Celebrating Fine Chocolate Flavors from Around the WorldPALACE OF FINE ARTS, SAN FRANCISCO | MARCH 5– 6, 2020

At FCIA’s Elevate Chocolate 2020, the fine chocolate industry gathered in San Francisco for two days of education, networking, and friendship.

• Two-day experience: The event spanned two days, providing a wealth of opportunities to connect with professionals for all sectors of the industry.

• Opening Session: Participants were welcomed to the conference and learned about efforts to understand chocolate consumers, updates in the regulatory environment, and the Heirloom Cacao Preservation Fund’s current efforts and initiatives.

• Opening Reception and Sampling Tables: Attendees were entertained by a Peruvian dance exhibition and enjoyed chocolate tasting tables showcasing the work of members.

• Full day of learning: FCIA Members started the second day with a Membership Assembly, and then were joined by the rest of the attendees for ten workshops in three tracks. A lunchtime presentation covered the results of a business survey conducted by FCIA, Oregon State University, and the University Washington.

• Attendance: A total of 231 registered attendees participated in the experience.

• Trade Fair: Throughout the day, 21 premier exhibitors shared their expertise and wares.

• Networking: All the fine chocolate professionals present took advantage of the chance to reconnect with friends and build new connections.

See social posts for the event on FCIA’s social media channels and by searching the hashtag #ElevateChocolate.

Highlights

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All photos by Mary Anne Andrei unless noted otherwise

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THURSDAY, MARCH 5

FCIA Opening Session

Welcome and UpdatePresentation

SUMMARY: These are exciting times for fine chocolate, as reflected in mainstream media and the growth of consumer-facing chocolate festivals. FCIA has also developed a new partnership with the Fancy Food Show. But FCIA is much more than trade shows and conferences. We organize regional meetups, educational webinars, and a members-only resource library on our website.

As we look to 2020 and beyond, FCIA has a great opportunity to take an even greater leadership role in developing cocoa supply chain partnerships and forming quality standards, including the MOCCA partnership with USDA, Lutheran World Relief, Bioversity CRC, CATIE and many others to help improve cocoa farmer livelihoods in Latin America, support cadmium mitigation and develop credible standards on quality.

PRESENTERS:

Brad Kintzer, Chief Chocolate Maker, TCHO Chocolate; FCIA Board President; HCP Board memberBrad Kintzer serves as Chief Chocolate Maker of TCHO Ventures, Inc. Mr. Kintzer spent months working on cacao plantations throughout Latin America, learning firsthand the crucial agricultural and post-harvest processes that influence chocolate flavor. Continuing his quest for chocolate knowledge, he began product development work with pioneer artisan chocolate producer Scharffen Berger Chocolate Maker, in 2003. Following the 2005 acquisition of Scharffen Berger by Hershey’s, his product development responsibilities expanded to include Joseph Schmidt Confections and Dagoba Organic Chocolate. In addition, he has worked with other fine chocolate industry leaders including Lake Champlain Chocolates, Michael Recchuiti Confections and others. He studied botany at the University of Vermont.

Bill Guyton, Executive Director, FCIABill Guyton is a senior-level leader within international agribusiness and non-profit organizations who is committed to leading the creation and implementation of global sustainability best practices. Throughout his career, he has been recognized for his ability to create public-private partnerships as well as his ability to develop resilient supply chain and community-based programs.

Bill currently is Executive Director to the Fine Chocolate Industry Association (FCIA), where he provides strategic leadership for over 350 company members. He also consults for private firms and non-profits on strategic planning, technical training, and partnership development. Prior to his current assignments, Bill was the founder and CEO of the World Cocoa Foundation for 15 years where he grew the organization from a handful of companies to a globally recognized organization with 115 members representing 85% of the global chocolate industry. He also has worked in other agricultural value chains such as feed grains, livestock and fruits and vegetables. In addition to his career record of successful leadership, he currently serves on the Advisory Board for the World Food Law Institute, a member of The Alliance to End Hunger, and the Association for International Agriculture and Development.

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Chocolate Consumer SurveyPresentation

SUMMARY: Lead researcher Anne-Marie Roerink shared the research that was presented to the National Confectioners Association (NCA) recently, including a summary of the fascinating findings about the American chocolate consumer. The presentation included a review of sales & segments, preferences, channel choices, sourcing/certifications, fine chocolate, and food for thought.

The findings on the general chocolate consumers and how they perceive the product:

• Consumers view chocolate as “A beloved treat” or “yummy”• Other attributes were less cited in the initial surveys.• Consumer segments were based on asking, do you buy these?[yes/no]; mainstream chocolate 90%, Premium 70%,

Fine/Artisan 27%. • The Fine/Artisan category was defined as “Chocolate made by small artisan chocolatiers, who source the best

quality cacao, create small batch products with unique flavors and textures and educate consumers.”

Consumers that were focused on the Fine/Artisan market are generally older millennials, younger GenX, living in urban areas, above average income. They typically: Like exploration and info/transparency; are environmentally and socially engaged; shop to find what they are looking for; seek out and shop around for special products. Fine chocolate consumers prefer a mix of chocolates and dark chocolate, and 73% claim the darkness of cocoa drives their decisions – looking for 70% dark and up.

Anne-Marie also shared the findings about channel choices that chocolate consumers make, 45% of consumers buy chocolate at their primary store. Fine/Artisan chocolate consumers buy theirs at specialty shops, organic stores, festivals and farmers markets. Ecommerce is growing very fast, as it provides access to more line items. Convenience, holiday, etc. are all growing.

In terms of Fine/Artisan perceptions, the consumers surveyed reported:

• “Yummy” replaced with “Expensive” for Fine Chocolate word association among mainstream.• For fine chocolate consumers, they still focus on gourmet attributes.• They also examined what motivates consumers to buy fine chocolate: Tastes better 68%, more satisfying 44%,

gifting 42%, etc.

Members can download the study at www.finechocolateindustry.org by going to the Member Portal. For more information, contact Anne-Marie Roerink at aroerink@210analytics.com.

PRESENTER:

Anne-Marie Roerink, Principal and Founder, 210 AnalyticsPrincipal and Founder of 210 Analytics, Anne-Marie Roerink specializes in quantitative and qualitative market research. Prior to launching 210 Analytics, she served as the Director of Research for the Food Marketing Institute (FMI). Responsible for all research projects, she distilled complex research data into usable and easy-to-understand materials for business audiences ranging from America’s largest retail chains to single-store family companies. Studies and presentations included shopper insights; retailer benchmarking and trending in financial, operational and tactical areas; and internally-focused research such as conference evaluations and member needs assessments.

Before joining FMI, Anne-Marie served as the Director of Marketing and Research at the American Society of Travel Agents (ASTA) and oversaw all primary and secondary research efforts, as well as the association’s membership and conference marketing.

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Regulatory UpdatePresentation

SUMMARY: Debra Miller provided updates in the nutrition policies, FDA priorities, labelling updates, and food safety (allergens) issues Nutrition policies will focus on these areas:

• 2020 is a dietary guidelines year• Overconsumed: Added sugar, sodium, sat fat• Added sugars: insufficient evidence of consumption on birth weight, but looking at body weight, growth, obesity,

Type 2 diabetes, etc.

FDA concerned about Standards of Identity in food, though not planning to change anything in Chocolate yet. The agency is mostly looking to make them more flexible so you can make foods more healthy, flexible, and broaden the name. Milk SOI may actually affect this. FDA is Modernizing the Ingredient panel, trying to make it more simple and easier to understand, such as for example saying Chicory Root instead of “inulin.”

Labelling updates include:

• Nutrition Facts Panel compliance was 1/1/20 for large companies with more than $10M in sales.• Serving size for candy is now 30g, not 40g.• Manufacturers can use 0.4 calories per gram of allulose when calculating the calories from allulose in the serving of

the product.• GMO Labelling. Four ways that it must be disclosed as a bioengineered ingredient in the product. Compliance by

Jan 1, 2022. Must be in implementation phase now for companies over $2.5M. Scannable code is OK, to avoid the wording and must include phone number.

Regarding food safety and allergens, milk in dark chocolate is a huge issue now. It cannot be considered 100% clean if any line is shared. Precautionary labels are not working, because ¾ of dark products had milk residue when tested. A 2018 NCA Northwestern Study on precautionary labelling found that 74% of respondents would not purchase a product labeled as “may contain” or “not suitable.” May contain is the best choice for allergy sensitive consumers.

Regulatory matters will not be going away. In fact, the future of food regulations is a new era of smarter food safety.

PRESENTER:

Debra Miller, Senior Vice-President of Scientific and Regulatory Affairs, National Confectioners AssociationDebra L. Miller, PhD is the Senior Vice President of Scientific and Regulatory Affairs at the National Confectioners Association, where she is responsible for technical leadership on labeling, food safety and other food policies and regulations. She also serves as staff lead for NCA’s Chocolate Council. Dr. Miller also leads NCA’s nutrition and food policy initiatives, which span local, state, federal and international arenas advocating for science-based approaches.

Dr. Miller has over 20 years of experience in nutrition science and regulatory issues in the food industry with 15 of those years in the chocolate and confectionery industry. Previously Dr. Miller served as Director of Scientific and Regulatory Affairs at The Hershey Company where she was responsible for developing internal and external food policies, which affect food labeling and food safety regulations.

Before joining The Hershey Company in 2004, Dr. Miller served as Director of Nutrition Communications for Dupont Nutrition, St. Louis, MO. Dr. Miller was an Assistant Professor at Johns Hopkins School of Medicine where she investigated

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food intake regulation and led the olestra post-market surveillance clinical trial. She completed a post-doctoral fellowship in obesity treatment at the Harvard Medical School after completing her doctoral degree. Dr. Miller is a graduate of Juniata College (Huntingdon, PA) and The Pennsylvania State University with a doctoral degree in Biobehavioral Health and a doctoral minor in Nutrition Science.

Heirloom Cacao Preservation Presentation: Protecting Fine Flavor Cacao Presentation

SUMMARY: The Heirloom Cacao Preservation Fund (HCP) was formed in response to the global pressures of environmental change, deforestation, and economic influences threatening the world’s supply of high quality, flavorful cacao. The HCP mission is to identify fine flavor cacao - the best of the best. Our goal is to not only protect and propagate fine flavor cacao for future generations but to also improve the livelihoods for cacao growing families. These efforts will ultimately help farmers scale up and strengthen commercial links to the fine chocolate market. HCP’s work is supported by donations from chocolate industry professionals, chocolate makers, farmers, and chocolate enthusiasts from around the world.

HCP currently has 16 designees in 10 countries. We invite farmers with exceptional cacao to submit beans for evaluation. There is no charge to apply and application information is online at hcpcacao.org.

We sponsor nursery programs to preserve fine flavor cacao in partnership with 6 of our 16 designees in Belize, Costa Rica, Ecuador, and Hawaii with a total of 15,100 new heirloom seedlings planted to date.

We rely on donations from the fine chocolate community to fund this very important work. Many thanks to Matt and Yelena Caputo for donating over $35,000 to HCP over the years and Maya Schoop-Rutten of Chocolate Maya for her annual sponsorship. Please consider a donation to the Heirloom Cacao Preservation Fund in your annual budgeting.

PRESENTER:

Jody Haydon, Owner, Grocer’s Daughter Chocolate, HCP Secretary/TreasurerJody owns Grocer’s Daughter Chocolate in Northern Michigan and her career in specialty coffee and chocolate spans 19 years. She is committed to educating consumers about the realities of commodity farming and the exciting possibilities of specialty chocolate and regularly leads chocolate classes at her shop and throughout the region. Jody has led over 30 consumer trips to coffee and cacao growing regions in Central and South American and Africa and she is on the organizing committee for the 2020 Ecuador Cacao and Chocolate Summit. In 2002, she co-founded Michigan’s first fair trade coffee roaster, Higher Grounds Trading Co, and served several terms on the Board of Directors of Cooperative Coffees, a unique green bean importing cooperative comprised of mission-driven coffee roasters throughout the United States and Canada.

Jody currently serves as Secretary/Treasurer on the Board of Directors of the Heirloom Cacao Preservation Fund. She lives in Traverse City, Michigan with her husband, DC, two young boys, Charlie & Arlo, and beloved golden retriever and cats. She volunteers with several local non-profits and spends her leisure time hiking with her family at the Sleeping Bear Dunes National Lakeshore, swimming at a local beach or planning her next scuba-diving adventure.

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FRIDAY, MARCH 6

FCIA Membership Assembly *Members and invited guests onlyPresentation

Newly-elected FCIA president Brad Kintzer provided a board update, followed by committee reports on education/events, communications/market research, cocoa supply chains partnerships/standards, and new members welcome.

Strategic Plan implementation: FCIA is into the third year for a five- year strategy. First of all, the strategy includes a more proactive market research and communications platform. Secondly, it involves the development of value chain partnerships in order to improve quality, consistency and ethical sourcing of fine cocoa. Thirdly, the strategy focuses on providing educational and technical support to our members through conferences such as this one.

Board actions since June 2019: Since June 2019, our Board of Directors has met by conference call nearly every month. Some of our actions over the last few months include:

• Financial and organizational oversight of FCIA consultants• Conference planning including a longer-term strategy to partner with existing conferences and festivals. This

includes brokering new agreements with the Fancy Food Show, Craft Chocolate Experience, Salon du Chocolat and the Cocoa Summit in Ecuador. We are also open to other partnerships with conferences that add value to our members.

• Robust communications plan to raise the profile FCIA and our company members• Development of a new and exciting regional fine cocoa program in Latin America with USDA, Lutheran World Relief

and partners• Changes to our leadership to include an additional board seat for associate level members in 2021

Workshop: Series 1

The Living Income Differential: Implementation Details and the Impact on Specialty Cacao TRACK 1: Successful Cocoa Supply Chain and Quality Sourcing Strategies

SUMMARY: This session discussed an exciting new initiative to address the reality that cocoa prices are often lower than the cost of production plus basic living expenses for farmers. The West African nations of Ivory Coast and Ghana, which together produce more than 60% of the world’s cocoa, have banded together to institute a Living Income Differential (LID) program to cover the cost of production and cost of living for farmers. The LID program adds an additional $400/MT cash premium to all cocoa bean sales from Ghana and Ivory Coast. Under the program, farmers are also guaranteed a higher minimum farmgate price. Many professionals in the cocoa sector call the plan the biggest overhaul of the global cocoa market in decades—from its start with cocoa farmers to its finish with a consumer purchasing chocolate.

Scott Amoye presented details of the Living Income Differential program and how this initiative has affected global cocoa sales to date. Amoye was Chair of the Cocoa & Chocolate Industry Technical Group that consulted with the governments of Ivory Coast and Ghana on the LID initiative and has a long history in cocoa sourcing and market forecasting. This was followed by Laura Sweitzer of TCHO, who also shared some insights on the economics of chocolate and why this is such an important initiative for craft chocolate makers (even makers that don’t source from Ghana or Ivory Coast) and anyone with an interest in sustainable sourcing to follow.

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AUDIENCE: Chocolate Makers

PRESENTERS:

Scott Amoye, Vice President of Commodity Procurement and Risk Management, BlommerScott Amoye is Vice President of Commodity Procurement and Risk Management for Blommer Chocolate.  In that capacity, Scott manages the Commodity team and is responsible for Blommers’s commodity sourcing and risk management strategy and execution. This includes the development and delivery of commodity risk management policies, hedging strategy, market forecasting, and execution of risk management strategies for key commodities of cocoa, sugar, dairy, fats/oils, currency and energy. Scott also has responsibility for managing the profitability of Blommer’s pressing business, working closely with Sales and Finance. Scott joined Blommer in April 2017 and has over 30 years of Cocoa and Commodity experience having held positions with Cargill, ED&F Man., Cadbury/Kraft/Mondelez International, ECOM Agrotrade Ltd and Guittard Chocolate.  Scott has an MBA in Finance from Fordham University and a BA in International Relations from Hamilton College.

Laura Sweitzer, Director of TCHO Source & Cocoa Sourcing, TCHO ChocolateLaura Ann Sweitzer is the Director of TCHO Source, TCHO’s unique program for addressing challenges in the cocoa supply chain. Sweitzer also purchases all of the cocoa beans and cocoa products used by TCHO. In addition to working closely with TCHO’s suppliers, Sweitzer focuses on quality and flavor at every step in the sourcing and chocolate making process. Prior to joining TCHO in 2014, she spent 5 years working on coffee quality improvement projects in Latin America, Africa, and Asia. Sweitzer grew up on a farm in the Midwest and is passionate about sustainability, equity, and flavor in food.

Communicating About Fine Chocolate to Customers and ClientsTRACK 2: Marketing and Communications

SUMMARY: The FCIA defines fine chocolate “in terms of its flavor, texture and appearance, as well as how its limited ingredients, high cocoa and low sugar content, are sourced and processed.” The value proposition of fine chocolate is that it is “more good” than its alternative: non-fine chocolate. How do we communicate that goodness -- whether it is social, environmental, economic, or sensory -- to consumers?

The value proposition of fine chocolate is that it is “more good” than its alternative: non-fine chocolate. This panel addressed the question: How do we communicate that goodness -- whether it is social, environmental, economic, or sensory -- to consumers? Panelists highlighted the following issues:

• The importance of transparency reporting from farm to consumer, especially in relation to measuring impact and communicating about ethics

• The strategic use of packaging design principles to communicate individual company “goodness” on finished products on the shelf

• The utility of the 2019 NCA/FCIA nationwide survey to understanding consumer segments, sales, preferences, sourcing and certifications, and shopping behaviors

• The development of collaborative methods of communicating as an industry, to complement individual company strategies

AUDIENCE: Chocolate Makers, Chocolatiers, Growers

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MODERATOR:

Carla D. Martin, PhD, Executive Director/Lecturer, FCCI/Harvard UniversityCarla D. Martin, PhD, is the Founder and Executive Director of the Fine Cacao and Chocolate Institute and a Lecturer in the Department of African and African American Studies at Harvard University. Carla is a social anthropologist whose current research focuses on ethics, quality, and politics in cacao and chocolate and draws on several years of domestic and international ethnographic experience. She lectures widely and has taught extensively in African and African American Studies, critical food studies, social anthropology, and ethnomusicology, and has received numerous awards in recognition of excellence in teaching and research.

PRESENTERS:

Emily Stone, Founder and CEO, Uncommon CacaoEmily Stone is the Founder and CEO of Uncommon Cacao, a group of Transparent Trade cacao operations including Maya Mountain Cacao (Belize) and Cacao Verapaz (Guatemala). Emily spent 2010-2017 living in Guatemala and Belize building up the operations at origin and working directly with farmers. Now based in Berkeley CA, Emily leads Uncommon Cacao’s work supplying delicious, high quality, transparently-sourced cacao from 8+ countries to over 200 craft and premium chocolate makers globally. Emily is an Ashoka Fellow and Unreasonable Fellow, and recipient of the Fine Chocolate Industry Association’s Recognition of Excellence in Outstanding Contribution at Origin in Sustainability of Fine Chocolate.

Mike Forbes, CEO, AlterEcoMike Forbes is the CEO of Alter Eco, a chocolate-centric, sustainability-focused snacks company. He holds expertise and leadership in scaling businesses while maintaining a brand’s core mission an values. He previously worked as executive vice president and general manager at California Olive Ranch, and served in marketing roles at General Mills and Procter & Gamble.

Summer Allen, PhD, Senior Advisor, FCIA; Senior Research Coordinator, International Food Policy Research InstituteSummer L. Allen, PhD is a senior advisor with the Fine Cacao and Chocolate Institute and a Senior Research Coordinator at the International Food Policy Research Institute. Summer is an agricultural economist whose work focuses on agriculture for nutrition and food security and sustainable development throughout Latin America, Africa and India. Before joining IFPRI in 2014, she served as the Research Coordinator for the Committee on Sustainability Assessment (COSA) where she evaluated the impacts of certification for producers of cacao and coffee. Summer has previously worked with the Economic Research Service (US Dept of Agriculture), the UN Food and Agriculture Organization, and the US Environmental Protection Agency. She is currently based in California as a Visiting Scholar with the Food Security and Environment group at Stanford University.

Lauren Adler, Chief Chocophile, Chocolopolis; FCIA Board Vice PresidentLauren Adler is the Founder and Chief Chocophile of Chocolopolis, a chocolate retail store in Seattle and online at chocolopolis.com that offers hundreds of craft chocolate bars. She has been a featured speaker and workshop leader at the Dallas Chocolate Festival (2018) and at the Northwest Chocolate Festival (2010 - 2018), and she served as a judge for the bean-to-bar chocolate competitions at the Good Food Awards (2015 & 2016) and at the Northwest Chocolate Festival (2010 - 2017). Lauren is a co-founder of the Pacific Northwest Chocolate Society and she serves on the Board of the Fine Chocolate Industry Association.

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Practical Food Safety Modernization for Chocolate Makers: Preventative Controls TRACK 3: Best Business Practices and Scaling Production

SUMMARY: Salmonella spp. is a significant food safety hazard in chocolate. Chocolate makers should have preventative controls in place to address this hazard.

Dandelion Chocolate and Penn State collaborated on research to identify the critical limits (time and temperature) to achieve a 5-log reduction of Salmonella in (1) cocoa bean dry roasting and (2) molten chocolate conching. The experiment on (1) dry roasting found that 5-log reduction was achieved at 302°F (150°C) when held at that temperature for 10 min. The research on (2) inactivation of Salmonella in molten chocolate confirmed the reduction of Salmonella to an undetectable level after 90-hour incubation of chocolate at 120°F (49°C). Reduction of Salmonella was greater than 4.76 ± 0.13 log/gram of molten chocolate.

Satisfying these critical limits in dry roasting or molten chocolate conching may not be straightforward for craft chocolate makers. Mitigating the hazard of Salmonella in dry roasting has flavor implications. Mitigating Salmonella contamination in molten chocolate conching means that everything upstream--product, process, and factory--would need to be considered and treated as potentially contaminated per the Food and Drug Administration (FDA).

Dandelion Chocolate and Penn State are investigating a third option: inactivation of Salmonella during roasting with added moisture. Previous research has suggested that Salmonella is easier to kill using hot steam. Dandelion Chocolate and collaborators from Penn State are currently testing this approach at the Dandelion Chocolate 16th St. and Valencia St. factories, using moisture injection during roasting to quantify the inactivation of Enterococcus faecium, a Salmonella surrogate. We will share takeaways when these trials are complete.

AUDIENCE: Chocolate Makers

PRESENTERS:

Rebecca Taylor-Roseman, Quality, Safety, and Risk Manager, Dandelion ChocolateRebecca Taylor-Roseman, M.A. is the Quality, Safety, and Risk Manager at Dandelion Chocolate. She’s been in charge of the quality program at Dandelion since 2015. When she’s not building robust quality systems and processes to scale Dandelion’s operations in its SF and Tokyo-based factories, she uses her detail-reading superpowers to understand the Code of Federal Regulations.

Gabriella Pinto, Pennsylvania State UniversityGabriella Pinto is part of the research team at the Kovac Lab within the Food Science Department, Pennsylvania State University.

A Chocolate Praline for the Spring TRACK 4: Chocolatier Demonstration

SUMMARY: Showing techniques for hand tempering of chocolate, shell moulding and creation of a ganache, Brian Donaghy created a multi-layered moulded confection with fresh Spring flavors. Attendees left with new techniques and a recipe that they can use right away.

AUDIENCE: Chocolate Makers

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PRESENTER:

Brian Donaghy, Corporate Chocolatier and Innovation Center Director, Tomric Systems, Inc.Brian Donaghy is currently the Corporate Chocolatier and Innovation Center Director for Tomric Systems, Inc. of Buffalo, NY. At Tomric he is responsible for training and customer support of all Tomric products but spends most of his time coaching and training on Selmi Chocolate Handling equipment in Buffalo and throughout North America. His passport includes numerous stamps from cacao origin countries and has been in more chocolate plants than he remembers. Prior to his time with Tomric Brian worked for a Swiss chocolate import company, The Ritz-Carlton and was a culinary instructor. When not working with, eating or cleaning up chocolate, he can be found on adventures with his family or on a squash court.

Workshop: Series 2

Addressing Environmental Impact on Cocoa GrowingTRACK 1: Successful Cocoa Supply Chain and Quality Sourcing Strategies

AUDIENCE: Chocolate Makers, Chocolatiers, Growers

PRESENTERS:

Gregory D’Alesandre, Chocolate Sourcerer, Dandelion ChocolateGreg has been working with chocolate for over twenty years, and making chocolate for the last decade. He started making liquid nitrogen truffles in college with “borrowed” equipment from the physics lab. He’s been with Dandelion Chocolate for 5 years as partial owner and Chocolate Sourcerer, traveling the world to find great cacao to use to make great chocolate. He is co-author of “Making Chocolate: From Bean to Bar to S’More.” He feels strongly about direct sourcing cacao and building lasting relationships with the network of cacao producers and chocolate makers around the world. While his background is in electrical engineering and product management, he’s been using these skills to help run the business.

Etelle Higonnet, Senior Campaign Director, Mighty Earth Etelle Higonnet is a Senior Campaign Director at Mighty Earth where she focuses on forest conservation in Southeast Asia, Latin America, and Africa, with an emphasis on the cocoa, palm oil, soy, and rubber industries. Etelle previously worked with Greenpeace Southeast Asia on a broad range of environmental issues including climate, energy, oceans, toxic waste, ecological agriculture, environmental justice, and forest protection. Etelle also has significant experience in human rights, having worked primarily in war zones and post-conflict areas. She conducted research in West Africa on behalf of Human Rights Watch and later Amnesty International, including in the Ivory Coast, Sierra Leone, and Liberia. She also oversaw the analysis of human rights research projects in Iraq for the International Human Rights Law Institute. Etelle earned a BA from Yale University and a JD from Yale Law School. She has written numerous articles, reports and op-eds on environmental subjects and human rights, and is the author of the book Quiet Genocide. Etelle was recently named Chevalier in France’s National Order of Merit.

Kathryn Cavallin, Cacao LatitudesKate began her career in cocoa as a Peace Corps volunteer in the Dominican Republic working with a cooperative of organic farmers. In 2011, she moved to Ecuador to build Ecom’s sourcing operation, working directly with farmers and associations sourcing specialty, certified and bulk cocoa. Convinced that a new approach is needed to facilitate transformation towards higher quality and more socially and environmentally responsible practices throughout the chain, she recently moved to Cacao Latitudes. She is putting her years of cocoa expertise in the field at the service of both small holder farmers and a growing community of passionate and committed chocolate makers.

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Every Chocolate Tells a Story: A New Approach to Sensory StorytellingTRACK 2: Marketing and Communications

DESCRIPTION: The best craft chocolate stories begin with the senses. What do people taste? Is it approachable? Is it relatable? Is it memorable? This marketing workshop explored the intersections of emotion, price/value perception, and craft chocolate differentiation. The goal is to create lasting connection with consumers, starting with the sensory taste experience of your chocolate. Participants left with a new three-sentence story for their craft chocolate of choice, along with storytelling tips for elevating the unique taste and experience of their chocolate.

AUDIENCE: Chocolate Makers, Chocolatiers

PRESENTER:

Michael Margolis, CEO, Choco LibreMichael Margolis is the CEO of Choco Libre, a secret society devoted to the world’s best craft chocolate. Michael is also the CEO and founder of Storied, a strategic messaging firm that advises clients including Facebook, Google, Uber, Greenpeace, and NASA. Michael is a two-time TEDx speaker, a cultural anthropologist, and author of Story 10x: Turn the Impossible Into the Inevitable.

Proposition 65: Addressing New State RegulationsPresentation is on the Members-Only section of the website

TRACK 3: Best Business Practices and Scaling Production

SUMMARY: Proposition 65 dates back to 1986. It only applies to sales in California (or with Californians via internet or catalog). It is a “right-to-know” law to inform and warm consumers prior to exposure certain chemicals, including from those in food.

The burden is on business to prove that level of exposure is below statutory warning thresholds for reproductive and cancer effects. In the case of cadmium, it is 4.1 micrograms/day and for lead, 0.5 micrograms/day for reproductive effects, including via the ingestion route of exposure.

In 2015-18, As You Sow brought a case against a grocery retailer which eventually led to a consent judgment with a number of chocolate processors and candy companies. Interim compliance levels have been set under the consent judgment while an expert study is taking place. Legally, the consent judgment’s cadmium and lead compliance levels only govern companies that are parties to the consent judgment and their products. If another company buys products from a company that signed the consent judgment and those products meet with the consent judgment’s interim compliance levels, the purchaser can benefit from a “downstream” liability release and does not have to count the cadmium or lead in the purchased products for Proposition 65 purposes; however, it still remains responsible for lead and cadmium contributed by other ingredients used in the buying company’s products.

In December 2019, the California Attorney General issued a public letter stating that As You Sow could not sue companies that were not part of the consent judgment unless the levels of lead or cadmium in their chocolate products exceed the compliance limits contained in it. This position does not necessarily extend to Prop 65 lead and cadmium claims brought by plaintiffs other than As You Sow, but hopefully will have a chilling effect on them arising.

In 2019 Prop 65 claims have emerged extending beyond lead and cadmium to include claims concerning the failure to

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warn about acrylamide in chocolate-flavored baked goods and chocolate-covered nuts. There have been no Prop 65 acrylamide claims to date on chocolate candy without inclusions.

AUDIENCE: Chocolate Makers, Chocolatiers

PRESENTER:

Robert L. Falk, Senior Counsel, Morrison & Foerster LLPRobert Falk is a past chair of Morrison & Foerster’s Environment and Energy Group. He personally focuses on the areas of environmental and consumer protection regulation and litigation. He is a member of the American College of Environmental Lawyers, and previously served as chair of the American Bar Association’s Standing Committee on Environmental Law. His expertise in environmental and consumer product law has been recognized by Legal 500 US, Best Lawyers in America, The International Who’s Who of Environment Lawyers, and SuperLawyers. He also has extensive government and policy experience. Mr. Falk currently focuses on, among other areas, counseling and defending clients in litigation with respect to California’s Proposition 65 and various other class action and consumer product claims.

Lunch Presentation: FCIA Business Survey Results Sponsor: Compañía Colombiana de Cacao

Presentation

SUMMARY: FCIA partnered with entrepreneurship and business strategy professors at Oregon State University and the University Washington in 2019 on a business survey of fine chocolate professionals. The survey results include insights from 250 company respondents involved in the trade, manufacturing and sales of fine chocolate products in the US and abroad. A similar survey was conducted in 2017 by FCIA and the two university partners.

Key findings from the 2019 survey:

• Respondents reported modest growth in revenue over the prior year. This was the same trend across all categories of respondents including chocolatiers, confectioners, chocolate makers, and suppliers. more than half of the members (56%, vs 42% of respondents in 2017) now have retail locations, and the majority have both part and full-time employees.

• The most pervasive business challenges were consistent between 2017 and 2019 and were related to equipment and manufacturing and labor costs. Notably, adding wholesale customers jumped from being ranked the #6 concern in 2017 to being the #2 concern in 2019.

• In terms of product differentiation, flavor ranks highest, while vegan and raw chocolate is less important than in 2017.

• 94% of respondents are now using social media channels with Instagram clearly rising in popularity almost equal to Facebook.

• Patterns of chocolate sourcing remain similar to 2017 and bean processing output also is about the same as two years ago at fewer than 25 tons.

• University researchers who conducted the survey are interested to connect with more cocoa brokers and organic certifiers. They are also looking for examples of cooperative business behaviors among FCIA which can be highlighted in their research.

PRESENTER:

Bill Guyton, Executive Director, FCIA(See bio under “FCIA Opening Session”)

Page 13 of 20Get involved! www.finechocolateindustry.org/events Questions? Contact FCIA Executive Director Bill Guyton, b.guyton@finechocolateindustry.org

Workshop: Series 3

Growing Cocoa: Developing Education for the Specialty MarketTRACK 1: Successful Cocoa Supply Chain and Quality Sourcing Strategies

SUMMARY: There has long been a need for a fully fleshed out course at origin to teach someone everything they need to learn about getting started in cocoa. Whether for new producers, NGOs looking to learn about what it takes to grow cocoa, or chocolate makers who want a primer on the details of their primary ingredient. This group is assembling such a course in the Dominican Republic and discussed the genesis of the course, the content, and why such a course is needed right now.

AUDIENCE: Chocolate Makers, Growers

MODERATOR:

José Lopez GanemJosé is an emerging academic on Mexican cacao and chocolate, conducting interdisciplinary research drawing on the fields of history, culture, public policy, trade, and sensory analysis. He has presented his work at several scholarly forums such as Harvard University, Boston University, the Culinary Institute of America, and European Business School Paris, among others. He is also an instructor for the Cacao Grader Intensive, a curriculum developed by FCCI. His professional experience includes work in cultural and food studies, as well as an engaged period in the food industry in New York City. He graduated magna cum laude from the Culinary Institute of America in 2018.

PANELISTS:

Carla Martin, PhD, Executive Director/Lecturer, FCCI/Harvard University(See bio under “Communicating About Fine Chocolate to Customers and Clients”)

Charles Kerchner, PhDDr. Kerchner has twenty years of experience leading conservation finance projects with government, academia, and the private sector on domestic and international sustainable forestry initiatives. He is the co-founder of Reserva Zorzal, a 1,019 acre bird sanctuary and organic cacao farm in the Dominican Republic, where he specializes in the technical aspects of cacao agronomy, fermentation and drying as well being tasked with cocoa business development responsibilities. Dr. Kerchner’s landscape scale forest conservation initiatives in cocoa producing countries has been funded and recognized by the World Bank, United States Department of Agriculture, U.S. Fish and Wildlife, Critical Ecosystem Partnership Fund, among others. He holds a B.A. from Lafayette College, an M.S. in Forest Economics from the University of Vermont, and a Ph.D. in Forestry from the University of Vermont.

Kathryn Cavallin, Cacao Latitudes(See bio under “Addressing Environmental Impact on Cocoa Growing”)

Page 14 of 20Get involved! www.finechocolateindustry.org/events Questions? Contact FCIA Executive Director Bill Guyton, b.guyton@finechocolateindustry.org

Keys to Crowdfunding SuccessTRACK 2: Marketing and Communications

SUMMARY: Crowdfunding is a great way to raise capital and test the viability of a product, but many makers run their campaigns without a solid plan or an established audience. After dissecting the success of other campaigns and running a successful campaign last year (140% funded!), this session shared tips for the larger chocolate community. The presentation focused on crowdfunding timeline (ideally, you should start two years early,) and what to do before, during, and after the campaign.

Crowdfunding success relies on luck but on using a series of specific keys. The most important key is to build an audience BEFORE raising money. You need to build trust before raising capital. Communication is crucial before, during, and after the campaign. Treat your backers like traditional investors and you’ll be set up for success.

AUDIENCE: Chocolate Makers, Chocolatiers, Growers

PRESENTER:

Estelle Tracy, CEO, 37 ChocolatesEstelle Tracy is a food writer and chocolate sommelier based in the Philadelphia area. She’s the author of a food survival guide for French expats in the US and the founder of 37 Chocolates, a chocolate education company. Since 2016, she’s been introducing food lovers to the diversity of the chocolate world through sold out lectures, tastings, and wine & chocolate pairings. Her events feature boldly flavored, single origin bars that challenge the audience’s perception of chocolate.

Emily Stone, Founder and CEO of Uncommon Cacao(See bio under “Communicating About Fine Chocolate to Customers and Clients”)

Enna Grazier, Founder, Enna ChocolateEnna Grazier is the founder of Enna Chocolate, a chocolate company based in Epping, New Hampshire. Since 2016, she’s focused on creating small batches of chocolate that emphasize the flavor potential of various cacao origins from around the world. Enna explores the flavors of the cocoa bean and loves introducing customers to the very broad and diverse experience that is offered by fine single-origin chocolate.

Using Sensory Analysis for Making Everyday Production Decisions TRACK 3: Best Business Practices and Scaling Production

SUMMARY: The most important and impactful function of any maker is the production and release of brands that are both free of defects and consistent with their intended flavor profile. Sensory analysis is a powerful tool any chocolate maker can use to inform product and process decisions. Generating descriptions for your products is a good place to start your Sensory program. Easy techniques like True-to-Target testing can be used to flag problems in production. Technology can make it easier for craft chocolate makers to make data-driven decisions.

AUDIENCE: Chocolate Makers, Chocolatiers, Growers

Page 15 of 20Get involved! www.finechocolateindustry.org/events Questions? Contact FCIA Executive Director Bill Guyton, b.guyton@finechocolateindustry.org

PRESENTERS:

Karen Cogan, Flavor Manager, Dandelion ChocolateKaren Cogan is the Flavor Manager at Dandelion Chocolate and is responsible for building Dandelion’s sensory program. She holds a Certificate in Sensory and Consumer Science from UC Davis, and she has since actively collaborated with academic institutions such as the University of Hawaii and Penn State and has shared her craft chocolate knowledge in cross-industry conferences such as the Coffee Roaster Guild’s Sensory Summit. Karen manages and implements the analyses and procedures responsible for maintaining a robust internal flavor database that supports Dandelion Chocolate’s R&D and Production teams in their pursuit of making some of the world’s best chocolate.

Lindsay Barr, Co-Founder, DraughtLab Sensory SoftwareLindsay Barr is a Co-Founder of DraughtLab Sensory Software and the former Sensory and Consumer Research Specialist for New Belgium Brewing, where she worked for nine years. She holds a Masters degree in Food Science and Technology from UC Davis and served as the chair of the ASBC Sensory Committee for five years where she developed and published seven new sensory methods. She now helps implement sensory QC systems in many different food and beverage companies and has set her sights on continuing to develop tools focused on helping these industries use their senses to inform business-wide decisions.

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(Left) Karen Cogan and Lindsay Barr present Using Sensory Analysis for Making Everyday Production Decisions, and (below) Brian Donaghy demonstrates A Chocolate Praline for the Spring.

Page 16 of 20Get involved! www.finechocolateindustry.org/events Questions? Contact FCIA Executive Director Bill Guyton, b.guyton@finechocolateindustry.org

Opening ReceptionSponsors: Salon du Chocolate, MOCCA, ECOM, Peru DelegationThe first day culminated in a fun-filled evening of networking. Appetizers and drinks were served, along with a sampling table donated by our member companies. A highlight of the evening was a performance by Peruvian dancers.

• Amore di Mona couverture chocolat speciale• Bellflower Chocolate Co.• Beyond Good by Madecasse• Bisou Chocolate• Chocolatier Eve• Dancing Lion Chocolate• El Buen Cacao• Fjåk Chocolate• French Broad Chocolates• Fruition Chocolate Works• Goodnow Farms Chocolate• Guava Chocolates• Honeymoon Chocolates• K+M Chocolate• Little Burde Chocolate• Maya Moon Co.• Mirzam Chocolate• Prime Cacao - Vale Potumuju - Baiani Chocolates• Quail Point Chocolates• Regal Food & Beverages• STRONG CHOCOLATE• SUGOi Sweets• Zotter Chocolate

Page 17 of 20Get involved! www.finechocolateindustry.org/events Questions? Contact FCIA Executive Director Bill Guyton, b.guyton@finechocolateindustry.org

Trade FairThe Trade Fair provided a welcome opportunity for exhibitors to share their work and products with attendees, and for everyone to exchange ideas and experience.

• aspecialtybox.com• Beyond Good by Madécasse • Blommer Chocolate Company • Catholic Relief Services• ChocoTransferSheets.com• Cocoa Peruvian Partners• Conexion Chocolate• Dallas Chocolate Festival• Diamond Custom Machines • Dick Taylor Craft Chocolate • DraughtLab Sensory Software• EZtemper• Guittard • Hilliard’s Chocolate System• MOCCA• Soklet by Regal Foods & Beverages• Rockgate Group• Savage Brothers• TCF Sales• Tomric Systems • UMAU CACAO by Colombian Cacao Company

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Page 18 of 20Get involved! www.finechocolateindustry.org/events Questions? Contact FCIA Executive Director Bill Guyton, b.guyton@finechocolateindustry.org

E VE NT GOLD SPONSORS

E VE NT SILVE R SPONSORS

E VE NT BRONZE SPONSORS

ME DIA SPONSORS

REC E P TION SPONSORS

LUNC H SPONSORSBRE AKFA ST SPONSORS

Page 19 of 20Get involved! www.finechocolateindustry.org/events Questions? Contact FCIA Executive Director Bill Guyton, b.guyton@finechocolateindustry.org

Thank YouFCIA Board of Directors

• Brad Kintzer (TCHO Chocolate), President• Lauren Adler (Chocolopolis), Vice President• Daniel Domingo (Atlantic Cocoa / ECOM Cocoa),

Treasurer• Andal Balu (Cocoatown)• Greg D’Alesandre (Dandelion Chocolate)• Jenna Derhammer (Blommer Chocolate)

• Clark Guittard (Guittard Chocolate Company)• Mark Harman (Mesocaco)• Eric Lampman (Lake Champlain Chocolate)• Sander Wolf (Dallas Chocolate Festival)• Maricel Presilla (International Institute of Chocolate

and Cacao Tasting, Gran Cacao & Blue Cacao)• Pam Williams (Ecole Chocolat), Past President

Plus, additional members of the FCIA Education Committee:• Dan Domingo, Chairman• Bill Guyton (FCIA)

• Ruth Kennison (The Chocolate Project)• Richard Tango-Lowy (Dandelion Chocolate)

Heirloom Cacao Program (HCP) Board of Directors• Anne Zaczek, HCP Executive Director• Pam Williams (Ecole Chocolate), President• Jacob Marlin (BFREE), Secretary/Treasurer• Dan Pearson (Maranon Chocolate), Past President• Mark Christisn (The c-Spot), Director HCP Director• Brad Kitzer (TCHO), Bean Submission Committee• Robert Bowden (Vivere Chocolates)

• Greg D’Alesandre (Dandelion Chocolate)• John Kehoe (Guittard Chocolate Company)• Clark Guittard (Guittard Chocolate Company)• Bill Copeland (Rare Cacao, LLC)• Jody Hayden (Grocer’s Daughter Chocolate)• Jenny Samaniego (Conexion Chocolate)

FCIA Staff and Event Team• Bill Guyton, Executive Director• Jennifer Wicks, Member Services Manager• Nicole Price, Event Manager

• Ephi Maglaris, Assistant Event Manager• Shift Collaborative, marketing and communications

Volunteers• Janet Attar• McKinley Barnes• Steve Beale• Alexis de Boisset• Alicia Gans• Connor Griffin

• Naomi Henry• Pamela Hirchak • Conrad Solzano• Tracy Lakin• Ryan Lee• Dennis Macray

• Melanie Martinez-Adayan

• Glenn Petriello• Stacy Radin• Steve Schechner • Susan Small

• Madeline Weeks• Kimberly Yang

Page 20 of 20Get involved! www.finechocolateindustry.org/events Questions? Contact FCIA Executive Director Bill Guyton, b.guyton@finechocolateindustry.org

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