In-store sampling differentiates products, educates consumers · Consumers connect with cheese through recipes By Rena Archwamety MADISON, Wis. — Whether consumers want to ﬁ x

Consumers connect with cheese through recipesBy Rena Archwamety

MADISON, Wis. — Whether consumers want to fi x a quick meal or a gourmet dinner, they can fi nd an array of sources for inspira-tion, including cooking shows, recipe blogs and tips from amateur, professional and celebrity chefs. Cheese and dairy companies are using these channels as well to reach consumers and promote accessible and innovative ways to use their products.

“We’ve always used recipes, even before the days of social media,” says Jen Neary, director of marketing for integrated services, Cabot Cheese, Cabot, Vt. “From our focus groups and research, we know that’s what consumers want. Even in print ads, before social media, recipes really got consumers to stop and look at our products.”

CDFA orders price relief, but below level previously granted SACRAMENTO, Calif. — The California Department of Food and Agriculture (CDFA) last Friday announced it would reinstitute tem-porary price relief for milk producers at a reduced level through the end of the year. However, the increase that will take effect July 1 is far less than what producers had asked for and only half the level of the previous increase that had been in place through the end of May.

The decision follows a May 20 public hearing CDFA called on its own motion to consider extending temporary price increases it previ-ously had ordered for the period of Feb.1 to May 31, 2013. There were no price increases in June.

After evaluating the May 20 hearing record, CDFA decided to amend the Class 1, 2, 3, 4a and 4b pricing formulas for July 1 through December 31 by: increasing the Class 1 price approximately $0.03 per hundredweight; increasing the Class 2 and 3 prices approximately $0.05 per hundredweight; and increasing the Class 4a and 4b prices approximately $0.15 per hundredweight. The changes will take effect for milk delivered to processing plants on or after July 1, and on aver-age, these adjustments will increase the monthly pool prices for the period by approximately $0.125 per hundredweight.

CDFA Secretary Karen Ross ordered the reduced levels of extended price relief despite a recommendation by the hearing panel that CDFA not continue temporary price relief.

“As a result of the uncertainty regarding the current condition of the dairy industry because of the lack of concrete data, the panel is concerned and needs to be cautious in recommending temporary price relief, so that the normal marketing conditions of the state’s milk sup-plies or fi nished dairy products are not disrupted,” the advisory panel says in its post-hearing report.

Ross says in a letter to dairy industry stakeholders that while testimony on the hearing record failed to provide economic data to justify the industry’s

Volume 33 June 28, 2013 Number 23

By Aaron Martin

MADISON, Wis. — Consumers have many products to chose from in today’s increasingly cluttered marketplace. This is why companies ranging from farmstead artisan cheese-makers to multi-billion dollar conglomerates utilize in-store product sampling programs to differentiate their products and educate consumers.

Research suggests that of-fering in-store product samples has a major impact on consum-er purchasing decisions. Sixty percent of shoppers report that firsthand experience is the most effective way to encour-age purchases, and 90 percent of shoppers say they are more

In-store sampling differentiates products, educates consumers

likely to purchase a product if they’re satisfi ed with the sample, according to a PROMO Industry Trends report. In-store sampling programs.

Product sampling programs also allow cheesemakers to educate consumers about specialty products and of-fer suggestions for pairing and preparation. Kristy Klug, marketing communications specialist, Saputo Specialty Cheese Co., says consumers are often intimidated by the vast amount of specialty cheese options available to them in the marketplace.

“The specialty cheese cat-egory includes an incredibly wide range of products, making consumer education a very important part of the sales process,” she says. “Sampling is a tried-and-true option. We know when people try our cheeses, they’ll love them. We also use in-store materials that include a brief description of the cheese along with wine pairing and serving sugges-tions. Educational tools like these help to build consumers’ confi dence in their choices. It’s so much easier to buy a piece of cheese when you know exactly how to serve it and what to pair it with.”

Consumer education is especially important when a company launches a new product, or is trying to build a new brand all together. Bella Via Farms, Baldwinsville, N.Y., is a farmstead operation that produces Chevre and processes goat’s milk. It was launched three years ago. Bella Stahl, co-owner, Bella Via Farms, says that engaging consumers with product samples in retail set-tings and at public events has been integral to the company’s growth.

“One of the biggest positives out of product sampling is label recognition. People will come up to me and say, ‘I recognize that, or I’ve seen that,’” Stahl says. “Once you have that label recognition, some consumers will look for it in their local stores and ask store managers if they can order it.”

Cheshire Cheese Co., Mac-clesfi eld, England, has been operating as a brand for less than three years. The com-pany’s artisan cheeses are sold at more than 200 retail locations in England, and the company is currently seeking a distributor to enter the U.S. market. The company realized nearly $3 million in sales in its third year of operation. Simon

Spurrell, director, Cheshire Cheese Co., attributes the company’s success to branding and marketing through social media and in-store product samples.

“As we have a very unusual range of fl avored cheese, peo-ple can be wary of buying. The sample tasting surprises them and convinces them that we truly have the most amazing range of cheese,” Spurrell says. “Our sales staff are trained to entice and encourage tasting of the samples to generate sales, and it works 100 percent of the time.”

The interaction between the buyer and the sales staff needs to be fun and true to the brand. Offering a customer a piece of cheese on a toothpick likely won’t create a lasting impression. It’s important to fi rst get a consumer’s full at-tention, and then to make the interaction interesting and educational.

“The processor selling the cheese should be just as excited about the product as they want their consumer to become. I think people can feel that,” Stahl says. “They should be as engaged with people as they can at the ground level.”

Winners named in Wisconsin State Fair competition

Turn to SAMPLE, page 19 a

Turn to RECIPES, page 16 a

WEST ALLIS, Wis. — Dairy manufacturers from throughout the state sub-mitted close to 300 entries for the 2013 Wisconsin State Fair Cheese & Butter Contest, held Thursday at Wisconsin State Fair Park. The contest featured 25 classes.

The 2013 Grand Mas-ter Cheesemaker will be named and all the winning Turn to CONTEST, page 14 aTurn to RELIEF, page 18 a

Scan this code

for breaking

news and the

latest markets!

✦ Lactalis American Group to close Mozzarella Fresca plant in Tipton, Calif. For details, see page 4.

✦ Experts discuss global dairy market, U.S. price outlook at INTL FCStone meeting. For details, see page 5.

✦ Dairy groups praise USDA for new school snack rules. For details, see page 13.

✦ Senate passes immigration reform bill; NMPF pleased. For details, see page 20.

INSIDE

Reprinted with permission from the June 28, 2013, edition of CHEESE MARKET NEWS®© Copyright 2013 Quarne Publishing LLC; PH: (509) 962-4026; www.cheesemarketnews.com

http://www.facebook.com/cheesemarketnews

2 CHEESE MARKET NEWS® — June 28, 2013

DISCLAIMER: Cheese Market News® has made every effort to provide accurate current as well as historical market information. However, we do not guarantee the accuracy of these data and do not assume liability for errors or omissions.

MARKET INDICATORS

STAFF SUBSCRIPTION INFORMATION

POSTMASTER: Send address changes to Cheese Market News®, Subscriber Services, P. O. Box 628254, Middleton, WI 53562; Form 3579 requested; or call direct at 608/831-6002.

Subscriptions:

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e-mail: [email protected] Kate Sander, (PH 509/962-4026; FAX 509/962-4027)

e-mail: [email protected] Sowerwine, (PH 608/288-9090; FAX 608/288-9093) e-mail: [email protected]

Rena Archwamety, (PH 608/288-9090; FAX 608/288-9093) e-mail: [email protected]

Aaron Martin, (PH 608/288-9090; FAX 608/288-9093) e-mail: [email protected]

REGULAR CONTRIBUTORSJohn Umhoefer, Downes-O'Neill LLC, International Dairy Foods Association, National Milk Producers Federation

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Dry Products* June 28, 2013

DRY BUTTERMILK(FOB)Central & East: $1.5400(+3)-$1.6000.(FOB) West: $1.5600(+1)-$1.6000(+1 3/4); mostly $1.5700(+1)-$1.5875(+1 1/4).

EDIBLE LACTOSE(FOB)Central and West: $.5600(+4)-$.7500; mostly $.5800-$.7100.

NONFAT DRY MILKCentral & East: low/medium heat $1.7000(+2)-$1.7725; mostly $1.7000(+1)-$1.7400(+1). high heat $1.7800(+3)-$1.8500.West: low/medium heat $1.6500-$1.7800(+2); mostly $1.7000(+1)-$1.7350(+1/2). high heat $1.6600-$1.8500(+3).Calif. manufacturing plants: extra grade/grade A weighted ave. $1.6595(-.0018) based on 12,196,859 lbs. Sales to CCC: 0 lbs.

WHOLE MILK POWDER (National): $1.8000-$1.9000(-5).

DRY WHEYCentral: nonhygroscopic $.4700-$.6250(+1/2); mostly $.5200(+1/2)-$.5700.West: nonhygroscopic $.5625(-3/4)-$.6125(+1/4); mostly $.5725-$.6100.(FOB) Northeast: extra grade/grade A $.5450(+1/4)-$.6200(+1/4).

ANIMAL FEED (Central): Whey spray milk replacer $.4075-$.5400.

WHEY PROTEIN CONCENTRATE (34 percent): $1.3000(+2)-$1.4700(+1); mostly $1.3250(+2 1/2)-$1.3600(+1).

CASEIN: Rennet $4.3500-$5.0000; Acid $4.6000-$5.4000.

*Source: USDA’s Dairy Market News

Total Contracts Traded/Open Interest Daily market prices are available by visiting CME’s online statistics sites at http://www.cmegroup.com.

JUN13JUL13AUG13SEP13OCT13NOV13DEC13JAN 14FEB 14MAR 14APR 14MAY 14JUN 14

CHEESE FUTURES for the week ended June 27, 2013 (Listings for each day by month, settling price and open interest)

1.7771.6911.7601.8151.8201.8051.7801.7531.7371.7321.7371.7301.751

869866785714770923839

803837191727

158/5,984

1.7781.6531.7401.8071.8181.8051.7791.7601.7371.7321.7371.7301.751

869896807754777931842

993837191747

226/6,133

1.7781.6981.7521.8151.8201.8101.7801.7531.7371.7381.7371.7301.751

258/5,924

869857797692744917834

783835191727

Fri., June 21 Mon., June 24 Tues., June 25 Wed., June 26 Thurs., June 27

1.7771.7551.8061.8401.8451.8231.7861.7601.7371.7401.7371.7301.751

873745715603647836758

713123191727

69/5,365

1.7781.7201.7771.8301.8351.8201.7881.7601.7371.7401.7371.7301.751

872827751657721903828

713123191727

557/5,747

Total Contracts Traded/Open Interest

JUN13JUL13AUG13SEP13OCT13NOV13DEC 13JAN14FEB14MAR14

DRY WHEY FUTURES for the week ended June 27, 2013 (Listings for each day by month, settling price and open interest)

57.2556.0056.2556.5057.2556.7556.7554.3552.5052.00

251277245231156167155

121212

22/1,518 38/1,527

Daily market prices are available by visiting CME’s online statistics sites at http://www.cmegroup.com.

57.2556.2056.3056.5056.7556.7556.6054.3552.5052.00

251283247232156167155

121212

57.2557.4558.0058.0058.7558.0059.0054.3550.0049.00

249276246231154172162

666


57.2556.0057.0056.5057.2557.2556.7554.3552.5050.50

251276245231156167155

777

36/1,502 0/1,508

57.2556.2556.7556.7557.2557.2557.5054.3550.0049.00

251268

244228156167155

666

129/1,487

(These data, which include government stocks and are reported in thousands of pounds, are based on reports from a limited sample of cold storage centers across the country. This chart is designed to help the dairy industry see the trends in cold storage between the release of the National Agricultural Statistics Service’s monthly cold storage reports.)

ButterCheese

18,470114,792

+324-937

12,016129,184

+853+2,599

+6,454-14,392

+5 +2

Weekly Cold Storage Holdings June 24, 2013 On hand Week Change since June 1 Last Year Monday Change Pounds Percent Pounds Change

CLASS III PRICE (Dollars per hundredweight, 3.5% butterfat test)

YEAR2007200820092010201120122013

JAN13.5619.3210.7814.5013.4817.0518.14

FEB14.18 17.03 9.31 14.2817.0016.0617.25

MAR15.0918.0010.4412.7819.4015.7216.93

APR16.0916.7610.7812.9216.8715.7217.59

MAY17.6018.18 9.8413.3816.5215.2318.52

JUN20.1720.25 9.9713.6219.1115.63

JUL21.3818.24 9.9713.7421.3916.68

AUG19.8317.3211.2015.1821.6717.73

SEP20.0716.2812.1116.2619.0719.00

OCT18.7017.0612.8216.9418.0321.02

NOV19.2215.5114.0815.4419.0720.83

DEC20.6015.2814.9813.8318.7718.66

Monday Tuesday Wednesday Thursday Friday

Chicago Mercantile Exchange

June 24 June 25 June 26 June 27 June 28

Weekly average (June 24-28): Barrels: $1.6340(-.1105); 40-lb. Blocks: $1.6655(-.0575).Weekly ave. one year ago (June 25-29, 2012): Barrels: $1.6720; 40-lb. Blocks: $1.6490.

Cheese BarrelsPriceChange

Cheese 40-lb. blockPriceChange

Extra Grade NDMPriceChange

Grade A NDMPriceChange

Weekly average (June 24-28): Extra Grade: $1.7000(NC); Grade A: $1.7300(+.0175).

Grade AA ButterPriceChange

Class II Cream (Major Northeast Cities): $2.0466(-.0016)–$2.1527(-.0649).

Weekly average (June 24-28): Grade AA: $1.4450(-.0710).

$1.4275-4

Sign up for our daily fax or e-mail service for just $104 a year. Call us at 608-288-9090.

Cash prices for the week ended June 28, 2013

$1.6575 -2

$1.6875 NC

$1.7000NC

$1.7300NC

$1.4675-3/4

$1.5975 -4 1/4

$1.6375 -4

$1.4275NC

$1.7000 NC

$1.7300NC

$1.4275NC

$1.7000 NC

$1.7300NC

$1.5975 NC

$1.6375 NC

$1.6400 -1 3/4

$1.6775 -1

$1.7000 NC

$1.7300NC

$1.6775 -4

$1.6875 -3 3/4

$1.7000NC

$1.7300NC

$1.4750-2 1/2


http://www.cheesemarketnews.com/

June 28, 2013 — CHEESE MARKET NEWS® 3

DISCLAIMER: Cheese Market News® has made every effort to provide accurate current as well as historical market information. However, we do not guarantee the accuracy of these data and do not assume liability for errors or omissions.

For more information please visit www.devilletechnologies.com

NEWS/BUSINESS MARKET INDICATORS

MONROE, Wis. — W&W Dairy recently added several new varieties to its product lineup.

Known for Hispanic cheeses such as Queso Fresco, a 2012 World Champion-ship Cheese Contest winner, as well as Quesadilla, Cotija and Enchilado, the company now has expanded its product line to also include Colby Longhorn, Mon-terey Jack and Cheddar-style cheeses.

W&W Dairy offers expanded product lineAccording to Ryan Webster, director

of sales and marketing, W&W Dairy, the company is excited to offer more varieties of cheese as well as private labeling.

“By developing a new process for making these items, W&W Dairy will have extremely competitive pric-ing due it its ability to offer exact-weight sizes,” he says. CMN

WASHINGTON — Total natural cheese in U.S. cold storage was 1.16 billion pounds as of May 31, 2013, up 3 per-cent from April 30, 2013’s 1.12 billion pounds and 8 percent more than the 1.07 billion pounds of natural cheese in cold storage at the end of May 2012, according to data from USDA’s National Agricultural Statistics Service (NASS).

American-type cheese in cold stor-age was 717.9 million pounds May 31, 2013, up 3 percent from April 30, 2013’s 698.7 million pounds and 10 percent higher than the 652.1 million pounds in cold storage May 31, 2012.

Swiss cheese in cold storage totaled

Total cheese, butter in cold storage climbs29.9 million pounds May 31, 2013, up 5 percent from April 30, 2013’s 28.5 mil-lion pounds and up 1 percent from May 31, 2012’s 29.6 million pounds.

Other natural cheese in cold storage totaled 408.9 million pounds at the end of May 2013, up 4 percent from April 30, 2013’s 394.1 million pounds and up 6 percent from the 387.5 million pounds in cold storage at the end of May 2012.

NASS reports butter in U.S. cold storage totaled 323.2 million pounds at the end of May 2013, up 4 percent from April 30, 2013’s 309.7 million pounds and 24 percent more than the 261.6 million pounds at the end of May 2012. CMN

WASHINGTON — Cheese remains a heavily advertised dairy product, and this week saw the 8-ounce block category jump ahead of 8-ounce shred packages in retail featuring, according to the latest biweekly National Dairy Retail Report released Thursday by USDA’s Agricultural Marketing Service (AMS).

AMS says that this week, national conventional 8-ounce blocks of natural cheese had a weighted average adver-tised price of $2.30, down from $2.31 two weeks earlier and down from $2.33 one year ago.

One-pound cheese blocks had a weighted average advertised price of $3.59, down from $4.51 two weeks earlier

AMS: Cheese remains heavily advertised, with 8-ounce blocks primarily featured

but up from $3.36 one year ago, while 2-pound blocks had an average price of $6.62, up from $5.78 two weeks earlier and up from $5.74 one year ago, AMS says.

AMS says that 8-ounce cheese shreds had a weighted average advertised price of $2.16 this week, down from $2.32 two weeks ago and down from $2.47 one year ago. One-pound cheese shreds had a weighted average advertised price of $3.06 this week, down from $4.09 two weeks earlier and unchanged from a year earlier.

Meanwhile, AMS says that 1-pound packs of conventional butter this week had a weighted average advertised price of $2.87, down from $2.97 two weeks ear-

National Dairy Products Sales Report

Cheese 40-lb. Blocks:

*/Revised. 1/Prices weighted by volumes reported. 2/Sales as reported by participating manufacturers. Reported in pounds. More information is available by calling AMS at 202-720-4392.

Average price1 Sales volume2

Cheese 500-lb. Barrels:Average price1

Adj. price to 38% moistureSales volume2

Moisture content Butter:

Average price1

Sales volume2 Nonfat Dry Milk:

Average price1 Sales volume2

Dry Whey:Average price1 Sales volume2

For the week ended: 6/8/13

$1.777410,047,094

$1.8436$1.7621

9,966,27235.13

$1.54962,510,695

$1.683918,461,823

$0.56808,282,578

$1.755210,932,931

$1.8479$1.7709

9,690,36635.31

$1.56882,410,722

*$1.6813*21,944,670

*$0.5739*8,095,211

6/15/13 6/1/13

$1.811211,750,203

$1.8609$1.7746

9,466,97234.99

$1.61824,978,513

$1.669113,786,322

$0.58157,499,456

$1.75029,937,579

$1.8815$1.7963

9,377,76235.06

$1.55013,339,732

$1.687821,316,416

$0.58648,792,376

6/22/13

Daily market prices are available by visiting CME’s online statistics sites at http://www.cmegroup.com.


Cash-Settled NDM

JUN13JULY13AUG 13SEP 13OCT13NOV 13DEC 13JAN 14FEB 14

JUN13JUL13AUG13SEP13OCT13NOV13DEC13JAN 14FEB 14MAR14APR14MAY14JUN14


168.50170.75173.75172.75168.75165.00160.50160.00158.00

35/1,563

154.35145.00148.00150.50150.70152.00150.75153.08152.85153.00158.50159.00159.50

111/6,010



Fri., June 21 Mon., June 24 Tues., June 25 Wed., June 26 Thurs., June 27JUN13JUL13AUG13SEP13OCT13NOV13DEC13JAN14FEB14MAR14APR 14MAY 14JUN 14 JUL 14AUG 14SEP 14OCT 14NOV 14DEC 14

Class III Milk

18.0217.1217.7318.3018.3818.2017.9417.5317.2517.1517.1717.2017.2217.1516.9916.4916.4016.2916.80

1,083/22,460


Class IV Milk

JUN13JUL13AUG13SEP13OCT13NOV13DEC13JAN 14FEB 14MAR 14

18.9418.6419.1019.0019.0019.0518.3018.0017.8517.50

27/2,463

CME FUTURES for the week ended June 27, 2013


321275271232165182103

95

821877951882879

1,011520

202312

932

299394447385290254250

634041

3,3324,2823,6643,1512,1601,9381,778

576465372306245169

843322

18.0416.7017.5718.2218.2718.1517.9017.4917.2317.1217.1317.1717.1417.1516.9916.5516.4516.3516.80

3,3334,2123,7893,2372,2091,9691,793

583479385318262176

843322

18.9218.6519.0419.0018.7018.5818.0518.0017.8517.50

299420456396300254251

634041

168.28170.13172.00170.00168.45164.70160.00160.00158.00

319278282237171186104

95

154.25145.00150.00153.00153.00154.75152.00150.73151.50153.00158.50158.00159.50

841886951885878

1,011522

202313

932

1,625/22,767

83/2,520

54/1,591

103/6,044


Cash-Settled Butter

3,4354,2793,6973,1502,1541,9331,760

574464364300228155

842222

18.0317.1317.7718.3018.3518.2517.9517.5317.2417.0817.1517.2017.2017.1516.9916.4916.4016.2916.80

18.9418.7919.3019.2019.1519.0518.4418.1317.8517.50

299381447385290254246

634041

168.50170.75173.75 172.75168.75165.00160.50160.00158.00

321270266227160177

9895

155.00 148.00152.68155.50158.70156.70155.50155.48156.25155.50158.50159.00159.50

816864942882870

1,007516

202312

932

1,346/22,513

15/2,446

74/1,533

112/5,966

3,4574,2373,5152,9772,0431,8631,758

566458359293213141

842222

18.0317.7918.3318.6418.6418.5018.1117.6017.2617.1517.1617.1717.1717.1516.9916.4916.4016.2916.80

18.9419.1119.5019.5019.2519.1118.5918.2017.8517.50

299371446392280253246

624041

168.50171.45174.00173.00169.00165.25160.50160.00158.00

321263259224156170

9395

155.00154.00158.28160.75160.25160.90157.00156.95156.00156.50158.50 159.00159.50

796865926872858986516

1525

9932

669/21,900

20/2,430

10/1,500

188/5,882

3,4464,2633,6993,1472,1371,8861,746

567457366297220147

842222

18.0317.3418.0018.4418.4818.3918.0317.5817.2617.1517.1517.1817.1817.1516.9916.4916.4016.2916.80

2,136/22,398

18.9418.8519.3619.4219.2019.1118.5918.2017.8517.50

299381447392290253246

624041

29/2,451

168.50171.08174.00173.00169.00165.25160.50160.00158.00

321265259224156170

9395

2/1,502

155.00150.48156.03159.25159.60160.00156.93156.95156.00156.50158.50159.00159.50

816871929876871998510

2023

9932

91/5,937


http://www.devilletechnologies.com/


Connie Tipton is president and CEO of the International Dairy Foods Association. She contributes this column exclusively for Cheese Market News®.

Perspective:Industry Issues

Big Brother with an agenda

G U E S T C O L U M N I S T C M N E x c l u s i v e !

Our government is on a dangerous path of intimidation, regulation and punishment for those who hold views that differ from the views of this ad-ministration. Whether it’s the Internal Revenue Service targeting groups be-cause of their political beliefs or calls for disclosure of donors to political groups, there are clear efforts to silence the voice of business.

Let’s look at a few recent events. The National Security Agency is log-

ging emails and phone calls of ordinary citizens. The Internal Revenue Service is investigating individual taxpayers as well as blocking tax exemptions to groups with agendas that differ from the powers that be. The Justice Department has singled out a reporter for potential prosecution for doing his job for Fox News. What else is going on that hasn’t yet been uncovered?

All of this brings into focus the importance of free speech and the freedom to petition our government. These rights are fundamental to our democracy, and we must defend them vigorously, both independently and in united efforts through trade associations such as IDFA. One of the top groups in Washington with a big voice in this arena is the U.S. Chamber of Commerce, and IDFA is proud to be a member of that organization and working with them.

Unfortunately, these acts of govern-ment intimidation have the additional negative consequence of increasing the lack of civil discourse on issues. The barbs fl y during political contests as well as issue debates, making villains of those on the other side of an issue. Elec-tions have become mud-slinging events instead of debates about real differences among candidates, and the discussion

of issues has devolved into a low level of mischaracterization and vehemence. It’s troubling to say the least.

To solve the issues that lie before us all as Americans, we must speak out loudly for honest discussion, debate and efforts to collaborate and avoid allowing one group or another to dictate. This is the clearest way to move forward on policies that can keep our industry and our nation strong.

How did we get to this place where people are vilifi ed for disagreeing? Well, one example comes to mind from efforts to reform outdated dairy policy. There has been a long-time campaign to paint dairy processors and manufacturers as “only wanting cheap milk” and “not car-ing about dairy farmers.” Having worked with processors and manufacturers for 32 years, I can tell you this just isn’t true. A reliable supply of milk and dairy ingredients is at the top of the list for most dairy foods companies, along with the desire also to have an affordable price so the end equation will work to keep both farmers and processors in business and keep consumers buying our products. This is the win, win, win equation.

We also had an interesting experi-ence this spring when the Food & Drug Administration (FDA) decided to pub-lish a joint petition fi led by IDFA and the National Milk Producers Federation. The petition requested a change to the milk standard of identity to allow the use of non-nutritive sweeteners in fl avored milks. This was an effort to put fl uid milk on a level playing fi eld with competing beverages.

While there were reasonable people who honestly disagreed with this idea

and believed that milk needs to be treated differently than other beverages, there were many more who sent outright “hate mail,” going as far as comparing us to such despicable characters as Adolf Hitler. All in all, more than 35,000 comments were fi led at FDA, most based on the intentional mischaracteriza-tion of what we intended to do, which was driven by activists with their own agendas.

And while social media has made these sorts of campaigns easy to do, industry research showed that the effect on consumer attitudes was very limited. Without prompting or aided recall, only 1 percent of consumers mentioned that they were aware of the issue.

We all remember George Orwell’s book, 1984, about government keeping track of us as “Big Brother.” We want our government to do what’s right to protect us without taking over our lives.

Whatever the issue, our opponents have the right to disagree with us. But companies and organizations that rep-resent them, like IDFA, have the right to make their views known and their voices heard. An open exchange of ideas is healthy and can be productive in bringing important policy changes, whether on legislation, regulations or government rulemaking.

Mischaracterization of intentions, lack of civil discourse and intimida-tion have no place in our government or in civil society. We must work to guarantee our rights. CMN

The views expressed by CMN’s guest columnists are their own opinions and do not necessarily refl ect those of Cheese Market News®.

NEWS/BUSINESS

WASHINGTON — USDA’s Agricultural Marketing Service (AMS) in Thursday’s Federal Register published a fi nal rule to increase fees for voluntary federal dairy and inspection services.

The fi nal rule increases fees charged for voluntary dairy grading and inspec-tion services by 10 percent, except for derogations, starting Aug. 1. The fees will increase an additional 10 percent on Feb. 1, 2014.

The International Dairy Foods As-sociation (IDFA) submitted comments to the proposed rule in February, saying

USDA publishes fi nal rule increasing fees for voluntary dairy grading, inspection servicesthe proposed increases would be accept-able to dairy companies as long as they are phased in at a reasonable level and within a reasonable time frame. Specifi -cally, IDFA requested a rate lower than the proposed increase of 15 percent.

“Our members understand the need for AMS to increase fees to avoid a re-duction in services offered to the dairy industry,” says Cary Frye, IDFA vice president of regulatory and scientifi c affairs. “In our comments, we asked for a more reasonable increase, spread over a longer period of time, in smaller

increments to account for infl ation. We are pleased to see that USDA understood our concerns and framed the fi nal rule to be responsive to our requests.”

IDFA fi led the comments in re-sponse to the department’s proposed rule to increase the fees for voluntary federal dairy grading and inspection services. Because many IDFA members sell products to the federal government for use in food assistance programs or for export to other countries, they must be inspected under the AMS Dairy Grading and Inspection program,

meaning these companies do not have the option to discontinue or reduce inspection or grading services as the costs increase.

The fees associated with deroga-tion requests, which are requests for exemptions regarding the European Union Health Certifi cation Program, will remain the same, USDA says.

The published fi nal rule is available at www.regulations.gov. For more infor-mation, contact Diane Lewis, director of AMS Dairy Programs’ Grading and Stan-dards Division, at 202-720-4392. CMN

TIPTON, Calif. — Lactalis American Group has announced plans to close its Mozzarella Fresca cheese plant located here, a move that affects 144 plant employees.

In a notice fi led with the California Employment Development Depart-ment, Lactalis American Group announced its intention to close the plant. A layoff notice says the fi rst wave

of layoffs will happen Sept. 6, and the plant closure will continue in phases into December.

Representatives of the Tulare County Workforce Investment Board say they were informed by Lactalis American Group that it would shift its Mozza-rella production to a plant located in Idaho because the plant in Tipton is landlocked and cannot be expanded.

Lactalis American Group announced plans in 2012 to increase fresh Mozza-rella production at its facility in Nampa, Idaho. The Nampa facility, located in East Canyon County, has been produc-ing cheese for more than 10 years and is the company’s largest production plant in North America. At the time, representatives of the Boise Valley Economic Partnership said the plant

expansion would increase Mozzarella production there from 7 million pounds to 31 million pounds per year.

The Lactalis American Group acquired Mozzarella Fresca Inc. in 2007. Based in Concord, Calif., Mozzarella Fresca produces fresh Mozzarella, Ricotta and Mascarpone and markets them under the Gal-bani Mozzarella Fresca brand. CMN

Lactalis American Group plans to close Mozzarella Fresca cheese plant in Tipton, Calif.



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Experts discuss global dairy market, U.S. price outlook at annual INTL FCStone meetingBy Alyssa Sowerwine

CHICAGO — Experts offered insight into the U.S. and global dairy markets, including outlooks for prices and weath-er patterns, at INTL FCStone Inc.’s 10th Annual Dairy Outlook Conference last week in Chicago.

The 2-day conference featured a discussion by a panel of producers, a panel on post-quota Ireland, a session on the impact of the burgeoning middle class in India, and information on global weather and U.S. dairy price forecasts, consumer trends and the regulatory environment.

“Factors that have an impact on the domestic price for milk and cheese reach well beyond cows and their feed and well into the global marketplace,” notes Robert Chesler, vice president of FCStone LLC’s Foods Division.

Chesler delivered the Dairy Market Outlook at the conference. He began with an overview addressing the ques-tion: What moves markets?

“It’s rumors,” he jokes. “We have a lot of complaints about our reporting, about the USDA, about the revisions. But at the end of the day, most of the rest of the world wishes they had those products, so we are far and above ahead of them, and because of that, prices move so much on (these reports).”

Looking at the current market, Chesler notes U.S. forage tightness, favorable weather throughout New Zealand, a robust export market, input costs, world economic uncertainty, and even the status of the farm bill all factor into the dairy market outlook.

Looking at the domestic front, Chesler notes the volatility in milk pro-duction in California and the disparity in milk pay prices and margins by region across the United States.

California is the nation’s No. 1 milk-producing state and is still producing strongly, but it also is arguably the na-tion’s most troubled dairy production state, Chesler says.

“The big trend I’m expecting is that we will see larger farmer owners,”

Chesler says. “They’re not going to get larger in operation size of individual farms the way they have over the pro-ceeding 10 years, but we’re seeing more banks turn towards larger producers that they know or have equity or that they have more faith in, and ask them to take over a more troubled operation. They’re not closing that and moving the cows to their existing farm, they’re just going to own two instead of one, fi ve in-stead of three. They’re going to multiply the number of their operations. They’re still going to get that economy of scale.”

Showing a map of the regional disparity of milk prices in the United States, Chesler notes that while Cali-fornia prices average about $17.58 per hundredweight, farmers in Wisconsin are getting an average of $19.52, while Florida is getting up to $22.60. (For more on California milk pricing, see article in this issue.)

“If they’re getting in some of these states $2-plus less for their milk, and they’re paying $2-plus more for their grain ... some of those cow numbers may be moved and relocated,” he says. “At some point, something’s got to shift.”

Chesler notes the U.S. picture looks a bit like the California picture, only a bit stronger.

An increase in effi ciency in milk production has been the trend for some time, getting more milk out of each cow, he adds.

While USDA projects milk produc-tion will reach 201.9 billion pounds in 2013, FC Stone projects somewhere closer to 201.0 billion pounds, Chesler notes. Both are a projected increase from 2012’s average of 200.3 billion pounds of milk production.

USDA projects milk cow numbers will reach 9.19 million pounds in 2013, while FCStone projects 9.18 million. Both are down from 2012’s average of 9.23 million cows.

Meanwhile, milk per cow in the United States is projected to reach 21,960 pounds in 2013, according to USDA. FCStone expects milk per cow will reach 21,893 pounds. Both are up

from the 21,697 pounds of milk per cow produced in 2012.

Chesler also notes the effect that the New Zealand drought this year had on U.S. dairy price volatility.

“We’re all starting to impact each other more, quicker, than we did 10 or 15 years ago,” he says.

He notes that New Zealand projects an increase of 2 to 3 percent for the 2013-14 milk production season.

Meanwhile, in Europe, milk deliver-ies are expected to increase slightly in 2013, Chesler says. With the end of the dairy quota system on the horizon, higher milk per cow and contracting cow numbers also are predicted in the European region.

Chesler says he projects world milk production to increase by 170 metric tons in 2022 vs. the current outlook.

“The majority of that milk production should come from developing countries such as India,” he says. “Water is the greatest threat to growing dairy produc-tion. This forecast calls for a growth rate of 1.8 percent per year, well below the 2.3 percent growth rate of the previ-ous decade, so I think there are higher prices to come.”

Chesler adds that he projects dairy

product consumption will increase at an average of 2.1 percent per year based on robust international income growth, population growth and further westernization of diets.

Chinese company COFCO Corp. estimates China’s dairy demand will increase 116 percent by 2020, Chesler notes.

Looking at U.S. milk and dairy commodity price forecasts, FCStone projects the Class III milk price will average $18.35 per hundredweight in 2013, up from $17.44 in 2012 but slightly down from $18.37 in 2011. Class IV milk is projected to average $19.21, up from $16.01 in 2012 and $19.04 in 2011.

Cheese prices are expected to aver-age $1.7922 per pound, up from $1.7076 in 2012 but down from $1.8246 in 2011. Nonfat dry milk prices are expected to average $1.6513 per pound in 2013, up from $1.3279 in 2012 and $1.5058 in 2011.

Butter prices are expected to average $1.6939 per pound in 2013, up from $1.5943 in 2012 but down from $1.9498 in 2011. Dry whey prices are expected to average $0.6018 per pound in 2013, up from $0.5935 in 2012 and $0.5325 in 2011. CMN

ROME, Italy — The absence of substantial growth in milk produc-tion in the principal dairy export-ing countries implies that supplies to the international market will be “finely balanced” until at least the latter part of 2013, meaning that the current elevated international dairy product prices are likely to remain for some months, according to the United Nations Food and Agriculture Organization’s (FAO) biannual Food Outlook report, released earlier this month.

World milk production in 2013 is forecast to grow by 2.2 percent to 784 million metric tons, a similar rate to recent years, the report says. Asia and Latin America and the Caribbean are

FAO projects dairy prices will remain highexpected to account for most of the increase, with only limited growth elsewhere.

International dairy product prices registered “strong growth” during the fi rst part of 2013, particularly in March and April, the report notes. Although prices fell back in May, they still main-tained levels substantially above 2012.

The main cause of the leap in prices was a steep fall-off in New Zealand’s milk production, due to an abnormally prolonged dry period at the start of the year, the report notes. This led farm-ers to dry off or cull milk cows early, which in turn caused a reduction in milk production and in the processing of dairy products.

Turn to FAO, page 6 a


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Consequently, spot prices for New Zealand dairy products moved ahead sharply, particularly for milk powders, as buyers bid against each other for limited supplies.

The FAO Dairy Price Index reached 259 points in April, almost the same level as the historical peak in late 2007, before dropping to 250 in May. Even with that decline, prices still are substantially higher than a year ago, particularly for milk powder, the report says.

A further easing in dairy prices is anticipated during the coming months as milk production moves into full swing in the Northern Hemisphere, the

report says. Still, as output in exporting countries in this region will barely rise, much of the tenor of the global market for the rest of 2013 will depend on how Oceania shapes up in the new season.

World trade in dairy products is ex-pected to continue to expand in 2013, sustained by strong import demand, although supply limitations are ex-pected to place a brake on growth, the report says. Consequently, dairy trade is forecast to grow by 1.9 percent this year, compared with an average of 7 percent in recent years, to reach 54.7 million metric tons of milk equivalent.

Asia will continue to be the main market for dairy products, accounting for some 54 percent of world imports, the report says. In 2013, imports are expected to increase in China, the

United Arab Emirates, Iran, Saudi Arabia, Indonesia, South Korea, Japan, Malaysia and Oman.

Among the dairy commodities, Ched-dar was least affected by the surge in international prices for milk products, the report notes. Even in the case of a generic cheese, differences in taste, consumer preference and the use of branding mean that prices are not as volatile as for milk powder and but-terfat, which are destined mainly for reconstitution and other processing and thus are not generally visible to the individual consumer, the report says.

FAO notes that trade in cheese is forecast to grow by 3 percent in 2013 to 2.7 million metric tons, sustained by robust import demand. However, the rate of increase is expected to be less

than in recent years, as processors in the main exporting countries struggle to balance strong international demand for dairy products with limited supplies of milk.

The global cheese market is the most diffi cult dairy market to classify, the report notes. One apparent anomaly is that a number of major cheese pro-ducing and exporting countries also are important importers, including (in order of volume) the United States, Saudi Arabia, Egypt, the European Union (EU), Australia and Switzerland.

Most often, cheese purchases by this group of countries refl ect import quotas under trade agreements and also the highly specifi c nature of some cheeses, including those with restrictions on the use of their names and areas of origin, the report says.

Another group of the most signifi cant importing countries, which includes Russia, Japan, Mexico, South Korea and Iraq, focuses more on industrial cheese, both for direct consumption and for use by the processing industry, although each market has its specifi c requirements and preferences, the re-port notes.

FAO says that world exports of whole milk powder are projected to register only a small increase in 2013, rising by 1 percent to 2.5 million metric tons. This compares with average annual growth of 6 percent in the previous three years. High international prices will lead many countries to re-evaluate their import needs, including the potential for substitution.

FAO says sustained demand is forecast for Asia, the main market, but some importers in North Africa and Latin America and the Caribbean may limit or reduce purchases in the face of elevated prices.

Trade in skim milk powder (SMP) is anticipated to record limited growth in 2013, rising by 1.5 percent to 1.9 million tons, and contrasting with an average annual increase of 11 percent for the previous three years, the report says. In the face of tight export availability, SMP prices have risen alongside those of whole milk powder. Supplies of SMP to the world market are expected to be constrained, as manufacturers juggle fi nite milk supplies.

Trade in butter is forecast to grow by 2.7 percent in 2013, to 923,000 metric tons, based on increased sales by the EU, Belarus, Australia and the United States, the report says. Sales by New Zealand are expected to remain close to last year’s, as more emphasis is be-ing placed on using milk for whole milk powder and cheese production.

At the same time, the country re-mains the world’s leading supplier of butter, accounting for half of trade, the report adds.

Current high prices have created the opportunity for greater United States and EU participation in the internation-al marketplace, as they have the possi-bility of drawing upon substantial avail-able supplies, the report notes. CMN

FAOContinued from page 5


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NMPF introduces cartoon character modeled after REAL Seal logoARLINGTON, Va. — In its ongoing effort to revitalize and build awareness of the dairy industry’s REAL Seal, the National Milk Producers Federation (NMPF) is introducing a cartoon char-acter modeled after the logo.

“The REAL Seal has been around for nearly 40 years,” says Jim Mulhern, chief operating offi cer, NMPF. “This character is intended to bring the importance of looking for real dairy products and foods made with real dairy products to life.”

The fi rst order of business will be naming the character, according to Mulhern, who says a name will be chosen through an online challenge.

“We want kids to learn how to differentiate real dairy products and foods made with real American dairy products from the vegetable- and nut-based pretenders,” Mulhern says. “To highlight this important distinction, we are launching a campaign to name the character.”

Names may be submitted through the REAL Seal website: www.realseal.com. All entries must be received by Aug. 31. The top three names entered will be posted in September on the REAL Seal Facebook page (www.facebook.com/realsealdairy) and subject to a vote. The name with the most votes will be declared the winner.

“We’re really excited about this approach to helping kids and parents learn to look for real dairy products and foods containing real dairy products,” Mulhern says.

A cartoon featuring the character is already featured on the homepage of the REAL Seal website. CMN

Agropur acquires Cook’s Dairy, plans consolidationLONGUEUIL, Quebec — Agropur Cooperative recently announced it has reached an agreement to purchase Cook’s Dairy, the leading milk brand in Southwest Nova Scotia. Cook’s Dairy, which has been in business for 85 years, produces 2.7 million liters of fl uid milk and other dairy products each year.

“Agropur is very committed to supporting a strong dairy industry in Canada, and the Cook’s Dairy acquisi-tion brings us closer to our objective, furthers our strategy to give us a greater reach in this region, as well as deepens our market presence and product vari-ety,” says Agropur CEO Robert Coallier.

Agropur also recently announced the consolidation of its activities after its merger earlier this year with Farmers Dairy. In order to remain competitive, Agropur says it has decided that its Truro plant in Nova Scotia will specialize in powder and butter, and the cheese cut-ting and cheese production operations will end over the next two months.

As a result, Agropur will be eliminat-ing 45 positions in Atlantic Canada over the next six months. Agropur confi rms it will maintain more than 450 jobs in Atlantic Canada and will continue the operation of the three plants previously operated by Farmers Dairy.

“Employees were informed of the decision,” Coallier says. “As per our commitment at the time of the merger, we are maintaining our pro-duction facilities and securing the milk processed by our members in the Atlantic Provinces, and we remain committed to our C$10 million invest-ment program in the region.” CMN

Specialty cheese line Prima Donna debuts new lookBODEGRAVEN, Netherlands — Prima Donna, a premium line of specialty cheeses that features a combination of Dutch Gouda and Italian Parmesan fl avors, recently debuted a new look. Vandersterre Groep International says its brand’s redesign emphasizes the high-quality character of Prima Donna cheeses in a sophisticated way to stand out at the cheese counter.

Prima Donna cheese is naturally aged, not for a set amount of time but rather until it acquires a particular fl avor profi le. Throughout the aging period, there are three different vari-eties identifi ed as the pinnacle fl avor stages: fi no, maturo and forte. A fourth variety, leggero, is marketed toward health-conscious consumers and con-tains only 17.5 percent fat content (30 percent of the cheese), featuring a light, piquant fl avor.

For more information, visit www.PrimaDonnaKaas.com. CMN


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ST. PAUL, Minn. — Minnesota state health and agriculture officials re-cently reported that routine disease surveillance has detected at least six illnesses linked to consumption of raw dairy products from the Dennis Jaloszynski dairy farm near Cam-bridge, Minn.

According to epidemiologists with the Minnesota Department of Health (MDH), the illnesses include three people with laboratory confirma-tion of Campylobacter jejuni. The illnesses were reported to MDH by health care providers as required under Minnesota law. When MDH contacted the individuals to inquire about potential causes of their ill-nesses, the ill people reported that

Minnesota health, agriculture offi cials say at least six illnesses linked to raw dairy

they had consumed raw milk from the Jaloszynski Farm.

Minnesota Department of Agri-culture inspectors visited the farm to determine how many customers were purchasing the milk. Because the owner did not have a customer list, a consumer advisory is being issued.

“We’re concerned that people may be continuing to get sick after con-suming products from this farm,” says Trisha Robinson, a foodborne illness epidemiologist with MDH.

Minnesota law prohibits the sale of raw milk for human consumption, with the exception of raw milk occa-sionally secured or purchased for per-sonal use at the place or farm where the milk is produced. CMN

MADISON, Wis. — Food safety of-fi cials at the Wisconsin Department of Agriculture, Trade and Consumer Protection are advising people to avoid consuming Crystal Ball Farms brand 2-percent Reduced Fat Milk sold in half-gallon and quart size glass bottles with a sell-by date of June 24, 2013. No illnesses have been linked to this product, but a routine inspection by staff revealed that records could not verify that the milk had been properly pasteurized. Customers who have the product at home have been advised to return it to the store from which they

Crystal Ball Farms is recalling milk after records fail to verify proper pasteurization

purchased it.Crystal Ball Farms is located in

Osceola, Wis., and distributes pri-marily in northwest Wisconsin and northern Minnesota. The company is contacting retail stores and voluntarily recalling the product. Inspectors from both states will be verifying that this product has been removed from the marketplace.

Crystal Ball Farms reports that about 448 half gallons and 36 quarts of product were produced with the June 24 sell-by date, which is located in the cap of the glass bottle. CMN

LUCERNE, Switzerland — Arla Foods amba of Denmark was named winner of “Best Cheese” for its Unika Arla dur-ing the Dairy Innovation Awards 2013 during the 7th Global Dairy Congress recently held here. The awards were sponsored by global packaging com-pany Sidel, which is part of the Tetra Laval Group.

The judging panel considered more than 140 entries from 23 countries in 15 categories.

Other fi nalists in the cheese catego-ry included: Sartori Co. (United States) for Sartori Reserve Chai BellaVitano; Meiji (Japan) with Meiji Cream Cheese Slices; and Bel Brands (United States) for The Laughing Cow Smooth Sensa-tions Cream Cheese Spread.

Winner of the “Best Ice Cream of Frozen Yogurt” category was Simply Ice Cream (United Kingdom) for its Salted Caramel Ice Cream. Finalists in this category included Happy Ranch (Tai-wan) for Happy Soft Serve Ice Cream Mix with GOS, and Meiji (Japan) with Meiji The Premium Gran.

Powerful Yogurt from the United States won “Best Yogurt” for its Pow-erful Yogurt. Finalists in the yogurt

Arla Foods amba wins ‘Best Cheese’ at Global Dairy Congress’s Dairy Innovation Awardscategory included Arla Foods amba for Arla Yoggi Yogurt with Stevia, and Emmi Switzerland AG with Emmi Good Day.

“Best Butter or Dairy Spread” went to Arla Foods Amba for Arla Kaergar-den Varieties. Finalists chosen among the butter entries included The Irish Dairy Board for Kerrygold Softer Block Butter, and Nanyang Polytechnic (Sin-gapore) with Cheesy Spreado.

Belle Chevre (United States) won “Best Dairy Dessert for its Goat Cheese Cheesecake. Finalists in the dessert category included Chobani (United States) for Chobani Bite, and Tideford Organic Foods (UK) for Chocolate Rice Pudding.

“Best Dairy Drink” was awarded to UK-based Bio-tiful Dairy for Bio-tiful. McGrain of Taiwan was a fi nalist with its Drinkable Oatmeal Breakfast Latte.

First Milk (UK) was honored for “Best Functional Dairy Product” for its Lake District Dairy Co. Quark. Finalists in this category included: Lacka Foods Ltd. (UK) with Be Fast; Fair Oak Brands LLC (United States) with Core Power; and Skyland Foods (United States) with IBEX drinkable yogurt.

PepsiCo/Wimm-Bill-Dann (Russia) was awarded “Best Children’s Dairy Product” for Imunele for Kids. Final-ists in this category were Arla Foods amba for Arla Baby & Me Organic, and Adams Foods (UK) for MU Patz.

Emmi Good Day from Emmi Swit-zerland AG was named “Best New Brand or Business.” Finalists in this category were: Arla Foods amba for Unika Arla; Powerful Yogurt for Power-ful Yogurt; Tine SA (Norway) with E+ concept; and Ultima Foods (Canada) for Iögo.

Tate & Lyle of France were awarded “Best Dairy Ingredient” for Tasteva Stevia Sweetener. Finalists for ingredi-ents included Chr. Hansen (Denmark) for SaltLite, and First Milk with Lake District Dairy Co. Quark.

Arla Foods UK Ltd. won “Best Dairy Packaging Innovation” with Cravendale 50-centiliter and 1-liter PET bottles. Finalists in this category were: Fresh Beverages International (Ireland) for Shinsen Probiotic Cap; Meiji for Meiji Bulgaria Fruit Yogurt Drink packaging; and APPE (UK) for LactoElipse X PET bottle.

“Best Dairy Packaging Design” went to Lifeway Foods of the United

States for Helios Organic Kefir. Finalists were Arla Foods amba for Arla Baby & Me Organic, and Peter Gregson Studios (Serbia) for Panon Dairy Products.

Kryofl ash of the Netherlands won “Best Manufacturing or Processing In-novation for Kryofl ash patented Smart Freezing Solution. Finalists in this category were Fair Oak Brands LLC for Core Power patented cold fi ltration system, and Junction Solutions (Wind Rose Communications) of the United States for CLEARthru app.

India’s College of Technology and Engineering was awarded “Best En-vironmental Sustainability Initiative” for its Solar Concentrator for milk pas-teurizations. Finalists in this category included Wyke Farms (UK) for Wyke Farms Renewable Energy Project, and Three Twins Ice Cream (United States) for Ice Cream for Acres.

British Columbia Dairy Associa-tion of Canada won “Best Marketing Campaign” for Music Makes More Milk. Finalists for marketing included Dairy Farms of Canada for Canadian Cheese Rolling Festival, and Kindred/The British Cheese Board for Na-tional Anthem for Cheddar. CMN



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WASHINGTON — FDA recently re-leased a strategic plan that provides a blueprint for agency research that supports the FDA’s effort to address food, dietary supplement and cosmetic safety concerns and to implement new Food Safety Modernization Act (FSMA) mandated regulatory responsibilities.

In designing the Center for Food Safety and Applied Nutrition Science and Research (CSR) Strategic Plan, FDA’s Center for Food Safety and Ap-plied Nutrition (CFSAN) identifi ed fi ve strategic goals it believes have the greatest impact for modernizing the U.S. food safety system and protecting the public health. The center also des-ignated research outcomes to support those goals.

The CSR Strategic Plan aims to strengthen the science and research needed to ensure the safety of U.S. food and cosmetics. The fi ve strategic goals that CFSAN’s research is designed to support include:

• Better control and prepare for haz-ards. This goal captures the majority of CFSAN’s research and collaborative activities, the agency says. To better control and prepare for hazards, the

FDA releases strategic plan for research, implementation of Food Safety Modernization Actagency conducts research that sup-ports regulatory policy, rules, guid-ance and decisions. The agency also sustains and builds critical research capabilities.

FDA has identifi ed six research areas for sustaining or building the research capacity needed to support its strategic goals: microbiology, analytical chemistry, toxicology, food science, bioinformatics and nanotechnology.

CFSAN’s research efforts involve detecting and analyzing microbial pathogens and chemical contaminants in foods and cosmetics, and evaluat-ing the safety of food ingredients. The research focuses on food additives; dietary supplements; allergens and gluten; retail foods; and on the fi ve FDA-regulated commodities most sus-ceptible to hazards — dairy products, fresh produce, eggs, seafood and spices.

• Create faster and validated meth-ods. CFSAN seeks faster technologies to screen and identify potentially unsafe foods, whether domestic or imported. The agency’s goal is to reduce the time it takes to detect contaminants and adulterants in foods and to validate all of the regulatory methods it uses.

• Influence consumer behavior toward healthy dietary choices. Nutri-tional information fi rst appeared on food labels more than 100 years ago. Nutrition Facts labels now are manda-tory but, in light of growing problems of obesity, diabetes and cardiovascular disease, it is not yet clear to what extent consumers use this information to select their diets, CFSAN says.

Some examples of research out-comes in this area include promotion of research to measure the health benefi t of adhering to the 2010 Dietary Guidelines for Americans; communica-tion and change in behavior practices evaluated for effectiveness; and evalu-ation of health benefi ts resulting from consumer dietary changes.

• Develop leading edge technology for understanding and evaluating scien-tifi c information. Modern technologies provide high volumes of data that must be quickly accessed and analyzed. FDA’s goal is to develop leading-edge technol-ogy for understanding and evaluating these data. For example, CFSAN’s responsibilities require developing sophisticated information technology for the following: microbial character-

ization and sub-typing to improve food-borne outbreak detection and response; assessing risks from hazards targeted to priority food commodities; and using computational toxicology to assess the safety of food additives.

• Improve adaptability and respon-siveness. Achieving CFSAN research goals depends not only on the quality of research but also on the agency’s organizational effectiveness.

This strategic goal calls for organi-zational and operational improvement in adapting to change and responding to emergencies.

The goal recognizes that only a prepared and resourceful organization can manage serious issues confronting the U.S. food supply in an increasingly complicated and global food market.

Outcomes that support this goal include the following: alignment of research tasks to respond to current regulatory needs of CFSAN; prioritiza-tion of research outcomes to adapt to changing needs for regulatory sci-ence; more flexibility in procuring laboratory supplies and services; and better planning to accommodate variability in funding research. CMN


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Industry Investment

Photo courtesy of Wisconsin Cheese Makers Association

MADISON, Wis. — The Wisconsin Cheese Makers Association (WCMA) board of directors recently approved three investments in the future of the dairy industry, pledging $155,000 to support dairy education and training.

At the WCMA board meeting held June 19 at the University of Wisconsin-River Falls, board members toured the dairy pilot plant on campus to see fi rst-hand the target of a new renovation campaign. WCMA voted unanimously to donate $100,000 to the UW-River Falls renovation. Pictured above, from left, are Dale Gallenberg, dean of the College of Agriculture, Food and Environmental Sciences at UW-River Falls; Michelle Farner, dairy plant manager at UW-River Falls; Dean Van Galen, chancellor of UW-River Falls; John Umhoefer, executive director of WCMA; Chris Mueller, president of the UW-River Falls Foundation; Gary Onan, chair of the animal and food science department at UW-River Falls; and Dean Olson, associate dean of the College of Agriculture, Food and Environmental Sciences at UW-River Falls.

At the June 19 meeting, WCMA also voted unanimously to support the new cheesemaking facility at South Dakota State University (SDSU). The WCMA board pledged $50,000 to support the SDSU Foundation’s push to gain the fi nal funds to complete the operation in Brookings, S.D.

In addition to these projects, the WCMA board again pledged $5,000 to become a Platinum Sponsor of the Collegiate Dairy Production Evaluation Contest. CMN

LONGUEUIL, Quebec — Agropur Co-operative is rebranding its La Crosse, Wis.-based Main Street Ingredients to Agropur Ingredients and has announced this brand also will serve as the center of operations for promotion of Agropur’s newly-aligned ingredient portfolio.

Agropur Ingredients will host a contemporary line of products and services that cover the broad spectrum of demand surrounding the nutritional, dairy, bakery, beverage and cheese industries such as: Cornerstone Pro-teins, Keystone Stabilizer Systems, Capstone Anti-Caking Agents, Crino Premium Dairy Ingredients, IsoChill Value-Added Ingredients, the company’s

Agropur rebranding Main Street Ingredientsnew generation of ingredients BakiGen Bakery Ingredients and DariGen Select Specialty Powders, as well as PZ-44 and Reddi-Sponge Dough Conditioners.

As vice president of Business Unit Ingredients for Agropur, Reneck Cayen will be responsible for the marketing of the newly established Agropur Ingredi-ents umbrella brand.

“Over the past four years we have signifi cantly grown our ingredients portfolio through selective acquisitions in the U.S.,” Cayen says. “It became clear that in order to serve as the best possible resource for our customers it was time to take advantage of our synergies and present a unifi ed vision.”

Legal transition will be offi cial July 8, 2013. New logos and brands will be progressively released to custom-ers throughout the summer and fall months of 2013. The public launch of the new branding is set to take place at the 2013 IFT Annual Meeting & Food Expo in Chicago July 14-16. The new website, www.agropuringredients.com, is set to launch this summer. CMN

HARRISBURG, Pa. — The Pennsyl-vania Milk Marketing Board recently reduced the over-order premium for the remainder of 2013 to be more closely in line with premiums in nearby markets, due to concern that a combination of factors has begun to adversely impact in-state sales by in-state processors.

From July 2013 through December 2013, the over-order premium on Class I milk produced, processed and sold in Pennsylvania will be at least $1.85 per hundredweight, which includes a base

Pennsylvania Milk Marketing Board sets lower over-order premium, fuel adjuster

over-order premium of $1.60 per hun-dredweight and a variable fuel adjuster of at least $0.25 per hundredweight. Despite the decrease, the board says the Pennsylvania-mandated premium will remain higher than the premium paid on all classes of milk in nearby markets.

Testimony at a recent hearing generally was in agreement that milk prices would be relatively strong dur-ing the second half of 2013. The board concluded that the base over-order premium should be reduced $0.25 per hundredweight as part of the overall adjustment to the total premium level.

Most of the adjustment was ac-complished through a re-set of the fuel adjuster, which was reduced by 58 cents. The over-order premium fuel adjuster has been in place since July 2004 and since then the over-order premium has been lowered based on diesel fuel cost and market conditions at that time. The board concluded that the fuel adjuster order no longer properly accounted for current diesel fuel costs and market conditions, and it issued a new fuel adjuster order to bring it up-to-date.

“Based on all of the evidence we had available at the hearing, I believe that we set the over-order premium at a level consistent with, but still higher than, surrounding markets, and that will have a greater positive impact on Penn-sylvania’s dairy industry in the future,” says Luke Brubaker, board chairman.

Brubaker adds that the adjustment to the over-order premium also could reduce retail milk prices, noting that “since Penn-sylvania’s retail prices directly follow the farm price, any reduction in the over-order premium will result in a direct reduction in Pennsylvania retail prices.” CMN



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NEWS/BUSINESSJune 28, 2013 — CHEESE MARKET NEWS® 11

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U.S., Japanese organizations seek balance, transparency in Trans-Pacifi c Partnership talksWASHINGTON — Roger Johnson, president of the National Farmers Union (NFU), and Akira Banzai, president of Japan’s Zenchu, the Central Union of Agricultural Cooperatives (JA Zenchu), recently met in Washington and signed a joint statement regarding the Trans-Pacifi c Partnership (TPP) negotiations.

“As leaders of organizations repre-senting family farmers in Japan and the United States, we strongly urge Trans-Pacifi c Partnership negotiators to fully consider the potentially damaging effects brought about by an unbalanced trade agreement,” Johnson and Banzai say in the document. “Agriculture must be treated differently from other eco-

nomic sectors in a trade agreement, due to the critical signifi cance of food security, viable rural economies, and cultural considerations. Both countries have sensitive agricultural products that must be respected and protected.”

Johnson and Banzai, along with a delegation of leaders from JA Zenchu, discussed trade issues and other oppor-tunities for collaboration among the two organizations. The leaders pledged to continue to advocate on behalf of farm-ers as the TPP negotiations continue.

“Greater transparency in the negoti-ating process and in-depth study of the possible impact of the TPP are called for,” they say. “As long as the TPP nego-

tiations are conducted under the cur-rent framework of secrecy, the daunting fear of the damage imposed upon family farmers will continue to grow.”

The leaders say critical issues such as food safety, food security, country-of-origin labeling, intellectual property and animal and plant welfare should be discussed in the TPP from a holistic perspective.

“Agricultural terms of any trade agreement must be aimed toward improving quality of life for farmers, protecting consumer interests, and ensuring food and energy security for all,” they say.

Prior to the meeting, Johnson sub-

mitted comments to the offi ce of the U.S. Trade Representative in response to the inclusion of Japan in the TPP agreement.

“The agricultural sector is among the few parts of the U.S. export port-folio with a trade surplus,” Johnson said in the letter. “We must do much more to reduce our crippling, massive trade defi cits, and this should be our negotiators’ primary concern in the TPP talks, which now include Japan. The needs of farmers and consumers around the world must be considered when formulating international trade policy, and the inclusion of Japan in the TPP is no different.” CMN

Rogue Creamery ranked in top 10 ‘Green Companies’ PORTLAND, Ore. — Rogue Creamery recently was ranked No. 10 by Oregon Business Magazine in its list of the “100 Best Green Companies to Work For in Oregon.”

The 100 Best Green Companies list is selected by the people who work within the 440 companies who participated. Employees and employers are asked to rate their satisfaction and the impor-tance the company places on 15 state-ments related to sustainable practices. More than 18,000 employees took part in anonymous surveys for the search to identify the companies who approached their daily work with green values. The green companies on the list came from every sector in the state, including food and beverage, hotels, landscapers and nonprofi ts.

Rogue Creamery received the Small Business Administration’s (SBA) Direc-tor’s Impact Award for innovation and leadership May 20. Co-owner David Gremmels currently serves on Gov. Kit-zhaber’s Oregon Sustainability Board, and the creamery won the 2007 Gov-ernor’s Sustainability Tourism Award for its commitment to community and agri-tourism.

Currently, Rogue Creamery offsets about 50 percent of its electrical use with its own photovoltaic system. The company also offers incentives through its Nellie Green Program to encour-age employees to bike to work, and 35 percent of its team members commute to work via alternative methods saving an average of 12,000 gallons of gas per year. In addition, Rogue Creamery has challenged other business leaders to offer similar commuting programs.

“Sustainability is part of the cul-ture at Rogue Creamery. It has been for 80 years,” Gremmels says. “Rogue Creamery is a small company striving to be a big example of a socially, environ-mentally and economically sustainable business. We are doing business simply and purely in a supportive community fi lled with Blue Cheese lovers.” CMN


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USDA, EPA launch challenge calling on food chain stakeholders to recycle, reduce wasteWASHINGTON — USDA, in collabora-tion with EPA, recently launched the U.S. Food Waste Challenge, calling on others across the food chain — in-cluding producer groups, processors, manufacturers, retailers, communities and other government agencies — to join the effort to reduce, recover and recycle food waste.

The agencies note that food waste in the United States is estimated at roughly between 30 to 40 percent of the food supply. In 2010, an estimated 133 billion pounds of food from U.S. retail food stores, restaurants and homes never made it into people’s stomachs. The amount of uneaten food in homes and restaurants was valued at almost

$390 per U.S. consumer in 2008, more than an average month’s worth of food expenditures.

“The United States enjoys the most productive and abundant food supply on earth, but too much of this food goes to waste,” says U.S. Agriculture Secretary Tom Vilsack. “Not only could this food be going to folks who need it — we also have an opportunity to reduce the amount of food that ends up in America’s landfi lls.”

Vilsack adds that by joining together with EPA and businesses from around the country, USDA has an opportunity to better educate people about the problem of food waste and begin to address the problem across the nation.

“Food waste is the single largest type

of waste entering our landfi lls —Ameri-cans throw away up to 40 percent of their food,” says EPA Acting Administrator Bob Perciasepe. “Addressing this issue not only helps with combating hunger and saving money, but also with combat-ing climate change: food in landfi lls de-composes to create potent greenhouse gases. I’m proud that EPA is joining with USDA to announce the U.S. Food Waste Challenge. With the help of partners across the country, we can ensure that our nation’s food goes to our families and those in need — not the landfi ll.”

The goal of the U.S. Food Waste Chal-lenge is to lead a fundamental shift in how Americans think about and manage food and food waste in this country, the

agencies say. The challenge includes a goal to have 400 partner organizations by 2015 and 1,000 by 2020.

As part of its contribution to the U.S. Food Waste Challenge, USDA is initiat-ing a wide range of activities including activities to reduce waste in school meal programs, educate consumers about food waste and food storage, and develop new technologies to reduce food waste. USDA also will work with indus-try to increase donations of imported produce that does not meet quality standards, streamline procedures for donating wholesome misbranded meat and poultry products, update U.S. food loss estimates at the retail level, and pilot test a meat-composting program to reduce the amount of meat being sent to landfi lls from food safety inspection labs.

Through its Food Recovery Chal-lenge, EPA will provide U.S. Food Waste Challenge participants with the opportunity to access data manage-ment software and technical assistance

“Not only could this food be going to folks who need it — we also have an opportunity to reduce the amount of food that ends up in America’s landfi lls.”

Tom VilsackU.S. SECRETARY OF AGRICULTURE

to help them quantify and improve their sustainable food management practices.

Meanwhile, the Grocery Manufac-turers Association, Food Marketing Institute and National Restaurant Association had announced a cross-industry initiative, now called the Food Waste Reduction Alliance (FWRA), to address the food waste issue in 2011.

FWRA now has joined the U.S. Food Waste Challenge as a founding partner. FWRA currently includes more than 30 manufacturing, retailing and food-service companies as well as partners from the anti-hunger community and waste management sector.

“By participating in the USDA Food Waste Challenge, the FWRA can better communicate the industry’s efforts to outside constituencies and work to engage and collaborate throughout the value chain and with other stakehold-ers,” FWRA says. “As an added commit-ment, FWRA will look to provide new platforms to educate and engage the food retail, food manufacturing and restaurant industries on food waste opportunities, challenges and best practices.”

For more information on the U.S. Food Waste Challenge, visit www.usda.gov/oce/foodwaste/index.htm. CMN


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For more information please visit www.cheesemarketnews.com

NEWS/BUSINESS

Comings and goings … comings and goings

Judy Reiley has been named direc-tor of e-commerce for Artisanal Brands Inc., New York City. In the newly-created role, Reiley will be responsible for driving online sales, expanding part-nership programs with major accounts and executing other online initiatives. Reiley has more than 20 years of direct-to-consumer business and marketing experience, most recently serving as senior director of e-commerce at Spiegel LLC.

Guido Kälin has resigned from his position as vice president of marketing and member services for Emmi Roth USA, Monroe, Wis. Kälin had held the position for the last three years. He joined the Emmi Group in 2004.

Mike Macrie has been named vice president and chief information offi cer of Land O’Lakes Inc., Arden Hills, Minn. He replaces Barry Libenson, who recently left the company. Macrie joined Land O’Lakes in 2010 as vice president and senior director of ag services IT. Previously, he held a number of roles

at Ingersoll Rand, AlliedSigna, G5 Technologies and Multi-Media Solutions.

Jim Spatola has been named senior vice president of procurement and Jeff Williamson has been named senior vice president of operations for Performance Food Group Inc. (PFG), Richmond, Va. Spatola previously served as vice presi-dent of distribution for North America at Aramark and president of Vistar Corp., a division of PFG. Williamson joined PFG in 2003 as director of warehouse methods and industrial engineering. He was promoted to vice president of ware-house operations before being named senior vice president of operations for performance foodservice in 2008.

Neal Crapo has been named the head of the eastern region for the Na-tional Food & Agribusiness Division of Wells Fargo, Charlotte. He will lead the division’s expansion in the East. Most recently, Crapo served as senior vice president and regional manager of the Wells Fargo Carlsbad/Desert Re-gional Commercial Banking Offi ce. CMN

PEOPLE

Dairy groups praise USDA for rules on school snack foods that encourage dairy consumptionWASHINGTON — USDA on Thursday released its “Smart Snacks in Schools” nutrition standards, affecting the calo-rie, fat, sodium and sugar content of foods that may be offered apart from the school lunch line. These “competitive” foods are allowed in vending machines or other a la carte settings. The snack regulations are similar to overall nutri-tional rules applied last year to school lunches and breakfasts by the adoption of the Healthy, Hunger-Free Kids Act of 2010.

The new rules will ensure that nutri-ent-rich dairy products will continue to be offered to the nation’s students in a variety of forms and settings, according to the National Milk Producers Federa-tion (NMPF).

“The nutrients in dairy foods are an important answer to the question of how we can improve the diets and health of young people,” says Jim Mul-hern, chief operating offi cer, NMPF. “The rules released (Thursday) will ensure that milk, cheese and yogurt are offered beyond the school lunch line in places where they can contrib-ute to healthy eating.”

Under the new regulations, com-petitive foods must meet all the rule’s nutrient standards and either have as the fi rst ingredient one of the major food groups, including dairy; or, until June 30, 2016, contain 10 percent of the Daily Value of a nutrient of pub-lic health concern (e.g. calcium, po-tassium, vitamin D or dietary fi ber). Dairy foods are a key source of three of these nutrients of concern: calci-um, potassium and vitamin D, NMPF notes.

The regulation’s nutrient stan-dards affect the following products:

• Lowfat and fat-free unfl avored milk, and fat-free fl avored milk, can be offered at all grade levels, with 8-ounce portions for elementary schools and 12 ounces in middle and high school grades;

• Reduced-fat cheeses (including part-skim Mozzarella) are exempt from fat standards but must meet sodium standards of 230 mg through June 30, 2016, and then 200 mg after July 1, 2016;

• Yogurt is subject to a sugar limit (35 percent by weight) that should fa-cilitate dairy consumption;

• Entrees, such as pizza, that are offered in the National School Lunch Program are exempt from the stan-dards when offered in the same or smaller portion size and available on the day the entree is served and the following day; and

• Caloric soft drinks are not al-lowed, and sports drinks cannot ex-ceed 40 calories (and are only avail-able in high schools).

“The goal of the regulations — the fi rst comprehensive rule to cover school foods beyond federally reim-bursed lunches and breakfasts — is to improve the health of the nation’s

children and increase their consump-tion of healthy foods,” Mulhern says. “As an important source of nine es-sential nutrients kids need, milk and dairy foods fi gure prominently in the new standards. We look forward to working with USDA to implement the standards and to continuing to im-prove the health of our children.”

The International Dairy Foods Association (IDFA) also commends USDA for its efforts to encourage students to consume the daily rec-ommended requirements of milk and dairy as part of its competitive foods standards.

IDFA says the interim fi nal rule will regulate the food and beverages offered in schools through a la carte lunch lines and in vending machines. It will go into effect for the 2014-2015 school year.

“We applaud USDA for highlighting the importance of dairy in children’s diets and taking the necessary steps to help kids meet the dietary recommen-dations for milk and dairy products,” says Clay Hough, IDFA senior group vice president. “Milk, yogurt, cheese, dairy snacks and ice cream are all options that are nutritious and tasty snacks for kids.”

IDFA says it is pleased that the rule encourages children’s consump-tion of lowfat dairy products by al-lowing a wide variety of dairy foods to continue to be sold a la carte in schools. According to USDA, school-aged children currently are not meeting the recommendations for dairy consumption set by the Dietary Guidelines for Americans.

The interim fi nal rule aligns with the most recent Dietary Guidelines and draws on recommendations from the Institute of Medicine, existing vol-untary standards already implement-ed by thousands of schools around the

country, and healthy food and bever-age offerings now available in the mar-ketplace.

“The dairy industry has worked diligently to reformulate the foods and snacks that kids enjoy, includ-ing fl avored milk, yogurt, cheese and ice cream, to provide more options in schools,” Hough says. “We appreciate that USDA considered our comments and recognized our commitment to providing children and teens with a variety of nutritious dairy products as it fi nalized these standards.”

The dairy industry has formu-lated reduced-fat and reduced-so-dium cheese for use in schools and developed innovative products and packaging to help students with portion control, IDFA notes. In ad-dition, milk processors have made strides in reducing the amount of added sugar in fl avored milks, while other manufacturers have reformulated dairy foods that are popular in schools, such as yogurt, ice cream and frozen desserts, to reduce sugars and fats. CMN




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cheesemakers will be recognized dur-ing the Blue Ribbon Cheese & Butter Auction Aug. 9 at Wisconsin State Fair Park. The blue-ribbon entries will be sold at the auction, which is a fundraiser for the Wisconsin State Fair Dairy Promotion Board. Auction proceeds will fund scholarships for stu-dents pursuing dairy-related degrees and support the House of Moo dairy education center and milking demon-strations at the Wisconsin State Fair.

The top three entries in each class are as follows:• Mild Cheddar

First: Terry Lensmire, Agropur, Weyauwega, Wis., Cheddar, 99.50.

Second: David Schmidt, Agropur, Weyauwega, Wis., Cheddar, 99.45.

Third: Dale Schmidt, Land O’Lakes, Kiel, Wis., Cheddar, 99.25.• Aged Cheddar

First: Dale Schmidt, Land O’Lakes, Kiel, Wis., Aged Cheddar, 99.40.

Second: Luke Kopecky, Land O’Lakes, Kiel, Wis., Aged Cheddar, 99.10.

Third: Dan Stearns, Agropur, Weyau-wega, Wis., Aged Cheddar, 98.80.• Colby, Monterey Jack

First: Team Black Creek, Saputo Specialty Cheese, Richfi eld, Wis., Colby, 99.55.

Second: Team Black Creek, Saputo Specialty Cheese, Richfi eld, Wis., Mon-terey Jack, 99.30.

Third: Joe Widmer, Widmer’s Cheese Cellars, Theresa, Wis., Traditional Stirred Curd Colby, 99.25.• Swiss Styles

First: Team Emmi Roth USA, Mon-roe, Wis., Petite Swiss, 99.15.

Second: Silvan Blum, Chalet Cheese Co-op, Monroe, Wis., Swiss Wheel, 98.35.

Third: Mike Nelson, Chalet Cheese Co-op, Monroe, Wis., Baby Swiss Block, 98.00.• Brick, Muenster

First: John (Randy) Pitman, Mill Creek Cheese, Arena, Wis., Muenster, 99.45.

Second: Gary Grossen, Babcock Hall Dairy Plant, Madison, Wis., Brick, 99.30.

Third: John (Randy) Pitman, Mill Creek Cheese, Arena, Wis., Brick, 99.25.• Mozzarella

First: Pat Doell, Agropur, Luxem-burg, Wis., Low Moisture Mozzarella, 99.45.

Second: Terry Lensmire, Agropur, Luxemburg, Wis., Low Moisture Moz-zarella, 99.30.

Third: Terry Lensmire, Agropur, Luxemburg, Wis., Low Moisture Part-Skim Mozzarella, 98.90.• Blue Veined Cheese

First: Nelson Schrock, Salemville Cheese Co-op, Cambria, Wis., Blue Cheese, 99.05.

Second: Team Emmi Roth USA, Monroe, Wis., Buttermilk Blue, 97.70.

Third: Mike Vetterkind, North Hen-dren Co-op Dairy, Willard, Wis., Blue

Cheese, 97.20.• Feta

First: Micah Klug, Agropur, Weyau-wega, Wis., Feta, 99.00.

Second: Steve Webster, Klondike Cheese Co., Monroe, Wis., Feta in Brine, 98.60.

Third: Adam Buholzer, Klondike Cheese Co., Monroe, Wis., Feta in Brine, 98.55.• Flavored Pepper Cheese

First: Steve Stettler, Decatur Dairy, Brodhead, Wis., Havarti With Jalapeño Peppers, 98.95.

Second: Team Emmi Roth USA, Monroe, Wis., Jalapeño Havarti, 98.60.

Third: Jon Jay Lewis, Decatur Dairy, Brodhead, Wis., Havarti Pepper, 98.50.• Flavored Soft Cheese

First: Team Clock Shadow Creamery, Clock Shadow Creamery, Milwaukee, Quark With Maple Syrup, 99.60.

Second: George Crave, Crave Broth-ers Farmstead Cheese, Waterloo, Wis., Marinated Fresh Mozzarella, 99.50.

Third: Steve Buholzer, Klondike Cheese Co., Monroe, Wis., Peppercorn Feta in Brine, 99.45.• Flavored Semi-Soft Cheese

First: Luke Buholzer, Klondike Cheese Co., Monroe, Wis., Dill Havarti, 98.80.

Second: Ron Buholzer, Klondike Cheese Co., Monroe, Wis., Dill Havarti, 98.70.

Third: Ron Bechtolt, Klondike Cheese Co., Monroe, Wis., Dill Havarti, 98.65.• Smoked Flavored Cheese

First: Holland’s Family Cheese Team, Thorp, Wis., Smoked Gouda, 99.65.

Second: Dennis Schliem, Zimmer-man Cheese, South Wayne, Wis., Smoked Brick, 99.60.

Third: Mike Tourdot, Chalet Cheese Co-op, Monroe, Wis., Natural Smoked Baby Swiss, 99.50.• Flavored Hard Cheese

First: Mike Matucheski, Sartori Co., Plymouth, Wis., Espresso BellaVitano, 99.15.

Second: Mike Matucheski, Sartori Co., Plymouth, Wis., Chai BellaVitano, 99.10.

Third: Mike Matucheski, Sartori Co., Plymouth, Wis., Balsamic BellaVitano, 98.70.• Smear Ripened Cheese

First: Nathan Leopold, Chalet Cheese Co-op, Monroe, Wis., Limburger, 99.05.

Second: Team Emmi Roth, Emmi Roth USA, Monroe, Wis., Raclette, 98.80.

Third: Myron Olson, Chalet Cheese Co-op, Monroe, Wis., Limburger, 97.90.• Cold Pack Cheese, Cheese Food

First: Ross Burrison, Scott’s of Wisconsin, Sun Prairie, Wis., Creamy Sharp Cheddar Cold Pack, 99.65.

Second: Phil Lindemann, Pine River Pre-Pack, Newton, Wis., Garlic & Herb Cold Pack, 99.60.

Third: Ross Burrison, Scott’s of Wisconsin, Sun Prairie, Wis., Bacon Cheddar Cold Pack, 99.55.

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CONTESTContinued from page 1

Turn to RESULTS, page 15 a

MAKING THE GRADE — Ben Novak of Novak’s Cheese, De Pere, Wis., assists Chief Judge Michael Pederson in preparing a sample during the fi nal round of judging at the Wisconsin State Fair Cheese & Butter Contest, held Thursday at Wisconsin State Fair Park. The 2013 Grand Master Cheesemaker will be named and all the winning cheesemakers will be recognized during the Blue Ribbon Cheese & Butter Auction Aug. 9 at Wisconsin State Fair Park.

Photo courtesy of Wisconsin State Fair Dairy Promotion Board

NEWS/BUSINESS


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NEWS/BUSINESSJune 28, 2013 — CHEESE MARKET NEWS® 15

RESULTSContinued from page 14

• Pasteurized Process Cheese, Cheese Food, Cheese Spread

First: Ralph Schultz, Associated Milk Producers Inc., Portage, Wis., Pasteurized Process American, 99.05.

Second: John Breene, Dairy Farmers of America, Plymouth, Wis., Pasteurized Process American, 97.85.

Third: Russ Evans, Associated Milk Producers Inc., Portage, Wis., Pasteur-ized Process American, 97.35.• Reduced Fat or Lite Cheese

First: Dick LaBlanc, Foremost Farms, Clayton, Wis., Non Smoked Reduced Fat Provolone, 99.55.

Second: Micah Klug, Agropur, Wey-auwega, Wis., Reduced Fat Feta, 98.60.

Third: Steve Webster, Klondike Cheese Co., Monroe, Wis., Reduced Fat Feta, 97.90.• Open Class — Soft and Spreadable Cheese

First: George Crave, Crave Broth-ers Farmstead Cheese, Waterloo, Wis., Mascarpone, 99.35.

Second: Team Clock Shadow Cream-ery, Clock Shadow Creamery, Milwau-kee, Quark, 97.95.

Third: Sid Cook, Carr Valley Cheese, LaValle, Wis., Creama Kasa, 97.30.• Open Class — Semi-Soft Cheese

First: Gary Grossen, Babcock Hall Dairy Plant, Madison, Wis., Gouda, 99.55.

Second: Ron Bechtolt, Klondike Cheese Co., Monroe, Wis., Havarti, 99.50.

Third: Steve Stettler, Decatur Dairy, Brodhead, Wis., Havarti, 99.40.• Open Class — Hard Cheese

First: Joel Pagel, Sartori Co., Plym-outh, Wis., Classic Asiago, 98.80.

Second: Saxon Creamery Team, Saxon Creamery, Cleveland, Wis., Sax-

ony Alpine, 98.55.Third: Bruce Workman, Edelweiss

Creamery, Monticello, Wis., Cellar Aged Grass Based Gouda, 98.45.• Flavored Goat Milk Cheese

F i r s t : D o u g l a s Wa e c h t e r, Montchevre-Betin, Belmont, Wis., Blueberry Vanilla Goat Cheese, 99.55.

Second: Jean Rossard, Montchevre-Betin, Belmont, Wis., Cranberry Cin-namon Goat Cheese, 99.40.

Third: Martin Chavez, Montchevre-Betin, Belmont, Wis., Four Pepper Goat Cheese, 99.05.• Natural Goat Milk Cheese

First: Sid Cook, Carr Valley Cheese, LaValle, Wis., Cave Aged Cardona, 99.45.

Second: Martin Chavez, Montchevre-Betin, Belmont, Wis., Bucheron, 99.25.

Th i rd : Doug las Waechter, Montchevre-Betin, Belmont, Wis., Crumble Plain, 99.00.• Latin American Cheese

First: John (Randy) Pitman, Mill Creek Cheese, Arena, Wis., Queso Quesadilla, 99.00.

Second: John (Randy) Pitman, Mill Creek Cheese, Arena, Wis., Asadero, 98.85.

Third: Brian Mundt, Mexican Cheese Producers, Darlington, Wis., Fresco Natural Bucket, 98.65.• Sheep & Mixed Milk Cheese

First: Bob Koenig, Carr Valley Cheese, LaValle, Wis., Menage, 98.90.

Second: Mike Matucheski, Sartori Co., Plymouth, Wis., Pastorale Blend, 98.85.

Third: Sid Cook, Carr Valley Cheese, LaValle, Wis., Caso Bolo Mellage, 97.95.• Butter

First: John Thompson, Foremost Farms USA, Reedsburg, Wis., Salted Butter, 99.75.

Second: Greg Wollin, Foremost Farms USA, Reedsburg, Wis., Salted Butter, 99.45.

Third: Roy Philippi, Graf Creamery, Bonduel, Wis., Salted Butter, 99.20. CMN For more information please visit www.nelsonjameson.com

Research shows cheese may prevent cavitiesCHICAGO — A new study published in the May/June 2013 issue of General Dentistry, the peer-reviewed clinical journal of the Academy of General Dentistry (AGD), says that consuming cheese and other dairy products may help protect teeth against cavities.

The study sampled 68 subjects rang-ing in age from 12 to 15, and the authors looked at the dental plaque pH in the subjects’ mouths before and after they consumed cheese, milk or sugar-free yogurt. A pH level lower than 5.5 puts a person at risk for tooth erosion, which is a process that wears away the enamel (or protective outside layer) of teeth.

“The higher the pH level is above 5.5, the lower the chance of developing cavities,” says Vipul Yadav, MDS, and lead author of the study.

The subjects were assigned into groups randomly. Researchers in-structed the fi rst group to eat Cheddar, the second group to drink milk, and the third group to eat sugar-free yogurt. Each group consumed their product

for three minutes and then swished with water. Researchers measured the pH level of each subject’s mouth at 10, 20 and 30 minutes after consumption.

The groups who consumed milk and sugar-free yogurt experienced no changes in the pH levels in their mouths. Subjects who ate cheese, however, showed a rapid increase in pH levels at each time interval, suggesting that cheese has anti-cavity properties.

The study indicated that the ris-ing pH levels from eating cheese may have occurred due to increased saliva production (the mouth’s natural way to maintain a baseline acidity level), which could be caused by the action of chewing. In addition, various compounds found in cheese may adhere to tooth enamel and help further protect teeth from acid.

“It looks like dairy does the mouth good,” says AGD spokesperson Seung-Hee Rhee, DDS, AGD. “Not only are dairy products a healthy alternative to carb- or sugar-fi lled snacks, they also may be considered as a preventive measure against cavities.” CMN

Tetra Pak research forecasts fl avored milk consumption will grow faster than white milkLAUSANNE, Switzerland — Tetra Pak recently released new research that forecasts that fl avored milk consumption will grow at more than double the rate of white milk globally between 2012 and 2015, which will create opportunities for dairy companies to increase profi tability.

Flavored milk is forecast to increase by a compound annual rate (CAGR) of 4.1 percent between 2012 and 2015, ris-ing from 17.0 billion liters to 19.2 billion liters. Developing countries will drive demand amidst a growing number of new fl avors and products focused on health, the report says. Meanwhile, white milk is forecast to grow by 1.7 percent CAGR during the same period and total liquid dairy product demand is set to grow by 2.4 percent, according to Tetra Pak’s research.

“With white milk increasingly com-moditized, fl avored milk offers dairies the opportunity to provide value not only to consumers but to their bottom line,” says Dennis Jönsson, president and CEO, Tetra Pak Group.

Tetra Pak has identifi ed four drivers fueling the rise in fl avored milk consump-tion: the desire for healthy food, which is prompting consumers, particularly in developing countries, to turn to nutrient-rich milk products; urbanization, rising prosperity and the pace of modern life, which has increased “on-the-go” consumption of ready-to-drink (RTD) fl avored milk in portion packs; consum-ers’ eagerness to try new food and drinks; and consumers seeking “indulgent” eat-ing and drinking experiences as a way of escaping the daily grind during times of economic uncertainty.

Though fl avored milk consumption still is low compared to other beverages

such as carbonated soft drinks, positive consumer perceptions about the health benefi ts of milk are creating opportuni-ties to signifi cantly increase fl avored milk consumption, according to Tetra Pak. The growth rate of fl avored milk consumption is expected to be more than triple that of carbonated soft drinks in 2012-2013.

While fl avored milks traditionally have been consumed by children who enjoy its taste, Tetra Pak says it sees room for growth beyond kids to teens and adults, and beyond just taste to reach the “sweet spot” where taste meets health.

While demand for fl avored milk is forecast to rise globally, demand in devel-oping countries, particularly across Asia and Latin America, is set to outpace that of developed countries in North Ameri-can and Europe, highlighting emerging economies as the growth engines of the dairy industry, Tetra Pak says.

Seven of the world’s top 10 fl avored milk markets are developing countries, Tetra Pak research shows. China is the world’s largest, followed by the United States and India. Increased demand for fl avored milk from 2009 to 2012 was mainly driven by four emerging countries: Brazil, China, India and Indonesia.

While developing countries ac-counted for 66 percent of fl avored milk consumption in 2012, this is forecast to rise to 69 percent by 2015. China, South Asia and Southeast Asia drink more than half the world’s fl avored milk. And just six Asian countries — China, India, Indonesia, Malaysia, the Philippines and Thailand — consume 47 percent of the world’s fl avored milk, Tetra Pak research shows.

For more information on the research, visit www.tetrapak.com/dairyindex. CMN


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• Cook’s kitchenCheese and dairy companies often

fi nd success relating to consumers by teaming up with professional chefs or other celebrities who promote their products and contribute recipes.

Cracker Barrel cheese from Kraft Foods, Northfield, Ill., which won second runner-up overall for its Ched-dar at this year’s U.S. Championship Cheese Contest, teamed up with chef Jeff Mauro on National Cheese Day, June 4, to kick off the start to sum-mer entertaining and to celebrate the brand’s win at the contest.

Mauro, winner of the seventh sea-son of “Food Network Star” and host of the Food Network show “Sandwich King,” says he admires Cracker Bar-rel cheese for both its quality and its accessibility.

“They knew I’m a cheese afi cionado, and I respect the craftsmanship behind the cheese,” he says of Cracker Barrel. “What I connect with most with the brand is it’s available anywhere, $3.99 in-store. You don’t have to go to an ar-tisanal cheese shop. I am the Cracker Barrel of the Food Network — very accessible, and affordable.”

As part of the National Cheese Day partnership, Mauro provided tips for summer entertaining as well as two recipes: Grilled Summer Sausage & Vermont Cheddar Sliders, which include fi re-grilled slices of summer sausage topped with Cracker Barrel Vermont Cheddar, sun-dried aioli and BBQ po-tato chips; and Chedderdella Kabobs — grilled cubes of mortadella, cubes of Cracker Barrel Sharp Cheddar and balsamic marinated cherry tomatoes, all on a skewer.

“Jeff has such a fun, vibrant person-ality and fans are drawn to his passion for food,” says Camille Vareille, brand manager, Cracker Barrel. “Jeff and his family are huge admirers of Cracker Barrel cheese and are always including it in cheese plates when entertaining at his home in Chicago. Jeff is also able to share tips on cheese pairings, cheese plates and the accessibility of the product. We have seen some great feedback from fans on Facebook and Twitter to Jeff’s tips and recipes for National Cheese Day.”

Cabot Cheese last year teamed up with Vermont-based singer Grace Pot-ter, who contributed recipe videos for Cabot’s website.

“Not only is she a pretty spectacular musician, but she also is a really great cook and happens to be passionate about food,” Neary says. “Those videos do really well for us on our website and social media.”

While Potter is nationally-known, Neary says Cabot tends to work with more small-scale and local celebrities. For instance, chef and professional bass fi sherman Jimmy Kennedy, who is sponsored by Cabot, has contributed several recipes that are on the com-pany’s website, including Salmon and Cheddar Pate and Simple Salmon Cakes with Greek-Style Yogurt.• Simple, seasonal, fl avorful

When promoting and marketing cheese, chefs and cheese companies look for simple ways to incorporate it as an ingredient and add unique or seasonal fl avors.

For example, Emmi Roth USA, Monroe, Wis., uses recipes to intro-duce people to various applications for its Roth Cheese brand products and markets the cheeses in forms that are convenient to use, such as shreds, slices and crumbles.

“We make cheeses that are not your everyday Cheddar and Mozzarella,” says Becky Ryan, marketing manager, Emmi Roth USA. “One of the chal-lenges of being in that kind of market is that people don’t always know what to do with it. We fi nd using recipes is a really good way to get people to try the cheese.”

Roth Cheese currently has two chefs on staff to help create recipes, and the company also encourages its consum-ers through contests and social media to talk about how to use its cheeses to help add extra fl avor.

Ryan notes that people tend to look for more simple recipes.

“No one has time for all that prep,” she says. “We say if you use a better cheese, you get a better fl avor without all that work.”

Roth’s signature cheese, Gran Cru, is based on Gruyere and adds extra fl avor and a mushroomy taste to dishes, Ryan says. The company’s Blue is a natural for many applications, and its variety of fl avored Havartis, especially in slices, make great sand-wiches, she adds.

Mauro, who likes to feature new and fresh ideas on his show “Sandwich King,” says people are starting to focus more on cheese in sandwiches.

“Cheese is becoming less of a back-ground fodder. In sandwiches, cheese is becoming the star,” he says. “Cheese can shine, instead of just a small slice with turkey. People are starting to practice better ratios.”

Neary says recipes from Cabot that tend to generate lots of interest include “fl avor adventures” like spicy and tropi-cal, health-oriented recipes that are high in protein or feature Cabot’s light Cheddars, grilled cheese recipes and seasonal recipes.

Crave Brothers Farmstead Cheese, Waterloo, Wis., currently is promoting its Fresh Mozzarella, sweet cream Mascarpone and Les Frères French-style cheese as “natural choices to complement the fl avor of summer favorites.” The company is featuring these cheeses with seasonal produce in recipes on its website, such as Les Frères Pizza with fresh asparagus and mushrooms, Spinach and Artichoke Mashed Potatoes and Mascarpone-Filled Strawberries.

Kraft Foods also is promoting its Fresh Take shredded cheese and sea-soning mixes through summer-themed tips and recipes, such as bake-and-take picnics, incorporating smoky fl avors and using fresh seasonal herbs and produce.

“With a huge variety of fresh, seasonal ingredients available, sum-mer is a great opportunity to bump up fl avor in all your favorite recipes,” says Kraft Kitchens Chef Jennifer Manning. “From backyard barbecues to picnics in the park, at-home cooks can get creative with the recipes they serve just by adding fresh produce and Kraft Fresh Take Cheese Bread-crumb mix.”

• Contests and social mediaRecipe sharing on social media and

recipe-themed contests are a couple of tools cheese companies use to get consumers to think about ways to use their products.

Cabot today wraps up its sixth and fi nal week of its Facebook and Pinter-est contest, “Fire Up The Grill,” which invited people to pin grilling recipes for a chance to win a $25 Cabot Cheese gift box each week.

Ryan says the fan base on Roth Cheese’s Facebook page has grown quite a bit through contests. Currently its page has more than 61,000 fans.

“Our Facebook page launched last August, so it has not been out yet even a year. We run contests pretty frequently,” she says. “We don’t make them hard. We want people to think about how to do things a little differently with cheeses other than Cheddar and Mozzarella.”

The Roth Cheese page ran an “Art-istry Made Easy” contest with grilled cheese in April, salads in May and pastas in June. Fans post a picture of a recipe for each month’s theme and the com-pany selects winners who receive a gift box of assorted Roth cheeses. From all the winners, one grand prize winner will receive a kitchen technology package that includes an iPad to access recipes, a tablet stand with wireless speaker and a screen shield.

Ryan says Roth Cheese will do another recipe contest in November and December to support a charity it sponsors, No Kid Hungry. Every recipe picture submitted will trigger a $5 donation to the charity to help end childhood hunger.

In addition to Facebook, Roth Cheese also launched a Pinterest page last fall, which also has increased the visibility of its cheeses and recipes.

“It’s a good source for driving people to us,” Ryan says. “I think it’s getting to be more popular all the time.”

Cabot has added a section to its website with blogger recipes, and Neary says the company works with bloggers quite a bit to tie recipes back to Cabot.

Consumers like to see pictures of recipes, and Neary says social media has been a really good outlet to show off the great photography Cabot has.

“Now with the popularity of Pinter-est, it’s all about photos,” she says. “Pinterest is really, really doing ex-ceptionally for us. It’s a top referring site to our website, so we really tend to keep the focus on Pinterest, where the consumers are.”

For a long time, Facebook was the top referring site, Neary says, but the analytics changed soon after Pinterest came out, even before Cabot launched an offi cial Pinterest page.

“We’ve been able to enhance our site to better work with Pinterest, adding pin-it buttons from our photos,” she says. “What’s so great about social media is you can see what recipes are trending and what’s doing well. With shares, pins and data, you can give consumers what they want.” CMN

RECIPESContinued from page 1


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positions, the uncertainty of the 2013 corn crop, and questions about the stabil-ity of the market recovery indicate the adjustment is appropriate. However, she stresses that CDFA cannot address ongo-

ing diffi culties within the dairy industry through increases in the minimum price and urges the industry to work through the California Dairy Task Force, which she formed in September 2012, to fi nd a long-term solution to pricing issues.

“We must work together to create a new system to allow producers to improve margins by being responsive

to market signals, to provide incen-tives for the construction of additional processing capacity, and to encourage the production and marketing of new innovative products that add value to milk,” Ross says. “The industry is being compelled to engage these issues in the California Dairy Future Task Force, the Legislature, and, potentially, the

Federal Milk Marketing Order. The de-partment stands ready to participate in any forum that presents an opportunity to ensure the long-term stability of the California dairy industry, but I strongly believe that the Task Force is the best process for bringing producers and pro-cessors together to achieve this goal.”

While the decision extends temporary price relief, the increases amount to less than what was proposed by both produc-ers and processors during the hearing.

Nine processor representatives that testifi ed, including Dairy Insti-tute of California and several cheese companies, supported a proposal to extend the previous temporary price adjustments, which included a $0.05 per hundredweight increase to Class 1, a $0.10 per hundredweight increase to Class 2 and 3, and a $0.30 per hun-dredweight increase to Class 4a and 4b. This proposal would have increased the monthly pool price by approximately $0.25 per hundredweight.

“The combined impact of improved revenues and lower feed costs should improve dairy farm

margins signifi cantly from what was

experienced in 2012.”

William SchiekDAIRY INSTITUTE OF CALIFORNIA

RELIEFContinued from page 1

“Dairy Institute and its members believe that the temporary price in-creases that we have proposed will provide additional revenue on top of the price increases that we believe the market will deliver in the months ahead,” Dairy Institute Economist Wil-liam Schiek said in his testimony. “The combined impact of improved rev-enues and lower feed costs should im-prove dairy farm margins signifi cantly from what was experienced in 2012.”

Meanwhile, eight producer repre-sentatives, including Western United Dairymen (WUD), Milk Producers Coun-cil and other producers and producer organizations, testifi ed at the hearing in favor of a temporary price increase of $0.1380 per pound, or about $1.20 per hundredweight, for solids-not-fat in the Class 4b formula and no increase to 4a, 4b fat or other classes. This proposal would have increased the monthly pool price by approximately $0.53 per hundredweight.

“The secretary, with the appoint-ment of the Task Force, understands the challenges ahead and the need for a long-term solution,” WUD CEO Michael Marsh said in his testimony. “In the meantime, dairy producers are facing tough economic times. If the producer is to make it through these diffi cult times, price relief is needed.” CMN


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Educational and marketing materi-als that accompany a product sample are just as vital as the interaction with the consumer.

“Giving away a product helps to at-tract customers’ attention, but if you can draw them visually to your booth by the way things are set up, with hand outs, a PowerPoint presentation or other multimedia tools, they will be more engaged,” Stahl says. “The more materials you can hand out beside the product, the better. I get phone calls from people who were at an event more than a year ago and just recently found my card.”

Each company takes a different ap-proach to the educational component of product sampling. Bella Via Farms focuses on educating consumers about how their small-batch, artisan products differ from other cheeses on the market. Saputo Specialty Cheese focuses its efforts on suggesting wine and other cheese pairing options.

Crave Brothers Farmstead Cream-ery, Waterloo, Wis., offers pairing suggestions and educates consumers about its sustainability efforts and cheesemaking process. However, the company also uses those exchanges with consumers to gauge how new products are being received and to get ideas for new products going forward. Late last year, the company released Petite Frère with Truffl es, a semi-soft, washed-rind cheese.

“We listen to our buyers and our customers, and frankly this idea came from one of our buyers,” says Debbie Crave, vice president, Crave Brothers Farmstead Cheese. “We sold the cheese at farmers’ markets and did some in-store demonstrations. We’re big on education. We do a lot of demonstrations and explain how we make the different cheeses.”

Large companies also focus market-ing efforts on product sampling and consumer education. This summer, Kraft Foods is undertaking a nationwide effort to promote its Fresh Take “meal kit” cheese with a nationwide “Kraft Fresh Possibilities tour.” Food trucks are rolling across the nation and stop-ping at supermarkets to offer customers free samples, coupons and recipes. Also, sales representatives will demonstrate “more than 60 ways” to create meals from the kit.

Many companies also use product sampling to engage potential buyers at trade shows. In a trade show setting, many of the same rules apply.

Saputo Specialty Cheese unveiled a redesigned vendor booth at the International Dairy Deli Bakery As-sociation’s recent Dairy-Deli Bake. The new booth has a cheese bar with a sleek, modern feel. It’s intended to draw in show attendees and provide them with a quiet reprieve from the rest of the show.

“We received a lot of positive feed-back from our customers and other at-tendees,” Klug says. “One of the favorite areas of the booth was our sampling corners. These provided an intimate setting amidst the craziness of the show fl oor and allowed visitors to pull up a comfortable chair and relax with a good piece of specialty cheese.”

The redesigned booth, which also will be on display at the Summer Fancy Food Show, also features additional cooler space that allows the company to showcase its niche imported items and new American artisanal items.

Likewise, Cheshire Cheese Co.’s sales staff attends many food shows each year. The company uses such occasions to encourage retailers to offer Cheshire Cheese Co. products for sample and sale in their stores. Cheshire Cheese Co. has streamlined the process for retailers to offer samples by providing a section on the company website where they can purchase cheeses at a discounted price and have them shipped directly to their stores to use for in-store samples. The convenience of ordering the products online and the added bonus of the product’s discounted price have helped drive the company’s in-store sampling program.

“We have over 200 retailers in the United Kingdom and we encourage all of them to use sampling and tasting to increase the turnover of sales,” he says. “It works every time. A retailer who encourages sample tasting to customers gains 200 percent greater sales over those that do not offer samples.”

Another selling point in forging new sample programs with distributors is that offering product samples isn’t just good for cheesemakers, it’s also good for retailers. A researcher from Stanford University says that product samples not only whet consumers’ ap-

petite for more of the product they just sampled, but also makes them more prone to purchase other products as well. Baba Shiv, professor of marketing, the Stanford Graduate School of Busi-ness, conducted a series of four studies on the effect product samples have on consumers in the marketplace.

Shiv set out to explore the effect a “good tasting” product sample has on the brain chemistry of consumers. In one study, a group of participants was given food and beverage samples before watching a movie and another group of participants was not given a sample. Those who received samples before the movie routinely ate and drank more than those who did not receive a

sample. Shiv concludes that the samples cue a “pleasure response” in the brain, which compels people to consume and purchase more.

“One noteworthy fi nding was that once the whetted appetite is sated, the effects of the samples don’t linger,” Shiv says. “The marketing implication is that customers who taste a morsel of cheese may reward themselves quickly by buying something luxuri-ous, like a scented candle, and be done with it.”

That means it’s wise for sample stations to be placed at strategic loca-tions throughout a retail store so that the consumers’ pleasure responses are continuously triggered, Shiv says. CMN


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NEWS/BUSINESS

Senate passes immigration reform bill that contains improved dairy worker provisionsARLINGTON, Va. — The Senate on Thursday approved a comprehensive immigration reform measure that would help dairy farmers with their current and future workforce needs, and provide the entire agriculture sector with much-needed economic certainty, according to the National Milk Producers Federation (NMPF).

“We’ve known for years that the status quo employment situation in dairy farming is not sustainable,” says Jerry Kozak, president and CEO, NMPF. “The Senate moved decisively past that admission and voted to change our labor and immigration laws for the better. Rather than tinker with what

wasn’t working, this new immigration measure builds something new and much better.”

The immigration reform measure, approved by a vote of 68-32, would strengthen the border security appa-ratus to discourage the fl ow of illegal immigrants to the United States.

From the standpoint of farm em-ployers, it would create an entirely new visa category for their workers, both current employees and prospec-tive new employers, NMPF says.

The new visa system would be ad-ministered through USDA, making it easier for farmers and ranchers to access and use. It also would assure

a future fl ow of new workers so that as the economy evolves and jobs shift between sectors, farmers would have the means to recruit and hire new dairy workers, NMPF says

“Dairy farmers have been con-cerned that their current workers might be overlooked by the reform efforts, but the Senate bill addresses that concern by allowing currently employed, but undocumented, work-ers to maintain their jobs,” Kozak says. “This is a huge benefi t, both to workers, and their employers.”

Kozak notes that regardless of the region of the country, many dairy farmers “face ongoing challenges

fi nding a suffi cient number of work-ers to care for and milk their cows. Securing a reliable and competent workforce for our nation’s farms and ranches is essential to ensuring that American consumers continue to en-joy dairy products on their grocery store shelves.”

Kozak notes that even with this week’s Senate vote, much more work on immigration reform has to be done this year on Capitol Hill. Negotiations are continuing in the House of Rep-resentatives, which is working on a separate bill, and where broad sup-port for a comprehensive immigra-tion reform measure is less certain.

“The key is to demonstrate to a majority of the House that action is needed,” he says. “The bill the House will consider is going to be different than this Senate bill, but the criti-cal thing is that a bill addressing the needs of agriculture must be passed by the House. Inaction is not an op-tion.”

Throughout the immigration re-form process, NMPF has worked with other members of the Agricul-ture Workforce Coalition, a group of organizations representing a broad cross-section of U.S. agriculture that includes NMPF, the Ameri-can Farm Bureau Federation, Na-tional Farmers Union (NFU), West-ern United Dairymen and others. For more information, visit www.agworkforcecoalition.com. CMN

APT earns ASME accreditationCOKATO, Minn. — Advanced Process Technologies Inc. (APT) has been certi-fi ed as a manufacturer of pressurized vessels, obtaining both the “U” stamp for new fabrication and the National Board “R” stamp for repairs and alteration of existing pressure vessels.

The certifi cation process reviews a manufacturer’s quality system and mea-sures its competence in the engineering, design, inspection, documentation and record retention for all aspects of the manufacturing process.

Throughout the review process, says Craig Campbell, president, APT, the company has demonstrated that its quality systems meet the requirements set forth by the American Society of Mechanical Engineers (ASME) and the National Board.

Campbell adds that the certifi cation augments APT’s current product offer-ings and demonstrates to customers that it continues to strive to produce the highest quality products available in the marketplace today.

For 13 years APT has been serv-ing the food and dairy industries with engineering, automation, fab-rication and installation of process-ing systems and equipment. CMN


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Documents

In-store sampling differentiates products, educates consumers · Consumers connect with cheese through recipes By Rena Archwamety MADISON, Wis. — Whether consumers want to ﬁ x