National Dipper September/October 2023

Dipper Vol. 39 No. 5

The National ®

THE MAGAZINE FOR FROZEN DESSERT RETAILERS

September/October 2023 $5.00

®

THE MAGAZINE FOR FROZEN DESSERT RETAILERS Published by United States Exposition Corp.

Vol. 39, No. 5 • September/October 2023

Features Trade Show in a Magazine...........................................11 Fall and Winter Promotions........................................16 Managing Cash and Avoiding Bank Failures............19

by Mark E. Battersby

Page 5 - Kovener’s Korner celebrates 75 years in business.

These Seven Employee Behaviors May Well Predict Your Company’s Odds of Survival.............................23

by Ed Hess

Departments Advertisers’ Index ......................27 Calendar .............................27 Editorial ..............................4 News .....................................5

Regional Yellow Pages ..............26 Subscription Form .......................28 Yellow Pages .........................26

Page 6 - Tom Van Der Bosch named president of Scotsman Ice Systems.

In The Next Issue • Promotion of the Year Winner • 2024 Industry Events Calendar • 2024 Promotion Planning Calendar The National Dipper

September/October 2023

Page 6 - Al Smith named vice president of Welbilt KitchenCare.

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Editorial

Promotion of the Year Contest The Promotion of the Year Contest is now open to ALL ice cream store owners in the United States.

Just submit your promotion to The National Dipper by September 20, 2023 to enter the contest.

Win a beautiful plaque engraved with your store name, suitable to hang in your store for all to see. AND the promotion will be featured in an upcoming issue of The National Dipper.

Promotion must have taken place in 2023. Entries must be received by September 20, 2023. Include a detailed description of your promotion.

Include your name, store name, address, phone and email. State the objectives and results that were met by your promotion.

Entries are judged on the basis of ORIGINALITY, creativity, objectives accomplished, presentation to the consumer and how easily the promotion can be adapted in other ice cream retail businesses.

This is the time of year when business is slowing down. The kids are back in school and the days are getting shorter, so take some time to sit down and write out your promotion. Who knows, you just might win!

Send your promotion to: Lynda Utterback The National Dipper lynda@nationaldipper.com In This Issue We have once again included the “Trade Show in a Magazine” section in this issue, beginning on page 11. Advertisers in this issue were invited to submit a description of their products and/or services for inclusion in the issue. The following companies participated: Carpgiani Cold Car Dingman’s Dairy GlacierPoint Panza Great Lakes Ice Cream & Fast Food Association Haynes Mfg. Joy Cone Co. Negus Packaging Solutions 4

A. Panza & Sons, Ltd. Prova Gourmet Rite Temp Each listing includes contact information for the company so please tell them you saw their products in The National Dipper.

Fall and Winter are typically slower months for ice cream sales. But, they don’t have to be. These colder months offer many holiday and opportunities for celebrations.

We looked into Chase’s Calendar of Events and found many holidays and events in October, November, December, January and February that are not as well known and can be fun celebrations for you and your customers.

The recent bank failures out West have got us all thinking about managing our finances and checking the banks we do business with.

Mark Battersby has written an article call Managing Cash and Avoiding Bank Failures that is must reading for any small business.

Most small businesses face little risk of a failed bank because the Federal Deposit Insurance Corporation (FDIC) insures deposits up to $250,000. But even with protections, a bank’s failure can be disruptive, causing delays and confusion regarding access to funds, not to mention the potential impact on the funding that is so necessary for every day business.

Finally Ed Hess discusses seven employee behaviors that may well predict your company’s odds of survival and some red flags to help you know if you are in trouble.

Hess says that the new way of working requires employees to continuously learn, unlearn, and relearn so they can adapt to the reality of the world as it evolves. This is the essence of Hyper-Learning. He identifies seven fundamental behaviors that are necessary for people to be Hyper-Learners.

Lynda Utterback Publisher/Editor

THE MAGAZINE FOR FROZEN DESSERT RETAILERS

LYNDA UTTERBACK Publisher/Editor Editorial and Sales Office 1532 Oregon Trail Elk Grove Village, IL 60007 Phone: 847/301-8400 e-mail:lynda@nationaldipper.com Web: www.nationaldipper.com This publication is a member of: • National Ice Cream Mix Association • Great Lakes Ice Cream & Fast Food Association • The Ice Screamers The National Dipper (USPS 0001-374) (ISSN #0895-9722) is published six times a year, (Jan/Feb; Mar/Apr; May/June; Jul/Aug: Sep/Oct; Nov/Dec) by United States Exposition Corp., 1532 Oregon Trail, Elk Grove Village, IL 60007. 847/301-8400. The National Dipper serves ice cream retailers in the United States and Canada.

COPYRIGHT © 2023 UNITED STATES EXPOSITION CORPORATION. ALL RIGHTS RESERVED. The National Dipper Magazine and The National Dipper Source Books (the “Works”) contain proprietary information and are licensed, not sold. In consideration for the original subscriber of this copy of this work substantially completing and returning the subscription form to the publisher, which act shall be deemed sufficient evidence of said subscriber's acceptance of this non-exclusive, non-transferable, license, the publisher (a) grants the original subscriber only the limited right to use these works in that subscriber's business, provided that said subscriber does not sell, resell, reproduce, distribute, or transmit in any form or by any means, (by way of example and not limitation, photocopying or recording by or in an information storage retrieval system) these Works, either in part or in their entirety, without the prior written permission of the publisher. Without advance written permission from the copyright owner, no part of these publications may be sold, resold, reproduced, distributed, or transmitted in any form or by any means, including, without limitation, electronic, optical, or mechanical means (by way of example and not limitation, photocopying, or recording by or in an information storage retrieval system). For information on permission to copy material exceeding fair use from the National Dipper Source Book or other copies of The National Dipper, please contact: Lynda Utterback, Publisher/Editor, The National Dipper, 1532 Oregon Trail , Elk Grove Village, IL 60007; Telephone (847) 3018400. The “NATIONAL DIPPER” and the “ICE CREAM CONE DESIGN” are registered trademarks of JLM Unlimited, Inc. In new product items and trade news this publication acts only as a news reporting service and assumes no responsibility for the validity of claims or statements. Unsolicited material should be accompanied by return postage. The publisher assumes no responsibility for such material. All letters/e-mails sent to The National Dipper will be considered the property of The National Dipper.

Subscriptions are free to qualified recipients.

The National Dipper

September/October 2023

News ICE CREAM AND FAST FOOD store operators will be gathering for the Great Lakes Ice Cream and Fast Food Association, annual Convention and Trade Show on February 8 – 10, 2024 at the Kellogg Arena in Battle Creek Michigan.

The convention is an impactful event providing store operators the opportunities for learning, networking, and building their businesses.

The convention includes three days of interactive learning sessions covering diverse topics such as; Retirement for Business Owners, Business Planning, Equipment Cleaning and Maintenance, Popping Pearls for Upsales, Making Homemade Whip Cream demonstrations, and more. The exhibit hall will be packed with knowledgeable representatives of the ice cream and fast food industry showcasing products.

And many add-on activities are offered during the convention including the pre-convention ServSafe Certification Class, as well as the Friends First Session, Meet n Greet, Welcome Reception, Founder’s Banquet Dinner and live entertainment by Dueling Pianos.

For more information about attending and exhibiting at the Great Lakes Ice Cream and Fast Food Association visit www.glicffa.com or call 810-618-0605. Great Lakes Ice Cream and Fast Food Association was founded in 1967.

KOVENER’S KORNER celebrated 75 years in business in June. The soft serve ice cream shop was opened by Bill and Lena Faye Kovener in 1949. Current co-owners Gary and Richard Kovener said their mother took a chance on a small building while raising kids and taking care of her elderly mother. After hearing about these machines that make ice cream and buying a used one, the first day they opened, the machine caught on fire, but she did not give up. Kovener’s is best known for its chocolate malt soft serve ice cream which is still a handwritten recipe on a piece of paper by Lena Faye from back in the day, many locals enjoy other types of treats.

Festivities for the celebration included a silent auction, free kids activities with coloring pages and an inflatable obstacle course, cornhole games, ice cream eating contest and social interaction.

The Kovener family invited many guests to speak on behalf of the longstanding ice cream store. Representatives of the U.S. Senate Todd Young and Indiana state Senator Eric Koch gave their remarks, Indiana Governor Erick Holcomb sent a letter of congratulations and Indiana Secretary of State Diego Morales gave his congratulations to the Koveners.

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September/October 2023

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5

News THE STAGE IS SET for the 2023 NFRA Convention, scheduled to take place October 7th to 10th, 2023, at the Marriot Marquis & Marina in San Diego. Renowned as the premier event of the frozen and refrigerated foods industry and hosted by the National Frozen & Refrigerated Foods Association (NFRA), the convention offers unparalleled opportunities for attendees to foster business growth, forge key partnerships and explore exciting product innovations.

Bringing together leading companies from every sector of the industry, the NFRA Convention offers a dynamic platform where business can be conducted efficiently, all under one roof. By providing complimentary meeting rooms to retailers, NFRA ensures that more than 1,300 attendees can maximize their time and productivity, facilitating an estimated 3,000 business appointments throughout the duration of the event. Attendees get the opportunity to make new connections, sample frozen and refrigerated products, hear from valuable speakers, and network with industry leaders.

The annual Convention will commence Sunday, Oct. 8, with the highly anticipated Taste of Excellence reception where emerging brands and over 50 established leading manufacturers will showcase their latest product innovations. Monday morning will open with breakfast, featuring guest speaker Alex Banayan, bestselling author of The Third Door and expert on exponential growth.

Monday afternoon’s Membership Luncheon serves as the association’s annual business meeting with the installation of NFRA’s new officers and directors, as well as the induction of the 2023 Refrigerated Food Hall of Fame members, Joe D’Alberto, Director of Sales for Acosta Sales & Marketing and Skip Shaw, retired President & CEO of NFRA. Monday evening winds down with the Networking Reception, which is an excellent opportunity for all attendees to make connections.

Tuesday’s breakfast session features speaker Amelia Rose Earhart, around-the-world pilot, podcast host and artist. The Tuesday Awards Luncheon will honor the 2023 Golden Penguin Award winners for marketing and merchandising excellence for the March Frozen Food Month, June Dairy Month and June/July Ice Cream & Novelties promotions. The highest scoring entries will be unveiled as the 2023 Top Marketer Award winners.

To register for the 2023 NFRA Convention, visit NFRAConvention.org. To learn more, watch our NFRA Convention Highlight Reel.

NFRA is a non-profit trade association representing all segments of the frozen and refrigerated foods industry.

NFRA sponsors national promotions ReDiscover Dairy & Frozen (January), March Frozen Food Month, June Dairy Month and Summer Favorites Ice Cream & Novelties (June/July); and provides consumer information such as food safety guidelines, meal preparation tips, recipes and sweepstakes opportunities through its Easy Home Meals consumer website and social media properties.

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ERIK NOMMSEN, chief executive officer of Ali Group North America and Kevin Clark, chief executive officer of Welbilt, Inc., announced two organizational changes, effective September 1st.

Tom Van Der Bosch has been named President of Scotsman Ice Systems. Van Der Bosch joined Scotsman in 1999 as Manager of Customer and Technical Services. In 2009, he was named Director of Marketing at Scotsman. Van Der Bosch became Director of Parts and Service in 2010, and three years later was promoted to Vice President of Parts and Service. In 2022, he was named Vice President of Welbilt KitchenCare®.

During his tenure at Scotsman, Van Der Bosch oversaw many successful initiatives which brought value-added services to Scotsman’s customers and operating efficiencies internally.

At KitchenCare, he was instrumental in transitioning the distribution of spare parts back to the individual Welbilt operating companies.

In his new role, Van Der Bosch will be responsible for all of Scotsman’s operations in North America, overseeing sales, administration, product development and production.

Van Der Bosch will report directly to Erik Nommsen.

Al Smith will assume the role of Vice President of Welbilt KitchenCare.

After more than 10 years in the HVAC field with positions of increasing responsibility, Smith joined Delfield®, a Welbilt brand, as Service Manager in 2011. In 2015, he was promoted to Director of Service, a role he held until this most recent promotion.

During this time, Smith was responsible for a number of initiatives, including the establishment of Delfield’s self-help library, initiating online and virtual training practices, and providing a high level of service to Delfield customers and service partners.

To advance KitchenCare to its next phase, Smith’s primary focus will be to become an essential resource to the Welbilt operating companies.

Smith will report directly to Kevin Clark, Chief Executive Officer of Welbilt, Inc. The National Dipper

September/October 2023

News THE NATIONAL FROZEN & Refrigerated Foods Association (NFRA) established the Refrigerated Food Hall of Fame in 2010 to honor individuals for the contributions they have made and the leadership they have provided to the Refrigerated Food Industry. Joe D’Alberto, Director of Sales for Acosta Sales & Marketing and Skip Shaw, retired President & CEO of NFRA, will be the recipients of this year’s prestigious award.

Joe D’Alberto began his sales career at Duval-Bibb in Orlando, delivering magazines and paperbacks to Walt Disney World and surrounding areas.

He later joined Pepsi-Cola Bottling Company and then moved to CocaCola, where he held various positions, including Director of Trade Development for the Carolina Div. In 1993, D’Alberto joined Allegiance Sales & Marketing, focusing on brand development and marketing for frozen and refrigerated products.

He actively participated in industry associations, including serving as President of the Frozen & Refrigerated Food Council of North Carolina and Committee Chairman of the SE Frozen & Refrigerated Foods Conference. D’Alberto is a member of the Honorable Order of Golden Penguins and the Distinguished Order of Zerocrats.

D’Alberto has been actively involved with the National Frozen & Refrigerated Foods Association (NFRA) since 1993, serving as Chairman for two years. He continues to contribute as an active Board member. D’Alberto currently works for Acosta Sales & Marketing as the Director of Sales.

After retiring in December 2023, he plans to travel and stay involved with his passion for industry associations.

H.V. “Skip” Shaw joined NFRA in June 1984 as Director of Membership Services. He was named Vice President in 1986, Executive Vice President in 1987, and assumed additional duties as COO in 2001. Following the retirement of Nevin Montgomery, he became President and CEO in 2010, and retired in 2020. Shaw was instrumental in bringing the refrigerated category into the National Frozen Food Association and in forming NFRA. Shaw is a member of the Honorable Order of Golden Penguins and the Distinguished Order of Zerocrats.

The Hall of Fame induction ceremony will be held at the National Frozen & Refrigerated Foods Convention during the Membership Luncheon on Monday, October 9, 2023, at the Marriott Marquis & Marina, San Diego, Calif.

NFRA is a non-profit trade association representing all segments of the frozen and refrigerated foods industry. Headquartered in Harrisburg, Pa., NFRA is the sponsor of March Frozen Food Month, June Dairy Month, and the June/July Ice Cream & Novelties promotion.

The National Dipper

September/October 2023

THE SUMMER FORECAST for Ocoee is calling for below zero temperatures… at the new Andy’s Frozen Custard! The award-winning frozen custard and treat shop, known for its Made Fresh Hourly™ frozen custard and Baked Fresh Daily toppings, will be cooling things down when it opens this July at 1501 Maguire Road.

“Ocoee prides itself in its quality of life and community focus, making it the perfect location for the Andy’s family,” said Eric Reed, co-owner, Ranchers Custard, the franchisee of the Andy’s Frozen Custard Ocoee. “We pride ourselves on bringing a quality, family-owned concept to our customers, and topping their days with a smile. We look forward to becoming part of wonderful memories in Ocoee for generations to come.”

At Andy’s™ the fun begins as patrons approach the store. Accented with colorful, engaging signage and featuring a combination of contemporary/retro influences and popular ‘Googie’ style architecture, the store’s unique design also showcases the frozen custard and treat-making process via “see through” glass walls. Guests can watch the World’s Finest Frozen Custard being crafted with only the finest ingredients. Offering safe and lightning-fast drive-thru and walk-up service windows and a spacious outdoor patio, Andy’s rich, thick and decadent treats, feature smooth and creamy vanilla and chocolate frozen custard, luscious Concretes, Jackhammers™, shakes, malts, sundaes and seasonal treats.

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News NORTHEAST DAIRY FOODS and Suppliers Associations announce the appointment of Alex E. Walsh as Executive Director.

Walsh, of Camillus, New York, will oversee the day-to-day operations of the association, as well as the governmental, public and industry relations on behalf of the membership. He will serve as the fifth executive director in the association’s 95-year history.

Prior to being appointed by Northeast Dairy Foods and Suppliers Associations, Walsh was employed in the private sector managing communications, marketing, and government relations. Walsh initially joined Northeast Dairy Foods and Suppliers Associations in 2018 as Director of Communications and Membership, and then served as Associate Vice President of Regulatory Affairs from 2020 to 2021.

Walsh gained his governmental and public relations experience as a legislative aide to retired New York State Senator John A. DeFrancisco, as a public information officer for Onondaga County, and as an account manager for a Syracuse-based marketing firm.

“Alex will bring a wealth of industry knowledge and experience to the position,” said Daniel Lausch, President of the Northeast Dairy Foods Association Board of Directors. “We look forward to his leadership and continuing the outstanding work the association does on behalf of dairy processor and manufacturer members.”

“We are excited to have Alex rejoin the associations and bring fresh energy with his diverse background to enhance the supplier membership,” said Melissa Fryer, President of the Northeast Dairy Suppliers Association Board of Directors. “His leadership will be an asset to the growth and betterment of the associations and dairy industry in the northeast.”

Northeast Dairy Foods and Suppliers Associations are full-service dairy trade organizations representing dairy processors, manufacturers, distributors and suppliers in the northeast U.S. THE MICHIGAN DAIRY Memorial and Scholarship Foundation awarded $126,000 in scholarships to Michigan State University (MSU) students pursuing dairy industryrelated programs of study for the 2022-23 academic year.

The Michigan Dairy Memorial and Scholarship Foundation (MDMSF) oversees the largest scholarship program in the MSU College of Agriculture and Natural Resources (CANR) and one of the largest at MSU. The MDMSF was established in 1957 through contributions made in honor of individuals who have served the dairy industry. Income from the endowment has generated scholarships for deserving students who want to pursue careers associated with the dairy industry.

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The following 15 MSU students were awarded $3,500 scholarships from the Michigan Dairy Memorial and Scholarship Foundation: Calvin Bontekoe, Rachael Bosse, Juanita Bulloch, Ashley DeCock, Deandra Franklin, Grace Herkimer, Lane Herrman, BreAnna Laughlin, Irie Moussiaux, Emily Ockerman, Chase Rievert, Lauren Ringewold, Danielle Rummel, Brooke Voelker, Samantha Whitehead.

The following students were awarded a MDMSF Scholarship from a named fund. Named scholarships are endowments established within the MDMSF that are named by the donor and have specific scholarship criteria. The 2022-23 MDMSF named scholarship recipients include: • Glenn and Anne Lake Scholarship, $8,500: Shannon Good • Russel Erickson Scholarship, $6,000: Drew Neyer • Donald and Valera Murray Scholarship, $5,000: Brianna Hill • John and Barbara Dilland Scholarship, $5,000: Adalee Thelen • John and Barbara Dilland Scholarship, $5,000: Katie Wilson • Archie Studer Scholarship, $4,000: Mikayla Bowen • Nick Bellows Scholarship, $5,000: Kelsey Pasch • George and Shirley Hazle Scholarship, $5,000: Abby Van Dyk • Red and Edna Cotter Scholarship, $5,000: Monika Dziuba • Harold and Lillian Gremel Scholarship, $5,000: Jared Sanderson • Velmar Green Scholarship, $5,000: Tyler Klopfenstein • Gary and Carolyn Trimner Scholarship, $5,000: Emmy Schuurmans One first-year student was awarded the Michigan Dairy Memorial and Scholarship Foundation Freshman Scholarship worth $3,000: Jaylin Dilsaver • One veterinary student was awarded a Michigan Dairy Memorial and Scholarship Foundation Scholarship worth $3,500: Katrina Beaton • One student was awarded the Michigan Dairy Memorial and Scholarship Foundation Four-Year Discretionary Scholarship worth $2,500: Marissa Wilcox

SEAN KENNEDY, executive vice president of Public Affairs for the National Restaurant Association released the following statement on the introduction of the “Raise the Wage Act of 2023,” legislation that would increase the federal minimum wage from the current $7.25 per hour to $17 per hour and eliminate the tip credit over five years: “More than 15 million people choose to work in restaurants, many of them professionals who have built strong, long-term careers. In recent years, the market demand for both experienced and entry-level restaurant workers has pushed their average earnings from $15.06 in May 2019 to $19.67 in May 2023 – a 31% percent growth, 20% higher than the overall private sector. This wage growth has come at the same time that wholesale The National Dipper

September/October 2023

The National Dipper September/October 2023

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Tips for Costing Ice Cream & Frozen Yogurt Cakes & Pies How to Cost:

• Mix • Soft & Hard Ice Cream • Soft Frozen Yogurt • Hard Frozen Yogurt • Crunch • Cake • Manufacturing • Preparation • Decoration • Packaging • Labor • Pricing

Tips for Costing Cones, Sundaes, Shakes & Other Goodies Using Soft or Hard Ice Cream or Frozen Yogurt How to Cost:

• Mix • Soft & Hard Ice Cream • Soft Frozen Yogurt • Hard Frozen Yogurt • Cones • Sundaes • Shakes • Mix-Ins • Sodas • Floats • and more

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Costing Cakes & Pies, $15.99, plus $2.00 s&h Costing Cones, Sundaes, $15.99, plus $2.00 s&h Both Manuals, $30.00 plus $4.00 s&h Illinois Residents add 9.5% sales tax Please allow 3-4 weeks for delivery.

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Make check payable to JLM Unlimited, Inc., 1532 Oregon Trail, Elk Grove Village, IL 60007 • Phone: 847-301-8400

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News food prices shot up; rent, insurance, credit card fees and debt climbed; and consumers started to second-guess their spending. It’s been a challenge for restaurant operators to balance all these increases with only a 3-5% pre-tax margin to pull from, but they remain optimistic about the future.

“The National Restaurant Association and our members welcome a conversation about how additional wage changes fit into this reality. We look forward to discussing with Congress the unique challenges of restaurant operators and how to plan changes, so they don’t threaten business viability or damage the economies of the communities where restaurants drive job creation and tax growth.

“But eliminating the tip credit as a compensation model is a non-starter. This would have the perverse effect of lowering the take-home pay for countless workers who have tipped restaurant jobs. Their median income is $27 an hour, far above the proposed changes, so we’ll fight for them to keep the current system of tipping and that high earning potential.

“The restaurant industry is one of opportunity with jobs open to all. We hope that Congress is willing to talking with us to better understand the current condition of restaurant employers and the thousands of restaurant workers in their states so they can better understand how they would be impacted by these proposed changes.”

DUKE MANUFACTURING, a privately held, global foodservice equipment manufacturer, announced the appointment of Nedra Sadorf as the company’s newly created Chief Marketing Officer (CMO). Sadorf, who brings 20 years of business and marketing leadership experience, will be responsible to further strengthen Duke Manufacturing’s “Your Solutions Partner”(TM) brand promise and help deliver strategic innovation to their customers.

Sadorf will be responsible for continuing Duke’s legacy of providing high quality, customer-enabling solutions that improve customer’s food service operations. Sadorf will lead the company’s continued efforts to deliver product innovation, a superior customer experience, and long-term customer value.

“I am honored to be part of Duke Manufacturing, as this is a company renowned for its commitment to quality, innovation, and customer-centric values, said Sadorf.” “It is a particularly exciting time to join as Duke approaches our 100-year anniversary and I look forward to both building upon the inspiring history and looking forward to continuing to transform and evolve as we serve our customers’ dynamic needs.”

“Nedra’s outstanding business accomplishments and demonstrated leadership make her the perfect fit for our culture, our team, and our customers,” said Dave Marvel, President and CEO. The National Dipper

September/October 2023

Trade Show in a Magazine GlacierPoint-Panza distributes a variety of products that are a perfect addition to any order. With a product portfolio consisting of ice cream mixes, frozen yogurts, paper + plastic goods, toppings, cones, syrups, and more, we have everything you need to create or top your favorite sweet treat!

As a division of GlacierPoint Enterprises, GlacierPoint-Panza is part of one of the largest DSD organizations in the United States. GlacierPoint carries extensive product lines consisting of some of the world’s most recognizable ice cream brands.

In addition to ice cream, GlacierPoint also distributes a large variety of fresh + frozen products, beverages, dairy, and dry products. With a servicing territory that spans from South Carolina to the U.S./Canadian border, GlacierPoint successfully navigates distribution in the most complex markets of the United States to all channels - including food service facilities, colleges, k-12 schools, supermarkets, convenience stores, drug stores and more.

GlacierPoint is excited to announce the launch of our newest line of premium ice cream: Sweet Summits! Sweet Summits offers novelties and 3 gallon ice cream tubs for scoop shops and food service customers. The novelties feature packaging with elevated graphics that combine the sweetness of ice cream with the chill of summits. Point of sale is available to customers that order Sweet Summits - with marketing materials including menu boards, banners, posters, novelty stickers, and freezer wraps. Indulge in the adventure with Sweet Summits this summer! Please visit our website at glacierpointenterprises.com or at sweetsummits.com Experience a symphony of world-class flavor with PROVA Gourmet. For over 75 years, PROVA Gourmet has sourced, worldwide, the most precious ingredients

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and transformed them into products with incomparable flavors. We offer the finest quality Grade A vanilla beans, intense vanilla extract, rich pastes, pure ground vanilla beans, coffee extracts and caramel.

We are introducing the ultimate in flavor innovation – our Fusion range of intensely flavored cocoa butters - Papua New Guinea Vanilla, Brazilian Coffee, and Rum. Experience PROVA Gourmet’s exquisite range of the finest quality products and discover a world of unforgettable flavors that promises to reinvent your culinary journey. Visit us at Prova Gourmet | MAÎTRE VANILLER (provaus. com) Please follow us on Instagram https://www.instagram.com/ prova_gourmet/

September/October 2023

Cold Car – Celebrating over 50,000 truck bodies worldwide since 1969 Cold Car USA provides solutions in refrigerated and frozen delivery. These truck bodies are designed to keep their temperature throughout a normal delivery day without running the compressor off the engine or using forced air.

This is accomplished through an eutectic plate system which freezes down overnight and maintains the temperature of the box throughout the day. Frozen bodies start at negative 30oF and easily complete the day still below zero.

The compressor runs on electricity, not fossil fuels, so there is no pollution. Additionally, the interlocking 4 inch reinforced foam walls (5 inch ceiling and floor) provide superior cold retention for long delivery days and shorter recharging cycles.

Whether you need a hot shot body with 2 doors on each side, a larger body with up to 6 doors per side, a combination of side delivery doors with rear door cart loading or a rear door only delivery truck we have the truck body you need. Frozen, refrigerated and combination options available.

Don’t wait for your 2024 season to start. Contact Cold Car USA today and let us know what you are looking for. Call us at 1-800-2668011 or e-mail at Sales@coldcarusa.com.

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Is your equipment ready to go for ice cream season? Haynes Lubricants have always been essential for a successful season. We have the lubricants you need to keep your equipment running smooth all season long.

Haynes manufactures a full line of food-grade lubricants including two lubricants that are widely used in the ice cream industry; Haynes Lubri-Film Plus and Haynes Spray.

Haynes Lubri-Film Plus is a heavy-duty grease for batch freezers, soft serve machines, slush machines as well as a variety of other foodservice equipment. Assembly and breakdowns are a cinch; stays on the equipment when it needs to and comes off when you want it to. It will not dry or gum up on the equipment. Haynes Lubri-Film Plus wears evenly on all your critical parts thus reducing downtime. Common applications include gaskets, seals, orings, air orifice, mix-feed tube, draw valves, valve seals, prime plus on freezer door, and shafts.

Haynes Spray is the ultimate allpurpose oil that is odorless, tasteless, colorless and nontoxic. Safe to use on all your foodservice equipment yet powerful enough to use in place of industrial lubricants for maintenance applications like wheels, door hinges, and locks. Common application includes mold release for frozen novelty items, grills, ovens, chopping boards, loaf pans, anti-rust film, pump/valve assembly, slicers, or any moving part to protect against wear.

Both lubricants are NSF rated H1, Haynes Spray has an additional rating of 3H. They are Kosher and Halal Certified and all ingredients are FDA accepted. These products are also allergen free.

Whether you need a single tube/can or case we are ready to ship your order today. All products are in stock and ships within 24 hours of receipt; Monday - Friday. www.haynesmfg.com What’s the scoop? We’ve been baking the highest quality ice cream cones since 1918 and are now the largest cone company in the world. We take pride in our employee-owned company.

Joy Cone offers superior taste, excellent quality, and freshness in every bite.

We produce a wide range of products including Cake Cones, Sugar Cones, Gluten Free Cones, Waffle Cones, Bowls, Wafers, and Inclusions for retail, food service, and dairy pack products.

Enjoy your favorite ice cream creation in one of our waffle bowls, waffle cones, or jumbo cups.

Spread a little Joy and try a tasty Joy Cone today! https://joycone.com 12

If it’s new, you will find it at the Great Lakes Ice Cream + Fast Food Convention and Trade Show February 8 – 10, 2024 at the Kellogg Arena in Battle Creek MI. Make it a priority to attend the industry’s show of the year for the most cost-effective method of finding new products and solutions for your business.

The Trade Show offers Exhibitors from around the country to showcase and demonstrate their products. The show features ice cream and fast-food demonstrations, and 20+ education sessions.

Keynote Speaker is Dr. Scott Rankin, Ph. D. Professor and Chair, Food and Science Dept. University of Wisconsin-Madison, presenting two sessions “Best Practices” and “The Link Between Food and Emotions”.

Convention events include the ever popular Friends First and Trade Show Rookies, Welcome Reception, Eat Ice Cream for Breakfast – Breakfast, Ward J Anderson Scholarship Awards, Founders Banquet Dinner with Live Entertainment by “Yellow Brick Road” Dueling Pianos. The musicians at Yellow Brick Road know a bazillion songs from all decades. This polished Vegas style show has no rivals, and you will have lots of entertaining fun and that’s a fact Jack!

For more information visit www.glicffa.com or call 810-6180605.

Negus Packaging Solutions has had the pleasure to serve customers in North America and Europe for over 50 years. Our main product line of corrugated bulk ice cream containers have been used in dipping cabinets, food trucks and hotels for years as an affordable (and recyclable) alternative to plastic tubs. They are also a great option for ice cream makers selling to grocery stores and restaurants.

We keep this line well-stocked and most orders will ship the same day you place them. Please call (888) 241-7482 and ask for Al or Shane and we’ll send you out a sample today.

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September/October 2023

The National Dipper September/October 2023

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Dingman’s Dairy has everything you need for your ice cream shop, whether you are looking for Premium 3-Gallon Bulk Ice Cream, Soft Serve Ice Cream Mixes or if you’re making Homemade Ice Cream. They have it all: cones, bulk Ice cream and vegan options, syrups, toppings, ice cream mixes as well as yogurt and Vegan mixes, paper cups, spoons, cake boxes etc.

Dingman’s Dairy carries a full line of bases, flavors, inclusions, variegates to make the best Ice cream for your shop, from Star Kay White, Gertrude Hawk, Barry Callebaut, Masterson, I. Rice and R & H Bases. Dingman’s also carries a full line of flavors from Virginia Dare, I.Rice , Green Mountain and Prova Vanilla, as well as bulk ice cream containers from Ropak, Fortney, and Berry Packaging. As you see, they pride themselves on carrying name-brand products from manufacturers you know.

Dingman’s Dairy delivers locally in the tri-state area and throughout the country via FedEx and common carriers. Dingman’s Dairy delivers six days a week in season, to provide shops with the service needed during the key 12 weeks we all need to make the season count. For customers throughout the United States, Dingman’s will FedEx products or, for larger orders they can build a pallet or two, with a variety of over 1,000 different products to ship to customers anywhere. www.dingmans dairy.com

Established in 1946 in Italy and present in the North American market since 1963, Carpigiani enjoys an unrivaled market position, thanks to topquality products, customer service, education programs, and technological innovation. Carpigiani’s equipment is supported through a worldwide network of highly skilled sales managers and service technicians. The premier brand name in frozen-dessert machines, Carpigiani has built a reputation as the essence of quality, education, and service through their worldwide training programs and continuous product development.

Carpigiani manufactures batch freezers and soft serve machines for the production of ice cream/gelato and other types of frozen desserts; plus offering display cases, hardening cabinets and slush machines as a complete solution provider. In addition to the manufacturing capabilities, Carpigiani offers a complete education curriculum for ice cream/gelato entrepreneurs who would like to learn how to start a business, how to develop ice cream/ gelato recipes, and how to build your soft serve ice cream portfolio.

With four manufacturing facilities and seven subsidiaries across the globe Carpigiani has developed a deep global knowledge about a variety of frozen desserts and their equipment needs. The company subsidiary based in High Point, NC additional to equipment manufacturing, hosts 8 weeks of Frozen Dessert university, and offers soft serve consultancy for new businesses. For more information, please visit their website: https://icecream. carpigiani.com/

Rite-Temp asks, Why use a water chiller? If you are not using a water chiller you are probably using city water to cool your water- cooled soft serve and batch freezing equipment. This is like flushing your hard- earned money down the drain. The cost of city water and sewage continues to rise across the country each year. By switching to a closed loop chiller there is no more waste down the drain. These saving can easily justify the cost of purchasing a chiller. Water chillers have a relatively quick payback on investment. Once the expense of purchasing a chiller has been recouped what you had been spending on water and sewer bills becomes profit. In addition to saving money on water utilities a water chiller gives cooler water to your machines compared to city in the warm summer months which will let your water- cooled machines operate at lower head pressure for a longer life. If you have really hot city water in the summer it can cause longer cycle time as well as poor product consistency. So why not use a water chiller? www. ritetemp.com 14

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Fall and Winter Promotions Fall and winter are typically slower months for ice cream sales. But, they don’t have to be. These colder months offer many holidays and opportunities for celebrations. Halloween, Thanksgiving, Christmas, Presidents’ Day are some of the traditional holidays. But we looked a little further and found some holidays that are not as well known and can fun celebrations for you and your customers.

October • October is National Family History Month, give a discount to anyone who brings in their family tree.

• October is also National Pizza Month. Team up with a local pizza shop to offer Italian ices for dessert.

• National Popcorn Poppin’ Month is in October. Serve popcorn with your ice cream.

• Have an apple festival. Apples are in season in October. Feature ice cream sundaes with apple toppings.

Offer hot cider along with the ice cream.

• Have a pumpkin decorating contest in your store, no carving, use markers or paint for the children to draw the faces on the pumpkins. Have different age groups and invite local officials to be the judges.

• Have an Octoberfest in your store.

• October 16th is National Boss Day. Send flyers to business in the area to remind employees to treat their bosses with your special ice cream sundaes or banana splits.

• National Dessert Day is the 2nd Tuesday in October. Feature a special dessert that day.

• Sweetest Day is the third Saturday in October, offer special Sweetest Day sundaes for two.

• Mother-in-law Day is the 4th Sundae in October. Offer free sundaes to mothers-in-law or a free sundae to the in-law who brings in the mother16

in-law.

• Marathons are popular in the fall. Be a sponsor and give your product to the runners at the end of the race.

• Many people now decorate their homes for Halloween. Sponsor a contest in your neighborhood and give the winner a year’s supply of ice cream.

• And of course, there is no end to the sports programs at local schools that are looking for sponsors. Sponsor a team and invite them to come to your store for ice cream after the game.

November • Craft shows are popular at this time of year for Christmas gifts. Invite a local church or craft group to hold their craft show in your store or parking lot, if the weather permits.

• November is peanut butter lover’s month. Feature sundaes with peanut butter during the month.

• Many local elections are held in November. Name a sundae after each candidate. Keep a count of how many of each are sold and your customers may be able to predict the winner of the election.

• Veterans Day is November 11 (observed on November 10th this year).

Create a special treat for veterans.

• November 16th is the Great American Smokeout. Give a free sundae to anyone who turns in their pack of cigarettes or vape pen.

• Thanksgiving is the 4th Thursday in November. Pumpkin ice cream is great or pumpkin pie with ice cream.

Team up with a local bakery if you don’t serve pies. Give the bakery coupons to hand out with the purchase of their pumpkin pies. Customer can redeem the coupons at your store for ice cream.

• Christmas parades are popular over the Thanksgiving weekend. See if you can participate in the parade with a float or an ice cream costumed character marching in the parade and handing

out coupons to onlookers.

• Check with local schools and churches to see if they are having any special holidays, craft sales or events in which you can participate.

December • Poinsettia Day is December 12.

Decorate your store with poinsettias, they will last through the holiday season. Or purchase plastic poinsettias and decorate your sundaes and banana splits with them. Have a poinsettia sundae.

• The South Pole was discovered on December 14th. Have a South Pole party in your store.

• December 15th is the Bill of Rights Day. Celebrate the signing of the Bill of Rights.

• The Wright Brothers took their first powered flight on December 17th.

Name a sundae in honor of Wilbur and Orville Wright.

• Winter officially begins December 22nd. Have a winter festival in your store.

• Don’t forget Chanukah and Christmas celebrations.

• Many office Christmas parties are being held during December.

If you make ice cream cakes, contact restaurants and businesses in the area to serve your cakes for dessert at these parties. Or offer a sundae bar for party goers to help themselves.

• New Year’s Eve is also a big party night. Cater your ice cream treats at these parties as well.

• Local department stores and malls have Santa visit with children.

See if you can give coupons for ice cream cones to the children who visit Santa. Mom and dad will have to bring them to your store and will also purchase treats for themselves.

• Again sponsor a Christmas decorating contest for homeowners in your neighborhood. Have local officials be judges and award the winner a year’s

The National Dipper

September/October 2023

• Friends First & Trade Show Rookies • 20+ Education & Breakout Sessions • Meet n Greet Night • Welcome Reception • Good Morning Breakfast & Breakfast

With Friends

• Ward J Anderson Scholarship Awards • Banquet Dinner &

Live Entertainment

“Yellow Brick Road “ Dueling Pianos

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• Show Floor Demonstrations

Keynote Speaker A polished Vegas style show full of variety of songs from all decades!

Attend FREE With GLIC+FFA Paid Membership

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Convention Hotel

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Group Rate - Book Online www.glicffa.com/convention-trade-show/ OR Call 269-963-7050

Scott Rankin, Ph.D. Professor & Chair, Food Science Dept.

University of WisconsinMadison

Presenting 2 Seminars “Best Practices” And “The Link Between Food & Emotions”

For information on Exhibit space Contact us today!

810-618-0605

Visit Great Lakes Ice Cream + Fast Food Association at www.glicffa.com or Call 810-618-0605 The National Dipper September/October 2023

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supply of ice cream.

January • New Year’s Day or should I say football day. Again, lots of parties to cater your special desserts.

• January is National Diet Month so create a low calorie dessert for those observing diets.

• January is also National Tea Month. Serve flavored hot tea in your store during the month.

• January 1st is Paul Revere and Betsy Ross’ birthday. Celebrate with an American flag dessert, vanilla, strawberry and blueberry ice cream.

• The Florida Citrus Bowl, the Cotton Bowl, the Rose Bowl, the Sugar Bowl, just to mention a few. January is football month. Create a special dessert for each bowl game. Have a competition in your store, similar to the presidential poll to see who your customers will pick to win each bowl game.

• Winter festivals and snow sculpting contests are popular at this time of the year. Why not have an ice cream sculpting contest. Again, invite local

personalities to judge the contest.

• Winter white sales are held in most stores at this time of the year.

Have your own white sale, put your vanilla ice cream on sale. Everything made with vanilla ice cream is 10% off.

• The temperature plummets, so what do you do? For every degree below freezing, take a penny off the cost of your ice cream.

• Does your area have a lot of snow? For every inch of snow that falls, take a penny off the cost of your ice cream.

February • February is National Cherry Month. Put a cherry on everything to celebrate.

• February is also National Snack Month. What better snack is there than ice cream?

• February 2nd is Groundhog Day. Create a groundhog sundae, one with marshmallow sauce if the sun is shining and one with chocolate syrup if the sun is not out.

• February 4th is the halfway point

The ECO SCOOP SHOWER To Order www.dipwell.com rinse@dipwell.com / 413-587-4673

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of winter. You are almost there!

• Lincoln’s Birthday and George Washington’s Birthday are in February. Presidents’ Day is actually celebrated on the 3rd Monday in February.

But that doesn’t mean you can’t celebrate on February 12th and 22nd, their real birthdays. Start the promotion on the 12th and carry it through to the 22nd.

Don’t forget the cherries.

• Valentines’ Day is February 14th.

Create sundaes and banana splits for two. How about a heart cake made with strawberry ice cream.

We have just mentioned a few ideas here, but if you need more ideas go to the library and ask for Chase’s Calendar of Events. Online, you need to pay for access to the content or purchase the book. It lists more than 10,000 national and local holidays, celebrity birthdays, historical anniversaries, entertainment awards and more.

Each state celebrates their own special events. And they are all listed. Contemporary Books publishes a new edition of this reference guide each year.

If you are a member of your local Chamber of Commerce, they also hold events to promote business in the area. If you are not a member, consider joining and become involved in their promotions as well.

Most important, don’t forget to send a press release to your local newspaper, radio or television station when you are doing an unusual promotion or event. Free publicity is priceless. If you involve local charities or personalities in your promotion, you will stand a better chance to receive free publicity. And make sure the reporter and camera crew get a sample of your ice cream. They will remember it, and return often to your store to cover events.

And don’t forget social media.

Post on your website, Facebook, Instagram, Twitter or whatever platform you use. Let your customers know what you are doing on a daily basis.

As far as advertising is concerned, it certainly helps to bring in customers. So do posters in your windows and flyers passed out to houses in the area.

Let your neighbors know what you are doing.

Fall and winter can be profitable, if you plan ahead and promote.

The National Dipper

September/October 2023

Managing Cash and Avoiding Bank Failures

by Mark E. Battersby The recent wave of bank failures has put a new focus on the security and stability of financial institutions. Even with protections in place, a bank’s failure can be disruptive, causing delays and confusion regarding access to funds, not to mention the potential impact on the funding that is so necessary to every ice cream, frozen custard, gelato, soft serve, frozen yogurt, Italian Ice, sorbet and other frozen dessert retail store.

Most small businesses face little risk of a failed bank. The Federal Deposit Insurance Corporation (FDIC) insures deposits of up to $250,000, an amount far more than the $12,100 balance for most small businesses revealed in a recent JPMorgan Chase Institute survey. The potential risk increases for frozen dessert businesses with employees or being funded by venture capital.

The Payroll Exception Payroll costs are among the biggest expenses for most in the frozen dessert industry. However, for the record, only 20% of all small businesses have employees which, according to the SBA, means few have significant payroll costs that can push their deposits above $250,000.

Avoiding Possible Bank Failures Thanks to government programs most small frozen dessert stores face little risk of their bank failing. However, now that the panic from the bank collapses appears diminishing, all small businesses should examine their accounts to determine their level of risk and protect their deposits from potential future bank failures.

As mentioned, the FDIC inThe National Dipper

sures each depositor at each institution -– not separate accounts at one institution. Having a second banking relationship makes it easier to quickly wire funds to safety when worries develop about one being unstable.

Since these protections usually come into play only after-the-fact (i.e., after the failure of a bank), it is much more critical that frozen dessert store owners and managers take the necessary precautions to avoid needing those protections.

The safest course of action is to do your own due diligence and distribute your risk.

A typical Due Diligence Checklist might include: • Assess the overall health of the operation’s bank • Review the bank’s investments • Ensure the bank participates in so-called “Stress Tests” • Regularly monitor the bank for material changes, and • Protect deposits beyond FDIC depositor protection such as with accounts in more than one institution.

Mitigating The Risk Surprisingly, it is banks that may offer the most protection from failure. The IntraFi Network, a system that can split a customers large deposits into small chunks that are below the $250,000 cap, sends those chunks to other banks in the system. The result? Customers have multiple FDIC-insured accounts without having to open each account.

The first option involves the bank chopping a customer’s money into certificates of deposits (CDs) of less than $250,000 before placing those accounts in other institutions. While the CDs earn interest,

September/October 2023

the money can’t be withdrawn before the CDs mature.

A second option involves a so-called “sweep account” where a customer’s balance in excess of $250,000 is “swept out” to other banks periodically in smaller blocks. With both options, deposits are protected by the FDIC because, technically they are sitting elsewhere.

Although free, banks usually limit the service to only businesses with uninsured deposits. Even if eligible, however, a frozen dessert store owner may not want to utilize either option, leading to copying bigger operations by creating a treasury strategy.

Profits From Treasury-Related Actions All frozen dessert business owners know how difficult managing the operation’s finances can be.

Tracking profits and losses, planning future expenditures and securing expansion capital can be challenging. One answer is Treasury Management, those back-office, behind the scenes services that enable small businesses to make and receive payments electronically, in-house or through a financial services provider.

Although accounting software can usually handle day-to-day cash flow management, treasury management usually involves more.

Treasury management, both inhouse and via outside providers, includes managing the operation’s holdings with the ultimate goals of managing its liquidity and minimizing potential risk.

A simple switch to electronic deposits wherever possible could improve cash management, keep deposits safer and save time. Plus, there is faster notification of at19

tempts to deposit checks where there might be a lack of funds.

For some frozen dessert businesses in-house treasury management might incorporate the clearing network for electronic payments, the Automated Clearing House (ACH). ACH is an efficient -- and economical -- way of making and receiving payments.

ACH payments are made by directly transferring funds from one bank to another cutting out the use of paper checks. While it costs an average of $1.22 to process a paper check, the same payment can be processed for pennies using ACH. Funding in Todays Topsy-Turvey Financial Arena In a recent National Small Business Association (NSBA) poll on the current state of lending following the collapse of Silicon Valley Bank (SVB), more than half of the respondents said they were unable to obtain adequate funding even prior to the SVB collapse with a third claiming terms have become less favorable.

It’s not that banks are reluctant to lend to small businesses but, traditional financial institutions have outdated, labor-intensive lending processes and regulations that are often unfavorable to smaller businesses and organizations. When credit dries up and liabilities become harder to roll over, there may be a need for alternative financing.

Alternative financing refers to any method through which frozen dessert store and other business owners can acquire needed capital without the assistance of traditional banks. Generally, if a funding option is based entirely online, it is considered an alternative financing method. By this definition, options such as crowdfunding, online loan providers and cryptocurrency qualify as alternative financing.

Among the reasons why a retail store owner might turn to alternative financing are: • Lower credit requirements: Traditional banks are almost certain to decline loans to borrowers with poor credit • Faster approval: Traditional

bank loans can take weeks to be approved, whereas some business loan alternatives provide access to funding in as little as one week.

• Easier qualification: Not all small business owners meet the additional requirements to apply and be approved for traditional loans.

In these cases, business loan alternatives are helpful.

Online Versus Brick And Mortar Small-business lending is becoming a big business, with hundreds of millions of dollars raised from unique “platforms” such as Crowdfunding, Peer-to-Peer Lending and Marketplace Lending. The entire lending marketplace is an emerging segment of the financial services industry that increasingly uses online platforms to lend directly or indirectly to consumers and small businesses.

As the needs of investors and financial services customers become more complex, there is a demand for effective tools to simplify the process. So called “digital transactions” involve constantly evolving methods where Financial Technology (FinTech) companies collaborate with various sectors of the economy to take advantage of new lending and capital raising opportunities.

Financial institutions are increasing the digitized services they offer while the financial marketplace competes with offering such as peer-to-peer lending, alternative online financing and crowdfunding.

How can a frozen dessert business owner or manager take advantage of these speedy financing options while avoiding the risks associated with borrowing from so-called “shadow banks?”

Marketplace Lending While the newer marketplace funding remains largely undefined, it encompasses lenders that make loans to higher-risk, lowerincome borrowers; micro-finance; and larger-scale lenders that market their products to traditional consumers and small businesses.

Online marketplace lending refers

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September/October 2023

to the segment of the financial services industry that uses investment capital and data-driven online platforms to lend directly to small businesses and consumers.

The U.S Treasury, broadly defines “Marketplace Lending,” stating that it is: “The segment of the financial services industry that uses investment capital and data-driven online platforms to lend either directly or indirectly to small businesses and consumers.” They go on to say: “Companies operating in this industry tend to fall into three general categories: (1) Balance sheet lenders, (2) online platforms (formerly known as “Peer to Peer” or “P2P”), and (3) bank-affiliated online lenders.”

While the volume is tiny in comparison with traditional bank lending, marketplace lending has experienced rapid growth, with new lenders originating over $12

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billion in loans. Marketplace lenders employ new, largely automated underwriting processes.

In fact, some online lenders purportedly rely on “big data” not evaluated as part of traditional bank underwriting processes. Unfortunately, there has yet to be one consistent, concise definition of what marketplace lending truly means or universal guidelines for qualifying.

The Path to Coping With Potential Bank Failures Although, in the short term bank accounts remain safe because regulators have shown a willingness to step in when needed, the experts advise it’s probably a good idea for small businesses to diversify their funds while cementing their relationship with the ice cream or frozen dessert operation’s banker or bankers.

Coping with the potential of

September/October 2023

a bank failure is something that should be done today. In addition to being prepared, the strategies that reduce the risk of exposure to a bank’s failure can be quite profitable for every ice cream, frozen custard, gelato, soft serve, frozen yogurt, Italian Ice, sorbet or other frozen dessert business.

Mark Battersby’s columns, currently serving readers in a variety of fields, provide a wealth of topical information on a regular basis. Mr. Battersby writes and sells more than 200 features for trade magazines and journals every year in addition to writing and syndicating a column of general business tax information to over 45 business journals each week, newspapers and periodicals. Mr. Battersby also writes three topical columns every week and 13 trade magazine columns every month. v

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These Seven Employee Behaviors May Well Predict Your Company’s Odds of Survival Too many compnies keep their people trapped in the “old way” of working. If yours is one of them, you might not be around much longer. Ed Hess reveals seven key behaviors that are missioncritical for organizational success in the Digital Age—and a few red flags that show you might be in trouble.

The old way of working is dead.

Its death throes began decades ago, and the COVID shake-up has slammed the lid on the coffin. In a world of flux, we all have to be 24/7 learners, innovators, and collaborators. Yet most companies continue to allow, encourage, or even force workers to keep up their old rugged-individualistic, headdown, fear-driven, Industrial-Revolution-era ways.

Ed Hess says many leaders don’t even realize these “old-school” dynamics are at play in their company.

And if they do, they may not know how dangerous they are.

“No business can compete for long in a marketplace that requires constant innovation when people show up to work in a way that squelches innovation,” says Hess, author of Hyper-Learning: How to Adapt to the Speed of Change. “And it doesn’t matter how much you insist your culture is innovative if the behaviors happening around you inhibit innovation.”

To paraphrase Emerson, what your employees do speaks so loudly that no one can hear what your mission/vision/ values say.

What Hess calls the “new way of working” requires employees to continuously learn, unlearn, and relearn so they can adapt to the reality of the world as it evolves. This is the essence of Hyper-Learning. And it requires leaders to lead in a way that encourages this to happen.

In his book, Hess identifies seven foundational behaviors that are necessary for people to be HyperLearners. He says they’re a good yardstick for any organization.

“Look around,” he urges 22

leaders. “If you don’t see these seven behaviors in action, you don’t have an innovative culture. The proof is in how people act, every day.”

BEHAVIOR 1: Managing Self. The best thinkers, the best learners, the best collaborators, and the best listeners have learned how to manage their Inner World—their ego, mind, body, and emotions. This means people have a quiet ego and are open-minded and good at “not knowing.” They don’t reflexively defend, deny, or deflect when someone challenges them.

They are willing to change their position when they get better evidence.

When talking to others, they have a quiet mind and are fully present and focused totally on listening and trying to understand what the other person is saying. They control their negative emotions and rarely fly off the handle.

Red Flags: A person who can’t “manage self” has to always be right. Others may describe them as defensive, arrogant, judgmental, or super-opinionated. A person who frequently interrupts people or who multi-tasks while listening to others. A person who behaves in disrespectful ways or can’t control their emotions. A person who raises their voice or who glares at people.

BEHAVIOR 2: “Otherness.” No one achieves success by themselves. In the Digital Age, their success will be highly dependent upon their ability to build caring, trusting relationships at work that enable the highest levels of thinking and learning with others.

Otherness is a mindset—a belief that they need the help of others to see what they don’t see because of their tendencies to seek confirmation of what they believe. Otherness is a behavior—behaving in ways that show they respect the human dignity of the other person.

Success in the Digital Age will require Otherness. A competitive survival-ofthe-fittest mindset will be the quickest pathway to failure. Their biggest competition in the Digital Age will be

themselves, not others.

Red Flags: A person who rarely asks others for help. A person who believes he is better than most people. A person who views each conversation as a winlose, zero-sum game. A person who will not prevent someone from doing something wrong because they want them to fail. A person who gossips negatively about others. A know-it-all.

A braggart.

BEHAVIOR 3: Emotionally Connecting in Positive Ways. The science is clear: Positive emotions enable better learning, better decision-making, and more willingness to explore, create, and innovate. A positive emotional work environment comes about because people bring their positive emotions to the conversation. They understand the power of slowing down to be fully in the moment, and they express their positivity by smiling, by their tone of voice, by their calmness, and by the words they choose to use. They behave in respectful ways to others even if they disagree with what is being said. They express gratitude often (i.e., “thank you,” “I appreciate that,” “you are kind”). A positive emotional environment in a meeting liberates people in that people can sync their positivity with each other and be fully engaged without the limitations of worries, insecurities, and fears. People can be their Best Selves, so you have the opportunity to have high-quality conversations that can result in team flow that can lead to “wow” results.

Red Flags: People are rude to each other. People use body language that says, I am not really listening to you or I am dominant. People put down others. People are closed-minded or not engaged. People are constantly interrupting or raising their voices and moving forward, getting ready to attack verbally.

BEHAVIOR 4: Effective Collaboration. This begins with leaders: They know how to set up meetings so that

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September/October 2023

Promotion of the Year Contest The Promotion of the Year Contest is now open to ALL ice cream store owners in the United States.

Just submit your promotion to The National Dipper by September 20, 2023 to enter the contest.

Win a beautiful plaque engraved with your store name, suitable to hang in your store for all to see. AND the promotion will be featured in an upcoming issue of The National Dipper.

Promotion must have taken place in 2023. Entries must be received by September 20, 2023. Include a detailed description of your promotion. Include your name, store name, address, phone and email. State the objectives and results that were met by your promotion.

Entries are judged on the basis of ORIGINALITY, creativity, objectives accomplished, presentation to the consumer and how easily the promotion can be adapted in other ice cream retail businesses.

Send your promotion to: Lynda Utterback The National Dipper lynda@nationaldipper.com Questions? Please call 847/301-8400

Deadline: September 20, 2023 The National Dipper

September/October 2023

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September/October 2023

people feel psychologically “safe” to join in. Leaders have created an environment where collaboration is not a competition—an environment where people care about each other and trust that no one will do them harm. During meetings, people are fully present, attentive, and connected to each other. Everyone gets to speak. People challenge the status quo and seek the best possible idea, regardless of the status or position of who suggested it.

Red Flags: The highest-ranking people dominate and aggressively push their views. Meetings are not genuine open discussions—the answer is predetermined, and the real goal is consent and compliance.

Some people don’t speak up at all.

Too often, critiques get personal.

BEHAVIOR 5: Reflective Listening. People who exhibit this behavior allow others to talk. They reframe what they think the other person is saying, to make sure they understand. They ask clarifying questions before telling, advocating, or dis-

The National Dipper

agreeing. When they do disagree, they critique the idea, not the person.

Red Flags: People don’t make eye contact. They interrupt. They multitask during meetings. They are great “tellers,” not listeners. Their egos are wrapped up in showing the speaker that they are the smartest person in the room.

BEHAVIOR 6: Courage. In the Digital Age, everyone will have to excel at going into the unknown and figuring things out. That takes courage—the courage to try. A person with courage is willing to experiment, even though they know they might fail. They also understand that most learning comes from having conversations with people who have different views. They don’t mind having respectful difficult conversations. You’ll find them volunteering for new projects, openly sharing their views, and asking for lots of feedback.

Red Flags: People are unwilling to take risks. They seem guarded and closed-lipped. Because they fear making mistakes or looking bad, they rarely step out of their comfort zone.

September/October 2023

BEHAVIOR 7: Evidence-Based Decision-Making. When employees possess this behavior, they are not married to their ideas. They are more open-minded. They never assume. They are always seeking data, even if it will disconfirm their theory or even force a return to the drawing board. They seem to get the statement “I am not my ideas” on a deep level.

Red Flags: People defend their ideas even when there’s no data to support them. They rarely ask for the input of others, and if it’s given, they don’t listen to it. They are invested in being “right.”

“If you see most of these seven foundational behaviors in action, you’re on the right track,” concludes Hess. “If you see a lot of red flags, you’re in trouble.

“The good news is that people can change their behaviors. It takes a lot of intentional work. But as is always true, the first step is admitting you have a problem—and the second is realizing the upside of changing outweighs the downside of not changing.” v

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Yellow Pages The National Dipper Yellow pages is a complete resource guide for tthe frozen dessert retail industry and will appear in every issue.

Listings are sold on an annual basis and rates are for six issues.

Yellow pages are not commissionable and payment must accompany order. Send your order to: The National Dipper, 1532 Oregon Tail, Elk Grove Village, IL 60007-7226. 847/301-8400.

Regular Listing: 1st line $415. year, additional lines, $395. year.

Maximum characters 40 characters per line.

Boldface Listing: 1st line $520. year, additional lines, $415. year.

Maximum 30 characters per line.

ALL CAP Listing: additional $95 a line per year, regular or boldface.

Maximum 30 characters per line.

ASSOCIATIONS Great Lakes Ice Cream & Fast Food Assn. ..................810/618-0605 BATCH FREEZERS Carpigiani…………icecream.carpigiani.com……..……800-648-4389 Emery Thompson……wwwemerythompson.com….….718/588-7300 BOOKS Tips for Costing Ice Cream & Frozen Yogurt Cakes & Pies, plus: Tips for Costing Ice Cream Cones, Sundaes, Shakes & Other Goodies………………………..JLM Unlimited..............847-301-8400

ICE CREAM CARTS & FREEZERS Carpigiani…………icecream.carpigiani.com……..……800-648-4389 ICE CREAM CONTAINERS GlacierPoint Enterprises, Panza Division www.icecreamproducts.com…………………….800-Ice-Cream Visstun Cups…………..www.visstuncups.com……..….702/251-8809 ICE CREAM MIX GlacierPoint Enterprises, Panza Division www.icecreamproducts.com…………………….800-Ice-Cream ICE CREAM MIX - VEGAN GlacierPoint Enterprises, Panza Division www.icecreamproducts.com…………………….800-Ice-Cream LUBRICANTS HAYNES LUBRICANTS..WWW.HAYNESMFG.COM..800-922-2166 PLANT BASE HARD PACK MIX Meadowvale…….www.meadowvale-inc.com…..…..800-953-0201 PHOTOGRAPHY Stella Lorens Gallery…www.stellalorens.com...............630/730-8297

BULK ICE CREAM CONTAINERS GlacierPoint Enterprises, Panza Division www.icecreamproducts.com……………....……800-Ice-Cream Negus Packaging Solutions 3220 Kingsley Way, Madison, WI 53713

SODA FOUNTAINS AMERICAN SODA FOUNATIN, INC............................312/733-5000 455 N. Oakley Bl...Chgo, IL 60612...www.americansodafountain.com Parts-Sales-Service-Mixers-Pumps-DraftArms-SodaFount.Bev.Equip

CONES GlacierPoint Enterprises, Panza Division www.icecreamproducts.com…….....……………800-Ice-Cream Joy Cone Co……...www.joycone.com……..............…..724/962-5747 PDI Cone-Dutch Treat…Sugar Cones & Toppings..…716/821-0698

SOFT SERVE FEEZERS Carpigiani…………icecream.carpigiani.com……..……800-648-4389

DIPPING CABINETS Carpigiani…………icecream.carpigiani.com……..……800-648-4389 FLAVORS GlacierPoint Enterprises, Panza Division www.icecreamproducts.com…………………….800-Ice-Cream Green Mountain Flavors, Inc. ………………………..800-639-8653 FROZEN CUSTARD GlacierPoint Enterprises, Panza Division www.icecreamproducts.com…………………….800-Ice-Cream Classic Mix Partners...www.classicmixpartners.com.....800-722-8903 Award Winning Frozen Custard Mixes FROZEN YOGURT MIX GlacierPoint Enterprises, Panza Division www.icecreamproducts.com…………………….800-Ice-Cream HARDENING CABINETS Carpigiani…………icecream.carpigiani.com……..……800-648-4389

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Custom Cups & Containers • Quick • Easy • Awesome Call Today (702) 251-8809 support@visstuncups.com 26

TOPPINGS GlacierPoint Enterprises, Panza Division www.icecreamproducts.com…………………….800-Ice-Cream TR Toppers ……. www.trtoppers.com…………......……800-748-4635 VANILLA Prova Gourmet….www.provagourmet.com/us…...........401/480-1599 VEGAN ICE CREAM MIX GlacierPoint Enterprises, Panza Division www.icecreamproducts.com…………………….800-Ice-Cream

Regional Yellow Pages Regional Yellow Pages are available to companies that distribute products and/or services in a limited area of the country. Companies are listed in the state in which they are located. Regional Yellow Pages will appear in all six issues of The National Dipper and rates shown are for six issues. Regular Listing: 1st line, $310. per year, additional lines $175. per year. Maximum 40 characters per line.

Boldface Listing: 1st line, $415. per year, additional lines $305. per year. Maximum 30 characters per line. ALL CAP Listing: additional $80. a line per year, regular or boldface. Maximum 30 characters per line. Payment must accompany order. Regional Yellow Pages are non-commissionable.

MASSACHUSETTS Taylor New England …..800-245-4002…www.taylornewengland.com NEW JERSEY GlacierPoint Enterprises, Panza Division www.icecreamproducts.com…………………….800-Ice-Cream Dingman’s Dairy....www.dingmansdairy.biz...................800-958-6838 NEW YORK Hill & Markes…………….......................……….www.hillnmarkes.com OHIO Peck Food Service 17000 Rockside Rd…....................………..Maple Heights, OH 44137 216/587-6814…………www.peckfoodservice.com…...800-732-7325

The National Dipper

September/October 2023

Calendar SEPTEMBER National Honey Month National Papaya Month 2 – National Blueberry Popsicle Day 4 – National Macadamia Nut Day 4 – Labor Day 6 – National Coffee Ice Cream Day 10 – National Hot Dog Day 10 – Grandparent’s Day 11 – Patriot Day 11 – National Hot Cross Bun Day 12 – Ntl. Chocolate Milkshake Day 13 – National Peanut Day 15 – Double Cheeseburger Day 16 – Rosh Hashanah Begins 18 – Cheeseburger Day 21 – National Pecan Cookie Day 22 – National Ice Cream Cone Day 22 – National White Chocolate Day 23 – Autumn Begins 23 – National Key Lime Pie Day 25 – Yom Kippur 27 – National Chocolate Milk Day 28 – Strawberry Cream Pie Day 29 – National Coffee Day 29 – National Mocha Day OCTOBER National Apple Month National Pretzel Month National Caramel Month National Cookie Month National Dessert Month 3 – National Caramel Custard Day 8 – National Fluffernutter Day 9 – National Frappe Day 9 – Indigenous Peoples’ Day 10 – Columbus Day (Observed) 10 – Angel Food Cake Day 11 – Sausage Pizza Day

13 – National M&M® Day 14 – National Dessert Day 16 – National Boss Day 18 – National Chocolate Cupcake Day 21 – Sweetest Day 22 – National Nut Day 23 – Boston Cream Pie Day 24 – United Nations Day 28 – National Chocolate Day 30 – National Candy Corn Day 31 – Halloween 31 – National Caramel Apple Day 11– Make It Fresh! Seminar. Emery Thompson Machine, Brooksville, FL. Contact: Christi Brown, Emery Thompson Machine, 15350 Flight Path Dr., Brooksville, FL 34604.

718/588–7300. Fax: 352/796-0720. E– mail: christi@emerythompson.com NOVEMBER National Georgia Pecan Month Peanut Butter Lover’s Month 4 – National Candy Day 5 – National Donut Day 5 – Daylight Savings Time Ends 7 – Election Day 8 – National Cappuccino Day 10 – National Vanilla Cupcake Day 11 – Veterans Day 11 – National Sundae Day 16 – National Fast Food Day 20 – Ntl. Peanut Butter Fudge Day 23 – National Cranberry Day 23 – National Cashew Day 23 – Thanksgiving Day 25 – National Parfait Day 25 – Small Business Saturday

NEGUS PACKAGING SOLUTIONS

Advertisers’ Index Carpigiani........................................13 Costing Manuals..............................10 Cold Car...........................................15 Dingman’s Dairy................................9 Dipwell Techware.............................18 GlacierPoint Panza.............................2 Great Lakes Ice Cream & Fast Food Association.............................17, 20 Haynes Mfg.......................................7 Joy Cone Co....................................21 Stella Lorens Photography ..............24 The National Dipper

Negus Packaging Solutions..............27 A.Panza & Sons, Ltd..........................2 Prova Gourmet...................................5 Rite-Temp.........................................25 TR Toppers.......................................27 Visstun.............................................26 This Advertisers’ Index is published as a service to you, the reader. The publisher does not assume liability for errors or omissions.

September/October 2023

SQUARE PAK™ also available.

NEGUS

3220 Kingsley Way Madison, WI 53713

888-241-7482

negus.info@negusboxnbag.com www.negusboxnbag.com

Distributor Inquiries Welcome 27

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September/October 2023