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Inside‌ 14

Managing, Motivating, and Leading a Multi-Generational Workforce

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Officers and Directors Elected and Installed

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InfoMetrics Program a Big Hit

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Politics Is Your Business

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2009 Award Winners

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Southern Showcase Schedule of Events

What Does Health Care Reform Mean to Your Business?


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Table of Contents Letter from the Governor of Georgia . . . . . . . . . . . . . . . . 2 Letter from the Mayor of Savannah . . . . . . . . . . . . . . . . . .4 Letter from the SAWD President . . . . . . . . . . . . . . . . . . . 8 First Lady’s Social Invitation . . . . . . . . . . . . . . . . . . . . . . . 9 Letter from the SLD President . . . . . . . . . . . . . . . . . . . . 10 Hospitality Suite . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .13 Managing, Motivating, and Leading a Multi-Generational Workforce . . . . . . . . . . . . . . 14 Letter from the Executive Director . . . . . . . . . . . . . . . . . 20 InfoMetrics Program a Big Hit with the Distributor and Manufacturer Community . . . . . . . . . . . . . . . .22 Award Winners 2009 . . . . . . . . . . . . . . . . . . . . . . . . 26, 27 2010 Education Fund Contributors . . . . . . . . . . . . . . . . 28 New Exhibitor Spotlight . . . . . . . . . . . . . . . . . . . . . . . . . 32 13th Annual Silent Auction . . . . . . . . . . . . . . . . . . . . . . 34 A Note About Anti-Trust . . . . . . . . . . . . . . . . . . . . . . . . 36 Welcome New Members . . . . . . . . . . . . . . . . . . . . . . . . . 36 SCHEDULE OF EVENTS . . . . . . . . . . . . . . . . . . 38-39 SLD Business Resource 2009 in New Orleans, LA . . . . . 42 Council of Presidents . . . . . . . . . . . . . . . . . . . . . . . . . . . 44 SAWD Executive Committee . . . . . . . . . . . . . . . . . . . . . 46 2010 SAWD State Directors . . . . . . . . . . . . . . . . . . . 48, 50 2010 At-Large Directors . . . . . . . . . . . . . . . . . . . . . . . . . 52 2010 SAWD Board Broker Rep, SLD Rep, Legislative Liaison . . . . . . . . . . . . . . . . . . 52 Manufacturer Representatives . . . . . . . . . . . . . . . . . . . . . 54 Exploring the InfoMetrics Program . . . . . . . . . . . .56-57 2009 - 2010 SLD Officers & Directors . . . . . . . . . . . . . 58 2009 - 2010 Officers & Directors Elected and Installed . . . . . . . . . . . . . . . . . . . . . . 60-61 Legislative Liaison . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 64 Mid-Year BOD Meeting in Asheville, NC . . . . . . . . . . . 66 Health Care Reform . . . . . . . . . . . . . . . . . . . . . . . .68-70 2009 Nashville Convention Wrap-Up . . . . . . . . . . . . 72-73 E3 Exhibitors . . . . . . . . . . . . . . . . . . . . . Inside Back Cover Advertisers Directory . . . . . . . . . . . . . . . . . . . . . . . . . . . . 76 SAWD 2010

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College Scholarship Applications Now Being Accepted $14,OOO to be Awarded This is a wonderful opportunity for sophomores and above in college or technical school to help defray their expenses. Please note that the deadline for college scholarship applications is May 20, 2010. Over $14,000 in scholarships will be given away at the show! Thanks to contributions from members into the Southern’s Education Fund, we are able to fund all of the education functions at the convention as well as give away over $14,000 in scholarships to our members employees and family members. Scholarships are selected from applications from dues paid members. Contact the SAWD offices if you need a scholarship application – 770-9325810.

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A Letter from the President

A

lexander Graham Bell once said, “When one door closes another door opens; but we often look so long and so regretfully upon the closed door that we do not see the ones which open for us.” As convenience distributors, manufacturers, and brokers, we have had our share of closed doors recently. Our greatest moments often come through how we respond to new opportunities. Government regulations, excise taxes, declining economy, and customer demands are not the definition of what we are, but rather serve as the tipping points of change. How we embrace these decisions define what we become.

Those of us who have survived the storms of change in this business have done so by a willingness to redefine business models on pretty short time lines. What we did yesterday won’t help us today and I am reasonably sure our customers’ expectations of tomorrow will continue to shorten these business model lifespans. Our future success will be defined by our innovation. Innovation will be more than a method, it will become a responsibility. One of the primary ways we learn this is through spending time with folks who do what we do. And, no organization excels at bringing the professionals in distribution and manufacturing channels of trade together better than the Southern. Making good decisions comes with gaining good knowledge. Knowledge is free at the Southern—just bring your own container. Whether the issue is dealing with the reality of the economic recession we find ourselves in and the resulting drying-up of business capital necessary to fund on-going operations, dealing with the ramifications of a knee-buckling increase to the FET, positioning our business to handle the upcoming changes imposed by the FDA, hurdling the obstacles imposed by increases to state excise taxes and regulations, or assisting our customers in how to position their businesses for success, the Southern, 8

and her people, remain my most trusted resource. I strongly encourage you to join us for the meeting in Savannah, June 16 -- 19. It is here that you will witness first-hand the value of networking with folks who are the best of the best at what they do. We often talk about the fact that if we are helping our members to increase their profitability and reduce their exposure to risk, then we are truly serving them. Every aspect of this meeting is designed to achieve one of these two goals— whether through the obvious approach of speakers and sessions, or through creating an environment where competitors can legally cooperate for the betterment of themselves and their businesses. As my term as your President winds down, I want to take a minute to thank the members of my Executive Committee who have given countless hours to help us exceed our goals. Thank you to: Ricky Jones, Dick Dunham, Paula Glidewell, and Mark Davenport. I also want to thank the members of the Board of Directors and our staff, and say a special thank you to our manufacturer partners for all they do to support the Southern’s mission. This summer, we have great plans for you in Savannah. The trade show, outstanding education sessions, and great networking events are all offered up in a true “Southern” city promise that this will be the most productive few days you can spend investing in your business. I look forward to seeing you there.

Jimmy Stewart SAWD 2010


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First Lady’s Social First Lady Julie Stewart 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 Friday, June 18th 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.

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A Letter from the SLD President The 87th Annual Meeting and Trade Show of the Southern Association of Wholesale Distributors in Savannah, Georgia, is shaping up to be a very interesting and successful show. We expect it to be the best show ever with a schedule full of great speakers, classes and exceptional events. With these opportunities available, this should be the best year ever. The 2009 SLD Midyear Meeting was held at the Windsor Court Hotel in New Orleans, Louisiana. Member and manufacturer support for our meeting in “the Big Easy” was excellent. The educational sessions presented by industry experts and panel discussions from our membership provided provocative new ideas and insight into our industry. Everyone in attendance rated this one of the best meetings that they had been to. As I complete my term as president of the SLD it is hard to believe that two years have passed. Working with the outstanding individuals on the SLD Board of Directors that I am privileged to serve with has been a pleasure. The Southern and SLD has been the foundation upon which multiple friendships have been built throughout my career. And, out of those friendships have grown many business opportunities. As the 2010 show approaches, I look forward to the opportunity The Southern offers to make new friends and discuss new trends in our industry. I would also encourage you to put the SLD Business Resource 2010 on your calendar. The details for this meeting will be announced in the next few weeks and I encourage you to make it a priority to attend. It will be held in November and the meeting will feature industry specific education, and great networking opportunities held in a dynamite location. In closing, I want to encourage everyone to attend this year’s show in Savannah. Thank you for the opportunity to serve as your president of the Southern Leadership Division. Sincerely,

Sam Sam Stewart

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HOSPITALITY SUITE Be 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. — Thursday After Dinner (About 10:00 p.m.) - Until — Thursday evening 9:00 a.m. to 5:00 p.m. — Friday After Dinner (About 10:00 p.m.) - Until — Friday evening 9:00 a.m. to 1:00 p.m. — Saturday 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, USA Altria Sales and Distribution American Snuff Company Burdette Beckmann CAO International Commonwealth Brands Creative Data Research Dot Foods Jack Links Beef Jerky

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Lorillard Tobacco Company Matrix Brokerage National Tobacco Nestlé USA R. J. Reynolds Tobacco Company Republic Tobacco Company Swedish Match Swisher International

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Managing, Motivating, and Leading a Multi-Generational Workforce By Bruce S. Wilkinson, CSP

T

HE WORKPLACE

is in a constant state of change. Corporate mergers, acquisitions, downsizing, right-sizing, budget cutbacks, employee/public initiated lawsuits, changing technology, doing more with less and ongoing aggressive regulatory compliance issues have forced many organizations and government agencies to rethink the way that they operate, as well as how they manage their workforce. Additionally, managers and supervisors are faced with new challenges in addressing workplace violence, employee/public safety, sexual harassment, diversity/sensitivity/disciplining/firing issues and dealing with troubled employees. That is why it is imperative that executives, managers and supervisors learn how to manage, motivate, inspire, communicate and lead by example on a daily basis. They are also going to be held accountable for being consistent with their praise, recognition and discipline when it comes to addressing employee behavior and misconduct. Why? Because the new diversity challenges in the workplace will be trying to motivate a multi-generational workforce to listen, learn and work together to listen, learn, and work together as an effective team. That is because Baby Boomers, GenXers, Gen-Ys all act, think, and learn differently. OF TODAY

THE CHALLENGE IS WITH THE WHYS The reason that leaders have to be concerned with this new type of employee is mostly because of the Gen-Ys. Workplace leaders will have no choice but to address this new generation of young employees (those who were born from 1977 on) because there are six million more Gen-Ys looking for a job each day in America than there are Baby Boomers 14

and Gen-Xers, and they will not respond to any Baby Boomer manager or supervisor who tells them to do something because they said so. They will all want to know why!

EFFECTIVE LEADERSHIP CHANGES BEGINS AT THE TOP Okay, so we know that leadership styles will have to change in order to manage, motivate, inspire and lead a multi-generational workforce, but where will the change come from? It has to come from the top! I’ll never forget a conversation that I had ten years ago with a construction superintendent on a sixty-three story building being constructed under his direct supervision. I was introduced to him by the vice president who told him that I was rewriting their safety and health program. I asked the superintendent what he thought his role should be in this program at the job-site level. He looked at the vice president to see if he would be in trouble, turned to me and said, “When safety is important in the corporate office, then it will be important in the field.” That is one of the most honest statements a supervisor has ever said to me in front of an immediate supervisor. He later told me he heard all of this before and that it would be hard to get behind any new type of leadership culture until he saw top management’s commitment first.

PEOPLE WANT TO WORK FOR PEOPLE THEY RESPECT As a whole, he was right. Employees will always tell you in pairs or groups that they want to work for people that they like. But if you talk to them individually, they will always say that they want to work for people they respect. I have trained and educated thousands of leaders and employees in the twenty-five years that I have been a professional speaker, trainer, and consultant and in that time, I have determined that the top three reasons that employees lose respect for their leaders are as follows: (Continued on page 16) SAWD 2010


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Multi-GenerationWorkforce (Continued) 1. They did not do what they said they would do and did not have enough guts to tell their direct reports what happened. 2. There was no follow up on what they said would happen and no action took place, and 3. They asked for input on what was needed to implement new ideas and programs and no feedback was ever given to the employees who provided the information that was requested. That pretty much sums up the main reasons the employees loose respect for their leaders and the next time that same senior person calls a meeting to introduce a new idea or program, most employees in the back of the room are usually thinking or saying to themselves or someone next to them, “I’ll believe it when I see it.”

DETERMINING NEW GOALS, PHILOSOPHY, CULTURE AND LEADERSHIP STYLE First and second line managers and supervisors will always react and respond to whatever is important to upper management at any given point in time. It’s just human nature. Employees will always react and respond to whatever is important to their immediate managers and supervisors on a daily basis, but only if they truly believe that their supervi-

sors will lead by example as well as support them when they perform as instructed. That’s why employees will typically do what their leaders do not what they say. It works the same with parents and children. A parent can tell a new teenager driver to come to a complete stop at each stop sign while driving. However, the young driver will probably make a “rolling stop” (or will “kinda stop”) at each corner if that is what their parents do when they are driving their kids. Remember, managers and supervisors are the parents and grandparents of the workplace. We all know that managers, supervisors and parents want to be liked by their subordinates and children. But it is better in the long run to be respected by both it is the key to long term leadership success. Here’s a list of some key questions that should be determined and then implemented by senior leadership in order to have effective and consistent leadership across the board, as well multi-generational employee compliance and understanding throughout the organization: 1. What are the mission, vision, core values, culture, and/or goals of the organization? Can we make a matching employee climate to fit the organization’s beliefs? 2. What types of strategies, tactics, and action plans have been developed by the organization in order to accomplish the end result of these values and goals? (Continued on page 18)

Convenience Store Specialists Our mission is to sustain planned, profitable growth with our business partners by providing superior service and unique solutions while creating an environment for our employees that encourages teamwork and innovative thinking

Providing Unparalleled Service For Over 90 Years 1144 Broadway Rd., Sanford, NC 27332-9793 919-774-9444 • www.jtdavenport.com

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Multi-Generational Workforce (Continued) 3. What type of strategic planning, leadership retreats or continued employment training and education programs have been implemented to assist executives, managers, supervisors, and full-time/part-time multigenerational employees in understanding and implementing this culture? 4. What has the organization done to motivate, inspire and recognize employees to get them to take ownership in their mission, vision, values, goals, objectives, culture and philosophy? Are there visible leadership examples for them to follow and model? 5. Are the organization’s expectations, philosophy, culture, policies, procedures, rules, safety and health plan and disciplinary procedures thoroughly explained to employees as part of their new and transferred employees orientation? Additionally, are any of these items covered and reinforced with them once they have started work? 6. Can the organization make it a practice to have first line leaders re-check (and document) the new employee’s understanding of employment rules and procedures within the first thirty (30) days of employment or transferred employment for maximum effectiveness?

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7. Finally, what has management done to convince all employees that it will consistently enforce the organization stated and documented methods of accomplishing their philosophy, goals, values, policies, procedures, practices and rules? As you can see, it’s going to be both difficult and challenging to be an effective leader of a multi-generational workforce in a constantly changing business environment. But remember! The key to implementing organizational culture is to move from manager to leader. Managers are usually required by law and corporate policy to hold employees accountable for compliance. Leaders are always looking for ways to inspire team members to cooperate instead. Bruce S. Wilkinson, CSP is a leadership/communication specialist, professional keynote speaker, workplace trainer and author who reinforces personalized messages with humor, passion, enthusiasm, and authenticity. His mission is to help organization’s translate their culture into a workplace climate that inspires excellence and accountability. He can be reached at www.wilkinsonspeaker.com. ■

____________ Bruce S. Wilkinson, CSP will be a keynote speaker on Friday morning, and will also be leading an education session at the Southern's annual meeting in Savannah, Georgia.

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From the Executive Director… new products and services, and discuss pending legislation affecting our businesses. Topics include: “Surviving the Storms of Change: Leadership Lessons From Hurricane Katrina”— presented by keynote speaker Bruce Wilkinson, “Through the Eyes of our Customers — How Retailers View Wholesalers” — a facilitated panel discussion of top retailers, and “How Sales Data will Help Your Competitors Beat You”—a presentation on the powerful new InfoMetrics data aggregation program available to Southern members.

Meeting Highlights hrough our meeting we strive to provide a forum to increase the knowledge and skill of our members. Regardless of your class of trade, your opportunities to succeed will be enhanced by attendance at this meeting.

T

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. Plan your purchases beforehand… show deals will be listed in a deal book to be distributed to all distributors registered for the meeting. For each order that you place on the show floor, you will “earn back” up to 50% of your registration 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 distributors 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 conduct 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 workshop sessions on Friday, June 18 will allow you to learn from some of the industry’s experts as well as network with distributors from all over the South to find out the best ways to solve your latest problems, learn about 20

The Saturday Industry Breakfast is the place to be for updates on all of the challenges and opportunities Southern members face. Ashley Gillihan, Esq. with the firm of Alston and Bird, will be presenting the latest information on how the new health care reform legislation affects you, and the Southern’s Legislative Liaison and VP External Relations Trade Marketing for R. J. Reynolds will 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 Westin Savannah Harbor Golf Club; the Southern Soirée on Thursday night; the Awards Banquet on Friday; the Silent Auction; Hospitality Suite; “Paula Deen Experience;” and the SLD Social at the River House and historic district pub crawl…put all of this together and you have a formula for increased profits, entertainment, education and excellence 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 SAWD 2010


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InfoMetrics Program a Big Hit with the Distributor and Manufacturer Community

n early 2009, the American Wholesale Marketers Association announced the formation of a new program to aggregate its participating distributors’ sales data to be used by the AWMA, distributors and manufacturers to better understand industry performance. InfoRhythm was selected as the vendor to provide this service, dubbed InfoMetrics. After a year of acquiring data and aggregating, cleansing and standardizing it, the InfoMetrics data is now available to industry participants. And judging by the reaction of the distributor and manufacturer community, it’s a hit. The InfoMetrics service involves the collection of distributor store/SKU level shipment information to retail outlets on a weekly basis. Distributors send their data to InfoRhythm which has developed a state-of-the-art system with the industry’s most powerful algorithms specifically for distributor data processing. Unlike scanner data which involves the collection of relatively “clean” UPC level data from larger retailers, distributor shipment data sources are both larger and more complex from a data management perspective. In addition, distributor data programs enable manufacturers to obtain data from a complete retail universe – including small retail locations that are not supported by normal manufacturer sales processes. Data collected from multiple distributors requires significant cleansing and quality control due to the inherent differences between the way different distributors collect and maintain their product and store data structures. Furthermore, since over 30% of stores purchase product from more than one distributor, the process of mapping stores supplied across distributors is critical to ensure the efficiency of store level information. The cleaned InfoMetrics database is a retail sales data analytics solution that provides critical input for category

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management, retailer and wholesaler payments and other pay-for-performance programs. The core metrics provided by such data include market share, volume, stores selling (13 week rolling), distribution, category store counts, etc. Apart from serving as a quantitative performance measurement program, the data can be used for various marketing and sales intelligence activities by wholesalers, distributors and manufacturers alike including the following: • Performance Benchmarking – Distributors viewing their own data within the system can compare their performance across NACS categories to a regional composites for benchmarking their sales per store, SKU count per store and SKU/sales contribution per store. • Sales Tracking – With the potential to process census level retail shipments, the service has the potential to provide critical SKU/store level tracking information – especially for categories with fragmented distribution channels. • Sales Exception Reporting: Obtain weekly alerts on “statistically” significant changes in trend and sales growth for own and competitive products. • Sales Opportunity Analysis – The data provides the sales force with a targeted approach to determine voids and distribution opportunities. • Sales Force Routing Optimization – Using sales and dollar volumes and store locations, manufacturers can enhance sales force call coverage and routing using this information. • Market Research – Due to comprehensive nature of the data, complex market research analyses can be conducted including: Test/Control testing of new promotions, store sets, plan-o-grams, etc. – adjusting for trade class switching effects (which is not possible with data sets that do not have census coverage); promotion analysis, market potential using block/zip level demographic data, etc.. • Production Planning – The detailed nature of the data serves as the perfect input to operational (plant level) forecasting software products. As mentioned earlier, the InfoMetrics program was announced in the spring of 2009 and the last year has been spent getting the program off the ground. The magnitude of the data now available is impressive as it is believed to be the largest data set known to the industry. There are over 50 distributors participating in the program, 15 of the top 25, representing over 80 individual (Continued on page 24) SAWD 2010


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InfoMetrics (Continued) warehouse locations. These 80+ warehouse sites ship to over 80,000 retail locations, 70% of which are convenience stores. Additionally, there are over 100,000 distributor SKUs that have been processed, standardized and associated to their appropriate NACS category and subcategory. No other industry data sets contains this many stores with items spanning all the NACS categories, including Foodservice. The InfoMetrics data provides a valuable asset to both distributors and manufacturers. Distributors have access to a new tool to track their own business and compare it to how the industry is doing as a whole. While some distributors invest in advanced reporting tools, many do not. The InfoMetrics portal is designed to give distributors their own data in reports that will help them run their business better. And the ability to benchmark their performance to their region as a whole is unprecedented. Additionally, revenue generated by sales of the data set to manufacturers is returned directly to the participating distributors. Manufacturers get a valuable data source in the convenience store trade class, one that is difficult to assess given the number of independent operators and lower penetration of scanners at the store level. Some manufacturers have their own programs to capture this kind of data set but going it alone can be very expensive and

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time consuming to set up. With InfoMetrics, the data is readily available, can be tailored to the manufacturer’s specific needs (distributors, items, categories, history), and can be obtained from one provider instead of having to approach each distributor individually. Even for manufacturers that currently get this type of data on their own, there are benefits. Because InfoMetrics receives all of the items distributors ship to stores, it can provide a much better idea of stores’ total sales volume, aka All Commodity Volume (ACV). This data point is available even without obtaining item level data and provides valuable direction to an organization’s sales and marketing efforts. The InfoMetrics program is designed to assist the industry as a whole to better understand the dynamics of the supply chain. It facilitates communication between distributors, manufacturers, and retailers to better meet the needs of consumers in a trade class of ever growing focus and importance. All stakeholders can benefit from the analysis and efficiencies the InfoMetrics data provides. For more information or to sign up for InfoMetrics, please contact InfoRhythm at 412-697-2665 or infometrics@info-rhythm.com. InfoMetrics will be represented and will be leading an edu-

cation session entitled “How Sales Data Will Help Your Competitors Beat You” at the Southern's annual meeting and trade show.

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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

MERIDIAN Sammy Broadhead Kenny Coghlan Ray Long, Jr. Sam E. Long, III Trey Long Barnes Marshall

CORINTH Travis Abney Rusty Boone Tracy Dye Jeff Johnson Randy Long Tommy Stine

www.longwholesale.com

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2009 Award Winners

SAWD sal 2009 Award 2009 SAWD Service Award

2009 Career Achievement Award

Jimmy Stewart presented Ricky Jones with Andalusia Distributing Co. the 2009 SAWD Service Award.

The 2009 Career Achievement Award was presented to Elvin Smythers of Merchants Grocery. Elvin is shown with his wife, Andrea Smythers.

2009 Liberty Award

2009 Lou Gordon Humanitarian Award

Congratulations to the Southern's 2009 Liberty Award winner, Charlie Casper with Hardec's. Charlie was presented the award by Jimmy Stewart of Stewart Distribution.

Randy Long with Long Distribution is the 2009 recipient of the Lorillard Lou Gordon Humanitarian Award. Randy is presented the award by Lorillard's Jeff Eldridge.

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2009 Award Winners

alutes our rd Winners!

2009 Southern Leader of the Year Award

2009 Candy Rep of the Year Award

Sam Stewart with Stewart Candy was selected to receive the 2009 Southern Leader of the Year Award presented here by Chris Smythers of Merchants Grocery.

Congratulations to Sam Stewart with Stewart Candy who was awarded the 2009 Candy Representative of the Year Award.

2009 Tobacco Rep of the Year Award

SAWD 2010

Bob Klein with Lorillard Tobacco Co. (shown being congratulated by Sherwin Herring of Southco Distributing and Jimmy Stewart of Stewart Distribution) was awarded the 2009 Tobacco Representative of the Year Award.

2009 Broker of the Year Award

Congratulations to Claude Williams with Claude’s Candy Brokerage who was presented the 2009 Broker of the Year Award.

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Education Fund Contributors 2010 A.G. Farais & Associates

Glidewell Distributing Company

Pelican Cigar

Allison Wholesale

Golbon

Penguin Ice

Altadis, USA

Grocery Supply Company

Progressive Group Alliance

Altria Sales & Distribution

Gummer Wholesale

R. J. Reynolds

Andalusia Distributing

H. T. Hackney Co.

Red Smith Foods, iNC

Ashland Specialty Company

Hardec’s

Renfro Supply Co.

Atlantic Dominion Dist.

Home Folks Wholesale

Republic Tobacco

B&W Wholesale Distributors

Imperial Trading Company

Retalix SCM, Inc.

Baton Rouge Tobacco

Inter-Continental Cigar Corporation

S&M Brands

Briggs Tobacco & Specialty

International Tobacco Partners

Seminole Wholesale Dist.

Burdette Beckmann

J.F. Johnson, Inc.

Sledd Co.

Caldwell Wholesale

J.L. Gaddy Wholesale

Smith Wholesale Co.

CAO International

J.T. Davenport & Sons

Smokey Mountain Chew

Carolina Tobacco Company

Jack Link’s Beef Jerky

Southco Distributing Company

Charles C. Parks Co.

Jackson Wholesale Co.

Southern Wholesale Supply

Church Point Wholesale

John F. Trompeter Company

Spotlight Innovations

City Wholesale Grocery

John Middleton Inc.

Standard Distributing Co.

Claude’s Candy Brokerage Co.

Joshen Paper

Stephenson Wholesale

Coastal Wholesale Grocery

Kelloggs Keebler

Stewart Candy Manufacturing Co.

Commonwealth Brands

King III Solutions

Stewart Distribution Co.

Conwood Company,L.P.

Klee Company

Swedish Match of North America

Core-Mark, International

L.P. Shanks Company

Swisher International

Corso, Inc.

Lag Inc.

Taylored Technologies

Creative Data Research

Long Distribution

The Corr-Williams Company

Dittman-Adams Co., Inc.

Lorillard Tobacco Company

The Hershey Company

Dot Foods

Lyons Specialty Co.

Thomas & Howard Comapny

Douglas Companies

M. R. Williams, Inc.

Thomas Williams & Associates

Eby-Brown Company

Management Science Associates

Turkey Creek Snacks

Federated Foodservice

Matrix Brokerage

Twin City Wholesale

Forrest City Grocery

McLane Company, Inc.

U.S. Flue-Cured Tobacco Growers

Franklin Supply, Inc.

Merchants Grocery Company

Venture Sales

G.A. Andron & Co.

National Tobacco Company

General Tobacco

North South Wholesale

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Solid reputation. Brand equity. That’s King Maker.

FOR THE CUSTOMER:

Your customers want lower-priced options for cigarettes but still demand the high-quality found in premiums. King Maker’s cigarettes have exceeded these expectations for more than ten years.

Premium quality, affordable price

100% American blend tobaccos – considered best in the world

FOR YOU: 䡲

Consistent supply, stable price

Our brands are 100% guaranteed

Full range of free POS & merchandising materials

MSA Signatory & 50-state certified

NY LIP compliant

High margins to boost category profitability

ASKED FOR BY NAME I

FOR A REASON I Partnering with retailers for more than a decade.

Paramus, NJ

800.317.0377

www.kmm-inc.com

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GHQ07CP03043r1

This proof has been quality checked b DPMC. DPMC will not accept l

Please Initial One:

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New Exhibitor Spotlight We 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)‌

A & E Wholesale

Inter-Continental Trading USA, Inc.

BFC’s Warehouse Solutions Group

Living Essentials

Blue Gem Enterprises

Select Distributors

Cherokee Tobacco Company

Supreme Protein, Inc.

ENVY Electronic Cigarettes

US Roasterie

Good Times USA, Inc.

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13TH ANNUAL

SILENT AUCTION 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 $20,000 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

Kate Spade Purse

J.L. Gaddy Enterprises

400

200

Apple i-Pad 32GB

American Snuff Company

600

300

X-Box

Lorillard Tobacco Company

300

150

Table Top Cutter

Altadis USA

300

100

ZZ Custom Electric Guitar

National Tobacco

450

250

Deer Hunting Trip for 2

Southco Distributing Co.

1,000

500

Montecristo Cutlery Selection

Altadis USA

300

150

Bose QC2 Headphones

R.J. Reynolds Tobacco

300

150

5" Waterford Crystal Bowl

R.J. Reynolds Tobacco

125

75

4 Club level tickets to a 2010-2011 Pittsburgh Penguins hockey game in the new Consol Energy Arena!

Sledd Co.

608

300

Michael Strahan Package (Autographed helmet, hat and photo)

R.J. Reynolds Tobacco

600

250

Jan Barboglio Corona Decanter w/ Crown Stopper

Douglas Companies

230

115

Apple i-Pad Wi-Fi & 3G 32GB

K3S

730

365

Premiun Cigars: La Gloria Series R #6

Swedish Match

200

100

Charles Fazzino Super Bowl XLIV Humidor w/Cigars

Altadis USA

1000

500

Ping Putter

Swedish Match

120

60

Weber Ducane Grill

Republic Tobacco

300

150

Fishing Trip!

J.T. Davenport & Sons, Inc.

Invaluable

??

Brett Farve Minnasota Vikings autographed football

Corso Inc.

200

100

Apple i-Pad

Creative Data Research

500

250

A lovely Citrine Ring

Burdette Beckmann

1,260

300

2010 Fall No Show Trade Show, One (1) page in the book

B & W Wholesale

400

200

Crystal Bowl

Hardec’s

250

100

Patio Heater

Commonwealth Brands

250

125

Patio umbrella w/stand and standing ashtray

Commonwealth Brands

200

100

SlingBox HD Pro Video Streaming Devise

Jack Link’s Beef Jerky

350

175

Montecristo Cup Invitation including spouse

Altadis USA

6850

3500

$$

$

Lots of surprises purchased by Staff with your generous contributions!!!!!!! Various Companies, too numerous to name here!!!!!

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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 adherence to those laws. Please keep these principles in mind for the benefit of us all.

• CIGARS • CIGARETTES - TOBACCO • CANDY• SUNDRIES • FOUNTAIN & PAPER SUPPLIES

Julie M. Broussard, Manager Randy Fontenot, Buyer

Servicing Central & Southwest Louisiana 1815 Common St. Lake Charles, LA 70601

Ph. (337) 439-4193 Ph. (337) 439-2229 Fax (337) 439-4199

WELCOME NEW MEMBERS! On behalf of the members, directors, and officers of The Southern, we would like to welcome the following new members:

Acosta Sales & Marketing, Kevin Miller, Pelham, Al Cigarette Sales, Michael Boblasky, Savannah, GA John F. Trompeter Co., Kathy Trompeter, Louisville, KY SellEthics Marketing Group, Inc., Dewey Little, Matthews, NC Topicz, Dan Sunderhaus, Cincinnati, OH US Roasterie, Howard Fischer, Des Moines, IO

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SAWD 87th Annual Meeting and T 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 supercedes all pre-printed materials.

WEDNESDAY, JUNE 16

4:00 PM – 5:00 PM SLD Board Meeting 6:00 PM - 7:00 PM Welcome Reception All delegates invited

2:00 PM - 5:30 PM Registration Desk Open

7:15 PM - 10:00 PM Southern Soirée

3:30 PM - 4:30 PM Committee Meetings

5:30 PM – 6:30 PM Executive Committee Meeting

Hospitality Suite - Open to All Delegates

FRIDAY, JUNE 18

6:45 PM – 9:30 PM Board of Directors Dinner

7:15 AM - 5:00 PM Registration Desk Open

THURSDAY, JUNE 17 8:00 AM Start Time for Golf Tournament at Westin Savannah Harbor Golf Club www.westinsavannah.com See insert for registration form.

T

7:00 AM - 8:30 AM Kick-Off Breakfast (Continental) 7:30 AM - 8:45 AM General Session Keynote Speaker

9:00 AM - 5:00 PM Registration Desk Open 11:00 AM - 4:00 PM Optional Tour and Luncheon

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In addition to recognizing some of our award winners this will be a relaxing evening of dinner and after dinner entertainment.

4:30 PM - 5:30 PM Finance & Budget Committee

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A “Paula Deen” Experience! This fun-filled, foodfilled dining experience brings you behind the scenes of the life and business of world famous chef and Savannah personality Paula Deen. We will begin with a trolley ride to historic Bryson Hall where you will be entertained with a cooking lesson from Paul Adeen, the “official” and “authorized” Paula Deen impersonator who has been seen with Paula on BRAVO Channel. Members of the audience will participate in this culinary comedy found nowhere else in the world! After the lesson, you will continue your trolley ride to the ever popular Lady and Sons Restaurant to enjoy lunch. This event promises to be one of the most unforgettable and enjoyable experiences you will have in Savannah!

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

“One Voice Leadership: The Key to Personal and Organizational Success™” Bruce S. Wilkinson, CSP President Workplace Consultants, Inc. The workplace of today is more diverse and multi-generational than ever before. This reality can make it difficult to motivate everyone to meet the challenges of today’s corporate, mission, vision and core values in order to reach their optimum outcomes. The key to meet this challenge is to create both a culture and matching employee climate that inspires a philosophy of One Voice Leadership so that everyone is educated, motivated and inspired to lead each other in achieving both personal and organizational success. Bruce S. Wilkinson, CSP is a leadership/ communication specialist, workplace trainer and author who reinforces personalized messages with humor, passion, enthusiasm and authenticity. His mission is to help organization’s translate their culture into a

workplace climate that inspires excellence and accountability. He is one of fewer than 800 people worldwide to earn the prestigious Certified Speaking Professional (CSP) designation. Bruce has presented in all 50 states, delivering enthusiastic keynotes and training programs for over twenty-five years to clients such as Office Depot, Burger King, SUBWAY, KFC, Kraft, Hershey, NACS, Xerox, Frito-Lay, Kellogg’s, T.G.I. Friday’s, NASA, Miller Brewing, Anheuser-Busch and Jack Daniel’s. 9:00 AM – 12:20 PM Education Sessions 9:00 AM - 10:00 AM Session 1 “Surviving the Storms of Change: Leadership Lessons From Hurricane Katrina™” Bruce S. Wilkinson, CSP President Workplace Consultants, Inc. Staff shortages, customer expectations, technology challenges, regulatory compliance and multi-generational employee conflicts can take a toll on any workforce. How are employees expected to stay focused, effective and keep their minds on serving each other and the customer? In this informative and fun-filled Keynote, New Orleans native Bruce S. Wilkinson, CSP, will demonstrate how the leadership lessons from Katrina can help your leadership team and employees both survive and thrive in the Storms of Change. 10:10 AM - 11:10 AM Session 2 “Through the Eyes of our Customers – How Retailers View Wholesalers” Facilitated Panel Discussion Retailer Panelists – David Dill – VP Sales and Marketing Gate Petroleum Craig Barnthouse – Senior Vice President/ Chief Operating Officer Island Food Stores, Ltd. Other Panelist(s)To Be Announced “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

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Trade Show – Schedule of Events This facilitated panel discussion will provide attendees an in-depth and honest look at how successful retailers view wholesaler distributors and manufacturers. What they value in the channel partners they select; How they decide who to partner with; What works and what doesn’t, and more.

SATURDAY, JUNE 19

11:20 AM - 12:20 PM Session 3

7:30 AM - 8:30 AM General Membership Meeting

“How Sales Data Will Help Your Competitors Beat You”

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

Viv R. Penninti President & CEO InRhythm Solutions

“Health Care Reform – What Does it Mean to Me?”

AWMA’s new InfoMetrics program, a powerful new tool to aggregate distributor product movement data to provide a new source of information for the c-store distribution industry, will be demonstrated at this session. The InfoMetrics Program involves centralized collection, processing and sales of distributor retail store sales data from participating distributors to the distribution and manufacturing communities to aid the entire distribution community in leveraging technology and information. So far, 51 distributors, including 14 of the largest 20, have signed up, providing data for product movement from 80 warehouses that serve about 70,000 stores in the U.S. We are now at a point where NOT participating will put companies at a competitive disadvantage.

Ashley Gillihan, Esq. Law Firm of Alston & Bird

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

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

In March President Obama signed into law a measure overhauling the U.S. medical system. The bill passed in a 219-212 vote after more than a year of bitter partisan debate. While this is a landmark moment, the health care reform fight is far from over. Among the questions being asked: What does the bill mean for you and when will you start feeling its impact? What does it mean for your business? Join us for this breakfast as one of the nation’s top attorney’s specializing in health care answers these questions and more. “Governmental Affairs Update” Dave Riser VP External Relations Trade Marketing R. J. Reynolds

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

Legislative Liaison to the Southern’s Board of Directors, Dave Riser, will report on recent developments in state and federal legislation including the latest from the FDA.

1:30 PM - 5:00 PM Grand Opening of Exposition 6:00 PM - 7:00 PM “Get Acquainted Reception” 7:15 PM - 10:00 PM Awards Banquet

7:00 AM - 2:00 PM Registration Desk Open

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

This evening is an opportunity to recognize some of the Southern’s award recipients... people who have each demonstrated extensive commitment to service and achievement in the industry.

8:45 AM - 9:45 AM Exhibitors Forum Representatives of All Exhibiting Companies are Encouraged to Attend.

Hospitality Suite - Open to All Delegates

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

SAWD 2010

10:45 AM - 11:45 AM Executive Committee Meeting 11:00 AM - 2:00 PM Exposition Open 6:30 PM - 10:15 PM SLD Social

T

“Enjoying Savannah In Style!!” This adventure begins with dinner at one of the best seafood restaurants on River Street, River House Seafood. Sit riverside and enjoy local seafood that the Savannah News awarded its highest rating, all while watching local and merchant ships sail by. After dinner we will board a trolley and depart for a very “Southern” Historic District Pub Crawl. After we visit a few of Savannah’s famous pubs, the trolley will drop us back off on famous River Street where you will be able to continue “the crawl” on your own, or you may choose to take the water taxi back to the hotel. Ticket price includes dinner and beverages at River House Seafood, a trolley ride to Savannah’s Historic District and a drink at each pub. Pre-purchase your raffle tickets for a chance to win a cash prize of $2,500. Proceeds will go to support the Education Fund. For your convenience, 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.

T

= Ticket Required

The Southern 3459 Lawrenceville Suwanee Road Suite C

Suwanee, GA 30024-6427 Ph) 770-932-5810 Fax) 770-932-3276 www.the-southern.org

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SLD Meeting in New Orleans

he SLD Meeting for 2009 was held at the Windsor Court Hotel in New Orleans, LA. Members of the Southern Leadership Division participated in a two-day conference focusing on topics specific to the convenience products industry. Informative and interactive sessions were well received on topics such as “Are Your Profits Being Stolen? What Every Distributor and Manufacturer Should Know” lead by Barry Brandman of Danbee Investigations, “Going for the Gold in People, Service, Quality and Performance” lead by Bruce S. Wilkinson of Workplace Consultants and “Avoiding Road Rash: Reducing Transportation Related Risks” lead by Whitney Morgan of

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Motor Carrier Safety Consulting, Inc. 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 Louisiana flatboat swamp tour and an evening of Cajun dining and dancing. Special thanks goes to our sponsors for their generous assistance in making this meeting a success! Platinum Sponsors Lorillard Tobacco R. J. Reynolds Tobacco SAWD Education Fund

Gold Sponsors Altadis USA Altria Sales & Distribution Swedish Match Swisher International Silver Sponsors Conwood Company Creative Data Research National Tobacco The Hershey Company Bronze Sponsors Jack Link’s Beef Jerky Nestlé USA Republic Tobacco SAWD 2010


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Council of Presidents

Sherwin Herring

Southco Distributing Company Goldsboro, NC 2004-2006

Duane Schneider

DUSA Distribution Center, Inc. Melbourne, FL 1996 - 1998

Dick Bray

Premier Beverage & Equipment Franklin, TN 1989 - 1990

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Steve Shing

Grocery Supply Co. Sulphur Springs, TX 2002-2004

Jack Cofer

James D. Cofer, Inc. Atlanta, GA 1994 - 1996

Grady Smith

TVC Wholesale, Inc. Florence, AL 1988 - 1989

John Head

Mike Jones

Andalusia Distributing Co., Inc. Andalusia, AL 2000-2002

Ken Caldwell

Caldwell Wholesale Tobacco Co. Shreveport, LA 1992 - 1994

Head Distributing Company Smyrna, GA 1986 - 1988

A.C. May

Pelican Cigar Co. Lake Charles, LA 1985 - 1986

Bob Pierpoint

Imperial Trading Co., Inc. Elmwood, LA 1998-2000

Scott Fisher

Spartan Automatic Retailers Memphis, TN 1990 - 1992

John Green

P.M. Green & Sons Cleveland, TN 1979 - 1980

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2010 SAWD Executive Committee

Jimmy Stewart

Vice President Andalusia Distributing Co., Inc. Andalusia, AL

Paula Glidewell

Mark Davenport

Vice President Glidewell Distributing Co. Fort Smith, AR

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Ricky Jones

President Stewart Distribution Waycross, GA

Board Chairman J.T. Davenport & Sons, Inc. Sanford, NC

Dick Dunham

Vice President/Comptroller Stephenson Wholesale Co. Durant, OK

Greg Martin

Chief Executive Officer SAWD Suwanee, GA

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2010 SAWD State Directors

Butch Youmans

Steve Douglas

Allison Wholesale, Inc. Paint Rock, AL

Douglas Companies Texarkana, AR

Don Childers

Anthony Gardner

Charlie Casper

Home Folks Wholesale Augusta, GA

Keith Landen Franklin Supply Franklin, LA

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Nelson Parker

H.T. Hackney Opp, AL

LAG, Inc. Tucker, GA

Michael Wagnon

Caldwell Wholesale Tobacco Shreveport, LA

Danny Austin McLane Kissimmee, FL

Dan McIntyre

Hardec’s Elizabethtown, KY

Jackson Wholesale Jackson, KY

Liz Joachim

Randy Long

Corso, Inc. Biloxi, MS

Long Wholesale Corinth, MS

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2010 SAWD State Directors

Lawson Williams

Gordon Munden

M.R. Williams Henderson, NC

Atlantic Dominion Distributors Hope Mills, NC

Jeff Leischner

Scot Shanks

Thomas & Howard Co. Columbia, SC

Robin Ray

L.P. Shanks Co. Crossville, TN

Atlantic Dominion Distributors Virginia Beach, VA

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Jim Naifeh

Bucky Johnson

Standard Distributing Co. Sapulpa, OK

J.F. Johnson, Inc. Batesburg-Leesville, SC

Charlie Smith

Scott McPherson

Smith Wholesale Co., Inc. Johnson City, TN

Elvin Smythers

Merchants Grocery Co., Inc. Culpepper, VA

Core-Mark Fort Worth, TX

Randy Emanuelson Sledd Co. Wheeling, WV

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2010 At-Large Directors

David Edwards Coastal Wholesale Kinston, NC

Charles Enoch

B&W Wholesale Distributors Murfreesboro, TN

Steve Shehane

Baton Rouge Tobacco Baton Rouge, LA

Bill Wilkerson

Lee Farrell

Chad Gummer

Gummer Wholesale Heath, OH

Imperial Trading Elmwood, LA

J. L. Gaddy Wholesale Hickory Grove, SC

Nick Zaden

City Wholesale Grocery Birmingham, AL

2010 SAWD Board Broker Rep, SLD Rep, Legislative Liaison

Bob Taylor, Sr.

Broker Representative Burdette Beckmann, Inc. Hollywood, FL

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Bennett Roberts

Broker Representative Matrix Brokerage Chapel Hill, NC

Sam Stewart

SLD Representative Steward Distribution Waycross, GA

Dave Riser

Legislative Liaison R.J. Reynolds Winston-Salem, NC

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Old Dominion Tobacco Co. A.T.C. Wholesale Trading as

Headquarters Virginia Beach, VA Hope Mills, NC Since 1875

SAWD 2010

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Manufacturer Representatives

Altria Sales & Distribution

Yvonna Matthis

Jim Colucci

John Giese CAO

Commonwealth Brands

Carter Adair

Lorillard Tobacco Company

Jack Links Beef Jerky

Dave Riser

R.J. Reynolds Tobacco Co.

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Altadis, USA

Steve Sandman Republic Tobacco

Paul Pallen

Jebb Maginnis

Devin Fogleman

Clark Sturdivant

Dave Johnson

Altadis, USA

Russ Mancuso

Bob Klein

Gene Tipton

American Snuff

Creative Data Research

National Tobacco

Todd Ebeling Swedish Match

Dot Foods

Bill Dunn

NestlĂŠ USA

Swisher International, Inc.

Michael Hughes

The Hershey Company

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Exploring the InfoMetrics™ Program THE SERVICE

GAIN BUSINESS INSIGHT

The AWMA InfoMetrics Program is a centralized collection, processing and sales of distributor retail store sales data from participating distributors, with the key goal of aiding convenience store category management and tracking of manufacturer retail incentive programs. AWMA selected InfoRhythm as the vendor to provide the service which involves the collection of distributor retail store shipment data at the SKU level on a weekly basis:

The InfoMetrics database is the single largest database of C&T distributor retail store shipments covering all SKUs. The InfoMetrics data portal which is provided as a free service to all participating distributors enables distributors to gain valuable insights: 1. How is the industry performing

■ InfoRhythm processes all SKUs for all participating distributors and provides reporting services to distributors and manufacturers

Review industry trends by region and by NACS category and sub-categories and understand overall trends. 2. How do I compare to the industry for core indicators such as sales/store, SKUs stocked and Sales/SKU? Measure your performance versus the market. ■ Manufacturers and buyers of the data – who do not have current contracts can select and buy the desired data from a single source. PARTICIPATING DISTRIBUTORS As of March 2010, there are 51 distributors with 81 sites participating in the program. Thirteen (13) of the top 20 selling C&T distributors including H.T. Hackney, S. Abraham & Sons, Chamber’s & Owen, Imperial Trading, and J.T. Davenport. The above group supplies 100K+ unique products from 3,000+ manufacturers to 70K+ retails stores. Data is processed every week and published in the InfoMetrics Portal. 3. What are my highest selling categories and brands? 56

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Drill-down from categories to sub-categories to vendors and brands. Check your performance across all your customers – and for a single customer.

Furthermore, you can obtain a cleansed list of customer addresses using United States Postal Service standards – provided as part of the standard service. This enables the use of Lat/Long codes for GPS and sales force routing applications.

4. Who are my top selling customers? OPTIONAL SERVICES In addition to the standard service, InfoMetrics will also offer “for fee” based services which includes Sales Route Mapping and Manufacturer Program Management functions. These for fee services will provide significant value to distributors who currently do not have access to such capabilities. MANUFACTURER BENEFITS

Analyze your top-performing customers ranked by total sales by state and by category. Export data to excel and share with your sales force. The InfoMetrics data portal now provides each participating distributor with the unprecedented opportunity to use your data to improve business operations. Benchmarking, category management and other key analytical options are now available for distributor use. This same data is used by manufacturers to make strategic decisions and can be used by the distribution community to improve their performance and their customer’s performance. IMPROVE DATA INTEGRITY

For Manufacturers, InfoMetrics offers a single source for obtaining clean and accurate data on a timely basis. There will be no need for expensive proprietary programs and formats – and additional processing expenses. Manufacturers can augment their current distributor data with InfoMetrics data in less than two weeks if required. A win-win for the entire C&T community: distributors, manufacturers and retailers. CONTACT US For more details about this innovative and exciting new service, please contact AWMA or Brad Cline at bcline@info-rhythm.com or call 412-697-2665.

InfoMetrics will be represented and will be leading an education session entitled “How Sales Data Will Help Your Competitors Beat You” at the Southern’s annual meeting and trade show.

InfoMetrics provides participating distributors with standardized GTIN/UPC lists for items carried.

SAWD 2010

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SLD 2009 – 2010 SLD Officers and Directors Officers Sam Stewart, Stewart Distribution, Waycross, GA, President Chris Smythers, Merchant’s Grocery, Culpeper, VA, Vice President Barry Krebs, Keebler Company, Mableton, GA, Treasurer Jeff Eldridge, Lorillard Tobacco Company, Jacksonville, FL, Secretary Marty Howell, H. T. Hackney, Opp, AL, Board Chairman

Directors Chris Herbert, Altria Sales & Distribution, Charlotte, NC Chris Jones, Andalusia Distributing Co., Andalusia, AL Marc Margolis, Creative Data Research, Ann Arbor, MI Donnie Childers, Home Folks Wholesale, Augusta, GA Mickey McDaniel, Imperial Trading, New Orleans, LA Trey Long, Long Distribution, Marion, MS Mike Thorner, National Tobacco, Louisville, KY Ron Leitner, R. J. Reynolds Tobacco, Winston-Salem, NC Chris Wise, Southco Distributing, Goldsboro, NC Victor Blanco, Swisher International, Ponte Vedra, FL Trey Williams, Thomas Williams & Assoc., New Orleans, LA

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Officers & Directors

EXECUTIVE COMMITTEE President Vice President VP/Compt. Vice President Board Chairman

STATE Alabama Alabama Arkansas Arkansas Florida Georgia Georgia Kentucky Kentucky Louisiana Louisiana Mississippi Mississippi North Carolina North Carolina Oklahoma South Carolina South Carolina Tennessee Tennessee Texas Virginia Virginia West Virginia

NAME Steve Shehane Lee Farrell Charles Enoch Bill Wilkerson David Edwards Nick Zaden Chad Gummer 60

Jimmy Stewart Ricky Jones Dick Dunham Paula Glidewell Mark Davenport

Stewart Distribution Andalusia Distributing Stephenson Wholesale Glidewell Distribution J. T. Davenport & Sons

STATE DIRECTORS

DIRECTORS Butch Youmans Nelson Parker Paula Glidewell Steve Douglas Danny Austin Don Childers Anthony Garner Charlie Casper Dan McIntyre Keith Landen Michael Wagnon Liz Joachim Randy Long Gordon Munden Lawson Williams Jimmy Naifeh Bucky Johnson Jeff Leischner Charlie Smith Scot Shanks Scott McPherson Robin Ray Elvin Smythers Randy Emanuelson

COMPANY H. T. Hackney Allison Wholesale Glidewell Distributing Company Douglas Companies McLane Home Folks Wholesale Lag Inc. Hardec’s Jackson Wholesale Franklin Supply Caldwell Wholesale Tobacco, Inc. Corso, Co. Long Wholesale Atlantic Dominion Dist. M. R. Williams, Inc. Standard Distributing Co. J. F. Johnson, Inc. Thomas & Howard Co. Smith Wholesale L. P. Shanks Co. Core-Mark Atlantic Dominion Distributors Merchants Grocery Co., Inc. Sledd Company

AT-LARGE DIRECTORS

COMPANY Baton Rouge Tobacco (LA) Imperial Trading (LA) B & W Wholesale Distributors (TN) J. L. Gaddy (SC) Coastal Wholesale (NC) City Wholesale Grocery (AL) Gummer Wholesale (WV)

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Elected and Installed NAME Bob Taylor Bennett Roberts Sam Stewart Dave Riser

BROKER & SLD REPRESENTATIVES/LEGISLATIVE LIAISON COMPANY Burdette Beckmann Matrix Brokerage Stewart Distributing R.J. Reynolds

BROKER/SLD Broker Representative Broker Representative SLD Representative Legislative Liaison

MANUFACTURER REPRESENTATIVES

NAME Yvonna Matthis Jim Colucci Gene Tipton Paul Pallen John Giese Russ Mancuso Jebb Maginnis Devin Fogleman Carter Adair Mark Prochorenko Bob Klein Clark Sturdivant David Johnson Dave Riser Steve Sandman Todd Ebeling Bill Dunn Michael Hughes

COMPANY Altria Sales and Distribution Altadis, USA Altadis, USA American Snuff Company CAO Commonwealth Brands Creative Data Research Dot Foods Jack Links Beef Jerky Kraft Foods Lorillard Tobacco National Tobacco NestlĂŠ USA R. J. Reynolds Tobacco Company Republic Tobacco Swedish Match Swisher International, Inc. The Hershey Company

NAME Sherwin Herring Steve Shing Mike Jones Robert Pierpoint Duane Schneider Jack Cofer Ken Caldwell Scott Fisher Dick Bray Grady Smith John Head A. C. May John Green Bert Trompeter

YEAR(S) SERVED 2004-2006 2002-2004 2000-2002 1998-2000 1996-1998 1994-1996 1992-1994 1990-1992 1989-1990 1988-1989 1986-1988 1985-1986 1979-1980 1973-1976

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COUNCIL OF PRESIDENTS

COMPANY Southco Distributing Grocery Supply Company Andalusia Distributing Company Imperial Trading Company DUSA Distribution Center James D. Cofer, Inc. Caldwell Wholesale Spartan Automatic Retailers Premier Beverage & Equipment TVC Wholesale Head Distributing Pelican Cigar P.M. Green and Sons John F. Trompeter Company

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Home Folks Wholesale Co., Inc. Since 1938 Distributors of convenience grocery, candy, tobacco, and general merchandise.

Visit us on the Web at www.homefolksdist.com 2001 Westside Dr., Augusta, GA 30907 706-868-0055 • 800-762-7588 Fax: 706-868-1154 62

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L E G I S L A T I V E

A

L I A I S O N

You CAN Make a Difference

Know your representative and have them know you

turbulent economy. Threats of higher taxes. Massive state budget deficits. Political races and elections. Looming regulatory issues. As a tobacco wholesaler, all of these influences can directly affect your sales, your profits and your ability to compete. However, your involvement in the political process can have an impact on policymakers and help improve the economic environment for your business.

You can make a difference.

your business and to hear about industry issues firsthand. • A worthwhile full day: Visiting your representative at the Statehouse or in the district is a meaningful way of communicating your concerns and positions. Also remember that 2010 is an election year and meeting legislators at this time can have a valuable double impact. First, you could participate and support your candidate’s campaign. Then, you can become a valuable adviser and resource to that legislator on industry-specific issues. To help build relationships during the election cycle, you can: Riser • Participate in town meetings. Spend some time with local, state and federal politicians. Learn about the issues facing your community. Meet others who support the same causes you do. Voice your opinion. • Be a registered voter – and vote. Your vote provides you with a voice in government. Your vote does matter. Bring others to the polls with you. Talk about the issues with people and encourage them to let their opinions be heard through their votes. • Participate in your candidate’s campaign and network with others. Campaigns need help and everyone has something to offer as a volunteer. And, you don’t need to devote a great deal of time to volunteer – it can be for a one-time event or you can volunteer on an on-going basis. • Make a donation. Candidates rely on the donations of individuals to run their campaigns and to operate and succeed. Every donation counts - giving to political causes is important. • Place signs at your business. Obtain a sign for the candidates you support and display it at your place of business. Also, don’t overlook the fact that more and more legislators are using online technology when communicating with constituents. Facebook pages, Twitter feeds, blogs, and campaign and social networking sites are all emerging opportunities that offer easy ways to correspond with legislators. Time devoted to developing and solidifying relationships with legislators and being active in the political process is a small investment to make when it comes to protecting your business. You should know your representatives and they should know you. These relationships can pay dividends for many years to come – not only on tobacco issues, but on other proposals that affect your business and your employees. REMEMBER: You can help shape the future legislative landscape or it will be shaped for you. Thank you for your support and all that you do. ______

I want to thank the Southern Association of Wholesale Distributors (SAWD) and its many Dave members who have done just that. Your activation in the political process has helped shape favorable legislative and regulatory outcomes and continues to lay the groundwork for future success. This is a great reminder for all SAWD members and their employees to know that their voice and their vote are important and powerful – be sure to use them. Political involvement is no longer a luxury, but a necessity. You should begin to think of engaging in the political process as an integral part of your business model. With this involvement, you have the ability to impact public policy by building and maintaining a relationship with legislators and becoming an advocate for a cause or issue. To effectively serve their district, legislators need to know the opinions of constituents. They need to understand the impact their votes and their choices have on the wholesalers, distributors and other businesses they represent. Members of the SAWD and their employees can be valuable resources of information for state representatives. That’s why it’s important to stay current on proposed legislation that affects you and speak out and share your opinion on these issues with your representative. Being politically active doesn’t have to be difficult or timeconsuming. To help in this effort, R.J. Reynolds Tobacco Company developed www.NoCigTax.com, a one-stop on-line resource for tobacco tax information and ways to quickly contact elected officials. It can be a valuable resource in making your voice heard. In addition to NoCigTax.com, there are other steps you can take to be involved in the political process: • Five to 10 minutes: It’s not much time, but it’s enough to make a phone call to your representatives to ask them to “vote no” on any new tobacco taxes or to express your views on other issues that impact your business. Just a few minutes can make a difference. • 30 minutes: One of the most effective ways to communicate with legislators is a personal, hand-written letter based on your experience as a wholesaler. • 1 to 2 hours: Invite your representative to visit your place Dave Riser will report on recent developments in state and fedof business and meet with your employees. This gives eral legislation, including the latest from the FDA, at the elected officials an opportunity to gain greater insights into Saturday general session of the upcoming annual convention.

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James F. “Bucky” Johnson, President 225 Summerland Avenue Batesburg-Leesville, SC 29006 P.O. Box 2499 Batesburg-Leesville, SC 29070-2499

(803) 532-6341 1(800) 821-9744 Fax (803) 532-9552 www.JFJohnsonInc.com SAWD 2010

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Midyear Board of Directors Meeting The Grove Park Inn in Asheville, North Carolina

he Southern’s Midyear Meeting of the Board of Directors was held at The Grove Park Inn in Asheville, North Carolina. The meeting typically sets the direction of the organization for the coming year, and this meeting was no exception. 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 Savannah, Ga. We would like to extend a sincere debt of gratitude to all the members of the Board who were in attendance at this meeting. We had a few weather related challenges that kept a few members away, and we were sorry for that, but the snow was beautiful and made for a “different” but very “special”Midyear!

T

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

2010

SAWD Midyear Sponsors Platinum R.J. Reynolds Tobacco Altadis USA Altria Sales & Distribution American Snuff Company Gold Sponsors Lorillard Tobacco National Tobacco

Nestlé USA The Hershey Company CAO International Commonwealth Brands Creative Data Research Jack Links Beef Jerky Swedish Match Swisher International Silver Sponsors Burdette Beckmann Dot Foods Matrix Brokerage Republic Tobacco

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A Full Service Convenience Store Supplier

Since 1937

(256) 776-3268 • 1-800-239-5173 Fax: (256) 776-4717 Highway 72 East Paint Rock, Alabama 35764 www.allisonwholesale.com SAWD 2010

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Health Care Reform:

A New Era Begins for Employer Sponsored Health Plan Coverage By Ashley Gillihan, Esq.

O

n March 23, 2010, President Obama signed into law H.R. 3590, the Patient Protection and Affordable Care Act (PPACA). On March 30, 2010, President Obama signed into law H.R. 4872, the Health Care and Education Reconciliation Act of 2010 (Reconciliation Bill). The Reconciliation Bill” reflects last minute compromises that were important to House Democrats. [NOTE: Throughout this article, PPACA and the Reconciliation Bill are collectively referred to as “health care reform”.] Generally speaking, the bulk of health care reform is not effective until 2014; however, there are a number of reforms that are effective for plan years that begin on or after six months after the enactment date, and there are a number of tax provisions with varying effective dates. In this first part of a multi-part series on health care reform, we provide an overview of the provisions of health care reform that will be effective this year, 2010 or next, 2011. I. Effective in 2010 • Tax credit for small employers. Effective for taxable years beginning on or after January 1, 2010, small employers with 25 or fewer “full-time equivalent” employees and $50,000 in average annual wages are eligible for a tax credit equal to a portion of the employer’s cost to provide health insurance to its employees. The credit, which is generally equal to 35% of the cost of health insurance (reduced by amounts paid for such coverage by employees) in calendar years 2010-2013, begins to phase out (but not below zero) for employees with more than 10 employees and average annual wages of more than $25,000. The credit is equal to 50% in 2014 and later years; however, only amounts expended by the employer for coverage offered through the exchange may be considered. • Extension of Tax Exclusion for Children through Age 26. Effective on the date of enactment, the tax

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exclusion under Internal Revenue Code Section 105(b) for employer provided health coverage is extended to an employee’s “child” who does not reach age 27 during the year. A child is defined as a son, daughter (including adopted children), stepchildren, and foster children. Practice Pointer: This does not change the definition of “dependent” for purposes of personal income tax deductions under Internal Revenue Code Section 152. • Retiree Reinsurance. Within 90 days of March 23, 2010, HHS will establish a retiree reinsurance program for qualifying employers who apply (and are approved). Under this program, HHS will reimburse the employer 80% of claims incurred by certain retirees (between ages 55 and 65) or their covered dependents between $15,000 and $90,000. This program will end January 1, 2014 and only $5 billion was allotted to fund the program. II. Effective January 1, 2011 • Limitation on reimbursement of over the counter drugs and medicines. Over the counter “drugs or medicines” incurred on or after January 1, 2011 are no longer considered “medical care” for purposes of tax free, employer paid reimbursement unless such over the counter drug or medicine is prescribed by a physician. Over the counter items that not “medicine or drugs” (e.g. supplies such as band-aids, crutches) and that otherwise qualify as “medical care” under Internal Revenue Code Section 213(d) may be reimbursed tax free without a prescription. Practice Pointer: This new limitation on over the counter drugs applies to medicines and drugs incurred in 2011 without regard to the plan year of the plan. Thus, if you operate your Health FSA (or other medical reimbursement arrangement) on a fiscal year, operational changes will be required prior to the end of the year. Likewise, if your calendar year Health FSA has a grace period, the grace period beginning January 1, 2011 will be subject to the new requirement. • Coverage reporting. Employers must begin reporting the value of employer provided health insurance on the employee’s W-2 for tax years 2011 and later (i.e. the first affected W-2 is the W-2 for 2011, which is due no later than January 31, 2012). SAWD 2010


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• Simple Cafeteria Plan. A new safe harbor from the nondiscrimination rules for cafeteria plans (and certain plans offered through a cafeteria plan, such as group term life insurance, self-insured medical and dependent care assistance benefits) is provided for plans maintained by eligible employers to the extent certain requirements are met, such as (i) all “nonexcludable” employees are eligible to participate and (ii) certain minimum contribution requirements are met. An eligible employer is an employer with 100 or fewer employees during either of the two preceding years (provided it is a full year). III. Health insurance reforms effective for plan years beginning on or after September 23, 2010 (January 1, 2011 for calendar year plans) A. General Overview of Immediate Health Insurance Reforms. Health care reform contains two waves of health insurance reforms. The following is an overview of the first wave of reforms. Except as noted below, these health insurance reforms are effective for employer sponsored health plans on the first day of the plan year that begins six months after the date of enactment—meaning January 1, 2011, for calendar year plans and as soon as this year for plans that have a plan year beginning October 1 or later this year. NOTE: “Grandfathered plans”, as described in more detail below under “Plans Subject to the Reforms” are exempt from some of the immediate health insurance reforms. We have noted below with a “N/A to Grandfathered Plans” which reforms do not apply to grandfathered plans. • Prohibition on annual and lifetime limits. Plans my not impose lifetime limits and only restricted annual limits, as determined by the Secretary of Health and Human Services (HHS), on the value of essential benefits (as defined by health care reform) for any participant or beneficiary. For plan years beginning on or after January 1, 2014, group health plans and group health insurers may not impose any annual limit on lifetime benefits. Practice Pointer: Otherwise permissible lifetime or annual limits may be imposed on specified covered benefits that are not essential health benefits. • Prohibition on rescissions. Plans may not rescind coverage except in cases of fraud or intentional misrepresentation. Practice Pointer: This does not appear to prohibit employers from terminating group health plans or amending plans to exclude a specific class of employees or dependents; however, it may limit the reasons that an employer may retroactively terminate someone’s coverage to fraud and intentional misrepresentation by the participant or beneficiary.

SAWD 2010

• First dollar preventive care (N/A to Grandfathered Plans). Plans must provide first dollar coverage (i.e., no cost sharing) for certain evidence based preventive care (including well child care) and certain immunizations. • Coverage of adult children. Plans that cover dependent children must provide for coverage of “children” (whether married or not) until age 26. Until 2014, plans may limit coverage to dependent children who are not also eligible for other employer sponsored coverage. There is no requirement to cover children of covered dependent children. HHS is charged with defining “child” for these purposes. Practice Pointer: As noted above, health care reform expanded the tax exclusion otherwise provided under Internal Revenue Code Section 105 for employer provided health coverage to an employee’s “child” who does not reach age 27 before the end of the year. This expanded tax exclusion should enable employers to allow (or require) employees to pay the cost of the coverage for the adult dependent child with pre-tax salary reductions through a cafeteria plan. • Nondiscrimination rules for insured plans (N/A to Grandfathered Plans). The nondiscrimination rules under Code Section 105(h) that have been previously applicable only to self-insured health plans are extended to fully-insured group health plans. Practice Pointer: Notwithstanding this new requirement, employers who qualify to establish simple cafeteria plans will be exempt from the new requirements to the extent the coverage is offered through the cafeteria plan. • Prohibition on pre-existing condition exclusions. With respect to enrollees under age 19, plans may not impose a pre-existing condition exclusion or limitation. Practice Pointer: As of plan years beginning on or after January 1, 2014, no pre-existing conditions exclusions or limitations may be imposed on anyone. • Cost reporting and rebate requirements. A health insurance issuer offering group coverage must submit to HHS a report relating to loss ratios. Rebates to enrollees must be provided if the medical loss ratio is 85% (80% in the small group market) or such higher amount as permitted under state law. Practice Pointer: This is applicable only to the insurer of a fully insured plan. • Expanded claims procedures (N/A to Grandfathered Plans). Plans must establish an internal claims appeals process that (i) provides notice in a culturally and linguistically appropriate manner of the review process and availability of any applicable health insurance ombudsman created by a state to assist claimants with appeals, (ii) allows claimants to review the entire claim file and present evidence, (iii) allows claimants to continue receiving (Continued on page 70) 69


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HEALTH CARE REFORM (Continued) coverage during the appeals process, and (iv) initially incorporates the claims review procedures set forth in Department of Labor regulations that apply to plans covered by ERISA. Plans must also establish an external review process that complies with applicable state law and that, at a minimum, includes the consumer protections set forth in the Uniform External Review Model Act developed by the NAIC or, in the case of self-insured plans, meets similar requirements as provided by HHS. • Provider Access (N/A to Grandfathered Plans). Plans that require or provide for a designation of a primary care provider must permit each participant to designate any participating primary care provider who is available to accept such individual. Plans must also comply with requirements regarding access to emergency services and obstetrical and gynecological care and to allow designation of a pediatrician as a primary care provider for children.

material changes to the coverage reflected in the most recent summary no less than 60 days in advance of the effective date of such coverage. Failure to comply may result in a $1,000 penalty for each failure. Practice Pointer: This reform is actually effective for “grandfathered plans” (see description below) on the first day of the first plan year after enactment of health care reform (i.e. first plan on or after March 23, 2010); however, it appears that no action is required until such time as HHS has developed standards. • Ensuring quality of care (N/A to Grandfathered Plans). Plans must annually report to HHS and to enrollees (during each open enrollment period) regarding benefits under the plan that improve health, such as case management, disease management, and wellness and health promotion activities. HHS is to develop the reporting standards within two years of the enactment date. Practice Pointer: It appears that this requirement only applies to health insurers of fully insured plans. B. Plans subject to the reforms

• Transparency requirements. Employer sponsored plans are subject to the same transparency requirements applicable to plans offered in the state exchanges. Under these requirements, such plans and issuers must provide to HHS, the applicable state insurance commissioner, and the public the following information: claims payment policies and data, financial disclosures, enrollment (and disenrollment) data, data on rating policies, information on cost-sharing and payments with respect to out of network coverage, information on participant rights under health care reform and other information as determined by HHS. • High risk pools. Until the high risk pool established health care reform for individuals with pre-existing conditions is terminated in 2014, a group health plan must reimburse the high risk pool for medical expenses incurred by the pool for individuals found to have been offered financial incentives to disenroll from the group health plan. • Uniform summary of coverage. The plan administrator (in the case of a self- insured plan) or the insurer (in the case of a fully-insured plan) must prepare and distribute a paper or electronic summary of coverage to all applicants and all enrollees, both at the time of initial enrollment and annual enrollment. This is in addition to the Summary Plan Description otherwise required by ERISA. HHS must establish the standards within 12 months of the date of enactment and the summary must be provided within 24 months after the date of enactment. In addition, the plan or the issuer (as applicable) must notify enrollees of 70

(i) General. Although not entirely clear, it appears that the immediate health insurance reforms identified above do not apply to plans that would otherwise qualify as “excepted benefits” under HIPAA’s portability rules. Thus, the reforms would not apply to stand alone dental and/or vision plans, most health FSAs, and to fully insured hospital indemnity and specified disease policies. (ii) Grandfather Plans. Certain group health plans in effect on the date of enactment are exempt from some of the health care reforms. The grandfather rule is not limited to individuals enrolled on the date of enactment, but rather applies to (i) new employees (and their families) and (ii) family members of current employees who are covered by the grandfathered plan may also be added. Practice Pointer: It remains to be seen yet what, if any, changes to an existing plan will disqualify the plan’s grandfathered status. (iii) Union Plans: The effective date for plans that are subject to a collectively bargained agreement that was ratified prior to March 23, 2010 is delayed until the date that the last of applicable collectively bargained agreements expire. Practice Pointer: It is unclear whether a plan that is subject to a collectively bargained agreement could also qualify as a “grandfathered plan.” Ashley Gillihan will be speaking on “Health Care Reform – What Does it Mean to Me?” at the Saturday General Session of the upcoming annual convention.

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Ashland Specialty Co. Wholesale Distributors

Serving Kentucky, West Virginia and Ohio with candy, tobacco products, groceries, paper goods and institutional items. We Sell The Old Fashioned Way… We Show It! Ashland Specialty Co.

Wholesale Distributors 125 29th Street • Ashland, Kentucky 41101

Gobel Copley, Jr. President SAWD 2010

Bud Copley Vice President 71


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Louisville Wrap-Up 2009

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he Southern’s 2009 Annual Meeting and Trade Show was held at the Kentucky Convention Center/Galt House in Louisville, Kentucky. The meeting featured the 2nd largest trade show for convenience wholesalers in the country: Southern Showcase 2009. In addition, attendees received outstanding industryspecific educational sessions, updates on industry and legislative issues and a host of networking opportunities including: golf at Quail Chase Golf Club, awards dinners on

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Thursday and Friday evenings, the Silent Auction, Hospitality Suite, “A Day at the Races” at Churchill Downs, an optional tour with lunch at Lynn’s Paradise Café, and an evening at the dueling piano bar— Howl at the Moon. The Board of Directors and Committees of the association met to carry on the business of the organization. We would like to extend a sincere debt of gratitude to our sponsors for their part in making this meeting a success. SAWD 2010


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2009 Annual Meeting Sponsors Altadis USA Altria Sales & Distribution Burdette Beckmann CAO Carolina Tobacco Company Conwood Company SAWD 2010

Creative Data Research Dot Food The Hershey Company Jack Links Beef Jerky Kraft Foods Lorillard Tobacco Matrix Brokerage National Tobacco Co. NestlĂŠ USA

R.J. Reynolds Republic Tobacco SAWD Education Fund Smokey Mountain Snuff Swedish Match Swisher International Tantus Tobacco

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The movie “Forrest Gump” was filmed in Savannah and received six oscars.

The Films of Savannah, GA

Savannah’s Hollywood history began in 1915, with the filming of the silent movie “Under Southern Skies.”

Our first talkie (movie with sound), was “A View From Pompey’s Head,” starring Richard Egan, and filmed here in 1955. Not long after, in 1957, the intro scenes to “Three Faces of Eve” were shot here.

In 1961, “Cape Fear” started production with Gregory Peck, Polly Bergen, and Robert Mitchum. And that was just the beginning! A total of 10 Academy Awards have gone to movies filmed in Savannah: “Forrest Gump” 6 Oscars, “Glory” 3 Oscars, “Three Faces Of Eve” 1 Oscar.

Savannah’s own, Johnny Mercer, won 4 Oscars over his career in the Best Song category for: “Moon River,” “Days of Wine and Roses,” “In the Cool, Cool, Cool of the Evening,” and “On the Atchison,Topeka, and the Santa Fe.”

Mercer earned a total nineteen Academy Award nominations in his lifetime, and is a co-founder of Capitol Records.

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Advertisers Directory A Special Thanks To All Listed Below Who Make Our Convention Magazine Possible! Allison Wholesale. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 67

J.T. Davenport . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16

Altadis USA . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3

Jack Links Beef Jerky . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 45

Altria. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12

King Maker Marketing . . . . . . . . . . . . . . . . . . . . . . . . . . . 30

American Snuff Company . . . . . . . . . . . . . . . . . . . . . . . . . 55

Long Wholesale Distributors . . . . . . . . . . . . . . . . . . . . . . 25

Andalusia Distributing Co. . . . . . . . . . . . . . . . . . . . . . . . . 75

Merchant’s Grocery Company, Inc. . . . . . . . . . . . . . . . . . . 32

Ashland Specialty Co. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 71

NATO . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 19

Atlantic Dominion Distributors . . . . . . . . . . . . . . . . . . . . 53

National Tobacco Company. . . . . . . . . . . . . . . . . . . . . . . . 21

B&W Wholesale Distributors . . . . . . . . . . . . . . . . . . . . . . 51

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

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

Pelican Cigar Co. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 36

Burdette Beckmann . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 59

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

City Wholesale Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 49

Retalix SCM, Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6

Commonwealth Brands . . . . . . . . . . . . . . . . . . . . . . . . . . . 15

R.J. Reynolds Tobacco Company. . . . . . . . . . . . . . . . . . 7, 43

Corso, Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 74

S&M Brands . . . . . . . . . . . . . . . . . . . . . . Inside Front Cover

Creative Data Research . . . . . . . . . . . . . . . . . . . . . . . . . . . 41

Sledd Co. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 33

DWC Enterprises. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 74

Southco . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 40

Douglas Companies . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 37

Standard Distributing Co. . . . . . . . . . . . . . . . . . . . . . . . . . 63

GSC Enterprises, Inc . . . . . . . . . . . . . . . . . . . . . . . . . . . . 31

Stephenson Wholesale . . . . . . . . . . . . . . . . . . . . . . . . . . . . 29

H.T. Hackney Co. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 23

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

Hardec’s . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 24

Swedish Match. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18

Hershey USA . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 35

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

Home Folks Wholesale Co. . . . . . . . . . . . . . . . . . . . . . . . . 62

U.S. Flue-Cured Tobacco Growers, Inc.. . . . . . . . . . . . . . . . 6

J.F. Johnson, Inc . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 65

76

SAWD 2010


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Saluting Our

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Exhibitors

E3 stands for “Exhibit plus three” with the other areas for involvement including: sponsorship, advertising in the Annual Meeting Magazine, and contributing to the Silent Auction. We salute these companies for their commitment to the Southern’s Annual Meeting and Trade Show.


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Page 4

SAWD 2010 Magazine  

Annual magazine for The Southern Association of Wholesale Distributors

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