Craft Beer Brewing and Microbreweries in New Hampshire

1. What are the key regulatory requirements for opening a microbrewery in New Hampshire?

To open a microbrewery in New Hampshire, there are several key regulatory requirements that must be adhered to:

1. Business Entity Formation: The first step is to establish a legal business entity, such as a Limited Liability Company (LLC) or a Corporation, with the New Hampshire Secretary of State.

2. Federal TTB Permit: You will need to obtain a Federal Brewer’s Notice from the Alcohol and Tobacco Tax and Trade Bureau (TTB), which regulates the production and distribution of alcohol beverages at the federal level.

3. State Permits: In New Hampshire, you will need to apply for state-specific permits and licenses from the New Hampshire State Liquor Commission, including a Brewer License and a Manufacturer License.

4. Local Zoning and Permitting: Check with your local city or town for zoning regulations and permitting requirements for operating a microbrewery. Ensure that your location is properly zoned for this type of business.

5. Health and Safety Regulations: Comply with health and safety regulations set by the New Hampshire Department of Health and Human Services, including food safety standards if you plan to serve food onsite.

6. Labeling and Packaging: Ensure that your beer labels comply with federal and state regulations, including proper disclosure of alcohol content, health warnings, and other required information.

By following these key regulatory requirements, you can successfully open and operate a microbrewery in New Hampshire.

2. How has the craft beer industry evolved in New Hampshire over the past decade?

Over the past decade, the craft beer industry in New Hampshire has experienced significant growth and evolution. Here are some key points that highlight this transformation:

1. Expansion of Breweries: The number of craft breweries in New Hampshire has increased dramatically over the past decade. In 2011, there were only a handful of breweries in the state, but now there are over 100 operating breweries, including microbreweries, brewpubs, and regional craft breweries.

2. Variety of Beer Styles: With the growth of the craft beer industry, there has been a diversification in the styles of beer being produced in New Hampshire. Breweries are experimenting with traditional styles as well as creating innovative and unique brews using local ingredients.

3. Emphasis on Quality: Craft breweries in New Hampshire have placed a strong emphasis on quality and craftsmanship. Many breweries focus on using high-quality ingredients and brewing techniques to create exceptional beers that cater to the tastes of beer enthusiasts.

4. Community Engagement: Craft breweries have become integral parts of their local communities, hosting events, collaborating with other businesses, and supporting charitable causes. This has helped to create a sense of community around craft beer in New Hampshire.

Overall, the craft beer industry in New Hampshire has evolved from being a niche market to a vibrant and flourishing industry that contributes to the local economy and culture. It has become a destination for beer lovers seeking unique and flavorful brews, and the future looks bright for the continued growth of craft beer in the state.

3. What unique ingredients sourced locally in New Hampshire are popular among craft brewers?

1. One unique ingredient sourced locally in New Hampshire that is popular among craft brewers is maple syrup. New Hampshire is known for its high-quality maple syrup production, and many brewers in the state take advantage of this by incorporating it into their beers. Maple syrup can add a touch of sweetness and complexity to various beer styles, such as stouts, porters, and even some IPAs.

2. Another popular local ingredient in New Hampshire craft beers is pumpkins. Pumpkin beers are a seasonal favorite among brewers and drinkers alike, and many breweries in New Hampshire use locally grown pumpkins in their recipes. The addition of pumpkin can give the beer a delicious autumnal flavor profile, with notes of spice and earthiness.

3. Additionally, blueberries are a popular local ingredient that is often used in New Hampshire craft beers. The state is known for its abundant blueberry farms, and brewers take advantage of this by incorporating fresh blueberries into their brews. Blueberries can add a subtle sweetness and tartness to beers, making them a popular choice for fruit-forward styles like sours and wheat ales.

4. How do New Hampshire craft breweries contribute to the local economy and tourism?

New Hampshire craft breweries play a significant role in contributing to the local economy and boosting tourism in the state. Here are several key ways in which they make an impact:

1. Job Creation: Craft breweries in New Hampshire provide employment opportunities for local residents, including brewers, taproom staff, sales representatives, and more. The growth of the craft beer industry in the state has led to the creation of numerous jobs across various sectors.

2. Local Sourcing: Many craft breweries in New Hampshire prioritize using locally sourced ingredients in their beer production, including hops, grains, and fruits. This helps support local farmers and suppliers, further contributing to the local economy.

3. Tourism Magnet: Craft breweries have become popular destinations for both locals and tourists looking to experience the unique flavors and atmosphere of New Hampshire’s beer scene. This influx of visitors to brewery taprooms, tours, and events boosts tourism in the state and stimulates spending at nearby businesses like restaurants, hotels, and shops.

4. Community Engagement: Craft breweries often host events, fundraisers, and collaborations with local businesses and organizations, fostering a sense of community and pride among residents. This engagement not only strengthens the local economy but also showcases the vibrant cultural scene of New Hampshire.

In conclusion, the presence of craft breweries in New Hampshire not only adds to the state’s economic vitality through job creation, local sourcing, and tourism but also enriches the social fabric by bringing people together and supporting community initiatives.

5. What are some of the recent trends in craft beer consumption in New Hampshire?

1. One recent trend in craft beer consumption in New Hampshire is the continued growth of the craft beer industry in the state. More breweries are opening, offering a diverse range of styles and flavors to consumers.

2. Another trend is the increasing popularity of brewery tours and tastings, as consumers are eager to learn more about the brewing process and sample various beers directly from the source.

3. There is also a growing interest in sustainability and locally sourced ingredients among New Hampshire craft breweries. Many breweries are focusing on using organic and locally grown ingredients in their beer production to appeal to environmentally conscious consumers.

4. Collaborations between breweries, as well as with local businesses and farms, have also been a noticeable trend in the state. These collaborations result in unique and innovative beer offerings that attract beer enthusiasts looking for something different.

5. Lastly, the rise of specialty and limited-edition beer releases has been prominent in New Hampshire. Breweries are experimenting with barrel-aged beers, sour ales, and other specialty styles to cater to the demand for unique and exclusive craft beer experiences.

6. How has the craft beer scene in New Hampshire influenced the national beer market?

The craft beer scene in New Hampshire has had a notable impact on the national beer market in several ways:

1. Unique Brews: New Hampshire breweries have gained recognition for their production of unique and innovative beers, often incorporating locally sourced ingredients and experimental brewing techniques. These creative offerings have helped to push the boundaries of traditional beer styles and have influenced the development of new trends in the craft beer industry nationwide.

2. Collaborations and Partnerships: New Hampshire breweries frequently collaborate with other local businesses, such as coffee roasters, cideries, and distilleries, to create one-of-a-kind beer offerings. These partnerships not only showcase the diverse flavors of the region but also foster a spirit of community and collaboration within the craft beer industry as a whole.

3. Emphasis on Sustainability: Many New Hampshire breweries prioritize sustainability in their brewing practices, utilizing environmentally friendly production methods and supporting local conservation efforts. This focus on sustainability has helped to shape consumer preferences towards more eco-conscious beer brands, influencing the national beer market to adopt similar practices.

4. Craft Beer Tourism: The growing popularity of New Hampshire’s craft beer scene has attracted beer enthusiasts from across the country to visit the state’s breweries, taprooms, and beer festivals. This influx of craft beer tourists has not only bolstered the local economy but has also raised awareness of the quality and diversity of New Hampshire’s beer offerings on a national scale.

Overall, the craft beer scene in New Hampshire has played a significant role in shaping the national beer market by contributing unique flavors, fostering collaboration, promoting sustainability, and attracting beer tourism to the region.

7. What are some of the popular beer festivals hosted in New Hampshire by local breweries?

Some of the popular beer festivals hosted in New Hampshire by local breweries include:

1. New Hampshire Brew Fest: This annual event typically takes place in October and features a wide range of craft beers from local breweries as well as food trucks, live music, and entertainment.

2. Gate City Brewfest: Held in Nashua, this festival brings together breweries from across the state for a day of beer tasting, food vendors, and fun activities.

3. Granite State Brewers Association Summer Fest: This event showcases the best of New Hampshire’s craft beer scene in a summer festival setting, with a focus on local breweries and their unique offerings.

4. New England Brewfest: While not exclusive to New Hampshire, this festival held in Lincoln often features a selection of beers from New Hampshire-based breweries alongside those from other New England states.

5. Seacoast Microbrew Festival: Hosted in Dover, this festival highlights the diverse range of craft beers produced in the Seacoast region of New Hampshire, giving attendees the chance to sample a variety of styles and flavors.

These festivals provide beer enthusiasts with the opportunity to discover and enjoy the diverse range of craft beers produced by local breweries in New Hampshire, while also supporting the state’s vibrant craft beer community.

8. What are the licensing procedures for starting a brewpub in New Hampshire?

To start a brewpub in New Hampshire, there are several licensing procedures that need to be followed:

1. Obtain a Brewer’s License: The first step is to apply for a Brewer’s License from the New Hampshire Liquor Commission. This license allows you to brew beer on-site and sell it either on tap or in containers for consumption off-premises.

2. Apply for a Brewpub License: In addition to the Brewer’s License, you will also need to apply for a Brewpub License, which allows you to sell beer that you produce on-site for on-premises consumption. This license also permits you to serve food at your establishment.

3. Meet Zoning Requirements: Before starting a brewpub, you must ensure that your location complies with all local zoning regulations. Check with the city or town where you plan to open your brewpub to make sure your location is zoned for this type of business.

4. Obtain Federal Approval: You will also need to obtain approval from the Alcohol and Tobacco Tax and Trade Bureau (TTB) at the federal level. This involves submitting an application and receiving the necessary permits to operate as a brewery.

5. Health and Safety Inspections: Prior to opening, your brewpub will need to pass health and safety inspections to ensure that your establishment meets all local health codes and regulations.

6. Register with the State: Finally, you must register your business with the State of New Hampshire and obtain any additional permits or licenses required to operate a food and beverage establishment in the state.

By following these licensing procedures and steps, you can successfully open and operate a brewpub in New Hampshire. It is recommended to consult with legal counsel or industry experts to ensure that you comply with all relevant laws and regulations.

9. What brewing techniques are commonly used by craft breweries in New Hampshire?

Craft breweries in New Hampshire commonly utilize a variety of brewing techniques to produce unique and high-quality beers. Some of the most commonly used techniques include:

1. All-Grain Brewing: Many craft breweries in New Hampshire opt for all-grain brewing, which involves mashing and lautering the grains to extract fermentable sugars. This allows for greater control over the brewing process and the creation of complex flavors.

2. Hop additions: Craft brewers in New Hampshire often use a variety of hop additions throughout the brewing process to add bitterness, flavor, and aroma to their beers. This can include early additions for bitterness, late additions for aroma, and dry hopping for additional hop character.

3. Barrel Aging: Barrel aging is a popular technique among craft breweries in New Hampshire, where beers are aged in barrels previously used to store spirits such as whiskey or wine. This imparts unique flavors from the wood and the previous contents of the barrel, creating complex and nuanced beers.

4. Souring Techniques: Some craft breweries in New Hampshire specialize in sour beers, utilizing techniques such as kettle souring or aging in barrels with wild yeast and bacteria. This results in tart and funky flavors that are increasingly popular among craft beer enthusiasts.

Overall, craft breweries in New Hampshire are known for their innovation and creativity in brewing techniques, constantly pushing the boundaries to create distinctive and exceptional beers for consumers to enjoy.

10. How do craft breweries in New Hampshire prioritize sustainability and environmental practices?

Craft breweries in New Hampshire prioritize sustainability and environmental practices through various initiatives to minimize their ecological footprint and promote a more sustainable brewing industry.

1. Water Conservation: Breweries implement water-saving measures such as recycling and reusing water, investing in water-efficient equipment, and monitoring water usage to minimize waste.

2. Energy Efficiency: They focus on reducing energy consumption by using energy-efficient equipment, optimizing brewing processes, and incorporating renewable energy sources like solar panels or wind power.

3. Waste Management: Breweries strive to reduce waste by recycling materials such as glass, cans, and cardboard, composting organic waste, and minimizing packaging material.

4. Sourcing Local Ingredients: By sourcing local ingredients whenever possible, breweries support local farmers, reduce transportation emissions, and promote sustainability in agricultural practices.

5. Partnering with Environmental Organizations: Some craft breweries collaborate with environmental organizations to raise awareness about sustainability issues, participate in community clean-up events, or support conservation efforts.

6. Green Certifications: Some breweries pursue certifications like B Corp or Organic certification to demonstrate their commitment to sustainability and environmental responsibility.

Overall, craft breweries in New Hampshire are actively implementing sustainable practices in their operations to protect the environment, conserve resources, and contribute to a more sustainable future for the brewing industry.

11. What partnerships exist between New Hampshire breweries and local agriculture or farmers?

In New Hampshire, several breweries have established partnerships with local agriculture and farmers to source quality ingredients for their craft beers. These partnerships are beneficial for both the breweries and the local agricultural community as they support each other’s businesses and promote sustainability in the region. Some of the key partnerships between New Hampshire breweries and local agriculture include:

1. Smuttynose Brewing Company partners with local farmers in New Hampshire to source hops, grains, and other ingredients for their beers. They have collaborated with farms in the state to create unique brews that showcase the flavors of the region.

2. Earth Eagle Brewings in Portsmouth has a strong focus on using locally sourced ingredients in their beers. They work closely with farmers and foragers to incorporate fresh herbs, fruits, and other botanicals into their brews.

3. Throwback Brewery in North Hampton has a farm onsite where they grow vegetables, herbs, and hops for their beers. They also source additional ingredients from local farms to create farmhouse-style ales and seasonal brews.

Overall, these partnerships between New Hampshire breweries and local agriculture not only contribute to the state’s economy but also highlight the flavors of the region in unique and innovative craft beers.

12. How do beer excise taxes impact the growth of microbreweries in New Hampshire?

Beer excise taxes can have a significant impact on the growth of microbreweries in New Hampshire. Here are some key ways in which these taxes can influence the development and success of microbreweries in the state:

1. Financial burden: High excise taxes on beer can impose a substantial financial burden on microbreweries, particularly smaller operations with limited resources. These taxes can eat into profits and make it more challenging for microbreweries to invest in expanding their operations, purchasing new equipment, or hiring additional staff.

2. Consumer prices: Increased excise taxes often lead to higher prices for consumers, which can reduce demand for craft beer products. This can be especially detrimental for microbreweries that rely on local support and patronage to thrive.

3. Competitive disadvantage: Microbreweries in New Hampshire may struggle to compete with larger, more established breweries in neighboring states that have lower beer excise taxes. This can hinder the ability of microbreweries to attract customers and grow their market share.

4. Regulatory complexity: The administrative burden of complying with beer excise tax regulations can also create challenges for microbreweries. Navigating the complex tax code and reporting requirements can be time-consuming and resource-intensive, diverting attention from core business activities.

In conclusion, beer excise taxes can present obstacles to the growth and success of microbreweries in New Hampshire. Policymakers should consider the potential economic impact of these taxes on the craft beer industry and work to create a regulatory environment that supports the development of small-scale breweries.

13. What are some challenges faced by small craft breweries in New Hampshire when entering the market?

Some challenges faced by small craft breweries in New Hampshire when entering the market include:

1. Competition: The New Hampshire craft beer market is highly competitive, with numerous established breweries and continually emerging new ones. Standing out and attracting consumer attention can be challenging.

2. Limited Distribution: Securing adequate distribution channels can be difficult for small breweries, especially when competing with larger, more established brands with strong distribution networks.

3. Regulatory Hurdles: Navigating the complex and ever-changing regulations in the state can be a challenge for small breweries. Compliance with licensing, labeling, and taxation requirements adds to the operational burden.

4. Financial Constraints: Starting and running a brewery requires significant capital investment. Accessing funding and managing cash flow to sustain operations and growth can be a barrier for small breweries.

5. Brand Recognition: Building a strong brand presence and loyal customer base takes time and effort. Small breweries often struggle to get their name out there and differentiate themselves in a crowded market.

6. Seasonality: New Hampshire’s tourism-driven economy and seasonal fluctuations in demand can pose challenges for small breweries, requiring them to adapt their production and marketing strategies accordingly.

14. How do craft breweries in New Hampshire differentiate themselves in a competitive industry?

Craft breweries in New Hampshire differentiate themselves in a competitive industry through various strategies:

1. Unique Flavor Profiles: Craft breweries often focus on creating unique and innovative flavor profiles that set them apart from mass-produced beers. They experiment with different ingredients, brewing techniques, and aging processes to create distinct and memorable brews.

2. Local Sourcing: Many craft breweries in New Hampshire highlight the use of locally sourced ingredients, such as hops and grains from local farms. This gives them a sense of authenticity and allows them to connect with the local community.

3. Sustainability Practices: Some craft breweries differentiate themselves by implementing sustainable practices in their operations, such as using renewable energy sources, reducing water consumption, and minimizing waste. This commitment to environmental stewardship can attract environmentally conscious consumers.

4. Creative Branding: Craft breweries often invest in creative branding and marketing strategies to stand out in a crowded market. This includes eye-catching labels, memorable names, and engaging storytelling that resonates with consumers.

5. Collaborations: Craft breweries in New Hampshire sometimes collaborate with other breweries, local businesses, or artists to create unique and limited-edition beers. These collaborations can generate buzz and attract new customers.

Overall, the key to differentiation in the competitive craft beer industry lies in a combination of quality, innovation, authenticity, and effective marketing strategies. By leveraging these factors, craft breweries in New Hampshire can carve out a niche for themselves and attract a loyal customer base.

15. What role do local craft beer associations play in promoting New Hampshire breweries?

Local craft beer associations play a crucial role in promoting New Hampshire breweries in several ways:

1. Networking Opportunities: These associations provide a platform for breweries to network with one another, share best practices, and collaborate on various projects. This networking helps breweries stay updated on industry trends and challenges.

2. Marketing Support: Craft beer associations often organize events, festivals, and other promotional activities to showcase local breweries. By participating in these events, breweries gain exposure and attract new customers.

3. Advocacy and Education: These associations advocate for favorable policies that support the growth of the craft beer industry in New Hampshire. They also educate consumers about the unique characteristics of local brews and the importance of supporting craft breweries.

4. Community Engagement: Craft beer associations help breweries connect with their local communities through partnerships with other businesses, charities, and events. This engagement fosters a sense of pride and loyalty among local consumers.

Overall, local craft beer associations serve as a valuable resource for New Hampshire breweries, helping them thrive in a competitive market and showcasing the diversity and quality of craft beer in the region.

16. How has the craft beer culture in New Hampshire influenced consumer preferences?

The craft beer culture in New Hampshire has had a significant impact on consumer preferences in the region. Here are several ways in which it has influenced consumer tastes:

1. Local Ingredients: Craft breweries in New Hampshire often use locally sourced ingredients in their beers, such as hops grown in the state or fruits from nearby farms. This emphasis on local flavors has resonated with consumers who are increasingly interested in supporting local businesses and sustainable practices.

2. Variety of Styles: The craft beer scene in New Hampshire offers a wide range of beer styles, from traditional lagers and ales to experimental brews like sour beers and barrel-aged stouts. This variety has encouraged consumers to explore different flavors and expand their palates beyond mainstream beer options.

3. Community Engagement: Craft breweries in New Hampshire often have strong ties to their local communities, hosting events, fundraisers, and collaborations with other small businesses. This sense of community involvement has helped build loyalty among consumers who value the personal connections they can make with local brewers.

4. Emphasis on Quality: Craft breweries in New Hampshire prioritize quality ingredients and brewing techniques, resulting in beers that are often perceived as higher in quality compared to mass-produced alternatives. This focus on craftsmanship has led consumers to seek out craft beers for their superior taste and overall drinking experience.

Overall, the craft beer culture in New Hampshire has played a crucial role in shaping consumer preferences by offering unique flavors, fostering community connections, and highlighting the value of locally made products.

17. What are the best-selling craft beer styles produced by New Hampshire breweries?

Some of the best-selling craft beer styles produced by New Hampshire breweries include but are not limited to:

1. New England IPA (NEIPA): Known for its hazy appearance and juicy hop flavors, the New England IPA is a popular style in New Hampshire and across the country. Breweries in the state often experiment with different hops and fruit additions to create unique variations of this style.

2. Pale Ale: A classic style that remains a favorite among craft beer drinkers, pale ales offer a balance of malt sweetness and hop bitterness. New Hampshire breweries often craft their own versions of pale ales, ranging from traditional interpretations to more hop-forward varieties.

3. Stout: Stouts are another popular craft beer style produced by New Hampshire breweries. Whether it’s a traditional Irish stout or a rich and creamy milk stout, these dark and flavorful beers are well-loved by consumers in the state.

4. Belgian Ale: With their complex yeast profiles and fruity esters, Belgian ales are also a top seller among New Hampshire breweries. From saisons to Belgian strong ales, these beers offer a unique and diverse range of flavors for craft beer enthusiasts to enjoy.

5. Pilsner: Crisp and refreshing, pilsners are a go-to choice for many beer drinkers, including those in New Hampshire. Breweries in the state often brew their own interpretations of this classic style, showcasing a range of hop and malt profiles.

Overall, New Hampshire breweries cater to a wide range of consumer preferences by producing a diverse selection of craft beer styles, ensuring that there is something for everyone to enjoy.

18. How do New Hampshire breweries engage with the community through events and promotions?

New Hampshire breweries have a strong tradition of engaging with their local communities through events and promotions, fostering a sense of camaraderie and support within the area. Some ways in which these breweries engage with the community include:

1. Hosting taproom events: Many breweries in New Hampshire host regular events in their taprooms, such as trivia nights, live music performances, and themed parties. These events not only attract customers but also provide a space for the community to come together and socialize.

2. Collaborations with local businesses: Breweries often collaborate with local businesses, such as restaurants, food trucks, and artisans, to create unique events and promotions. These collaborations not only support other local businesses but also bring new customers to the brewery.

3. Charity events: Many breweries in New Hampshire partner with local charities and non-profit organizations to host fundraising events and promotions. These events help raise awareness and support for important causes within the community.

4. Brewery tours and tastings: Some breweries offer tours of their facilities and tastings of their beers, providing a behind-the-scenes look at the brewing process and a chance to sample different brews. These experiences not only educate consumers about craft beer but also create a sense of community among beer enthusiasts.

Overall, the ways in which New Hampshire breweries engage with the community through events and promotions help to strengthen the bond between the brewery and its local area, creating a supportive and vibrant craft beer culture.

19. What are the demographics of craft beer enthusiasts in New Hampshire?

Craft beer enthusiasts in New Hampshire come from a diverse range of demographics, reflecting the overall population of the state. However, there are some general trends that are commonly observed among craft beer enthusiasts in the region:

1. Age: Craft beer enthusiasts in New Hampshire tend to span a wide age range, but there is a notable presence of younger consumers, particularly Millennials and Generation Z, who are attracted to the innovation and variety offered by craft breweries. However, older generations also enjoy craft beer for its quality and unique flavors.

2. Income level: Craft beer enthusiasts in New Hampshire often have higher disposable incomes, as craft beer is typically priced higher than mass-produced beers. This allows them to indulge in trying different styles and brands, as well as visiting breweries and taprooms.

3. Education level: There is a correlation between higher education levels and craft beer consumption in New Hampshire, as craft beer enthusiasts are often well-informed about the brewing process, ingredients, and styles. They appreciate the craftsmanship and creativity that goes into creating unique brews.

4. Geographic location: Craft beer enthusiasts in New Hampshire are spread out across the state, but there is a concentration in urban areas such as Manchester, Portsmouth, and Nashua, where there is a higher density of craft breweries and taprooms.

Overall, the demographics of craft beer enthusiasts in New Hampshire reflect a passion for quality, variety, and community, making it a vibrant and growing industry in the state.

20. How do craft breweries in New Hampshire maintain quality control and consistency in their products?

Craft breweries in New Hampshire utilize various techniques and methods to ensure quality control and consistency in their products. Some key ways they achieve this include:

1. Implementing stringent quality control measures: Craft breweries in New Hampshire conduct regular quality control tests throughout the brewing process to monitor factors such as pH levels, gravity, temperature, and taste profiles.

2. Utilizing advanced brewing equipment: Many breweries invest in state-of-the-art brewing equipment that helps maintain precise control over the brewing process, ensuring consistency in the final product.

3. Training and educating staff: Breweries provide thorough training to their staff members on best brewing practices, quality standards, and consistency protocols to ensure that every batch meets their quality standards.

4. Partnering with quality suppliers: Craft breweries in New Hampshire often work closely with reputable suppliers to source high-quality ingredients, such as hops, malt, and yeast, which are vital for producing consistent and high-quality beer.

5. Implementing strict cleaning and sanitation protocols: Maintaining a clean and sanitized brewing environment is crucial for preventing contamination and ensuring the consistency of the final product. Breweries follow stringent cleaning protocols to uphold quality standards.

By following these practices and investing in quality control measures, craft breweries in New Hampshire can maintain consistency and deliver exceptional products to their customers.