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

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

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

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

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

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

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

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