Suppliers hoping to enter the foodservice arena must be able to offer innovative, unusual, and high quality, products.
This was the over-riding message delivered by Nigel Harris, managing director of Fresh Direct, to delegates at last week’s Re:fresh Conference.
Harris claimed some suppliers still perceive the foodservice sector as second rate compared to retail but that this view is unjustified.
He said: “A culture change is needed. Airlines, pubs and restaurants have very demanding specifications and the food-service sector is telling its growers that it’s not just about delivering a product, it’s about meeting the needs of the customer.”
Harris said the foodservice sector is forging closer ties with its customers and Fresh Direct is increasingly working with chefs to show them what products are available to enhance meals with flavour and colour.
One of the biggest changes to hit the sector has been the emergence of a new breed of better-informed buyers, Harris told delegates.
These buyers are entering the industry with a background in category management, making them knowledgeable about issues such as growing cycles. Therefore they are looking to assume a more significant role, he said.
“They want to be strategic partners and be involved in making decisions. They understand what customers want and what they can offer them. Long-term relationships are starting up,” Harris added.
The Fresh Direct boss advised interested parties to make the most of the waves of opportunity hitting the industry.
“Fresh produce is on the tip of everyone’s tongue as new and different initiatives such as 5 A DAY and Jamie Oliver’s school dinners campaign have lifted the profile of the sector,” he claimed.
Harris noted that baby vegetables have been capturing widespread attention, while old favourites such as Savoy cabbage, are making a significant comeback.
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