What a year for America’s beer distributors! NBWA’s 74th Annual Convention

and Trade Show in Las Vegas, October 16-19, offers a great opportunity for

members of the industry to get together to discuss the future of this great industry.

We hope all distributor members will attend the Distributor Member Meeting Sunday,

October 16, from 3:00-5:00 p.m. This candid forum will give an in-depth look at

challenes facing distribution and offer an off-the-record conversation about the most

pressing issues distributors are facing today. Hear directly from your elected leaders how

your Association is working to strengthen the American system of alcohol distribution and

advocating for policies that support effective alcohol regulation.

NBWA is excited to bring you a dynamic program

packed with great speakers, 23 education seminars

and a Trade Show filled with hundreds of innovative

products and services to assist you in your business.

All of this will be showcased at the exciting Caesars

Palace!

An all-star lineup of interesting and informative speakers

will take the spotlight at this year’s Convention.

Attendees have the exciting opportunity to hear from

former President and CEO of Walmart, Lee Scott,

about the leadership, innovation and business strategies that led Walmart to be such

a successful retailer. Scott will also participate in a candid question and answer forum

where distributors will have the opportunity to ask some tough questions. In addition,

attendees will hear from Tom Long, President and CEO of MillerCoors LLC, who will

discuss supplier-distributor relationships and how to chart growth leveraging innovation

despite the challenges facing the U.S. beer market driven by high unemployment and

economic challenges. Navy SEAL, award-winning author and noted humanitarian

Eric Greitens also will speak to attendees on leadership, team building, overcoming

adversity and the benefits of service to others.

Register today online at www.nbwa.org or return the enclosed registration form.

Be sure to take advantage of the discounted fees for early registration and for multiple

registrants, and don’t forget to make your room reservations at Caesars Palace today to

receive discounted room rates. Full Convention details can be found in this brochure or at

www.nbwa.org.

We look forward to seeing you in Las Vegas!

Lawrence J. “Larry” Del Papa, Jr. Craig A. Purser

Chairman, Board of Directors, NBWA President & CEO, NBWA

National Beer Wholesalers Association1101 King Street, Suite 600Alexandria, Virginia 22314-2944www.nbwa.org

www.nbwa.orgTodayRegister

Join your fellow Beer Distributors for...NBWA’s 74th Annual

Convention & Trade Showat Caesars Palace in Las Vegas, October 16-19!

Caesars Palace has the perfect location on the Las Vegas strip offering all the excitement that the city has to offer. In addition to all the glitz and glamour, Caesars offers

state-of-the-art meeting facilities that will bring added excitement to this year’s Convention and Trade Show. This year’s Trade Show will include over 250 exhibitors! There is an exciting lineup of speakers and industry presentations for the General Session as well as 23 education seminars touching on an assortment of distributor hot topics. Also, be sure to attend the Distributor Member Meeting on Sunday, October 16, from 3:00-

5:00 p.m. to be a part of candid conversation and hear insights from your elected leaders.

Whatever experience you wish to have in Las Vegas, Caesars Palace has it all. Several world renowned chefs house their restaurants in Caesars Palace including Restaurant Guy Savoy, by one of France’s most revered and award-winning chefs; Mesa Grill, with Southwestern flair brought to the table by celebrity chef Bobby Flay; and a favorite of the stars for eclectic desserts and more, Serendipity 3. New this year is Central 24/7 restaurant by James Beard Award-winning chef Michel Richard. It will be open, as the name suggests, 24 hours a day. For those who want to shop ‘til they drop, the Forum Shops at

Caesars Palace feature over 160 boutiques and shops, including Burberry, Gucci and Louis Vuitton.

Yes, it is also possible to get in some relaxation while in Las Vegas. If you are craving some R&R, be sure to visit the Garden of the Gods Pool Oasis featuring multiple pools, including the appropriately named Apollo, Fortuna and Venus Pools. Get pampered at the Qua Bath & Spa, a luxurious retreat that uses signature Roman rituals to bring you an unforgettable spa experience.

By the time you depart from Las Vegas you will be able to say, “I came, I saw, I conquered.” Journey to Caesars

Palace and to NBWA’s 74th Annual Convention and Trade Show to raise a glass to America’s Beer Distributors: Delivering Choice and Value, One Beer at a Time!

Register Today!Visit: www.nbwa.org

Questions? Call NBWA at 800-300-6417 or email info@nbwa.org

Lee ScottFormer President and CEO of WalmartLee Scott served as the president and CEO of Walmart, which emerged as the world’s largest retailer during

his tenure from 2000 to 2009. During that time, the company grew to employ more than 2.1 million associates at over 7,000 retail operations in 16 markets around the world. Under Scott’s leadership, the company earned Fortune’s coveted number one business ranking six times, as the world’s largest corporation. Today, Scott is the chairman of the executive committee of the Board of Directors of Walmart. He will address leadership, corporate culture, global business, innovation, supply chain management and social responsibility, as well as the business strategies that led Walmart to be the successful retailer it is today. Bring your questions, as Scott will take part in a question and answer session with us and will provide a retailer perspective on the American beer industry.

Eric GreitensNavy SEAL and New York Times Best-Selling Author

Eric Greitens is a Navy SEAL, Rhodes Scholar, Draper Richards Fellow,

award-winning author of The Heart and the Fist and founder of the Mission Continues – a non-profit organization that empowers wounded and disabled veterans to begin new lives of public service. Greitens draws from his experience as a humanitarian and Navy SEAL lieutenant commander to address leadership, team building, overcoming adversity and the power of service. He has been honored with several military awards including the Purple Heart and the Bronze Star. Through personal anecdotes from his travels and

a dose of humor, Greitens will encourage and challenge attendees to make small changes in order to improve their lives.

Tom LongPresident and CEO of MillerCoors LLC

Tom Long was appointed Chief Executive Officer of MillerCoors in April of this year. Prior to this promotion, he

was President of MillerCoors, President of Miller Brewing Company and spent seventeen years as an executive with Coca-Cola. Throughout his career, Long has held senior global positions in sales, marketing and general management, working in more than 60 countries. Long leads a team that is focused on taking the MillerCoors brands to new heights and captaining the company through the exciting innovation and change that is predicted for years ahead. He will discuss supplier-distributor relationships and how to chart growth leveraging innovation despite the challenges facing the U.S. beer market affected by high unemployment and low consumer confidence.

A Panel Discussion“Growing through Distribution, Craft Brewers on the Move”

Moderated by: Bump Williams, Bump Williams Consulting CompanyThe craft brewing industry is growing at tremendous rates. What challenges do

breweries face as they move from state-wide to regional to national? How can brewers keep up with present demand, yet look forward to adding new territory? What should independent beer distributors be doing to help them grow? A panel of craft

beer experts will tackle these questions and more.

A Panel Discussion“A Stable Orderly Market for Alcohol: What Does It Mean and Why Is It Important?”

Moderated by: Eric Best, General Manager/Partner, Bob Hall LLC

The United States alcohol regulatory structure has been remarkably stable for

the past 78 years. An orderly marketplace has allowed many new entrants to the alcohol industry and allowed suppliers, retailers and distributors to succeed. Changes to this marketplace are not without risk. A panel of financial, regulatory and industry leaders moderated by Best, a former Anheuser Busch Distributor Panel chair, will discuss what changes to an orderly marketplace would mean for the public and for the industry as a whole.

Lawrence J. Del Papa, Jr.Chairman, 2010-2011 National Beer Wholesalers AssociationLawrence “Larry” Del Papa, Jr. is the

president and chief executive officer of Del Papa Distributing Company, Inc., located in Galveston, Texas. Del Papa Distributing Co. is a family-owned company founded in 1910, which recently celebrated 100 years in business. In celebration of the company’s 100th anniversary, Del Papa Distributing Co. has endowed scholarships to 13 community and four-year colleges located in the 17 counties it services. Del Papa joined the NBWA Board of Directors

in 2004 and has served in all elected positions. During the past year, Del Papa has spent countless hours advocating on behalf of beer distributors across the country. His dedication has been instrumental in guiding the Association through some of the most important industry issues in recent times.

Steve LytleChairman, 2011-2012 National Beer Wholesalers Association

Steve Lytle serves as a director of Columbia

Distributing based in Portland, Oregon. Prior to the creation of Columbia Distributing, Lytle was CEO of Mt. Hood Beverage in Portland and President of Gold River Distributing in Medford. As a family business leader who grew up in the beer distribution business, Lytle recognizes the importance of being active in the industry and in his community. He has been involved with Oregon Beer and Wine Wholesalers Association, Boys and Girls Clubs, Elevate Oregon, Chamber of Commerce and many other organizations. In addition to his beer distribution work, Lytle is the principal of Clearpath Family Advisors which provides facilitation and consulting services to multigenerational family businesses and their leaders. Lytle joined the NBWA Board of Directors in 2001 and has served in all elected positions.

Craig A. PurserPresident and CEO National Beer Wholesalers Association

Craig Purser serves as the President and Chief Executive

Officer of the National Beer Wholesalers Association. As the Association’s primary policy advocate, Purser is highly respected throughout the licensed beverage industry, by alcohol control advocates and the association community as an honest leader and a consensus builder. Instrumental in the strategic positioning of the Association in the government, public and political affairs arenas, Purser has led the Association’s charge to strengthen the American beer distribution system by promoting competition and effective state-based regulation. A veteran of Capitol Hill and political campaigns, Purser acknowledges his most fulfilling role is the one he now holds – advocating on behalf of the state-based system of alcohol regulation and the 98,000 hardworking men and women of the American beer distribution industry.

General Session Highlights

Distributor Member MeetingSunday, October 163:00 – 5:00 p.m.

Join your fellow beer distributors and the NBWA elected leadership for candid conversation and insightful dialogue about the most pressing issues facing distributors today in an off-the-record setting. The meeting also will offer distributors the opportunity to share thoughts and feedback regarding issues most important to you. Don’t miss this important, informative session!

Welcome ReceptionCelebrate NBWA’s 74th Annual Convention and Trade Show and America’s Beer Distributors!The NBWA Convention and Trade Show will kick off with an evening of excitement, energy and exhilaration! Attendees will enjoy a summertime-themed celebration while catching up with fellow beer distributors and enjoying entertainment Vegas style.

Register Today!Visit: www.nbwa.org

Questions? Call NBWA at 800-300-6417 or email info@nbwa.org

Sales Leadership: Taking Management to the Next Level

Tom Fox, CM Profit GroupIn order to take your sales team to the next level, your management team needs to do more than “manage” the team – they need to “lead” the team. Leadership means driving synergy, establishing a strong culture and developing people – all to enjoy the fruits of a high performance team. Fox will review how to establish and communicate your vision and mission, have a culture of accountability, build skills and gain “buy-in” from the team.

A Candid Multi-Tier Panel Discussion: Building Collaborative Relationships “Market by Market”

Greg Hopkins, Tamarron ConsultingNavigating through the assumption-based roles and responsibilities of the supplier and distributor tiers has become increasingly challenging and, at times, contentious. A panel consisting of members of the Independent Council on 3-tier Dynamics – a diverse collection of industry leaders from across the tiers – will share firsthand knowledge of Council-developed multi-tier roles, responsibilities and accountability tools and discuss how these tools can act as a GPS for improved relationship navigation. The discussion will focus on how the tiers can work together in a collaborative effort to sell more beer.

The Supplier and Distributor Relationship: Distributor Agreement, Franchise Laws and Recent Legal Developments

Michael D. Madigan, Madigan, Dahl & Harlan, P.A.The rights and obligations that brewers and wholesalers owe one another are set forth in their beer distributor agreement. Understanding the legal parameters of that relationship is crucial to the success of any beer wholesaler. This seminar will discuss key provisions of beer distributor agreements, the effect that beer franchise laws have on these agreements, and the effect that other laws have on these agreements. In addition, because beer wholesalers are increasingly distributing non-alcoholic products, the seminar will cover laws which define the relationship between suppliers and distributors of these products. Finally, the seminar will discuss what to do if disputes with suppliers arise and will suggest specific strategies to deal with these situations.

Moving Product Through Experiential Marketing and Social Media

Garret O’Shea, RedPeg MarketingYour company has a Facebook page. Now what? Experiential marketing has evolved and social media has blown the covers off the “how to” guide. By creating

Sunday, October 161:30 – 3:00 p.m.

Social Media: More Than a Fad But Will It Be Your Next Business Tool?

Sponsored by the Beer Industry Electronic Commerce Coalition (BIECC)In the ’80s you needed a fax machine, in the ’90s an email address and in the 2000s a company website. Today, do you need a social media presence? And will social media drive the “emerging business tools” of the future? Hear from all three tiers of the beer industry as they discuss the pros and cons of using social media in their businesses and what they see developing in the future. You can’t afford to miss this session.

The Demographics of Imported Beer: Surprises from the 2010 Census and Forecasts on Beer Consumer Migration

Sponsored by the National Association of Beverage Importers (NABI) and NBWAThe 2010 census results are out and revealing important insights into the shifting customer base for beer, wine and spirits. Benj Steinman of Beer Marketer’s INSIGHTS will moderate a panel of experts – headed by demographer Robert Schmidt Ph.D., JD and Nick Lake of The Nielsen Company – discussing the impacts of population changes on the beer industry now and looking forward. Also joining the panel will be representatives from retail and market research who will give real time reports on the evolution of the core customer base for imported beer.

Keeping Your Staff Motivated Through Knowledge: An In-depth Look at Craft Beer and Food Pairings

Scott Kerkmans, Beer Conscious TrainingDon’t miss this amazing opportunity to learn the intricacies of pairing beer with food while also learning how to motivate your sales team (and your accounts)

to sell more beer. As we taste our way through several pairings you’ll learn all the vital information you need for your sales representatives to begin hosting beer dinners in your market. Plus you’ll get plenty of information to take home regarding the brewing process and today’s fastest growing styles to keep your sales team motivated.

Monday, October 177:30 – 9:00 a.m.

Risk Management: Practical Strategies for Controlling Workers Compensation Claims and Loss Prevention Applications for All Lines of Insurance (General Liability, Auto, Workers’ Compensation)

Lance Abbott and David Torres, BevCap Management, LLCHow does a work-related injury that begins as a simple injury escalate to involving multiple body parts, psychological trauma, tens of thousands of dollars in cost and then take a year or more to close the claim? During this 90-minute presentation, the curtain of “invented complexity” will be lifted. Information and practical solutions will be presented on how to take control of your claim. You will be given strategies on how to set and achieve goals to control your premium costs by controlling claim costs. Additional key topics of this presentation will include what you can do internally to significantly curtail risk management/loss prevention issues across all areas of your business. Various role-playing scenarios to reinforce the concepts learned will be included during this presentation along with handouts that can help start or add to your current loss control/safety manuals.

Building a Superior Training System and Learning Culture in Your Organization

Bob Brown, Sales Systems Development, Inc.The ongoing development of people is a major challenge. The key is being able to structure and sustain effective training

and development for all functional areas of the company. Bob Brown will draw on his 25 years of beer industry experience to outline:• A defined process for the training of

new and experienced personnel • Ideas on evolving Learning

Management Systems (LMS) • How to ingrain key behaviors in the

company’s DNA• How to establish and manage training

goals• Guidelines for the management of the

training function.

Margin of Safety? Price vs. Value of Distribution Rights

Ben Bowen and Andy Christon, Ippolito Christon & Co.Benjamin Graham, the father of “value investing,” introduced the idea of a “Margin of Safety” in investing. Warren Buffet, who considered Graham one of the most influential people in his life, seeks that same “Margin of Safety” in his investments. Why does price not always equal value? Why should beer distributors understand this concept? This interactive discussion will encompass key concepts for the purchase, sale or valuation of beer distributorships, as well as “Golden Cases.”

Successful SKU Management, Handling and Storage Strategies

Greg Ellis and Ned Bauhof, Precision Distribution Consulting, Inc. (PDC)Through extensive use of case studies, ranging from conventional to fully automated warehousing, as well as sales and delivery optimization, this seminar will demonstrate the value of progressive warehousing and delivery operations. PDC will portray results achieved by beer and wine distributors, ranging from 1MM to 15MM cases, with widely varying SKU portfolios. The speakers will showcase improvements gained from proven approaches to storage planning, pick area design, equipment application, loading processes and delivery methods.

meaningful experiences around the brands and venues that sustain your business, you are at an advantage. Learn how the social media arm of your marketing expenditures will elevate demand for your inventory and how the conversational forum it provides will work for you 24/7.

Beer Marketer’s INSIGHTS: Deep Dive on Distributors and Beer Industry Data

Benj Steinman, Beer Marketer’s INSIGHTSBeer Marketer’s INSIGHTS President Benj Steinman will dig deep to bring distributors fresh insights and analysis about the U.S. beer industry and how beer distributors’ critical role in it has evolved. Steinman will present a comprehensive look at the latest beer industry stats and trends, going into more depth than usual to uncover actionable information for distributors. But he will also explore such important themes as consolidation, brewer/distributor relations, the legal and legislative landscape, the rise of craft brewers, distributor networks of different suppliers, what’s happening with non-alcoholic beverages and much, much more. Join Steinman for an illuminating 90-minute seminar from the industry’s leading provider of information since 1970.

The Evolving Three-Tier SystemJoe Thompson, Independent Beverage Group (IBG)IBG will take an in–depth look at how industry trends such as volume, margin and cost impact the three-tier system. The seminar will then include a discussion on how these variables could cause dramatic change. Emphasis will be placed on the pace, price and pressure points of consolidation. IBG will show that distributors should embrace value added services in this cost cutting environment and discuss how the choices distributors make will significantly affect consolidation.

Tuesday, October 187:30 – 9:00 a.m.

Consolidation Opportunities? Look Inside Your Own Four Walls!

Michael Brunetto, ARCO National Construction/Beverage GroupLost among all the talk about distributor consolidation is an opportunity that many distributors may have overlooked – consolidating your current satellite or branch locations under one roof. Eliminating unnecessary buildings within your territory can yield significant operating savings – think of it as your own in-house consolidation! Recent advances in delivery equipment, technology and methods have greatly expanded the footprint that can be economically delivered from one location. Join ARCO Beverage Group and Roadnet Technologies in this interactive workshop that will explore the costs and benefits of alternatives to your current branch setup.

Seven Steps to Optimizing Customer Service Costs

Tim Coughlin, DMG FinancialRecently price increases and low inflation have buttressed distributor profits against volume declines. Moving forward, these factors will provide less earnings support. Managers will need to delve deeper into their cost structure. Making the most of dollars spent on the street is essential because that’s where the majority of operating

Education Seminars

Register Today!Visit: www.nbwa.org

Questions? Call NBWA at 800-300-6417 or email info@nbwa.org

Hundreds of exhibitors are excited to share new and innovative products and services with attendees during this year’s show! Don’t miss the Trade Show at Caesars Palace.

NBWA 2011 Exhibitor List as of August 24, 201121st Amendment

A7D CReative Group Inc.

Abita Brewing Co., LLC

Activate Drinks

AFS Technologies

AJS & Associates Inc

Albany Door Systems

Alexander Global

Allagash Brewing Company

Alluma Tech, Inc.

Alta Marketing Co.

American Beverage, LLC

American Body Company

American Vintage Beverage Inc.

Anchor Brewing Co.

Anheuser-Busch, Inc.

Antros Mix

Applied Cleaning Technologies, Inc.

Applied Food Sciences, Inc.

ARCO National Construction - Beverage Group

Argent Productivity Optimization Solutions

Atlas Imports

Atomic Brands, Inc

Automatic Bar Controls / Wunder-Bar

Avalonza

AWTI - 3rd Eye MobileVision

B&P Manufacturing

Baltika Breweries

Bar Coding, Inc.

Barrel O’Fun Snack Foods Company

Beer Conscious Training

Beers of the World Packaging Co.

BeerTubes.com

Benko Products

BevCap Management, LLC

Beverage Business Magazine

Big Easy Blends

Big Systems

Blanco Basura Beverages, Inc.

Blue Horseshoe

Boelter Companies

Bracton USA

Brewers Association/CraftBeer.com Brewers Pavilion

Brewery Ommegang

Brother Mobile Solutions

Bucks Trucks, LLC

Carbotek North America

Chateau Diana LLC

Choc Beer Co.

Chrislan Ceramics & Glassware Decorating, Inc

Cicerone Certification Program

CMC Associates

Cold Spring Brewing Company

Colorado State University, College of Business, Beverage Business Institute

CoolerTags.com

Copa Di Vino

Corcentric

Data Consultants, Inc.

Datamax-O’Neil Corporation

Dematic Corp.

Deschutes Brewery

Diageo-Guinness USA

Digital Media Warehouse

Dimensional Insight, Inc.

DisVet Enterprises, Inc.

Dogfish Head Craft Brewery

Dos Lunas Tequila

Draught Technologies, LLC

DRV Technologies, Inc.

Electric Vehicles R-US

Encompass Technologies

Enhance America, Inc.

Eternal Water

Euro Distribution Co

Evermore Recycling

Ex Drinks LLC

F.X. Matt Brewing Company/Saranac

Fat Boy Beer

Featherlite, Inc.

Finiti Branding Group, LLC

Fintech

Fleet Trax Inc

Florida Beer Company

Florida Caribbean Distillers

Freightliner Trucks

FRENCH CRAFT BREWERS

Friday Monkey Group

G.K. Skaggs

Gap Promotions LLC

Geis Companies

Geloso Beverage Group

GI Group Inc

Gleason Industrial Products

Glue Dots International

GM Fleet and Commercial

GMODELO USA LLC

Graphic Resource Systems

Green Mountain Beverage

Group Hesse

Hannibal Industries, Inc.

Harpoon Brewery

HDA Architects

Heartland Computers, Inc.

Heineken USA

HighJump Software

Hino Trucks

Hornell Brewing - Arnold Palmer Hard

Hudepohl-Schoenling Brewing Company

Iceland Spring Water/Pure Distribution US, LLC

Independent Beverage Group, Inc.

Inflatable Design Group

Innis & Gunn USA, Inc.

Innovative Marketing

Intervolve

Intribe360

Iowa Rotocast Plastics, Inc.

Ippolito Christon & Co.

IQ Accessories, Inc.

Irish Dog Bloody Mary Mix

Iron Horse Beverage, LLC

ITW Galewrap

Jack Nadel International

JC BeerTech

JD Packaging Group Inc.

Jenlis Inc.

Joe Tea

Joseph James Brewing Co., Inc

Judelson, Giordano & Siegel, CPA, PC

KD Kanopy

KegSkins LLC

Killer Buzz - PBEV, LLC

Lagunitas Brewing Co.

Landoll Corporation

Las Vegas Beer & Beverage

Latis

LEDCO, Inc. Division of Graphic Laminating

LexJet

Lifoam Industries, LLC

Lightweight Containers

uses and abuses of valuation reports for succession planning, transactional events and litigated disputes.

Beyond Beer 101: The State of Beer Education, Training and Certification in Our Rapidly Changing Market

Samuel Merritt, Civilization of BeerThere’s a lot of misinformation about beer out there. Bad information hinders sales and breeds confusion for retailers and beer drinkers alike. In this seminar, we’ll explore all the information pathways in the three-tier system and provide several of the options available for accurate information about beer. Providing good information to the people who make a difference in sales by educating customers adds value, whether teaching styles of beer or proper storage and service. Attendees will receive the resources for good beer education and get a view of the beer sommelier’s growing role in the business of making and selling beer.

Your Brewprint Solutions: The Challenges Presented to the Five Tiers of the Craft Beer Industry

Joth Ricci, First Beverage Group; JB Shireman, The Beverage Intelligence Group; Bump Williams, Bump Williams ConsultingIn this point vs. counterpoint discussion, the presenters will debate their perspectives on the craft beer category from a supplier, distributor and retailer point of view and will offer solutions to the challenges facing the five tiers of the craft industry. Whether it’s a concern about supplier-to-supplier dynamics, SKU proliferation, sales focus, getting the “local” product to market or consumer trends, the presenters will deliver ideas on how to successfully tackle these issues.

Behind the Headlines: The Latest in Industry News from Beer Business Daily

Harry Schuhmacher, Beer Business DailyBeer Business Daily publisher Harry Schuhmacher takes you through current events in the beer industry and examines how they may impact the future. The seminar will cover both supplier and distributor consolidation issues, craft beer’s exploding growth, demographic changes, retailer power, taking costs out of the system, the reformulation of caffeinated alcohol beverages, three-tier threats and more. Schuhmacher will attempt to extrapolate from past developments and recent events to predict the most probable scenarios for the future and suggest what distributors can do to influence those events.

Brewers Association/CraftBeer.com Bootcamp for Distributors

Julia Herz, Brewers AssociationJoin Julia Herz, Craft Beer Program Director at the Brewers Association (BA) and publisher of CraftBeer.com, as she shares an overview of the latest statistics on U.S. craft brewers and Association resources available to distributors. The BA has also tapped an industry analyst who will present current sales trends in the craft segment. As an added bonus, several American craft brewers will share what they want distributors to know about working with today’s small producers.

Blue Skies Ahead: Women Craft Beer Buyers + Craft Beer + Social Media = SUCCESS!

Ginger Johnson, Women Enjoying BeerMarketing craft beer to women is the way to your future success. Learn the basics of why, how and when women engage in social media and in craft beer and how you can build steady sustainable sales with this magic trifecta. This seminar will cover what you can do about it today. Beer, women and social media are all here to stay. Can you afford to miss this session? Be ready, come to this session and get ahead.

Succession Planning: How to Accomplish It Successfully and Maintain Peace Among the StakeholdersTimothy R. Lee, ASA, Mercer Capital Planning for management and ownership succession is a daunting task due to the increasing complexity of day-to-day life as

a distributor as well as the long-term strategic issues facing the beverage industry. Ultimately, most planning actions and conflicts revolve around the issue of valuation. When your shareholder base, the market or your supplier dictate that you are either exiting or accumulating ownership, the primary concern is the value at which transaction participants will buy and sell. This session provides an overview of critical succession planning considerations as they relate to valuation. In addition, Tim Lee instructs attendees about the conflicts that will likely arise among shareholders, non-family managers and family members as a result of the succession process. Lee also will provide insight on the financial positions that often underpin buyers’ and sellers’ claims about business value, whether in a courtroom setting or across the dinner table. Attendees will gain significant resources to effectively review and understand the

costs are incurred. This seminar will present a process for analyzing and optimizing customer service to your distributorship’s unique customer base, portfolio and competitive strategy.

The Opportunities and Challenges Presented by the 10 Most Important Provisions in Your Distributor Agreements and How Best to Deal with Them

J. Michael Dady, Dady & Gardner, P.A.Michael Dady, who has been ranked by Chambers USA as one of the best franchisee/distributor lawyers in America, will give his perspective and some advice about how beer distributors can best maximize the opportunities and minimize the challenges in dealing with the 10 most important provisions in most beer distributor agreements, including minimum performance criteria, deficiency termination, pricing mandates, transfer/succession, new products, unilateral amendment, distributing other brands, operating standards and dispute resolution provisions.

“Bench Strength”: How to Successfully Develop Your Next Generation of Leaders

Matt Dahlstrom, LearnBeer.comWe have a “talent gap” – a gaping hole in our industry that has become a challenge to wholesalers across the country. Starting today we need to prepare our employees to take on bigger and more challenging leadership roles. Building the leadership bench strength of your organization requires a steady supply of talented people who are prepared to take on this challenge. If you’re feeling pinched because of a shortage of quality leaders who can manage people and a P&L, you’re not alone. With 20 years of experience helping wholesalers adapt to today’s beverage industry, author, trainer and beverage consultant Matt Dahlstrom outlines the 10 ways to grow tomorrow’s leaders. You’ll learn how to map your employees’ leadership potential, measure critical leadership skills and accelerate development to prepare employees for bigger roles.

Education Seminars Trade Show Exhibitors

Softeon, Inc.

St. Killian Import Co.

Stahlman Group, Inc.

Stanley Stawski Distributing Co., Inc.

Stevens Point Brewery

Stone Brewing Co.

Strategic Mobility Group (SMG)

Straub Distributing

Summit Brewing Company

Sunshine Imports

SweetWater Brewing Company

System Logistics

TapRite

TEAM Coalition

Team Image Marketing

Tec Art Industries, Inc.

The Boston Beer Company

The Dad’s Root Beer Company

The Flag Loft

The Propane Education & Research Council

Thermomass

ThermoSafe Brands

Thonhauser USA Inc

Total Beverage Distributors

Total Beverage Solution

Turille & Associates

Twang Partnes, Ltd.

Twinlode Corporation

Tygard Machine & Manufacturing

Uinta Brewing Company

United Brands Company

United States Beverage

Utah Breweries Cooperative

Vampt Beverage USA Corp.

Vermont Information Processing

Vertique, Inc.

Victory Brewing Company

Vision Concepts

Visual Products Corp (VPC)

VT Hackney, Inc.

Waterfall Resort

Waymatic, Inc.

Wells Fargo Bank - Beverage Finance

Xyience

Zebra Technologies Corporation

Zeon Corporation

Zoneworks

Pacific Merchants dba Kromedispense

Palmer Promotional Products

Panasonic Computer Solutions Company

Parallel Products

Parasol Enterprises, Inc.

Petoskey Plastics

Phusion Projects

Pong Beer

Precision Distribution Consulting

Premier Merchandising, LLC

Progressive Edge, dba Natures Flash Lite

Pseco Inc.

Randall Manufacturing

Red Parrot Premium Juices and Mixes

Redman Consulting Ltd

Rehrig Pacific Company

Replenishment Solutions

Retail Currency Solutions, Inc.

Rite-Hite Corporation

Riverside Manufacturing Company

RMT Robotics

Roadnet Technologies, Inc.

Roaring Lion Energy Drink

Rogue Ales

RTC

Rutherford & Associates, Inc.

Ryder Fleet Management Solutions

Rytec High Performance Doors

Safety Vision

Salient Management Company

Sapporo USA, Inc.

Saratoga Springwater Co.

Satellite Logistics Group

SG Beverage Solutions Inc.

Singha North America

LiqueColor Inkjet Group

Liquid Management Partners

Los Andes Trading Co. - Elkan Wine

Lotus Lifestyle Beverage Inc.

LPM Systems

M. Cornell Imports

Magline, Inc.

Material Handling Technologies Inc.

Medtech Wristbands

Michele & Group, Inc.

Mickey Truck Bodies Inc.

Micro Matic U.S.A., Inc.

Mikes Hard Lemonade

MillerCoors

Minhas Craft Brewery

MIT Systems, Inc.

MobileDemand

Mode Transportation

Moutai USA

Napa Smith Brewery

National Beverage Corp

National Chemicals, Inc.

NationaLease

Nationwide Insurance

Networkfleet, Inc.

New Age Industrial

New Belgium Brewing Company

Nilfisk-Advance, Inc.

Nox-Crete Products Group

Odell Brewing

OnTrak Software

Oskar Blues Brewery

Owners-Rep

Pabst Brewing Company

Pacific International Liquor, Inc.

Trade Show ExhibitorsFriday, October 14Noon – 5:00 p.m.NBWA Board and Committee Meetings

Saturday, October 158:00 a.m. – 5:00 p.m.Registration Desk Open

8:00 a.m. – 2:00 p.m.NBWA Board and Committee Meetings

Sunday, October 168:00 a.m. – 6:30 p.m.Registration Desk Open

8:30 a.m. – NoonNBWA Board and Committee Meetings

1:30 – 3:00 p.m.Education Seminars

3:00 – 5:00 p.m.Distributor Member Meeting

6:30 – 8:30 p.m.Welcome Reception

EveningSupplier Hospitalities

Monday, October 176:30 a.m. – 5:00 p.m.Registration Desk Open

7:30 – 9:00 a.m.Education Seminars

9:00 a.m. – NoonOpening General Session

Noon – 4:30 p.m.Trade Show Floor Open

EveningSupplier Hospitalities

Tuesday, October 186:30 a.m. – 5:00 p.m.Registration Desk Open

7:30 – 9:00 a.m.Education Seminars

9:00 a.m. – NoonGeneral Session

Noon – 4:30 p.m.Trade Show Floor Open

Evening Supplier Hospitalities

Wednesday, October 19Departures

Schedule of Events

General InformationRegistrationThere are three ways to register:1) Register online at www.nbwa.org with your

company log-in information.

2) Register using the attached registration form and mail with payment to:

National Beer Wholesalers AssociationP.O. Box 79556Baltimore, MD 21279-0556

3) Register using the attached registration form and fax to: 703-519-3063

Don’t miss discounted registration fees: There are two ways to save!Save $50 on the full registration fee by returning the NBWA registration form by September 30. In addition, substantially reduced fees are available for the third or subsequent registrants from the same company. These savings are increased with early registration.

Hotel InformationCaesars Palace is the location for this year’s Annual Convention and Trade Show.

Caesars Palace3570 Las Vegas Boulevard SouthLas Vegas, NV 89109

The discounted room rates are:$188 per night – Forum Tower$193 per night – Palace and Augustus Towers

To receive this discounted rate, please make your reservations no later than September 19. The NBWA guest room block can sell out prior to September 19. DON’T DELAY. Once the block is sold out, rooms and rates cannot be guaranteed. When making your reservations, be sure to indicate that you are attending the NBWA Convention and Trade Show.

To make your reservations call: 1-866-227-5944

Ground TransportationTaxi service for the five-mile trip from the airport to Caesars Palace is approximately $20.

Suggested DressBusiness casual is the dress for official Convention events. A jacket may be required for some Las Vegas dining. Temperatures for Las Vegas in October average in the low 80s during the day and in the high 50s in the evening. A jacket or sweater is recommended for evenings and hotel meeting rooms.

Questions?Contact the NBWA Membership and Meetings Department at 800-300-6417 or email info@nbwa.org.

Please check box of seminars you will attend and indicate the number of tickets requested.

2011 EDUCATION SEMINARSSunday October 161:30 – 3:00 p.m.o Social Media: More Than A Fad But Will It Be Your Next Business

Tool? ..........................................................................____ Tickets @ $40o The Demographics of Imported Beer .....................____ Tickets @ $40o Keeping Your Staff Motivated ...............................____ Tickets @ $40

Monday, October 177:30 – 9:00 a.m.o Risk Management ....................................................____ Tickets @ $40o Building a Superior Training System ......................____ Tickets @ $40o Margin of Safety? Price vs. Value of

Distribution Rights ...................................................____ Tickets @ $40o Successful SKU Management, Handling,

and Storage Strategies ...........................................____ Tickets @ $40o Sales Leadership – Taking Management to

the Next Level ..........................................................____ Tickets @ $40o A Candid Multi-Tier Panel Discussion ....................____ Tickets @ $40o The Supplier & Distributor Relationship.................____ Tickets @ $40o Moving Product Through Experiential

Marketing ................................................................____ Tickets @ $40o Beer Marketer’s INSIGHTS Deep Dive ..................____ Tickets @ $40o The Evolving Three-Tier System .............................____ Tickets @ $40

Tuesday, October 187:30 – 9:00 a.m.o Consolidation Opportunities? Look Inside Your

Own Four Walls! ......................................................____ Tickets @ $40o 7 Steps to Optimizing Customer Service Costs .....____ Tickets @ $40o The Opportunities and the Challenges Presented by the

10 Most Important Provisions.................................____ Tickets @ $40o “Bench Strength” ....................................................____ Tickets @ $40o Brewers Association/CraftBeer.com Boot Camp for

Distributors...............................................................____ Tickets @ $40o Blue Skies Ahead .....................................................____ Tickets @ $40o Succession Planning: How to Accomplish It

Successfully .............................................................____ Tickets @ $40o Beyond Beer 101 ......................................................____ Tickets @ $40o Your Brewprint Solutions ........................................____ Tickets @ $40

o Behind the Headlines: The Latest in Industry News from Beer Business Daily.................................... ____ Tickets @ $40

TOTAL SEMINAR FEES $

PAYMENT METHODoCheck Enclosed oMasterCard/Visa

ACCOUNT NO. (Print Clearly) EXPIRATION: MONTH/YEAR (MM/YY)

NAME ON CREDIT CARD

ADDRESS CITY/STATE ZIP

SIGNATURE

NAME NICKNAME

TITLE

SPOUSE NAME (IF ATTENDING) NICKNAME

TITLE

COMPANY NAME

COMPANY MAILING ADDRESS

CITY STATE/COUNTRY ZIP CODE

PHONE EXT. FAX

EMAIL ADDRESS

REGISTRATION FEES FEE BEFORE SEPTEMBER 30, 2011 FEE AFTER SEPTEMBER 30, 2011 FEE

Reduced Rates for Multiple Registrants

Member Beer Distributor and

Associate MemberNon-Member Beer

Distributor

Member Beer Distributor and

Associate MemberNon-Member Beer

Distributor

oFull Convention Registrant # 1 $550 $1,100 $600 $1,200

oFull Convention Registrant # 2 550 1,100 600 1,200

oFull Convention Registrant # 3 and 4* 475 950 525 1,050

oFull Convention Registrant # 5 or more** 425 850 475 950

oFull Convention Spouse 200 200 200 200

oState Association/Government Employee 200 200 200 200

* (Discount applies after 2 full registrations have been made)** (Discount applies after 4 full registrations have been made) TOTAL REGISTRATION FEES $

TOTAL SEMINAR FEES +

TOTAL PAYMENT (U.S. FUNDS) $

CREDENTIAL OF VOTING DELEGATE NBWA Distributor Member Only

The following named individual from this company will act as our voting delegate during the NBWA Business Session.

NAME OF VOTING DELEGATE POSITION/TITLE

AUTHORIZED BY PRINT NAME AND TITLE OF SIGNATOR

oPlease check here if you are disabled and require special services. Attach a written description of needs.

74TH NBWA Annual Convention and Trade Show

REGISTRATION FORM CAESARS PALACE, LAS VEGAS, NV • OCTOBER 16-19, 2011

Type or print for each person or couple registering. Photocopy additional forms as needed.

Complete and return this form to:MAIL: National Beer Wholesalers Association

P.O. Box 79556Baltimore, MD 21279-0556

FAX: 703-519-3063

WEB: www.nbwa.org

HOTEL RESERVATIONSAll hotel reservations should be made directly through:

Caesars Palace3570 Las Vegas Boulevard SouthLas Vegas, NV 89109

To make reservations, call:1-866-227-5944

The last day to make hotel reservations and receive the discounted room rate is September 19, 2011. The NBWA guest room block can sell out prior to September 19, 2011. Once the block is sold out, room rates cannot be guaranteed.

The discounted room rates are:$188 per night – Forum Tower

$193 per night – Palace and Augustus Towers

Be sure to indicate you are attending the NBWA Convention and Trade Show in order to take advantage of the discounted room rates.

THREE EASY WAYS TO REGISTER:MAIL: National Beer Wholesalers Association P.O. Box 79556 Baltimore, MD 21279-0556

FAX: 703-519-3063

WEB: www.nbwa.org

GENERAL INFORMATION• Use one form for each person or couple

registering. Photocopy additional forms as needed.

• A check payable to NBWA for all fees due must accompany this form or provide VISA or MasterCard information. All funds must be in U.S. dollars. American Express is not accepted.

• Type or print all re quested information. Badges will be printed exactly as the forms are submitted.

• The cut-off date for pre-registration is October 7, 2011. After that date we cannot guar-an tee your registration packet will be available in the pre-registration lines.

• After October 7, 2011, please register on-site.

VOTING DELEGATE CREDENTIAL• NBWA member distributors in good standing

are asked to designate one person from their company to act as their voting delegate during the NBWA Business Session on Sunday, October 16, 2011. The voting delegate credential box should not be signed by the person who is designated as the company’s

REGISTRATION INSTRUCTIONS AND POLICIESPlease allow three (3) weeks for a registration acknowledgment from NBWA.

voting del e gate but by another officer of the company.

CANCELLATION AND REFUND POLICIES• All requests for refunds must be made

in writing. Telephone re quests cannot be honored.

• A 100% refund will be made on registration can cel la tions received in writing by September 23, 2011.

• A $100 ad mini stra tion fee per person will be charged on reg is tra tion cancellations received in writing September 23 through October 7, 2011.

• No refunds will be made for registration fees, welcome re cep tion tickets or seminar tickets after October 7, 2011.

• Send written notification of cancellation to: Diane Mahoney

NBWA 1101 King Street, Suite 600 Alexandria, VA 22314

or fax to 703-519-3063 or email dmahoney@nbwa.org.

NON-MEMBER SUPPLIERS• In order to attend the NBWA Annual

Convention, NBWA policy requires all suppliers to the beer distribution industry to be NBWA associate members. For membership information, please contact the NBWA Membership Department at 800-300-6417, ext. 121.

Questions? Call NBWA at 800-300-6417 or email info@nbwa.org.

Please check box of seminars you will attend and indicate the number of tickets requested.

2011 EDUCATION SEMINARSSunday October 161:30 – 3:00 p.m.o Social Media: More Than A Fad But Will It Be Your Next Business

Tool? ..........................................................................____ Tickets @ $40o The Demographics of Imported Beer .....................____ Tickets @ $40o Keeping Your Staff Motivated ...............................____ Tickets @ $40

Monday, October 177:30 – 9:00 a.m.o Risk Management ....................................................____ Tickets @ $40o Building a Superior Training System ......................____ Tickets @ $40o Margin of Safety? Price vs. Value of

Distribution Rights ...................................................____ Tickets @ $40o Successful SKU Management, Handling,

and Storage Strategies ...........................................____ Tickets @ $40o Sales Leadership – Taking Management to

the Next Level ..........................................................____ Tickets @ $40o A Candid Multi-Tier Panel Discussion ....................____ Tickets @ $40o The Supplier & Distributor Relationship.................____ Tickets @ $40o Moving Product Through Experiential

Marketing ................................................................____ Tickets @ $40o Beer Marketer’s INSIGHTS Deep Dive ..................____ Tickets @ $40o The Evolving Three-Tier System .............................____ Tickets @ $40

Tuesday, October 187:30 – 9:00 a.m.o Consolidation Opportunities? Look Inside Your

Own Four Walls! ......................................................____ Tickets @ $40o 7 Steps to Optimizing Customer Service Costs .....____ Tickets @ $40o The Opportunities and the Challenges Presented by the

10 Most Important Provisions.................................____ Tickets @ $40o “Bench Strength” ....................................................____ Tickets @ $40o Brewers Association/CraftBeer.com Boot Camp for

Distributors...............................................................____ Tickets @ $40o Blue Skies Ahead .....................................................____ Tickets @ $40o Succession Planning: How to Accomplish It

Successfully .............................................................____ Tickets @ $40o Beyond Beer 101 ......................................................____ Tickets @ $40o Your Brewprint Solutions ........................................____ Tickets @ $40

o Behind the Headlines: The Latest in Industry News from Beer Business Daily.................................... ____ Tickets @ $40

TOTAL SEMINAR FEES $

PAYMENT METHODo Check Enclosed o MasterCard/Visa

ACCOUNT NO. (Print Clearly) EXPIRATION: MONTH/YEAR (MM/YY)

NAME ON CREDIT CARD

ADDRESS CITY/STATE ZIP

SIGNATURE

NAME NICKNAME

TITLE

SPOUSE NAME (IF ATTENDING) NICKNAME

TITLE

COMPANY NAME

COMPANY MAILING ADDRESS

CITY STATE/COUNTRY ZIP CODE

PHONE EXT. FAX

EMAIL ADDRESS

REGISTRATION FEES FEE BEFORE SEPTEMBER 30, 2011 FEE AFTER SEPTEMBER 30, 2011 FEE

Reduced rates for Multiple registrants

Member Beer Distributor and

Associate MemberNon-Member Beer

Distributor

Member Beer Distributor and

Associate MemberNon-Member Beer

Distributor

o Full Convention Registrant # 1 $550 $1,100 $600 $1,200

o Full Convention Registrant # 2 550 1,100 600 1,200

o Full Convention Registrant # 3 and 4* 475 950 525 1,050

o Full Convention Registrant # 5 or more** 425 850 475 950

o Full Convention Spouse 200 200 200 200

oState Association/Government Employee 200 200 200 200

* (Discount applies after 2 full registrations have been made)** (Discount applies after 4 full registrations have been made) TOTAL REGISTRATION FEES $

TOTAL SEMINAR FEES +

TOTAL PAYMENT (US FUNDS) $

CREDENTIAL OF VOTING DELEGATE NBWA Distributor Member Only

The following named individual from this company will act as our voting delegate during the NBWA Business Session.

NAME OF VOTING DELEGATE POSITION/TITLE

AUTHORIZED BY PRINT NAME AND TITLE OF SIGNATOR

o Please check here if you are disabled and require special services. Attach a written description of needs.

74TH NBWA Annual Convention and Trade Show

REGISTRATION FORM CAESARS PALACE, LAS VEGAS, NV • OCTOBER 16-19, 2011

Type or print for each person or couple registering. Photocopy additional forms as needed.

Complete and return this form to:MAIL: National Beer Wholesalers Association

P.O. Box 79556Baltimore, MD 21279-0556

FAX: 703-519-3063

WEB: www.nbwa.org

HOTEL RESERVATIONSAll hotel reservations should be made directly through:

Caesars Palace3570 Las Vegas Boulevard SouthLas Vegas, NV 89109

To make reservations, call:1-866-227-5944

The last day to make hotel reservations and receive the discounted room rate is September 19, 2011. The NBWA guest room block can sell out prior to September 19, 2011. Once the block is sold out, room rates cannot guaranteed.

The discounted room rates are:$188 per night – Forum Tower

$193 per night – Palace and Augustus Towers

Be sure to indicate you are attending the NBWA Convention and Trade Show in order to take advantage of the discounted room rates.

THREE EASY WAYS TO REGISTER:MAIL: National Beer Wholesalers Association P.O. Box 79556 Baltimore, MD 21279-0556

FAX: 703-519-3063

WEB: www.nbwa.org

GENERAL INFORMATION• Use one form for each person or couple

registering. Photocopy additional forms as needed.

• A check payable to NBWA for all fees due must accompany this form or provide VISA or MasterCard information. All funds must be in US dollars. American Express is not accepted.

• Type or print all re quested information. Badges will be printed exactly as the forms are submitted.

• The cut-off date for pre-registration is October 7, 2011. After that date we cannot guar-an tee your registration packet will be available in the pre-registration lines.

• After October 7, 2011, please register on-site.

VOTING DELEGATE CREDENTIAL• NBWA member distributors in good standing

are asked to designate one person from their company to act as their voting delegate during the NBWA Business Session on Sunday, October 16, 2011. The voting delegate credential box should not be signed by the person who is designated as the company’s

REGISTRATION INSTRUCTIONS AND POLICIESPlease allow three (3) weeks for a registration acknowledgment from NBWA.

voting del e gate but by another officer of the company.

CANCELLATION AND REFUND POLICIES• All requests for refunds must be made

in writing. Telephone re quests cannot be honored.

• A 100% refund will be made on registration can cel la tions received in writing by September 23, 2011.

• A $100 ad mini stra tion fee per person will be charged on reg is tra tion cancellations received in writing September 23 through October 7, 2011.

• No refunds will be made for registration fees, welcome re cep tion tickets or seminar tickets after October 7, 2011.

• Send written notification of cancellation to: Diane Mahoney

NBWA 1101 King Street, Suite 600 Alexandria, VA 22314

or fax to 703-519-3063 or email dmahoney@nbwa.org.

NON MEMBER SUPPLIERS• In order to attend the NBWA Annual

Convention, NBWA policy requires all suppliers to the beer distribution industry to be NBWA associate members. For membership information, please contact the NBWA Membership Department at 800-300-6417, ext. 121.

Questions? Call NBWA at 800-300-6417 or e-mail info@nbwa.org.