Distributors, Suppliers Focus on Business At 2011 AWMA Business Exchange in Atlanta
Oberto and Harbor Share A Smile at ABX
Lisa Austin, vice president, sales – convenience, Oberto Sausage Co., and Dan Thompson, director, category management and purchasing, Harbor Wholesale Foods, take a break from their ABX meeting to give us a smile.
Lyons Meets with InRhythm at the 2011 ABX
Lyons Specialty Co., LLC and InRhythm, Inc. discuss aspects and benefits of AWMA’s InfoMetrics Program.
Chambers & Owen Meet with Lil Drug Store at 2011 ABX
Both manufacturers and distributors value the efficiency of meeting with so many of their channel partners in two and a half days at the AWMA ABX program.
New ABX Participant Land Mark Meets with Charles C. Parks
New ABX participant Land Mark Products, Inc. meet with the Charles C. Parks team at the 2011 AWMA Summit & ABX.
Hershey and Garber Bros. at ABX
The Hershey Company and Garber Bros., Inc. meet at the 2011 AWMA Summit & ABX.
Gem State and Perfetti Review Agenda Items at ABX
Perfetti Van Melle USA and Gem State Dist., Inc. discuss various agenda items during their ABX meeting on Wednesday, September 14, 2011.
Century and Just Born Share Some Fun at ABX
Century Distributors Co., Inc. and Just Born, Inc. give a whimsical moment for the camera during a long day of strategic ABX meetings.
Paper Rolls and McLane Just Conclude their ABX Meeting
Brian Hazelwood, product manager, Paper Rolls Now looks on as Tim Gramm, regional sales manager, Paper Rolls Now and Bill Walker, product director, confection/snacks, McLane Company, Inc., shake hands at the conclusion of their ABX meeting.
Karoke and Ice Cream Highlight ABX After Hours Reception
Alice Greene, account group director, and Steve Levey, account director, Management Science Assoc., Inc., serenade the group at the ABX After Hours Reception on Wednesday evening.
2011 ABX After Hours Reception
Mike Dion, InRhythm, Inc., Pete Lippe and Carla Boyington, Core-Mark International, Inc. enjoy the karoke and ice cream social at the ABX After Hours Reception, sponsored by R.J. Reynolds Tobacco Co., American Snuff Company, and Santa Fe Natural Tobacco Company.
Publish Date:
September 14, 2011
In what suppliers and distributors alike say is an unparalleled opportunity to discuss mutual business concerns, the AWMA Business Exchange (ABX) shifted into high gear yesterday in Atlanta.
“This is an unbelievable opportunity,” said Debbie Robins, CEO, Century Distributors Co., Inc., Rockville, MD, following a series of meetings with manufacturers that began Tuesday afternoon and continued yesterday. “We’ve been planning for 2012, and have been able to meet with upper management executives of our supplier companies. It’s a chance for them to listen and get the pulse of what’s happening. This has become such an unbelievable tool that we bring two people now.”
ABX is a structured, pre-scheduled series of 35-minute meetings during which suppliers host distributors in private meeting rooms. In many, top company executives on each side discuss major strategic concerns. In others, more tactical problems are put on the table. But in all, there is a chance to meet face-to-face in an efficient, business format and get a great deal accomplished.
“These two days of highly productive ABX meetings with our trading partners help us develop concrete plans for the year ahead,” commented 2011 AWMA Chairman Keith Canning, managing partner, Pine State Trading Co., Augusta, ME.
“We have had very productive meetings with our suppliers,” reported John Mayer, McLane Company, Inc. “It gives us an opportunity to discuss concerns with key people with whom we do business. It’s an efficient way to get a lot accomplished.”
Incoming 2012 AWMA Chairman Chad Gummer, president and COO, Gummer Wholesale, Inc., Heath, OH, was impressed during his meetings with suppliers at the aggressive marketing plans being rolled out. He also emphasized the importance of using the meetings to establish and maintain strong relationships with suppliers. “It is always good to keep up your relationships and put a name to a face,” he said.
“We are getting things accomplished,” said Jeff Allen, president, Allen Bros. Wholesale Distributors, Inc., Philadelphia, PA. “Our meetings have been very enlightening. This is our third ABX; it’s a format that you can’t get anyplace else.”
Dave Dresser, vice president, purchasing and tobacco, Core-Mark International, Inc., said his company brought extra people to participate in some 30 ABX meetings with suppliers. “This is a great venue,” he said. “I like this a lot, and the vendors that I’ve met with like it as well.”
Former AWMA chairman Jode Bunce, executive vice president, cigarettes, Eby-Brown Co., Naperville, IL, said he believes this year’s ABX is “the best one ever,” and that the team his company now sends has also expanded, as the program, in place for eight years, continues to grow in popularity and value. “We have had awesome meetings,” he said.
“We are sitting down with the right people, and they are focused, prepared and ready to talk business,” added John Scardina, vice president, merchandising, Eby-Brown.
Frank Falter, Jr., CEO, George J. Falter Co., Baltimore, MD, was impressed with the attention his questions received from the suppliers with whom he met during the ABX meetings, “They made notes for later responses, or they answered immediately,” he said. “They were very pumped up about the way our association brings wholesalers and manufacturers together.”
While Josh Altman, vice president, Mountain-Service Distributors, S. Fallsburg, NY, agreed that his meetings have gone well and that suppliers have been responsive, the real test of the meeting’s success, he cautioned, is what happens after everyone goes back to their offices.
“The only thing I ask of manufacturers is that they follow through and download to the local and regional people what we discussed, otherwise it is all for nothing,” he said.
Tom Joyce, vice president, global customer and industry affairs, The Hershey Company, a leader in the initiative to launch the ABX format nearly a decade ago, expressed the hope that both distributors and suppliers continue to send top executives to the program and use it as an opportunity to discuss strategic, as well as tactical, issues and concerns.
“The days of golf tours and boondoggles are over,” said Joyce. “Not only do the corporations not want to support that, nobody has the time.” He pointed out that the face-to-face ABX format offers a great opportunity for top executives to discuss broad business issues, such as finding new ways to improve sales and profits, and to learn from each other.
“The key,” said Joyce, “is to bring the right people to the meeting and to take advantage of the opportunity that it presents.”
That is exactly what Debbie Robins says she does at the ABX.
“With me, there’s nothing left on the table.”
After a full day of business discussions, distributors and exhibitors relaxed at an after hours party, sponsored by R.J. Reynolds Tobacco Company, American Snuff Company, and Santa Fe Natural Tobacco Company.
The crowd wildly cheered as several well-known stars took to the karaoke stage and belted out song after song.
Today, it’s back to business again as the ABX concludes.
Mark your calendars for next year’s AWMA Summit & Business Exchange, which will be held September 10-13, 2012 at The Ritz-Carlton, Amelia Island, FL.