Warehouse clubs like Sam's Club, BJ's Wholesale Club and Costco have become fixtures in the retail universe with their ability to sell huge packages of food and other products at a discount. Consumers like it because they don't have to shop as often and they usually end up saving money.
The chains keep prices low by cutting deals with suppliers and moving massive quantities in just a few transactions. Consumers, of course, have to be careful. It's one thing to purchase a crate of paper towels – they don't go bad and eventually you'll use them all.
Food items, however, can present challenges since almost everything has an expiration date. Selling meat in large quantities is even trickier. But a Spokane, Wash., start-up – Zaycon Foods – is doing it, and doing it in a most unusual way.
The company started in 2009 when Mike Conrad's brother brought him the idea.
The idea
“He was the meat manager at a grocery store,” said Conrad, the co-founder of Zaycon Foods. “And he thought, 'Every day I get in these cases of chicken. I wonder if I can sell a whole case to the customer if I gave them a really good deal, instead of putting it on a foam tray, wrapping it and selling it for two bucks more a pound.'”
In the initial marketing effort, the brothers sold three truckloads of chicken. In four short years Zaycon Foods has become a nationwide firm, selling cases of fresh meat, out of the back of a truck, directly to consumers, in every state except Hawaii.
“Our business wouldn't exist if the Internet didn't exist, because everything we deliver is pre-sold. When we go to event or location, all we are doing is delivering a pre-sold product,” Conrad said.
How it works
But first it's got to get sold. To make a purchase, a consumer registers at the company's website and states a preference for the types of meat they want to buy. The company then sends an email when a truck is going to be passing through the customer's town. The consumer makes the purchase online and picks up the case of meat at the appointed place and time.
To create such a large national footprint in such a short period of time, Conrad and a cousin looked up 450 food blogs and called each of the bloggers. They asked if they would write a review of their chicken if they received a free package.
Then Conrad and his cousin divided up the country and drove the free chicken to each of the bloggers' homes, personally delivering it.
Power of the Internet
“That was the launch of doing it nationwide,” Conrad said. “All the bloggers tried the chicken, did the review, and we started getting a whole bunch of people registering on our site.”
The mostly favorable reviews stemmed in part, no doubt, from the personal delivery as much as the quality of the product. The end result is that Zaycon Foods has become a player in the bulk food sector, doing the warehouse chains one better on trimming overhead. The company serves 49 states with 25 employees and no stores and has given new meaning to the term "food truck." Their trucks simply show up in towns across America and start unloading meat.
“Most of our locations are churches because churches have big parking lots that aren't being used, except on Sunday,” Conrad said.
The company gives the church a case of meat in return for the use of its parking lot. The churches like that arrangement, Conrad says, because it can then distribute the meat to members in need.
Amazon.com of meat?
It's too early to tell if Zaycon Foods is going to become the Amazon.com of meat, but Conrad says the company has expansion plans. It has already added non-meat food items – like honey and blueberries – to its offerings. It hopes to develop relationships with small farmers and processing plants so that it can support local agriculture while enhancing freshness even more.
“Generally the price is what brings people in,” Conrad said. “Beyond the price, the freshness keeps them. We're trying to get the meat to them in less than five days. If you look at a large chain store, it goes from the warehouse to the distribution center, to the store's distribution center, to the store. It could take 15 days before it's actually on the shelf to sell.”
How much can consumers save buying in bulk, off the back of a truck? Conrad says it's about 50%.
“If you go to a store now I bet you'll find chicken at $2.49 to $3.99 a pound,” he said. “If you're in New York it's $4.99 to $5.99 a pound. Right now I'll selling boneless, skinless chicken, fresh, in New York for $1.84 a pound.”
It's easy to get carried away with the savings, whether you are buying from a warehouse or from a truck. When buying meat, especially, make sure you have the freezer space to store it.
Warehouse clubs like Sam's Club, BJ's Wholesale Club and Costco have become fixtures in the retail universe with their ability to sell huge packages of foo...