2009 AWMA Real Deal Expo - AWMA Chairman Sherwin Herring with Scott Ramminger

AWMA Chairman Sherwin Herring of Southco Distributing Company met up with Scott Ramminger, AWMA president and CEO, at the evening reception that featured a live band.

2009 AWMA Real Deal Expo - Bean Kingsbury , Patterson Company, Inc., Doyle Huntsman, Atkinson Candy Company, Amy Atkinson Voltz, Judson-Atkinson Candies, and Patrick Patterson, Patterson Company, Inc.

Catching up at the reception are (l to r) Bean Kingsbury , Patterson Company, Inc., Doyle Huntsman, Atkinson Candy Company, Amy Atkinson Voltz, Judson-Atkinson Candies, and Patrick Patterson, Patterson Company, Inc.

2009 AWMA Real Deal Expo - Paul Kosinski, Greg Thompson, Bob Sears and Frank Vignone. Altria Group, Inc.

Pictured at the opening night reception for the AWMA REAL DEAL EXPO are Philip Morris representatives (l to r) Paul Kosinski, Greg Thompson, Bob Sears and Frank Vignone. Altria Group, Inc. sponsored the Wednesday night reception.

LAS VEGAS – The  2009 AWMA REAL DEAL EXPO officially gets underway today at the Las Vegas Hilton, where distributors and suppliers from across the nation are ready to do business, make new contacts, and learn about key developments affecting their operations.

“This is going to be another tremendous AWMA EXPO,” predicted AWMA 2009 Chairman Sherwin Herring, CEO at Southco Distributing Co., Goldsboro, NC, during a packed opening reception last night. “Once again, we have a sold-out trade show and a great program featuring critical educational sessions that are especially important as we all face new challenges in the year ahead.”

There was a full schedule of AWMA committee meetings and planning sessions yesterday, as well as the opening of the EXPO’s Silent Auction, which will benefit AWMA’s government affairs activities, and last night’s opening reception.

Today, before the show floor opens at 10:30 a.m., all distributors and suppliers are urged to attend a general session that will feature three critically important programs:

• Tobacco Taxation and Regulation -- Issues of taxation and potential new regulatory developments that could directly and dramatically impact convenience distributors operations. Moderated by AWMA President & CEO Scott Ramminger, the discussion panel will include Mike Shannon, Lorillard Tobacco Company; John Hoel and Henry Turner, Altria Client Services, Inc.; and Dave Riser, R.J. Reynolds Tobacco Co.
• Maximizing Distributor Information Assets -- A new system developed by AWMA with InfoRythms, Inc. that will gather distributor sales data, which will then be available for sale to manufacturers. “This new program will allow distributors to reap the rewards of their own valuable data,” Ramminger said, “while providing valuable information for suppliers.”
• Boosting Candy Sales & Profits -- Industry consultant Kit Dietz will discuss a new study designed to help generate increased sales and profit of confection products in the convenience channel. The study, nearing completion, is sponsored by AWMA, the National Confectioners Association, and the National Association of Convenience Stores.

Friday morning’s program will feature Al Bates, the Profit Planning Group, who will discuss the impact of the new federal excise tax (FET) increase on distributors’ financial performance and some perspectives on the issues involved.

That session will be followed by Bates’ presentation, “Maximizing Profit on Every Customer,” introducing the latest AWMA Customer Profitability template for quickly and easily measuring profitability of each account. Bates will provide guidelines on how distributors can improve profitability by knowing where to work and how to develop a philosophy of profit improvement.

As always, AWMA will include Buyer Reward Program Drawings and Grand Prize Drawings Friday afternoon before the trade show closes.

“We’re looking forward to another outstanding EXPO,” Ramminger said. “This is an invaluable way for our members to be on the cutting edge of developments that will affect their companies’ future – and make new friends -- and have fun, all at the same time.”

At Wednesday night’s opening reception, distributors and suppliers alike were primed for a successful EXPO.

“I’m here for information and the show specials,” said Paula Glidewell, Glidewell Distributing Co., Fort Smith, AR. “It’s a great place to get updated on the issues and get clarifications and questions answered. And I’ll probably save enough on our Cadbury purchases alone to pay for the trip.”

“It’s a great opportunity to visit with distributors from across the country and compare problems – and to feel good that you’re not the only one facing these problems,” said Ricky Jones, Andalusia Distributing Co., Andalusia, AL.

Indeed, networking is a major objective of many EXPO attendees. “This show has really grown over the years and all of the heavy hitters are here,” commented Carter Adair, Jack Link’s Beef Jerky, Minong, WI. “I never miss it for that reason alone.”

Trey Williams, Thomas Williams & Associates, said his company provides warehouse consulting services for many of the distributors attending EXPO. “We help them be more efficient in their warehouse operations,” he explained, “and it’s great to have a chance to meet with them and to meet new prospects as well.”

Eric Atkinson, Atkinson Candy Co., Lufkin, TX, said he wasn’t sure if the EXPO is a business or a social event. “It’s always been a place where I can see my friends and do a little business at the same time. Most of the people who I care about are here.”

For Gary Jarvis, Retalix USA, EXPO 2009 is all about business. “We’re here to sell software,” he said. “The economy is so bad that people need to buy products that will help them manage their businesses better and be more profitable. Our software can do that.”

For Tom Joyce, The Hershey Co., this year’s EXPO offers an opportunity for his company to demonstrate its support of the candy and tobacco distributors at a time when they are being rocked by higher taxes and other pressures on tobacco, traditionally the major source of sales and profit.

“The issues associated with tobacco are going to have an impact on everybody, including the candy companies, and we’re here to show our support for distributors and to showcase our new products,” he said.