Compass Coffee Talk, Episode 3 – The Power of Partnerships: A Conversation with Milton Zimmerman, Executive Vice President, Presence Marketing
FOR IMMEDIATE RELEASE
Compass Coffee Talk, Episode 3 – The Power of Partnerships: A Conversation with Milton Zimmerman, Executive Vice President, Presence Marketing
Need Brand Inspiration and Insight? Grab a Mug and Join the Compass Coffee Talk™ Webinar, Hosted by Natural Products Industry Leaders Bill Capsalis and Steven Hoffman
What: Compass Coffee Talk™
The Power of Partnerships: A Conversation with Milton Zimmerman
Details: Episode 3, Wednesday, June 3, 2020, 9:30am – 10:00am MDT
To Register: Click HERE, Admission is FREE
Boulder, CO (May 26, 2020) – Consumer behaviors have shifted dramatically, and the natural products and organic industry have had to shift in response to the current coronavirus crisis. Now more than ever is a critical time for brands that have had to act quickly to find new ways to work with retailers to reach consumers, all while collaborating with other key partners.
Industry expert, Milton Zimmerman, EVP, Presence Marketing, is quite familiar with the changes brands have had to make during these unknown times. That’s why Compass Coffee Talk™ is pleased to have Presence Marketing's Milton Zimmerman as their next guest on its live webcast, Wednesday, June 3, 2020, 9:30am – 10:00 am MDT.
Milton will share valuable perspectives and insights from his vital role as a broker at Presence Marketing, the nation’s leading independent natural products sales brokerage. Natural Products Industry veterans Bill Capsalis and Steven Hoffman, hosts of Compass Coffee Talk, will chat with Milton on the importance of building and sustaining strong partnerships across the supply chain from manufacturing to the distributor’s warehouse to the retail shelf — and how that has become more important than ever for new brands and established brands alike.
“We’re all trying to figure out how to best navigate through this difficult time, and that's why this month’s Compass Coffee Talk will appeal to everyone. Milton is not only a close friend, but a trusted resource who provides unmatched expert advice for natural and organic brands when they need it most,” said Steven Hoffman, Managing Partner and Founder, Compass Natural Marketing. “It’s not just what you know that counts these days, but knowing how to build, cultivate, and nurture strong partnerships that will ultimately help further your business."
Compass Coffee Talk™ features lively interactive conversations with industry leaders and experts designed to help guide entrepreneurs and businesses of all sizes succeed in the marketplace. To register for the FREE Webcast, click HERE.
About Milton Zimmerman
Milton Zimmerman is a 30+ year veteran of the natural products industry and has been a partner at Presence Marketing/Dynamic Presence since 1995. Milton got his start in food marketing when he joined a Chicago-based beverage company in 1986 and was soon appointed their National Sales Manager, serving in that capacity for eight years. After a stint working for a leading natural snack food manufacturer "seasoned" Milton and prepared him for his true calling – being a broker.
Milton joined Presence Marketing/Dynamic Presence partners, Bill Weiland and Christine Tzumas, five years into the company’s maturation and has loved the ride. Milton has built great friendships throughout the industry and is proud of his relationships with retailers and manufacturers from coast to coast. Milton is a 1980 graduate of the University of Illinois and a lifelong native and active member of the Chicagoland community.
Win Coffee!
Compass Coffee Talk™ will be giving away one free bag of Colorado’s favorite Dazbog Coffee to one special attendee. Special thanks to Compass Coffee Talk™ sponsor, Dazbog Coffee!
About Compass Coffee Talk™
Compass Coffee Talk™ is hosted by natural and organic products industry veterans Bill Capsalis and Steve Hoffman and is produced by Compass Natural Marketing, a leading PR, branding, and business development agency serving the natural and organic products industry. Learn more.
Contact
Bill Capsalis, Host, 303.808.3441, bill@billcapsalis.com
Steven Hoffman, Host, 303.807.1042, steve@compassnaturalmarketing.com
The 1 Percent Solution: Controversial Debate Regarding Legal THC Levels In Hemp Sets Stage for Larger Discussion at Experience Hemp SUMMER SOLSTICE, June 16-19, 2020
FOR IMMEDIATE RELEASE
The 1 Percent Solution: Controversial Debate Regarding Legal THC Levels In Hemp Sets Stage for Larger Discussion at Experience Hemp SUMMER SOLSTICE, June 16-19, 2020
Hemp Advocates Lobby to Change Rigid Government Policies. Panelists to Discuss Why the 1 Percent Ranking is the Solution for the Hemp Industry and Why The USDA’s 0.3 Percent is Arbitrary and Wrong. Join the Conversation and Have Your Voice Heard on Hemp Regulations.
What: Experience Hemp SUMMER SOLSTICE Virtual Conference and Trade Show
When: June 16-19, 2020
To Register: Click Here for FREE Registration
Denver, CO (May 21, 2020) – As the U.S. hemp market continues to evolve, so does the controversial debate between farmers and government officials regarding THC levels found in hemp plants. The discussion has drawn mixed criticism industry-wide and has gained national media attention for the government’s complex policy. That’s why organizers of NoCo Hemp Expo’s Experience Hemp SUMMER SOLSTICE Virtual Conference and Trade Show have dedicated a live webcast on the topic: The 1.0 Percent Solution - Why 0.3 Percent THC is Arbitrary and Wrong, June 18, 2:00 pm MDT.
According to the United States Department of Agriculture (USDA), all domestic hemp plants must be tested for THC levels that cannot exceed 0.3 percent in THC, which differentiates legal hemp from illegal marijuana. For example, the USDA deems that if a tested hemp plant exceeds the mandated 0.3 percent at harvest, then that farmer must destroy that crop.
That mandate has not been favorable in the eyes of farmers, which has left many empty-handed in a field of green hope. Last year, according to Pew Trust's Stateline, 4,309 acres of hemp in 16 states were destroyed because those plants tested over the 0.3 percent limit. Additionally, Cannabis Business Times reports that the U.S. trails other countries, such as Thailand and Switzerland, where they have enacted the one percent rule for hemp plants.
“The hemp industry is fired up regarding this numbers game farmers are having to play with the government, which sets them up for undeserved risk. This is a crucial time for our community to unite and effectively lobby for Congress to change the ruling to one percent,” said Morris Beegle, Let’s Talk Hemp Media Co-founder and Producer of NoCo Hemp Expo. “We’re looking forward to this lively discussion at next month’s conference and hope that people take advantage of the open forum to be heard on this matter.”
Experience Hemp SUMMER SOLSTICE
The ‘One Percent’ discussion is one of six, 90-minute live webcasts that will be featured during the Experience Hemp SUMMER SOLSTICE Virtual Conference and Trade Show. Each webcast Supersession will be offered twice a day, on Tuesday, Wednesday, and Thursday, June 16-18. Let’s Talk Hemp webcast hosts Morris Beegle and Rick Trojan will lead the live interactive chats with panelists and guest speakers.
Virtual Expo Halls
Attendees will also have access to the virtual Expo Halls featuring a variety of hemp businesses, brands, products, and professional services. The interactive rooms offer an opportunity to connect with hemp-based companies and keep the conversations moving forward to strengthen our industry.
Explore innovative hemp brands from around the globe
Engage, discuss and make valuable connections in the virtual Networking Lounges
Search for career opportunities and post resumes in the Job Fair Lounge
Catch footage from past hemp events in the Library
The Expo halls will remain open through Friday, June 19, with pre-recorded content, trade show, and more networking opportunities, including dozens of videos and pre-recorded content in the exclusive Let's Talk Hemp Library & Archives.
REGISTRATION INFORMATION
Register today for the FREE Experience Hemp SUMMER SOLSTICE Virtual Conference and Trade Show. If you participated and registered for the NoCo Hemp Expo EARTH WEEK virtual event this past May, attendees can log in on June 16, 2020, with the same email address. For Exhibitor and Sponsor interest, please click here for more information.
About Let’s Talk Hemp Media
Let's Talk Hemp is a leading media platform that focuses on “Changing the Cannabis Conversation.” We curate news, education, and information about hemp and cannabis to our podcast listeners, newsletter subscribers, and digital magazine readers so that they can learn more about the industry and get tips and tricks on the latest technologies. Subscribe to our YouTube channel and learn about everything from legal updates, farming, production, and new products entering the hemp and cannabis space. Let's Talk Hemp is a publication of the Colorado Hemp Company (a division of We Are For Better Alternatives WAFBA) focused specifically on the subject of industrial hemp and cannabis. Let’s Talk Hemp features news globally and shares the benefits of cannabis on health, energy, manufacturing, and the planet (HEMP).
About Colorado Hemp Company
The Colorado Hemp Company, the producer of the 7th Annual NoCo Hemp Expo (NoCo7), is a leading organization for the advancement and advocacy of hemp farming, processing, production, innovation, education, and legalization in the USA. The entire team is committed to researching and developing alternatives so that hemp can once again thrive and help individuals and communities throughout America and around the globe.
Contact
Steven Hoffman, Compass Natural, 303.807.1042, steve@compassnaturalmarketing.com
Morris Beegle, Colorado Hemp Company, 970.541.0448, info@nocohempexpo.com
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Join Us for Episode 3 of Compass Coffee Talk with Milton Zimmerman, Presence Marketing, June 3, 11:30am EDT
Community | Conversation | Ideas | Inspiration
Take a 30-minute virtual coffee break with Compass Coffee Talk™. Hosted by natural industry veterans Bill Capsalis and Steve Hoffman, Coffee Talk features lively interactive conversations with industry leaders and experts designed to help guide entrepreneurs and businesses of any size succeed in the market for natural, organic, regenerative, hemp-derived and other eco-friendly products.
The Power of Partnerships: A Conversation with Presence Marketing’s Milton Zimmerman
Episode 3 - Wednesday, June 3, 11:30 am – Noon EDT
Zoom, Admission is Free
Join us for Episode 3 of Compass Coffee Talk™ with special guest and longtime friend and colleague Milton Zimmerman, Executive Vice President of Presence Marketing/ Dynamic Presence, the nation’s leading independent natural products sales brokerage.
As highly respected natural products brand builders, Milton will share valuable perspectives and insights from his role at Presence Marketing on the importance of building and sustaining strong partnerships across the supply chain, from manufacturing to the distributor’s warehouse to the retail shelf — and how that has become more important than ever as consumer behaviors shift dramatically in response to the coronavirus crisis, for new brands and established brands alike.
Milton Zimmerman is a 30+ year veteran of the natural products industry and has been a partner at Presence Marketing/Dynamic Presence since 1995. Milton got his start in food marketing when he joined a Chicago-based beverage company in 1986 and was soon appointed their National Sales Manager, serving in that capacity for eight years. A couple years stint working for a leading natural snack food manufacturer “seasoned” Milton and prepared him for his true calling – being a broker.
Milton joined Presence Marketing/Dynamic Presence partners, Bill Weiland and Christine Tzumas, five years into the company’s maturation and has loved the ride. Milton has built great friendships throughout the industry and is proud of his relationships with retailers and manufacturers from coast to coast. Milton is a 1980 graduate of the University of Illinois and a lifelong native and active member of the Chicagoland community.
Thanks to our Sponsor, Dazbog Coffee! They will give away one free bag of coffee on each episode of Compass Coffee Talk.
About Compass Coffee Talk™
Compass Coffee Talk™ is hosted by natural and organic products industry veterans Bill Capsalis and Steve Hoffman, and is produced by Compass Natural Marketing, a leading PR, branding and business development agency serving the natural and organic products industry. Learn more.
Grab Your Mug: Join Us for Episode 2 of Compass Coffee Talk, May 13, 11:30am EDT
Compass Coffee Talk™
COMMUNITY | CONVERSATION | IDEAS | INSPIRATION
Take a 30-minute virtual coffee break with Compass Coffee Talk™. Hosted by natural industry veterans Bill Capsalis and Steve Hoffman, Coffee Talk features lively interactive conversations with industry leaders and experts designed to help guide entrepreneurs and businesses of any size succeed in the market for natural, organic, regenerative, hemp-derived and other eco-friendly products.
Diana Mercer of ForceBrands Discusses the Job Market in the Natural Products Industry
Episode 2 - Wednesday, May 13, 11:30 am – Noon EDT
Zoom, Admission is Free
If you have lost your job, are seeking a career change during this pandemic, or have a company and need to hire more people - installment #2 of the Compass Coffee Talk series will focus on effective job transition strategies and creative approaches with Diana Mercer from Force Brands. Steven Hoffman and Bill Capsalis will talk with Diana about all the ways Force Brands helps employers find great people and job seekers find their perfect career paths. Diana is a veteran of the Natural Products Industry and has a great deal of experience and knowledge of the types of companies and positions currently available. Do your self and your career a favor and tune in to learn more!
Diana is a lifelong, passionate wellness educator, entrepreneur, and natural & organic brands expert with more than 15 years’ experience in the better-for-you space Currently, Diana is a Senior Client Strategist and Executive Recruiter with ForceBrands, the leading recruitment firm and job board for consumer brands. Diana and ForceBrands specialize in hiring and growth strategies for food, beverage, beauty, cannabis, and pet companies, connecting the best CPG talent, at all levels, to fulfilling careers.
About Compass Coffee Talk™
Compass Coffee Talk™ is hosted by natural and organic products industry veterans Bill Capsalis and Steve Hoffman, and is produced by Compass Natural Marketing, a leading PR, branding and business development agency serving the natural and organic products industry. Learn more.
Natural Products Industry Prepares for a Post-COVID Future
By Steven Hoffman
This article originally appeared in New Hope Network’s IdeaXchange and Presence Marketing’s May 2020 newsletter edition.
As the nation continued to battle the COVID-19 pandemic in April, with confirmed cases in the U.S. reaching 1 million and deaths from the disease surpassing 55,000 (more than the total number of U.S. casualties in the Vietnam War), the natural products industry, along with the mainstream food industry, found itself firmly on the frontline of the coronavirus crisis. In helping to keep food on America’s table during an unprecedented time of turmoil, sadly, this came not without some illness and casualties of its own among workers in natural foods stores and in mainstream groceries.
The month also saw farmers dumping tons of eggs, milk and fresh produce bound for restaurants, hotels, schools and other food service operations that were shuttered – product that couldn’t be re-routed – while frustratingly, grocers across the country were still struggling to keep product on the shelf as supply chains were further strained. Food banks, too, experienced long lines and shortages of staple products due in part to the demands of a record 26.5 million Americans who have filed for unemployment since mid-March.
Yet, among a bunch of bad news, retailers, distributors, manufacturers and others in the natural foods industry continued to pivot and do everything they could to serve and protect customers, minimize risk to workers, ensure inventory and respond to ever-evolving local, state and federal guidelines and shelter-in-place rules.
First, in response to a worrying number of employee illnesses, many grocers are now requiring that all workers wear face masks, though they, too, are having to compete with the federal government, hospitals and others to procure scarce Personal Protective Equipment (PPE). In addition, the United Food and Commercial Workers International Union (UFCW) along with Kroger, Stop & Shop and others, issued a joint statement on April 27 calling on federal and state governments to designate grocery store employees as “extended first responders” or “emergency personnel.”
“We are urgently requesting our nation’s state and federal leaders temporarily designate these workers as first responders or emergency personnel,” the joint statement said. “This critical status would help ensure our essential grocery workers have priority access to testing, emergency childcare, and other protections to keep themselves and their families safe and healthy. For the sake of workers, their families, and our nation’s food supply, this action will provide grocery workers with the vital protections they deserve.”
Responding swiftly to the lack of PPE for natural foods employees, Presence Marketing worked with one of its brand partners to manufacture face masks and other protective gear to provide to industry partners in manufacturing, distribution and in stores, “plus we’re working on a retail pack for consumers,” said Christine Tzumas, COO of Presence Marketing. “Our field team has been on the front lines from the beginning of this crisis working fast and furious to serve our customers in any possible way, from helping unload trucks when they show up at the dock to lending a hand stocking store shelves,” she said.
“The biggest thing for us right now is communication – we’re communicating everything going on as quickly as possible,” Tzumas continued. “Our brand partners have been receiving weekly, fact-driven COVID-19 updates, and the response has been so positive that we want to continue it in some fashion. While we’ve been dealing with this crisis, we still can’t lose sight of what’s on the other side and what the world will look like six months out from now. Hopefully, we will be moving beyond this. Our team has blown me away every day making sure to get food on the shelves – we’re blessed to be with the people and companies we work with. You don’t hear those same stories in other industries,” Tzumas added.
Phases of a Crisis
According to natural products market research firm SPINS, we’ve seen three distinct phases in terms of consumer shopping behavior since the coronavirus crisis hit the U.S. in late February. Also, with restaurants and other out-of-home dining options accountable for roughly half of all food expenditures, with their abrupt closure, demand doubled overnight for the nation’s grocers.
By late February, consumers who had an early read on the coming pandemic were responsible for big upticks in sales of preventive care products in natural foods channels, including vitamins, dietary supplements, probiotics, and herbal and homeopathic products. This was what SPINS refers to as Phase One: Proactive Self Care and Wellbeing, according to Kathryn Peters, EVP of Business Development for SPINS, in an April 21 webinar presented by New Hope Network.
“During the weeks of February 16 and 23, when there was still just a small number of confirmed COVID cases in the U.S. and the problems in China still seemed a bit far away, there was an early band of proactive shoppers beginning to stock up in key immunity-related categories beyond the regular cold and flu season type of products. That was when self-care items also started to pop, such as hand wipes and sanitizer. By late February, people were beginning to have a hard time finding hand sanitizer in stores,” she observed.
To provide some perspective, when Phase One began, “from just the previous week, we saw some extraordinary increases in a number of areas for the week ending February 23,” Peters said, noting a 1,285% increase sales of vitamins and supplements and a 211% increase in herbal and homeopathic products sales.
“We all know what Phase Two looked like – during the weeks of March 15 and March 22 – this was the mass stock up,” Peters continued. “During this ‘Pantry Prep & Loading’ phase, virtually everything sold.” Peters noted that during this period, 15 million additional buyers bought natural products. “That is a substantial number of products being bought by shoppers that are now in pantries. Time will tell if they will become continued shoppers; hopefully, there’s been a lot of trial,” she said.
April began Phase Three: Quarantine, according to SPINS data, with upticks in sales of baking mixes, pastas and spa-related items as Americans hunkered down at home and did their best to cook for their families, and pamper themselves while not being allowed to visit salons, massage therapists or other service providers. “Households seem to be bonding over baking, whether it’s bread or desserts – Instagram is full of proud creations,” Peters said.
The New Normal
“And then there’s Phase Four – what life is going to look like on the other side,” Peters said, noting that there will be some lasting shifts in consumer behavior in the “new normal” once the health crisis subsides. With consumers homebound, re-connecting with cooking and seeking more prepared food options, grocers are being presented with an opportunity to capitalize on providing mealtime solutions – something they were having difficulty with before.
Organic produce, too, experienced a resurgence, recording a 22% sales jump in March and an 8% increase overall for the first quarter, outperforming conventional produce sales, according to the 2020 Q1 Organic Produce Performance Report published by the Organic Produce Network and Category Partners. Growth may have been even higher, but was tempered by widespread out of stock conditions during the panic buying period in mid-March. “Organic fresh produce sales in the first quarter were strong, and the impact of COVID-19 in March pushed numbers even more,” Matt Seeley, CEO of the Organic Produce Network, said. “We continue to see organic fresh produce sales outpace the dollar and volume growth rate of conventional fresh produce.”
Another lasting trend will be a continued focus on proactive self-care and personal safety – immunity supplements cleaners, wipes, masks and other related household items will continue at a high level. Also, “while comfort foods are important, we are seeing growing recognition of healthy and nutrient dense food, too. This comes with consumers’ increasing recognition that our body’s immune system is the best line of defense. Even with economic pressures, we see this continuing. We believe that this unfortunate health crisis will be a bright spot in continuing to bring health and wellness even more mainstream,” Peters of SPINS said.
“We are very concerned about those negatively economically impacted by the coronavirus crisis. If there’s one major tectonic shift, it is the march toward more and better value product offerings to lower barriers of entry from a pricing standpoint,” said Ben Nauman, Director of Purchasing for National Co+op Grocers (NCG). Nauman noted that sales in March for its retail members were up nearly 30% compared to March 2019 sales.
NCG has been helping its members coordinate distribution and supply chain issues, take advantage of government stimulus programs, and currently, it is reinvigorating a recession playbook created in 2008 to help members manage cash flow and liquidity during economic downturns. “We’re also beginning to explore what it looks like to retail in a more contactless way going forward,” Nauman added.
For Sprouts Farmers Markets, a publicly traded natural foods retailer with nearly 350 stores and 30,000 employees, “due to our brands and distributor partners, we are in good stock level considering how high our sales are, and our customers are recognizing how good we are about being in stock,” noted John Soukup, Senior Category Manager for Sprouts. The company recently expanded curbside pickup and Instacart service to all its stores. “In addition, we have been very proactive in implementing measures to help our employees feel as safe as possible,” he added, noting that all employees are required to wear masks and gloves chainwide, the stores have installed sneeze shields in all checkout lanes, and store hours have been reduced to allow for deep cleaning. In addition, “we’ve offered bonuses to our employees instead of hourly increases. However, our leadership is doing a good job in compensating – we’ve already given out two to three rounds of bonuses to the front line employees in the warehouse and in the stores,” he said.
Soukup also expressed concern about the manufacturing sector as the health crisis wears on. “We are starting to see SKU rationalization – vendors are having to prioritize what items they’re going to make. That’s going to ramp up over the next four to six weeks that could cause other out of stock issues,” he said. To help counter that, “we communicate daily with our distributors and just about weekly with our vendors. In this unprecedented time, our primary distributors, KeHE and UNFI, have done a phenomenal job. The broker community, too, including Presence Marketing, has done a great job for us in terms of serving as a liaison between the brands and what’s going on in the stores.” In times of crisis, “you understand who your partners are pretty quickly,” Soukup added.
Distributors See Fundamental Shift in Demand
At UNFI, one of the nation’s leading distributors of natural products, EVP of Supplier Services John Raiche has noted some big changes as a result of the pandemic. “The big difference between April and March is we’ve seen a fundamental shift in demand as students come home from college, people are staying home, and the food service expenditure is gone. The infrastructure was not designed to handle a sudden shift of that magnitude,” he said. While retailers are no longer placing such massive orders, there was a period of time at the end of March where on some evenings orders coming in were 400% of capacity, Raiche noted. UNFI, which also has placed a large focus on worker safety and incentives, hired more than 1,500 people since the beginning of March.
For Raiche, flexibility and communication are key right now. “We are trying to be as flexible and creative as possible with our suppliers on purchase orders, and we are trying to communicate with the industry and reach out to suppliers to share with them what we see, to offer to work with them, and to provide updates in terms of demand and opportunity,” he said.
“For the team here internally, from receivers and collectors to drivers and the supply management team, there’s a real sense of purpose. People are open to working longer hours and doing whatever is needed. We’re spending a tremendous amount of time thinking about what the future holds, Raiche shared. “When it started, many people were thinking it would be like a light switch. Everything I read is that any transition back to normalcy will take place over a good amount of time. For our manufacturers, this demand is not going to go back to the old normal anytime soon.”
At KeHE Distributors, “our first priority is the safety of warehouse associates, professional drivers and in-store sales reps – the ones that are so important, the critical essential workers in this situation, said Scott Weber, EVP of Merchandising. “Our second priority is servicing retailers and suppliers to try to keep up with unprecedented demand. We’ve developed partnerships with food service distributors to align all our capacity to meet the massive demand in our industry. The third priority is giving back. Through our KeHE Cares philanthropic program, we are supporting those most affected by the COVID crisis.”
Weber added that while it may be a difficult time to introduce new products, “our overall category management and merchandising team remains heavily focused on innovation because we know that when those retailers get back to new items and category reviews, we’ve got to have a robust line to offer.” As such, KeHE revamped a “Trend Finder” event, originally scheduled for Natural Products Expo West, into a virtual event in order to meet with new suppliers. “The most important thing right now is working with our suppliers to ensure we have the flow of inbound product to KeHE that enables us to serve our customers,” he said.
Blair Kellison, CEO of Traditional Medicinals, a pioneering manufacturer of natural and organic teas, remarked that sales of tea in grocery was up 41% in the last month – “unheard of!” he exclaimed. Kellison often comes to work at 6:00 am to stand in the parking lot “just so I can say thank you to our workers,” he said. “If the workers are coming here every day, I should be here every day. These 120 workers are keeping our entire company going.”
Virginia Legalizes CBD as an Ingredient in Food & Beverage Products
Virginia Governor Ralph Northam; Photo Credit: Wikipedia
By Steven Hoffman
Virginia Governor Ralph Northam on April 16 signed into law landmark legislation legalizing the use of cannabinoid extracts, such as CBD, derived from industrial hemp as an ingredient in food and beverage products.
The measure states that “industrial hemp extract…is a food and is subject to applicable laws and regulations,” which will be administered by the Virginia Board of Agriculture and Consumer Services. The bill further states that “’industrial hemp extract’ means an extract (i) of a Cannabis sativa plant that has a concentration of tetrahydrocannabinol that is no greater than that allowed for hemp by federal law and (ii) that is intended for human consumption.”
Senate Bill 918, sponsored by state Senator David Marsden (D-Fairfax), will help guide the industrial hemp industry in Virginia by “regulating facility conditions and requirements for the production of hemp-derived products intended for human consumption,” reported NBC News. The bill… “gives validity to the CBD industry,” Charlotte Wright, a Virginia hemp farmer and owner of CBD company Hemp Queenz, told NBC News.
The bill authorizes the Virginia Board of Agriculture and Consumer Services to adopt regulations establishing contaminant tolerances, labeling requirements, and batch testing requirements. In addition, it provides that moneys collected under the chapter shall be deposited in the Virginia Industrial Hemp Fund, created by the bill. The bill directs the Secretary of Agriculture and Forestry to report by Nov. 1, 2020, a plan for the long-term sustainability of funding for the state’s industrial hemp program.
The new law presumably will apply only to products meant to be produced and consumed within Virginia. The use of hemp-derived cannabidiol extract (CBD) in foods and beverage products and dietary supplements is still technically prohibited in interstate commerce, because the FDA has so far refused to recognize CBD as a safe food ingredient.
“While we commend the State of Virginia for taking the initiative to regulate products, we are concerned that a patchwork of state laws could confuse consumers and fail to provide all of the necessary federal safeguards, including setting a safe level of daily consumption for CBD. Unfortunately, this is another example of the states filling a vacuum created by the federal government’s inaction. We have promised to work with policymakers in Virginia and across the country to make real progress on regulating the growing CBD marketplace,” said Daniel Fabricant, Ph.D., President and CEO of the Natural Products Association.
In a letter to Governor Northam dated April 21, 2020, Fabricant wrote, “Congratulations on being the first state to declare cannabidiol (CBD) as a food under the law of the Commonwealth. With the signing of Senate Bill 918 into law, we wanted to inquire about the Administration and Board’s plans for implementation of the law, especially in light of the position of the U.S. Food and Drug Administration (FDA). Despite the agency’s actions and message, the market for CBD products in the US is surging and consumers are confused, Fabricant continued. “With these factors in mind, is the goal of the Commonwealth to challenge the current position of the FDA with regard to CBD or, is it to work with them on developing a Federal Standard with regards to CBD safety and quality standards?” he asked.
Grab Your Mug: Join Us for the Debut Episode of Compass Coffee Talk, April 29, 11:30am EDT
Welcome to Compass Coffee Talk™
Community | Conversation | Ideas | Inspiration
Take a 30-minute virtual coffee break with Compass Coffee Talk™. Hosted by natural industry veterans Bill Capsalis and Steve Hoffman, Coffee Talk features lively interactive conversations with industry leaders and experts designed to help guide entrepreneurs and businesses of any size succeed in the market for natural, organic, regenerative, hemp-derived and other eco-friendly products.
Frank Talk: The Stimulus, Taxes and the PPP
Episode 1 - Wednesday, April 29, 11:30 am – Noon EDT
Zoom, Admission is Free
So many businesses in America are applying for Covid-19 stimulus relief through the Small Business Administration and the Payroll Protection Program that SBA temporarily shut down its website to new applicants. Other businesses have applied for stimulus grants and loans, but have been waiting and waiting for a response.
Join us for the debut episode of Compass Coffee Talk™ with special guest and longtime friend Jim Frank, one of the nation’s leading tax attorneys. Jim will share tips and insights as you navigate your business through these uncertain economic times.
Jim Frank is a tax attorney with over 35 years of experience working with individuals and families operating closely held businesses and real estate interests. His experience covers the full spectrum of the business lifecycle, from business formation to tax efficient succession and transfer planning. A graduate of Penn State University and Temple University School of Law, Jim has authored numerous articles and training programs for financial professionals regarding financial, investment and estate planning. He regularly teaches continuing education programs for attorneys and CPAs. He is a member of the Pennsylvania Bar Association, and the Philadelphia Estate Planning Council.
About Compass Coffee Talk™
Compass Coffee Talk™ is hosted by natural and organic products industry veterans Bill Capsalis and Steve Hoffman, and is produced by Compass Natural Marketing, a leading PR, branding and business development agency serving the natural and organic products industry. Learn more.
Snack Time Means Business: Gut Happy Cookies™ Sets New Standard in “Good For You” Functional Foods Category
FOR IMMEDIATE RELEASE
Snack Time Means Business: Gut Happy Cookies™ Sets New Standard in “Good For You” Functional Foods Category
Clinical Studies Prove Innovative Prebiotic Treats Created by Expert Dietitian are Good for the Gut, Support Healthy Digestion, and Bridge the Gap Between Nutrition and Taste. Fiber-Rich, Protein-Dense, Flavorful Cookies Meets Consumer Demand for Keto-Friendly, Low Sugar Snack
New York, NY (April 8, 2020) – Uplift Food, known as an innovative force in science-based nutrition, is pleased to announce the launch and availability of its new prebiotic Gut Happy Cookies™ line – salted peanut butter with chocolate and coconut; sunflower butter with vanilla and chia; and salted almond butter with vanilla and hemp seeds. Each globally-inspired, scientifically supported sandwich cream cookie was individually created and formulated by internationally renowned Dietitian Kara Landau, the first dietitian to create a functional food company focused exclusively on the supportive benefits between mood and gut health. That impressive innovation caught the eye of global food giant Mondelez International's new venture arm, SnackFutures, which provided Uplift Food with its first investment and allowed Landau the opportunity to create new products, such as the new Gut Happy Cookies™ line and redefine the “good for you” functional food category.
Gut Happy Cookies™ is positioned to disrupt the "better for you" snack category and sets a new standard with its "good for you" mission. Made with 100% plant-based, fiber-dense, resistant starches and four unique prebiotic-rich ingredients, including a heavy dose of powerful probiotics (one billion colony forming units), Gut Happy Cookies™ supports proper digestion and promotes immune health. Powered by a unique proprietary blend of lupin beans, tigernuts, tapioca fiber, kiwifruit, and probiotics, Gut Happy Cookies™ promote the growth of good lactobacillus bacteria, as well as the production of the short chain fatty acid, butyrate, which is known to reduce inflammation in the body.
“I created Gut Happy Cookies™ to provide the body with nutrients that support good gut, digestion and immune health benefits. Unlike other health food products on the market that sprinkle a touch of “superfoods," Uplift Food products have been formulated to provide whole-food derived nutrients that are supported by science and are known to have a positive benefit on the body,” said Kara Landau, Founder of Uplift Food and Media Dietitian Representative for the Global Prebiotic Association, USA. “Each delicious morsel has been created to provide the body with the nutrients it needs and the flavors a health conscious consumer craves. With our cookies, snack time just got a whole lot gut happier!”
Landau and her team at Uplift Food are committed to offering prebiotics in their new line of sandwich cream cookies, catering to all specialty diets, including those who follow a gluten-free, dairy-free, non-GMO, nut-free and vegan lifestyle. Adds Landau, “We’re not just another cookie with marketing claims. That’s why we performed a clinical study by an accredited university, which confirmed that gut health benefits increased after patients consumed one serving per day for a week. This data proves that our unique blend of gut happy nutrients supports good digestion and ultimately helps the body feel uplifted."
Portable Nutrition from the Convenience of a Cookie
Uplift Food’s signature Gut Happy Cookies™ contain less than a teaspoon of sugar, are made without artificial ingredients or sugar alcohols, and provide less than 160 calories per serving, which make them a convenient and nourishing breakfast or snack option. Also, Gut Happy Cookies™ combines a powerful punch of prebiotic soluble fiber, prebiotic resistant starch, and insoluble fiber (13g), which fuels the growth of good bacteria in the gut.
Recognized as a game-changer for delivering innovative products that not only taste delicious but also are better for consumers. Uplift Food – Gut Happy Cookies™ are available in three varieties on upliftfood.com and in the coming month on Amazon:
Salted Peanut Butter with Chocolate and Coconut: The perfect combination of peanut butter and chocolate in one delicious morsel.
Sunflower Butter with Vanilla + Chia: Made without nuts, this cookie packs sweet and savory – perfect portable snacking for breakfast or dessert.
Salted Almond Butter with Vanilla and Hemp Seeds: Fuel the gut with the antioxidant power of almonds and hemp. A delicious and fulfilling snack for any time!
About Uplift Food Founder and Dietitian Kara Landau
Kara Landau, a New York City-based, Australian Registered Dietitian, is a previous spokesperson for the Dietitians Association of Australia, and is now the Nutrition Advisor Media Representative for the Global Prebiotic Association, USA. Kara is a trusted and respected voice in the world of gut health and prebiotics globally. As the Founder of Uplift Food, she successfully secured the company’s first investment with global food giant Mondelez International's new venture arm, SnackFutures. Through Kara's efforts, Uplift Food was able to receive investment within the first year of launch and is now a disrupter in the "better for you" cookie category. Kara has set the new standard of "good for you" gut health-focused cookies.
About Uplift Food
Founded by one of the leading prebiotic gut health experts, Uplift Food is the world’s first dietitian created functional food brands to focus exclusively on the mood supportive benefits of gut health prebiotics. The company is leading the way in the prebiotic gut health plant-based revolution, by creating innovative, healthy and great-tasting premium whole food-derived products that make it easy for consumers to go 'gut healthy’ without compromise. The company also leads the next wave of gut health snack innovation and is the first to launch a prebiotic focused sandwich cream cookie line that is scientifically supported to promote good gut health.
Contact
Kara Landau, Registered Dietitian and Founder of Uplift Food, 917.251.4838, klandau@upliftfood.com
Steven Hoffman, Compass Natural, 303.807.1042, steve@compassnaturalmarketing.com
For any sales information, please contact:
Jerry Schwartz, Head of Growth, +1.973.886.4877, Jerry@upliftfood.com
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Natural Products Industry on Front Lines of Coronavirus Crisis
Photo: Empty produce shelves at Whole Foods Market, Longmont, CO, March 13, 2020; Compass Natural
By Steven Hoffman
Editor’s Note: Since this article was prepared for publication, it was reported this week that employees at Amazon, Instacart and Whole Foods Market were planning to stage walkouts or “sick-outs” due to worker safety concerns. A handful of workers at Whole Foods Market locations in Huntingdon Beach, Fort Lauderdale, Chicago and New York have tested positive for coronavirus, raising employee concerns. Many grocers are installing plexiglass sneeze guards to protect cashiers from coronavirus. This article originally appeared in New Hope Network’s IdeaXchange and will appear in Presence Marketing’s April 2020 newsletter edition.
From the moment in early March when New Hope Network first announced the postponement of Natural Products Expo West – what Forbes Magazine referred to as the “Super Bowl of natural CPG” – to later in the month when UNFI CEO Steve Spinner joined a group of food, retail and distribution leaders at the White House to help ensure that America’s grocery shelves stay stocked – no small feat during the panic buying rush of the past few weeks – the COVID-19 pandemic has put the natural products industry on the front lines of the coronavirus crisis.
There have been many challenges – and a few opportunities – associated with this position. Stores find themselves short staffed and have had to cut hours to deep clean and restock empty shelves. Staffs are stretched thin. Restaurants and food service operations have had to shut down, putting many out of work. Long lines and controlled entry have been reported in some stores. Many retailers are dedicating Senior Hours before the stores open to the general public to give elderly people a chance to have access to product before the rush.
On the other hand, retailers are hiring, often providing jobs for laid-off restaurant and food service workers. Natural products grocers including Whole Foods Market and Natural
Grocers are offering interim incentives on top of current hourly rates to keep and recruit labor. Whole Foods is partnering with Amazon to expand resources and capacity for door drop and home delivery. Kroger CEO Rodney McMullen told CNBC in late March that the Cincinnati-based grocer, which operates 2,800 stores in 35 states, hired 2,000 people in March to keep up with increased demand from the coronavirus outbreak, and still has 10,000 openings to fill. Walmart announced it wants to hire 150,000 temporary workers through May, and Amazon is hiring an additional 100,000 workers to deal with coronavirus demand.
Sales, too, are through the roof for natural products retailers and CPG stores across the country as people stock up on a month's worth of groceries and staple goods instead of a typical week’s worth. Food Dive reported that sales of staples soared in March, indicating that consumers were preparing for the long haul. Add to that the fact that, with the closing of restaurants and cafes in many states, and with the call for social distancing, people are now eating at home, putting further strain on conventional and natural foods retail markets.
“You Need to Get Out on the Floor and Stock Shelves!”
For Gabe Nabors, CEO of the Mustard Seed Market & Cafe, with two full-service natural foods supermarkets and a bakery in Ohio and also renowned for its restaurants and catering, the stores have pivoted to offer in-store take-out meal solutions for its customers as the state of Ohio in March called for the closing of bars and restaurants. Mustard Seed has been promoting this expanded service on social media, and recently posted the steps it is taking to sanitize its stores, ensure product availability, and protect workers and customers.
“We are packaging our most popular soups from our restaurant in ‘fresh or freeze’ containers and are ramping up in-store prepared foods,” Nabors said. “We’re pivoting from banquets and catering to contacting assisted living homes, local nonprofits, hospices and elsewhere to let them know we have healthy prepared foods available for takeout. We’re also in talks with Instacart to expedite the launch of a delivery service. A large percentage of food sales in America is through restaurants and food service; with that closed, it puts added pressure on the grocery stores. As such, our entire team has been stocking shelves - if you have an office job and it’s not mission critical - you need to get out on the floor and stock shelves!” Nabors added about managing the current crisis situation.
“We and our distributors have trucks running nonstop throughout our 20 state system, but it’s still a limited number of pallets per load,” said Alan Lewis, Director of Public Policy for Natural Grocers. “To better serve demand, we've curtailed the delivery of water, which is generally available locally, to focus instead on providing staple goods, produce and perishables. Our stores have been the calmest, most organized places to shop and our customers have been exemplary in not hoarding, and helping create a sense of calm and the feeling that we are all in this together,” Lewis observed. "People have been so cordial and kind to each other and thanking everyone in the stores for making the food available,” he said.
“Currently, there is plenty of food ready to be delivered in the supply chain. The outages are not shortages,” said Lewis. To ensure steady supply, he feels that food workers, from agriculture to manufacturing and retail, should be termed ‘essential workers.’ “We’ve been in conversation with the Colorado Department of Agriculture and others asking them not to stop essential agricultural workers,” he said. “As a result, CDA has notified law enforcement officials, requesting that agriculture workers be able to travel to and from work,” he added.
“People working overtime in delivery, back of house, stocking shelves, cashiers, e-commerce fulfillment – they are now critical infrastructure to keeping this country running. We should be cognizant of the stress on store staff and provide more resources to help them, for example, living wages, free child care, paid sick leave, collective bargaining rights, proper protective equipment, etc.,” said Errol Schweizer, retail and brand veteran and former head of grocery purchasing for Whole Foods Market. “The cooks, clerks, packers, loaders – the folks that often are poorly paid, overworked and invisible – how often have we heard pundits refer to them as unskilled? Now that everyone sees how crucial – and skilled – they are, we need to assure they are treated with dignity and respect.”
Industry Responds to Heightened Demand
For distributors, which have received generally positive reviews in responding to the crisis, sales are up dramatically, too. Leading natural products distributor UNFI's stock more than doubled in late March as consumers stocked up. "It is important for all Americans to know that they can continue to count on companies like ours to keep stores well-stocked with a variety of food and wellness products during this critical period,” Spinner said in a statement. "In addition to having business continuity and safety plans in place to help keep America fed, UNFI is supplementing its coordination with federal, state, and local government agencies by now collaborating directly with the White House and industry peers. We firmly believe that increased levels of public-private collaboration can further enhance UNFI's around-the-clock efforts to meet our customers current and future needs.”
Natural and organic products manufacturers, too, are scrambling to satisfy increased demand. In a LinkedIn post, Wayne Wu, General Partner of VMG Partners, observed, "We're hearing many shelf stable food, beverage and supplement brands are generally doing well in brick and mortar stores as consumers stock up, but also seeing a 50%+ sales lift in the past couple of weeks in their e-commerce or grocery delivery channels, such as Amazon, Walmart.com, DTC or Instacart, as consumers are potentially pantry loading, but may lead to more permanent behavior change in how they purchase their more consumable-type products that they’ve traditionally purchased at a brick and mortar location to a more permanent lift online for these type of consumable items.”
Working from home is not stopping Steve Wangler, VP of Sales for The Good Crisp Company, maker of all natural canister chips. Working with Presence Marketing as its broker, Wangler said, “We’ve been in contact with every single field and accounting rep of Presence Marketing. Even sidelined, together we are engaging with retailers virtually, keeping them apprised of stock situations, asking what they need, etc. The entire Presence team has been very proactive, highly responsive, highly engaged, and looking for ways to support retailers and brands. Also, we are attracting consumers that are new to our brand through our online efforts, and we’re hoping we’ll keep those consumers once they experience our product."
Noticing a trend accompanying consumers’ response to the coronavirus crisis, Eric Schnell, cofounder of the marketing collective BeyondBrands and mood33, a cannabis and CBD based beverage line, was informed by his Florida distributor that mood33’s top-selling CBD SKU, Energy, was replaced by its Calm formula in March. “It’s an indicator of how stressed people are feeling right now,” Schnell observed.
"As a service provider we are doing our best to support our natural products clients, and on the brand side, we are seeing an immediate uptick in sales,” he said. "Every manufacturer I’ve spoken with is still operating at full capacity, including supplements, beverages and food, to meet demand from both brick and mortar and e-commerce.”
“Unity in the Community is Key”
The BeyondBrands team, like other natural products brokers, distributors and service providers throughout the country, is rising to the challenge and doing its best to help partner brands deal with retail demand. “Rather than going into stores to sell items, we are recommending going into stores and offering to help stock shelves,” Schnell said. “Connection and collaboration are key right now. More than ever, it feels like people need unity in the natural foods community. Whether you are on the service, brand or retail side, we are all in this together and we have to see ourselves through this, together.”
At Dr. Bronner’s, demand for soap and hand sanitizer has spiked, and the company is doing its best to fulfill the increase in orders, said David and Michael Bronner in a
statement published on March 16. “In spite of our best efforts, constraints prevent us from fully meeting orders: our hand sanitizer, for example, can only be produced at FDA-licensed drug manufacturing facilities, and is being produced at 600% our usual rate.”
In addition, the Bronner brothers wrote, “We are allocating a reserve of 2% of all hand sanitizer production to donate to at-risk communities and the organizations that serve them, so they have access to our hand sanitizer, as well. Please also buy only what you think you need, so that everyone who needs our products can obtain them. This is an important time to remember that we are all connected and need to look out for each other, now more than ever,” they wrote.
As for New Hope Network, after announcing that Expo West was not just postponed but cancelled for 2020, the company that leads communications efforts in the natural industry announced in a video update on March 20 that it would provide assistance to small businesses hurt by the cancellation.
“Due to the decision to cancel voluntarily and without being asked to do so by local, state or federal edict or other force majeure circumstances, our insurance provisions were not triggered and significant costs and liabilities were incurred by New Hope,” said Carlotta Mast, New Hope’s Senior VP of Content. However, she continued, “To help support those most impacted by the Expo West cancellation, our parent company Informa has established a $5 million fund that will be disbursed under the guidance of an independent advisory council made up of 20 industry leaders. The advisory council is working on this task now and is aiming to have its guidance delivered to the New Hope Network leadership team by the week of April 6,” she reported.
The company announced it is focusing its energies on the upcoming Natural Products Expo East, slated for Sept. 23-26, 2020, in Philadelphia, and is issuing a full credit for any Expo West exhibitor or sponsorship fees, in which the credit can be applied to Expo East, Expo West 2021, or to its media and market research publications. Expo West badge registration and education fees also will be fully refunded in the coming weeks. New Hope also announced a free product directory listing for 2020 Expo West exhibitors along with upcoming webinars and education, and referred further questions to its Expo West FAQ page.
In closing, John Mackey, CEO of Whole Foods Market, summarized how our industry has risen to the occasion in serving community, workers and customers during the coronavirus crisis. In an email to constituents, he wrote, “If you’ve shopped our stores in recent weeks, you’ve experienced our team members’ dedication and diligence to serving your community during a time of uncertainty. None of this is lost on us… As a company, Whole Foods Market is adjusting to the current circumstances that all of us are facing during this unprecedented time. We believe that the service we provide as a grocer is an essential one, and we are committed to continuing to serve our customers in a safe and responsible manner, both in our stores and through delivery. Thank you for your kindness and patience as our team continues to work hard to serve our customers and communities. Please take care.”
BeyondBrands® Offers Discounted Direct to Consumer (D2C) Services for Start-Ups Due to the Postponement of Natural Products Expo West
FOR IMMEDIATE RELEASE
BeyondBrands® Offers Discounted Direct to Consumer (D2C) Services for Start-Ups Due to the Postponement of Natural Products Expo West
Innovative Food & Beverage Accelerator Encourages Emerging Brands to Book a Consultation With Seasoned, High-Level Strategists. Companies to Receive Fifty Percent (50%) Off All Services in the First Year, Including Social Media and the D2C Program
New York, NY (March 12, 2020) – BeyondBrands®, known for its high-level, natural and organic products industry experience and sales expertise, is encouraging emerging and established CPG companies to schedule a consultation with their team. Now more than ever is the time for natural products food and lifestyle companies to drive consumer demand on Amazon and on-line. BeyondBrands is offering a discounted rate on its collective’s full line of Direct to Consumer (D2C) and social media services. Through its new D2C digital marketing management program, BeyondBrands has designed a platform to stimulate growth and assist with market strategies – all vital to a company’s competitive edge in today’s on-line world.
“In the aftermath of New Hope Network's postponement of Natural Products Expo West, this is a pivotal time for companies to recover, realign and revitalize strategic plans for the year," said Eric Schnell, CEO and Co-founder, BeyondBrands. "Our entire team understands the time lost, and we are committed to helping emerging brands succeed. That’s why we are offering a reduction in fees for our D2C platform and our social media services.”
Regardless of a company’s stage of growth, BeyondBrands tailors specific strategies for businesses through its program offerings and services. For brands looking to gain traction, expand on-line sales, and improve innovation, BeyondBrands will share how it has created, led, and delivered results for emerging start-ups in the marketplace. Recently, the team collaborated with Mendez, Brazil’s number one hot sauce, and revitalized its impactful story through the BeyondBrands D2C program. Read more in a recently published case study exemplifying the power of collaboration with BeyondBrands D2C: https://beyondbrands.org/d2c/#consult.
"At BeyondBrands, we are growth experts who have worked with hundreds of companies, and yet we are constantly refining the framework and playbook to grow a business. We utilize our domain expertise in D2C, e-commerce, and Amazon to identify and execute the right strategy,” says Thani Sokka, CTO and Managing Partner, BeyondBrands D2C. “Amazon is the number one destination where consumers discover products. However, to execute on Amazon successfully, it requires active management and deep domain expertise. That’s where BeyondBrands D2C can help.”
Book an Appointment: Let Go of Your E-Commerce Growing Pains
Interested in discussing the D2C digital marketing management platform? Learn how BeyondBrands D2C can position your natural products brand for success in the upcoming year.
Schedule a consultation with BeyondBrands D2C, if you’re:
Ready to Go to Market across multiple channels (Amazon and your website)
Wanting to Drive Demand across your sales channels
Struggling to manage your direct to consumer e-commerce business
Juggling multiple agencies with varied strategies to generate e-commerce demand
Failing to get the financial results you need from e-commerce.
For a complete list of BeyondBrand's capabilities, click HERE.
BeyondBrands is Growing
BeyondBrands is also seeking more talent and looking for seasoned brand and CPG experts in the Natural Products Industry to join its Conscious Collective, specifically in sales. Inquiries can be made by emailing namaste@beyondbrands.org.
About BeyondBrands
Assembled by Steaz & Good Catch Co-founder Eric Schnell, and Under the Canopy and Institute for Integrative Nutrition Co-founder Marci Zaroff, a team of 20+ senior-level natural lifestyle and eco-conscious experts are Co-Creating the future model of full-service executive-level consulting including brand incubation and acceleration through the agency's networks and affiliates. This Conscious Products Collective – comprised of specialists from the most respected natural and organic food, beverage, fashion, beauty, and nutraceutical companies, to the most recognized consumer brands in the world – passionately and collaboratively delivers 360-degree consulting and outsourced management services for its clients. Visit beyondbrands.org.
Contact
Steven Hoffman, Compass Natural Marketing, 303.807.1042, steve@compassnaturalmarketing.com
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