1. CRACKING THE CODE to Natural and Clean Label Processing

2. HOST Bill McDowell Editorial Director, Meatingplace MODERATOR Ana McGuire Editor, Meatingplace

3. Working With All-Natural Ingredients– Process And Cost Implications Jeff J. Sindelar Assistant Professor/Meat Extension Specialist University of Wisconsin

4. Poll Question What natural ingredient are you most commonly using? A.Natural curing ingredients B.Natural antioxidants C.Natural antimicrobials D.Natural binders/extenders E.Other

5. Poll Question What is the biggest obstacle you face using natural ingredients? A.Cost B.Concern about negative change in product C.The unknown (what outcome of use will be) D.Understanding what ingredient will do (how it works)

6. Centuries ago, meat processing did not include the array of ingredients nor technologies found widespread today. Meat Processing Then and Now

7. Meat Processing Today… Safest and highest quality products are produced today. Astonishing output and low finished product costs are commonplace. Ingredients have offered the ability to move the industry forward.

8. Natural (processed meats) definition: …does not contain any artificial flavor or flavoring, coloring ingredient, or chemical preservative (as defined in 21 CFR 101.22), or any other artificial or synthetic ingredient; and the product and its ingredients are not more than minimally processed. (USDA Food Standards and Labeling Policy Book, 2005)

9. Approach to All-Natural Ingredient Usage Must determine the following for each ingredient: – What is being replaced? – What was the original intent and purpose of the ingredient being replaced? – What is the consequences of replacement?

10. Impact of Ingredient Replacement Food safety Product Quality Profitability

11. Common Categories of Ingredients of Interest Curing ingredients Binders / extenders Antioxidants Antimicrobials

12. Ingredient Replacement A thorough understanding of core Meat Science / Food Safety principles is key – What physical and/or chemical changes in meat system/product are occurring from ingredient and why? Curing reactions from sodium nitrite Free radical control from BHA/BHT pH adjustment from sodium phosphates

13. Natural Ingredients- Curing Compounds Situation: – Nitrite is only compound able to generate cured meat properties Solution: – Very few options – Addition of ingredients containing naturally occurring nitrates to simulate typical curing

14. Natural Ingredients- Binders & Extenders Situation: – Compounds added to increase water retention – Different compounds have different mode of action i.e. phosphates, starches, non-meat proteins, hydrocolloids, etc. Solution: – Determine product and ingredient mode relationship What was being accomplished? (binding from pH change, binding from ingredient itself) What ingredient will provide same outcome with least impact on water binding, texture, etc.?

15. Natural Ingredients- Antioxidants Situation: – Compounds added to control lipid oxidation Interrupt cycle of autoxidation Chelate metals – Different classes have different mode of action i.e. BHA, BHT, citric acid, citrates Solution: – Determine need and extent for antioxidants Replacement with natural versions Control oxidation via other means – Packaging, refrigeration, light, etc.

16. Natural Ingredients- Antimicrobials Situation: – Ingredients / processes to control bacterial growth Lengthen lag phase or slow log phase Injure or destroy bacterial cells Solution: – Evaluate food safety program and system Replacement with natural versions Alternative approach – Assess and adjust sanitation – Increase sampling and testing – Explore other technologies

17. What are the True Costs? Ingredient Related Costs – The cost of the ingredient Product/Processing Related Costs – Changing manufacturing practices – Change of raw materials – Decrease in throughput Lower yields

18. Factors Impacting Natural Ingredient Usage Type of operation – Fresh / further processed system – Low cost formulations Cost stand point Meat/product system limitations Knowledge about ingredient – Making science based decisions

19. Possible Net Negative Outcomes Increased cook yields More rapid color loss – Chemically – Microbiologically Increased rate of rancidity More rapid / less control of bacterial growth – Quality – Safety Significant increase in product/production cost

20. Possible Net Positive Outcomes Increased market demands Creation of new market demand Improved profitability No significant difference in quality or safety parameters Better understanding of products being produced Higher per capita consumption of meat and poultry

21. Do the Benefits Justify the Cost? The answer to this question can only be determined by first answering a host of other questions that will not likely result in an obvious and conclusive response.

22. Ingredients Solutions, Inc. (ISI) specializes in All-Natural Carrageenan systems for yield improvement in meat and poultry applications, both cooked and raw case-ready. Reduce salt and eliminate phosphates while improving yields for a Clean Label, All-Natural product. Ingredients Solutions, Inc. 631 Moosehead Trail Waldo, Maine 04915 USA Tel: 207-722-4172 / Toll-Free: 800-628-3166 Email: Info@ingredientsSolutions.comInfo@ingredientsSolutions.com Web: www.IngredientsSolutions.comwww.IngredientsSolutions.com

23. Marketing All-Natural Products – Understanding The Rules Steven B. Steinborn Hogan Lovells US LLP Washington, D.C.

24. 24 Poll Question Which factor has posed the greatest barrier to launching natural product(s)? a.Inability to formulate suitable product using natural ingredients b.Lack of consumer interest in natural positioning c.Cost d.Uncertainty as to legal requirements

25. 25 Poll Question What is the appeal of natural product positioning from your perspective? a.Resonates with consumers who seek healthier options b.Almost as good as organic c.Opportunity to charge premium d.Essential to maintaining position in marketplace e.Skeptical that it makes any difference

26. 26 Navigating Natural Waters: Objectives Legal Framework, or – Do you like the color gray? Managing uncertainty and maximizing opportunities Tips and Tricks

27. 27 Consumer-Friendly Foods and Ingredients In Vogue Organic - - highly regulated, not always practical for many categories Consumer interest in natural – In survey, natural was 3 rd most common reason consumers read the ingredient statement (after fats/oils and sweeteners) IFIC 2010 Health Survey Visible claims invite greater scrutiny from competitors and regulators; value in getting it right

28. 28 Natural - - Legal Basics No definitive regulation or unified guidance by USDA, FDA, FTC Early 1980s effort to reach definition by FDA/USDA/FTC failed. Two observations: – Context in which natural appears determines meaning – Recognition that a single, uniform definition is unworkable Fact-specific inquiry that starts with agency natural policy

29. 29 Natural - - Legal Basics USDA Natural Policy adopted in 1982 – No artificial flavor, coloring ingredient, chemical preservative or any other artificial or synthetic ingredient Example: Chili with beet powder (that imparts color) is not natural – Minimally processed Examine the nature of the processing undertaken, including starting materials. Smoking, roasting fermenting okay; solvent extraction, chemical bleaching not okay In practice, also examine if there are less processed forms of the ingredient/food.

30. 30 Natural - - Legal Basics FDA informal policy – Precludes added color, synthetic substances and flavors – Nothing artificial or synthetic has been included in food that would not normally be expected Examples of unexpected ingredients – Potassium sorbate or citric acid in natural lemonade – Citric acid and calcium chloride in canned tomato products

31. 31 Context and Consumer Expectations All Natural Chicken – single ingredient raw poultry – Added ingredients that are natural? Cheddar cheese colored with annato – At odds with policy, but false or misleading? Mostly natural – USDA requires explanatory statement – Some advertising cases look at contribution and level of non-natural ingredient to measure consumer deception Take-away: look at category, long-standing practices, potential to mislead

32. 32 Permutations/Options to Consider 100% All Natural - - contains only natural ingredients Made with natural ingredients - - specify which ingredients (and present in meaningful amount) Natural flavors – FDA has defined as flavors derived from roasting, heating or enzymolysis are natural flavors No artificial coloring, flavoring or sweeteners No artificial ingredients or No preservatives

33. 33 Ingredient Function Importance of understanding how ingredient is formulated and function it plays in finished product Natural preservative? – USDA dispute involving sodium lactate and like ingredients – Ingredients can have dual use – USDA asks: Does the ingredient extend shelf life? – Cultured celery juice among many examples

34. 34 Clean Ingredient Statements Cleaning up ingredient statements is popular and prudent exercise How the law makes the simple nearly impossible – Ingredients must be identified by an appropriate, legal name – Ingredients and sub-ingredients must often be listed Challenges but not insurmountable

35. 35 Who Cares? Consumers and companys who invest in brand equity Competitor challenges in court and the BBB Regulators - - USDA preapproval forces resolution of issues upfront Ingredient suppliers who can gain (or lose) competitive advantage based on natural compatible ingredients

36. 36 Tips and Tricks Assemble the right team - - marketing, regulatory/legal and product development – Critical to innovation – Vendor should be a valuable resource Natural with appropriate qualifier/explanation Technical deviations versus claim with potential to mislead Focus on category and consumer expectations Is there an impact on safety?

37. 100% ALL NATURAL USDA Approved Antimicrobial Ingredient Label Reads Vinegar 100% ALL NATURAL Phosphate Alternative-Yield Enhancement Ingredient Label Reads Lemon Juice Concentrate Distributed Exclusively By: Has CRACKED THE CODE With Its All-Natural, Clean Label Solutions.

38. Natural Processing: Making It Work Duane Koch President Kochs Turkey Farm

39. Introduction 3 rd Generation Family Owned Turkey Farm Concentrate on Quality & Integrity of Bird One of the First Poultry Farms to introduce ABF and Organic Fresh Turkeys Whole Foods Vendor

40. Stewardship Flocks are raised humanely Turkeys have plenty of room and are raised in open- sided houses allowing natural sunshine Turkeys have access to outdoor, free-range areas Animal Welfare Program is audited every year

41. Processing Birds Grow Naturally the way nature intended Birds are never administered Steroids or Growth Promoting Hormones Nitrates and Preservatives, are never used in any of our products

42. Processing Turkeys are never administered chemical Coccidiostats or Sulfa Drugs, even though these are permitted in ABF programs Turkeys are fed a 100% vegetarian diet with no animal or poultry by-products

43. Marketing Over 25 Products of ABF & Organic, Fresh & Frozen Items Constantly Adding New Items Every Year Retail and Food Service Product Lines Sales Force of In-House Sales, Distributers, Brokers and Wholesalers

44. Marketing Brand Management Principles Consistent delivery of product benefits in all marketing materials Constant update of Website, News Releases, Sales Sheets, Newsletters, Trade & Consumer Ads, and Product Brochures

45. Contact www.KochsTurkey.com Kochs Turkey Farm 416 Valley Road Tamaqua, PA 18252 Phone: (800) 247-7300 sales@kochsturkey.com

46. QUESTIONS & ANSWERS

47. FOR MORE INFORMATION: Jeff Sindelar: jsindelar@wisc.edujsindelar@wisc.edu Steven Steinborn: steven.steinborn@hoganlovells.comsteven.steinborn@hoganlovells.com Duane Koch: duane@kochsturkey.comduane@kochsturkey.com Bill McDowell: bmcdowell@meatingplace.com Ana McGuire : amcguire@meatingplace.combmcdowell@meatingplace.comamcguire@meatingplace.com Webinar recording and PowerPoint presentation will be emailed to you within 48 hours. For more information: www.meatingplace.com/webinars www.meatingplace.com/webinars