WAIKIKI -- Several dozen local food companies came together under one roof to show off some of the best Hawaii-made products to Defense Commissary Agency (DeCA) and Army & Air Force Exchange Service (AAFES) officials during the American Logistics Association's Hawaii Food Show at the Pacific Beach Hotel, here, Aug. 20.
The annual business-to-business showcase, now in its 17th year, is one of the most anticipated events of the year for local companies looking to get their products onto commissary and exchange shelves.
"Doing business with the government sometimes is a daunting task, especially for small businesses," said Patrick Nixon, American Logistics Association (ALA) president.
"This show was put in place to demystify that process, and then teach local companies how you do business with the government," Nixon explained.
"These food shows allow us to bring a taste of the local culture, the uniqueness of Hawaii, to our stores, but they also allow us to come in and deal with the local companies that have never done business with the government. It's a win-win situation," added David Carey, area director, Pacific Theater, DeCA.
"All we ask is that you're a local company with made-in-Hawaii products and/or products that are unique to Hawaii," said Sharon Zambo-Fan, chairwoman, ALA Hawaii Show.
"We also expanded from last year to include local businesses that have the exclusive representation of a national product or brand sold outside the commissaries and exchanges, because that's just another avenue for them to expand and grow their business," Zambo-Fan stated. "We've also tried to get more nonfood companies to participate and provide them opportunities to sell to the exchanges, because while the commissary is basically a grocery business, exchanges do a lot of nonfood items, like soaps, perfumes, aloha wear, gift cards and health care items, and we have a lot of local companies here in Hawaii that manufacture and distribute those items."
"This is a great business opportunity, and we're making it easier for (small businesses)," Nixon noted. "Even if you don't get a favorable review, you're going to get feedback on your product and what you can do to improve, and how often can a small company get that kind of feedback?"
Indeed, after the ceremonial untying of the maile lei by former U.S. Sen. Daniel Akaka and current U.S. Sen. Mazie Hirono (both of whom have been advocates for the ALA Hawaii Show since day one), 40 managers, buyers and representatives from Hawaii DeCA and AAFES stores proceeded around the ballroom floor to mingle with local business owners and taste test the smorgasbord of "ono grindz" offered at each booth.
"Everything we've tasted (at the show) is very good -- it always is -- but it takes some time to really absorb everything and decide what we want to add to our stores," said Brad McMinn, store director, Schofield Barracks Commissary.
"What we're looking for is something that is going to infuse something new, something fresh, maybe some different flavor profiles that we don't have right now, but will compliment what we already have in the stores," stated McMinn. "They always have something new every year that just enhances our stores."
Since its inception, the ALA food show has helped 2,232 local products find their place in the commissary system, not only in the islands, but both nationally and internationally, as well.
Last year alone, 140 new items were selected for inclusion in Oahu commissaries, to include products from eight companies that previously had never done business with DeCA.
The combined military exchanges also added 15 news companies and 150 new line items to their selections -- all good news for the 74 local companies in attendance at this year's show, which included 17 first-time participants.
"Hawaii products are now worldwide just by having the opportunity to get into business with the military," said Nixon, giving the following example.
"(A Soldier) has an assignment here in Hawaii, and he falls in love with Kona coffee and Hawaiian Host chocolate-covered macadamia nuts. But his next assignment may be in Europe. When he gets over there, he asks his commissary manager or exchange manager if he can still get his chocolate-covered macadamia nuts. … Well, yes, you can, because the commissary and exchange are international organizations," he said.
According to Nixon, DeCA grossed more than $5.86 billion in fiscal year 2013, with sales from four Oahu commissaries accounting for more than $254 million.
Of that total, Hawaii commissaries purchased $8 million from Hawaii-based brands and $6.5 million in locally grown fruits and vegetables, further underscoring the reciprocal benefits shared between local-military partnerships.
"In Hawaii, there are more small local businesses than anywhere else in the world," said Nixon, "and what's good is that something like this forms a stronger bond between the local companies and the military in Hawaii.
"We've tried to duplicate this in other areas, and it just doesn't work, because Hawaii is unique," Nixon continued. "It's the unique flavors and spices and sauces that people fall in love with, as well as the culture.
"And what's great is, the vendors understand that this is an opportunity to give back, as well, by giving their customers the best products possible," Nixon said. "The United States military is the best customer in the world. There's nothing we can't do for them, because of what we ask them to do for us."
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