The Southern…Home to 46% of all C-Stores in the USA

22 2010 Award Winners

34 Southern Showcase Schedule of Events

52 Five Common Pitfalls of Inventory Replenishment

54 Officers and Directors Elected and Installed

60 Savannah Convention Wrap-Up

64 Advertisers Directory

Inside…

SAWD 88th Annual Meeting & Trade ShowJune 14-17, 2011

Gaylord Palms Resort & Convention CenterOrlando, Florida

Best Wishesfor a Successful

Convention!

Welcome to Orlando!

SAWD 2011 1

Letter from the Governor of Florida . . . . . . . . . . . . . . . . . 2

Letter from the Mayor of Orlando . . . . . . . . . . . . . . . . . . .4

Letter from the SAWD President . . . . . . . . . . . . . . . . . . . 6

First Lady’s Social Invitation . . . . . . . . . . . . . . . . . . . . . . . 9

Letter from the SLD President . . . . . . . . . . . . . . . . . . . . 10

Hospitality Suite . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .13

Letter from the Executive Director . . . . . . . . . . . . . . . . . 16

Award Winners 2010 . . . . . . . . . . . . . . . . . . . . . . . . 20-21

2010 Education Fund Contributors . . . . . . . . . . . . . . . . 22

New Exhibitor Spotlight . . . . . . . . . . . . . . . . . . . . . . . . . 26

14th Annual Silent Auction . . . . . . . . . . . . . . . . . . . . . . 28

A Note About Anti-Trust . . . . . . . . . . . . . . . . . . . . . . . . 30

Welcome New Members . . . . . . . . . . . . . . . . . . . . . . . . 30

SCHEDULE OF EVENTS . . . . . . . . . . . . . . . . . . . 32-33

SLD Business Resource 2010 in Williamsburg, VA . . . . 36

Council of Presidents . . . . . . . . . . . . . . . . . . . . . . . . . . . 38

SAWD Executive Committee . . . . . . . . . . . . . . . . . . . . . 40

2011 SAWD State Directors . . . . . . . . . . . . . . . . . . 42, 44

2011 At-Large Directors . . . . . . . . . . . . . . . . . . . . . . . . . 46

2011 SAWD Board Broker Rep,

SLD Rep, Legislative Liaison . . . . . . . . . . . . . . . . . . 46

Manufacturer Representatives . . . . . . . . . . . . . . . . . . . . . 48

2010 - 2011 SLD Officers & Directors . . . . . . . . . . . . . 50

Five Common Pitfalls of

Inventory Replenishment . . . . . . . . . . . . . . . . . . . . . 52-53

2010 - 2011 Officers & Directors

Elected and Installed . . . . . . . . . . . . . . . . . . . . . . 54-55

Mid-Year BOD Meeting in Puerto Rico . . . . . . . . . . . . 58

2010 Savannah Convention Wrap-Up . . . . . . . . . . . 60-61

Advertisers Directory . . . . . . . . . . . . . . . . . . . . . . . . . . . 64

Table of Contents

2 SAWD 2011

SAWD 2011 3

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BRINGING QUALITYTO THE VALUE SEGMENT

4 SAWD 2011

SAWD 2011 5

6 SAWD 2011

Relationships Key to Leadership and Success

This year, ADC is enjoying our 55th year of serving its customers and com-munity . As an organization, the Southern is enjoying its 89th year of serving its members and industry . Companies and organizations have to do a lot of things right to weather the storms of change as we have . As a new grandfather this year, and having grown up in the family business, I have a renewed appreciation for relationships and the value they bring to life and business . No organization develops and maintains relationships as well as the Southern . Any success I have enjoyed as a business owner, as well as our success as a company, can be tied directly back to the friends we have made in this industry, largely through the Southern .

The Southern has continued to thrive as an organization because its leadership and members are willing to embrace change . The leadership, in the early stages of the InfoMetrics program, was key in launching it into the national spotlight . Our hosting of the first InfoMetrics Users Group this past November in conjunction with the Southern Leadership Division’s meeting in Williamsburg, and again at our annual meeting in Orlando, has been essential in helping stakehold-ers make full use of this powerful technology .

The Southern has assumed a leadership role in the legis-lative and regulatory arenas in a number of states, assisting wholesalers and manufacturers alike in defending the industry against threats from lawmaking bodies . We have worked dili-gently to help defeat increases in state excise taxes and efforts to reduce stamping allowances . Also, we have been successful in keeping encrypted stamping initiatives from gaining trac-tion in states where that technology is not needed .

When regulatory agencies sought to demand onerous and unnecessary report-ing from distributors, we successfully fought to get the requirements changed so that they were much more acceptable to wholesalers .

The Southern’s leadership in education has allowed us to consistently bring top-quality, industry-specific education to our

members—both at our annual meeting and in conjunction with the Southern Leadership Division’s midyear meeting . The sessions being offered at this year’s meeting in Orlando on cultural diversity in the marketplace and Al Bates’ session on customer profitability both promise to challenge the sta-tus quo .

Chris Smythers is doing a great job of heading the Southern Leadership Division . I encourage every member company of the Southern to have at least one representative in the SLD . This is a great training ground for developing company personnel .

I would like to thank all of the members of the Southern’s Board of Directors who continually give their time and talents to support our organization . In particular, I would like to thank our Committee Chairs, Vice Chairs, and the Executive Committee who go beyond anything reasonable to expect to help us to exceed our goals .

Finally, if you have not yet registered for the Southern’s Annual Meeting and Trade Show in June, I encourage you to do so today . This gathering is the place to be if you are in the convenience distribution business . Don’t miss it!

I look forward to seeing you in Orlando in June .

Sincerely,

Ricky JonesPresident

A Letter from the President

8 SAWD 2011

College Scholarships $15,OOO to be AwardedThis is a wonderful opportunity for students in college or technical school to help defray their school expenses. The dead-line for college scholarship applications was April 30, 2011, and we had over 30 students apply for the scholarships. Over $15,000 in scholarships will be given away at the show! Thanks to contribu-tions from members into the Southern’s Education Fund, we are able to fund all of the education functions at the conven-tion as well as give away over $15,000 in scholarships to our members, employees and family members. Scholarships are selected from applications from dues paid members. Contact the SAWD office if you would like an application for 2012!! 770-932-5810.

SAWD 2011 9

First Lady’s Social

First Lady Nancy Jones wishes to

extend an invitation to all spouses and guests

attending the Annual Meeting, to join her

for the First Lady’s Social which will

be held on Thursday, June 16th from

10:00 am until 11:30 am

in the President’s Suite.

This is an ideal opportunity to meet some of the

other attendees while enjoying the Brunch.

This Social is also a great meeting place to

gather with friends prior to going out for the day.

10 SAWD 2011

Welcome to the 88th Annual Meeting and Trade Show of the Southern Association of Wholesale Distributors in Orlando, Florida . We are excited about the opportunities this year’s show will bring to our members .

The 2010 SLD Midyear Meeting held at the Williamsburg Lodge in Williamsburg, Virginia was fantastic . We had great attendance and participation from both our wholesale and manufacturer members . Thanks to our manufacturer sponsors we were able to put on an excel-lent meeting with industry specific speakers and training . Doug MacKay was outstanding and has strong ties to our industry through AWMA and the STEPS programs . We were also very privileged to have the staff from InfoRhythm with us explaining in detail the opportunities that exist by utilizing their real-time store level data metrics . The training was excellent . Participants came away with a much better understanding of the capabilities of the Infometrics software and how it can enhance profitability . The panel discussion we conducted was thought provoking and packed full of the relevant hot topics in today’s environment . Our members were able to exchange thoughts and ideas in handling issues that we all are facing .

I am very excited to be the SLD president at this time . The Southern has had such a huge impact on my life both on a professional and a personal level . It is an outstanding opportunity for members to form lasting relationships with friends in the wholesale and manufacturing com-munities . These friendships are the networks that we can depend on when we need advice, help, insight, and encouragement . It is a priceless resource! I strongly encourage each wholesale mem-ber to select someone from their company to be a member of the SLD . Start by bringing them to the 2011 SLD Business Resource Meeting . The schedule for this meeting will be set soon and I know it would be well worth your time to attend . The SLD is committed to adding value to this association by developing those leaders in your organizations so they can be of greater value to you . The exposure they will receive can give them the ability to be confident in themselves, make sound decisions, and bring back positive ideas and solutions to increase your company’s effectiveness and bottom line .

Thank you for the opportunity to serve as your president of the SLD .

Sincerely,

Chris Smythers

A Letter from the SLD President

12 SAWD 2011

Over 100 Years of Tradition

America’s #1 All Natural Cigars

Americas #1 Natural Wrapped Cigars

Nobody else even comes close.

ALT-5066_Core_Brands_Ad_8.5x11_mech.indd 1 5/5/11 8:58 AM

Over 100 Years of Tradition

America’s #1 All Natural Cigars

Americas #1 Natural Wrapped Cigars

Nobody else even comes close.

ALT-5066_Core_Brands_Ad_8.5x11_mech.indd 1 5/5/11 8:58 AM

Hospitality SuiteBe sure to drop by our “Southern Hospitality Suite”…during the day for a cup of coffee or a soft drink… and in the evening, a hosted bar.

It’s a great place to meet, make plans with friends, or just relax. Adjacent to the Hospitality Suite will be the Silent Auction to benefit our Education Fund. This Silent Auction features over $15,000 worth of items contributed by the members of

the Board of Directors, exhibitors, and others.

Hours Open:9:00 a.m. to 5:00 p.m. — Wednesday

After Dinner (About 10:00 p.m.) - Until — Wednesday evening9:00 a.m. to 5:00 p.m. — Thursday

After Dinner (About 10:00 p.m.) - Until — Thursday evening9:00 a.m. to 1:00 p.m. — Friday

Check onsite schedule for room name

The “Southern Hospitality Suite” is provided to all convention delegates by the Manufacturer & Broker Representatives on your

Southern Board of Directors:

Altadis, USAAltria Sales and Distribution

American Snuff CompanyBurdette Beckmann

Commonwealth BrandsCreative Data Research

Dot FoodsJack Links Beef Jerky

Lorillard Tobacco Company

Matrix BrokerageNational Tobacco

Nestlé USAR. J. Reynolds Tobacco Company

Republic Tobacco CompanySwedish Match

Swisher InternationalThe Hershey Company

SAWD 2011 13

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1144 Broadway Rd., Sanford, NC 27332-9793919-774-9444 • www.jtdavenport.com

Providing Unparalleled Service For Over 90 Years

Convenience Store SpecialistsConvenience Store SpecialistsOur mission is to sustain

planned, profitable growth with ourbusiness partners by providing superior

service and unique solutions whilecreating an environment for our

employees that encourages teamworkand innovative thinking

GREEN IS GOOD. Signed. Sealed. DelivereD.

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60 Count Box 3 for Price of 2 PouchFOR MORE INFORMATION, CONTACT YOUR SWEDISH MATCH REPRESENTATIVE. 800-367-3677 CUSTOMER.SERVICE@SMNA.COM

GREEN SWEETS CIGARILLOS

Green Sweets Open Stock Launching April 2011

The first ever Green Sweets cigar only from White Owl. Made with green candela

leaf for that sweet, slow burning experience your customers want.

Get more Green from your Sweets cigar sales with new White Owl Green Sweets.

White Owl keeps coming up with Fresh ideas!

SAWD 2011 15Paramus, NJ � 800.317.0377 � www.kmm-inc.com

Partnering with retailers for more than a decade.

ASKED FOR BY NAME

� FOR A REASON �

YOUR FAVORITE HIGH QUALITY AMERICAN BLEND CIGARETTES

JUST GOT A NEW PAINT JOB

King Maker introduces new packaging for its entire line of premium-quality, value-priced cigarettes. Same 100% American blend tobaccos—considered best in the world. Always 100% guaranteed. MSA signatory and 50-state certified.

Supported by a full range of free FDA compliant POS and merchandising materials.

15 YEARS

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16 SAWD 2011

Through our meeting we strive to provide a forum to increase the knowledge and skill of our mem-

bers . Regardless of your class of trade, your opportunities to succeed will be enhanced by attendance at this meeting .

Distributors – have the opportunity to attend the Exposition where you can meet and conduct business . Exhibiting companies are encouraged to have show deals available to those wholesale distributors attending the Southern’s Trade Show . For each order that you place on the show floor, you will “earn back” up to 50% of your registra-tion fee in cash at the show! What other show do you attend that pays you for placing orders? (Full details on the Distributor Rebate Program may be found in the on-site program) Several years ago, we established a Distributors Forum to allow dis-tributors an opportunity to discuss issues of common concern . If you have a business issue that you would like placed on the agenda, send us an e-mail at info@the-southern .org .

Manufacturers and Brokers – have the opportunity to con-duct business with wholesale distributors from the Southern’s region in one place at one time . Similar to the Distributors Forum we host an Exhibitors Forum to allow manufacturers an opportunity to address issues of common concern . If you have a business issue that you would like placed on the agenda, send us an e-mail at info@the-southern .org .

The meeting kicks off on Wednesday with the Info-Metrics User’s Group which is the place to be to learn more about the features and functionality of the data aggregation program that a large number of Southern distributors are participating in .

The opening keynote presentation by Drayton McLane promises to be one of the highlights of the meeting . The Chairman of the McLane Group and Owner of the Houston Astros will be speaking on “From Distribution to Dugout: Lessons Learned From Business and Baseball .” In addition,

the workshop sessions on Thursday, June 16 will allow you to learn from some of the industry’s experts as well as net-work with distributors from all over the South to find out the best ways to solve your latest problems, learn about new products and services, and discuss pend-ing legislation affecting our businesses .

Topics include: a facilitated panel discussion entitled “Ball Caps and Turbans: Doing Business in a Culturally Diverse Environment” and Dr . Al Bates with the Profit Planning Group conducting a session on “Loving Some Customers More Than Others – How to Increase Profits From Problem Customers Without Alienating Them .”

The Industry Breakfast on Friday is the place to be for updates on all of the challenges and opportunities Southern members face . Dave Riser, VP External Relations Trade Marketing with RJR, Ron Tully, VP New Projects at National Tobacco, and Tom Briant – Executive Director of NATO will all be on hand to provide up-to-the-minute information on industry trends and changes in legislation that can impact your business .

Golf Tournament at the Celebration Golf Club; the Southern Soirée on Wednesday night; the Awards Banquet on Thursday; the Silent Auction; Hospitality Suite; “Winter Park City Tour;” and the “Blue Man Group Experience” …put all of this together and you have a formu-la for increased profits, entertainment, education and excel-lence that you won’t want to miss! Please take a minute to review the information enclosed, and join us for the meeting .

Sincerely,

Greg Martin

From the Executive Director…

SwiSher iS out to freShen up your profitability with a whole new way to seal in freshness. Due to popular demand, all Swisher Sweets Cigarillos now come in our Sealed-fresh™ individual foil wrappers. the flavor will stay fresher for your customers. and profits can be higher for you because of the greater potential for individual Cigarillo sales. first launched with our wine Cigarillos, Sealed-fresh™ wrapping was a huge hit. and now it’s available on all of our popular Cigarillos. So get fresh—order yours today!

800-874-9720 • www.swisher.com

We’ve sealed in THE FRESHNESSso you can seal up THE PROFITS.

18 SAWD 2011

20 SAWD 2011

2010 Award Winners

2010LibertyAward

2010SAWD

ServiceAward

Ricky Jones presented Don Childers with Home Folks Wholesale the 2010 SAWD Service Award

Congratulations to one of The Southern’s 2010 Liberty Award winners, Dave Riser with R. J. Reynolds Tobacco Co.

Jeff Eldridge with Lorillard Tobacco presented the 2010 Lou Gordon Humanitarian Award to Bucky Johnson with J.F. Johnson, Inc. Bucky’s daughters, Melanie Lorick and Laurie Boozer were on hand to accept Bucky’s award for him.

2010Lou Gordon

HumanitarianAward

Randy Spell with Lorillard Tobacco was selected to receive the 2010 SAWD Career Acheivement Award presented here by the 2009 winner, Elvin Smythers with Merchants Grocery.

Steve Douglas with the Douglas Companies also received a 2010 SAWD Liberty Award.

2010LibertyAward

2010Career

AchievementAward

2010 Award Winners

SAWD salutes our2010 Award Winners!

SAWD 2011 21

Michael Hughes with The Hershey Company presented the 2010 Hershey Leadership Award to the outgoing SAWD President, Jimmy Stewart with Stewart Distribution. Jimmy is shown with his wife, Julie Stewart.

Congratulations to Trey Williams with Thomas M. Williams and Associates who received the 2010 Southern Leader of the Year Award. He is presented the award here by Sam Stewart with Stewart Distribution, the 2009 recipient.

Jebb Maginnis with Creative Data Research receives the 2010 Allied Products Representative of the Year Award from Claude Williams with Claude’s Candy Brokerage.

Congratulations to Tony Barone with Altadis USA for receiving the 2010 Tobacco Representative of the Year Award. Tony is presented the award by Bob Klein with Lorillard Tobacco.

2010 Award Winners

2010Southern

Leaderof the Year

Award

2010Allied ProductsRepresentative

of the YearAward

2010Hershey

Leadership Award 2010

Tobacco Repof the Year

Award

SAWD salutes our2010 Award Winners!

2010 Award Winners

A.G. Farais & Associstes

Acosta Sale & Marketing

Allison Wholesale

Altadis, USA

Altria Sales & Distribution

Andalusia Distributing

Ashland Specialty Company

Atlantic Dominion Dist.

B&W Wholesale Distributors

Baton Rouge Tobacco

Burdette Beckmann

Caldwell Wholesale

CAO International

Charles C. Parks Co.

Church Point Wholesale

Cigarette Sales

City Wholesale Grocery

Claude’s Candy Brokerage Co.

Coastal Wholesale Grocery

Commonwealth Brands

Core-Mark, International

Corso, Inc.

Creative Data Research

Dot Foods

Douglas Companies

Eby-Brown Company

Forrest City Grocery

Franklin Supply, Inc.

G.A. Andron & Co.

General Tobacco

Glidewell Distributing Company

Golbon

Grocery Supply Company

Gummer Wholesale

H. T. Hackney Co.

Hardec’s

Harrison Company

Home Folks Wholesale

Imperial Trading Company

Inter-Continental Cigar Corporation

J.F. Johnson, Inc.

J.L. Gaddy Wholesale

J.T. Davenport & Sons

Jack Link’s Beef Jerky

Jackson Wholesale Co.

John F. Trompeter Company

Joshen Paper

Kelloggs Keebler

King III Solutions

L.P. Shanks Company

Lag Inc. dba Jay Bee Co.

Long Distribution

Lorillard Tobacco Company

Lyons Specialty Co.

M. R. Williams, Inc.

Management Science Associates

Matrix Brokerage

McLane Company, Inc.

Merchants Grocery Company

National Tobacco Company

Nestlé USA

Pelican Cigar

Penguin Ice

Red Smith Foods, iNC

Renfro Supply Co.

Republic Tobacco

Retalix SCM, Inc.

SellEthics Marketing Group

Seneca Southeast Wholesale

Sledd Co.

Smith Wholesale Co.

Smokey Mountain Chew

Southco Distributing Company

Southern Wholesale Supply

Spotlight Innovations

SRP Sales & Marketing LLC

Standard Distributing Co.

Stephenson Wholesale

Stewart Candy Manufacturing Co.

Stewart Distribution Co.

Swedish Match of North America

Swisher International

The Corr-Williams Company

The Hershey Company

Thomas & Howard Comapny

Thomas Williams & Associates

Topicz

Turkey Creek Snacks

UniPro Foodservice, Inc

US Roasterie

Venture Sales

Education Fund Contributors 2011

22 SAWD 2011

24 SAWD 2011

Long Wholesale, Inc.5173 Pioneer Drive • Meridian, MS 39301

P.O. Box 667 • Marion, MS 39342

(601) 482-3144 • (800) 828-5664 • Fax (601) 482-3109

Long Wholesale Distributors, Inc.201 North Fulton Drive • Corinth, MS 38834

P.O. Box 250 • Corinth, MS 38835-0250

(662) 287-2421 • (800) 822-5664 • Fax (662) 287-6689

MeRidianKenny Coghlan

Ray Long, Jr.Sam E. Long, III

Trey LongBarnes Marshall

CoRinth Travis AbneyRusty Boone

Tracy DyeJeff JohnsonRandy Long

Tommy Stine

www.longwholesale.com

SAWD 2011 25

26 SAWD 2011

new exhibitor SpotlightWe would like to extend a warm Southern Welcome

to the following exhibitors who are showing for the first time (or who have not been with us in several years)…

new exhibitor SpotlightWe would like to extend a warm Southern Welcome

to the following exhibitors who are showing for the first time (or who have not been with us in several years)…

Belcorp of America

Calloway Consulting, LLC

D & R Tobacco

Dyer Packaging, Inc.

East Carolina RYO

Hearthside Foods Solutions

Jamison Computer Services

Kraft Foods

Oberto Brands

Retail Network

SAWD 2011 27

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14th Annual Silent Auction to Benefit the Education Fund

The Southern’s Education Fund was established several years ago to provide educational opportunities for members, their employees and family members. The Silent Auction, which will be held throughout the convention, will raise money for the fund. Our Education and Convention Committees last year were successful in raising over $15,000 for our Education Fund through the Silent Auction. With your support and participation we hope to exceed that figure this year. Items are offered through the generosity of Southern members and exhibitors. Some of the items already committed for this year include:

Prize Donated By Retail Opening

NAPOLEON CANNON – Detailed .50 caliber smoothbore model cannon. These sophisticated cannons are popular with muzzle loading enthusiasts but are decorative pieces of furniture for home or office. Nickel-plated with dished wood wheels, the barrel is 7 ½ inches with a overall length of 14 inches. Includes Black Powder and 10 shots.

National Tobacco $350 $150

Montecristo Knife Selection Altadis USA Premium Cigars $150 $75

1 Box of Punch Magnum Cigars Swedish Match $200 $75

IPad w/ WiFi & 3G, Verizon, 32GB, Black CDR, Inc. $730 $325

Necklace – Sterling w/Multi Quartz Gems Burdette Beckmann, Inc. $250 $100

Ring – Sterling w/Multi Quartz Gems Burdette Beckmann, Inc. $250 $100

IPOD Touch Lorillard Tobacco $250 $125

Montecristo Cup Invitation, including Spouse (transportation not included) Altadis USA Premium Cigars $6850 $4000

Gold Earrings Atlantic Dominion Dist. $600 $300

10” Clarion Waterford Vase R. J. Reynolds Tobacco $300 $150

4 Tickets to Game of Your Choice – Pittsburgh Penguins Regular Season 2011-12, Captain Morgan Club Level Seating Sledd Co. $650 $300

Garmin GPS- NUVI 28 SNT R. J. Reynolds Tobacco $200 $100

Spring 2012 Turkey Hunt at Sherwin Herring Farms for 2 people includes 3 Days/3 Nights, Lodging, all meals & Hunting Licenses Southco Distributing Co. $1000 $500

Montecristo Cutlery Selection Altadis USA Premium Cigars $300 $150

Beatriz Ball Metalware Platter Home Folks Wholesale $100 $50

Beatriz Ball Metalware Bowl Home Folks Wholesale $100 $50

Greg Maddux Package (Autographed Ball, Helmet, Cap, Picture) R. J. Reynolds Tobacco $800 $400

1 Box of Partagas Serie S Preferidos Cigars Swedish Match $250 $100

Beatriz Ball Metalware Bowl Home Folks Wholesale $75 $35

APPLE IPAD ACCESSORY KIT. Everything you really need to have a great usable IPAD on the road: Logitech Metal Bluetooth Keyboard Case Cover – Digital Camera Connection Kit – Targus Slipcase–Griffin 12 V Vehicle/Airplane Charger

Jack Link’s Beef Jerky $275 $125

2 Nights in New Orleans at the JW Marriott on Canal St. on Dec. 2-4, 2011 (Fri-Sun) w/ 2 Club Level Seats for Saints vs. Lions @ noon on Sunday.

Lyons Specialty Co. $1100 $600

Charles Fazzino Romeo y Julieta Museum Edition Atre de la Buena Vida Humidor w/Cigars Altadis USA Premium Cigars $1200 $600

Lots of surprises purchased by Staff with your generous contributions!!!!!!!

Various Companies, too numerous to name here!!!!! $$ $

SAWD 2011 29

30 SAWD 2011

WELCOME NEW MEMBERS!On behalf of the members, directors, and officers of The Southern,

we would like to welcome the following new members:

Central Sales Corp., nate adkins, huntington, WV

oberto Brands, ian davis, Red oak, tX

Quik trip Corp., thomas Van Buren, Belton, Mo

A Note About Anti-Trust…As this meeting begins, we must remind you

of certain essential ground rules which must be respected, not only at this meeting, but on every occasion, social or otherwise, during any meeting of The Southern Association of Wholesale Distributors.

There can be absolutely no discussion between or among competitors at any time concerning prices you charge or propose to charge your customers… the price you pay or propose to pay your suppliers… or the terms and conditions under which you buy and sell the products in which you deal.

The antitrust laws are designed to encour­age competition at all levels of production and distribution. The Southern Association of Whole­sale Distributors is committed to ad herence to those laws. Please keep these principles in mind for the benefit of us all.

SAWD 2011 31

Proud to SupportThe Southern Association of Wholesale Distributors

©2011 The Hershey Company

www.hersheys.com

Category Advisor

32 SAWD 2011

Note: This is a tentative schedule of events. All details subject to change.

WWW.the-Southern.org will always have the latest information. The on-site program

supersedes all pre-printed materials.

TUESDAY, JUNE 14

2:00 PM - 5:30 PMRegistration Desk Open

2:30 PM - 3:30 PMChair/Vice Chair Meeting

3:30 PM - 4:30 PMCommittee Meetings

4:30 PM - 5:30 PMFinance & Budget Committee 5:30 PM – 6:30 PMExecutive Committee Meeting

6:45 PM – 9:30 PMChairman’s DinnerFor members of the Board of Directors and Past Presidents.

WEDNESDAY, JUNE 15

8:00 AMStart Time for Golf Tournamentat Celebration Golf Club www.celebrationgolf.comSee insert for registration form.

9:00 AM - 5:00 PMRegistration Desk Open

10:00 AM - 4:00 PM Optional Tour and Luncheon

“Winter Park City Tour” Winter Park is as beautiful as it is unique. “The City of Culture and Heritage,” Winter Park is known for its abundance of upscale shopping, dining, history and culture. Often called “Little Europe,” Winter Park is home to one-of-a-kind boutiques and well-known shops, sidewalk cafés, as well as world-renowned art collections in the area’s muse-ums. After a bit of shopping on Park Avenue, you will be treated to lunch at Chez Vincent. Chez Vincent is located in the recently renovated artsy Hannibal Square of Winter Park. Chef Vincent and his wife, Teri, opened the restaurant in July 1997 and it’s one of “the” places to dine in the Winter Park and Orlando areas. After lunch you will enjoy a one of a kind scenic boat tour. The relaxing,

narrated, one hour cruise through the beau-tiful lakes and canals of historic Winter Park makes it a must on every person’s list. It’s really the only way to see the true beauty of Winter Park which includes Rollins College, Kraft Azalea Gardens, Isle of Sicily, tropical birds, plants, flowers and magnificent man-sions. This optional event in Winter Park, Florida will definitely be a day to remember and should not be missed!

1:00 PM - 5:00 PMInfometrics User’s Group

4:00 PM – 5:00 PMSAWD Board of Directors’ Meeting

4:00 PM – 5:00 PMSLD Board Meeting

6:00 PM - 7:00 PMWelcome ReceptionAll delegates invited

7:15 PM - 10:00 PMSouthern Soirée

Dinner and awards done “Southern style.”

Hospitality Suite - Open to All Delegates

THURSDAY, JUNE 16

7:15 AM - 5:00 PMRegistration Desk Open

7:00 AM - 8:30 AMKick-Off Breakfast (Continental)

7:30 AM - 8:45 AMGeneral Session – Keynote Speaker

“From Distribution to Dugout: Lessons Learned from Business and Baseball”

Drayton McLane, Jr.Chairman, McLane GroupOwner, Houston Astros

Drayton McLane, Jr., started his career in distribution at age nine, when he went to work at his father’s wholesale grocery distri-bution center. Fast forward a few years and you will find him listed in Wikipedia as “…largely responsible for expanding the family business from a three million dollar a year operation into a 19 billion dollar enterprise.” He sold the family business to tennis partner Sam Walton for cash and Wal-Mart shares in 1990. He invested much of the profits in pro baseball’s Houston Astros. Drayton McLane has enjoyed a level of success in the distribu-tion business that is unmatched by any of his competitors…and he started out loading trucks on the night shift. Come and hear about lessons learned about business and baseball from an industry icon.

9:00 AM – 12:20 PMEducation Sessions

9:00 AM - 10:30 AMSession 1

“Ball Caps and Turbans: Doing Business in a Culturally Diverse Environment”

Facilitated Panel DiscussionPanelists TBA

“If there is any one secret of success, it lies in the ability to get the other person’s point of view and see things from that person’s angle as well as from your own.” – Henry Ford

“What kind of a deal do you have for me?” seems to be the first and loudest question voiced by many retailers today. This is a direct affront to the wholesaler who offers a myriad of services to help their retail cus-tomers grow their businesses. Of course price is important. Is it the only determinant of value? Absolutely not. The manner in which two parties conduct business has its roots deeply embedded in the cultures the parties come from. Join us for this open, honest, transparent exploration of what drives disagreements (and agreements) in the marketplace. This will be a facilitated panel discussion featuring wholesalers and retailers from different cultural backgrounds discussing what it means to do business in today’s marketplace.

SaWd 88th annual Meeting and trade Show — Schedule of events

SaWd 88th annual Meeting and trade Show — Schedule of events

SAWD 2011 33

10:45 AM - 12:15 AMSession 2 “Loving Some Customers More Than Others”

Dr. Albert D. BatesProfit Planning Group

SAWD members make good profit on some customers, make a little on most custom-ers and lose money on more customers than they would like to admit. This session is designed to help companies know which are which and what to do about it. The chal-lenge is to develop an easy-to-use method to evaluate customers and a procedure for increasing profits from the problem custom-ers without alienating them. This session will show you how to do both.

Dr. Albert D. Bates is founder and Chairman of the Profit Planning Group, a research and executive education firm headquar-tered in Boulder, Colorado. The firm works exclusively in the area of corporate finan-

cial planning. He makes approximately 100 presentations each year on topics such as Improving the Bottom Line, Getting Serious About Profit, Doing More with Less, and Pricing for Profit. He also provides strategic direction for the firm’s investigation into profitability research for over seventy differ-ent trade associations.

10:00 AM – 11:30 AM First Lady’s Social Open to All Spouses and Guests

12:30 PM – 1:45 PMState Association Executives & Political Affairs Luncheon

1:30 PM - 5:00 PM Grand Opening of Exposition

6:00 PM - 7:00 PM“Get Acquainted Reception”

7:15 PM - 10:00 PMAwards Banquet

This evening is an opportunity to recognize some of the Southern’s award recipients... people who have each demonstrated exten-sive commitment to service and achieve-ment in the industry.

Hospitality Suite - Open to All Delegates

FRIDAY, JUNE 17

7:00 AM - NoonRegistration Desk Open

7:00 AM - 8:30 AMIndustry Breakfast (Continental)

7:30 AM - 8:30 AMGeneral Membership Meeting

Receive updates on our national association as well as state and federal legislation.

“Governmental Affairs Update”

Dave RiserVP External Relations Trade Marketing

R. J. Reynolds

Ron TullyVice President New Projects

at National Tobacco

Tom BriantExecutive Director NATO

Legislative Liaison to the Southern’s Board of Directors, Dave Riser, will be joined by Ron Tully and Tom Briant in a power-packed panel to bring you the latest developments in

state and federal legislation and regulation including the latest from the FDA.

8:45 AM - 9:45 AMDistributors ForumRepresentatives of All Distribution Companies are Encouraged to Attend. This meeting is open to Distributors only.

8:45 AM - 9:45 AMExhibitors ForumRepresentatives of All Exhibiting Companies are Encouraged to Attend.

10:00 AM - 10:45 AMBoard of Directors Meeting

10:45 AM - 11:45 AMExecutive Committee Meeting

11:00 AM - 2:00 PMExposition Open

6:00 PM - 10:00 PMSLD Social

“Blue Man Group Experience!!”

A “Blue Man Group” Experience!!!The Blue Man Group’s unique form of enter-tainment combines music, comedy and multi media theatrics creating a blissful party atmosphere that all people agree is a totally outrageous experience!

We will be transported to Universal City Walk where we will enjoy an outstanding culinary experience right there in the VIP room at the Blue Man Group Theater. After dinner, drinks, and some lively conversation, we will step over to the theater and enjoy the phenom-enon known as the Blue Man Group at the AQUOS Theater. Your ticket includes trans-portation, dinner, drinks, and the Blue Man Group show. (Enjoy complimentary CityWalk club admission with your Blue Man Group show ticket!)

Pre-purchase your raffle tickets for a chance to win either the latest generation Ipad or one of $500 cash prizes. Proceeds will go to support the Education Fund. For your con-venience, we have included a space for you to order your tickets right on the convention registration form. Tickets will be sold on-site as well.

= Ticket Required

The Southern3459 Lawrenceville Suwanee Road

Suite CSuwanee, GA 30024-6427

Ph) 770-932-5810Fax) 770-932-3276

www.the-southern.org

Tom Briant

34 SAWD 2011

Texarkana, ArkansasConway, Arkansas

3535

36 SAWD 2011

The SLD Meeting for 2010 was held at the Williamsburg Lodge in Willamsburg, Virginia. Members of the Southern Leadership Division participated in a two-day conference focusing on topics specific to the convenience products industry.

Informative and interactive ses-sions were well received on topics such as “ReStore: Real-time Store Level Data Metrics” facilitated by Bill Casey with InfoRhythm, “Good to Great; Time to Make the Move,” and “Leadership: Stand Up and Be Counted” both lead by Doug MacKay, president of The Glen Douglas Group

A panel discussion on “Best Practices in

Wholesale Distribution” was lead by some of The Southern’s own distributors. This discussion offered many ideas and added much knowledge to the meeting.

The SLD group was also entertained with a genuine fife and drum corps lead-ing the way to dinner at a historic 18th century dining tavern.

Special thanks goes to our sponsors for their generous assistance in making this meeting a success!

Platinum SponsorsLorillard Tobacco

R. J. Reynolds TobaccoSAWD Education Fund

Gold SponsorsAltadis USA

Altria Sales & DistributionSwedish Match

Swisher International

Silver SponsorsAmerican Snuff Company

Creative Data ResearchNational Tobacco

The Hershey CompanyBronze Sponsors

CAOCommonwealth Brands

Jack Link’s Beef Jerky

SLD Meeting in Williamsburg

SAWD 2011 37

38 SAWD 2011

A.C. MayPelican Cigar Co.Lake Charles, LA

1985 - 1986

Council of Presidents

Ken CaldwellCaldwell Wholesale Tobacco Co.

Shreveport, LA1992 - 1994

Jack CoferJames D. Cofer, Inc.

Atlanta, GA1994 - 1996

Dick BrayPremier Beverage & Equipment

Franklin, TN1989 - 1990

Grady SmithTVC Wholesale, Inc.

Florence, AL1988 - 1989

John GreenP.M. Green & Sons

Cleveland, TN1979 - 1980

Scott FisherSpartan Automatic Retailers

Memphis, TN1990 - 1992

John HeadHead Distributing Company

Smyrna, GA1986 - 1988

Duane SchneiderDUSA Distribution Center, Inc.

Melbourne, FL1996 - 1998

Bob PierpointImperial Trading Co., Inc.

Elmwood, LA1998-2000

Mike JonesAndalusia Distributing Co., Inc.

Andalusia, AL2000-2002

Steve ShingGrocery Supply Co.Sulphur Springs, TX

2002-2004

Sherwin HerringSouthco Distributing Company

Goldsboro, NC2004-2006

Mark DavenportJ. T. Davenport & Sons, Inc

Sanford, NC2006-2008

SAWD 2011 39

40 SAWD 2011

Jimmy StewartBoard Chairman

Stewart DistributionWaycross, GA

Greg MartinChief Executive Officer

SAWDSuwanee, GA

Dick DunhamVice President

Stephenson Wholesale Co.Durant, OK

2011 SAWD Executive Committee

Ricky JonesPresident

Andalusia Distributing Co., Inc.Andalusia, AL

Paula GlidewellVice President/ComptrollerGlidewell Distributing Co.

Fort Smith, AR

Randy LongVice President

Long WholesaleCorinth, MS

TMTM

TMTM

TMTM

TMTM

NEW!NEW! NEW!NEW!

BIG New Flavors. BIG New Sales.BIG New Flavors. BIG New Sales.

NEW!NEW!

Source: Per Nielsen 52 weeks ending 1/22/11, (All Outlets Combined), Jack Link’s is the #1 steak brand and SASQUATCH Big Stick Original has the greatest absolute $ sales growth.

NEW 2.0 oz. Jumbo Steaks! • Oven Roasted Turkey Strip • Steakhouse Recipe Beef Steak

PROUD MEMBER OF THE SAWD

Link Snacks, Inc. One Snack Food Lane Minong, Wi 54859 715-466-2234 Jacklinks.com

2.4 oz Sasquatch Big Steaks 2.2 oz Sasquatch Big Sticks2.4 oz Sasquatch Big Steaks 2.2 oz Sasquatch Big Sticks

TMTM

TMTM

TMTM

TMTM

NEW!NEW! NEW!NEW!

BIG New Flavors. BIG New Sales.BIG New Flavors. BIG New Sales.

NEW!NEW!

Source: Per Nielsen 52 weeks ending 1/22/11, (All Outlets Combined), Jack Link’s is the #1 steak brand and SASQUATCH Big Stick Original has the greatest absolute $ sales growth.

NEW 2.0 oz. Jumbo Steaks! • Oven Roasted Turkey Strip • Steakhouse Recipe Beef Steak

PROUD MEMBER OF THE SAWD

Link Snacks, Inc. One Snack Food Lane Minong, Wi 54859 715-466-2234 Jacklinks.com

2.4 oz Sasquatch Big Steaks 2.2 oz Sasquatch Big Sticks2.4 oz Sasquatch Big Steaks 2.2 oz Sasquatch Big Sticks

42 SAWD 2011

2011 SAWD State Directors

Don ChildersHome Folks Wholesale

Augusta, GA

Anthony GardnerLAG, Inc.

Tucker, GA

Charlie CasperHardec’s

Elizabethtown, KY

Steve DouglasDouglas Companies

Texarkana, AR

Butch YoumansH.T. Hackney

Opp, AL

Nelson ParkerAllison Wholesale, Inc.

Paint Rock, AL

Liz JoachimCorso, Inc.Biloxi, MS

Keith LandenFranklin Supply

Franklin, LA

Dan McIntyreJackson Wholesale

Jackson, KY

Danny AustinMcLane

Kissimmee, FL

SAWD 2011 43SAWD 2011 43

44 SAWD 2011

2011 SAWD State Directors

Elvin SmythersMerchants Grocery Co., Inc.

Culpepper, VA

Robin RayAtlantic Dominion Distributors

Virginia Beach, VA

Randy EmanuelsonSledd Co.

Wheeling, WV

Bucky JohnsonJ.F. Johnson, Inc.

Batesburg-Leesville, SC

Lawson WilliamsM.R. Williams

Henderson, NC

Jim NaifehStandard Distributing Co.

Sapulpa, OK

Gordon MundenAtlantic Dominion Distributors

Hope Mills, NC

Charlie SmithSmith Wholesale Co., Inc.

Johnson City, TN

Scott McPhersonCore-Mark

Fort Worth, TX

Scot ShanksL.P. Shanks Co.Crossville, TN

Jeff LeischnerThomas & Howard Co.

Columbia, SC

Lee FarrellImperial Trading

Elmwood, LA

SAWD 2011 45

Old Dominion Tobacco Co. A.T.C. WholesaleTrading as

HeadquartersVirginia Beach, VA

Hope Mills, NCSince 1875

46 SAWD 2011

2011 At-Large Directors

Charles EnochB&W Wholesale Distributors

Murfreesboro, TN

David EdwardsCoastal Wholesale

Kinston, NC

Steve ShehaneBaton Rouge Tobacco

Baton Rouge, LA

Bill WilkersonJ. L. Gaddy Wholesale

Hickory Grove, SC

Nick ZadenCity Wholesale Grocery

Birmingham, AL

2011 SAWD Board Broker Rep, SLD Rep, Legislative Liaison

Bob Taylor, Sr.Broker Representative

Burdette Beckmann, Inc.Hollywood, FL

Chris SmythersSLD RepresentativeMerchants Grocery

Culpepper, VA

Dave RiserLegislative Liaison

R.J. ReynoldsWinston-Salem, NC

Bennett RobertsBroker Representative

Matrix BrokerageChapel Hill, NC

Sam StewartSteward Distribution

Waycross, GA

Hugh RaetzschLyons SpecialtyPort Allen, LA

Corey CooperStephenson Wholesale

Durant, OK

www.stewartcandy.com

48 SAWD 2011

Manufacturer Representatives

Steve SandmanRepublic Tobacco

Dave RiserR.J. Reynolds Tobacco Co.

Bill DunnSwisher International, Inc.

Michael HughesThe Hershey Company

Todd EbelingSwedish Match

Victoria Person-GoralR.J. Reynolds Tobacco Co.

Dave JohnsonNestlé USA

Bob KleinLorillard Tobacco

Company

Clark SturdivantNational Tobacco

Tony BaroneAltadis, USA

Jim ColucciAltadis, USA

April DrummondAltria Sales & Distribution

John GieseCAO

Carter AdairJack Links Beef Jerky

Devin FoglemanDot Foods

Russ MancusoCommonwealth Brands

Jebb MaginnisCreative Data Research Home Folks Wholesale Co., Inc.

Since 1938

Distributors of convenience grocery, candy, tobacco, and general merchandise.

Visit us on the Web atwww.homefolksdist.com

2001 Westside Dr., Augusta, GA 30907706-868-0055 • 800-762-7588

Fax: 706-868-1154

SAWD 2011 49

Home Folks Wholesale Co., Inc.Since 1938

Distributors of convenience grocery, candy, tobacco, and general merchandise.

Visit us on the Web atwww.homefolksdist.com

2001 Westside Dr., Augusta, GA 30907706-868-0055 • 800-762-7588

Fax: 706-868-1154

50 SAWD 2011

SLD 2010 – 2011 SLD Officers and Directors

OfficersChris Smythers, Merchant’s Grocery, Culpeper, VA, President

Mickey McDaniel, Imperial Trading, New Orleans, LA, Vice President

Barry Krebs, Keebler Company, Mableton, GA, Treasurer

Jeff Eldridge, Lorillard Tobacco Company, Jacksonville, FL, Secretary

Sam Stewart, Stewart Distribution, Waycross, GA, Board Chairman

DirectorsChris Herbert, Altria Sales & Distribution, Charlotte, NC

Chris Jones, Andalusia Distributing Co ., Andalusia, AL

Marc Margolis, Creative Data Research, Ann Arbor, MI

Marty Howell, H .T . Hackney, Opp, AL

Donnie Childers, Home Folks Wholesale, Augusta, GA

Trey Long, Long Distribution, Marion, MS

Mike Thorner, National Tobacco, Louisville, KY

Ron Leitner, R . J . Reynolds Tobacco, Winston-Salem, NC

April Garver, Southco Distributing, Goldsboro, NC

Chris Wise, Southco Distributing, Goldsboro, NC

Victor Blanco, Swisher International, Ponte Vedra, FL

Jere Loggins, Thomas & Howell, Columbia, SC

Trey Williams, Thomas Williams & Assoc ., New Orleans, LA

Focused on C-Store Wholesalers and C-Store Retailers.Our focus is “Your Business” in the following markets:

FL, N & S Carolina, VA, MD, TN, AL & GA

Corporate O�ce5851 Johnson Street, Hollywood, FL 33021

Phone 954-983-4360 Fax 954-983-4405

Additional O�ces:

Burdette Beckmann, Inc.12830 W. Creek Pkwy, Richmond, VA 23238

Phone 804-346-4949 Fax 804-346-4977

Burdette Beckmann, Inc.116 Associate Lane, Indian Trail, NC 28079

Phone 704-821-4677 Fax 704-821-4654

Burdette Beckmann, Inc.516 Douglas Ave., Ste. 1102, Altamonte Springs, FL 32714

Phone 407-869-0797 Fax 407-869-0059

Focused on C-Store Wholesalers and C-Store Retailers.Our focus is “Your Business” in the following markets:

FL, N & S Carolina, VA, MD, TN, AL & GA

Corporate O�ce5851 Johnson Street, Hollywood, FL 33021

Phone 954-983-4360 Fax 954-983-4405

Additional O�ces:

Burdette Beckmann, Inc.12830 W. Creek Pkwy, Richmond, VA 23238

Phone 804-346-4949 Fax 804-346-4977

Burdette Beckmann, Inc.116 Associate Lane, Indian Trail, NC 28079

Phone 704-821-4677 Fax 704-821-4654

Burdette Beckmann, Inc.516 Douglas Ave., Ste. 1102, Altamonte Springs, FL 32714

Phone 407-869-0797 Fax 407-869-0059

SAWD 2011 51

52 SAWD 2011

by Dan KieferDirector of MarketingKing III Solutions

There’s a saying in purchasing that when the inventory in the warehouse is lean, sales is doing a

great job . When the warehouse is over-stocked, there must be a problem with purchasing . That’s the world we live in .

Running a profitable company in this economy is as much about keeping inventory lean as it is about boosting sales . But as everyone knows, that’s easier said than done . With demand fluctuations, supplier issues and tight-ening wallets, keeping the right balance of inventory is tricky to say the least .

Unfortunately, there is no magic bullet that will keep your inventory perfect all the time . However, the first step in fixing any problem is identifying its causes . In this article, we will talk about 5 of the most common mistakes buyers make when placing orders . Once identified, we can put a few simple practices in place that will help us become more accurate in our orders, increase our fill rates, and reduce our inventory .

Blinded by averagesSomeone once told me that if you have your head in

a freezer and your feet in a fire, on average, your body temperature is about right…but you definitely will not be comfortable . Most buyers have some kind of system that tells them the average movement for their products by the day, week or month . Nearly every order is based off of these averages, and they should be . However, there are a couple reasons why this can be dangerous .

First, we all know that products can experience large unexplained drops or spikes in demand for one period . If your calculations do not have a way to filter those periods, they can cause a large swing in the overall average . A large change in your average would lead to a dramatic change in the future order quantity . If this spike or dip in demand does not continue in the future, you will either have way too much stock or worse…not enough .

In addition, unless buyers know just how much those items fluctuate in demand, there is no way they can possibly place accurate orders when it comes to safety stock . One product could be very stable, requiring very little safety stock, while another is very erratic and requires significantly more . If all your buyers have is a straight aver-age, they will never know this . Their head’s in the freezer…feet in the fire .

Lead-time ForecastingSo you’re all set! You’ve got a good,

solid average for your product demand . Now you can place your orders with confidence, right? Well, not quite . You still have the minor issue of the suppli-ers . How dependable are your suppliers

when they tell you they have a 14-day lead-time on orders? If you’re like most of our customers, your suppliers are probably not very reliable . Just like your product demand can vary from one period to the next, so too can supplier lead times .

One of our customers on the west coast imports tires from over seas . Their suppliers told them to plan on a 6-month lead-time on all of the tires, and they took the sup-plier at their word . When they actually started looking at the recorded lead times, however, they found that on one of their lines, the lead time was more like 7 weeks! They had an extra 4 months of safety stock!

Contrast that with another customer where a supplier quoted a 14-day lead-time . When they looked at real POs, the actual lead time averaged 30 days . They could not figure out why they kept running out of stock on their items .

If you take your suppliers for their word, it can have a huge-ly detrimental impact on your inventory levels and fill-rates .

SeasonalityNow that we have uncovered the danger of averages and

have a firm grasp on lead-times, your inventory should start to make a lot more sense . But there are still a few more pieces to look at .

Five Common Pitfalls of inventory Replenishment

SAWD 2011 53

Next, it’s important for you to identify products that show a seasonal tendency . On the surface, seasonality is a simple concept . It makes sense that you would sell more chicken soup in the winter, and Gatorade in the summer . The challenge comes with those products that are not so obvi-ous . Typically, our customers see about 20% of their products with a seasonal profile (although, like product demand, this can vary greatly from one customer to the next) .

Working around the country, we have found markets where products like Pepto-Bismol, Vienna Sausages, and even condoms had a distinct season . By identifying these items and knowing when they will peak (or experience their off-season), you can account for the increase and decrease in demand when needed .

order Cycle analysisHow often you order from a vendor is just as important

to you as how much you order . If your minimum order from a vendor is $500, should you order as soon as you can meet the minimum? Maybe, but maybe not .

There is a cost associated with every order . Suppliers may have an order cost or shipping cost . And of course there is some cost associated with receiving a shipment at your dock to unload the truck and put it on your shelves . Ordering too

often can end up costing you a significant amount of money in the long run .

On the other hand, if you order too infrequently, there are the carrying costs . Depending on the items in your warehouse, your carrying cost on your inventory is probably about 25% of the total inventory . That means it costs you about $250,000 per year for every $1,000,000 of inventory in your warehouse . Ordering too infrequently means carry-ing more inventory . More inventory means more carrying-costs . What’s a buyer to do?

The answer is to find the right balance . There are formu-las out there that will give you some guidance on this issue . In general, the best answer is to have a well thought out plan and stick to it .

time Supply orderingIn a perfect world, when we sit down to order we would

look at our solid, well thought out demand forecasts and based on our order cycles build an order that will meet our minimums every time . The reality is that inventory does not always cooperate . You may build an order and realize that you have not met your minimum order . Then what? Do you just add a little extra on your fastest movers? Or, maybe you have exceeded your maximum order . What do you do? Do you trim your slow movers?

The problem is either of these scenarios is time supply . If you add your fast movers to meet your minimum, what will happen on your next order? You’ll have an excess supply of your fast moving products and need some of your slower ones…and still won’t meet your minimum . In the second scenario, you will frequently run out of your slower moving products long before you can justify placing another order .

The answer to this dilemma is time supply ordering . When you need to add to an order or trim an order, make sure you do it based on days worth of stock across the entire order . By doing so you will avoid the final major pitfall in inventory replenishment and make your buyers lives a lot easier .

Although inventory replenishment will never be an exact science and demand forecasts will never be perfect, it is important to make sure your buyers have a well thought out plan when they sit down to place their orders . If not, you risk allowing inventory costs to get out of control costing you millions of dollars each year . Getting a handle on prod-uct averages, lead times, seasonality, order cycle analysis and time supply ordering will by no means fix every problem you will encounter in inventory replenishment . These five factors will, however, make a huge impact on your order accuracy, inventory levels and your fill rates . n

54 SAWD 2011

Officers & Directors EXECUTIVE COMMITTEE

President Ricky Jones Andalusia Distributing Vice President Dick Dunham Stephenson WholesaleVP/Compt. Paula Glidewell Glidewell DistributionVice President Randy Long Long WholesaleBoard Chairman Jimmy Stewart Stewart Distribution

STATE DIRECTORS

STATE DIRECTORS COMPANY Alabama Butch Youmans H. T. Hackney Alabama Nelson Parker Allison Wholesale Arkansas Steve Douglas Douglas Companies Florida Danny Austin McLaneGeorgia Don Childers Home Folks Wholesale Georgia Anthony Garner Lag Inc. Kentucky Charlie Casper Hardec’s Kentucky Dan McIntyre Jackson Wholesale Louisiana Keith Landen Franklin Supply Louisiana Lee Farrell Imperial Trading Mississippi Liz Joachim Corso, Co. North Carolina Gordon Munden Atlantic Dominion Dist. North Carolina Lawson Williams M. R. Williams, Inc. Oklahoma Jimmy Naifeh Standard Distributing Co. South Carolina Bucky Johnson J. F. Johnson, Inc. South Carolina Jeff Leischner Thomas & Howard Co. Tennessee Charlie Smith Smith Wholesale Tennessee Scot Shanks L. P. Shanks Co. Texas Scott McPherson Core-MarkVirginia Robin Ray Atlantic Dominion Distributors Virginia Elvin Smythers Merchants Grocery Co., Inc. West Virginia Randy Emanuelson Sledd Company

AT-LARGE DIRECTORS

NAME COMPANY Steve Shehane Baton Rouge Tobacco (LA) Sam Stewart Stewart Distribution (GA)Charles Enoch B & W Wholesale Distributors (TN) Bill Wilkerson J. L. Gaddy (SC) David Edwards Coastal Wholesale (NC) Nick Zaden City Wholesale Grocery (AL)Hugh Raetzsch Lyons Specialty (LA)Corey Cooper Stephenson Wholesale (OK)

SAWD 2011 55

Elected and InstalledBROKER & SLD REPRESENTATIVES/LEGISLATIVE LIAISON

NAME COMPANY BROKER/SLD Bob Taylor Burdette Beckmann Broker Representative Bennett Roberts Matrix Brokerage Broker RepresentativeChris Smythers Merchants Grocery SLD RepresentativeDave Riser R.J. Reynolds Legislative Liaison

MANUFACTURER REPRESENTATIVES

NAME COMPANY April Drummond Altria Sales and Distribution Jim Colucci Altadis, USA Tony Barone Altadis, USAJohn Giese CAORuss Mancuso Commonwealth BrandsJebb Maginnis Creative Data ResearchDevin Fogleman Dot FoodsCarter Adair Jack Links Beef Jerky Bob Klein Lorillard Tobacco Clark Sturdivant National Tobacco David Johnson Nestlé USADave Riser R. J. Reynolds Tobacco Company Victoria Person-Goral R. J. Reynolds Tobacco CompanySteve Sandman Republic Tobacco Todd Ebeling Swedish Match Bill Dunn Swisher International, Inc. Michael Hughes The Hershey Company

COUNCIL OF PRESIDENTS

NAME YEAR(S) SERVED COMPANY Mark Davenport 2006-2008 J.T. Davenport & Sons, Inc.Sherwin Herring 2004-2006 Southco DistributingSteve Shing 2002-2004 Grocery Supply Company Mike Jones 2000-2002 Andalusia Distributing Company Robert Pierpoint 1998-2000 Imperial Trading Company Duane Schneider 1996-1998 DUSA Distribution Center Jack Cofer 1994-1996 James D. Cofer, Inc. Ken Caldwell 1992-1994 Caldwell Wholesale Scott Fisher 1990-1992 Spartan Automatic Retailers Dick Bray 1989-1990 Premier Beverage & Equipment Grady Smith 1988-1989 TVC Wholesale John Head 1986-1988 Head Distributing A. C. May 1985-1986 Pelican Cigar John Green 1979-1980 P.M. Green and Sons Bert Trompeter 1973-1976 John F. Trompeter Company

56 SAWD 2011

James F. “Bucky” Johnson, President

225 Summerland AvenueBatesburg-Leesville, SC 29006

P.O. Box 2499Batesburg-Leesville, SC 29070-2499

(803) 532-6341

1(800) 821-9744

Fax (803) 532-9552

www.JFJohnsonInc.com

SAWD 2011 57

Save the Date!NATO Trade Show April 24-26, 2012

Paris Hotel and CasinoLas Vegas, Nevada

58 SAWD 2011

Midyear Board of Directors Meeting The El Conquistador Resort and Spa

The Southern’s Midyear Meeting of the Board of Directors was held at The El Conquistador Resort & Spa, in Fajardo, Puerto Rico in February of 2011.

The meeting typically sets the direction of the organization for the coming year, and this meeting was no exception. Thanks to this meeting, we feel that the 2011 SAWD Annual Meeting in June will be the best!

All of the Southern’s committees met including, Finance & Budget, Education, Conventions & Meetings, Government Affairs, Industry Affairs, and the Executive Committee.

A full report of committee activities will be made during the Annual Meeting in Orlando, FL. We would like to extend a sincere debt of gratitude to all the members

of the Board who were in attendance at this meeting. What a beautiful venue we had in Puerto Rico to enjoy working, sharing, brainstorming and networking—we even managed to have a great time with perfect weather!

We would also like to express our thanks to our sponsors for their big part in making this meeting such a success!!

2011 SAWD Midyear Sponsors:Platinum

R.J. Reynolds Tobacco/ American Snuff Company

Altadis USAAltria Sales & Distribution

Lorillard Tobacco

Gold SponsorsNational Tobacco

Nestlé USAThe Hershey CompanyCommonwealth BrandsCreative Data Research

Jack Links Beef JerkySwedish Match

Swisher International

Silver SponsorsBurdette Beckmann

Dot FoodsMatrix BrokerageRepublic Tobacco

SAWD 2011 59

A Full ServiceConvenience Store

Supplier

Since 1937

(256) 776-3268 • 1-800-239-5173Fax: (256) 776-4717

Highway 72 EastPaint Rock, Alabama 35764www.allisonwholesale.com

60 SAWD 2011

The Southern’s 2010 Annual Meeting and Trade Show was held at the Savannah International Trade & Convention Center/Westin Savannah Harbor in Savannah, Georgia. The meeting featured the 2nd largest trade show for convenience wholesalers in the country: Southern Showcase 2010.

In addition, attendees received outstanding industry-specific educational sessions, updates on industry and legislative issues and a host of net-working opportunities including: golf at the Westin Savannah Harbor Golf Club, awards dinners on

Thursday and Friday evenings, the Silent Auction, Hospitality Suite,” a “Paula Deen” Experience option-al tour and an evening in Savannah including din-ner on River Street and our very own “Southern” Historic District Pub Crawl.

The Board of Directors and Committees of the association met to carry on the business of the orga-nization.

We would like to extend a sincere debt of grati-tude to our sponsors for their part in making this meeting a success.

Savannah Wrap-Up 2010Savannah Wrap-Up 2010

SAWD 2011 61

Savannah Wrap-Up 2010Savannah Wrap-Up 2010

Altadis USAAltria Sales & DistributionAmerican Snuff Co.Associated DistributorsBurdette BeckmannCAOCommonwealth BrandsCreative Data Research

Dot FoodThe Hershey CompanyJack Links Beef JerkyLorillard TobaccoMatrix BrokerageNational Tobacco Co.Nestlé USA

R.J. ReynoldsRepublic TobaccoSAWD Education FundSmokey Mountain SnuffSwedish MatchSwisher InternationalTantus Tobacco

2010 Annual Meeting Sponsors

62 SAWD 2011

Ashland Specialty Co.Wholesale Distributors

ServingKentucky, West Virginia and Ohio

withcandy, tobacco products,

groceries, paper goods andinstitutional items.

We Sell The Old Fashioned Way…We Show It!

Ashland Specialty Co.Wholesale Distributors

125 29th Street • Ashland, Kentucky 41101

Gobel Copley, Jr. Bud CopleyPresident Vice President

Ashland Specialty Co.

SAWD 2011 63

64 SAWD 2011

Allison Wholesale . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 59

Altadis USA . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12

Altria . . . . . . . . . . . . . . . . . . . . . . . . . . . . Inside Front Cover

American Snuff Company . . . . . . . . . . . . . Inside Back Cover

Andalusia Distributing Co . . . . . . . . . . . . . . . . . . . . . . . . . 63

Ashland Specialty Co . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 62

Atlantic Dominion Distributors . . . . . . . . . . . . . . . . . . . . 45

Bic Corporation . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5

Burdette Beckmann . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 51

City Wholesale Inc . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 43

Commonwealth Brands . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3

Corso, Inc . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 30

Creative Data Research . . . . . . . . . . . . . . . . . . . . . . . . . . . 37

Douglas Companies . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 35

GSC Enterprises, Inc . . . . . . . . . . . . . . . . . . . . . . . . . . . . 27

H .T . Hackney Co . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18

Hardec’s . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8

Hershey USA . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 31

Home Folks Wholesale Co . . . . . . . . . . . . . . . . . . . . . . . . 49

J .F . Johnson, Inc . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 56

J .T . Davenport . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14

Jack Links Beef Jerky . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 41

King Maker Marketing . . . . . . . . . . . . . . . . . . . . . . . . . . . 15

Long Wholesale Distributors . . . . . . . . . . . . . . . . . . . . . . 24

Merchant’s Grocery Company, Inc . . . . . . . . . . . . . . . . . . . 26

National Tobacco Company . . . . . . . . . . . . . . . . . . . . . . . 23

NATO . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 57

Nestlé . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11

Pure Smoke, LLC . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 19

R .J . Reynolds Tobacco Company . . . . . . . . . . . . . . . . . . . . 7

Republic Tobacco . . . . . . . . . . . . . . . . . . . . . . . . Back Cover

Sledd Co . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 29

Southco . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 34

Standard Distributing Co . . . . . . . . . . . . . . . . . . . . . . . . . . 39

Stephenson Wholesale . . . . . . . . . . . . . . . . . . . . . . . . . . . . 25

Stewart Candy Company . . . . . . . . . . . . . . . . . . . . . . . . . . 47

Swedish Match . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14

Swisher International, Inc . . . . . . . . . . . . . . . . . . . . . . . . . . 17

U .S . Flue-Cured Tobacco Growers, Inc . . . . . . . . . . . . . . . . 8

Advertisers DirectoryA Special Thanks To All Listed Below Who Make Our Convention Magazine Possible!

Best Wishesfor a Successful

Convention!

Welcome to Orlando! *CSIP Wholesale Shipments to Retail-Jan to Jun 2010 *Jan - Jun 2010 vs. YAGO Period ©2011 American Snuff Company, LLC.

MOIST SNUFF

The moist snuff category is growing at more than 7%, and Grizzly® is driving that increase. Grizzly has become one of America’s best-selling smokeless brands—making up 52% of the price value segment today. Grizzly accounts for

42% volume of all Long Cut Wintergreen, the most popular moist smokeless fl avor in the industry. Plus, Grizzly has the best-selling Wintergreen Pouches in the industry with 36% of all Wintergreen Pouch volume.*

WE’VE GROWN INTO A CATEGORY LEADER.

WARNING: This productcan cause mouth cancer.

65 Union at Front, Memphis, TN 38103 901-523-2000

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