A focus on individuals helps new products take flight

It takes more than a quick sales demo to convince chefs to invest in a new product range, claims McCain Foodservice business development chef Donnie Munro.

McCain has taken on the chef, who has many years of experience in the foodservice sector, in order to get closer to customers. "People need support today," claims Munro. "You can tell them that your product is the best, but what does that mean?" He explains that it is important to research individual customers and look at the ways in which they can incorporate the products into their current offering. "We're looking at old menus to find out what venues have served up in the past and giving them ideas of what to try in the future," he says.

Munro claims that this is a good way to avoid frightening customers by trying to sell them something that seems alien. "If you go in with something new, people get panicky, but if you explain how companies can use the product as part of a dish, they're more willing - it's a case of saying: 'why not try this as your Saturday special?'" explains Munro.

He is aiming to introduce McCain's new Sides and Starters range (pictured) as a solution to issues that can arise when working in foodservice. "You always have wastage in a pub. In every kitchen there's always old cheese lying around, so why not turn that into a cheese fondue and provide our new Potato Scoops as dips?" he suggests.

Potato Scoops are scoop-shaped chips, cut from a whole potato and suitable for dipping and scooping. The range also comprises Herby Onion Scoops - a variation on the traditional onion ring with slices of whole onions coated in a light and crispy herb batter. "If you're at a pub and the caterer serves you a sandwich with Herby Onion Scoops, it instantly transforms the offering from an average product to a premium product," claims the firm.

The range was developed to help caterers differentiate their menus from the competition by offering tradition with a twist.