January / February 2016 NICA News by NICA Inc.

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Contents • January / February 2016 FEATURES

Activities & Events

08 NICA Business Expo & Fare Foods 2016 Food Show Information 15 Member’s Voice

07 Hidden Object Contest 23 Don’t Miss the Gibtown Extravaganza! 33 Coca-Cola Membership Contest Finals 34 2016 Calendar of Events

Kevin Bechler, Bechler Family Concessions; Joan Ehlers, McMeen’s State Fair Taffy; Bill Nichols, Mama Mia Concessions, LLC; Lynde Fay Snow, Shahelyn’s Concessions, Inc.; Roger Westmoreland, Westmoreland Concessions 22 A to Z Meats

AdvertiSers

29 Heinkel’s Packing Co., Inc. 25 Alpha Baking 16 Thoughts from a CCE 34 Hummel Group Company Bill McKinney, CCE, McKinney Food Services; Linda McKinney, CCE, McKinney Food Services 25 Berk Concession 27 K & K Insurance 32 R3 Supply 26 Cabarrus County Fair 30 Swanel Beverage, Inc. 14 Coca-Cola 04 New & Renewing Members 31 T.H.E. Insurance 02 Fanestil 05 The Passing of the Gavel Company 32 Fantasy Amusement Joe Potillo, Jr. 32 United Trailers / Company, Inc. 05 Incoming President’s Message Air Safe 02 Fare Foods Paulette Keene 32 Waterloo Tent & 29 FCI / Heritage 06 The Director’s Voice Tarp Insurance Company Justin Sattler 30 WNA 33 Haas & Wilkerson 18 Concessionaire Costs + Exhibitor Insurance

News & Articles

Costs + Fair Costs = Guests’ Costs 20 Fun, Laughs & Learning at the IAFE Convention 23 Tony’s Farewell Tour 24 At the Hospitality Suite 27 NICA at the IAAPA Convention

Dedicated to strengthening relationships with the Fair, Festival, and Special Events Industries through effective communication, benefits, leadership, and solutions The National Independent Concessionaires Association, Inc. is a Florida Corporation with an Editorial and General Office located at 1043 E. Brandon Blvd., Brandon, FL 33511 • Office: (813) 438-8926 • Fax: (813) 438-8928 • Online: www.nicainc.org The information contained in this Publication is based upon sources believed to be reliable. Readers should not act without professional advice. Cover to Cover © 1993-2015 NICA, Inc. All Rights Reserved. We hope you have a great start to your year! January / February 2016 NICA News

This Month’s Newest Members! Jason Au Dennis Manning Tin Lizzy Concessions, BC Manning's Munchies, IN LaCresha Barnett Cricket’s & Company, Inc., FL

Charles Nagel Sir Creamalot, MO

Libby Class SAN-JON Enterprises, FL

Elizabeth Owens Blue Moon Tavern at the Park, LLC, FL

Jesse Feira Jersey Sausage Boys, AZ

Mary Talley Schafer Food, TX

Prissy Talley Triple T Amusements, TX Thomas Talley Schafer Food, TX Tony Talley Triple T Amusements, TX

Nick White White’s Concessions, ID We bid our 12 new members a warm welcome! Remember, if you refer a new member, you get an automatic entry in our membership contest!

This Month’s Member Renewals Daniel Armstrong Sweet Dreams Concessions, FL (2014)

Charles Hanson Charles Concessions, GA (2000)

Richard Natale New York Style Pizza, OH (1996)

Cheryl Smith Champaign County Fair, IL (2012)

Kurt Bechler Bechler’s Fun Foods, MI (2009)

Jane Harris The Best Around, FL (2011)

Vincent Nelson Vinnie’s Fine Foods, NY (2012)

Wayne Smith Tom’s Tasty Taters, IN (2004)

Thomas Carnahan Carnahan Concessions, NY (2003)

Susan Hewing JMS Concessions, IL (2004)

Rick Oxford Televac Products, MO (2005)

Virginia Sourlis Mel & V Concessions, LLC, NC (2015)

Jackie DeRamus Lakeside Concession, OK (2006)

Laurie Woodruff Jackson WOODY’Z, CA (2013)

Tracey Parker Parker Family Concessions, OH (2011)

Jim Swain Swain’s Fine Foods, FL (1995)

James Desmond Scooter’s Pretzels, VT (2009)

Howard Kilgore Moon Monkey, FL (2003)

Paula Pavlick-Swika Pies N Cakes, PA (2014)

Stephen Swika III Pies N Cakes, PA (2014)

Doug Dills Dills Concessions, FL (2004)

John Magel, Sr. Darleyne D. Magel Concessions, MN (1996)

Kenny Ryals Lemonade and More, FL (2008)

Zelindo Viscusi Angela’s Pizza, FL (2012)

Carol Sanders B & J Concessions, AZ (2014)

Lawrence Wensil Wensil’s Concessions, NC (2004)

Dawn Sattler Sattler Concessions, FL (2010)

Ed White White’s Concessions, ID (1995)

Justin Sattler Sattler Concessions, FL (2010)

Ron Whiting Whiting’s Foods, CA (2007)

Jeffrey Dunham Cousins Confections, NC (2013) Gene Edick Brogdon Concessions, CA (2013) Norman Fryzelka Babes Candyland, FL (2014)

Jeffory McKinney Concessions Unlimited, TX (2004) Molly Mogge Mr. M’s Foods, KY (2000) Vera Mooney Malone’s Candy Company, MS (1995)

Thank you to all of 36 of our Renewing Members for your continued support of NICA! Are you wondering if your NICA membership renewal may be due soon? To find out, you can contact us at (813) 438-8926 or at nica@nicainc.org. Alternatively, if you have set up your online account, you can check your account balance online at our website: nicainc.org.

January / February 2016 NICA News

The Passing of the gavel Joe Potillo, Jr., Incoming President

has proven to benefit our Membership in a great way. This Board’s unwavering commitment to our strategic plan is fostering expansion and As I write this last providing stabilization for the organization. I am President’s Message, we proud to say that when it boils down, the true work are in the throes of the of this Board is industry and member driven; not Holiday season. Some of us are savoring the last few by personal agendas. I would also like to especially commend our moments at home before home office. Our Office Manager Ms. Rogers, the start of the Winter in less than a year, has brought a level of Season. It truly seems as professionalism to our headquarters that the though our “seasonal” business is becoming more Board is most appreciative of. She along with Jesse Willard, our communications director (“THE year round. MAN” behind NICA News), lead the way. Our I am sincerely thankful for the support and encouragement received throughout the industry, support staff and volunteers make the day-to-day from our Members and Fair partners alike. I could operation of NICA what it is, and what can be said about our full-time volunteer SanDee O’Brien?!?! A not and we could not have done what we have side note for our concerned members, THE NICA without it! In reflection of our year at NICA, I feel we have OFFICE IS NOT MOVING OUT OF FLORIDA FOR made great strides. These accomplishments can THE NEXT 100 YEARS! Now everyone—breathe! Our Interim Executive Manager Rey O’Day only be attributed to strong leadership through has worked closely with this Board and myself teamwork. I have watched a group of individuals throughout this year. She and I met weekly come together and work to provide leadership to without fail to discuss the NICA business at our young and growing organization. This year, if I am not mistaken, NICA took part hand and to also coordinate our efforts to bring in more state and zone meetings in a more official representation and leadership to our members. During the Board’s Annual Spring workshop, capacity than ever. Our presence and partnership with the IAFE is continuing on a strong and healthy path. Our involvement on industry issues and collaboration with our sister organizations ►► “Passing” continued on page 7

incoming incoming president’s president’s message message Paulette Keene, Incoming President

working on their 2016 route schedule. Please put the 2016 Business Expo on your schedule during NICA friends and family, I the Food Show February 8-10. We are inviting am excited to move into the the Membership to get involved in strategically leadership chair of NICA as planning the road map of NICA. We will have the first woman President, I some workshops and brainstorming round table have big shoes to fill and my discussions for YOU to get involved in, plus the goal is that in a year from educational sessions for helping you with your now you will all be proud business. Also attend the annual membership of the accomplishments meeting, we will be glad to have you, Marla Calico of NICA. The only way new IAFE CEO and president, will speak, we will we can do this is with announce our new Hall of Famer, and our regular your involvement. Hope business session. I’ll be looking forward to seeing you in the warmth of your friendship and the you all enjoyed your family and friends during sunshine of Florida. ▲ the holiday season. Now I am sure everyone is January / February 2016 NICA News

Past Presidents’ Council

Officers

President: Joe Potillo, Jr. 1st Vice President: Paulette Keene 2nd Vice President: Dennis Fraleigh Secretary: Justin Sattler Treasurer: Stacia Markowitz

Directors Sandy Class Jennifer Giordano Dan Lusenhop Dominic Palmieri Brad Ribar Kathy Ross

Immediate Past President Greg Miller, CCE

Tom Sattler, CCE Russ Harrison, CCE Richard Busse, CCE Tom Hodson, CCE Jim Hodson, CCE (Deceased) Tim O’Brien, CCE Ron Smith Adam McKinney, CCE Mike Pence, CCE Jack Woods, II, CCE Bob Hallifax, CCE Frank Parnell, CCE Larry Orme (Deceased) Larry Sivori Rich Wright Bill McKinney, CCE Arthur Pokorny, Jr. Gene O’Brien, CCE (Deceased)

NICA OFFICE

NICA WEST OFFICE

2130 Walnut St, La Verne, CA 91750

NICA West Council Kim Barr Milo Franks Nate Janousek Dan Lusenhop Ashley Murray Dale Smith Jay Wells Daryl Whicheloe, CCE April Wood

nica Northeast Council Tom Ferguson Kelly Grout Russ Harrison, CCE Vinnie Nelson Jim Staub, Jr.

Interim Executive Manager : Rey O’Day • WingsofFameProductions@gmail.com Office Manager: Yachika Rogers • nica@nicainc.org Communications, Marketing & Design: Jesse Willard • communications@nicainc.org

National Representatives Duane Fischer John Harkey David Higginbottom Charles Ivory, CCE Mike Markowitz Mike McGrath Kevin McGrath, II Dannie Moreland Etta Pence, CCE David Spann R. Josh Stremmel George Wandrey, Jr. Ted Wentz Ed White

Are you Interested in becoming a National Representative, starting a Communications Committee, or learning more about NICA? Please give us a call at (813) 438-8926 or by emailing the NICA Office at nica@nicainc.org

The Director’s Voice “Where is NICA Now?” Justin Sattler, Secretary

pleased to announce NICA and the IAFE have agreed to work together to formulate a template This is a question that is form for this very thing. I can tell you it has felt like always asked by members a lifetime waiting for this occasion. Our member that maybe I haven’t fairs will have a starting point to set a policy and seen or talked to in some procedure for their own needs and that of ours time. Well I am pleased to to formulate a standing policy that we can learn say the IAFE Convention and use at each of these fairs. This comes after a in Las Vegas was an roundtable discussion and many previous panel overwhelming success this discussions and workshops. Most all of our IAFE year. I have been on this member fairs have come to realize we need set Board of Directors for five policies in place to secure loans on equipment years now and have never and or our businesses. This has been a very seen the overall admiration and respect shown rewarding breakthrough for our industry and our to all of our directors as much as I did this year. members. The Board of Directors held our annual When I ran for election my first term I was asked, “What’s your platform for election?” My answer was and still is transfer of ownership. I am very ►► “Director’s Voice” continued on page 22

January / February 2016 NICA News

to me by three Past-Presidents in particularly. They all said the same thing about leading the organization in a different way. in April 2015, Rey was also was requested to, My good friend Tom Sattler, CCE asked me under the auspices of the Board, help facilitate a to leave it a little better than how I was given National Search for an Executive, having stated it, and to always remember to put more in than she had no personal interest in the position. you ever expect to get out. He reminded me that The goal from the onset was to be impartial and the sacrifice of leadership was all worth it when ethical during the search process and to make the everybody wins. He said, “You can’t solve every choice in the best interest of the entirety of NICA. problem and sometimes, it is what it is!” He The Board’s focus is “what NICA needs,” not “who showed me that even though there are at times NICA needs.” very few thank you’s, you do everything from the Rey went to work doing the analysis of what pureness of your heart. “Serve the Members.” NICA needed in Executive Management. This is Russ Harrison, CCE reminded me to give NICA inclusive of salary ranges and recommendations, a voice — a BIG voice for all and not just for some. management styles, etc. She worked with the Be an industry guy and not boxed in. Be your own Executive Committee and Search Committees man; do what’s right. He reminded me to be a in meetings via teleconference and in person. team builder and let everyone work according to She has been with this ongoing project behind their strengths. He showed me how to keep good the scenes every step of the way. She worked notes and come to a meeting prepared for the to compile each of the current Board’s personal task. “Serve the Members.” ideals, submitted to the committee, of what they Lastly, Greg Miller, CCE reminded me that wanted in leadership, into a working document for every time the gavel was lowered, I was hitting the Board. She has been a big part of the process it for 1,200 members. That has stayed with me from day one. I am sure Chairman Fraleigh and throughout this year! It is for the members. He the committee are appreciative. showed me that sometimes, to be a good leader, it I am also appreciative of Mr. John Leamer of means standing alone and being misunderstood Clarence, New York, member of ECAS Board of for the sake of what you believe in, and that’s Directors, who has worked with the Board as a okay. He showed me that you don’t have to go facilitator. He will continue that work during our along to get along. “Serve the Members.” upcoming meetings in Florida. It has been my pleasure to serve. I encourage In 2016, Rey will continue her current role as each of you to come to the Florida Week activities. the Interim Executive Manager, working partThere has been a realignment of the programing time on Strategic Planning and Special Projects with a concentrated focus on our membership! with the Board of Directors, while also serving The Board is looking forward to engaging with as NICA’s full-time representative in the West. each of you. It is hopeful that in 2016 Rey will help the Board Madame President I leave you with the wisdom further its goal of the Regional Council Format. given to me. “Serve the Members!” I hope I served As I prepare to hand the reins of NICA to Mrs. the members well. Paulette Keene, I am reminded of what was told “Together We Can!”▲

►► “Passing” continued from page 5

HIDDEN OBJECT

Locate the Lost Cork in the pages of this magazine & you can enter to win our monthly prize: a Gift Card worth $25!

Find the Lost Cork

BUt What if you Find it?

Contest!

Well, lucky reader, tell us where you think it is by entering online at www.nicainc.org/pages/hiddenobject

You may also call the NICA Office at (813) 438-8926, mail your entry with the page number, general location, your name, address, and phone number to Hidden Object, NICA, 1043 E. Brandon Blvd., Brandon, FL 33511. Member entries must be sent in by February 29, 2016.

Happy Searching this Month! The Next Winner Could Even be You! January / February 2016 NICA News

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January / February 2016 NICA News

Member’s Voice The greatest part of NICA is the Membership! Their Voice influences where the organization is headed and what it can improve, especially when it comes to which benefits are being used and which events people are interested in attending. The NICA Office has been continuing their survey of responses from Renewing Members. Kevin Bechler, Bechler Family Concessions from Dundee, Michigan, feels that his relationship with NICA is pretty good. He stated that he has a lot of friends in NICA. As a Food Concessionaire, he makes most use of the Coke and Pepsi benefits. He does process his rebates with Pepsi and since he only deals with one purveyor it is an easy thing to do. According to Kevin,”the NICA News does a good job.” During his downtime from Concessionairing, he keeps busy as a truck driver. He said that he can usually schedule an over the road run to Florida, so he has a chance to attend the Florida Week activities. Joan Ehlers, McMeen’s State Fair Taffy out of Clinton, Iowa, felt that her membership over the past 20 years has been very positive. She has especially enjoyed the camaraderie that exists among the members. She stated that she has made the most use of the Coke and Pepsi along with the CheckInn Direct benefits. She likes the coverage that the NICA News gives to its members from coast to coast. She also appreciates that it highlights Industry changes to help keep us up to date. One of her favorite sections is to read about other Members and what they have to say. She admitted that she has not been active as she was when she first joined. She described NICA as “an ever-growing, ever-changing organization.” Joan feels that it is necessary for us to keep a political arm in the Fair Industry to insure financing of the Fairs along with 4H and other agricultural activities. She also talked about LED lighting and how it helps conserve energy for all. Joan admits that they cost more, but she feels that they seem to last longer—so it may all balance out in the end. Bill Nichols, Mama Mia Concessions, LLC of

Fulton, Missouri, said that it has been a delight to be a NICA Member. He has attended the Florida Week almost every year since he joined over ten years ago and he has enjoyed attending the educational seminars each time. Bill makes use of the soda purchasing benefits the most, but he has also made use of Arrow Distributing, Sherwin Williams, and Autozone. It is his opinion that NICA’s biggest weakness is not doing more to welcome new members. He suggested possibly having a training class specifically for new members, or to do an interview with them individually to welcome them. He enjoys the NICA News, but would like to see different people in it. He stated that he believes “one has to address the negatives to increase the positives!” He will continue to support NICA and recruit new members. Lynde Fay Snow, Shahelyn’s Concessions, Inc. from Greenwood, Indiana, has been a member of NICA from the first year it was founded. She works mainly Festivals and County Fairs but does go to the Indiana State Fair and has been on the Northside of the Fair for more than 30 years. She and her late husband got started in the business selling canned pop, pickles on an a stick, and

►► “Member’s Voice” continued on page 17 January / February 2016 NICA News

Thoughts from a This month’s Statement of Communications & Management Philosophy is from Past President and Board Member Bill McKinney, CCE and his wife Linda McKinney, CCE, McKinney Food Services: “One of the reasons it has taken me so long to submit my application for NICA’s Certified Concessionaire Executive award is that I have dreaded writing this ‘Personal Management Philosophy.’ I have managed to sell millions of corn dogs to millions of people and have done so doing what my father taught me to do. He taught me to listen first and then speak. I have tried to remember this when dealing with my family (who are all members of McKinney Food Services), my employees, and especially when working with Fair personnel. Like my father, I have learned that if I really listen I might learn something valuable. My wife Linda and I have also learned that we need to attend as many Fair meetings as we can. We travel evey year to state, zone, and national meetings because we know we will always learn something Bill McKinney, CCE important to our business. McKinney Food Services I found out (when I really thought about it) that my Personal CCE Earned in 2002 Management Philosophy is really made up of two things: First, to really listen to what other people have to say. And secondly, to ‘keep it simple.’ If I do these two things, then making corn dogs will continue to be a fun way to make a living.” ▲ “In order to be successful in the concession business, I believe you must be a ‘people person.’ I feel like you have to like people in order to properly serve the public. It is also important for you and your staff to project a clean and friendly image. My employees are required to wear clean uniforms, be clean shaven with appropriate haircuts. I train my employees, and require them to offer, good customer service. I always make every effort to introduce myself to, and establish a relationship with, the entire Fair staff on a professional level. I continue to attend as many local, state, and national Fair industry meetings as possible. I always come away having learned something new. Keeping a positive attitude at these meetings is essential. It is also important to me to befriend my fellow concessionaires and to help them whenever needed. I have always lived by the commandment, ‘Do unto others as you would have them do unto you.’ I take my Lifetime Membership with the National Independent Concessionaires Association very seriously. I believe what is accomplished by NICA will benefit not only me, but my family and my fellow concessionaires.”

Linda McKinney, CCE McKinney Food Services CCE Earned in 2002

The CCE Program was developed to recognize the professionalism of Concessionaires. The title of CCE represents a deep understanding and respect for the fair and festival business and indicates that the titleholder will perform with the highest level of professionalism. Applications are accepted through October of each year—don’t miss your chance! Visit the CCE website for more details: goo.gl/H3VKUf 16

January / February 2016 NICA News

Association

Announcements Do you have any news that you would you like to contribute to our announcements section? Contact the NICA Office at (813) 438-8926 or e-mail nica@nicainc.org to share your information and/or photos.

2016 NICA Scholarship Applications Now Online! You will now be able to find the 2016 NICA Scholarship Application on our website at www.nicainc.org under the Member Center tab. We will require the application to be filled out and submitted, along with a photo of the applicant, to the NICA Office no later than April 1, 2016. No digital entries will be accepted. ▲

2016 Coca-Cola & Pepsi pricelists are now available! It’s official! The 2016 NICA national pricing discounts for Coca-Cola and Pepsi have been released and are available to view on the benefits page of our website at www.nicainc.org/pages/benefits. If you have any questions, please contact NICA at (813) 438-8926 or nica@nicainc.org. ▲

Want to skip the line?

sign up each guest. To streamline this process, we encourage each guest to pre-register for the event, which runs Monday - Wednesday, February The upcoming NICA Business Expo & Fare Foods 8-10, 2016. There is no cost to attend, unless you 2016 Food Show is going to be a great opportunity are interested in attending our $135 ServSafe to learn, network, and grow! The popularity of this Class on Wednesday. See page 11 in this issue for event typically means that during the Food Show the pre-registration form or visit www.nicainc.org registration, it can take some time for the staff to to pre-register online. We hope to see you there!

“Member’s Voice” continued from page 13 ►►

of the hard-working members on the Board who give their time, energy, and money to make it work. Roger mainly makes use of Porter / Fare Foods bagged caramel corn. They started with a “stick and the Coke and Pepsi benefits. He has attended joint” and graduated to a trailer—they were on some of the meetings by Fair Management and their way. Lynde attributed her relationship to was impressed with the discussions that take NICA to Ron Smith, as he was able to help her the place. When asked how NICA could improve, he most. She has made the most use of the Pepsi, thought it would be very good if NICA could get AutoZone, and Sherwin Williams benefits. She a fuel discount similar to ones used by some of enjoys reading all articles in the NICA News and the trucking companies. He shows his support of finds it very informative. She checks the New NICA by renewing his membership every year and Members to see if they are from Indiana and if she buying any ticket or promotion they come up with! recognizes them. The NICA Office plans to continue these Roger Westmoreland, Westmoreland calls to our renewing members throughout 2015 Concessions, out of Queen City, Texas, felt that and beyond. If you hear from us, we’d love to his relationship with NICA has been good. He also know what’s on your mind! If you haven’t been felt that NICA has helped the industry because contacted yet, call us with your story. ▲ January / February 2016 NICA News

Concessionaire Costs + Exhibitor Costs

+ Fair Costs = Guests’ Costs Dennis Larson, CFE, License Administration / Food & Beverage Manager, Minnesota State Fair At this past IAFE International Convention I moderated a Round Table discussion titled “Commercial Exhibits & Concessions Rent Structure.” The discussions went in many directions including some typical topics: front footage fees as opposed to square footage, what do those fees include, insurance, utilities, display tables or nothing else and so on. The alwaystopical food rent debate, front footage versus a percentage of sales as rent. Then again do these fees include power, water, insurance, stock truck space, personal vehicle parking spaces, camping, and access to the event and so on. The title of this article may seem a common sense over-simplification for our industry, however I feel it expresses a bottom line importance. During our round table discussion the formula above does distill everything down to what we all agreed with and kept coming back to, the guest ultimately pays the price. One issue we returned to several times was not that of space rental rates being too high, but rather concern with all the other fees, commonly referred to as the “dings” of the industry. These fees are looked at by the concessionaires and exhibitors as mostly capricious and arbitrary in the industry and eat away at their bottom line. I will not speak for all fairs, however I did express that at the Minnesota State Fair we do not take our fees, front footage or percentage at simply face value. We have done analysis of operators’ costs including all charges over and above our base fees. One example is we have a 15% rental rate on food sales, but with additional fees and chargebacks we have calculated that a typical percentage a food operator will pay is in the range of 17 – 21% depending on the specifics of their operation. Most additional fees charged back in our case are based on an operator’s actual requests and usage. Typical costs charged, as an example, would be an individual phone line and only if requested by the operator. Utility fees, most are metered or charged by an equipment inventory listing so only actual usage is charged. Insurance 18

January / February 2016 NICA News

A sea of guests at the 2015 Minnesota State Fair

is a requirement to operate so we encourage all operators to give us proof of insurance. Otherwise they can be included on our group policy for a very modest fee and again only for the cost of the insurance as the fair does not profit on extending this option. We do not mark any of these fees up as we feel this is not where a fair should make their money, however we do need to recover these unique costs. Costs of an all pay gate have been debated at great length within the industry. Our fair adopted such a policy some 80 years ago and it has served us well at the point of entry and we believe make for a fair and consistent system for all. We are aware that this is a critical cost to our concessionaires and exhibitors and discuss at length the costs passed onto those operators before we raise such costs. To help offset this cost we have an advanced fair ticket option in place that will save an operator about 25% over the face value of a fair time ticket. Costs due to a fair-run commissary could be an issue as some food concessionaires feel they may not be getting the best variety and value available that they could on the open market. We do not run a commissary at our fair but do require our beverage concessionaires to use custom graphic cups that must be purchased through the fair. We are cautious of the costs; fortunately due to a large consortium buy, the fair inventories a variety for all needs at a good value and pass

the savings onto the concessionaire. Our markup on cups is only enough to cover the costs of the operation and not used as a profit center. This is the recommendation I would make for any fair running a commissary is keep your variety, quality and value the highest possible so your concessionaires can keep costs down. Another topic brought forward by some operators was that it would be easier for operators to plan on their costs if the fairs would just raise their rents to include all costs. This is an interesting point and may actually be easier for fairs to implement rather than monitoring so many individual costs based on usage. Our concerns with that approach are two fold. First we feel a “one size fits all” fee approach may not be fair to a smaller operator compared to a larger operator in all cases as their unique individual demands may not be recovered in the right proportions based on their individual needs. Secondly there would be no incentive for an operator to be conservative in their usage of say, power, water and so on and could create a higher usage than if they were held accountable based on their usage. These costs if not collected from the operators would then fall to

the fair and once again we would not be doing the best we can to hold down all costs which will flow down to the guest. One simple item that concessionaires can help us with is recycling versus trash as a back of house expense. We pay a much smaller fee, and with some items no fee at all, if we sort our recyclables from our trash. If a concessionaire does not take the time to sort these out as we request and make easy to do so, it will cost the fair more in disposal fees and those costs will erode our bottom line and be passed onto the guest. The point in all of this discussion I felt is there are really no just concessions and exhibitors’ costs versus fair costs. We all have to recover our costs to maintain our operations all costs are ultimately our guests’ cost. In closing, there seem to be a lot of operational ways for fairs to charge vendors their fees. It seems ultimately working together to be as frugal and conservative as realistic so the bottom line is we can offer the best value for our guest and, to use a cliché, will be the ultimate win-win for our industry. ▲

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Proudly Distributed by Fare Foods • 800-651-1601 January / February 2016 NICA News

Fun, Laughs & Learning

at the IAFE Convention Rey O’Day, Interim Executive Manager

In 1993 NICA’s first Board met in person during IAFE. By the end of the convention they felt they were ready to speak on behalf of Independent Concessionaires regarding a broad spectrum of issues and concerns. NICA’s Board has continued to return each year to regroup and refocus its message for our industry. It begins each year with a spring visit in Springfield with the IAFE staff to discuss what the activities, issues and concerns will be for the coming year. All prepare for the convention by producing schedules, reports, invitations, and agenda’s. Our Board and staff arrived on Saturday to set up the Suite, purchase supplies, and organize the week’s materials. On Sunday while the Board held their last face-to-face meeting of the year, Don Delahoyde, CCE moderated a roundtable about Vendor Communication Committees.

Rey O’Day, Justin and Dawn Sattler, Dennis Fraleigh, Joe Potillo Jr., Dee Dee and Russ Harrison gathering at the elevator bay for the next event

During the Board meeting Russ Harrison, IAFE Director-at-Large, revealed that CFO, Max Willis, CFE would be retiring at the end of the year and the IAFE convention would be held in San Antonio in 2018. The Board also voted to approve a $5,000 donation to the IAFE Institute for a scholarship in the name of retiring IAFE President, Jim Tucker. The Institute is the primary educational program for incoming Fair Staff and Management. Sunday evening NICA supported the IAFE Foundation Wine and Dine. Monday morning they gathered as a group to officially open the convention at the General Session. While there, retiring IAFE CEO Jim Tucker learned from President John Sykes, CFE that a herd of steers was being delivered to his ranch immediately so he could begin his Full-Time-Farmer retirement. Tery Fator headlined the session. It was a great Dominic Palmieri, Odysssey Foods; Kathy Ross, Ross Concessions; and Justin Sattler, Sattler concessions hard way to kick off a convention devoted to fun, laughs, and learning. at work during the Board meeting

January / February 2016 NICA News

Joe Potillo Jr., President with fellow Board memebers Jennifer Giordano, Justin Sattler, and Dominic Palmieri supporting IAFE Wine and Dine

Josh Stremmel, Top Notch, Jay Wells, Wells Concessions, Jose and Lola Ramirez, JLQ Concessions, and Norm Keene, Paulette’s Food Service at the NICA Booth

Shifts were shared at the NICA trade show booth, located just outside the entrance of the trade show hall. Over the three days new members joined NICA, NICA publications and novelty items were generously distributed, and many conversations that began with “how are you” ensued for days. A special thank you to the NICA members who kept the booth lively: Carmel Dyer-Pittroff and Fred Pittroff, Lola and Jose Ramirez, Nate and Stephanie Janousek, Rob and Stacey Barona, Jay Wells, Don Kenna, Lola Ramirez, JLQ Concessions and Yachika Norm Keene, Dawn Rogers, NICA Office Sattler, Phil Delahoyde Manager, at the NICA Booth and Don Delahoyde, CCE. Monday evening the Board of Directors sponsored and hosted the Industry Appreciation Reception. It was a celebration of industry fellowship and good food and beverages. A big shout out goes to Duane Hickman for donating many tasty cheeses and to Say Goodnight Gracie Catering for producing a delicious spread of food. See Page 24 to see the Hospitality Suite in action! Tuesday morning kicked off with Interim Executive Manager, Rey O’Day presenting “What is NICA: A Discussion About Options,” sponsored by Schantz Manufacturing. A detailed discussion about Contract Management concerns and issues was the core of the discussion. That session adjourned immediately to continue at a roundtable moderated by Deb Aschmann, Dutchess County Fair Manager of Concessions and Partnerships discussing practices for when “Vendor Businesses Change Ownership.” The NICA Sysco Marketplace Master Distribution Agreement annual review took

place during the afternoon. The agreement rolls over into 2016 with a commitment to compile Standard Operating Procedures with a marketing and operational focus for Operating Companies and Concessionaire Purchasers. NICA members, the NICA Board of Directors, Sysco Management, Good Source Management, and Source1 Purchasing Management participated in this meeting led by Rodger Smith, Sysco VP of Business Development and Rey O’Day, NICA Interim Executive Manager. Like all NICA benefits, growing member usage is important to the success of both organizations. Tuesday evening the Board supported the Showman’s League of America by attending their Dinner. Wednesday, the Board, under the Drew Ammerman, leadership of President Sysco, Chuck Duggan, Joe Potillo, Jr., hosted ChuckWagon, Mark Neagles, Good Source, are a conversation with the fair management key contributors to the success of the NICA/Sysco members of the NICA Marketplace Advisory Committee and the Board of Directors which Justin Sattler writes about in his Director’s Voice. R. E. Smith sponsored this future driven luncheon and discussion. Then it was off to a roundtable moderated by Dennis Larson, Minnesota State Fair, regarding Concession and Commercial Rent Structures (see page 18). Today most of the NICA talking points and their solutions are being discussed actively within the industry by members and fair staffs. Many of our member benefit companies were present and engaged us in plans for the future. NICA is proud that it a respected member of the fair, festival and exhibition industries. ▲ January / February 2016 NICA News

“Director’s Voice” continued from page 5 ►►

the new CEO of the IAFE. Several of our current board members have had great relationships with Marla and we are all very excited to see the very advisory board meeting and luncheon sponsored bright future of the IAFE. In these relationships of our members and Board of Directors with by our longtime supporter, Past-President, and last year’s Hall of Fame recipient Ron Smith, CCE. Fair Boards and Fair Administrations, as well as association leaders, I feel that we, as an This meeting was very well attended by both Board Members and Fair Managers. This meeting organization, have truly reached new heights of communication and respect. This has enabled a had conversations that included Fair Managers saying that percentage rents are here to stay and level of networking that in my past ten years of attending this convention I have personally never flat rates are going away. Followed by this same witnessed. All of this said I can honestly say that group asking for us as vendors to adopt Point of Sale (POS) Systems to create a better checks and our current organization as well as our current balance system for all. There were many other hot Board of Directors has never been stronger and I am certainly proud to say that I’m a member, as topics that were touched on in this meeting and well as a director, for this organization. I thought it was a very good discussion overall. Our great strength comes from our The Board also had a strong showing at the SLA relationships with all our fellow organizations Wine and Dine. At this event, our long time NICA throughout our industry. With relationships come Partner Ron Porter of Fare Foods was named communication and that my friends is what we as this year’s President of the SLA. Everyone have and will always strive to keep because apart in attendance had a great time. We hosted a from one another we can all do good things but hospitality suite two nights and these were very together we can do great things. “Together We well attended by our fellow associations. This Can!” ▲ year’s convention had a real highlight of Jim Tucker retiring and Marla Calico being named as

January / February 2016 NICA News

Tony’s Farewell Tour Rey O’Day, Interim Executive Manager

Tony’s Farewell Tour was a wonderful send off for Tony Fiori, RCS Marketing Director, who passed away on November 18, 2015 at 12:30 PM in his home in Phoenix, Arizona. Tony’s office was the place we all went for Red Vines, almonds, peanut M&M’s, apples, game scores, water, debates, wisdom, ride tickets and a place to sit down, albeit not necessarily a quiet place to sit down. He was both a good friend to our industry and made everyone feel like they were his best friend. Tony We Miss You! Tony We Love You! ▲

Ken and Jennifer Giordano, C & C Concessions, Tony, Paula and Jose de la Cruz, Backyard BBQ Village

Sherry Flores, LA County Fair and Lori Southerlend, Lori’s Concessions

Michele Richards, OC Fair, Gary Findley and Becky Bailey-Findley, CFSA, and Rey O’Day, NICA

Chuck and Irene Dugan, ChuckWagon Concessions

Tony Fiori & Joe Lewis, Mojo’s Sports

Denny Thompson, Retired Concessionaire Advocate; Nick Nicora, Ovations; Guy Leavitt, RCS; and Dominic Palmieri, Tommie Fomby, retired OC Odyssey Foods Fair and Chris Lopez, RCS

Vince and Sara Agnifili, Oasis Aqua Massage and Dennis Forel, Balloonacy

Donna Ruhm, San Diego County Fair, Charlene Leavitt, RCS and Kathy Kramer, OC Fair CEO

Don’t Miss the Gibtown Extravaganza! The Gibtown Extravaganza and Trade Show is coming to Gibsonton, FL from Tuesday, February 9, 2016 - Saturday, February 13, 2016. At this event, the International Independent Showmen’s Association (IISA) hosts the largest array of products from around the world. Some of the exhibits you can expect to see include rides, food supplies and equipment, concession trailers, electrical supplies, insurance companies, novelty items, plush toys, jewelry and much more. There are over 300 different exhibits to browse. Additionally, there will be a golf tournament on Monday, a Cocktail night on Tuesday, a Steak Dinner Fundraiser for the IISA museum on Wednesday evening, seminars planned throughout the week including a program discussing H2B Labor Visas on Wednesday afternoon, a ServSafe Class on Thursday morning, and a Banquet for the IISA President on Thursday evening. The trade show is held at the IISA club house located at 6915 Riverview Drive in scenic Gibsonton, FL. For more information, you can visit their website at gibtownshowmensclub.com.▲ January / February 2016 NICA News

At the Hospitality Suite Photos by Rey O’Day, Interim Executive Manager & Russ Harrison, CCE, Past-President The Annual IAFE Convention brings with it many important discussions, and this year’s event was no exception. In the evening, however, NICA hosted its annual Hospitality Suite at Bally’s Hotel in Las Vegas Monday, November 29th and Tuesday, December 1st. It was a great opportunity for those in the Fair Industry to socialize, form and build friendships, and network with eachother. Here are some moments from the Industry Appreciation Reception, sponsored by the NICA Board of Directors. ▲

►► “Hospitality Suite” continued on page 28 24

January / February 2016 NICA News

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January / February 2016 NICA News

at the

convention

NICA members Jeffrey Brick (The big Kahuna) with his father Marty (on his left), Joe, at Fred’s Tents

Lisa Dominique, Sippers by Design, showing off her wares

Greg Chiecko, Sales, Gene Cassidy, CEO, and John Juliano, Entertainment, with the Eastern States Exposition

Outgoing President Joe Potillo, Jr. & Past-President Russ Harrison, CCE

John Hanschen & Jeannie McDonogh NICA’s 1st Vice President Paulette (OABA Trustees). John is an IAFE Keene, Norm Keene, & NICA’s President Associate Director at Large, with Russ Joe Potillo with Waymatic

Mike Curci, Cynthia Wright, and Michael Ricky, Vicky, & Mathew Reithoffer with with Midway Stainless Fabricators Reithoffer Shows

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January / February 2016 NICA News

“Hospitality Suite” continued from page 24 ►►

January / February 2016 NICA News

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January / February 2016 NICA News

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January / February 2016 NICA News

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January / February 2016 NICA News

2015 Membership Contest Leaderboard General Membership

Sandy Class....................................................................................2 SanDee O’Brien, CCE......................................................................2 Fred Pittroff.....................................................................................2 Lola Ramirez...................................................................................2 Lynette Rawlings............................................................................2 David Athey.....................................................................................1 Richard Brander.............................................................................1 Tom Craft........................................................................................1 Don Crutchfield...............................................................................1 Eric Campbell..................................................................................1 Don Delahoyde, CCE.......................................................................1 Matthew Hall..................................................................................1 IISA..................................................................................................1 Michael Kennedy, CCE....................................................................1 Mike Kinnear...................................................................................1 Lori Kirby.........................................................................................1 Mike Knott......................................................................................1 Cameron Murray.............................................................................1 John Needham...............................................................................1 Tim O’Brien, CCE............................................................................1 Gary Pinkerton................................................................................1 Deborah L. Powers.........................................................................1 Jeff Thornberry...............................................................................1 Monica Urick..................................................................................1

National Representatives

Dannie Moreland............................................................................4 Ed White..........................................................................................2 Mike McGrath.................................................................................1 David Spann...................................................................................1

Northeast & West Councils

Nate Janousek.............................................................................13 April Wood......................................................................................6 Russ Harrison, CCE........................................................................4 Ashley Murray................................................................................4 Daryl Whicheloe, CCE.....................................................................4 Dale Smith......................................................................................2 Jay Wells.........................................................................................2 Kim Barr..........................................................................................1 Vincent Nelson...............................................................................1

Board of Directors

Kathy Ross.....................................................................................9 Dennis Fraleigh..............................................................................8 Dan Lusenhop................................................................................8 Paulette Keene...............................................................................6 Stacia Markowitz...........................................................................2 Dominic Palmieri............................................................................2 Randy Reichert, CCE.......................................................................2 Jennifer Giordano...........................................................................1 Justin Sattler..................................................................................1

Administration

Office.............................................................................................39

January / February 2016 NICA News

2016 Events Calendar

Representing NICA & Its Industry Partners January* 3-6: NICA / Sysco Marketplace, Kitchen Tour & NICA West Membership Gathering at the WFA Annual Convention & Trade Show • Anaheim, CA 6-8: North Carolina Association of Agricultural Fairs Annual Convention • Durham, NC

8-9: West Virginia Association of Fairs & Festivals Annual Convention • Charleston, WV

21-23: Tennessee Association of Fairs Annual Convention • Nashville, TN

8-10: Indiana Association of Fairs Convention • Indianapolis, IN

22-24: Nebraska Association of Fair Managers Annual Convention • Kearney, NE

10-13: Wisconsin Association of Fairs Annual Convention • Wisconsin Dells, WI

28-31: Missouri Association of Fairs and Festivals Annual Convention • Columbia, MO

14-16: Kentucky Association of Fairs & Horse Shows Annual Convention • Louisville, KY

7-9: Oregon Fairs Association Annual Convention • Salem, OR

15-18: New York State Association of Agricultural Fairs Annual Convention • Rochester, NY

7-10: Ohio Fair Managers Association Annual Convention • Columbus, OH 7-10: Texas Association of Fairs and Events Annual Convention • San Antonio, TX

21-23: Georgia Association of Agricultural Fairs & Expos / South Carolina Association of Fairs Combined Annual Convention • Atlanta, GA

February 8-10: NICA Business Expo & Fare Foods 2016 Food Show, Educational Workshops, General Membership Meeting • Tampa, FL** 9-13: “Gibtown Extravaganza” IISA Trade Show • Gibsonton, FL***

**See Page 8 ***See Page 23

*Not all events listed due to space. Please check our updated calendar at www.nicainc.org for more dates!

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Property | Fleet | Liability | Workers’ Compensation 34

January / February 2016 NICA News

For Office Use Only

National Independent Concessionaires Association, Inc.

Date

1043 E. Brandon Blvd., Brandon, FL 33511 Office: 813-438-8926 • Fax: (813)438-8928 E-mail: nica@nicainc.org • Website: www.nicainc.org

NICA MEMBERSHIP APPLICATION q Mr. q Mrs.

q Ms.

First

Last

Name of business Physical address

City

Mailing address

City

Primary phone number

State

Zip

State

Zip

Alternate / Cell phone number

Website

How would you like to receive your NICA News? q Mail q Email Would you like to advertise? q Yes q No

Referred by

Fill out the information below as accurately and as detailed as possible. Information and Keywords provided below will be used for your entry in the NICA Annual Membership Directory and as keywords to search for your business on the NICA website.

Annual Membership Fees Independent Concessionaire

Associate

q Independent Concessionaire............................................$125 q Additional Member...............................................................$75

Fair / Festival over 75,000 attendance............................$125

Fair / Festival under 75,000 attendance...........................$75

q Employee................................................................................$50 q Retired....................................................................................$50

Manufacturer / Distributor / Industry Supplier..............$125

Carnival / Circus Operator..............................................................$125

Check a category below and provide a detailed description of your company’s services:

q Special Services..................................................................$125

A person or entity who provides services to the concession industry.

Voting:

Non-Voting:

q q q

Commercial Exhibitors Attractions / Entertainment Retail

Food Games Services

q q q

Description:

_________________________________________________________ _________________________________________________________ _________________________________________________________ _________________________________________________________ _________________________________________________________

Stationary Concession......................................................$125

Provide a detailed description of your organization / company’s services below: _________________________________________________________ _________________________________________________________ _________________________________________________________ _________________________________________________________ _________________________________________________________ Mail Check or Money Order to NICA’s office at 1043 E. Brandon Blvd. Brandon, FL 33511

Concessionaire General Routing Information

List all states where you conduct your concession business:

_________________________________________________________ _________________________________________________________ _________________________________________________________ Fairs and Festivals

List three Fairs or Festivals worked in the past year :

1. _______________________________________________________ 2. _______________________________________________________ 3. _______________________________________________________

Visit our website for NICA Membership Benefits: www.nicainc.org I understand that my application is subject to final approval by the NICA Board of Directors. I also understand that if my application is not accepted, the amount paid will be refunded to me. If accepted for membership in NICA, I hereby agree to abide by its by-laws and rules.

Applicant’s signature

Date

Visa

Mastercard

American Express

Credit card no. Security Code

Expiration Date

TOTAL

Signature of credit card holder I authorize NICA to charge the agreed amount listed above to my credit card provided herein. I agree I will pay for this purchase in accordance with the issuing bank cardholder agreement. The NICA sponsored $10,000 Accidental Death and Dismemberment Insurance Policy is automatically provided to all Independent Concessionaire Members. Beneficiary ________________________________________ Phone ___________________

National Independent Concessionaires Association, Inc. 1043 E. Brandon Blvd., Brandon, FL 33511

Time Sensitive Mail â&#x20AC;˘ January / February 2016 Issue

PRSRT STD U. S. POSTAGE PAID STEVENS POINT WI PERMIT NO. 272