Strategic Snacking: Turning Everyday Purchases into Growth Opportunities

The Evolution of Snacking

Snacking has evolved from an impulse purchase into a critical part of the foodservice experience. Today’s consumers are seeking convenient, portable, and satisfying options that fit increasingly busy lifestyles.

To gain deeper insight into this topic, we spoke with Charlene Garreffa, Category Manager, Snacking at Foodbuy Canada. With 23 years of experience across Compass Group, Charlene has built an impressive career spanning operations, account management, and category leadership. Recognized as Foodbuy’s go-to expert in the snacking category, she leverages her extensive industry knowledge and diverse experience to identify emerging trends, drive category growth, and deliver value for clients and supplier partners alike.

Snacking is a growing category

As off-premise consumption for snacking continues to grow, operators have an opportunity to capture incremental sales through a thoughtfully developed snacking strategy.

“Snacking has transformed dramatically over the years,” says Charlene. “What was once considered an impulse purchase has become an important part of how consumers eat throughout the day. People are looking for convenience, value, nutrition, and sometimes a little indulgence, all in one category.”

Several market forces are shaping the future of snacking:

• Consumers are eating on the go more often than ever.
• Economic pressures are driving demand for value-focused offerings.
• Guests are seeking moments of indulgence and nostalgia.
• Health-conscious consumers want cleaner ingredients, protein-rich options, and functional foods.

The result is a category that spans everything from classic chips and confectionery to protein snacks, better-for-you alternatives, and globally inspired innovations.

Why Strategic Snacking Matters

“At Foodbuy, we work closely with our account teams, sectors, and channels to understand each business’s unique needs,” says Charlene. “By aligning operators with the right supplier programs and product mix, we can unlock value, improve compliance, and create a better overall experience for guests.”

A strategic snacking program can help operators:

• Increase average transaction values.
• Improve contract compliance, leading to greater cost savings and consistent brand standards.
• Capture supplier-funded promotional support.
• Enhance customer satisfaction through greater choice.
• Introduce innovative products that differentiate their offerings.

The Power of Supplier Partnerships

Foodbuy’s snack and confectionery portfolio represent millions of dollars in managed spend across Compass and Foodbuy member businesses. This significant scale strengthens our purchasing power, enabling us to develop strategic supplier partnerships that deliver exceptional value to members and operators. As a result, operators benefit from industry-leading purchasing programs, access to innovative product pipelines, enhanced supplier collaboration, assured product availability, guaranteed product quality, and robust marketing support.

“Strong supplier partnerships are critical to the success of any snacking program,” Charlene notes. “Beyond competitive pricing, these relationships provide access to innovation, marketing support, promotional opportunities, and a reliable supply chain that helps operators stay ahead of consumer demand.”

Significant operator benefits can be realized by leveraging Foodbuy’s purchasing programs with key snacking category supplier partners including:

• Frito-Lay
• Mondelez
• Neste Confectionary
• Chapman’s
• Kellanova (Kellogg’s)
• Mars
• General Mills
• Hershey’s
• Ferrero

Emerging Snacking Trends

“The most successful snack programs are those that evolve with consumer preferences,” says Charlene. Today we’re seeing four major drivers shaping the category: convenience, protein, balanced wellness, and innovation.”

1. Convenience and Grab-and-Go

Consumers increasingly demand quick, portable options that can be easily consumed throughout the day. Grab-and-go solutions are particularly effective in healthcare, education, workplace, and convenience-focused environments.

Examples include:

• Meat snacks and jerky from Jack Link’s
• Hummus and pretzel packs from Sabra
• Convenience bars
• Ready-to-eat snack kits and packaged fresh offerings

2. Protein-Focused Snacking

Demand for protein-rich foods continues to be one of the strongest trends in foodservice. Consumers view protein-rich snacks as satisfying, functional, and compatible with active lifestyles.

Foodbuy Partners that satisfy consumer demand:

• Clif Bars
• RXBAR
• KIND Protein Bars
• MadeGood
• Gatorade Bars
• Jack Link’s meat snacks
• Premium nuts and trail mixes from suppliers such as Handfueland Blue Diamond Almonds.

3. Health Meets Indulgence

Consumers increasingly want balance rather than restriction. They are seeking healthier snack options while still embracing occasional indulgence. Successful operators offer both.

Foodbuy Programs include:

• Three Farmers roasted beans and healthy snacks
• Quaker and Frito-Lay products such as Crispy Minis, Baked Lay’s; along with hummus and guacamole snacks
• Portion-controlled treats like Mondelez two-pack cookies
• Small-format confectionery from Maynards and Cadbury.

4. Innovation and Premiumization

Consumers continue to explore new flavours and global influences. Innovation helps operators generate excitement while encouraging trial purchases.

Examples include:

• Premium chip varieties such as Kitchen Originals Truffle Chips and specialty flavours
• Global-inspired products such as Frito-Lay Kurkure
• Indian-inspired snacks from Haldiram’s
• Specialty pretzels from Twigz
• Premium popcorn offerings such as PopCorners and farm-to-table popcorn concepts.

A successful snacking program goes beyond simply offering a variety of products. The most effective programs are tailored to the needs of the customer, supported by the right product mix, and regularly updated to reflect evolving consumer preferences.

“The best snack programs start with understanding your guests,” says Charlene. “When operators align their assortment with customer needs and current trends, they can drive incremental sales while enhancing the overall guest experience.”

Best practices for building a successful snacking program include:

• Know your audience. Tailor your snack assortment to your establishment, who your customers are, and what they are looking for.
• Offer a balanced mix. Combine everyday favourites with healthier alternatives, protein-rich options, and indulgent treats to appeal to a broad range of consumers.
• Leverage trusted supplier programs. Take advantage of Foodbuy’s contracted supplier programs to access innovative products, promotional opportunities and industry-leading purchasing programs.
• Create visibility at the point of purchase. Use merchandising, menus, signage, and strategic product placement to encourage impulse purchases and increase basket size.
• Refresh your assortment regularly. Introduce new products, seasonal offerings, and emerging trends to keep consumers engaged and encourage novelty and repeat purchases.
• Monitor performance. Regularly review sales data and customer feedback to identify top-performing products and optimize your assortment.

By combining consumer insights, supplier-supported programs, and an intentional product strategy, operators can build snack offerings that drive revenue, improve customer satisfaction, and keep pace with changing consumer demands.

The Road Ahead

The future of snacking lies at the intersection of convenience, health, innovation, and value.

“The future of snacking is incredibly exciting,” says Charlene. “Consumers are looking for products that fit their lifestyles, whether that’s a protein-packed snack, a better-for-you option, or a new and exciting flavour experience.”

By offering your guests products from trusted suppliers such as Frito-Lay, Mondelez, Nestlé, General Mills, Ferrero, Mars, Hershey’s, Kellanova, Chapman’s, and innovative emerging brands, you can create compelling snack programs that deliver both customer satisfaction and business growth.

Strategic snacking is no longer an afterthought. It is a meaningful revenue driver, a merchandising opportunity, and a powerful tool for meeting evolving consumer expectations.