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W W W. M A I N E B I Z . B I Z 63 FA C T BO O K / D O I N G B U S I N E S S I N M A I N E I N N OVAT I O N / R & D Stiker describes that deal as "perfect," in part because it gives the buyer entry into a new market segment. "We at Stonewall had almost no business in the liquor channel," he says. "We'll actually take that business and try to sell more Stonewall Kitchen through them, too. We can grow that brand, but that brand may also have some channels or customers that allow us to grow, too." Ideally, he says the aim would be for one or two smaller acquisitions a year. "We're not a big enough organization to be doing three or four of these a year," he adds, "but if we can do one or two at a nice little pace, it's a greater way for us to expand into other categories to help grow other bands, and in some cases those brands can help us grow the Stonewall Kitchen business." Multi-generational appeal Stonewall Kitchen brand users are split evenly across age groups — 25% each for millennials, Gen Xers, baby boomers and seniors, according to company data. While most long-time users are consumers over 60, most new users are millennials — 65% of whom have tried the brand in the last 12 months. ose who try the brand go for variety, with 70% of millennials trying six or more products and 10% sampling more than 25 in the last 12 months, according to company data shared with Mainebiz. " at's phenomenal and super-encouraging," says Stiker. " is brand is a great fi t for millennials because it's interesting fl avors and unique recipes you can't fi nd anyone else. Yes, seniors like jam and crackers — good for them. But if you're looking at who's buying Siracha Aoili and who's buying Sesame Ginger Teriyaki Sauce, that's where this brand really speaks to this young group looking for more interesting products." Despite the never-ending innovation drive, Striker insists that Stonewall Kitchen's made-in- Maine cachet remains "super-important." "I always hesitate to compare it to L.L.Bean, but it's a similar concept. It's authenticity," he says. " ere's something about the way this state promotes itself, and I think it's perceived by people as pure and pristine and natural." For that reason the company touts its York, Maine, pedigree on every label, even for products made with ingredients from elsewhere. "It's why we keep manufacturing here," Stiker says. "Maine is not necessarily the lowest-cost state to oper- ate in, but it's an important part of who we are." R C , M a i n e b i z s e n i o r w r i t e r, c a n b e reached at @ . and @ There's something about the way There's something about the way There's something about the way There's something about the way There's something about the way There's something about the way There's something about the way There's something about the way There's something about the way There's something about the way There's something about the way There's something about the way There's something about the way There's something about the way this state promotes itself, and I this state promotes itself, and I this state promotes itself, and I this state promotes itself, and I this state promotes itself, and I this state promotes itself, and I this state promotes itself, and I this state promotes itself, and I this state promotes itself, and I this state promotes itself, and I this state promotes itself, and I this state promotes itself, and I this state promotes itself, and I think it's perceived by people as pure and pristine and natural. — John Stiker CEO, Stonewall Kitchen University of Maine at Presque Isle ★ www.umpi.edu/YourPace ★ One of Maine's Public Universities Participants should be 24 or older, have the equivalent of a high school diploma, and some prior college credit and work experience. umpi.edu/YourPace STAY ON TRACK dedicated faculty and academic success coaches 207 768.9434 UMPI-YourPace@maine.edu FLAT TUITION RATE $ 2 , 000 per semester 100% ONLINE Sign up now! Your journey. Your pace. EXPERIENCE COUNTS toward your degree Accounting • Management & Leadership • Project Management B A C H E L O R O F B U S I N E S S A D M I N I S T R A T I O N Pace DEGREE COMPLETION PROGR A M Your U N I V E R S I T Y O F M A I N E A T P R E S Q U E I S L E T H E W A Y I T S H O U L D B E Stonewall Kitchen Manufacturing in York, warehouse and distribution in Dover, N.H. Founded: 1991 by Jonathan King and Jim Stott Sold: 2014 to Centre Partners, a private equity firm Locations: 10 company-owned stores including flagship in York Employees: 350 (up to 600 during peak season) Wholesale customers: 6,000 Awards: 29 awards from the Specialty Food Association Visitors: York campus visited by 500,000 tourists a year SALES Sold in over 50 countries, led by Canada, Germany and Sweden 8,000 direct-to-consumer orders packed and shipped daily during peak season 2,000 items available through direct-to-consumer channels (online and catalog) 8,000+ direct-to-consumer orders packed and shipped daily during peak season 373,000 12-ounce jars of Wild Maine Blueberry Jam sold in 2017

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