Titans of Foodservice
Nick Portillo
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Nick Portillo shares with you the things he has learned on his own journey of building a successful business in the food service industry.
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2 days ago
Beyond Distribution: Empowering Communities with Eric Goodman, President/CEO of Mountain View Services
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/
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Sep 13, 2023
Feeding the Soul: Darling Culinary's Founder, Rosalyn Darling on Culinary Compassion
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
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Sep 6, 2023
Dishing Out Success: A Deep Dive into Foodservice Sales with Scott Tomes, CRO of Bongards Creameries
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/
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Aug 30, 2023
Mastering K-12 Sales: Insights and Strategies for Success with Jack Crawford, SNA Industry Chair
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/
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Aug 23, 2023
Savoring Success: Dropout Multi-Millionaire Brian Will's Recipe for Restaurant Profits
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/
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Aug 16, 2023
Putting the Guest First: Craig Haley, President of Smokey Mo's BBQ’s Secrets to Creating a Memorable Guest Experience
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/
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Aug 9, 2023
Behind the Scenes: Innovations in K-12 & Non-Commercial with Marlon Gordon, Founder & CEO of NxtGen Network
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/
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Aug 2, 2023
Taking Flight in Foodservice: Adam Letizio's Soaring Path from the US Navy to Senior VP of Foodservice for A.J. Letizio Sales & Marketing
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/
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Jul 26, 2023
Taste, Trends, and Publishing: Foodservice Insights from Cathy Holley, Publisher and Editor-in-Chief at Flavor & The Menu Magazine
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/
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Jul 19, 2023
Deliciously Profitable: How Kern Halls, Owner & Chief Innovator at Ingenious Culinary Concepts, is Increasing K-12 Cafeteria ROI
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
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Jul 12, 2023
Paul Mangiamele on Building Iconic Global Brands and Fostering Passion in the Restaurant Industry
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 Beverag…
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Jul 5, 2023
Insider Strategies for Selling to National Accounts with Kareema Goodwin, Sr. VP National Account Sales at Tractor Beverage
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 Good…
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Jun 28, 2023
Leading from the Front: A Conversation with Steve Sweeney, Past Chartwells CEO, on Leading a Multi-Hundred Million Dollar Company
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 a…
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Jun 21, 2023
The Pursuit of Unmatched Excellence with Guy Rigby, Four Seasons VP of Food & Beverage in the Americas
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 ma…
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Jun 14, 2023
Learning Your Craft: Lessons from Elohi Strategic Advisors CEO, Dimitra Rizzi, On the Power of Slowing Down So You Can Go Fast
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…
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Jun 7, 2023
Service with a Smile: Mark Setterington's Recipe for Exceptional Customer Experience as a Restaurant Co-Founder and CEO
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 t…
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May 31, 2023
The Power of the Sell Sheet: How Jordan Tetrick, Co-Founder of Everydoor, is Taking Brands from Static to Dynamic
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…
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May 24, 2023
Tasting Success: How Joel Robbins, CEO of Taste Specific, is Transforming the Way Brands Go-to-Market
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…
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May 17, 2023
Serving Up Marketing Strategies: Lessons from Jaclyn Glatzer, Food Marketer, Agency Partner & Industry Influencer
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 f…
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May 10, 2023
From Family Business to Restaurant Expansion with Javier Vasquez, CEO of Miguel's Jr. Restaurants
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 Famil…
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May 3, 2023
The Ultimate Q&A with Danny Klein, Editorial Director at FSR and QSR Magazine
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 tha…
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Apr 26, 2023
Menu Matters: Unlocking the Power of Data to Drive Foodservice Success
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…
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Apr 19, 2023
Finding Success Through Niche Down: Scott Empringham's Journey Of Leveraging AI And Offering Value
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…
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Apr 12, 2023
Dough-ing it Right: How To Rise in the World of Bakery Sales with Andrea Todd
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…
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Apr 5, 2023
From Tracking Serial Killers to Cereal Bars with Suzy Badaracco
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.” -Suz…
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Mar 29, 2023
Volume Covers Everything with Greg Graber
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…
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Mar 22, 2023
Down Under to Plant-Based Wonder: The Story of Taking Risks and Thinking Big with Alicia Paliuca
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 m…
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Mar 15, 2023
Behind the Scenes: A Candid Conversation on Why Hard Work Pays Off with Barbara Powell
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…
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Mar 8, 2023
The Importance of a Strong Marketing Message in a Sales-Driven Industry with Paul Bresenden
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 redef…
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Mar 1, 2023
Broadening Your Scope and Shifting Gears on The Journey to the Top with Kristine Bowen
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…
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Feb 22, 2023
How She Did It: From World-Champ Pizza Maker to Starting Her Own Pizza Empire with Laura Meyer
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 foo…
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Feb 15, 2023
Building Systems and Leveraging Data to Grow Your Foodservice Sales with Craig Gentry
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 introd…
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Feb 10, 2023
Playing the Long-term Game of Business with Nick Portillo
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…
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Feb 1, 2023
How to Be a Father First and Foodservice Executive Second with John Portillo
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
* [12:0…
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Jan 25, 2023
Developing Others by Empowering Them to Make Decisions with Herb Ring
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] M…
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Jan 19, 2023
From A Dallas Garage to One of the Largest Food Brokers in the Country with Bobby Cimrhanzel
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] Achievin…
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Jan 11, 2023
Using Assessments to Learn What Others are Saying About Your Company with Paul Fournier
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 leader…
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Dec 30, 2022
Leveraging the Power of Servant Leadership to Inspire Others w/ Ivan Estrada
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 ourselve…
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Dec 21, 2022
How One Woman is Changing Food Service for the Better with Julie Swift
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 the…
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Dec 14, 2022
Scaling: From CA to First Nationwide Food Broker with Dave Lyons
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…
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Nov 22, 2022
How to Create a Wildly Popular Foodservice Brand with Raving Fans w/ Thaddeus Thorne
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 yo…
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Nov 22, 2022
Season Premiere: From $0 to Our First $1mil and Beyond!
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 mo…
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