ABX Brings Trading Partners Together in Atlanta

Publish Date: 
September 17, 2009

Nearly 400 convenience industry supplier and distributor representatives began a series of some 1400 face-to-face meetings yesterday at the AWMA Business Exchange (ABX) in Atlanta, discussing mutual business plans and concerns as well as strategies for future success.

“This is by far and away the best two days that we spend for our industry every year, and that is the case this year. We have a lot of opportunities to make friends and develop business. We do our homework before we come, and as a result, it is the two most important days that we spend,” said Jon Burklund, Burklund Distributors, Inc., East Peoria, IL.

 
Tom Joyce, (photo to the right) The Hershey Company, agreed with that assessment and said the key is that in most cases suppliers and distributors bring top management personnel to ABX, setting a strategic, rather than tactical, tone for their discussions.
 
“From the manufacturer’s perspective, this is the most effective thing that we do,” Joyce said. “The key is bringing the right people – and they (distributors) do. “The customer wants to see management. If something is bothering them, they can freely discuss it. They can discuss strategic issues. We need to be talking about 2010 future planning and getting their opinions about categories that we are not in so we can get a feel for how their business is going.” Joyce said The Hershey Company brought sales leadership, logistics and c-store marketing officials for those meetings.
 
Rob Stowe, Senior Vice President of Trade Marketing at R.J. Reynolds Tobacco Co., said his company is absolutely committed to working closely with AWMA distributor members. “We brought our senior people for these meetings, and our customers are getting straight answers to any questions that they have. We hope the time they spend with us is worth the price of admission.”
 
According to Josh Altman, Mountain-Service Distributors, S. Fallsburg, NY, both the AWMA Summit presentations on Tuesday and yesterday’s ABX meetings were extremely valuable. Altman particularly appreciated the presentation Tuesday by Dr. Kathy Pearson, of The Wharton School, on the importance of critical thinking.
 
“One of the main reasons for coming to the ABX is because it is a great learning experience,” he said, noting that his company also brought, along with ownership, a new buyer, Jenna Graham, to help her gain a deeper understanding of the industry.
 
“This is a great setting for meeting with manufacturers and for accomplishing some of our goals that we have set for next year and beyond,” said Altman.
 
“The manufacturers are listening to the wholesalers,” commented Frank Falter, The George J. Falter Co., Inc., Baltimore. “They have come up with ideas to help promote their business with wholesalers and their retailers. I can’t wait for next year.”
 
According to Bob Friedman, Dearborn Wholesale Grocers, Chicago, ABX makes it possible for his company to have an open dialogue with top officials from supplier companies, rather than with their brokers or sales representatives. “There is no filter,” he said. “That helps us go in the right direction.”
 
Other distributors, such as Frank Davoli, Richmond-Master Distributors, Inc., South Bend, IN and Chad Gummer, Gummer Wholesale, Inc., Heath, OH, concurred, with Gummer pointing out that many manufacturers with whom his company met provided important information “that will improve our ability to promote their products on a more consistent basis.”
 
“It is a great time to look at our business to assess on an ongoing basis what new IT or what new warehouse management systems we need to take advantage of growth opportunities in our region,” Gummer said.
 
Because Richmond-Master executives do substantial preparation prior to the ABX, Davoli said their meetings have been extremely productive. “With everything that’s happening in the economy, you’ve got to come to this meeting,” he said. “There’s no way you can miss it.”
 
“I think this is the best way to discuss top-to-top business,” pointed out Rick Self, Cadbury North America. “We’re getting a lot of things accomplished. It opens up a dialogue between us and our customers, and allows us to look for new opportunities.”
 
Kellogg’s Andy Glaser, Vice President & General Manager, Foodservice & Vending, pointed out that many distributors, as a result of the economic situation and “other secondary factors,” are looking for opportunities to build sales in non-tobacco areas and to “provide thought leadership for their retailers.” The ABX meetings have provided an opportunity for Kellogg’s to help, he said.
 
Paul Arvia, Swisher International, Inc., said his team will participate in some 30 meetings with distributors by the time the ABX ends this afternoon. “It’s one of the best opportunities to meet face-to-face with customers in a short period of time,” he said. “We are seeing the people that we need to see.”
 
Commented Pat Cordle, BIC USA Inc., “The ABX has been a tremendous opportunity for us to have great conversations with our customers – to better understand their needs and find ways to grow our mutual businesses. “These meetings provide a great format for both networking opportunities and face-to-face business discussions.” BIC also participated in about 30 meetings over the two-day period. (photo caption to the left: Steve Shing belts out a tune with Kit Dietz on guitar.)
 
Similar comments came from Paul Rossberger, Vice President Sales & Marketing Convenience, Lil’ Drug Store Products. “We’re introducing several new programs, and through ABX we can get feedback from 30 of our customers over a two-day period. There is no better place to reach all of the decision-makers from across the country,” he said.
 
Seeing the success of the ABX is especially gratifying to Steve Shing, GSC Enterprises, Inc., Sulphur Springs, TX, who was an early advocate of developing such a face-to-face business format for AWMA members.
 
“It took a while to gain traction,” said Shing. “But I’ve seen this born from nothing and now look what we have today. It is like a dream come true, and I’m glad that it came to fruition during my time on the AWMA Board.” (photo caption to right: Dave Riser on guitar and doing great vocals.)

The famous Low Margin Blues Band provided the entertainment at the Wednesday night ABX reception. Featured were: Scott Ramminger from AWMA on sax and vocals, Kit Dietz of Dietz Consulting  on guitar, Greg Henning from Cash-Wa Distributing Co., Inc. on keyboards, Dave Riser from R.J. Reynolds Tobacco Company on guitar, Jeff Ramminger from Atlanta, GA on bass, David Lingle from Atlanta on drums and Steve Shing from GSC Enterprises, Inc. on vocals.