Northeast Dairy Magazine | Q1 2025

2025 INDUSTRY FORECAST

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BY ROB FULTON

EXECUTIVE DIRECTOR

Alex Walsh

BUSINESS OPERATIONS MANAGER

Leanne Ziemba

PRESIDENT

Daniel Lausch

Lactalis USA – Commonwealth

VICE PRESIDENT

Rebecca Wallick HP Hood

TREASURER

Adam Seybolt Stewart’s Processing Corp.

SECRETARY

Ryan Elliott Byrne Dairy

Northeast Dairy Suppliers Association, Inc.

PRESIDENT

Daniel Seitzer

Ecolab

VICE PRESIDENT

Paul Knoerl

Pactiv Evergreen

TREASURER

Ryan Osterhout

KCO Resource Management

SECRETARY

Bruce Alling

Double H Plastics, Inc.

PUBLISHER

Bill Brod billbrod@nedairymedia.com

EDITOR

Courtney Kless courtneyk@nedairymedia.com

CONTENT DIRECTOR

Steve Guglielmo steveg@nedairymedia.com

RESEARCH & DEVELOPMENT COORDINATOR

Athena Cossette athena@nedairymedia.com

COPYWRITER

Nicole Smith

CONTRIBUTORS

Melinda Aiken, Deanna Pellegrino

GRAPHIC DESIGNER

Renate Wood, Robin Barnes

SALES

Tim Hudson thudson@nedairymedia.com

Lesli Mitchell

lmitchell@nedairymedia.com

Jake Horodnick jakeh@nedairymedia.com

PRODUCED BY

Northeast Dairy Media

Editorial correspondence should be directed to courtneyk@nedairymedia.com

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

NOTICED Get NOTICED in 2025

View our media kit to discover the opportunities to reach NDFA members.

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

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

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

MWhat the Grand Canyon Can Teach Us About Economic Forecasting

BY DANIEL LAUSCH PRESIDENT, NORTHEAST DAIRY FOODS ASSOCIATION

y daughter purchased two copies of Over the Edge: Death in the Grand Canyon by Michael P. Ghiglieri and Thomas M. Myers as a Christmas gift for both of us. Her idea was that we would read a few chapters from the same book at roughly the same time and compare notes while living 2,000 miles apart. This sounded like a good way to stay connected through the long winter, so I started reading the first few chapters.

But how does this connect to economic forecasting?

The first chapter described all the people that died or had near-fatal accidents above the rim of the Grand Canyon.

The second chapter dealt with all the folks in trouble below the rim, like those hiking from the top rim to the Colorado River at the bottom. The number one problem was lack of planning and not carrying enough water. Many victims ran out of water just halfway down the trail in 100-plus-degree heat and high altitude, resulting in heat stroke or cardiac arrest.

The third chapter explained how scores of other hikers were killed by flash floods while hiking in small canyons during monsoon season. Even if it’s dry where you are, heavy rains miles away can supply enough water to power a 10-foot-high wall of brown water, rocks, and trees that will wipe out everything in its path.

Our Grand Canyon visitors and hikers failed to plan and heed the signs indicating trouble ahead—just like the folks who veered off the trail, thinking they were creating their own shortcut, only to end up stuck in a dead-end canyon wall of rock.

An economic forecaster needs to use historical data and the experience of their colleagues to craft their forecast. You can’t forecast next year to be a carbon copy of the prior year because surely some parts will be higher and/ or lower than others, and not all the numbers will be the

same. What forces will be in motion to push your forecasted numbers in one direction or another? Separate the likely from the unlikely forces. Then, run tests by comparing the actual results against the three-year average. Any good business plan starts with a good economic forecast.

During a sales training session I attended many years ago, the main message was, “Fail to Plan, then Plan to Fail.” Just like the hikers in the Grand Canyon, make sure you have a plan before you strike out into the wilderness.

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TExploring the Economic Outlook for the U.S. Dairy Industry

BY DANIEL SEITZER PRESIDENT, NORTHEAST DAIRY SUPPLIERS ASSOCIATION

he dairy industry in the United States has long been a cornerstone of the agricultural sector, contributing significantly to the nation’s economy. Personally, I’ve worked in this industry for more than 20 years, having seen a lot of changing trends and challenges, and as the saying goes,” A bend in the road is not the end of the road…unless you fail to make the turn.”

As we’ve stepped into 2025, the industry is facing a multitude of challenges and opportunities that will shape its future, but that future is bright so long as we arm ourselves with focus and strategy. With that, I’ll try to give a quick, and maybe even insightful, overview of the economic outlook for the U.S. dairy industry in 2025, focusing on market trends, production, consumption, and potential growth areas.

The good news is that the global dairy market is expected to witness moderate growth in 2025. Factors such as rising population, urbanization, and increasing disposable income in emerging markets will drive demand for dairy products. However, the U.S. dairy industry will need to navigate through international trade uncertainties and competition from other major dairy-producing countries like New Zealand, the European Union, and Australia. Tariff policies are also a definitive wild card that has already begun to emerge as a major concern in early 2025.

There are several key considerations that producers need to consider as we continue to push through and beyond 2025:

DOMESTIC CONSUMPTION PATTERNS

In the U.S., consumer preferences have long been shifting towards healthier and more sustainable food options. This trend is likely to influence the dairy industry, with an increased demand for organic and plant-based dairy alternatives. Nevertheless, traditional dairy products such as milk,

cheese, and yogurt will continue to hold a significant share in the market, driven by their nutritional benefits and versatility. The consumer roots are sizable, strong, and proven in up and down markets.

TECHNOLOGICAL ADVANCEMENTS AND INNOVATION

Innovation in dairy processing and production technologies will play a crucial role in enhancing efficiency and product quality. Automation, precision farming, and advancements in biotechnology will help dairy farmers optimize their operations, reduce costs, and meet the evolving demands of consumers. Digital platforms will be not just useful, but necessary, to offset the challenges of a workforce that has been struggling to find talent and evolve for several years now.

ECONOMIC CHALLENGES

Rising Production Costs

One of the primary challenges facing the U.S. dairy industry in 2025 is the rising cost of production. Factors such as increased feed prices, labor shortages, and energy costs will put pressure on profit margins. Dairy farmers will need to explore cost-saving measures and adopt sustainable practices to remain competitive. Survival depends on it.

Environmental Regulations

The dairy industry has been under increasing scrutiny for its environmental impact, particularly in terms of greenhouse gas emissions, water usage, and waste management. Stricter environmental regulations could lead to higher compliance costs and necessitate investments in eco-friendly technologies and practices. Mitigating these risks isn’t simple, but a few considerations should include:

• Adopt Sustainable Practices: Practices such as manure management, water recycling, and waste-to-energy systems can help farms comply with regulations while promoting environmental sustainability.

• Stay Informed: Keeping up-to-date with current and upcoming regulations ensures that producers can plan and implement necessary changes proactively, avoiding penalties.

• Certification and Reporting: Obtaining environmental certifications and regularly reporting on sustainability efforts can demonstrate compliance and commitment to environmental stewardship.

Market Volatility

Market volatility, driven by factors such as fluctuating milk prices and trade policies, will continue to pose a challenge for the dairy industry. Farmers and processors will need to adopt risk management strategies to mitigate the impact of market fluctuations on their operations.

OPPORTUNITIES FOR GROWTH

Export Potential

Despite trade uncertainties, there is significant potential for the U.S. dairy industry to expand its export markets. Countries in Asia, the Middle East, and Latin America present lucrative opportunities for U.S. dairy products, particularly high-quality cheese, whey, and specialty dairy ingredients.

Health and Wellness Trends

The growing consumer focus on health and wellness offers opportunities for the dairy industry to innovate and diversify its product portfolio. Functional dairy products, such as probiotics, fortified milk, and low-fat dairy options, are likely to gain popularity among health-conscious consumers.

Sustainability and Ethical Practices

Sustainability and ethical practices are becoming increasingly important to consumers. The dairy industry can capitalize on this trend by adopting sustainable farming practices, improving animal welfare, and enhancing supply chain transparency. Marketing these efforts effectively can help build consumer trust and brand loyalty.

CONCLUSION

The economic outlook for the U.S. dairy industry in 2025 is, on the whole, positive. As in many years past, the industry is shaped by a complex interplay of challenges and opportunities. While rising production costs, environmental regulations, and market volatility will pose significant hurdles, the industry also has ample opportunities for growth through export potential, health and wellness trends, and sustainability initiatives. By embracing innovation and adapting to changing consumer preferences, the U.S. dairy industry can navigate the uncertainties of 2025, realize financial and market goals, and stay well represented in the shopping carts and menus of our customers.

References

• U.S. Department of Agriculture (USDA) reports

• International Dairy Federation (IDF) publications

• Market research reports on global dairy trends

• Industry analysis by financial institutions

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TA Full Year Ahead

BY ALEX WALSH, EXECUTIVE DIRECTOR

he Northeast Dairy Foods & Suppliers Associations closed out 2024 on high and strong notes, and we are carrying that energy into 2025. The associations have been hard at work preparing for an exciting and effective year ahead. From our advocacy efforts and events to our benefits and services, programming, and membership, we are excited and ready to roll.

Beginning with our annual events, which we hope you can attend and participate in, these gatherings always prove to be worthwhile. Whether it is for networking purposes, delivering the associations’ messages, or learning more about topics impacting the industry, there truly is something valuable at all of them:

• March 25 – Dairy Blender, Rochester, New York: Hear from processors and manufacturers about their operations, products, future growth plans, and more, then network with company leadership.

• June 5 – Dairy Day, Albany, New York: A fantastic opportunity to showcase dairy products and meet with legislators at the state capitol to discuss issues impacting you and the dairy industry.

• July 9 – Bruce Krupke Memorial Golf Tournament and Clambake, Syracuse, New York: Join a thousand friends in the dairy industry for a relaxing day on the golf course and all you can eat and drink in the afternoon. Always a great time, a great opportunity to network with members and industry professionals. Let’s hope for great weather this year!

• Sept. 17-19 – Northeast Dairy Conference, Springfield, Massachusetts: Learn from industry experts about important topics impacting dairy, mixed with networking and fun.

• Mark your calendars today and visit our website,

ndfsa.org, for details, registration, and sponsorship opportunities.

In other association news, the Bruce Krupke Memorial Scholarship applications are also now open! If you or an immediate family member are pursuing an undergraduate degree or attending a trade school, we encourage you to apply. This is a fantastic way for the NDFSA to give back to our members as a benefit of being a part of the associations, as well as to foster and attract students to the dairy processing and manufacturing industry.

On behalf of the staff and directors for the NDFSA, we greatly appreciate your continued support at our events! We look forward to seeing you this year.

While our events are an annual driver for the associations, there are a lot of other things we are simultaneously working on for continued success and growth.

As you will read in the legislative update article, the state legislatures are back in session. Last year, the NDFSA logged some big policy wins. Our advocacy efforts remain a steadfast and integral component on behalf of our members. We are your voice in the state capitols across the northeast, raising awareness, promoting the interests of the dairy industry, and fighting against policies that bring challenges or disadvantages. No matter what hill we are up against, the NDFSA is committed and prepared to take on the fight.

This is sure to be another active year on both sides of the table: legislators and agencies proposing changes and the association staying active and engaged. As members, we welcome your input and engagement as well and invite you to contact us with any questions, concerns, issues, or ways you can be more involved.

Over the last couple of years, it has been encouraging to see members being more involved, not just at events, but when it comes to the direction and future of the associations. The

NDFSA has several committees that are open to members to sit on and participate in. That being said, if you or someone at your facility or company has an interest or expertise that would benefit the association by being a member of a committee, please contact us, and we will get you involved! It is critically important, as a member-driven organization, to have feedback, support, and guidance from our members, and it also serves as a way for you to be a voice.

• Legislative Committee: Convenes to discuss state-level policies that impact our members and the industry and sets forth the association’s path towards resolutions.

• Events Committee: Provides feedback and direction for our major events (Dairy Blender, Bruce Krupke Memorial Golf Tournament and Clambake, and the annual Northeast Dairy Conference), assisting with presentation speakers and topics, set-up, logistics, and creative opportunities to engage members and drive high attendance.

• Education and Workforce Development: Working

“The associations are on an upward trajectory in every aspect, and we are excited to bring you the excellent services and benefits of being a member. We expect to see continued growth in 2025. Mark your calendars, reach out, be engaged, and utilize the associations’ services.”

closely with workforce development and certificate programs through educational institutions and addressing issues specific to labor recruitment and retention in the dairy processing and manufacturing industry.

• Membership: A cornerstone committee that works closely with staff to increase the membership of processors, manufacturers, and suppliers.

In addition, there are other committees including; Scholarship, Economic Development, Long Range Planning, and Environmental Sustainability that seek members’ participation.

The associations are on an upward trajectory in every aspect, and we are excited to bring you the excellent services and benefits of being a member. We expect to see continued growth in 2025. Mark your calendars, reach out, be engaged, and utilize the associations’ services.

As always, on behalf of the directors and staff of the NDFSA, we greatly appreciate your support!

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Blender DAIRY 2025

March 25 from 3-7 p.m.

Hyatt Regency Hotel Rochester, New York

Join us for the annual Dairy Blender, hosted by the Northeast Dairy Foods & Suppliers Associations and the New York State Cheese Manufacturers’ Association. This event is a fantastic opportunity to hear directly from the management teams at dairy processors and manufacturers about their companies, products, and what they seek in supplier partnerships. Registration is open to members of the Northeast Dairy Foods & Suppliers Associations and the New York State Cheese Manufacturers’ Associations.

Event Schedule:

3-5 P.M.

Presentations from Cayuga Milk Ingredients, Saputo, and Yancey’s Fancy

Learn about their operations and what it takes to be competitive in today’s market. Understanding your prospect’s needs is crucial for presenting your offer and building long-term, successful relationships.

5-7 P.M.

Networking Session

Mingle with presenters and attendees in a casual atmosphere. This is a great chance to make new connections or strengthen existing ones. Representatives from our presenting companies, the Northeast Dairy Foods Association, and the New York State Cheese Manufacturers’ Association will be present.

DAIRY DAY CELEBRATION

Celebrate dairy with members of the New York State Legislature.

When: June 5. 10:30 a.m.-1:30 p.m.

Where: The Well of the Legislative Office Building, Albany, New York.

BRUCE KRUPKE GOLF TOURNAMENT & CLAMBAKE

A day of golf and food attended by more than 900 dairy representatives.

When: July 9. Golf tournament: 8 a.m.-1 p.m. Clambake: 1-7 p.m.

Where: Rogues Roost Golf Course, Bridgeport, New York (golf tournament). Spinning Wheel Event Center, North Syracuse, New York (clambake).

NORTHEAST DAIRY CONFERENCE

Three days filled with business, networking, and fun.

When: Sept. 17-19.

Where: MGM, Springfield, Massachusetts.

For more information, and to register, visit ndfsa.org/events.

Meet Your Board

The Northeast Dairy Foods Association and the Northeast Dairy Suppliers Association are fortunate to have such a well-rounded, experienced group of people from every aspect of the dairy industry who give their time to guide our associations and help make decisions that assist and protect the interests of our members. Here are the current members of the boards of directors.

NORTHEAST DAIRY FOODS ASSOCIATION

PRESIDENT

Daniel Lausch, Director Milk Procurement, Lactalis USA

1. How long have you been in the industry? I started in July 1980, so 44 years and counting.

2. For the NDFSA, what are you most looking forward to in 2025? The three Northeast Dairy Foods industry events! The Dairy Blender in March, the clambake in July, and the annual meeting in September.

VICE PRESIDENT

Rebecca Wallick, HP Hood

TREASURER

Adam Seybolt, Stewart’s Processing

SECRETARY

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

1. How long have you been in the industry? 12 years.

2. What are you most excited about for NDFSA in 2025 and why? I’m most excited about collaborating with newly elected officers and existing board members to advance key legislative initiatives and workforce development priorities, including supporting Cornell’s High School Dairy Processing Boot Camp, which plays an important role in cultivating the next generation of industry talent. I’m equally excited about the association’s impressive lineup of events planned for 2025, designed to engage, benefit, and connect our members and the industry.

Clark, VP, Membership, Agri-Mark, Inc.

1. How long have you been in the industry? 10 years.

Kim Bukowski, Cornell University

Jordan

Meet Your Board

Tony Nassar, Director of Dairy Procurement, Chobani LLC

1. How long have you been in the industry? 14 years.

2. For the NDFSA, what are you most looking forward to in 2025? The conference in Springfield, as well as the Dairy Blender in Rochester.

Brian

Tim Cronin,  BelGioioso Cheese

Brian Froebel,  Friendship Dairies

Matt Hendricks,  Dairy Farmers of America

Jason Kiteveles,  Cayuga Milk Ingredients

Lynn Murray,  Jefferson Bulk Milk Cooperative

Perry,  Perry’s Ice Cream

Nathan Pistner, Vice President of Operations, Byrne Dairy

1. How long have you been in the industry? 13 years.

2. For the NDFSA, what are you most looking forward to in 2025? The changing political landscape and its impact on dairy (Farm Bill, Federal Order).

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

1. How long have you been in the industry? Celebrating 29 years.

2. For the NDFSA, what are you most looking forward to in 2025? For 2025, I look forward to seeing our organization grow and expand to a new generation of manufacturers and distributors.

Jennifer Turgeon, Sr. Manager, Dairy Sourcing & Logistics, HP Hood LLC

1. How long have you been in the industry? I have been in the industry since April 2005.

2. For the NDFSA, what are you most looking forward to in 2025? I am looking forward to seeing the positive effects of regenerative agriculture on the dairy industry, particularly in improving the quality of animal feed and minimizing the environmental impact.

NORTHEAST DAIRY SUPPLIERS ASSOCIATION PRESIDENT

Dan Seitzer,  Ecolab VICE PRESIDENT

Paul Knoerl,  Pactiv Evergreen TREASURER

Ryan Osterhout,  KCO Resource Management

Meet Your Board

SECRETARY

Bruce Alling, Regional Sales Manager, Double H Plastics, Inc.

1. How long have you been in the industry? 24 years on the NDFSA Board of Directors.

2. For the NDFSA, what are you most looking forward to in 2025? Continued growth and support for the dairy industry.

John Bucklin, Regional Sales Manager, Smurfit Westrock

1. How long have you been in the industry? 42 years.

2. For the NDFSA, what are you most looking forward to in 2025? I look forward to all of our networking events throughout the year, highlighted of course by our July clambake. Also, our spring Dairy Blender has been very successful and has gotten bigger every year. I find the dairy industry is full of good, hard working, down-to-earth people…who are enjoyable to be around!

Ethan Crist, Corporate Accounts Manager, Veritiv Corporation

1. How long have you been in the industry? Nearly 15 years in the dairy industry. Much longer in packaging, print, and brand design.

2. For the NDFSA, what are you most looking forward to in 2025? Increasing the already impressive collaboration between processors and suppliers. There is so much we can do to help each other and grow the industry!

Melissa Fryer, Exergy

Bill Elliott

Glenn Emory,  Weidenhammer New Packaging

Gloria Little,  Agri-Mark Cooperative

Lisa Bolduc,  Brown & Brown

Laura McCranie,  Dairy Farmers of America

Rick Wadhams,  Earl T. Wadhams, Inc.

Tristan Hrobuchak,  Novonesis

Legislative + Regulations Report

The 2025 Legislative Sessions Kick Off

BY ALEX WALSH, EXECUTIVE DIRECTOR

In January, most of the states in the northeast kicked off a fresh legislative session and welcomed newly elected legislators to the halls of the capitols. With that, the Northeast Dairy Foods & Suppliers Associations have been busy for months, preparing for the legislative fights that lie ahead. In addition, we look to build relationships with new policymakers, and strengthen existing ones with those veterans, as we engage on bills and laws coming out that impact the dairy industry and processors and manufacturers. This year is expected to be very busy as lingering issues that have been building for years gain momentum, and new challenges arise.

To start, as an update on an issue that was mentioned in previous articles, there was a bill that was passed and signed into law in New York last year that banned the use of expanded polystyrene foam (EPS) containers. Though the ban on EPS Styrofoam was well-intentioned for the broad use of Styrofoam, the impacts on the food manufacturing industry, specifically dairy in New York State, were concerning as they are ingredients in yogurt and cheese. Microbial cultures are shipped on dry ice in polystyrene containers to help maintain their integrity throughout the distribution process.

Through the assistance of research and advocacy with our members, as well as our partnerships with the International Dairy Foods Association (IDFA), the Northeast Dairy Producers Association (NEDPA), the New York State Cheese Manufacturers Association (NYSCMA), and the Food Industry Alliance of New York (FIA), were able to bring this awareness to Governor Kathy Hochul and her staff, as well as the state legislature, who all agreed there needed to be an exemption. The exemption included dairy and meat processing and manufacturing facilities, as well as for beer and wine for five years.

Since the original bill did not include this exemption and had already passed the legislature, the governor had to sign the bill as is. What will need to happen is the exemption will need to be passed as a stand-alone bill, which, in this case, is called a chapter amendment. The good news, as of this writing, is that the state senate has already passed the bill, and the assembly is expected to follow suit shortly.

Rounding out what’s been happening in New York, Governor Hochul released both her state of the state and state budget. The governor’s state of the state highlights her policy agenda for the upcoming year. While there were some concerns overall about some items she mentioned, there were some encouraging pieces to her address, in particular regarding agriculture. As dairy accounts for half of New York’s agricultural economy, Hochul plans to build on last year’s $82 million investment in agricultural stewardship programs and is proposing additional funding to research and implement climate-resilient practices on dairy farms. Additionally, she intends to make enhancements to local food supply chains, expand affordable farmworker housing, put forth efforts to protect the state’s farmland, and expand agriculture education in schools.

She also recently rolled out her state budget proposal. In the past, governors and legislators have used the state budget process to also tie in policy items, which can become problematic. Governor Hochul has previously attempted to put Extended Producer Recycling (EPR) program language into the budget; however, as we know, it has ultimately never passed. Last year, if you recall, the Senate passed EPR, but the assembly didn’t take up the bill. As we have been sounding the alarm for several years on EPR, this could be the year it is passed in New York. The good news right now is that the governor has not tied EPR to the state budget. The NDFSA

continues to advocate with many other industry partners, business groups, and members voicing concerns specific to the dairy industry as it relates to EPR.

Continuing on with EPR, as with New York, New Jersey has been kicking around the EPR program concept for a few years. The bill has been in the Senate Environment & Energy Committee for some time, where the committee continues to address and debate amendments, as well as hear testimony from the public. This bill had been pulled from the agenda many times this past year. While the NDSFA is appreciative that some of the amendments are positive and Senator Smith has been in communication and at least open to listening to concerns, this legislation continues to be unworkable and detrimental to food processors and manufacturers, and distributors of products and packaging as well as others, and will increase the costs of packaged products to consumers.

This bill prescribes arbitrary requirements for producers to achieve specific source reduction goals and recycling rates by certain dates, imposes reusable and refillable mandates, bans various chemicals and substances, and bans advanced recycling technologies. This bill continues to impose heavy-handed enforcement mechanisms instead of focusing on education and compliance, while producers continue to struggle to achieve compliance with the recycled content standards.

Maine and some other states have also been looking at and considering EPR-style laws. Expect these, as well as additional environ-

mental policies, to become more frequent, especially as states potentially feel the need to increase these regulations, as it is likely the federal government will be deregulating.

As the state legislatures get more in a groove and more bills are introduced, the NDFSA will be updating the membership regularly on what’s going on, what you need to be prepared for, and how you can be involved.

Without any surprise, things at the federal level have been, well, interesting and entertaining, especially since the election, as we prepared to see the transition from the Biden administration to Trump…again. As we watch to see how his policies and cabinet continue to take shape, there have been some updates in the last few weeks out of Washington.

Back in December, Congress passed a stopgap measure until an agreement can be made regarding the Farm Bill. Congressional leaders continue to have discussions and are hopeful that a deal can be reached in the coming months.

As final cabinet appointments are confirmed, the USDA and FDA have certainly also kept busy as well. Starting with the latest, the USDA’s Final Rule on the Federal Milk Marketing Order Hearing process has been submitted and is the official announcement of the producer approval of the changes and sets implementation for milk marketed beginning June 1, 2025. Dairy producers approved the adoption of all 11 amended Federal Milk Marketing Orders. Price announcements reflecting the new pricing factors will be used for June Federal Order milk pricing. Dates for the June 2025 FMMO price announcements are:

FINANCING THE DAIRY INDUSTRY Legislative + Regulations

Legislative + Regulations Report

• May 21, 2025: Advanced prices and pricing factors.

• July 2, 2025: Class and component prices.

All changes will be implemented for June milk except for the new skim milk price factors, which will start with the December 2025 FMMO milk marketings and will be noted in the December price announcements.

CHANGES EFFECTIVE FOR FMMO MILK MARKETED STARTING ON JUNE 1, 2025:

Products used in Price Formulas:

Use only block cheddar survey prices to determine the Class III protein price. Remove the 500-pound barrel cheddar cheese prices from the Dairy Product Mandatory Reporting Program survey.

Manufacturing Formulas:

Update the Class III and Class IV manufacturing allowances:

Nonfat Dry Milk $0.2393

Dry Whey

Increase the butterfat recovery factor from 90 to 91 percent.

Base Class I Skim Formula:

HTST Fluid Milk: Return to the higher-of the advanced Class III or Class IV skim milk price as base.

ESL Fluid Milk Products: Price will equal the average-of Class IIII and IV skim milk price plus a 24-month rolling average adjuster with a 12-month lag.

Class I Differentials:

Increase Class I Differentials based primarily on the updated study used to determine local milk values. These changes are based on an updated version of the same economic model used to determine the Class I differential map adopted during Federal Order Reform. The new differentials do not consider historical declines in fluid milk demand, demand elasticities, or recent increases in transportation credits for the three Southeast Federal Orders.

CHANGE EFFECTIVE FOR FMMO MILK MARKETED ON OR AFTER DECEMBER 1, 2025:

Skim Milk Factors:

Increase the milk solids factors for Skim milk for all milk classes. New factors reflect increases in milk solids levels since they were last set in 2000.

Meanwhile, the FDA announced that it will no longer allow the use of FD&C Red No. 3 (Red 3) in food.

Red 3 has been in use as a synthetic food dye in food and beverages since the early 1900s and was listed for use in food in 1969, although it is not commonly used and is often confused with FD&C Red Number 40, which was not included in this decision from the FDA.

Considering that a color additive can be banned based solely on animal studies, the FDA’s action was widely anticipated, and many food companies are already in the process of reformulating. Dairy companies using Red 3 must reformulate by January 15, 2027. For a full list of food and color additives that are undergoing FDA review, visit the FDA’s website. Products, such as Red 3 and titanium dioxide, that have been Generally Recognized as Safe (GRAS), have been increasingly targeted in the last year or two by state legislatures looking to pass laws to ban these food substances through the legislative process rather than rigorous science, review, and assessment by the FDA. As with sometimes other state-level legislative action that tries to supersede federal policy or regulation, the result is a patchwork of state laws that makes compliance a challenge for companies processing and selling dairy products in multiple states.

The NDFSA remains focused on the eight state legislatures this session, as well as what is happening on the national stage as well and how that will impact you. As there are certainly a lot of challenges that lie ahead, there is also a lot of room and opportunity for progress. We have excellent industry partners with whom we exchange information, contacts, and tactics and work together to be able to flex even more strength. Again, we encourage and welcome you to stay active, engaged, and involved when it comes to the associations’ government relations, so please reach out! As always, the NDFSA is here to be your advocate and keep you informed of what is happening and what is to come.

Alex Walsh is the executive director of the Northeast Dairy Foods & Suppliers Associations. You can contact him by email at alex.walsh@ndfsa.org.

The Dairy Industry Faces Economic Challenges, Policy Shifts in 2025

BY GARY LATTA

News reports indicate that Donald Trump won at least 70% of the rural vote in the presidential election. He also secured the support of most agribusinesses and farmers, despite threats of tariffs and deportations.

The new president is wasting little time working to fulfill his campaign promises while getting his cabinet in place. Trump has indicated he will demand that Federal Reserve Chair Jerome Powell and other central bankers lower interest rates. At the Jan. 23 World Economic Forum in Davos, Switzerland, President Trump asked Saudi Arabia and OPEC to lower the price of oil, saying, “With oil prices going down, I’ll demand that interest rates drop immediately.”

Appearing virtually at the Economic Forum, Trump invited foreign business investment using the lure of reduced taxes to make their products in the U.S., simultaneously threatening them with tariffs if they refuse.

Campaign promises to lower high

grocery prices will be more difficult than first believed. Trump himself is now starting to admit that lowering food prices will not be swift or easy. A Newsweek article titled “Trump Promised Cheaper Eggs—Can He Crack It?” pointed out that high egg prices are the result of the H5N1 bird flu virus that eliminated 20 million egg-laying hens (short supplies drive up prices).

The U.S. Bureau of Labor Statistics released their Consumer Price Index (CPI) Summary on Jan. 15, and the USDA’s 2025 Food Price Outlook followed a week later. The Food Price Outlook draws heavily from the most recent CPI data. The food price index in the 12 months from December 2023 to December 2024 increased by 2.5%. Food at home increased 1.8%, while food away from home increased 3.6%.

Economic Outlook

The dairy and related products index was 1.3% higher over the same 12-month period. The Consumer Price Index tracks the change in price paid by consumers over time. The report is extensive and measures changes in price for food, fuel, transportation, drugs, medical, shelter, clothing, consumer goods, and services.

The USDA is forecasting overall food prices to climb 2.2% in 2025. Food at home prices are forecast to rise 1.3%, and food away from home is forecast to rise 3.6%. Food inflation is decelerating for most products with a few exceptions, like beef and eggs. Eggs have jumped 36.8% from December 2023

through December 2024 and are expected to climb 20.3% in 2025. Beef and veal prices rose 4.9% in 2024 and are forecast to rise 1.5% in 2025. The USDA expects food oils to drop by 1.6% and dairy products to increase by 1.3% in 2025. See more information and details of the USDA’s 2025 Food Price Outlook Summary Findings here

Food prices have increased 28% over the past five years due to high operating expenses, regulation, insurance, fuel costs, labor costs, the pandemic, the war in Ukraine, bird flu, and more. Inflation is slowing to around 2.8% but is still beyond the 2.0% target the Feds are shooting for.

The new person Trump selected to head the USDA is Brooke Rollins, a rancher from Texas. The USDA was started in 1862 by Abraham Lincoln to support the farmers feeding his Union army. Rollins will be its 33rd secretary of agriculture.

Nominee Rollins received broad support within the agricultural community. One letter came from the Republican Governors Association, the other was from 427 members of the industry

As the new USDA Secretary, Rollins faces several challenges. Among these are the impact and spread of H5 bird flu, possible retaliatory tariffs with trading partners that could raise prices, and Trump’s mass deportation of undocumented migrants employed throughout the agricultural industry. The exact number of non-citizens working within agriculture and its related industries varies by type and region. The percentage is estimated to be between 40% and 50% (higher in some regions, like California). At the Cornell Agricultural and Food Business Outlook conference, held Jan. 17, Professor Christopher Wolf estimated the number of undocumented dairy workers to be at 50% on larger farms.

In an interview in January, CNN’s Jake Tapper pressed White House staffer Stephen Miller on the connection between migrant agricultural workers and food prices. Miller said, “Only 1 % of alien workers in the entire country work in agriculture.”

Agricultural employers and leaders across the country have advocated for a solution, such as enhancing the H-2A visa program, that is more specific to the dairy industry’s yearly employment needs. Agricultural groups like the National Milk Producers Federation

Economic Outlook

and the International Dairy Foods Association have been pressing Congress for dairy workforce legislation. Hopefully the Trump administration and Congress will seriously revisit the Farm Workforce Modernization Act of 2023. This legislation made it through the House but not the Senate. Congress and the White House must be convinced that a pathway to yearly employment, perhaps with the lure of eventual citizenship for serious undocumented dairy workers, is in the best long-term interest of the industry and country.

New USDA Secretary Brooke Rollins will oversee a large share of the U.S. economy

According to the Bureau of Economic Analysis, agriculture, food, and related industries contributed roughly $1.537 trillion to U.S. gross domestic product (GDP) in 2023, a 5.5% share. The output of America’s farms contributed $222.3 billion of this sum—about 0.8% of the U.S. GDP. The overall contribution of agriculture to the GDP is larger than 0.8% because sectors related to agriculture rely on agricultural inputs to contribute added value to the economy. Sectors related to agriculture include: food and beverage manufacturing; food and beverage stores; food services and eating/drinking places; textiles, apparel, and leather products; and forestry and fishing.

Consumer prices increased 4.1% in 2023 and slowed to 2.9% in 2024. The cumulative effect of high food prices at the grocery store and dining out have shaken consumers. Both the agriculture industry and consumers are concerned about the possible effect tariffs and retaliatory tariffs could have on U.S. food prices.

During the first week of his presidency, Trump said that he is considering placing 10% to 20% tariffs on Mexican and Canadian goods if they do not reign in human trafficking, migrants, and fentanyl across the borders. Trump has also threatened tariffs on China, ranging from 10% to as high as 60%. Some U.S. business leaders are convinced that Trump’s bluster regarding tariffs is used as bargaining and posi-

Economic Outlook

tioning tools to ultimately get what he wants. Renegotiating trade agreements is on the table.

One of these is the United States-Mexico-Canada Agreement (USMCA). USMCA took the place of the North America Free Trade Agreement in July 2020 and will be up for review and renegotiation in 2026. Canada’s reluctance to honor its dairy commitment under the original terms of USMCA has irritated the U.S. dairy industry. New Zealand and Australia have joined with the U.S., accusing Canada of dumping low-priced dairy products onto the international market. It will be interesting to see how Trump renegotiates USMCA, particularly with Canada next year…. if he waits that long.

Robert F. Kennedy (RFK) was selected by Trump to lead the Department of Health and Human Services. RFK has touted his plans to “Make America Healthy Again,” and faced some opposition from both Democrats and Republicans during his confirmation hearing. RFK wants to examine dyes, pesticides, vaccines, and highly processed foods. One of his most radical ideas is support for the sale and consumption of raw milk. The consumption of unpasteurized milk in the midst of bird flu can be especially risky. Raw milk sickness, outbreaks, and recalls generate widespread news stories that are harmful to the industry’s image.

On Jan. 17, the FDA sent a letter to manufacturers of cat and dog foods suggesting they evaluate and update their food safety policies regarding their use of uncooked meat, unpasteurized milk, or unpasteurized eggs. Policies are to consider and include the Highly Pathogenic Avian Influenza virus (specifically H5N1) in their dog and cat food production.

The USDA, FDA, CDC, state veterinary, and public health officials are working together to protect both animals and communities from avian flu. Support programs and current updates for dairy cattle, humans, and other animals can be found on several websites, including this one

A Farm Bill extension was granted on Dec. 21, 2024, via the American Relief Act of 2025. The 2018 Farm Bill has expired twice. This new action, however, provides Congress until Sept. 30 of this year to get a new and improved Farm Bill in place.

The USDA’s Agricultural Marketing Service (AMS) issued its final rule amending the 11 Federal Milk Marketing Orders (FMMO’s) on Jan. 17. The new rules will take effect June 1, 2025, except for some amendments to skim milk composition factors that will be implemented Dec. 1, 2025. A summary announcement of the final rule was published by the USDA on Jan. 16.

Details on the FMMO hearing, testimony, analysis, and rule can be found on the USDA’s National Federal Milk Marketing Order Pricing Formula Hearing website.

U.S. dairy exports have been consistent as we remain price competitive internationally for major products, except whey.

Economic Outlook

Both the USDA and foreign estimates see overall milk production growing for international competitors in Argentina, Australia, the European Union, and New Zealand. The expansion of milk production from global competitors could bring their prices down, making them more competitive to the U.S. In its latest forecast for 2025, the USDA is showing modest growth in cow numbers and production per cow, generating an annual production increase of 0.6%.

Observing recent market movements, the USDA revised all product prices upward. These higher price revisions for cheddar cheese, butter, dry whey, and nonfat dry milk translate to higher Class III and IV prices. Class III milk was adjusted + $0.90 higher to $19.70 per hundredweight, and Class IV

was adjusted + $0.40 higher to $20.80 per hundredweight. As a result, the all-milk forecast has been revised with an increase of $0.50 to $23.05 per hundredweight. For a detailed analysis see Livestock, Dairy, and Poultry Outlook: January 2025, LDP-M-367, January 16, 2025, USDA, Economic Research Service.

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.

2025 INDUSTRY FORECAST

MEMBERS SHARE THEIR OUTLOOK FOR THE UPCOMING YEAR

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

Camfil USA

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

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

Clayton Industries

As Clayton Industries approaches its 95th anniversary, Matt Pollack, New England and New York sales engineer, says sales are likely to decline in 2025, with the dairy industry

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

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

Earl T. Wadhams Inc.

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

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

Ecolab

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

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

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

Greiner Packaging

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

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

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

Hydrite

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

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

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

Integrity Cost Consulting

Rising costs, inflation, and resource and data limitations are creating challenges for businesses, says Steve Thompson, president of Integrity Cost Consulting

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“Most organizations don’t have the time, data, or subject matter expertise to fully scrutinize and benchmark expenses, so this creates an opportunity for Integrity Cost Consulting to be a valuable partner, especially since we work on a performance basis (low-effort, high-impact solution),” he adds.

International Food Products Corporation

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

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

There’s also growing interest from consumers about the health benefits of dairy products.

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In 2025, the company will focus on developing additional proprietary software.

“This software will enhance our ability to expedite the process of recovering money and generating savings for our clients,” says Thompson.

“I believe we can expect a lot of boosted protein content, increased fiber claims, and reduced sugar to hit our grocery shelves this year,” says Hall. “Of course, these products need to taste excellent as well, so choosing the right ingredients that create a perfect synergy of health and flavor will be top of mind.”

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INDUSTRY FORECAST 2025

Lactalis USA

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

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

Loos Machine & Automation

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

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

Middlebury Cooperative

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

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

Oliver M. Dean

Stanpac

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

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

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

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

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

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

QualiTru Sampling Systems

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

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

“The increasing focus on food safety recalls has driven significant improvements in process monitoring and sampling,” he says. “This shift has created a greater demand for simplified education and training, especially in sanitation, to support an evolving labor market. Additionally, we’re seeing a rising need for better in-process data collection to proactively prevent potential safety incidents and improve operational efficiency.”

Davis notes that finding and retaining skilled workers

2025 INDUSTRY FORECAST

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

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

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

The Probst Group

2025 will bring level sales for The Probst Group.

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

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

Van Alstine

Van Alstine celebrated its own 75th anniversary in January.

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

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

Veritiv Corporation

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

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

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

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

INDUSTRY FORECAST

“The dairy industry has a fantastic story to tell,” he concludes. “The more we can communicate both the health and fun of dairy products, the more growth we will see in the marketplace.”

Vivolac Culture Company

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

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

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

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

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

Weidenhammer New Packaging

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

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

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

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

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

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

2025 Marks a CELEBRATION of AGRICULTURE

BY ROB FULTON

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

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

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

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

One of Pennsylvania’s annual agricultural highlights, which takes place each year in early January, is our Farm

INDUSTRY FORECAST 2025

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

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

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

The highlight of the Farm Show for the last 34 years has been the unveiling of the annual butter sculpture. This year’s sculpture was titled “From Moo to Marvel: Dairy Cows Power Pennsylvania.” It was carved from 1,000 pounds of butter donated by the Land O’Lakes plant in Carlisle, Pennsylvania. When the 2025 Pennsylvania Farm Show wrapped up, the butter sculpture was transported to a local farm (Reinford Farms in Juniata County), where it was recycled along with the farm’s manure and other food waste to generate methane energy.

While we are still waiting for the 2025 PA Farm Show numbers, 2024’s numbers were impressive.

Here are just a few:

• 175 bushels of apples sold.

• 2,000 gallons of cider sipped.

• 3,700 dozen apple cider donuts devoured.

• 18,00 pounds of French fries fed.

• 5 tons of baked potatoes eaten.

• 7,400 pounds of mushrooms munched.

As Governor Shapiro said, “Here in Pennsylvania, we see the work our farmers do as not only a testament to the heritage of this great Commonwealth, but as a major driver of our economy and the key to our future.”

Pennsylvania is proud of its agricultural heritage, and we welcome the opportunity to celebrate our past and future successes. The Farm Show, Pennsylvania’s State Fair™ is one example of how Pennsylvania celebrates those who make agriculture work every day. Consider joining us in 2026—Jan. 10-17—to see what it is all about!

We look forward to working with the Northeast Dairy Foods & Suppliers Associations and our partners in 2025 to continue to advance agriculture in the Northeast.

Wishing you health and prosperity in 2025.

Rob Fulton is the Executive Director of the Pennsylvania Association of Milk Dealers. Learn more about the association at pamd.org

2025 ANNUAL Northeast Dairy CoNfereNCe

HOSTED BY

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

Sept. 17-19, 2025

HELD AT THE

MGM Springfield Springfield, MA

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

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

MORE NDFSA EVENTS

DAIRY BLENDER

March 25, 2025

Hyatt Regency Hotel Rochester, NY

BRUCE KRUPKE GOLF TOURNAMENT & CLAMBAKE

July 9, 2025

Golf 8 A.M.-1 P.M. Rogues Roost Golf Course Bridgeport, NY

Clambake 1-7 P.M. Spinning Wheel Event Center North Syracuse, NY

MEMBER AND INDUSTRY News

NORTHEAST DAIRY FOODS ASSOCIATION, INC.

SAPUTO USA EARNS IDFA’S 2025 WORKPLACE OF THE YEAR AWARD

In January, Saputo USA was recognized with the second annual IDFA Workplace of the Year Award at IDFA’s Dairy Forum in San Antonio, Texas.

The award, co-sponsored by IDFA and Dairy Processing magazine, is given each year to an outstanding IDFA member company that has created policies to promote a positive workplace experience for employees. Award recipients demonstrate efforts to support women and minorities, create cultures of inclusiveness and respect, support professional development, establish paid parental leave and flexible work hours, and gender pay equality, among other criteria.

“The International Dairy Foods Association is proud

to honor Saputo USA with the 2025 Workplace of the Year Award, recognizing a company committed to creating an inclusive and respectful workplace that supports the growth and well-being of all employees,” said IDFA Senior Vice President for Trade and Workforce Policy Becky Rasdall Vargas. “It was evident to the judges that Saputo USA seeks to create a work environment where everyone feels valued and empowered, from establishing employee resource groups and offering professional development and mentorship, to fostering a culture of two-way communication with employees that includes sharing information on internal audits and seeking input on workplace policies. IDFA congratulates Saputo USA on this honor.”

PERRY’S ICE CREAM ANNOUNCES MOST POPULAR FLAVORS IN 2024

Perry’s Ice Cream recently shared the top flavors of 2024 on its company blog. They were:

1. Vanilla

2. Panda Paws

3. French Vanilla

4. Peanut Butter Cup

5. Chocolate

6. Mint-Ting-A-Ling

7. Cookie Dough

8. Neapolitan

9. Cookies & Cream

10. Let’s Dough Buffalo!®

LACTALIS USA OPENS CULINARY & SENSORY INSTITUTE

Lactalis USA opened a Culinary & Sensory Institute in Buffalo, New York, designed to help expand its culinary expertise in multiple channels. The new institute is a center of excellence for Lactalis’ North American culinary and sensory channel operations for fostering innovation, enhancing customer and consumer experiences with the company’s dairy products, and testing product quality. Lactalis USA is a subsidiary of Lactalis, the world’s largest dairy company.

“The Culinary & Sensory Institute exemplifies our commitment to providing delicious, nutritious dairy products that resonate with the evolving tastes and demands of our consumers,” said Esteve Torrens, Lactalis USA CEO. “It allows us to monitor the quality and performance of products from across our U.S. portfolio and ensure their consistency. Our U.S. business has grown steadily since entering the market in 1980, and this institute helps fulfill a key aspect of our future growth strategy by continuing to drive improvement.”

The Culinary & Sensory Institute comprises commercial and residential kitchen spaces where Lactalis chefs actively address customer and consumer needs by hosting customers to explore innovative ways to expand the menu and retail offerings using equipment found in restaurants and home kitchens. Lactalis chefs also create new recipes and concepts in the institute and further foster dairy product innovation. Additionally, the institute is a central location for sensory panels to sample Lactalis products for quality assurance and compare them against competing brands.

NEW CHIEF FINANCIAL OFFICER JOINS GREAT LAKES CHEESE

There is a new face at Great Lakes Cheese. In January, Chris Psyhos was named chief financial officer.

“Chris brings extensive financial and industry experience

CONTINUED ON NEXT PAGE ►

from his previous roles at both MALK Organics and Leprino,” the company said in a LinkedIn post. “He has a proven track record of successfully managing complex financial operations and supporting corporate growth.”

STEWART’S SHARES HOLIDAY MATCH TOTALS

Stewart’s 2024 Holiday Match program raised more than $1.76 million for local children’s charities.

Stewart’s customers donated more than $883,500 between Thanksgiving and Christmas Day this year. The company doubled those donations, penny for penny, with no administrative fees. This means hundreds of local nonprofit children’s organizations will benefit from the more than $1.76 million that will be distributed over the next few months.

Since Holiday Match started in 1986, the program has raised more than $39 million to support thousands of organizations focused on improving the lives of children.

NORTHEAST DAIRY SUPPLIERS ASSOCIATION, INC.

NELSON-JAMESON PURCHASES NEW DISTRIBUTION CENTER IN FAIRVIEW, PENNSYLVANIA

Nelson-Jameson, a leading distributor in the food processing industry, announced the purchase of a 45,000-squarefoot warehouse in northwest Pennsylvania, marking a significant step to enhance its capabilities and more efficiently serve customers and partners in the Northeastern United States. The Fairview location will be one of five NelsonJameson distribution centers across the country, reinforcing the company’s core mission of delivering a broad range of products and services that help companies uphold the highest standards of food safety, quality, and compliance.

The new Fairview, Pennsylvania, facility, located just 12 miles from Erie, Pennsylvania, is expected to be fully operational around summer 2025, when Nelson-Jameson will re-establish localized service in the region.

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

QUALITRU SAMPLING SYSTEMS NAMES NEW VICE PRESIDENT OF SALES

QualiTru Sampling Systems recently welcomed Laura Rock as its new vice president of sales.

With extensive experience in sales leadership, team development, and performance training, Rock is poised to lead the company’s sales operations and support its ambitious growth objectives.

A graduate of St. Cloud State University with a B.S. in Business Management, Rock brings a results-driven approach and a passion for team development.

VAN ALSTINE™ CELEBRATES VP OF SALES WILL DWYER’S REMARKABLE CAREER

Van Alstine, a NextGen Label Group™ company, announced the retirement of Will Dwyer, vice president of sales, effective Dec. 31, 2024. Dwyer has been an instrumental part of the company’s success for nearly 35 years, contributing to its growth and establishing strong relationships with customers across the industry.

Throughout his tenure, Dwyer’s strategic vision and leadership elevated Van Alstine’s reputation as one of the Northeast’s leading suppliers of industrial Will Dwyer

Laura Rock

consumables, equipment, and services for the food, beverage, pharmaceutical, and manufacturing industries.

“Will’s contributions to Van Alstine are immeasurable,” said Dan Rosenbaum, president of Van Alstine. “His passion, insight, and commitment have been key to our success. While we will miss his leadership, we celebrate his well-deserved retirement and wish him all the best in this next chapter of his life.”

IFPC LAUNCHES STATE-OF-THE-ART FOOD INGREDIENTS LAB

International Food Products Corporation (IFPC), a national leader of food ingredient solutions for food, beverage, and dairy manufacturers, held the grand opening of its cutting-edge food technology and applications laboratory, Ingredient Solutions Center. Located in the heart of St. Louis, Missouri, this world-class facility is designed to enhance IFPC’s contributions to the food and beverage industry by enabling the development of innovative and high-performance ingredient solutions tailored to meet evolving consumer demands.

The new laboratory spans over 3,000 square feet and is equipped with the latest technology for new product development, application testing, sensory evaluation, and product formulation. With a multidisciplinary team of food technologists, registered dietitians, scientists, engineers, and innovation experts, the facility will focus on creating next-generation solutions in areas such as plant-based proteins, clean-label formulations, and functional ingredients.

“Our new Ingredient Solutions Center will be a hub of creativity and experimentation, where we can partner with our customers to develop unique and impactful food solutions,” said Jennifer Adams, IFPC’s director of ingredient technology and applications. “By leveraging state-of-the-art technology and our expertise, we are committed to supporting manufacturers in their production of high-quality food options for consumers.”

WEIDENHAMMER NEW PACKAGING MOVES TO A BRAND-NEW FACILITY

Weidenhammer New Packaging is upgrading to a stateof-the-art facility to better serve its customers. After almost 20 years of manufacturing in its current plant, along with an expansion of nearly 40% just before COVID, it was ready for a new, larger home.

What this means for customers:

• More capacity: The new plant more than doubles the company’s current production capacity, ensuring faster and more efficient service.

• Improved storage: With expanded storage space, Weidenhammer New Packaging can meet increasing demand and maintain the high level of reliability customers expect from them.

• Modernized technology: This upgrade enables the company to support advanced technology platforms, driving innovation and improving its overall service.

• Ambitious growth: This investment reflects Weidenhammer New Packaging’s commitment to realizing the growth potential in both the national and international bulk ice cream market, positioning it for new opportunities and expanded reach.

TREMCAR SIGNS NEW DEALERSHIP AGREEMENT WITH STAINLESS STEEL OMC CUSTOM FABRICATION

Tremcar announced a new dealership agreement with Stainless Steel OMC Custom Fabrication, based in Turlock, California, for the sales of food-grade tanker trailers. With over 30 years of industry expertise, OMC’s professional team has built a reputation for excellence, serving numerous industrial and commercial clients from their tank repair shop.

Tremcar was particularly impressed with the experience and knowledge of OMC’s owner, Edward Ochoa, and his son, Eddie, who bring deep insights into the food-grade tanker industry.

“We aim to build strong relationships in the markets we develop,” said Daniel Tremblay of Tremcar. “We don’t just want to sell tanker trailers—we want to provide exceptional service and support to our customers for the long term. Having knowledgeable partners like OMC to represent the Tremcar brand is essential. We deliver quality tankers, and OMC delivers the quality service to match. They’re dedicated to helping the tank-hauling industry succeed, offering repairs and modifications to maximize customer efficiency.”

Over the past year, Tremcar also has significantly expanded its food-grade production plant, adding 50,000 square feet of production space to its existing 140,000-square-foot facility. This investment includes cutting-edge technology to address the skilled labor shortage, such as a welding school combined with robotics, which has boosted production capacity.

D. THOMAS + ASSOCIATES ANNOUNCES NEW LEADERSHIP

D. Thomas + Associates, a leading provider of sales,

service, and support for the packaging industry, is proud to announce a new era of leadership. Daniel (Danny) T. Hogerty III has been named chairman, and Joseph (Joe) P. Marx and Philip (Phil) M. Burris have been appointed co-presidents.

Burris, who began his career at Krispy Kreme, joined D. Thomas + Associates in 2006. He became a partner in 2018, and his expertise lies in cultivating new business opportunities, managing existing client relationships, and fostering strong partnerships with suppliers. Hogerty III and Marx, both veterans of the packaging industry, started their careers at PPC Flex in Elk Grove Village, IL, in 1987 and 1989, respectively. They later joined D. Thomas + Associates, eventually becoming partners. Burris, Hogerty, and Marx are actively involved in industry organizations such as the American Bakers Association, BEMA, ATBI, MWATBI, Privy Council, and The Bakers’ Dozen, demonstrating their commitment to industry advancement.

“We are excited to see the next generation of leaders take the helm,” said President Mike Monea. “We will continue to be actively involved in the company, providing guidance and support in leadership and advisory roles.”

WELCOME NEW MEMBERS

CANASTOTA DAIRY PRODUCTS

Andy Laslo

General Manager/CEO andylaslo@gotgoodcheese.com 4 Rasbach St. Canastota, New York

RITTAL LLC

Patrick Rokahr

Vertical Market Manager Food & Beverage rokahr.p@rittal.us

425 Martingale Road, Suite 400 Schaumburg, Illinois rittal.us

ROCHELEAU TOOL & DIE

Robert Babcock

Plant Manager

rbabcock@rocheleautool.com 117 Industrial Road Fitchburg, Massachusetts rocheleautool.com

TLF GRAPHICS

Chris Augustine VP Sales

chris@tlfgraphics.com

235 Metro Park Rochester, New York tlfgraphics.com

Daniel (Danny) T. Hogerty

Joseph (Joe) P. Marx Philip (Phil) M. Burris

CATEGORIES

ARTICLES

Dairy Producers can nd suppliers that will help their businesses run more pro tably and ef ciently.

• Co-Packing/Private Label

• Distribution and Transportation

• Ingredients

• R&D Quality Control

• Packaging

• Process Equipment

• Sanitation and Maintenance

• Service and Supplies

Weekly articles announcing the latest and greatest technologies from key industry suppliers.

Classi ed listings offering deals on used equipment.

NDSA CATALOGS

And much more!

Nelson-Jameson Continues its Growth

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

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

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

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

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

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

True to that commitment, and to its roots, Nelson-Jameson prides itself on being a “one-stop shop” for its customers. Whether it’s PPE, ingredients, lab equipment, materials handling, cleaning supplies, parts, tools, or office supplies, the

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

– Mike Rindy, President of Nelson-Jameson

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

“Our products are sourced from vendors that represent innovation and technology,” said Rindy. “And our category specialists have the food processing and food safety expertise to ensure that the products are being used correctly and are the correct products for the application.”

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

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

BUILDING ON A HISTORIC FOUNDATION

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

ple: to provide dairy plants with the necessary equipment and supplies. It’s a goal that has since expanded to serving dairy processors across the country.

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

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

Business Trends

Enhancing Your Data Security in 2025: Five Essential Tips

BY DEANNA PELLEGRINO

In today’s digital age, protecting your personal information is more important than ever. With cyber threats evolving rapidly, it’s crucial to stay informed and take proactive measures to safeguard your data. Here are five essential tips to help you enhance your data security in 2025:

1. REGULARLY REVIEW ACCOUNT ACTIVITY

One of the simplest yet most effective ways to protect your data is to regularly review the activity on your accounts. By frequently checking your bank statements, credit card transactions and online accounts, you can quickly identify any unauthorized or suspicious activity. Early detection of fraudulent transactions can help you take immediate action to mitigate potential damage. Set up alerts for your accounts to receive notifications of any unusual activity. This proactive approach allows you to stay on top of your financial health and address any issues before they escalate.

2. AVOID PUBLIC WI-FI FOR SENSITIVE TRANSACTIONS

Public Wi-Fi networks, such as those found in cafes, airports and hotels, are often unsecured and can be a hotspot for cybercriminals. Avoid conducting sensitive transactions, such as online banking or shopping, over public Wi-Fi. Instead, use a secure, private network. Additionally, consider using your mobile data for sensitive activities if a secure Wi-Fi network is not available. Always be cautious about the networks you connect to and prioritize your data security.

3. MONITOR YOUR CREDIT REPORT

Regularly monitoring your credit report is an essential step in protecting your financial information. By checking your credit report, you can spot any unusual activity or signs of identity theft early on. Many credit bureaus offer free annual credit reports, and there are also services that provide continuous credit monitoring for added peace of mind. Look for any accounts you did not open, inquiries you did not initiate or any other discrepancies. If you notice anything suspicious, report it immediately to the credit bureau and take steps to secure your identity. Regular monitoring helps you stay informed about your credit status and quickly address any potential issues.

4. USE PRIVACY SETTINGS ON SOCIAL MEDIA

Social media platforms often collect and share a significant amount of personal information. To protect your privacy, make sure to adjust the privacy settings on your social media accounts. Limit the visibility of your posts and personal information to trusted friends and family only. Be cautious about the information

you share online, as cybercriminals can use it to target you. Regularly review and update your privacy settings to ensure they align with your comfort level. Avoid sharing sensitive information such as your home address, phone number or financial details. Being mindful of your online presence can significantly reduce the risk of your personal information being misused.

5. USE MULTI-FACTOR AUTHENTICATION WHERE POSSIBLE

Multi-factor authentication (MFA) adds an extra layer of security to your accounts by requiring more than one form of verification. In addition to your password, MFA may require a code sent to your phone, a fingerprint scan, or facial recognition. Enabling MFA on your accounts significantly reduces the risk of unauthorized access, even if your password is compromised. Many online services and platforms now offer MFA options, so take advantage of them wherever possible. This additional step may seem inconvenient, but it greatly enhances your account security and provides peace of mind knowing that your data is better protected.

STAY ALERT!

It’s imperative to stay knowledgeable on the ways we know to protect ourselves and our data. We are ultimately the best defense at detecting and stopping threats to our data privacy by making informed decisions to protect ourselves, our information and our devices. So, what’s our best advice to you? Stay alert, stay-up-todate, and think before you click.

Deanna Pellegrino is the Director of Information Security at Farm Credit East, a member of the Northeast Dairy Suppliers Association, Inc. This article originally appeared on the cooperative’s Today’s Harvest Blog

BENEFITS OF ASSOCIATION MEMBERSHIP

To maximize your membership or join the association, contact Alex Walsh, Executive Director at alex.walsh@ndfsa.org or visit NDFSA.ORG.

GOVERNMENT RELATIONS & MEMBERSHIP

Legislative & Regulatory Representation Through Government Relations & Lobbying

Safety and Environmental Information

Economic Analysis and Forecasting

Continuing Education and Certification Opportunities

Industry Spokesperson

NETWORKING, MEETINGS & EVENTS

Annual Northeast Dairy Convention

Dairy Blender

Exhibit Booth at the Annual Northeast Dairy Convention

Annual Dairy Industry Clambake

Hospitality and Sponsorship Opportunities

Annual Bruce Krupke Memorial Golf Tournament

COMMUNICATIONS & PUBLIC RELATIONS

Quarterly Digital Copy of Northeast Dairy Magazine

Direct Customer Advertising Opportunities

Bruce Krupke Memorial 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!

From Farm to Table to Loyal Customers: How CRMs Can Help You Grow

BY MELINDA AIKEN

Running a successful dairy operation requires more than just producing high-quality milk. Building strong customer relationships and streamlining operations is essential for growth in today’s competitive market. Like a well-maintained milking parlor keeps your operation running smoothly, a Customer Relationship Management (CRM) system, such as HubSpot or Salesforce, can optimize your sales and marketing efforts, turning potential customers into loyal buyers.

BRIDGING THE GAP BETWEEN SALES AND MARKETING

Think of your marketing team as the farmers carefully cultivating and harvesting the crops. They work tirelessly to create engaging campaigns and generate valuable leads – the “raw milk” of your business. But what happens to that milk next? Without a proper system, those leads might be left to spoil, never reaching their full potential.

This is where a CRM comes in – your very own processing plant. It takes those raw leads, processes them, and turns them into valuable products ready for the market. A CRM helps bridge the gap between sales and marketing, ensuring no potential customer falls through the cracks. Imagine having a system that automatically segments leads based on

their interests (e.g., organic milk, cheese varieties, delivery options), giving your sales team the advantage of following up with personalized offers. This level of targeted communication can significantly increase conversion rates.

THE BENEFITS OF A CRM

Just like modern technology improves efficiency on the farm, a CRM can boost your business several ways:

• Increased Sales: Imagine knowing exactly which products each customer prefers, allowing your sales team to offer personalized recommendations and promotions. With a CRM, you can track customer interactions, purchase history, and preferences, leading to more targeted and successful sales efforts. For example, if a customer regularly orders your Greek yogurt, the CRM can prompt your sales team to offer them a discount on a new flavor or a complementary product, like granola.

• Improved Marketing: A CRM, HubSpot, helps you understand your customers better. You can tailor your marketing campaigns to their specific needs and interests by analyzing their behavior and engagement. This means less wasted effort and a higher return on your marketing investment. Instead of generic email blasts, you can send targeted messages about new products,

seasonal recipes, or special offers based on individual customer preferences

• Enhanced Collaboration: A CRM is a central hub for all customer-related information, ensuring everyone in your organization is on the same page. This fosters better communication and collaboration between sales, marketing, and customer service teams, providing a more seamless customer experience. If a customer contacts customer service with a question, the representative can access their complete history within the CRM, including past orders, preferences, and any previous interactions. This enables them to provide faster and more personalized support.

• Streamlined Operations: Say goodbye to manual data entry and spreadsheets! A CRM automates many tasks, allowing your team to focus on what they do best – building relationships and growing your business. Automated tasks can include everything from lead capture and contact management to email marketing and sales reporting, freeing up valuable time for your team.

• Customer Data Beyond the Office: CRMs like HubSpot offer a mobile app your sales and service teams can access on the go. They can receive notifications, check customer information, and update and record data on-site from anywhere they are.

• Data-Driven Decisions: A CRM provides valuable insights into customer behavior and campaign performance. This data allows you to make informed decisions about your sales and marketing strategies, optimize your operations, and identify new growth opportunities. For

Sales + Marketing

example, you can track which marketing channels are generating the most qualified leads or identify trends in customer preferences to inform product development.

CHOOSING THE RIGHT CRM

Just as you carefully select the right equipment, choosing the right CRM is crucial. Consider your specific needs and goals. Do you need a system that integrates with your existing software? Do you require advanced analytics and reporting features?

Investing in proper training is also essential to ensure your team can effectively use the CRM. Remember, a CRM is only as good as the data you put into it.

There are many options to choose from, so contact a marketing professional or spend the necessary time researching. Some of the top CRMs we recommend are:

• HubSpot

• Salesforce

• Zoho

TURNING POTENTIAL INTO PROFIT

By embracing a CRM system, you can transform your sales and marketing efforts from a potential source of frustration into a revenue-generating powerhouse. Just like a healthy herd produces more milk, a well-implemented CRM can help your dairy business thrive. It’s an investment in efficiency, customer satisfaction, and long-term growth.

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

Pfor the Dairy Industry TRENDS SEARCH ENGINE

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.

Ice cream near me

Ice cream cups

Ice cream bars

Vanilla ice cream

Ice cream cones

PROTEIN MILK

RELATED SEARCH QUERIES

Average Search Volume has increased 1.2% YoY

Average Search Volume has increased 95.5% over the past five years

SUSTAINABILITY

1. Protein in milk

2. Milk with protein

3. High protein milk

4. Whole Milk

5. Whey

RELATED SEARCH QUERIES

Average Search Volume has decreased 13.7% YoY

Average Search Volume has increased 17.5% over the past five years

1. What is sustainability

2. Sustainability report

3. Food sustainability

4. Sustainability definition

5. Sustainability goals

OSHA UPDATE

Six Steps to an Effective Job Hazard Analysis

BY THE OCCUPATIONAL SAFETY AND HEALTH ADMINISTRATION

All workplaces have job hazards. Whether you are a construction worker working at heights, an agricultural worker handling a chemical substance, or a warehouse worker lifting heavy objects, these hazards can cause injuries, illnesses, and even deaths.

WHAT IS A JOB HAZARD ANALYSIS?

A  job hazard analysis, or JHA, helps you identify and control unrecognized hazards, as well as hazards that might emerge when there are changes such as a new process or piece of equipment.

• The goal of any JHA is to discover:

• Potential consequences and worst-case scenarios.

• How an incident could happen.

• Contributing factors.

• The likelihood that an incident could occur.

• Hazard controls.

This ongoing process of identifying and assessing hazards and hazardous situations is a critical part of any effective safety and health program.

JOB

HAZARD ANALYSIS STEPS

1. Select and Prioritize Jobs to Analyze

When conducting a JHA, start with the jobs where a potential injury or illness could be severe or the jobs that frequently result in injuries or near misses when performed. Engage ALL workers and review your records to help you decide.

2. Analyze All Steps of the Job

After you select the job to analyze, detail all aspects of the job performed. This is critical so that workers can review the JHA and best prepare to safely complete the job. You can make videos and take photos to help record this process.

3. Look At Each Step of the Job for Hazards

Next, identify all the hazards associated with the job. Review all previous injury or illness records and consider the worst-case scenarios that the hazards could cause. Hazards can typically be broken down into these categories: machine-related, physical barriers, biological, chemical, or ergonomic.

4. Describe the Hazards

Now that you have identified the job hazard, put on your detective hat to determine: Who does the hazard affect? What causes the hazard? What are other contributing factors? When is the hazard likely to impact workers? Where does the operation occur? Lastly, why would an accident occur?

5. Select, Install, Maintain and Review Controls

After you describe the hazards, explain the most effective way to control the hazard and prevent injuries. Refer to the hierarchy of control methods that includes 1. elimination, 2. substitution, 3. engineering controls, 4. administrative controls and 5. personal protective equipment.

6. Review Your Job Hazard Analysis

Congratulations! You developed a JHA! As a last step, be sure to review the JHA and continually update it as aspects of the job change or evolve.

Source: U.S. Department of Labor Blog

Leanne’s Kitchen

Comfort Food Made with Delicious Dairy

CHEDDAR QUICK BREAD

INGREDIENTS:

• 2 cups all-purpose flour

• 4 teaspoons baking powder

• 1 tablespoon sugar

• 1 ½ teaspoons garlic powder

• ½ teaspoon salt

• 1 ½ cups shredded sharp cheddar cheese

• 1 cup milk

• 1 large egg, beaten

• 2 tablespoons butter, melted

INSTRUCTIONS:

1. Preheat your oven to 350°F. Grease a loaf pan.

2. Mix dry ingredients: In a large mixing bowl, whisk together the flour, baking powder, sugar, garlic powder, and salt. Stir in the shredded cheese.

3. Combine wet ingredients: In a separate bowl, whisk together the milk, beaten egg, and melted butter.

4. Combine mixtures: Add the wet ingredients to the dry ingredients and stir until just combined. Be careful not to overmix.

5. Bake: Pour the batter into the prepared loaf pan and smooth the top. Bake for 45-50 minutes, or until the top is golden brown and a toothpick inserted into the center comes out clean.

6. Cool and serve: Let the bread cool in the pan for a few minutes before transferring it to a wire rack to cool completely. Slice and enjoy!

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

NDFSA members shared these posts on LinkedIn and Facebook

Perry’s Ice Cream

#tbt to 1993 with our trusty sidekick, Perrywinkle scoopin’ some cones �� ♥

Dopkins & Company, LLP

Announced today! Our congratulations to Tom Emmerling for once again being named to the Buffalo Business First POWER 250 list of WNY’s most influential business and community leaders. lnkd.in/gQjxbcDk

Why is BelGioioso Provolone the best?

✅ Our Provolone has been made in Wisconsin since 1979 using a traditional family recipe ✅ 30 time award winner and consistently named “World’s Best”

✅ From mild and buttery to bold and aromatic, our Provolone offers variety to suit every taste. Available in specialty shapes, slices and snacksized options—perfect for any occasion

✅ It’s the ultimate upgrade for your cheeseboards and recipes, bringing flavor to every bite! www.belgioioso.com/products/provolone

Promoting #sustainable products and #packaging is important, and growing worldwide legislation on green claims means the process goes beyond simply labeling something biodegradable or compostable. The Circular Blog breaks down the most common claims to help you clearly communicate to consumers. okt.to/UIlrOR