JANUARY 2017
Plus page 18
DIFFERENTIATION: Making Yourself More Attractive
– ANYWHERE, ANYTIME
Leer heralds the Dawn of a New Ice Age – Retailing your own Packaged Ice Leer’s product innovation and industry leadership is once again crystal clear with the introduction of the new Ice Breaker TM – providing a superior selling experience for Ice Companies with the desired buying experience for consumers. Search for those new locations where there is a demand for ice, but currently no supply – rest stops, parks, marinas, campgrounds, state and county fairs. Set an Ice Breaker at these strategic locations and begin retailing your own ice - 24/7. Your profit potential is limitless. Sell more ice, more often with the Ice BreakerTM and open up new channels of opportunity and profitability.
Call: 800-766-5337 or Visit leerinc.com
14 January 2017 Vol. 200 │ No. 1 ISSN #0034-3137
98
EDITORIAL STAFF Editor/Publisher Mary Y. Cronley refrigerationmag@gmail.com (404) 819-5446 Senior Staff Writer Joe Cronley cronley.joe@gmail.com (404) 295-5712 Art Direction Markurious Marketing info@markurious.com (678) 439-6534
ADVERTISING, SUBSCRIPTIONS, ACCOUNTS Mary Y. Cronley Editor/Publisher refrigerationmag@gmail.com (404) 819-5446 Established as ICE in 1906, Refrigeration Magazine™ is published thirteen times a year, including the Annual Buyer's Guide. Postmaster: Send notice by form 3579 to: Refrigeration Magazine 260 Lakeview Ridge East Roswell, GA 30076 Annual Subscriptions: US: $49/year or $79/two years International: $79/year Single Copies: $6/copy
Copyright © 2017 by REFRIGERATION Magazine™. All rights reserved.
FEATURES
9 13 14 18
FAMILY BUSINESS
23
INDUSTRY NEWS
24
SOCIAL MEDIA
Mireles Ice Company Grows On
OFF-SEASON BUSINESS
Ice King Presents The Nutcracker
CLICK & TELL
How To Launch An Ice Business
DIFFERENTIATION
18 Finding the Hook 20 How To Differentiate Your Company
23 B LG Plus Swing DoorFreezer Merchandiser: Unit now features energy-free, anti-fog glass door 23 Ammonia Continuing Education
Facebook Posts We Like from Brookline Ice & Emergency Ice
DEPARTMENTS
4 spICE
Food Safety: One Size FIts All
25 CALENDAR
Upcoming industry events
26 AD INDEX
A list of our advertisers
26 CLASSIFIED ADS
Classified advertisements by region
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January 2017 │ REFRIGERATION Magazine 3
spICE
O
Food Safety: One Size Fits All One of America’s largest food companies was found criminally liable for a contamination which sickened 714 people and killed nine. It received the largest fine in the history of the FDA. How large was it, you may ask? A day’s pay. You read that right - a day’s pay. More precisely, it was 8 ½ hours of revenue for food giant ConAgra, whose revenue is over $11 billion annually. In dollars, the fine was $8 million plus another $3.2 millioin in fees. So $11.2 million. Some who are trying to make it sound like a stiff fine are pointing out that it is the single largest fine ever levied by the FDA. Yeah, that’ll help. Also, the president of one of ConAgra’s supplier companies was found guilty of 71 criminal charges related to the incident, along with two plant managers, a food broker who is coincidentally the president’s brother, and the company’s food safety director. The president got 28 years (prosecution recommended life), his brother 20, and the rest 6, 3, and 5 years respectively. They have all reported to their clean, orderly, medium security Federal prison facilities. It is wrong that many states have prisons that one would think are like a cross between The Walking Dead and Hunger Games, but sometimes you don’t feel too sorry for someone going to prison. Also, the supplier company has now folded completely. No revenues, no assets, nothing for the families of the dead or sickened victims to seize as recompense. Whether the guy in prison has anything that a crafty lawyer can grab is not public information. ConAgra hasn’t folded. I expect that the lawyers who couldn’t find anything in the other guy’s name are busy trying to hang the problem on ConAgra. Again, while lawsuits are completely out of hand in this country (but they do support a lot of bus systems with advertising), sometimes you don’t feel
too badly when a big company gets stuck with a judgment. My point in all this is not to talk about the case, which I hope you already knew about. This is about big business vs. small business, and who has the most money to pay attorneys. $11.2 million is a sufficiently large fine that it would put almost every packaged ice company out of business. For ConAgra, though, it was a day’s revenue. Hopefully, you could survive a fine of even your best day’s revenue. If you have a food safety incident, especially one that is egregious enough to warrant criminal charges, your fine isn’t going to be a day’s revenue. It will cripple or sink your business. Check your products liability coverage – it probably won’t help you if you are not complying with foodsafety law. You could also have to pay for your own lawyer, and you may not be able to afford the kind of attorney that guy had. ConAgra has a Vice President for legal affairs, who presumably has a floor full of lawyers and hires the very best firms for outside counsel. So again, probably beyond your budget. They counted on the notion that they could outlast government prosecutors. Whether it’s a civil or criminal matter, it’s often not a case of who is wrong or right but who can hire better lawyers and pay them for the longest. We have two kinds of justice here, both at the civil and criminal level. A 20 year old street kid who shoots a drug dealer may get 28 years. He probably couldn’t afford peanut guy’s lawyer either. Just like that kid, if your small business finds itself in the crosshairs of a zealous state regulator who wants to generate a higher profile, you could find yourself strung up in a food safety issue. The state’s legal budget is effectively unlimited. Yours is not. This maxim holds true at the federal and state levels. Ever had an IRS problem? Those guys don’t give up, and most people can’t afford to fight them. Zoning issue? DOT problem for your trucks that cross state lines? Employee documentation? All are potential business killers. It’s a new era in America, like it or not. The new administration has promised to be more business friendly. We hope that this isn’t restricted to ConAgras and peanut millionaires, but to regular men and women who start small businesses, hire people, buy equipment and trucks, that’s what makes jobs, and jobs are the only thing that drive the economy. As far as I’m concerned, you, personally, drive this economy. I hope you get to keep doing it for a long time.
Joe Cronley, SENIOR STAFF WRITER cronley.joe@gmail.com 4 REFRIGERATION Magazine │January 2017
January 2017 │ REFRIGERATION Magazine 5
RESERVE YOUR FREE LISTING TODAY!
OUR ANNUAL
BUYER'S
GUIDE COMING IN
MARCH
Refrigeration Magazine offers a once-a-year opportunity for suppliers to showcase their companies and the products or services they supply to the packaged ice industry in our 2017 Buyer's Guide. The Refrigeration Magazine Buyer's Guide is the most trusted and referenced product resource in our industry. General listings are FREE and include a company description, website, association memberships and contact information including mailing address, phone number, fax number and email address (refer to the sample listing on the right). Advertisers are differentiated by an advertiser icon. Equipment listings are due by Friday, February 10. Visit www.refrigeration-magazine.com to view your listing in Refrigeration Magazine's 2016 Buyer's Guide and then email refrigerationmag@gmail.com to let us know if you have changes to your listing. New listings can be submitted via the online form on our website.
6 REFRIGERATION Magazine │January 2017
Listings
KOLPAK
Listings
LEER, INC.
2915 Tennessee Avenue North Parsons, TN 38363 Phone: 731-847-5620 Toll-Free: 800-826-7036 Fax: 731-847-5387 Website: www.kolpak.com
206 Leer Street New Lisbon, WI 53950 Phone: 608-562-7130 Toll-Free: 800-766-5337 Fax: 608-562-7030 Contact: Charlotte Maginnis Email: cmaginnis@leerinc.com Website: www.leerinc.com
Kolpak is specified #1 among walk-in refrigeration manufactur ers. Whether you need something pre-assemb led Leer is a global leader manufacture and right now, or you're r of looking glass and solid door ice merchandisers for custom refrigeration options, available from two locations: Kolpak has the solution. New Kolpak is Lisbon, WI, the manufacturi part of the Manitowoc ng plant, Foodservice and a fully stocked warehouse Group, a subsidiary of the The in Atlanta, GA. Leer ensures Manitowoc Company. safe, As a leading environmentally friendly, latest manufacturer of ice machines, technology unmatched quality and ice/beverage dispensers, and high efficiency innovative commercial refrigeration solutions in equipment, ice merchandisers. the Manitowoc Foodservice Group offers the broadest line Leer is the first in the industry of coldto develop focused foodservice equipment a self-measuring ice merchandise in r, the industry. The business the NeverMT. The NeverMT brands increases include: Kolpak, Manitowoc route efficiency saves time Ice, and fuel McCall Refrigeration, Servend, cost, eliminates small deliveries and Multiplex, and Harford Dur9cool. unneeded paperwork, takes the guesswork out of ice distribution and BF gives you analyzed reports on your deliveries.
KWIK LOK CORPORATION
Ice Merchandiser listing includes: UL approvals, European CE listing and Canadian CE listing. Standard features include total steel cabinet, bakedon acrylic polyurethane, increased R value wall insulation, low temperaturesealed condensing units, interior air flow ducts on automatic defrost models, triple-pane tempered safety glass doors with self-closing hinges, coated steel solid door and illuminated interior. Export units available.
P.O. Box 9548 Yakima, WA 98909
Phone: 509-248-4770 Toll-Free: 800-688-5945 Fax: 509-457-6531 Email: sales@kwiklok.com Website: www.kwiklok.com Bag closers and closing systems for packaged ice.
BB
MANNHARDT, INC. 511 Broadway, Suite 1 Sheboygan Falls, WI 53085 Toll-Free: 800-ICE-BEAR Fax: 773-625-5639 Email: mannhardt1@aol.com Website: www.mannhardtbaggers. com Ice storage bins and baggers (450 to 6,000 lb. capacity). Bags and baggers ice dispensing units, bag dispensers and tape sealers. Single and double door upright ice storage bins. Shipped worldwide.
BB BSH
MASTER-BILT 908 Highway 15 North New Albany, MS 38652 Phone: 662-534-9061 Toll-Free: 800-647-1284 Fax: 662-534-6049 Email: sales@master-bilt.corn Website: www.master-bilt.corn Master-Bilt has been the rock solid refrigeration solution for over 65 years. We provide a complete line of refrigerated coolers and freezers including ice cream freezers, walk-ins, glass door merchandisers, deli display cases, open air cases, foodservice reach-ins, prep tables, refrigerated warehouses, refrigeration systems and more.
BF
BF
C
M
MATTHIESEN 566 N.W.W. White Road San Antonio, TX 78219 Phone: 210-333-1510 Toll-Free: 800-624-8635 Fax: 210-333-1563 Email: bkotara@matthiesenequipm ent.com Web: www.matthiesenequipm ent.com Matthiesen is a manufacture r of baggers, bucket elevators, balers, block presses, live bottom bin, belt conveyors, crushers, gravity bins, heat-sealers, rotating tables, shakers, snow reels, custom drying belts, screw conveyors and bagger takeoff systems including the Magic Finger System. Matthiesen can provide custom solutions for your plant through our research and development, technical service and experienced professional staff. Member: IPIA, SWIA, SIE, WIA, GLIA
BB BSH
BA
MID-STATE TRUCKS SERVICE, INC. 514 S 4th Street Abbotsford, WI
Toll-Free: 800-236-2304 Fax: 715-223-6574 Website: www.midstatetruck.com 18' to 26' Thermoking Refrigerated Bodies. 11' to 19' Coldplate Freezer Bodies. GMC's with CAT's. Internationals with DT Diesels. Automatics. Under CDL.
Member: IPIA, SIE, SWIA, WIA, GLIA, NIA, Mo Valley, EPIA, PIAA
TB
representative in our offices from 7:30 a.m. to 8:00 p.m. Eastern Time, extended summer and holiday hours, and representatives available via cell phone for between hours emergencies.
TB
MODERN ICE 5709 Harrison Avenue Cincinnati, Ohio 45248 Phone: 513-367-2101 Toll-Free: 800-543-1581 Fax: Admin: 513-367-576
2 Sales: 513-574-3714 Email: info@modernice.com
Website: www.modernice.com Modern is much more than a “Full Line Distributor”. We are truly a “FULL SERVICE” partner for your ice business. Modern has unmatched depth, experience, and knowledge to make your job easier, your plants more efficient, and your business more profitable. We not only represent the leading equipment, parts, and supply manufacturers in our industry and a wide variety of used equipment, but also have the knowledge, skills, and 500+ combined years of ice industry experience to integrate the equipment, parts, and supplies into your facility in the most efficient, effective, and economical way possible.
Modern stands apart from others through our $2.5 million in inventory in multiple warehouses with multiple ways to access it: 24/7 on-line orders,
CATEGORY CODE KEY S
Services
FSS Full Service Suppliers
Modern stands alone in the depth of our technical services team – the “Freeze Force.” Every plant has different requirement s . . . from unusual lay-outs to water treatment to remote monitoring to route driver safety/efficiency. Our team can take your plant from concept to delivering ice in a matter of months while integrating the controls, automation, and requirements specific to your plant and creating a responsible return on investment. Member: IPIA, EPIA, CAII, MVIMA, GLIA, NIA, SIE, SWIA, WIA, IIAR
FSS
BB
EBT
BSH
IM
BA
M
BF
P
WTP
MORRIS AND ASSOCIATES, INC. P.O. Box 1046
Raleigh, NC 27602 Phone: 919-779-1250 Fax: 919-779-3466 Manufacturer of large industrial ice makers, from 2 ton ice/day, to 100 ton ice/day. Both nugget and round ice. For fishing, poultry and packaged ice industry.
BSH
IM
Blockmakers & BA Accessories
BSH Bins, Screws &
│ March 2014
Handling Equipment
& Parts
& Parts
M
C
Merchandisers & Parts
Compressors & Parts
P
Palletizers & Parts
BB Bags, Baggers & Parts CSS Computer Systems & 20 REFRIGERATION Magazine Buyer's Guide
IM Ice Makers
BF Buildings, Freezers
TB Trucks, Bodies Software & Parts EBT Excess Ice, Brokers & WTP Water Treatment Transportation & Purification
March 2014 │ REFRIGERATIO N Magazine Buyer's Guide
21
Sample Listing ICE SYSTEMS & SUPPLIES, INC. (ISSI) 163 E. Mt. Gallant Road Rock Hill, SC 29730 Phone: 803-324-8791 Toll-Free: 800-662-1273 Fax: 803-324-5950 Email: don@issionline.com Website: www.issionline.com Ice Systems & Supplies Inc. (ISSI) is a full service supplier specializing in designing and building custom ice plants from 10 to 500 tons/day capacity. We specialize in automation. ISSI manufactures the EVOLUTION palletizer which boasts high speed operation and small footprint. We design and build custom control panels for all automated operations. ISSI is proud to represent Morris, Keith, Leer, Hamer, JMC and many other popular brands. Member: IPIA, SIE, NEIA, WIA, MO VALLEY, SWIA, GLIA & CAll
FSS
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BSH
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Suppliers that place an ad in Refrigeration Magazine's 2017 Buyer's Guide will receive a FREE LINK with your logo to run on the website as well as our Facebook page.
ice storage & metering systems The Ultimate Babysitter When you go home for the night, the last thing you want to do is worry about what is going on at the ice plant. Used as a surge bin, the KEITH® Ice Storage & optimizing run time for the ice machine and by storing ice for processing during work hours. Bins are built to last using the best FDA approved food grade materials and are driven by reliable WALKING FLOOR® technology. Low Maintenance • Higher Quality Ice • No Ice Buildup True FIFO Rotation • Horizontal Metering • Vertical Comb Built to Last • Superior by Design ®
KEITH Mfg. Co. 1.800.547.6161
KEITH can handle it. 2016 KEITH Mfg. Co. All Rights Reserved.
January 2017 │ REFRIGERATION Magazine 7
Matthiesen equipment is trusted worldwide to move, condition and package millions of pounds of ice every day. Reliability that works for you!
BTO System
Magic Finger
Bulk Bagger
Drying Belts
Automatic Baler
Shakers
Screw Conveyor
VL Bagger
VLS Bagger
Crusher
Rotating Table
Heat Seal Bagger
Block Press
Bucket Elevator
Gravity Bins
Dewatering Reel
Bagger
Live Bottom Bin
Belt Conveyor
Customized solutions to meet your needs. the name you’ve come to trust
1-800-624-8635 | matthiesenequipment.com
8 REFRIGERATION Magazine │November 2016
FAMILY BUSINESS
MIRELES ICE COMPANY
Grows On Mireles Ice 2016 Company picnic
J
esus Mireles III, better known as Jesse, began at just six years old selling produce and learning the business with his grandfather, Jesus Mireles Sr., a.k.a. “Pampo.” Once he was old enough, he began to sell produce on his own from the back of his pickup truck on the weekends. He quickly determined that he could make more money on a weekend with the produce business than he did working a whole week at Joske’s, a local department store in downtown San Antonio. He and his wife Melinda opened Mireles Grocery & Vegetable in 1974 when Jesse was just 19 years old. January 2017 │ REFRIGERATION Magazine 9
Mireles Grocery & Vegetable gradually turned into a beer store, as friends and family asked for Jesse to sell them kegs for parties. Mireles Party Kegs gained popularity and evolved into San Antonio’s destination to purchase keg beer. As the keg business grew, the demand for ice grew simultaneously since Mireles Party Kegs was known for its keg “party pack” including the keg, cups, ice, pump, tub, and even sales tax! Thoughout the 1980s, Jesse and Melinda would purchase ice blocks from local ice companies, including Mission Ice and an ice plant on Zarzamora (which was acquired by Mireles Ice in 2005). The young couple would package crushed ice after processing it in their crusher and include 40 lbs of ice with each keg. In the 1990s Jesse installed two Hosisaki ice makers and a gravity fed bin to bag ice for the store’s sales. Jesus III's son Jesse IV began to work in the ice business after school in the bagging room. In 2001, Mireles decided to build a “real” ice plant behind the store, complete with a 10 ton Vogt ice maker and a 10 ton Matthiesen bin, and Mireles Party Ice was born. At this point, Mireles had hopes of installing another 10 ton machine in the distant future. After building a business on service, Mireles began to deliver ice to many church Spring and Fall festivals and a couple other events and convenience stores and meat markets. In 2003, Mireles added a 20 ton Vogt ice maker. At this point Mireles Party Ice was a small company, with Jesse and a couple guys doing every job in the business, including delivering boxes, bagging ice, and delivering ice. Jesse IV would help out after school and on the weekends, by
Top left, counter-clockwise: Jesse IV and Jesse III at Night in Old San Antonio April 2016; Mireles Ice under construction June 2016; Jesse III and Jesse IV at the UPIC fishing trip in Delacroix, LA; Mireles family at Jesse Mireles III's 60th Birthday
10 REFRIGERATION Magazine │January 2017
recruiting high school friends and bagging ice. In 2005, Mireles Party Ice purchased a former ice company on Zarzamora and built an ice freezer to stockpile 60 pallets from the ice plant there. Over the next few years, Mireles Party Ice gradually built up the new property until 2008 when they added a P34 Vogt ice maker. The plant was fully rebuilt, including the floors, freezers, walls, ice makers, and bagging machines. The only original equipment was a SEMCO ice bin which was refurbished with the help of Matthiesen who replaced the UHMW walls, motors, and stainless steel chains to bring the bin up to modern day specifications. In 2014, Mireles Ice began to plan for an expansion of the entire production facility, including a new ice maker room, bin room, production room, two freezers, loading docks, and offices. Today, Mireles operates 12 trucks which distribute ice to convenience stores, restaurants and bars, special events, construction companies, concrete companies, airlines, and food processors. Mireles also delivers snow ice to individuals and large city festivals, since the South Texas area does not get natural snow ice in the winter. Mireles Party Ice is preparing for the new production facility, with Jesse trailblazing the facility construction. Jesse normally operates the ice making equipment, with Jesse IV managing the day-to-day operations and business development. Jesse’s daughters Bianca and Mireya work in the office, managing accounting, customer relations, and dispatching. Rounding out the management team, Jimmy Garcia serves as the Route Manager and Humberto Cervera works as a salesman and develops customer relationships.
January 2017 │ REFRIGERATION Magazine 11
12 REFRIGERATION Magazine │January 2017
y a d i l Ho ar
l u c a t c Spe
Nutcracker e h T ts n e s re Ice King P
OFF-SEASON BUSINESS 75 TONS of intricately sculpted ice was presented by Ed Jarrett & Co., in over 43,200 cubic feet of freezer space at the Ice King and Cold Storage, in Tinton Falls, NJ. Visitors dressed warmly as they walked through the holiday classic, The Nutcracker. The 75 tons of ice was carved into several popular scenes from the story, which was beautifully lit, and accompanied by the original music from The Nutcracker. Outstanding project, Ice King!
January 2017 │ REFRIGERATION Magazine 13
Click & Tell
HOW TO launch AN ICE BUSINESS
I
ce is now produced on an industrial scale, for uses including food storage and processing, chemical manufacturing, concrete mixing and curing, and consumer or packaged ice. Most commercial ice-makers produce three basic types of fragmentary ice: flake, tubular and plate, using a variety of techniques. Large batch ice makers can produce up to 75 tons of ice per day. Ice production is a large business; in 2002, there were 426 commercial icemaking companies in the United States, with a combined value of shipments of $595,487,000. For small-scale ice production, many modern home refrigerators can also make ice with a built in ice-maker, which will typically make ice cubes or crushed ice. Standalone ice-maker units that make ice cubes are often called ice machines. One of the advantages of starting up an ice business is that there is only a low start-up and overhead cost. An ice making business is a profitable business venture since ice has a 14 REFRIGERATION Magazine │January 2017
variety of usage from preserving the foods and as a refresher during hot weather. This business is not a “seasonal” type of business; therefore, you may be able to earn constantly. Ice businesses play a major role in parties and gatherings for friends and families as well as everyday operating businesses. Below are a few tips to help you start your ice business. In starting up an ice business, it is important to consider several important factors. For example, before you even decide on whether you really want to start an ice business or not, you should first evaluate your target market. Determine if this certain type of business will “click” to the public. In short, make sure that you are starting a good business. The location of the business is very important since the weather may
affect your business. If you choose to start a business in a location where it is cold, you may have to close your business for a while because you will not have any customers. Make sure that you have a good business plan to ensure the success of your business. It is required for you to have a plan since this will serve as your guide. It is included in your marketing plan the strategies in operating the business, the description of your company and how it is different from others. Decide on how you will fund your business. It's better if you have enough money to start up your own business. However, if that's not the case, you can borrow money from banks and lending firms or other financial institutions. But remember that you should only borrow the amount of money that you are sure to be able to pay at the specified time. Failure to do so may result to additional charges, or worse, your collateral will be taken away from you.
EDITOR'S NOTE Small Business Ideas is an online blog that’s rather fun to read and explore, but it’s hard to find the credit for the tons of articles and howto’s that fill it. Nonetheless it’s interesting to see what is ‘required to start and ice business’ from an ‘outsider’s’ point of view. We just bring this article to you to show you what’s out there, and not as our opinion of what is required. Their website is getsmallbusinessideas. blogspot.com. Hope you enjoy it.
Ice Making Business, a Refreshing Business for Everybody There is a massive importance of ice in the society; for household use in preserving foods, in making ice cold drinks or beverages, and even business establishments like restaurants and fast foods also necessitate ice for their daily operation. Ice is also served during festivities and social gatherings to refresh the crowd from the heat of the celebration. And during summer seasons, it is very much in-demand and used in making ice creams as well as ice cold lemonades. So, ice is considered as part of our daily needs and most households don’t have the capacity to make ice if they don’t have the equipment like refrigerators or ice makers. Maybe you are wondering if there’s a big market for ice in the industry and the answer will depend on your state or country, particularly in places with tropical or hot climates. If you’re deeply interested in the ice making industry then we’ll give you the things you need and the other requirements in starting your own business.
Things you Should Know on Starting an Ice Making Business
After deciding on how you will fund your business, the next thing that you should do is to take care of the legalities. All businesses are required to secure necessary documents in order to operate legally. You can go to your local county office and inquire about the necessary requirements you need in order for you to obtain the necessary documents. Make sure that you consider all the things that have been mentioned above to help you in starting up your own ice business. If you considered all the important factors, the likelihood for your business to be successful will significantly increase. Just like starting up any type of business, starting an ice business requires the owner to focus so that he can monitor the business.
Starting an ice making business requires minimal capital and will depend on how you want to run your ice-making operation. The following are the things you will need for running the business:
– Ice making facility (with a good location) – Ice making machines and equipment (ice block makers or freezers) – Water supply/source – Ice bags and other ice-making accessories – Means of transportation (for the delivery of the products, optional)
The ice making facility should have enough space for the ice making machines and equipment, as well as for the production of the ice blocks. But first, you must check with the local state regulations on how you can acquire the business permits and licenses. In buying the equipment, look for manufacturers that offer deals on their ice-making machines and will provide you with warranties. Some companies also offer assistance by giving out some tips for the ice-making business. The internet has great sources of ice-making equipment and the list is vast, so choose wisely. A water source is important for your operation so make sure that you will not run out of water, particularly in peak seasons that ice is very much in need, such as summer. You can coordinate with local businesses to learn if they want to be supplied with ice, especially those establishments with less capacity to produce their own. A delivery van is helpful for transporting the ice blocks to your customers. January 2017 │ REFRIGERATION Magazine 15
FINDING the
HOOK
W
When you’re a single product vendor, it’s hard to have a good – better – best product mix. You get one store fixture. You get two product sizes, or maybe just one. Few of us have more than one product to sell. Bernie Sanders famously questioned the need for 23 brands of deodorant. While we were unable to find authoritative source for the precise number of deodorant brands sold in the U.S., Walgreens lists 536 different combinations of brand, sizes and scents in their deodorant selection. So Mr. Sanders was way off. There’s not much point in discussing the difference between deodorant choices and the limited choices in packaged ice at any given store. It’s likely to boil down to you or your competitor.
18 REFRIGERATION Magazine │January 2017
Differentiation is a principle that is near and dear to most consumer products manufacturers. It’s why many of those 536 deodorant brands exist – Spring Fresh scent may not appeal to some consumers, but maybe Summer Meadow is just the thing.
Design
If you produce something physical, you may be able to differentiate based on a unique design aspect. Think, for example, of the bakeries or cupcake shops that develop creative cake designs or innovative flavors. They clearly set themselves apart from all the other Because packaged ice doesn’t have cake and cupcake outlets and are a premium product, the industry has able to charge premium prices for their to find a way to differentiate in other products. Whoever thought someone ways. Slade Kobran, a consultant at the would pay $5 or more for a cupcake, marketing consultancy Chief Outsiders, especially when there are so many offers up some tips for companies lower-priced alternatives available? or products that aren’t so easy to differentiate. Since you don’t sell cupcakes, let’s The key, according to Kobran, is to find the hook that can set you apart from your competition in a unique way. Next are a few ideas to differentiate. Some ideas are included on the next page.
apply these principles to packaged ice. When was the last time you considered your package design? Your biggest competitors pay attention to this. Might it be worth it to bring in a graphic designer, speak with your film supplier,
DIFFERENTIATION and find out if you could modernize your packaging? You merchandisers and trucks are the biggest canvases you have to spread your name. Does your company have a unified image that says highest quality and good times? Merchandiser and truck wraps are getting cheaper all the time, and your trucks are seen by thousands of consumers every day.
People
This is probably the “differentiator” I hear most often when I asked CEOs what makes their business different. But it’s not enough to say “our people make us different." There must be something specific you can leverage. Specialized knowledge, for example, is something concrete you can point to as is specific experience. Recognized business or industry proficiency can also be highlighted to demonstrate how your company and people are different from your competitors. The key here is to ensure the recognition moves beyond the individuals and is leveraged to the benefit of the company as a whole. Otherwise, you will face a gap if and when those individuals leave.
Look at each step of your process
Are your front office people the best they can be, using the best invoicing software, communicating with trucks efficiently? Are your drivers leaving the shop in clean uniforms every day, well-groomed and looking like somebody a store manager welcomes? Do you respond to customer calls, concerns and emails immediately? Are your trucks cleaned inside & out so they present your company in the best light possible? Answer maybe to any of these questions and you’ve found room for improvement. Differentiating your product isn’t always about 23 – or 536 – brands of deodorant. It can simply be the reason that a potential customer agrees to use you as a supplier instead of the other guy. It’s also a list of reasons why you can keep your pricing firm, while the other company drops theirs.
It’s well established that packaged ice is one of the most profitable single items sold in the grocery and convenience store. If your drivers become known as consultants – helping your customers add nearly a dollar in pure profit to many beverage and food sales – they’ll be welcomed by the store manager. Come up with a promotion with a soda or beer distributor, and you have a win – win – win. Everybody needs ice with their purchase, they just may not realize it yet.
Service Model
One of the most effective ways to differentiate is to highlight your service model and processes. This can be an especially beneficial way to demonstrate how "your people” are different in a sustainable way. Do they follow a specific process for example, to onboard or service new customers that is different and more effective than others in your space? Companies that can demonstrate a more effective way to service their customers often gain a competitive advantage and a compelling way to differentiate.
January 2017 │ REFRIGERATION Magazine 19
DIFFERENTIATION
DIFFERENTIATE YOUR COMPANY I work part-time at The Home Depot. It’s a leader in the Big Box chains and works hard to keep that lead. They go by several slogans that they claim set them apart. They are easy to remember and easy to practice. I think the most effective one is FIRST. It stands for Find, Inquire, Respect, Solve and Thank. Those are pretty easy to figure out, and if one has any sort of people skills, they’re a cinch to practice. Our customers tell us that any or all of those verbs keep them coming back. Another example comes from Krispy Kreme. If you’re a fan of the longtime donut icon, you’ll know that when the sign is lit up in the window, it means the goods just came out of the oven and there are warm donuts to be had! If either one of these companies, The Home Depot or Krispy Kreme, just touted something simple like, “We value our customers” or “We deliver excellent service,” I think it would fall short of what these companies actually work to do – to differentiate themselves from their competition. Just as importantly, the problem with boasting quality and service is that these are expectations, not differentiations. Cidnee Stephen is the owner of Strategies for Success, a marketing company that focuses on the needs of budget minded small businesses and professional services.
20 REFRIGERATION Magazine │January 2017
She asks this: If you had a sign that was limited to just a few words, what would you highlight about your company? In other words, what makes you truly different? “Having done many surveys for my clients, asking their customers these very pointed questions, I can tell you this: nine times out of ten it is in the little things. So how can you find out what makes you remarkable?” she asks.
ASK YOUR CLIENTS
No one can articulate your strengths better than your clients. Ask them why they chose you in the first place. Ask them why they continue to do business with you. Ask them how they would explain why you’re great to others. The scariest thing we can do is assume we know what makes us special.
IDENTIFY INDUSTRY FRUSTRATIONS
Here’s an eye-opener: Ask people (and your clients) what frustrates them about people in your industry. If they remain incredibly polite, then take yourself out of the equation and ask them what frustrates them about your competitors. If you are great at probing and uncovering the root of an issue, you will find ways to turn this frustration into a strong differentiation. Let me give you an example: A lawyer for a large company here in Calgary asked his clients why they enjoyed doing business with him. He heard, over and over again, that they felt he kept them in the loop. Interestingly enough, one of the major frustrations people have with lawyers in general is this feeling that they aren’t being told the whole story. Now, this may have come out in various ways, like, “I don’t trust them,” or, “Their service is poor.” It takes further questioning to uncover the root of the distrust and to realize that it’s a communication issue. This lawyer had identified a “little thing” that made him different in the eyes of his potential clients. So go forth and discover what makes you truly different. It is one of the least expensive ways to gain an edge on your competitors.
January 2017 │ REFRIGERATION Magazine 21
800.325.3667
|
22 REFRIGERATION Magazine │January 2017
314.849.4411
|
www.automaticice.com
NEWS
BLG Plus Swing Door Freezer Merchandiser Unit now features energy-free, anti-fog glass doors
F
eatured in a recent Convenient Store News issue, MasterBilt’s BLG Plus Swing Door Freezer Merchandiser now features energy-free, anti-fog glass doors. This new feature on MasterBilt’s BLG-48-HGP swing door freezer merchandiser uses a polymer coating that prevents condensation under normal temperaturehumidity conditions. The anti-fog glass is durable, energy-free and resists abrasion, providing optimum product visibility. The BLG-48-HGP freezer merchandiser is Energy Star-certified, features standard LED lighting, and has heavy-duty cantilever shelves. The unit comes with a standard limited, three-year warranty with additional two-year coverage on compressor parts.
For more information visit master-bilt.com
Ammonia Continuing Education
A
ccording to Jeremy Williams, Directing Manager/ Instructor for the Garden City Ammonia Program, “If you are looking to get some materials to help continue your education, GCAP may have a resource for you.” Garden City Ammonia Program is known for their hands-on training school for ammonia, steam, and CO2, but did you also know they have written some of their own material? These books are great for in house training in the plant for your operators, technicians, supervisors, and managers. The books can also be obtained by taking the corresponding course with GCAP. Visit their website to get more information at www.ammoniatraining.com/purchase-training-material/. Detailed Indexes of the books can also be found at this link.
“If you can’t make a GCAP course, second best would be to use this material. We have two books on the market,” Mr. Williams says. “‘Understanding Industrial Refrigeration from the Inside Out,’ Third Edition, and ‘Implementing Process Safety Management for Ammonia Refrigeration,’ Fifth Edition.”
If you would like to make a purchase and receive materials, call 620.271.0037 or email ammonia@pld. com, attention: Training Material Department. Other contact information include www.AmmoniaTraining.com and www.BoilerLicense.com
January 2017 │ REFRIGERATION Magazine 23
SOCIAL MEDIA
Brookline Ice Company*
FACEBOOK POSTS WE LIKE
As seen on one of our customer’s page: "Toro the dog, keeps a look out during a delivery."
Emergency Ice Company An appreciative tribute for a community benefit. "It's the Byron Nelson time and it's raining! That will not stop our founder, Paul Toler. He is seventy years old and still giving it all he has. It's good to be at Emergency Ice!"
24 REFRIGERATION Magazine │January 2017
* B rookline specializes in custom ice sculptures, ice delivery, and cooking fuels in New England. The company operates 24 hours a day, seven days a week, with a fleet of radio-dispatched trucks with experienced drivers assuring speedy delivery.
CALENDAR
January 2017 │ REFRIGERATION Magazine 25
AD INDEX
Ad Index
CLASSIFIED ADVERTISING
American Ice Equipment Exchange, aieexchange.com............................ 25 & 27 Automatic ICE Systems, automaticice.com............................................................ 22 Classified Ads....................................................................................................... 26 – 30 Ice Systems & Supplies Inc. (ISSI), issionline.com............................................ 21 & 28 Ing-Tech Corporation (ITC), itcpack.com......................................................... 7 & 26 Keet Consulting Services, LLC (KCS), kcsgis.com.................................................... 19 KEITH Walking Floor, keithwalkingfloor.com............................................................... 7 LEER, leerinc.com.......................................................................................................... 2 Matthiesen, matthiesenequipment.com................................................................... 8
Rates are $1.00 per word, with a minimum charge. Any blind ads, with an assigned box number c/o publisher, add $10.00. Deadline for upcoming issue is the 1st of the previous month.
Modern Ice, modernice.com........................................................................... 28 & 31
For advertising and listing
Polar Temp, polartemp.com..................................................................................... 12
information, contact Mary
Polar Temp Block Maker, polartemp.com............................................................... 32
at (404) 819-5446 or
Polar Temp Express, polartemp.com...................................................................16-17
refrigerationmag@gmail.com.
Sisco, siscoproductsinc.com........................................................................................ 5
NATIONWIDE ITC EQUIPMENT FOR SALE 1-800-599-4744 • www.itcpack.com ICE MAKERS
PACKAGING
• TURBO CF40 ICE MAKER
• H AMER 125 – NEW, USED AND REBUILT
• VOGT P24A ICE MAKERS (3) • VOGT P34A ICE MAKER • VOGT P34AL W/ HIGH SIDE • VOGT 9000
REFRIGERATION • 20 HP KRACK CONDENSER • LIQUID OVERFEED VALVE PACKAGE • 6.5 BOHN W/ EVAP CONDENSER
•H AMER 125 W/ STAND & CONVEYOR • HAMER RING CLOSERS •H AMER RING CLOSER W/CONVEYOR •H AMER 310 W/ 125 CLOSER •H AMER 535 (RECONDITIONED) •P ALLET DISPENSER • S LIP SHEET DISPENSER
RAKE BINS
• S S SHAKER W/ STAND
• TURBO CB59 RAKE BIN
SCREW AND BELT CONVEYORS
BLOCK MAKERS • B-56 W/ 4 HP CONDENSERS • LEER BL39 W/ REMOTE CONDENSER • TURBO BP-360 BLOCK PRESS
SUPPLIES
• LEER ICE MERCHANDISERS • BAGS AND WIRE • PARTS AND REPAIR
26 REFRIGERATION Magazine │January 2017
• 10’, 20’, 30’ – 9” SS SCREW CONVEYORS W/ MOTOR & GEARBOXES •H YTROL BELT CONVEYORS 10’ & 16’ •P ORTABLE FOLDING INCLINE CONVEYOR •P OWER 90 BELT CONVEYOR
CLASSIFIEDS
SOUTHEAST
USED EQUIPMENT FOR SALE • V ogt P24AL’s 7/8 Ice Makers (2) with Refrigeration • Vogt P24A Large Tube Ice Maker • Vogt 118’s 5 Ton Ice Maker 7/8, W/C • Vogt 118 5 Ton Ice Maker 7/8, A/C • Vogt HE40’s 7/8 • Vogt 4000 4000lb 7/8 A/C Ice Maker • Turbo CF8SC 5 Ton Ice Makers • Turbo CF88SC, W/C 10 Ton Ice Maker • Turbo CF88SCAR, A/C 10 Ton Ice Maker • Morris 70 Ton Flake Ice Maker • Clinebell B-56’s, 11lb Block Makers • Clinebell CB300 300lb Block Makers • Hamer 125 Bag Closers with Stands • Hamer 310 Form, Fill, & Seal
• • • • • • • • • • • • • • • •
• • • • • • •
North Star JMR6300 Ice Rake Bins 20x14x9T Walk In Freezer 19x30x12T Walk In Freezer 9” x 20’ Galv Screw Conveyor 9” x 30’ Galv Screw Conveyor 9” x 20’ SS Screw Conveyor 12” x 21’Galv Screw Conveyor 12” x 12’ Galv Screw Conveyor 12” x 15’ Galv Screw Conveyor 12” x 10’ Galv. Screw Conveyor 10LB Ice Cans (45) 4.5” x 8” x 14”T New Jersey Bag Closer Parts Cat Walk Platform for P34 Vogt Ice Shaker Matthiesen Bagger Take-Off System Matthiesen VLS, Bottom Load Bagger Belt Conveyor
• • • • • • •
Belt Conveyor, Hytrol TA 21’ Belt Conveyor, Hytrol BA 10’ Belt Conveyor, Hytrol TA 12’ Belt Conveyor, Hytrol 12’ 40lb Wicketed “mis-print” Ice Bags 16lb Wicketed “misprint” Ice Bags 5lb Wicketed Ice Bags 1/2HP drop In Refrigeration Units Hog ring Staples (for pneumatic gun) Magliner Ramp 28” x 13’ 4” Baltimore Aircoil CXV-184 Vilter VSM-601 Single Screw Compressor Type B Multi-System Control Panel Turbo Ice Sizer Large Inventory of Hard To Get Parts
AND MUCH MORE!
If you have discontinued ice bags or used equipment you would like to sell PLEASE CALL. SEE OUR USED EQUIPMENT WEB PAGE AT WWW.AIEEXCHANGE.COM. Call for surplus ice! Polar Temp Equipment Mike Landino - Toll free - 1-877-376-0367 E-mail (NEW ADDRESS): mlandino@polartemp.com Don’t forget to call if you have a quality piece of used equipment for sale.
HARD TO FIND PARTS? Impossible to Get? CALL FRANK! If he doesn't have it and he can't get it, it can't be found! Compressors, Vilters, Eclips, MRI 90, York, Y & G Series HDI Compressors, Frick, York, Vilter ALSO
TRAILERS FOR SALE Two 1998 pup trailers – Road Ready
$7,800 each Contact
Ruben Walden at (239)936-3876 or metroice@embarqmail.com
COMPLETE 5-TON ICE PLANT FOR SALE
Large Selection of Parts for Compressors,
Casco 5-ton, 7/8" tube, R-22, 5F60 Carlyle open drive compressor, reconditioned in 2015.
Block Plants.
New valves and oil separator.
We buy all types of used ice making &
Includes evaporator/condenser, 5-ton moving floor bin, 13ft incline galvanized auger, Perfection Ice Scoring Machine and Hamer 125.
refrigeration equipment.
COMER REFRIGERATION
(386) 328-1687 | (386) 325-0909 (fax) crsrefrigeration@aol.com
Many parts and manuals included. Also available, Vogt 3000, water cooled, comes with water tower; several stainless steel augers.
Call Richard
(276) 783-2397 More Southeast classifieds on the next page »
January 2017 │ REFRIGERATION Magazine 27
CLASSIFIEDS
SOUTHEAST (continued) USED EQUIPMENT FOR SALE • Turbo Tig 33 Ice Maker, 98 model • Mycom N6WB Compressors w/125 HP motors skid mounted w/oil separators (used with Vogt P34AL ice makers) • Turbo CB38 Rake • Screw Conveyor Drive Packages for 9" and 12" conveyors (great condition) • Hammer RBC with conveyor • Stainless 9" and 12" screw conveyors
"NEW" KAMCO PARTS Ice Systems & Supplies Rock Hill, SC Toll free (800) 662-1273 or (803) 324-8791
• 21' Hytrol belt conveyor • Turbo CB87 with plastic chain and sprockets and stainless steel flights • Morris 18 ton Tube Cube Maker, R22, 2006 model complete with evap condensor 1" ice • Vogt 218, rebuilt in 2005, complete with cooling tower
PLANT MANAGER & REFRIGERATION TECH WANTED We are looking for a Plant Manager of a distribution center in Southwest Louisiana and a Refrigeration Tech.
Resumes may be faxed to 337-238-5095, or e-mailed to westlaice@bellsouth.net. Candidates may apply in person or mail a resume to: West Louisiana Ice Service, 1707 Smart Street, Leesville, LA 71496-1507.
MIDWEST ICE FOR SALE
WANTED
A Family Owned Ice Company
Used trailer to haul frozen foods – small, only up to 12'
Tube Ice 7, 10, 20, 22 lb Bags Over a million bags in stock Shipped or Picked up
Email: info@WellsFamilyFarms.com
PIQCS Plus Accredited
YOUR AD HERE
Arctic Ice Inc Call Steve Camenzind
Rates are $1.00 per word,
(314) 989-9090
For advertising and listing information, contact Mary at (404) 819-5446 or refrigerationmag@gmail.com.
28 REFRIGERATION Magazine │January 2017
CLASSIFIEDS
NORTHEAST FOR SALE
ICE FOR SALE
Arctic Temp 8000 SM 4-Ton ice machine. Very low hours, barely used. Looking for $20,000.
Vogt Mini tube ice, 8, 20 & 40 lb. bags. All ice is screened, palletized & stretch wrapped.
Manny Raza
We deliver or you pick up. Our water is treated with ozone for sterilization. No Chlorine Added!
(732) 684-4464
Martin's Ice Company
Phone (717) 733-7968 or fax (717) 733-1981 PA Merchandiser Parts for all brands at competitive prices.
(877) 984-5945
USED EQUIPMENT FOR SALE 1-800-543-1581
VOGT ICE FOR SALE 5, 7, 16 & 40 lb. bags. Water is lab tested for purity. Delivery or pick-up. Six generations of quality.
www.modernice.com
Ice Makers • Vogt Ice Maker – P24A • Morris Ice Maker • Vogt Ice Maker – P118
Long Island Ice & Fuel Corp.
Call (631) 727-3010
• Turbo Ice Maker – CAR120 • Turbo Ice Maker – CF40SCER • Vogt Ice Maker – P418 • Vogt Ice Maker – HE30
FOR SALE • 140 ft. York herring bone • 4 ton bridge crane • Two Tuffy upenders • Perfection block scorers • Tip tables • 14 can filler Plus other equipment
Call Gary Evans, Clayville Ice Co., Inc.
(315) 839-5405
ICE CARVING TOOLS Plastic liners for clear block makers $1.18/ea Reusable drip pans – from $6.50/ea
• Kold Draft Ice Maker
Check our most recent inventory online at www.modernice.com!
Packaging • Matthiesen Heat Seal Bagger • Matthiesen Baler (3 Available) •H amer Form, Fill, and Seal Machine - 310 Handling • Matthiesen Shaker Belt with Stand • Shaker •1 2” Stainless Steel Auger (Several Lengths) •1 2” Stainless Steel Shroud Trough Cover
EQUIPMENT FOR SALE Suction Accumulator - Chil-Con, Model # AA24084, 24” x 7’ high, with boil out coil – Like new condition $6,000.00 Receiver 12’ x 30” with warming loop used with Vogt ice makerLike new condition - $6,000.00 Toshiba 125 HP Motor, Premium Efficiency Contact Kyle at Long Island Ice & Fuel Corp.
(631) 727-3010 or (516) 790-6842
Over 500 items in stock for Ice Carvers
www.IceSculptingTools.com
or (440) 717-1940
January 2017 │ REFRIGERATION Magazine 29
CLASSIFIEDS
SOUTHWEST
EQUIPMENT WANTED
FOR SALE (1) Vogt P118 Reconditioned. Runs on R404 Freon. (1) Mini Tube Vogt, air-cooled 404 Freon
VOGT´S P24s and P34s used in any condition. only MID or LARGE ice. Ice RAKE 30 tons or less used CONTACT US BEFORE YOU SELL!
LPIceEquipment@gmail.com
(1) Mid Tube Vogt, air-cooled 404 Freon
(809) 350-8297
(1) Rebuilt CB P118
Vogt 6000 and Vogt 9000 Call Charlie Bolton Houston, TX
(713) 643-0573 FOR SALE
2005 12 Ton Kamco Bin in good condition, $5000. Contact Greg LeBlanc at Orange County Ice Bridge City, TX
Call Charlie Bolton (Houston, TX)
(713) 643-0573
WANTED
ICE EQUIPMENT
(409) 920-0037
WEST ICE CRUSHER/SNOW BLOWER FOR SALE Snow Blower-Tri-Pak 300lb. Block Ice Crusher/Blower on Tandem Trailer. Ford 300 Inline 6 Industrial Gas Engine, Original Owner, Well maintained, very clean, unabused machine! Will Sling Ice 70'. In Southern California.
Will ship Anywhere!
$29,000 Call (661) 269-2093
PACIFIC ICE BUSINESS FOR SALE Successful ice manufacturing and distribution business for sale. Established in 1983, located in Eastern Wash. Owner is retiring. Enjoy life and semi-retirement in this profitable business. Sale includes buildings, land, equipment, vehicles, and rental property. Miscellaneous ice merchandisers for sale Glass and solid door.
Contact Refrigerationmag@gmail.com for more information 30 REFRIGERATION Magazine │January 2017
ICE MANUFACTURE AND SUPPLY BUSINESS FOR SALE HAWAII • Strong existing customer base • $200K Annual Sales • Vogt Ice Machines • 3-Ton Stainless Steel Auger • Feed Ice Bin • 2,500lb Storage (Walk-in Freezer) • Isuzu MPR Refrigerated Box Truck • Turn-Key
Call (808) 384-7033 for more information. $80K
CLASSIFIEDS
Modern works with packaged ice clients who face increasing costs and require financing solutions and technical and engineering assistance to decrease downtime and increase their profits.
Modern helps those clients with sales and terms programs, the best equipment and automation solutions, our Freeze Force technical support team, and by utilizing the best buying practices and inventory controls. Contact us to review your critical concerns – we are the company to partner with to create solutions for your business!
CALL US TODAY at
1-800-543-1581
Learn more about Modern at
WWW.MODERNICE.COM