OCTOBER 2013 - $25.00
National Ice Cream Retailers Association
Supplier Member
Spotlight
Wholesaling Your
Ice Cream
by David Deadman
Chocolate Shoppe Ice Cream
One of the big questions we face when
we make our own ice cream is if we should wholesale our
ice cream to restaurants, other ice cream stores, distributors, or grocery stores. As the owner of Chocolate Shoppe
Ice Cream Company in Madison, Wisconsin, I have experience in wholesaling to all of the above throughout the upper
Midwest. In this article, I will first list out questions for you
to consider before you decide to wholesale your ice cream.
Then I will layout the pluses and minuses of wholesaling
your ice cream to each sector.
Why do you want to wholesale your ice cream?
This seems like a simple question to answer. You want to
sell more ice cream and make more money. But I challenge
you to answer this questions as to how it relates to your
store, your brand, your machine capacity, your profitability,
and your available time. For example, I want to wholesale
ice cream because it will increase the awareness of my ice
cream store. I want to wholesale ice cream because I want to
build a local, regional, or national ice cream brand. I want to
wholesale ice cream because I have excess machine capacity that I want to fill. I want to wholesale ice cream because
I believe wholesaling will increase my profitability. I want
to wholesale ice cream because I have spare time that can be
dedicated to building a wholesale business. These are some
general answers to the questions. Go through the exercise
yourself to come up with your own answers to these questions. Then analyze your answers to see if wholesaling your
ice cream makes sense for you and your business.
What are your wholesale selling prices?
One of the hardest parts of wholesaling your ice cream is
setting a correct selling price to make it a profitable venture
for your business. In order to set a correct selling price, you
IN THIS ISSUE
Wholesaling Your Ice Cream
by Dave Deadman, Chocolate Shoppe Ice Cream...........1
New $100 Bill to be Introduced.........................................4
Taking Care of Business
by Roger Trahin, Trahin Miller Insurance.......................6
Exhibit Space Selling Fast..................................................7
2013 NICRA 80th Annual Meeting Schedule....................8
New Active & Supplier Members....................................12
Working With Family Members:
It’s Not Personal - It’s Just Business
by Rhonda R. Savage, DDS..........................................14
Butter Prices.....................................................................15
2013 Officer, Board Members & Supplier Officers.........16
need to start by knowing exactly how much it costs you to
produce one carton of ice cream. Your costs should include
ingredients, labor, machine costs, storage costs, electrical
costs, and overhead. In addition to these standard manufacturing costs, you will need to factor in marketing costs and
delivery costs related to each wholesale category and each
customer.
Once you have determined the total cost of your ice cream,
you are ready to set your wholesale selling prices. This can
be tricky. You want to maximize your gross profit per carton
while giving your customer a price that allows them to make
a fair profit. If your customer isn’t making a fair profit off
of your ice cream, they won’t be selling your ice cream very
long. Wholesale selling prices of your ice cream will most
likely be different for each wholesale category. Generally
speaking, selling to a restaurant will produce a higher gross
profit per carton but their volume will be lower. Selling to
another ice cream store or distributor will produce a lower
gross profit per carton but the volume of cartons sold will be
higher.
General Wholesaling Questions
Please find listed below general questions to ask yourself
before you start wholesaling to any category.
• How much ice cream can I produce with my existing equipment to sell to wholesale customers?
CALL YOUR NICRA SUPPLIER MEMBERS FIRST
• How many hours per week can I dedicate to selling/helping
wholesale customers?
• How many hours per week can I dedicate to billing wholesale customers and collecting money from wholesale customers?
• How much working capital can I dedicate to building an
inventory and accounts receivables for wholesale customers?
• How much additional storage capacity do I have to store
ingredients and finished product for wholesale customers?
• How will I deliver my ice cream to wholesale customers?
• How will I market my brand of ice cream at wholesale
customer locations?
Wholesaling your ice cream to restaurants
Most of us that make our own ice cream have been approached by local restaurants who want to serve our ice
cream. Local restaurants can be an easy and effective way to
promote your brand and your store.
Pluses to your business if you wholesale to restaurants.
+ Added revenues and profits to your business
+ Easy way to start your wholesale business because volumes
are generally low
+ Added brand visibility through restaurant menus and signage
+ New flavor development based on a restaurant’s needs
+ New customers for your store
+ Highest wholesale profit margin for your business
Minuses to your business if you wholesale to restaurants.
- Additional costs related to delivering your ice cream to
restaurants
- Additional costs related to menus and signage at the restaurant
- Loss of control over the quality of your ice cream once it
arrives at the restaurant
- Time and focus taken away from your ice cream store
- Additional wear and tear on your equipment and store
- Working capital tied up in inventory and accounts receivables
- Potential for losses related to non-paying customers
Some additional questions to think about before you
wholesale to a restaurant.
• How much will it cost to deliver the ice cream to the restaurant?
• Will the restaurant put your brand in their menu? Will they
charge you for this?
• Will the restaurant put up your brand signage?
• What will be the minimum delivery quantity?
• What day of the week and what time of day will you be
delivering to the restaurant?
Wholesaling your ice cream to ice cream stores
Wholesaling your ice cream to another ice cream store is a
big step and a big commitment that can profitably grow your
business if executed well.
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2
Pluses to your business if you wholesale to another ice
cream store.
+ Added revenues and profits to your business
+ Added brand visibility through signage at the ice cream
store
+ Marketing dollars spread out over more than one store
+ High wholesale volume for your business
+ Potential discounts from your suppliers if your purchasing
volumes increase
+ Lower overhead costs for your ice cream since you are
producing more ice cream
Minuses to your business if you wholesale to another ice
cream store.
- Additional costs related to delivering your ice cream to the
ice cream store
- Additional costs related to signage at the ice cream store
- Loss of control over the quality of your ice cream once it
arrives at the store
- Time and focus taken away from your ice cream store
- Additional wear and tear on your equipment and store
- Working capital tied up in inventory and accounts receivables
- Lower gross profit per carton based on larger volumes
- Loss of control over your brand image based on end customer’s opinion of the other ice cream store
NICRA October 2013
CALL YOUR NICRA SUPPLIER MEMBERS FIRST
- Loss of control over your brand image if the other ice cream
store blends your brand with another ice cream brand in their
store
Some additional questions to think about before you
wholesale to an ice cream store.
• How much will it cost to deliver the ice cream to the ice
cream store?
• Will the ice cream store put up your brand signage? How
much will this cost you?
• What will be the minimum delivery quantity?
• What day of the week and what time of day will you be
delivering to the ice cream store?
Wholesaling your ice cream to a distributor
Wholesaling your ice cream to a distributor can make sense if
you do not want to delivery your ice cream in your area or if
you want to sell ice cream in an area you can’t deliver to.
Pluses to your business if you wholesale to a distributor.
+ Added revenues and profits to your business
+ Added brand awareness through distributor marketing
+ Added brand distribution through a 3rd party network
+ Ice cream deliveries covered by distributor
+ Potential high wholesale volume for your business
Minuses to your business if you wholesale to a distributor.
- Additional costs related to signage at distributor’s customers
- Loss of control over the quality of your ice cream once it
arrives at the distributor
- Time and focus taken away from your ice cream store
- Additional wear and tear on your equipment and store
- Working capital tied up in inventory and accounts receivables
- Much lower gross profit per carton since the distributor
needs a markup of 25% - 35%
- Loss of control over your brand image since you may not
know where your ice cream is being sold
- Loss of control over your brand image if the other ice cream
store blends your brand with another ice cream brand in their
store
Some additional questions to think about before you
wholesale to a distributor.
• Will the distributor pick the ice cream up at your store?
• Will the distributor inventory your ice cream at their location?
• Will the distributor require marketing money from you?
Wholesaling your ice cream to grocery stores
Wholesaling your ice cream to grocery stores can build brand
awareness quickly if you’re willing to put in the effort.
Minuses to your business if you wholesale to a grocery
store.
- Additional costs related to marketing/specials sales at the
grocery store
- Loss of control over the quality of your ice cream once it
arrives at the grocery store
- Time and focus taken away from your ice cream store
- Potential revenues taken away from your store if your customer buys your ice cream at the grocery store
- Additional wear and tear on your equipment and store
- Working capital tied up in inventory and accounts receivables
Some additional questions to think about before you
wholesale to a grocery store.
• Will you have to stock your own shelf at the grocery store?
• How often will you have to stock your shelf at the grocery
store?
• How much shelf space will you get at the grocery store?
• Will the grocery store be able to hold a back up inventory in
a storage freezer?
I hope the above questions and information have given you a
better basis for your decision to wholesale or not wholesale
your ice cream. Wholesaling is a very different business than
retailing and it’s not for everyone. For more information,
please join me at my Wholesaling Ice Cream seminar at this
year’s NICRA convention in St. Louis. Cheers, Dave.
NEW $100 BILL TO BE INTRODUCED
Businesses and consumers will see their money move in a
whole new way now that the $100 note has been redesigned.
The redesigned $100 note will begin circulating on October
8, 2013, and has two new security features: a blue 3-D Security Ribbon and a color-shifting Bell in the Inkwell.
You can’t miss the blue 3-D Security Ribbon on the front
of the redesigned $100 note. The ribbon seems to be threedimensional with bells and numeral 100s appearing to float
or glide above the ribbon as you move the note. If you tilt the
note back and forth, the bells and 100s move side to side. If
you tilt it side to side, they move up and down.
A second new security feature on the redesigned $100 note,
also on the front of the note, is the Bell in the Inkwell.
At first, the bell blends with the inkwell because they are
the same copper color, but when you tilt the note, the bell
changes color to green. This color shift makes the bell seem
to appear and disappear within the inkwell.
In addition to these new security features, the government
also retained three highly effective security features from the
old $100 note design, including: Portrait Watermark; Security
Thread; Color-Shifting 100. Training materials can be downloaded or ordered on www.newmoney.gov
Pluses to your business if you wholesale to a grocery store.
+ Added revenues and profits to your business
+ Added brand awareness through a very visible avenue
+ Potential high wholesale volume for your business
+ Builds your pint/quart business
4
http://www.nicra.org
NICRA October 2013
NICRA October 2013
5
SUPPLIER MEMBER
SPOTLIGHT
Taking Care of
Business
by Roger Trahin, CIC
Trahin Miller Insurance Services
“Taking Care of Business” is a simple
phrase but it is almost impossible to fully achieve. Sometimes all one can hope for is to do their best. However, when
it comes to preparation and prevention you can always do
more. The following are a couple of ideas that might help
you take care of business and potentially save you time and
money.
The first item to consider is, what do you do when you close
your store for the season? At the end of everyday you have
certain things that you do: clean-up your store, prepare it for
the next day of business, etc. How about at the end of the
season? Do you feel you have done everything possible to
avoid some type of problem or loss? Do you use a checklist?
Has it been reviewed by your insurance company?
Here are a couple items to consider for your checklist
Checklist for property
• Drain all water lines
• Shut down power and fuel supply (if any) to all equipment
• Remove all inventory including perishables
• Have all equipment and systems using refrigerants inspected to insure no leaks
• Shut down all equipment in accordance with manufacturers
procedures
• Leave on heat and electric (night lights, power to alarm
systems, etc.)
Checklist notifications
• Alert local police department to building being unoccupied
• Alert local fire department to building being unoccupied
• Have someone check on property at least bi-monthly
Keep in mind most insurance policies contain a vacancy
clause. This clause states if property is vacant for more than
60 days it would exclude many coverages like vandalism,
theft, glass breakage and water damage. The best solution
is to prevent loss, but it can help if your insurance company
knows your situation and can find a way to work with you.
• Be sure you and the employee are clear on their scope of
purpose for using their vehicle.
• Be sure employee knows to obey all laws and are not given
any time restraints.
• Check regularly the driving record (MVR) on any employee
that may drive their vehicle for your business. No major
violations, or accidents or more than one moving violation.
• Set a minimum insurance policy liability limit (i.e.
$100,000-$300,000) for any employee’s insurance policy and
make sure you have an updated valid copy of the policy in
your file.
• Randomly observe driving practices.
• Make sure every employee reports any incident involving
their vehicle while it is being used for business or during
business hours.
Keep in mind that most insurance policies do not cover vehicles that you do not own. They require you to have a special
coverage call Hired & Non-Owned auto liability coverage.
This coverage is usually not expensive and only covers the
business, if it is named in a lawsuit. It does not cover the
employee or the employee’s vehicle.
Our third item involves collecting Personally Identifiable
Information (PII). Most U.S. states now have laws requiring notification in the event of a potential loss of PII (personally identifiable information), as well as fines and penalties
for not reporting the breach. Do you accept credit cards? Do
you use an iPhone, iPad or laptop for your business? Do you
have Wi-Fi either with or without a security login? Do you
have employee information (i.e. employment file, payroll
information, health insurance, etc)? Do you send (or receive)
PII information in emails? What will you do if you have a
data breach? What is required by law?
Here are a couple suggestions to try to minimize the risk of a
data breach.
• Make sure your website and server have great security
protection.
• Use encrypted email when there is a possibility the email
will contain PII.
• Keep all employee and supplier PII in a locked safe.
• Have employee’s sign releases if you release any PII.
• Consult with your IT person on how secure the use of personal devices are for accessing your business information.
• Verify the security of your Wi-Fi, your use of free Wi-Fi
and the cloud with your IT person.
Most insurance policies do not include coverage for Cyber
liability (breach of PII). Some insurance companies have
introduced some limited coverage for Cyber Liability and
some offer high limits. This is a real risk and small businesses are the main target. I highly recommend every business
have at least a minimum limit for Cyber liability on the insurance policy. The legal requirements imposed by these new
state laws can easily run into five figures and right now the
Here are a couple of items that should be included in your
cost to add this coverage can be as little as a couple hundred
procedure manual:
dollars.
6
NICRA October 2013
http://www.nicra.org
The next item is the practice of having employees use their
personal vehicles to run errands, pick up supplies, make
bank deposits and/or make deliveries for your business.
Who is sued if there is an accident? Can you be liable? Are
you insured? Do you have procedures in place to minimize
your chance of being sued?
The information and suggestions contained in this material
have been developed from sources believed to be reliable.
Trahin Miller Insurance Services accepts no legal responsibility for the correctness or completeness of this material, or its
application to specific factual situations.
Exhibit Space Going Fast
The following companies have already contracted for exhibit
space in the 80th Annual Meeting and Trade Show, November
5-7, 2013 at the Hilton Frontenac Hotel in St. Louis, Missouri. All of the demonstration booths were sold on the first
day of sales and Concord Foods, Nielsen-Massey Vanillas
and Tophill Bakery (in bold type) have committed to being
a sponsor for coffee breaks. Don’t delay, contract for your
exhibit booth today, only a few booths left.
18 - Advanced Gourmet
33 - Bakery Crafts
45 – BoDeans Baking
26 – Choice Finee
22 - Chocolate Shoppe Ice Cream
54 - Classic Mix Partners
11 - ConAgra Foods
20 - Concord Foods, Oringer div.
9 – CRS, Inc.
19 - Dingman’s Dairy
36 - Dippin’ Flavors
28 - Electro Freeze
29 - Emery Thompson Machine
14 - Fabbri North America LLC
2 - Forbes Chocolate
27 – Global Refrigeration
1 - Great Lakes Ice Cream & Fast Food Assn.
8 – Green Mountain Flavors
32 – The Ice Cream Club
17 - Joy Cone Co.
21 – Lloyds of Pennsylvania
31 - Lochhead Mfg. Co.
34 - The National Dipper Magazine
34 – National Ice Cream Retailers Assn.
25 - Nielsen-Massey Vanillas
16 - Ojeda USA
43 - Pacific Valley
35 - Perka
10 – Prairie Farms
44, 49 - PreGel America
37 – I. Rice & Co., Inc.
24 - Rio Syrup Co., Inc.
30 - Rite-Temp
40 - Stoelting
7 - Taylor Company
23 – Tophill Bakery
4 - TR Toppers
3 – Trahin Miller Insurance
39 - Upstate Farms
41 - The Vollrath Company, LLC
15 – Weber Flavors
NICRA October 2013
7
CALL YOUR NICRA SUPPLIER MEMBERS FIRST
NICRA 80th Annual Meeting
November 5-7, 2013
Hilton Frontenac Hotel
St. Louis, Missouri
Monday, November 4, 2013
3:00 PM - 3:30 PM Checking in with the Health Department Before Build Out
Jim Marmion, Advanced Gourmet Equipment & Design
Moderator: Carl Chaney, Chaney’s Dairy Barn
3:30 PM – 4:15 PM Dipping Cabinets, Soft Serve Machines & Batch Freezers
What’s the Best Equipment for Your Store
Margaret Anderson, Taylor Company
Steve Machado, Electro Freeze
4:15 PM - 4:30 PM Break 4:30 PM – 5:00 PM First Timers Meeting
Lisa Sorrentino, Anderson’s Frozen Custard
Ben Klosinski, King Cone
Beckie Jacobs, Serendipity Ice Cream
Jay Rentschler, Upstate Farms
5:00 PM - 5:30 PM Question & Answers
Tuesday, November 5, 2013
5:30 PM – 6:00 PM
Meet & Greet the NICRA Board of Directors
6:00 PM - 7:00 PM Welcome Reception & Cash Bar
Meet NICRA Past Presidents
7:00 PM - 8:15 PM Welcome Dinner (Ticket Required)
Sponsorship Opportunity
8:30 PM - 10:00 PM Your Best New Flavor Contest
Exhibits Open - Cash Bar 9:00 AM – 3:00 PM
Golf Tournament
The Courses at Forest Park
10:00 AM – 3:00 PM Executive Committee Meeting
Noon Executive Committee Lunch
4:00 PM – 9:00 PM Membership Committee Meeting 5:30 PM Membership Committee Dinner
7:00 AM – Noon Board of Directors Meeting
Noon – 1:00 PM Board of Directors Lunch Noon – 5:00 PM Open Registration
Noon – 5:00 PM Suppliers Setup Exhibits
1:15 PM – 5:30 PM Convention Kick Off Program
Moderators: Nanette Frey, Frey’s Tasty Treats
Carl Chaney, Chaney’s Dairy Barn
Jim Oden, Debbie’s Soft Serve
Mark Kircher, Dingman’s Dairy
1:15 PM - 2:00 PM Finding the Best Location for Your Store
David Zimmermann, Royal Scoop Homemade Ice Cream
Moderator: Mary Kircher, Dingman’s Dairy
2:00 PM - 2:45 PM Time Line to Open A Successful Business
Steve Christensen, Stoelting
Moderator: Jim Oden, Debbie’s Soft Serve
2:45 PM – 3:00 PM Break
Sponsorship Opportunity
8
Wednesday, November 6, 2013
7:15 AM 10 Minute Officer & Board of Directors Meeting
7:30 AM - 4:00 PM Registration Open
8:00 AM - 8:45 AM Opening Breakfast (Ticket Required)
Welcome & Opening Remarks
Win NICRA Bucks
Sponsorship Opportunity
8:45 AM – 9:00 AM Postcards from the Past
Eddie Coff, a Child’s Impression of the 1904 World’s Fair
Presented by The Missouri History Museum
NICRA October 2013
http://www.nicra.org
CALL YOUR NICRA SUPPLIER MEMBERS FIRST
9:00 AM - 10:30 AM Sam Geist, Keynote Speaker
Moderator: Nanette Frey, Frey’s Tasty Treats
Sponsorship Opportunity 10:30 AM - 5:00 PM Exhibits Open
Trade Show Day 10:35 AM - 11:55 AM Coffee Break Visit Supplier Exhibit Room
Sponsor: Concord Foods, Oringer div.
10:35 AM – 11:15 AM
Demonstration in Exhibit Room
Taylor Company, Booth #7
11:20 AM – 11:55 AM
Demonstration in Exhibit Room
Stoelting, Booth #40
Noon - 12:45 PM Luncheon (Ticket Required)
Sponsorship Opportunity
1:00 PM - 1:45 PM Best Candy Flavor Contest
1:50 PM – 3:00 PM How to Make Basic Fountain Treats, Upsell and Adding
Treats
Cleaning Equipment
Ice Cream Clinic Committee
Catering
Pete Freund, Cliff’s Dairy Maid
Moderator: John Pitchford, JP’s Custard Cart
Opening & Closing Procedures Checklist
Bob Turner, Dairy Corner
Moderator: Lynn Dudek, Ruth Ann’s
6:00 PM – 9:00 PM
Party in Exhibit Room with FREE
Hors d’oeurvres & Carving Stations
Silent & Live Auction to Benefit Bryce Thomson Scholarship
Fund
Auctioneer: Vince Giordano, Sno Top
Thursday, November 7, 2013
8:00 AM – 3:00 PM Convention Registration
8:00 AM – 8:30 AM Continental Breakfast
Sponsorship Opportunity
8:30 AM 10 minute Officer & Board of Directors Meeting
8:45 AM - 10:15 AM Concurrent Sessions
Cake Decorating
Robin Turner, Dairy Corner
Kelle Messer, Eskamoe’s Frozen Custard
Moderator: Gail Lockard, Rocky Point Creamery
How to Manage Your Facebook Page/Twitter Account
Valerie Hoffman, Yummies
Moderator: Jim Brown, Penn State University
Financial 101
Rich Johnson, Rich’s Ice Cream Catering
9:00 AM – 10:00 AM
Supplier Meeting in Exhibit Room
10:15 AM – 3:45 PM
Exhibit Hours
10:15 AM - 10:45 AM Coffee Break Sponsor: Tophill Bakery
Demonstration in Exhibit Room
Advanced Gourmet, Booth #18
Marketing With Social Media
Emily Nolan, Perka
How to Create a New Flavor
Ice Cream Clinic Committee
3:05 PM - 3:20 PM Coffee Break
Sponsor: Nielsen-Massey Vanillas
3:20 PM 4:20 PM Concurrent Sessions
Iron Scoop Contest
Master of Ceremonies: Henry Gentry, Henry’s Homemade
Ice Cream
Ice Cream Clinic Committee
How to Plan a Profitable Event (In Your Store and Outside of
Your Store)
Nancy Plummer, Moomers Homemade Ice Cream
Moderator: Mary Leopold, Leopold’s Ice Cream
4:30 PM - 5:30 PM
Concurrent Sessions
10
http://www.nicra.org
NICRA October 2013
10:45 AM - 11:55 AM
Concurrent Sessions
Hiring the Right Person for the Job & the Right Job for the
Person
Holly Anderson & Lisa Sorrentino, Anderson’s Frozen Custard
Moderator: Beckie Jacobs, Serendipity Ice Cream
Promotion of the Year Presentations
Lynda Utterback, The National Dipper
Moderator: Dan Messer, Eskamoe’s Frozen Custard
Working Business Plan: One-, Five- Ten-Years
Kelly Larson, Sweet Temptations
Moderator: Jim Marmion, Advanced Gourmet
Noon - 12:45 PM
Luncheon (Ticket Required)
Sponsorship Opportunity
12:45 PM - 1:10 PM
Ice Cream Clinic Review
1:20 PM - 2:00 PM Ice Cream Clinic
Dr. Tonya Schoenfuss, University of Minnesota
2:15 PM - 3:15 PM
Concurrent Sessions
Money Saving Tactics
Henry Gentry, Henry’s Homemade Ice Cream
Moderator: Jim Oden, Debbie’s Soft Serve
The Power of 4 P’s: Product, Price, Placement, Promotion
Lisa Gallagher, ConAgra Foods
Moderator: Christine D’Amico, Over The Top
Choosing the Right POS Solution for Your Concept
Craig Fuss, CRS
Moderator: Neil McWilliams, Spring Dipper
3:15 PM - 3:45 PM Coffee Break
Sponsorship Opportunity
3:45 PM - 5:00 PM Concurrent Sessions
Final Question & Answer
Vince Giordano, Sno Top
Bill Kircher, Dingman’s Dairy
Moderator: Mary Leopold, Leopold’s Ice Cream
Communicating with Employees (Handbook)
Jill Curran, Kimball Farm, Inc.
Moderator: Debra Chaney, Chaney’s Dairy Barn
NICRA October 2013
http://www.nicra.org
11
CALL YOUR NICRA SUPPLIER MEMBERS FIRST
How to Get Wholesale Customers
David Deadman & Sarah Moore,
Chocolate Shoppe Ice Cream
Moderator: Ben Klosinski, King Cone
6:00 PM – 6:30 PM
Cocktail Party
6:30 PM – 9:00 PM
Awards Banquet
PLEASE NOTE: Seminar topics
and/or dates and times are subject
to change due to the availability of
speakers.
NEW ACTIVE
MEMBERS
Mr. B’s Big Scoop
8449 SW Hwy 200, #139
Ocala, FL 34481
352/854-4577
Fax: 352/854-1472
Blaise Bonaventure
1 DD
Blank Slate Creamery
4090 Lori Lynn Ln.
Whitmore Lake, MI 481898
734/218-3242
Janice Sigler
1 DD
Cops & Robbers
5097 Cedardale Ln.
Flushing, MI 48433
317/201-8806
Fax: 317/859-9722
Jennifer Brooks
David Brooks
1 DD
Stacey Domicone
Fred Comicone
1851 Grand Portage Tr.
Xenia, OH 45385
937/426-5603
1 MP, DD, SS, GG
Frosty King, Inc.
9322 Campus Park Dr.
Bakersfield, CA 93304
661/304-8909
Fax: 661/831-0350
Mohamed Huzaibi
12
Hesham Alawdi
MP, WD, DC, FD, YD, SS, GG, FC, II
Gelato Maestro
732 SE Powell Blvd.
Portland, OR 97217
503/866-8640
Fax: 503/345-0276
Sirenna Palici
Emilio Palici
MP, GG
Gogolatto
13 Stratford Hall Cir.
El Paso, TX 79912
013-333-47274
David Gonzalez
1 DD
Shelly Gouin
33 Clark Rd.
Sudbury, MA 01776
617/833-5084
1 FD, GG
K. David Marple
1804 Kauffman Ave.
Vancouver, WA 98660
360/566-5422
1 DD, GG, II
Motor City Gourmet
31413 Merriwood Park Dr.
Livonia, MI 48152
734/771-5554
Fax: 248/778-4065
Allen DeWall
1 FD, SS, FC
Muzzy’s Sweets & Treats LLC
1595 Peachtree Pkwy, Suite 204-242
Cumming, GA 30024
770/712-5678
Tammi Bodin
Russell Bodin
Mackenzie Bodin
1 DD
Pearson’s
32433 Vine St.
Willowick, OH 44095
440/944-6288
Fax: 440/944-4341
Matt D’Arcy
FD, SS
http://www.nicra.org
Quik Foods, LLC
608 NE Leann Dr.
Blue Springs, MO 64014
816/229-2424
Fax: 816/224-3789
Edward Scrutchfield
1 DD
Socops Homemade Ice Cream Co.,
Inc.
1909 Knepp Dr,
Washington, IN 47501
812/254-3445
Shari Gray
David Gray
1 DD
Sea Shell Shop
119 Rehoboth Ave.
Rehoboth Beach, DE 19971
302/227-4323
Fax: 302/227-2694
Patty Derrick
John Derrick
Jim Derrick
1 SS, FC
Yo Yo’s Frozen Yogurt
P O. Box 4160
Beaufort, SC 29903
843/525-0578
Fax: 843/694-7122
L. Paul Trask, Jr.
1 YY
NEW SUPPLIER
MEMBER
Choice Finee
P. O. Box 4663
Irvine, CA 92616
650/483-6227
Fax: 888-683-3077
www.choicefinee.com
Holton Lee
Juice poppers, wafer straws and other
toppings for ice cream and frozen
yogurt.
NICRA October 2013
80th NICRA Convention
November 5-7, 2013
Hilton Frontenac Hotel • St. Louis, Missouri
NICRA’s headquarters hotel in St. Louis, Missouri is the beautiful Hilton Frontenac Hotel. Call
the hotel directly to make your reservations: 314/993-1100 or follow the link on NICRA’s web
site. The room rate is $99.
Convention Program Highlights
NEW THIS YEAR: Iron Scoop Contest
AGAIN THIS YEAR: Live Demonstrations in the Exhibit Area
• Finding the Best Location for Your Store
• Time Line to Open a Successful Business
• Checking In with the Health Department
• How to Plan a Profitable Event
• Cleaning Equipment
• Opening & Closing Procedures Checklist
• How to Make Basic Fountain Treats
• Working Business Plan: One-, Five-, TenYears
• Interviewing Employees
• Money Saving Tactics
• And Much More
Special One Day Trade Show Registration on Wednesday,
November 6th to visit the Exhibits only
Plus: Some Top Notch Speakers including:
Keynote Speaker: Sam Geist
Sam Geist, owner and operator of The Outdoor Store grew the business into a 15 store, $40 million
dollar a year business...and after he sold that business, he was president of his own marketing and
consulting firm. He shares ideas, energizes and motivates. He recently published his first book, “Why
Should Someone Do Business With You...Rather Than Someone Else”.
There will be Social Events and Award Presentations
• Past Presidents’ Reception
• NICRA’s Ice Cream Clinic Exercise
• Best Flavor & Best New Flavor Contests
• NEW Iron Scoop Contest
• Golf Tournament
• Suppliers’ Exhibits & Party
• Forrest Mock Person of the Year Award
• Bryce Thomson Scholarship Awards
• Promotion of the Year Award
• Come Early, Stay Late
Check our Web Site for a complete schedule of seminars and events: www.nicra.org
Register Today!
Call Today For Full Details and Registration Information
Phone: 847/301-7500 • Fax: 847/301-8402 • Toll Free 866-303-6960
e-mail: [email protected] • Web: www.nicra.org
National Ice Cream Retailers Association • 1028 W. Devon Avenue
Elk Grove Village, IL 60007
NICRA October 2013
13
CALL YOUR NICRA SUPPLIER MEMBERS FIRST
Working With Family Members:
It’s Not Personal - It’s Just
Business
by Rhonda R. Savage, DDS
If you’ve ever been in business with a family member, you
know there are several advantages, but even the most dedicated, hard working family member can experience or create
tension, stress and conflict in the company. Can you really
separate your family history, emotions and knowledge you
have of a person at a deeper level and also have a great working relationship?
Families have successfully worked together, but there are
reasons why it has worked. What are the qualities that facilitate successful family working relationships? What are the
common issues in practices that exist within companies that
employ family? If you are in business with or thinking about
working with family members, being aware of the following
issues can prevent them from becoming problems in your
business.
Loyalty leading to micromanagement
Often, family members are more dedicated to the success
of their business than other staff members. The old saying,
“family is thicker than blood” is true, and yet too much caring can cause conflict.
One business owner employed his mother. The owner had
established his vision and goals, but he had trouble developing a consistent, fair style of leadership. He found the staff
management was much harder than actually doing the work.
His mother, in her eagerness to help him succeed, was openly
voicing her concerns and opinions during business hours and
outside the office.
She felt the office staff wasn’t diligent enough in collecting money at the time of service and inconsistent in their
processing methods. She felt they weren’t doing a good job
and needed more attention to detail. The boss had difficulty
enforcing his policies because of the conflicting views between his mother and the other team members. His mother
became a micromanager, telling everyone how they should be
doing their jobs, in detail. She meant well and only wanted to
help the business succeed, but her micromanaging drove the
morale of the business down.
Taking work home
One business owner enjoys working with his wife. His wife,
however, was concerned that the team members weren’t held
accountable for their work.
creates tension in their personal relationship. It’s important,
especially for couples to separate their work life and personal
life. Bringing personal issues into the workplace and visa
versa can create tension and an uncomfortable environment
for all employees.
Hiring someone you can’t fire
Business owners can be hesitant to talk to a family member
about a problem within the office because of how it might
impact them on the personal/home front. They may walk
on eggshells at work, worried about how the family member
might respond if they were treated the same as other employees.
To be successful as a team member, family members need to
know their role in the business. Being a family member and
an employee can put anyone in a difficult position. Other
employees, no matter how hard the family member works,
may look at them differently. Because of this, your family
member employee will always need to hold him or herself
at the same or even higher level of accountability than other
employees.
Unfair pay
Some business owners try to help their family out by paying
more than the average wage for that employment category,
which can impact the total payroll overhead. It is unfair to neglect the rest of the team’s income because you want to give
special treatment to a family member. You’ll see resentment
and unhappiness build if this is the case. Remember, when
morale goes down, productivity goes down.
In addition to pay, gender difference or age differences that
impact your relationship with your team may feel intensified
with your family employees. Recognize that some conflict
develops due to these differences and work at learning about
better communication and leadership.
What are the traits of a great family team member?
If you happen to be an employee in your family member’s
business, there are several things you can do to avoid the
above issues including:
Be early
Be dependable
Pay attention to your work responsibilities; be accountable.
Follow through
Be friendly and have fun
Be encouraging. Use the words “Absolutely!” and “Certainly!”
Be a mentor
Take an active role in learning about the business; be excited
about your industry
Always speak positively about the owner and the business,
both in and out of the office
Offer advice when asked or ask first before discussing a
concern
Because the owner is sensitive to conflict, he avoids team
meetings, coaching and performance reviews. His wife is
quite verbal during the off hours about her feelings, which
causes him discomfort as he’s sensitive to criticism and
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NICRA October 2013
CALL YOUR NICRA SUPPLIER MEMBERS FIRST
If family employees and your employees just can’t seem to
get along, you must resolve the issue. If you don’t, tension
will build, morale will go down and the business will suffer. Most don’t like to deal with these issues…it’s easier to
brush them under the carpet. Yet talking about these issues is
exactly what you’ll need to do in order for your business to
have the harmonious atmosphere that clients seek.
ing business. Dr. Savage is a noted motivational speaker on
leadership, women’s issues and communication. For more
information on her speaking, visit www.milesglobal.net or
e-mail [email protected].
If you find your employees don’t get along, you’ll need to
facilitate the discussion. There are two questions that you
can ask yourself that will help take the emotional side of the
problem out of the equation:
August 23, 2013 - Grade AA Butter finished at $1.3950. The
weekly average was $1.3695. (2012 price was $1.8000)
1. Is “whatever is happening” in the best interest of the
customer care?
2. Is “whatever is happening” in the best interest of the business as a healthy business?
A successful family business
The key to a successful employee/family relationship is that
everyone in the office is treated the same. You need the same
level (or higher) of accountability, timeliness and dedication
to customer service from all of your employees, especially
family members to be successful. Specifically outlining each
employee’s role and keeping personal issues out of the workplace will ensure a positive work environment for you and
your family member.
About The Author
Dr. Rhonda Savage is an internationally acclaimed speaker
and CEO for a well-known practice management and consult-
BUTTER PRICES
August 30, 2013 - Grade AA Butter finished at $1.4375. The
weekly average was $1.4215. (2012 price was $1.8400)
September 6, 2013 – Grade AA Butter finished at $1.4300.
The weekly average was $1.42875. (2012 price was $1.8650)
September 13, 2013 - Grade AA Butter finished at $1.5300.
The weekly average was $1.4800. (2012 price was $1.8500)
September 20, 2013 - Grade AA Butter finished at $1.6000.
The weekly average was $1.5400. (2012 price was $1.8900)
Support prices for butter start at $1.05. Butter prices are
reported from the Chicago Mercantile Exchange every
Friday. The Merc is considered a spot market for butter. Merc
prices are important to dairy farmers because the value of the
fat and fat differentials in raw milk are established from the
prices quoted from the Exchange, and Merc prices are used in
the BFP update.
Subscribe to
The National Dipper
®
The only magazine that keeps you up-to-date in the retail frozen dessert industry.
Regular columns include:
• New Products • Industry News • Calendar of Events • Classified
Special features include:
• Equipment Reviews • Management Articles
• Association Events • Employee Training
• Promotions • Annual Source Book
Also Available:
• Dipping Tips Training Posters • Manuals for Costing Products
• Employee Training Posters • Point of Sale Posters
• Magazine Binders
®
NICRA October 2013
Call or write for a subscription today!
1028 West Devon Avenue • Elk Grove Village, IL 60007-7226
Phone: (847) 301-8400 • Fax: (847) 301-8402
e-mail: [email protected]
Subscribe on-line at: www.nationaldipper.com
15
2013 NICRA OFFICERS
President
David Zimmermann, Royal Scoop Homemade Ice Cream
Bonita Springs, Fla.
President Elect
Nanette Frey, Frey’s Tasty Treat, Inc., E. Amherst, N. Y.
Vice President
Carl Chaney, Chaney’s Dairy Barn, Bowling Green, Ky.
Secretary/Treasurer
Jim Oden, Debbie’s Soft Serve, Smithsburg, Maryland
Immediate Past President
Dan Messer, Eskamoe’s Frozen Custard, Monroe, La.
Executive Director
Lynda Utterback, Elk Grove Village, Ill.
Terms Ending Annual Meeting 2013
Jim Brown, Penn State University, University Park, PA
Mary Leopold, Leopold’s Ice Cream
Savannah, Georgia
Jim Marmion, Advanced Gourmet Equipment
Greensboro, North Carolina
Neil McWilliams, Spring Dipper
Mammoth Spring, Arkansas
John Pitchford, JP’s Custard Cart,
Albuquerque, New Mexico
Terms Ending Annual Meeting 2014
Valerie Hoffman, Yummies, Warsaw, N.Y.
Kelly Larson, Sweet Temptations, Grand Haven, Michigan
Johnny McGregor, Clemson University
Clemson, South Carolina
Bob Turner, Dairy Corner, Urbana, Ohio
Terms Ending Annual Meeting 2015
David Deadman, Chocolate Shoppe Ice Cream
Madison, Wisconsin
Cliff Freund, Cliff’s Dairy Maid
Ledgewood, New Jersey
Vince Girodano, Sno Top, Manlius, New York
Bob Hearn, Hearn’s Ice Cream,
St. Marys, ON, Canada
Juergen Kloo, Joy Cone Co., Hermitage, Pennsylvania
2013 SUPPLIER OFFICERS
President
Mary Kircher, Dingman’s Dairy, Paterson, New Jersey
Vice President
Andrew Jones, Lloyds of Pennsylvania, Exton, PA
Secretary/Treasurer
Hank Sweeney, Classic Mix Partners, Neenah, WI
Chairman
Margaret Anderson, Taylor Freezer of New England Norwood, Massachusetts
COMMITTEES AND COMMITTEE
CHAIRMAN
Nominating Committee
Dan Messer, Eskamoe’s Frozen Custard, Monroe, La.
Convention Committee
Nanette Frey, Frey’s Tasty Treat, Inc., E. Amherst, N. Y.
Membership Committee
Carl Chaney, Chaney’s Dairy Barn, Bowling Green, Ky.
Ice Cream Clinic Committee
Mark Leichtman
Scholarship Committee
Cliff Freund, Cliff’s Dairy Maid
Ledgewood, New Jersey
Web Site Committee
Jim Brown, Penn State University, University Park, PA
MISSION STATEMENT FOR NICRA
The mission of the National Ice Cream Retailers Association
(NICRA), a non-profit trade association, is to be the leader
in the frozen dessert industry that others look to for help,
support and education. NICRA will promote business growth
and development throughout the industry.
VISION OF THE ASSOCIATION
NICRA will associate with similar associations dedicated to
the same interests. NICRA will facilitate communication and
education that both newcomers and veterans in the industry
desire to be successful. NICRA will maintain a feeling of
family within the association as it grows, and be dedicated
to responsibly managing the association while maximizing
value to the members.
NONDISCRIMINATION POLICY
NICRA is committed to a policy of nondiscrimination in
all of its endeavors. To that end, NICRA shall not tolerate
any words or acts of discrimination, harassment or any
inappropriate behavior in general against any person
affiliated with NICRA, including its members and guests,
with regard to race, sex, color, creed, religion, age, national
origin, disability, marital status or sexual orientation.
This Bulletin is published by:
National Ice Cream Retailers Association
1028 West Devon Avenue
Elk Grove Village, IL 60007-7226
847/301-7500 - Fax: 847/301-8402
Carl Chaney, Chairman Publications Committee
Lynda Utterback, Editor
©2013 National Ice Cream Retailers Association
Vol. 34, No. 10
This issue of the NICRA Bulletin is now available online
at http://www.nicra.org. Click on the Members Only
button and enter your Username and Password. If you
cannot find your Username and Password, call the
NICRA office at 866-303-6960 or send an e-mail to info@
nicra.org requesting the information.
Executive Committee
David Zimmermann, Royal Scoop Homemade Ice Cream
Bonita Springs, Fla.
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NICRA October 2013