that had a tremendous impact on me, and I remember them to this day,” Ohayon explained. Ohayon recognizes the fact that both design and experience have an elevated importance in today’s businesses. More and more owners and operators are realizing that a good design yields better business results. When looking at a raw space, Ohayon considers a variety of different elements. “I think about experience. I’m a storyteller. When I look at a project, I think about what kind of interactions may inform new ideas. I’m always comfortable and enthusiastic about trying new things in new and unexpected projects,” said Ohayon. When working on a project, ICRAVE engages the client. In order to successfully execute a client’s vision, their involvement and participation is crucial. “A client’s input is critical to our project’s success. We want our

clients engaged, and invite them in to participate in all aspects of the creative process. The client will live with the outcome longer than us, so they need to be fully vested in the process,” Ohayon stated. Ohayon and ICRAVE have worked with John Celli’s team in the past. Together, ICRAVE and Celli’s team have shared great achievements on previous collaborations. “The John Celli Custom Furniture team is comprised of true professionals. They know their product and understand that the product extends beyond food, and encompasses the total experience of a brand. That’s what makes them so good,” Ohayon said. Ohayon has developed an exceptional group of people at ICRAVE. He takes a comprehensive and thoughtful approach to building a team. In fact, his approach to team building reflects his passion for the business. “Have no fear. Have faith in the people around

Lionel Ohayon, ICRAVE

you, and allow them to express their own creativity and help to shape good ideas into great ones by challenging the unexpected. We believe that you will never get an ‘A’ if you’re afraid of getting an ‘F’,” said Ohayon.

Tremendous demand for Junior’s iconic fare led to the opening of a second Times Square outpost., and the ICRAVE team created an exciting design with a 250 seat plus capacity.

86 • November 2017 • Total Food Service •

November 2017 • Total Food Service • •


OUR AGING ROOMS At BelGioioso, cheesemaking is an art. Our American Grana®, an 18-month Extra Aged Parmesan, takes patience to produce. We deliberately choose not to cut corners and aging rooms are our commitment to traditional cheesemaking methods. By aging on natural wooden shelves, our Master Cheesemakers follow the proper steps to ensure what is best for this cheese. Available in whole wheels, cuts, shredded and grated. Aging Room, BelGioioso Pulaski Plant, WI December 2016

• November 2017 • Total Food Service • 88BelGioioso_AgingRooms_TotalFood_June2017.indd

5/24/17 4:23 PM

Introducing Technostar®

A Restaurant Range reliable enough to be called Montague!

Talk about star power… high performance burners, angle iron frames, counter balanced doors, smooth glide grates… the kind of features you’d expect to find in a Hotel Range line. Only Montague Technostar features this level of quality and durability in its new Restaurant Range Line. Technostar delivers the control, performance and the indispensible features today’s chefs require to really shine in the kitchen. Don’t ever call it a Restaurant Range… it’s Technostar, only by Montague!

Represented Locally By:

510-853-6743 19339 P4C TStar-TotalFoodservice v3.indd 1

   •    • ,    - • ..


Sincethe1857 Manufacturing Finest in Commercial Cooking Equipment Since 1857

10/31/17 4:53 PM November 2017 • Total Food Service • • 89

CaterTrax, from page 8 with a newly accessible market. When outside establishments operate outside the “food court” or marketplace, business filters out of the centralized location as customers seek out other options and move towards competitors and it is almost impossible for the foodservice provider to ensure vendors are following regulations. By establishing a Multi-Vendor Marketplace, the foodservice provider can manage the captive audience. The Mechanics of a Good MultiVendor Marketplace Non-commercial foodservice providers are in a unique position to deploy a Multi-Vendor Marketplace solution because the non-commercial operator owns the relationship with the institution and can provide more access to the target audience than a retail platform like Grub-

Hub or Seamless Order can. The non-commercial foodservice provider should focus on maintaining and strengthening this relationship when deploying a Multi-Vendor Marketplace solution. For the non-commercial foodservice provider, facilitating ordering with external vendors already

90 • November 2017 • Total Food Service •

reduces a significant amount of friction for all parties. It will be important for providers to deploy a solution that is straightforward and supportive. One of the best things a marketplace solution can do is build trust. Foodservice providers are hospitality professionals, not marketplaces.

If you deploy a marketplace, remember that your unique brand of hospitality is still at the forefront of everything you do. You are NOT just a marketplace and your customers are still YOUR customers. Leverage the control you have to ensure their experience is always to your standards. When you focus on fostering trust, your customers will have trust in you. When something goes awry, you have the power to step in and ensure things are handled effectively. This is something that you’re unable to do when your customers are ordering through unapproved vendors that you have no control over. Take advantage of this opportunity to make sure all sides of the relationship stay happy and healthy.

November 2017 • Total Food Service • •




An Interesting Look At Tipping

dent Emeritus of the New York State


s my friends from the Pennsylvania Dutch Country would say, “It wonders me much” whenever they would see or read something that they had seen many times before. I can apply that description to the number of articles I have read that deal with the common act of tipping. Katherine L. Milkman has written an interesting piece for the Washington Post, titled, “A few tips about why you tip what you do.” While much of it addresses restaurant tipping, it also covers situations when you probably never see the recipient again, such as out-of-town bellhops. The following is an example of what behavioral scientists have discovered. At an upstate New York café, before delivering the check to his table of diners, a waiter stopped in the kitchen to pull a playing card from a deck. “If the card he drew was red, the waiter would give every diner at the table a high-quality chocolate in foil wrapping paper along with their bill. However, if the playing card he drew was black, the bill would come out chocolate-free.” The waiter was willing to participate in this experiment conducted by behavioral scientists to study how a small gift (for example, a chocolate) influenced how much restaurant patrons tipped. “The standard view in the field of economics is tipping in any service encounter where you don’t expect to be a return customer is a behavioral

Fred G. Sampson is the retired Presi-

quirk. Much of that research has been done in restaurants with unsuspecting diners following procedures like the ones in the upstate New York café. There, researchers found the average tip from diners who were offered wrapped chocolates with their check was 18 percent, but it was only 15 percent under normal circumstances. It turns out friendly gestures from your server can have a surprisingly large impact on your tipping decisions, though you may not realize it. Dozens of experiments with similar designs in a variety of restaurants around the country have reinforced just how much small acts affect tips. For instance, tips go up two percentage points if a server writes ‘Thank You’ on the back of a patron’s check, … eight percentage points if a server introduces him or herself by name,” and other procedures also boost tips. These studies are not limited to restaurants only. There have been and continue to be massive studies done since tipping affects the taxicab business in large cities—which I won’t comment on except to say the list of

92 • November 2017 • Total Food Service •

factors affecting how fares tip is varied. Behavioral scientists found that the rider’s mood matters even when it is beyond the driver’s control. Cloud cover causes tips to drop a percentage point compared to sunny days. The studies are not simple little exercises; their first study in New York City covered 13.82 million taxi rides in 2009, and a recent study covered another aspect of the same 13.82 million. I’m not sure how many servers, after reading this, are going to start wrapping chocolate candies, but it does speak to the fact that if you project a pleasant, positive personality to your guests, you will become a more selfproductive person. To reinforce this, I offer the following. In the last five years, I have viewed at least 25 to 30 studies on dealing with service in general. In almost every instance, the number one complaint in food service, department stores, supermarkets, and transportation has been the attitude of the person serving. The service personnel often projected a feeling that they would rather be doing anything else than waiting on you. However, supermarkets, department stores, service stations, and retail outlets are not usually—if ever— surveyed by magazines, newspapers, and in some cases, TV hosts, like restaurants are on their food, service, and prices, and the results of those surveys published. And have you ever been with a

Restaurant Association. He began working with NYSRA in 1961. Within the next four years the NYSRA more than tripled its membership and expanded from one regional chapter to eight. Sampson played roles in representing restaurants on issues including paid sick leave, minimum wage, liquor laws, a statewide alcohol training program and insurance plans. Comments may be sent to

group at a social event when the conversation eventually encompasses comparing one restaurant to another? It becomes even more energetic than discussing a new medical procedure. We are without question a major player in America’s social life and that is why we probably receive as much attention as we do. As I have said on many occasions, I believe we, as an industry, are more vulnerable because of the amount of time patrons spend dining out: from 45 to 70 minutes plus. This allows for more interaction between server and patron, and the potential for problems to arise. Looking on the bright side, it also allows the server the opportunity to be more attentive and thus increase his or her tip earnings. Ms. Milkman’s parting comment reads as follows: “If you’re only a patron, my advice is you try to let go of your tipping anxiety and don’t feel too bad about following suggestions from technology (or your heart) about what to tip—everyone else does, too.” If you will allow me a pun: That’s a great tip.

November 2017 • Total Food Service • •




Driving Lunch Sales: A Four-Step Plan To Greater Profitability


uilding lunch sales is key to greater profitability in restaurants. This is because most of the costs associated with preparing for the dinner rush happen during the daytime. Think about it, you are paying rent and utilities whether you are generating sales during the day or not. There are labor costs in the kitchen to get all the prep done to have a successful dinner shift. If you could generate enough sales to at least cover all the daytime expenses, the next day part can become a real profit center. Basically, the busier you make your lunch business, the sooner you start making money. What can you do in your restaurant to drive the largest share of the lunch business your way? Here’s a fourpronged approach to increasing your lunch sales: 1) Customers You must understand who your lunchtime customers are. Are they business people who only have one hour for lunch, which means you must get them in and out of your restaurant within 30 minutes because of travel time? Are they wealthy housewives who want to be pampered and are looking for a longer, more social dining experience? Are they millennials who are on a limited dollar and looking for speed in a social environment? This may be the most important piece to the puzzle of increasing your lunchtime sales. It will help drive your next decisions. 2) Menu There are four things to consider

If you could generate enough sales to at least cover all the daytime expenses, the next day part can become a real profit center. Basically, the busier you make your lunch business, the sooner you start making money. when looking to create or change your menu to increase lunch sales: speed, price, portions and dietary restrictions. A. Speed is essential in most cases. Most companies give their employees only an hour for lunch, giving you only 30 minutes to get them in and out of your restaurant. Those in the millennial generation are also looking for speed, which is why they are flocking to quick casual restaurant concepts. If your restaurant generally has ticket times longer than 10 minutes, you may want to consider a special lunch menu that is built on speed. B. Pricing is important. While minimum wages are going up all over Canada and the United States, costs are rising with them. This means diners are brown bagging it more and more. This is not only reducing the number of times they dine out for lunch, it means they are making more and more dining choices that will extend their budgets. The addition of value driven lunch items has become more important, depending again on who your demographics are. When creating lower priced, higher value items for a lunch menu, you MUST re-

94 • November 2017 • Total Food Service •

member you need to make money on these items and keep the cash contribution high. C. Smaller portions are becoming key to increased sales for two major reasons. 1) While our core customers still look at dining out as an excuse to splurge, more and more people are counting their calories. Just look at their phones. Many are using apps on their phones such MyFitnessPal by Under Armor to log their meals. 2) Studies are showing that millennials are changing their eating patterns from three meals a day to five or six small meals/snacking, so they are looking for smaller portions. The crazy thing is many customers who are looking for smaller portions will never tell you; they will just stop showing up. D. Dietary restrictions are more prevalent with today’s diners. Remember some years ago when many restaurants said this gluten free thing is a fad and will go away like the rest of them? Well, I’ve got news for you. It has turned out to be more than a fad. In fact, the list of dietary restrictions is growing larger. Today’s diners are looking for gluten free, nut free, low carb, no carb, vegetarian, etc., op-

David Scott Peters is a restaurant expert, speaker, coach and trainer for independent restaurant owners. He is the developer of SMART Systems Pro, an online restaurant management software program helping the independent restaurant owner remain competitive and profitable in an industry boxed in by the big chain restaurants. Download a free report to discover the #1 secret to lowering food and labor costs and running the independent restaurant you’ve always dreamed of. Learn more about how David can help you at www.

tions because of health concerns. If you plan on adding items/labeling items to take care of these customers, make sure you understand the difference between a dietary need vs an allergy. One could make a customer sick, while the other could kill them. There are resources such as allertrain. com where you can find training.

To read the full article, go to

November 2017 • Total Food Service • •




C-CAP Featured On PBS/WNET American Graduate Day 2017

Joyce Appelman, is the National Communications Director for CCAP, Careers through Culinary Arts


merican Graduate Day 2017 returned this fall for its sixth consecutive year with Soledad O’Brien hosting the national broadcast, which premiered on Saturday, October 14. The four hour show was broadcast from the Tisch WNET Studios at Lincoln Center in New York City and streamed on, the annual multiplatform event was part of the public media initiative, American Graduate: Let’s Make It Happen, helping communities prepare all students for success in school, career and life. Featuring news segments, minidocumentaries, performances, and interviews, American Graduate Day 2017 focused on the importance of mentorship as a solution to one of the nation’s largest education challenges, and celebrated the exceptional work of individuals and groups across the country who are mentors in their communities, by helping local youth stay on track to college and career successes. This year’s broadcast was anchored by 16 “Stories of Champions,” a series of short documentary-style profile pieces, which spotlighted individuals and influential figures in local communities around the country who are successfully keeping students on the path to graduation through engaging mentorship and

Program in New York, NY. She has been instrumental in opening career opportunities for many young people in the foodservice industry. Email her at

C-CAP awarded her a scholarship. She then went on to attend Monroe College in New Rochelle, NY. “We are thrilled to be included on the American Graduate Day show and thank PBS for highlighting our organization,” said Karen Brosius, President of C-CAP. Here’s the link to view the video with Chefs Samuelsson and Alston: time_continue=11&v=v90XXAey_88 C-CAP Board Co-Chair and renowned chef Marcus Samuelsson with 22-year-old C-CAP Alumna Carlesha Alston

ongoing support. Careers through Culinary Arts Program (C-CAP) was featured on the national broadcast during a segment spotlighting C-CAP Board Co-Chair and renowned chef Marcus Samuelsson with 22-year-old CCAP Alumna Carlesha Alston. Chef Samuelsson is a mentor to Carlesha, hiring her as a junior sous chef at his award-winning Red Rooster restaurant in Harlem. Chef Alston has travelled with Chef Samuelsson, worked in his restaurant in

96 • November 2017 • Total Food Service •

Sweden, and opened his London restaurant Red Rooster Shoreditch. Prior to joining Chef Samuelsson, she worked in the kitchen at the Michelin-Star Cafe Boulud with Executive Chef Aaron Bludorn and C-CAP Alum, Executive Sous Chef Cesar Gutierrez. She enrolled in culinary class and Careers through Culinary Arts Program (C-CAP) in Food and Finance High School in New York City, and after impressing the judges in the 2013 C-CAP Cooking Competition for Scholarships,

American Graduate Day is funded by the Corporation for Public Broadcasting as part of American Graduate: Let’s Make It Happen – a public media initiative to help communities prepare all students for success in school, career and life. AMERICAN GRADUATE DAY HOSTS INCLUDED: Rehema Ellis (NBC); Susie Gharib (Fortune); Michael Hill (NJTV ); Soledad O’Brien (Starfish Media Group); Hakeem Oluseyi (Science Channel); Sheba Turk (WWL-TV ); Lauren Wanko (NJTV )

MiniPro Combi



200 watts Variable speed up to 13000 R.P.M. 6.5’’ mixer tool (4 blades included) and 7’’ whisk attachment. Good for up to 1 gallon / 4 litres 1 year parts and labour warranty


Tomato soup (mixer tool)

Rich chocolate mousse cake (whisk tool)

November 2017 • Total Food Service • •


NEWS REAL ESTATE SOLUTIONS Dealing With Deposits For Restaurant Tenants

Dale Willerton and Jeff Grandfield - The Lease Coach are Commercial Lease Consultants who work exclusively for tenants. Dale and Jeff are professional speakers and co-authors of Negotiating Commercial Leases & Renewals FOR DUMMIES. Got a leasing question? Need help with your


s we advise in our book, Negotiating Commercial Leases & Renewals FOR DUMMIES, from your standpoint as a tenant, paying a security deposit confers no benefit. It ties up your money – money that many landlords try hard not to refund to you if you don’t renew your lease. From a landlord’s perspective, a security deposit makes perfect sense as it gives them a chance to recoup some of the money spent on bringing in a new tenant. Acquiring a tenant can be an ex-

pensive proposition for a commercial landlord for several reasons. Any deposits they can collect help to offset the following leasing costs: • The commercial space may have sat vacant for some time – thereby not bringing in any income for the landlord. • The landlord may have to offer monetary inducements (such as a tenant allowance or free rent) to lease their space. • The landlord may have to complete landlord’s work to make the space suitable for showing and

Restaurant Tenants: Don’t sign a new lease or renewal on your own ... read this book first. Email for a complimentary autographed book & consult (promo code Total Food Magazine 2017)


!BOOK & Webinar!

* Visit The Lease Coach website to see more about our services for tenants. Available at Barnes & Noble, and

Visit or call 1 (800) 738-9202 (Ext 3)

The Lease Coach exclusively represents tenants and takes no fee or commission from landlords. Serving all of the US & Canada from offices in:

ŸLos Angeles Ÿ Edmonton

Ÿ Orlando Ÿ Calgary

ŸNew York ŸToronto

98 • November 2017 • Total Food Service •

Ÿ Dallas ŸVancouver

leasing. • The landlord has to pay real estate commissions in most cases. Typically, these fees are a percentage of a tenant’s base rent (between 5 and 6 percent). The landlord’s commission costs are not, however, a tenant’s responsibility. With that said, remember that the amount of the deposit and when the deposit is applied are negotiable points within the lease just like any other term. If you are an existing restaurant tenant looking to move or retire, remember to talk to your landlord before your lease expires and ask for your deposit to be returned in its entirety as soon as you vacate the premises. For a timeline, we recommend that you ask your property manager about the landlord’s process for refunding deposits three to four months before your lease expires. Ask these questions: • Does your landlord require a letter or an invoice? • On the last day of the lease, will there be an exit viewing and walkthrough of the premises to ensure there is no damage? • What should I do to ensure the full refund of my deposit? Do I need to surrender the keys or have the carpets professionally cleaned? If you are nervous to bring up the subject, you’re not alone … commercial landlords may have any number of excuses for not refunding your deposit. While these may be true, you can’t determine if there

new lease or renewal? Call 1-800738-9202, e-mail DaleWillerton@ or visit www. For a copy of our free CD, Leasing Dos & Don’ts for Restaurant Tenants, please e-mail your request to

is a problem (and then start to solve the problem) if you don’t ask before you move out of the premises. The following reasons can be valid for a landlord to retain some, or all, of your damage deposit: • You have damaged the premises. • You didn’t remove your leasehold improvements. • You have removed leasehold improvements that the landlord wanted you to leave behind. • You owe Common Area Maintenance (CAM) charges from that year. • You did leasehold improvements to the premises without landlord consent or knowledge. • You have sublet or assigned the lease agreement without landlord consent. • You didn’t remove your building signage. • You didn’t do any requested repairs. Remember, your landlord may have whittled away at your deposit over the years of your tenancy for small rental incidentals or items invoiced to you that you didn’t pay. If your building has been sold since

continued on page 120

November 2017 • Total Food Service • •




Stephanie Oakland Offers Duo Of Scenic Hampton Bays Dining Experiences


tephanie Oakland runs two very popular restaurants in Hampton Bays, New York. Oakland’s and Sunday’s On The Bay both offer diners delicious food in a picturesque setting. Oakland’s husband Doug opened Oakland’s in 1992. For the past few years, Stephanie has taken the reins and ran both restaurants with her sister-inlaw, Christine. Oakland’s and Sunday’s share a similar concept, but have noticeable differences. Sunday’s is a local yearround restaurant with a lower price point, while Oakland’s is a seasonal restaurant, open for business from mid-April to the end of October. At Sunday’s, diners can enjoy hamburgers for lunch or dinner, but a slightly more sophisticated environment and a less casual approach at Oakland’s means hamburgers are unavailable for dinner. However, both restaurants provide scenic views and a pleasant atmosphere. Considering the fact that waterfront restaurants are surprisingly rare in the Hamptons, diners come to Oakland’s and Sunday’s to enjoy the delicious fare as well as the charming setting. “We’re very fortunate to be located on the water in the Hamptons. Having the ability to offer our diners great food coupled with a scenic atmosphere really brings an additional dimension to the restaurants,” Oakland explained. Oakland recognizes the impor-

Stephanie Oakland, owner, Oakland’s and Sunday’s On The Bay

tance of evolution, but the models at Oakland’s and Sunday’s are timeless. Customers continue to return to enjoy the food and the view. The menus continue to offer the American style seafood cuisine, but Oakland recognizes the value in paying attention to the trends in the industry. Although the menus have largely remained the same, some of the particular ingredients have changed in response to the trends. “At Sunday’s and Oakland’s, we have always served the

freshest food, and that will never go out of style. Our menus offer extensive options, and I think our customers appreciate that. However, we’re always making small adjustments to the particulars based on the industry trends,” said Oakland. The clientele at Oakland’s and Sunday’s has undergone some change based on the development of the community. “In the late nineties, a younger crowd was frequenting Oakland’s. They would come for lunch or

Having the ability to offer our diners great food coupled with a scenic atmosphere really brings an additional dimension to the restaurants,” Oakland explained.

100 • November 2017 • Total Food Service •

dinner, and then go out to the local clubs. We don’t have a lot of nightclubs in Hampton Bays anymore. As a result, the crowd has matured into a lot of older families, but we still get visits from the younger crowd as well,” Oakland described. It is important to note that Sunday’s and Oakland’s are two independent restaurants with two separate kitchens. However, the restaurants use the same distributors and vendors. For equipment, Oakland has worked with Bob Mendelsohn at Bar Boy since day one. “We’ve worked with Bar Boy for our equipment for quite some time. This winter we will again look for Bar Boy’s guidance to replace and upgrade our walk-ins and refrigeration. They’ve been very knowledgeable and helpful. We’ve always been loyal to that company,” said Oakland. Since Oakland took the helm, Sunday’s On The Bay and Oakland’s have continued to flourish. The season is winding down for Oakland’s, but looking back, it was another successful summer. “I can honestly say that it was a great summer despite the weather. We would have preferred the sunny weather to be a little more consistent, but nonetheless, it was a very good season,” said Oakland. Oakland’s will be closing shortly for the offseason until April, but Sunday’s is open for business and will continue to serve hungry diners throughout the winter months.

November 2017 • Total Food Service • •


LIZ ON TABLETOP TABLETOP SOLUTIONS Tabletop Solutions For The New Realities Of Hotel Food and Beverage


or a number of years, New York City and the nation’s hotels simply couldn’t figure out enough ways quickly enough to stay out of the restaurant business. With the value of Metro New York retail space and the dramatic building of hotels in newly and soon to be gentrified neighborhoods (Long Island City/ Astoria/Dumbo), many hotels are now competing to get top chefs and restaurateurs to bring signature eateries to

Liz Weiss is the President and coowner of Armonk, NY based H. Weiss Co. She is known nationally as one of the nation’s foremost authorities on

their properties. This new strategy minimizes the investment that the owner needs to put in, allows them to concentrate on their own area of expertise, drawing overnight customers as a destination, and then collecting rent for the food service operation. From Dirty French in the Ludlow from the Major Group who took over the old Four Seasons’ space, to Robert De Niro and Andrew Carmellini’s

102 • November 2017 • Total Food Service •

Greenwich Hotel restaurant as well as Chef April Bloomfield’s Breslin Bar and Dining Room at the Ace Hotel, top chefs are making their mark In Metro New York’s leading hotels. Ideally, the new collaborations create the best of all worlds. The hoteliers attract overnight guests based on their destination restaurants based on the celebrity chef on the marquee and that leads to a dining experience that grows into a potential catering/special

tabletop design. The Michigan State graduate is also actively involved with WPO-Women’s Presidents Organization. Comments may be sent to

event booking. In most of these cases, we are finding that the restaurant has the design and purchasing responsibility for front of the house items including tabletop. In many cases, upkeep and

renovations are often paid by the restaurateur as well. The restaurateur is typically presented with a new kitchen at the hotel owner’s expense. The hotel simply markets the restaurant as part of the enhanced guest experience. The hotel has eliminated the operational overhead and receives a portion of the restaurant revenues and gets to change their concept if it does not work out. Our advice to our H. Weiss/BHS customer base is that you brand your hotel restaurant so that customers know they are different and not part of the hotel. A simple place to start is by cresting the glass with the restaurant’s signature. We also suggest paying close attention to the branding in the hotel for the restaurant including, front desk, in room table tents and even the elevators. Many of these new hotels/restaurant hybrids include the opportunity

Our advice to our H. Weiss/BHS customer base is that you brand your hotel restaurant so that customers know they are different and not part of the hotel. for the chef/restaurateur to handle the hotels’ buffet and special events. So for many restaurants who may never have done “off-prem” catering, we suggest investing in serving pieces that fit not only your menu but the hotels’ satellite venues in the property. We suggest investing in tables with built in induction and cooling stations that look more like pieces of furniture than the standard chaffers. We also like the flexibility that systems like Cal-Mil, Bon Chef allow the hotel/restaurant operator.

This year, we also started to see a new trend with a great opportunity for both hotels and restaurant operators. Restaurants and branded chefs are now being offered as an amenity to high-end apartment living in New York City. This new opportunity for the restaurant in the building to provide food service to apartment residents is growing rapidly. Patrons can order dinner on the way home and pick it up ready to eat rather than the required preparation of Blue Apron, it is already cooked- plated and ready to go.

These apartment programs also feature a quick snack or dessert sent on the elevator. Residents love it because it’s like having your own private chef and there’s nothing but a returnable room service table with nothing to clean and good food. Call for breakfast in the way you like it. The H.Weiss/BHS team has several suggestions for preparing for expansion into this market. We have a full line of insulated covers on dishes, hot boxes, room service tables, and more disposable items for takeout. We also like the idea of creating a signature with candles and flowers and even the selection of “homier” china. We love some of the new disposable flatware and imprinted napkins. It is also a nicer touch to send soup and sauces in separate containers so dinner is “fresh” when served.

November 2017 • Total Food Service • •


Shea Gallante, from page 14 ferings, enhanced the brunch meal period, and grown the dinner. Essentially, it’s a refresh of my predecessor’s ideas. Please describe the clientele at Lincoln. Is it a restaurant that has repeat customers based on what’s playing at Lincoln Center? Is it a tourist destination? I think it’s all of the above. The guests have certain expectations regarding the experience, and so we’ve streamlined our process. Pre-theater can be difficult because every table has the same deadline, and we have to meet it. We’re very passionate about making that happen, which is why we implemented a prefix for the pre-theater hours. How has the process for promoting a restaurant changed from when you started? Please discuss promoting and marketing a restaurant in today’s industry. That’s probably a hot topic at any

roundtable for every restaurant group in the world at the moment. Social media has a huge impact, and it reaches your audience instantaneously. When I started, we used to wait for the Times reviews to come out on Wednesday. In my opinion, social media both helps and hurts. There’s a lot of marketing involved, and with marketing comes hype. However, social media is a powerful tool, but it needs to be used carefully and honestly when advantageous. Please discuss your approach to and relationship with the vendor community. Patina Restaurant Group operates about seventy restaurants, so we have a very solid purchasing structure in place. However, Lincoln is probably the one anomaly of the bunch since it has numerous vendors outside of the purchasing program. I have a multifaceted approach to purchasing. I’m cost conscious, and we purchase with cau-

104 • November 2017 • Total Food Service •

tion, care, and consideration. However, I also have purveyors that I’ve used for ten, fifteen, and twenty years. At the end of the day, the relationship is very important, along with the quality. Today’s culture has given rise to celebrity chefs and restaurant industry television celebrities. What’s your reaction to this new breed? I’m open to everything. I’m lucky to be aligned with the younger generation, because I have an understanding of the modern nuances within the culinary world. However, I also came from and was exposed to the industry’s old guard. Existing between both generations has provided me with a unique insight. I love cooking, but I also recognize the importance associated with expanding and growing in a business and professional sense. I have three children and a wife. At a certain point, I see the value in transitioning to mental work once I’m no longer young enough

to satisfy the physical demands. Preparing and grooming one’s self for the future is imperative. What is your opinion on the technologies that are becoming available to the restaurant industry? I like to stick with what works. I’m not one to jump on every new technology, but I certainly implement anything that improves efficiencies. I believe that technologies and apps such as Open Table are extremely useful tools. However, iPads for ordering in the dining room? I haven’t gotten there yet. I believe in wireless and handheld technology, but they need to be used tastefully. In every restaurant that I’ve ever worked in, no matter the level of technology, at some point we’ve always resorted to using paper and credit card machines. That being said, I think it’s important to be open to using any technologies that add value.

November 2017 • Total Food Service • •


MAFSI Golf, from page 10 search venues, dates and facility coordination. MAFSI’s golf committee was co-chaired by Jason Butler of BSE Marketing, Performance’s Jon Bowerman, the Pecinka Ferri duo of Joe Louis Ferri and Nick Mercogliano, PBAC’s Keith Fitzgerald with the support of Linda Cerny and Melissa Oehl. MAFSI is a 65 year-old, professional trade association comprised of 270+ independent sales agencies and 220+ manufacturers of commercial foodservice equipment, supplies, tabletop and furniture. “The MAFSI rep is a specialist that the dealer and consultant rely upon as they execute their work,” added MAFSI Chapter 3’s president Rob McKeown. “We support both – we replace neither Representatives who also advocate customer issues with their manufacturers and dealers to ensure that the operator is receiving exactly what they are demanding.”

(L to R) The festivities enabled long time friends including Joe Steckmeister of M. Tucker and Tri-State’s Ed Yuter to share a toast

Joe Ferri Sr. of Pecinka Ferri was presented with a special awards by his MAFSI peers

Sam Tell’s Anthony Brucia who was presented with a Lifetime Achievement Award was introduced by Marc Tell

The MAFSI awards also enabled the association to make a difference and give something back to the community. The MAFSI Chapter presented a check for $5000 to the Brownsville Community Culinary Center. The funds will be utilized by The Melting Pot, a Not-For-Profit Organization managing this new

local project. The group is developing a site that will accommodate a teaching kitchen, bakery, and a 40seat dining area as well as additional classroom and demonstration space, available for use by existing community organizations. Classes and workshops facilitated will aid in promoting affordable, healthy eat-

ing alternatives for neighborhood residents that reflect their culinary traditions. There will also be a café that will serve the dual function of developing students’ skills in all aspects of the restaurant experience and making the food they produce available to neighborhood residents through a subsidized pricing model.

106 • November 2017 • Total Food Service •

November 2017 • Total Food Service • •


108 • November 2017 • Total Food Service •

November 2017 • Total Food Service • •


HX Show, from page 6 educational sessions that will offer attendees information on topics ranging from artificial intelligence to multi-location food and beverage concepts to deep-dive research into the minds of hotel guests. “We strive to make the overall content of HX second to none. And this year, we are particularly excited with HX’s conference component,” said Robinson. Educational sessions will be presented on three stages located on the HX exhibit floor; attendee registration to HX includes unlimited session attendance. Three headliner sessions are planned for HX 2017. Siri, Alexa, Cortana and Rosie. Oh My! AI on the Rise! Trending Tech Talk: AI + Robotics in the Hospitality Industry will take place on November 12th from 3:00-3:45. Next, Creating One-of-aKind Multi-Concept Operations: Yes, It Can Be Done, will take the stage on the same day from 4:00-5:00. The third headliner, Understanding the

Minds of Your Guests, will take place the following day, November 13th, from 1:00-1:30. In addition to these headliner sessions, HMG has a full slate of other sessions planned for each day of HX. Topics will include new technologies, future trends, and hotel culture. The Hotel Experience is presented by the American Hotel & Lodging Association (AH&LA), the Hotel Association of New York City Inc. (HANYC), and the New York State Hospitality & Tourism Association (NYSH&TA). HX will be co-located at the Jacob K. Javits Center with Boutique Design New York (BDNY). Attendees of the HX show will be permitted entry into the BDNY show in order to provide a 360-degree view of all things hospitality. To experience the exciting Innovation Zones as well as the valuable educational sessions, make sure to register now for the HX Show on November 12th and 13th.

110 • November 2017 • Total Food Service •

November 2017 • Total Food Service • •


Fiorito, from page 26 Without proper enforcement, however, there is no guarantee that a safety program will be effective. Even the best safety programs require proper on-site management training and involvement in order to be successful. By investing in hiring and training experienced on-site managers, businesses can actually save a significant amount of money in the long run by having someone responsible for implementing, enforcing and reinforcing formal risk safety procedures daily. He or she will need the tools and support to provide the staff with pre-injury education, clear expectations, proactive communications and procedures to follow if/ when an injury occurs. While accident prevention means watching for unsafe situations and attempting to correct them, the most important mechanism of accountability is for management to identify

and reward employees for following safe work practices, not just heavy disciplinary action for those who don’t. Studies show that today’s generation responds more positively to behavioral-based safety programs where management provides coaching instead of writing citations. Companies can then track the number of coaching sessions against their injury or accident rate, which helps create reward or incentive programs. The primary goal of today’s employers is to create a safe environment for their employees. Add to that the financial drawbacks caused by workplace injuries and you’ve got a serious case for creating the most thorough safety program possible with trained on-site management involved for accountability. Contact your insurance broker to help you tailor a safety program, along with the training and enforcement measures to meet the specific needs of your restaurant, today.

112 • November 2017 • Total Food Service •

check out our new products Features


Production rate of 2 cones per minute

Takes just 3-4 minutes to preheat Includes small plastic scoop and measuring spoons Great for carnivals, fairs, and other festivities

Easy controls Sugar scoop for pouring floss 21” Diameter bowl Floss bubble sold separately

Durable stainless steel frame and kettle

Spinner head holds 4 oz. of floss sugar

Red powder-coated top with clear plastic panels and illuminating warmer light for maximum visibility

*Also available without drawer COTND-21 COT-21


*Pictured model (PCM-8L) is 30”H *Also available in 23”H (PCM-8) November 2017 • Total Food Service • •


Villamena, from page 58 pect. If they don’t have the Money or the willingness to spend the money they will never become a client. All prospects must have a way to pay for what you have. And don’t be fooled, they always know how much they’re willing to pay for what you have. Never believe the prospect who says, “money is no object” (it always is) or “I don’t know how much I’m willing to pay” (not true…. EVER!). Your question should be simple...” Do you have a budget for this?” If yes, ask, “can you share with me in a round number about how much that might be?” If they say no, ask, “Have you thought about how you will fund this purchase?” Again, if there is no money or not enough money or the willingness to spend the money, there is no sale. Plain and simple. When prospects have enough Pain around what you have, they will find the money. If you run into trouble in this step, go back to step one. If you feel that you did a great job in the Pain step, and there is still an issue around the money, you may need to walk away. Remember, Budget is a qualifying step. Pain without Budget = No Sale. Move on. Consider yourself lucky that you didn’t spend another minute with a prospect who isn’t buying. Find someone else to call. SWSWSWN, Some Will, Some Won’t, So What, Next. Step Three Let’s assume they have Pain and the Money to fix it. Then you’re ready to move onto the Decision Process. In this step, you want to make sure you have full control of what’s coming next. It’s imperative that you spend some time talking about ‘how’ a decision is made at this company or with this person. I’m not talking about asking who the decision maker is. Remember, even the person with the checkbook has a process. Your job is to uncover what that process is so you can decide what to do next. Clearly the person you are meeting

Elliot Productions, from page 46 with is part of the process somehow, even if they don’t get to say, yes. Try changing up your questions slightly and ask, “when buying a product like ours, what is the process you go through to make that happen? Who else is involved?” You’ll need to find out… 1. Who is part of the decision process? 2. What are the things that must happen to satisfy those people and their concerns? 3. How will the decision take place, i.e. another meeting with those people? 4. When does a decision need to be made? Without a greater understanding of the Process, this is the step that will trip you up every time; because it’s at this point people are vulnerable to saying “Hey, thanks for coming in.” We’ll be in touch”, or, “Call me next week” or “Send me a proposal”. “Let me run this by the boss”, etc. If you and your prospect, working together, can determine there is a Pain that must be solved, they’ve shared with you a Budget (even an approximate number) for getting it done and all the players who have an interest in getting it done are part of the Decision Process, you have a green light for a presentation. At that point, the interested parties can decide if what you have to offer is what they want. If they don’t like your solution, that’s okay. It happens. But if you did a good job in uncovering Pain and Budget, you should know exactly what it is they are looking for. Taking control of your sales calls will stop you from spinning your wheels with prospects who don’t have a real need, or the money to spend or the ability to help facilitate a decision. When you sell this way prospects will appreciate the process, because the ironic thing is, they will feel like they are the ones in control.

114 • November 2017 • Total Food Service •

entrepreneurs of the industry to the next generation of what you have coined: “True Treps“? At Elliot, we’ve coined the term “trep,” and we use it as a nickname for entrepreneurs. All great companies and teams grow from an interesting or clever vision regarding the development of a business. A trep can exist within any industry, at any level. However, a trep must be willing to follow his or her dreams and create something great. A good example of a recent Elliot trep honoree is the founder and CEO of Cooper’s Hawk Winery and Restaurants, Tim McEnery. Tim left his career in finance to pursue his passion for food and wine, and he now operates an incredibly fast growing lifestyle company that includes restaurants, wineries, wine tours, retail shops and educational programs. You have ventured beyond the restaurant industry to find retail Treps. Talk about some of those stories and the lessons learned by their success. Recently, Elliot has branched out into retail as well. The retail industry has undergone a lot of changes in response to the growing popularity of e-tailers such as Amazon. Now, consumers can buy virtually anything from the comfort of their homes and simply wait for delivery. The retail world has had to adapt to the highly digital lifestyle. Some have gone as far to claim that “retail is dead,” but that isn’t necessarily true. For example, we did a profile on Lauren Singer and Daniel Silverstein, who opened a package free shop in Brooklyn. Consumers who would otherwise shop from the comfort of their homes took an interest in Singer and Silverstein’s concept, and the result was a line that stretched down the block and wrapped around the corner. Today, it is imperative that brick and mortar retailers offer consumers something unique and

attractive [whether it’s a concept or a product] that will draw them through the doors and away from their computer screens. The fact that many retailers are falling victim to the online shopping boom may actually provide an opportunity for restaurants. I believe that landlords may now view restaurants as being more important than ever. Landlords will certainly need to fill the voids left behind by failed retailers, and restaurants seem to be the logical solution. However, in order to remain relevant [and in business], restaurants must maintain interesting content that excites consumers. Your vision for the growth of Elliot Productions includes the launch of a series of special events. Walk us through what is on the schedule. In two weeks, we have an event in Austin, Texas where we will be bringing together the current and future leaders of the restaurant retail industry for a night of conversation and networking. In October, we had an event in Washington D.C. that included 500-600 people. One of the goals of this event was to provide information and job opportunities within the restaurant industry to high school and college students. Additionally, we will be hosting an Elliot alumni party in the New Year. Clearly, we have a lot planned and we are thrilled about all of it. If one of our readers has a story that they would like to have you consider to be profiled, what’s the next step? I would love to hear from anyone who is developing something exciting and special. Please feel free to contact me. We’d truly love to connect with anybody who would like to share his or her story. To learn more about Elliot Productions, visit events.

November 2017 • Total Food Service • •


Edamam, from page 22

So, who are the Millennials? Millennials are perhaps the most health-conscious generation ever, and, as of 2015, they made up a larger percentage of the population than Baby Boomers. By 2017, it is estimated that the Millennial generation will also outspend Baby Boomers. Aside from an obsession with health and nutrition, Millennials also care deeply about sustainability. From 2014 to 2015, the percentage of those willing to pay more for products from companies committed to sustainability rose from 55% to 72%, respectively. The Nielsen Global Study concluded that 60% of respondents in a survey value purchasing items from sustainable and eco-friendly companies, and are willing to pay more for such products, prioritizing products made with natural and/or organic ingredients. The other considerable upside to accommodating this choosy generation is their intense social media usage. Millennials have the unique capability to amplify any experience to their networks. A memorable and elegantly plated dish can easily turn into wildly successful advertising, completely free of charge. Talk about word-of mouth! When it comes to food, studies have dubbed Millennials “The Foodie Generation” for their enthusiasm with regard to eating and sharing their culinary experiences publicly. In fact, research indicates that 44% of people between the ages of 21 to 24 have posted at least one photo of food or drinks to a social media platform. An astonishing 52% of Millennials (ages 21-32) would rather attend a food festival than music festival, while 61% of Millennials (ages 21-24) would rather have dinner at a new restaurant than purchase a pair of shoes. This increasingly important segment of the population may indeed have unprecedented potential for the food industry. Creating nutritious, sustainable, and memorable menus

will certainly soon be the gold standard for restaurants. Catering to Millennials is still not mainstream We interviewed owners and head chefs at restaurants across New York City to evaluate their perceptions and responses to consumer trends. Questions focused on the availability of nutritional information, customer inquiries, and steps taken to practice sustainability. The restaurants sur-

116 • November 2017 • Total Food Service •

veyed ranged from fast food to fine dining, with representation from everything in between. None of the restaurants said they currently met FDA standards with regard to providing nutritional information, but that does not tell the whole story. The majority of restaurants heavily emphasize nutrition and sustainability, but lack the resources or know-how to calculate nutritional content for each meal. Furthermore, every single restaurant reported re-

ceiving numerous customer inquiries into adapting dishes to accommodate allergies and specialty diets such as gluten-free or paleo. What is a restaurant to do? Restaurants can be proactive in addressing and speaking to the issues of importance to Millenials. For example, Chipotle stresses its use of ingredients that are antibiotic-

continued on page 126

November 2017 • Total Food Service • •


Peter Kaplan, from page 28 cient, often provide poor light and are prone to flickering and buzzing. To dramatically improve efficiency, consider replacing these older fixtures with efficiency T8 and T5 flourescents. These lamps will result in immediate cost savings and can improve ambiance. • In Rooms: 1. Install low-flow showerheads and aerators. 2. Inform guests that only if they require new towels should they place their old ones in the bath so that staff know to replace them with clean ones. 3. Replace mini amenities with dispensers with ones that cannot be removed but can be replenished. 4. Switch to low-flow or dual flush toilets and make sure your toilet flappers are not leaking. 5. Plan properly for arriving

guests so only reserved rooms are set to heat or cool at a comfortable temparature. Limit the thermostat range available to guests. 6. Guests should not be able to set rooms to below 65 degrees F in the summer or above 80 degrees F in the winter. •

Compact Flourescent Lights (CFLs) Each traditional incandescent light bulb uses approximately five times as much energy as a new CFL bulb; CFLs also last much longer than incandescent bulbs. •

Tips for the Housekeeping Staff: Your housekeeping personnel can assist your hotel in saving energy in a number of ways including: resetting thermostats, closing drapes, reporting water leaks, and turning off

118 • November 2017 • Total Food Service •

lights. 1. Open the curtain to let natural light flow in to brighten the room. 2. Wash linens and towels at a lower temparature. 3. Report water leaks as soon as you find them. 4. Turn off the lights, aircons or heaters when rooms are being cleaned or are unoccupied. 19-21 degrees is usually a recommended or comfortable room temperature for guests. • Small Energy Uses Saunas, exercise rooms and other infrequently used facilities can benefit from motion sensors to shut off lights, HVAC systems and equipment during periods of inactivity. Use only enough outdoor lighting to effectively and efficiently light the area. Turn off office machines and equipment overnight and when not

needed. •

In General building and public areas: 1. HVAC systems provide heating and cooling, as well as filtration, fresh air and humidity control. Use an energy management system to prevent conditioning space when it is not necessary. 2. Use solar water heating systems for hot tubs. 3. Use daylight sensors for your lights so that they only come on when it’s dark. 4. Modify your HVAC heating and aircon units to include more energy efficient technologies like heat pumps. 5. Service your heating and cooling equipment regularly.

November 2017 • Total Food Service • •


Lease Coach, from page 98 your first leased commercial space inside, the new landlord may claim he doesn’t have your deposit, as the previous landlord never passed it along. If your landlord acknowledges that he has your deposit, your next step will be to check your lease agreement. This may state the amount of time that the landlord has to refund your deposit. If this is not mentioned, you can ask for a

refund of your deposit within ten 10 days of your invoice to the landlord. Following your invoicing the landlord (do so in writing to create a paper trail), call the landlord’s accounting department and ask how your deposit refund will be handled. You may likely hear one of the following responses: • Your full deposit is refundable and will be returned to you by a specific date.

• Your deposit was applied to one of the previously stated points and you’ll receive a statement of account (meaning that you may still owe money to the landlord). • The landlord has a cash flow problem and can’t return your deposit yet (yes, this does happen – the landlord is broke). If your refund will be delayed, you do have some options:

• If the landlord’s reason is poor cash flow, you may want to obtain a legally enforceable payment plan in writing from the landlord. Getting back your money over a period of time is better than getting back no money at all. • Lawyer up: This process, however, could be long, drawn-out, and expensive if the case eventually goes to court. • File a small claim action against the landlord (depending on jurisdiction). You can also hit some potential pitfalls with your security deposit when renewing your lease. Be prepared to fight against all of these potential traps negotiating your lease renewal: • Even if you do not pay a deposit up front when you sign your initial lease, the landlord may try to add a deposit clause to your lease renewal. • If you do pay a security deposit, the landlord may try to keep the deposit for a longer period as part of your renewal. • If your rent increases with the lease renewal, the landlord may also ask for an additional deposit – arguing that your deposit was based on your monthly rent … as this has now increased, so should the amount of your deposit increase as well. If you encounter any of these situations, be prepared with your response. The strongest argument for you during a lease renewal is to demonstrate that you’re a proven, low-risk, rent-paying tenant. If you can point out that you’ve never missed a rent payment and are little risk to the landlord, they will have little justification to require a deposit (or increase your deposit) during a lease renewal.

120 • November 2017 • Total Food Service •

November 2017 • Total Food Service • •


Westlight, from page 4 ing Airstream burger joint Mister Dips and the soon-to-open Southern Italian dining room Leuca—is none other than NoHo Hospitality heavy hitters Andrew Carmellini, Josh Pickard and Luke Ostrom (Lafayette, the Dutch, Locanda Verde). But a venture across the river wasn’t the only first for the trio—at the hotel, they also debuted their first-ever rooftop bar, Westlight, a stylish glass box capping the neighborhood’s tallest skyscraper. Take the dedicated elevator 22 stories up to the industrial yet swank space—set with black-and-white tiled floors, bright globe lights and a beamed ceiling—to experience a hotel rooftop bar that has all the goods to be a standalone New York cocktail den. Well-balanced cocktails from Anne Robinson (Evening Bar, PDT) come in two forms: classics (El Diablo, Negroni Sbagliato) and originals. The latter category is where Robinson flexes her creative muscles, with playful concoctions like the fruit-forward, tiki-lite Sling Sling, which tames the sugar of kirschwasser brandy, Cherry Heering and pineapple and lime juices with bitter Aperol and floral hibiscus, and the College Fund the liquid love child of an egg cream and hard root beer. A trio of rums—Black Strap, Banks Golden Age and Smith & Cross—echo the warm spice and nuttiness of Boylan soda, softened with a froth of cream. Taking in the best views this side of the East River. Westlight is located sixteen stories higher than the nearby rooftop bar Ides at the Wythe Hotel and offers sweeping views of three boroughs (Brooklyn, Queens and Manhattan). A wraparound terrace— encased with a plexiglass railing and dotted with bright-yellow viewfinders for sky-high people-watching—is fixed with lounge chairs for warmer weather, but when the chill sets in, the best seats in the house are the low-slung leather couches and velvet banquettes set directly in front of the floor-to-ceiling windows. Sit back and enjoy the show below.

Unsurprisingly, the food is even better than the drinks. Carmellini and executive chef Anthony Ricco (Spice Market) took cues from global street foods for the small-plates menu: Octopus skewers are generously meaty enough to withstand a bold seasoning of rocoto chili and crispy potato skins are rendered as little yuzuhollandaise–sauced, caviar-crowned spuds that are a little too easy to pop straight in your mouth; you’ll wish you got more than six. More filling is a

122 • November 2017 • Total Food Service •

dry-aged burger capped with a savory swath of mushrooms and onion jam. This year’s awards saw 980 entries from more than 70 countries. Winners across 37 categories were judged by a panel of influential personalities in design and hospitality. Here are the winning restaurants and bars from each region: Europe bar: ADAM&Co, Amsterdam, Netherlands Europe restaurant: Shade Burger, Poltava, Ukraine

Australia & Pacific bar: Beta Bar, Sydney, Australia Australia & Pacific restaurant: Piccolino, Mount Waverley, Australia Asia bar: JIS, Sapporo, Japan Asia restaurant: Rhoda, Hong Kong Americas bar: Westlight, New York Americas restaurant: Duck Duck Goat, Chicago, USA Middle East & Africa bar: Lock Stock & Barrel, Dubai, UAE Middle East & Africa restaurant: Urbanologi, Johannesburg, South Africa

November 2017 • Total Food Service • •


Scoop, from page 42

FOH Creates Powerful Tabletop Presentation

Artefact™ by Front of the House®

SCOOP spotted new Artefact™ dinnerware by Front of the House that showcases the originality of raw, hand-made pottery through the strength, confidence, and endurance of high-quality porcelain with an earthy colored finish. Artefact™ is available in 2 colors; Ash and White. Visit frontofthehouse. com for more info.

124 • November 2017 • Total Food Service •

November 2017 • Total Food Service • •


Andrew Rigie, from page 48 fined hundreds of dollars because a city inspector cited a single onion peel located in the wrong garbage. As you can imagine, this business owner felt he was the target of overaggressive enforcement. Because such punitive enforcement occurs, at this time we cannot comfortably support expanding the organic waste separation mandate to smaller businesses. Second, we submitted comments on Monday, October 5, 2015, when the city proposed their organic waste source separation law that is in effect for certain large-scale establishments. In that testimony, we raised concerns about the future expansion of the law. It was our understanding that the city would wait to expand the organic separation requirements to additional businesses until it determined there was sufficient capacity and infrastructure to do so. We have not received documentation about how the city concluded that such capacity is avail-

Edamam, from page 116 able prior to testifying at the public hearing. And since the city is reviewing changing from an open carting system in which a business owner may hire a carting company in the free market, to a zoned system in which they are required to use a specific carting company when located in a geographic area, we believe it is premature and counterproductive to discuss expanding the organic waste source separation to even more businesses, until a review of a zoning system and its impact are better understood. Conclusion: I hope both of the examples I’ve shared with you provide you with greater insight into the important work of the NYC Hospitality Alliance. If you have any questions or would like to support our efforts please call us at 212-582-2506 or email

DO YOU SERVE THE LATEST TRENDS IN BEVERAGES? We do and we’d be happy to help you!

free and free of GMOs. They also enable consumers to connect with its local partners from whom any particular restaurant sources ingredients. Further, Chipotle provides a nutrition calculator on its website for consumers measure the intake of their favorite meals. The Cheesecake Factory announced in 2011 its SkinnyLicious Menu, and earned the top two slots on the list of Word Food in America for consumer health. With over fifty menu items with a calorie count of 590 or less, it has driven dining experience scores up by 20% in the past five years. Joe Isidori, the executive chef of ice-cream shop, Black Tap, aims for moonshots even before a dish is created. He creates memorable and shareable moments by designing “milkshakes in partnership with his social media manager” to “create something as eye-catching as it was delicious.” One quick and easy step is, of


course, for restaurants to provide nutritional information for dishes on their menus. One affordable selfservice tool is Edamam’s Nutrtion Wizard: nutrition_wizard/ Edamam organizes the world’s food knowledge and provides nutrition data services and value-added solutions to health, wellness and food businesses. Using a proprietary semantic technology platform, it delivers real-time nutrition analysis and diet recommendations via APIs. Edamam’s technology helps customers answer for their clients the perennial question: “What should I eat?” Edamam’s partners and clients include The New York Times, Epicurious, Nestle, Samsung, AARP and Random House. For more information, please visit us online at or

Grease Interceptor

EnduraXL has been designed from the ground up to meet the needs of the modern operational foodservice environment. Citrus Honeydew Strawberry Mango Tangerine Green Tea Blueberry Cucumber






126 • November 2017 • Total Food Service •

Compact Footprint, with a Lifetime of Performance

Represented in Metro New York by: Tel: (201) 525-1433 Fax: (201) 525-1437

DMM Enterprises

November 2017 • Total Food Service • •


NYSRA, from page 24 Council held a hearing on scaffolding reform. If adopted this law would be a huge win for the restaurant industry. For too long, landlords and scaffolding companies have been able to erect elaborate outdoor structures and leave them up with little regard to the businesses that may call that particular building home. This bill aims to change that and would put stringent protections in place to ensure that once the work is completed the scaffolding is quickly taken down. More specifically this bill would: • Not allow for work to stop for more than 7 days without allowance from the city otherwise the scaffolding company could face serious fines; • Allow for a maximum of 90 days for building owners to use scaffolding for repairs; • Permit the building owners to file for a single 90 day extension if the

work is not completed in the original time frame and; • After a 180 day period, if the work is not yet completed, the city would step in to complete the project and bill the building owner directly. The NYS Restaurant Association government affairs team is a strong proponent of this proposed legislation and has written a number of letters to City Council officials urging them to support this bill. Chief sponsor, Councilman Ben Kallos, came and addressed the NYC Chapter Board on the topic earlier this year. We continue to urge our members to send letters on the need for scaffolding reform to their city representatives! If you would like to send a letter advocating for this much needed legislation email our Government Affairs Director Kevin Dugan (kevin@nysra. org) or for more information visit our website at

128 • November 2017 • Total Food Service •

Bobrow, from page 16 7. Taste in a bar straw and adjust bitters as necessary Moving out of the Rackets (a take on the Manhattan with Vassilaros & Sons Cold-Brewed coffee) Ingredients: • 2 oz. Barrell Rye Whiskey • 1 oz. Vassilaros & Sons ColdBrewed coffee • ½ oz. Atsby Armadillo Cake Vermouth Prep: 1. Pre-chill a Rocks glass (ice and water works) 2. Empty the ice and water 3. Add one or two large cubes of ice 4. Pour the Armadillo Cake Vermouth into the Rocks glass 5. Pour over the Vassilaros & Sons Cold-Brewed coffee 6. Float the two ounces of Barrell Rye – or the Rye of your choice over the top 7. Stir and serve with a cocktail cherry- like Luxardo- something elegant, never red dyed! Rum punch is always a fan favorite for year-round dreaming of warmer climes. Unfortunately, most rum punches are listless things that become merely an afterthought before a good meal. Taking a high quality ingredient like the Vassilaros & Sons Cold-Brewed coffee and freezing it into ice cubes become more than just a metaphor. It becomes the basis for a new depth of flavor in the classic rum punch. This rum punch uses the fine rum from Foursquare. It is never caramel colored, nor sugar added, nor chill-filtered. This rum is as authentic as the Cold-Brewed coffee from Vassilaros & Sons and they mix beautifully together. I added to my rum punch and cold-brewed coffee a portion of Pickett’s Medium Spicy Ginger Beer Syrup. If you know of a better and

more concentrated ginger beer syrupdo let me know... Until then, I’ll be exemplifying quality by adding this slow burn across my tongue- and vibrant down my throat- ginger syrup to make all my ginger based beverages! Saw the Guys Passing the Hat A Rum Punch with Foursquare Rum (Of your choice, because you are worth it!) Ingredients: • 4-6 cubes of Vassilaros & Sons Cold-Brewed coffee ice • 2 oz. Foursquare Rum • 1 tablespoon Pickett’s Medium Spicy Ginger Beer Syrup • 2 oz. Grilled Pineapple Juicesear or grill pineapple rounds until charred- then muddle to reveal the fragrant juice • 2 oz. Grilled Orange Juice- sear or grill orange rounds until charred- then muddle for the charred juice • Fresh Seltzer • Aromatic Bitters (such as Angostura) Prep: 1. Freeze the Vassilaros & Sons Cold-Brewed coffee in an ice cube tray overnight 2. To a Boston Shaker, muddle the pineapple and the orange together 3. Add ice to the muddled fruit juice 4. Add the Pickett’s Medium Spicy Ginger Beer Syrup 5. Add the Foursquare Rum 6. Cap and shake hard for 30 seconds 7. Strain into glasses of your choice with the cubes of cold brewed coffee 8. Splash some Seltzer to add lift (test for flavor with a bar straw) 9. Dot with Angostura Bitters to adjust for depth and serve with a smile November 2017 • Total Food Service • •




Partridge Invitational Golf Outing 2017 Recap


ast month featured one of the true highlights of the foodservice industry calendar as the annual Partridge Invitational Club and Club Managers’ Golf Shootout took center stage on Long Island. One of the food service industry’s most sought after trophies was on the line as club managers and Metro New York’s vendor community squared off on the legendary Lawrence, NY track. Once again veteran Partridge member Dennis Murphy, who has long been the visionary for the yearly event hosted a spectacular day of golf at Rockaway Hunting Club to benefit the Partridge’s commitment to scholarships. The Opici Wine sales executive Murphy has built the event into one of the foodservice industry’s pre-eminent golf events. Partridge Club Members and local club managers vied for top prizes in one of the very few events that eschew the scramble format in favor of “playing your own ball.” The annual event pitted some of the top golfers from the club manager’s ranks against their Partridge Club hosts with the winner taking home the spectacular trophy. Once again the club managers captured the trophy. The winning foursome was anchored by Oscar Reyes of Huntington Crescent Club, Rockaway Hunting Club’s Frank Argento, Mark Sheehan of Orienta Beach Club and Rockville Links’ Brad Matthees. “Everybody loves Rockaway,” noted Murphy who won the tournament in 2002. The industry leader was making reference to the Rockaway Hunting Club in Lawrence, NY. The storied track although not true links,

sits on a low-lying table of land that is at times reminiscent of the game across the pond, a mix of quirk and raw challenge. Partridge and Club Manager guests were astounded with the fabulous fare that the Rockaway Hunt Club team led by GM Frank Argento served. In addition to the Foundation’s mission of raising scholarship funds for institutions of higher learning it promotes mutual business interests among its members and to stimulate friendship and fellowship. The Partridge Club was formed in 1935 at the

Pro-Teks’ Diane Rossi (L) and Carla Duante were on hand to enjoy the festivities

(L to R) Christopher Pace of The Pace Group and Rozzo Fish’s Lou Rozzo

130 • November 2017 • Total Food Service •

Victoria Hotel in New York City. The membership was made up of leading purveyors to the hotel, club and restaurant trade. In the early Forties, a few dissatisfied members left and formed the Invitation Club. The Partridge scholarship program was established and it grew so fast that in 1988 the club’s name was changed to the Partridge-Invitation Scholarship Foundation, Inc., to better describe its mission. Today the club grants annual scholarships to a wide diversity of students at schools including: the CIA, Johnson and Wales, Paul Smith

Larry Cantamessa and Keith Fitzgerald of PBAC with Sodexo’s Myles Foley and PBAC’s Michael Posternak

(L to R) Richard Preng of Korn Ferry and veteran club manager Frank Benzakour

College, City Tech and Cornell.

Noted NJ restaurateur John Halligan and DeBragga chief Marc Sarrazin

Golf chair Dennis Murphy presented awards to the day’s winners including Sodexo’s Myles Foley

(L to R) Marc Celli of JC Sales and Adcraft’s Steve Lobman

BOOTH #2230

November 2017 - Total Food Service  
November 2017 - Total Food Service  

From - Total Food Service's November 2017 Digital Edition features an exclusive Q&A Interview with Stefanie Kyles, as well as...