They have a really
cool concept

By Tom Waring
Times Staff Writer

Brothers Shawn and Dan Kilcoyne used their entrepreneurial drive to become successful dealers of Dippin’ Dots Ice Cream in the late 1990s.
As teenagers, they sold the product in the cafeteria of Father Judge High School. They used the proceeds to buy an ice cream cart, which they took to fairs, and then opened a kiosk at Neshaminy Mall.
By the third year, they had the third-largest Dippin’ Dots retail dealership in the country. They employed more than 200 people, mostly teenagers, at various locations.
However, Dippin’ Dots decided in January 2000 to turn the company into a franchise, adding expensive fees and royalties.
"We lost everything," Shawn said.
But the young men refused to let their dreams melt away.
Soon they discovered a similar product, the British-based Mini Melts, and began selling that brand. Dippin’ Dots sued them, but the brothers prevailed when the U.S. Patent Office voided the company’s patent.
In 2003, they formed Mini Melts of America but took a different approach from their last venture. Instead of opening retail outlets, they decided to sell the ice cream in vending machines. It helped that they maintained good relationships with malls.
They’ve found that it’s a cool way to make money.
"You can expand so much quicker because you don’t have to worry about staffing at each location," Shawn said. "Our goal is to be the franchise alternative."
Added Dan: "Our machines aren’t calling out sick."
Right now, the Kilcoynes — Shawn is 28 and lives in Langhorne, Dan is 23 and lives in Mayfair — have about 80 vending machines at places like Franklin Mills, Neshaminy, Montgomery and Oxford Valley malls, ice skating rinks and bowling alleys. The machine at Franklin Mills is located in the Grand Court, near the Burlington Coat Factory, underneath Ben Franklin’s head.
Their territory stretches from Newark, N.J., to Baltimore, Harrisburg and the Jersey shore. Malls in those areas are contacting them about installing machines.
By December, they hope to have 100 machines and expand to the Pocono Mountains. That will be good for business, since malls are packed during the Christmas shopping season.
In addition, they have helped put other entrepreneurs in business in Ohio, Florida, Michigan, Maryland and New York. They also have some wholesale customers.
Both have studied business. Shawn credits a business class he took with teacher Joe McDermott at Judge with helping him learn the industry. He also took classes at Penn State. Dan was an honors student at Holy Family, graduating with a degree in business management/marketing.
The two are grateful for the support of so many over the years. Their parents, Patrick and Patricia, aided them financially. Tom Mosey, head of Mini Melts, assisted with legal fees. The Rev. Joseph Campellone, president of Father Judge, helps them network, and they give back by speaking at their alma mater’s annual career day.
Also helping the business grow is a quality product — a must to attract repeat customers. The brothers believe Mini Melts has better flavor and texture than Dippin’ Dots.
"It’s premium ice cream," Dan said. "The product is better."
Mini Melts come in six flavors, billed as "The Ice Cream Dream," and sell for $3. Customers can simply put one- or five-dollar bills into the machine, which dispenses change. A spoon is included in the cup.
The flavors include banana split, cotton candy and Oreo cookie and cream, all favorites of young people. And there are traditional favorites like vanilla, chocolate and mint chocolate.
Coming soon are cookie dough and water ice flavors and a sugar-free version.
People of all ages eat Mini Melts, but more than half of the business comes from teenagers and younger children.
"Basically, anywhere there are kids, we’ll put a machine," Dan said.
Shawn and Dan still count on their loved ones to help them. Their dad makes deliveries of equipment. Their mom and Shawn’s wife, Shannon, handle the accounting. And Dan’s girlfriend, Michele Whitworth, knows the ins and outs of the machines.
Still, as largely a two-man show, the brothers are working long days handling deliveries, marketing, the books and more.
How many hours a week do they work?
"What’s twenty-four times seven?" Shawn asked. ••
Reporter Tom Waring can be reached at 215-354-3034 or twaring@phillynews.com