NED Yearbook 2025

THE OFFICIAL PUBLICATION OF THE NORTHEAST DAIRY FOODS & SUPPLIERS ASSOCIATIONS

2025

Yearbook

NDFSA.ORG

y packaging solutions are thepackaging cream of solutions the crop Dairy Dairy packaging solutions ooking to improve e�ciency, sustainability that are the cream of the crop d recognition, let us help. hat are the cream of the crop If you’re looking to improve e�ciency, sustainability

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CUSTOM DAIRY FABRICATION

Sustainable materials

E�cient automation

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Reduce plastic use Improve uptime, Meet FSMA with renewable line speeds and requirements and Popular formats Sustainable materials E�cient automation Connected Solutions paper-based materials. operational throughput. improve inventory Meet retailer and Reduce plastic use E�cientImprove uptime, Meet FSMA ular formats Sustainable materials automation Connected Solutions management.

consumer needs with renewable line speeds and requirements and t retailer andbrandable Reduce plastic use Improve uptime, Meet FSMA with paper-based materials. operational throughput. improve inventory sumer needs line speeds and requirements and shelf-ready with renewable management. brandable paper-based materials. operational throughput. improve inventory packaging. f-ready management. kaging. ustainable paper and packaging solutions, Smur�t Westrock is committed

We can help make your process a success.

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ou adapt and thrive in today’s environment with e�ective, A leader in sustainable paper and packaging solutions, Smur�t Westrock is committed aging solutions. to helping you adapt and thrive in today’s environment with e�ective, eader in sustainable paper and packaging solutions, Smur�t Westrock is committed holistic packaging solutions. helping you adapt and thrive in today’s environment with e�ective, stic packaging solutions.

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F E L D M E I E R . C O M |30 F O L L O W U S O N

4 Smur�t WestRock Company and/or its a�liates. Smur�t Westrock and the Smur�t Westrock logo are trademarks

2025 ANNUAL

Northeast Dairy CoNfereNCe HOSTED BY

Sept. 17-19, 2025 HELD AT THE

MGM Springfield Springfield, MA You won’t want to miss out on an agenda full of educational business sessions, networking opportunities, and fun activities.

This year’s convention will be held at the MGM Springfield. This hotel combines new construction with revived historic buildings, offering gaming, a 250-room boutique hotel, spa services, retail, and dining.

Scan this QR code stay up-to-date on the latest dairy industry news by following Northeast Dairy Media and the NDFSA.

31

Scan the QR code and watch your email for the agenda and speaker updates.

MORE NDFSA EVENTS

DAIRY BLENDER March 25, 2025 Hyatt Regency Hotel Rochester, NY

BRUCE KRUPKE GOLF TOURNAMENT & CLAMBAKE July 9, 2025 Golf 8 A.M.-1 P.M. Rogues Roost Golf Course Bridgeport, NY Clambake 1-7 P.M. Spinning Wheel Event Center North Syracuse, NY

contents Yearbook 2025

FRONT DESK 07 E XECUTIVE DIRECTOR’S MESSAGE Welcome to the First Edition of the NDFSA Yearbook!

MEMBER NEWS 12 Nelson-Jameson

Continues its Growth

Q1 2024

Southern Cheddar and Herb Cheese Straws

Unify Your Sales and Marketing Teams to Close More Deals

BY DEVON E. HOFFMAN

Q2 2024

BY ALEX WALSH

10 ASK YOUR BOARD OF DIRECTORS

28 LEANNE’S KITCHEN

24 SALES + MARKETING

30 SOMETHING TO CONSIDER The Story Behind the Indianapolis 500’s Iconic Milk Tradition

BY GARY LATTA

32 FEATURE

2024 Dairy Trends

BY COURTNEY KLESS

36 NDFA MEMBER PROFILE Bartlett Dairy Offers More Than Milk

40 SALES + MARKETING

Data-Driven Decisions for PPC Success

BY COURTNEY KLESS

38 NDSA MEMBER PROFILE

The Probst Group Has ‘Unparalleled Expertise’ in Wastewater Solutions

BY BRIAN BLUFF

41 LEANNE’S KITCHEN

Orange Creamsicle Popsicles

BY COURTNEY KLESS

16 SOMETHING TO CONSIDER

Q3 2024

The Amazing U.S. Dairy Cow

44 FEATURE

Sustainability

BY GARY LATTA

20 NDSA MEMBER PROFILE

THE OFFICIAL PUBLICATION OF THE NORTHEAST DAIRY FOODS & SUPPLIERS ASSOCIATIONS

Pactiv Evergreen: ‘Packaging a Better Future’ Through Innovation

QualiTru Sampling Systems is Committed to Innovation, Safety

NDFSA Members Reflect on Their Journey

BY COURTNEY KLESS

BY COURTNEY KLESS

22 HUMAN RESOURCES

The Five Most Common Mistakes Companies Make When Hiring or Acquiring New Employees

56 NDSA MEMBER PROFILE

58 HUMAN RESOURCES LEGISLATIVE REPORT

MEMBER PROFILE

ASSOCIATION EVENTS

HUMAN RESOURCES

As the 2024 Sessions End, Election Preparations Begin

QualiTru Sampling Systems is Committed to Innovation, Safety

Preview of the 2024 Northeast Dairy Convention

Exploring Recruiting Trends with KCO Resource Management

Third Quarter 2024

BY DR. GARY KUSTIS 4 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

ND FSA.ORG

Exploring the Latest Trends in Recruiting

60 LEANNE’S KITCHEN

PB Swirl Ice Cream Pie

contents Yearbook 2025

Q4 2024 62 FEATURE

Members Milestones

79 NDSA MEMBER PROFILE

DCC Automation Celebrates Seven Decades of Success

THE OFFICIAL PUBLICATION OF THE NORTHEAST DAIRY FOODS & SUPPLIERS ASSOCIATIONS

74 ASSOCIATION NEWS

Winners of 2024-25 Bruce Krupke Memorial Scholarship Announced

Celebrating MILESTONES

BY COURTNEY KLESS

81 LEANNE’S KITCHEN

Christmas Tree Cheese Ball

76 SALES + MARKETING FRONT DESK

ASSOCIATION EVENTS

MEMBER PROFILE

SALES + MARKETING

Closing Out a Successful 2024

Highlights from the 2024 Northeast Dairy Convention

DCC Automation Celebrates Seven Decades of Success

Google AI Updates for 2024

Fourth Quarter 2024

N DFSA.O RG

Google AI Updates for 2024: A Comprehensive Look at New Features and Tools

BY MELINDA AIKEN

2024 EVENTS

SPECIAL PREVIEW

82 DAIRY BLENDER

Q1 2025

THE OFFICIAL PUBLICATION OF THE NORTHEAST DAIRY FOODS & SUPPLIERS ASSOCIATIONS

2025

84 DAIRY DAY

INDUSTRY FORECAST

86 BRUCE W. KRUPKE GOLF TOURNAMENT & CLAMBAKE 90 NORTHEAST DAIRY CONVENTION

BUSINESS TRENDS

ASSOCIATION NEWS

SALES + MARKETING

LEGISLATIVE REPORT

Enhancing Your Data Security

Dairy Blender Preview

How CRMs Can Help You Grow

The 2025 Sessions Kick Off

First Quarter 2025

95

N D F SA . O R G

FEATURE

Members Share Their Outlook for the Upcoming Year

101 2 025 MARKS A CELEBRATION OF AGRICULTURE

BY ROB FULTON

Stay up-to-date on the latest dairy industry news by following Northeast Dairy Media and the NDFSA

NED Magazine • Yearbook 2025 • 5

contents Yearbook 2025

Northeast Dairy Foods Association, Inc. EXECUTIVE DIRECTOR

Alex Walsh BUSINESS OPERATIONS MANAGER

Leanne Ziemba PRESIDENT

Daniel Lausch Lactalis USA – Commonwealth VICE PRESIDENT

Rebecca Wallick HP Hood TREASURER

Adam Seybolt Stewart’s Processing Corp.

SECRETARY

Ryan Elliott Byrne Dairy

Northeast Dairy Suppliers Association, Inc.

Northeast Dairy Magazine Team PUBLISHER

Bill Brod billbrod@nedairymedia.com EDITOR

Courtney Kless courtneyk@nedairymedia.com CONTENT DIRECTOR

Steve Guglielmo steveg@nedairymedia.com RESEARCH & DEVELOPMENT COORDINATOR

Athena Cossette athena@nedairymedia.com COPYWRITER

Nicole Smith

GRAPHIC DESIGNER

Renate Wood, Robin Barnes SALES

Tim Hudson thudson@nedairymedia.com Lesli Mitchell lmitchell@nedairymedia.com Jake Horodnick jakeh@nedairymedia.com PRODUCED BY

Northeast Dairy Media

Editorial correspondence should be directed to courtneyk@nedairymedia.com.

Advertising correspondence and materials should be sent to lmitchell@nedairymedia.com.

An official magazine of the Northeast Dairy Foods Association, Inc., a nonprofit organization. This publication carries authoritative notices and articles in regard to the activities and interests of the associations.

In all other respects, neither the association nor the producer of the publication, Northeast Dairy Media, is responsible for the contents thereof or the opinions of the contributors.

The entire contents are © 2025 by Northeast Dairy Media. Nothing may be reproduced in whole or in part without written permission of the publisher. The association and Northeast Dairy Media reserve the right to print portions or all of any correspondence mailed to the editors without liability on its part and no such correspondence will be returned.

Visit The Northeast Dairy Foods & Suppliers Associations online at ndfsa.org for current information on association programs and services, or call the association at 315-452-MILK (6455). Questions and comments may also be sent to the association at leanne.ziemba@ndfsa.org.

STAY CONNECTED

PRESIDENT

Daniel Seitzer Ecolab VICE PRESIDENT

Paul Knoerl

ndfsa.org

5701 EAST CIRCLE DRIVE , SUITE 108 #277 CICERO, NY 13039 | 315-452-MILK (6455)

Pactiv Evergreen TREASURER

Ryan Osterhout KCO Resource Management SECRETARY

Bruce Alling Double H Plastics, Inc.

directory.ndfsa.org

ADVERTISERS INDEX Archway Brick & Tile.............................................. 27 C.A. Reed Associates.............................................. 11 Data Key Communications....................................42 Farm Credit East......................................................19 Feldmeier Equipment.................. Inside Front Cover HP Hood – Corporate HQ........................ Back Cover Integrity Cost Consulting........................................ 11 International Food Products Corporation............. 11 Lochhead Vanillas.................................................. 27

6 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

Nelson-Jameson, Inc............................................. 12 & 13 Northeast Dairy Foods and Suppliers Association..................Inside Back Cover Northeast Dairy Media......................................... 27 & 55 Pactiv Evergreen.............................................................14 Qualitru........................................................................... 23 Smurfit WestRock......................................................8 & 9 Surpass Chemical Co.................................................... 27 Tremcar Inc.....................................................................31

Front Desk

Welcome to the First Edition of the NDFSA Yearbook!

BY ALEX WALSH, EXECUTIVE DIRECTOR

I

n 2024, the Northeast Dairy Foods & Suppliers Associations celebrated its 95th anniversary! As we’ve reached this milestone, we want to recognize and celebrate our members who have also achieved success and longevity in business with the first edition of the Northeast Dairy Foods & Suppliers Associations Yearbook.

As a quick history lesson, the Northeast Dairy Foods & Suppliers was originally founded in 1928 in Syracuse, New York, as the New York State Milk Distributors, Inc., strictly representing fluid milk processors and distributors in New York. Over the next 50 years, as the industry in the state continued to expand and diversify, so did the organization’s membership, and in 1978 it became New York State Dairy Foods. It was at this point that the association began advocating and providing member benefits beyond processors and distributors, to dairy product manufacturers, such as cheese, yogurt, and ice cream.

The following decades saw industry consolidation and increased legislative and policy issues in neighboring states that required industry representation, and we became Northeast Dairy Foods Association in 2008, growing the footprint beyond New York to New Jersey and the six New England states.

Today, we’re rebranded as Northeast Dairy Foods & Suppliers Associations, which exemplifies the importance of the close relationship between processors, manufactur-

ers, and distributors, and members that provide products and services essential to the process of producing milk, cheese, yogurt, ice cream, and other products our members manufacture. The organization is comprised of nearly 300 processing, manufacturing, distribution, and supplier members throughout the region and beyond.

As we embark on our 96th year, we look forward with future insights as well as our distinctive history towards continued growth to celebrate our 100th anniversary in just a few short years.

It is with tremendous pride that we celebrate and recognize our diverse membership and your accomplishments.

It is your innovation and resiliency that drives and exhibits the strength of the dairy industry that provides healthy and safe products to consumers and serves as a leading economic engine. Agriculture is one of our nation’s largest industries, with dairy being the largest segment of all agriculture, solidifying our members’ importance in the manufacturing and food and beverage space.

We are excited to reflect on our members’ humble roots, where you are today, and the plans you have for the future.

Thank you to everyone for your participation and support of our first yearbook, as well as to the associations. It is because of you that we remain a strong, active, and vibrant organization for the membership and the dairy industry as a whole.

NED Magazine • Yearbook 2025 • 7

y packaging solutions are thepackaging cream of solutions the crop Dairy Dairy packaging solutions ooking to improve e�ciency, sustainability that are the cream of the crop d recognition, let us help. hat are the cream of the crop If you’re looking to improve e�ciency, sustainability

you’re looking improve e�ciency, sustainability and brandto recognition, let us help. d brand recognition, let us help.

ats

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Sustainable materials

E�cient automation

Connected Solutions

Reduce plastic use Improve uptime, Meet FSMA with renewable line speeds and requirements and Popular formats Sustainable materials E�cient automation Connected Solutions paper-based materials. operational throughput. improve inventory Meet retailer and Reduce plastic use E�cientImprove uptime, Meet FSMA ular formats Sustainable materials automation Connected Solutions management.

consumer needs with renewable line speeds and requirements and t retailer andbrandable Reduce plastic use Improve uptime, Meet FSMA with paper-based materials. operational throughput. improve inventory sumer needs line speeds and requirements and shelf-ready with renewable management. brandable paper-based materials. operational throughput. improve inventory packaging. f-ready management. kaging. ustainable paper and packaging solutions, Smur�t Westrock is committed

ou adapt and thrive in today’s environment with e�ective, A leader in sustainable paper and packaging solutions, Smur�t Westrock is committed aging solutions. to helping you adapt and thrive in today’s environment with e�ective, eader in sustainable paper and packaging solutions, Smur�t Westrock is committed holistic packaging solutions. helping you adapt and thrive in today’s environment with e�ective, stic packaging solutions.

Learn more

arn more

ock Company and/or its a�liates. Smur�t Westrock and the Smur�t Westrock logo are trademarks stRock Company and/orWestRock its a�liates.

All rights reserved. ©2024 Smur�t Company and/or its a�liates. Smur�t Westrock and the Smur�t Westrock logo are trademarks owned by Smur�t WestRock Company and/or its a�liates. All rights reserved.

30

4 Smur�t WestRock Company and/or its a�liates. Smur�t Westrock and the Smur�t Westrock logo are trademarks

31

Board Members

W

ASK YOUR BOARD

e asked board members from the Northeast Dairy Foods Association and the Northeast Dairy Suppliers Association the following question: What was your favorite event in 2024 and why? This is what they said.

concise agenda were very efficient; but who doesn’t love a good Tornado Warning during the clambake?

Darren Schochner, Director of Sales, Farmland Fresh Dairies/Bartlett Dairy

Daniel Lausch, Director Milk Procurement, Lactalis USA

The standout event for me in 2024 would be The Bruce Krupke Golf Outing and Clambake. This is a great networking opportunity for all levels of our industry.

Always the Clambake.

Nathan Pistner, Vice President of Operations, Byrne Dairy

The Dairy Blender was my favorite event of 2024. The impactful presentations and networking opportunities in a 10 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

Ethan Crist, Corporate Accounts Manager, Veritiv Corporation

The annual clambake remains our flagship event, with tremendous participation. It is one of the best events I’ve ever seen as far as networking, customer appreciation, and visiting with friends, colleagues, and business partners.

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•

Our objective and unbiased approach ensures we are aligned with our clients’ best interests

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No requirement to change vendors

•

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We’re leading the way instead

90% We’re leading the way instead of following the herd.

We’re leading the instead of way our clients realize a of following the herd. financial benefit ofwe following thesignificant herd.

By employing experts in each of the fields review, we are for minimal effort.

We specialize in cost analysis and invoice verification to help ensure organizations are not wasting their money. uniquely equipped to find refunds and implement savings without changing vendors.

We bill only for the refunds and savings found, and only after a client realizes a benefit. If we don’t generate a financial benefit, there is no fee.

All clients gain peace of mind knowing their bills are accurate and they’re paying the least amount possible.

We will:  Verify all line items and codes on vendor invoices P

We have reviewed many expense categories for various types of clients.

Below are some of the more common categories that yield savings across all industries (avg % savings shown):

 Obtain refunds from billing errors P  POptimize service levels  Benchmark costs against proprietary database of over P

Waste

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Telecom

28%

Utilities

19%

NED Magazine • Yearbook 2025 • 11 Industrial

Laundry

37%

NDSA Featured Article

Nelson-Jameson

I

Continues its Growth

n the past nearly 80 years, Nelson-Jameson has seen incredible growth as the single-source supplier to food processing plants. And with its new distribution center in Fairview, Pennsylvania, the Wisconsin-based company plans to continue its growth and serve more Northeast region food processing customers more effectively.

The distribution center in Fairview, near Erie, Pennsylvania, is expected to be operational by summer. Positioned to better serve customers in Michigan, Pennsylvania, Ohio, and the Northeast, this expansion will bring additional delivery routes and a greater inventory of products (the company already had four other distribution centers in Turlock, California; Jerome, Idaho; Amarillo, Texas; and Marshfield, Wisconsin).

“Nelson-Jameson is committed to delivering exceptional service and prioritizing food safety for our customers in the Northeast,” said Mike Rindy, the company’s current president.

12 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

“The new Fairview distribution center reflects our continued investment in the Northeast and our unwavering dedication to supporting our customers’ success.”

Rindy added that the facility will be built end-to-end to serve food manufacturers, while maintaining its priority of making positive contributions to food safety for processors and consumers.

“These comprehensive improvements reflect NelsonJameson’s intent to establish Fairview as a future-ready logistics hub that supports growing operational demands, modern infrastructure, and a seamless experience for employees, visitors, and customers alike.”

True to that commitment, and to its roots, Nelson-Jameson prides itself on being a “one-stop shop” for its customers.

Whether it’s PPE, ingredients, lab equipment, materials handling, cleaning supplies, parts, tools, or office supplies, the

NDSA Featured Article “Nelson-Jameson is committed to delivering exceptional service and prioritizing food safety for our customers in the Northeast. The new Fairview distribution center reflects our continued investment in the Northeast and our unwavering dedication to supporting our customers’ success.”

– Mike Rindy, President of Nelson-Jameson

company has everything they need to manufacture safe, quality food—nearly 80,000 products, to be exact.

“Our products are sourced from vendors that represent innovation and technology,” said Rindy.

“And our category specialists have the food processing and food safety expertise to ensure that the products are being used correctly and are the correct products for the application.”

In all aspects of its business, Nelson-Jameson follows the “Golden Rule” – “Simply Treating Others as We Would Like to Be Treated.” The results speak for themselves. The company has a customer satisfaction score of 8.9/10, and in January, it was awarded a Great Place to Work Certification, with 87% of employees rating the workplace highly (the survey measured leadership credibility, respect, fairness, workplace pride, and a sense of belonging).

“Being certified as a Great Place to Work for the second straight year is an incredible honor because it reflects our employees’ voices and experiences,” said Rindy. “At Nelson-Jameson, we are deeply committed to creating a workplace where every team member feels valued. This achievement reaffirms our belief that kindness and mutual respect are essential to our success.”

BUILDING ON A HISTORIC FOUNDATION

When Earl Nelson, Ted Nelson, Herb Jameson, and Bob Dougherty established Nelson-Jameson in a vacant cheese factory in 1947, their goal was sim-

ple: to provide dairy plants with the necessary equipment and supplies.

It’s a goal that has since expanded to serving dairy processors across the country.

Since its inception, Nelson-Jameson has achieved several important milestones. Those include the introduction of the Nelson-Jameson Foundation, earning SQF certification at all of its distribution centers and an Ecovadis Bronze Medal for sustainability, and the creation of Next Logistics (part of the Nelson-Jameson family of companies), which has safely delivered products for more than 1.5 million miles with a perfect safety record since 2022.

These days, the company, located at 2400 E. 5th Street in Marshfield, Wis., is led by the fourth generation of the Nelson family and has a staff of more than 300 individuals nationwide. And with the new distribution center in Pennsylvania opening this summer, that growth will only accelerate, and the organization will be positioned to serve the Northeast dairy industry even better.

NED Magazine • Yearbook 2025 • 13

A NEW Fresh Approach for the Single Serve Market.

Introducing our new and improved single serve filling machine: N-200 Eco-Pak®. It will help preserve the shelf life of products such as white, flavored milk and juice for school, institutional and single serve markets, filling up to 20,400 cph.

Designed with input from filler operators, the new N-200 features provide: • Decreased maintenance • Increased line efficiencies • Improved performance • Easy access to machine components

Want to apply our fresh approach to your next product?

Visit www.pactivevergreen.com/products/n-200 or call us today at 319-399-3200.

Cedar Rapids, Iowa • 319-399-3200 ©2025 Evergreen Packaging LLC. All Rights Reserved.

Eco-Pak is a registered trademark of Evergreen Packaging LLC.

Q1 2024 NED Magazine • Yearbook 2025 • 15

Q1 2024

Something to Consider

The Amazing U.S. Dairy Cow

BY GARY LATTA

Source: File:BovineMonarch.png - Wikipedia 16 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

I

n late January, the USDA updated its figures for U.S. agricultural output, inputs, and total factor productivity from 1948 to 2021. The results are astounding.

Agricultural productivity is measured using an abundance of input and output factors.

The image to the right captures all U.S. agriculture. Data isolating the dairy sector are equally impressive, and reports indicate similar advancements have been made in farming cattle, sheep, poultry, hogs, etc. Note, most university animal scientists measure milk output in kilograms. Most of us are familiar with measurements in pounds (lbs.) and the hundredweight (cwt), with 100 pounds being one hundredweight, etc.

For conversion purposes, one kilogram (kg) is about 2.2046 pounds (lbs.)

– most folks round it to 2.205 lbs. One hundredweight (cwt) or 100 pounds, is equal to 45.4 kg. One hundred kilograms is equal to 220.462 lbs., and one thousand kilograms is equal to 2,204.62 lbs., just a little over 22 hundredweights (cwts).

Average milk yield per cow in the U.S. has grown nearly six times since 1940. Many technologies have been discovered and adopted, which have led to this productivity growth.

Improvements in animal genetics, nutrition, farm management, and veterinary science are a few of these. Each of these disciplines is a vast science of their own. Only until you venture into topics like bovine genetic progress and nutrition, do you realize the depth of the science behind modern milk production.

One benefit of this growth is the production of more milk with less resources. According to USDA records, the number of U.S. dairy cows peaked at

Average Annual Milk Production Per Cow

Source: Normand R St-Pierre, Ohio State University Department of Animal Sciences

Average Annual Milk Production Per Cow 1920-Present

Source: Professor Josef J Gross, Universität Bern, Veterinary Physiology NED Magazine • Yearbook 2025 • 17

Q1 2024

Something to Consider

Q1 2024

Something to Consider

ANNUAL MILK PRODUCTION ACROSS COUNTRIES

Source: An article originally published by UC Davis cited this graph from FAOSTAT

25.6 million in 1944. Today, we have 9.4 million cows. We produced 117 billion pounds of milk in 1944 compared to over 226 billion in 2023. The USDA is forecasting just over 228 billion pounds in 2024, nearly twice the milk of 1944, but with 16.2 million fewer cows. At this point, some researchers, for strange reasons, like to convert this much milk into the number of Olympic size swimming pools it would fill. Though tempted, I’ve resisted.

Looking at the past half century, the U.S. stands alone as champion at the top of milk production per cow.

A combination of many technologies is responsible for this impressive performance.

The northeast is blessed with elite agricultural universities whose research and work have contributed significantly to dairy and milk production worldwide. New York’s Cornell University, the University of Vermont, and Penn State are among these.

Cornell has been home to several of the world’s leading dairy researchers, like Dr. Thomas Overton, Professor of Animal Science and Director of the PRO-DAIRY Program, and Dr. Dale E. Bauman, Professor Emeritus in the areas of animal biology, food science, and nutritional biochemistry.

Dr. Bauman is among modern scientists to champion the concept that by improving production efficiency,

18 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

we utilize fewer input resources, and therefore lighten the environmental impact.

In an article titled “Feed Saved - The next step in breeding a more efficient cow?” on the MSU Extension website, Mike VandeHaar, Rob Templeman, and Kent Weigel write, “For years, we have been breeding and managing cows for greater milk production. As cows eat more feed, a greater proportion of their feed intake is used for milk and a smaller proportion is used for maintenance. This is commonly called the “Dilution of maintenance.” Today’s dairy cows produce 5 times more milk than their predecessors 80 years ago, and, although they are also a little larger

and they eat more, their feed efficiency had doubled due to the dilution of maintenance.”

Productivity has come a long way in the last 100 years. In this article on the National Agricultural Library’s website, we see a sharp-dressed dairyman operating the Mehring milking machine at York Roads, Maryland, in 1908. The Mehring is a foot operated machine that is peddled. According to Farms.com, “The treadle system made it instantly attractive. Larger commercial operations appreciated the increased efficiency and ability to milk two cows at once. Smaller mixed farms could take advantage of the low physicality by allowing women and children to milk.” Improvements in both equipment and management have contributed to the phenomenal rise in output per cow while also optimizing the use of resources.

The steady growth in production per cow shows few signs of abating.

We can expect the slope and upward trajectory of these graphs to continue. The composition of milk has also changed over time as producers respond to the demand for different products in the marketplace. This could be the subject matter of a future article. The USDA’s long term dairy projections have average milk per cow reaching near 26,540 lbs. by 2033, up from 24,500 lbs. projected for 2024.

Gary Latta is a dairy product specialist consultant for the Northeast Dairy Foods Association, Inc. He has more than 30 years of experience in providing economic analysis, statistics, and information to the dairy processing industry.

FINANCING THE

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INDUSTRY

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NED Magazine • Yearbook 2025 • 19

Q1 2024

Something to Consider

Q1 2024

Member Profile NDSA Member Profile

PACTIV EVERGREEN:

‘Packaging a Better Future’ Through Innovation

P

activ Evergreen’s mission, “Packaging a Better Future,” guides all aspects of its operations, from its choice of materials to its organizational goals.

But the company’s past is also a key part of its identity.

Pactiv Evergreen’s filling equipment boasts a rich 143-year history in the liquid packaging industry.

Its origins can be traced back to 1880 with the founding of J.G. Cherry Co. (that company specialized in the handling of fluids, like milk). After a merger with D.H. Burrell and Co., known for producing dairy equipment (including the first cream separator), the newly formed entity, Cherry-Burrell, emerged as a leader in the production of dairy and food processing and packaging machinery.

In the years that followed, the company experienced several shifts in ownership. The first came in 1991, when International Paper, a carton manufacturing company, acquired Cherry-Burrell’s packaging equipment division.

Sixteen years later, its Beverage Packaging Division and Blue Ridge Paper Products were purchased by the Rank Group, and the name was changed to Evergreen Packaging. That company and Pactiv, which were both part of Reynolds Group Holdings Limited, merged forces in 2020 and formed Pactiv Evergreen, a publicly traded entity.

“More important than the history that can be traced back through our corporate lineage, though, is our legacy that we have built with our products,” said Gary Nissen, general manager.

The company has several gable top products in its lineup, including standard machines and extended life machines – both are manufactured at a 440,000-square-foot plant in Cedar Rapids, Iowa.

“We are pioneers in extending beverage shelf life (ESL and ELL), clean-in-place advancements, improving speed, and more,” said Nissen.

36 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org 20 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

“Our gable top filling equipment has such a solid reputation that a good deal of our revenue comes from the service and maintenance of the equipment because many customers just don’t want to let these machines go.”

– Gary Nissen, general manager of Pactiv Evergreen And Pactiv Evergreen is continuing to add to its product portfolio.

“Recent developments for the gable top market include the EH-84, which forms, fills, and seals up to 8,400 standard half-gallon/2 liter cross-section cartons per hour,” said Nissen. “The N-200 providing additional carton sanitization features was also recently introduced, packaging 340 EcoPak® cartons per minute with an optional spout application system. And for the quart/liter cross-section market- the EQ-70 remains competitive with a speed of 7,000 cartons per hour. Our fillers are the industry standard for direct manufacturers and co-packers. Hundreds are installed in the U.S. and Canada with more than 1,300 worldwide. Our single indexing machines provide the highest production per square foot.”

But Pactiv Evergreen’s capabilities extend beyond manufacturing. The company also employs an engineering staff,

tasked with the creation of new products, and a support staff, responsible for maintaining the equipment and providing technical assistance and the delivery of emergency parts.

“Our gable top filling equipment has such a solid reputation that a good deal of our revenue comes from the service and maintenance of the equipment because many customers just don’t want to let these machines go,” said Nissen.

Good equipment isn’t the company’s only focus, though.

As part of its ESG strategy, Pactiv Evergreen is working to “reduce emissions and energy use,” “minimize water use,” “offer a wide array of sustainable products and materials,” and “design innovative materials and products.”

“Our commitment to sustainability is foundational to our purpose of ‘Packaging a Better Future’ and is guided by our value to ‘Do What’s Right’ to deliver sustainably manufactured products with ethics and integrity,” said Mike King, president and chief executive officer, in a press release. “Every day we strive to operate with respect for the environment and are dedicated to sustainability across our product portfolio, manufacturing, and supply chains.”

Courtney Kless is the Managing Editor of Northeast Dairy Media.

NED Magazine • First Quarter 2024 • 37 NED Magazine • Yearbook 2025 • 21

Q1 2024

Member Profile NDSA Member Profile

Q1 2024

Human Resources

The Five Most Common Mistakes Companies Make When Hiring or Acquiring New Employees

T

he hiring process is a critical aspect of any organization – and it is the foundation of the company’s success. It is essential to get it right. Unfortunately, many businesses make mistakes when hiring new employees or acquiring new personnel from a merger, which can lead to costly consequences.

In this article, learn about the five most common mistakes companies make when bringing on new talent and how you as the employer can avoid them.

MISTAKE #1: NOT PREPARING YOUR TEAM FOR THEIR NEW CO-WORKER

One of the most common mistakes companies make is not preparing their team for their new co-worker. No one likes to be surprised, and equally, no one likes to be “forced” on other people. Your existing team is as important

BY DR. GARY KUSTIS

as the new members you acquire, and tending to both makes the difference between a strong team and high turnover. It’s important both sides are well-informed before the new hire’s first day.

How to Fix It: Keep your team in the loop during the hiring process. If possible, invite them to meet the final two candidates one-on-one, and be part of decision-making. This way, they’ll feel more ownership over the outcome. Another useful tactic is a light, but meaningful questionnaire.

Ask questions that get to the heart of the new person’s personal interests, office pet peeves, and quirks. This makes them more relatable right out of the gate. Collect the same from your team and provide this information to the new team member—it’s only fair they know what they’re coming into, too.

22 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org 42

MISTAKE #2: NOT DEFINING THE BOSS-DIRECT REPORT DYNAMIC

It’s almost impossible to fully trust someone you don’t know. In the same way you’re trusting a new hire with their responsibilities, they’re trusting you to lead them to success. You’re an especially important part of their career journey.

What story do you want them to tell in the future? Do you want to be the terrible manager who taught them everything not to do or the one who showed them good management was possible?

How to Fix It: Host a one-on-one “welcome to the company!” meeting at an offsite location (or take them out to lunch on their first day). Use this time to get to know your new hire better, and share your vision for their role in your organization. Be clear about your expectations and how you plan on supporting them in their role.

MISTAKE #3: RUSHING THROUGH INTERVIEWS

Interviews are an essential part of the hiring process, but many companies rush through them or don’t take them seriously enough. This can be especially true of second interviews, where many people find that they don’t have much more to ask the job candidates. All of this can lead to hiring someone who isn’t a good fit for your organization.

How to Fix It: Take your time with interviews and ask open-ended questions that allow candidates to share their experiences and thought processes. Use behavioral interviewing techniques that focus on past behavior as an indicator of future performance. Consider using a personality test before the second interview and make use of what you learn to inform your questions in that second interview.

MISTAKE #5: NOT OFFERING COMPETITIVE COMPENSATION PACKAGES

Offering competitive compensation packages is essential if you want to attract top talent. Unfortunately, many companies don’t offer competitive salaries or benefits packages, which can lead to losing out on top candidates.

The labor situation today is definitely a “seller’s market” so don’t be surprised if you find that you’re paying more for talent than you did just 3-5 years ago.

How to Fix It: Research industry standards for salaries and benefits packages in your area and adjust your offerings accordingly.

Be transparent about what you’re offering and why it’s competitive. Be sure to also point out the aspects of your com-

pany’s culture that make it a great place to work. Meaningful work and worklife balance have value to people, too.

IN CONCLUSION

Avoiding these five common mistakes when onboarding new talent can help ensure that your organization attracts top talent and builds a strong team. By preparing your team for their new co-worker, defining the boss-direct report dynamic, taking your time with interviews, checking references, and offering competitive compensation packages, you can set yourself up for success.

Herbein + Company, Inc. is a member of the Northeast Dairy Suppliers Association, Inc. This article originally appeared on the company’s blog.

MISTAKE #4: NOT CHECKING REFERENCES

Checking references is an essential part of the hiring process, but many companies skip this step, or don’t take it seriously enough. This can lead to hiring someone who isn’t a good fit for your organization.

How to Fix It: Take reference checks seriously and ask open-ended questions that allow references to share their experiences with the candidate. Ask about specific examples of how they worked with others, how they managed demanding situations, and how they responded to feedback. Describe the job they are applying for and ask them where they think the candidate may shine or struggle.

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NED Magazine NED Magazine • First Quarter • Yearbook 20242025 • 43 • 23

Q1 2024

Human Human Resources Resources

Q1 2024

Sales + Marketing

Unify Your Sales and Marketing Teams to Close More Deals The importance of collaboration in the modern B2B world

BY DEVON E. HOFFMAN

I

f you’ve spent time in the B2B world recently, you may have noticed a new trend.

And I’m not talking about ChatGPT or VR, although those are important and moving quickly, too. Sales and Marketing teams are finally finding ways to become better aligned and work more closely together.

It’s long overdue.

With better alignment, team members can work towards the same goals and boost organizational efficiencies, ultimately leading to more closed-won business.

WHY SALES AND MARKETING STRUGGLE TO GET ALONG

Historically, Sales and Marketing haven’t really worked well together.

“We gave you leads!” exclaims Marketing. “Why can't you close the deals?”

“Well,” Sales responds, “The leads you sent us were horrible! They were just tire-kickers with no interest.”

24 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

And that fight continues until the business folds or the world stops spinning. Whichever comes first.

The main reason for the contention is that Sales and Marketing have typically had their own separate goals.

Marketing is usually focused on brand building and lead generation. They have a long-term vision, and most marketers love trial and error. Especially when it comes to emerging trends or technology, to see if there’s a way for something new to impact the company in a positive way.

For Sales, time is money. Most salespeople (especially ones that are well-seasoned or formerly trained) are very results-driven. “Will this effort get me appointments?” is their primary mindset. Many times, they’re aloof to the inner workings of marketing, especially the backend of a website, the behind-the-scenes management of software, or all that goes into content development.

The fastest route between two points is a straight line, and working out the kinks between the two teams can bring positive change.

Specifically, the connection between the two will: • Help both teams agree upon what a “quality” lead actually is so the Sales team is only working with the best ones, thus reducing friction and helping close more deals.

• Shorten the sales cycle since there’s less “drop off” when leads are passed from Marketing to Sales and more intel on each prospect.

• Reduce time, effort, and frustration that comes with reporting on different metrics, reporting on the wrong metrics, or managing cross-department communication.

Here are a few recommendations on how to better unify your two teams.

HOW TO IMPROVE ALIGNMENT BETWEEN SALES AND MARKETING

Communication The most important way to promote alignment is through transparency and regular communication.

That includes from beginning to end – strategic planning all the way through to reporting. There must also be a feedback loop, meaning Sales should provide Marketing with insight into the quality of leads, what drove those opportunities, the status of opportunities, the size of deals, and more.

Marketing should allow Sales to support their efforts, too.

Here are a few examples of ways to develop more transparency and communication across your Sales and Marketing departments: • Share Strategies: At the beginning of the fiscal year, Marketing presents its strategies to the Sales team.

Additionally, the Sales team presents their strategies to the Marketing team.

• Share Budgets: Make Sales and Marketing budgets available for the opposite department to see. How much is being spent on tradeshows for Sales? How much does Marketing have available to spend on Google Ads? Reveal all the line items and encourage a discussion on how to best optimize available funds.

• Share Processes: Have Marketing members regularly join sales calls and presentations to gain deeper insight into the sales process, customer needs and pain points, and how Sales positions the product. Allow Marketing to offer critiques following those calls.

• Share Brainstorming: Have salespeople join the Marketing team’s brainstorming sessions where campaigns are developed and planned. Salespeople who have a knack for speaking and writing (ideal-

ly, all of them) can offer their talents and assist with content development, article writing, or act as video spokespeople.

• Share KPIs (Key Performance Indicators): Share the metrics you're focusing on and targeting. Track where certain initiatives are intended to drive and see how you’re impacting performance for the following in every stage. Visitor >> Lead >> MQLs >> SQLs >> Opportunity >> Closed Lost >> Closed Won >> Customer Plan ongoing scheduled monthly meetings, where Sales & Marketing teams come together to review dashboards, goal statutes, and milestones, talk through upcoming promotions, events, and offers, and map out a plan to tag-team upcoming projects.

Buyer Personas and Customer Insight 50-70% of a buyer’s research is done before making contact with a brand. Therefore, one could argue that marketing is equally as responsible as sales (if not more) for helping secure a deal. This truly begs the importance of understanding one’s customers.

What specific questions does the potential customer ask the salesperson when in the sales process, and what answers are given? For the Marketing team, customer insight helps with important decisions, and the Sales team may have already uncovered these insights in their discovery process.

They may have customer information that helps Marketing answer the questions: What social media sites to invest in?

What targeting can be done within advertising networks?

How to organize a website layout? What style, voice, and messaging to focus on with your content?

Sales can also benefit from the data. Pacing, pricing, and packaging can all reflect the buyer’s needs.

Both Marketing and Sales should develop buyer personas and profiles.

By building these profiles together, all team members can weigh in on not only the demographics of buyers but also what goes into their buying processes.

Technology Stack Forrester Research found that highly aligned companies grow 19% faster and are 15% more profitable.

That alignment certainly comes from better teamwork, but it also comes from unified systems.

There are many software programs available to help both marketers and salespeople do their jobs more efficiently. Start NED Magazine • Yearbook 2025 • 25

Q1 2024

Sales + Marketing

Q1 2024

Sales + Marketing

•

by identifying what tools are needed and how both teams can learn and embrace them.

Here are some examples: • CRM (Customer Relationships Management) and/or Marketing Automation: Consider tools like Salesforce, Pardot, and Hubspot. Having a system that has built-in form capture, lead segmentation, email, opportunity management, forecasting, user behavior tracking, meeting notes, etc., makes it so both teams can access all they need to know about leads and prospects. There’s more transparency on what campaigns are running too.

• Lead Intelligence: Lead intelligence isn’t limited to just sales use. Think about a tool like DealFront- which identifies businesses who are on your website and their pageview history - or ZoomInfo, which provides intent data - giving you contact information of folks who have recently expressed interest in your industry or product.

Think about how Marketing can tap into this data for greater market insight, remarketing, or improving conversion rate optimization (CRO).

• Project Management: Software like Wrike or LiquidPlanner is great at helping teams create and manage projects and tasks and also helps with internal collaboration. By reducing meeting time and the number of emails - and helping keep conversations aligned to specific projects - it improves organizational efficiency.

• Person Gifting: Thanks to modern gifting software like Sendosa - you can plan to send postcards, direct mail or personal gifts to prospects in bulk - or based

26 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

on specific actions they’ve taken on your marketing campaigns. Timing out gift-giving to specific buying stages can help nudge a lead closer toward a purchase and develop greater brand loyalty.

Reporting: Both teams need to report on results. By building dashboards in one single system, there’s a greater appreciation for each other’s work and efforts. Use a business intelligence tool like Google Looker Studio that allows you to integrate with other third-party reports and bring multiple data sets into one interface. Doing so makes it easier for all involved to quickly and easily revisit numbers and hold team members accountable.

SUMMARY

Marketing’s main responsibility is still to generate awareness, interest, and demand for a brand and its products. Sales’ main responsibility is still to forecast, prospect, work deals, and close business.

In silos, major holes can appear that lead to inefficiencies and lost opportunities. With better alignment, efficiencies are added, sales cycles are shortened, there’s less churn, and more deals are closed.

What’s the investment?

Patience, collaboration, better tools, and an agreement that both teams will work together to make a more significant impact on the business.

You may have heard the term “Smarketing.”

It was coined to describe cohesion between the Sales and Marketing departments.

Organizations that embrace “smarketing” get better results.

It’s not easy. But it’s doable.

Watch your business soar to new heights by letting the collaborative sparks fly, igniting the DYNAMIC DUO of Sales and Marketing!

Devon E. Hoffman joined Site-Seeker in 2016 as a digital marketing assistant. His creativity has driven his ability to create custom, client-focused content. He now supports a number of facets throughout the company, holding the position of Digital Marketing and Sales Specialist Team Lead.

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NED Magazine • Yearbook 2025 • 27

Q1 2024

Leanne’s Kitchen

Comfort Food Made with Delicious Dairy

Southern Cheddar and Herb Cheese Straws INGREDIENTS: • 8 ounces (2 packed cups) grated extra-sharp cheddar cheese • 1½ cups all-purpose flour, spooned into measuring cup and leveled-off with knife, plus more for dusting • 1 tsp. kosher salt • Scant tsp. crushed red pepper flakes • 1½ tbsp. roughly chopped fresh herbs, such as rosemary and/or thyme • 1 stick (½ cup) cold unsalted butter • 6 tbsp. heavy cream

INSTRUCTIONS: 1. Preheat the oven to 400°F. Set two oven racks in the center of the oven. Line two baking sheets with parchment paper.

2. In the bowl of a food processor, combine the cheese, flour, salt, red pepper flakes, and herbs.

Pulse until the mixture resembles coarse crumbs.

3. Cut the butter into ½-inch chunks and add to

the flour/cheese mixture. Pulse until the mixture resembles coarse crumbs, with some pea-size clumps of butter within. Add the heavy cream and pulse until the mixture starts to clump together into a mass.

4. Lightly flour a work surface and dump the dough on top. Dust the top of the dough with flour and use your hands to shape into a rectangle about 1 inch high. Cut the rectangle in half.

5. Dust the work surface with more flour and roll each block of dough into a 8 x 10-inch rectangle about ⅛-inch thick (turn the dough as you go and add more flour as necessary so it doesn't stick). Using a pizza cutter or sharp knife, trim the edges straight without sacrificing too much dough, then cut the dough into thin strips about ¼-inch wide. Transfer the strips to the prepared baking sheets, leaving about a ¼ inch of space between them.

6. Bake the straws for 10-12 minutes, or until lightly golden on top and a rich golden color on the bottom, rotating the pans from top to bottom and front to back midway through. Remove from the pans from the oven and set on a rack to cool. Carefully transfer the cheese straws to a plate and serve.

Many of our members may know Leanne Ziemba as the business operations manager for the Northeast Dairy Foods & Suppliers Associations. But we’ve discovered she also is queen of the kitchen, as she has some delicious recipes that include fresh, wholesome dairy products.

28 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

Q2 2024 NED Magazine • Yearbook 2025 2024 • 29

Q2 2024

Something to Consider

The Story Behind the Indianapolis 500’s Iconic Milk Tradition

BY GARY LATTA

T

he Indianapolis 500 is held each year at the end of May. A high point takes place at the conclusion of the race when the winner drinks milk.

In recent years, winning drivers not only drink milk from quart-size glass bottles but also douse themselves in dramatic fashion. Fans and photographers enjoy this moment in victory lane, capturing it on film.

So how did this practice get started? The first driver credited with drinking milk at the Indianapolis 500 was Louis Meyer. Meyer was the event’s first three-time winner, taking the prize in 1928, 1933, and 1936. It was the 1936 victory where history records the first drinking of milk, which was buttermilk.

Legend has it that as a young boy in Yonkers, New York, Meyer’s mother convinced him that drinking buttermilk would be refreshing after physical activities on a hot day. This was advice that Meyer carried with him throughout his life and racing career.

Meyer claimed that he drank cold buttermilk following his win in 1933, and likely he did, but there are no photographs or news reports to support it. However, drinking cold buttermilk from a glass bottle following his win in 1936 is officially the start of the tradition, documented with photographs and film.

Meyer drove his No. 8 race car to the victory circle and sat on the back when someone handed him a bottle of but30 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

termilk (you can watch it here). The event announcer then said, “Someone has given him a bottle of milk. Well, that race would make anybody thirsty.” Legend has it that an opportunistic marketing person from the dairy industry witnessed the celebratory act and encouraged the Indianapolis 500 promoters to offer future winners a bottle of milk.

The idea caught on, and for a few years, milk was seen being chugged in victory lane after each race. Annual racing was put on hold during WWII. Following the war years, racing was resumed, and so was the tradition of drinking milk.

By this time, buttermilk was dropped in favor of regular milk, and then water was offered in silver cups for a few years. In 1954, milk celebrations resumed and have been part of the Indianapolis 500 tradition ever since.

In 1954, the Indiana American Dairy Industry Association offered $400 to the winning driver and $50 to his chief mechanic to pose drinking milk from a glass bottle. Today, those amounts have increased to $10,000 and $1,000, respectively.

Before each race, every driver is polled to determine which type of milk they prefer if they win. The options are whole, 2%, and skim. Each bottle is stored in the track fridge until the winner is announced. Two preselected dairy farmers representing the American Dairy Association of Indiana present the cold milk to the race winner in victory lane. One

year, “the rookie” will move up to “the official” role, and a new rookie will be selected.

For 2024, the race milk bottle official presenter is Alex Neuenschwander, a fourth-generation Indiana dairy producer, and the rookie presenter is Abbie Herr from Herr Dairy.

“The Indy 500 is all about tradition and I’m excited to be part of the tradition,” Neuenschwander said in an interview with Hoosier Ag Today. “It is such a huge stage for all of the hard-working men and women that are in the industry. I’m excited and humbled to be part of that and to be chosen and by my fellow dairy farmers is a huge honor.”

Lou Meyer and Lawson Harris in racecar, 1936 Indianapolis 500 automobile race | National Automotive History Collection, Detroit Public Library

Gary Latta is a dairy product specialist consultant for the Northeast Dairy Foods Association, Inc. He has more than 30 years of experience in providing economic analysis, statistics, and information to the dairy processing industry.

dairy farmer is designated “the official” and hands the bottle of milk to the driver. The second dairy farmer is designated as “the rookie,” considered to be in-training, and hands bottles of milk to the winning chief mechanic and team owner. Next

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1- 800 363-2158 • t r e m c a r. c o m NED Magazine • Yearbook 2025 • 31

Q2 2024

Something to Consider

Q2 2024

2024 Dairy Trends

r i a y D

n ds e r T 2024

32 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

In 2024, the Emphasis Was on

Health and Wellness

BY COURTNEY KLESS

E

ach year for the Q2 issue, Northeast Dairy Magazine talks to Donna Berry (who covers new products and trends for the dairy industry) about what we can expect in the coming year.

In 2024, she believed the emphasis would continue to be on protein and immunity.

“One of the biggest motivators right now in food and beverage is health and wellness and food as medicine,” Berry added. “Consumers are hearing this and they’re reading up on it. They’re recognizing that you are what you eat.”

There was also some pushback on ultra processed foods.

“While some might characterize dairy as being ultra processed, the reality is that compared to other stuff, it’s minimally processed,” said Berry. “So, it’s a really good position for dairy to be in.”

Read on for some of the trends she saw in each segment.

ICE CREAM

One space where health and wellness weren’t dominating was ice cream.

“Those high protein, low sugar products didn’t have longevity,” said Berry. “Ever since COVID, consumers believe it’s ok to enjoy food and take a little break and have something indulgent. As a result of that, just true, delicious, ‘how much stuff can you put into my ice cream and make it good’ is what is dominating right now.”

As were nostalgic flavors, like cotton candy and butterscotch.

“A lot of those are gearing towards being non-chocolate,

Perry’s Ice Cream

Announces New Flavors – With a Nostalgic Twist

Perry’s Ice Cream has a few new additions to its lineup – and they may feel a little familiar.

The company said the five flavors (Caramel Panda Paws®, Over the Moon, Bee Sting, Fruit Scoops, and Cookie Jar) were inspired by current trends in the space.

“With consumers feeling nostalgic and reminiscent, we focused our flavor development on classic flavors that offer a twist of something new while invoking joyful memories,” said Megan Mergler, associate product manager, in a press release.

NED Magazine • Yearbook 2025 • 33

Q2 2024

2024 Dairy Trends

Q2 2024

2024 Dairy Trends because there is a major cocoa bean shortage that does not show any signs of letting up,” said Berry. “Ice cream is clearly one of the categories that has flexibility; you don’t need to have an ice cream that has chocolate in it.”

MILK

Berry saw a lot of activity in this space with high-protein and specialty products.

“Milk that is value-added is doing very well,” she said.

One innovation was Organic Valley’s Family First™ line, whole and 2% milks with DHA Omega 3 added.

The lactose-free claim was also “very big.” In April alone, two processors (Prairie Farms and Hiland Farms), unveiled gallon options for consumers.

Chobani Debuts Creations® Greek Yogurt

34 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

“One of the biggest motivators right now in food and beverage is health and wellness and food as medicine.

Consumers are hearing this and they’re reading up on it. They’re recognizing that you are what you eat.”

– Donna Berry

CULTURED DAIRY PRODUCTS

Keeping in line with the idea of indulgence and the shift away from viewing fat as unhealthy, products made with whole milk performed better among consumers than those that were low or nonfat.

“Plain old cottage cheese is really booming right now,” said Berry. “The focus is on protein. It is the same thing with yogurt. Greek yogurt has become part of the mix. But some of the more indulgent flavors are also doing quite well.”

When it came to cream cheese (and sour cream), “customers [were] looking for minimal processing, which also correlates to fewer ingredients and cleaner labels,” said Berry.

Chobani has a new indulgent option for consumers.

Called Chobani® Creations® Greek Yogurt, the line features six flavors: Mocha Tiramisu, Apple Pie à la Mode, Cherry Cheesecake, Orange Cream Pop, Bananas Foster, and Caramel Sundae.

“By pairing our natural, nutrient-dense Greek Yogurt with dessert-inspired flavors, we’re stretching yogurt beyond the breakfast occasion,” said Niel Sandfort, chief innovation officer, in a press release. “These flavor profiles, whether they be nostalgic like orange cream pop or decadent like mocha tiramisu, hit the spot in terms of food memory, sensory, and satisfaction. With Chobani Creations, we’re giving consumers a permissible, indulgent moment.”

Cracker Barrel

Cheese Unveils Two Artisan Flavors One company that experimented with different flavors was Cracker Barrel Cheese.

In March, it introduced a Truffle Cheddar and Dill Havarti.

“As the appetite for innovative flavor combinations continues to rise, we can’t wait for Cracker Barrel fans and cheese lovers alike to experience our new artisan flavors, promising an elevated snacking experience that exceeds expectations,” said Mallory Loeffler, brand manager, in a press release.

To meet that demand, Tillamook introduced a brick cream cheese free of gums and preservatives.

CHEESE

Berry noted that cheese sales continued to grow in 2024 because, after all, “people love cheese.” Even so, a few new trends emerged. The first was experimentation with flavors – specifically those that were spicy and hot (like peppers).

“When you eat spicy foods with dairy, the dairy helps mellow it out, so you can taste the peppers a little bit better,” said Berry. “So, companies are getting really creative right now in that space.”

They also experimented with different forms of cheese.

“There’s been a lot of activity with the concept of cheese snacking bars,” said Berry. “Instead of it looking like a string cheese or little cubes, it’s more of a bar, so you’re eating it like you would like a granola bar.”

BUTTER

Butter was another space where that experimentation continued, particularly with “different flavors for different uses.”

Also doing well was ghee, a clarified butter that was ideal for cooking and frying.

“People are gravitating toward real butter,” Berry concluded.

REFRIGERATED DAIRY DESSERTS

Refrigerated dairy desserts continued to be one of the biggest opportunities for dairy processors, according to Berry – and they were finally beginning to gain some momentum.

“During COVID, consumers really got used to all of the single serve, grab-and-go concepts,” she added. “And because everyone believes that they can have a treat (there is research that says this), this whole space of dairy desserts and portion control is really resonating with consumers.”

As a result, companies got more and more creative when it came to incorporating different layers and flavors.

For example, Rich Foods launched a turtle cheesecake mousse parfait, which its website describes as “perfectly portioned and portable cheesecake mousse on a bed of chocolate crumb, topped with a smooth layer of caramel and sprinkled with chocolate chips and pecans.” And more innovations are sure to follow.

Editor’s note: Thank you to Donna Berry for sharing her knowledge on this topic. You can read her blog at berryondairy.com.

Courtney Kless is the Managing Editor of Northeast Dairy Media.

NED Magazine • Yearbook 2025 • 35

Q2 2024

2024 Dairy Trends

Q2 2024

NDSA Member Profile

Bartlett Dairy Offers More Than Milk

B

BY COURTNEY KLESS

artlett Dairy has a saying: ‘We’re not just milk.’

During its 61-year history, the company has evolved from a milkman service into a regional food and dairy distributor – and it’s been managed by the same family the entire time.

“Milk runs in the veins of the Malave family, but it wasn’t enough to keep up with the demands of our everchanging customers,” said Michael Malave, VP Sales. “The added value to our product mix makes us a key partner to the customers we serve.”

36 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

His father, Thomas Malave Sr., established Bartlett Dairy in 1963 with a single truck (at the time, it operated as a doorto-door delivery service and retail route in Queens, New York.). Soon after, Tommy Malave Jr. followed in his footsteps, and together they broadened the company’s market to include stores and restaurants.

By 1990, the decision was made to incorporate the company. That ushered in another era of growth for Bartlett Dairy.

Malave’s other sons – Michael, Kenny, Jimmy, and Donald – joined the team, bringing with them a wealth of knowledge acquired during their time at other dairy operations.

“Although the company has grown well beyond the founder’s expectation, it is still a family business,” said Malave. “Throughout the years, each son took a more active role in the family business. This led to its continued growth and success in building one of the largest family-owned dairy distribution organizations in the region.”

Now serving customers in New York, New Jersey, and Connecticut, Bartlett Dairy has stayed true to its roots, specializing in milk (the company’s website boasts that it is

“Milk runs in the veins of the Malave family, but it wasn’t enough to keep up with the demands of our everchanging customers.

The added value to our product mix makes us a key partner to the customers we serve.”

– Michael Malave, VP Sales, Bartlett Dairy

“often two days fresher” than other brands) and milk products. But the Malave brothers also knew that the business needed to adapt. So, it did.

“By enhancing our portfolio to meet the needs of our clientele, we began distributing other perishable food items to retail and foodservice customers in the region,” said Malave.

“We supply syrups, baking ingredients, juices, fresh fruit, soups, paper products, and many other products found in the kitchens that we service.”

And the company is diversifying its offerings again, this time with a line of shelf stable products.

“As always, when adding new products to our brand, Farmland Fresh Dairies, a lot of work goes into it before we get to taste the final product,” said Malave. “It all starts with a vote from the brothers. Then the vision becomes a reality after R and D is done to make sure the product meets the standards of our family values. Once everyone is in agreement, design and packaging is assembled and voted on by the organization. After months of preparation and planning a launch date, we have our new Farmland Fresh Dairies shelf stable product ready for its introduction to the industry.”

Bartlett Dairy’s mission statement contains six core values, but one of them, the commitment to excellence in customer service, is especially important to the company – no matter

how much it has grown over the years. New hires undergo training directly from the Malave brothers and its team is available around the clock, ready to provide assistance whenever needed.

“We never miss a beat when it comes to service,” said Malave.

“Growing the business successfully is a shared culture throughout the different departments that make us ‘One World.’ Every employee of Bartlett Dairy has their own talents that they bring to the table. We depend on everyone to roll up their sleeves to support each other and take care of our customers.”

And Malave said the future looks even brighter. The company’s new distribution center is nearing completion and is expected to begin operations soon.

“The brothers wanted to establish a facility within the combines of New York City to better serve our New York metro and New York suburban customers,” said Malave. “Once we open this distribution center, we look forward to growing our business, expanding our product offerings, and bringing jobs back to the community where we were established years ago in a milk plant in Queens, New York.”

Courtney Kless is the Managing Editor of Northeast Dairy Media.

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NDSA Member Profile

Q2 2024

NDSA Member Profile

T

The Probst Group Has ‘Unparalleled Expertise’ in Wastewater Solutions

BY COURTNEY KLESS

he Probst Group is deeply committed to two things: clean water and the protection of natural resources.

“Combining our passion for preserving the environment with our unparalleled expertise in wastewater treatment allows us to provide some of the most advanced wastewater treatment solutions in the country,” said Brand Manager Samantha Winchell.

That expertise comes, in part, from knowledge passed down by three generations of wastewater engineers.

Henry Probst was immersed in the world of wastewater treatment as a child, accompanying his father and grandfather on visits to treatment plants.

“He quickly became fond of the unique challenges every facility provided,” said Winchell. “As he grew up, providing technologically advanced wastewater solutions became a passion for him; knowing that he could assist more facilities in effectively treating their wastewater and help protect the 38 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

environment at the same time.”

Henry went on to major in Civil Environmental Engineering at the University of Wisconsin – Milwaukee, juggling his studies with employment at ProCorp., a company his father, Tom Probst, founded in 1988 to offer wastewater management solutions to the food and beverage industry.

During that time, the father-son duo also pioneered a few of the earliest processes for enhanced biological phosphorus removal.

Following the sale of ProCorp, Tom and Henry established The Probst Group in 2008, and by 2014, Henry assumed full ownership. In January, the company moved into its new headquarters in Hartland, Wisconsin.

“For years, we’ve made do with spaces that never quite fit.

But we dreamed of something better, a place that could truly support our growth and nurture our talent,” said Winchell.

“Probst’s innovative office is equipped with cutting-edge technology to enhance communication, streamline processes,

“Cheese, milk, ice cream – they’re all amazing! But dairy processing and production utilize a significant amount of water during the production and cleaning processes, creating process wastewater, which must be treated before it can be discharged. That’s where we come in.”

– Samantha Winchell, brand manager at the Probst Group reduce our environmental footprint, and ensure that our team has the tools they need to provide the highest level of service to our clients.”

More than 85% of them come from the dairy industry.

“Cheese, milk, ice cream – they’re all amazing! But dairy processing and production utilize a significant amount of water during the production and cleaning processes, creating process wastewater, which must be treated before it can be discharged,” said Winchell. “That’s where we come in.”

During its 16-year history, The Probst Group has created a comprehensive suite of solutions that includes engineering, design, build, operations support, consulting, and assistance with compliance and permitting. Each can be customized to meet the unique needs of the customer (and the facility).

“It’s definitely not a ‘one-size-fits-all’ type of approach,” said Winchell. “It really is our driving force to be your partner for wastewater solutions. Today and tomorrow. We design each system and solution with pride, knowing that we provide our clients with a clear path for process and capacity expansion as they continue to grow in the future.”

Winchell said that as a provider of wastewater solutions, The Probst Group is uniquely positioned to help its clients meet their sustainability goals. But the company also has some of its own.

“We also make a conscious effort to protect the environment through our own actions,” she added. “Our team is passionate about reducing the impact that we leave, and we continue to implement green initiatives and ideas in our workplaces and homes through our Green Team. Some of these efforts include reducing plastic and Styrofoam waste, as you’ll no longer find any disposable bottles in our office, and we’ve outfitted our team and workspaces with reusable, insulated water bottles and ceramic mugs. Additionally, our team participates in a handful of events, such as local river cleanups, to help ensure that we’re protecting the environment.”

The company’s five core values (Be Team Focused; Be Passionate; Be Accountable; Be Kind; and Grow) are at the heart of everything it does.

“Maybe one of the most unique aspects of our culture is the overarching spirit it has created,” said Winchell. “Ask anyone in the company what their favorite part of working here is, and the answer will be a resounding, ‘The people I work with.’ And that mentality combined with our shared values and commitment to the environment and the work that we do allows every member of The Probst Group to feel heard, to challenge something if they disagree, and creates an allfor-one effect; you’ll never hear someone say, ‘That’s not my job.’ And having a great team who works together and enjoys their work transitions directly to the way we interact with our clients, our partners, our vendors, and the community.”

Courtney Kless is the Managing Editor of Northeast Dairy Media.

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NDSA Member Profile

Q2 2024

Sales + Marketing

Data-Driven Decisions for PPC Success

BY BRIAN BLUFF

I

n the high-stakes world of pay-per-click (PPC) advertising, success hinges on precision. While the potential for reaching new customers and driving business growth is undeniable, navigating the intricate landscape of keywords, bids, audiences, and ad copy can feel like venturing into uncharted territory. Here's where data steps in, acting as your guiding light and propelling you toward PPC mastery.

WHY ADVERTISING DATA IS IMPORTANT

Imagine launching an ad campaign without data at your disposal – essentially throwing darts in the dark. Occasionally, you might strike gold, but overall, it's an inefficient and costly approach. Data analysis in PPC illuminates the playing field, revealing: • Winning Strategies: Data exposes which keywords generate the most clicks and conversions, along with the demographics most receptive to your message.

• Areas for Improvement: Are specific ads draining your budget with minimal return? Data identifies these underperformers, allowing you to optimize or eliminate them altogether.

• Hidden Gems: Data analysis can uncover opportunities to refine your bidding strategy, tailor your ad copy for higher resonance, or adjust your targeting to reach a more qualified audience.

HARNESSING THE POWER OF AD DATA

Integrating data analysis seamlessly into your PPC routine is key. Here's how to get started: • Set SMART Goals: Clearly define your campaign objectives. Do you seek website traffic, lead generation, or immediate sales? Establish Specific, Measurable, Achievable, Relevant, and Time-Bound goals.

• Track Key Performance Indicators (KPIs): Monitor metrics like click-through rate (CTR), conversion rate, 40 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

and cost-per-acquisition (CPA) to gauge your campaign's effectiveness in achieving your goals.

• Leverage Analytics Tools: Most PPC platforms provide robust built-in analytics dashboards bursting with valuable data. Tools like keyword planners help forecast performance and inform data-driven decisions. Consider third-party solutions for even deeper insights.

• Embrace A/B Testing: Test different ad copy variations, landing pages, and targeting options to identify what resonates best with your audience. Data will reveal the winning combinations.

DATA IS YOUR TRUSTED GUIDE TO SUCCESS

While data is a powerful tool, it thrives on proper interpretation. Here are some expert tips: • Context is King: Avoid basing decisions on isolated data points. Look for trends and patterns that emerge over time – typically at least quarter-over-quarter, or year-over-year for seasonal businesses.

• Consider External Factors: External events, seasonality, and competitor activity can all influence your PPC performance. Factor these elements into your analysis.

• Experimentation is Key: Data analysis is a continuous journey. Be prepared to adapt your strategy as you learn and new information surfaces. Don’t be afraid to do some A/B testing with your ad programs.

By embracing data-driven decision-making, you can transform PPC advertising from a guessing game into a welloiled machine. Leverage the insights data provides to finetune your campaigns, maximize your return on investment (ROI), and ultimately achieve your marketing goals. So, don't be afraid to turn on the lights – data is here to illuminate your path to PPC success!

Brian Bluff is the CEO and co-founder of Site-Seeker.

Q2 2024

Leanne’s Kitchen

Comfort Food Made with Delicious Dairy

Orange Creamsicle Popsicles INGREDIENTS • ½ cup heavy cream • ½ cup whole milk • Juice from two oranges • Zest from one orange • 1 tsp. vanilla • ¼ cup honey

INSTRUCTIONS 1. In a blender, add cream, milk, honey, and vanilla.

2. Zest one orange, then cut and squeeze two oranges into blender.

Blend until well combined.

3. Pour into popsicle molds and freeze for at least 3 hours or until completely frozen.

4. Serve.

Many of our members may know Leanne Ziemba as the business operations manager for the Northeast Dairy Foods & Suppliers Associations. But we’ve discovered she also is queen of the kitchen, as she has some delicious recipes that include fresh, wholesome dairy products.

NED Magazine • Yearbook 2025 • 41

DKC C DATA KEY COMMUNICATIONS

ASSOCIATION PARTNERS

We partner with associations to amplify the visibility of the association and their members. We help the associations thrive through effective traditional and digital communications.

DATA KEY COMMUNICATIONS 2025 SCAN THE QR CODES TO ACCESS OUR MEDIA KITS

GAWDA

2 directories, 4 magazines, 40 newsletters, 12 TV Episodes, 2 Contact Booth Programs, 1 Networking Event, Annual Sponsorships.

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Print/Online Directories

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Print/Online Publications

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1 Directory, 1 Yearbook, 4 Magazines, 52 newsletters, 1 Contact Booth Program, Annual Sponsorships.

Annual Sponsorship Programs (for members)

•

Email Newsletters

•

Graphic Design Services

ISBT

•

Video Production

•

Coordinating Networking Events

•

SEO & Content Writing

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Digital Marketing Consulting

NORTHEAST DAIRY

1 Directory, 1 Contact Booth Program, Annual Sponsorships.

IBDEA

We engage members and support associations’ through:

1 Networking Event.

Are you an association looking for a partner in success?

Contact BillB@datakey.org or visit datakeycommunications.com to learn more.

Q3 2024

THE OFFICIAL PUBLICATION OF THE NORTHEAST DAIRY FOODS & SUPPLIERS ASSOCIATIONS

NDFSA Members Reflect on Their Journey

LEGISLATIVE REPORT

MEMBER PROFILE

ASSOCIATION EVENTS

HUMAN RESOURCES

As the 2024 Sessions End, Election Preparations Begin

QualiTru Sampling Systems is Committed to Innovation, Safety

Preview of the 2024 Northeast Dairy Convention

Exploring Recruiting Trends with KCO Resource Management

Third Quarter 2024

N D F SA. O RG

NED Magazine • Yearbook 2025 2024 • 43

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Feature

44 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

Current Trends

Shaping the Dairy Industry

BY COURTNEY KLESS

S

ustainability has certainly received a lot of attention in the past few years. These are some of the trends that are currently shaping the dairy industry:

THE NET ZERO INITIATIVE

The Net Zero Initiative is the dairy industry’s commitment, through the Innovation Center for U.S. Dairy, to reach greenhouse gas neutrality by 2050.

“We’re still 25 years away from that,” said Karl Czymmek, the associate director of Cornell University’s PRO-DAIRY. “As processors and milk handlers look at their systems and try to figure out how to reduce fossil energy, my stance is that that’s going to be a big focus for those groups.”

The initiative also includes a dairy farm component.

“After the milk leaves the farm gates, there’s an additional GHG footprint associated with getting it to the plant, getting that milk heated up and processed, whether it’s into fluid milk or other things,” said Czymmek. “For fluid milk, anyway, around 70-80% of that greenhouse gas footprint is from cradle to farm gate. And so, what goes on at the dairy farm is really important in terms of managing greenhouse gas emissions from dairy.”

WATER QUALITY AND QUANTITY ISSUES

The Net Zero Initiative isn’t just about being greenhouse neutral by 2050; it also aims to optimize water quality through improved nutrient management and more efficient water use.

“We are going to pay more attention to water use, I think, especially in irrigated areas, but even in areas where we’re blessed with a lot of natural rainfall,” said Czymmek. “We’re going to have to pay attention to how we’re using water, whether that’s at a plant or at the dairy. I think that’s going to feature more prominently in how we manage dairy farming and dairy processing in the coming years.”

ANIMAL CARE

Another important area is animal care.

“The FARM program emphasis on high standards of animal care on dairy farms will continue to be an important focus,” said Czymmek. “There are industry experts in extension, governmental agencies, and the private sector that can help farms keep up with and implement the best animal care practices. This is definitely a topic that’s going to continue to be with us.”

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Feature

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Feature BIODIVERSITY

In Europe—and beyond— Czymmek is seeing a growing emphasis on biodiversity (it essentially evaluates how well farmers are maintaining biological diversity in and around their fields).

“We have more questions, I think, than answers, but you have to ask the questions to know the answers,” he said. “I think the good news for New York and the northeast is that many dairies have multiple crops in their rotations; we have different fields and soil types that require different management and sometimes different crops in them. So, we have a decent handle on biodiversity here by virtue of how we handle and manage our soil resources. But we’ll learn more with time.”

What is PRO-DAIRY?

PRO-DAIRY is a dairy-directed extension program funded by New York State.

“Our focus is New York state dairy,” said Czymmek. “We have experts in environmental systems, agronomy, forage production and manure management, herd health, farm business management, and a youth development program, where we’re helping young people develop leadership skills while exploring careers in the dairy industry. So, we have a number of experts on staff who focus on these different areas of need, and we work closely with dairy producers and organizations to make sure we are filling important gaps.”

But the organization’s reach goes beyond state boundaries.

“The PRO-DAIRY team works with other Cornell colleagues to prepare a 16-page inset called 'The Manager' for the Progressive Dairy magazine,” said Czymmek.

“Many of us work with colleagues in nearby states to develop programs for dairy farmers, and over time, PRO-DAIRY staff have served on various committees that have a national and even international impact.”

For more information about PRO-DAIRY, visit cals.cornell.edu/pro-dairy.

46 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

NDFSA Members Reflect on Their

S

Sustainability Journey ustainability is a topic that’s on the minds of many NDFSA members. So, for the third quarter issue of Northeast Dairy Magazine, we decided to ask them more about it.

ALFA LAVAL

Sustainability is at the heart of everything Alfa Laval does – and it has been that way for more than 140 years.

“Alfa Laval began its life in dairy, where it created more efficient ways to process milk and has been a leading innovator in separation, heat transfer, and fluid handling since,” said Sheldon Young, sustainability solutions specialist – food and water division. “We see our role as accelerating change for a more sustainable future and design our products to support that goal, using less energy and water, improving productivity, and taking careful consideration to the entire lifecycle of the products we create.”

In recent years, the company has introduced: a revolutionary mixproof and drain valve controller designed to cut water and chemical waste during CIP by up to 95%; an advanced tank cleaning technology that reduces cleaning media and time by up to 60% or more in some cases; and a new centrifuge design for specific applications that low-

ers energy consumption by up to 75% compared to previous models.

During that time, Alfa Laval has also devoted a tremendous focus to its own sustainability journey, committing to becoming carbon neutral by 2030 and setting goals that align with the Science Based Target Initiative.

“Initiatives have been launched at our sites around the world to lower the impact of producing Alfa Laval products, including replacing natural gas as a heating source at applicable production facilities, shifting to renewable electricity, installation of solar panels, and many other projects,” said Young. “We take a proactive approach to sourcing from suppliers with a lower carbon footprint, and carefully analyze how we manufacture and transport our products, seeking methods that reduce emissions.”

Editor’s Note: The information in this article was submitted by members who responded to two questions: 1. What does sustainability mean to your company?

2. Briefly tell us about your company’s efforts in this area over the past five years.

Thank you to all who participated!

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Feature ANDERSON-NEGELE As a top provider of sensors and instruments for hygienic process control, Anderson-Negele knows that sustainability is important not only to its operations but to the products and solutions it delivers to its customers.

“Under the slogan ‘Every drop counts,’ we offer a variety of sensors and solutions that enable dairy processors to achieve their sustainability goals,” said Ryan Fitzgerald, head of product management. “Anderson-Negele exists to help reduce product, chemical, and water waste to protect the environment while maintaining safe beverages and food” Reliable and accurate measurements enable automation and optimization of production processes. With that in mind, Anderson-Negele provides the right products and expertise to help food and beverage manufacturers save energy, reduce material costs, and minimize food waste.

“Over the past five years, we have been consistently examining and optimizing our processes for sustainable production and distribution; however, we can make an even greater impact by helping our customers achieve their sustainabil-

BYRNE

Byrne applies its philosophy of continuous improvement to every aspect of its business.

“Sustainability is no exception,” said Ashley Casey, sales and marketing specialist. “We are constantly striving to implement better sustainable practices throughout our operations and align with industry best practices.”

There’s a lot in motion, especially at the company’s facilities. For starters, Byrne is continually optimizing efficient energy use for the essential utility systems (i.e., water, compressed air, steam, and refrigeration equipment).

And then there’s wastewater. “Our investments in wastewater treatment operations have resulted in improved pre-treatment of our effluent (liquid waste) while using fewer chemicals in the process,” said Casey.

After the milk is processed, the resulting sludge waste is repurposed in various ways; for instance, it can be used as 48 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

ity goals,” said Fitzgerald. “For example, a dairy processing customer of ours was able to avoid losing 120 liters of milk during each phase transition by switching from time-based control to turbidity measurement on a UHT system. Another dairy reduced its entire water consumption for equipment cleaning by 10% through the optimization of CIP processes with our turbidity and conductivity sensors. In both cases, the reduction of milk and water waste amounted to several thousand liters per year.”

natural fertilizer by farms or converted into renewable natural gas by municipal treatment facilities.

When it comes to the company’s industry partners, Byrne keeps a close eye on the recycled content in packaging and monitors the key performance indicators for its suppliers’ and customers’ program development.

“Our partnerships with local farms demonstrate commitment to responsible animal welfare practices, conservative use of chemicals, and minimizing over-the-road travel with their proximity to our processing facilities,” concluded Casey.

CDF CORPORATION

At CDF Corporation, sustainability is about much more than environmental stewardship; the company places a strong emphasis on social responsibility and economic viability, too.

“Our approach encompasses various practices and goals aimed at reducing environmental impact while supporting the communities in which we operate,” said Kate Connors, marketing manager.

Through several key initiatives, CDF Corporation is actively working to minimize its ecological footprint. For instance, the company is recycling and reusing raw materials during its production processes, installing full-roof solar panel systems at each of its facilities, and developing products that reduce the use of plastics, greenhouse gases, and the resources needed for transportation and storage.

The company also firmly believes that sustainable practices and economic success should go hand-in-hand.

“By focusing on innovations like the Cheertainer®, AirAssist®, and our full range of IBC and Drum & Pail liners — which offers logistical and cost benefits by reducing material use and improving transportation efficiency—we aim to provide value to our clients while adhering to our sustainability principles,” said Connors.

DART CONTAINER

Dart Container has three sustainability commitments: Innovate, Inspire, and Invest.

“Our approach to product development combines first-use performance with sustainable next-life options,” said Bob Motter.

So, Dart Container created the ProPlanet seal to recognize those that adhere to its “highest sustainability standards.” To earn this seal, products must meet at least one of the following criteria: contain recycled material, be commercially compostable, or be designed for recycling.

But the company’s sustainability efforts aren’t limited to product innovations; Dart Container has also earned a significant milestone in its operations.

“Our U.S. manufacturing facilities achieved Operation Clean Sweep Blue recognition, meeting the gold standard for preventing plastic pellet, flake, and powder from escaping into the environment,” the company said. “We’re actively seeking additional innovative ways to further reduce our carbon footprint.”

EMERSON

Ted Reppi, a flow and density consultant, said that Emerson takes sustainability “very seriously.”

The company’s approach is structured around three pillars: Greening Of Emerson, Greening By Emerson, and Greening With Emerson.

The second highlights how Emerson has supported its customers in their own sustainability journeys. To bolster these efforts, the company acquired Flexim, a top provider of clamp-on ultrasonic flow measurement, in 2023.

“One of the major benefits of this technology is its ease of implementation to meet sustainability goals,” said Reppi.

“For businesses like dairy processing facilities, they use large amounts of energy (water, compressed air, natural gas, etc.), so they are always looking to improve efficiency and reduce cost, which will quickly and easily reduce their carbon footprint for the sustainability goals they set. Flexim is a great solution to achieve these challenging goals.”

Under the other two pillars, Emerson has earned a CDP Climate Change Score of A-, cut Scope 1 and 2 emissions intensity by 52% since 2021, sourced 49% of its electricity from renewable sources, and joined 15 hydrogen associations around the world, according to its 2023 sustainability report.

“As we move forward, we remain committed to deploying impactful technologies that advance both our net zero ambitions and those of our customers, fostering a more sustainable future for all,” said Mike Train, chief sustainability officer.

ENERGY PARTNER CONSULTANTS

ENERGY PA R T N E R C O N S U LT A N T S Since its founding in 2009, Energy Partner Consultants (EPC) has worked with thousands of businesses to more effiNED Magazine • Yearbook 2025 • 49

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Feature

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Feature ciently manage their energy expenses and usage.

“For companies unwilling or unable to invest in or accommodate solar panels, EPC identifies community solar projects for them to join,” said CEO Wendy Martin. “Since their tax dollars already fund these initiatives, there is no additional participation cost, and enrollment through EPC is straightforward. Most clients opt for this route, saving 5-10% on their electricity costs while helping to fulfill the government’s green requirements.”

Martin also spearheaded the largest renewable natural gas initiative, teaming up with seven Central New York farms to turn manure into liquid gas.

ENGIE

carbon footprint, and fostering a culture of environmental responsibility while meeting our clients’ needs,” the company said. “We strive to create a circular economy by maximizing resource efficiency, reducing waste, and promoting renewable materials.”

FINANCING One way Epallet achieves this is by THE using reconditioned and remanufactured pallets.

“The refurbishment process generates fewer emissions and consumes less energy, further lowering the products’ carbon footprint and promoting environmental sustainability,” the company said.

Epallet also turns its waste materials into useful products like animal bedding, fuel, and mulch.

“By working closely with our partners, suppliers, and customers, we aim to set new standards for sustainable practices,” the company concluded. “Together, we can make a real difference and build a healthier planet for future generations.”

DAI RY

INDUSTRY

Over the years, solar energy has become a key pillar at ENGIE. The company’s mission is to help shape a sustainable VERTICALLY INTEGRATED AG BUSINESSES future built on clean, affordable, resilient energy, with a focus PROCESSING AND MARKETING EQUIPMENT • VALUE-ADDED AG BUSINESSES on renewable energy.

DAIRY SERVICE AND INPUT BUSINESSES • PARTNER WITH OTHER CAPITAL PROVIDERS “Sustainability is woven into the fabric of our business,” FARM CREDIT EAST said Lenny Tilton, business development manager.

Protecting biodiversity is a top priority in each of ENGIE’s projects; that’s why the company has supported the local ecosystems at its North American solar sites.

800-562-2235 | FARMCREDITEAST.COM In 2021, ENGIE planted pollinator-friendly vegetation Sustainability isn’t exactly a new concept for Farm Credit around its solar arrays, bringing the total to 1,120 acres.

East.

Then in 2022, the company joined the American Solar “As a financial cooperative owned by the customers we Grazing Association to manage vegetation naturally at some serve, sustainability is one of Farm Credit East’s core princiof its utility-scale solar projects (grazing livestock, like sheep, ples,” said David Lane, SVP of sustainability and corporate remove overgrowth that could block sunlight from reaching initiatives. “Sustainability is integral to the industries we serve, the panels). as farming, the forest products industry, and fisheries under“We are a global leader in low-carbon energy stand how a healthy environment is critical to their success. supply and related services. By focusing on effiIn other words, sustainability, often thought of in terms of cient, long-term carbon-reducing solutions, we are people, planet, and profit, is central to our success as a coopmeeting the challenges of climate change,” said Tilton. erative and to the industries we serve.”

Farm Credit East has spent the past five years integrating sustainability into its strategic pillars, making it a point to EPALLET communicate and recognize its efforts along the way.

“We continue to provide reliable credit and value-added Epallet envisions a future in which logistics and sustainfinancial services to support customers as they evolve their ability are intertwined. operations to include sustainable and regenerative practices,” “We’re dedicated to eco-friendly innovations, reducing our said Lane. “By example, we have ramped up our grant-writing 50 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

capacity to assist farmers in accessing federal, state, industry, and philanthropic capital.”

Additionally, Farm Credit East collaborates with (and finances) programs that recognize producers’ sustainability efforts, like the Sand County Foundation’s Leopold Conservation Award.

“We do this as it’s important for the public to understand the environmental benefits that agriculture provides, in addition to the food, fiber, and energy that we depend on every day,” concluded Lane.

GREINER PACKAGING

Sustainability is at the core of Greiner Packaging’s strategy and operations.

“The company aims to become a fully circular business by 2030, emphasizing the importance of reducing, reusing, and recycling materials,” said Jörg Sabo, global director marketing

& innovation. “By incorporating recycled materials, developing reusable packaging solutions, and reducing carbon emissions throughout the supply chain, Greiner Packaging strives to minimize its environmental impact and contribute to a sustainable future, just in line with its motto, ‘Join the circular revolution.’”

Greiner Packaging has addressed sustainability from multiple angles over the past five years, developing products that encompass various aspects of eco-friendliness. Two of the most notable are the K3® r100, a plastic cup with a cardboard wrap that separates during waste collection (improving recyclability), and the IML Lightweight Cup, which reduces material usage and, ultimately, CO2 emissions.

But Greiner Packaging’s sustainability efforts extend beyond its product offerings. The company has teamed up with people and institutions to help forge an environmentally friendly future. Since 2016 for example, Greiner Packaging has been involved in the UK-based Ellen MacArthur Foundation, through which they are supporting the transition to a circular economy.

“This partnership aligns with our broader circular economy strategy, emphasizing product recyclability, innovative materials, and collaborative efforts to minimize plastic waste,” said Sabo.

HUHTAMAKI

Huhtamaki’s approach covers the three ESG pillars: environment, social, and governance.

“For us, sustainability means considering our impact, both positive and negative, throughout our entire value chain and pro-actively working on becoming a leader in all three pillars by minimizing the negative impacts of our operations and products on the environment while maximizing the positive

impacts on our stakeholders, consumers, and society,” said Ashley Grills, account manager and salesforce administrator.

Huhtamaki aims to be the top choice for sustainable packaging solutions. To that end, the company follows a product stewardship approach that shapes how it designs its products, sources materials, operates, engages with its stakeholders, and contributes to a circular economy.

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Feature “Offering a paper-based package option for refrigerated dairy serves as the latest addition to our commitment to putting sustainability in everything we do,” said Grills.

“Where packaging comes from is just as important as where it ends up. All the paperboard used in our dairy containers is sourced from sustainably managed forests.

Choosing a paper-based cup supports efforts to reduce plastic waste.”

Huhtamaki’s commitment to sustainability doesn’t end

with its paperboard dairy cup, though.

“ICON® is our new, breakthrough paper cup technology, enabling the recycling of both the cup and the lid in communities with paper product recycling programs,” said Grills. “This innovation is the first of its kind—making pint-sized ice cream fully recyclable. In fact, 21 tons of paperboard will be removed from landfills for every 1 million cups that are recycled. Simply put, it’s bringing a smaller environmental footprint to the freezer section.”

HYDRITE

As Hydrite approaches its 100th anniversary, its commitment to sustainability only grows stronger.

“Hydrite is focused on providing sustainable ideas and solutions that ensure collective long-term success for our customers, employees, and partners,” said Amanda Hansen, sustainability program manager. “This is realized through a three-part environmental, social, and governance (ESG) approach, setting ambitious goals that support our sustainability vision of empowering employees to positively impact the environment and the communities in which we live.”

As part of its Vision 2025 strategy, the company is working 52 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

towards two environmental goals: climate action (reducing Scope 1 and Scope 2 greenhouse gas emissions per pound of product sold by 10% from a 2022 baseline) and water efficiency (reducing water withdrawn per pound of product sold by 5% from a 2022 baseline).

Hydrite has achieved several important milestones in the last five years, including: • Helping customers save an estimated 1 billion gallons (or more) of water through process and chemistry improvements.

• Installing a truck wash at its La Crosse, Wisconsin, loca-

tion, eliminating 40,000 miles of travel each year.

• Constructing the company’s first on-site solar array at its Visalia, California location, generating 16% of the facility’s electricity.

• Operating a waste heat recovery system at its Terre Haute, Indiana location which has reduced natural gas consumption by 32% so far.

• Constructing a new corporate office that earned a Green Globes® building certification for its sustainable design and environmental performance.

“In addition to minimizing our environmental footprint, Hydrite has achieved success in areas like safety, volunteerism, supply chain management, and other important ESG principles,” said Hansen.

LOCHHEAD MANUFACTURING COMPANY

Lochhead Manufacturing Company is deeply committed to two things: social responsibility and the promotion of sustainable farming practices.

“Through our internal and external sustainability initiatives, we aim to ensure we have the water and resources to protect human health and our environment,” said Northeast Rep Sage Lochhead. “Our internal practices are carried out in our daily lives. The heat in our facilities is turned down during off-hours, and lights are kept off in unoccupied areas.

We recycle all paper, cardboard, and plastic, and we have made all our packaging materials recyclable. We also produce zero food waste. By using the whole vanilla bean, we ensure that no parts are being thrown away.”

The company’s external initiative, the VanWell Project, supports the vanilla farmers it partners with in Madagascar’s SAVA region. The goal is to improve those farmers’ lives— and ultimately, their vanilla production—by providing fresh drinking water.

“This project has been received as a tremendous success,” said Lochhead. “Each well supplies clean water every day to up to 2,000 people. Along with the VanWell project, we look forward to purchasing high-quality vanilla beans from farmers for years to come. The Lochhead family continues to visit Madagascar to view the vanilla bean crops and identify more villages for freshwater wells.”

PERRY’S ICE CREAM

“Our commitment to the ‘Good Stuff ’ goes beyond the cone,” the company said. “It’s about sustaining our communities and nurturing the environment, ensuring each scoop reflects doing good in every way.”

Perry’s Ice Cream details its strategies in the 2023 Good Stuff Report.

One of the company’s long-term goals is “to be recognized as a ‘zero landfill’ operation and maximize the value of [its] resources through improved efficiencies, productivity, and utilization of technology.” And it is making progress. In 2023 alone, Perry’s Ice Cream released 160 fewer tons of CO2, and since 2013, it has repurposed 816 tons of corrugated boxes.

As part of a second commitment to “continuously improve [its] processes to eliminate waste,” the company has switched to electronic trip sheets and mileage forms, saving 5,000 sheets of paper each year, and adopted paperless training materials, quizzes, and forms.

“Perry’s Ice Cream is committed to actively managing our impact on our communities and the environment through responsible business practices,” the company said.

STANPAC

“Generally, when Stanpac makes decisions on new products, product improvements, and facility upgrades, we do so to ensure we are competitive in the markets we serve,” said Murray Bain, VP marketing. “In most cases, this will also provide benefits to the environment and satisfy consumer trends around sustainability.”

These days, the company’s customers are more curious than ever about its past, present, and future initiatives.

NED Magazine • Yearbook 2025 • 53

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Feature

Q3 2024

Feature They fall into three main categories: 1. Transportation: This covers everything from receiving raw materials from suppliers and shipping finished goods to moving materials within the company’s facilities. Stanpac upgraded its fleet to fuel-efficient trucks, switched from trucks to rail for all of its paperboard, and is transitioning to electric forklifts.

2. Facilities: As part of its sustainability efforts, the company has made several upgrades to its buildings

and processes, including: installing energy-efficient lighting and occupancy sensors; eliminating hazardous chemicals; and replacing compressed air with regenerative blowers wherever possible.

3. Products: The development of sustainable products has been another area of focus for Stanpac. For example, it introduced paper non-round lids, switched from plastic to paper lids for novelty-size ice cream packaging, and replaced PE-coated cups with Dispersion Barrier Coated cups, eliminating polyethylene.

QUALITRU SAMPLING SYSTEMS®

QualiTru Sampling Systems defines sustainability as meeting the needs of its current customers without compromising the ability of future generations to meet their own needs.

“We focus on decisions that consider the long-term impact on the environment, society, and our business, striving to maintain a balance that ensures resources are preserved for future use,” said CEO Ian Davis. “Like the dairy industry, we are dedicated to reducing our environmental footprint and creating a positive impact. Through innovation and collaboration with our customers and supply chain, we relentlessly work to implement sustainable practices that benefit our customers, our employees, and the world around us.”

The company has streamlined its packaging to reduce waste and conserve resources, aligning their operations with their goal to minimize their environmental footprint while maintaining quality.

“Our commitment to sustainability is reinforced through our fully recyclable septa packaging, promoting a circular 54 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

economy and minimizing waste,” added Davis.

In the past five years, QualiTru has also moved from ethylene oxide (EO) sterilization to gamma radiation, a safer and more eco-friendly alternative.

DON’T MISS A DROP!

Stay up-to-date on the latest dairy industry news by following Northeast Dairy Media and the NDFSA.

Scan this QR code to follow us on web and social media platforms, including: ⊲ Visit the online Buyer’s Guide ⊲ Access all issues of Northeast Dairy Magazine ⊲ Follow the NDFSA on LInkedIn ⊲ Follow the NDFSA on YouTube ⊲ Sign up for the Northeast Dairy Connection Newsletter. The weekly email newsletter includes the latest industry news, as well as updates from the NDFSA members.

Q3 2024

NDSA Member Profile

QualiTru Sampling Systems is Committed to Innovation, Safety

Q

BY COURTNEY KLESS

ualiTru Sampling Systems began its journey with one product and a staff of two people.

Fast forward 41 years, and it has become a leader in aseptic and representative sampling, offering its services to dairy farms, haulers, and food processing plants in more than 30 countries around the world.

“From farm to table, the dairy industry exemplifies hard work, passion, and a commitment to delivering delicious and nutritious products that enrich our lives,” said Darrell Bigalke, founder of QualiTru Sampling Systems. “We strive to embody these same values every day and play our small part in this great industry.”

The company that Bigalke established in 1983 was originally known as Quality Management Inc. Two years later, the dairy industry faced back-to-back foodborne illness disasters, both resulting in sickness and loss of life. The first was a Salmonella outbreak in northern 56 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

Illinois and the second was a Listeria outbreak in southern California.

“These incidents highlighted the urgent need for stringent process monitoring standards in the dairy industry, which had previously focused only on final product testing,” said Bigalke.

That’s when Bigalke stepped in. Drawing on his expertise in microbiology and his position as a dairy safety consultant, he was instrumental in expanding aseptic sample testing to better manage contamination concerns.

Those early efforts also laid the foundation for QualiTru’s ongoing commitment to innovation and safety.

“When Darrell started this company four decades ago, he championed what are now common industry practices of using aseptic inline sampling on dairy farms, milk hauling trucks, and in dairy processing plants,” said Ian Davis, the current CEO. “The result of his efforts elevated both the quality of these products as well as consumer safety to even higher standards than had been experienced at the time.”

“Our mission at QualiTru is to promote food safety and quality by providing innovative aseptic sampling solutions. We strive to empower our customers with accurate, reliable data that ensures the highest standards of product safety and quality in the dairy and liquid food industries.”

– Darrell Bigalke, founder of QualiTru Sampling Systems

“Today, in light of continued outbreaks of dairy-related Listeria and Salmonella, as well as serious contamination issues such as the recent infant formula crisis, we see that the need for rigorous inline process sampling and testing for the liquid food and dairy industries remains as critical as ever,” Davis continued. “We are honored to continue delivering upon Darrell’s vision and commitment to food quality and public safety and extending the company’s impact by launching additional new technologies for the industries we serve.”

QualiTru’s product portfolio spans the dairy supply chain.

“Our systems perform inline aseptic sample testing and quality checks from the milking parlor to truck transport, raw and pasteurized storage silos, and throughout commercial dairy and liquid food processing operations,” said Bigalke.

“QualiTru’s sampling systems allow for effective process monitoring for issues such as somatic cell counts, milk stratification, spore-forming bacteria, and bacterial counts to help ensure superior dairy product production. The ability to

identify and isolate bacteria, including heat-resistant bacteria, is vital to safe and efficient operations for milk processors.

This comprehensive approach allows these industries to have accurate microbiological and chemical data, building transparency and confidence in product quality.”

However, providing top-notch products and services “that exceed customer expectations” is just the start; during its more than 40-year history, the company has established itself as a leader in education and training.

“Our experienced team works closely with our sampling systems end-users to ensure their inline process monitoring programs are successful by providing on-site training and support with an extensive library of training and educational materials on our website,” said Laura Rock, vice president of sales at QualiTru. “Additionally, we collaborate with industry experts to produce blogs, white papers, newsletters, webinars, verification and case studies, and other educational materials, allowing us to publish relevant and meaningful information for our end-users, industry partners, and the dairy and liquid food industries in general.”

The company’s small size also fosters a collaborative relationship with its customers.

“This close partnership ensures that our solutions are precisely tailored to meet the unique needs of our clients, enhancing their process monitoring programs,” said Davis.

“With over four decades of experience and a deep commitment to quality and safety, we leverage our strong industry relationships and expert knowledge to provide reliable, cost-effective sampling systems. Our ability to quickly adapt and respond to customer needs sets us apart, making us a valued partner in the dairy and liquid food industries.”

Courtney Kless is the Managing Editor of Northeast Dairy Media.

NED Magazine • Yearbook 2025 • 57

Q3 2024

NDSA Member Profile

Q3 2024

Human Resources

E

Exploring the Latest Trends in Recruiting

mployee recruitment has changed a lot over the years. So, Northeast Dairy Magazine recently asked KCO Resource Management’s Alysia Huffman, Alyssa Sparrow, Jill Ryan Osterhout, and Ryan Osterhout about what candidates are looking for, the current trends, and the role that artificial intelligence is playing in it all.

DOES THE DAIRY INDUSTRY OFFER ANY UNIQUE OPPORTUNITIES FOR JOB SEEKERS? ARE YOU SEEING ANY CHALLENGES SPECIFIC TO THE INDUSTRY?

The KCO team members said the industry has “great opportunities” for job seekers.

“Dairy is a commodity, so it does go through its ups and downs, but overall, compared to other food trends, it stays relatively stable,” they added. “If you specialize within the dairy industry, your skills will be highly valued and sought after because it’s not congested like other more ‘popular industries’ 58 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

(i.e., the tech industry). Specializing in a dairy function in higher education will most likely guarantee you an industry job out of college.”

But the industry isn’t without its challenges, too.

“Dairy manufacturing facilities are historically in rural locations with low populations, and with more and more people valuing remote work and remote work being available, people don’t have to live in these rural locations, which has led to labor shortages within dairy facilities,” said the KCO team members. “Certain functions/roles within the dairy industry also require a specific type of technical skill or education with years of experience; people with this experience are highly coveted in the dairy industry, which makes recruiting for certain roles competitive.”

WHAT ARE CANDIDATES LOOKING FOR?

It probably won’t come as a surprise that flexibility is high on the list.

“Office work within the dairy industry can provide that,

and some dairy companies are offering hybrid schedules with admin or sales roles,” said the KCO team members.

Job seekers are also moving away from the old norm of one or two weeks of paid time off (PTO).

“Three weeks or unlimited PTO is becoming the new standard for starting with a new company,” said the KCO team members.

For younger employees, especially Gen Z, growth within a company is becoming a bigger priority.

“They want to understand what the projected career path would be,” said the KCO team members.

WHAT ARE SOME OF THE TRENDS THAT YOU’RE SEEING IN RECRUITING?

FOCUS ON FIT These days, it isn’t enough for candidates to have the required skills and experience; they also need to be a cultural fit for the team. “This cultural fit is becoming more elusive as people subjectively know what they are looking for but won’t vocalize any of it specifically for fear of stepping out of legal bounds,” added the KCO team members.

INTERVIEW PROCESS Video interviews saw a resurgence during COVID— and they’re still being widely used, even though the pandemic has ended. That may soon change, though. “I think we are starting to see some kind of awareness around that and at least trying to pare it down,” said the KCO team members.

JOB DESCRIPTIONS Employers are working to create “enticing” job descriptions that highlight their vision, growth opportunities, competitive salaries, benefits, and team environment.

“They are really trying to market themselves as a great place to work,” said the KCO team members.

HIRING MANAGERS The KCO team members are seeing more and more hiring managers becoming “heavily involved” in the recruitment process. “This is a good thing because they are living within the function that is being recruited for, but they are not in HR, so they may be driving a process and not really understanding recruiting trends or the market,” they added. “So, it’s a double-edged sword.”

WHAT ROLE (IF ANY) IS ARTIFICIAL INTELLIGENCE PLAYING?

More companies are using Al to screen resumes. But there's a catch.

“They are often discovering that AI misses nuances that human readers of resumes can pick up,” said the KCO team members. “There was absolutely an initial fear when AI first came out, but what has been discovered is you can’t take the humans out of this process. The industry and companies need people reading and interpreting resumes and asking questions that the resumes might not fully answer, and at this point AI misses too many good people/resumes.”

DO YOU HAVE ANY ADVICE FOR JOB SEEKERS IN 2024?

The KCO team members advise job seekers to stick with tried-and-true methods: thoroughly review job descriptions, research the hiring company, and tailor your resume, cover letter, and/or pre-recorded video to each company and role.

“The world and job market have shifted away from an old school mentality—companies are trying harder than ever before to hear what job seekers are valuing these days in terms of company culture, benefits, and growth opportunities, but some key things have stayed the same,” they said.

“You still need to show you are highly interested in the company/their goals and what value you can add to their team.”

One way candidates can do that is by asking insightful questions that go beyond compensation and benefits.

“Always be prepared for the interview; dressing appropriately does matter and be keenly aware there is a lot of competition for each job, so take it seriously because recruiters and hiring managers can tell who wants their job,” said the KCO team members. “Writing thank-you notes is becoming more of a lost art, and it truly does matter too!”

And don’t be afraid to contact the hiring manager or recruiter on LinkedIn. “Some roles get so many applications—applications can be lost in the mix,” said the KCO team members. “Reaching out to someone on LinkedIn forces them to look at your profile. Make sure your LinkedIn profile has key words in it to match the roles you are looking for.”

But above all, candidates should approach their job search with thoughtfulness and intention.

“Someone will notice if you are applying for the roles that you have the skills for,” said the KCO team members.

KCO Resource Management is a member of the Northeast Dairy Suppliers Association. For more information about the company, visit kcoresource.com.

NED Magazine • Yearbook 2025 • 59

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Human Resources

Q3 2024

Leanne’s Kitchen

Comfort Food Made with Delicious Dairy

PB SWIRL ICE CREAM PIE FOR THE PIE CRUST

• 1 14-ounce can sweetened condensed milk

• 2 ½ cups pretzels (5 ounces minis or snaps)

• ⅓ cup hot fudge topping

• ½ cup granulated sugar

• ⅓ cup creamy peanut butter

• 10 tbsp unsalted butter FOR THE ICE CREAM

• 1 cup coarsely chopped chocolate-covered pretzels and extras

• 2 cups heavy whipping cream

FOR THE TOPPING

• ½ cup original malted powder

• ¾ cup heavy whipping cream

• 1 8-ounce package cream cheese, softened

• 3 tablespoons powdered sugar

Many of our members may know Leanne Ziemba as the business operations manager for the Northeast Dairy Foods & Suppliers Associations. But we’ve discovered she also is queen of the kitchen, as she has some delicious recipes that include fresh, wholesome dairy products.

60 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

Q4 2024

THE OFFICIAL PUBLICATION OF THE NORTHEAST DAIRY FOODS & SUPPLIERS ASSOCIATIONS

Celebrating MILESTONES

FRONT DESK

ASSOCIATION EVENTS

MEMBER PROFILE

SALES + MARKETING

Closing Out a Successful 2024

Highlights from the 2024 Northeast Dairy Convention

DCC Automation Celebrates Seven Decades of Success

Google AI Updates for 2024

Fourth Quarter 2024

N D FSA . O R G

NED Magazine • Yearbook 2025 2024 • 61

Q4 2024

NDFA, NDSA MEMBERS

Commemorate MILESTONES

I

t’s that time of year again—our annual milestone issue is here!

In 2024, members of the Northeast Dairy Foods Association and the Northeast Dairy Suppliers Association celebrated anywhere from 10 to 160 years. Congratulations to all!

Please note: The information in this article was submitted by members who responded to a questionnaire.

62 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

New York State Cheese Manufacturers’ Association – 160 years According to historian Eunice Stamm (author of The History of Cheese Making in New York State, 1991), “On January 6, 1864, a group of dairymen, cheesemakers and manufacturers assembled at the Courthouse in Rome, NY. Led by Jesse Williams (who established the first cheese factory in 1851) they formed an association for the purposes of upgrading cheese making and promoting the welfare of dairymen. Over one hundred men, upon paying one dollar each, became members of the New York State Cheese Manufacturers’ Association.”

The importance of the use of top-quality milk for cheese making prompted the members of the association to include milk producers in the organization. Therefore, in 1865, they proposed a more inclusive name and became the American Dairymen’s Association. The newly named organization continued into modern times.

In 1943, a group of cheddar cheese manufacturers met in Lowville, New York, to re-establish the modern-day New York State Cheese Manufacturers’ Association. The new association met regularly in Watertown and Syracuse to discuss economic, legislative, and educational issues. The group maintained

close ties with the producer cooperatives to improve the economic climate of the dairy industry.

Since 1971, the association has had a presence at Cornell University, with faculty and staff serving as secretary and scientific and technical advisors. This has provided a vital information and educational link to the industry.

The association meets for its annual spring meeting in Syracuse in March every year. The Spring Meeting invites speakers from Cornell University, state and federal regulators, as well as industry experts, who present on topics that affect all aspects of the cheese industry. Its annual cheese fundraising event helps provide for up to three scholarships to undergraduate and graduate students studying in fields related to dairy foods science and processing, with a focus on cheese manufacturing. This helps further the association’s mission to encourage, assist, advise, and aid its members in the making of New York State Cheese and to promote the sale of cheese manufactured in the State of New York.

The New York State Cheese Manufacturers’ Association is a member of the Northeast Dairy Suppliers Association, Inc. NED Magazine • Yearbook 2025 • 63

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MEMBER Milestones

Q4 2024

MEMBER Milestones

Oliver M. Dean – 105 years Oliver M. Dean’s first product was a broom.

In 1887, he would ride the Baltimore-Ohio Railroad to purchase the corn he needed to manufacture them.

Soon after, the company’s farming customers began requesting cans, caps, and cleaning supplies so they could sell their milk (back then, they would typically get these items from their broom supplier), shifting the focus of Oliver and his sons to dairy supplies.

Since then, Oliver M. Dean has branched out to numerous hygienic fluid handling industries, including food, beverage, personal care/cosmetic, pharmaceutical, and brewing—all in addition to the already established dairy market.

“We are an experienced design-build firm with a strong field presence to assist our customers at the plant level,” said President Daniel C. Eldon. “We capitalize on application solutions to meet our customers’ needs. Our unique approach 64 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

includes engineering a solution, selecting and procuring the right equipment, installing said equipment, and often providing a controls platform for automating the process to facilitate a reliable and repeatable process.”

Over the last century, the industry has evolved to require more automated solutions and strict hygienic standards.

Oliver M. Dean has adapted.

“Aligning with numerous manufacturers of whom we can represent and distribute for has allowed us to implement custom solutions for our end users,” said Eldon. “We have also seen an increase in food and beverage manufacturers at a higher rate than dairy plants. Alternative milk is an example, along with flavoring and fragrance facilities.”

Oliver M. Dean is a member of the Northeast Dairy Suppliers Association, Inc.

Stanpac – 75 Years Stanpac is a global leader in the dairy, ice cream, and beverage sectors, yet it began its journey seven decades ago as a modest milk cap manufacturer.

The company was established in 1949 under the name Standard Cap and Seal Limited; back then, its main product was paperboard milk caps. Steve Witt acquired the company in 1971, and from that point on, it has been known as Stanpac.

Two years later, with a team of just two employees, Witt moved the company’s operations to Smithville, Ontario, where its headquarters are still located today.

During its first two decades in business, Stanpac primarily made paperboard products—milk bottle caps, drinking glass covers, paper tubes, and tab lids. When the early 1990s rolled around, the company became a leading manufacturer of POGs (yes, the flat circular milk caps from that popular children’s game). By the summer of 1993, Stanpac was shipping approximately four million of them each week (it even had to add five machines to keep up with the demand!).

In the years that followed, Stanpac expanded into several new markets, offering solutions for ice cream, fluid milk, wine and spirits, and food service packaging. Its team currently serves more than 1,000 customers in 30 countries worldwide.

“Despite this growth, our core values have remained unchanged with our accomplishments rooted in old fashioned values,” said Murray Bain, vice president of marketing. “Our motto, ‘good people who make great packaging!’ is more than just a tagline; it drives every aspect of our work. We believe in hands-on service and fostering long-term relationships with our customers by recognizing their unique needs. Whether our customers are large or small, we are committed to delivering unparalleled service. This includes fair pricing, reasonable minimum order quantities, and lead times that align with our customer’s needs.”

Stanpac also believes that strategic investment is the key to innovation and progress.

“Over the past few years, we have invested over $40 million in capital equipment, including two state-of-the-art printing presses, cup formers, injection molding machinery, robotics, and facility upgrades,” said Bain. “This significant investment has enabled us to expand our production capabilities and contribute to the local economies. We’ve been fortunate to receive support from both the federal Canadian government and Ontario’s Regional Development Program, which recognizes the growth our company has experienced.

Their funding allows us to create an additional 30 jobs in the

coming years and expand our production of new compostable and recyclable packaging.”

To recognize its 75th anniversary, Stanpac created a special badge for team members to use in their email signatures and marketing materials. The company is also sharing photos on social media that highlight key moments from its history.

“We believe the evolution of a great company continues at Stanpac as we grow year after year, and we eagerly anticipate what the next 75 years will bring us,” said Bain.

Stanpac is a member of the Northeast Dairy Suppliers Association, Inc.

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MEMBER Milestones

Q4 2024

MEMBER Milestones

DCC Automation – 70 Years As DCC Automation celebrates its 70th anniversary, it is looking back on its transformation from a family business to a global authority in the design and production of stainless-steel conveyor systems.

“It’s important to emphasize that our success wouldn’t be possible without the dedication of our employees and the loyalty of our customers,” said President Peter Debald. “Our story is one of resilience, innovation, and a steadfast commitment to excellence. As we continue to grow, we’re excited to push the boundaries of what’s possible in automation and deliver even more value to the industries we serve.”

Originally known as Dairy Conveyor Corp., DCC Automation started its journey in a small building in Queens, New York, in 1954. The founders (Gustaf Freudenberg, Fred Muhlenbruch, and Paul Ganswind Sr.) had just a handful of employees at the time.

DCC Automation is a member of the Northeast Dairy Suppliers Association, Inc. 66 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

Double H Plastics – 50 Years Double H Plastics was established in 1974 as a family-owned profile extrusion manufacturer, pioneering the plastic spool on which most point-of-sale thermal receipt paper is wound.

In the decades that followed, the company’s focus remained on growing its plastic core business.

While scouting facilities for an expansion in the mid1980s, founder Harry Harp Jr. (Double H himself) had an opportunity to acquire a small injection molding business.

“His entrepreneurial spirit saw the potential of combining excellent graphics with a secure fitting plastic frame,” said Emma Cave, sales & marketing specialist. “This proprietary process propelled Double H into the packaging business that is our focus today.”

The late 1990s ushered in another era of growth for the company. It added cup forming capacity in 1998 and acquired printing capabilities in 2012, allowing it to offer a complete packaging solution.

Now led by the second generation of the Harp family, Double H serves regional, national, and global consumer packaged goods companies across the ice cream and dairy, consumer products, cereal, and convenience food sectors.

“Reaching 50 years is a major milestone, and we’re incredibly proud of our journey from a small family-owned business to an industry leader,” said Cave. “Our continued success is a testament to our innovative spirit, strong customer relationships, and the hard work of our team.”

Double H has always put its customers first, creating a culture of collaboration, innovation, and integrity.

“We foster a supportive work environment that encourages problem-solving and continuous improvement,” said Cave. “Our commitment to providing solutions that ensure customer success and delivering high-quality products is at the heart of what we do. This strong culture has been fundamental to our longevity, driving employee engagement and customer satisfaction as we evolve into a dynamic, customer-focused business with ongoing plans for growth and product expansion.”

While the company doesn’t have a formal celebration planned for its 50th anniversary, “We are taking this milestone as an opportunity to reflect on our achievements and the relationships we’ve built over the years,” said Cave. “We’ve updated our branding and communication internally and externally to highlight this significant moment in our history.

While we are proud of the historical milestone, our focus and investment are on the future.”

Double H Plastics is a member of the Northeast Dairy Suppliers Association, Inc. NED Magazine • Yearbook 2025 • 67

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MEMBER Milestones

Q4 2024

MEMBER Milestones

Twinco – 55 Years When Twinco was launched by Robert (Hoppy) Hopkins and Dale Belmel in 1969, it initially focused on field service work.

Fifty-five years later, under the leadership of Hoppy’s son, Neil, the company has evolved to supply components and services for the food and beverage industry.

“Twinco has grown into what it is today by providing a quality product and putting the customer first,” said Sales Manager Andrew Schermerhorn. “We always adapt to challenges to ensure a successful outcome.”

The company owes that success, in part, to its shared values of trust, integrity, respect, and fairness.

“This culture has been critical in growing the business,” said Schermerhorn. “The trust we have built with our customers through respect and fairness has resulted in repeat business.”

Twinco plans to celebrate the milestone at its annual Christmas party.

Twinco is a member of the Northeast Dairy Suppliers Association, Inc. 68 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

Bürkert USA Corporation – 40 years In the early days of Bürkert Fluid Control Systems, founder Christian Bürkert developed and manufactured innovative products—like foot warmers, oven controls, and thermal control systems for incubators.

“While these products met the needs of the time, over the years the company increasingly focused on valve technology and soon became an international benchmark for industrial solenoid valves,” said Marty McClain, area sales manager.

“Today we are at home throughout the entire world, with locations in 36 countries and a clear standpoint: Without networked cooperation, nothing is possible. Process organization is the key concept here. Our actions are defined not by thinking in terms of functions and departments, but rather the flow of different process steps, starting with the customer requirement through to customer satisfaction. We therefore develop our solutions in teamwork, learning from each other to achieve our goals together.”

Bürkert has been able to grow over the past four decades by listening to its customers and creating solutions that fit their unique needs. The company is also committed to producing durable, future-forward products, investing 6.9% of its revenue into R&D each year.

“We didn’t expect to be everything to everyone because our products are focused on creating the best possible solution to fluidic control challenges,” said McClain. “That focus has led to innovations that are industry-leading in their technology, targeted for specific applications, and incredibly long-lasting due to their fit-for-purpose creation.”

As Bürkert looks ahead, “We will continue to develop products that are providing more analytics and proactive features like media changeover detection, predictive maintenance, and performance variance alerts—this is just the beginning—but it’s creating potential to significantly boost

the effectiveness of production processes and increased safety for both people and the products they are manufacturing,” said McClain. “The growth in our domestic production capabilities as well as the expansion of our global network of manufacturing facilities allows us greater supply chain security and more flexible production capabilities.”

Burkert Fluid Control Systems is a member of the Northeast Dairy Suppliers Association, Inc. NED Magazine • Yearbook 2025 • 69

Q4 2024

MEMBER Milestones

Q4 2024

MEMBER Milestones

MAC LTT – 30 Years Mike Conny founded MAC Trailer in a single-bay garage in 1994. At the time, its focus was on dump trailers.

The company underwent an expansion in 2011, when Jim Maiorana, the company’s co-owner and the president of MAC LTT, the liquid tank division of MAC Trailer, began building tank trailers.

Today, MAC LTT has three manufacturing facilities and continues to make significant advancements in the aluminum and stainless-steel tank trailer industries.

“MAC Trailer wants to give a big shout out and thank you to our loyal team members, customers, and vendors that have grown with us over the past 30 years!” said Amanda Haut, marketing director and regional sales manager. “It truly takes a team to build a company, and we’re grateful for every one of you who has contributed to our success. Here’s to the next 30 years together!”

MAC LTT attributes its growth to three areas: a commitment to quality; exceptional customer service; and a focus on innovation.

But perhaps the company’s greatest strength is its people.

“Their dedication, pride, and vision have been the driving force behind our success,” said Haut. “We achieve our goals by valuing our talented team of manufacturing professionals— from production to engineers to office staff. Every person at MAC is integral to our success.”

MAC LTT is a member of the Northeast Dairy Suppliers Association, Inc. 70 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

Superior Ice Cream Equipment – 30 Years

Superior Ice Cream Equipment was formed in 2017, after 28 years of operating as Superior Novelty, a supplier of stick inserters for molded and extruded ice cream.

“This name change was needed to better reflect our total business, which has changed with the broad range of ice cream equipment that is now being offered,” the company said.

Today, Superior Ice Cream Equipment’s portfolio includes:

an inline and rotary molded bar freezing system; molded bar fillers for ice cream, water ice, and co-axial; wrapping systems; ingredient feeders; model DF continuous ice cream freezers; and ice cream sandwich and cake machines.

“These new products are manufactured by us, together with distributor agreements we have with well-known European companies,” the company said. “With this strong foundation, we are able to offer production equipment and product innovation for the entire ice cream manufacturing process.”

Superior Ice Cream Equipment is a member of the Northeast Dairy Suppliers Association, Inc.

KCO Resource Management – 15 Years Jill Osterhout founded KCO Resource Management in January of 2009—right in the middle of the Great Recession.

“The Wall Street banks and auto manufacturers were being bailed out, and we were starting a company,” she recalled.

The following year, Jill’s husband, Ryan Osterhout, decided to leave his full-time job and join her at KCO. Together, they grew the company, adding several key team members along the way, like Alyssa Sparrow, the director of recruiting.

“Alyssa has been pivotal in the success of KCO along with several other previous employees who were with us for 10 years each, contributing in different substantial ways when we were a young startup and helping us transition to our more mature history,” said Osterhout. “We have a great team of professionals that contribute day in and day out to provide experiences for candidates and clients…We try to operate with our vision of Real.Good.People matching with Real.

Good.Companies.”

KCO has always done business a little bit differently.

“We created a team based on the non-negotiable acts of kindness, caring, respect, and giving grace to each other,” said Osterhout. “We don’t get stuck on perfection; we operate in human realness, and that honesty is what allows us to develop genuine relationships with each other, our candidates, and our clients...Also, we allow for flexibility, amended start and end times to fit kids’ schedules or good ski or run days, lunch break whenever people are hungry, and lots of PTO and company holidays. Work should be a place to accomplish, achieve,

be productive, contribute, and a place where we try our best to allow the things and people that are important to them outside of work some understanding.”

As KCO moves into its next chapter, it will continue to evolve to meet (and exceed) the way future generations work, interact, and communicate.

“We will continue to marry old school values with the excitement the future generations and technology bring to our industry,” said Osterhout. “Whether that means more people or new and better ways of communicating and reaching people, we are thinking ahead 10 years to be ready to meet the next generations as they join us in the workplace.”

KCO Resource Management is a member of the Northeast Dairy Suppliers Association, Inc. NED Magazine • Yearbook 2025 • 71

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MEMBER Milestones

Q4 2024

MEMBER Milestones

Cayuga Milk Ingredients – 10 Years Cayuga Milk Ingredients (CMI) may be celebrating its 10th anniversary this year, but its roots go back much further than that—25 years, to be exact.

It all started with seven founding members and a group of 22 farms. They had already worked together in the past, marketing their milk through another processor.

“When farms became responsible for bearing the cost of milk hauling due to changes in the FMMO, an issue became highlighted in Cayuga County,” said Neil Rejman, chairman of CMI. “There are a lot of cows in Central New York, and all that milk needed to be hauled long distances out of the region for processing. The desire to build a local ingredients processing plant became clear, and as a result, CMI was born.”

The company’s core business, servicing the local and international food industry with specialty dairy ingredients processed from high-quality milk, hasn’t changed much since then.

“We’ve focused on adding value, increasing profitability, and operating a high-quality plant tailored to the needs of our customers and the region,” said Rejman. “Our ability to adapt quickly, thanks to a shorter chain of command, has allowed us to build relationships with internationally renowned brands and partners. We pride ourselves on our flexibility, adaptability, and quality, which have allowed us to succeed in new and innovative specialty ingredient markets, such as A2, NGMO, and Fairtrade.”

One reason CMI has thrived over the past decade is that it was built to address a fundamental business need.

“Our state-of-the-art ingredients processing facility combined with the willingness of our group of farmers to do what it takes to meet the specifications required for our milk ingredients means that as a group, CMI is able to enter a lot 72 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

of specialty ingredients markets that other manufacturers are unable or unwilling to play in,” said Rejman. “As our farm owners are open and embrace changing farm practices, the speed of which CMI can adjust to influence and meet specific customer specs positions us as an efficient and nimble ingredient supplier.”

Building on this foundation, CMI is now focused on its next major project: the construction and commissioning of a new consumer products facility. It is scheduled to start production in mid-2025.

“With substantial investment and a drive for hard work, we’re excited to take on new challenges, continue our growth, and secure a strong future for our farms and plants,” said Rejman. “Our members and employees are challenged by the day-to-day operations and realities of the business, but we are also invigorated by the challenge!”

Cayuga Milk Ingredients is a member of the Northeast Dairy Foods Association, Inc.

OTHER MEMBERS CELEBRATING MILESTONES IN 2024:

NORTHEAST DAIRY FOODS ASSOCIATION Hersey Creamery Company 130 years (founded in 1894) Saputo Dairy Foods USA 70 years (founded in 1954) Losurdo Foods 65 years (founded in 1959) Jefferson Bulk Milk Cooperative 60 years (founded in 1964) Vermont Creamery 40 years (founded in 1984) Natural Dairy Products Corp.

30 years (founded in 1994) Fairlife 10 years (founded in 2014)

Wadhams Enterprises 75 years (founded in 1949)

Viking Food Group 40 years (founded in 1984)

ErgonArmor 70 years (founded in 1954)

AFCO 35 years (founded in 1989)

Pentair Südmo 70 years (founded in 1954)

Baer & Associates 35 years (founded in 1989)

Osgood Industries, A Syntegon Company 65 years (founded in 1959)

Industrial Food Ingredients 35 years (founded in 1989)

Packaging Corp. of America 65 years (founded in 1959) Rich Dairy Products 60 years (founded in 1964) Ace Sanitary 55 years (founded in 1969) Agri-Services Agency 55 years (founded in 1969)

NORTHEAST DAIRY SUPPLIERS ASSOCIATION

International Food Products Corporation 50 years (founded in 1974)

CHR Hansen 150 years (founded in 1874)

All American Poly 45 years (founded in 1979)

Surpass Chemical Co. 110 years (founded in 1914)

Dairy Concepts Inc. 45 years (founded in 1979)

Corbion 105 years (founded in 1919)

Air Temp Heating & Conditioning 40 years (founded in 1984)

Green Spot Packaging 90 years (founded in 1934)

Custom Fabricating & Repair 40 years (founded in 1984)

T.C. Jacoby & Co 75 years (founded in 1949)

Klass Ingredients 40 years (founded in 1984)

Atlas Automation 30 years (founded in 1994) ECOM Cocoa 30 years (founded in 1994) Sterilex 30 years (founded in 1994) Tim Eutsler, Inc. 25 years (founded in 1999) Clear Solutions 20 years (founded in 2004) DSM Food Specialties 20 years (founded in 2004) Hygenix 20 years (founded in 2004) Profile Food Ingredients 20 years (founded in 2004) Energy Partner Consultants 15 years (founded in 2009) Trucent Centrifuge Parts & Repair 5 years (founded in 2019) NED Magazine • Yearbook 2025 • 73

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MEMBER Milestones

Q4 2024

Member News Association News $2,000 Winners of 2024-25

Bruce Krupke

SCHOLARSHIP RECIPIENTS Tyler Hedding

Studying Geography/Environment at Villanova University

Memorial Scholarship Announced

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he Northeast Dairy Suppliers Association, Inc., recently announced the winners of the Bruce Krupke Memorial Scholarship for the 2024-25 academic year. A total of $18,000 was awarded to 15 recipients.

“The Northeast Dairy Suppliers Association is proud to be able to provide NDFSA members with the annual Bruce Krupke Memorial Scholarship,” said Alex Walsh, the executive director of the Northeast Dairy Foods & Suppliers Associations. “It is encouraging to see such strong applications, year after year, with students who embody the qualities of Bruce. Congratulations to all of the recipients, and we wish you the best of luck as you pursue your academic goals.”

Five years ago, the Northeast Dairy Suppliers Association board of directors dedicated the scholarship in memory of Bruce W. Krupke, who served as executive vice president of the Northeast Dairy Foods Association and Northeast Dairy Suppliers Association for 27 years.

To be considered for a scholarship, applicants must be an employee of an NDFA/NDSA member, an immediate family member of a current Northeast Dairy Suppliers Association, Inc. or Northeast Dairy Foods Association, Inc. member, or a student member of NDSA themselves, and must be enrolled for the 2024-2025 academic year as a full-time student with a minimum of 12 credits and a GPA of 2.5 or greater.

Scholarship information is available each year after Feb. 1, with applications due by June 1 through the association’s website. Scholarships are funded through the association’s events, like the annual golf tournament and clambake, as well as member dues and sponsorship of annual industry events.

Here is a list of this year’s winners: 74 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

Jack Manders

Studying Outdoor Conservation at Mount Mercy University

Danielle Mauhar

Studying Mechanical Engineering at University of Wisconsin-Platteville

$1,000

SCHOLARSHIP RECIPIENTS Zachary Brenon

Studying Sports Management at Niagara University

Sage Conley

Taylor Spence

Studying Nursing at University of Vermont

Studying Neuroscience at Texas A&M University

Lauren Gelb

Keegan Stuver

Studying Human Development and Family Studies at University of Wisconsin – Madison

Studying Economics at University of Maryland – College Park

Emma Troutman Landon Graley

Studying Engineering at Ohio University

Studying Psychology at Penn State Schuylkill

Andrea Wood Rochelle Lewis

Studying Psychology at Indiana University – Purdue

Studying Nursing at Elwood College

Emily McCaig

Studying Occupational Therapy at Keuka College

Dylan Worley

Studying Exercise Science at Grove City College

Antonia Murphy

Studying Biology at North Carolina A&T University

NED Magazine • Yearbook 2025 • 75

Q4 2024

Association Member News

Q4 2024

Sales + Marketing

Google AI Updates for 2024: A Comprehensive Look at New Features and Tools

BY MELINDA AIKEN

H

ave you been interacting with the new Google products? A significant shift in how you interact with Google products in 2024 and beyond is upon us! A wave of AI advancements is transforming Search, advertising, and more, promising a more intuitive and powerful user experience.

Buckle up and explore the exciting possibilities that lie ahead.

GEMINI IN SEARCH: AI SUMMARIES

On May 14, Google rolled out “Gemini in Search,” a powerful AI feature that provides informative summaries directly within search results. Think of it as an advanced snippet powered by cutting-edge AI. Here’s what makes it unique: • Handles complex queries: Forget struggling with complex keyword combinations. Gemini tackles even the most specific questions, like “How do you pick the right men’s running shoes with high arches?”

• Deep context understanding: Gemini analyzes your search query, “running shoes for high arches.” It understands that you’re not just looking for any running shoe; you need one that addresses a specific foot condition. By recognizing your intent, Gemini can present a curated 76 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

selection of running shoes specifically designed for high arches. This eliminates the need for multiple searches and sifting through irrelevant information.

• Faster results: Within seconds, Gemini delivers summaries highlighting key features and benefits of the recommended shoes. You can quickly compare options and identify the perfect pair to meet your needs, all within a single search result page.

Click HERE for more information regarding Gemini in Search.

THE FUTURE OF GEMINI

While Gemini is still in its early stages, Google is actively developing exciting features: • Multi-Step Reasoning: Imagine search results that anticipate your next question, providing a seamless flow of information. For example, a search for “hiking trails in Yosemite” might be followed by suggestions on camping gear or local restaurants.

• Search Beyond Words: Google Lens will evolve to allow video searches, making visual inquiries a reality.

Imagine searching for “how to fix a leaky faucet” and getting video tutorials directly in your search results.

• AI-Curated Results: Search results might be personalized based on your needs and interests. Imagine searching for “restaurants near me” and getting a curated list based on your past preferences or dietary restrictions.

While Gemini is a game-changer, it’s still under development. Here are some things to keep in mind: • Not all searches trigger AI summaries; around 30% of searches can receive AI summaries.

• Accuracy can vary, so double-checking information is advisable.

• You can control what you see: Use Google’s new web filter to display only links or opt-out of your content being used in summaries with the “no snippet” feature.

WHAT DOES THIS MEAN FOR YOU REGARDING SEO?

The emergence of AI-generated summaries in search results poses challenges and opportunities for SEO experts. Here’s how you can adapt and ensure your website remains discoverable even with these summaries: • Double Down on EAT (Expertise, Authoritativeness, Trustworthiness): While AI summaries can provide

snippets of information, in-depth, high-quality content from trusted sources will still be crucial. Try to establish your website as a reliable authority in your niche. This will increase the chances of your content being chosen for summaries and drive users to your entire content for deeper exploration.

• Prioritize Readability and User Experience: Clear, concise writing and a user-friendly website are essential for human users and AI algorithms. Well-structured content with proper headings and subheadings makes it easier for AI to understand and include in summaries.

• Embrace Diverse Content Formats: AI can process information from various sources. Use text, videos, quizzes, infographics, and interactive elements to enhance your content and cater to diverse learning styles. This can make your content more engaging for users and potentially more attractive for AI to reference.

• Optimize for Structured Data: Clear and accurate data schemas allow search engines to understand the content and context of your web pages. Implementing proper schema markup allows AI to understand your content and display it more prominently in search results and summaries.

• Stay Fresh and Relevant: The SEO landscape is constantly evolving, and so should your content.

Consistently refresh your website with new, high-quality content that aligns with trending search topics. This increases the chances of your content being indexed and potentially featured in AI summaries.

Focusing on these strategies ensures your website remains discoverable and valuable even in the age of AI summaries.

Remember, AI summaries are meant to be a starting point, not a replacement for in-depth content. By providing comprehensive and informative content, you can establish yourself as a trusted authority and drive users to your website for the whole picture.

PROJECT ASTRA

Project Astra, which is still under development, promises a future of real-time, conversational search. Imagine a Google Search that interacts with you like a friend: • Real-time Translation: Encounter a foreign language online? Project Astra can translate it seamlessly for you.

• Object Recognition: Point your phone at an object, and Project Astra will identify it and describe its features and uses.

NED Magazine • Yearbook 2025 • 77

Q4 2024

Sales + Marketing

Q4 2024

Sales + Marketing • Data Decoder: Buried in a complex table or chart?

Project Astra can analyze and summarize it, making it easier to understand.

This is just the beginning. Project Astra represents Google’s vision for a future where AI seamlessly integrates with all its products, creating a powerful and user-friendly experience.

PERFORMANCE MAX

Get ready for a paradigm shift in pay-perclick (PPC) advertising. Google is integrating AI to streamline the process and maximize campaign results.

• AI Recommendations: Wave goodbye to guesswork. AI will analyze your campaigns and suggest optimizations, making PPC management more efficient and effective.

• PMax (Performance Max): This powerful campaign type leverages AI to identify your ideal customers and deliver high-performing ads across various channels, including Search, Display, YouTube, and Gmail.

• Supercharged Results: The combination of Search (broad match with smart bidding) + PMax can significantly boost conversions or value at a similar cost (up to 27% increase). However, setting the right goals is crucial.

• Ad Creation: Stop manually creating ads! Performance Max utilizes Gen AI creative tools to generate high-quality ad creatives based on your input for select advertisers who meet the criteria. ♦ You can upload assets and have the AI create variations while maintaining control over brand elements like logos and fonts. ♦ While yet to be available to everyone, Performance Max will soon offer these AI-powered creative tools.

Stay tuned for updates on eligibility requirements.

YOUTUBE

YouTube is transforming into a one-stop shop for both advertisers and shoppers, fueled by cutting-edge AI and a focus on visual storytelling. These features will soon be rolled out to advertisers: Demand Gen: Get ready in the next couple of months for the next level of YouTube advertising with Demand Gen. This AI powerhouse is expanding its reach beyond its initial launch; this will now encompass display video and search ads.

Also, the audience threshold will be lowered from 1,000 to 100 users. This means you can target your ideal customers 78 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

accurately across various platforms.

Captivating Your Audience: YouTube’s strength lies in its ability to tell stories visually. Utilize engaging ad formats like short-form video ads and captivating vertical assets to grab attention and leave a lasting impression.

Partner with Influencers: Collaborate with creators and leverage their established audiences through co-branded ad campaigns. Alternatively, empower creators to promote your products directly within their content using product tagging features. This fusion of AI targeting and influencer marketing allows you to reach the right people and drive significant results.

Seamless Shopping Experience: YouTube Shopping is revolutionizing how viewers interact with products. Thanks to creators’ AI-powered product tagging, viewers can seamlessly shop directly within videos, eliminating the need to switch platforms. Businesses can enhance the experience by directly connecting their product catalogs to their YouTube videos.

The future of YouTube Shopping is brimming with potential, with features like Product Studio (aiding in creating branded product visuals) and 3D spin ads (allowing for immersive product exploration) on the horizon. These advancements promise to make YouTube an even more powerful platform for viewers and businesses.

THE IMPORTANCE OF GOOD DATA FOR AI SUCCESS

The more Google knows about your business and goals, the better AI can perform. Collect, protect, and utilize your data effectively. Google Data Manager simplifies data collection and organization, making it easier to leverage your data for better ad results.

EMBRACE AI FOR POWERFUL ADVERTISING

Be aware of the AI advertising revolution. Google’s suite of AI-powered tools empowers you to work smarter, not harder.

Streamline campaign management, pinpoint your ideal audience precisely, and unlock exceptional results – all while maximizing your return on investment. But remember, AI is here to augment your expertise, not replace it. Think of it as your powerful partner – unleash your creativity, leverage AI’s targeting prowess, and optimize your campaigns for maximum impact. This perfect blend of human ingenuity and machine intelligence is the key to thriving in today’s ever-evolving digital landscape.

Melinda Aiken is a Marketing Manager & Client Services Manager for Site-Seeker.

DCC Automation Celebrates Seven Decades of Success

A

BY COURTNEY KLESS

s DCC Automation celebrates its 70th anniversary, it is looking back on its transformation from a family business to a global authority in the design and production of stainless-steel conveyor systems.

“It’s important to emphasize that our success wouldn’t be possible without the dedication of our employees and the loyalty of our customers,” said President Peter Debald. “Our story is one of resilience, innovation, and a steadfast commitment to excellence. As we continue to grow, we’re excited to push the boundaries of what’s possible in automation and deliver even more value to the industries we serve.”

Originally known as Dairy Conveyor Corp., DCC Automation started its journey in a small building in Queens, New York, in 1954. The founders (Gustaf Freudenberg, Fred Muhlenbruch, and Paul Ganswind Sr.) had just a handful of employees at the time.

“They aimed to revolutionize material handling for the

dairy industry,” said Debald. “Over the decades, the company expanded its operations both geographically—opening a West Coast location in Huntington Beach—and technologically, developing cutting-edge conveyor systems that led to rapid growth.”

So, in the 2000s, the company underwent a rebranding in order to better represent its evolving product portfolio.

“DCC Automation offers a wide range of conveyor systems and automation solutions specifically tailored to the dairy and beverage industries,” said Debald. “Our products are known for their durability, efficiency, and cutting-edge technology, including advanced robotics and servo automation. What sets us apart is our commitment to hygiene and efficiency—our Hygienic Robotic Packaging System, for example, has been recognized industry-wide for its innovative design that meets strict cleanliness standards while improving production efficiency.”

But it is an “unwavering dedication to quality and innoNED Magazine • Yearbook 2025 • 79

Q4 2024

NDSA Member Profile

Q4 2024

NDSA Member Profile

“It’s important to emphasize that our success wouldn’t be possible without the dedication of our employees and the loyalty of our customers. Our story is one of resilience, innovation, and a steadfast commitment to excellence. As we continue to grow, we’re excited to push the boundaries of what’s possible in automation and deliver even more value to the industries we serve.”

– Peter Debald, President of DCC Automation

vation” that is at the heart of everything the company does.

“A prime example is our Hygienic Robotic Packaging System, which won the 2024 Rockwell Automation PartnerNetwork OEM Innovation Award,” said Debald. “This system was designed to meet the industry’s highest standards for hygiene while optimizing the production process. Our recent expansion into a larger facility in Inver Grove Heights, Minnesota, also underscores our commitment to scaling our capabilities to meet customer demands and foster ongoing innovation.”

Teamwork has also been a key part of DCC Automation’s longevity.

“These values have not only sustained us for 70 years but have also driven our continuous growth and success,” said Debald. “A strong culture has been instrumental in fostering long-term relationships with both customers and employees, ensuring that we remain at the forefront of the industry.”

The industry has certainly changed a lot since the early days of the company, especially with the emergence of automation and digital technology.

“In response, DCC Automation has embraced cutting-edge innovations like robotics, servo automation, and advanced hygienic systems to stay ahead of industry trends,” said Debald. “We’ve consistently upgraded our technology 80 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

and expanded our facilities to meet the evolving needs of our customers, particularly in areas like food safety and production efficiency.”

DCC Automation has been celebrating its milestone with a series of events—like customer appreciation gatherings, the introduction of a “revamped” website, and a showcase of its recent advancements.

At the same time, the company is looking towards the future.

“In the next 10 years, we see DCC Automation continuing to lead the industry in automation and innovation,” said Debald. “We will expand our capabilities in digital transformation, further integrating AI and robotics into our systems. Our goal is to remain at the forefront of technological advancements in material handling and packaging while maintaining our commitment to quality and customer satisfaction.”

Courtney Kless is the Managing Editor of Northeast Dairy Media.

Q4 2024

Leanne’s Kitchen

Comfort Food Made with Delicious Dairy

CHRISTMAS TREE CHEESE BALL INGREDIENTS • Boursin cheese • 60 olives, mix of pitted olives • Rosemary (for presentation) • Piece of cheese (for the star)

INSTRUCTIONS

• When you’re happy with how it looks, take off the plastic wrap and transfer the tree to a serving plate.

• Place the pitted olives one by one into the cheese.

• To add a bit of greenery, snip off pieces of rosemary from the stem and place them in the gaps around the olives.

• Take the cheese wheels out of their packaging and arrange them on a sheet of plastic wrap.

• Grab a 1-inch-thick slice of your favorite cheese and cut out a star using a star-shaped cookie cutter.

• Wrap the cheese in the plastic wrap and begin molding it into a Christmas tree shape.

• Top the Christmas tree with the cheese star and pair it with freshly baked bread.

Many of our members may know Leanne Ziemba as the business operations manager for the Northeast Dairy Foods & Suppliers Associations. But we’ve discovered she also is queen of the kitchen, as she has some delicious recipes that include fresh, wholesome dairy products.

NED Magazine • Yearbook 2025 • 81

2024 Events

2024

Dairy Blender

T

he Northeast Dairy Foods and Suppliers Associations hosted their first event of the year, the Dairy Blender, on March 26 in East Syracuse, New York. Executive Director Alex Walsh said it was “extremely successful.”

“Members were able to hear directly from processors and manufacturers about their company and really learn about their operations, products, and needs,” he added. “A huge thank you to Byrne Dairy, Chobani, Dairy Farmers of America, and Great Lakes Cheese for giving informative and insightful presentations. This event has really grown over the years, and we saw 150 people in attendance, which was followed by networking with suppliers, processors, manufacturers, and industry leaders, and proves to be a great opportunity to meet and build relationships to drive growth for all.”

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2024 Events

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2024 Events

Dairy Day

A

gricultural organizations and New York State lawmakers once again came together to celebrate Dairy Day on May 29 in Albany.

The event was co-sponsored by the Northeast Dairy Foods & Suppliers Associations, New York State Senator Michelle Hinchey, chair of the Senate Agriculture Committee, and New York State Assemblywoman Donna Lupardo, chair of the Assembly Agriculture Committee.

“Another important event organized by NDFSA is Dairy Day at the New York State Capitol, where we recognize and highlight the significant contributions the dairy industry makes,” said Alex Walsh, executive director of the Northeast Dairy Foods & Suppliers Associations. “From our hardworking producers, dedicated processors, manufacturers, distributors, suppliers, and retailers, supportive industry and government partners, it’s a true collaboration that makes the dairy sector in the region strong, and a national leader as an economic generator and providing thousands of jobs. This continues to be a strong relationship building event between the industry, legislators, and agency officials.”

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2024 Events

NED Magazine • Yearbook 2025 • 85

2024 Events

Bruce W. Krupke Golf Tournament & Clambake

T

he Northeast Dairy Foods & Suppliers Associations held its annual Bruce W. Krupke Golf Tournament & Clambake on July 10. The day kicked off with a round of golf at Rogues Roost Golf Club, followed by a clambake and pig roast at the Spinning Wheel Event Center in North Syracuse.

“This year’s Bruce Krupke Memorial Golf Tournament and Clambake was another extremely successful day of events for our members!” said Executive Director Alex Walsh. “With more than 200 golfers, and more than 900 tickets sold to the clambake, our annual summer event continues to prove to be a valuable day of networking. This is a true testament to the power of engaging with other members and recognizing each other’s contributions to the industry and conducting business in a casual setting. Thank you to the staff, volunteers, sponsors, and donors who make the day possible.”

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2024 Events

NED Magazine • Yearbook 2025 • 87

2024 Events

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2024 Events

NED Magazine • Yearbook 2025 • 89

2024 Events

THE 2024 NORTHEAST DAIRY CONVENTION IS

Another ‘ Great Success’

M

ore than 165 attendees gathered in Saratoga Springs from Sept. 25-27 for the annual Northeast Dairy Convention, enjoying three days filled with presentations and net-

working opportunities.

The event was once again hosted by the Northeast Dairy Food and Suppliers Associations, the Pennsylvania Association of Milk Dealers, and the New York State Cheese Manufacturers’ Association.

“The convention in Saratoga Springs this year was another great success,” said NDFSA Executive Director Alex Walsh.

“We saw a high turnout of attendees, very impactful presentations from our speakers during the business sessions on important topics facing the dairy industry, and valuable networking opportunities. Thank you to everyone who attended and supported the convention this year, and we look forward to seeing you again in Springfield, Massachusetts, in 2025!”

90 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

2024 Events

DAY 1

The convention kicked off Wednesday evening with VIP networking, a cocktail party, and a banquet dinner.

NDSA members also had a chance to showcase their offerings in the exhibit hall.

NED Magazine • Yearbook 2025 • 91

2024 Events

DAY 2

Thursday morning’s schedule featured three business sessions, plus a 45-minute break for vendor exhibits.

PRO-DAIRY’S Karl Czymmek started things off by exploring the basics of greenhouse gas emissions and the opportunities—and challenges—that exist in the dairy industry.

“We have a big job ahead,” he said, adding, “We’re going to need to have a lot of different interventions...Every dairy is a little different.”

In the second presentation, Maureen Ballatori, the founder and CEO of Agency 29, analyzed consumer trends in the dairy industry, focusing specifically on dairy milk and plant-based beverages.

“Understanding that the majority of consumers have both beverages in their fridge, we need to be accepting of both,” she said.

Michele Vee, director of communications at MilkPEP, then provided an overview of her organization and how it is positioning milk as a “modern performance beverage.”

When the business sessions ended for the day, attendees had the option to play in the golf tournament at McGregor Links Country Club or go on a guided walking tour of Saratoga Springs (it stopped at Whitman Brewing Company, Saratoga Chocolate Co., Saratoga Olive Oil Co., Sara’s Kitchen, and Saratoga Tea & Honey Company).

In the evening, attendees returned to the hotel for a cocktail hour and a banquet dinner.

92 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

2024 Events

DAY 3

Friday was another jam-packed morning, beginning with back-to-back business sessions.

In the first, three members of the Cornell University Dairy Foods Extension team—Kimberly Bukowski, Taylor Pelcher, and Hannah Moyal—gave an update on their workforce development program. They shared some success stories, gave an overview of their bootcamps and demographics, and outlined their key findings.

“These jobs, if they take them, can really change people’s lives,” said Moyal.

Dave Crowley, the vice president of EHS & Sustainability at HP Hood, followed with a discussion on the many “hats” of safety and how attendees can practice safety leadership at their companies.

The convention wrapped up with a panel on legislative and industry policy. Hon. George Borrello (New York Senate Agriculture Committee Ranking Member), Hon. Donna Lupardo (New York Assembly Agriculture Committee Chair), and Hon. Chris Tague (New York Assembly Agriculture Committee Member) tackled hot topics like labor shortages, electric vehicles, the future of plant-based beverages, and the farm worker overtime threshold. Nathan Pistner, the president of the New York State Cheese Manufacturers’ Association, was the moderator.

Thank You TO OUR SPONSORS

LOOKING AHEAD

Save the date for 2025 conference— it will be held from Sept. 17–19 at the MGM in Springfield, Massachusetts.

NED Magazine • Yearbook 2025 • 93

Q1 2025

THE OFFICIAL PUBLICATION OF THE NORTHEAST DAIRY FOODS & SUPPLIERS ASSOCIATIONS

2025 INDUSTRY

SPECIAL PREVIEW

FORECAST

BUSINESS TRENDS

ASSOCIATION NEWS

SALES + MARKETING

LEGISLATIVE REPORT

Enhancing Your Data Security

Dairy Blender Preview

How CRMs Can Help You Grow

The 2025 Sessions Kick Off

First Quarter 2025

94 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

N D FSA . O R G

Q1 2025

2025 INDUSTRY

FORECAST

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2025 INDUSTRY FORECAST

MEMBERS SHARE THEIR OUTLOOK FOR THE UPCOMING YEAR

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ach year, for the Q1 issue of Northeast Dairy Magazine, we distribute a survey to members of the Northeast Dairy Foods & Suppliers Associations, asking them to share their predictions and plans for the upcoming year. Read on to see what they’re forecasting for 2025— and thank you to all who participated!

Camfil USA

expected to account for 25% of his company’s revenue.

“The election caused a little dip and capital money is being spent elsewhere, not on equipment,” he says.

Earl T. Wadhams Inc.

Operations Manager Peter Wadhams forecasts a year of level sales for Earl T. Wadhams Inc. He says the cost of equipment and a driver shortage contributed to his economic outlook.

Wadhams also believes the industry will continue to change, with “smaller farmers going out [and] larger farmers growing.”

Ecolab Branch Sales Manager, Joe O’Hara predicts that sales will be up for Camfil USA in 2025, driven by healthcare and pharmaceutical investments and a deal with National Grid that offers rebates to customers using filters with lower energy consumption.

The company is also launching “new lower static pressure filters which consume less energy and last longer.”

Clayton Industries

As Clayton Industries approaches its 95th anniversary, Matt Pollack, New England and New York sales engineer, says sales are likely to decline in 2025, with the dairy industry 96 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

Despite growing concerns about food safety within the market and the potential tariff impacts on internal and external manufacturing materials, Dan Seitzer, Ecolab’s area VP – industrial, projects an uptick in revenue this year.

“Supply chain costs are still a concern even post COVID,” he continues. “I don’t think we’ll see a complete recovery to pre-pandemic consistency and costs – this seems to be the new normal.”

As we move into 2025, Seitzer also foresees “continued progress in products that provide a reasonably priced protein option,” adding, “Consumers are worried about grocery costs and the impact on their family financials.”

Greiner Packaging

National Sales Manager Jeffrey Wager anticipates increased sales for Greiner Packaging in 2025.

He attributes this growth to a new leadership team focused on expansion in the U.S. and North America, as well as efforts to diversify the company’s portfolio beyond dairy.

To meet demand, the company will add three additional machines in 2025.

International Food Products Corporation

Hydrite

Keith Wolf, executive director – food at Hydrite, also expects his company’s sales to be up in 2025.

“Raw material and shipping costs are impacting positively and negatively across our business,” he says.

Even with these challenges, “I would guess the dairy industry will continue to expand with an increase in aseptic, shelf stable products,” Wolf concludes.

Like many other businesses, International Food Products Corporation (IFPC), a producer of ingredient blends for chocolate milk and eggnog, is navigating the price hikes and supply shortages of cocoa and eggs.

“However, we are setting ourselves up to be successful through these challenges and will work with our customers to develop solutions for any potential hurdles they need to overcome,” says Charlie Hall, Food Scientist I. “We have an expansive team of food scientists and industry partners working together to achieve this goal, and we are happy to assist Rising costs, inflation, and resource and data limitations anybody through their product development needs.”

Our are creating challenges for businesses, says Steve Thompson, There’s also growing interest from consumers about the process and proprietary president of Integrity Cost Consulting. health benefits of dairy products.

“Most organizations don’t have the time, data, or subject “I believe we can expectbenchmarking a lot of boosted protein content, database matter expertise to fully scrutinize and benchmark expenses, increased fiber claims, and reducedhelped sugar to hit our grocery over so this creates an opportunity for Integrity Cost Consulting shelves this year,” says Hall. “Of course, these products need to be a valuable partner, especially since we work on a perto taste excellent as well, so choosing the right ingredients formance basis (low-effort, high-impact he adds. that create a perfect synergy of health and flavor will be top We specialize in cost analysis andsolution), invoice”verification to help of our clients realize a ensure arefocus not wasting theiradditional money.

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NED Magazine • Yearbook 2025 • 97

We have reviewed many

Q1 2025

2025 INDUSTRY FORECAST

Q1 2025

2025 INDUSTRY FORECAST Lactalis USA

Price increases for essential manufacturing supplies and longer delivery times for new and replacement equipment will lead to level sales for Lactalis USA, says Daniel Lausch, director milk procurement.

For the industry as a whole, he adds, “We are expecting mostly level to steady business volumes and prices in 2025.”

Loos Machine & Automation

According to Troy Kilty, the director of sales for Loos Machine & Automation, the dairy industry will see “continued growth with continued consumer demand” in 2025.

Even so, “labor continues to present challenges in the market and with growing demands, productivity is needed to keep up,” he notes. “The need for innovative equipment and more automation continues to give opportunities to manufactures.”

Middlebury Cooperative

Jack Thomas, a milk inspector for Middlebury Cooperative, anticipates that sales will drop in 2025, citing the cost of hauling milk to the processor as his company’s biggest challenge right now.

Even so, “every indication is the dairy industry is optimistic,” he says.

Oliver M. Dean

Jerry Judd, a sales engineer at Oliver M. Dean, Inc., is confident that sales will grow in 2025, amid increasing costs.

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Stanpac

With its 75th year now in the books, Stanpac is setting its sights on the future.

“Our focus is building the business for the next 25 years,” says Murray Bain, vice president of marketing.

As part of that growth, Stanpac invested in new glass printing equipment for its Portage, Wisconsin plant.

“This will enable us to better service our milk bottle customers throughout the United States,” says Bain.

Looking ahead, he predicts that sales will stay level in 2025.

“While input prices have somewhat stabilized from previous years there are still some input costs that are increasing,” explains Bain. “There is pressure and uncertainty from consumers due to high food prices that may be causing them to cut back on the amount they purchased previously.”

QualiTru Sampling Systems

CEO Ian Davis is forecasting a positive year for QualiTru Sampling Systems.

“The increasing focus on food safety recalls has driven significant improvements in process monitoring and sampling,” he says.

“This shift has created a greater demand for simplified education and training, especially in sanitation, to support an evolving labor market. Additionally, we’re seeing a rising need for better in-process data collection to proactively prevent potential safety incidents and improve operational efficiency.”

Davis notes that finding and retaining skilled workers

continues to be one of the industry’s biggest disruptors. “To address this, we plan to expand our educational offerings with virtual and onsite training programs to better support workforce needs.”

But that’s not all the company has planned for 2025.

“We’re excited to continue the rollout of our TruStream Drum Port, which enables faster and more hygienic sampling directly from drums or barrels,” says Davis. “By adopting this technology, liquid food producers can collect representative samples without the time or contamination risk associated with removing the cap from drums or barrels. This innovation streamlines operations while maintaining the highest standards of product integrity.”

The Probst Group

2025 will bring level sales for The Probst Group.

“Over the past year we’ve invested in a variety of advanced tools and new technology to support our design and project management teams, ensuring that we deliver results that exceed clients’ expectations,” says Samantha Winchell, brand manager. “With this collection of cutting-edge tools in place, we’re looking to the coming year as an opportunity to refine our design, engineering, and project delivery processes and truly maximize the benefits of our investments.”

The dairy industry is placing a growing emphasis on sustainability, “leading to practices that minimize environmental impact—such as managing waste effectively, improving water efficiency, and ensuring that clean water is being returned to the environment,” adds Winchell. “Additionally, there is increasing interest in utilizing technological advancements and automation to increase efficiency and automate processes.”

Van Alstine

Van Alstine celebrated its own 75th anniversary in January.

Sales Representative Melissa Tortora anticipates a flat year for the company, largely because of “uncertainty with the economy” and “customer access to online resources.”

She adds, “We’re partnering with our manufacturers to leverage their marketing assets and expertise to bring new opportunities to our customers.”

Veritiv Corporation

“With the new administration coming in, customers are expressing a combination of confidence and uncertainty,” says Ethan Crist, corporate accounts manager for Veritiv Corporation. “The confidence is around capital expenditures opening up and a more robust business environment in some sectors. The uncertainty stems from the unknown impact of potential tariffs and if and how they will actually be implemented. We are seeing another return to domestically sourced products to support supply chain continuity and avoidance of unexpected costs.”

Sustainability is still a major focus—along with the need to reshape how consumers view the industry.

“Extended shelf life products seem to be gaining greater attention due to the convenience factor and concerns about energy usage (for refrigeration),” says Crist. “We see continued growth in non-traditional products in the dairy aisle (milk alternatives, new cultured items). Customers are looking for clear nutritional benefits regardless of the source.”

Given these trends, Crist projects that Veritiv Corporation’s sales will rise in 2025.

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2025 INDUSTRY FORECAST “The dairy industry has a fantastic story to tell,” he concludes.

“The more we can communicate both the health and fun of dairy products, the more growth we will see in the marketplace.”

Vivolac Culture Company

Sales are set to climb again in 2025, says Aaron Miller, director of sales and technical services at Vivolac Culture Company. But the rising cost of raw ingredients and energy prices are putting a strain on operations.

“As these costs rise, the company faces higher production expenses, particularly in sourcing quality ingredients and maintaining energy-intensive processes for fermentation and culture production,” says Miller. “While these two main expenses continue to put downward pressure on our process and affect pricing, we are optimistic pricing will stabilize, and some relief will come in the months ahead.”

His outlook for the industry is also positive, with “larger companies continuing to grow and smaller companies gaining market share. This growth trend suggests an evolving competitive landscape, where innovation and strategic expansion will play key roles in market success. There may be a boost in the third and fourth quarters, which could result in increased consumer confidence and spending. This potential uptick in demand might also encourage capital investments.”

The company will unveil three new products this spring— but that’s just the start.

“We will be expanding production, packaging, and labeling for customer electronic traceability in 2025, which is a strategic move that will enhance transparency and streamline operations,” says Miller. “This investment will likely improve supply chain efficiency, build consumer trust, and meet growing demand for product accountability and sustainability. These initiatives will position our company for long-term growth and allow us to stay competitive while meeting evolving industry standards.”

Weidenhammer New Packaging

Weidenhammer New Packaging moved to a new, stateof-the-art facility at the end of 2024, leaving its previous location after nearly 20 years to create more room for future growth.

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“Enhanced facility capabilities were essential for our existing program and to support additional production capability,” says General Manager Glenn Emory.

He’s optimistic that this will boost sales this year. However, like many others, staffing remains a challenge.

“Attracting good talent to our industry has been extremely difficult post-pandemic,” says Emory. “The motivational decision factors for people today seem so elusive; it compounds the issue of building talent. The strain on human capital (in generic terms) has knock-on effects impacting growth as interest in our program and offerings is climbing.”

At the industry level, Emory is seeing a growing number of consumers who prefer clean labels.

“Leaders moving quicker to clean labels will likely see a premium placed on their products,” he says. “Those lingering or electing to maintain ingredient-heavy labels may see the value of their offering depressed. The consumer bandwidth is, of course, very wide, and there are segments for every manufacturer. However, it will be more critical than ever to know your product, and which segment you are selling into.”

2025 Marks a CELEBRATION of AGRICULTURE

BY ROB FULTON

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hank you again to the Northeast Dairy Foods & Suppliers Associations for allowing me to share my perspective on some of what is happening within our association and in Pennsylvania’s agriculture industry.

This year, the Pennsylvania Association of Milk Dealers (PAMD) is celebrating 92 years as an association. We were founded in 1933 to promote and advance the production, processing, storage, distribution, and sale of fluid milk, dairy products, and other beverages. Our membership comprises fluid milk processing plants located in and around Pennsylvania and many associate members who provide critical services and products to the agriculture/dairy community. Our member plants are both privately and cooperatively

owned. Many are multi-generational plants that have deep roots in Pennsylvania.

Our fluid milk plants have a broad footprint with the products they produce, including servicing the significant school milk business in Pennsylvania and throughout the mid-Atlantic, the Northeast, and states west of Pennsylvania. PAMD members offer thousands of good, family-sustaining jobs at their plants, depots, and in transportation. They also provide local markets for many dairy farm families in Maryland, New Jersey, New York, Pennsylvania, West Virginia, and Ohio, supporting the economy and infrastructure of many rural communities.

One of Pennsylvania’s annual agricultural highlights, which takes place each year in early January, is our Farm NED Magazine • Yearbook 2025 • 101

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Show, Pennsylvania’s State Fair™! This year, it is celebrating its109th anniversary.

Pennsylvania’s Governor Josh Shapiro said in his opening comments, “This year’s theme, Powering Pennsylvania, highlights Pennsylvania’s people and the innovations, ingenuity, and investments feeding our families and fueling our prosperity.”

The Pennsylvania Farm Show Complex is a more than million-square-foot facility, and each year in January, it hosts one of, if not the most, interactive agricultural experiences in the United States and possibly the world. The Farm Show is the stage where Pennsylvania’s $132.5 billion agriculture industry and its people are showcased.

The highlight of the Farm Show for the last 34 years has been the unveiling of the annual butter sculpture. This year’s sculpture was titled “From Moo to Marvel: Dairy Cows Power Pennsylvania.” It was carved from 1,000 pounds of butter donated by the Land O’Lakes plant in Carlisle, Pennsylvania.

When the 2025 Pennsylvania Farm Show wrapped up, the butter sculpture was transported to a local farm (Reinford Farms in Juniata County), where it was recycled along with the farm’s manure and other food waste to generate methane energy.

While we are still waiting for the 2025 PA Farm Show numbers, 2024’s numbers were impressive.

Here are just a few: • 175 bushels of apples sold.

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• 2,000 gallons of cider sipped.

• 3,700 dozen apple cider donuts devoured.

• 18,00 pounds of French fries fed.

• 5 tons of baked potatoes eaten.

• 7,400 pounds of mushrooms munched.

As Governor Shapiro said, “Here in Pennsylvania, we see the work our farmers do as not only a testament to the heritage of this great Commonwealth, but as a major driver of our economy and the key to our future.”

Pennsylvania is proud of its agricultural heritage, and we welcome the opportunity to celebrate our past and future successes. The Farm Show, Pennsylvania’s State Fair™ is one example of how Pennsylvania celebrates those who make agriculture work every day. Consider joining us in 2026—Jan. 10-17—to see what it is all about!

We look forward to working with the Northeast Dairy Foods & Suppliers Associations and our partners in 2025 to continue to advance agriculture in the Northeast.

Wishing you health and prosperity in 2025.

Rob Fulton is the Executive Director of the Pennsylvania Association of Milk Dealers.

Learn more about the association at pamd.org.

Scan to read the Northeast Dairy First Quarter Issue 102 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

BENEFITS OF ASSOCIATION MEMBERSHIP To m a x i m i z e y o u r m e m b e r s h i p o r j o i n t h e association, contact Alex Walsh, Executive Director at alex.walsh@ndfsa.org or visit NDFSA.ORG.

GOVERNMENT RELATIONS & MEMBERSHIP REPRESENTATION

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