Hawai'i small businesses hoping to sell their food products in military commissaries and exchanges will get a chance to show off their goods at the annual American Logistics Association Hawai'i Food Show Aug. 21 at the Hawaii Prince Hotel in Waikiki.

Each year, buyers from the Defense Commissary Agency attend the show to sample and select products for sale in more than 260 commissaries and exchanges in Hawai'i as well as across the world. Commissaries bring in about $5.5 billion in gross sales annually and Hawai'i businesses account for more than $200 million in sales.

So the opportunity for a local company to expand its sales and get a share of the pie is huge, said Sharon Zambo-Fan, owner of Favorite Foods of Hawaii and chairwoman of the American Logistics Association Hawai'i conference. Last year, nearly 1,000 products were presented at the show, and more than 125 were selected from 37 local companies, including nine that were picked for the first time.

But doing business with the federal government can be daunting and frustrating, which is why the local American Logistics Association chapter is offering free preparation classes June 4 and 5 at Love's Bakery in Kalihi.

The June 4 event is to be from 9 to 11:30 a.m., and experts will explain what is expected when doing business with the military.

"We're going to be passing out all the information that exchanges and commissaries require or would like them to fill out," Zambo-Fan said. "At the same time, we're going to be taking questions."

On June 5, company officials will be able to talk about their products in one-on-one sessions with Defense Commissary Agency buyers. The buyers also will offer suggestions on improving packaging, products and distribution, as well as make recommendations on how to increase sales.

Zambo-Fan said all potential food show participants are encouraged to attend these free events. The final list of vendors will be released July 15, she said.

"This is a pre-meeting for the food show because we like to help the new companies," Zambo-Fan said. "But sometimes existing companies have a lot of questions about the paperwork and so forth. If you forget to fill out one block, that's a stopper. Missing one block could put you behind another 30 to 60 days."

At last year's show, 70 companies displayed their products, and organizers said this year's event could attract up to 85 businesses. The cost to set up a booth is $425.

For information on the classes and the August food show, contact Zambo-Fan at 384-8868 or Mark Honda at 845-3211. Information also is available on-line at www.ala-national.org.