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LIQUID ASSETS Having popular beverages on your menu can help grow your bottom line

Volume 24 Issue 4 July/August 2018

10 LIQUID ASSETS

Having popular beverages on your menu can help grow your bottom line

15 A PRIMER ON FRANCHISING A veteran franchise lawyer provides insight into the franchisor-franchisee relationship and tackles frequently asked questions

18 FOCACCIA BARESE 9

Toronto-based chef Massimo Bruno shares his recipe for a popular street food that has its roots in Bari, Italy

ON THE COVER: Drinks both alcoholic and non-alcoholic provide a great way to delight customers and to increase your average sale. Find out the latest beverage trends on page 10.

DEPARTMENTS 6

editor’s desk

pizza bites

the pizza chef

recipe

making dough

guest column

Cover illustration by Grace Abbey

ONLINE PASSION FOR PIZZA PRODUCES POPULAR INSTAGRAM ACCOUNT ‘PIZZATOGRAPHY’ Justin Tanada of Hamilton, Ont., loves pizza so much that he started an Instagram account dedicated to it. Known as Pizzatography, the profile features photos and videos of pizza from all over the world. Since its inception in November 2017, the account has racked up 27,800 followers. Zandile Chiwanza tells us more at canadianpizzamag.com. Photo courtesy Justin Tanada

CANADIAN PIZZA EXTRAS | Group combats restaurant sexual harassment in Ottawa; Original Pizza Pop recipe preserved by

great-nephew in Winnipeg; McDonald’s holds West Hiring Day… plus, the latest news and new products. canadianpizzamag.com

JULY/AUGUST 2018 pizza 3

from the editor’s desk

Good help t’s hard to get good help. We sometimes say it in a joking way to tease someone who has made a mistake.But in the restaurant industry, it’s painfully true. Restaurants are the fourth largest employer of Canadians, according to the most recent Labour Force Survey from Statistics Canada. And because, as you all know, foodservice work is very labour-intensive, restaurants are at a definite disadvantage compared to other industries. For example, grocery stores – now seen as keen competitors of restaurants – require 4.4 employees to generate $1 million in sales, according to Restaurants Canada’s Foodservice Facts 2018. In contrast, restaurants require 16.6 employees! A recent survey by the association showed half of respondents had an “extremely difficult” or “very difficult” time filling back-ofhouse jobs; 31 per cent had trouble finding managers and 12 per cent had trouble filling front-of-house jobs. It’s hard to understand why industries like manufacturing and food service so desperate for good workers aren’t connecting with the many workers in need of jobs. Many experts have grappled with this question, and it seems to boil down to a shortage of skills. Challenging as the situation is out there, we are hearing about some creative solutions. While restaurants are trying everything from cutting wages to paying more to attract workers, to reducing hours, to targeting older workers – some are getting creative in other ways. Nowhere is creativity more needed than in British Columbia, where restaurant workers are in high demand. Jackalope’s Neighbourhood Dive in Vancouver has offered to help pay for its cooks to attend culinary school and has created “averaging agreements” that allow staff to work four days of 10-hour shifts instead of five days of eight-hour shifts, CBC News reported in January as a minimum wage

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July/August 2018, Vol. 24, No. 4 Editor Colleen Cross ccross@annexbusinessmedia.com 519-428-3471 ext. 261

increase loomed and as Ontario businesses sought strategies to deal with their own minimum wage increase. I am beginning to think putting a high priority on training will be a key to keeping restaurant kitchens staffed. Jackalope took a stand to help educate and support staff. Other simpler strategies may include giving workers a trial run before hiring them or co-ordinating with high schools and colleges to hire through apprenticeships or co-op positions. Intangible skills, or soft skills, matter too. In our June issue, college marketing graduate Kayleigh Scott wrote that her experience working at a pizzeria during her high school years strengthened her communication skills and continues to serve her well along her school and career path. Whatever skills you teach your staff – food preparation, cooking, food safety, equipment operation, communication, customer service, serving or leadership – it’s important to be able to name, describe and show the value of those skills. If you demonstrate that you value and respect those skills, chances are they will too. It’s a tough labour market for businesses and workers, so empathy goes a long way. Roughly six per cent of Canadian minimum wage workers aged 15 to 64 juggle multiple jobs, according to Statistics Canada. Employer flexibility is no longer a perk but a necessity. Join us at the Canadian Pizza Summit in October to talk with other operators about such issues, get menu ideas and more! (See pg. 26-27). Meanwhile, we hope this season is a hot one for sales! •

Publisher Christine Livingstone clivingstone@annexbusinessmedia.com 519-429-5173 888-599-2228 ext. 239 Account Coordinator Shannon Drumm sdrumm@annexbusinessmedia.com 888-599-2228, ext. 219 Media Designer Curtis Martin Circulation Manager Anita Madden amadden@annexbusinessmedia.com 416-442-5600 ext 3596 Group Publisher Martin McAnulty mmcanulty@annexbusinessmedia.com President & CEO Mike Fredericks Mailing Address P.O. Box 530, 105 Donly Dr. S., Simcoe, ON N3Y 4N5 PUBLICATION MAIL AGREEMENT #40065710 Printed in Canada ISSN 1203-6838 Published seven times per year (Jan/Feb, Apr/May, Jun, Jul/Aug, Sept/Oct, Nov, Dec) by Annex Business Media Circulation email: lmalicdem@annexbizmedia.com Tel: 416-510-5187 • Fax: 416-510-6875 or 416442-2191 Mail: 111 Gordon Baker Rd., Suite 400, Toronto ON M2H 3R1 Subscription Rates Canada – 1 Year $ 26.00 (+ applicable tax) Best pricing (Can/USA/foreign) available online at www.canadianpizzamag.com Occasionally, Canadian Pizza Magazine will mail information on behalf of industry-related groups whose products and services we believe may be of interest to you. If you prefer not to receive this information, please contact our circulation department in any of the four ways listed above.

Annex Privacy Officer privacy@annexbusinessmedia.com • Tel: 800-6682374 No part of the editorial content of this publication may be reprinted without the publisher’s written permission. ©2018 Annex Publishing and Printing Inc. All rights reserved. Opinions expressed in this magazine are not necessarily those of the editor or the publisher. No liability is assumed for errors or omissions. All advertising is subject to the publisher’s approval. Such approval does not imply any endorsement of the products or services advertised. Publisher reserves the right to refuse advertising that does not meet the standards of the publication. www.canadianpizzamag.com

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pizzabites BRIEFLY | Group combats restaurant sexual harassment; McDonald’s holds West Hiring Day; Original Pizza Pop recipe preserved by great-nephew in Winnipeg; | FOR MORE pizza news, check out our website, canadianpizzamag.com

Canadian chefs name top food trends

Take our Weekly Operator Poll

he annual Chefs Survey’s top 10 trends and top 10 upand-coming trends were identified at a recent Restaurants Canada industry event. The top hot trends were craft beer/microbrews, food smoking and pickling. House-made condiments/sauces, sustainable seafood, gluten-free and food allergy conscious, fermenting, dark leafy greens (for example, kale and Swiss chard), sous vide and locally sourced foods rounded out the top 10. The top up-and-coming trends were identified as algae, filipino cuisine and artisan/house-made ice cream. Rounding out the up-and-comers were imperfect/ugly produce, ancient grains, drinkable desserts, ethnic cheeses (for example, queso fresco and paneer), new cuts of meat (for example, shoulder tender and oyster steak), gourmet lemonade and specialty iced tea (for example, Thai-style and southern/sweet).

anadian Pizza invites you to take our Weekly Operator Poll online at canadianpizzamag.com. Have your say and find out what the rest of the pizza industry thinks on a range of topics – from hiring practices to bestselling toppings. Our Weekly Operator Poll is updated weekly, so check back regularly. Results from past polls can be viewed from the pulldown menu. Let us know what questions YOU would like to ask and we’ll do our best to get you some answers. You’ll find the poll on the homepage of canadianpizzamag.com.

FDF Brandz buys Famoso Neapolitan Pizzeria chain C

anadian company FDF Brandz will purchase 12-year-old Famoso Neapolitan Pizzeria chain for an undisclosed amount. The move was announced by Canadian restaurateur and franchise developer Frank Di Benedetto, owner and chief executive officer of FDF Restaurant Brandz. With this acquisition, the company owns about 175 franchise restaurant locations, including Ricky’s Group of Family-style restaurants and Fatburger locations. The acquisition adds more than two dozen Famoso locations in Alberta, British Columbia, Ontario and Saskatchewan to the parent company’s holdings. None of the current Famoso locations will close, the company said in a news release. A smaller 1,250-square-foot, 24-seat quick-service take-out version to be called Famoso Pronto will join the current Famoso 2500 model, which features 2,500 square feet of dining and bar space. Famoso is an eat-in/take-out and delivery format pizzeria and bar. New franchisees will be recruited for expansion in Western and Eastern Canada. FDF Brandz will retain Famoso’s current operations and marketing team, including one of the principals, for at least six months to ease the transition and to assist with franchise development of the revised model format. FDF Brandz said it plans to double the number of Famoso locations in Canada and to grow the brand internationally. FDF Brandz is targeting system-wide sales in Canada of approximately $225 million by end of 2019. It projects 200 chain franchise restaurants by the end of 2020. Over the next five years, FDF Brandz said it plans to double the number of Famoso locations in Canada and to grow the brand internationally. Famoso Neapolitan Pizzeria was founded by Justin Lussier, Jason Allard and Christian Bullock in 2007.

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the pizza chef

The dreaded request Diana Cline

f you’re an independent operator, chances are you have some specialty combinations on your menu. Most pizzeria menus have standard combinations. You know, the favourites like vegetarian and a barbecue chicken combination. But then, you probably have specialty pizzas too. Maybe some that have won awards or received high accolades from your customers. Like you, I enjoy knowing that my pizza creations are well received by my target market. I pull reports to see which of my specialty pizzas are popular and which are not. Sooner or later you’ll have a request to tailor your pizza. Someone wants one of your specialty pizzas, but they are asking to substitute one ingredient for another. Maybe they’re going for an overhaul, in which case it’s more than one substitution – it’s a complete makeover of your specialty pizza. How do you and your staff deal with that request? I posed that question to judges and competitors at the Canadian Pizza Show last October. At first, everyone said “Absolutely not!” There are no changes allowed to their specialty pizzas. I understand. When the artisan pizza chef in me starts creating, it’s with an eye for colour and a balance of flavours and textures. If you change one thing, you may upset the whole creation. Then I asked the same question, in a different way. Suppose a customer is allergic to onions, and there are caramelized onions on a specialty pizza: would you allow someone to remove that ingredient from their pizza? The answers changed from a definite “No” to a soft

“Yes, of course.” pizza and very popular too. Then I asked if they Well, wouldn’t you would allow the customknow it, these nice laer to add any ingredient dies wanted to add that they desired to one of pineapple to this spetheir pizza creations. Let’s cialty pizza. It was such say the customer wantan unusual request, I ed to add pineapple to a asked if they were sure pizza creation that you’re about that. They were. At pretty sure doesn’t pair this point I had a decision to make: well with pineapple. What would I allow the customers to tailor would you do? The looks on their my specialty pizza or would I refuse the faces were priceless! We went into the request? debate about whether pineapple beYou know what we did? We made it longs on pizza or not. the way my customers reWhile each judge had quested. One thing I love their own opinion, they about pizza is that it can Would I allow also brought their operchange to whatever you ator experience into the want it to be for a meal, the customers debate, saying that it’s not in the moment. Those to tailor my about what they think ladies wanted pineapple is right or wrong on a on their Trailer Park Boysspecialty pizza pizza – it’s about what inspired pizza, and, altheir customers want. or would I refuse though it’s not the way And they each offer pinemost of my regulars enthe request? apple on their menus joy that pizza, I do know because it’s what their that those ladies enjoyed customers want. Good their customized pizza advice. Personally I believe that pineap- that afternoon. ple doesn’t belong on every pizza but it And that is the highest aim that my does pair nicely on many. team and I can hope to reach. • One Friday afternoon, two ladies came in for lunch and ordered a Diana Cline is a two-time Canadian Pizza magazine Chef of the Year, three-time winner of “Canada’s Best “Ricky’s Revenge,” which is one of my Pizza Chef” at international pizza competitions, a pizza creations inspired by The Trailer judge for international pizza culinary competitions Park Boys television show. It has mar- in Las Vegas, Italy and France, and a partner with Diana’s Cucina & Lounge in Winnipeg. In addition to inara sauce, dry-cured pepperoni, creating award-winning recipes, Diana is a consultant chicken fingers, jalapeno peppers, and to other pizzeria owner/operators in menu developis loaded with medium sharp cheddar ment, creating systems to run a pizzeria on autopilot, along with marketing and positioning to help operaand mozzarella cheeses. Then we sprin- tors grow their business effectively and strategically. kle “special herbs” on top. And it’s on a She is available for consulting on a limited basis. For beer crust. If you’ve seen the show, then more information contact her at diana@dianascucinaandlounge.com you know. It’s actually a really tasty

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feature

Liquid assets Having popular beverages on your menu can help grow your bottom line BY MICHELLE BRISEBOIS

or decades Coke was ranked the number 1 brand as reported by Interbrand’s Best Global Brands survey. Coke seemed unstoppable, and at its peak in 2014 it was valued at $81.6 billion dollars. In 2015, the company started to realize that society was starting to change its collective mind about its favourite beverages when the brand value decreased to $78 billion. That’s a pretty huge drop for one year and the slide has continued. Coke’s 2017 brand value was reported by Interbrand to be $69.7 billion and the decline appears to be well entrenched. The foodservice industry needs to pay attention to beverage trends because beverages are one of the easiest ways to increase the average cheque – profitably. Business Insider reports that soft drinks’ markup is 1150 per cent on average. That’s pretty sweet, and sadly, so is the beverage. Therein lies the problem. When society decided to fight childhood obesity, the messaging shifted in favour of healthier food and beverage choices. This trend is about losing the padding around our middles and, unfortunately, it’s having the same impact on the restaurant industry’s profit padding. The traditional junk food/ beverage formula includes lots of good-tasting but low-cost ingredients like sugars and water. Fruit juices aren’t as profitable

or as shelf stable. Beverages still offer a great way to delight customers and to increase your average sale. But as other beverages increasingly muscle out the traditional soft drinks, having popular choices on your menu will ensure you’re well positioned to succeed. SPARKLING WATER SALES UP When you take the flavoured syrups and sugar out of pop, you get carbonated water. For many customers, sparkling water offers the bubbly mouthfeel of a pop without the bad ingredients. According to Business Marketing, in 2016, around 574 million gallons of sparkling water ($6.1 billion) were sold. That’s up from 263 million gallons and $2.6 billion in 2011. Popular flavours include grapefruit, lemon, strawberry and cucumber. Functional waters that have ingredients such as mint, ginger and probiotics – considered to have health benefits – are predicted to grow by 31 per cent in total sales by 2020 according to data from research firm Euromonitor. Restaurants can literally “tap” into this trend very effectively by installing a carbonation system to take tap water and make it sparkling. If a customer orders a glass of still water, there’s no charge. However, you can charge

Do you own a cappuccino machine or can you froth milk for a latte? If not – you’re leaving money on the table.

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www.wowoven.com

Contact your local repesentative to arrange a demonstration MARITIME PROVINCES Flanagan Agencies, Inc. Moncton, New Brunswick 506.387.8757 Fax: 506.387.8750 sales@fai.ca

QUEBEC Distex M&M, Inc. St. Laurent (Quebec) 514.382.3620 Fax: 514.382.7837 info@distex.ca

ONTARIO Distex M&M, Inc. 905.565.5992 or 1-800.645-7324 Fax: 905.565.5992 info@distex.ca

MANITOBA and SASKATCHEWAN Simpson Wilson Ltd. Winnipeg, Manitoba 204.632.6941 or 1-800.342.3626 Fax: 204.633.9254 cam@simpsonwilson.com

ALBERTA Bert Johnson Ent., Ltd. (BJE) Calgary, Alberta 403.870.4763 Fax: 403.287.7788 Calgary: dave@bje.cc Alberta: erin@bje.cc

BRITISH COLUMBIA Distex M&M, Inc. Port Moody, BC 778.989.3620 cvandenhoven@distex.ca

feature $3.50 for a carafe of sparkling water made right in your restaurant. The equipment cost will be recovered quickly and the rest is pure profit. PREMIUMIZATION OF COFFEE Canadians LOVE their coffee . . . even more than they love water. According to the Coffee Association of Canada, 71 per cent of Canadians aged 18 to 79 answered yes to the question “Did you have coffee yesterday?” Only 67 per cent said yes to having had water the day before. The good news for restaurants is that the percentage of coffee consumed away from home is increasing. The association also reports that 76 per cent of coffee was consumed at home in 2017 down from 79 per cent in 2015 and 2016. The percentage of coffee consumed away from home was pegged at 38 per cent in 2015 and 39 per cent in 2016, but it jumped a whopping five per cent more in 2017 to land at 44 per cent. Much of this growth is being driven by the premiumization of coffee. If a person wants a beautifully made latte then going to an eatery to buy one is often the only course of action without buying the proper equipment for their home. Do you have a variety of artisan coffees on your menu? Do you own a cappuccino machine or can you froth milk for a latte? If not – you’re leaving money on the table. As with the sparkling water equipment, investing in specialty coffee machinery has a fast payback and huge financial upside. Chilled coffees – a category that now includes iced coffee beverages and cold brew coffee – is now being tracked as well. The Coffee Association of Canada’s 2017 infographic indicates that eight per cent of Canadians said they had consumed one of these beverages the day before. This is a category that should continue to grow so asking your customers on Facebook if they’d like to see it added to your menu might be a great way to run a virtual focus group and build awareness before introducing it. TEA CONSUMPTION INFLUENCED BY IMMIGRATION Tea is another key area of your menu to develop. According to Euromonitor, sales

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of tea reached $1.3 billion in Canada in 2015. This represents a 23 per cent increase over 2014 sales. Immigration from tea-drinking cultures such as Asia has had an influence on Canadian consumption. Euromonitor has identified tea as a key area of opportunity, predicting that by 2020 there will be $20 billion (US dollars) in growth. They refer to tea as being “the most dynamic category in global beverages.” The opportunity is in premium teas and herbal teas for those who are more health-focused. This category is also fertile ground for defending menu margins as premium teas can command a large markup. Put a little theatre around the presentation with fine china and tea steeping and the tableside experience will allow for a premium price.

Few restaurants have sparkling wine by the glass on the menu. Often, they rationalize that an opened bottle not consumed right away will go to waste because the bubbles are lost. However, with proper closures, storing and marketing tactics, featuring a sparkling wine or Prosecco by the glass is a smart move. Pair it with oysters for a glamorous appetizer.

CRAFT BEER GROWS STEADILY Craft beer is another category growing by double digits. According to LCBO financial results for fiscal 2016-17, sales of craft beer grew 27.6 per cent over the previous fiscal year. That growth is expected to continue as innovations in flavour infusions continue to differentiate the products. Spirits, which are consumed by 32 per cent of Canadians as reported Beverages still by Statista, are another offer a great opportunity for a higher cheque average. way to delight

SPARKLING WINE BUBBLES UP The last of the millennials are now of legal age to consume alcohol, so if you are a licensed establishment customers and having a good selection of THE FUTURE: wines, beers and spirits is to increase your CANNABIS-INFUSED smart. Wine Access released BEVERAGES a study in January 2018 This segment is a wild card average sale reporting that generation X as the recreational cannabis consumers spend the most sector isn’t poised to roll out on wine yearly ($5,717 for a while. Many beverage US) while baby boomers spend $4,900 companies are working on cannabisannually. Surprisingly, millennials are infused beverages and it’s fairly evident already spending $4,163 US per year on that the flavours and product profiles will wine, a figure that will, no doubt, increase be innovative. If you take the next year or as their spending power does. two to develop a strong beer, wine and Millennials are driving much of the spirits menu, you’ll be better positioned growth around sparkling wine. Brock to introduce cannabis-infused beverages University’s Cool Climate Oenology and when it’s time. Viticulture Institute is known around Take a close look at your beverage the world for its wine research. Tek menu and keep tweaking it to pair with Thongpapanl, professor of marketing your food. Ensure that your team knows and product innovation at the school, how beverages work to complement the has conducted research that confirms food and train everyone to keep a focus on millennials buy sparkling wine because recommending those pairings. of the associated experience and lifestyle With these strategies in place; the glass attributes. will definitely be half full. • “When millennials are eager to impress in a social situation, price is less Michelle Brisebois is a marketing consultant specializing in e-commerce and digital content strategy and retail/ of a concern and the minute they’re with in-store activation. Michelle has worked in the food, others they want to impress, they will pharmaceutical, financial services and wine industries. She can be reached at michelle@textrixconsulting.com spend more,” Thongpapanl said.

recipe

The Renaissance By Wayne deGroot, Zen’Za Pizzeria

This pizza was known as Chef’s Choice until chef Wayne deGroot and wife and business partner Jocelyn Morwood-deGroot learned the owner of the highrise where they live and work in London, Ont., loves the pizza. The couple pay homage to the building name “The Renaissance” with this mix of a meat lover’s and a loaded vegan pizza. “Lots of whole food. Lots of proper nutrition that sits on a crispy, thin crust,” deGroot says. DOUGH • Whole-wheat flour • All-purpose flour • Dry yeast • Salt • Water SAUCE • Organic tomatoes • Garlic • Sweet onion • Seasoning

TOPPINGS • Garlic-oiled organic spinach • Organic sweet potato • Organic grape tomatoes • Organic sausage • Organic bacon • Bocconcini mozzarella • Parmesan cheese METHOD We start with local flour, mixing the company’s whole-wheat and all-purpose flour with dry yeast, salt and water. Then we ball up the dough and let them sit for a half day. We make our own sauce using organic tomatoes, garlic, sweet onion and seasoning. We use the double-bake method and top it up with garlic oiled organic spinach and sweet potato, organic grape tomatoes, organic sausage, organic bacon, bocconcini mozzarella and Parmesan. We finish by sprinkling on a little bite of housemade cayenne pepper sauce. Wayne deGroot and wife Jocelyn Morwood-deGroot own Zen’Za Pizzeria, in London, Ont.

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making dough with Diane

How to market your pizzeria online Diane Chiasson

s an independent pizzeria, you face tough competition from local businesses and pizza chains. Getting your business noticed is more important than ever. According to Google, more than 90 per cent of consumers use the web to search for local businesses. My column in June explained the reasons your pizzeria should have a website. Having a strong online presence also is a crucial component of your overall marketing strategy. If you don’t have a welldesigned online pizza marketing strategy, it’s now time to develop one. Traditional print marketing continues to be a great way for pizzeria shops to promote their business. However, if you are not also working with some other online marketing strategies, you are missing some great opportunities to find your customers, promote your specials and menu items and create a great customer experience. Here are ideas on how to promote your new website and what to include in your marketing plan to help you increase pizza sales and revenue growth.

IMPROVE YOUR ONLINE PRESENCE A website will give your pizzeria great online visibility, which in turn will help customers find you easily. Your new website will be an effective marketing tool and will help generate awareness, provide exposure and extend your pizzeria brand name. In addition to joining your local chamber of commerce and other pizza-related business organizations, you should get yourself listed in directory services. You should claim your listings in local directories such as Yelp, Foursquare, TripAdvisor, or your town’s local business directory, as well as other pizza review sites. These sites give users reviews and recommendations

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of top pizzeria, restaurants, tourist destinations, shops and more. Google will see that you have authority and a strong local presence and will rank your website higher in local listings because of these listings. Make sure you are listing the same information across all platforms: you don’t want discrepancies to lower your ranking. Having listings on these platforms will help establish your brand and make your pizzeria more visible. FIND KEYWORDS YOUR CUSTOMERS ARE SEARCHING Four in five consumers use search engines to find local pizzeria shops and restaurants. If you have read or heard anything about SEO (Search Engine Optimization), you surely know that keywords are a part of optimizing your content for search engines. You need to invest some time in SEO to help your pizzeria show up when customers type keywords into Google when looking for a pizzeria or for the types of pizza and services your restaurant offers. Basically, search terms are what your potential and regular customers type into search engines to find what they want to buy. You want your potential customers to find your pizzeria shop – not your competition’s shop. You have to imagine what your customers are searching for. This means optimizing your website for search engines like Google, so when someone searches for one or more of your keywords, you are more likely to show up on the pages with these search results. If you own a pizza restaurant, make sure you categorize your business as a restaurant that sells pizza. The goal is to rank the highest on search engine page results when people use search terms that are relevant to your pizzeria’s concept, type of pizzas and location. To

get started, research relevant keywords and phrases for your pizzeria, and use them in your web and social media text. Find the most basic search terms possible such as “ pizzeria,” “pizza,” “gourmet pizza,” “best pizza,” “stuffed pizza,” “thin crust pizza,” “deep dish pizza,” “gluten-free pizza,” “vegan pizza” and “vegetarian pizza.” For example, if you own a shop in Guelph, relevant keywords might be “Guelph pizzeria,” “pizza in Guelph,” “pizza shop near Guelph, ON,” “local pizza restaurant,” “pizza delivery N1G 2W1” and “Guelph’s pizza.” USE SOCIAL MEDIA PLATFORMS It’s very simple: if you are not using social media, you are losing business. Social media will help keep your fans coming back again and again. Customers will often visit a pizzeria’s social media profiles to see photos, read reviews and research the good and bad of a business. Think of these platforms as gateways to your website. A strong social presence is a great way for your pizzeria to connect with customers and get instant feedback. Using social media will help you build a loyal following for your business, find new customers and engage with your current ones. There are multiple user-friendly ways of increasing promotion on social media platforms and I recommend maintaining a presence on one or two of these following platforms: Facebook, Twitter, Instagram, Pinterest. • Diane Chiasson, FCSI, president of Chiasson Consultants Inc., has been helping food service, hospitality and retail operators increase sales for over 30 years by providing innovative and revenue-increasing food service and retail merchandising programs, interior design, branding, menu engineering, marketing and promotional campaigns. Contact her at 416-926-1338, toll-free at 1-888-926-6655 or chiasson@chiassonconsultants.com, or visit www.chiassonconsultants.com

franchising

Primer on franchising A franchise lawyer provides insight into the franchisorfranchisee relationship and tackles frequently asked questions BY COLLEEN CROSS

re you thinking of buying a pizzeria franchise? Not sure what to expect? To learn more about the relationship between franchisor and franchisee and what to expect as a new franchisee, we talked with franchise lawyer David Kornhauser of Macdonald Sager Manis LLP in Toronto, who has worked with franchisors, franchisees and franchisee associations across a variety of industries, including the food industry. Canadian Pizza: What is the first consideration in deciding to become a franchisee? David Kornhauser: First and foremost, franchisees have to ask themselves, ‘What is the franchisor doing for me that I can’t do for myself?’ There are a myriad of decisions that have to be made by someone who is going to operate a business. The idea of buying a franchise is that you’re already buying an established method of operating a business that has been successful and has been replicated. The idea is that if you follow the system, and because the franchisor has the breadth and depth of experience in choosing the right locations, negotiating leases and all of the other decisions that

go into operating a business, you’re going to have a better chance of being successful than you would have on your own. CP: Why does somebody decide to franchise their business? DK: A franchisor is somebody who has developed a business method and a system of operating their business. He or she wants to expand their business, achieve some market penetration. There are various ways you can do that. You can do it through the Starbucks model of opening corporate locations, which involves hiring your own employees and taking on the leases as well as the other costs and risks of owning and operating your own business. Or you can do it through the Second Cup model of having independent third parties operate their own businesses under the franchisor’s banner and following its systems. That’s really what the relationship is all about – it’s all about the rights between the franchisor and the franchisee: these rights are governed by the agreements that the parties execute. The franchisor grants the franchisee a right to operate a business and use its trademarks and requires it to follow its system and methodology.

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franchising CP: How would you describe the franchisee-franchisor relationship? DK: The relationship is about having third parties operate their own businesses under the franchisor’s banner and following its systems. These rights are governed by the agreements the parties execute. The franchisor grants the franchisee a right to operate a business and use its trademarks and requires it to follow its system. The unique thing about a franchise relationship is that in some ways it’s independent, but in others it’s interdependent. The parties are like any other independent parties to a business relationship. Yet, you have the franchisee, who is out in the marketplace representing the franchisor’s brand. A franchisee may be thought of as an extension of, or an ambassador for, the brand. CP: How long does a typical franchisor-franchisee relationship last? DK: Generally speaking, the initial terms range from five to 10 years and there are often renewal terms that can last from five to 10 years. What I see most often, especially in the food business, are 10-year terms with either one or two five-year rights to renew. CP: What are the key differences between becoming a franchisee and operating an independent restaurant? DK: First of all, in a franchise system the way you’re going to operate your business is already decided, whereas when you’re operating your own business you have to make all of the decisions yourself. For example, if you’re going to open a doughnut store, you have to decide many things: Where am I going to locate it? Am I going to have a drivethrough? Am I going sell just doughnuts or am I going to sell soups, salads and sandwiches? Am I going to make everything on site and have my own baker or am I going to buy my doughnuts from a bakery? What are my hours of operation going to be? How big is my seating area going to be? There are numerous decisions that have to be made, and in a franchise system, all, or most of, those decisions are made for you. Secondly, in a franchise, you have to follow the system. That means, if they say you have to change the coffee every 20 minutes – that’s their system, and you have to change the coffee every 20 minutes. In your own store, you get to decide how often you change the coffee – if at all. You can make

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your own decisions regarding what, when, how, why and where, but you also then incur the risk of those decisions. With a franchise system, although you also incur the risk of those decisions, the idea is that you have a better chance of being successful. CP: What is the most common misperception you see among entrepreneurs setting out to become franchisees? DK: Some people think buying a franchise is a guarantee of success. In fact, it gives you a better chance of being successful but it’s not a guarantee. CP: What kind of temperament is ideal for a franchisee? DK: The best franchisees are those that have an entrepreneurial spirit but are willing to follow a system. From the franchisor’s perspective, they’ve developed this franchise and believe that the business can be replicated and that the franchisee will make money provided they follow the system. Sometimes a prospective or existing franchisee thinks they know better than everyone else. I always advise my franchisor clients that if they think the prospective franchisee is that type, then the franchisor should not grant the person a franchise. These types are better suited to operating their own businesses. A franchisor wants someone who, while being entrepreneurial, is willing to follow their system. CP: Can you give us a brief overview of franchise legislation in Canada? DK: The law in franchising is essentially comprised of two parts: a) contract law; and franchise-specific legislation in various provinces across Canada – B.C., Alberta, Manitoba, Ontario, New Brunswick, P.E.I. (Franchise Legislation). Franchise contract law is essentially equivalent in all the provinces of Canada except Quebec. My comments do not apply to franchising in Quebec. Although the forms of agreements are very much the same, there is some language you have to add to comply with the Civil Code of Quebec and language laws. There are six provinces that have franchise legislation. In provinces with Franchise Legislation, a franchisor has to provide a prospective franchisee with a disclosure document at least 14 days before any agreement relating to the franchise is signed or any monies are paid to the franchisor. There are certain exceptions

which permit confidentiality agreements or refundable deposit agreements to be signed prior to the franchisor providing a disclosure document. In those provinces without franchise legislation there is no requirement to provide a disclosure document but sometimes franchisors will do it for information purposes only.

Generally speaking, franchise legislation affords a franchisee the following rights and remedies relating to disclosure. a) A right to rescind (cancel): There are two instances in which a franchisee can exercise a right to rescind. In the first instance, a franchisee may rescind the franchise agreement no later than 60 days after receiving the disclosure document if the franchisor fails to provide the disclosure document or statement of material change within the time requirements of franchise legislation or if the contents do not meet the requirements of franchise legislation. Generally, the courts have held that the 60-day rescission window applies in circumstances where a prospective franchisee paid consideration (money) before receiving the disclosure document or were there was a minor technical breach. In the second instance, a franchisee is entitled to rescind the franchise agreement no later than two years after signing the franchise agreement, if the franchisor never provided a disclosure document. In addition to circumstances where a franchisor never provided a disclosure document at all, the courts have held that the two-year rescission window applies in circumstances where the disclosure document was so deficient that it was as if the franchisor did not provide it at all such that the franchisee was not able to make a fully informed decision; and b) a right to sue for misrepresentation or failing to comply with a franchisor’s obligations pursuant to franchise legislation. CP: As a franchisee, when I pay into a franchise’s marketing fund, what can I expect to receive? DK: A marketing fund is generally used by the franchisor to grow the brand and it doesn’t necessarily mean you’re going to get a direct benefit. Tim Hortons is probably a great example, forgetting recent events. The

franchising brand became valuable as a result of years of sponsorship, branding and marketing. That included sponsoring hockey tournaments, running its Roll Up the Rim campaign, through the use of various advertising media including creating television commercials. A franchisee could not necessarily point to a television commercial that was aired on March 1, 1974, or March 1, 1984, and prove that it was of benefit to him or her. But certainly the cumulative impact of all of the money spent on that branding was of benefit. Generally speaking, I don’t think anybody can dispute that the money Tim Hortons has spent over the years has created enormous brand recognition and that it was money well spent. It doesn’t mean that every single dollar benefited a particular franchisee but it does benefit the overall system. Generally, franchisors are required to provide financial statements at the end of each year that provide details to the franchisee as to how much money it collected and what it spent that money on. That’s something a franchisee can negotiate for in a franchise agreement and any responsible franchisor should be willing to provide that kind and quality of information. CP: Do I receive all the savings from bulk purchases made by the franchisor? DK: A franchisor is able to decide if it wants to keep the benefit of rebates or volume discounts or share those benefits or rebates with franchisees – some franchisors do, some franchisors don’t. I think franchisors are entitled to keep the rebate, but what I would say is – and this relates to fair dealing and commercial reasonableness – a franchisee should not have to pay more than what it could buy the product or supply for in the open marketplace in order for the franchisor to get the benefit of the rebate or volume discount. Let’s talk about cheese. If a franchisee could buy cheese in the marketplace – for example, a five-pound bag of grated mozzarella cheese for $30 – then if the franchisor is charging $30, and making a dollar a bag, good for the franchisor; if the franchisor is charging $29 and still making a dollar a bag, even better: the franchisee benefits from being in the system because it’s a dollar cheaper. But if the franchisor is charging the franchisee $31, in my view, what they’re doing is making money off supplies. It’s a business issue and not a legal issue, but I think that franchise systems where a franchisor is making money off the success of the franchisees’ sales rather than off supplies is a better business model, subject to that qualification. CP: Can I transfer my franchise to another party? DK: Yes. As a generalization, every franchise agreement has transfer provisions that allow the franchisee to sell the business as a going concern and get as much money as they can for it, subject to the franchisor’s right to approve the transferee, and in some cases, the price being reasonable. The relationship between the franchisor and the franchisee is a personal one. . . . If you want to sell that franchise to someone else, the franchisor has a right to say, ‘I want to make sure that the person you sell your franchised business to, and that will be representing my brand, is someone who can properly operate my business and appears to be of good character, etc.’ CP: I am looking to take on a franchise. What final advice would you give me? DK: Two pieces of advice. First, do your homework. Make sure you really understand what you’re buying. Speak to other franchisees, professional advisors, accountants and bankers. Make sure

you have a good idea of what you can expect from the operation of the business. Secondly, you need to speak to a franchise lawyer because the franchise relationship is unique. It requires someone to understand the nature of the relationship and to have an understanding of what franchise law is all about. It’s not just what is written in the statute. It has been shaped by the case law that has evolved over the last 17 years, which has provided guidance on a franchisor’s and a franchisee’s respective rights and obligations. Not every lawyer understands what those rights and obligations are, but someone who practices in the franchise area should understand. That’s why not only do you need to see a lawyer but you need to see a franchise lawyer. If you’re spending a quarter of a million dollars buying and establishing a restaurant that you’re going to work at 60 hours a week and that’s going to be your source of income, you should spend one or two per cent having the disclosure document and agreement properly reviewed and making sure you understand what your rights and obligations are. To me it’s just common sense. • David N. Kornhauser represents franchisors, franchise associations and franchisees in the areas of franchising, licensing and distribution. David is recognized as a leading lawyer in Canada in the area of franchise law by the Lexpert Directory and is co-author of “Franchisee Associations in Canada” (Carswell, 2011). He has been a speaker at numerous franchising conferences and authored or co-authored numerous papers. David is the recipient of the 2015 Marcus Cohen Award, an award granted by the Ontario Bar Association’s Franchise Law Section for scholarly contributions to the area of franchise law. He may be contacted at 416862-6280 or dkornhauser@msmlaw.net, or through his website, franchisingforum.ca.

JULY/AUGUST 2018 pizza 17

recipe

Focaccia Barese Toronto chef Massimo Bruno shares his recipe for a popular street food that has its roots in Bari, Italy BY MASSIMO BRUNO

INGREDIENTS • 325 g bread flour • 50 g semolina • 200 ml tap water (cool, not cold) • 1/3 cup extra virgin olive oil • 1 half-pound potato, boiled • 1/2 ounce fresh yeast or 1/2 pack dry active yeast • 20 g fine sea salt, plus more for sprinkling • 1 tsp sugar • Oregano QB [quanto basta – a quantity that you feel is enough] YOU’LL NEED A 12- or 14-inch round or 9 x 12 inch rectangular pyrex pan INSTRUCTIONS 1. In a small glass, dissolve the sea salt in ¼ cup warm water. 2. Prepare your yeast according to the instructions on the package. 3. In a mixing bowl, add remaining warm water and olive oil. Slowly mix in the flour and semolina, the yeast, crushed potato, and finally the dissolved salt. 4. Keep working the dough till it becomes smooth but still a bit wet and sticky, approximately 5 minutes. 5. Coat the bottom of the pan with olive oil and pour the dough into it. Lightly oil your hands as well to prevent sticking.

18 pizza JULY/AUGUST 2018

Photo by Rick O’Brien

his is one of my favourite snacks and a staple antipasto at my kitchen studio events. It’s also a very popular street food from my home province of Bari in Italy: as kids we’d always stop for a slice at the local bakery on our way home from school. Focaccia barese can be made with or without olives – I like both but I usually make it without because not everyone likes olives. I usually make it with cherry or pachino-style tomatoes but plum tomatoes are great too, as long as they are fresh and in season. I recommend fresh yeast for this recipe. It’s not as common here in Canada as in Italy but quite often you can find it at your local bakery.

Flatten the dough towards the edges of the pan. Cover with plastic wrap and set aside for 90 minutes in a warm place. (I use the oven with the light on, but make sure the oven itself is not on if you do this!) 7. Preheat oven to 425°. 8. Uncover the pan. Break the tomatoes into small pieces by hand over the focaccia, letting the juices run onto the dough. Lightly press the pieces into the dough (rather than just placing them on top). 9. Sprinkle the focaccia with oregano and drizzle generously with olive oil. Then finish with a healthy sprinkle of sea salt. 10. Bake for 20-30 minutes depending on the strength of your oven. Keep a close eye the first time you make it to avoid burning – you want the focaccia to be golden brown on top and bottom. ADDITIONAL NOTES The dough can be made 1-2 days in advance and kept refrigerated. Keep it in a plastic bag but not fully sealed. Don’t forget to let it come to room temperature before baking! • Massimo Bruno is a Toronto-based chef and culinary tour guide originally from Bitritto in the Puglia region of Italy. This recipe appears in Pizza Cultura, a book commissioned by the Italian Chamber of Commerce of Ontario, written by Mark Cirillo and published by Mansfield Press. It is available at amazon.ca or by contacting the ICCO.

guest column

Word-of-mouth marketing magic Cory Medd

ave you ever had an experience at a restaurant that was so good you just had to tell your friends or make a social media post about it? When travelling, have you ever had a local resident passionately say to you, “You just have to check this place out, the food is amazing!”? And you probably made it your mission to get to that place during your trip. This is word-of-mouth marketing and it is essentially a free, targeted and trustworthy form of advertising that can help put your pizza place on the map. The tricky part is, you can’t buy it and you need to work really hard to build it! A customer saying positive things about your restaurant is 10 times more valuable than saying it yourself in an advertisement. Nowadays, consumers have a lot of options when it comes to spreading the word about your restaurant. Consumer review sites and social media have changed the way people make decisions. Many studies suggest that most consumers research online before making a purchase. This may include Google and review sites. Erik Shellenberger of barmarketingbasics.com is an authority on the topic of marketing, and after a five-year study, he has concluded that about 66 per cent of new customers actually walk through your door because of word of mouth. Now imagine if these new customers were to have that same amazing experience, and they spread the word as well. This snowball effect will generate a return bigger than you could ever have dreamed of from any paid traditional advertising. According to a Nielsen study, 92 per cent of consumers believe suggestions from friends and family more than any advertising. Here are some ways to help increase your chances of word-of-mouth sales:

Nowadays, consumers have a lot of options when it comes to spreading the word about your restaurant. Consumer review sites and social media have changed the way people make decisions.

Be awesome. Be great to every peryour community, including supportson who walks in the door. If you are ing teams, local charities and charity doing an exceptional job, people are events, and non-profit organizations. going to notice and they are going to 4. Feed people for free whenever you spread the word. It just takes time. can. People can always use pizza for Have a story and tell their charity event or meetit. Let people know ing, and if it’s free it’s very what makes you diflikely that it’s extra deliferent. Is it local ingre- Let people know cious! Don’t forget to make dients? Are you famwhat makes you a semi-annual trip to the ily-owned? Have you front desk of local hotels different. won any awards or with freebies. Those clerks been featured on a TV chat with a lot of people, show? Do you have a and usually these people fantastic selection of healthier options? are new to your city and need to eat. Be careful how you portray this inforAnother creative way to get people mation, and make sure you follow into your door to experience your through with your promises, as people product is to trade gift certificates with will have very high expectations. other companies for their staff parties Support local initiatives and get inor employee-of-the-month rewards. volved. They will support you back. 5. Your staff are your ambassadors. There are many great ways to help They need to believe in your goals and

JULY/AUGUST 2018 pizza 19

guest column

mission as much as you do. Train them well. Treat them well. Build a culture. Create an experience. Sometimes it doesn’t even need to be all about the food. Maybe it’s the overall experience and value that gets people talking about your restaurant. Do you have fun décor? Do you give out free peanuts that they can throw on the floor? Do you offer free board games on certain nights? Do something crazy! Think outside the box and create a buzz! You could host a large outdoor event, run a fun promotion or create an insane contest. Maybe you have a “secret menu” consisting of old menu items or wild and crazy items that are delicious! You could feed the loudest fans at the local sporting event. Perhaps your team can break a Guinness World Record. This feat may forever be remembered. Engage with your customers as much as possible. Customers love getting a response from the owners. Establish that connection, and customers are more

likely to help you grow. This may include fun interactions on social media, replying to every email or responding on review sites like TripAdvisor, Google, and Yelp. It’s important to respond to everything – the good, the bad and the ugly. An honest response to a negative review will increase the chances of that customer coming back to give your restaurant another try. 9. Include positive reviews in your social media and advertising. This may reassure a customer that your product and service is everything you may have stated previously in ads and posts. You could do it subtly in your Instagram story, or if you really want to get the word-of-mouth ball rolling, throw some rave reviews into your traditional advertising platforms. 10. Build a loyalty and referral program. This may help you spread the word fast and efficiently, and if built correctly you can even track the performance of your referrals. Maybe this isn’t as organic as

TASTE THE

TRADITION

Building a great reputation isn’t easy. It may take years. Be patient, do your job of offering a great product and give great service every time someone walks in the door or gets delivery, and it should happen organically. You can’t just advertise that you are the best pizza in town these days: you need to let the customers decide that, and they will tell their friends. Don’t push it. It’s more than just “likes” and “hashtags” – it’s finding people that truly LOVE your brand! Have fun! • Cory Medd owns Two Guys And A Pizza Place in Lethbridge, Alta., which opened in early 2002. His unique pizza creations have garnered many accolades over the years, including Canadian Pizza magazine Chef of the Year in 2008 and 2012. Two Guys Pizza was also featured on Season 4 of the Food Network’s “You Gotta Eat Here!” Cory is the proud recipient of a Business Excellence Award from the Lethbridge Chamber of Commerce and BDC in 2013 and 2014. When he isn’t working on making his business better, Cory spends time with his wife and two daughters. He is always open to chatting about pizza! Please contact him at cory@twoguyspizza.ca

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buyers guide

2018 BUYERS GUIDE

& MANUFACTURERS DIRECTORY Alphabetical listings of manufacturers, suppliers and distributors of equipment, ingredients and supplies to the Canadian pizza industry

ADM MILLING COMPANY 7585 Danbro Crescent Mississauga, ON L5N 6P9 Tel: 905-819-7000 Fax: 905-819-9768 e-mail: info.cdnmill@adm.com Website: www.adm.com Main Products: Industry leader for your flour supply and pizza mix. Custom blends available and a wide variety of bakery mixes. Give your customers your best. ADM Feeding your Food Business.

ARDENT MILLS ULC 6860 Century Ave. Mississauga, ON L5N 2W5 Tel: 905-494-2600 Fax: 905-494-2607 e-mail: elaine.odoherty@ardentmills. com Website: www.Ardentmills.ca Main Products: Ardent Mills offers the industry’s broadest range of flours, pizza mixes, blends and specialty products, available organic, customized to meet your needs and backed by unrivaled technical support & customer service. CHECK CORPORATION 1800 Stephenson Hwy. Troy, MI 48083 Tel: 248-680-2323 Fax: 248-680-2326 e-mail: rlarpenteur@checkcorp.com Website: www.hotbag.com Main Products: Electric HOTBAGS keep the contents oven-hot from the store, right to the customer’s door.

CONTINENTAL FOOD PROD. INC. 20 Anderson Blvd. Uxbridge, ON L9P 0C7 Tel: 905-640-9699 e-mail: anthony@continentalfoods. ca Website: www.continentalfoods.ca Main Products: Pizza Supplies COVERTEX PIZZA BAGS. 2021 Williams Parkway East, Unit 10 Brampton, ON L6S 5P4 Tel: 800-968-2310 e-mail: sales@covertexcorp.com Website: www.covertexcorp.com Main Products: Located in Ontario since 1978, we are your best source for Pizza delivery bags and food delivery bags. Please give us a call.

CROWN CUSTOM METAL SPINNING INC. 1880 Kipling Ave. Toronto, ON M9W 4J1 Tel: 416-243-9333 Toll-Free: 1-800-750-1924 e-mail: sales@crowncookware.ca Website: www.crowncookware.ca Main Products: Order the Best Canadian-made Pizza Pans right off our website. Choose from our extensive stock or let us manufacture them for you.

DYNAMIX GLOBAL 25 De La Nicolet Street Local#3 Victoriaville, QC G6P 7H2

Tel: 819-350-6950 e-mail: info@dynamixg.com Website: www.dynamixg.com Main Products: Established in 2015 following the growing demand of our customers, Dynamix Global. is basically a technical team offering a range of products for almost any type of production.

ESCALON PREMIER BRANDS 95 Moatfield Dr. North York, ON M3B 3L6 Tel: 1-800-705-7328 Website: www.kraftheinzfoodservice. ca/en-ca/productsandbrands/tomatoes/escalon Main Products: We bring you our best with every can of our freshpacked California tomatoes. With no additives or preservatives and a gentle process that protects the naturally delicious flavor and color, we’re as committed to great ingredients as you are.

FINICA FOOD SPECIALTIES LTD 65 Superior Blvd Mississauga, ON L5T2X9 Tel: 905-696-2770 Fax: 905-696-7240 e-mail: smyers@finica.on.ca Website: www.finica.com Main Products: Imported Cheese & Grocery Specialists. CELEBRITY Goat cheese, ZERTO fresh mozzarella & other specialty cheeses. From Italy: MENU sauces & Vegetables, PIVETTI “00” flour, FRUTTO D’ITALIA olives, Sweety Drop peppers.

FOODTOOLS CONSOLIDATED, INC. 190 Veterans Boulevard South Haven, MI 49090 Tel: 269-637-9969 Fax: 269-637-1619 e-mail: dougp@foodtools.com Website: www.foodtools.com Main Products: Portioning equipment, pizza cutters, cheese cutters. GUELPH FOOD TECHNOLOGY CENTRE 88 McGilvray Street Guelph, ON N1G 2W1 Tel: 519-821-1246 Fax: 519-836-1281 e-mail: gftc@gftc.ca Website: www.gftc.ca Main Products: Food safety & quality consulting, training programs (public courses & customized programs), product development, process development, nutrition labelling, shelf-life extension, packaging evaluation, small-scale co-packing.

LESAFFRE YEAST CORPORATION 3901 F.X. Tessier Vaudreuil-Dorion, QC J7V 5V5 Tel: 450-510-5764 Fax: 450-424-9458 e-mail: peter.jacobs@lesaffreyeastcorp.com Website: www.lesaffreyeastcorp.com Main Products: Lesaffre Yeast Corporation is a manufacturer of high quality Yeast and Dough Conditioners, which will provide: flavour, strength and the security to support your quality products.

JULY/AUGUST 2018 pizza 21

buyers guide

LLOYD PANS 3808 N. Sullivan Rd., Bldg 25-J Spokane Valley, WA 99216 Tel: 509-468-8691 Fax: 509-467-1381 e-mail: sales@lloydpans.com Website: lloydpans.com Main Products: LloydPans is an industry-leading manufacturer of commercial grade baking, pizza, and restaurant equipment made in the USA. The Company designs and manufactures commercial pizza pans and tools, bakeware and cookware.

MEALSY.CA 46 Spadina Ave, 4th floor Toronto, ON M5V2H8 Tel: 1(800)746-0946 e-mail: support@mealsy.ca Website: www.mealsy.ca Main Products: Mealsy provides Cloud-based POS system, Online Ordering, and Self Ordering Kiosks for pizza stores. Mealsy software suite handles all kind deals and topping combinations.

MIDDLEBY MARSHALL c/o Escan Supply Co., 15-6400 Millcreek Dr. Suite 617 Grimsby, ON L3M 1P2 Tel: 416-674-9732 Fax: 866-797-9125 e-mail: sales@escansc.com Website: www.middleby-marshall. com Main Products: Middleby Marshall is a recognized global leader with conveyor ovens approved and used by the top 5 pizza chains in the world.

Website: www.mimifoods.ca Main Products: Pizza Dough Balls (White, Caputo ‘00’, Whole Wheat), Pizza Crusts, Focaccia’s (variety of flavors and sizes), Panouzzo Bread/ Slider Buns, Flatbreads, Fajita/ Tortilla Balls, Custom Formulations, BRC Certified, 2012 Grocery Grand Winner.

Canada distributed by

Canada

MORETTI FORNI (EURO MILAN DISTRIBUTING) 115 Matheson Blvd. East Mississauga, ON L4Z 2Y5 Tel: 905-501-8600 Fax: 905-501-9737 Toll-Free: 1-855-544-8600 e-mail: info@morettiforni.ca Website: www.morettiforni.ca Main Products: Italian manufacturer of electric and gas pizza and bakery ovens. Various sizes and models available in stock for immediate delivery.

P & H MILLING GROUP, A DIVISION OF PARRISH & HEIMBECKER, LTD. 1060 Fountain Street North Cambridge, ON N3E 0A1 Toll-Free: 1-800-621-0588 e-mail: sales@phmilling.com Website: www.phmilling.com Main Products: Pizza Flours, Whole Wheat Flour, White Flour, Whole Grain Flour, Organic Wheat Flour, Durum Semolina. Description: Our sales force will assist in sourcing the best products to meet your needs and will provide timely market information to secure your requirements. Products are delivered on a fleet of company owned and operated trucks and tankers in addition to a wide distributor network.

MIMI FOOD PRODUCTS INC. 1260 Creditstone Rd. Vaughan, ON L4K 5T7 Tel: 905-660-0010 e-mail: info@mimifoods.ca

22 pizza JULY/AUGUST 2018

PARMALAT CANADA 405 The West Mall, 10th Floor Etobicoke, ON M9C 5J1 Tel: 416-626-1973 Website: parmalat-foodservice.ca Main Products: Parmalat’s range of premium dairy products includes milk, yogourt, cheese and butter. Our commitment to quality is backed by trusted brands Astro, Balderson, Beatrice, Black Diamond,Galbani, President, Lactantia and Racolli.

PARRHEIM FOODS (P&H MILLING GROUP) 817 48th St. East Saskatoon, SK S7K 0X5 Tel: 306-931-9911 Fax: 306-931-1655 e-mail: gohara@phmilling.com Website: www.phmilling.com Main Products: Products: Specialty products for the Pizza industry such as Pea flour concentrates (starch, protein, flour and fibre) - both conventional and organic.

REDIHEAT, INC. 4516 St. Clair Avenue, Suite 101 Cleveland, OH 44103 Tel: 1-888-556-2024 e-mail: dave@rediheat.com Website: www.rediheat.com Main Products: RediHEAT manufactures quality heated pizza delivery bags, 7 sizes available. Each bag includes our heater which ensures your pizza is delivered hot. All heaters come with a 2-year warranty.

to topping production, from cheese shredding and depositing to vacuum and modified atmosphere packaging, Reiser is the one supplier that pizza producers trust for better, smarter solutions.

RICCO FOOD DISTRIBUTOR One Ricco Place Strathroy, ON N7G 3H8 Tel: 519-245-7081 Fax: 519-245-7126 Toll-Free: 1-800-247-4226 e-mail: donjr@riccofoods.com Main Products: Pizza & restaurant food needs.

SALERNO DAIRY PRODUCTS 20 Morley Street Hamilton, ON L8H 3R7 Tel: 905-544-6281 Fax: 905-549-1196 Toll-Free: 1-800-263-6536 e-mail: hamoffice@salernodairy.com Website: salernodairy.com SHAFER-HAGGART LTD. 1100 Melville St Vancouver, BC V6E 4A6 Tel: 604-669-5512 Fax: 604-669-9554 e-mail: info@shafer-haggart.com Website: www.shafer-haggart.com Main Products: Shafer-Haggart, established in 1934, is a privately owned Canadian corporation, offering a wide selection of canned fruits and vegetables. Tomatoes, pineapple, olives, artichokes, peppers, mushrooms and more. Private label inquiries welcomed.

E q u i p m e n t a n d Te c h n o l o g y f o r t h e B a k e r y I n d u s t r y

REISER (CANADA) LTD. 1549 Yorkton Court Burlington, ON L7P 5B7 Tel: (905) 631-6611 Fax: 905-631-6607 e-mail: salesCN@reiser.com Website: www.reiser.com Main Products: From dough dividing

SPRINGER’S MEATS INC. 544 Parkdale Ave. N. Hamilton, ON L8H 5Y7 Tel: 905-547-1321 Fax: 905-547-3107 Toll-Free: 1-888-824-3012 e-mail: smi@on.aibn.com

buyers guide

STANISLAUS FOOD PRODUCTS 1202 D Street Modesto, CA 95354 Tel: 800-327-7201 Fax: 209-522-7519 Website: www.stanislaus.com Main Products: Stanislaus “Real Italian” tomato products are 100%

Packed from Fresh Tomatoes, Not From Concentrate. More Independent Pizzerias and Italian Restaurants choose Stanislaus than any other tomato company in the US/CA.

VALLEY METAL LTD. 3003 11 Street Southeast Calgary, AB T2G 3G9 Tel: (403) 243-7778

Fax: 403-243-1476 e-mail: sales@valleymetal.com Website: valleymetal.com Main Products: Valley Metal is located in Calgary and serves local, national and international restaurant clients. We supply pizza pans, proofing lids, table pedistals and custom interior metal fixtures.

PIZZA EQUIPMENT Automated Pizza Eqpt. Foodtools Inc. Moretti Forni Reiser (Canada) Ltd Bagel Equipment Reiser (Canada) Ltd Bake Sheets Crown Custom Metal Spinning Inc. Lloyd Industries Inc. Moretti Forni Ricco Food Distributor Valley Metal Products Calzone Eqpt. Reiser (Canada) Ltd Can Openers Ricco Food Distributor Carts Lloyd Industries Inc. Catering Eqpt. Covertex Corp. Crown Custom Metal Spinning Inc. Cheese Handlers Reiser (Canada) Ltd Cookware Crown Custom Metal Spinning Inc. Lloyd Industries Inc. Cutting Boards Foodtools Inc. Lloyd Industries Inc.

Dispensers Reiser (Canada) Ltd Display Cases Crown Custom Metal Spinning Inc.

Meat Nugget Forms Reiser (Canada) Ltd

Dough Eqpt. Crown Custom Metal Spinning Inc. Lloyd Industries Inc. Middleby-Marshall Moretti Forni Reiser (Canada) Ltd Ricco Food Distributor

Mobile Kitchens Moretti Forni

Dough Mixers Moretti Forni Filters Ricco Food Distributor Food Processors Reiser (Canada) Ltd Grinders Reiser (Canada) Ltd Heat Lamps Moretti Forni Heated Delivery Systems Check Corp. Covertex Corp. RediHeat, Inc. Hot Boxes Covertex Corp. RediHeat, Inc. Manual Cutting Equipment Foodtools Inc.

Menu Boards Valley Metal Products

Oven Accessories Lloyd Industries Inc. Moretti Forni Ovens Dynamix Global Dist. Italforni Middleby-Marshall Moretti Forni Ricco Food Distributor Packaging Eqpt. Reiser (Canada) Ltd Packaging Machinery Reiser (Canada) Ltd Panzarotti Eqpt. Moretti Forni Pizza Making Eqpt. Crown Custom Metal Spinning Inc. Dynamix Global Dist. Italforni Lloyd Industries Inc. Middleby-Marshall Moretti Forni Reiser (Canada) Ltd Ricco Food Distributor Valley Metal Products

Plastic Boxes Crown Custom Metal Spinning Inc. Lloyd Industries Inc. Racks Crown Custom Metal Spinning Inc. Lloyd Industries Inc. Valley Metal Products Restaurant Eqpt. Dynamix Global Dist. Italforni Lloyd Industries Inc. Middleby-Marshall Moretti Forni Slicers/Dicers Dynamix Global Dist. Italforni Foodtools Inc. Lloyd Industries Inc. Reiser (Canada) Ltd

Tortilla Eqpt. Foodtools Inc. Reiser (Canada) Ltd Trays Lloyd Industries Inc. Ricco Food Distributor Valley Metal Products Tunnels Moretti Forni Used Eqpt. Moretti Forni Utensils Valley Metal Products Washers Ricco Food Distributor

Smokers Reiser (Canada) Ltd Tables Valley Metal Products

JULY/AUGUST 2018 pizza 23

buyers guide

SUPPLIES & SERVICES Advertising Specialties Ricco Food Distributor

Buffet Ware Lloyd Industries Inc.

Bags Check Corp. Continental Food Prod. Inc. Covertex Corp. Lloyd Industries Inc. RediHeat, Inc. Ricco Food Distributor

Cleaning Products Ricco Food Distributor

Boxes Continental Food Prod. Inc. Covertex Corp. Ricco Food Distributor Brushes Moretti Forni

Computers Mealsy.ca Consulting Services Guelph Food Technology Centre Delivery Sys. Check Corp. Covertex Corp. RediHeat, Inc.

Dough Boxes Lloyd Industries Inc. Moretti Forni Ricco Food Distributor

Lids Lloyd Industries Inc. Ricco Food Distributor Valley Metal Products

Paper Products Continental Food Prod. Inc. Foodtools Inc. Ricco Food Distributor

Educational Materials Guelph Food Technology Centre

Lubricants Ricco Food Distributor

Pizza Pads Ricco Food Distributor

Forms Ricco Food Distributor

Napkins Continental Food Prod. Inc. Ricco Food Distributor

Furniture/Interiors Valley Metal Products

P.O.S. Systems Mealsy.ca

Smallwares Lloyd Industries Inc. Moretti Forni Valley Metal Products

Gloves Ricco Food Distributor

Pan Coatings Lloyd Industries Inc.

Design Lloyd Industries Inc.

Store Fixtures Valley Metal Products Trays Lloyd Industries Inc. Ricco Food Distributor Valley Metal Products

FOODS & INGREDIENTS Appetizers Finica Food Specialties Ltd. Ricco Food Distributor Baking Ingredients Ardent Mills Finica Food Specialties Ltd. Parmalat Canada Parrheim Foods Ricco Food Distributor Baking Powder Ricco Food Distributor Beverages (cold) Continental Food Prod. Inc. Parmalat Canada Ricco Food Distributor Salerno Dairy Prod. Beverages (hot) Parmalat Canada Ricco Food Distributor Bread Products ADM Milling Company Ardent Mills Mimi Food Products Inc. Ricco Food Distributor

Breading Ricco Food Distributor Cheese Continental Food Prod. Inc. Finica Food Specialties Ltd. Parmalat Canada Ricco Food Distributor Salerno Dairy Prod.

Crusts Ardent Mills Mimi Food Products Inc. Ricco Food Distributor Dairy Products Parmalat Canada Ricco Food Distributor Salerno Dairy Prod.

Cheese Alternatives Ricco Food Distributor

Dessert Toppings Ricco Food Distributor

Chicken Continental Food Prod. Inc. Ricco Food Distributor

Desserts Ardent Mills Parmalat Canada Ricco Food Distributor

Condiments Shafer-Haggart Ltd. Croutons Ricco Food Distributor Crust Crisper Ricco Food Distributor Crust Mixes ADM Milling Company Ardent Mills

24 pizza JULY/AUGUST 2018

Desserts (Frozen) Parmalat Canada Dough Ardent Mills Continental Food Prod. Inc. Lesaffre Yeast Corp. Mimi Food Products Inc. Ricco Food Distributor Salerno Dairy Prod.

Eggs Ricco Food Distributor Flavours Lesaffre Yeast Corp. Flour ADM Milling Company Ardent Mills Continental Food Prod. Inc. Finica Food Specialties Ltd. Moretti Forni Parrheim Foods Ricco Food Distributor Salerno Dairy Prod. Frozen Baked Goods Mimi Food Products Inc. Frozen Pizza Mimi Food Products Inc. Ricco Food Distributor Fruit Shafer-Haggart Ltd. Garlic Continental Food Prod. Inc. Ricco Food Distributor Salerno Dairy Prod.

Herbs Continental Food Prod. Inc. Ricco Food Distributor Salerno Dairy Prod. Meat Products Ricco Food Distributor Meatballs Continental Food Prod. Inc. Ricco Food Distributor Mexican Products Mimi Food Products Inc. Shafer-Haggart Ltd. Mixes ADM Milling Company Ardent Mills Ricco Food Distributor Nuts Ricco Food Distributor Oils & Shortenings Continental Food Prod. Inc. Ricco Food Distributor Salerno Dairy Prod.

S U C C E S S

S T O R I E S

HOW A VE MAG CH E ESE EXTR U DE R

inspired a B E T T E R PIZZA DOUGH

D I V I D E R A T RU E S T O RY: A few years ago, Reiser installed multiple Vemags – each with a multi-outlet cheese extruder – into a customer’s plant. The systems extruded cheese onto makeup lines to produce cheese-filled dough products. After seeing the speed and portioning accuracy of the Vemag cheese extruder, the customer was inspired to ask if a similar Vemag could be used to successfully divide pizza dough. Reiser specialists and engineers worked with the customer to develop a solution. The result was a new pizza dough dividing process featuring the Vemag. The Vemag Dough Divider was able to produce exact-weight portions while meeting their high output requirements. The savings were so great that the customer converted all of their lines worldwide to Vemag pizza dough dividers.

A VEMAG DOUGH DIVIDER CAN PAY FOR ITSELF IN A FEW MONTHS. www.reiser.com Reiser Canada Burlington, ON • (905) 631-6611 Reiser Canton, MA • (781) 821-1290 2014