Titans of Foodservice

What It Takes to Operate 127 QSR Restaurants with Cody Wong, CEO of CW Management Services

Wed, 17 Dec 2025 10:00:00 -0500

This week, Nick Portillo catches up with Cody Wong, CEO of CW Management Services. With oversight of more than 120 franchise locations, Cody breaks down the operational strategies that fuel scalable growth, emphasizing the importance of strong systems, smart technology, and disciplined execution.

He shares firsthand insights into managing the complexities of human resources, accounting, and regulatory compliance, particularly in light of recent legislative changes that have driven up labor costs. They also discuss the critical balance between operational efficiency and creating a positive workplace culture, one that empowers teams to deliver exceptional customer service.

Listen for strategies that support sustainable growth in the fast-casual dining space.

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

The Modern Playbook for Foodservice Brands to Master Media with Kate Finley, Founder of Belle Communication

Fri, 05 Dec 2025 10:00:00 -0500

Foodservice operators are embracing fresh, innovative marketing strategies that are essential for staying relevant and successful in today’s consumer landscape.

This week, Nick Portillo sits down with Kate Finley, Founder of Belle Communication, to uncover the wide-ranging opportunities for financial growth in the foodservice industry. Kate shares how strategic storytelling and authentic brand communication can set companies apart in an increasingly crowded market. She shares insights from her extensive experience helping food brands build genuine connections with their audiences and explains why transparency and trust matter more than ever.

Listen as Nick and Kate explore the rapid evolution of marketing in the rise of digital platforms.

RESOURCES

Portillo Sales

Belle Communications

CONTACT

Nick: nick.portillo@portillosales.com

Operational Excellence with David Youngberg, CEO of Stonefire Grill

Fri, 28 Nov 2025 10:00:00 -0500

In this episode, host Nick Portillo speaks with David Youngberg, CEO of Stonefire Grill, for an insightful conversation about the vast opportunities in the food service industry. Drawing on a career that spans more than 40 years, Youngberg shares how a commitment to operational excellence has been the cornerstone of his success. He reflects on his early days as a grill cook at McDonald’s, where he first developed a deep understanding of restaurant operations.

Together, Nick and David explore the evolving food service landscape, highlighting both time-tested practices and innovative strategies that are key to thriving in today’s market.

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

The Power of Purpose-Driven Leadership in Foodservice with Alison Patt, President & CEO of Thomas Cuisine

Wed, 22 Oct 2025 10:00:00 -0500

This week, Nick sits down with Alison Patt, President and CEO of Thomas Cuisine, to explore how food can be a powerful catalyst for both personal and professional transformation.

Alison shares her inspiring journey through the food service industry, a career rooted in real food, genuine hospitality, and a passion for improving lives through nutrition. From her early experiences in luxury hotels to leading one of the nation’s most respected dining service companies, she reveals how her leadership blends strategic vision with heartfelt service.

Listen as Nick and Alison discuss the intersection of health, leadership, and purpose in the food industry.

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

The Michelin Standard of Leadership with Chef Franck Desplechin, CEO of Incrementum

Wed, 15 Oct 2025 10:00:00 -0500

This week, join us as we explore the culinary and leadership journey of Chef Franck, shaped by Brittany roots and Michelin-starred mentorship. From top kitchens to luxury hotel boardrooms, he shares insights on resilience, teamwork, and intentional growth.

Nick and Franck explore his transformative path, from bustling kitchens of prestigious restaurants to the strategic boardrooms of luxury hotels, uncovering how his roots and experiences inform his unique approach to leadership. Chef Franck’s story goes beyond culinary success; it’s a testament to resilience, intentional growth, and the art of fostering teamwork and organizational culture.

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Why Quantity + Consistency + Speed = Quality in Storytelling and Building Your Brand, with Shawn Walchef, CEO of Cali BBQ Media

Wed, 01 Oct 2025 10:00:00 -0500

This week, Nick explores the diverse paths to financial success in the food service industry, emphasizing that the key lies in identifying a single, effective approach. His guest, Shawn Walchef, a leading voice in restaurant storytelling and digital hospitality, shares insights shaped by years of experience. We examine the power of narrative in building authentic connections, highlighting Shawn’s innovative “smartphone storytelling” method, which has helped numerous leaders boost their visibility and influence.

Tracing his evolution from restaurateur to media creator, Shawn shares the strategies that have allowed him to go beyond traditional marketing.

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Using Debt to Grow a Successful CPG Business with Emily Reeves, Vice President of Capital Solutions at Bridge

Wed, 24 Sep 2025 10:00:00 -0500

In this episode of Titans of Foodservice, host Nick Portillo sits down with Emily Reeves, Vice President of Capital Solutions at Bridge, to unpack the financial strategies every foodservice founder needs to know.

Emily shares how she has helped founders secure more than $300 million in growth capital in 2025, breaking down complex loan structures into practical, actionable insights. Together, Nick and Emily explore smart ways to leverage debt without giving up equity, overlooked financing opportunities, and proven negotiation tactics that empower founders to scale on their own terms.

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Solving the Labor Retention Problem in Restaurants with Harri’s Founder & CEO, Luke Fryer

Wed, 17 Sep 2025 10:00:00 -0500

In this episode, Nick Portillo dives into one of the industry’s toughest challenges: staffing and employee retention. He is joined by Luke Fryer, founder and CEO of Harri, a platform built to tackle these exact issues.

With a career that spans decades in hospitality, including launching the very first Burger King in Australia, Luke brings a wealth of experience and a fresh perspective on how to rethink workforce management. They explore why talent has become the ultimate competitive advantage in foodservice and how technology can transform scheduling and compliance from pain points into opportunities. Luke also shares practical strategies that operators of all sizes can use to improve retention.

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

One of the First Pioneers Who Brought Mexican Avocados to the U.S., Michael Spinner, VP of Global Frozen Foods

Wed, 10 Sep 2025 10:00:00 -0500

In this episode, Nick Portillo welcomes Michael Spinner, VP of Global Frozen Foods for a discussion on the diverse revenue streams within the food service industry. A trailblazer in the produce sector, Michael shares his extraordinary journey, including his pivotal role in introducing Mexican avocados to the U.S. market amidst significant legal and logistical hurdles. He offers valuable insights from his extensive experience, highlighting the critical role of innovation and adaptability in staying competitive.

Listen as Nick and Michael take a deeper look into what it takes to succeed in this dynamic industry.

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Ozempic, AI & the Future of Restaurants with Oli Ostertag, General Manager of PAR Technology’s Operator Cloud

Wed, 03 Sep 2025 10:00:00 -0500

In this episode, Nick Portillo welcomes Oli Ostertag, General Manager at PAR Technologies Operator Cloud. Together, they dive into one of the biggest shifts shaking up the industry: the rise of appetite-suppressing drugs like Ozempic and Wegovy. With more than a quarter of Americans considering these medications, dining habits are changing fast, and restaurants are being forced to adapt.

Ollie shares how quick-service brands can turn this disruption into opportunity by offering smaller portions, lower-sugar options, and smarter menus, without sacrificing profitability.

TIMESTAMPS

00:00 - Intro

00:44 - The Impact of Appetite-Suppressing Drugs on Food Service

06:59 - The Impact of Consumer Behavior on Food Service Trends

19:44 - The Impact of AI on Customer Experience in Food Service

22:23 - Optimizing Customer Engagement through Data

29:47 - Future Innovations and Product Strategies

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Talking Crop Markets and the Future of Produce with First Pick Produce Marketing President, Ryan Staniscavage

Wed, 27 Aug 2025 10:00:00 -0500

In this episode, Nick Portillo sits down with Ryan Staniscavage, president of First Pick Produce, for an in-depth look at the fresh produce supply chain. Ryan breaks down how factors like weather impact pricing and availability, while also sharing strategies for navigating the ups and downs of crop markets. The conversation sheds light on why strong industry relationships and a commitment to quality are at the heart of First Pick Produce’s success, and why communication is key to keeping fresh produce moving to operators across the country.

TIMESTAMPS

00:00 - Intro

00:45 - Diving into Fresh Produce

07:34 - The Journey into the Ag Business

10:10 - Building Relationships in Food Service Brokerage

24:52 - Market Volatility and Its Impact on Produce Pricing

32:49 - Reflections on a Career in the Produce Industry

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

75 Years of Lamb Weston: Ashley Hatfield, Sr Dr of Ag Services, North America on Farming, Fries, and the Future

Wed, 20 Aug 2025 10:00:00 -0500

In this episode, Nick Portillo and guest Ashley Hatfield, Senior Director of Ag Services North America at Lamb Weston, explore the surprising number of ways the humble French fry can drive revenue in the food service industry. Nick and Ashley discuss potato fields to the fryer basket, showing how innovation and sustainability shape every step.

They also talk about Lamb Weston’s forward-thinking farming practices, cutting-edge technology that helps farmers boost efficiency and crop health, and the company’s celebration of 75 years in business with an exciting new menu launch. Along the way, you’ll get an insider’s look at the food supply chain, and discover the care, expertise, and creativity that make French fries one of America’s most beloved side dishes.

TIMESTAMPS

00:00 - Intro

00:44 - Exploring the Journey of French Fries

07:48 - The Shifting Trends of Asparagus and Potatoes

21:43 - The Technology Behind Sustainable Potato Farming

27:30 - Collaboration in the Potato Industry

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

The Building of J.T.M Food Group with One of the Original Titans of Commodity Processing, Brian Hofmeier, VP of J.T.M Food Group

Wed, 13 Aug 2025 10:00:00 -0500

In this episode of Titans of Foodservice, host Nick Portillo explores the remarkable journey of Brian Hofmeier, Vice President of J.T.M Food Group, whose leadership has transformed the company’s food service division from just 10% to an impressive 95% of total sales. Hoffmeier shares key milestones from his 30-year career, including his instrumental role in launching the groundbreaking commodity processing program for the K12 sector, now a national standard in school food service.

Listen as Nick and Brian take a deep dive into the strategies, innovations, and insights that have shaped both Hoffmeier’s legacy and the broader food service industry.

TIMESTAMPS

00:00 - Intro

04:12 - Brian Hoffmeier's Journey into Food Service

10:56 - The Evolution of JTM's Food Service Business

27:29 - Navigating Change in the Food Industry

36:22 - The Cost of Innovation

37:42 - The Cost of Ingredients in Food Service

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

The Broker’s Playbook: How to Grow Foodservice Brands in New Markets

Wed, 25 Jun 2025 10:00:00 -0500

In this episode of Titans of Foodservice, host Nick Portillo dives into the proven strategies behind successfully expanding food brands into new markets. Nick unpacks the essential steps brokers take to drive growth, from identifying the right operator profile to building strong distribution networks and leveraging the power of local broker relationships.

You’ll learn why purposeful sampling, strategic account targeting, and long-term relationship building are critical to gaining traction—and staying there. Nick also explains why growth isn’t just about good timing or luck—it’s about having a sharp, actionable game plan.

TIMESTAMPS

00:00 - Intro

01:13 - Understanding Market Expansion in Food Service

05:39 - Defining Your Ideal Operator Match

12:03 - The Importance of Sampling in Food Service Sales

13:39 - Growing Your Business in New Markets

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

The Foodservice Dynamics In California

Wed, 18 Jun 2025 10:00:00 -0500

With over 90,000 restaurants and a population of more than 40 million, the Golden State offers a dynamic and diverse market that’s as competitive as it is promising.

This week, Nick unpacks key strategies to boost your sales and marketing efforts and explores what it takes to stand out in such a saturated space. From navigating complex regulations to understanding regional trends and shifting consumer preferences, this conversation is packed with practical insights for anyone looking to succeed in California’s fast-paced food service scene.

Whether you're a seasoned professional or just starting, this episode will leave you with valuable tools to better understand—and win in—this powerful market.

TIMESTAMPS

00:00 - Intro

03:35 - Understanding the California Food Service Market

05:40 - Distribution in California's Food Market

14:33 - GPOs and Their Impact on Sales

19:41 - California Sales Strategies

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

From Crumbs to Kitchens: How Emerging Brands Can Break into Foodservice with Conza CEO, Alex Strauch

Wed, 11 Jun 2025 10:00:00 -0500

In this week’s episode, Nick sits down with Alex Strauch, CEO & Founder of Conza—a brand that’s making waves with their high-quality sourdough breadcrumbs. Together, they dive into the challenges of food service sales and discuss key tactics for growth and market entry, especially for new brands. Alex shares firsthand experience on navigating supply chains, positioning products for food service buyers, and scaling operations while maintaining quality.

Whether you’re an emerging brand or looking to sharpen your sales approach, this conversation is packed with strategic insights that will help you accelerate growth and carve out your space in the food service landscape.

TIMESTAMPS

00:00 - Intro

00:26 - Food Service Challenges

11:26 - Transitioning to the Food Service Industry

20:35 - Navigating Food Service Sales: Strategies and Insights

21:09 - Sales Strategies in Food Service

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

How David Garascia, General Manager of Bel Brands, Scaled His Company Beyond Retail

Wed, 28 May 2025 10:00:00 -0500

This week, Nick Portillo welcomes David Garascia, General Manager of Food Service at Bell Brands, to explore how to grow a food service business within a retail-driven company. David shares strategies for building strong distribution networks, creating operator relationships, and delivering value beyond pricing. He also reveals how Bell Brands is evolving to meet shifting market demands, making this a must-listen for anyone in the food service space.

Listen to gain insider knowledge on the forward-thinking strategies Bell Brands is employing to meet changing market demands and customer preferences.

TIMESTAMPS

00:00 - Intro

04:39 - Transitioning from Retail to Food Service

07:40 - Understanding Waste Management in Food Service

13:46 - Marketing Strategies in the Food Service Industry

15:05 - Innovations in Food Service: Strategies for Success

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

The 5 Reasons Most Food Brokers Fail

Wed, 21 May 2025 10:00:00 -0500

This week, Nick is breaking down why so many food brokers fail early on — and what you can do to avoid the same mistakes.

It’s not about bad sales skills. The real issues come from not understanding how to run the business side of a brokerage. Drawing from real-world experience, listen as Nick unpacks the five critical mistakes that often lead to early failure in the food brokerage industry.

TIMESTAMPS

00:00 - Intro

00:36 - Struggles of New Food Brokers

05:08 - The Five Biggest Mistakes Brokers Make

08:00 - Navigating Manufacturer Relationships in Food Service

10:21 - Key Strategies for Broker Success

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

The ‘Force Multiplier’ Strategy in Foodservice Sales

Wed, 14 May 2025 10:00:00 -0500

Nick explores the “force multiplier” effect—an elite military strategy—and how it applies to sales in the food service industry, this week on the Titans of Foodservice podcast. By building scalable systems, training teams, and leveraging tools like LinkedIn, sales professionals can expand their reach and grow their brands more efficiently.

Listen for practical, high-impact strategies to help you work smarter and rise above the competition.

TIMESTAMPS

00:00 - Intro

02:54 - Applying the Force Multiplier Effect to Food Service Sales

04:37 - Mindset Shift in Sales

08:02 - The Power of Asking for Introductions

10:49 - Scaling Your Business: The Force Multiplier Concept

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Why Most Food Brokers Struggle to Deliver on Their Promises

Wed, 07 May 2025 10:00:00 -0500

There are many ways to generate revenue in the food service industry. This week, Nick talks about the power of choosing one clear, effective strategy. Drawing from personal experience as a food broker, he shares three major missteps that stalled his growth but ultimately reshaped how he approaches business.

From the importance of strong market coverage to the importance of cultivating the right relationships, Nick sheds light on why strategic partnerships often matter more than widespread outreach.

Listen for tips to navigate the food service landscape with greater clarity, intention, and success!

TIMESTAMPS

00:00 - Intro

02:36 - Three Major Mistakes as a Food Broker

04:35 - Lessons Learned in Marketing

07:09 - The Importance of Sales Execution

09:58 - Strategic Focus in Sales

11:43 - Investing in Relationships That Drive Sales

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

The 2 Biggest Reasons Food Brands Fail in Foodservice

Wed, 30 Apr 2025 10:00:00 -0500

There are many reasons why so many brands struggle—and ultimately fail—in the food service industry. Spoiler: it’s not because their products aren’t good. It’s often because they underestimate two crucial factors—demand and logistics.

This week, Nick is breaking down the common misconceptions, especially among those moving from retail to food service. One of the biggest mistakes? Assuming that retail success will automatically carry over. The food service world plays by different rules, where product performance often matters more than packaging or branding.

Listen for practical strategies to help build real demand and streamline logistics to thrive in this competitive space.

TIMESTAMPS

00:00 - Intro

01:54 - Understanding the Food Service Industry

05:45 - Common Misconceptions in Food Service

11:41 - The Importance of Marketing in Food Service

15:00 - Strategies for Success in Food Service

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Why Foodservice Buyers Don’t Care About Your Product

Wed, 23 Apr 2025 10:00:00 -0500

Nick is breaking down a core truth of selling in the food service industry: profitability is king. Buyers aren’t just looking for passion or a great product story—they’re focused on what drives their bottom line.

Listen as Nick unpacks why enthusiasm alone won’t close the deal and explores the real factors that influence purchasing decisions: profit potential, product performance, and availability. Through real-world insights and practical takeaways, he shows how aligning your pitch with these priorities can make all the difference.

If you’re ready to sharpen your sales strategy and speak the language buyers actually care about, this episode is a must-listen!

TIMESTAMPS

00:00 - Intro

01:26 - Understanding Buyer Motivations in Food Service

05:27 - Key Factors in Selling Food Products

09:36 - Selling Profit and Product Functionality

12:53 - Understanding Product Viability

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Two Brands, Same Category—One Thrives, One Fails. Here’s Why.

Thu, 17 Apr 2025 10:00:00 -0500

There is a game-changing distinction in the food service industry: the difference between brands that successfully generate demand and those that struggle to gain traction. Nick is breaking down this distinction through the lens of two hypothetical brands this week—Brand A, which takes a proactive approach by building strategic partnerships and driving demand, and Brand B, which remains passive and stagnates as a result.

By comparing these two paths, Nick highlights why simply getting into distribution isn’t enough. True success comes from actively engaging with key operators, building strong industry relationships, and consistently investing in market education and brand presence.

TIMESTAMPS

00:00 - Intro

02:42 - Brand A vs Brand B: Understanding Food Service Success

04:59 - Driving Awareness in Food Distribution

09:20 - Building Demand in Food Service: Strategies for Success

11:17 - Strategies for Increasing Sales Through Events

13:48 - Building Demand and Simplifying Sales

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

3 Solutions to Overcome Slowing Foodservice Sales

Wed, 09 Apr 2025 10:00:00 -0500

This week on the Titans of Food Service podcast, Nick Portillo talks about why being adaptable in the foodservice industry is so important. He shares lessons from his 10 years as a food broker, including key strategies to stand out in a competitive market.

Nick shares how you can use tech and digital marketing—especially LinkedIn—to boost your brand and connect with the right people. Plus, he breaks down how data can help you understand what operators really want so you can target the best opportunities.

Listen as Nick highlights how strong relationships with big operators can take your business to the next level!

TIMESTAMPS

00:00 - Intro

01:58 - The Changing Landscape of Food Service Sales

07:39 - Leveraging LinkedIn for Business Success

12:00 - Understanding the Importance of Data in Sales

15:35 - Building Relationships with Operators

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Rethinking Growth in Foodservice: Scaling Smarter, Selling Smarter, and Bouncing Back

Wed, 26 Mar 2025 10:00:00 -0500

This week on the Titans of Food Service podcast, Nick Portillo dives into the many ways to make money in the food service industry—not just in theory, but through real, hands-on experience. Nick shares why true success comes from actively engaging with the key players in the field, building relationships, and staying adaptable—especially in the ever-changing post-COVID landscape.

Nick also shares why he will be shifting the podcast from a guest-driven format to a more personal storytelling approach, drawing from his own experiences as a food service broker.

TIMESTAMPS

00:00 - Intro

02:12 - Transitioning to Solo Content Creation

03:06 - Challenges of Scaling in the Food Service Industry

04:42 - The Unique Challenges of Scaling in the Service Industry

07:44 - Reinventing the Business Post-COVID

10:09 - Redefining What's Important

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Kentucky: Four Generations Strong and The Legacy of Brown Foodservice with Daniel Neeley, Chief Operating Officer of Brown Foodservice

Wed, 26 Feb 2025 10:00:00 -0500

This week on the Titans of Food Service podcast, Nick Portillo speaks with Daniel Neeley, Chief Operating Officer and Senior Vice President of Brown Food Service. Nestled in the heart of Kentucky, Brown Food Service is a venerable establishment with a rich lineage dating back to 1942, originally serving mining communities in Appalachia. Daniel shares the intricacies of managing a multi-generational family business, emphasizing the paramount importance of trust, transparency, and steadfast family values as the bedrock of their operations. Nick and Daniel discuss the challenges and innovations that have shaped the company's trajectory, particularly in the wake of evolving technological landscapes post-COVID-19. Daniel shares stories of resilience and adaptation in the food service sector, highlighting the significance of nurturing relationships while embracing modern advancements.

TIMESTAMPS

00:00 - Intro

01:26 - Exploring Kentucky's Food Service Heritage

08:51 - The Journey Back to Family Business

13:59 - The Impact of COVID on Technology in the Food Distribution Industry

25:13 - Exploring the Food Service Industry

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

North Carolina: The Building of North Carolina’s First Hydroponic Coffee Farm with Big Guns Coffee Founder & President, T. Shane Johnson

Wed, 19 Feb 2025 10:00:00 -0500

This week on the Titans of Food Service podcast, Nick Portillo speaks with T. Shane Johnson, a Marine Corps veteran and the driving force behind Big Guns Coffee. T. Shane shares how he transformed a simple desire into a high-powered coffee brand inspired by his daughter's entrepreneurial spirit. Big Guns Coffee epitomizes innovation and resilience with a remarkable array of 38 coffee blends and the establishment of the first hydroponic coffee farm in North Carolina. T. Shane's narrative is one of overcoming adversity, from surviving life-threatening challenges to fostering a business that embodies motivation and community. Listen as Nick and T. Shane traverse the landscape of North Carolina's vibrant food service scene and uncover the profound impact of coffee on building connections and supporting local economies.

TIMESTAMPS

00:00 Intro

10:36 The Journey into Coffee Entrepreneurship

24:54 The Future of Hydroponic Coffee Farming

34:01 Innovative Farming and Community Impact

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Missouri: How Pat Phelan, CEO of Leap Companies, Transformed His Company After Losing Half Its Revenue

Wed, 12 Feb 2025 10:00:00 -0500

This week on the Titans of Food Service podcast, Nick Portillo speaks with Pat Phelan, CEO of Leap Companies, a distinguished entity that specializes in providing comprehensive hospitality services, including furniture and logistics for various dining establishments. Pat's entrepreneurial journey, which commenced with the acquisition of Leap in 2006, is marked by significant challenges, including the loss of a major client that nearly halved his revenue. Rather than succumb to adversity, Pat exemplified resilience by pivoting his business model and cultivating new opportunities, ultimately leading to sustained growth and innovation within the sector. Throughout the discussion, Pat shares invaluable insights into the intricacies of navigating the foodservice landscape, emphasizing the importance of perseverance, strategic thinking, and the ability to adapt in the face of unforeseen challenges.

TIMESTAMPS

(00:00) Intro

(00:42) Introduction to Pat Phelan and Leap Companies

(07:55) Transitioning from Corporate to Entrepreneurship

(13:40) The Entrepreneurial Leap: Taking Risks and Making Decisions

(21:04) Ecommerce Insights and Lessons Learned

(28:33) Transitioning Expertise: How Background Shapes Business Success

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

California: Selling in Retail vs. Foodservice with Jeff Kyer, VP of Sales - Retail at Portillo Sales & Marketing

Wed, 05 Feb 2025 10:00:00 -0500

This week on the Titans of Food Service podcast, Nick Portillo speaks with Jeff Kyer, VP of Sales and Retail at Portillo Sales & Marketing. Nick and Jeff traverse the intricate landscape of food service and retail sales, elucidating the distinct methodologies and strategies employed within each sector. Jeff, with his extensive background in retail food brokerage and his recent ascension to Vice President of Sales at Portillo Sales and Marketing, provides invaluable insights into the operational differences and market dynamics that define these two realms. As they explore the robust food service market in California, which boasts over 90,000 restaurants and generates more than $135 billion in annual sales, Nick and Jeff highlight the importance of strategic relationships and fact-based selling in an ever-evolving industry.

TIMESTAMPS

(00:00) Intro

(03:37) Transitioning from Food Service to Retail Sales

(11:06) Understanding Schematic Design in Retail

(15:30) The Dynamics of Retail Sampling

(22:21) Pricing Strategies in Food Service

(28:15) Exploring the Dynamics of Food Service and Retail

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Minnesota: Lessons in Leadership from a Father-Son Dynamic with Craft & Crew Hospitality President, David Benowitz

Wed, 29 Jan 2025 10:00:00 -0500

This week on the Titans of Food Service podcast, Nick Portillo speaks with David Benowitz, President of Craft and Crew Hospitality. David discusses the challenges and rewards of working alongside his father, highlighting the need for open communication and the evolution of their relationship as they navigate the complexities of a family business. David elaborates on the entrepreneurial operating system (EOS) that has been pivotal in shaping their company's structure and success, illustrating how it fosters clarity and consistency in operations. David also expresses his commitment to building a legacy that not only supports their staff and families but also prepares the next generation for potential leadership in the business.

TIMESTAMPS

(00:00) Intro

(02:06) Exploring Minnesota's Food Service Scene

(06:16) The Journey into Hospitality

(19:23) The Importance of Networking and Leadership in Business

(21:42) Navigating Family Dynamics in Business

(32:56) Decisions That Shape Our Business Journey

(36:35) Navigating Family and Business Dynamics

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

New Jersey: The American Dream Served Fresh with The Salad House CEO & Founder, Joey Cioffi

Wed, 22 Jan 2025 10:00:00 -0500

This week marks our 100th episode on the Titans of Food Service podcast! Nick Portillo speaks with Joey Cioffi, the CEO and founder of the rapidly expanding Salad House chain. With a vision for healthier, fast-casual dining, Joey has successfully opened 20 locations and is set to scale even further across the Northeast and beyond. His story begins in his family's deli in New Jersey, where he learned the intricacies of the food service industry at a young age. Nick and Joey discuss the importance of community involvement, the challenges of maintaining quality in a franchise model, and the insights gained from both successes and setbacks in business. As they explore the dynamics of the food service landscape, Joey shares his passion for creating a brand that resonates with customers seeking convenient yet nutritious options.

TIMESTAMPS

(00:00) Intro

(03:40) Joey Cioffi's Background

(11:04) The Salad House Journey

(15:33) Franchise Growth and Community Involvement

(27:30) The Future of the Brand Expansion

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Michigan: Blending History and Hospitality at the Country's #1 Athletic Club with Charles Johnson, Executive Manager/CEO at the Detroit Athletic Club

Wed, 15 Jan 2025 10:00:00 -0500

This week on the Titans of Food Service podcast, Nick Portillo speaks with Charles Johnson, CEO of the Detroit Athletic Club, to discuss its rich history and significance in the community. With a legacy dating back to 1887, the DAC has evolved from an athletic club into a premier destination for fine dining and hospitality, showcasing Detroit's heritage and resilience. Johnson shares insights into the club's commitment to exceptional service. He also shares how employee engagement, allowing staff to voice their ideas and contribute to the club's goals, ultimately creates a culture of care for both members and colleagues. Listen as Charles reflects on the vibrant food service scene in Michigan and its impact on the local community.

TIMESTAMPS

(00:00) Introduction to the Titans of Food Service Podcast

(06:34) Charles Johnson's Journey in Hospitality

(07:56) The Evolution of Hospitality Careers

(21:22) The Legacy and Influence of the DAC

(24:28) Empowering Employee Voices

(30:20) The Importance of Taking Care

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Pennsylvania: Golden Waffles CEO, Michael DiBeneditto on Building a Golden Foodservice Business

Wed, 08 Jan 2025 10:00:00 -0500

This week on the Titans of Food Service podcast, Nick Portillo speaks with Michael DiBeneditto, CEO of Golden Waffles. Michael shares insights into the evolution of his company and the unique all-inclusive waffle program they offer. Since its establishment in 1937, Golden Waffles has transformed from a traditional distributor to a pioneer in providing seamless service for waffle stations in hotels, restaurants, and more. Michael discusses his journey into the food service industry, highlighting the importance of community and personal connections that have shaped his career. He emphasizes the company’s commitment to customer experience and innovation, aiming to make fresh waffles accessible across various segments, including quick-service restaurants.

TIMESTAMPS

(00:00) Intro to the Titans of Foodservice

(03:33) Michael DiBenedetto's Journey in the Food Industry

(11:26) The Golden Waffles Opportunity

(23:02) The Evolution of Golden Waffles

(26:53) Building Brands and Partnerships in Food Service

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Florida: Urban Development Meets South Florida Restaurant Empire with The Restaurant People CEO, Tim Petrillo

Wed, 18 Dec 2024 10:00:00 -0500

This week on the Titans of Food Service podcast, Nick Portillo speaks with Tim Petrillo, co-founder and CEO of The Restaurant People and Urban Street Development. Tim shares his remarkable journey in the food service industry and how he has significantly impacted South Florida's dining scene. With over 70 restaurants under his belt, Tim discusses the unique challenges and strategies involved in running a successful restaurant business, emphasizing the importance of hospitality over mere knowledge. He reflects on his early experiences, from starting as a busboy to working with renowned chefs, and how those formative years shaped his approach to restaurant operations and management.

TIMESTAMPS

(00:00) Intro

(02:30) Introduction to Tim Petrillo

(12:20) Building a Restaurant Empire: Lessons Learned

(22:42) Transitioning Areas and Mixed-Use Projects

(28:06) Navigating the Challenges of the Restaurant Business

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Arizona: How Delivering an "I Love it Here" Experience Can Quintuple Revenue with The Melt CEO, Ralph Bower

Wed, 11 Dec 2024 10:00:00 -0500

This week on the Titans of Food Service podcast, Nick Portillo speaks with Ralph Bauer, CEO of The Melt. Ralph shares his remarkable journey in the food service industry, highlighting how he quintupled the average revenue per unit from $700,000 to an astounding $3.5 million. With over 25 years of experience, including leadership roles at Popeyes and Domino's, Ralph emphasizes the importance of listening to team members and customers to drive success in the restaurant business. He discusses the transformative power of creating an "I love it here" experience for guests, which fosters loyalty and enhances sales. Ralph's insights into operational excellence and team alignment reveal the key factors behind his impressive achievements in a highly competitive industry.

TIMESTAMPS

(00:00) Introduction

(00:26) Ralph Bauer's Journey in Food Service

(12:14) The Power of Listening in Leadership

(18:25) Navigating Challenges: The Impact of COVID-19 on Business

(29:05) Fostering Loyalty

(35:08) Delivering the 'I Love It Here' Experience

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Texas: Supporting Texas’ 50K Restaurants with Texas Restaurant Association President & CEO, Dr. Emily Williams Knight

Wed, 04 Dec 2024 10:00:00 -0500

This week on the Titans of Food Service podcast, Nick Portillo speaks with Dr. Emily Williams Knight, the President and CEO of the Texas Restaurant Association. Emily is a powerhouse advocate for the Texas food service industry, representing over 60,000 restaurants and 1.3 million employees. She shares her journey from a military upbringing to her prominent role in advocating for restaurant owners, emphasizing the importance of resilience and adaptability. Dr. Knight discusses the unique challenges faced by the industry, particularly during the COVID-19 pandemic, and how her leadership has helped navigate these turbulent times.

TIMESTAMPS

(00:00) Intro

(03:18) Introduction to Dr. Emily Williams Knight

(09:38) The Impact of a Military Upbringing

(15:02) The Journey to Dallas: A Career Transformation

(23:34) Understanding the Landscape of Restaurant Advocacy

(30:33) Navigating the Restaurant Industry's Future

(34:00) Reflections on the Restaurant Industry

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Georgia: Bill Lewis, CEO of Frosty Acres Brands on the Power of Data-Driven Growth in Foodservice

Wed, 27 Nov 2024 10:00:00 -0500

This week on the Titans of Food Service podcast, Nick Portillo speaks with Bill Lewis, the President and CEO of Frosty Acres Brands. They explore the critical role of independent food distributors and how Frosty Acres is leveraging data-driven insights to identify new growth opportunities in the industry. Bill shares his journey from Ohio to Georgia and his extensive experience in food distribution, highlighting the adaptability and customer intimacy that independent distributors offer compared to national broadliners. Nick and Bill also discuss the importance of technology and data analytics in enhancing relationships and driving profitability for suppliers and members alike.

TIMESTAMPS

(00:15) Introduction to the Titans of Food Service

(02:25) Welcoming Bill Lewis to the Podcast

(07:20) The Evolution of a Cooperative

(22:05) Leveraging Data for Competitive Advantage

(24:47) The Role of AI in Business Growth

(32:09) A Journey Towards More

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Alabama: Tuscaloosa BBQ Meets Tradition with Betsy McAtee, CEO of Dreamland BBQ

Wed, 20 Nov 2024 10:00:00 -0500

This week on the Titans of Food Service podcast, Nick Portillo speaks with Betsy McAtee, CEO of Dreamland Barbecue. Betsy shares the legendary history and cultural significance of barbecue in Alabama. The conversation highlights Dreamland's unique approach to barbecue, which includes cooking over an open pit and using a signature vinegar-based sauce, setting it apart from other regional styles. Betsy and Nick explore the deep connection between food and community, especially on game days when residents celebrate Alabama football with barbecue as a central element.

TIMESTAMPS

(00:02) Introduction to Titans of Food Service

(00:29) Highlighting Alabama's Food Scene

(00:46) Interview with Betsy McAtee

(01:08) The Legendary Story of Dreamland Barbecue

(04:49) Barbecue Culture in Alabama

(13:37) The Unique Flavors of Alabama Barbecue

(18:20) Betsy McAtee's Journey with Dreamland

(21:58) Future Plans for Dreamland Barbecue

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Hawaii: Restaurant Trailblazer & CEO, Elisia Flores Shares How She's Leading the Global Expansion of L&L Hawaiian BBQ

Wed, 13 Nov 2024 10:00:00 -0500

This week on the Titans of Food Service podcast, Nick Portillo speaks with Elisia Flores, the CEO of L&L Hawaiian Barbecue. Elisia discusses her remarkable journey with her family-owned restaurant chain, which has grown into a global brand with over 200 locations. Elisia shares her unique perspective on managing a large business while maintaining the authentic flavors that define Hawaiian cuisine. Nick and Elisia delve into the challenges and triumphs faced during the pandemic, highlighting how L&L adapted and thrived amidst the chaos.

TIMESTAMPS

(00:00) Intro to Titans of Food Service

(01:37) Hawaii's Unique Food Scene

(02:21) Meet Elisia Flores, CEO of L&L Hawaiian Barbecue

(08:29) The Founding Story of L&L Hawaiian Barbecue

(20:12) Navigating the Pandemic as a Restaurant Leader

(25:53) Future Goals: Expanding to 500 Locations

(27:15) Conclusion and Final Thoughts

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Alaska: Alaska’s Breakfast King, Derrick Green on the Waffles & WhatNot Success Story

Wed, 06 Nov 2024 10:00:00 -0500

This week on the Titans of Food Service podcast, Nick Portillo speaks with Derrick Green, former Army veteran, and Alaska’s “breakfast king”. Derrick shares his inspiring journey of transforming personal health challenges into a thriving food business, Waffles and Whatnot. After facing significant health issues within his family, including cancer diagnoses for both his wife and mother, Derek turned to food not just as sustenance but as a means of healing. His company is built on the belief that food should nourish and promote wellness, and he aims to create the largest black-owned franchise in the U.S. Nick and Derrick discuss the unique characteristics of the Alaskan food scene, highlighting its reliance on local ingredients and the bountiful seafood that defines its culinary landscape.

TIMESTAMPS

(00:00) Intro

(00:36) Meet Derrick Green: From Army to Entrepreneur

(01:40) Alaska's Unique Culinary Scene

(07:39) Derrick’s Journey Through Health Challenges

(09:46) The Birth of Waffles and Whatnot

(11:51) Creating Health-Conscious Meals

(17:56) Building the Largest Black-Owned Franchise

(32:56) Community Outreach

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Oregon: The Power of Foodservice Marketing to Build a Brand with Raving Fans with Joe Prewett, CEO of Oregon Fruit Products

Wed, 30 Oct 2024 10:00:00 -0500

This week on the Titans of Food Service podcast, Nick Portillo speaks with Joe Prewett, CEO of Oregon Fruit Products. Nick and Joe explore the innovative strategies driving success in the food service industry today. With a robust background in marketing, Joe discusses his journey from the Bay Area to leading a renowned fruit brand, highlighting lessons learned from his time at Tillamook. Listen as Nick and Joe discuss the significance of being bold in brand evolution and the necessity of understanding market dynamics to carve out a niche in a competitive landscape.

TIMESTAMPS

(00:00) Intro

(02:43) Oregon Spotlight: The Food Scene

(03:42) Interview with Joe: Career Journey

(08:29) Marketing Strategies and Brand Growth

(13:50) The Power of Premium Branding

(27:42) Oregon Fruit's Vision and Goals

(28:58) Advice for Future Leaders in Food Service

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.co

New Hampshire: How to Build and Maintain a Motivated Team for Success with Tom Boucher, CEO of Great NH Restaurants

Wed, 23 Oct 2024 10:00:00 -0500

This week on the Titans of Food Service podcast, Nick Portillo speaks with Tom Boucher, CEO of Great New Hampshire Restaurants. Nick and Tom discuss the importance of employee recognition and engagement within the food service industry. With over 40 years of experience, Tom emphasizes how a robust reward system has transformed his business, allowing employees to recognize each other and fostering a culture of teamwork and excellence. He shares insights into the operations of his restaurants, highlighting the significance of systems and controls to ensure consistency and quality.

TIMESTAMPS

(00:02) Intro

(00:26) Spotlight on New Hampshire's Food Scene

(00:42) Meet Tom Boucher, CEO of Great New Hampshire Restaurants

(04:17) Tom's Journey in the Food Industry

(11:10) Operational Excellence in Restaurants

(16:43) Innovative Employee Recognition Systems

(30:55) Giving Back: Community Impact and Charity

(34:06) Closing Thoughts with Tom Boucher

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Delaware: From Television to Business Success with Celebrity Baker, Dana Herbert

Wed, 16 Oct 2024 10:00:00 -0500

This week on the Titans of Food Service podcast, Nick Portillo speaks with celebrity baker Dana Herbert. With a background in both savory and pastry arts, Dana has made a name for himself not only in Delaware but also nationally, thanks to his appearances on shows like TLC's Cake Boss. Nick and Dana discuss the importance of mentorship and the unique challenges of running a bakery while maintaining high creativity and quality standards. Dana also reflects on his experiences working with celebrities and emphasizes the significance of practice, resilience, and the joy of baking, revealing how these elements have contributed to his success in the competitive food service industry.

Quotes

"So when you get these surprise ingredients, I think you really just have to fall back on your training and on the knowledge that you do have. When I was in school, I had this one teacher, and she said, if you can smell anything sweet in something, it can be used for a dessert." -Dana Herbert

"Life can be circling around you the whole time, and you don't even see some of the possibilities and things and connections that are going to happen in your career." -Dana Herbert

TIMESTAMPS

(00:00) Intro

(01:08) Meet Chef Dana Herbert

(03:31) Dana's Culinary Journey and Inspirations

(05:59) The Story Behind Desserts by Dana

(06:28) Competing on TLC's Cake Boss

(10:44) The Challenges of Cake Design

(19:34) Lessons Learned from Mistakes in Baking

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Connecticut: 4x James Beard Award Winner, Michel Nischan on Building a Wildly Successful Culinary Career

Wed, 09 Oct 2024 10:00:00 -0500

This week on the Titans of Food Service podcast, Nick Portillo speaks with Michel Nischan, a four-time James Beard Award Winner and chef. Michel shares his journey from working on his grandfather's farm to becoming a celebrated chef and influential advocate for food equity and sustainability. Michel talks about co-founding Wholesome Wave and Wholesome Crave, and working with the late actor Paul Newman on the Dressing Room restaurant. Nick and Michel discuss the importance of being curious about other cultures' cuisines and Michel’s commitment to using food as a tool for positive social change.

Quotes

"You need to be able to channel your talent into making customers happy instead of creating things that only intrigue you." -Michel Nischan

"If you don't make an effort to genuinely know all of your different customers and respect and meet them where they're at and be able to have really open conversations, regardless. Regardless of their ideology or whatever it is, you need to be welcoming to everybody." -Michel Nischan

TIMESTAMPS

(00:02) Michel's Impact on Food Equity and Sustainability

(03:48) Michel's Journey from Farm Life to Four James Beard Awards

(14:24) Authenticity in Restaurant Concepts and Cultural Sensitivity

(18:24) Mentors and Milestones in a Chef's Journey

(25:08) Michel Nischan on Authenticity and American Heritage Cuisine

(28:08) From Dressing Room Restaurant to Wholesome Wave's National Impact

(33:00) The Power of Food in Transforming Health and Society

(37:05) Connecting with Chef Michel Nischan Through Social Media

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

New York: Ex-Sysco President & Successful Entreprenuer, Mike Pilkington, on The Formula to Build, Scale, & Sell a Business

Wed, 02 Oct 2024 10:00:00 -0500

This week on the Titans of Food Service podcast, Nick Portillo speaks with Mike Pilkington, CEO of KEY Sparkling Water, to discuss his diverse career journey from corporate management at Sysco Foods to entrepreneurship with Death Wish Coffee and now, KEY Sparkling Water. Mike shares insights on leadership, and resisting unionization, and underlines the importance of “beginning with the end in mind”. Listen this week as Nick and Mike discuss how strategic transitions within a company can lead to significant career advancements for entrepreneurs and the importance of surrounding oneself with like-minded and skilled individuals.

Quotes

"In entrepreneurship, bet on yourself, as the days of corporate loyalty are dwindling." -Mike Pilkington

"To me, experiencing success is the first stage to be able to bring other people along with you." -Mike Pilkington

TIMESTAMPS

(00:00) Mike Pilkington's Journey from Cisco to KEY Sparkling Water

(04:41) The Journey to Sobriety and Its Unexpected Challenges

(10:00) From HR to Sales Leadership at Sysco

(12:12) Leadership, Change, and Personal Growth in Business

(20:12) Entrepreneurial Journey from Coffee to Sparkling Water

(28:18) Entrepreneurial Success Through Community and Self-Belief

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

North Dakota: Richard Byers, President of Cash-Wa Distributing, on How to Build a Path to Leadership with a Sales Background

Wed, 25 Sep 2024 10:00:00 -0500

This week on the Titans of Food Service podcast, Nick Portillo speaks with Richard Byers, President of Cash-Wa Distributing. Richard’s unique journey from working in an Italian restaurant in Philly to leading a major food distributor highlights his resilience and dedication to continuous learning. He talks about the ups and downs of his career, the challenges of closing facilities, the impact of major industry acquisitions, and the importance of cultivating strong relationships with both customers and suppliers. Nick and Richard explore the impact of great leadership and communication, and the significance of maintaining good relationships in the food service business.

Quotes

"Network, network, network. Don’t go out and just try to meet people. Strategically go out and build relationships. And bet on yourself would be my best advice. Because nobody knows you better than yourself." -Richard Byers
"Sometimes you have to look backward to look forward." -Richard Byers

TIMESTAMPS

(00:02) Richard Byers' Journey in North Dakota's Food Service Industry

(03:38) Weather Extremes and Celebrity Connections in North Dakota

(04:50) From Dishwasher to Distribution: A Journey in the Food Industry

(07:50) A Journey from Restaurant Management to Distribution and Insurance

(13:11) Navigating Corporate Acquisitions and Facility Closures

(19:55) The Importance of Relationships and Communication in Business Transitions

(25:45) Cultivating Sales Teams and Building Strong Customer Relationships

(32:25) The Evolving Role of Food Brokers in Business Strategy

(37:3)3 The Journey of Continuous Learning and Networking

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Virginia: John Miller, President & COO of Legacy Food Group on Foodservice Acquisitions and Building Strategy

Wed, 18 Sep 2024 10:00:00 -0500

This week on the Titans of Food Service podcast, Nick Portillo speaks with John Miller, President and COO of Legacy Food Group. John Miller dives into the dynamics of the food service industry, discussing how he transitioned from banking into food distribution and the valuable lessons learned along the way. Nick and John discuss the significance of leveraging strong relationships, understanding geographical and customer segment fits in acquisitions and the importance of clean, detailed information during deal-making. John also offers practical advice for those looking to grow in their careers.

Quotes

"When an opportunity presents itself, take it. Even if it's something that you say, okay, I don't see how this ties in. Take it." -John Miller
“We like good, strong owners that want to continue in the business, but we want to take some of their chips off the table and be able to leverage opportunity and the eventual monetization of their investments.” -John Miller

TIMESTAMPS

(00:15) John Miller's Journey Through the Food Service Industry

(03:14) Exploring Virginia's Culinary Scene and John Miller's Food Service Journey

(06:45) From Banking to Food Service: A Career Transformation

(13:10) Strategic Planning and Acquisition in the Distribution Industry

(25:31) Navigating Career Challenges and Embracing Opportunities in Food Service

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Tennessee: The Art of Restaurant Acquisition & Investments with Sean Lyons, Managing Partner of Up Hospitality Partners

Wed, 11 Sep 2024 10:00:00 -0500

This week on the Titans of Food Service podcast, Nick Portillo speaks with Sean Lyons, Managing Partner of Up Hospitality Partners. Sean shares his enriching journey from a finance graduate at Purdue University to becoming a prominent name in the Tennessee restaurant scene. Sean and Nick explore the practical aspects of finding investors, structuring deals, and the significance of robust operational systems. Using his experiences working within industry-leading restaurant groups, Sean explains the benefits of surrounding oneself with experienced professionals and adopting reliable systems and processes.

Quotes

"Restaurants are successful by a million cuts. There's so many factors at play, and you have to do everything yourself in the beginning." -Sean Lyons

"There's always the luck play and the location play, but you can reduce that area of unknown with the right systems and knowledge." -Sean Lyons

TIMESTAMPS

(00:02) Sean Lyons on Restaurant Investments and Ballroom Dancing

(04:10) From Tapas to Fine Dining: A Culinary Journey

(06:40) The Intersection of Ballroom Dancing, Wrestling, and Culinary Arts

(14:11) Building a Hospitality Legacy in Nashville

(16:16) Risk-Averse Strategies for Opening and Expanding Restaurants

(22:37) Securing Investment and Reviving a Restaurant Amid Adversity

(27:12) Structuring Investor Models and Leadership in Business

(33:14) Creating Sustainable Restaurant Models and Employee Ownership

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Oklahoma: How to Run a Profitable Restaurant Business with Mike Bausch, Award-Winning Restaurateur & Certified Master Pizzaiolo

Wed, 04 Sep 2024 10:00:00 -0500

This week on the Titans of Food Service podcast, Nick Portillo speaks with Mike Bausch, Award-Winning Restaurateur & Certified Master Pizzaiolo. Mike shares his journey from law school dropout to owning twelve restaurants across seven brands. Nick and Mike discuss effective restaurant management, building a strong brand, and creating a thriving staff culture. Whether you’re a restaurateur or a business enthusiast, this episode delivers actionable advice on cultivating success in the food service industry.

Quotes

"Assume the customer isn't lying and assume the customer had a bad experience. If something goes wrong, completely own it. Own everything." -Mike Bausch

"Let the staff know they're supported. That goes from leadership to the managers feeling supported, and then they're supporting staff. The number one reason people will leave is a crappy manager." -Mike Bausch

TIMESTAMPS

(00:02) Mike Bosch's Success in Tulsa's Pizza Scene

(03:53) From Law School to Pizza: A Journey to Tulsa

(06:05) Scaling Restaurant Success Through Systems and Humility

(13:19) Building Brand Loyalty and Empowering Restaurant Staff

(21:03) Trust and Training: Lessons from the Marine Corps

(22:20) Effective Restaurant Marketing Strategies and Owner Involvement

(28:24) Key Strategies for Scaling a Restaurant Business

(31:10) Mike Bosch on Restaurant Success and Entrepreneurial Advice

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Maine: Helping Restaurants Manage and Grow on Third-Party Delivery Platforms with Chris Munz, VP of Growth of Voosh

Wed, 28 Aug 2024 10:00:00 -0500

This week on the Titans of Food Service podcast, Nick Portillo continues interviewing food service titans in his "Across America in 50 Weeks” series. Nick speaks with Chris Munz, Vice President of Growth at Voosh, a company offering data-driven tools aimed at optimizing profitability for restaurant owners. Nick and Chris explore the dynamic food scene in Maine and discuss Voosh's role in helping restaurants manage third-party delivery services like DoorDash and Uber Eats. Chris also shares insights into the importance of data-driven decisions, handling disputes, and the future of restaurant technology.

Quotes

"Loyalty is a feeling. It's not just points or earned rewards. It's how the guest feels about a brand." -Chris Munz

"What we're doing at Voosh is helping restaurant operators understand third-party delivery, which is an enigma right now for them but a huge opportunity." -Chris Munz

TIMESTAMPS

(00:02) Boosting Restaurant Profits with AI and Third-Party Delivery Management

(02:41) Exploring Maine's Culinary Scene and Outdoor Adventures

(09:37) Email Marketing's Evolution and Its Impact on Restaurants

(14:27) Automating Dispute Claims for Restaurants to Improve Profitability

(18:07) Helping Restaurants Navigate Third-Party Marketplaces and Data Utilization

(23:16) The Impact of Delivery Apps on Restaurant Margins and Consumer Habits

(26:10) Future Disruptions in Food Service and Delivery

(30:13) Career Goals and the Importance of Industry Knowledge Sharing

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Arkansas: Building a Foodservice Legacy with Johnny Hughes, Former Senior VP of Tyson Foods

Wed, 21 Aug 2024 10:00:00 -0500

In this week’s episode of the Titans of Food Service podcast, Nick Portillo speaks with Johnny Hughes, a veteran of Tyson Foods who has seen the company grow from $4 billion to over $50 billion in his time there. Johnny discusses his career journey from the operations floor to a senior vice president role in sales at Tyson Foods. He shares valuable insights into the benefits of understanding the manufacturing side of the business to excel in sales, how he built and maintained an extensive professional network and the importance of positivity and teamwork.

Quotes

"Selling starts when you hear the first 'no.' So overcoming objectives and understanding truly what the customers are about is crucial." -Johnny Hughes

"I think in today's environment, it's really hard coming out of college to think about going to work in an operation. But I would still say the more experience you can get inside of that to understand it, even if that's not where you work full time, it helps." -Johnny Hughes

TIMESTAMPS

(00:02) Johnny Hughes' Journey from Operations to Sales at Tyson Foods

(03:33) A Father's Pride in His Daughter's Basketball Journey

(05:37) From Operations to Sales: A Journey in Food Service

(12:02) Navigating Career Growth Amid Tyson Foods' Expansive Acquisitions

(24:18) Exploring Arkansas: Big Companies, Natural Beauty, and Food Scene

(28:29) The Power of Positivity and Team Culture in Leadership

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Louisiana: How to Operate a Franchise Model Business with Bill DiPaola, President of The Lime Truck

Wed, 14 Aug 2024 10:00:00 -0500

In this week’s episode of the Titans of Food Service podcast, Nick Portillo speaks with Bill DePaola, President of The Lime Truck and an accomplished entrepreneur in the food service industry. Bill shares his inspiring journey from his roots in New York City to establishing a successful franchise business. With an emphasis on financial accessibility and scalability, Bill explains how The Lime Truck offers a viable pathway for first-generation Americans and aspiring entrepreneurs. He also opens up about his personal life, particularly how his wife’s battle with cancer transformed his approach to business and life, emphasizing the importance of humility and service.

Quotes

"Success is a function of the brilliant execution of the basic fundamentals." -Bill DePaola

"Do not expect anything from anyone you do not first serve." -Bill DePaola

TIMESTAMPS

(00:02) From Broadway to Food Trucks: Bill Depaiolo's Journey

(06:42) Entrepreneurship and Franchising Success with The Lime Truck

(19:35) Challenges and Strategies for Food Business Success in New Orleans

(23:51) The Transformative Power of Humility and Personal Growth

(31:08) Success Through Brilliant Execution of Basic Fundamentals

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

What it Takes to be a President of a Food Company with Walt Postelwait, President North America at Pak Group

Wed, 10 Jul 2024 10:00:00 -0500

In this week’s episode of the Titans of Food Service podcast, Nick Portillo speaks with Walt Postelwait, President of Pak Group for North America. Walt shares his extensive journey in the food service industry, from his initial steps in the citrus business to rising as a prominent figure in the flavor industry. He offers advice for those aspiring to ascend in their careers, emphasizing the importance of mentorship, strategic risk-taking, and continuous learning. Listen as Nick and Walt discuss the intricacies of leading a company, the challenges of balancing strategy and implementation, and the crucial role of relationships and service in differentiating a brand in a competitive market.

Quotes

"At the end of the day, we sell ingredients, but really what we're selling is solutions." -Walt Postelwait
"Don't ever say it's not my job. If you work in a team environment, you always put forth extra effort." -Walt Postelwait

TIMESTAMPS

(00:02) Climbing the Food Industry Ladder

(01:24) From Caddying to Leading Pak Group's North American Expansion

(10:01) Career Advancement Through Mentorship and Goal Setting

(15:30) Strategic Project Management and Innovation in Ingredient Companies

(22:39) Balancing Strategy and Implementation in Leadership Roles

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

How to Make it Nearly a Decade as an Entrepreneur with John Portillo, CEO of Portillo Sales & Marketing

Fri, 28 Jun 2024 10:00:00 -0500

In this week’s episode of the Titans of Food Service podcast, Nick Portillo invites his father John Portillo, CEO of Portillo Sales & Marketing, to celebrate nine years of Portillo Sales and Marketing. They discuss the evolution of their business, key strategies that have driven their success, and the importance of building strong relationships in the food service industry. John shares insights on visionary leadership and the future of food brokerage, emphasizing the need for strategy over tasks. Join Nick and John for an engaging father-son conversation about business growth, industry insights, and more.

Quotes

"You have to find what it is in the future before it happens and make that decision to put the flag on the ground before it happens, so to speak." -John Portillo

"We have to allow others to really shine or not shine. We have to help them make mistakes or win." -John Portillo

TIMESTAMPS

(00:02) Celebrating Nine Years of Portillo Sales and Marketing

(03:54) Balancing Strategic Planning and Execution in Business Growth

(06:43) Innovative Strategies in the Food Broker Industry

(11:51) Empowering Teams Through Customized Sales Training and Leadership

(21:06) The Importance of Relationships and Strategy in Business Success

(23:45) Balancing Work, Relationships, and Passion in Business

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

From Distributor Sales Rep to Building a Successful Bakery with Nisi's Craft Bakery Founder, Chris Nisi

Wed, 19 Jun 2024 10:00:00 -0500

In this week’s episode of the Titans of Food Service podcast, Nick Portillo speaks with Chris Nisi, Founder and CEO of Nisi’s Craft Bakery. Chris shares his fascinating upbringing in an Italian-American family and how those roots influenced his career in the food service industry which now spans over 25 years. He discusses the unique processes behind creating his bakery’s high-quality frozen artisan bread, emphasizing the importance of long fermentation times and using century-old natural starters.

Quotes

"I've been making people rich my entire life, so in a way, building this company and being an entrepreneur was assisted by the training I received in helping other brands grow their businesses." -Chris Nisi

“In our sourdough, we use only a natural starter. Ricardo got a super old starter that's over 100 years old. So he's been keeping it alive for 30 years. He's got it growing in six different places so that nothing ever happens to it." -Chris Nisi

TIMESTAMPS

(00:12) Italian Heritage and Food Service Industry Success

(06:50) From Food Sales to Bakery Success

(12:50) The Journey of Building a Successful Food Service Business

(23:04) Disrupting the Baking Industry with Frozen Artisan Breads

(27:59) Nisi's Bakery's Success and Distribution

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Building a Career in the Foodservice Brokerage Industry with Eric Martin, Chief Performance Officer of Food Sales East

Wed, 12 Jun 2024 10:00:00 -0500

In this week’s episode of the Titans of Food Service podcast, Nick Portillo speaks with Eric Martin, Chief Performance Officer at Food Sales East. With an extensive career in the food service industry spanning over three decades, Eric has a wealth of experience and expertise, having navigated significant industry changes and scaled Food Sales East through pivotal expansion phases. Eric shares his strategic decisions during the industry's nationalization phase, and how Food Sales East navigated the consolidation trends of the 2010s to become a dominant regional player. Nick and Eric discuss the pivotal role of technology in modern food brokerage, particularly the adoption of Power BI for data visualization, which has revolutionized their operations and client interactions.

Quotes

"Organizations rise and fall on leadership.” -Eric Martin

"Food Sales East wanted to prove that we could deliver results for any manufacturer, regardless of their brand. What we have to offer is our ability to produce volume for anybody." -Eric Martin

TIMESTAMPS

(03:29) Nashville's Must-Eat Spots and Favorite Food Memories

(09:27) Building a Food Brokerage Empire in the Southeast

(21:22) Navigating Industry Consolidation and Strategic Decisions in Food Brokerage

(25:03) Building a National Food Service Broker Network

(28:05) The Impact of Power BI on Food Service Brokerage

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Revolutionizing Foodservice Data with First Bite CEO Reed McCord

Wed, 05 Jun 2024 10:00:00 -0500

In this week’s episode of the Titans of Food Service podcast, Nick Portillo speaks with Reed McCord, the innovative founder and CEO of First Bite. Reed shares his experiences and the challenges he faced while building First Bite. He explains how First Bite helps businesses in the food service industry by offering a vast database of restaurant information, contact details, and sales tools. Nick and Reed discuss predictive revenue opportunities, team management, and data-driven sales strategies. Reed also discusses the potential of bringing operators into the platform and facilitating direct transactions.

Quotes

"The future for us is bringing operators into the story and helping manufacturers reach out to the operators that want to be reached out to.” -Reed McCord

"Food service is bigger than people think. It's where people try new things, and it's bigger than retail from a consumer spend perspective." -Reed McCord

TIMESTAMPS

(00:36) Reed's Journey and Innovations in the Food Service Industry

(04:11) Exploring Huntington Beach's Food Scene and Culinary Preferences

(10:25) Disconnecting from Technology and Attending Industry Expos

(17:22) Streamlining Restaurant Sales with Data-Driven Workflow Tools

(27:35) Expanding Data Capabilities for College and University Markets

(32:31) Subscription-Based Solutions for the Food Service Industry

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Inside Look at the Building of Hain Celestial in Foodservice with Jen Roth and Emily Mark

Fri, 31 May 2024 10:00:00 -0500

In this week’s episode of the Titans of Food Service podcast, Nick Portillo speaks with Jen Roth, Vice President of Away from Home and Small Format for Hain Celestial and Emily Mark, National Sales Manager for Away from Home Food Service and Vending at Hain Celestial. Nick, Jen, and Emily discuss Hain Celestial's intentional efforts to revolutionize the food service sector by integrating a health-focused and consumer-driven approach. Jen and Emily discuss the importance of internal culture, and strategic brand development, and share the challenges of launching a division within a well-established company while bringing better-for-you options to wider audiences.

Quotes

“You can underestimate the importance of choice. Whatever form, whether it's the grocery store or the queue line at your hospital, when you're going to visit someone and you're grabbing a bite, to have that choice available is really key. You don't know how your consumers are eating at home.” -Jen Roth

“The quality of the food, the ingredients in the food, those are things that matter. One of my primary goals was to work for a company that had better items that gave solutions to people that not only offer better things that they can eat but also can heal their bodies." -Emily Mark

TIMESTAMPS

(01:49) Driving Hain Celestial Forward in Food Service Industry

(04:31) Revamping Hain Celestial's Sales and Food Service Strategy

(08:22) Blending Startup Spirit With Legacy Brand Expertise

(20:09) Healthier Food Trends in Healthcare and Educational Institutions

(23:30) Sleepy Time Bear's Surprising Social Media Stardom

(27:28) Defining Brand Values and Making Decisions Aligned With Them

(30:11) Expanding Diversity Through Inclusive Hiring Practices

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Becoming an Ironman in Foodservice Sales

Wed, 22 May 2024 10:00:00 -0500

In this week’s episode of the Titans of Food Service podcast, Nick Portillo delves into the grueling yet exhilarating world of Ironman triathlons, connecting his personal journey with universal lessons in business and personal growth. Following his participation in the Ironman Texas event, Nick shares an honest and detailed recount of his rigorous training and the unfolding of race day, illustrating the parallels between athletic endurance and professional ambition.

Quotes

“Success is a fleeting feeling. If you want to achieve greatness, it's not just being successful one time. It's about doing something many, many, many times.” -Nick Portillo

"To go fast, you have to learn how to go slow." -Nick Portillo

TIMESTAMPS

(01:27) From Ironman Triumphs to Bucket List Adventures

(09:50) The Grueling Journey to Becoming an Ironman

(16:00) Triumph and Turbulence in an Ironman Challenge

(21:56) Defining Success and Greatness in Business and Sports

(27:30) Transcending Limits Through Self-Proof Rather Than Proving Others Wrong

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

How He is Building His Restaurant Empire with Souvla Founder & CEO, Charles Bililies

Wed, 15 May 2024 10:00:00 -0500

In this week’s episode of the Titans of Food Service podcast, Nick Portillo speaks with Charles Bililies, Founder & CEO of Souvla, a Greek-inspired restaurant that has burgeoned into a culinary staple in San Francisco. Charles boasts a rich lineage rooted in the food service industry, with his family's restaurant background paving the way for his introspective approach to hospitality. Charles shares his journey in the food service industry, including his experience working at renowned restaurants like the French Laundry and Bouchon Bistro. He also discusses the unique investment structure of Souvla and his plans for expanding the brand to other major cities in the United States.

Quotes

“We are very, very thoughtful about how we grow, about where we go, and about what these projects look like. So it does slow down the overall timeframe, but it hopefully prevents the story that we see play out so often of these other restaurant brands that take on these big capital partners. They get the headline and they raise tens of millions of dollars, start growing really fast, and things can go sideways very quickly.” -Charles Bililies [29:20]

"Restaurants don't scale like a piece of software or a widget or things like that. They are incredibly people-intensive businesses." -Charles Bililies [30:05]

TIMESTAMPS

(02:00) Dining Fantasies and Presidential Encounters

(09:01) Charles’ Culinary Heritage and High-End Restaurant Experience

(16:32) The Toll of Dedication in Fine Dining

(21:42) Investment Structures and Real Estate in Restaurant Business

(28:07) Expanding Souvla's Reach Thoughtfully Without External Capital

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

What it Takes to Be a School Foodservice Director with Mark Chavez of the Tustin Unified School District

Wed, 01 May 2024 10:00:00 -0500

In this week’s episode of the Titans of Food Service podcast, Nick Portillo speaks with Mark Chavez, Director of the Tustin Unified School District. With a strong background in the food service industry, particularly within school nutrition, Mark shares his deep understanding of the complexities and responsibilities inherent in feeding students healthily and efficiently. Listen this week as Mark sheds light on the day-to-day operations of a school nutrition program, revealing the strategic planning involved in menu development, compliance with dietary guidelines, and the innovation necessary to keep students both nourished and interested in their meal choices.

Quotes

"School nutrition, in particular, is the hidden treasure of the food service industry." Mark Chavez [10:59]

“Think about the football player, the wrestler, the volleyball player, the water polo player, the dance team, and the cheer team. Every student has a different extracurricular activity, and they need a little more nourishment to get them by in the totality of their activities.” -Mark Chavez [24:57]

TIMESTAMPS

(02:08) Fiery Five Food Service questions

(07:40) Mark Chavez's background and profession in school nutrition

(13:24) Challenges and issues in large vs. small school districts

(17:33) Tailoring menus based on district size and student preferences

(26:13) Culinary arts programs in the Tustin Unified School District

(33:32) Mentoring colleagues and seeing their career growth

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

How Manufacturers Can Maximize Their Broker Relationships with Paul Fournier, President at Tacticware

Wed, 24 Apr 2024 10:00:00 -0500

In this week’s episode of the Titans of Food Service podcast, Nick Portillo speaks with Paul Fournier, president at TacticWare Resources and a highly sought-after food service consultant. Nick and Paul talk about the evolution of the broker industry, the importance of maximizing broker relationships, and how manufacturers can work with brokers to achieve their sales objectives. Paul shares why clear communication, setting goals and objectives, and maintaining a positive culture can improve collaboration. Listen this week as Nick and Paul explore the current dynamics of food broker relationships and how to optimize performance.

Quotes

"The broker serves three roles. One is the brokers need to achieve their sales plan and objectives. Secondly, the broker is responsible for local relationships with operators and distribution and that's a major role. Third, the introduction of innovation, and that is what keeps the lifeblood going in this industry's new products." -Paul Fournier [05:23]

“It's about everybody working together as a team. If we work together and we establish those values, the broker should be in that position. I've never been an advocate of letting things simmer. I'd rather confront it and say, look, we're not getting it done, but let's talk about why. Let's come up with some solutions to improve where we're going and how we're getting there.” -Paul Fournier [19:26]

TIMESTAMPS

(00:10) Paul Fournier intro

(05:23) The three roles of brokers

(09:42) Maximizing return on investment during market visits

(14:27) Communication and culture

(17:56) Leading with kindness and collaboration

(20:58) Connect with Paul

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

The Future of Food: Plant Based Food Association's Hannah Lopez on the Future of Foodservice

Wed, 17 Apr 2024 10:00:00 -0500

In this week’s episode of the Titans of Food Service podcast, Nick Portillo speaks with Hannah Lopez, the Director of Marketplace for Food Service at the Plant Based Foods Association (PBFA). Nick and Hannah discuss exciting developments in the plant-based food movement, recent legislation in Los Angeles County, and Hannah's background in starting a juice business. Hannah also shares her passion for promoting plant-based options in the food service industry and the importance of consumer preferences in driving change as plant-based dishes begin to emerge as leading dishes on menus across America.

Quotes

"Fifty-one percent of consumers that are purchasing plant-based foods are omnivores. They're eating meat as well. And so it's no longer just about the two to 3% vegan market, which is a very strong misconception, especially in our world of food service, where we're working with foodservice operators that have been in the game for thirty plus years in some cases." -Hannah Lopez [20:33]

"We're very data-driven. We tap into the consumer because really what they're spending their money on is going to dictate the future of plant-based foods. And we're not slowing down, we're sustaining. The entire food market dipped last year, but plant-based foods in retail alone, we're still over an $8 billion industry and we're still very steady around the trajectories that we set out for seven years ago, so we're not slowing down." -Hannah Lopez [18:01]

TIMESTAMPS

(00:34) Hannah’s background

(07:48) The challenges of scaling a business

(10:50) Managing large teams in decision making

(16:49) A day in the life of Hannah at PBFA

(21:54) Turkey’s recent ban on vegan cheese

(24:01) Plant-based foods gaining support in congress

(28:19) Connect with Hannah

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

What Owning a Service Business Has Taught Me

Mon, 08 Apr 2024 10:00:00 -0500

In this week’s episode of the Titans of Food Service podcast, Nick Portillo takes an intimate look at the nearly nine-year journey of his company, Portillo Sales and Marketing. Nick talks about the importance of having a strong founding team, investing in key hires, and embracing change and innovation. He shares how building a strong company culture and valuing excellence has steered his company through the challenges and triumphs of the industry. Nick also reflects on the impact that leveraging relationships has had on both himself as an individual and on his business.

Quotes

"This journey has been full of highs, it's been full of lows, and it's been full of a lot of in between those two extremes. But it has been worth it." -Nick Portillo [01:22]

"When you're starting off, you have to convince people to overcome the fact that you are new and that it's okay to change. People want to partner and be with winners. They want to partner and be with people who have been around, who have done it, who they have confidence in to grow their business." -Nick Portillo [05:40]

TIMESTAMPS

(03:11) Overcoming the challenges of being a new business and building a reputation

(09:14) Selling service business

(14:08) Differentiating between cash basis and accrual basis in business investments

(19:41) Finding great leadership

(26:23) Embracing change and innovation

(30:40) Responding to clients with empathy

(34:09) Building trust and reputation through expertise and team capabilities

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

How Restauranteurs Can Leverage Real Estate Ownership to Make Money with Paul Neal, CEO of Vantage Point Commercial Capital

Wed, 27 Mar 2024 10:00:00 -0500

In this week’s episode of the Titans of Food Service podcast, Nick Portillo speaks with Paul Neal, CEO of Vantage Point Commercial Capital and a real estate finance expert who's carved a niche in helping business owners secure their financial future through property ownership. Paul shares his wisdom on how owning your building can significantly propel wealth creation, tax advantages, and operational control for food service industry professionals and beyond. Paul also talks about the myriad benefits of transitioning from a tenant to a property owner. Listen this week as Nick and Paul discuss the tangible impact of smart property investments on business growth and personal wealth.

Quotes

"We focus on helping owners acquire the physical property that they operate out of because it adds so many advantages to their long-term strategy, long-term goals, again, of wealth creation. Freedom, because most business owners go into business because they want to control. They want independence. I call it freedom. Do what you want to do when you want to do it with who you want to do it, where you want to do it, right." -Paul Neal [06:07]

"We as entrepreneurs need to own things, real estate for our families and our communities. And we're the ones that employ people, and we're the ones that, it's our values that get down to our family and our community." -Paul Neal [28:26]

TIMESTAMPS

(00:34) Fiery Five Food Service questions

(07:00) Generating wealth from owning a physical property

(11:30) Being in control of your company’s geographical area

(18:05) Taking advantage of cost segregation study to accelerate depreciation

(25:42) Investors reinvesting gains from selling a business into income producing property

(27:04) Paul’s book and the differences between residential and commercial real estate

(28:59) Paul’s Podcast: The Brick and Mortar Money Show

RESOURCES

Portillo Sales

Paul Neal’s Book

CONTACT

Nick: nick.portillo@portillosales.com

Finding Your Voice in Foodservice Sales with Executive and Sales Coach, Dan Gordon

Wed, 13 Mar 2024 10:00:00 -0500

In this week’s episode of the Titans of Food Service podcast, Nick Portillo speaks with Dan Gordon, a transformative coach in the fields of business, sales, and public speaking. Dan shares his philosophy on the importance of being interesting over just being good at something. Through a blend of personal experiences and sharp insights, Dan illustrates how evoking curiosity and engaging others is the currency of today's social and business interactions. Nick and Dan discuss the power of building genuine relationships and how to break through self-limiting beliefs to rapidly approach a greater version of oneself.

Quotes

"The mistake I see a lot of people making is they put a lot of time into being good and they think, well, if I'm really good at what I do, then I'll get a lot of clients and customers. But the truth is, that's not what works. What works is drawing people's interest." -Dan Gordon [06:31]

"The thing that is preventing you from moving into that greatest version of yourself isn't time. It's not just a matter of getting smarter and learning and getting there. It's a matter of shattering the illusions, the illusions of the beliefs that you have about what you are incapable of achieving." -Dan Gordon [27:36]

TIMESTAMPS

(01:31) Fiery Five Food Service Questions

(05:34) Dan Gordon's background and his philosophy on being interesting

(11:41) Importance of being genuinely interested in others and practicing conversation skills

(16:40) Building relationships and trust before introducing the product

(19:48) Offering value and showing interest in the customer before talking about the product

(25:35) Creating a lifelong customer

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

A conversation with Elohi Strategic Advisors Founder, Stephanie Lind on the Changes in the Broker Community

Wed, 06 Mar 2024 10:00:00 -0500

In this week’s episode of the Titans of Food Service podcast, Nick Portillo speaks with Stephanie Lind, whose extraordinary story embodies the resilience and innovation at the heart of the food service industry. Stephanie brings invaluable insights from her multifaceted career, emphasizing strategies that drive small, impactful brands toward success against the backdrop of an ever-evolving sector. Nick and Stephanie discuss the complex interplay between sales, marketing, and product innovation in food service. Stephanie also shares the challenges faced by both emerging and established brands, specifically highlighting the broker model's pitfalls and the pressing need for industry-wide reform.

Quotes

"I don't think the industry has stopped, at least at the higher levels, to think about their model from the customer's point of view, because the manufacturers and brokers, and when I say brokers, I mean the big guys, they have this relationship that is codependent as much as it is interdependent. There are a lot of people whose job is basically to keep things the status quo. And people don't, like change. Humans don't like change." -Stephanie Lind [30:33]

"There is a disconnect on the food service side between marketing and sales. A lot of times, for my lens on the broker side, the manufacturer will provide a point of sale or things like that. It may not be pertinent to what we're doing, but I feel like a lot of times, the marketing side is really on the sales teams to figure out how to do it. And so now, a lot of times, it's salespeople trying to be marketing people simultaneously." -Nick Portillo [37:52]

TIMESTAMPS

(00:34) Stephanie’s career trajectory

(01:34) Alohi Strategic Advisors: Empowering small, natural, and sustainable brands

(02:38) Fiery Five Food Service Questions with Stephanie

(22:18) The effects of the roll-up of Key Impact and Waypoint and the challenges they face

(28:28) Lack of transparency in distributor margins

(31:23) Importance of transparency and fair treatment of partners

(33:12) Disruption through the creation of comprehensive services

(38:22) Salespeople often take on marketing responsibilities

(40:48) Contact Stephanie Lind

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Enneagram Insights from Mario Sikora, CEO of Awareness to Action, on Leadership and Human Behavior

Wed, 28 Feb 2024 10:00:00 -0500

In this week’s episode of the Titans of Food Service podcast, Nick Portillo speaks with Mario Sakora, a thought leader in the realm of human behavior, leadership development, and Enneagram application within the business space. He discusses the Enneagram model of personality styles and how it can be used in leadership development. Mario shares insights into the strengths and challenges of different Enneagram types, and how teams can use this knowledge to improve communication and collaboration. Listen as Nick and Mario discuss leadership styles and how they can be turned into individual strengths.

Quotes

"By understanding that this is what my biases are and this is what your biases are, we can depersonalize it. I realize why you do the things you do. And I realize that it's not just because you're being a jerk or it's not just because you're being difficult or anything like that. It's just that you see the world in a different way than I do, and I can start to understand the way you see the world so we can find a way to collaborate more effectively." -Mario Sikora [12:26]

"Other times, people who are opposite from us can drive us crazy because we can't relate to where they're coming from. Or we think different things are important. But if circumstances are right, us seeing things in opposite ways tends to help us come together to solve a problem from different directions. You have something that I don't, I have something that you don't. And we can work together." -Nick Portillo [13:59]

TIMESTAMPS

(02:01) Fiery Five Food Service Questions: Dinner guest choice and must-eat place

(07:23) Mario's background, specializing in the Enneagram model

(11:57) Understanding the Enneagram within teams

(22:00) Exploring the Enneagram types

(24:39) Using the Enneagram to recognize and address struggles

(27:54) Connect with Mario

RESOURCES

Portillo Sales

Enneagram Test

CONTACT

Nick: nick.portillo@portillosales.com

Walking with Purpose in Food Service Sales with Laura Chute, VP of Sales at Custom Culinary

Wed, 21 Feb 2024 10:00:00 -0500

In this week’s episode of the Titans of Food Service podcast, Nick Portillo speaks with Laura Chute, Vice President of Sales for Custom Culinary. With over 20 years of experience in the industry, Laura shares her passion for helping customers optimize their businesses and create positive outcomes. She discusses the importance of rest and recovery in a high-stress industry, the art of influence in sales, and her vision for impacting the food industry in a way that supports both human and planetary health. Nick and Laura also discuss how to pioneer sales strategies and coach sales teams to be solution-focused connectors.

Quotes

"As sellers, we need to have a varied interest, right? Because we connect with people. And one of the best ways to connect with people is to find common ground. And if all you do is work, how are you going to find common ground around activities, interests, restaurants, and other things that you do?." -Laura Chute [18:06]

"I always tell people within our company that work is always going to be there. But you need to prioritize your family, and your friends first, because that's such an important part of your life. I can only make you so happy coming to work every day." -Nick Portillo [20:28]

TIMESTAMPS

(01:22) Fiery Five Food Service Questions: Dinner with Anthony Bourdain

(08:47) Laura's background and entry into the food service industry

(16:45) The importance of rest and recovery to avoid burnout

(22:02) Leading the sales team at Custom Culinary

(27:08) Qualities of a good salesperson

(30:14) Finding the right fit between candidate and company

(32:17) Importance of feedback in a learning culture

(34:31) Impacting the food industry for human and planetary health

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Opening Up on the Changes in the Foodservice Brokerage Industry

Wed, 14 Feb 2024 10:00:00 -0500

In this solo episode of the Titans of Food Service podcast, Nick Portillo delves into the profound changes and consolidations occurring in the food service broker industry. Nick touches on the emotional journey and the evolution of his business, Portillo Sales and Marketing, emphasizing its challenges and triumphs. He discusses how they navigated through the changes brought by industry giants such as Acosta, Core, KeyImpact, and Waypoint, and how this has shaped their approach to business today. Nick illustrates the resilience needed to persist through industry transformations and the potential for success when viewing upheaval as an opportunity for growth.

Quotes

"No matter what path you take, just always know that everything you want in your life is just on the other side of fear." -Nick Portillo [09:48]

TIMESTAMPS

(01:09) Reflecting on the changes in the food service broker industry

(05:52) Portillo Sales

(06:51) Turning sadness and hurt into determination and focus

(11:41) Creating a better solution for the next generation of food brands

(12:49) The future of the food service broker industry

(13:19) Overcoming fear to achieve success in any industry

(17:24) Never give up and be ready for new opportunities

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

How to Win in National Accounts with Candace Williams, Director of National Accounts at Califia Farms

Wed, 07 Feb 2024 10:00:00 -0500

In this week’s episode of the Titans of Food Service podcast, Nick Portillo speaks with food service maven Candace Williams. Set against the background of Candace's expertise in the plant-based beverage space, this dialogue delves into her career trajectory, her innovative approach to national accounts, and her integral role in the ascent of Califia Farms. As the director of national accounts at Califia Farms, Candace provides a firsthand glimpse into the booming plant-based movement and its impact on menu innovation in national chains. She shares her strategic methods for realizing growth and change, and her holistic provision of support services, emphasizing her dedication to excellence in product launches.

Quotes

"It's because of my presence on LinkedIn, because I'm opening up the conversation and I'm continually on their mind. I also post relevant data about plant-based and what's going on in the industry or what's going on with Califia, so people notice that. So I think that posting on LinkedIn is an important piece, especially in social selling and the new environment we're in, if you're not well versed in social selling, you should learn and get bulk up because it's necessary for today's market." -Candace Williams [24:53]

TIMESTAMPS

(01:52) Candace's background

(06:40) Highlight of restaurant chains leading in food service innovation

(11:43) Candice Williams explains how she got into the food service industry

(13:53) Learning the ropes of food service sales

(20:06) Pricing process for selling products to national accounts

(22:15) Prospecting and building relationships with new customers

(24:04) Using LinkedIn as a tool for social selling

(29:00) Candace’s contact information and upcoming shows

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Serving a Slice of Success with Ed Zimmerman, President of The Food Connector

Wed, 31 Jan 2024 10:00:00 -0500

In this week’s episode of the Titans of Food Service podcast, Nick Portillo speaks with Ed Zimmerman, a seasoned professional with over four decades of experience in the food service industry. He is the President of The Food Connector, a company that specializes in B2B marketing and strategy within the sector. Ed shares valuable perspectives on the multifaceted nature of the food service industry and his journey through various sectors, from food manufacturing to marketing. His approach to business development through strategic planning and networking underscores the importance of building strong relationships and staying ahead of industry challenges.

Quotes

"I think that when you feel the other guy's pain, when you know how they make their money and what their obstacles are and what they have to overcome, it's just so much easier to be able to see through the forest and make things happen." -Ed Zimmerman [06:15]

TIMESTAMPS

(02:19) Fiery Five food service questions

(05:04) Ed Zimmerman's background and introduction to the Food Connector

(10:47) The impact of COVID-19 on the food industry

(12:28) Digital marketing and innovation.

(15:48) Tips on networking and building trust with others.

(18:57) Offering ideas, encouragement, and simplicity to build relationships with others.

(23:06) Taking risks and having a low attachment to outcomes

(24:31) The importance of maintaining a strategic focus during times of panic

RESOURCES

Portillo Sales

Thefoodconnector.com

CONTACT

Nick: nick.portillo@portillosales.com

How to Scale Success with Dan Bubniak Co-Owner of Dirty Hands

Wed, 24 Jan 2024 10:00:00 -0500

In this week’s episode of the Titans of Food Service podcast, Nick Portillo speaks with Dan Bubniak, former CFO and COO of Dirty Hands, a natural food merchandising company. Having occupied the helm of a small family business that underwent a remarkable 20x growth over six years to become a national powerhouse with a presence in over 35 states and 250 employees, Dan Bubniak is an entrepreneurial force. Dan and Nick discuss the intricacies of strategic planning using the Entrepreneurial Operating System (EOS), which Dan champions as a transformative method for business organization and growth. They also discuss the importance of having an adaptable vision and cultivating a team-oriented problem-solving mentality, vital foundations for any entrepreneurial venture.

Quotes

“Scaling a business is all about moving people in the same direction with accountability and discipline." -Dan Bubniak [08:33]

TIMESTAMPS

(02:32) Fiery Five Food Service Questions

(05:33) Dan's career journey and role in Dirty Hands

(08:58) Dan's current role as an EOS implementer

(09:31) Structuring the business for Dan's transition

(10:51) Reimagining the structure of a business and the role of the CFO

(12:08) Overview of the EOS system and its three main focuses

(14:09) Introduction of 20 tools and disciplines to strengthen leadership teams

(15:09) Tips for getting teams aligned with the company's vision

(18:58) Process for creating a long-term vision and shorter-term goals

(20:44) Injecting accountability and discipline into strategic planning

(22:11) Implementing weekly level ten meetings for accountability

(23:01) Initial reactions to implementing meetings and the importance of communication

(29:41) Solving big issues and prioritizing the top three

(30:36) Identifying the root issue and making decisions or setting tasks

(31:05) The cadence of the L10 meeting

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

How Agilence CEO, Russ Hawkins is Leveraging Data to Help Restaurants Make Better Decisions

Wed, 17 Jan 2024 10:00:00 -0500

In this week’s episode of the Titans of Food Service podcast, Nick Portillo speaks with Russ Hawkins, a celebrated influencer in food service technology. With Russ’ extensive experience in tech, he discusses the transformative potential of data analytics for businesses and shares how Agilence, Hawkins' company, allows food service entities to tap into existing data to make critical business decisions, optimize revenue, and protect margins. With AI on the horizon, harnessing the power of data analytics within the food service industry is more important than ever.

Quotes

“When you ask the average person in any enterprise, a store manager, for example, in a restaurant, they don't have access to data. And if they do have access to data, it usually requires a level of competence, experience, and education that most people don't have. And so I saw an opportunity to try to bridge this, to try to democratize the access to the data that would allow customers to make better decisions." -Russ Hawkins [11:26]

TIMESTAMPS

02:06 | Fiery Five Food Service Questions

08:57 | Russ Hawkins and Agilence

11:16 | Democratizing access to data for better decision-making

15:13 | Data for single and multi-location restaurant owners

17:33 | The POS system: the most important data source

26:51 | Agilence's direction: case management, store audit, and task management capabilities

29:41 | The virtuous circle of taking care of employees, customers, and the business

30:12 | Connect with Russ or Agilence

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Building Together: How to Thrive in a Generational Business (on the CEO Podcast)

Fri, 12 Jan 2024 10:00:00 -0500

This episode previously aired on the CEO Podcast.

"In this episode, Vince and Scott are joined by a special guest, Nick Portillo, to delve into the fascinating world of building a generational business. They explore various aspects of thriving in a generational business and offer valuable insights on what it takes to create a successful family-run enterprise.

Going the Distance: Nick shares his experiences and insights on how to carry forward an idea through generations. The key, he emphasizes, is a strong vision and unwavering commitment."

ABOUT THE CEO HOSTS:

Scott De Long, Ph.D., is an entrepreneur, author, educator, and the Founder of Lead2Goals, a business leadership organization that provides coaching, facilitation, and training for growth-oriented organizations. Scott has recently released his first book, "I Thought I Was A Leader... A Journey to Building Trust, Leading Teams & Inspiring Change." Available at Amazon.

Vince Moiso, MBA, is the Founder and President of VIS Aspire Inc., a business management consultant group. He is also a Principal and President of Oceanside Glass & Tile. Vince is the author of the book "How to Survive the Wilderness: The Playbook for the Entrepreneur and High Performer." Also available at Amazon.

To learn more about Scott De Long, Ph.D., and Vince Moiso, MBA, please visit theceopodcast.net. If you have questions or comments, or to make topic suggestions for future episodes, please contact them at scottandvince@gmail.com.

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

A Merry Celebration with Portillo Sales & Marketing CEO, John Portillo

Wed, 20 Dec 2023 10:00:00 -0500

In this Christmas special of the Titans of Food Service podcast, host Nick Portillo invites his father, John Portillo, to discuss their favorite holiday foods, traditions, and movies. They also reflect on their professional achievements in the past year. John emphasizes the importance of prompt communication in the food service industry and shares a significant sales experience. Nick and John express their gratitude for the opportunities and experiences they've had in the past year. They also share their excitement for what the future holds, both personally and professionally.

Quotes

“You know what I'm most proud of this last year personally, is my ability to understand and, you know, redevelop myself. I took a lot of time this last year working on listening whenever possible, better, more detail, and understanding the question better. And then with my response and or written response or answers, much more to the point." -John Portillo [07:01]

“In the food service world, we have a great conversation with a customer, and they're very excited about the products that you're showing or your conversation. And that salesperson will wait until maybe the end of the day, but most likely, maybe at the end of the week or the following week, and that conversation just goes stale. One way to stand out from the rest of the crowd is to just step aside and send them a quick text or send them a quick email. Just say thank you for their time.” -Nick Portillo [08:41]

TIMESTAMPS

(02:20) Portillo Christmas Traditions

(03:06) Guests at the Christmas Table

(04:20) Ranking Christmas Movies

(10:50) Career Reflections

(11:56) Significant Sales

(14:24) Gratitude and Future Goals

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Top 10 Nuggets from Season 1 of Titans of Foodservice

Wed, 13 Dec 2023 10:00:00 -0500

In this episode, host Nick Portillo shares his excitement for the upcoming season of the Titans of Foodservice podcast and reflects on the valuable insights gained from the previous 52 episodes. Nick talks about how to become comfortable with failure, the power of following up, and the value of getting involved in your community. Listen this week as Nick reflects on the impact of season one of the Titans of Foodservice podcast.

Quotes

“You need to force yourself or someone needs to force you to take big risks. And when you do that, you're either going to what? You're going to sink or you're going to swim. But if nothing else, You will learn. There's no losing. It's learning. Don't be more afraid of failure than you are of wanting success.” -Nick Portillo [05:20]

“If you're a leader of an organization or a leader of a team, you need to meet more with your team. It helps give them structure as well. It makes them more comfortable within their jobs." -Nick Portillo [09:38]

TIMESTAMPS

02:00 First nugget

04:23 Taking risks

10:00 Self-care

14:20 Common objections

18:11 Redefine your category

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Savor the Moment: Titans of Foodservice Unleashed – Season 2 Premiere with my wife, Carly Portillo

Wed, 06 Dec 2023 10:00:00 -0500

In this special episode of the Titans of Foodservice podcast, host Nick Portillo speaks with his wife Carly Portillo. Carly is a marriage and family therapist with her own private practice. She specializes in helping individuals and couples navigate relationships and improve their mental health. Nick and Carly discuss their experiences in their respective professions as a food service professional and a therapist. They talk about the importance of being present in conversations, the value of curiosity, and the benefits of having intentional and deep conversations in relationships. They also touch on the challenges of being performative and task-oriented, and the importance of self-reflection and self-care.

Quotes

"You feel this pressure to not mess up. But that is not your role as a therapist. Your role as a therapist is to just be with your client and you know how to do that. You don't need to prep anything or do anything in order to be with your client. And so it just took so much pressure off to know that being myself was enough in that. I didn't have to perform or do anything." -Carly Portillo [14:05]
"Lesson number one, do not sacrifice sleep. There are too many business gurus and success gurus on social media saying that you should wake up early in the morning. But if you're going to bed at ten or eleven, and waking up at five or four and getting less than 7 hours of sleep, it is very harmful to your overall health.” -Nick Portillo [40:29]

TIMESTAMPS

[00:02] Introduction to the Titans of Food Service Podcast

[02:03] Nick's appreciation for Carly as his secret weapon

[09:32] Nick reflects on his first podcast episode and being performative.

[14:46] The value of being authentic and present.

[16:16] Nick talks about the importance of staying focused and curious.

[19:34] The "Fiery Five" game

[26:29] Carly's work as a therapist

[31:00] Nick shares his thoughts on Carly's ability to read him

[41:31 | The importance of sleep

[43:41] Life hack: listening to books while doing dishes.

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Carly: https://www.linkedin.com/in/carly-portillo-juarez-m-s-lmft-8b5428a9/

Plating Success: Sales Training Expert, Chris Jennings on Sales Mastery in Foodservice

Wed, 29 Nov 2023 10:00:00 -0500

In this episode of the Titans of Foodservice podcast, host Nick Portillo speaks with Chris Jennings, a sales training expert with over 30 years of experience. Chris believes in creating better conversations and win-win relationships. Chris talks about the importance of being authentic and relatable when talking to customers and encourages salespeople to ask for referrals and introductions, as they can significantly contribute to business growth. Chris shares why salespeople should focus on asking the right questions and understanding the customer's needs. Chris also discusses his book, "Conversations Made Easy," and provides practical tips and strategies for improving sales conversations and achieving better results.

Quotes

"I'm huge on referrals. If you're not asking your customers for a referral or introduction, at least 80% of the time, you're selling yourself short and you're not getting introduced to other people." -Chris Jennings [13:35]

“What happens a lot in our industry is we're making a presentation to a distributor salesforce, and maybe at any time, you're talking to 20 people, and there's anxiety and fear around public speaking.” -Nick Portillo [16:22]

TIMESTAMPS

[00:39] Introduction to guest Chris Jennings

[02:22] Fiery Five Food Service Questions

[09:44] Tips for opening up conversations and creating referrals

[13:27] Importance of asking for referrals and introductions

[16:14] Overcoming anxiety and fear in public speaking

[23:57] Reasons for low conversion rates: rushing, wrong questions, missing stakeholders

[23:57] The three reasons conversations fail: rushing, wrong questions, missing person

[24:29] How to ask better questions: care, go beyond product

[28:06] Overview of the book "Conversations Made Easy"

[32:01] Success doesn't mean working yourself to the bone

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Chris: https://www.linkedin.com/in/chris-jennings-8ba7193/

From Chaos to Cohesion: Margie Oleson's Guide to Leading High-Performing Teams

Wed, 22 Nov 2023 10:00:00 -0500

In this episode of the Titans of Foodservice podcast, host Nick Portillo speaks with executive coach and organizational development expert Margie Oleson. Margie shares her insights on transforming leadership teams and building high-performing organizations. She emphasizes the importance of teamwork and clarity in achieving success and offers practical advice for leaders to improve their team dynamics. Margie also discusses the power of assessments, such as DISC and Working Genius, in understanding individual strengths and building cohesive teams. Overall, Margie's expertise provides valuable guidance for leaders looking to create a positive work environment and drive financial success.

Quotes

"There should not be gossiping or complaining. If I'm a leader at the top and I have a leadership team, they shouldn't be gossiping or complaining about each other. They shouldn't go back to their teams and say, oh, no, we're fine. This is why we start with teamwork. All of that is undermining all of the other work that they're trying to do. It's undermining their meetings. It's undermining their ability to be quick and change direction if need to." -Margie Oleson [11:12]

“Sometimes you have the right people that are in the wrong seats and vice versa.” -Nick Portillo [19:57]

TIMESTAMPS

[01:00] Guest Margie Olson specializes in turning around leadership teams

[09:48] The core four pillars: teamwork, clarity, alignment, and accountability

[11:35 | The importance of teamwork and its impact on organizations.

[14:40 | The need for intentional leadership development and teaming.

[16:54 | The role of clarity in successful teams.

[20:13 | The use of assessments in team development.

[21:34 | The "Working Genius" assessment.

[27:39 | Using the working geniuses assessment during the hiring process

[29:16 | The need for better onboarding practices

[33:45 | Margie shares advice she would give her past self as a student

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Margie: https://www.linkedin.com/in/margieoleson/

From Kitchen Dreams to Corporate Success: Jordano's Foodservice VP & GM, Patrick Day on Succeeding in Foodservice Sales

Wed, 15 Nov 2023 10:00:00 -0500

In this episode of the Titans of Foodservice podcast, host Nick Portillo speaks with Patrick Day, Vice President and General Manager at Giordano's Food Service. Patrick shares his journey from owning and running restaurants to becoming a top sales rep at Cisco and eventually landing his current role at Giordano's. He emphasizes the importance of understanding how things work in the food service industry and building relationships with customers. Patrick also discusses the trends of sustainability and organic food, as well as the qualities he looks for when hiring sales professionals.

Quotes

"You can't do it all, even though you want to pay the bills, hire the people get the vendors, the whole nine yards. As an owner-operator, it's very difficult to do everything, and you have to figure out how to delegate some of that stuff to other people that you trust." -Patrick Day [17:10]

“Years ago when I first got into the business, I drove down to San Diego, and I was visiting the Hard Rock Cafe. I was showing a canned tuna product. I remember I put on my gloves to do a cutting with the chef, and I had a little hand can opener, started opening it up, and cut my thumb. Blood went all into the tuna. I remember looking at the chef and saying: I'm probably not getting the sale today. And she said: No, not today.” -Nick Portillo [22:28]

TIMESTAMPS

|00:02] Patrick Day and his experience in the food service industry

[2:01] Fiery Five Food Service Questions

[07:03] Food trends in Southern California: sustainability and organic

[10:08] Characteristics to look for in food service sales professionals

[12:30] Consultative selling and being a partner to customers

[15:44] Learning the importance of delegation

[20:37] Jordano's history and transition from grocery stores to distribution

[23:09] Patrick Day's management style

[24:31] Advice for success in the food service industry

[26:41] Building relationships and earning trust in sales

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Patrick: https://www.linkedin.com/in/patrick-day-0886162b/

Culinary Craft: Building Profitable Menus with Barb Colucci, Corporate Executive Chef of Del Taco

Wed, 08 Nov 2023 10:00:00 -0500

In this episode of the Titans of Foodservice podcast, host Nick Portillo speaks with Barb Colucci, Corporate Executive Chef of Del Taco, a culinary trailblazer with a remarkable journey in the food service industry. Barb's expertise spans across full service restaurants, quick service restaurants, and manufacturing. She has worked with renowned brands and has left her mark through her commitment to culinary excellence and innovation. The conversation covers topics such as Barb's favorite Halloween candies, her dream dinner guests, her love for fresh pasta, and her passion for unique food combinations. Barb also shares insights into her work as a consultant and the process of developing menu items for chains like Del Taco and Shakey's.

Quotes

"Chefs are salesmen because they always want to sell you what they're making. No matter what it is, it doesn't matter who. It could be leadership. It could be a customer." -Barb Colucci [19:31]

“I mentor a lot of kids in high schools. They always ask me, why are you still in this business so long? And I go, because I wake up every day and I think about food. I love what I do. There are hard days. There are difficult days, but then there are really great days. This is why I'm in this business.” -Barb Colucci [22:28]

TIMESTAMPS

01:47 | Chef Barb's expertise in culinary excellence and innovation

05:34 | One dish from traveling that more people should know about

10:11 | Notable menu items from Del Taco and Shakey's

18:25 | Transferable skills and experiences in working with different chains

25:49 | Reflections on career successes, failures, and funny moments

28:46 | Barb emphasizes the importance of passion and hard work

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Barb: https://www.linkedin.com/in/chefbarbcolucciconsulting/

Finding Your Brand's North Star: A Conversation with StarryEyed Strategy's Founder, Liz Seelye

Wed, 01 Nov 2023 10:00:00 -0500

In this episode of the Titans of Foodservice podcast, host Nick Portillo speaks with Liz Seelye, founder and Brand Wayfinder of StarryEyed Strategy, a global insights, strategy, design, and activation consultancy in the food service industry. Liz shares her journey in the food service industry and her passion for helping food brands define their purpose and create meaningful connections with their customers. She discusses the importance of sustainability in the industry and predicts the rise of personalized dining experiences. Liz also talks about her favorite food trends and innovative restaurant concepts and offers advice for entrepreneurs and food service brands.

Quotes

"Now that we are moving away from plant-based everything and even some are predicting the return of dairy milk, I think it would be more the personalization component. Now that we understand how people with different body types or metabolism types could eat, I think it would be cool to say, what could that ultra-personalized meal be and how do you make it?" -Liz Seelye [08:43]

“Envisioning that whole brand experience, and a lot of times, we will finish the positioning and then we'll move into, now, what does this mean for brand identity? What about the logo, website design, packaging, and menu strategy? So it's thinking holistically about it. And we like to say stay starry-eyed because you're envisioning what is the future and what's your place in it so that you can be helpful and the preferred option for guests?” -Liz Seelye [21:07]

TIMESTAMPS

02:34 | Introduction of Liz Seelye, founder of StarryEyed

08:43 | Prediction for the next food service trend: personalization |

15:55 | Liz Sealy's background and founding of Starry Eyed strategy

21:48 | Blind spots and common pitfalls for brands

26:02 | Seasonal menus and planning LTOs for restaurants

30:57 | How foodservice marketing lags behind other industries

36:31 | Internships and talking to consumers

38:07 | Contact Liz Seelye

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Liz: https://www.linkedin.com/in/liz-seelye/

From Family Business to Industry Titan: Rising to the Top of Foodservice Brokerage with Taylor Crown, past President of Acosta

Wed, 25 Oct 2023 10:00:00 -0500

In this episode of the Titans of Foodservice podcast, host Nick Portillo speaks with Taylor Crown, past President of Acosta. Taylor started his career working alongside his father in their family-owned food service brokerage, Buzz Crown Enterprises. Taylor shares his remarkable journey in the food service industry and his journey to becoming the President of Acosta Food Service. He discusses how the food service industry has undergone significant changes, including the nationalization of food service agencies and consolidation in various parts of the value chain, and valuable insights into the evolving nature of the industry.

Quotes

"Ultimately clients in our industry are always kind of searching for what is my ideal go-to-market strategy and what is the mix of kind of a direct versus an agency salesforce, what are the appropriate mix of resources against channels and segments and products, and so forth. So I would expect that evolution to continue." -Taylor Crown[18:56]

“Being confident enough or at least self-aware enough to say: ‘What would I do differently? How would I adjust? What were sort of the failure points in the relationship? Did a competitor think about it differently than I did? And I think that's a crucial part of just how you evolve as a small business owner.” -Taylor Crown [24:43]

TIMESTAMPS

[03:41] Taylor's family background in the industry and his start in college

[10:28] Learning from his father's success in the industry

[13:02] Selling the business

[18:16] Factors driving industry consolidation

[25:11] Reflecting on and learning from client losses

[29:03] Transitioning from the manufacturer side to the brokerage business

[34:59] The spectrum of knowing what to do in a career

[38:30] Learning lessons later that could have been applied earlier

[40:02] The difference between a client and a customer

[40:52] Importance of aligning with the client's mission

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Taylor: https://www.linkedin.com/in/taylorcrown/

Managing Culinary Icon The French Laundry: Insights with Nicolas Fanucci, past French Laundry GM

Wed, 18 Oct 2023 10:00:00 -0500

In this episode of the Titans of Foodservice podcast, host Nick Portillo speaks with Nicolas Fanucci, Owner of Fanucci Restaurant Group. Nicolas shares his journey in the food service industry, from working with renowned French chef Roger Verge to his time at the French Laundry under Thomas Keller. He discusses the high expectations and intense training at the French Laundry, as well as the restaurant's meteoric rise to culinary stardom. Nicholas also talks about his own restaurant in Malibu and the challenges and triumphs of running a family-owned business. He also shares why customer satisfaction and the role of hospitality in the dining experience are important.

Quotes

"Guests are always right, and they are not customers in my world, they are guests." -Nicolas Fanucci [08:17]

You become a part of the system. This is what you have to do as a restaurant. You have to keep on improving and get better and showcasing what you do. And in many ways, the French Laundry is a benchmark for many restaurants to, look up to.” -Nicolas Fanucci [17:56]

TIMESTAMPS

[02:29] Nicolas’ background in the food service industry

[05:06] Nicolas’ move to the United States and working for Disney

[08:17] Lessons learned early in Nicolas’ life

[10:58] Dealing with guest complaints and improving guest experiences

[14:19] Owning a restaurant and working with Thomas Keller

[16:45] Pressure of meeting guest expectations at French Laundry

[25:56] Determining Michelin star ratings based on excellence and must-visit status

[27:58] Impact of Michelin star ratings in Europe and globally

[28:50] Michelin stars don't care about politics

[29:11] Nicolas Eatery

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Nicolas Fanucci: https://www.linkedin.com/in/nicolas-fanucci-8196909/

Feeding Your Brand: A PR Masterclass with Talia Samuels, President of Outshine Public Relations

Wed, 11 Oct 2023 10:00:00 -0500

In this episode of the Titans of Foodservice podcast, host Nick Portillo speaks with Talia Samuels, President of Outshine Public Relations, a company that specializes in PR and marketing for the culinary and hospitality industry. In this episode, Talia shares her journey from being a Spanish linguistic major to starting her PR agency at the age of 23. She discusses the challenges and triumphs of running a business, the importance of delegating, and the strategies she uses to help her clients stand out in a competitive market. Talia also talks about her future goals, including expanding her business to new markets and helping her clients earn Michelin stars.

Quotes

“You're always somehow in the weeds or you're learning how to do something new to you. I never feel like, oh, every day is so easy. It's all turnkey no, every day is a dynamic new day where the industry changes, we have to adapt to different technologies and social platforms, changes in media outlets, and there's no one-size-fits-all press plan or social plan for any client. So, yeah, it's like every day I'm learning something new.” -Talia Samuels [25:04]

“We're just an amplifier. We're the storytellers. My goal is to tell my client's story and help the media at the same time. Their goal is to tell these stories. So my job is to make their job easier, and they have a busy, crazy job. So if I can help them and also help my client, perfect. I'm making two people happy.” -Talia Samuels [33:09]

TIMESTAMPS

[00:44] Talia's background and experience in fine dining

[04:01] Talia’s transition from a Spanish linguistic major to PR

[09:13] Outshine Public Relations and its clients

[15:29] Fear of judgment and imposter syndrome

[21:29] Hiring people who excel in areas outside of expertise

[28:18] PR strategies for clients

[34:07] The challenge of standing out in the competitive restaurant industry

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Talia: https://www.linkedin.com/in/taliasamuels/

C-Suite Cuisine: Porter Hinton's Journey to Becoming a Foodservice Industry COO

Wed, 04 Oct 2023 10:00:00 -0500

In this episode of the Titans of Foodservice podcast, host Nick Portillo speaks with Porter Hinton, COO of Canteen. Porter discusses the growth and success of Canteen and talks about the challenges and opportunities in the industry, such as labor shortages, regulations, and inflation. Porter emphasizes the importance of listening, learning, and being adaptable in order to succeed in the food service industry. He also highlights the significance of customer service and likability in building strong relationships with clients. Porter shares his advice for aspiring COOs, including the value of continuous improvement and taking on stretch assignments.

Quotes

“I never had my sights on, I want to be this title or I want to be this. I always wanted to create value for myself, my family and for the organization.” -Porter Hinton [02:47]

“It’s important to really listen to folks and be empathetic towards them. I think that if you're the smartest person in the room, you're in the wrong room. You need to go find rooms where you're not the smartest person. And that's okay. And that means placing your ego somewhere else.” -Porter Hinton [23:54]

TIMESTAMPS

[00:34] Porter's background and journey in the food industry

[07:33] Clients and sales process of Canteen

[12:32] Opportunities and challenges in the industry

[17:49] Focusing on retaining employees beyond the first six months

[22:24] KPIs: service, speed, innovation, manager visits

[23:55] Advice for future COOs: listen, learn, find mentors

[26:01] Give yourself stretch assignments, take risks

[28:09] Always say yes to customers, find alternative solutions

[29:28] Making organization better

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Porter: https://www.linkedin.com/in/porter-hinton-a91b1867/

Tim Strand, President of RESCO's Marketing Playbook for Building Foodservice Brands

Wed, 27 Sep 2023 10:00:00 -0500

In this episode of the Titans of Foodservice podcast, host Nick Portillo speaks with Tim Strand, President of RESCO. Tim shares his background and how he got into the food business, growing up in a family-owned company. He discusses RESCO's focus on providing exceptional sales support for food service manufacturers, including lead generation and marketing materials. Tim shares his perspective on listening to customers and focusing on their needs, as well as the value of personalization and experiential marketing in the industry. He also highlights the power of creating memorable connections with customers and the importance of staying focused in a rapidly changing industry.

Quotes

“You have to listen, right? You have to listen in sales calls, in interactions, and at trade shows. You have to really just stop and listen and put your own company's needs and drives aside and say: what is it that Operator XYZ is asking for?” -Tim Strand [10:17]

“It is a relationship business. You're not going to change that overnight just by making a TikTok video. Relationship has to be part of food service. So I think there's got to be some filtering too. Marketing is different to companies and operators than it is to consumers.” -Tim Strand [11:38]

TIMESTAMPS

|00:41] Tim Strand's leadership and innovation at RESCO

[04:23] Tim's experience working with his family at RESCO

[08:55] RESCO's services in sales support and marketing

[10:07] The need for listening to customers in sales interactions

[14:24] Lead generation process for food service manufacturers

[20:06] Utilizing trade shows for marketing opportunities

[23:02] RESCO's role in reducing friction and providing sales support

[27:23] Learning from others' experiences in the industry

[36:55] Book recommendation: "Giftology" by John Rulan.

[38:12] RESCO as an outsource partner for manufacturers

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Tim: https://www.linkedin.com/in/tistrand/

Beyond Distribution: Empowering Communities with Eric Goodman, President/CEO of Mountain View Services

Wed, 20 Sep 2023 10:00:00 -0500

In this episode of the Titans of Foodservice podcast, host Nick Portillo speaks to Eric Goodman, President and CEO of Mountain View Services. Eric shares his journey in the food service industry and his commitment to making a difference in the lives of others. He discusses the unique niche of his business, which provides full-line grocery service, medical supplies, and janitorial supplies to group homes for developmentally disabled individuals. Eric also talks about the importance of community building and the value of networking.

Quotes

“You can't control things. So you have to just do the best that you can to take those circumstances and act at the time. ” -Eric Goodman [14:27]

“You don't have to write a million-dollar check. You just have to find a need in your community and help fill it with the resources you already have. You already have the company, you already have the connections, you already know people.” -Eric Goodman [31:57]

TIMESTAMPS

01:14 Eric's role as President and CEO of Mountain View Services

03:32 Mountain View Services and its unique business

12:32 Partners providing products for high-risk clients

14:37 Learning to adapt and make the best of circumstances

24:33 Using resources to help non-profits and share their cause

28:35 Importance of connections and collaboration in making an impact

40:30 Core values of family first, integrity, passion, and reliability

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Eric: https://www.linkedin.com/in/eric-l-goodman-14279580/

Feeding the Soul: Darling Culinary's Founder, Rosalyn Darling on Culinary Compassion

Wed, 13 Sep 2023 10:00:00 -0500

In this episode of the Titans of Foodservice podcast, host Nick Portillo speaks to Rosalyn Darling, a culinary innovator and entrepreneur, who shares her journey from marketing to the food service industry. She discusses her passion for food and how she developed her unique mindset of culinary compassion. Rosalyn emphasizes the importance of empathy and understanding in creating meaningful culinary experiences. She also talks about her work in recipe development, new product formulation, and teaching at the Culinary Institute of America.

Quotes

“When you tap into other creatives that are outside of your industry, you can take pieces of that and bring it with you.” -Rosalyn Darling [11:44]
“People eat their foods and eat their feelings. Drink their feelings, and that changes from country to know what one dish that's made in India to celebrate those ingredients and those cooking techniques that symbolize celebration in India might be different for Italy, might be different for Japan.” -Rosalyn Darling [20:49]

TIMESTAMPS

02:22 Rosalind's journey into the food service industry

08:21 Skills needed for culinary innovation

14:09 The three must-haves for successful product development

17:41 Culinary compassion: Designing foods that tap into human emotion

27:34 Bridging the gap from CPG to food service by showing culinary versatility

29:32 Packaging challenges in the food service industry

35:17 Supportive network and the importance of client fit

39:25 Legacy of compassion and helping others in the industry

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Dishing Out Success: A Deep Dive into Foodservice Sales with Scott Tomes, CRO of Bongards Creameries

Wed, 06 Sep 2023 10:00:00 -0500

In this episode of the Titans of Foodservice podcast, host Nick Portillo speaks with Scott Tomes, CRO of Bongards Creameries. Scott shares his remarkable journey in the food service industry, starting as a division manager at Schwann's. Today, he is a trailblazer in the industry, leading Bongard's to new heights of success. Scott discusses the challenges he faced, the strategies he implemented, and the valuable lessons he learned along the way. He also talks about the value of perseverance, leadership, and building strong relationships in the food service industry.

Quotes

“In today's competitive environment, you have to compete. But what is going to set you apart? That service level. The attention to detail. It's that relationship.” -Scott Tomes [09:22]

“I don't want to put myself on a pedestal, but I tell my kids if you can pick up the phone, talk to someone as a human being and a person, you're going to already outflank 75% of your competition. I really believe that.” -Scott Tomes [29:02]

TIMESTAMPS

03:26 Scott's journey and role as a strike force division manager

13:19 Varied sales training programs in food companies

15:19 Lack of young talent in the food industry

22:17 Techniques for hiring brokers and finding manufacturers

28:04 Advice for aspiring chief revenue officers: Never stop learning

34:11 COVID's impact on the food service industry

38:41 Encouraging respect and open-mindedness in the industry

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Scott: https://www.linkedin.com/in/scotttomes/

Mastering K-12 Sales: Insights and Strategies for Success with Jack Crawford, SNA Industry Chair

Wed, 30 Aug 2023 10:00:00 -0500

In this episode of the Titans of Foodservice podcast, host Nick Portillo speaks with Jack Crawford, a sales expert in the K-12 food service industry. He currently serves over 900,000 students daily and is the industry chair for the School Nutrition Association. Jack shares his insights on the tactical steps that make the K-12 industry successful. He discusses the importance of bids, the role of distribution, and the process of commodity processing. Jack also highlights the collaborative nature of the K-12 community and the challenges faced by school districts in providing meals to students.

Quotes

“What has been encouraging is a lot of schools are now going to more multi-year bids. Not doing it every year. It'll be a bid for a one year, and then it might have four one-year renewals on top, which allows you, if both parties are happy, to keep on going." -Jack Crawford [12:48]
“Food service directors talk to each other. The benefit is they are not competing against any other food service directors and are so willing to share what works, what doesn't work, who's kind, who isn't, who's treating them right, and who isn't. And it is a community that it's beyond what anybody can quite grasp.” -Jack Crawford [16:25]

TIMESTAMPS

02:37 Jack's sports fandom

08:09 Importance of open communication and support in the industry

18:44 Role of distribution in the K-12 industry

22:25 Funding for school meals and the role of the government

33:11 Commodity processing in the industry

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Jack: https://www.linkedin.com/in/jack-crawford-9954077/

Savoring Success: Dropout Multi-Millionaire Brian Will's Recipe for Restaurant Profits

Wed, 23 Aug 2023 10:00:00 -0500

In this episode of the Titans of Foodservice podcast, host Nick Portillo speaks with Brian Will, a renowned entrepreneur, author, and titan in the world of business and sales management. He has an impressive track record of success, having co-founded and led seven highly successful companies across diverse sectors that reached a valuation of over half a billion dollars at their peak. Brian shares insights from his exceptional acumen for innovation and growth and advice for aspiring entrepreneurs. He shares how agile processes and principles from multiple perspectives can set companies apart. Brian also discusses the importance of community and his commitment to its growth.

TIMESTAMPS

04:30 Brian Will’s entrepreneurial journey

12:24 Tracking metrics for growth and success

18:46 Understanding the numbers

30:04 Brian’s role within City Council

39:18 Overcoming objections before the client has them

43:02 The Triple Failure

51:56 Advice for young entrepreneurs

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Brian: https://www.linkedin.com/in/theforcemm/

Putting the Guest First: Craig Haley, President of Smokey Mo's BBQ’s Secrets to Creating a Memorable Guest Experience

Wed, 16 Aug 2023 10:00:00 -0500

In this episode of the Titans of Foodservice podcast, host Nick Portillo speaks with Craig Haley, President of Smokey Mo's Texas Barbecue. Craig shares his journey and insights into the food service industry. Starting as a delivery driver in high school, Craig fell in love with the restaurant industry and worked his way up to become a restaurant manager. Craig's passion for operations and guest experience led him to his current role at Smokey Mo's, where he focuses on strategies to grow the brand and build better teams. He emphasizes the importance of quality, service, and creating a fun and enjoyable environment for both employees and guests.

QUOTES

“Learning about the personalities on your team and how to put people in the right places is something that certainly is important in every industry, but incredibly important in the restaurant industry.” - Craig Haley [07:38]
“Figure out the best practice and then write it down and make it easy to train. Flowchart it out. And the important thing about that is that each time somebody comes to any of your restaurants, it's the same. But also if you find that there's an issue, if you start seeing that guests are complaining about something you can go back to the process and go: ‘Okay, how can we tweak this?.’ And it just makes the whole problem-solving process much easier when you already have it written down." - Craig Haley [27:02]

TIMESTAMPS

02:31 Craig's background in the restaurant industry

12:56 Common failures in the restaurant industry

16:59 Strategies for getting five-star reviews on Yelp

25:01 Smokey Mo's Texas Barbecue

30:36 Craig's day-to-day responsibilities as President of Smokey Mo's

34:04 Goals and strategies for Smokey Mo's future growth

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Craig: https://www.linkedin.com/in/craig-haley-b4066835/

Behind the Scenes: Innovations in K-12 & Non-Commercial with Marlon Gordon, Founder & CEO of NxtGen Network

Wed, 09 Aug 2023 10:00:00 -0500

In this episode of the Titans of Foodservice podcast, host Nick Portillo speaks with Marlon Gordon, Founder and CEO of NxtGen Network. Marlon is transforming the education and non-commercial space through his groundbreaking initiatives and creative marketing agency. From a digital magazine for K-12 to the revolutionary platform known as First Taste TV, Marlon's team is pushing boundaries and redefining what's possible. Marlon also talks about Ignite, an event focused on the power of partnerships and building relationships to drive progress in the industry. Tune in to hear about Marlon's journey and the inspiring work he's doing in the food service industry!

QUOTES

“All these organizations I've built relationships and partnerships with. And we just cross-promote each other and grow together. Because what's the point of competing with people when you can work together and get someplace that you couldn't get by yourself?” -Marlon Gordon [28:34]

“I think one of the biggest lessons that I've learned is you can't be everything for everyone as much as you want to be. And this was especially difficult for me when I first started the company." -Marlon Gordon [46:12]

TIMESTAMPS

05:37 Transforming education and non-commercial foodservice

10:42 Entrepreneurial challenges

20:11 Industry-focused content creation and sharing

30:26 Small steps to achieve success

34:28 Innovative events for networking

45:12 Taking risks

49:59 Embracing core competencies and niches

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Marlon: https://www.linkedin.com/in/marlon-gordon/

Taking Flight in Foodservice: Adam Letizio's Soaring Path from the US Navy to Senior VP of Foodservice for A.J. Letizio Sales & Marketing

Wed, 02 Aug 2023 10:00:00 -0500

In this episode of the Titans of Foodservice podcast, host Nick Portillo speaks with Adam Letizio, Senior Vice President of A.J. Letizio Sales and Marketing. Adam shares his journey in the foodservice industry and discusses how his family has been in the industry for over 100 years, starting with a meat store in 1912. He talks about his experience in the Navy and how it taught him valuable leadership skills. Adam also highlights the importance of building solid relationships with clients and the challenges and opportunities of expanding into new markets.

QUOTES

“In order to be taken seriously and to be credible with teams that you're trying to support, they have to understand how much you value and respect what they do.” -Adam Letizio [10:16]

“If you can get some of these folks to make the decision and take a chance on your company, there's definitely an element of trust. It's almost like a marriage, but if you get people to decide, I'm going to uproot my career and my family's livelihood and come work with you, they put a lot of trust in our organization to have their back." -Adam Letizio [28:37]

TIMESTAMPS

06:30 The influence of Adam's military experience on his leadership skills

11:49 History of the Letizio family business starting in 1912

19:22 Navigating the challenges of working with family

22:21 The unique family dynamic

27:18 Expansion into new markets through acquisitions

34:13 The advantages and challenges of organic growth

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Adam: https://www.linkedin.com/in/adam-letizio-1385a841/

Taste, Trends, and Publishing: Foodservice Insights from Cathy Holley, Publisher and Editor-in-Chief at Flavor & The Menu Magazine

Wed, 26 Jul 2023 10:00:00 -0500

In this episode of the Titans of Foodservice podcast, host Nick Portillo speaks with Cathy Holley Publisher and Editor-in-Chief at Flavor & The Menu Magazine and owner of the Flavor Experience event. Cathay and Nick discuss trends in the food service industry, focusing on Gen Z and their preference for experiential dining. Kathy shares insights into the Flavor Experience event and the importance of engaging with high-volume menu developers. She also discusses the influence of social media on Gen Z's eating habits and the future trends in flavor development, including global cuisines and innovative beverages.

QUOTES

“We're hoping to deliver a really multidimensional experience for attendees of the Flavor Experience event in that they're able to taste and talk about the trends.” -Cathy Holley [09:39]

“We tend to play in the most creative space which is flavor development and I'm very happy sticking to that wheelhouse. It's easy to come up with content because we will find an ingredient that might be new to us or some of our readers and you can just dive deep into that, what you can do with this ingredient, how it's showing up in its authentic form, and what we could do to modify it." -Cathy Holley [22:35]

TIMESTAMPS

02:54 Kathy's background and how she got into the food industry

04:37 Kathy's ownership of Flavor and the menu and the Flavor Experience event

09:39 What makes the Flavor Experience unique and its focus on trends

16:05 Kathy's day-to-day responsibilities in Flavor and the menu

23:05 Trends in Gen Z and their focus on experience over flavor

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Cathy: https://www.linkedin.com/in/cathy-nash-holley-214a5613/

Deliciously Profitable: How Kern Halls, Owner & Chief Innovator at Ingenious Culinary Concepts, is Increasing K-12 Cafeteria ROI

Wed, 19 Jul 2023 04:00:00 -0500

In this episode of the Titans of Foodservice podcast, host Nick Portillo speaks with Kern Halls, Owner, and Chief Innovator at Ingenious Culinary Concepts. Kern discusses his journey in the foodservice industry, including his work in the school foodservice sector and helping schools increase revenue through cafeteria refreshes. Kern also talks about the power of discipline in your personal and professional life and shares valuable insights about how to make it to the top in this competitive field.

QUOTES

“I've had good mentors that tell me to do certain things. And then I take a calculated risk and we go after it and, and just make those opportunities work out as best as I can. They're not all going to work out, but I never want to look back at my life and think that I should have, could have, would have, or never tried anything.” -Kern Halls [24:28]

“I have to learn myself to understand that not everyone is going to work at the same speed I'm going to. I have to have patience as a leader." -Kern Halls [45:30]

TIMESTAMPS

02:37 How Kern’s experiences in the military shaped his career

10:29 Transitioning from Disney to school foodservice

15:29 How cafeteria refresh improves the student experience

19:24 Entrepreneurial success through partnership

42:25 Importance of discipline and teamwork

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Kern: https://www.linkedin.com/in/kern-halls-19874963

Paul Mangiamele on Building Iconic Global Brands and Fostering Passion in the Restaurant Industry

Wed, 12 Jul 2023 10:00:00 -0500

In this episode of the Titans of Foodservice podcast, host Nick Portillo speaks with Paul Mangiamele, Owner, Chairman, and CEO of Legendary Restaurant Brands. Paul discusses various aspects of running a franchise model and being a global company in the restaurant industry. He shares his passion for the brands he leads and owns, emphasizing the importance of love for the brand, team, and guests. Nick and Paul talk about the legacy and pioneering role of their iconic brands in the casual dining space and why passion is important.

QUOTES

“If you don't love your brands, if you don't love your teams, if you don't love your guests, you shouldn't be in the business.” -Paul Mangiamele [02:16]

“It’s all about discipline. You have to train your mind. Your mind is a muscle, and the more you exercise it, the stronger it gets." -Paul Mangiamele [51:59]

TIMESTAMPS

01:55 Paul’s career journey and insights

05:32 What makes a brand resilient?

11:31 Bennigan’s

20:51 Beverage ideation

27:24 The value of product placement and marketing

32:03 Leaving a legacy

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Paul: https://www.linkedin.com/in/paul-mangiamele-cfe-8a21b5/

Insider Strategies for Selling to National Accounts with Kareema Goodwin, Sr. VP National Account Sales at Tractor Beverage

Wed, 05 Jul 2023 10:00:00 -0500

In this episode of the Titans of Foodservice podcast, host Nick Portillo speaks with Kareema Goodwin, Senior Vice President of National Account Sales for Tractor Beverage Co. Goodwin shares insights from her journey in the foodservice and provides tips and tricks for selling into national accounts. Nick and Kareema talk about the challenges of working in the industry, the importance of customer service, and the value of hard work and dedication. Kareema emphasizes the importance of building relationships in the food service industry and the value of being persistent in not giving up on your goals.

QUOTES

“Throughout my career, I've always been a part of an employee resource group because I've always felt like I've got to speak up for anyone who doesn't have a voice." -Kareema Goodwin [26:31]
“For the future of foodservice, I would just love to see people being promoted, hired for being good humans and for being good people, and for having a moral compass.” -Kareema Goodwin [32:53]

TIMESTAMPS

02:25 Kareema's background

10:31 Starting out at Kellogg’s

17:57 Proving yourself in the foodservice industry

31:45 How the foodservice industry can improve and evolve

40:59 Diversity and inclusion in the foodservice space

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Kareema: https://www.linkedin.com/in/kareema-goodwin-mba-board-member-9b67b16/

Leading from the Front: A Conversation with Steve Sweeney, Past Chartwells CEO, on Leading a Multi-Hundred Million Dollar Company

Wed, 28 Jun 2023 10:00:00 -0500

In this episode of the Titans of Foodservice Podcast, Nick speaks with Steve Sweeney, former CEO and President of Chartwells. Steve shares his journey in the food service industry, from his early days in his family's restaurant and hotel business to becoming a chef, and eventually transitioning to the managerial side of the industry. Steve and Nick discuss the importance of taking risks, the daily life of a CEO in a multi-hundred-million-dollar organization, and the evolution of the food service industry. They also delve into the challenges of growing a national company while dealing with different cultures.

QUOTES

“I believe it was Pierre Trudeau who said, in terms of luck, opportunity meets persistence and preparation. So if you prepare, an opportunity is there. And I think in my case, that was it." -Steve Sweeney [30:35]

“Technology, which is an accelerator these days, helps you get things to students and guests faster. So quality is a must. Give it to me as quickly as possible and through technology and through whatever other vehicles you can make it as reasonable as possible for me.” -Steve Sweeney [27:26]

TIMESTAMPS

01:41 Steve's background and entry into the foodservice industry

06:43 Importance of taking risks in business

12:11 Taking care of people and clients

19:58 Growing Chartwells and the importance of staying close to clients and employees

30:19 Preparation, opportunity, and persistence

39:43 Overcoming scarcity mindset and fear of failure

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Steve: https://www.linkedin.com/in/steve-sweeney-70606410/

The Pursuit of Unmatched Excellence with Guy Rigby, Four Seasons VP of Food & Beverage in the Americas

Wed, 21 Jun 2023 10:00:00 -0500

In this episode of the Titans of Foodservice Podcast, Nick speaks with Guy Rigby, VP of Food & Beverage for Four Seasons in the Americas. Guy shares his journey in the luxury hotel industry, from starting as a receptionist at the Ritz Hotel in London to working in Houston, Tokyo, Bangkok, and New York. He also shares his insights on the importance of customer service, the challenges of managing food and beverage operations in luxury hotels, and the impact of technology on the industry.

QUOTES

“I think the most important thing is to have a passion for the business. You've got to love what you do, and you've got to be passionate about it. And if you're not, then you're in the wrong business." -Guy Rigby [22:02]

“I wanted all of the restaurants to be relevant. I wanted them to be fun, I wanted them to be busy, and I wanted them to be connected to the community. I wanted them to serve fantastic food and have a great beverage list. And, most importantly, I wanted them to make money and be successful. And so that became a mission statement that all the restaurants had to be relevant, fun, busy, connected to the community, serve great food, but most of all be profitable.” -Guy Rigby [34:23]

TIMESTAMPS

01:28 Guy's background and how he got into the food and beverage industry

10:27 The importance of teamwork

20:19 Surrounding yourself with exceptional people and the importance of employee culture

25:30 Importance of global experience for Four Seasons employees

34:23 Concept-driven design and specialized restaurant designers

46:59 Importance of passion and commitment in the hospitality industry

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Guy: https://www.linkedin.com/in/guy-rigby-0345b7b/?originalSubdomain=ca

Learning Your Craft: Lessons from Elohi Strategic Advisors CEO, Dimitra Rizzi, On the Power of Slowing Down So You Can Go Fast

Wed, 14 Jun 2023 10:00:00 -0500

In this episode of the Titans of Foodservice Podcast, Nick speaks with Dimitra Rizzi, CEO of Elohi Strategic Advisors. Demetria discusses her background in the food service industry, including her experience working at Wendy's and running a Bruegger's Bagels franchise. She provides insights for emerging and established brands on how to succeed in food service sales. Additionally, she discusses the importance of understanding company culture, surrounding oneself with the right people, and overcoming setbacks and mistakes.

QUOTES

“If you really understand food service and you understand the systems and the processes and how it works, you could build an empire." -Dimitra Rizzi [03:08]

“In your darkest times in food service, you could think that you're in a hole that you can't get out of. But I promise you, it is the one industry where it literally turns itself around. Because guess what? People have to eat.” -Dimitra Rizz [09:51]

TIMESTAMPS

01:23 Demetria's background and early days at Wendy's

11:29 Demetria's experience in manufacturing and marketing

18:07 The importance of data and analytics in food service sales

24:04 Creating a positive company culture

42:14 Embracing technology and AI in the food service industry

47:18 The potential for revolutionizing the food service industry

RESOURCES

Portillo Sales

Elohi Strategic Advisors

CONTACT

Nick: nick.portillo@portillosales.com

Dimitra: https://www.linkedin.com/in/dimitra-rizzi/

Service with a Smile: Mark Setterington's Recipe for Exceptional Customer Experience as a Restaurant Co-Founder and CEO

Wed, 07 Jun 2023 16:00:00 -0500

In this episode of the Titans of Foodservice Podcast, Nick speaks with Mark Setterington, Co-founder and CEO of Island Fin Poke Company, a franchise with 26 open locations, and 65 more on the way. Mark shares his journey of finding a job after college, which wasn't easy due to a lack of experience, and the valuable lessons he learned in managing costs and maintaining curb appeal. He talks about his current position as a food service broker, working with chefs, general managers, and owners of restaurants. Mark also shares insights about successful franchise models and local community engagement.

QUOTES

"I can see if the food’s appearance is right because so much of our food makes it onto social media. Then I have people that are looking at the reviews every day, and the reviews aren't the gospel, but if you start to see consistent comments in the reviews, where there's smoke, there's fire. There is something to be said there." -Mark Setterington [24:38]
"The most important thing you can do is network and find some people that you can build relationships with that are willing to share with you, and not just successes. I could spend days talking to you about all the places I've gone wrong in my career. But the best thing that you can do is find people that care enough about you, to be honest, and upfront about what went wrong and how they would change it so that you don't make the same mistakes. You're going to make your own mistakes.” -Mark Setterington [41:10]

TIMESTAMPS

02:29 Working Through College and Starting a Career in the Restaurant Industry

11:59 The Founding and Expansion of Island Fin Poke

33:26 The Challenges and Opportunities of a Franchise

35:39 Advice for Starting a Restaurant Business

41:10 The Value of Networking

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Mark: https://www.linkedin.com/in/mark-setterington-29a50713/

The Power of the Sell Sheet: How Jordan Tetrick, Co-Founder of Everydoor, is Taking Brands from Static to Dynamic

Wed, 31 May 2023 10:00:00 -0500

In this episode of the Titans of Foodservice Podcast, Nick speaks with Jordan Tetrick, Co-Founder and CEO of Everydoor. An easy-to-manage platform built for the new era of CPG, Everydoor is challenging the status quo of the CPG industry by providing a technology-driven solution that is more efficient and optimized for today's business landscape. Jordan talks about how the platform is revolutionizing the way food brands go to market. He discusses the challenges of introducing plant-based products, the importance of a supportive partner, and how technology is making the selling process more efficient.

QUOTES

"Adapt or die, you know? You gotta keep growing. You have to keep moving. Especially in the foodservice space that we're all in." -Jordan Tetrick [12:20]

"In foodservice whether there is a potential partnership, whether you're a manufacturer, whether it's just to connect and see if there's something we could do together, be happy to hear from anyone.” -Jordan Tetrick [41:08]

TIMESTAMPS

01:58 Jordan’s Background

07:47 Everydoor

13:05 Bringing CPG Brands to Life

24:48 Creating a Better Way to Go to Market

34:01 Driving the Industry Forward

40:40 Connect with Everydoor

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Jordan: https://www.linkedin.com/in/jordan-tetrick-67627074/

Tasting Success: How Joel Robbins, CEO of Taste Specific, is Transforming the Way Brands Go-to-Market

Wed, 24 May 2023 08:00:00 -0500

This week we are taking you behind the scenes of the food service industry with Joel Robbins, President of Taste Specific. Join Nick and Joel as they dive deep into the world of food service, exploring the agency model, marketing strategies, and the art of effective sampling. Joel shares how he helps brands navigate the intricate foodservice landscape, providing valuable insights and innovative solutions for their marketing needs. Listen to learn how Joel has revolutionized the sampling process by creating an innovative system that breaks down samples into practical packs, empowering salespeople to be more effective and deliver delicious results.

QUOTES

“Recipe development for us is a big thing. It's creating the right recipes, creating the right photography, and selling the right story. I think our number one thing is our samples. It's getting the right sample to the right operator and getting the right size sample to the broker.” -Joel Robbins [20:32]

“Work together because the end result is allowing a chef, a cook, a busboy, a waiter, and a dishwasher to go stand in the restaurant and see a lot of people smiling. If you walk into a restaurant and you see a lot of people sitting at a table smiling, you've done something right.” -Joel Robbins [45:01]

TIMESTAMPS

01:36 Joel’s Backstory

09:04 Crossovers

12:58 Nationalization and The Changing Foodservice Industry

20:31 Marketing and Recipe Development

28:03 Sample Kits

36:08 Breaking Into The European Foodservice Market

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Joel: https://www.linkedin.com/in/joel-robbins-a8067326

Serving Up Marketing Strategies: Lessons from Jaclyn Glatzer, Food Marketer, Agency Partner & Industry Influencer

Wed, 17 May 2023 08:00:00 -0500

This week Nick Portillo speaks with Jaclyn Glatzer. Managing Partner of JKG Food Services, President and CEO of World Select Cuts, Founder of the Mise Conference, and VP of Client Services for the Summit Group, Jaclyn brings a wealth of knowledge and experience to the table. Nick and Jaclyn dive deep into the world of entrepreneurship, marketing, and food service. Jaclyn and Nick explore the ins and outs of building and managing successful businesses in the food industry and discuss the unique challenges and opportunities that come with working in this ever-evolving field.

QUOTES

“No one told me the difficulties of entrepreneurship. I think there is a view of entrepreneurs. People see the entrepreneur on top of the mountain and they have accomplished so much success, but there's so much turmoil and ups and downs in their journey. I remember the first few years, it was very difficult.” -Jaclyn Glatzer [20:44]
“The pandemic did something good. It lit a fire that kept us from just resting on our laurels. It kept this industry. From staying the same always. So I think there's been so much more innovation this last three years than there was in the three years before that, or even the 10 years before that.” -Jaclyn Glatzer [42:43]

TIMESTAMPS

01:23 Jaclyn’s Professional Journey

11:13 Starting a Foodservice Business

18:08 The Pandemic: A Reset for the Foodservice Industry

25:40 Marketing: Creating Messages That Resonate

38:54 The Foodservice Community

40:01 Difficulties in the Current Distribution Environment

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Jaclyn: https://www.linkedin.com/in/jaclynglatzer/

From Family Business to Restaurant Expansion with Javier Vasquez, CEO of Miguel's Jr. Restaurants

Wed, 10 May 2023 10:00:00 -0500

This week Nick Portillo welcomes Javier Vasquez, CEO of Miguel’s Jr. Restaurants. Born into the restaurant industry, Javier shares his experiences of working in a family-owned business for over 50 years. Javier talks about the importance of finding a company that aligns with your values and the value of communication Nick and Javier discuss the value of having an advisory board to guide entrepreneurs, how to scale up your business, and the importance of being willing to make changes as a leader.

QUOTES

“When we make big decisions, it's a family decision. For example, we're opening two restaurants this year. It is a family decision. We ask: Do we want to do this or not? But this business is built to survive and outlast us. That's the intent.” -Javier Vasquez [15:10]

“Thinking outside of the box is more important than thinking about building the box.” -Javier Vasquez [39:14]

TIMESTAMPS

00:31 Running a Family Restaurant Business

10:55 Restaurant Expansion and Family Support

20:53 The Impact of Technology on Restaurants

38:14 Thinking Outside the Advisory Box

45:23 Overcoming Career Obstacles

54:16 Adapting Training for Millennials

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

The Ultimate Q&A with Danny Klein, Editorial Director at FSR and QSR Magazine

Wed, 03 May 2023 10:00:00 -0500

This week Nick Portillo welcomes Danny Klein, Editorial Director at FSR and QSR Magazine to the podcast. Danny shares how he got into the business, the challenges he has faced and overcome, and how he has successfully leveraged an existing brand and made it his own by being himself. He also discusses how the pandemic had both positive and negative effects on the foodservice industry.

QUOTES

“It was about being myself. Then everything that we do flows from the content that we post, the people that we tag, that we write about, and really just a slow burn over time of people getting to know me. I try to be really accessible. I don't know that there's any kind of secret sauce. We have a recognizable brand that I was lucky enough to walk into and then kind of make it my own just by being me.” -Danny Klein [04:05]

“Everything that we do, we're going to dive into that storytelling aspect of it. That's who we've become. It's not the easiest bar to maintain, I'll tell you that much. It's been very difficult to hire for this sort of model. I can train you on some level, but if you don't care and I care way more than you, then it's not going to work.” -Danny Klein [15:42]

TIMESTAMPS

02:35 Building a Professional Following on LinkedIn

04:38 Exploring the Impact of COVID-19 on the Food Industry

10:37 Differentiating in the Food Service Trade Publication Landscape

27:16 Media and Journalism in the Food Service Industry

32:32 The QSR Evolution and Next Gen Restaurant Summit Events

40:03 The Impact of AI on the Food Service Industry

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Danny: https://www.linkedin.com/in/dannyklein14/

Menu Matters: Unlocking the Power of Data to Drive Foodservice Success

Wed, 26 Apr 2023 10:00:00 -0500

Nick Portillo welcomes Maeve Webster, President and Founder of Menu Matters, on this episode of the Titans of Food Service Podcast. Maeve and Nick discuss the impact of the pandemic on the food service industry and how it has forced people to become more entrepreneurial. Maeve talks about her background in the food service industry and shares her passion for innovation and efficiency. She also discusses how the pandemic has led to a healthy reset for the industry, allowing for new ideas and decisions to be made.

QUOTES

“The Pandemic forced so much incredible innovation and so many new ways of thinking about things and shook things up enough that it made people, to your point, be more entrepreneurial in the way they attacked even their current businesses. To be honest it wasn't entirely a bad thing. I think it's probably long-term a healthy thing that happened to the industry.” -Maeve Webster [07:11]

“Menu Matters was born out of the desire to focus more strategically on what the data that you get from various sources mean to a business. I came up with the idea largely because I saw so many manufacturers and operators. I think it's only gotten worse up until the Pandemic when trends kind of weren't quite as important given everything else going on. But you saw a lot of operators and a lot of manufacturers chasing trends. The idea that the trend was the solution and the trend was the end goal, when that's really not the case.” -Maeve Webster [15:38]

TIMESTAMPS

02:16 Maeve Webster Intro

07:08 The Impact of the Pandemic on the Food Service Industry

14:02 Preparing for a Recession

20:41 Trends in Consumer Mindset: Refocusing on Authenticity in 2021-2023

24:42 Exploring Authenticity in the Food Service Industry

30:54 Gen Z's Impact on Innovation and Entrepreneurship

39:57 Gen Z Mental Health and Future Trends for Manufacturers and Distributors

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Maeve:https://www.linkedin.com/in/maevewebster/

Finding Success Through Niche Down: Scott Empringham's Journey Of Leveraging AI And Offering Value

Wed, 19 Apr 2023 04:00:00 -0500

This week Nick Portillo talks with Scott Empringham. Scott is the CEO and owner of Embringham Media Group, a company that specializes in leveraging artificial intelligence to help food service businesses. He joins Nick to discuss how AI can be used to improve the success of a food service business. Scott shares his story of how he had a successful agency in 2018, bringing in 10 million in sales from the automotive industry, before it all came crashing down.

QUOTES

“A doctor comes in in a lab coat. You're more likely to take a command or a request from somebody in a lab coat. So how do you use that? People have diplomas on their wall to create an impression of authority. There are all these subtle cues. So we commanded Chat GPT and our commands to write everything using Dr. Robert Childini's Seven Steps of Influence model. So an email campaign goes out, and they're thinking it writes the email using that authority.”
“And now it's a way for customers to just fill out some information, like name of your business and email address and that then gets parsed out in all email campaigns. Your ideal customer, the problems that you solve, the solutions they're typically looking for, and the product offering, and it builds the entire campaign for you, 30, 60 or 90 days worth of content. And for the guy who's maybe got a nail salon or a professional service business, who doesn't want to learn all that stuff, who just wants to fill out like four questions, it's gold.”

TIMESTAMPS

00:00 Interview with Scott Embringham: Leveraging AI to Succeed in the Food Service Industry

02:16 "Overcoming Adversity: How I Used Social Media to Rebuild My Business After Losing Everything"

21:09 Exploring the Benefits of AI in the Authority Framework

24:14"Leveraging Chat GPT to Create a Comprehensive Marketing Plan in Minutes"

37:58 "Creating a Pitch Deck for a 20-Minute No-Obligation Call"

39:35 Smart 90 Workshop: A Simple Framework for Creating Video Scripts Instantly

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Scott: https://www.linkedin.com/in/scottempringham/

Dough-ing it Right: How To Rise in the World of Bakery Sales with Andrea Todd

Wed, 12 Apr 2023 10:00:00 -0500

This week Nick Portillo talks with Andrea Todd, Culinary Business Development Director of Foodservice for Dessert Holdings. Andrea explains how she fell into the food industry and developed her skills in baking and running a business. She talks about the importance of organization and efficiency in mass production and shares valuable insights from her nine years as a culinary salesperson.

QUOTES

“One of the biggest learnings is just ensuring that you can sell your product for what will be meaningful to you from the amount of work you're putting into it, as well as making sure that it covers your cost of goods and gives you some money in the end as well.” -Andrea Todd [08:34]
“I think a lot of sales are built around how you are at networking and relationship building. When you come from somewhere where you know everyone, I would say it sets you up to know how important a network is. My parents were entrepreneurs, so you realize how much those relationships matter. That's a big part of how the sales side of it became successful is just through the relationship building side of it.” -Andrea Todd [16:48]

TIMESTAMPS

05:17 Baking and the Food Network

09:38 Transitioning from the Baking Industry to Food Manufacturing

17:28 Product Creation and Collaboration in Manufacturing

35:29 The Benefits of Social Media for Restaurants and Operators

37:22 Andrea’s Advice for Entering the Manufacturing and Sales Industry

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Andrea: https://www.linkedin.com/in/andreatodd1/

From Tracking Serial Killers to Cereal Bars with Suzy Badaracco

Wed, 05 Apr 2023 10:00:00 -0500

This week Nick Portillo has a fascinating conversation with Suzy Badaracco, Founder of Culinary Tides, a private forecasting think tank which engages with all facets of the food industry including food service, retail, ingredient manufacturers, and suppliers. Suzy shares how her unique skill set of pattern recognition, which she initially developed while training with the FBI and Scotland Yard in London to identify patterns in crime scenes, has proven to be applicable in the food industry. She also discusses the latest trends in the food industry and how to spot and predict them.

QUOTES

“We're not tracking what happened yesterday. We're watching what's going to happen, why it's going to happen, and what's going to change up to two years out.” -Suzy Badaracco [08:55]
“Normally when going into recession, QSR numbers go up. Quick service restaurants go up. They're going down because now consumers are actually blaming QSR for their weight gain during the pandemic.” -Suzy Badaracco [53:47]

TIMESTAMPS

2:38 Pattern Recognizers: An Rare Ability

6:14 Forecasting Trends in the Food Industry

13:26 The Challenges of Starting a Business

20:36 Leveraging Think Tank Services for Food Service Brokerage

40:41 Global Cuisine for 2023-2024

54:25 Consumer Behaviors Post-Pandemic: Impact on QSRs and Restaurants

1:04:00 Food Trend Predictions for Millennials and Gen Z

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Suzy: https://www.linkedin.com/in/suzy-badaracco-7443144/

Volume Covers Everything with Greg Graber

Wed, 29 Mar 2023 10:00:00 -0500

Ever wondered what it takes to run a thriving restaurant? Greg Graber, CEO of Heritage Food Brands, discusses the three pillars of a successful restaurant this week on the Titans of Foodservice podcast. He shares why restaurant guests need to be able to connect with the people serving them and the challenges of maintaining that standard consistently. Listen as Nick and Greg have an insightful conversation on the value of hard work and perseverance in the foodservice industry today.

QUOTES

“It doesn't really matter in our business what department you're running. If you exist to serve both those that serve our guests and our guests, you're going to be in great shape.” -Greg Graber [05:32]

“Whether it's a bad hire or bad decision, you just fail fast and move on. I mean, you can't really dwell on it. Failing isn't bad. You learn a lot. It's only bad if you hang on to it.” -Greg Graber [10:55]

TIMESTAMPS

1:06 Intro: Greg Graber, CEO of Heritage Brands

4:19 Exploring the Competitive Nature of the Business

6:53 The 3 Pillars of The Restaurant Business: Atmosphere, Food, and Hospitality

8:46 Quality Control Process for Restaurant Chain Consistency

15:52 Navigating Economic Interventions During COVID-19

33:24 Mentorship and Leadership in the Restaurant Industry

37:06 Staying Focused and Identifying Strengths

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Greg: https://www.linkedin.com/in/greggraber/

Down Under to Plant-Based Wonder: The Story of Taking Risks and Thinking Big with Alicia Paliuca

Wed, 22 Mar 2023 10:00:00 -0500

In this week’s episode, host Nick Portillo talks with Alicia Paliuca, National Director of Foodservice Sales for Just Egg. Alicia shares stories from her global professional journey and talks about why she loves the technology, the people and the products in the foodservice industry. She discusses the importance of learning from your peers and finding leaders that will help you grow and teach you how to pivot.

QUOTES

“Hire somebody great and be willing to empower them to succeed or they're going to take off and go somewhere else. There's too many good companies. So if you're going to hire somebody good, you better be willing to back it up and to listen and to do what they say. If they take your go to market model and shred it into pieces and say pivot, you need to be humble enough to do that.” -Alicia Paliuca[34:53]

“Find something where you can learn and just work hard every day. Talk to your peers. I hope that people are able to find wonderful leaders that will mentor them, help them grow, help them pivot, and learn how to pivot.” -Alicia Paliuca [47:41]

TIMESTAMPS

2:43 From Coca-Cola to Just Egg

14:20 The CPG World

18:17 Mental Clarity, Australian Business, and Plant-Based Foods in the US

32:12 Strategies for Entering the Food Service Industry

37:44 Building a Regional Sales Team

45:32 Alicia's Advice for College Graduates

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Alicia: https://www.linkedin.com/in/alicia-paliuca-5b5b4a3/

Behind the Scenes: A Candid Conversation on Why Hard Work Pays Off with Barbara Powell

Wed, 15 Mar 2023 10:00:00 -0500

In this week’s episode, host Nick Portillo talks with Barbara Powell, Vice President of Food Service Sales for Mount Franklin Foods. Barbara talks about the importance of taking risks and shares why taking risks can lead to amazing success. Nick and Barbara have a valuable discussion about the accomplishments and contributions of women in the food service industry over the past decade and talk about the one character trait they feel is the most vital in food service representatives today.

QUOTES

“Be true to yourself. Work as hard as you possibly can, but still keep a balance. Don't hold anything back, and primarily believe in yourself because you can overcome so many obstacles. You just have to have a little bit of faith.” -Barbara Powell [11:46]

“I don't think it is a diverse enough industry. The more diverse perspectives, walks of life, and backgrounds that you can get involved, you can have a bigger pool of resources, people with ideas. It hurts us when we're too homogeneous. Even though we've made strides, I think we have a long way to go.” -Barbara Powell [25:20]

TIMESTAMPS

2:33 Barbara’s Journey From Sales to Food Service

4:09 Career Growth and Lessons Learned During COVID-19

9:52 Integrity and Looking Forward

16:11 Overcoming Obstacles and Establishing New Habits Post-COVID

23:13 Challenges and Barriers Faced as a Female in the Industry

25:07 Promoting Diversity in the Workplace

33:21 Creating a Legacy of Integrity

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Barbara: https://www.linkedin.com/in/barbara-powell-4ab25a14/

The Importance of a Strong Marketing Message in a Sales-Driven Industry with Paul Bresenden

Wed, 08 Mar 2023 10:00:00 -0500

In this week’s episode, host Nick Portillo talks with Paul Bresenden, President and Creative Director at 454 Creative, a sales and marketing agency located in Irvine, California. Paul discusses the importance of understanding what your company controls in the growth process, and how to diversify it, achieve growth, and preserve its profits. He also talks about the need to focus on brand positioning, brand messaging, and your target audience to create a competitive advantage.

QUOTES

“The core of what we're doing with a lot of our clients is we're figuring out how to give them a competitive advantage through brand positioning or brand messaging. Sometimes through the target audience, you can identify a different industry vertical and go hard. After that specialization, that gives you more differentiation.” -Paul Bresenden [09:05]

“If you're looking for an edge over the other guy, you're always going to be in that conversation of proving yourself. But if you can redefine your category, then you're somewhere else. And that's where I would focus my efforts. What kind of substantially different offering can I provide? Yes, we do these other things, but it elevates us into a completely different category.” -Paul Bresenden [21:57]

TIMESTAMPS

02:42 Paul’s Journey in Marketing

07:37 Differentiating B2B and B2C Sales in the Foodservice Industry

21:33 Redefining Your Category to Stand Out in the Food Brokerage Industry

26:53 Positioning and Defining Target Audience in Food Brokerage Marketing

30:12 The Benefits of Human Relationships in ABM Strategies

37:22 Cutting Through the Noise to Reach Clients

47:41 Increasing Exposure on LinkedIn

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Paul: https://www.linkedin.com/in/pbresenden/

Broadening Your Scope and Shifting Gears on The Journey to the Top with Kristine Bowen

Wed, 01 Mar 2023 10:00:00 -0500

In this week’s episode, host Nick Portillo talks with Kristine Bowen, Regional President at Sysco Corporation in the Pacific Northwest. Kristine shares valuable insights from her time in foodservice and discusses the importance of trying different positions in your career to grow and open yourself up to opportunities. She also discusses why she believes leadership begins with listening and how leveraging the different skill sets of each team member can lead to greater success.

QUOTES

“If you want to continue to grow, do not just drive down the only lane you think you will be in. Shift gears and have a different perspective. You need to stretch yourself and try new things. It will get you noticed and build your portfolio for opportunity.” -Kristine Bowen [12:41]
“Anybody can accelerate their career. They have to have personal drive, be willing to learn and be willing to listen. Listen. Learn. Leverage. Lead. Lead is last because if you listen to those around you and learn you are expanding your ability to succeed.” -Kristine Bowen [35:09]

TIMESTAMPS

2:15 Kristine’s Background

8:57 Kristine’s Journey at Sysco Foods and How She Navigates Obstacles

15:08 Sysco Pacific Northwest

23:40 Leading with Empathy and Care

29:05 Covid: Emerging Food Chains and Independent Restauranteurs

34:47 Kristine’s Advice for Accelerating a Career in the Foodservice Industry

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Kristine: https://www.linkedin.com/in/kristine-bowen-2118315/

How She Did It: From World-Champ Pizza Maker to Starting Her Own Pizza Empire with Laura Meyer

Wed, 22 Feb 2023 10:00:00 -0500

In this week’s episode, host Nick Portillo talks with Laura Meyer, a multiyear world pizza champion, rising star chef, and named a Forbes 30 Under 30. With over 20 years of experience in the foodservice industry, Laura shares her journey in the pizza industry, what it takes to start a restaurant, and why you have to play the game before you can change the rules.

QUOTES

“There is always failure that comes along with success. It's just especially with social media now, you only see the success and not the failure. I feel like you can't have success without failure. It's the only way to test ideas, to test products, to see what works and what doesn't work.” -Laura Meyer [07:59]

“You might not be a part of the conversation on day one, but you need to be in the room. You need to be listening, you need to be watching, and you need to be absorbing everything. One day you will be a part of the conversation.” -Laura Meyer [45:06]

TIMESTAMPS

2:25 Laura’s start in the food industry

5:51 The Restaurant Industry and Learning from Tony Gemignani

10:27 How Do You Decide Where to Open a Restaurant?

22:37 Laura’s Connection to Italy and Creating Multi-Style Pizza

36:42 The Pizza Industry's Resilience During COVID

43:33 The Benefits of “Being in the Room.”

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Building Systems and Leveraging Data to Grow Your Foodservice Sales with Craig Gentry

Wed, 15 Feb 2023 10:00:00 -0500

In this week’s episode, host Nick Portillo talks with Craig Gentry, VP and General Manager of Idahoan Foods. Craig shares insights from decades in the foodservice industry, including years spent abroad as an expat, and how different mentors helped refine his focus and influenced his leadership style today. He also discusses the art of negotiation and why it is an important skill to develop, regardless of where your career path takes you.

QUOTES

“People are really important not just because of the skillset they bring in but because of the multiplicative nature of what they bring to work culture. Systems are just an enabler.” -Craig Gentry [29:33]

“As the leader, you have to look at how your message is being received and then first point the finger at yourself. You have to ask if there is something you did or did not say or a way you could have communicated the message for it to have been received better.” -Craig Gentry [13:01]

TIMESTAMPS

[00:55] Craig’s introduction to the foodservice industry and career growth

[11:15] How mentorship and leadership can shape individuals

[22:15] Building strategy into innovation

[36:12] The value of in-user data

[47:12] Craig’s advice for college grads entering the workforce

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Craig: https://www.linkedin.com/in/craiggentry/

Playing the Long-term Game of Business with Nick Portillo

Fri, 10 Feb 2023 10:00:00 -0500

In this week’s episode, host Nick Portillo reflects on the first season of the Titans of Foodservice podcast and the wealth of knowledge that each guest has brought to the show. He shares the journey Portillo Sales and Marketing has taken from its start, up until today, and discusses the importance of long-term investments. He also shares how delaying gratification can pay off big in the long run, especially during a recession.

QUOTES

“My dad and I did everything and your bandwidth gets strapped. But that's okay because when you go from zero to 1 million, whether you're selling your own product or selling somebody else's product, it's in those moments where you learn so much about the business and learn about the different job functions that it takes to be successful.” -Nick Portillo [29:15]
“There's no quick way to make a lot of money or to be successful overnight. It just doesn't happen. It's a long-term process. If I'm going to start a food service manufacturing brand, I'm just going to start a brand in food, or heck any industry, it's the long-term view of things that really goes the furthest. It just takes time. So if you're one of those manufacturers out there that is struggling to find a broker, and maybe I'm speaking directly to you, just know that you're not alone.” -Nick Portillo [35:02]

TIMESTAMPS

[3:22] Nick’s experience with video editing and long-term investment strategies

[6:40] The power of long-term investing

[15:50] Taking advantage of the recession and opportunities for business growth

[30:00] Scaling a food service business from zero to 1 million

[40:02] Outro

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

How to Be a Father First and Foodservice Executive Second with John Portillo

Wed, 01 Feb 2023 10:00:00 -0500

In this episode of the Titans of Foodservice podcast, host Nick Portillo speaks with his dad, John Portillo. John has had a successful career in the foodservice industry, starting as a butcher and progressing to broadline distribution and foodservice brokerage. John shares wisdom gleaned from his professional journey in foodservice and on balancing fatherhood with his career. Nick and John also discuss the fundamentals of leadership, selling and customer service.

QUOTES

“In the brokerage business it is not about the price. It is about the service, the opportunity and finding a solution for the customer.” -John Portillo [21:25]
“If you have young people within your business you need to step back allow them to rise, allow them to participate, allow them to make good decisions and bad decisions. Clear the way, allow them to participate and allow them to do well.” -John Portillo [44:30]

TIMESTAMPS

[00:27] Intro
[02:44] John’s professional journey
[12:05] How the sales process has evolved
[18:28] Navigating career growth
[25:30] Devoting time to family
[33:25] What John feels a lot of pride in
[38:42] Strategic vs. Execution Leadership
[42:25] The legacy John desires to create

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

John:https://www.linkedin.com/in/johnportillo2/

Developing Others by Empowering Them to Make Decisions with Herb Ring

Wed, 25 Jan 2023 04:00:00 -0500

In this episode of the Titans of Foodservice podcast, host Nick Portillo speaks with Herb Ring, National Food Service Director for Hershey Company. Nick and Herb discuss the importance of empowering team members and others to make decisions so they can grow their careers and become successful. Herb also shares the wisdom he has gleaned from decades of invaluable experiences in the foodservice industry and talks about the specific attributes he often looks for when hiring sales team members.

QUOTES

“As an organization, you have to be purposeful. You have to take that forward leap and let the company know that this is the path we are going to take when it comes to diversity and inclusion. We have to look like the people we are serving.” - Herb Ring [30:51]
“I believe people buy from and sell for people they like. It is that simple. Sales is about relationship.” - Herb Ring [09:15]

TIMESTAMPS

[00:27] Intro
[01:26] How Herb got into foodservice
[09:10] Motivating sales teams
[17:29] Changes in foodservice divisions over the years
[24:49] IFMA
[28:37] First steps a company can take to get into DEI
[33:00] The legacy Herb desires to leave

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Herb: https://www.linkedin.com/in/herb-ring-604724a/

From A Dallas Garage to One of the Largest Food Brokers in the Country with Bobby Cimrhanzel

Thu, 19 Jan 2023 10:00:00 -0500

In this episode of the Titans of Foodservice podcast, host Nick Portillo speaks with Bobby Cimrhanzel, President of Lakeland Marketing, one of the largest foodservice brokers in the U.S. Bobby casts a vibrant and fresh perspective on the need to treat people, run companies with integrity and establish a healthy culture in organizations. Nick and Bobby also discuss how foodservice companies can expand into multiple markets and handle potential challenges in the process.

QUOTES

“Find great partners. Partners that have the same vision, that are all aligned and will lean into each other.” -Bobby Cimrhanzel [10:16]

“Doing the right thing is important. It is easier to do the right thing than to cover up doing the wrong thing. Having integrity as a company and as a person and treating people the way they should be treated is important.” - Bobby Cimrhanzel [38:19]

TIMESTAMPS

[00:27] Intro
[01:31] How Bobby got into the foodservice industry
[04:06] Achieving breakthrough
[08:40] Expanding to larger markets
[10:40] Value propositions
[18:45] Creating excitement for your sales teams
[23:56] Mentors that have influenced Bobby
[31:01] Bobby’s reflections on his career so far
[35:05] Facing a potential recession in 2023
[37:35] How Bobby would like to be remembered

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Bobby: https://www.linkedin.com/in/bobby-cimrhanzel-9117511a/

Using Assessments to Learn What Others are Saying About Your Company with Paul Fournier

Wed, 11 Jan 2023 10:00:00 -0500

In this episode of the Titans of Foodservice podcast, host Nick Portillo speaks with Paul Fornier, President and Founder of Tacticware Resource Group. Paul and Nick take a deep dive into what Paul calls the Equilateral Triangle of Success, which includes leadership, culture, and strategy. Nick and Paul discuss how companies can leverage these three things to be successful, and how to create value in people and teams that ultimately leads to greater financial success for companies.

QUOTES

“Innovation is the lifeblood of the manufacturer. It is the lifeblood of a broker to remain relevant with the manufacturer and the strategic account.” - Paul Fornier [27:51]

“We need more resources in the foodservice industry. When we learn from each other we grow as a community.” - Nick Portillo [44:29]

TIMESTAMPS

[00:27] Intro
[01:16] How Paul got into foodservice
[05:39] Leadership and culture
[12:46] Source vs. symptom
[18:45] Facilitating longterm leadership
[22:27] Customer base assessments
[26:26] Introducing innovation properly
[33:41] Assessing customer relationships
[45:24] Paul’s advice for foodservice entrepreneurs

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Paul: https://www.linkedin.com/in/paulrfournier1/

Leveraging the Power of Servant Leadership to Inspire Others w/ Ivan Estrada

Fri, 30 Dec 2022 04:00:00 -0500

In this episode of the Titans of Foodservice podcast, host Nick Portillo speaks with Ivan Estrada, Director of Foodservice Sales & Strategy, with Irresistible Foods Group. In this episode, they speak on the importance of authenticity, building long-term relationships, leveraging the diversity of thought, having an entrepreneurial mindset, and maintaining a positive work environment in the food service industry. They emphasize the importance of having a solid foundation and understanding of one's business in order to be able to take risks and be creative, and advocate for giving team members autonomy and minimal guardrails in leading their businesses.

QUOTES

"I love the food service. It's a much more of a consultant approach, which I loved because, at the end of the day, it's long-term relationships versus, “Hey, what's next quarter?"" - Ivan

“Somebody on the team that was just as strong, if not stronger, than me. And we pushed ourselves and we pushed ourselves and pushed ourselves. I love this ability or this opportunity of having mentors and colleagues that really push you and shine a light on the good things you're doing” - Ivan

TIMESTAMPS

[00:00] Intro
[00:20] Ivan career in food service.
[02:00] Ivan discusses his approach to building brand strategy
[03:00] Leveraging diversity of thought
[11:00] Entrepreneurial mindset and cautions
[11:30] Risks and being creative.
[13:00] Turning good ideas into great ideas.
[22:30] The importance of data
[24:30] Maintaining a positive work environment

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Ivan : LinkedIn

How One Woman is Changing Food Service for the Better with Julie Swift

Wed, 21 Dec 2022 10:00:00 -0500

In this episode of the Titans of Foodservice podcast, host Nick Portillo speaks with Julie Swift, Foodservice Maven, and Growth Architect. With thirty years of sales, marketing, DEIB, and executive experience in the foodservice industry, Julie shares defining experiences in her career journey and valuable lessons she has learned along the way. She also talks about the Foodservice Women’s Alliance, an organization focused on bringing resources to women and individuals who are gender marginalized to help them take control of their careers and move toward success.

QUOTES

“With a DEIB focus, an employee can expect to bring their authentic self to work, to be invited to the table, to be listened to, respected, to feel like they belong and are making a difference for that company. That happens on an individual basis. There isn't one big paint brush you can take and paint this space with.” - Julie Swift [36:36]

“When you have A players on the team and you don’t give them the support, resources, and space to be themselves, achieve success and go through their own failures, they will often leave the company for an opportunity where they do feel supported. It is important to give your top performers the tools and the ability to be successful and make an impact.” - Nick Portillo [22:07]

TIMESTAMPS

[00:27] Intro
[01:34] Julie’s background
[08:01] Defining moment in Julie’s career
[13:30] How Julie moved up within companies
[18:45] Mentorship
[28:23] Female pioneers in foodservice
[35:00] The importance of a DEIB focus
[40:52] Foodservice Women's Alliance
[49:55] Julie reflects on her career and experiences

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Julie: https://www.linkedin.com/in/julie-scott-swift/

Scaling: From CA to First Nationwide Food Broker with Dave Lyons

Wed, 14 Dec 2022 08:00:00 -0500

In this episode of the Titans of Foodservice podcast, host Nick Portillo speaks with Dave Lyons, former President and Owner of Food Sales West, one of the largest regional brokers in the country. As one of the original architects of the nationwide broker footprint model, Dave brings a wealth of industry knowledge to the table. Dave and Nick talk about Dave’s career journey and the importance of taking risks and asking questions to achieve success in the food service industry.

QUOTES

“The pandemic has advanced technology at a rapid pace in food service. It has changed the way we do business in food service. People are working from home now more than ever.” - Nick Portillo [47:55]

“You’ve got to be hungry. If you are going to commit to something, commit to it one hundred percent.” - Dave Lyons [52:34]

TIMESTAMPS

[00:27] Intro
[01:34] Dave’s background
[11:01] Food Sales West technology
[16:10] Thinking outside of the box
[20:36] Expanding
[28:25] Attributes of sales team hires
[39:16] Coast-to-coast
[44:44] Reflecting on Dave’s career
[48:30] Post covid adjustments in food service
[51:04] Dave’s advice for individuals starting in food service
[54:35] Defining moments in Dave’s career

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Dave: https://www.linkedin.com/in/dave-lyons-926bab49/

How to Create a Wildly Popular Foodservice Brand with Raving Fans w/ Thaddeus Thorne

Tue, 22 Nov 2022 04:00:00 -0500

In this episode of the Titans of Foodservice podcast, host Nick Portillo speaks with Thaddeus Thorne about his career and the success he has achieved in the foodservice industry. Thaddeus talks about the importance of being attuned to what is going on in the world and how that awareness can give you the ability to identify products at the right time as a salesperson. Thaddeus also shares how he has implemented ideas and introduced new products into the foodservice market throughout his career.

QUOTES

“As leadership, when you bring in high-performing individuals they have to have the latitude to make decisions and feel that belief that they're going to get the job done. If you micromanage them or you don’t give me them the tools to be successful and feel supported, they might end up leaving.” - Nick Portillo [39:24]
“Finding a mentor, whether it is in your organization or outside of it, and putting yourself out there is key. Do the job you want as opposed to the job you are in.” - Thaddeus Thorne [53:04]

TIMESTAMPS

[00:27] Intro
[02:00] Thaddeus’ background
[10:20] Food service sales at Gardein
[14:40] Identifying great products at the right time
[24:48] Pioneering for your brand
[36:59] Profiling your team
[46:25] Introducing innovation into the market
[50:44] Advice from Thaddeus
[53:32] What Thaddeus wants to be remembered for

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Thaddeus: https://www.linkedin.com/in/thaddeus-thorne/

Season Premiere: From $0 to Our First $1mil and Beyond!

Tue, 22 Nov 2022 04:00:00 -0500

In the season premiere of the Titans of Foodservice podcast, host Nick Portillo shares insights from the past eight years of his career in foodservice and his passion for helping people achieve success in an industry that is constantly changing. He discusses how the foodservice brokerage world is evolving, the lack of resources for people starting out in foodservice, and how he hopes to drive as much value as possible to listeners this season.

QUOTES

“In order to be successful you have to just get out there and do it. There are no books you can read. There are no videos or tutorials. It is getting out there, dragging the bag, going to see customers face to face, and experiencing failure and success.” - Nick Portillo [01:05]
“When you make the big decision to hire a foodservice broker there is a cost to it. You have to have a relationship with those people and build trust. There has to be integrity that you are going to get the job done. There are a lot of different moving pieces.” - Nick Portillo [15:39]

TIMESTAMPS

[00:27] Intro
[03:37] Nick’s background
[08:00] The low-margin/high-volume game
[15:26] Sales and relationships
[20:50] Learning how to talk to industry titans
[23:40] The impact of Covid
[29:20] What to expect this season

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com