The typical American eats more than 1,000 snack-oriented convenience foods throughout the year, and kids and teens are the heaviest users of this assortment of snacks, which include fresh fruit, sweet, and savory snacks, reports The NPD Group, a global information company. 

Women eat, on average, 3.1 snack-oriented convenience foods a day compared to the 2.7 snacks men eat a day, according to NPD’s snacking research.

About eight of every 10 in-home snack food eatings are considered to be a snack-oriented convenience food versus other foods, regardless of time of day, finds NPD’s SnackTrack, which continually monitors the consumption of snack-oriented foods both in-home and away.  During a typical year, there are over 356 billion eatings of snack-oriented convenience foods.

Among the top 10 motivators for selecting a particular snack are: “like the taste,” “was hungry,” “had a craving,” “favorite snack,” and “was simple and easy to eat,” according to SnackTrack.  While taste is the leading motivator across all age groups, women are more likely to select snack foods to satisfy specific expectations (i.e. chocolate, sweet, crunchy, healthy) while kids’ favorite snacks are simply fun to eat. Fresh fruit, chocolate, potato chips, cookies, and yogurt are, in rank order, the top five snack-oriented convenience foods consumed annually.

“An individual’s mood and situation has a strong effect on what will be snacked on,” said Darren Seifer, NPD food and beverage industry analyst. “Connecting your marketing messages to the emotional nature of snacking—think taste, cravings and indulgence—will help drive your product’s selection.”

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By Howard Riell, Associate Editor

Recent consumer research seems to suggest that many convenience store customers looking to buy salty snacks leave the store empty-handed. Knowing why, and what to do about it, is critical for operators looking to maintain sales in this core in-store category.

The Chicago-based global consumer research firm Mintel estimated in January that sales of salty snacks broke the $17 billion mark to reach an estimated $17.1 billion in 2012—a crisp 30% sales increase since 2007. The category is expected to grow another 17% from 2012 to 2017.

“Salty snacks fared well through the recession, evidence of consumers’ investment in the products in the category,” the Mintel salty snacks report noted. “While the trend is still toward positive growth, the rate may be slowed due to market challenges, such as the proliferation of lower-priced private-label offerings, a growing interest in health that may lead to reduced category participation, and rising commodity costs that may limit the production capability of some manufacturers or require price increases that could edge some consumers out of the market.”

Understanding and Projecting
“You can’t operate in the c-store business without understanding what’s going on in the salty snack business. It’s seminal to your business,” said Tom Pirko, president of BEVMARK LLC, a retail consulting firm in Buellton, Calif.

Listening to suppliers and distributors may or may not provide the best information, Pirko noted. “If you really want to understand how to get the best out of your business you really need to monitor what’s going on out there in the world with the media and how people regard sugar, fat and salt,” he said. “The controversies have been swooping over us like a tidal wave.”

BEVMARK makes sure its c-store clients understand that the way consumers view salty snacks is changing rapidly. “Before, they were mentally easy to just pick up, grab and throw into your mouth. But now there is this sort of growing consciousness, and this new kind of body consciousness is making people hesitate,” he said.

Suppliers have responded by trying to reframe and reformulate products with health in mind. Politically correct or not, Americans love snacks. “We crave sugar, fat and salt, and these products are part of the American way of life. Nothing is going to change that,” Pirko said.

Still, varying the message according to the market segment only makes sense. “We’re trying to break the market down according to sex, ethnic group and age and where you find your heavy salty snack users,” Pirko said. “Those are the ones who are most important to us in moving our numbers forward in the category.”

The heavy users tend to be males under the age of 25, a group well known for putting health considerations second. “We’re still able to play to them in a way that leads them to make that positive purchasing decision,” Pirko said. “This is opposed to those customers that are being spooked by healthy snack trends.”

Tailoring the message to appeal to females, however, has proven trickier. “We’ve been trying so hard to continue to build the business with female customers, and we’re really having problems,” Pirko admitted. “Women are more body conscious and health conscious in ways that men aren’t, and they are the ones who are causing some of these reactions in the stores. ‘How do we change that? How do we deal with that? Are their any kind of promotions that we need to have to get them to abandon that kind of reticence?’ These are all valid questions that we continue to evaluate.”

The unenviable task for salty snack makers and retailers, then, is to move in two directions at once. As Pirko put it, “We are faced with a situation where we need to continue pitching as hard as we can to male customers—to put the foot on the gas for them—while in some ways putting the foot on the brake for the females that may not want these high calorie snacks,” he said. “And then it breaks down according to age, according to ethnic group, so it’s become a much more complicated game.”

Trending Up Nicely
Salty snacks are trending upward at Plaid Pantry stores, aid Tim Cote, vice president of marketing for Plaid Pantries Inc., operator of 103 stores in Beaverton, Ore. “It is stealing share from sweet snacks, especially from candy.”

In order to maximize sales, Plaid Pantry’s management team has, according to Cote, looked to its supply chain. “We started with developing a win-win distribution plan with our warehouse supplier that would allow a broad assortment of brands to get into our product mix with lower supply-chain costs, single-pick capability and a good spoils program,” he said. “Additionally, we did not try to make excessive margins on non-pre-priced items versus pre-priced items.”

What the chain also did was take a category approach to promotions and point-of-sale displays not giving any one supplier dramatic advantages over another based on delivery methods or participation in a pay-for-space driven multi-vendor end cap program. “Items should be displayed and priced based on actual sales and each item’s mission in the store,” Cote explained.

For c-stores to jump start salty snack sales, they need to broaden their assortments. “Find a supplier partner that will work with you to bring in non-DSD brands, and to order quantities that make sense for c-store,” Cote suggested.

Frequent and ongoing price promotion is also essential, as is executing frequent resets. “Having the flavor of the month is important here. It is very important to partner with manufacturers that understand flavor refreshing needs to be a more than a once or twice a year event,” Cote said. “Frito Lay is fantastic at this. Others need to learn from them.”

Avoiding Mistakes
Chief among the mistakes to avoid within the category is becoming too single-vendor focused, Cote insisted. “DSD suppliers have great brands in this category that are important to salty snack success, but the warehouse has some great brands, too,” he said. “As long as your warehouse supplier understands the requirements to compete in this category, a wide variety of warehouse brands should be in your stores—and a key part of your promotional strategy.”

Due to weak holding power, poor ordering practices and out-of-code issues because of supply chain issues, the category tends to see more than its share of out-of-stocks.
Supply chain issues aside, projecting the proper image to consumers appears to be a crucial task. Suppliers who also craft marketing plans to suit the prevailing popular sentiment are those with whom retailers will find success.

“You want to look for those products that somehow have all the taste and attractiveness, but at the same time have all the other ways of making them not look like they’re going to make you adversely impact your overall health,” Pirko said. “Look for products that can begin to reposition themselves to be not as bad for you, or even more nutritious, and those are the ones you feature. You’re taking the edge off, especially for those female consumers.”

Co-marketing and co-branding are also effective strategies. “But everything gets back to what is it in the consumers’ heads,” Pirko concluded. “It all comes down to what they think or feel. If consumers go into a 7-Eleven, the attitude that they have is going to determine what they are going to buy and how much they are going to pay for it. If you don’t understand that psychology you can get left behind, and your competitors who do understand it will take advantage of you by stealing your customers.”

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Del Monte Fresh Produce N.A. Inc. is set to hold its first ever “Find Your Inner Chef” contest.

The contest launched April 15 and runs through June 15, 2013. The “Find Your Inner Chef” contest encourages consumers to submit their own favorite recipe, using Del Monte fresh fruits and vegetables, and gives participants a chance to win the coveted  “Del Monte Fresh Chef” title and a gastronomical retreat for two at a renowned culinary institute.

Daily winners will be selected as part of the contest, giving participants an opportunity to cash in on retailer gift cards, culinary kitchen tools, tabletop appliances and more. Additionally, four weekly finalists will be selected, one each week for four weeks, based on the number of recipe Facebook “likes” and re-tweets the entrant generates. The four finalists will be flown to Miami, Fla., where they will participate in the Del Monte Fresh Produce Cook Off Challenge and compete for the Grand Prize. Judges for the Cook Off Challenge will include, among others, retailers, Produce for Better Health Foundation representatives, and a local Chef.

“Del Monte knows that several of our consumers are chefs in their own right, serving up delicious nutritious meals for their families and friends,” said Dennis Christou, vice president of marketing, North America for Del Monte. “So we created this contest specifically with them in mind. It’s a perfect opportunity for consumers to tap their culinary creative juices, show off their cooking skills using Del Monte fresh produce, and share healthy new recipes. We are more than excited to meet our very first Del Monte Fresh Chef.”

Before participants make a dash to the kitchen, they must first enter to win. All they have to do is “Like” and complete the pop-up registration form on Del Monte’s Fresh Produce Facebook page: www.facebook.com/DelMonteFreshProduce, and submit a copy of their original, healthy recipe, using Del Monte fresh produce. Photo submissions are also encouraged but not necessary. Submissions will be accepted beginning April 15, and closing on June 15. Consumers will be encouraged to purchase ingredients for their master chef creation from participating grocery stores—giving grocers an opportunity to participate locally.

To encourage traffic to their stores and alert shoppers about the Chef promotion, retailers are encouraged to use the “Find Your Inner Chef” logo in their weekly printed and online advertising, e-newsletters, web sites, Facebook pages and Twitter feeds and POS to help promote their participation in the contest.

For more information about the “Find Your Inner Chef” contest, visit www.fruits.com.

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America’s favorite meat snacks and America’s national pastime: it’s a perfect pairing happening this season and beyond through an exciting new partnership between Jack Link’s Beef Jerky and the Seattle Mariners.

Jack Link’s, the No. 1 U.S. meat snack brand, recently reached a multi-year sponsorship agreement with the Mariners, with the 2013 season marking the beginning of the partnership.

As a sponsor, Jack Link’s will offer fans exciting in-game promotions and product giveaways throughout the season, including hosting “Dustin Ackley Bat Night ” at Safeco Field on April 27, where all fans ages 14 and under will receive a Jack Link’s and Seattle Mariners branded full-size baseball bat signed by Dustin Ackley.

“Baseball season is synonymous with so many things Jack Link’s embodies: getting outside, spending time with family and friends, and, of course, some great snacking,” said Jeff LeFever, vice president of marketing for Jack Link’s. “The opportunity to partner with the Mariners, one of the most innovative and respected organizations in sports, is a perfect fit for our brand. We’re especially excited to become a bigger part of the Seattle community and look forward to helping fans ‘Feed Their Wild Side’ all season long.”

“Jack Link’s has a long tradition of supporting sports, from professional hockey to fishing to youth baseball. The Mariners are happy to welcome America’s best-selling brand of beef jerky to Safeco Field as one of our newest corporate partners,” said Joe Chard, Seattle Mariners vice president of corporate business and community relations.

In addition to Dustin Ackley Bat Night, fans will have the opportunity to win a variety of Jack Link’s products during the season through the recurring “Lucky Row” in-game promotion. Jack Link’s protein-packed snacks will also be available for purchase in the stadium all year, and the brand will also sponsor in-game “Great Plays” video highlights on Safeco Field’s new high-definition MarinersVision video screen, the largest in Major League Baseball.

Fans should also be on the lookout for Jack Link’s brand icon, the elusive Sasquatch, who stars in the popular ‘Messin’ With Sasquatch’ campaign and is commonly thought to call the region home.  “The Pacific Northwest region is no stranger to reported Sasquatch sightings,” LeFever added. “Fans at Safeco Field may want to keep an eye out for the mysterious creature this season.”

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During the 52-week period ended Jan. 27, 2013, dollar sales for non-jerky, dried meat snacks grew 5.4%, said Jamil Satchu, a partner with Symphony Consulting, part of the SymphonyIRI Group. Volume sales rose 4.2%.  Dollars for jerky snacks climbed 11.6% during that same period, while volume sales increased 15.2%.

At the 10-unit, Torrance, Calif.-based Famima convenience store chain, dried meat snacks sales soared 240% versus the year prior, said Category Buyer Elizabeth Synn.  Synn attributed much of this growth to the introduction of a relative newcomer to the jerky snack pack, all-natural Krave brand.

“Our customers are looking for all-natural, gluten-free, better-for-you snacks, and Krave jerky offers that combination,” she said. “Women, in particular, might have a craving for a hamburger, but don’t want all the calories and fat, or they’re hungry, but can’t take the time for a whole meal.  They can pick up some jerky or other dried meat snack to satisfy their craving for beef and overall hunger.  With resealable packaging, they can also eat as much or as little as they want when they want, and the product will stay fresh until the next snack craving hits.”

Krave products are particularly appealing to women because of their interesting flavors, like pineapple orange, chili lime and garlic chili pepper, Synn said. The stores carry five of the eight Krave varieties, but, she noted, Famima is planning to introduce the other flavors in the near future.

“Men are creatures of habit; they know what flavors they’re going to buy when they come in,” she noted.  “Maybe because women cook more, they’re more open to new flavors.”

During a soft launch of the line, Famima sold the 3.25-ounce bags of Krave jerky at a sale price of $5.99 instead of the usual retail price of $6.99.  Synn said that the sale price effectively encouraged product trial and that sales have continued to rise even after the introductory price period ended.

Better for You Trending
At Rockland, Mass.-based Tedeschi Food Shops, stick jerky makes up the majority of the dried meat snack business. The stores’ top 10 items are all sticks, and they make up 71% of the unit movement and 42% of the dollars in the category, said Category Manager Michael Turco.

At Texarkana, Texas-based E-Z Mart, meat snack sales grew 7.5% and units were up 4.1%, said Category Manager Danna Huskey.  The stores’ top-selling SKUs last year were the Slim Jim Giant sticks.  Huskey attributed much of that movement to “aggressive in-store promotions” featuring these products.

This year she is seeing more meat snack manufacturers emphasizing “natural” on their packaging. She is also seeing more bites and turkey products coming onto the market.

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Huskey attributed at least part of the category growth in her stores to the ‘Get Crackin’ advertising program done by Wonderful for its pistachio nuts. “No matter whose pistachios you have on your shelves, the Get Crackin’ ads have boosted sales,” she said.

Bigger Ticket Ring
2012 was a banner year for nuts and seeds at Torrance, Calif.-based Famima convenience stores. Dollar sales jumped 140% over 2011; a phenomenon category buyer Eddie Oh attributed to resetting his product mix to eliminate items with low retail price and low gross profit, and replace them with products with higher gross profits.
Instead of the usual 99-cent price tag or two-for prices, Oh now focuses on the $2.99 retail point with 40% gross profit. Value-conscious consumers are happy because they are getting more product per ounce for their money, noted Oh.

“In 2011, larger bags made up 60% of our nuts and seeds sales; last year they made up 71%,” he said. “Our best seller in the seed category used to be the two for $1, two-ounce Frito-Lay sunflower kernels, but sales migrated to the 4.25-ounce, 99 cent package of sunflower seeds last year.”
Normally, Famima allots 12 square feet of display space for nuts and seeds, but last year Oh asked vendor Snak Club to place an additional three square feet of space in every store. “That really helped sales,” he said.

Famima customers have also taken to half-pound- and pound-packaged products from Nutty Guys. Just introduced in mid-December, these new products have an upscale, gourmet look that fits well with Famima’s overall image, he said. 

Peanut Prices Surge
The price of the bar snack has leapt to a record high on the back of scorching weather and severe drought in key growing regions. Prices have almost tripled in the U.S. since 2011. The peanut price jump has been felt most acutely in the U.S., where it has forced retailers to push through large increases in the price of peanut butter—a staple of kitchen cupboards and food banks.

Still, consumption of peanuts is increasing. According to the National Peanut Board, the average American consumes more than six pounds of peanuts and peanut butter products each year. Other facts include:
• Peanut butter is consumed in 90% of U.S. households.
• Women and children prefer creamy, while most men opt for chunky.
• Four of the top 10 candy bars manufactured in the U.S. contain peanuts or peanut butter.
• Americans spend almost $800 million a year on peanut butter, and the average child eats 1,500 peanut butter and jelly sandwiches before graduating high school.

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Technomic, in its March Snacking Occasion Consumer Trend report noted that consumers are snacking significantly more now compared to 2010, with 48% of consumers polled saying they’re now snacking at least twice a day, compared to 25% in 2010. In 2013, expect consumers to continue their craving for snacks.

In fact, potato chip sales are projected to reach $11.2 billion by 2015, with tortilla chips reaching an estimated $7 billion, according to BMC Information services, a division of Beverage Marketing Corp. The Snack Food Association, supported by SymphonyIRI data, noted that constant innovation in the chips category continues to solidify potato chips’ spot as America’s most popular salty snack.

Potato chips brought in $1.36 billion in sales in 2012, according to SymphonyIRI convenience store data for the 52 weeks ended Dec. 30, 2012, up 5.50% from the previous year. Frito Lay brands were among the best sellers with Lay’s potato chips ringing up more than $440 million in sales, up 7.53%; and No. 2 brand Ruffles drawing $215.9 million in sales, down a slight 2.70% compared to the previous year.

Natural chips have also been in demand. According to SymphonyIRI, Lay’s Natural sales were up 228.9% for the 52 weeks ended March 18, 2012 and Ruffles Natural sales grew 314.5% in the same period.  Tortilla chips were up 7.33% for the same period, with $714.75 million in sales.

“People are very interested in new flavors. A lot of the mixture flavors are working. Frito Lay has come out with the Collisions line, which has been selling well. Spicy seems to be in demand as well,” said Robert Perkins, vice president of marketing for Rutters.  

Increased Flavor Profile
In 2013, look for ethnic flavor trends to continue, especially Hispanic-inspired flavors, said John Rodwan, an analyst for BMC. “The big trend beyond that is a reduction in salt, which is a big issue across all snack food, but especially in chips and crackers.”

Of course, what customers say they want and what they actually purchase can be different. Perkins said that while be believes customers are aware of and considering the reduced sodium and healthy trends, they’re not necessarily showing that demand with their purchasing power just yet. “More people are looking at it.  I don’t know that they want it, but they’re aware of it. Our sales trends still don’t show that’s where they’re moving toward.”   

Salty Snacks
The salty snacks category overall fared well in 2012, up 6.19% from the previous year with $4.11 billion in dollar sales for the 52 weeks ended Dec. 31, 2012, according to SymphonyIRI. Pretzels grew by 12.32% for the same period with dollar sales of $214.57 million. Cheese snacks out sold pretzels with $448.73 million in sales, but were down 2.16% from the previous year.

When it comes to salty snacks, “Customers are always looking for a change,” Perkins said. “So be prepared with a wide variety of products.”

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All Wholesome Goodness  foods are made with a nutrition-minded approach, and an emphasis on natural ingredients such as whole grains and fiber and other beneficial nutrients such as antioxidants and Omega-3’s.  Sodium, sugar and fat are reduced or eliminated. Product offerings include all-natural chips, trail mixes and granola bars.

“We recognize that diabetes and obesity rates are at historic, all-time highs,” said Dave Arensdorf, vice president of sales and marketing at Convenience Valet. “Fortunately, consumers are responding to this alarming trend as evidenced by double digit growth in demand for these natural alternatives over the past few years.  The Wholesome Goodness line of affordably priced products fills this “good for you” niche.  This exciting new line serves to compliment and broaden our focus on our already extensive portfolio of wellness brands, including GNC, Emergen-C, Airborne, Protein to Go and Natrol.  Our company does not want to be known simply as a redistributor of established brands, but rather as innovators who focus on bringing new, unique items that are good for you and follow this emerging growth category.”

Wholesome Goodness unique products include Grilled Vegetable and Multi-Grain/Omega Tortilla Chips in single-serving (1.75 ounce) or multi-serving (nine ounce) bags. Snack mixes include such original flavors as Mountain and Tuxedo mixes and they are available in 1.25-ounce single-serve or multi-serving six-ounce bags.

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For More Information From Kellogg’s
(877) 511-5777
www.kelloggsconvenience.com

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By Marilyn Odesser-Torpey, Associate Editor.

Manufacturers are finding other ways to woo women into choosing their products over chips and cookies when mid-day hunger pangs strike. One way is by emphasizing the snacks’ “better-for-you” attributes.

Oh Boy! Oberto retooled its recipes to make them all-natural, a move, said the manufacturer, meant to assuage consumers’ concerns about artificial ingredients and preservatives.

Jack Link’s has dedicated a portion of its mostly Sasquatch-centric Website to its “Lighter Side” 100-calorie packs, and turkey strips, bites and jerky. Other parts of the site compare jerky with chips and pretzels (no surprise, jerky comes out the hero), and explain why beef jerky is a one of the “top college dorm snacks.”

One Denver meat snack company, Performance Enhancing Meat Snacks Inc., has even gone functional with an all-natural product called Perky Jerky, in beef and turkey varieties. The jerky is soaked in a marinade infused with guarana, a caffeine-containing tropical berry that is an ingredient in many energy drinks. Among its target consumers are “moms on-the-go” and desk-bound workers who suffer from mid-afternoon slump.

“Jerky manufacturers have done a good job of communicating that their products are a good source of lean protein by calling that out on their packages and promotional materials,” said Tim Cote, vice president of the Beaverton, Ore.-based Plaid Pantry chain. “That’s a big selling point for women.”

Chris Switzer, category manager for 543 Stripes convenience stores in Texas, Oklahoma and New Mexico, noted that increased flavor options and line extensions, such as moister, more tender nuggets and bites, strips and dippers with side sauces, are attracting a wider range of consumers, including women and younger consumers, to the meat snack category.

Female consumers find products with a more tender bite to be more approachable. “They don’t have to rip and tear these moister snacks, so they’re easier to eat,” said Cote.

Bold Flavors
For younger consumers, hot is the new cool. Once targeted to ethnic palates, super-spicy flavors are now available in mainstream brands. As an example, Peter Leavitt, president of Leavitt & Associates management consulting group in Austin, Texas, mentioned the provocatively named “Dare” line of Con Agra Slim Jim jerky and sticks, with three in-your-face heat levels, “Kinda Hot” (chili pepper), “Freakin’ Hot” (jalapeño) and “Really Freakin’ Hot” (habanero).

But flavors do not have to be tongue-searingly hot to deliver the bold bite that many consumers, including many women, want from their snacks. Cote mentioned the popular sweeter barbeque and tangy black peppered varieties of meat snacks as examples.
A recent article in the New York Times referenced a report by global research company Innova Market Insights that tracked 140 “meat snack” introductions in 2011. Innova compared that with 75 such introductions two years earlier.
According to SymphonyIRI Group, beef jerky sales reached close to $1.2 billion, increasing more than 9% for the 52 weeks ended Dec. 2. Jerky alone accounted for more than $524 million.

At Rutter’s Farm Stores, sales reflect this forward movement throughout the meat snack category. “The category continues to grow and realize very good margins,” said Robert Perkins, the York, Pa.-based chain’s director of marketing.

Chicago-based Mintel Group research projected that sales of meat snacks will continue to increase over at least the next few years.
At Corpus Christi, Texas-based c-store chain Stripes, meat snack sales have grown 15% over the past year, said category manager Chris Switzer. Much of this growth, he explained, has been driven by the company’s private label Smokin’ Barrel Snack Co. “A significant portion of the growth of our Smokin’ Barrel brand has been influenced by price inflation due to cost increases taken by all major suppliers,” he said.

In each of its stores, Stripes allocates four linear feet of space to meat products in the stores’ snack sections along with the nuts and seeds, cookies and other between-meal hunger pang tamers. He noted that the chain also cross-merchandises with soft drinks and beer to drive impulse purchases.

Easy Access
Plaid Pantries also makes meat snacks easily accessible to shoppers at its more than 100 stores. The products occupy their own end cap, plus they are on display in the snack aisle and at the cash register.

Depending on the size of the individual store, Rutter’s dedicates between four and eight feet of aisle space to meat snacks plus an end cap for sticks and jerky in each of its 57 stores. Rutter’s carries five brands and nearly 65 varieties of meat snacks.
Leavitt noted that manufacturers are doing a good job of designing packaging that is “hip, cool and fun” to capture younger consumers. He added that the manufacturers are also stepping up their game when it comes to creating eye-catching shipper displays and other merchandising materials.

As an example, he pointed to the new four-foot, two-tier rack from Jack Link’s, which he described as “the end cap of the future.” “It is easier for customers to use than the traditional three-tier rack because it allows them to read tags and reach items on the higher shelves,” Leavitt said.

Over the past couple of years, Plaid Pantry has seen a sales growth of 15-20% in the meat snack category, Cote said. While sales of all flavors have been continually increasing, Cote saw particularly good growth in the sales of both wrapped and unwrapped beef jerky sticks over last 3-6 months of 2012.

In addition to the major national players, Cote said many of his customers prefer to stick with their favorite regional brands. For bagged meat snacks, he suggested that retailers check out the research reports by SymphonyIRI and Nielsen to identify best-selling brands.

“If using syndicated data, it is best to use a combination of actual sales and sales per point of distribution,” he said. “Really, you are likely safe in the segment picking the top two or three brands in your market, and then just working with each to see which can give you the best deal for your stores’ go-to-market needs.”

Cote also noted that larger bag sizes, 10-12-ouncers, are selling extremely well. “For many meat snack eaters, three ounces is not a normal serving size; they’re looking at the larger bags as a one-day supply, maybe two at most. It’s like the way people eat candy.” Rutter’s Perkins agreed that customers really seem to like the convenience of the resealable packages.

At Rutter’s jerky chew is still very popular, said Perkins. The stores carry four flavors through three brands. Although the company introduced turkey to its meat snack mix, sales have been slower to increase than for any other new item.

Then there is the meat snack sensation of 2012 (and, predict retailers, 2013, too)—bacon jerky. “Anything bacon flavored is good and is going to sell well,” said Cote. “Our customers love it.”

Perkins called bacon “the hottest flavor of the year.” Both Plaid Pantries and Stripes feature Trails Best brand bacon jerky distributed by Monogram Foods. Rutter’s features Wild Bill’s from Monogram. Perkins said both Oberto and Jack Link’s are set to introduce their own branded bacon jerky in 2013.

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