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National Independent Concessionaires Association

July 2013

July 2013 NICA News

CONTENTS JULY 2013

FEATURES 2014 Board of Directors Nominees

NICA Receives Special Recognition at the Florida Federation of Fairs 12 Road Trip to the Pima County Fair By Rey O’Day

Concessionaire of the Month Don & Alice Rowlett, Silver Dollar Bakery

NEWS 2013 Calendar 4 President's Message 5

By Tom Sattler, CCE

Executive Director's Report 5 By Alta Mosley

Director’s Voice 7

By Tim O’Brien, CCE

Celebrating 20 Years of NICA: 20 Years Ago... 8 By Gayle McGrath, CCE

NICA/IAFE Meeting 2013 16 Photos from NICA’s Spring Workshop 21 All-in-One Payment Solution for Concessionaires 22 A Visit to the Florida Blueberry Festival 24

ADVERTISERS

A to Z Meats 20 Air Ride Hitches 24 Alpha Baking 17 Berk Paper & Supply 9 Coca Cola 2 Fanestil’s Quality Meats 23 Fare Foods 17 Haas Wilkerson 26 K & K Insurance 20

Lasco 7 Midway Stainless 26 Mr. G’s Custom Meats 16 R3 Bunzl 13 Sterling Payment 23 Swanel Beverages 9

July 2013 NICA News

NICA 2013 Calendar

OFFICERS President......Tom Sattler, CCE 1st Vice-President......David Penn

JULY

July 15: NICA Board of Directors election ballots go out to voting members. July 31-August 2: The 19th Annual Florida Festivals and Events Associaton Convention and Trade Show will take place at the Hyatt Regency Coconut Point in Bonita Springs, FL

AUGUST

August 15: Directory Updates due in office.

SEPTEMBER

September 1: Directory Advertising Deadline September 30: Board of Directors election ballots due in office.

OCTOBER

October 15: All CCE Applications due in the office. October 25-26: Manitoba Association of Ag Societies Annual Convention, Victoria Inn, Brandon, Manitoba

NOVEMBER

November 13-16: Rocky Mountain Association of Fairs Annual Convention, Parkway Plaza Hotel, Casper, Wyoming

DECEMBER

December 8-12: 123rd Annual IAFE Convention and Trade Show, Paris Hotel, Las Vegas, Nevada December 8-12: At the IAFE Convention - NICA Board Meeting, WIN Wine & Cheese, NICA Members Appreciation Reception and Regional Meeting December 13-15: Association of Iowa Fairs Annual Convention, Airport Holiday Inn, Des Moines, Iowa

JANUARY

2nd Vice-President.....Joe Potillo, Jr. Secretary.....Justin Sattler Treasurer......Paulette Keene

IMMEDIATE PAST PRESIDENT Greg Miller, CCE

Directors: Don Kenna Stacia Markowitz Tim O’Brien, CCE Dominic Palmieri Tony Trafton, CCE

Past President’s Council 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.

January 5-8: 2014 Western Fairs Association Anuual Convention in Anaheim, CA January 6-7: Annual WFA Convention and Trade Show featuring the NICA Sysco Marketplace, Anaheim Marriot, Anaheim, CA

Gene O’Brien, CCE (deceased)

FEBRUARY

Alta Mosley - alta@nicainc.org

February 3-5: 2014 NICA Business Expo and Fare Foods Food Show in Tampa, Florida. More information to follow soon.

NICA OFFICE Executive Director Office Manager Jill Omel - nica@nicainc.org

Graphics & Marketing Director Kaitlyn Loos - graphics@nicainc.org

NICA WEST Office: Executive Manager Rey O’Day imreyqoe@gmail.com 2130 Walnut St. La Verne, CA 91750

July 2013 NICA News

President’s Message I began my year as President thinking “How am I going to get through this year?” So far, it has been an eye opening experience. I am learning that like most things in life, it’s more about how you say things, than what you say. People hear what they think you said because of how you said it. Be sure the request you are making isn’t heard as a demand.

Tom Sattler, CCE

The Florida Fed Convention was held in Naples, FL, an area where I grew up and still call home. NICA was represented by Joe & Tyra Potillo, Justin & Dawn Sattler, Tim & Justine O’Brien, Heather and myself as well as our Executive Director, Alta Mosley, a Past President of FL Fed. It was good to see several of our members attending as well. NICA was one of the sponsors for the Golf Tournament, an event that supports the FL Fed Scholarship program. The Convention program was very good. NICA was responsible for two of the programs, Tim O’Brien was part of the panel on “The Cost of Doing Business” and Alta conducted the one on “How to find Vendors/Concessionaires”. Be sure to read their reports for more information. It was good to have a chance to really talk with the Fair folks in a more relaxed manner, but I was most impressed by how NICA was included as an important part of the team. At the Banquet on Saturday night, Justine O’Brien was selected to serve as one of the Associate Directors and our own, Alta Mosley, was inducted into the Florida Federation Hall of Fame. Continued on Next Page>>

Executive Director's Report When do you do your best thinking? When do you have time to think about the issues we are faced with today? When do you believe, with total clarity, that you have the answers? My best time comes when I’m driving, listening to the radio, singing along just like I was standing on stage, playing to a full house. Moment of truth, you know you can’t sing when your grandchildren say “Grandma, let’s play the quiet game.” Enough said about my incredible lack of talent. Do you ever think about how you learn to make decisions? Was is time spent with your family, a teacher that influenced your life, a person at church who set an example of the person you’d like to be, or was it a person at work who took you under their wing? We’ve all had each of those people in our lives and they could fit any of the descriptions listed. We’ve all learned those “Life Lessons”, the ones that are not written in a book. We learned about telling the truth, living by the Golden Rule, sharing with your neighbors, being honest in your business and we learned about respect. We learned to keep trying, we learned to make change and we learned that a partnership means to share.

Alta Mosley

Yes, there are issues that come up time after time, year after year. Why do they keep coming up? If you ask the same question, you’ll more than likely get the same answer. Why didn’t you get the answer you wanted? Did you ask for something impossible? Did you demand rather than ask? Is there a benefit to both parties? Continued on Next Page>>

National Independent Concessionaires Association, Inc. Dedicated to strengthening relationships with the Fair, Festival and Special Events Industries through effective communication, benefits, leadership and solutions.

NICA is a Florida Corporation with Editorial and General Office located at: 1043 E. Brandon Blvd. Brandon, FL 33511 (813) 438-8926 • Fax: (813) 438-8928 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 Copyright All Rights Reserved. ©NICA July 2013 NICA News

(Continued President’s Message)

The next week, David Penn, Paulette Keene, Don Kenna, Alta Mosley and I traveled to Springfield, MO for our annual meeting with Jim Tucker, IAFE President and his team. Once again, I was impressed with the way we were treated as an important part of the team. We discussed several topics which we would like to have included in the IAFE Convention program. We talked about taking a new approach to old issues and appreciate their outlook.

NICA Executive Regional Councils NICA WEST COUNCIL Don Delahoyde, CCE Jennifer Giordano Judy Henbury, CCE Lucky Henner

Today I think, we do have a voice, we are being heard, we are making progress and I am proud of being a member of NICA.

Don Long, CCE

As you may have heard, my wife was injured in an accident while I was attending the IAFE Meeting. We appreciate the thoughts and prayers as she is continuing to recover.

Dale Smith

“Together We Can” *Incidentally, our team came in second in the Golf Tournament, that’s was luck if I ever saw it.

Dan Lusenhop Tony Trafton, CCE

NICA National Representatives Duane Fischer Judi Gruver

Tom Sattler, CCE

John Harkey David Higginbottom

President

Charles Ivory, CCE Tom Kiermaier David Koepp Mike Markowitz

(Continued Executive Director’s Report)

Mike McGrath

The past few months have given me time to reflect on where NICA stands today, how we got here, and where do we want to go. Everybody makes changes in their lives, in their business, and yes, we sometimes change our way of thinking. As you read the articles this month, you will see, we are all making changes, and we are making progress. I ask you to be a part of that progress by stepping up, getting involved on a level where you are comfortable. Your ideas are important, please share them with us. You’ll be on the road a lot over the next few months, so as you drive, think about where you’d like to be and how you plan to get there. Think about how we as NICA members can support each other, gain respect and have a stronger voice. How can we accomplish this you ask? “Together We Can!”

Kevin McGrath II Vision Money Dannie Moreland Etta Pence, CCE David Spann R. Josh Stremmel George Wandrey, Jr. Ed White

NICF Board Chuck Dugan Russ Harrison, CCE Lisa Hinton Donald Kenna

Travel Safe my Friends,

SanDee O’Brien, CCE

Alta Mosley,

Olivia Orme Bill Wrabiutza

Executive Director

HIDDEN OBJECT

ACTIVITY!

Find the watermelon slice!

Locate the watermelon slice in the pages of this magazine and you just might win the July NICA News Prize!

Find it? Tell us where by going to: www.nicainc.org/pages/hiddenobject. Or mail a postcard with the the page number and your name, address and phone number to: Hide & Seek, NICA, 1043 E. Brandon Blvd, Brandon, FL 33511. All member entries must be in the office by August 1, 2013! You can also check online for the reveal of June’s graduation cap. May’s happy corn dog was hidden on p. 32 resting on top of the Strawberry stand. Congratulations to Richard Frenette for finding the object and being selected to win the May prize! Happy searching for this July!

July 2013 NICA News

Back to the Beginning... Director’s Voice article by Tim O’Brien Hello everyone, I hope you’ve had some time off this Spring to get rested before you went back on the road. The NICA Board has been very busy with the Spring Workshop, setting long and short term goals. As part of the workshop, we looked at where we started, where we are today and how we got to this point. Someone brought a 1993 issue of the NICA News to the workshop. While looking through this piece of our history, we decided to focus on the issues that brought us together in the first place, Buying Power, Transfer of Ownership, Deposits, and Multi-Year Contracts. In some of those areas we have done very well, other areas, not so well. What do we do? We can’t give up and say, “You win.” All our lives we’ve heard, if at first you don’t succeed, you try, try and try again. If this were a Football game, we’d drop back and punt. It’s not Football and it’s certainly not a game, it’s our livelihood, it’s how we take care of our families. Decision Time. We will try a new approach and present it at as many State Associations meetings as possible, we will talk with Fair Managers, we will talk to other people at other events, we will not give up. The first opportunity came at the Florida Federation of Fairs Convention which was held May 15 -17, in Naples, FL. NICA was well represented by four Directors, the Executive Director and several members. We were responsible for two programs during the Convention.

The Executive Director conducted a session on “How to find Vendors and Concessionaires”. The opening statement was “ To find good vendors/ concessionaires, treat the ones you have well.” Be sure to read her report for more details. The second program was titled “The Cost of Doing Business”. The panel included Martha Leverock, Manager of the Greater Jacksonville Fair, Charles Panacek, Owner of Belle City Amusements, and myself, Tim O’Brien, Owner of O’Brien Foods. Each person talked about their expenses as well as the sources of income. It was a very open and frank discussion. We were able to talk about the camping rates, passes, vehicle passes, identification badges, stock truck permits, electric charges and golf cart permits. Many of people in the room, some of them representing the Fairs, were shocked by some of the charges we mentioned. We had a chance to say “We completely understand the need for the Fair to make money, we are businessmen too. We ask the Fairs to understand our expenses, not only at their Fair but regular monthly expenses, like insurance, permits, equipment repairs and upgrades. We understand the fees, we don’t understand the excessive amounts.” We were able to ask,” If it doesn’t cost you anything, why does it cost us so much?”

Distributed through Fare Foods 1-800-651-1601

All and all, it was a great panel. Many of the people attending asked questions and gave us their perspective. The fact that the meeting went much longer than the scheduled time makes me think people are interested and beginning to understand our side. Did we make progress? One person said he is taking the multi-year contract plan to his Fair Board, another person said they would take a look at the amount of the deposits. Is it progress? Yes, it is because at least two people stood up and said, “I will help.” Now we wait for the results. ■ Sincerely, Tim O’Brien, CCE Director July 2013 NICA News

Celebrating 20 Years of NICA 20 Years Ago.. By Gayle McGrath, CCE

20 years ago . . . Gas prices were an average of $1.07, minimum wage was $4.25, Whitney Houston had the top billboard song with I Will Always Love You, and Jurassic Park was the #1 movie at the time. It is hard to believe that twenty years ago this month was the beginning of NICA. It started as an idea from two guys and was bundled with energy that sparked and grew as the year went on. The first meeting was at the Florida State Fair where more than one hundred members joined. An initial board of directors was established. Shortly after that Jerry Kuhn was hired as the first Executive Director. Jerry established the newsletter in April 1993, which has remained a monthly publication after he left a few months later.

If you have any stories you’d like to share in the remaining issues of the 2013 year, please contact SanDee O’Brien, CCE at 813-438-8926. Thank you for celebrating NICA’s History with us! 8

July 2013 NICA News

It was evident by how quickly the organization grew, that there was a need. The primary goal was to establish a forum for independent concessionaires and fair management to discuss mutual concerns. I know Gene and Larry would be pleased to have been able to see the NICA information booth in the main hall leading to the IAFE trade show in Las Vegas this year. 20 years ago NICA was virtually unknown to fair management. Today it is front and center with other national organizations associated with our industry.■

July 2013 NICA News

2014

NICA BOARD OF DIRECTORS Nominees

All voting NICA Members will be sent a ballot this month. We have three positions to be filled. You may vote for both candidates and the final member of the Board will be appointed by the 2014 President at the February meeting. “Together We Can!”

Dominic Palmieri

Joseph, “Joe” Potillo, Jr.

I am the CEO and Managing Partner of Odyssey Foods, a special-events food concessions company that has operated at fairs and festivals in Arizona, California, Nevada, and Texas since 1989. I serve everything from pizza to cotton candy, and “The Big Rib ” to corn-on-the-cob. My route includes several stands on the Independent and or on the RCS Carnival Midway.

Fellow NICA Members, I first would like to thank you for your vote of confidence in electing me to this board three years ago. It has been one of my greatest opportunities to give back and serve.

At 19 years of age, I co-founded my first business: Card VIP Corporation, a shopping center marketing company that designed and implemented the first grocery store value discount card called the Von’s Value Plus Club with 2 employees. My current company Odyssey Foods, employs 150 – 200 seasonal employees. My management skills have adapted and have fine tuned over the years from experience. Experience shows that food quality and customer service are the critical benchmarks for our business and I never compromise on either. It is my goal to always make my customers feel like they are #1. To accomplish this we provide training to all our employees and I lead by example. Engaging customers at point of sale, talking with them about what they look for when attending fairs, what foods they love to eat and why they love our Fair foods so much. Continued on Next Page>>

July 2013 NICA News

I am now once again asking for your support in my reelection to the NICA Board. The past three years have taught me so much and although intense, it has been very enjoyable. In my time of service I have worked with some of the industry’s finest on key issues. When my family joined NICA, people asked “well what can NICA do for you?” pointing to the fact that our company was not a mainline food operator, my grandfather would always respond “I don’t know what all it can do, but I do know we are in this together!” His philosophy has continued to be my guideline as I serve our members. Since 2002 I have served in the capacity of General Manager and President, now the owner of our company Potillo’s Enterprises Inc., which provides cleaning and maintenance services to fairs, festivals, and special events throughout the U.S. I am assisted by my wife of 3 years Tyra and family who help manage our large staff. Continued on Next Page>>

(Dominic Palmieri, Continued)

(Joe Potillo, Jr, Continued)

I am a member of NICA, WFA, IAFE, SLA and the OABA Circle of Excellence. In 2003, I served as the President of the Arizona Showman’s Association and in 2005 I served on the Western Fairs Association Board, as the Service Member Chairman.

My first term of service saw me working alongside my colleagues dealing with many internal matters of our organization, while developing strategic plans to keep our members first. I have served as Secretary and now currently as Second Vice President.

I believe in the goals of NICA; the importance of good communication between fairs and concessionaires, the value to its members through cost savings, the importance of raising quality standards, and in keeping the trust of our fair-going customer. I currently serve as an appointed member of the Board of Directors. It would be an honor to serve on the NICA Board of Directors for a full term. I also encourage all members to become involved with NICA in some capacity. Whether serving on the board, participating in convention round tables, or helping with NICA events such as Golf Tournaments, Mixers etc. It is an honor to serve on the Board of Directors of any trade association. If you are an organized individual and believe in what NICA delivers to the industry, then what it takes to be a great addition to the board is really not far beyond what you do with your business everyday.

As I look towards my second term and my transition through the chairs I feel NICA is poised to be the best it ever has been. I remain committed to the core values of communication, teamwork, and integrity. It is my goal to help foster growth and continuity through strengthening our relationship with long time partners, and providing our members with meat and potatoes benefits and information that meet our ever demanding needs.

Hobbies: My hobbies include wine making and vineyard management, skiing wherever there is great snow, Italian Vintage and New Cars, and making gourmet Neapolitan style pizza in a wood-burning pizza oven.

I look forward to a second term with great anticipation of what lies ahead, also realizing that I stand on the shoulders of great men and women who came before. I thank you in advance for your support and vote.

Family: My wife Kim and I have been married for 18 wonderful years. She is the backbone of our family and our company. We have four beautiful children: Gino, Carmela, Enzo, and Gianna, ranging in age from 6 to 13 years. They keep me busy and I love every minute with them. All our children help in our family business and understand the value of hard work and more important the value of a dollar.

“Together We Can”

Regardless the part you play, a Board member, a business owner or a worker, we are equals; we all must realize, one person can’t do it all. We must work as a team in order to succeed. NICA is that Team. One person may possess great vision, while another understands the logic, while another has the vast experience to create a plan, the support of the team members is crucial to the success of the project.

Joe Potillo, Jr. NICA Second VP

Dominic Palmieri NICA Board Member

WORDS OF REFLECTION:

It Can Be Done --Author Unknown

The man who misses all the fun, Is he who says, “It can’t be done.” In solemn pride he stands aloof, And greets each venture with reproof. Had he the power he’d efface, The history of the human race; We’d have no radio or motor cars, No streets lit by electric stars; No telegraph nor telephone, We’d linger in the age of stone. The world would sleep if things were run, By men who say “It can’t be done.” July 2013 NICA News

NICA Receives Special Recognition at the Florida Federation of Fairs

The Florida Federation of Fairs Convention was held May 16 - 18 at the Waldorf Astoria Hotel in Naples, FL. NICA was well represented by President Tom Sattler, CCE, Heather Sattler, CCE, Joe and Tyra Potillo, Justin and Dawn Sattler, Tim O’Brien, CCE, Justine O’Brien, CCE and Alta Mosley, Executive Director. Also attending were Jeff and Kathy Ross, Kevin McGrath , CCE and Kevin McGrath, II. Each person participated in the workshops, took time to meet new people and represented this industry very well. The Convention kicked off with the Giles Ellis Memorial Golf tournament on Wednesday, May 15. The proceeds of this tournament benefit the Federation Scholarship Fund. NICA not only was a sponsor of the tournament, we were represented by the Tim O’Brien team and Tom Sattler team which included Justin Sattler and Joe Potillo. Team Sattler finished in second place. NICA was responsible for two programs. Our topics were “The Cost of Doing Business”. Tim O’Brien represented the Concessionaires on this panel. Tim’s comments were very open and really put the facts on the table. Be sure to read his report. I had the opportunity to conduct a session on “How to Find Vendors/Concessionaires”. I began the session with a clear statement, “If you want good vendors/ concessionaires, treat the ones you have well.” Questions and remarks included; where do you find good concessionaires? Without a deposit, how can we be sure they will come back next year? What do you do when they complain? They are never happy with anything we do. Recommendations to the Fair staff included, Know the products you already have, how many concessionaires sell that product now, what do you need or want. What is the ratio of food concessions to straight sales (retail)? With the current attendance, are the concessionaire’s serving the guest in a timely manner. A line that moves quickly is not bad; it doesn’t warrant bringing more food into the lineup. Overbooking on food or retail hurts everybody. Look at the

July 2013 NICA News

traffic flow; be sure the layout gives your guest a continuous walk way, no dead ends. When planning the layout, use the Attractions as destinations, this gives all the concessionaires a chance to sell their product. Complaints! Is it one person or several talking about the same thing? Take the time to check out the situation. You will never completely satisfy everybody but above all you do, be sure that you treat each person the same. Never, ever play favorites or give special treatment to one that you can’t give to everyone. Hold a meeting, some Fairs have a Communication Committee, but do talk to the Vendors and Concessionaires. Your plans affect them greatly. If you change the layout, it will affect their location and set up. Many Concessionaires invest in the Fair by contributing to the Scholarship Program, some by supporting various programs in the Fair. Include your Concessionaires in your advertising program, talk about them as an important part of the Fair. Fees and Deposits, at some Fairs, are extremely high and must be paid so far in advance. Consider how much money a concessionaire can have out in deposits at one time. Many of them are evaluating their expenses, what the possible income may be, the time involved and deciding if they can afford to continue working the Fair. The statement, it’s just business, works both ways. If the Fair needs to reduce the number of golf carts, limit the number of passes you allow, but raising the fee so the income will remain the same just doesn’t seem right. We also talked about Multi-year contracts as part of the Concessionaire’s business plan, and the need for a concessionaire to qualify for that contract. Many of the Fair’s said they did not issue a multi-year contract but would consider it if we would assist in creating a standard contract. An Assignable contract is an issue we will be discussing with Fair Management. Hopefully, with the help of our Advisory Board, we can create a plan where the Fair will still control their grounds but will allow the concessionaire the opportunity to sell their business. Attendance for both sessions was very good and went over the scheduled time. Both sessions scored well in the evaluations. NICA has been a member of the Florida Federation for many years. Jim La Fratta and Tim O’Brien have both served as Associate Director’s. The O’Brien Family was selected as Associate of the Year in 2005 and Jim in 2009.

The tradition continues, at the Banquet on Saturday evening, Justine O’Brien was selected as serve as an Associate Director. She will be an excellent representative of our industry. Share your thoughts with her. Also that evening, I was completely shocked by being selected as the newest member of the Florida Federation Hall of Fame. It is an honor that I owe to so many people in my life, those who have guided me thru the years, those who I have worked with and my family and friends who make me a better person by just being a part of my life. ■ Alta Mosley, NICA Executive Director

In the Next Issue... More from the 2014 Board of Directors Candidates Updated information on some of NICA’s best Benefits! Coming in August 2013

Membership Contest 2013 General Membership Audrey ......................................................... 1 Bartlebaugh Amusements ........................... 1 Brett Rubert ................................................. 1 Country Jam USA ........................................ 1 Dan Lusenhop ............................................. 3 David Koretsky ............................................ 1 Doug Guinsler.............................................. 1 Fare Foods .................................................. 1 Heather Sattler ............................................ 3 Janet Hill ...................................................... 1 Jennifer Giordano ........................................ 4 Judi Gruver .................................................. 1 Judy Henbury .............................................. 2 Lisa Thompson ............................................ 1 Lucky Henner .............................................. 2 Mark Neagles .............................................. 2 Mike Beaver................................................. 1 Missy Pfile ................................................... 1 Nancy Miller ................................................ 1 Randy Riechert ............................................ 1 Rick Pachell ................................................. 1 Russ Harrison .............................................. 1 Sharonne Laws............................................ 1 Sherrie Martin .............................................. 1 Sysco ........................................................... 1 Ted Wentz.................................................... 1 Wendy Schafer ............................................ 1 NICA Reps Dannie Moreland ......................................... 8 R. Josh Stremmel ........................................ 2 Board of Directors Greg Miller ........................................................... 1 Tim O’Brien .......................................................... 1 Tony Trafton ......................................................... 2 David Penn .......................................................... 1

Administration Alta Mosley .................................................................... 1 Office ........................................................................... 11 Rey O’Day ..................................................................... 1

Prizes * Carnival Cruise Package - (valued over $1500) a drawing will be held for all the members who refer new/former members in 2013. For every new/former member referred, the recruiting member will receive 1 chance to win the Carnival Cruise. * $500 Cash - For every new/former member referred, the recruiting member will receive 1 chance to win the $500. * NICA National Rep Contest - Winner will receive $500 cash and is eligible to win any of the above-mentioned prizes.

Drawings to be held in Tampa, Florida in February 2014. July 2013 NICA News

The Road Trip to the Pima County Fair

▲Wanell Costello AZ State Fair Asst. Mgr., Dominic Palmieri NICA Board of Directors member, Jay Wells longtime NICA member, and Helen Matthews new member enjoying the Pima County Vendor Breakfast

▲Jennifer Giordano, Jon Baker, Lisa Thompson, Rey O’Day Jennifer and Rey celebrating the engagement of Jon and Lisa and welcoming them as New NICA members

▲Tony Fiori, 2013 Pima County Hall of Fame Recipient being

July 2013 NICA Newscongratulated by Ashley Murray, WFA Commercial Division

and NICA Member

Early one fine morning, NICA West Council member, Jennifer Giordano of C & C Concessions and Rey O’Day, NICA West Executive Manager hopped into a car in Phoenix headed for the Pima County Fair. Jon Baker, CEO of Pima County Fair, had invited them to attend the Vendor’s breakfast the next morning. Arriving in the late afternoon the office gave them a list of vendors. Jennifer and Rey were off to say hello to longtime NICA members and meet potential new ones. There was Bob Jackson, Debbie Phillips, Mamadou Diop, and Ashley and Justin Murray all beginning a season that would take them to California. Tommy Davis and Jay Wells, once just NICA members on a list, are now new friends. Josh and Morgan Stremmel joined NICA while visiting the NICA Business Expo in Tampa and here they were in Tucson, AZ. (That is the charm of this great business, we see each other everywhere because travel is what we do). We thanked them for purchasing the Whirley refill cups, where the rebate supports NICA’s scholarship program. Craig Sawyers of JJ & Sons, an old friend had a gorgeous set up with his signature Piggly Wigglys and grilled sausage. He became a new NICA member right on the spot!! Jon appreciates his vendors in many ways: one of them is inviting them to a delicious breakfast (best biscuit I have ever eaten) cooked by Lisa Thompson, a New NICA member and Jon’s fiancé! At the breakfast Rey shared NICA’s goals, described benefits, showed the refill cup, and encouraged all to give the NICA Sysco Marketplace a try. Rey also introduced Dominic Palmieri of Odysseys Foods who was recently appointed to the NICA Board of Directors. In addition, Tony Fiori, RCS Marketing Director, was recognized as a new member of the Pima County Fair Hall of Fame for creating an enormously successful presale ticket program for the fair. Jon also joined NICA on behalf of the Pima County Fair. The trip reminded both Jennifer and me that we are a traveling village of people that believes “Together We Can”. ■ Rey O’Day NICA West Manager

▲ CAPTIONS (from left to right) 1.Jon Baker, CEO, Pima County Fair 2. Debbie Phillips, Action Foods 3. Bob Jackson and Jennifer Giordano measuring up 4. Jennifer Giordano C&C Concessions, Craig Sawyers JJ & Son, Rey O’Day NICA West Exec. Mgr. Hugging good friends 5. Josh and Morgan Stremmel AZ NICA Representatives 6. Lola Ramirez J.L.Q. Concessions serving it up with a smile 7. Mamadou Diop always greets with a smile 8. Tommy Davis and Rey O’Day

July 2013 NICA News

NICA / IAFE Meeting 2013 NICA President Tom Sattler, CCE, First Vice President David Penn, Treasurer Paulette Keene, Director Don Kenna and Executive Director Alta Mosley traveled to Springfield, Missouri for a meeting with Jim Tucker, IAFE President and his management team. We discussed NICA’s current position on the goals which were set last year. This had been the focus of the Spring Workshop held the previous month. The IAFE and NICA partnership was discussed. This relationship has been excellent over the years. The regional councils were discussed briefly. The NICA Board still believes in the concept and the councils will be beneficial to the overall growth of the Association. The meeting continued with a discussion about issues that are affecting the concessionaires. Most of the items have been discussed at prior meetings, however the issues still remain. The main issues were cash registers, the lack of space and the Fairs method of enforcement; deposits in excessive amounts and the timeframe by which they are required. Alta suggested a new approach to the multiyear and assignable contract issues. Jim Tucker said, the

July 2013 NICA News

thought was good but might not work for some Fairs. He suggested discussing this with the NICA Advisory Board. Labor issues still need everybody’s support. NICA will continue to work with OABA on this issue. Potential topics for the round table discussions and workshops to be held at the Convention were also discussed. First topic; Large deposits and percentages remain at the top of the list. Second topic; Introducing the Multi-year contract and a procedure whereby the concessionaire would need to qualify in order to receive the contract. A procedure /addendum to a current contract that would enable a concessionaire to sell their business. Third topic; The Cost of Doing Business where a panel could be used as a means of explaining the income and expense portion of the Fair. The meeting ended with everyone looking forward to a great convention in December.■

July 2013 NICA News

Don & Alice Rowlett OF SILVER DOLLAR BAKERY

Thank you for asking us to be Concessionaire of the Month. We have been in business since 1967. That is one of the perks of the fair concession business: no set retirement age. We were shocked a few years back when a customer asks, “when are you going to retire?”; It hadn’t crossed our minds. Of course looking in the mirror should of given us a clue, and when customers say,” my folk used to buy us these rolls when we were kids, and now we are buying our kids your rolls.” Repeat customers and new generation customers are great! Good for your ego. We have been members of NICA since it was formed in Tampa, FL. at the State Fair, or that is where the original NICA members came around signing up new members. Some people were for it, some not to sure you could get that many independent minded people to agree it was a good idea. As they say,{ the proof of the pudding is in the tasting}; and NICA has proven it self over the years to be a good and helpful tool for concessionaires.

July 2013 NICA News

Don Rowlett making their famous fresh cinnamon rolls.

We came into the business by way of a summer job. While that did not work out well, Don could see the potential at the fairs to build a business for ourselves. There were many ups and downs starting out, but we had nothing to lose and everything to gain. We had several different starts, but the food business was our niche. Over the past 23 years, we’ve had candy and corn dog stands as well as the cinnamon rolls. We raised three sons in the business, and about nine years ago Dan and his wife Debbie became co-owners of Silver Dollar Bakery. Debbie was also raised in the fair concession business, her parents had Valentino Concessions and her brother Vinnie has Valentino’s London Broil. Dan and Debbie have six children who help them with the Cinnamon Rolls, Corn Dog, and Candy stands. Two of them Jason and Diana have often helped us in our Florida route. They are the best and most fun as well as dependable help anyone could ask for, If you think we are bragging on them, we are! If we weren’t concessionaires, I guess at our age we could be Wal-Mart greeters. That could be scary, for the customers that is. The fair concession business is the only job Don really liked, I always wanted a small restaurant. A job I could work at and still take care of my family.

Don and Alice Rowlett with their grand kids.

We love the travel the business requires, we have gone places and seen things we could have never afforded to take the family to if we had a regular job. We enjoy seeing other concessionaires each year and catching up on the news. Also seeing our old customers and meeting new ones. Our best selling item is our original Cinnamon Roll. We have added Butter Cream Frosting, and Cinnamon Glazed Pecans to the menu, but most customers say,” give me the real thing, it’s good just like it is”, which is always good to hear. The one thing that people usually don’t know about Silver Dollar Bakery is, it takes a whole lot of dough to make a little silver. Also the company was started in Nevada, the silver state, not Silver Dollar City theme park. And we were in the business before T.J. Cinnamon. But all that doesn’t matter as long as they keep coming to fairs and do us the honor of allowing us to serve them. Let’s face it, without our customers, no matter what we sell, we would be out of business. The change has been toward bigger, better, more beautiful stands, that’s on the upside; the downside is the increased cost of doing business. For example, the price of fuel and insurance, etc. The the good part still is the fair business is a wonderful place for a small business to get a chance at the pie, or being the fair I should say a chance at the golden ring. With a lot of hard work, advice and a helping hand from experienced concessionaires, a new comer can make their dream a reality. As for a wish for change, how about a 9 A.M. -5 P.M. day! Not a fat chance is there!? Highlight of our career? Don’t know it’s not over yet! We don’t think of it as a career, it’s life, with all it’s up’s and down’s of everyday living. It’s been a joy to see our grandchildren growing up with good work values, working in their parents and our stands. They know where money comes from, as well as how fast it can go if you don’t pay attention to business. I think this is true of most fair families.

Alice Rowlett with rolls fresh from the oven!

We are most impressed with how our son Dan and his wife Debbie have expanded ways to serve the customers faster and yet keep the feel of a family business. They have some great ideas they are putting into practice. Most of them we think are great, some they drag us along kicking and screaming! Family partners, you all know how that is. Ha! Ha! On a personal level, we have come to realize more and more how good God is and has been to our family. One of the funniest things happened at the American Royal in Kansas City, MO. One of the young ladies that was showing horses, would buy herself a roll each morning and share it with her horse. Well one morning we did not serve fast enough for her horse, so he stuck his head through to serving window, knocked the roll cover off with his nose and helped himself to several rolls. Needless to say we were out of rolls for a while! One of the very good things about NICA is that it’s there for everyone who wants to belong and take part in it. Whether you are a small or large operator, you are equally welcomed and encouraged to participate. Inside concessionaires welcome too. NICA helps us to be informed about new DOT laws, labor laws, where to get the best buys on supplies and other items. This past month’s issue features the scholarship winners; money well spent. NICA helps independent concessionaires and the carnival business meet together to make the fairs a fun and profitable place. We are looking forward to seeing familiar faces, concessionaires and repeat customers, and meeting new ones. Always looking for a bigger and better year, a new idea, a new product that will sell like hot cinnamon rolls! {smile-smile} We can probably learn more from other NICA members then they from us. The fair is a place that 99 times out of a 100, your neighbor will give you a helping hand when you need it, a pat on the back and a smile .. Take care. ■ July 2013 NICA News

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July 2013 NICA News

NICA Board of Directors 2013 Spring Workshop ▲Key Largo Sunset

▲Alta preparing the meeting

▲ David , no copying off of his paper!

▲ Joe’s caffeine stash

The NICA Board of Directors met at the end of April for their annual Spring Workshop. The meeting this year took place in beautiful Key Largo, FL. Rey O’Day and the ladies of the NICA office had a chance to meet for dinner in Brandon, FL before Alta and Rey embarked on their road trip south to the Florida Keys. President, Tom Sattler, CCE was joined by Executive Board Members, David Penn, Joe Potillo, Jr, Paulette Keene, Justin Sattler, Don Kenna, Stacia Markowitz, Tim O’Brien, CCE, and Tony Trafton, CCE to discuss many important issues for NICA. More information on these topics to come in the next issue of the NICA News! July 2013 NICA News

Hungry for More Sales and More Time?

How an All-in-One Payment Solution Can Benefit Mobile Concessionaires By: Nerino Mayer, Sterling Payment Technologies

A customer walks up to a funnel cake stand. She orders three cakes, hands over her credit card and waits. And waits. The wireless credit card terminal is malfunctioning. Five people in the back of the long line walk away. The employee asks for cash because the credit payment isn’t going through. The customer only has enough cash for one cake. She hands it over and leaves, forfeiting two cakes and all her cash. This scenario, unfortunately, is common for mobile concessionaires at fairs, festivals and carnivals. The majority of these merchants only accept cash, which means customers can only order as much as they have available in their wallets.

An all-in-one system integrates all sales data from single or multiple cash registers and tracks this information in real-time. Not only that, but managers have the ability to remotely access this information online anytime, anywhere. ENHANCE BUSINESS STRATEGY - An all-in-one payment solution can also give merchants the ability to add, change or delete products and pricing on any - or all - registers remotely, online. This grants mobile concessionaires a lot of power to act quickly to make the most of all sales opportunities.

Accepting credit card payments in addition to cash is a big step in the right direction. But not all credit card processors are created equal. Most stand-alone credit card terminals pose connection and reporting problems. And mobile phones and tablets set up to accept credit cards present a number of issues, including fragility of equipment, connection problems, a steeper learning curve for users familiar with traditional cash registers and credit terminals, employee distraction, and sales reporting complications; not to mention the fact that it requires relying on employees’ personal devices. Thankfully, there’s an easier, more profitable way. All-in-one payment solutions, which combine the cash register with integrated credit card processing and wireless cellular data communications, solve the challenges outlined above and more. In fact, Schantz Manufacturing, Inc., a national company that designs and builds concession trailers and mobile kitchens, is now offering all-in-one payment solutions as part of its packages. Here are a few benefits of mobile concessionaires using an allin-one payment solution: IMPROVE SALES - In general, people spend more when using a credit card than cash because they have more money at their disposal, and it’s harder to keep track of spending. And reliable, speedy credit card processing can move people through the line much quicker than accepting cash only, resulting in a higher volume of sales. For merchants accepting payments in concession stands, food trucks and tents, look for all-in-one payment solutions with technology specifically designed to operate in an industrial wireless environment to ensure uninterrupted credit card processing. SAVE TIME - Concessionaires can spend upwards of 45 minutes every day reconciling sales from the cash drawer with the stand-alone credit card terminal, and there never is a guarantee it will balance in the end.

July 2013 NICA News

All-in-one payment solutions can also show, in real-time, data such as the sales by hour, employee, payment type and more. In addition, some all-in-one payment solutions include tools that enable owners and managers to detect fraud, such as an employee taking cash from the register. These functions allow owners to have a greater understanding of their businesses and the ammunition to make well-informed, strategic decisions to make them as profitable as possible. BOOST ACCOUNTABILITY - In most instances, mobile concessionaires are required to give a certain percentage of their sales to event coordinators. All-in-one payment solutions make this process easier and result in more accurate reports, which lends better credibility to the concessionaire.■ Nerino Mayer is the Executive Director for Sterling Payment Technologies. For more information, please email him at nerino.mayer@sterlingpayment. com or call 813-371-8256.

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July 2013 NICA News

A Visit to the

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July 2013 NICA News

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Captions

(In number order)

1. Famous Gabby’s, Inc. 2. Bluesberry Brothers & Auntie Oxidant 3. Ashley Croxton & Samuel Burrows 4. Parnell Foods Elephant Ear 5. Hey Man Kettle Corn 6. Parnell Foods Lemonade Stand 7. Street Shot of the Festival 8. Blueberry Stilt Walker 9. Dean O’ Foods 10. Blueberry Belly Dancers

Summer Photo Contest Kids & Food Photos of adorable kids eating, holding, or wearing their yummy fair food.

Scenic Fair

Photos of busy fairs, concession stands, night time scenes, overall fair views, etc.

Fall Season

Photos from Fall Festivals (past or present), concession stands decorated for Fall, special Fall food items, etc.

This contest is open to NICA Members only. Photo Requirements: Must be color, original copies must be e-mailed as an attachment to graphics@nicainc.org Contest entries for current categories must be in the NICA office by August 30, 2013. July 2013 NICA News

New Members Jeremy Carlson

Carlson Concessions, IL

Helen Matthews

Concession Management Services, AZ

Phillip C. Teague Jr., CIC Taylor Agency, OH

Morgan Stremmel

Wells Concessions, KS

John Needham

Polynesian Shave Ice, TX

Theresa Bauer Mangia Mia, IA

Roger Cordray

The Cajun Shack, OK

Purchase Your Fundraising Deck of Cards Today!

July 2013 NICA News

$10 per deck! To get your WIN Cards now, contact the NICA office (813) 438 438-8926

National Independent Concessionaires Association, Inc.

Date

1043 E. Brandon Blvd., Brandon, FL 33511 (O) 813-438-8926 • (F) 813-438-8928 email: nica@nicainc.org • www.nicainc.org

For Office Use Only

NICA MEMBERSHIP APPLICATION q Mr. q Mrs.

q Ms.

Last

First

Name of business Physical address

City

State

Zip

Mailing address

City

State

Zip

Permanent tel. no. (

)

Fax no.

Cell phone no. (

)

E-mail

Paperless: q Yes q No

Website

I agree to get my renewal invoices sent by email. Please provide email address. Referred by

Please fill out the below information as ACCURATELY and DETAILED as possible. INFORMATION and KEY WORDS provided below will be used for your entry in the NICA Annual Membership Directory as well used as key words to search for your business on the NICA website.

Annual Membership Fees INDEPENDENT CONCESSIONAIRE

ASSOCIATE

q New NICA Members.......................... ..........................$125 q Spousal member.........................................................$75 q Employee (non-voting).................................................$50

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

Voting membership available to any person who is an independent concessionaire.

Please check a category below and provide a detailed description of the services your company provides. q Commercial exhibits q Food q Games q Retail q Attractions/Entertainment _________________________________________________________ _________________________________________________________ _________________________________________________________ _________________________________________________________ _________________________________________________________ Concessionaire General Routing Information

Please list all states where you conduct your concession business.

_________________________________________________________ _________________________________________________________ _________________________________________________________ Mail Check or Money Order to NICA at 1043 E. Brandon Blvd., Brandon, FL 33511 q Visa q Mastercard q American Express

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

q Fair/Festival under 75,000 attendance......................$75 q Manufacturer/Distributor/Industry Supplier..............$125 q Carnival Operator..........................................................$125 Please provide a detailed description of the services your organization/company provides. _________________________________________________________ _________________________________________________________ _________________________________________________________ _________________________________________________________ _________________________________________________________

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.

Credit card no. Security Code

Expiration Date

Applicant’s signature

Date

Spousal signature

Date

TOTAL:__________________ (spousal signature required when both are joining)

Signature of credit card holder The NICA sponsored $10,000 Accidental Death and Dismemberment Insurance Policy is automatically provided to all Independent Concessionaire Members.

Spouse’s first name

Spouse’s last name (please print)

July 2013 NICA News

NICA News

National Independent Concessionaires Association, Inc. 1043 E. Brandon Blvd., Brandon, FL 33511 Time Sensitive Mail ~ July 2013 Issue

July 2013 NICA News

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