As part of SFA's How I Buy webinar series, buyers discuss how they make product selections, work with makers and distributors, perform category reviews, and more.
Last week’s speaker was Michael Stamm, owner and CFO of MGP Specialty Food, a wholesale distributor based in Las Vegas. He shared how his company makes foodservice decisions and gave tips for selling to restaurants, hotels, and other related markets in the area.
Stamm explained how the Las Vegas market is very different from any other in the country. Take for instance the size of packaging distributed there.
“Packaging for foodservice in casinos is different because 15,000+ people can be fed three meals a day just from the banquets,” he said. This requires convenience: there needs to be multiple sizing options to appeal to chefs, particularly with an emphasis on larger sizes. It’s also important to avoid glass, if possible, as a broken bottle could halt meal production in the kitchen.
Packaging's aesthetics should also be considered. “Chefs want to see a nice, presentable label,” he said. They also want a product that is unique and can help cut down on workflow. Stamm shared that the market has seen a sizeable reduction in labor, so it’s important that a product can create efficiencies in the kitchen. For example, a spice blend, a truffle oil, or a bourbon barrel-aged maple syrup can help streamline workflow while introducing a specialty product that chefs are excited to use, and consumers are interested in trying.
Stamm also gave insight into how to get in touch with and pitch to buyers. In the video below, he discusses the best ways to introduce a specialty food product to a Las Vegas buyer.
He warned that if a specialty brand has not yet tested the foodservice waters, they should dip their toe in similar markets to learn about the channel and its processes. Denver, Phoenix, Las Angeles, and San Diego have a friendlier introductory environment, he noted. “In Vegas, you can get burned,” Stamm warned.
One large obstacle in the Las Vegas market is size, particularly when selling to hotels and casinos: sometimes conventions can have over 200,000 attendees. A specialty food brand needs to show that it can produce that volume and deliver it in an efficient, cost-friendly manner.
To learn more about the Las Vegas foodservice environment, watch the webinar on demand in the SFA Learning Center.
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