Northeast Dairy Magazine | Q4 2023 by NortheastDairyMag

THE OFFICIAL PUBLICATION OF THE NORTHEAST DAIRY FOODS & SUPPLIERS ASSOCIATIONS

CELEBRATING CELEBRATING

member milestones ASSOCIATION NEWS

BUSINESS TRENDS

2023 CONVENTION

MEMBER PROFILE

Scholarship Winners Announced

A Discussion with AI Chatbots

Photos and Event Highlights

After 90 Years, ‘Byrne is Still Thriving’

Fourth Quarter 2023

NDFSA.ORG

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contents Fourth Quarter 2023 • Volume 6, No. 4

FRONT DESK

FEATURES

06 PRESIDENT’S MESSAGE, NDSA A Collective Round of Applause to Each Celebrating Member BY MELISSA FRYER

07 PRESIDENT’S MESSAGE, NDFA

Anniversaries Are Important to Track, Recognize, and Celebrate BY DANIEL LAUSCH

08 E XECUTIVE DIRECTOR’S MESSAGE

Wrapping up 2023 and Efforts Turn to 2024 BY ALEX WALSH

MEMBER MILESTONES

10 ASK YOUR BOARD

26 NDFA, NDSA Members Mark Milestones

14 LEGISLATIVE REPORT

44 NDFA Turns 95 BY ALEX WALSH

National Issues Heat Up As States Prepare for 2024

MEMBER NEWS

BY ALEX WALSH

16 ECONOMIC OUTLOOK

Many Factors Impacting Industry as 2023 Comes to a Close BY GARY LATTA

22 SOMETHING TO CONSIDER The Emergence of Shelf-Stable Milk During the Civil War

BY GARY LATTA

MEMBER PROFILE

fter 90 Years, ‘Byrne A is Still Thriving’ BY COURTNEY KLESS

Member Announcements and New Products

Welcome New Members

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

Northeast Dairy Convention Photos and Highlights

inners of 2023W 24 Bruce W. Krupke Memorial Scholarship Announced

Leanne’s Kitchen

contents

Fourth Quarter 2023 • Volume 6, No. 4

Northeast Dairy Foods Association, Inc.

TOOLS OF THE TRADE 63

Business Marketing Budget: How Much Should Go Towards Online Marketing? BY BRIAN BLUFF

EXECUTIVE DIRECTOR

Alex Walsh

TREASURER

Randi Muzumdar Lactalis American Group SECRETARY

Ryan Elliott Byrne Dairy

Northeast Dairy Suppliers Association, Inc.

OSHA Update

Northeast Dairy Magazine Team

PRESIDENT

Jodi Smith Krzysiak Upstate Niagara Cooperative

BY PATRICK M. ROST

Leanne Ziemba

VICE PRESIDENT

earch Engine Trends S for the Dairy Industry

A Discussion with AI Chatbots

BUSINESS OPERATIONS MANAGER

Daniel Lausch Lactalis American Group

PUBLISHER/DIRECTOR OF SALES

Bill Brod billbrod@nedairymedia.com EDITOR

Courtney Kless courtneyk@nedairymedia.com CONTENT DIRECTOR

Steve Guglielmo steveg@nedairymedia.com RESEARCH & DEVELOPMENT COORDINATOR

Athena Cossette athena@nedairymedia.com GRAPHIC DESIGNER

Robin Barnes

SALES

Tim Hudson thudson@nedairymedia.com Lesli Mitchell lmitchell@nedairymedia.com Hannah Gray hannahg@nedairymedia.com CONTRIBUTORS Brian Bluff, Patrick M. Rost PRODUCED BY

Northeast Dairy Media

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

An official magazine of the Northeast Dairy Foods Association, Inc., a nonprofit organization. This publication carries authoritative notices and articles in regard to the activities and interests of the associations. In all other respects, neither the association nor the producer of the publication, Northeast Dairy Media, is responsible for the contents thereof or the opinions of the contributors.

PRESIDENT

Melissa Fryer Exergy, LLC VICE PRESIDENT

The entire contents are © 2023 by Northeast Dairy Media. Nothing may be reproduced in whole or in part without written permission of the publisher. The association and Northeast Dairy Media reserve the right to print portions or all of any correspondence mailed to the editors without liability on its part and no such correspondence will be returned. Visit The Northeast Dairy Foods & Suppliers Associations online at ndfsa.org for current information on association programs and services, or call the association at 315-452-MILK (6455). Questions and comments may also be sent to the association at lz@nedairyfoods.org.

Paul Knoerl Pactiv Evergreen

STAY CONNECTED

TREASURER

Ryan Osterhout KCO Resource Management SECRETARY

Bruce Alling Double H Plastics, Inc.

ndfsa.org

directory.ndfsa.org

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

NED Magazine • Fourth Quarter 2023 • 5

Front Desk

A Collective Round of Applause to Each Celebrating Member

MELISSA FRYER PRESIDENT, NORTHEAST DAIRY SUPPLIERS ASSOCIATION

his month, we celebrate all of the wonderful milestones our members and our own association have achieved. In 2023 we are celebrating 95 years for the Northeast Dairy Foods Association. This is quite an accomplishment given how the much has changed in the dairy industry and markets, and the interconnected world we live in. I asked for a list of all of the supplier members that were celebrating a milestone this year, and expected there to be perhaps 10-12 companies. To my surprise, the list exceeded 40! What an amazing testament to the strength and endurance of the dairy industry, and a collective round of applause to each celebrating member. This year we also have several member companies celebrating milestones of more than 100 years. What a tremendous accomplishment! All NDSA members appreciate the role these companies have played in, and the influence they have had on, the sustained growth of the dairy industry. Their innovative practices and ability to adapt to an ever-changing and challenging industry have been instrumental in the

creation and growth of other dairy-related enterprises. As I reflect on my comparatively brief 27-year career in the dairy industry, the changes and developments I witnessed seem small compared to the transformation that occurred throughout the preceding 100 years. As this year comes to a close, the entire NDSA board and I would like to thank everyone for their continued support of the association. The Dairy Blender was the largest ever and the clambake brought back numbers close to those of preCOVID years. At the conference, we again saw innovative and influential speakers. We have started working on next year’s events and welcome your input and suggestions for making them as beneficial to all as possible. Feel free to contact me with any suggestions. The association recognizes our members’ milestone anniversaries and all of their associated accomplishments. We celebrate the past while continually preparing to address future changes, needs, and challenges within our industry. Congratulations to all celebrating their milestones this year. The entire NDSA wishes you continued success.

2024 MEMBER EVENTS

MARCH 26 Dairy Blender 3-7 P.M. Doubletree Hotel East Syracuse, NY

MAY 28

Dairy Day Celebration 10:30 A.M.-1:30 P.M. The Well of the LOB Albany, NY

JULY 10

Bruce W. Krupke Golf Tournament & Clambake GOLF 8 A.M.-1 P.M. Rogues Roost Golf Course CLAMBAKE 1-7 P.M. Spinning Wheel Event Center, Bridgeport, NY

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

SEPT. 25-27 Northeast Dairy Convention

Holiday Inn Saratoga Springs, NY

Front Desk

Anniversaries Are Important to Track, Recognize, and Celebrate DANIEL LAUSCH PRESIDENT, NORTHEAST DAIRY FOODS ASSOCIATION

n this issue you’ll find many member organization milestones, including our own Northeast Dairy Foods Association, which is celebrating 95 years. We also have the 80th year of the New York State Cheese Manufacturers’ Association. These two examples of longevity demonstrate that the dairy business has provided their employees and customers with years of stability. The dairy industry is an essential business, converting milk and cream into essential nutrient rich foods that everyone can benefit from consuming, while enjoying a great taste and a variety of flavors. When someone says the word anniversary to me that usually sets off an internal alarm inside me thinking once again, I forgot an anniversary in my personal life or someone’s birthday. Anniversaries in our factories and our business offices are important to track, recognize, and celebrate. That celebration could be a box of donuts or a tub of ice cream in honor of an employee’s employment anniversary. We need employees with five or 10 years or 20 years on the job to train and transfer knowledge to the newer employees, including folks that have transferred to some new job tasks or a new department within the same company. So go ahead and post the years

of service each month on the lunchroom bulletin board. Tracking can be easy with the help of your friend Excel, using a spreadsheet with twelve tabs. The company I have enjoyed working with for the past 11 years is already thinking about their celebration in

2033, when Groupe Lactalis turns 100 years in the business of making cheese. The grandfather of the current owners started making cheese in Laval, France in 1933 on the property that is now our company’s headquarters.

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NED Magazine • Fourth Quarter 2023 • 7

Front Desk

Wrapping Up 2023 and Efforts Turn to 2024 BY ALEX WALSH, EXECUTIVE DIRECTOR

he dairy industry never has a “quiet” time, and the same is true for the associations. In the last issue, we had just had our annual Bruce W. Krupke Memorial Golf Tournament and Clambake, which was another tremendous success. More than 900 tickets were sold. As we approach the 1,000 ticket orders that used to be seen pre-COVID, I am confident attendance will continue to rise and be a relaxing, yet valuable, day of networking and seeing friends from the industry. Mark your calendars for the 2024 golf tournament and clambake on July 10! In August, the Northeast Dairy Foods & Suppliers Associations, along with the New York State Cheese Manufacturers Association (NYSCMA) and the Pennsylvania Association of Milk Dealers (PAMD), held the annual Northeast Dairy Convention in Mount Pocono, Pennsylvania. During this three-day event, 130 attendees heard the latest information impacting the industry. Pennsylvania Department of Agriculture Secretary Russell Redding provided remarks and updates on opening night. Ed Gallagher from Dairy Farmers of America spoke on pricing and the latest economic trends, and Kim Bukowski from Cornell University presented on their growing workforce development program. The final morning also had two panel discussions that included topics on female leaders in the dairy industry and sustainability. As always, we ensured plenty of time for networking with cocktail hours, meals, and a golf tournament. Supplier members also exhibited their products and services designed to improve operations for processors and manufacturers. The annual convention proves to be valuable experience for leaders in the industry to gather, learn, and network. I personally am already beyond excited about next year’s convention, Sept. 25-27 in Saratoga Springs, New York! The coa8 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

lition of associations are already working on lining up guest speakers and programming to bring you yet another exciting few days in a fantastic town. That wraps up the associations’ events for the year! The association staff is already hard at work planning and preparing for next year. The first networking event in 2024 is the annual Dairy Blender, currently being finalized for late March in the Central New York area. Stay tuned for more details soon once everything is confirmed! In addition to the Dairy Blender, there will be a June is Dairy Month celebration at the New York State Capitol, and of course, as already mentioned, the golf tournament, clambake, and convention. We are also exploring other networking opportunities to host, both in person and virtually, for members to benefit from by learning more about companies, products, services, and more abilities to meet and interact with other members. This fall, we are also working with directors, members, and industry partners to prepare for the 2024 legislative sessions. Our goal is to increase advocacy efforts as well as the association’s visibility across the northeast, which has already started by establishing and building upon relationships with legislators and key policymakers. Fortunately, the association has had some very strong and longstanding relationships and has been the trusted source for issues facing the dairy, food processing, and agriculture industries. I also want to encourage you to contact me with any issues or concerns, and I can provide you with updates on the association’s advocacy efforts. The associations are also continually growing, as new members have joined the Northeast Dairy Suppliers Association and the Northeast Dairy Foods Association. Our members are ambassadors of the association. As you meet and network with other processors, manufacturers, distributors, and suppliers, let them know you’re a member of the

Front Desk association and the benefits you receive for being a member! Tell them to check out the website (ndfsa.org) and to give me a call or email to learn more. Speaking of benefits of being a member, and as we head into the closing weeks of 2023 and you are preparing for 2024, I want to remind you of a valuable resource: the Membership Directory and Buyers Guide. The team has been working with our members to ensure contact information is correct and up to date as the 2024 edition will be available after the new year. In the meantime, please utilize this book! Not only does it list all members and provide contact information, the buyers guide may just have something you’re looking for. It breaks down members by category, such as equipment, distributors, energy, packaging, flavoring, insurance, and many more products and services. So, whether you’re looking for a new vendor, to cut or compare costs, or need additional support, the buyers guide is designed to be a tool for you to use to improve your operations. 2024 is shaping up to be an exciting year for the associations. We have some big fights ahead of us with legislative matters, but I am optimistic that our efforts representing dairy processors, manufacturers, distributors, and suppliers will be

Northeast Dairy Media's Bill Brod talks to Alex Walsh at the 2023 Northeast Dairy Convention.

heard. The events planned for next year will also be exciting and provide you with heightened networking and learning opportunities as we plan on bringing some fresh ideas and approaches along with new energy. Keep working hard, and we are always here to support you in any way we can.

With heavy hearts, we remember dairy industry leader Jed Davis. A respected colleague, friend, and mentor, we honor Jed’s tremendous contributions to our firm, his clients, and his community.

In Memory of

Jed will be missed by many, and his legacy continues in all of us at Herbein.

Jed Davis

March 5, 1961 – August 19, 2023 NED Magazine • Fourth Quarter 2023 • 9

Ask Your Board

ASK A BOARD MEMBER What value do you get from your NDFSA membership? What are some of the company benefits?

or this issue, we asked board members from the Northeast Dairy Foods Association and the Northeast Dairy Suppliers Association about the benefits of membership. This is what they said. And make sure to read the Q1 issue for our next “Ask Your Board” column! Editor’s note: These answers were edited for clarity.

Daniel Lausch, Director, Milk Procurement, Lactalis USA Inc.

Make new connections with folks in our industry. Engage in “what if ” discussions under a zero pressure situation, while exploring ideas during NDFSA events. The Buyer’s Guide provides a great reference to suppliers and vendors and services. Membership allows for the monitoring of the eight state region for pending bills and changes in state regulations. 10 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

Ryan T. Elliott, Esq., Management, Byrne Dairy, Inc.

On a personal level, I value being a NDFSA member – and serving on its Board of Directors – because it offers a unique forum where processors of all sizes routinely endeavor to address shared challenges and opportunities in the northeastern United States and elsewhere. To expand, I believe the forum created by NDFSA is not only valuable, but essential, for our industry. Such a forum tends to foster stronger working relationships amongst various processors, and even suppliers, by uniting membership around shared objectives to improve the various business environments in which we all must operate. While the deliverables may not always be measurable, the existence of this forum is nonetheless meaningful, as it provides a setting for the exchange of ideas, perspectives, and

Ask Your Board “The Buyer’s Guide provides a great reference to suppliers and vendors and services.” strategies around current events and issues of vital importance to our industry. At a corporate level, Byrne remains a member of NDFSA because of the strength of its membership, which is comprised of many of the top processors in the northeast. In remaining an active member of NDFSA, Byrne benefits from having access to trusted advice and counsel from industry experts; greater access to industry news and information; and a deeper appreciation of proposed legislation affecting our company.

Tony Nassar, Senior Dairy Procurement Manager, Chobani

Our membership of NDFSA enables me to network, understand other dairy processing plants’ challenges, and further build important strategic relationships in the dairy industry.

Nathan Pistner, Plant Manager, Great Lakes Cheese

From our NDFSA membership, the following has been experienced: • Up to date on legal and political topics of interest. • Lobbying voice in Albany. • Networking and relationship maintaining and building. • Supplier changes (products, technology, and staffing). NED Magazine • Fourth Quarter 2023 • 11

Ask Your Board

Paul Knoerl, Regional Sales Manager, Pactiv Evergreen

Our company’s primary value from the NDFSA is the ability to promote our company and its product lines to the membership and to the dairy and beverage producers in the northeast U.S. At the same time, we are able to network with the area’s primary suppliers and vendors in regard to projects, and determine how we can partner to provide new technology and a total offering for their plants.

number of member companies, we spearheaded a campaign of ‘When You Know Better, You Do Better,’ which seeks to educate producers and industry participants on options to better position ourselves for long-term value; and eliminate the recognized dangers of select legacy packaging practices. Acknowledgment of these value points is what also encouraged us to take a leadership role for the organization. By committing to the board, we see the ability to be a catalyst for the industry in evolving with the challenges of the times and finding solutions that benefit all.

Gloria Little, Logistics Manager, Agri-Mark, Inc.

Glenn Emory, General Manager, Weidenhammer New Packaging

There are numerous direct and indirect value points for Weidenhammer’s active participation in the membership, and leadership of the efforts, of NDSFA. In addition to the direct-selling opportunities we enjoy through the events themselves, the member guide is a valued tool in introducing ourselves to ice cream producers that can benefit from the program we offer. The format of the clambake allows us to build stronger relationships to a wide swath of participating company teams in a social setting. It is a truly unique opportunity within our industry to say thank you to the customers. For Weidenhammer, the indirect benefits may be even greater. We focus on our opportunity to be the leading consultative provider of packaging solutions for ice cream producers. The depth and breadth of experiences across our team are such that we can offer unbiased solution information in areas beyond those we service directly with our products. In keeping with this thought-leadership position, we see the real opportunity to guide the industry beyondthe-horizon along improved safety, sustainability, and customer package preference. In 2023, with the support of a 12 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

It is an opportunity to engage with varying stakeholders in the northeast dairy industry. By belonging to this organization, you can get an understanding of challenges in every aspect of the dairy business (i.e. hauling, processers, sales, and suppliers). Another highlight of membership is the opportunity to network with your peers socially three to four times per year at conferences and social events.

Daniel Seitzer, Senior Corporate Account Manager, Ecolab Inc.

The biggest values of the membership are how it supplies access to the industry and opportunities to develop relationships with its members. The events are designed to benefit producers and suppliers alike, with new trends and ideas shared from so many corners of our industry. Having access to people that share the same challenges you do and being able to discuss solutions with them is one of the biggest reasons I continue to participate as a member. As a company, building relationships with members and other suppliers helps us keep a pulse on what is needed to

Ask Your Board "I believe the forum created by NDFSA is not only valuable, but essential, for our industry. Such a forum tends to foster stronger working relationships amongst various processors, and even suppliers, by uniting membership around shared objectives to improve the various business environments in which we all must operate." best support the industry. There are producers and suppliers working with all types of dairy products, all within this one organization, and having the opportunity to collaborate with them about how we find success together is really valuable.

Tristan Zuber-Hrobuchak, Strategic Account Manager, CHR Hansen, Inc.

Being part of the Northeast Dairy Suppliers Association allows us to connect with other suppliers and our key partners. We learn more about what is driving dairy businesses and how other suppliers are adjusting to meet the needs of the ever-evolving dairy industry. CHR Hansen has been a supplier to the dairy industry for over 150 years and we have adjusted our business models to remain successful. Continuing to learn from our partners and other suppliers allows us to progress further as an exemplary supplier within the dairy business. The NDSA and NDFA provide that crossroad for connections to be made and maintained.

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NED Magazine • Fourth Quarter 2023 • 13

Legislative + Regulations Report

National Issues Heat Up As States Prepare for 2024 BY ALEX WALSH, EXECUTIVE DIRECTOR

he last few months, the Northeast Dairy Foods and Suppliers Associations have remained focused on representing your interests and concerns. There is never a dull moment when it comes to the dairy industry, or certainly politics for that matter. There have been some issues facing the industry at a national level that the association has been engaged on, while most state legislatures are adjourned for the remainder of the year. That doesn’t mean that there aren’t issues or bills being drafted, as state legislators continue hearing from constituents and organizations and prepare for next year. As you have seen, there have been some major national and global issues that have changed the landscape of Washington, and how the government, and the industry, has responded. On the federal level, Federal Order hearings kicked off in early September. Those are expected to continue over the next few months as the U.S. Department of Agriculture and members of Congress have held numerous hearings and listening sessions throughout the country. It remains to be seen what changes will or will not happen. October proved to be an entertaining month in Washington. The government nearly shut down, but a last minute funding deal prevented a shutdown with a stopgap measure – however, there is work to be done. To throw in additional chaos, Speaker of the House Kevin McCarthy was ousted from his position, providing extra distractions by sidelining key pieces of business before the House. The Farm Bill also expired, causing a rush by Congress to come to an agreement to pass a new Farm Bill by the end of the year. As chairman of the House Agriculture Committee, Congressman Glenn Thompson hosted listening sessions to 14 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

hear testimony regarding the Farm Bill and other agriculture and food processing topics at the federal level. One of the listening sessions was held in Western New York, where the association provided testimony on several key dairy related issues. The first was the Dairy Nutrition Incentives Program Act (H.R. 5099), which expands the Healthy Fluid Milk Incentives Projects to other nutritious dairy products, including whole milk, cheese, and yogurt, and provides additional funding for these incentives, and requested that the Committee include this legislation in the Farm Bill. Under this program, SNAP participants who purchase qualifying fluid milk receive a dollar-for-dollar coupon that can be used to purchase more fluid milk or another dairy product. More than 125 pilots have started in Texas, New Jersey, Alabama, Georgia, South Dakota, and California, with another 500 additional pilots that should be planned for other regions of the country in the next grant later this year. It was also requested that the Committee increase funding for this program and expand it to include all varieties of milk, as well as cheese and yogurt. As the 2020-2025 Dietary Guidelines for Americans show, 90% of all Americans are not consuming enough dairy to meet their basic nutritional needs. Including the Dairy Nutrition Incentives Program Act in the next Farm Bill would increase access to dairy incentives and help improve SNAP recipients’ access to a healthier diet and demonstrate the nutritiousness of dairy to all. It was also urged that Congress require the USDA to conduct regular cost of processing studies that could be used to adjust “make allowances,” which the Federal Order system uses to compensate processors for turning raw milk into fin-

Legislative + Regulations Report ished dairy products. Current make allowances have not been adjusted in 15 years and do not reflect the cost of manufacturing today’s dairy products. That’s because only two cost studies have been commissioned since 2000. The most recent survey is out-of-date because it excludes recent supply chain and inflation-impacted data. In addition, only one-third of eligible plants participated, so the information collected may not reflect the true cost of producing dairy products. Congress can improve this system by directing the USDA to conduct regular cost of processing studies. In addition, Congress should require that plants reporting pricing data to the USDA participate in these cost surveys. This will ensure the resulting data reflects plants of different sizes and regions. Third, the associations support permanent authorization of the Dairy Forward Pricing Program. This program allows producers to enter into forward price contracts with buyers for milk used to manufacture Class II, III, or IV products. This program expired on Sept. 30, 2023, which means that no forward price contracts may be entered into after that date. Making this program permanent could promote greater use of this risk management tool because it would mitigate concerns due to the program’s pending expiration date. While not necessarily related to the Farm Bill, we are very concerned about recent two rulemaking actions by the Department of Agriculture to first, cut milk and dairy in the Special Supplemental Nutrition Program for Women, Infants, and Children (WIC) food package by up to three gallons per month per family (which would be $25 million cut per year), and second, to propose removing flavored milk and jeopardize the use of cheese in school meal programs. The association advocated for the Committee’s help to ensure that the USDA’s final rules for the WIC food package do NOT reduce the quantity of fluid milk and dairy products and the final rule on the School Meals Program retains lowfat, flavored milk in school meals and makes accommodations for necessary sodium use in cheese. On a more encouraging note, The GIVE Milk Act was recently introduced by Congressman Thompson, along with Congresswoman Abigail Spanberger, a Democrat from Virginia. The Special Supplemental Nutrition Program for Women, Infants and Children, known as WIC, largely restricts milk access to nonfat or 1% in most cases. This bill is designed to expand that to include 2% and whole milk. As previously mentioned, most of the state legislatures have not been in session, meaning actively taking up and voting on legislation, but that doesn’t mean things aren’t happening.

“No matter what, the associations remain steadfast at representing you, advocating for you, and being here to support the dairy industry.” For members in Connecticut, be aware that Governor Ned Lamont announced that beginning on Jan. 1, 2024, Connecticut’s minimum wage will increase from the current rate of $15.00 per hour to $15.69 per hour. As minimum wages continue to rise in states, that, of course, results in higher costs of production and goods, which is ultimately passed down onto the consumer. Minimum wages continue to rise in the states and will remain an issue facing all businesses. One piece of legislation that was proposed in New York’s 2023 legislative session was S6055A, an act to amend the agriculture and markets law, in relation to prohibiting certain food additives and food color additives. This bill includes titanium dioxide, which is used in cheese. The bill, sponsored by Senator Kavanagh, has been referred to the Senate Agriculture Committee. There is no Assembly companion bill at this time. Other issues expected to be brought up in many of the states this upcoming legislative session include environmental, recycling, and packaging issues, including extended producer responsibility (EPR), which has been a growing topic nationally over the last few years. The association has been successful and will continue to advocate to exempt dairy from these programs. 2024 should be another intensive and very active legislative session in the northeast. Add to that the state-level, congressional, and presidential elections, and there will not be a shortage of entertainment, fiery debates, and agenda pushing. No matter what, the associations remain steadfast at representing you, advocating for you, and being here to support the dairy industry. Alex Walsh is the executive director of the Northeast Dairy Foods & Suppliers Associations. You can contact him by email at alex.walsh@ndfsa.org.

NED Magazine • Fourth Quarter 2023 • 15

Economic Outlook

Many Factors Impacting Industry As 2023 Comes to a Close

t present, we are addressing the impacts of two major foreign wars. Where there is no war, significant geopolitical tensions exist. All of this has some impact in one way or another on agriculture, energy, and politics. After weeks of wrangling, the U.S. House of Representatives has finally selected a new Speaker. With Congress being so far behind in their work, questions arise about the status of the Farm Bill, especially with two expensive wars raging. The newly elected Speaker, Representative Mike Johnson from Louisiana, has been getting positive reviews from the agricultural community. In a press release on Oct. 25, Senate Agriculture Committee chair Debbie Stabenow said, “I am committed to passing a strong, bipartisan farm bill as soon as possible,” but the process will take longer than hoped. Stabenow and other Congressional leaders are working on an extension of the present 2918 Farm Bill until a new one can be implemented, sometime in 2024. There

BY GARY LATTA

have been ongoing disagreements in Congress over SNAP benefits and crop subsidies. Leadership majorities in both the House and Senate are razor thin. That means navigating a new Farm Bill will be challenging for Democrats and Republicans – but possible. The national Federal Milk Marketing Order hearing that began Aug. 23 in Carmel, Indiana is on recess until after Thanksgiving. USDA Dairy Division experts have listened to the testimony and cross-examined many stakeholders that represent all facets of the industry. Most of the emphasis at the hearings has been in consideration of returning to the “higher of ” for the Class I mover, increasing make allowances, raising Class I differentials, depooling, and eliminating barrel cheese from the Class III formula calculation. The USDA has two excellent websites: National Federal Milk Marketing Order Pricing Formula Hearing and Federal Milk Marketing Orders Petitions. The National Milk Producers Federation also has a good hearing recap and weekly summary. In its October report, the U.S.

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

Bureau of Labor Statistics (BLS) Consumer Price Index (CPI) reported that consumer prices were up 3.7% from September 2022 to September 2023. The Consumer Price Index (CPI) measures the change in prices paid by consumers for goods and services. Food prices were also 3.7% higher than a year ago, and energy prices were 0.5% lower. Prices for all items less food and energy rose 4.1% over this 12-month period. The food index has inched up 0.2% for three months in a row. The food at home index has climbed 2.4% over the last 12 months. Cereal and bakery products rose 4.8% over the 12 months ending in September. Dairy and related products decreased 0.2% over the year. Remaining major grocery store food groups posted increases ranging from 0.2% (meat, poultry, fish, and eggs) to 4.2% (other food at home). The food away from home index rose 6% over the last year. The index for limited-service meals rose 6.4% over the last 12 months, and the index for full-service meals rose 5.1% over the same period.

Economic Outlook In a September news release, the BLI reported that spending on food increased 13.4% in 2021 and rose 12.7% in 2022. The 2022 increase was driven primarily by spending on food away from home, up 20.1%, and food at home, up 8.4%. For decades following 1960, U.S. consumers’ share of disposable income spent on food trended down. In 2022, consumers spent 11.3% of disposable income on food, a level not seen since the late 1980s. Disposable income is defined as after-tax income. In its October Quarterly Outlook, CoBank reported seeing a shift in consumer preferences. Current BLI data suggest that consumers are now shopping in a wider variety of food establishments and often reaching to buy the lower cost items. Much of consumer food shopping behavior is driven by disposable income. In early October, USDA’s Economic Research Service released a report showing the correlation between U.S. household income and food expenditures. More money is spent on food as incomes rise, but the amount spent represents a smaller share of their overall budgets. In just a year and a half, interest rates have risen 11 times as the Federal Reserve’s aggressive policy has been focused on defeating red-hot inflation. The Federal Reserve paused a hike in September but sent signals that another rate hike later this year is likely. The Fed’s rigorous battle to contain inflation, and get it back down to 2%, is weighing on the agricultural economy. The average 30-year mortgage rate is approaching 8%. The combination of climbing interest rates and shortages of homes that are for sale is straining affordability. Russia’s war with Ukraine, and Saudi Arabia’s cutbacks, have helped push higher energy pric-

12-month percentage change, Consumer Price Index, selected categories, September 2023, not seasonally adjusted Click on columns to drill down

Food at home

Percent 6.0

5.0

4.0

3.0

2.0

1.0

0.0

-1.0

Cereals and

Meats, poultry,

Dairy and

Fruits and

Nonalcoholic

Other food at

bakery

fish, and eggs

vegetables

beverages and

home

products Source: U.S. Bureau of Labor Statistics.

products

beverage materials

Source: USDA ERS - Chart Detail

NED Magazine • Fourth Quarter 2023 • 17

Economic Outlook

es around the world. Now the IsraelHamas war threatens the Middle East. What might happen to future oil prices and interest rates if the war escalates? There is little news to report regarding the ongoing USMCA dairy access dispute with Canada. Minnesota’s Amy Klobuchar reported in early

September that she expects the U.S. to win the dairy dispute with Canada. Senator Klobuchar is the number two Democrat behind outgoing chair Stabenow. On Aug. 31, Klobuchar hosted U.S. Trade Ambassador Katherine Tai during a visit to the Dairy Building at the State Fair, eating ice cream and

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

talking exports with Minnesota farm groups. Regarding the dairy dispute with Canada, Tai said, “This is about being able to directly access the market for dairy producers in America, and that is also an ongoing dispute before the USMCA.” The U.S. economy is performing much better than other countries around the world, particularly China and Europe. As a result, the U.S. dollar has gotten stronger across the global economy, which works against us by making our exports more expensive. According to CoBank’s October Quarterly, “The majority of international transactions are still conducted in dollars, and a strong dollar makes U.S. exports more expensive and imports cheaper – both of which disproportionally hurt the backbone of the rural economy: agriculture, durable goods manufacturing, mining, and forest products. Combined with slower global economic growth, it’s a double whammy – our export customers can’t afford to buy U.S. products.” The U.S. set new dairy export records in 2022, exceeding the 2021 record by 25% (it exported $9.5 billion in 2022 and $7.6 billion in 2021). Not only was milk production down in most major exporting countries in 2022, but U.S. dairy prices were competitive globally. That enviable situation reversed itself in 2023. Milk production in other countries has bounced back, and prices have become more competitive with the U.S. This, combined with the strong U.S. dollar, has made 2023 difficult for dairy exports. Demand from China has fallen off as their economy has weakened, while exports to Mexico and Southeast Asia remain on target. According to the U.S. Dairy Export Council, “While the United States has still been able to maintain its position in the Americas – or strengthen in the

Economic Outlook

case of Mexico – U.S. market share has come under pressure in markets where there is more competition like Korea, Japan and Saudi Arabia.” Global Dairy Trade (GDT) auction prices have recently risen four trading sessions in a row, reinforcing confidence that global dairy markets have bottomed out and are turning upward. The GDT increased 4.3% Oct. 17, 4.4% Oct. 3, 4.6% Sept. 19, and 2.7% Sept. 5. The Wall Street Journal had an interesting article on Oct. 24 titled How Far Is China’s Slowdown Spreading? Ask a Dairy Farmer 6,000 Miles Away. The story focused on how weaker Chinese demand for milk is rippling out to the rolling hills of New Zealand but went on to talk about the global impact of a slowdown in the world’s second largest economy. New Zealand dairy is arguably over-reliant on its dairy exports, sending 30% by value to China. The economic slowdown in China has lowered demand there for dairy products. Similar loss of exports to China are being felt in the EU and the U.S.

In Australia, milk production is down, prices are surging, and a dairy worker strike is creating a perfect storm. Plant workers and milk tank drivers are demanding better wages and working conditions. In Ireland, high input costs, weaker global demand, rising interest rates, and inflationary pressures are all putting downward pressure on milk prices. Ireland exports nearly 45% of its dairy products. The European Union (EU) has become more price competitive in 2023, but it is also feeling the effects of a global economic slowdown. Although domestic dairy demand remains weak, exports are forecast to increase 0.3% because of their improved competitive prices. In the U.S., the recent rise in butter prices surprised many analysts. Butter prices began steadily rising in mid-September, from $2.7700 per pound to a record high of $3.5025 per pound on Oct. 6. Since then, CME butter has gradually fallen to $3.3750 per pound – still a high number. Helping to fuel the butter climb was strong domestic demand, reports of lower inventories, and a hot

summer that lowered cream availability. And, with the holidays approaching, large buyers did not want to be short butter. Cheese prices dropped through much of the butter runup. For the first time in history, a pound of cheese was half the value of butter. Since the last issue, there have been a few more Congressional actions impacting dairy that are worth mentioning. One is the Farm Workforce Modernization Act. This one has been around for a while, passing twice in the House of Representatives, but gaining no traction in the Senate. An updated revised version of the bill has been reintroduced by House Ag Committee Chair Glenn Thompson (R-PA) and ranking member David Scott (D-GA). The two have announced the formation of a bipartisan Agricultural Labor Group of committee members to focus on ag workforce issues. This new version of the Farm Workforce Modernization Act includes dairy processing jobs, as well as farm worker jobs. The idea is that a more stable and reliable dairy workforce, both at the farm and at the plant, will lower food costs. On Oct. 24, Secretary Tom Vilsack announced that the USDA is making an investment of $2.3 billion to help U.S. agricultural producers maintain and develop markets. A bipartisan request from the Senate Ag Committee helped create the program that will utilize funds from the Commodity Credit Corporation. The action will address trade and food insecurity challenges impacting U.S. farmers and the international community. The USDA will use $1.3 billion for a new Regional Ag Promotion Program to support specialty crop industries and exports. Another $1.0 billion will be spent to address global hunger and international food aid. CONTINUED ON NEXT PAGE ► NED Magazine • Fourth Quarter 2023 • 19

Economic Outlook “The Commodity Credit Corporation and USDA’s market development and aid programs are critically important at this time, and with this additional support we can strengthen U.S agriculture’s presence in existing markets, open up new market opportunities, and build on our relationships and connections to ensure that high-quality American agriculture and food products reach where they are needed in the world,” said Vilsack in a press release. For a few months in 2023, the U.S. all-milk farm price was nearly $10.00 per hundredweight (cwt) below the record high prices experienced in 2022. It has been a tough year, but thanks to two insurance plans, some of the pain is mitigated. It is estimated that 55-65% of U.S. milk production is under some form of price protection. The Dairy

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Economic Outlook Butter production and domestic use (monthly) and Chicago Mercantile Exchange spot prices (weekly) Million pounds

Production

250 200 150

Domestic use

Weekly prices

Dollars per pound

Week ending October 13, 2023, $3.4430

4.000 3.500

3.000 2.500 2.000

100 50 0

1.500

1.000 0.500 0.000

Source: USDA, Economic Research Service using data from USDA, National Agricultural Statistics Service and Chicago Mercantile Exchange Group.

Dairy Forecasts for 2023

Margin Coverage (DMC) and the Dairy In its October Livestock, Dairy and improved cow productivity, while the Revenue Protection (DRP) Poultry Outlook, USDAfor reported forecast for 2024 is unchanged. Based on recent milkprograms production information, the the forecast the average number of milk cows Export in 2023 is unchanged from last month’s forecast of 9.405 million head. However, the yield perare reduced are two of them. The DMC program is that the cost of feed components is forecasts for 2023 and 2024 cow is increased by 15 pounds to 24,200 pounds of milk per head. With higher productivity authorized by the 2018 Farm Bill and continuing to ease. Corn, alfalfa hay, due to soft demand fromper international cow, the milk production forecast for 2023 is projected at 227.6 billion pounds, 0.1 billion higher will have to be reauthorized or extendand soybean meal are all down in markets and competitive international than the previous month’s projection. ed in the new Farm Bill. price from last year. The report also prices. Due to expected soft demand from the international market and competitive international prices High U.S. beef prices have incenmentioned that despite ongoing price from major dairy exporting regions, lower U.S. dairy export volumes are projected for the rest of tivized cow culling. Low milk prices pressure and inflation measured for all Gary Latta is a dairy 2023 compared to the previous month's projections. The forecast for 2023 dairy exports on a specialist product and fewer cows have helped slow the foods, changes in the Consumer Price milk-fat basis are adjusted to 11.0 billion pounds, 0.1 billion lower. On a skim-solids basis, 2023 consultant for the growth in national milk production. Index (CPI) for some dairy products exports are forecast at 49.5 billion pounds, down 0.5 billion. Lower shipments of butter,Northeast NDM, Dairy September production for the The USDA feels this easFoods Association, and drymilk whey are expected for thewere resteasing. of 2023. top 24 states was essentially no change ing of inflationary pressure for dairy Inc. He has more For 2023, dairy import forecasts remained unchanged from the previous month’s projection atyears of than 30 from September of last year. The USDA products is likely contributing to higher 7.4 billion pounds, on a milk-fat basis. On a skim-solids basis, 2023 dairy imports were experience adjusted in reports bothtoa downturn the num-up 0.1 domestic higher 6.7 billioninpounds, billion use. due to higher expected imports of milk proteinproviding economber of milk cows and a slowdown in The USDA’s October outlook sumic analysis, statistics, and information to concentrates. the dairy processing industry. the output per cow compared to last mary shows the all-milk price forecasts Domestic use of dairy products in 2023 is projected to be higher than forecast last month as year. It is interesting to look at the nine for 2023 and 2024 have been raised to domestic consumption is expected to continue strong for the rest of 2023. On a milk-fat basis, northeast states in the USDA’s quarter$20.70use and $20.55 perbillion cwt, respectively, the annual forecast for 2023 domestic is 222.9 pounds, up 0.3 billion. The domestic ly U.S. milk production Except basis duefor to 2023 higherisforecasts for butter and up 0.8 billion. use forecast on areports. skim-solids 183.4 billion pounds, for New York, all other northeast states, NDM prices. The wholesale cheese Based on recent downward trends in cheese prices and large supplies, the 2023 price forecast including Pennsylvania, showed drop (-4.0 pricecents) forecasts lowered for 2023 the wholesale price for for cheese is lowered toa$1.770 perare pound. Meanwhile, in milk production for the first three and 2024 due to large stocks, while record highs in spot butter butter is adjusted to $2.660 (+12.0 cents) per pound due to recent quarters of supported 2023. Most by of strong this was dry whey price remainedThe price forecast for NDM prices, domestic demand andforecasts tight supplies. was also adjusted higher to $1.175 per poundThe (+1.5milk cents), while the price of dry whey was attributable to fewer milk cows in each unchanged. production unchanged at $0.345 per pound. state, except New York, which added forecast for 2023 has been raised from milk cows in 2023. last month on expectations of slightly 13 Livestock, Dairy, and Poultry Outlook: October 2023, LDP-M-352, October 18, 2023 NED Magazine • Fourth Quarter 2023 • 21 USDA, Economic Research Service

Something to Consider

The Emergence of Shelf-Stable Milk During the Civil War BY GARY LATTA

ail Borden was born in Norwich, New York on Nov. 9, 1801. He grew up in Indiana and later settled in Texas, where he was employed as a newspaper publisher, schoolteacher, land surveyor, tinkerer, and inventor. Borden returned to the northeast around 1849, having developed a dehydrated beef biscuit like Native American pemmican. Borden had the U.S. Army sample his new biscuits, which reportedly tasted terrible and failed to curb hunger. The Army rejected the biscuits and Borden was forced to pursue other entrepreneurial paths. In 1851, while returning to the U.S. from London on a cruise ship, Borden witnessed several people that had gotten sick from the milk of the ship’s cows. During that time, it was common for large cruise ships on long voyages to carry their own cows, which produced fresh milk for passengers and crew. This was a time when bacterial contamination was a serious problem, and Borden set his interests on finding ways to preserve milk.

Borden had observed a preservation method being used by a religious group known as the “Shakers,” where they used a vacuum pan to condense fruit juices and herbs. Following much experimentation, Borden discovered a way to condense milk by vacuum in a way that did not scorch nor curdle the product. Further experiments proved that adding a small amount of sugar extended the shelf life even longer and improved its taste. Borden called his new product condensed milk (it

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

later became known as sweetened condensed milk). Borden applied to the U.S. patent Office for his first process patent in 1853. Surprisingly, he was denied on the grounds of a “lack-of-novelty and usefulness.” After a few more rejections and delays, his persistence paid off, and he was finally awarded patent #15553A for the new process titled “Improvement in concentration of milk” on Aug. 19, 1856. Eager to get started, Borden and two other investors immediately opened his first manufacturing plant in Wolcottville, Connecticut in 1856. The location is now the downtown district of Torrington. Relying mainly on local door to door sales, a rocky start forced this first plant to close a year later. Despite the setback, and still beaming with confidence, Borden built a new plant in Burrville, Connecticut in 1857. It also failed a short while later. Borden then met Jeremiah Milbank while the two were traveling by train. Milbank was a successful New York businessman and investor with experience in the grocery food industry.

Something to Consider

Photo courtesy of the Putnam County Historian's Office

The two hit it off and Millbank agreed to become Borden’s partner and financer, founding the New York Condensed Milk Company in 1858. While Borden was gifted with enthusiasm and inventive talents, he was lacking in the skills necessary to market his product. His new partner specialized in these skills, having both experience and connections within the food industry. In April of 1861, the U.S. Civil War broke out between the northern and southern states. Borden and his New York Condensed Milk Company could not have emerged at a better time. The Civil War took place at a time when several food companies were developing canning processes for their products. Van De Camp’s perfected canning their famous pork and beans, while Gustavus Swift and P.D. Armour produced canned beef in Chicago. There were also a few fruit companies that began canning products at this time. Some of these products, including Borden’s new NED Magazine • Fourth Quarter 2023 • 23

Something to Consider

Most military meals consisted of various combinations of salt meat and hardtack. With manufacturing in the northeast, soldiers of the Confederacy rarely had the opportunity to enjoy cans of sweetened condensed milk. sweetened condensed milk, found their way to soldiers serving in the Union Army. Some Confederate soldiers were occasionally lucky enough to indulge when they succeeded in capturing Union supplies. It was the fall of 1861 when the Union Army, on a trial basis, placed its first order for 500 pounds of Borden’s new condensed milk. Following this initial order, demand was immediate and massive. The new canned milk product was so successful and popular with the troops, that Borden’s plant could not keep up. To help meet military demand, Borden agreed for other companies to use his license and trademark in 1863. Among these were the Rokomeka

Company in Livermore Falls, Maine and the Baltimore Condensed Milk Company in York, Pennsylvania. In the same year, Borden and Milbank opened another plant in Brewster, New York (Brewster is a small village on the Croton River in Putnam County). This new Brewster plant was an ideal location surrounded by good milk producing herds, waterpower, and a short link by rail to New York City. The Brewster plant became a major supplier to the Union Army. It received 80,000 quarts of fresh milk each day from more than 200 surrounding farms. This yielded 20,000 quarts of processed condensed milk. Borden packaged his product in air-

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

tight sealed 10 oz. cans that supplied 1,300 calories. A bald eagle was selected as an image for the container’s patriotic design. The Borden Eagle Brand name can still be found on store shelves today – but without the eagle. Unopened cans stayed fresh for several months, even in the southern states’ heat. Sweetened condensed milk is different from evaporated milk because of the added sugar, which helps to extend its shelf life. Evaporated milk is slightly thinner and not as sweet. Typically, the two are not interchangeable when used in cooking recipes. The Civil War was the first that provided a few canned goods to troops. Historians claim that pre-modern militaries spent up to 60% of their time foraging for food. This meant that supply lines had to be kept short. Railroads, improved roads, better waterways, and food preservation methods helped to change all that. For the troops, Boren’s product was a rare delicacy and morale booster. Some officers purchased quan-

Something to Consider tities of the product as gifts of appreciation to subordinates. The product was frequently used at military hospitals mixed with brandy or whiskey administered as a tonic. Even running at capacity, Borden’s plants could not keep up with war demand. Not every soldier was afforded the pleasure to indulge in this new product. Most military meals consisted of various combinations of salt meat and hardtack. With manufacturing in the northeast, soldiers of the Confederacy rarely had the opportunity to enjoy cans of sweetened condensed milk. On occasion, rations were captured, and southern soldiers could delight in this new treat. In James M. Schmidt’s book, Lincoln’s Labels: America's Bestknown Brands and the Civil War, Edinborough Press, 2008, chapter two, “Consecrated Milk,” is all about the new product. Schmidt refers to a Confederate soldier with captured Union supplies: Henry Kyd Douglas, a staff officer to the famous “Stonewall” Jackson, remembered a memorable winter dessert of canned peaches into which he poured a can of condensed milk, all stirred with the point of his sword. “Peaches and cream in January, and furnished by the enemy, too!” he exclaimed. “Union General William T. Sherman recalled — the commissary often supplied his soldiers with all manner of patent compounds, including desecrated vegetables and consecrated milk.” “[We] shared our food until every haversack was empty,” a Pennsylvania volunteer remembered of the surrender scene at Appomattox. “The sweet aroma of real coffee staggered the

Confederates,” he added, “[and] condensed milk and sugar appalled them.” Reed Sparling, staff writer and historian at Scenic Hudson, wrote a piece called How Valley Milk Helped Win the Civil War: “Some historians credit the North’s distinct advantage in food technology with being a deciding factor in the Civil War’s outcome, and they specifically cite Gail Borden’s role in advancing that technology. As Dutchess County historian Henry Noble MacCracken put it, ‘Apart from the soldiers’ service, [the county’s] greatest contribution to the Civil War was this condensed milk from Wassaic. Its freedom from bacteria… must have saved many lives.’ In addition to milk, cheese was provided to and consumed by both sides during the war. Cheese and crackers

were popular, carried by soldiers and oftentimes referred to as a “square meal.” Tonight, consider indulging with a can of Van De Camps beans, crackers, or hardtack with cheese. Hardtack is still available today from many online sources. Then wash it down with a can of Borden’s Eagle Brand sweetened condensed milk. Gary Latta is a dairy product specialist consultant for the Northeast Dairy Foods Association, Inc. He has more than 30 years of experience in providing economic analysis, statistics, and information to the dairy processing industry.

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NED Magazine • Fourth Quarter 2023 • 25

Member M ilestones

NDFA, NDSA Members

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

Member M ilestones

t is time, once again, for our annual milestone issue. This year, members of the Northeast Dairy Foods Association and the Northeast Dairy Suppliers Association celebrated anywhere from five to 130 years. Congratulations to all! Please Note: The information in this article was submitted by members who responded to a questionnaire.

ATLAS COPCO – 150 YEARS

Atlas Copco was founded in Stockholm, Sweden in 1873. It was originally named ‘Atlas’ after the Greek Titan. Today, the company serves more than 180 countries, and its number of employees worldwide exceeds 49,000. “As we pass this milestone, our unwavering commitment is to continue to provide innovation which empowers our customers to grow and drive society forward,” said Paul Humphreys, vice president of communications and branding. Headquartered in Rock Hill, South Carolina, Atlas Copco Compressors offers world-class air and gas compressors, gas generation and carbon capture systems, renewable gas fleet fueling solutions, air blowers, industrial chillers, process filtration, quality air products, and 24/7 service, including remote monitoring and auditing capabilities. There are three principles that guide the company in all that it does: innovation, commitment, and interaction. “We have a decentralized structure and take decisions as close to the customer as possible,” said Humphreys. Atlas Copco kicked off its 150th year by opening the NASDAQ Stock Exchange in New York City. The company has also held a series of events and ‘thank you’ meetings with customers across the world. “We couldn’t have done it without great employees and great customers,” said Humphreys. “Saying ‘thank you’ can never be enough but we would love to say a huge thank you to everyone who has been part of our journey.” Atlas Copco is a member of the Northeast Dairy Suppliers Association, Inc.

NED Magazine • Fourth Quarter 2023 • 27

Member M ilestones

ALFA LAVAL – 140 YEARS

Alfa Laval was founded on the principles of continuous improvement and innovation. Now, 140 years later, it stands as a global leader in heat transfer, separation, and fluid handling. “We have a long history,” said Scott Dillner, demand generation manager – food and water. “It started with innovation, and if you look at our company, you will find that it is still the backbone of who we are.” Gustaf de Laval founded Alfa Laval in Sweden in 1883 with his partner, Oscar Lamm (it was originally called AB Separator). That same year, the De Laval Cream Separator Co. was formed in the United States. “He was a bit of an inventor,” said Dillner. “The first piece of equipment was a continuous separator for cream. Since then, it’s been one innovation after another.” Some of those innovations included: the world’s first hermetic separator (1933); the first automatic CIP (Cleaning-In-Place) system (1958); the first sterilization processing system (1961); and the first large computerized control system (1965). Alfa Laval still manufactures high-speed separators and centrifuges for cold and hot milk applications. The company added heat exchangers to its product portfolio about 70 years ago, and it also offers fluid handling products (pumps, valves, fittings and tank equipment) and water treatment solutions 28 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

for its customers in the dairy industry. All in all, its vast equipment and service portfolio is sold to more than 100 countries around the world. “We define our purpose as accelerating success for our customers, people, and planet,” said Dillner. “Alfa Laval is dedicated to providing outstanding customer support, maintaining an inspiring and embracing workplace, and driving sustainability in everything we do.” Alfa Laval is a member of the Northeast Dairy Suppliers Association, Inc.

To see the full history of Alfa Laval, read the Q1 2023 issue Northeast Dairy Magazine.

We are grateful to our farmers, customers and employees for 90 years of success.

Learn more about careers at Byrne:

BYRNE IS GROWING! We are always seeking talented industrial maintenance mechanics, production and warehouse associates, CDL drivers, and leaders who are motivated by empowering teams and leading continuous improvement.

Member M ilestones

WADE’S DAIRY – 130 YEARS On a shelf in his office, Douglas Wade Jr. has milk bottles that date as far back as 1886, including some of the first produced by his great grandfather, Frank Henry Wade, in 1912. Today, the business is run by the fourth (Doug, the current president, and his sister, Susan Warner) and fifth (Andrew Wade, Tori Warner, and Lindsay Warner) generations of the Wade family. “We are a family-run business that cares for our employees, our community, and our customers,” he said. Frank Henry Wade started Wade’s Dairy in 1893 (he milked 25 cows and

delivered fresh raw milk in a horse and buggy to his neighbors). Fourteen years later, in 1907, he moved from Easton, Connecticut, to Fairfield, Connecticut, and began pasteurizing his milk, selling it under the F. H. Wade label. In the years that followed, Frank’s son, John, joined him, and his other son, Howard, built a dairy plant behind his home five miles away and began selling milk under the H.F. Wade label. In 1933, when Frank retired, the brothers came together and started Wade’s Dairy. “We struggled to find our niche with the quick decline of home delivery service in the late 60s and 70s,” said

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

Wade. “We found [it] in food service and school milk deliveries.” These days, Wade’s Dairy distributes a variety of dairy products (and other food products) to school systems, delis, convenience stores, restaurants, and healthcare facilities, all of which are within 90 miles of its facility in Bridgeport, Connecticut. Those products include: milk, almond milk, oat milk, soy milk, cheese, eggs, butter, yogurt, juice, and baked goods. Wade’s Dairy has also added several shelf stable products to its offerings, such as creams and single serve milks for its school lunch programs. The company exited the ice cream business four years ago, and energy drinks and single serve water products have been major growth areas. Though a lot has changed throughout its history, Wade’s Dairy has remained committed to customer service. “We are very proud of our heritage and longevity; however, our greatest assets are the people that make this company function day in and day out, serving the needs of our customers,” said Wade. “Providing great service to our customers, and being recognized for this, is the cat’s meow for us.” Wade’s Dairy is a member of the Northeast Dairy Foods Association, Inc.

To see the full history of Wade’s Dairy, read the Q2 2022 issue Northeast Dairy Magazine.

Member M ilestones

Perry’s Ice Cream was founded in 1918 when H. Morton Perry purchased a milk route in Akron, NY

PERRY’S ICE CREAM – 105 YEARS

As it has grown and evolved over the past 105 years, Perry’s Ice Cream has stayed true to its founder’s mantra, “Be sure to put in enough of the Good Stuff,” which not only applies to making its ice cream, but how it operates as a company: always going above and beyond expectations for its customers. Perry’s Ice Cream was founded in 1918 when H. Morton Perry purchased a milk route in Akron, New York, a small suburb just east of Buffalo. The business, known as Perry’s Dairy at the time, operated as a home delivery and wholesale dairy business until 1932, when the Akron High School cafeteria manager asked Morton if he could supply ice cream to the school. Using a family recipe for ice cream given to him by his mother, Morton began mixing small batches of ice cream on the kitchen stove with his son, Marlo. As demand increased, the Perry family began delivering bulk ice cream to local stores and restaurants around Akron, and thus began Perry’s Ice Cream as we know it today.

The company currently employs 465 people throughout upstate and central New York, Pennsylvania, and Ohio, and produces a variety of ice creams, sherbets, sorbets, frozen yogurts, and novelties. That commitment to “put in enough of the Good Stuff ” continues to be the secret ingredient of its culture. “We are a family company and that reflects in our culture,” said Brian Perry, EVP and chairman. “Our people often comment that co-workers are like family. We believe in working cooperatively to serve our valued customers through innovative products. Supportive teamwork and partnerships based on mutual respect are predominant characteristics of our culture.” Each year, Perry’s Ice Cream celebrates its anniversary with its team. Though each of those celebrations is a little different, they typically include some ice cream and cake or cookies. Perry’s Ice Cream is a member of the Northeast Dairy Foods Association, Inc.

Catch up on previous issues of Northeast Dairy Magazine. issuu.com/nedmagazine

READ NOW NED Magazine • Fourth Quarter 2023 • 31

Member M ilestones

ECOLAB FOOD & BEVERAGE – 100 YEARS Ecolab has a rich history. The company’s roots can be traced back to 1923, when Merritt J. Osborn established Economics Laboratory, Inc. At the time, it had one product (Absorbit, a carpet cleaner) and one employee (Ida Koran, an office manager). It didn’t take long for Osborn to see that Absorbit had a small market, so he started searching for other options. He found one the next year, procuring a non-sudsing cleaning compound from a chemistry student at the University

of Minnesota. This innovative product, which he named Soilax™, outperformed traditional soap in the newly introduced mechanical dishwashers in restaurants, and helped the company become a warewashing authority. In the years that followed, Ecolab expanded its product offerings and ventured into various industries. Highlights include: the establishment of its dairy division in 1951; the start of international operations in 1953; and the acquisition of Nalco Water, “a global leader in water and process

BYRNE – 90 YEARS

Across four generations, the Byrne family has partnered with local farms to bring high-quality dairy products to its customers. But family isn’t just in its name; it’s how the company operates. “We consider all of our team members family, and we all roll up our sleeves to make our company a success,” said Ashley Casey, sales & marketing specialist. 32 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

management solutions,” in 2011. Today, the company serves more than 170 countries. According to Ecolab’s website, “No company reaches 100 years without a clear vision and mission. And ours — Protecting What’s Vital™ — is our inspiration. Each year has been an opportunity to gain new experience, break into new markets, solve new problems, and invite new perspectives to the table.” One way Ecolab celebrated its 100th anniversary was through its Global Weeks of Service this past June. Employees in 14 countries worked on 35 projects (they included trash pickup and tree planting). “The Weeks of Service event highlights how much our associates care about making a 100-percent positive impact on people and the planet,” said Ecolab Chairman and CEO Christophe Beck in a press release. “It is just a small example of the great work our teams do throughout the year.” Ecolab is a member of the Northeast Dairy Suppliers Association, Inc.

Matthew V. Byrne founded Byrne Dairy in 1933, during the Great Depression. “[It] was a challenging time to start a business,” Casey said, “But 90 years later, Byrne is still thriving.” For the full story, turn to page 48. Byrne is a member of the Northeast Dairy Foods Association, Inc.

Member M ilestones

BIOMÉRIEUX – 60 YEARS

In 1963, driven by a mission to improve public health, Alain Mérieux created BD-Mérieux, which would later become bioMérieux, a world leader in the field of in vitro diagnostics. Sixty years later, approximately 13,000 team members worldwide continue to work with passion on this mission and help make the world a healthier place. The company, which now serves 160 countries, is driven by an unrelenting commitment to improve public health worldwide. It also applies its expertise to meeting industrial microbiology needs, building innovative, precise technologies that ensure the quality and safety of food and pharmaceutical products. These solutions are then used to determine the quality of raw materials, perform process controls during production, and test the quality of finished products. bioMérieux’s dedication to public health is the thread that connects everything it does. It connects the company to its history – since 1963, bioMérieux has been fulfilling the vision of the Mérieux family to improve health, while maintaining the values of respect, accountability, transparency, and sharing, which makes up a huge piece of the company culture. Over the past several months, the company hosted 60th birthday celebrations across the globe. On June 22, more than 4,500 French team members were invited to celebrate in Lyon, France, where bioMérieux was born (and where its global headquarters still are). On Sept. 28, its Industrial Application sites celebrated in Chicago, St. Louis, and Philadelphia with close to 1,500 team members.

As the food industry continues to change, the company’s commitment remains the same: to be the trusted partner for this new era and to help feed the world with safe, high quality, and sustainable food. Through an Augmented Diagnostics approach, bioMérieux accompanies its customers along the entire production value chain by providing them smarter and more dynamic risk assessment, moving from test results to actionable insights to ultimately help them provide safe products of the highest quality to the end consumer. bioMérieux is a member of the Northeast Dairy Suppliers Association, Inc.

NED Magazine • Fourth Quarter 2023 • 33

Member M ilestones KOVALUS SEPARATION SOLUTIONS – 60 YEARS The story of Kovalus Separation Solutions began in 1963, when it was established under the name Abcor, Inc. At the time, its mission was to create and bring to market separation and purification technologies, which were initially developed by researchers affiliated with the Massachusetts Institute of Technology. By the early 1970s, the company shifted its emphasis to membrane-related technologies, introducing a range of ultrafiltration products and systems. After the Koch Engineering Company acquired the outstanding stocks of ABCOR®, Inc. in 1977, the company officially adopted the name Koch Membrane Systems in 1981. It continued to grow its portfolio of membrane filtration offerings by implementing innovative R&D and acquiring brands such as Romicon, Inc., Fluid Systems Corporation, and Puron AG. In January 2020, it changed its name again (this time to Koch Separation Solutions) “to better reflect a new and expanding vision to become the preferred partner for separation solutions by creating value and improving sustainability for our customers in the Food and Beverage, Life Sciences and Industrial markets,” according to its website. This marked a turning point in the business to include additional separation technologies, such as ion exchange and thermal separation technologies, as a way to transform into a complete solutions provider.

This fall, the company was acquired by an affiliate of Boca Raton-based private equity firm, Sun Capital Partners, and rebranded as Kovalus Separation Solutions™. “KSS has an established history in the separations space, with over half a century’s worth of experience providing innovative solutions to customers worldwide,” said Manny Singh, president of KSS, in a press release. “We are excited about this opportunity as it positions KSS to build upon longstanding relationships while growing our capabilities as a complete solutions provider. We remain committed to delivering the same level of service that our customers expect when working with us.” The company has grown to become a leader in separation technologies over the past 60 years. Its success is largely attributed to the strategic business acquisitions, including that of RELCO, a provider of process technologies for the dairy industry (it was founded in 1982, and celebrated 40 years in 2022). Kovalus Separation Solutions is a member of the Northeast Dairy Suppliers Association, Inc.

D. THOMAS & ASSOCIATES – 50 YEARS Daniel Thomas Hogerty II created D Thomas + Associates with this mission: “We will represent fairly both the seller and the buyer in a dynamic marketplace. We shall adhere to a rigid code of ethics that emphasizes honesty, integrity and the nurturing of long-term relationships.” It has worked – the company’s sales now exceed $300 million, according to its website. “Our reputation is everything to us,” said Chairman Brad Burris in a press release. “Without it we wouldn’t have lasted five years, much less 50. Coupled with our experience, technical innovations, and firm belief to fairly represent the buyer and the seller, it is what will keep us going for another 50 years.” The story of D. Thomas + Associates began in 1973. 34 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

During its early days, the company brokered ingredients for companies in the baking industry. Plastic-based packaging materials were also in the midst of development during that time, and manufacturers sought the expertise of D. Thomas to

Member M ilestones help them establish connections within the industry. That began the company’s journey to becoming a packaging materials authority. Burris attributes D. Thomas + Associates’ five decades of success to its proficiency in building and maintaining relationships, along with its technical expertise and marketplace experience. “We spend time with people, and it’s those connections that have built and maintained so many long-term associations,” he said. “It's the collective intelligence of the group that makes a relationship with D Thomas important and successful.” D Thomas + Associates is a member of the Northeast Dairy Suppliers Association, Inc.

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www.careed.com | 800.462.6149 36 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

C.A. REED ASSOCIATES – 45 YEARS

Since its founding in 1978, C.A. Reed Associates has followed a simple motto: there is no substitute for results. During its 45-year history, the company has provided complete industrial floor services to more than 4,000 customers in New York, New England, the Mid-Atlantic, the Southeast, and the Mid-West – some of which are in the food and beverage industry. “Our crews, our equipment, and our inventory are what separate us from the competition,” said C.A. Reed Associates. Its three facilities (Canandaigua, New York, Salisbury, North Carolina, and Naples, Florida) span a total of 40,000 square feet, enabling the company to begin projects quickly, and with minimal lead time, and its team is comprised only of highly-trained, direct employees (C.A. Reed Associates does not use subcontractors). “The hardest working, most under-appreciated piece of equipment in your facility is its ﬂoor,” the company said. “Let us provide the quality and attention that it deserves.” C.A. Reed Associates is a member of the Northeast Dairy Suppliers Association, Inc.

Member M ilestones HANSEN-RICE, INC. – 40 YEARS

Hansen-Rice, Inc. (HRI) was founded by Dan Hansen and Ivan Rice in 1983. It began as a regional design-build general contractor, providing building solutions for the food processing, agriculture, and corrugated paper industries, but quickly expanded its service offerings nationwide into dairy, cheese, creameries, cold storage, and distribution for some of America’s most wellknown companies. Dan and Ivan’s sons, Burke Hansen and John Rice, purchased the company in 2011, and continue leading it today. HRI, which is headquartered in Nampa, Idaho, has nine remote offices around the United States, with 145 employees. “We constantly evaluate ways to enhance our capability and capacity to provide services and solutions based on what we learn from our clients (or sometimes what our clients ask),” said Terry Kerwood, VP, marketing and communications. “With nearly 80% of our business coming from repeat clients, it’s imperative we evolve in a manner that allows us to be of service as our clients grow and enhance their businesses.” One way that HRI has done this is by building the experience and team to step into any role the client needs. The company’s team of program managers and subject matter experts can manage the project from conceptual planning through commissioning, alleviating the heavy demand and overwhelming workload on internal resources. But HRI’s experiences extend beyond traditional facility expertise. They also include: OEM evaluations, procurement strategies, and master planning that examines the interdependencies of the facility, the site, and the processing

equipment to optimize the outcomes for the client. In 2023, the company has been celebrating the past – while positioning itself for the future – at its quarterly meetings and workshop assemblies. It has also developed a 40-year badge

for emails, marketing materials, and branded apparel for its employees. Hansen-Rice, Inc. is a member of the Northeast Dairy Suppliers Association, Inc.

NED Magazine • Fourth Quarter 2023 • 37

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INGREDIENTS PLUS – 40 YEARS

Founded in 1983 by Carlton “Carl” Myers, Sweeteners Plus initially served food and beverage manufacturers in the Northeast from its Lakeville, New York facility. Strategically located along a rail line, the company streamlined ingredient deliveries from refiners, and distributed sweeteners to SMB F&B manufacturers. Shortly thereafter, the company expanded its operations, acquiring a fleet of trucks and trailers and hiring its own employee drivers, earning a reputation as a just-in-time supplier, offering reliability in delivery windows which are a critical component to keeping customers operational. Key employees from the onset of the business, including Mark Rudolph, VP of Operations; Kyle Whitford, SVP of Sales; Mark Farrell, Fleet Manager; and Ray Wood, Specialty Manufacturing Lead, were instrumental in the company's early beginnings and continue to make a strong impact across the organization. Through the years, the company has added top talent across the operations, sales, finance, and administrative functions supporting the business. In 2019, the Myers family transitioned ownership to Graycliff Partners, a Private Equity firm. This shift prompted a new focus on growth, expansion, and diversification. Graycliff Partners made substantial investments in talent, infrastructure, business processes, and physical assets. The company expanded operations to serve Mid-Atlantic food and beverage manufacturers, establishing a greenfield oper38 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

ation in Landisville, Pennsylvania, which achieved BRC certification in 2022. Alongside this growth, the company rebranded as Ingredients PLUS, positioning itself for further diversification in its ingredient portfolio and markets. Ingredients PLUS is dedicated to delivering an exceptional customer experience by ensuring top-notch ingredient quality and utilizing its over 200 in-house fleet assets to provide on-time delivery. Its primary service area covers a 250-mile radius from its main manufacturing facilities, enabling nextday delivery when needed. Currently, Ingredients PLUS employs around 160 individuals across its two manufacturing sites, its corporate headquarters in Rochester, New York, and a third-party ingredient hauling and wash bay business in Elma, New York. Under the leadership of CEO Doug Wagner, appointed in 2022, the company underwent significant transformation. Wagner introduced a renewed vision, mission, and values centered around innovation, accountability, and customer focus. The company's culture now emphasizes inclusion, passion, commitment, boldness, and community engagement. In the future, Ingredients PLUS aspires to become the foremost supplier of high-quality ingredients, leveraging technology, automation, and top-tier talent to dominate

Member M ilestones North America and potentially global markets. In 2023, the company celebrated its 40th anniversary with various events, including a large employee family picnic featuring food, games, music, prizes, and a dunk tank that raised funds for the local volunteer fire department. Reaching this 40-year milestone is a significant achievement for Ingredients PLUS, and it eagerly anticipates more monumental milestones in the years ahead. Ingredients PLUS is a member of the Northeast Dairy Suppliers Association, Inc.

S&D WELDING – 30 YEARS

Wayne Derrick began his career as a floor sweeper. He learned how to weld, eventually working his way up to a management position at a tank repair facility. After 15 years of learning the business and creating loyal customers, he decided to venture out on his own, founding S&D Welding Inc. in 1993. The company started out with one other employee and a borrowed welder. “The best way for me to describe how we have grown our company into what it is today is simple; it comes down to a great staff and hard work,” said Wyatt Derrick. “Everyone here prides themselves on their attention to detail and dedication to keeping the customer satisfied. Customer retention is also key for us.” Today, the family-owned and operated company is in its third generation. “We like to view our company and our employees as an extension of our own family,” said Derrick. “We feel that car-

rying a strong family value of being invested in our employees and their futures with our company helps retain excellent employees and gives us that competitive edge that keeps us at the top of the industry. The saying if you take care of your people, they will take care of you is true.” S&D celebrated its milestone over the summer with a customer/employee appreciation bash (it hosts one every year, but this one was “like a small carnival.”). “We are very proud that we have made it to this 30 year mark and hope to keep it going for generations,” said Derrick “We are thankful for all our wonderful employees over the years and to loyal customers that have been with us through the years. We want to continue striving to over-deliver to our customers by supplying the best quality of workmanship with the quickest turnaround time. Here’s to 30 more.” S&D Welding is a member of the Northeast Dairy Suppliers Association, Inc.

NED Magazine • Fourth Quarter 2023 • 39

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DAIRY FARMERS OF AMERICA – 25 YEARS

The 1990s were a time of change for the dairy industry. The number of dairy farms in the United States was declining, cow herds were growing, and milk production was increasing. Milk processing plants were consolidating, creating larger regional dairy facilities. The increase in scale placed larger demands for quality and efficiency on dairy farmers and the cooperatives that were marketing their milk. At the same time, consumer preferences for dairy products were changing. For decades, dairy farmers had recognized the power of cooperative organization, but even those organizations were struggling to help their farmer-owners with all the issues they faced. From 1996 to 1998, the dairy farmer chairmen of the nation’s four leading milk marketing cooperatives – Associated Milk Producers, Inc. Southern Region, MidAmerica Dairymen, Inc., Milk Marketing, Inc. and Western Dairymen Cooperative, Inc. – came together to discuss how they could work together for a better future for their dairy farmers. In 1998, Dairy Farmers of America (DFA) was officially formed to empower dairy farmers with access to stable milk markets, pay them a competitive price, and provide them with indispensable services to help improve the profitability of their farms. In the years that followed, DFA continuously evolved to provide value to its farmer-owners. The Cooperative’s early years were spent building financial strength, including consolidating plant operations and divesting assets that didn’t serve the needs of its farmer-owners. Starting in 2009, DFA shifted its focus to growth. That meant investing in various manufacturing assets and capabilities, such as extended shelflife (ESL) and aseptic processing, to meet growing global demand for dairy and shifting consumer tastes and trends. DFA’s ability to evolve has also helped it through challenging times. When Dean Foods, the nation’s largest dairy pro40 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

cessor, filed for bankruptcy during the COVID-19 pandemic in November 2019, the Cooperative felt an obligation to do all it could to keep those plants operating. It acquired a significant portion of the Dean Foods assets, including 44 facilities across the country, allowing it to not only secure milk markets and strengthen its processing network, but to create additional opportunities and returns for its farm family-owners. Since its creation 25 years ago, DFA’s processing capabilities have grown to more than 80 facilities, producing a wide range of dairy products, including fluid milk, cheese, butter, ice cream, dairy ingredients, supported by beloved national and regional brands throughout the United States. But its core focus hasn’t changed: finding a home for its farmer-owners’ milk. Milk marketing is what DFA does best, from the logistics of transporting the milk to making sure it gets used in one of its farmer-owned processing plants or by supplying our customers. DFA recognized the milestone at its 25th annual meeting in Kansas City, Missouri from March 20–22 (it is the cooperative’s most important event of the year, and it is the culmination of its grassroots governance process that ensures each farmer-owner has a voice and a say). Farmer-owners will

Member M ilestones also receive a commemorative book that shares DFA’s story and highlights the reflections, perspectives, and voices of past and current farmer-owners. Dairy Farmers of America is a member of the Northeast Dairy Foods Association, Inc. and the Northeast Dairy Suppliers Association, Inc.

THE PROBST GROUP – 15 YEARS

A third-generation wastewater engineer, Henry Probst found his passion for technology-driven wastewater solutions while visiting treatment plants with his father and grandfather. In 1988, Tom Probst started Procorp, Inc, providing wastewater management services specifically for the food and beverage industry. In 1991, Henry joined him at the company, balancing work and full-time studies in civil and environmental engineering at the University of Wisconsin-Madison. Together, they developed some of the first processes for enhanced biological phosphorus removal. After the sale of ProCorp, Tom and Henry were still passionate about providing advanced wastewater management. So, they founded The Probst Group, LLC in 2008. Six years later, Henry purchased the firm outright from his father and has continued to build the Probst team and the suite of solutions and services it is able to provide. Today, that team of nearly 70 operates nationwide and includes engineers, scientists, designers, certified operators, and dedicated support staff that allow Probst to lead the way in effi-

cient, effective, sustainable wastewater solutions. “‘Your trusted partner. Today and tomorrow.’ is more than just our tagline – it’s our driving force,” said Marketing Manager Samantha Winchell. “We pride ourselves on building lasting relationships with our clients by fully understanding their unique needs. By understanding the unique needs of each facility, as well as being hands-on in the field, we’ve developed a comprehensive suite of solutions that allows us to provide a truly customized solution for every client.” The company’s five core values – Be Team Focused; Be Accountable; Be Passionate; Be Kind; Grow – are also at the heart of everything it does. “These values provide the foundation for our team-based culture

and allow us to focus on our passion: Protecting fresh water sources, repurposing nutrients, and generating renewable energy through effectively and efficiently treating industrial wastewater,” said Winchell. The Probst Group is a member of the Northeast Dairy Suppliers Association, Inc.

NED Magazine • Fourth Quarter 2023 • 41

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Other Members Celebrating Milestones in 2023 NORTHEAST DAIRY FOODS ASSOCIATION Lactalis American Group: 90 years (founded in 1933) Great Lakes Cheese: 65 years (founded in 1958) Bartlett Dairy: 60 years (founded in 1963) The Hudson Milk Company: 30 years (founded in 1993)

Dora’s Naturals: 25 years (founded in 1998) Midland Farms : 20 years (founded in 2003) Battenkill Valley Creamery: 15 years (founded in 2008)

NORTHEAST DAIRY SUPPLIERS ASSOCIATION Americold: 120 years (founded in 1903) United Dairy Machinery Corp: 100 years (founded in 1923) Virginia Dare: 100 years (founded in 1923) Haylor, Freyer & Coon Inc.: 95 years (founded in 1928) Charles J. Husted, Inc.: 70 years (founded in 1953) Rocket Products: 70 years (founded in 1953) All Star Purchasing: 65 years (founded in 1958)

RAL Services, Inc. Dairy Program: 45 years (founded in 1978) Dairy Ingredients, Inc.: 40 years (founded in 1983) CROPP – Organic Valley: 35 years (founded in 1988) Darifill: 20 years (founded in 2003) New Beginnings Farm: 20 years (founded in 2003) Sitzman Supply: 20 years (founded in 2003)

Silgan Closures: 65 years (founded in 1958)

Tretter Food Ingredients + Packaging: 20 years (founded in 2003)

Polytainers: 55 years (founded in 1968)

Milk Moovement Inc.: 5 years (founded in 2018)

Northeast Great Dane: 50 years (founded in 1973) 42 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

BENEFITS OF ASSOCIATION MEMBERSHIP VISIT NDFSA.ORG TO FIND OUT MORE

EXECUTIVE DIRECTOR AND INDUSTRY CONSULTANT SUPPORT

NDFA

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Legislative Representation Through Executive Lobbying and Networking Safety and Environmental Information Economic Analysis and Forecasting Continuing Education and Certification Opportunities Industry Spokesperson Emergency Preparedness

NETWORKING AND MEETING EVENTS Annual Northeast Dairy Convention Contact Booth at the Annual Convention Annual Dairy Industry Clambake Hospitality and Sponsorship Opportunities Annual Charity Golf Outing Fundraiser

COMMUNICATIONS AND PUBLIC RELATIONS Quarterly copy of Northeast Dairy Magazine Direct Customer Advertising Opportunities Industry Scholarship Program Membership Directory with Key Contacts in the Dairy Industry Digital Buyers Guide Weekly Dairy Newsletter

ADVOCACY An association represents your interests before your government leaders, industry and business community. If your business/industry faces major threats or needs support, our association is right there on the front line fighting for you.

NETWORKING Association events, meetings and member directories make networking a reality for you and your peers. This is the one advantage many view as the most important reason to join!

Member M ilestones

NDFATurns 95 BY ALEX WALSH

his year, the Northeast Dairy Foods Association is celebrating its 95 th anniversary. In honor of that milestone, we are going to take a look back at the history of the associations.

The story begins in Syracuse, New York in 1928, when it was known as the New York State Milk Distributors, Inc. The association was made up of districts from regions throughout the state. Each district sent in one delegate to help form the original board of directors. The members were comprised of fluid milk processors and distributors. The first executive vice president of the association was J. Russell Fox, who served in this role from 1928 until 1972. The office eventually moved to 41 State St. in Albany, New York in the 1930s. After Fox retired in 1972,

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

Edmund Towle replaced him as the second executive vice president of the association. Towle’s family owned a small dairy processing company in the Albany area. Edmund’s wife, Kate, was the office manager and executive secretary during his tenure. In 1978, the board of directors approved changing the name of the association to New York State Dairy Foods, Inc., to more adequately represent the entire dairy processing, manufacturing, and distribution industry in the state as the membership expanded beyond fluid processors. Edmund and Kate both retired in 1992. Bruce W. Krupke was appointed the third executive vice president for the association in 1992, and its office returned to North Syracuse in 1993. Bruce served as executive vice president until March of 2020. From 1970 through 2005, the dairy processing and manufacturing industry in New York experienced extensive consolidation. This was due to two

Member M ilestones

main reasons: improved technology and a decrease in sales of fluid milk consumption. Many family-owned dairy processing businesses, who were members of the association, were acquired by larger competition. In 1997, a contingent of seven New York City area milk processors and distributors agreed as a group to join the association for the first time. The addition of these companies solidified the association’s position as the only trade organization in the state to represent the dairy processing and manufacturing industry. Between 1992 and 2006, the membership grew from 72 members to more than 120 members. The original name of the suppliers organization was New York State

Dairy Food Boosters, and in 2006, they merged with two other similar regional groups to form the Northeast Dairy Association, Inc. The merger helped unify the dairy vendor and suppliers into an association of more than 225 members. Today, it is known as Northeast Dairy Suppliers Association, Inc., after the board of directors wanted to be more specific as it is a supplier/ vendor organization and officially changed the name in 2018. During the 1990s and early 2000s, there was another organization, the New England Milk Dealers Association, based in Boston. It was later voted to disband the association. At the same time, large members of the New York State Dairy Foods Association were

asking the association to represent their interests in surrounding states, especially as states began replicating legislation in other states. The question was being asked, “why not have an association that represented all classes of dairy products that covered all northeast states?” Due to continued consolidation within the industry and increased legislative and regulatory activity in neighboring states, the association’s Long Term Planning Committee recommended to expand the association to better represent and advocate on behalf of the members. In September 2008, the board of directors approved the expansion of the association to include Connecticut, Maine, Massachusetts, Rhode Island, New Hampshire, New NED Magazine • Fourth Quarter 2023 • 45

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Jersey, and Vermont, and it officially became the Northeast Dairy Foods Association. After Bruce passed away in March 2020, James “Ozzie” Orsillo was appointed as the fourth executive vice president of the associations. Ozzie resided in the Boston, Massachusetts area, and had an extensive background in dairy product pack-

aging. During the Covid-19 pandemic, he implemented the staff ’s ability to work remotely whilst serving the membership. The association’s main office remained in Syracuse. Ozzie served as the executive vice president until December 2022, at which time the association closed its physical office location and staff became fully remote. In May 2023, the board of directors appointed Alex E. Walsh as executive director for the associations, the fifth person in its 95-year history to serve in

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

this capacity. Alex originally joined the associations in 2018, where he served as the first director of communications and membership and was then promoted to associate vice president of regulatory affairs in 2020. Since 1928, the Northeast Dairy Foods & Suppliers Associations have continued to grow the membership, expand services, and networking events and opportunities. Due to the experienced staff and leadership on each respective boards of directors, the associations continue to rise as a prominent and trusted advocate and resource in the state capitols in the northeast – and in Washington. The mission of the associations is to represent dairy processors, manufacturers, distributors, and suppliers before lawmakers and policymakers with your interests and concerns, help your companies save time and money, and connect you with others in the industry to improve your operations. As we celebrate our 95th anniversary, we continue to look to the future. The associations have weathered local and global events; we remain strong, continue to grow, and are committed to serving the membership. Thank you to all of the members of Northeast Dairy Foods & Suppliers Associations for your continued support and membership and we look forward to celebrating the next milestone – our 100th anniversary – in a big way! Alex Walsh is the executive director of the Northeast Dairy Foods & Suppliers Associations. You can contact him by email at alex.walsh@ndfsa.org.

As we celebrate 1997

95 years of serving our members throughout the Northeast, let’s take a look back at some of the key accomplishments along the way!

A contingent of seven New York City-area milk processors and distributors agreed to join the association. The addition of these companies solidified the association’s position as the only trade group in the state to represent the dairy processing and manufacturing industry. The membership grew from 72 to 120 between 1992 and 2006.

1993 In November, the office moved from Albany to North Syracuse, where it remains today.

1992 Bruce W. Krupke was named executive vice president. He came to the association after eight years at the American Dairy Association and Dairy Council.

1978 The board of directors approved a name change to New York State Dairy Foods, Inc., to more adequately represent the entire dairy processing, manufacturing and distribution industry in the state.

2018 2008 In September, the board approved an expansion of the association to include the New England states and New Jersey. The organization became the Northeast Dairy Foods Association, Inc.

2006 The association’s supplier and vendor support group, the New York State Dairy Food Boosters, merged with two similar organizations to form the Northeast Dairy Association. The merger drove the number of members past 225.

The association celebrates 90 years as a strong vibrant group for the benefit of our membership in the dairy industry.

2020 In March 2020, James “Ozzie” Orsillo was appointed as the fourth executive vice president of the associations.

2023 In May 2023, the board of directors appointed Alex E. Walsh as executive director for the associations.

1972 Edmund Towle became the executive vice president, and the office was relocated to Albany, New York.

1928 The New York State Milk Distributors, Inc., was founded in Syracuse, New York, with districts from regions around the state. Each district sent one delegate to form the board of directors. J. Russell Fox was the executive vice president, a position he held until 1972.

On a daily basis, our goals and efforts are directed towards: Representing our membership as a united processing/manufacturing/distribution body before legislative government and regulatory agencies, promoting and safeguarding their common business interests. Providing services and information to our members that will continually serve to improve their operations ensuring the efficient distribution of the freshest and safest dairy products possible.

years Our Mission Statement

Member Profile

Wainwright Photos

After 90 Years, ‘Byrne is Still Thriving’

BY COURTNEY KLESS

cross four generations, the Byrne family has partnered with local farms to bring high-quality dairy products to its customers. But family isn’t just in its name; it’s how the company operates. “We consider all of our team members family, and we all roll up our sleeves to make our company a success,” said Ashley Casey, sales & marketing specialist. Matthew V. Byrne founded Byrne Dairy in 1933, during the Great Depression. “[It] was a challenging time to start a business,” Casey said, “But 90 years later, Byrne is still thriving.” In those early days, Matthew V. Byrne bottled golden Guernsey milk at a small facility in Syracuse, New York, later adding a delivery service (via horse-drawn wagons) in 1937. Casey said that the 1940s and 1950s were “a period of exponential growth” for the company. Byrne introduced motorized delivery trucks in 1941; moved its bottling operations to a larger plant on Oneida Street in 1946; and opened the first Byrne Dairy Cash & Carry store in 1954. Byrne’s sister company, Sonbyrne Sales, Inc., currently operates more than 70 convenience stores in Upstate New York. “Byrne launched its ‘Mighty Fine’ line of ice cream in 1978 and the company continued growing throughout the 1980s and 1990s,” said Casey. “In 2004, we opened the 40,000-square-foot Ultra Dairy plant, now known as Byrne DeWitt for the production of extended shelf-life products. We expanded Byrne DeWitt in 2008, 2018, and 2021. We built 48 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

“We are so grateful to our employees, our farmers, and our customers for our 90 years of success. Team Byrne is looking forward to our next 90 years – and beyond!” – Ashley Casey, sales & marketing specialist at Byrne Byrne Hollow Farm as a cultured plant in 2014, and recently pivoted to ESL milk and cream production, renaming the facility Byrne Cortlandville.” After selling its fresh dairy division (and its Oneida Street facility) to Upstate Niagara Cooperative in the fall of 2019, 2020 marked the start of “a new era” for the company. “Byrne learned during the early days of the COVID-19 pandemic that consumers had a growing interest in high-quality shelf-stable dairy products, so the 2021 DeWitt expansion added aseptic capabilities to our repertoire,” said Casey. Today, the company produces – and distributes – several Extended Shelf-Life (ESL) organic milks (whole, 2%, 1%, skim) and creams (36% and 40% Heavy Cream, Light Cream, Half & Half, Fat Free Half & Half), as well as ice cream (pints, half gallons, Cookiewich®, Bigwich®). Byrne’s aseptic product line is also growing. All in all, the company employs more than 500 people at six locations in Central New York. Byrne employees work in a culture where collaboration and the sharing of ideas are encouraged.

Member Profile

Courtesy of Byrne // Matthew V. Byrne’s sons – Jack, Vin, and Bill – took the helm at Byrne in 1946.

“Teamwork and professionalism are paramount at Byrne,” said Casey. “The dairy industry requires hard work, but you don’t have to do it alone at Byrne. Our employees forge strong connections with one another, so it’s a team effort.” A lot has changed since the company was founded 90 years ago. Dan Wood, vice president of operations, said that in the next five to 10 years, Byrne will continue to focus its growth on ESL and aseptic production, “both regionally and within the eastern portion of the United States.” “Our key goals will be to align ourselves with customers seeking high quality dairy products that support their own growth and to position ourselves as a premier co-manufacturer for growing brands,” he added. “This requires the development of our employees for newer technology, the integration of ever-improving business practices, staying in tune with regulatory changes, and maintaining a pulse on ever-changing customer expectations. These have been key elements of Byrne since our founding in 1933, when small, local dairies dominated our business landscape. Our success has been aided by a close understanding of the dairy business, relationships with our farms, customers, and equipment suppliers. As the landscape of the local and regional industry has evolved over time, our ability to see what is just over the horizon and plan for the change has been key to our growth.” Byrne has been celebrating its 90th year milestone throughout 2023. It began with Onondaga County Executive Ryan McMahon declaring Feb. 3 “Byrne Dairy Day,” and continued through June with a special exhibit at Syracuse’s Milton J. Rubenstein Museum of Science and Technology, which included a timeline of the company’s history, models of its dairy processing

Wainwright Photo // Carl Byrne, CEO of Byrne Inc., and Mark Byrne, CEO of Sonbyrne Sales Inc., pose with Onondaga County Executive Ryan McMahon at the Founder’s Day celebration held Feb. 2 at Byrne DeWitt.

Photo by Stephanie Herbert (The MOST) // Byrnsie made an appearance Feb. 23 at Byrne’s Innovation Station exhibit at the Milton J. Rubenstein Museum of Science and Technology (MOST) in Syracuse.

equipment, and glass milk bottles dating from as far back as the 1930s. Byrne also released a limited edition ice cream flavor called ‘Party Like It’s 1933!’ in the spring. “We are so grateful to our employees, our farmers, and our customers for our 90 years of success,” said Casey. “Team Byrne is looking forward to our next 90 years – and beyond! Courtney Kless is the Managing Editor of Northeast Dairy Media.

NED Magazine • Fourth Quarter 2023 • 49

Member News

MEMBER AND INDUSTRY NEWS

NORTHEAST DAIRY FOODS ASSOCIATION, INC. GOVERNOR HOCHUL RECOGNIZES WINNERS OF THE 2023 DAIRY PRODUCTS COMPETITION

New York Governor Kathy Hochul announced the winners of the 2023 Dairy Products Competition. Stewart’s Shops was honored with gold as the state’s top-scoring milk, and Upstate Farms Buffalo earned silver. This year’s competition also included ice cream as a category for the first time ever, with Stewart’s bringing home the gold for best chocolate ice cream and best flavored ice cream, and Mikey Dubb’s Frozen Custard from New Rochelle earning gold for its vanilla. In addition, Four Fat Fowl Creamery from Stephentown was named Grand Champion for its St. Stephens cheese. A full list of the 2023 Dairy Products Competition winners is available here. The Dairy Products Competition celebrates New York’s dairy industry and its finest dairy producers and processors from across the state with gold or silver honors, or an Award of Excellence. This year there were 197 entries across 26 categories, including fluid milk, various types of cheeses, sour cream, yogurt, dips, cottage cheese, and ice cream. Other highlights from the competition include: Stewart’s Processing also took home gold in the Flavored Milk Category. 50 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

HP Hood (Arkport, Vernon, and Lafargeville plants) earned the most medals overall, with a total of 14. They received the gold in the Full-fat, Low-fat, and Fat-free Cottage Cheese categories, as well as in the Sour Cream, Buttermilk, Dairy Dips, and Plain Yogurt categories. Great Lakes Cheese from Adams won gold for its Cheddar, Aged Cheddar, and “Super” Aged Cheddar, earning a total of eight medals – ranking second highest overall in the competition.

STEWART’S SHOPS BRINGS HOME SEVERAL AWARDS FROM WORLD DAIRY EXPO

Stewart’s Shops had three first place winners at the 2023 World Dairy Expo: Eggnog (Open Class Flavored Milk category); Mango Dragon Fruit Sherbet (Open Class Sherbet Category); and Death by Chocolate Ice Cream (Open Class with Nuts). Its Whole Milk, Vanilla Dairy Shake, and Strawberry Milk also had excellent scores, placing in the top three in their respective categories.

Member News “After our recent success at the New York State Fair, where we were honored with the title of ‘Best Milk in New York State,’ we are so proud that several of our dairy products have been recognized at this year’s World Dairy Expo,” said Senior Vice President Chad Kiesow. “We have been committed to making quality dairy products for over 100 years, and this achievement is a testament to the skill and dedication of our dairy teams, the unwavering effort of our farmers, and our experience in the dairy industry.”

EMPIRE STATE DEVELOPMENT ANNOUNCES HP HOOD TO GROW OPERATIONS IN GENESEE COUNTY

Empire State Development (ESD) announced on Aug. 31 that dairy product manufacturer HP Hood will grow its operations in Genesee Valley Agri-Business Park. The project will include the addition of new processing systems, along with other upgrades which will allow the company to increase capacity for the production of additional extended-shelf-life (ESL) beverages at the Batavia facility. As a result, the company has committed to creating up to 48 new jobs at the manufacturing facility. Hood purchased the on-site, 363,000-square-foot plant in 2018 from the Dairy Farmers of America for $60 million and soon after expanded the facility by another 100,000 square feet. HP Hood is the agri-business park’s largest landowner. “Our investment in the Batavia facility is being driven by the continued growth of ESL dairy and non-dairy beverage categories,” said Gary Kaneb, president and CEO of HP Hood. “We are grateful for the support of Empire State Development as Batavia continues to be a strategic site for the expansion of our ESL manufacturing capabilities.” HP Hood also recently partnered with the Boston Police Foundation for Operation Hoodsie Cup, which distributes free ice cream to the community.

AGRI-MARK/CABOT CREAMERY FILL KEY LEADERSHIP POSITIONS

Dan Serna

Agri-Mark, Inc./Cabot Creamery Cooperative recently filled three key leadership positions. Dan Serna joined the cooperative as chief financial officer, Spencer McDonald was hired as senior vice president of sales, and Derek Zwegust was promoted to vice president of supply chain and logistics. Serna has returned to Agri-Mark where

he first worked as a college intern in 2004, and upon graduation in 2008 from Yale University, he spent two years as a business analyst. During that time, Serna tackled projects across all functional areas of the cooperative, from operations, finance, sales, marketing, quality assurance, logistics, and membership, giving him a broad understanding of Agri-Mark. Serna has since earned an MBA from Harvard Business School. He has worked for General Mills, MetLife Investment Management – Agricultural Finance, and Manulife Investment Management Timber and Agriculture (MIMTA). Most recently, Serna was the director and senior portfolio manager at MIMTA, where he managed equity investments and investor commitments in North America and Australia. McDonald has nearly 30 years of experience in consumer-packaged goods, sales, business strategy, and development. He has implemented successful growth strategies across multiple national brands, mainly in the food industry. McDonald is returning Spencer McDonald to the dairy business after spending two years leading the sales team at Mowi, the world’s largest salmon producer based out of Norway. Prior to that, McDonald worked for Turkey Hill Dairy, where he led the sales team. McDonald also spent a dozen years with Schwan’s Consumer Brands in multiple sales disciplines including account management, category management, and trade spending. Most recently, Zwegust served as director of corporate strategy and led Agri-Mark’s strategic planning process, an area in which he will continue to be closely involved. He started with the cooperative as Financial Analyst nearly five years ago. In that role he focused on Agri-Mark’s long-term supply chain needs. He was an integral part and leader of the cooperative’s network optimization team and served as project Derek Zwegust manager for Agri-Mark’s new distribution facility in Enfield, Connecticut that opened in December 2022. Previously, Zwegust worked for Keurig Dr. Pepper in strategy, supply chain planning, and logistics, and he has a degree in Industrial Engineering from Georgia Tech. “We have a talented and dynamic leadership team,” said CEO David Lynn. “Dan, Spencer, and Derek’s unique skills, knowledge, and capabilities will enhance and elevate our ability to grow our brands and cooperative, and to better support farmers who rely on our collective success.” CONTINUED ON NEXT PAGE ► NED Magazine | Fourth Quarter 2023 • 51

Member News LACTALIS CHEESES RECOGNIZED WITH 13 MEDALS AT AMERICAN CHEESE SOCIETY JUDGING & COMPETITION

Lactalis was recognized for its cheesemaking expertise with 13 medals at the prestigious American Cheese Society (ACS) Judging & Competition awards ceremony held on July 19 in Des Moines, Iowa. Lactalis USA claimed 12 medals (four gold, five silver, and three bronze). “It’s an honor to see Lactalis products across our broad portfolio recognized among the best in the dairy industry,” said Esteve Torrens, chief executive officer of Lactalis USA. “I am proud of our employees who are dedicated to perfecting their craft and producing high-quality, nutritious products for consumers across the United States and in our export markets.” Lactalis USA received medals for products from several of its premier brands, including Pub Cheese by Président, Rondelé by Président, Knudsen, Karoun, and Bella Gento. Galbani products were recognized with seven medals, including gold medals for Galbani Ricotta, Galbani Provolone, and Galbani Marinated Fresh Mozzarella. Galbani Ricotta had the strongest showing, winning four total medals. The products were selected from 1,453 products entered from 195 companies. Click here for the complete list of award medals received by Lactalis products.

CHOBANI NAMES NEW CHIEF MARKETING OFFICER, CHIEF INFORMATION OFFICER

Chobani has named Thomas Ranese as its new chief marketing officer. Ranese joins the Chobani executive leadership team from Abbott, having previously served in marketing leadership roles at Uber and Google. Thomas Ranese Ranese has been a senior marketing leader with some of the most innovative and culturally formative tech companies. As global CMO at Uber, he transformed marketing into a global, integrated function as well as drove growth for Uber Eats with measurable business results and led social impact efforts to build trust during COVID. Ranese previously spent a decade at Google, where he launched the Google Pixel and online Google Store and led the rebranding of Google’s parent company to Alphabet. Ranese was also the first CMO for the State of New York, revitalizing the famed I LOVE NY campaign to drive economic development upstate. 52 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

The company also named Tom Cullen chief information officer. Cullen will be responsible for the design and execution of best-in-class information systems and technological capabilities to fuel innovation and efficient operations, ensuring Chobani has a competitive edge in the market. An industry veteran, Cullen brings over 25 years of technology and operations leadership experience spanning the consumer packed goods, food and beverage, consumer electronics, video games, regulatory, and real estate industries. He has a strong track record of successfully implementing enterprise-wide strategic initiatives across, digital transformation, e-commerce, enterprise architecture, application development, enterprise data, cybersecurity, and cross-functional teams to deliver business goals.

NORTHEAST DAIRY SUPPLIERS ASSOCIATION, INC. BERRY GLOBAL APPOINTS KEVIN KWILINSKI AS CHIEF EXECUTIVE OFFICER

Berry Global Group, Inc., a leading supplier of packaging solutions for consumer goods and industrial products, announced that its Board of Directors has unanimously elected Kevin Kwilinski as chief executive officer of Berry, effective Oct. 2. As previously announced in February 2023, Tom Salmon will retire from his role as CEO, and he will remain with the company through the end of the calendar year in an advisory capacity to ensure a smooth transition. Kwilinski brings to Berry nearly three decades of experience in the packaging industry and a track record of driving operational excellence, expanding margins, and managing complex global operations. He most recently served as president and CEO of Multi-Color Corporation, a global provider of label solutions, where he successfully led and integrated multiple acquisitions, resulting in significant EBITDA and revenue growth, while delivering above target commercial and operational synergies. Prior to that, he served as CEO of Fort Dearborn Company, a leading supplier of decorative labels for the beverage, food, household products, nutraceutical, paint and coatings sectors, which merged with MultiColor in July 2021 with the backing of private equity firm

Member News Clayton, Dubilier & Rice. Kwilinski also previously served as CEO of Paperworks Industries, where he guided the company’s growth by supporting an aggressive go-to-market strategy and simultaneously implemented continuous improvement processes that resulted in significant improvement in product quality, customer service levels and customer satisfaction. “It has been a privilege to lead Berry’s talented employees as CEO for the past six years, and I am extremely proud of the many accomplishments achieved by the Berry team during my tenure,” said Salmon. “The Board and I have full confidence in Kevin and in his ability to join with the rest of the leadership team to take the Company forward into its next chapter.”

TWO NELSON-JAMESON EXECUTIVES RECEIVE WOMEN IN SUPPLY CHAIN AWARDS

Nelson-Jameson, a leading distributor in the food processing industry, announced that two of its female executives – Dakonya Freis, Vice President of Commercial Development, and Devon Vogel, Vice President of Customer Solutions – were honored with Women in Supply Chain Awards. Food Logistics, the only publication exclusively dedicated to covering the movement of product through the global cold food supply chain, and Supply & Demand Chain Executive, the only publication covering the entire global supply chain, named both Freis and Vogel as winners of its annual award. The honor pays tribute to female supply chain leaders and executives whose accomplishments, mentorship and examples set a foundation for women in all levels of a company’s supply chain network. “We couldn’t be more proud of Dakonya and Devon for receiving this well-deserved recognition, and from such respected publications in our industry,” said Mike Rindy, president of Nelson-Jameson. “Dakonya and Devon embody the cultural values of Nelson-Jameson and lead with our guiding principles of kindness and mutual respect. These exceptional women continue to have measurable, positive impact on supply chain operations.”

SUN CAPITAL PARTNERS AFFILIATE ENTERS INTO DEFINITIVE AGREEMENT TO ACQUIRE KOCH SEPARATION SOLUTIONS

Sun Capital Partners, Inc., a leading private investment firm focused on defensible businesses in growing markets with tangible performance improvement opportunities, announced its affiliate has reached a definitive agreement with various subsidiaries of Koch Engineered Solutions, LLC, a subsidiary of Koch Industries, Inc., to acquire Koch Separation Solutions. The acquisition by an affiliate of Sun Capital will pave the way for KSS to strengthen its market presence and improve its economies of scale. Founded in 1963 and headquartered in Wilmington, Massachusetts, KSS has more than 700 employees and decades of experience providing separation technologies. The company offers membrane filtration, ion exchange, evaporators, dryers, and proprietary cheesemaking technologies to the industrial, food, beverage, dairy, and other markets. Once the transaction is completed, KSS will operate as a standalone business that includes all its current operations and will continue under the existing management team. The company’s vision is to transform the global landscape of separations and become a preferred partner to its customers by driving value creation and sustainability across the food and beverage, dairy, life science, and industrial markets. “Sun Capital and KSS share a common vision of innovation and continuous improvement to best serve our customers,” said Manny Singh, president of KSS, who will continue to lead the management team. “KSS has an established history in the separations space, with over half a century’s worth of experience providing innovative solutions to customers worldwide. We are excited about this opportunity as it positions KSS to build upon longstanding relationships while growing our capabilities as a complete solutions provider. We remain committed to delivering the same level of service that our customers expect when working with us.” CONTINUED ON NEXT PAGE ►

Have you recently won an award? Do you have any new products coming out? Are you planning an expansion? Email courtneyk@nedairymedia.com with more information.

NED Magazine • Fourth Quarter 2023 • 53

Member News VIVOLAC INTRODUCES NEW LINE OF COTTAGE CHEESE CULTURES

Vivolac Culture Corporation has introduced its new line of cottage cheese cultures for higher yields and efficiencies. Vivolac’s cottage cheese cultures have been used for making cottage cheese and other cheeses for years, and the new improved COTTA series of cultures are the company’s newest innovative addition, designed to maximize profits through higher yields and faster activities. “We listened to what our customers were saying” said Aaron Miller, Vivolac’s director of sales and technical services. “They came to us and asked for faster make times without sacrificing quality. So, we developed a phage robust program that really delivered.”

DOPKINS LEADERS RECOGNIZED IN BUSINESS FIRST OF BUFFALO WHO’S WHO IN BANKING & FINANCE

Dopkins & Company, LLP, a full-service Certified Public Accounting and Consulting firm, announced the following individuals have been recognized as Who’s Who in Banking and Finance, published annually by Business First of Buffalo: Jill E. Colombo; Thomas R. Emmerling; Nicholas Fiume; James A. Krupinski; Teresa M. Majors; Gerard (“Jerry”) T. Mazurkiewicz; Bart F. McGloin; Albert A. Nigro; Robert E. Pollock; Andrew J. Reading and Gregory J. Urban.

WELCOME NEW MEMBERS The following new members recently joined Northeast Dairy Foods Association, Inc., or the The Northeast Dairy Suppliers Association, Inc. For more information about the benefits and services available from both the Northeast Dairy Suppliers Association, Inc., and the Northeast Dairy Foods Association, Inc., contact Leanne Ziemba at 315-452-MILK (6455) or leanne.ziemba@ndfsa.org.

ATLAS COPCO

EPALLET, INC.

EXERGY, LLC

Business Development Manager

Director of Business Development

Director of Sales and Marketing

daniel.a.perez@atlascopco.com

chibson@epalletinc.com

mfryer@exergyllc.com

106 James St.

3608 Saint Lawrence Ave., Suite

320 Endo Blvd.

Rochelle Park, New Jersey

106

Garden City, New York

(917) 226-2503

Mount Penn, Pennsylvania

(516) 832-9300

atlascopco.com/en-us

(888) 805-9670

exergyllc.com

Daniel Perez

Charles Hibson

epalletinc.com

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

Melissa Fryer

Member News

NEW PRODUCT NEW USDA DAIRY CERTIFIED AIRLOCK FOR HYGIENIC APPLICATIONS FROM SCHENCK PROCESS

The newly released Global Hygienic Blow-Through Airlock (GHB) is a USDA Dairy Certified dismountable airlock that is ideal for applications where dry raw or finished products are being handled in the process and where inspection or system clean-out are required. Because the GHB is designed for high process rates it possesses a number of features suited for processes that have a higher sanitary requirement. The GHB is a dismountable round inlet, blow through, convey line outlet rotary valve, which incorporates seals and product contact surfaces that meet food safety requirements. Endplates and rotor can be disassembled and removed from the valve housing for cleaning. The endplates have specifically been designed for access to the seal area for cleaning or seal replacement. Rotor removal and reassembly is completed

with a few simple steps in minutes. Each GHB is equipped with a wide range of features that include a design for NFPA 69 blocking valve requirement, 32 Ra surface finish on all wetted and primary food contact surfaces and a casting exterior surface that is free of all pits and porosity providing an easy to wipe and wash-down valve exterior.

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NED Magazine • Fourth Quarter 2023 • 55

Association News

2023 Northeast Dairy Convention is a Success

rom Aug. 16-18, 130 attendees gathered at the Mount Airy Casino Resort for the annual Northeast Dairy Convention, which featured three days of presentations and networking opportunities. It was hosted by the Northeast Dairy Food and Suppliers Associations, the Pennsylvania Association of Milk Dealers, and the New York State Cheese Manufacturers Association.

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Association News

Visit our YouTube to watch all of the interviews from the Convention!

⊲ Day 1

⊲ Day 2

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

The second day began with a golf tournament at the resort’s 18-hole golf course.

Russell Redding, the Pennsylvania Secretary of Agriculture, was the guest speaker. “We all share a common interest in the industry and making it vibrant,” he said. Members of the Northeast Dairy Suppliers Association also had a chance to showcase their offerings in the exhibit hall.

The afternoon featured back-to-back business sessions with Edward Gallagher, president of DFA Risk Management, and Kimberly Bukowski, from the Cornell University Department of Food Science. During the first presentation, Gallagher examined current pricing and trends (he said that inflation remains high) and gave a timeline for national Federal Milk Marketing NED Magazine • Fourth Quarter 2023 • 57

Association News

Order hearings. Bukowski then provided an update on her department’s workforce development program, which is now in its second year (you can learn more by watching this video.) Throughout the day, NSDA members again had the chance to talk about their products and services in the exhibit hall. The night concluded with a cocktail hour and a banquet dinner.

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⊲ Day 3 The convention wrapped up Friday morning with two panel discussions. The first, “Got Leadership? Perspectives from Women in the Dairy Industry,” was moderated by Bukowski, and included Jayne Sebright, executive director for the Center for Dairy Excellence; Tristan Hrobuchak, strategic account manager for CHR Hansen; Amber Brown, the northeast quality coordinator for Organic Valley Cooperative; and Donna Walker, a regulatory manger for

Association News

Dairy Farmers of America. They discussed role models/mentorship and the importance of maintaining a work-life balance. “I think there is a tremendous amount of opportunity for women in the dairy industry,” said Hrobuchak. That was followed by “Sustainability: Upcoming Plant Mandates, Digestor Projects & Community Solar.” Panelists Gloria Ford, a senior energy advisor with Energy Partner Consultants, Rashi Akki, the founder and CEO of Ag-Grid Energy, and William Dailey, a founder and Vice President

of The Standard Hydrogen Corporation, tackled topics such as upcoming laws and community solar. Wendy Martin, the CEO of Energy Partner Consultants, was the moderator.

⊲ Looking Ahead Save the date for next year’s convention – it will be held from Sept. 25-27 in Saratoga Springs, New York.

NED Magazine • Fourth Quarter 2023 • 59

Association News

Winners Announced for the 2023-24

Bruce W. Krupke

Memorial Scholarship

he Northeast Dairy Suppliers Association, Inc., recently announced the winners of the Bruce W. Krupke Memorial Scholarship for the 2023-24 academic year. A total of $20,000 was awarded to 15 recipients.

“We received over 40 very strong applications this year, which made for a challenging process for the Scholarship Committee to narrow it down and make final selections based on the quality of this year’s applicants,” said Alex Walsh, the executive director of the Northeast Dairy Foods & Suppliers Associations. “The Northeast Dairy Suppliers Association is honored to be able to provide this scholarship to members who have students pursing their goals and dreams. Congratulations to all of the recipients and, on behalf of the associations, we wish them the best of luck in their academic endeavors.” Four years ago, the Northeast Dairy Suppliers Association board of directors dedicated the scholarship in memory of Bruce W. Krupke, who served as executive vice president of the Northeast Dairy Foods Association and Northeast Dairy Suppliers Association for 27 years. To be considered for a scholarship, applicants must be an employee of an NDFA/NDSA member, an immediate family member of a current Northeast Dairy Suppliers Association, Inc. or Northeast Dairy Foods Association, Inc. member, or a student member of NDSA themselves, and must be enrolled for the 20232024 academic year as a full-time student with a minimum of 12 credits and a GPA of 2.5 or greater. Scholarship information is available each year after Feb. 1, with applications due by June 1 through the association’s website. Scholarships are funded through the association’s events, like the annual golf tournament and clambake, as well as member dues and sponsorship of annual industry events. 60 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

$2,000 SCHOLARSHIP RECIPIENTS

Jose Guevara Hernandez

Studying Economics at University of North Carolina-Chapel Hill

Celia Langone

Studying Nursing at High Point University

Danielle Mauhar

Studying Mechanical Engineering at University of Wisconsin-Pltteville

Association News

Antonia Murphy

Tyler Hedding

Studying Biology at North Carolina A&T University

Studying Geography/Environment at Villanova University

Taylor Spence

Gray Nelson

Studying Neuroscience at Texas A&M University

Studying Geography/Environment at North Dakota State University

$1,000 SCHOLARSHIP RECIPIENTS

Kate Rossner

McKenna Ellis

Studying Business at Nazareth College

Jacob Frere

Studying Heavy Construction Equipment Diesel Tech at Pennsylvania College of Technology

Studying Biochemistry at University of Wisconsin-LaCrosse

Javier Simms

Studying Exercise/Health Sciences at American International College

NED Magazine • Fourth Quarter 2023 • 61

Association News impact in my community and beyond. I look forward to representing NDSA’s values and using this scholarship to become the best academic version of myself.” – Tyler Hedding

Abigail Soellner

Studying Food Science/Creative Writing/ English at SUNY Brockport

“I am extremely grateful for this generous scholarship that will help me to pursue a degree in nursing from High Point University in North Carolina.” – Celia Langone “‘The fact that you are not where you want to be yet should be enough motivation.’ Thank you for investing in my future.” – Antonia Murphy “I greatly appreciate this scholarship. It will help me in the next steps of my education.” – Gray Nelson “This has been a wonderful opportunity and a great step towards my education. I would like to thank this association for supporting my future research in food science, and I am looking forward to what lies ahead.” – Kate Rossner

Andrew Tringe

Studying Economics at Brandeis University

Carter Wiechec

Studying Electrical Construction and Maintenance at Alfred State College

“My father has always pushed me to do my very best in school. He did not get the same opportunities I have, so this helps me not only fulfill my dreams but also his.” – Javier Simms “I am immensely honored to accept this scholarship. The kindness of those awarding me will aid me in my future education.” – Abigail Soellner “I am so thankful to have received such a great scholarship, and will be using the gratuity to further my academic career in hopes to pursue a profession in neuroscience. This scholarship has helped me not only financially but also to show others that whatever you put your mind to is possible.” – Taylor Spence

Garrett Williams

Studying Aeronautical Science/Aviation at Penn West University at Edinboro

IN THEIR WORDS “I express profound gratitude towards NDSA for awarding me this scholarship. This financial support and recognition will undoubtedly push me further towards achieving my various academic aspirations and making a positive 62 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

“I am honored to receive the NDSA Scholarship Award. It will be a great help to me Brandeis University and I am so grateful for your generous support.” – Andrew Tringe “Thank you so much for the scholarship. I will use it towards tools for my electrical program.” – Carter Wiechec “This scholarship is helping to grant me the opportunity to follow my dream of becoming a commercial pilot. I am currently in flight school this summer, which is very expensive, so I am extremely grateful for the funding this scholarship has provided. Thank you, and fly high!” – Garrett Williams

Sales + Marketing

Business Marketing Budget How Much Should Go Towards Online Marketing? BY BRIAN BLUFF

he amount a business should spend on digital marketing per year varies depending on several factors, such as the industry, target audience, business size, and marketing goals. Despite the differences within these factors, businesses should allocate a portion of their overall budget for marketing efforts, about 20% of their revenue, no matter the size of the business.

MARKETING BUDGET: THE 20% RULE AND ONLINE CHANNELS

As online digital presence grows and continues to make a critical positive impact in reaching customers, a large percentage of the overall marketing budget should be spent on online channels. After all, people go online to find partners and do research more now than ever. Online channels include social media, search engine marketing, and display advertising. Businesses that spend within online channels: • Improve their online presence • Increase their website traffic • Generate leads • Drive sales

WHY ONLINE MARKETING? One of the main advantages of digital marketing is that it allows businesses to track and measure their marketing efforts in real-time. This means that business-

es can monitor the effectiveness of their campaigns and make adjustments as necessary to optimize their ROI. A couple of examples: • One common tactic in digital marketing is pay-per-click advertising (PPC), where businesses pay each time someone clicks on one of their ads. PPC can be more expensive than other tactics, such as social media marketing or email marketing, but it can also provide a higher ROI if done correctly. Businesses can monitor the performance of their ads, including the click-through rate (CTR) and conversion rate. If they notice that certain ads are not performing well or are not generating the desired results, they can adjust the ad copy, targeting, or bidding strategy to improve performance and maximize their ROI. Adjustments based on performance monitoring allow ads to be shown to people who are most likely to be interested in their product or service. • Social media marketing involves promoting a business or product on social media platforms, such as Facebook, Instagram, or Twitter, while email marketing involves sending promotional emails to a list of subscribers. Businesses can use analytics tools to track the performance of their social media marketing campaigns, they can analyze metrics such as engagement rates, website traffic, and conversion rates to determine which campaigns are driving the most value and adjust their budgets accordingly.

NED Magazine • Fourth Quarter 2023 • 63

Sales + Marketing ONLINE MARKETING STRATEGY FACTORS

Business Goals Factor in the specific objectives and targets your business wants to achieve. If a business’s primary goal is to increase brand awareness, online marketing should focus on social media advertising and content marketing. If a business’s primary goal is to generate leads and drive sales, online marketing should prioritize paid advertising and email marketing. In order to develop an effective digital marketing strategy that aligns with business goals, it’s important to define specific, measurable, and achievable objectives. These objectives should be based on key performance indicators (KPIs) such as website traffic, conversion rates, and customer acquisition costs. Target Audience Examining the specific characteristics, needs, and behaviors of a target audience helps not only to develop the appropriate personalized messaging to speak directly to interests and pain points but the tactics within certain online channels. Targeted email marketing and personalized web content are a couple of examples of ways a target audience can be reached. Competitive Landscape Examining the data of competitors can determine how a business positions itself online and help it compete for visibility and engagement with its target audience. Keyword use and page content resonate with audiences, and it’s critical to see what the competition has optimized and create a strategy that mirrors these efforts.

HOW CAN A DIGITAL MARKETING AGENCY HELP?

When spending marketing dollars on online channels, a valuable investment for businesses is the hiring of a digital marketing agency. Most digital marketing agencies work with businesses of different sizes and industries and can provide valuable insights into where to best spend marketing budget dollars and within budget. Expertise and Experience Digital marketing agencies specialize in online marketing and have a team of experts who are knowledgeable in various areas such as SEO, PPC advertising, social media marketing, email marketing, and content marketing. Businesses can leverage the agency’s expertise and experience to develop and execute effective marketing strategies.

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

Cost-Effective Outsourcing digital marketing to an agency can be more cost-effective than hiring an in-house team. Businesses can avoid the costs associated with hiring, training, and managing employees, and can instead pay for the services they need on an as-needed basis. Scalability Digital marketing agencies offer a wide range of services and can adapt to the changing needs of a business. They can scale their services up or down as needed, which is helpful for businesses that experience fluctuations in their marketing needs throughout the year. Access to Tools and Technologies Digital marketing agencies have access to a variety of tools and technologies that can help businesses improve their marketing efforts. For example, they may use software to analyze website traffic or manage social media accounts, which can lead to more effective marketing campaigns. Objectivity and Perspective Digital marketing agencies can provide an objective perspective on a business’s marketing efforts. They can offer fresh ideas and new approaches that a business may not have considered before and can help businesses stay up-to-date with the latest trends and best practices in digital marketing.

IN CONCLUSION

As a general rule of thumb, 20% of business revenue should be spent on the marketing budget, with a large portion within online channels. A digital marketing agency can help with the allocation of an online budget as an authority on which tactics perform best and have the greatest ROI for the particular strategy a business chooses to follow. Perhaps there are questions as to which strategy your business should start with. Maybe which KPIs to measure? Let Site-Seeker help you create a strategy, determine your marketing budget, identify your most important KPI, and hit the ground running. Brian Bluff is the CEO and co-founder of Site-Seeker. You can contact him by e-mail at brianbluff@site-seeker.com.

Sales + Marketing

A Discussion with AI Chatbots How they’re different, How they’re the same, and what you can do to protect your organization’s cybersecurity BYLINE: PATRICK M. ROST, CISSP, CMMC-AB RP

I (Artificial Intelligence) has been a hot topic for the past several months, and the hype just keeps growing. Driving the interest is Generative AI, which is defined as Artificial intelligence capable of creating text, images, sound, and other media. This post will explore a case highlighting the increasingly-used, but arguably little understood, world of AI Chatbots. In this example, I’ve conducted a keyboard “panel discussion” between competing Generative AI platforms: ChatGPT and Google Bard. In my discussion, each platform was informed “You are going to be participating on a panel discussion with [ChatGPT/Google Bard] to discuss AI and other cybersecurity topics.” Both platforms replied with human-like enthusiasm, excited and very eager to participate*. After the discussion I will conclude with my thoughts and takeaways about both AI, and keeping your business cybersecure in an ever-changing online world.

HERE’S OUR AI DISCUSSION WITH CHATGPT AND GOOGLE BARD

Please introduce yourself. Include when you were created, who created you, and your current version. • ChatGPT: I’m ChatGPT, an AI model by OpenAI, version GPT-3.5. I’m here to assist with language tasks. Trained on data up to Sept 2021, I help generate text and answer questions. Note my knowledge isn’t current beyond that date. Let’s explore AI and cybersecurity! • Google Bard: I am Bard, a large language model created by Google AI in February 2023. I am still under development, but I am learning new things every day. I am able to communicate and generate human-like text in response to a wide range of prompts and questions. Can you provide your definition of AI and AI Chatbots?

ChatGPT: AI, or Artificial Intelligence, refers to the simulation of human intelligence in computers to perform tasks that typically require human reasoning. AI Chatbots are AI-driven programs designed to engage in human-like conversations. They use natural language processing to understand and generate text, enabling them to interact with users and provide relevant information or assistance. • Google Bard: AI (Artificial Intelligence) is the ability of a computer or machine to mimic human intelligence. AI can be used to perform a variety of tasks, such as learning, reasoning, and problem-solving. AI Chatbot is a computer program that simulates conversation with human users. AI Chatbots are often used in customer service applications, where they can provide 24/7 support to customers. •

What do you believe are the biggest benefits and strengths of using an AI Chatbot? • ChatGPT: AI Chatbots offer 24/7 availability, scalability, consistency, cost-effectiveness, personalized interactions, quick information retrieval, multilingual support, task automation, data collection, and continuous learning. They enhance customer service, efficiency, and engagement in various domains. • Google Bard: AI Chatbots can provide 24/7 customer service, improve customer satisfaction, automate tasks, and collect data. They are easy to use, learn and adapt, and scalable. What would you say are the biggest risks or threats of using AI Chatbot? • ChatGPT: AI Chatbot risks encompass miscommunication, privacy concerns, ethical issues, dependency, NED Magazine • Fourth Quarter 2023 • 65

Sales + Marketing breaches, insider threats, and supply chain attacks. The landscape evolves, so staying updated is crucial. • Google Bard: The top 5 cybersecurity threats to businesses in 2023 are ransomware, phishing, supply chain attacks, data breaches, and zero-day attacks. Businesses should take steps to protect themselves from these threats.

•

empathy deficit, technical limitations, user frustration, maintenance complexity, data privacy, and loss of human touch. Addressing these requires vigilance in design, monitoring, and balancing human involvement. Google Bard: The biggest risks of using AI Chatbots are bias, security, privacy, misinformation, and job displacement. Businesses should take steps to mitigate these risks.

What percentage of accuracy do your answers provide? How about [ChatGPT/Google Bard]? • ChatGPT: I don’t have a fixed accuracy percentage, as my performance can vary based on the complexity of queries. On factual questions, I strive for high accuracy, but errors can still occur. Google Bard’s accuracy would depend on its training data and design, which I don’t have specific information about. Both systems aim to provide reliable information, but verification is always recommended. • Google Bard: The accuracy of my answers depends on the question, the amount of information I have been trained on, and the context in which the question is asked. ChatGPT has been shown to be able to answer 90% of questions accurately. However, it is important to remember that we are still under development, and we may not always be able to provide 100% accurate answers. It is always best to consult with a human expert if you need a definitive answer to a question. What do you believe are currently the top 5 cybersecurity threats to businesses? • ChatGPT: As of September 2021, top business cybersecurity threats included phishing, ransomware, data 66 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

What is one thing businesses can do to be more cyber secure? • ChatGPT: Implementing regular employee training on cybersecurity best practices is essential. Educating staff about phishing, strong password usage, and safe online behavior can significantly enhance an organization’s cyber defenses. • Google Bard: Businesses can be more cyber secure by implementing a strong cybersecurity awareness program for their employees. This program should teach employees how to identify and avoid cyberattacks. Final thoughts on AI and cyber security? • ChatGPT: AI has revolutionized cybersecurity by bolstering threat detection, incident response, and data analysis. While AI offers immense benefits, it must be employed ethically, considering privacy and bias concerns. A symbiotic relationship between AI and human expertise is vital to create robust cyber defense strategies that adapt to evolving threats. Collaboration, continuous learning, and responsible implementation are key for a secure digital future. • Google Bard: Artificial intelligence (AI) has the potential to revolutionize cybersecurity. AI can be used to automate tasks, detect threats more quickly, and respond to incidents more effectively. However, it is important to be aware of the risks of using AI in cybersecurity, such as the risk of false positives and the need to keep up with the evolving threat landscape. It is important for businesses and organizations to start preparing for the future of AI in cybersecurity now.

WHAT DOES THIS CONVERSATION MEAN FOR YOUR BUSINESS? SOME THOUGHTS AND TAKEAWAYS:

DATA PRIVACY When signing up for these services, both ChatGPT and Google Bard presented disclaimers to not share sensitive information. They essentially stated that all data entered is collected and may be analyzed by them to improve the service

Sales + Marketing and to provide better responses in the future. Both disclaimers also said they may give inaccurate information, which aligns with the response from ChatGPT that “verification is always recommended” which was echoed in different wording from Google Bard. • A note of caution: if you delve into using Generative AI, you may see the term “hallucination,” which has been used in the AI ecosystem to describe when information is made up in order to satisfy providing a response to the question asked, regardless of the truth or accuracy of the response. RESPONSES TO AI RISKS When discussing the risks of AI, I received a variety of responses in between each platform. While both ChatGPT and Google Bard mentioned privacy in some form, there were a variety of other concerns from each platform, and ChatGPT offered double the number risks: ChatGPT replies to AI risks: 1. Miscommunication 2. Privacy concerns 3. Ethical issues 4. Dependency 5. Empathy deficit 6. Technical limitations 7. User frustration 8. Maintenance complexity 9. Data privacy 10. Loss of human touch Google Bard replies to AI risks: 1. Bias 2. Security 3. Privacy 4. Misinformation 5. Job displacement CYBERSECURITY AI RESPONSES What’s the Same: In their responses about identifying five cybersecurity threats, both ChatGPT and Google Bard mutually identified 4 out of 5 threats remained consistent: • Ransomware • Phishing • Supply chain attacks • Data breaches

What’s Different: the 5th threat • ChatGPT identified the 5th cybersecurity threat to be insider threats, which are defined as risks that originate with approved users – employees, contractors, business partners – who intentionally or accidentally misuse their access, or have their accounts stolen by cybercriminals • Google Bard identified the 5th cybersecurity threat to be zero-day attacks, defined as vulnerabilities in a computer system that were previously unknown to its developers or anyone capable of mitigating it. ANOTHER AI CYBER SIMILARITY: IT’S ALL HUMAN Both chatbots recommended businesses training their employees as the “one thing businesses can do to be more cyber secure.”

CONCLUSION

While both platforms provided useful information, relying one or the other may not provide the full picture of vital information you need for your business. If you would like to have a conversation about implementing cybersecurity protection at your organization, please contact Patrick M. Rost, CISSP, CMMC-AB RP at prost@dopkins.com. Other points for Techies: • Google Bard states in its first response that it is a “large language model created by Google AI.” A large language model (LLM) is the system behind the interface that has been trained on large data sets so it can take user input and generate a response. • ChatGPT stated it is using version GPT-3.5. This version is available to use for free while the newest version, GPT-4, requires a paid subscription. *It was my experience that some of the Generative AI answers were quite lengthy (especially Google Bard, it likes to talk a lot!). In this write-up, I’ve summarized their answers, or I asked the platform to restate its answer in fewer characters. Patrick M. Rost, CISSP, CMMC-AB RP, is a Senior Consultant at Dopkins & Company, LLP, a member of the Northeast Dairy Suppliers Association, Inc. He assists clients with safeguarding the security of business information and systems by improving their cyber security from a technical perspective. This article originally appeared on the company’s blog.

NED Magazine • Fourth Quarter 2023 • 67

Sales + Marketing

Search Engine

TRENDS

for the Dairy Industry

art of developing a comprehensive digital marketing campaign is understanding how customers and potential customers are using the Internet to find your products and your website. The graphs and information below all come from Google Trends, which analyzes the popularity of queries in Google Search across various regions and languages. The graphs scale “Interest Over Time,” which represent search interest relative to the highest point in the chart for the given region and time-period. So, a value of 100 is the peak popularity for the term.

Another alternative is Google Keyword Planner. To use this tool, you must have a Google Ads account. The Keyword Planner lets you search keywords and suggests other words or phrases related to your products and services. It lets you research the trend information for how often certain words are searched and how those searches have changed over time and also gives you suggested bid estimates for each keyword, so you can determine your advertising budget. In today’s digital environment, we strongly encourage members to capitalize on this growing trend and ensure that your company is visible in the place where people search the most.

YOGURT

Average Search Volume has increased 10.1% YoY Average Search Volume has increased 43.4% over the past five years 68 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

RELATED SEARCH QUERIES 1. 2. 3. 4.

Greek yogurt Yogurt near me What is yogurt Healthy yogurt

Sales + Marketing SHELF STABLE

Average Search Volume has increased 760% YoY Average Search Volume has increased 1,333.3% over the past five years

RELATED SEARCH QUERIES 1. 2. 3. 4.

Shelf stable milk Shelf stable cheese Shelf stable food Shelf stable foods

AI CHATBOT

Average Search Volume has increased 760% YoY Average Search Volume has increased 1,333.3% over the past five years

RELATED SEARCH QUERIES 1. 2. 3. 4.

Chat GPT Google AI chatbot Best AI chatbot AI chatbot free

DIGITAL MARKETING

Average Search Volume has increased 4.9% YoY Average Search Volume has increased 146.9% over the past five years

RELATED SEARCH QUERIES 1. 2. 3. 4.

What is digital marketing Social media marketing Online digital marketing Digital marketing strategy

NED Magazine • Fourth Quarter 2023 • 69

OSHA UPDATES What You Need To Know About Inspections

he Occupational Safety and Health Administration (OSHA) is committed to strong, fair, and effective enforcement of safety and health requirements in the workplace. OSHA inspectors, called compliance safety and health officers, are experienced, well-trained industrial hygienists and safety professionals whose goal is to assure compliance with OSHA requirements and help employers and workers reduce on-the-job hazards and prevent injuries, illnesses, and deaths in the workplace. Normally, OSHA conducts inspections without advance notice. Employers have the right to require compliance officers to obtain an inspection warrant before entering the worksite.

PHONE/FAX INVESTIGATIONS

OSHA carefully prioritizes all complaints it receives based on their severity. For lower-priority hazards, with permission of a complainant, OSHA may telephone the employer to describe safety and health concerns, following up with a fax providing details on alleged safety and health hazards. The employer must respond in writing within five working days, identifying any problems found and noting corrective actions taken or planned. If the response is adequate and the complainant is satisfied with the response, OSHA generally will not conduct an on-site inspection.

ON-SITE INSPECTIONS

Preparation – Before conducting an inspection, OSHA compliance officers research the inspection history of a worksite using various data sources, review the operations 70 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

and processes in use and the standards most likely to apply. They gather appropriate personal protective equipment and testing instruments to measure potential hazards. Presentation of Credentials – The on-site inspection begins with the presentation of the compliance officer’s credentials, which include both a photograph and a serial number. Opening Conference – The compliance officer will explain why OSHA selected the workplace for inspection and describe the scope of the inspection, walkaround procedures, employee representation and employee interviews. The employer then selects a representative to accompany the compliance officer during the inspection. An authorized representative of the employees, if any, also has the right to accompany an inspector. The compliance officer will consult privately with a reasonable number of employees during the inspection. Walkaround – Following the opening conference, the compliance officer and the representatives will walk through the portions of the workplace covered by the inspection, inspecting for hazards that could lead to employee injury or illness. The compliance officer will also review worksite injury and illness records and the posting of the official OSHA poster. During the walkaround, compliance officers may point out some apparent violations that can be corrected immediately. While the law requires that these hazards must still be cited, prompt correction is a sign of good faith on the part of the employer. Compliance officers try to minimize work interruptions during the inspection and will keep confidential any trade secrets observed.

OSHA Updates Closing Conference – After the walkaround, the compliance officer holds a closing conference with the employer and the employee representatives to discuss the findings. The compliance officer discusses possible courses of action an employer may take following an inspection, which could include an informal conference with OSHA or contesting citations and proposed penalties. The compliance officer also discusses consultation services and employee rights.

RESULTS

When an inspector finds violations of OSHA standards or serious hazards, OSHA may issue citations and fines. OSHA must issue a citation and proposed penalty within six months of the violation’s occurrence. Citations describe OSHA requirements allegedly violated, list any proposed penalties, and give a deadline for correcting the alleged hazards. Violations are categorized as willful, serious, other-than-serious, de minimis, failure to abate, and repeated. In settling a penalty, OSHA has a policy of reducing penalties for small employers and those acting in good faith. For serious violations, OSHA may also reduce the proposed penalty based on the gravity of the alleged violation. No good faith adjustment will be made for alleged willful violations.

NDSA CATALOGS

The NED Supplier Catalog Library issuu.com/ndsacatalogs

APPEALS

When OSHA issues a citation to an employer, it also offers the employer an opportunity for an informal conference with the OSHA Area Director to discuss citations, penalties, abatement dates, or any other information pertinent to the inspection. The agency and the employer may work out a settlement agreement to resolve the matter and to eliminate the hazard. OSHA’s primary goal is correcting hazards and maintaining compliance rather than issuing citations or collecting penalties. Source: osha.gov.

Northeast Dairy Media is looking for an OSHA Consultant.

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Email courtneyknedairymedia.com for more information. NED Magazine • Fourth Quarter 2023 • 71

Leanne’s Kitchen

Comfort Food Made with Delicious Dairy

Creamy S w e et P otato Bisque

INGREDIENTS: • 4 cups baked sweet potato • 4 cups water

• 1⅓ cups low-fat cottage cheese • 2 tbsp. apple cider vinegar • 1 tbsp. chicken bouillon • 1 tsp. each cinnamon, garlic powder

INSTRUCTIONS:

Blend all the ingredients together until completely smooth, then heat on stove or in the microwave. Enjoy!

• ½ tsp. sugar • Dash each ginger, black pepper Many of our members may know Leanne Ziemba as the business operations manager for the Northeast Dairy Foods Association, Inc. and the Northeast Dairy Food Suppliers, Inc., in our N. Syracuse, New York office. But we’ve discovered she also is queen of the kitchen, as she has some delicious recipes that include fresh, wholesome dairy products. 72 • Northeast Dairy Foods and Suppliers Associations • ndfsa.org

Advertisers’ Index Agri-Mark �� 23 Agri-Services �� 11 Atlas Automation �� 35 Byrne Dairy �� 29 CA REED �� 36 Farm Credit East �� 25 Herbein ��9 HP Hood ��3 Nelson-Jameson �� 7 Pactiv Evergreen �� 13 Tremcar �� 35 WestRock ��2

Join the Northeast Dairy Foods & Suppliers Associations Dedicated to the growth and advancement of the dairy processing, manufacturing and distribution industry in the northeast US.

VISIT NDFSA.ORG NED Magazine • Fourth Quarter 2023 • 73

NDFA and NDSA members shared these posts on LinkedIn and Facebook

Great Lakes Cheese With over ten football fields 🏈 of state-of-the-art manufacturing and packaging space (550,000 sq ft) under one roof and a rapidly growing family of passionate and dedicated employee-owners, our newest facility in Franklinville, NY is ramping up to ensure packaging will begin in February and production will come online in late 2024. Once complete, the new facility will continue to manufacture our award-winning mozzarella, provolone, and cheddar cheeses!

Hydrite Chemical Co. It’s been an eventful week for #HydriteHelps: • Field sales volunteers in Colorado packed 5,000 portable meal backpacks for children in need through Weld Food Bank • New field sales and corporate volunteers met at The Women’s Center in Waukesha County to paint office spaces and organize donations for shelter guests We are committed to making meaningful contributions to our local communities. Discover more ways Hydrite gives back: https://ow.ly/mSzY50PYNJc

Chr. Hansen Dairy Boost Your Dairy Production Efficiency! In the ever-evolving dairy industry, every decision impacts the bottom line. Dive into the world of biosolutions with Chr. Hansen and discover the transformative power of cultures and enzymes. Not only can they help you enhance production efficiency and reduce waste, but they can also significantly improve your financial outcomes.

Turkey Hill Today we hosted The Manufacturers’ Association and nearly 20 high school students for an engaging day of sessions. HR reviewed the history of Turkey Hill. Derek Knepp and Chris Cheah, CLSSBB took the groups on a tour of our facility (accompanied by fresh ice cream off the line, of course!) We finished up with our maintenance leadership team fielding questions panel style. Thanks Frank J. Soflarsky William Hapke and Lester Potteiger for fearlessly answering those questions! Lastly, special shout-out to Nicole Jordan, PHR for putting on a flawless day! Turkey Hill appreciates all of our associates, especially those who volunteered today!