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We recently returned from the
first round of January shows,
and we have discovered many
exciting new products that
will be featured in upcoming
issues. Even though Williams-
Sonoma recently lowered its
earnings estimates for the last
quarter of the year, it seems
that many of the specialty
gourmet retailers we talked to
experienced record sales for
the holiday season. Perhaps
this explains the strong at-
tendance we encountered at
the shows in Atlanta, San Francisco and Dallas. We hope this
positive trend continues to build strength through the rest
of 2012.
In this issue, we have barbecue on our minds. While we
recently received our first real snow in Boston, hearty New
Englanders like me still spark the grill in the dead of winter.
Apparently, I am not alone. A majority of grill owners (56
percent) enjoy their grills through the year, according to the
“HPBA 2011 State of the Barbecue Industry Report,” making it a bona fide year-round business. If that’s not enough
to get you hot on the grill, the HPBA research indicates
that more than 15 million grills and smokers shipped during
2010, and one can be found in 82 percent of North American
households. Where there is smoke, there is fire; and if there
are so many grills out there, then there is ample opportunity
to develop a healthy business in selling the accessories that
elevate the grilling experience.
Allow us to share some enlightening facts regarding the
grilling category to help you develop a more comprehensive
assortment. First, you should know your customer, and the
statistics show that the grilling station is manned quite liter-
ally by males almost 70 percent of the
time. It’s no secret that men love good
tools, and we are always going to be
tempted by a hefty well-made barbe-
cue tool. The tools of the trade are an
obvious place to start, but I urge you
to consider going beyond the obvious,
because the selling opportunity doesn’t
stop there. For example, did you know
that 83 percent of consumers who grill
slather on their favorite barbecue sauce
for basting during cooking and over
half normally use marinades? Don’t
forget to add in some barbecue rubs
to the mix as well because 44 percent
of grillers also reported applying the
spices before cooking. You probably
have guessed by now that our group
is rather bullish on specialty foods, but
trust me, that is an easy add-on sale
that you just can’t ignore!
Keep in mind that the top grilling holidays are not that far off. The Fourth of
July is at the top of the list, followed
by Memorial Day, Labor Day and, of
course, Father’s Day. I hope you find
this issue a timely introduction to a
category that has the ability to really
light up your sales if you buy smart and
choose an appealing mix of product.
For many consumers, the winter season always seems to bring cravings
for comfort food. What could be better
than a warm hearty meal on a cool
day? A warm hearty one-dish meal
made from a prepackaged flavorful
www.gourmetbusiness.com
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