Steps to a Successful Salsa: What Salsa Approval Can Mean for Your Business

1. STEPS TO A SUCCESSFUL SALSA What SALSA approval can mean for your business June 2015

2. About SALSA – our credentials Launched in 2007 following small producer demands for a more appropriate alternative to the BRC Global Standard Joint Venture between four industry partners: • The NFU, FDF, BHA and BRC The IFST operates SALSA on behalf of Scheme owners Self-funding, not-for-profit organisation

3. What is SALSA? Recognised as the food safety certification scheme for the UK’s smaller, specialised producers A scheme (not only a standard) Provides a support structure for members, offering integrated guidance, advice and training services Affordable for the smaller business For Buyers, a credible alternative to BRC

4. Scheme Structure

5. SALSA Auditors & Mentors What background and training do they have? • Independent food safety professionals • All approved through IFST-RPFAM • Sector-specific qualifications and experience • Compulsory induction training and annual training workshops • Auditing consistency and calibration within the cohort routinely monitored by SALSA Operations

6. Wide Acceptance

7. The need for SALSA in the UK Consumer interest in locally produced food and drink remains high Significant increase in small start-up food and drink businesses Majority of national and regional buyers have an active interest in local sourcing Greater interest in artisanal products, provenance and regional origin

8. Of mutual interest to both Suppliers & Buyers: • Are products manufactured in a safe and legal manner? • What food safety certification is available for the product? • Where can technical guidance and support be found? • How do suppliers get noticed by national buyers? • How do buyers find local products?

9. Industry Response ‘Local sourcing is important to both our customers and our business. We now have over 2,500 locally and regionally sourced products from over 600 suppliers. SALSA approval assures the safety, legality and quality of suppliers which has supported our growth in local and regional products.’ Jane Duddle, Product Safety Manager, Waitrose

10. Key Numbers

11. About SALSA – Membership Who is eligible to become a member? • UK-based small food and drink businesses • Designed for small (<50) & micro (<10) producers • Must operate from a commercial kitchen or dedicated production unit • Suppliers whose products are made or packed in the UK

12. About SALSA – Members A ‘typical’ SALSA member? • Size of company (F/T employees) • Product Top three categories in 2014 • Bakery products • Dairy chilled & frozen • Ready to eat or heat products

13. The SALSA Standard Where does it fit? • Between legal and BRC requirements – where BRC may be a step too far • Includes ‘best practice’ proportional to scale of activities of the smaller producer • Written by experiencedfood safety professionals?

14. The SALSA Standard What it covers: • Pre-requisite controls includes cleaning, temperature control, training, pest control, labelling • HACCP and management systems includes traceability, complaints handling, product recall • Documentation includes specifications, work instructions • Premises includes site location, facilities, condition of building

15. SALSA membership How the Scheme works....

16. Cost to Members Membership • £100 Certification audit • £495 SALSA Package Deal – membership & audit • £545 (£50 saving) • SALSA Package Deal Extra – membership, audit & day’s mentoring • £910 (£85 saving) Mentoring fees (optional) • £400 per day (hourly pro rata) • Funding opportunities Travel costs included in audit fee; no extra cost

17. SALSA Membership Simple steps: Supplier registers and joins online at www.salsafood.co.uk Company profile & membership status activated; immediately visible in online Buyers’ Directory of over 660 names Member has immediate access to all online resources and a telephone helpline Member prepares for SALSA audit with or without mentoring

18. Scheme Resources What support and advice is available?

19. Scheme Resources ‘Our scheme resources are a valuable online reference library for SALSA members – especially for start-ups and those wishing to grow their business. Members can draw on the essential guidance and support needed by small businesses with limited technical support. And a telephone helpline is there to support these resources.’ Sally Ball, Scheme Manager

20. Scheme Resources Guidance Notes & Documentation • Easy to follow, clearly written documentation • Guidance notes, self-assessment checklist ‘The SALSA standard was backed up with superb detailed guidance notes which took you step-by-step through the process, all of which helped us evaluate our business.’ Clare Stewart, Kezie Foods, Duns

21. Scheme Resources Tools & Tips • Worked examples and templates for clauses • Easy to understand, practical guidance ‘The SALSA audit documents are easy to understand and maintain for small businesses. The Tools & Tips section of the website was a very useful aid.’ Ray Spiers, Turners Dairies, Sussex

22. Scheme Resources The online Buyers’ Directory • Company profile immediately visible to over 660 buyers • For buyers, a valuable, easy to access local, national and specialist producer sourcing tool • Buyers have 24hr online access to validated approval certificates ‘The Buyers’ Directory provides the perfect situated shop window to showcase your company and its products to interested buyers throughout the UK.’ Sally Ball, Scheme Manager

23. Scheme Resources Industry updates & Telephone Helpline • Emails on industry news and notifications including monthly bulletins on... aka the 3-minute update • Information also carried on ‘front page’ of website • Featured Supplier articles – successful audits • Telephone helpline – guidance & support ‘The SALSA team are very efficient and show a professional manner, offering friendly advice and support to members at all times’ J&I Smith, Bakers, Aberdeenshire

24. Scheme Services What services does SALSA provide?

25. Scheme Services Mentoring • A unique element of the Scheme • Optional; but strongly recommended • Mentoring options • GAP analysis • Technical support • HACCP training • Capped rates • Locally-based mentors • Travel costs inclusive • Access to funding streams

26. Scheme Services Mentoring • 47% of suppliers audited in 2014 had mentoring support • Mentored suppliers are better prepared at audit ‘Our mentor was extremely helpful, providing invaluable advice and support. We are very proud to have gained our first SALSA approval and would have no hesitation in recommending SALSA.’ Mike Danyluk, MacCorns Popcorn, nr Edinburgh

27. Scheme Services HACCP Courses • Essential for all UK food and drink producers • Practical interactive courses • Matched to needs of smaller producer • L1 and L2 courses accredited by the IFST ‘Excellent course, very good for small business. Small, friendly interactive group with training tailored to our needs’ Ryan Baker, Gills Puddings. Shropshire

28. Scheme Services FIC regulations/Labelling courses • Offer valuable, clear guidance on the FIC regulations • NEW! Label-checking service and workshop - launch April 2015 ‘Excellent workshop for the smaller business, outlining specifics and being able to look at our own labels and address any particular queries we had.’ Suzanne Kinsey, Darlington & Daughters, Crewe

29. Case Study – Cheshire Farm Chips Quick steps to SALSA Joined SALSA in 2011 and used a range of resources including; mentoring, Tools and Tips and HACCP courses Gained approval 6 months later and has successfully maintained since securing new contacts with Waitrose and Booths ‘Without SALSA it would have not been possible to grow the business as we have since launch in 2010 .’ Lucy Jackson, Cheshire Farm Chips, Cheshire.

30. Audit Process What happens? Member arranges and books their audit when ready SALSA then matches supplier to a local auditor with the same sector qualifications and experience Auditor books audit date to suit both parties but must be able to audit within 28 days of payment, if required If a member takes the pre-paid option, the audit can be booked any time within one year of joining

31. Audit Process The audit Onsite inspection; generally for a half-day Auditors are approachable and supportive Auditor will use a checklist to record findings Auditor raises and discusses items for action or improvement, and if needed, prepares an action plan with member If applicable, auditor and supplier sign Action Plan Supplier has 28 days to prepare a response

32. SUPPLIER APPROVAL The review process Corrective action submitted to SALSA Operations by member Operations make the approval decision based on Auditor’s recommendation and a review of documentation When approved, a certificate is uploaded online, in the Buyers’ Directory, and a report/copy emailed to the member

33. Approval – Key Benefits for Members Member is listed in the Buyers’ Directory as an ‘approved’ business Confidence that they are manufacturing to a nationally recognised Standard; opens up opportunities for growth Wide recognition of SALSA certification; opens up new business opportunities and has significant cost benefits Stepping stone to BRC

34. Case Study - Country Puddings Opening markets CP produce a range of handmade British puddings Joined SALSA in 2008, successfully maintained approval since ‘Gaining SALSA has helped us to secure new contracts; we’ve seen a 23% growth year on year over the last five years.’ Lynne Mallinson, Country Pudding, Cumbria.

35. The Scheme of Choice In a nutshell – the benefits for members: AFFORDABLE and ACHIEVABLE even for the smaller producer TECHNICAL SUPPORT for the business which cannot afford this as an in-house resource SECURITY of approval CONFIDENCE to go out and seek and secure new contracts PROVEN CREDENTIALS to put in front of prestigious buyers

36. Success with SALSA ‘SALSA has enabled us to continue to grow our business, from supplying 15 local outlets in 2008 to now over 400.  In 2014 we secured UK-wide distribution with Waitrose stores, and a major own label contract. We even signed to supply overseas this coming year!  Without SALSA approval they wouldn’t have contemplated doing business with us.’ Sally Newall, Simply Ice Cream, Kent

37. Success with SALSA ‘Our SALSA approval has opened doors for us and enabled us to supply prestigious food retailers and distributors including Selfridges, Harrods, Wholefoods, Harvey Nichols and Picturehouse Cinemas as well as many important independent stockists in the UK.’ Adam Sopher, Joe’s Gourmet Food, Essex

38. The food safety certification scheme • for the UK’s small and micro-sized • food and drink producers