“We even refer customers to others when it’s not something we can do, and they do the same for us.” This collaborative spirit strengthens industry ties, creating a network where mutual success is valued over competition alone. GLOBAL REACH AND A CONSULTATIVE APPROACH Today, H&H distributes products to 22 U.S. states and 12 countries, with a strong foothold in the Southeast but significant reach into regions as far-flung as Washington State and New York. Internationally, the company has expanded into the Caribbean and beyond. But distribution is only part of the story. “We work with restaurants and operators to develop their menus and improve their operations,” M. Hartley explains. This often involves identifying ways to streamline recipes, reduce ingredient storage needs, and ensure consistency in flavor and quality. Hauptvogel describes scenarios where a client’s inhouse recipe might involve multiple ingredients, and H&H’s R&D team works to consolidate them into a single, consistent product.“They test it in the market, and if it works, we move to production,” she says. R&D IN A SHIFTING REGULATORY CLIMATE Innovation at H&H is closely tied to regulatory changes and evolving consumer preferences. “The political climate has put a huge focus on cleaner ingredients,” Hauptvogel says. “Natural colors, removing BHA and titanium dioxide, these bring challenges, from supply chain issues to how the product performs.” She notes that public perception plays a major role. “What you say you want and what’s possible are two different things. Cherry red or blue as you see them now will look different with natural colors.” M. Hartley adds that cost is another factor. “Natural ingredients are more expensive, and nobody wants higher prices after recent inflation,” he says. Balancing these elements — consumer expectations, regulatory compliance, product integrity, and cost- is central to H&H’s R&D strategy. DATA-DRIVEN EFFICIENCY To handle its growth, H&H has embraced technology 132 BUSINESS VIEW MAGAZINE VOLUME 12, ISSUE 09
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