February 2012 Issue

We recently returned from the first round of January shows, and we have discovered many exciting new products that will be featured in upcoming issues. Even though Williams- Sonoma recently lowered its earnings estimates for the last quarter of the year, it seems that many of the specialty gourmet retailers we talked to experienced record sales for the holiday season. Perhaps this explains the strong at- tendance we encountered at the shows in Atlanta, San Francisco and Dallas. We hope this positive trend continues to build strength through the rest of 2012.

In this issue, we have barbecue on our minds. While we recently received our first real snow in Boston, hearty New Englanders like me still spark the grill in the dead of winter. Apparently, I am not alone. A majority of grill owners (56 percent) enjoy their grills through the year, according to the “HPBA 2011 State of the Barbecue Industry Report,” making it a bona fide year-round business. If that’s not enough to get you hot on the grill, the HPBA research indicates that more than 15 million grills and smokers shipped during 2010, and one can be found in 82 percent of North American households. Where there is smoke, there is fire; and if there are so many grills out there, then there is ample opportunity to develop a healthy business in selling the accessories that elevate the grilling experience.

Allow us to share some enlightening facts regarding the grilling category to help you develop a more comprehensive assortment. First, you should know your customer, and the statistics show that the grilling station is manned quite literally by males almost 70 percent of the time. It’s no secret that men love good tools, and we are always going to be tempted by a hefty well-made barbe- cue tool. The tools of the trade are an obvious place to start, but I urge you to consider going beyond the obvious, because the selling opportunity doesn’t stop there. For example, did you know that 83 percent of consumers who grill slather on their favorite barbecue sauce for basting during cooking and over half normally use marinades? Don’t forget to add in some barbecue rubs to the mix as well because 44 percent of grillers also reported applying the spices before cooking. You probably have guessed by now that our group is rather bullish on specialty foods, but trust me, that is an easy add-on sale that you just can’t ignore!

Keep in mind that the top grilling holi- days are not that far off. The Fourth of July is at the top of the list, followed by Memorial Day, Labor Day and, of course, Father’s Day. I hope you find this issue a timely introduction to a category that has the ability to really light up your sales if you buy smart and choose an appealing mix of product.

For many consumers, the winter sea- son always seems to bring cravings for comfort food. What could be better than a warm hearty meal on a cool day? A warm hearty one-dish meal made from a prepackaged flavorful