Civic Intelligence

Dairy Management Inc

990 • Fiscal year 2020 • EIN 36-3992031

Jan 01, 2020 to Dec 31, 2020 • Filed on Nov 12, 2021

Organization ProfileWWW.DAIRY.ORG

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10255 W Higgins Road suite 900Rosemont, IL 60018

(847) 803-2000

Siviq Scores

Precomputed percentiles for this filing year versus similar nonprofits in the same peer cohort.

Liabilities / Assets

95th percentile

1.00x

Higher debt load relative to assets than 95% of similar nonprofits.

2020 filings • $100M-$250M nonprofits • Source year 2020

Liabilities / Revenue

23rd percentile

0.09x

Higher debt load relative to revenue than 23% of similar nonprofits.

2020 filings • $100M-$250M nonprofits • Source year 2020

Net Margin

36th percentile

0.0%

Higher net margin than 36% of similar nonprofits.

2020 filings • $100M-$250M nonprofits • Source year 2020

Top Officer Pay

84th percentile

$912,642

Higher top officer pay than 84% of similar nonprofits.

Top officer pay equals 0.6% of source-year revenue.

2020 filings • $100M-$250M nonprofits • Source year 2020

Asset Growth

12th percentile

-3.8%

Faster asset growth than 12% of similar nonprofits.

2020 filings • $100M-$250M nonprofits • Annualized from 2019 to 2020

Revenue Growth

58th percentile

3.4%

Faster revenue growth than 58% of similar nonprofits.

2020 filings • $100M-$250M nonprofits • Annualized from 2019 to 2020

Balance Sheet
Liabilities / Assets95th percentile

Assets

Down

$14,281,932

Down $556,905 (-3.8%) from 2019

Net Assets

Flat

$0

Flat from 2019

Liabilities

Down

$14,281,932

Down $556,905 (-3.8%) from 2019

Revenue And Expenses
Liabilities / Revenue23rd percentileNet Margin36th percentile

Revenue

Up

$161,001,687

Up $5,250,328 (+3.4%) from 2019

Expenses

Up

$161,001,687

Up $5,250,328 (+3.4%) from 2019

Net Income

Flat

$0

Flat from 2019

Historical Trend

Balance Sheet Trend

Asset Growth12th percentile

The highlighted filing sits inside the broader history for assets, liabilities, and net assets.

$30M$20M$10M$0Assets 2010: $22,597,931Liabilities 2010: $22,597,931Net Assets 2010: $02010Assets 2011: $18,683,002Liabilities 2011: $18,683,002Net Assets 2011: $02011Assets 2012: $21,000,066Liabilities 2012: $21,000,066Net Assets 2012: $02012Assets 2013: $23,277,664Liabilities 2013: $23,277,664Net Assets 2013: $02013Assets 2015: $21,804,647Liabilities 2015: $21,804,647Net Assets 2015: $02015Assets 2017: $27,955,468Liabilities 2017: $27,955,468Net Assets 2017: $02017Assets 2018: $17,459,074Liabilities 2018: $17,459,074Net Assets 2018: $02018Assets 2019: $14,838,837Liabilities 2019: $14,838,837Net Assets 2019: $02019Assets 2020: $14,281,932Liabilities 2020: $14,281,932Net Assets 2020: $02020Assets 2021: $14,475,485Liabilities 2021: $14,475,485Net Assets 2021: $02021Assets 2022: $25,584,893Liabilities 2022: $25,584,893Net Assets 2022: $02022Assets 2024: $25,392,545Liabilities 2024: $25,392,545Net Assets 2024: $02024

Highlighted filing

2020

Assets$14,281,932
Liabilities$14,281,932
Net Assets$0
Open 2020 Filing

Operations Trend

Revenue Growth58th percentile

Revenue, expenses, and net income across loaded years, with this filing highlighted.

$200M$150M$100M$50M$0Expenses 2010: $126,072,7362010Expenses 2011: $127,182,9442011Expenses 2012: $127,418,1772012Revenue 2013: $141,043,618Expenses 2013: $141,043,618Net Income 2013: $02013Revenue 2015: $148,169,115Expenses 2015: $148,169,115Net Income 2015: $02015Revenue 2017: $155,016,092Expenses 2017: $155,016,092Net Income 2017: $02017Revenue 2018: $159,678,406Expenses 2018: $159,678,406Net Income 2018: $02018Revenue 2019: $155,751,359Expenses 2019: $155,751,359Net Income 2019: $02019Revenue 2020: $161,001,687Expenses 2020: $161,001,687Net Income 2020: $02020Revenue 2021: $154,351,019Expenses 2021: $154,351,019Net Income 2021: $02021Revenue 2022: $178,196,534Expenses 2022: $178,196,534Net Income 2022: $02022Revenue 2024: $165,666,302Expenses 2024: $165,666,302Net Income 2024: $02024

Highlighted filing

2020

Revenue$161,001,687
Expenses$161,001,687
Net Income$0
Open 2020 Filing
Jump To
Filing Snapshot
Filing Period
Jan 1, 2020 to Dec 31, 2020
Signed
Nov 12, 2021
Return Version
2020v4.1
Gross Receipts
$161,001,687
Mission and Program Overview

Mission

Dairy management inc (dmi) was formed in 1995 by the national dairy promotion and research board (ndb) and the united dairy industry association (udia). Dmi is a management organization that invests dairy producer checkoff funds in strategic, coordinated marketing programs designed to increase consumption of us dairy products both domestically and internationally. The formation of dmi has created efficiencies, gained through the elmination of redundancies and the power of joint planning.

To invest dairy producer checkoff funds in strategic, coordinated marketing programs designated to increase consumption of dairy products both domestically and internationally.

Balance Sheet Detail
LineBeginningEndChange
Assets
Land, Buildings, and Equipment, Net$1,130,021$1,818,053▲ $688,032
Prepaid Expenses and Deferred Charges$1,118,587$872,598▼ $245,989
Accounts Receivable$799,629$381,348▼ $418,281
Cash and Non-Interest-Bearing Accounts$89,737$217,873▲ $128,136
Other Notes and Loans Receivable, Net$709,428$124,174▼ $585,254
Savings and Temporary Cash Investments$0$0→ $0
Pledges and Grants Receivable$0$0→ $0
Receivable From Disqualified Prsn$0$0→ $0
Receivables From Officers Etc$0$0→ $0
Investments Other Securities$0$0→ $0
Investments Program Related$0$0→ $0
Investments in Publicly Traded Securities$0$0→ $0
Intangible Assets$0$0→ $0
Inventories for Sale or Use$0$0→ $0
Loans From Officers Directors$0$0→ $0
Total Assets$14,838,837$14,281,932▼ $556,905
Other Assets Total$10,991,435$10,867,886▼ $123,549
Liabilities
Accounts Payable and Accrued Expenses$13,379,506$14,099,403▲ $719,897
Unsecured Notes Loans Payable$709,428$124,174▼ $585,254
Other Liabilities$749,903$58,355▼ $691,548
Grants Payable$0$0→ $0
Mortgage Notes Payable Secured by Investment Property$0$0→ $0
Deferred Revenue$0$0→ $0
Escrow Account Liability$0$0→ $0
Tax Exempt Bond Liabilities$0$0→ $0
Total Liabilities$14,838,837$14,281,932▼ $556,905
Net Assets / Fund Balance
Total Net Assets Fund Balance$0$0→ $0
Total Liabilities and Net Assets / Fund Balance$14,838,837$14,281,932▼ $556,905

Asset Categories

AssetBook ValueDepreciationBasis
Other Land Buildings$878,884$833,581$1,712,465
Leasehold Improvements$372,982$1,094,607$1,467,589
Equipment$566,187$480,797$1,046,984
Other Assets Org$10,867,886--
Compensation and Service Providers
Top Officer Pay84th percentile

Employees

NameTitleFull / Part TimeBaseOtherTotal
Vilsack Thomas JExecutive Vice PresidentFT$824,000$88,642$912,642
Gallagher Thomas PCEOFT$625,000$262,037$887,037
O'Brien BarbaraPresidentFT$570,570$77,785$648,355
Miller Gregory DExecutive Vice PresidentFT$496,513$82,783$579,296
Engelmann Elizabeth AExecutive Vice PresidentFT$464,553$72,107$536,660
Ragalie-Carr Jean HExecutive Vice PresidentFT$371,420$130,541$501,961
Baily QuintonCFOPT$371,250$49,187$420,437
Laverne Harden KrystaExecutive Vice President-$375,813$43,773$419,586
Hershey MarilynChair-$52,250-$52,250
Hoff NeilDirector-$27,825-$27,825
Donahoe AudreyDirector-$5,900-$5,900
Mueller LowellDirector-$5,700-$5,700
Brubaker JohnDirector-$5,200-$5,200
Merrill AllenDirector-$4,900-$4,900
Werth CorbyDirector-$4,000-$4,000
Woods TomDirector-$4,000-$4,000
Hardy JeffreyDirector-$3,700-$3,700
Strassburg JeffDirector-$3,700-$3,700
Neahring SteveDirector-$3,400-$3,400
Schilter MichelleDirector until Jun 2020-$3,400-$3,400
Hoewischer MarkDirector-$3,300-$3,300
Jacquier JamesDirector-$3,300-$3,300
Conrad GregoryDirector as of Feb 2020-$3,000-$3,000
Kasper TomDirector-$3,000-$3,000
Krause CharlesDirector-$2,900-$2,900
Byma RichardDirector until oct 2020-$2,800-$2,800
Deutsch BillDirector-$2,700-$2,700
Werth JeremyDIRECTOR as of oct 2020-$2,100-$2,100
Esplin BrianDirector-$2,000-$2,000
Wardin KristopherDirector-$2,000-$2,000
Gladden JoshDirector as of May 2020-$1,900-$1,900
Hancock LarryDirector-$1,700-$1,700
Moore KevinDirector-$1,600-$1,600
Gilbert DanDirector until oct 2020-$1,500-$1,500
Heatwole JerrelDirector until oct 2020-$1,500-$1,500
Podtburg RickDirector-$1,400-$1,400
Werkhoven JimDirector-$1,300-$1,300
Hardie David SkipSecretary-$1,200-$1,200
Ferguson MikeDirector-$900-$900
Hanselman BarbaraDIRECTOR as of oct 2020-$900-$900
Houin JillDirector as of May 2020-$900-$900
Ramsey LynnDirector - Part Year-$800-$800
Reid JimDirector-$800-$800
Rovey PaulDirector-$800-$800
Sukalski ChristineDirector - Part Year-$800-$800
Titlon-Flood JenniferDirector-$800-$800
VanDyke DanDirector-$800-$800
Howrigan Jr HaroldDirector-$700-$700
Raney JeffreyDIRECTOR as of oct 2020-$700-$700
Easter GlenDirector-$600-$600
Hood TimDirector-$600-$600
Hotveldt DanDirector-$600-$600

Board Members and Trustees

NameTitle
Maddox StephenVice Chair
Adams CynthiaDirector
Anglin WRyanDirector
Bengen DickDirector
Bikowsky PattyDirector
Bossard BretDirector
Caballlero CraigDirector
Carrol DougDirector
Chamberlain WarrenDirector
Fullmer ChaceDirector
Hetzel JenniferDirector
Hillan EvanDirector
Hoffman RalphDirector
Jackson DavidDirector
Korn KimDirector
Larson JohnDirector
Levzow BeckyDirector
Leyendekker JustinDirector
Liebenstein BarbDirector
Mellema SietoDirector
Miller OrvilleDirector
Moroney NathanDirector
Oosten MikeDirector
Peterson AlexDirector
Pyle DavidDirector
Roecker RandyDirector
Scott BradDirector
Seefeldt ConnieDirector
Shipp JoannaDirector
Tjaarda PaulineDirector
Vander Eyk ArleneDirector
Vander Kooi DebDirector
Weststeyn StephenDirector
Stitzlein EarlDirector - Part Year
Bernhardt TimDirector as of dec 2020
Brouwer RobertDirector as of dec 2020
Crave GeorgeDirector as of dec 2020
DeRuyter SharonDirector as of dec 2020
Douglass LoisDirector as of dec 2020
Folger KathrynDirector as of dec 2020
Gaalswyk DonDirector as of dec 2020
Post MarvDirector as of dec 2020
Ballard SteveDirector until dec 2020
Dziurgot MelissaDirector until dec 2020
Eberle StacyDirector until dec 2020
Gibson GregoryDirector until dec 2020
Skiba KathleenDirector until dec 2020
Webb JamesDirector until dec 2020
Werkhoven DoloresDirector until dec 2020
Phares SteveDirector until Feb 2020
Tjaarda PerryDirector until oct 2020

Highest Paid Contractors

ContractorServicesLocationCompensation
Daniel J Edelman IncAgency Services200 East Randolph Street, Chicago, IL 60601$10,134,020
Dominos PizzaPromotionPO BOX 997, Ann Arbor, MI 48106$7,792,497
NFL Properties LLCPromotionPO BOX 27278, New York, NY 10087$6,322,500
Dairy Farmers of AmericaPromotion1405 N 98th Street, Kansas City, KS 66111$3,059,588
Darigold IncPromotion62973 Collection Center Drive, Chicago, IL 60693-0629$3,000,000
Revenue and Support

Revenue Composition

Contributions and Grants
$0
Program Service Revenue
$161,564,911
Investment Income
$6,704
Other Revenue
$-569,928
Change in Net Assets
$0

Audited Revenue Reconciliation

Revenue per Audited Statements
$161,564,911
Revenue Not Reported on Financial Statements
$-563,224
Other Revenue Adjustments
$-563,224
Total Revenue per Audited Statements
$161,564,911
Total Revenue per Form 990
$161,001,687
Expenses and Functional Allocation

Major Expense Lines

Line ItemAmount
Other Expenses$129,467,465
Salaries, Compensation, and Employee Benefits$30,004,222
Grants and Similar Amounts Paid$1,530,000
Professional Fundraising Fees$0
Total Fundraising Expense$0

Functional Expense Allocation

Line ItemProgramManagementFundraisingTotal
Other Salaries and Wages---$21,332,410
Information Technology---$2,622,384
Pension Plan Contributions---$2,534,519
Other Employee Benefits---$2,478,764
Current Officers, Directors, Trustees, and Key Employees---$1,955,829
Occupancy---$1,901,493
Payroll Taxes---$1,702,700
Office Expenses---$1,569,504
Grants to Domestic Orgs---$1,530,000
Other Expenses---$1,106,265
Travel---$954,303
Fees for Services Legal---$513,174
Conferences and Meetings---$482,344
Depreciation Depletion---$394,790
All Other Expenses---$274,991
Fees for Services Other---$245,316
Insurance---$135,467
Fees for Services Accounting---$73,034
Interest---$1,061
Total Functional Expenses$0$0$0$161,001,687

Audited Expense Reconciliation

Line ItemAmount
Expenses per Audited Statements$161,564,911
Total Expenses per Audited Statements$161,564,911
Total Expenses per Form 990$161,001,687
Expenses Not Reported on Financial Statements$-563,224
Other Expense Adjustments$-563,224
International Activity

Grant and Assistance Recipients

RecipientLocationCategoryPurposeAmount
GenYouth IncRosemont, IL501(c)(3)Program service expenses$1,530,000

International Summary

Offices
0
Employees
0
Spending
$4,851,530

International Compliance

Activity in boycott countries
No
Foreign corporation ownership
No
Foreign partnership interest
No
Interest in foreign trust
No
Passive foreign investment company interest
No
Transfers to foreign corporations
No

International Activities

RegionActivityServicesOfficesEmployeesSpending
North AmericaProgram ServicesMarketing Support00$2,954,523
East Asia and the PacificProgram ServicesMarketing Support00$1,851,527
South AmericaProgram ServicesMarketing Support00$45,480
Fundraising, Events, and Gaming
Fundraising activities
No
Gaming activities
No
Professional fundraiser used
No

Fundraising and Gaming Totals

Line ItemAmount
Fundraising Direct Expenses$0
Fundraising Gross Income$0
Gaming Direct Expenses$0
Gaming Gross Income$0
Professional Fundraising Fees$0
Political and Lobbying Activity
Political campaign activity
No
Subject to proxy tax
No
Insider Transactions and Loans

Loans and Receivables

Line ItemBeginningEndChange
Loans from Officers, Directors, Trustees, and Key Employees$0$0→ $0
Receivables from Disqualified Persons$0$0→ $0
Receivables from Officers, Directors, Trustees, and Key Employees$0$0→ $0
Debt and Bond Financing

Other Reported Liabilities

LiabilityAmount
Due to Affiliates$58,355
Governance and Compliance

Governance Checklist

Compiled or reviewed by an accountant
No
Annual disclosure for covered persons
Yes
Audit committee
Yes
Backup withholding compliance
Yes
Business relationship with 35% controlled entity
No
Business relationship with family members
No
Business relationship with organization members
No
Material changes to governing documents
No
Compensation from other sources disclosed
No
CEO compensation reviewed
Yes
Other officer compensation reviewed
Yes
Conflict-of-interest policy
Yes
Audited financial statements prepared
No
Key decisions subject to board approval
No
Management duties delegated
No
Filing and Contact Details

Filer

Filer Name
Dairy Management Inc
EIN
36-3992031
In Care Of
% QUINTON BAILY
Phone
8478032000
Address
10255 W Higgins Road suite 900, Rosemont, IL 60018

Signing Officer

Name
Quinton Baily
Title
CFO
Phone
8478032000
Signed
2021-11-12
Discuss with paid preparer
Yes

Organization Details

Principal Officer
Thomas Gallagher
Formed
1995
Legal Domicile
Dc
Voting Board Members
79
Independent Board Members
79
Employees
304
Volunteers
45

Preparer

Firm
Ernst & Young US Llp
Address
1101 NEW YORK AVE NW, WASHINGTON, DC 20005
Preparer
Amber Gazica
Phone
2023276000
Supplemental Narrative

Additional Explanations

Family or Business Relationships

“Form 990, part vi, line 2 pauline tjaarda and perry tjaarda, and dolores werkhoven and jim werkhoven have a family relationship. Describe the process used by management &/or governing body to review 990 form 990, part vi, line 11a form 990 is available to all board members for review upon request. Management reviews the details of the form 990 with the organization's attorneys and its audit and tax firm.”

Description of Process to Monitor Transactions for Conflicts of

“Interest form 990, part vi, line 12c the conflict of interest policy is reviewed in detail with the board and by the organization's corporate attorneys annually. Board members are required to complete an annual certification of compliance with the conflict of interest policy. Board members are asked to recuse themselves from voting if they are personally involved in a matter that could give rise to conflicts.”

Offices & Positions for Which Process Was Used, & Year Process

“Was begun form 990, part vi, line 15a and 15b ceo compensation is determined with the involvement of the personnel committee of the board of directors. Ceo, officer and key employee compensation is determined through the use of industry surveys, market salary guides and other competitive compensation information.”

Avail of Gov Docs, Conflict of Interest Policy, & Fin Stmts to

“Gen public form 990, part vi, line 19 governing documents, conflict of interest policy, whistle blower policy, document retention policy and financial statements are available upon request.”

Financial Statement Notes

Schedule D, Part XI, Line 4B

“Income from partnership (569,928) investment income 6,704 total (563,224)”

Schedule D, Part XII, Line 4B

“Income from partnership (569,928) investment income 6,704 total (563,224)”

Raw XML AppendixShowing 400 of 1,484 raw XML fields

This appendix keeps the raw XML leaves available for debugging and edge-case review. The human report above is the primary experience.

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IRS990/Desc02020 Domestic and International Partnerships Partnerships play a foundational role in the checkoff's work and its mission to drive dairy sales and trust by working with, and through, food and beverage industry leaders both domestically and internationally. These partnerships focus on immediate and long-term opportunities with a concentrated focus on product, menu, and packaging innovation along with advertising. Domestic Foodservice Partnerships In 2020, DMI continued its partnerships with foodservice leaders Domino's, McDonald's, Pizza Hut and Taco Bell. These partners contributed more than 100 million incremental milk pounds in 2019 - continuing a long-term dairy volume growth trend that has yielded over 2.2 billion milk equivalent dairy pounds growth and three percent average growth over the term of the partnerships. DMI supports the partnerships with dairy food scientists alongside consumer insights, marketing and nutrition experts to advance dairy-centric opportunities. This includes introducing new cheese varieties, unique ways to use dairy in menu offerings and to include dairy in new menu occasions such as breakfast and dessert. And, even more important, these partners are category leaders and capture the attention of their competitors. This catalytic effect means, for example, when DMI leads the redevelopment and marketing relaunch of McDonald's McCaf specialty beverage portfolio, other chains often follow - with no additional investment from the dairy checkoff. Domino's continues to deliver record sales by focusing on new ways to engage with consumers to buy more pizzas and meet new occasions. In 2020, they supported trust efforts by incorporating dairy's story in their popular Pizza Tracker during National Dairy Month. Additionally, they expanded Smart Slice pizza to more than 12,000 schools. Dairy sales results were driven by Domino's loyalty Points for Pies program (any pizza counted towards free pizza at Domino's, which encouraged overall category growth) and new Carryout Insurance television advertising which built confidence and trust in the delivery experience. McDonald's continued its focus on menu development with the introduction of its Donut Sticks made with real butter, and its Worldwide Favorites menu that featured dairy-friendly menu items which included new cheeses (gouda, mozzarella), cheesy bacon fries and the popular Stroopwafel McFlurry. Pizza Hut relaunched its popular P-Zone, a calzone-style pizza that fit consumer needs for both an on-the-go snack and a cheese-friendly meal. Additionally, Pizza Hut launched their spin on a favored consumer snack, Cheez-It, with their portable, cheese-centric Cheez-It Pizza. Taco Bell offered its $5 Grande Nacho Box, which evolved nachos from a side to a meal fit for sharing, which featured high-quality cheese and sour cream. Additionally, they launched the Toasted Cheddar Chalupa which includes a new way to the new, aged cheddar cheese variety. Domestic Fluid Milk Partners Revitalizing the fluid milk category remains a checkoff priority. To accomplish this, DMI works with targeted fluid milk processors who share farmers' commitment to invest in innovation, packaging, marketing efforts and infrastructure to address two core goals: - Stabilizing the 40-plus year decline in fluid milk sales with a focus on letting milk be milk - Growing milk-based beverages that lets milk be the competition. This means milk serves as a primary ingredient in coffees, teas, smoothies and other ready-to-drink beverages Through this initiative, DMI partnered with four core dairy/food companies: Dairy Farmers of America, Darigold, Kroger and Shamrock Farms. These efforts have led to sustainable change for the category through investments in infrastructure (e.g., new plant construction, upgraded facilities), advertising, staffing and product innovation. In 2020, these partners launched new beverages in growth-driving segments that include: -Value-added milk from Darigold, which led to Bo
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Document Assets

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Filings

Displayed year

2020 • Form 990Detailed filing. Detailed filing data is available for this year.

Open filing
Assets
$14,281,932
Liabilities
$14,281,932
Net assets
$0
Revenue
$161,001,687
Expenses
$161,001,687
Net income
$0
Balance SheetOperations
YearAssetsLiabilitiesNet AssetsRevenueExpensesNet Income
2024Facts available. Structured filing facts are available, but richer extracted sections are limited.$25.4$25.4$0.00$166$166$0.00
2022Facts available. Structured filing facts are available, but richer extracted sections are limited.$25.6$25.6$0.00$178$178$0.00
2021XML pending. An XML filing is linked for this year, but detailed extraction is still pending.$14.5$14.5$0.00$154$154$0.00
2020Detailed filing. Detailed filing data is available for this year.$14.3$14.3$0.00$161$161$0.00
2019XML pending. An XML filing is linked for this year, but detailed extraction is still pending.$14.8$14.8$0.00$156$156$0.00
2018XML pending. An XML filing is linked for this year, but detailed extraction is still pending.$17.5$17.5$0.00$160$160$0.00
2017Facts available. Structured filing facts are available, but richer extracted sections are limited.$28.0$28.0$0.00$155$155$0.00
2015Detailed filing. Detailed filing data is available for this year.$21.8$21.8$0.00$148$148$0.00
2013Detailed filing. Detailed filing data is available for this year.$23.3$23.3$0.00$141$141$0.00
2012Facts available. Structured filing facts are available, but richer extracted sections are limited.$21.0$21.0$0.00$127
2011Facts available. Structured filing facts are available, but richer extracted sections are limited.$18.7$18.7$0.00$127
2010Facts available. Structured filing facts are available, but richer extracted sections are limited.$22.6$22.6$0.00$126