2020 Southern Annual Meeting Magazine by Betsy Rahm

SOUTHERN ASSOCIATION OF WHOLESALE DISTRIBUTORS

97th ANNUAL MEETING

Focus on your strengths, not your weaknesses. Focus on your character, not your reputation. Focus on your blessings, not your misfortunes.

Sneak Preview!

August 17-20, 2020 | Show Dates August 19 & 20 Sheraton Panama City Beach Golf & Spa Resort Panama City, Florida THE-SOUTHERN.ORG • PHONE/FAX 770-932-3263 THE-SOUTHERN.ORG • 770-932-3263

THE SOUTHERN 97TH ANNUAL MEETING • 2020 | c1

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WELCOME! TO THE SOUTHERN’S 97TH ANNUAL MEETING TABLE OF CONTENTS Letter from the Governor of Florida........................................................................................................................... 2 Letter from the Mayor of Panama City Beach, FL................................................................................................... 4 Letter from the SAWD President.................................................................................................................................. 6 COVID-19 Notice.................................................................................................................................................................7 Letter from the SLD President....................................................................................................................................... 8 Hospitality Suite............................................................................................................................................................... 10 First Lady’s Social Invitation........................................................................................................................................ 12 Letter from the CEO....................................................................................................................................................... 14 What is your legacy worth to you?............................................................................................................................ 16 2019 Southern Award Winners.................................................................................................................................. 20 2019 Meetings with a Mission.................................................................................................................................... 21 2020 Southern Award Winners................................................................................................................................... 22 Wholesaler Highlight: Q&A with Sherwin Herring, SouthCo Distributing.................................................. 29 23rd Annual Silent Auction......................................................................................................................................... 30 2019 SLD Business Resource Meeting.................................................................................................................... 32 Save the Date: 2020 SLD Business Resource Meeting....................................................................................... 34 Schedule of Events.......................................................................................................................................................... 38 Education Fund Contributors.................................................................................................................................... 42 Council of Presidents.................................................................................................................................................... 44 A Note About Anti-Trust............................................................................................................................................... 45 Executive Committee.................................................................................................................................................... 46 State Directors.......................................................................................................................................................... 48, 50 At-Large Directors.......................................................................................................................................................... 52 Board Broker Rep, SLD Rep, Legislative Liaison................................................................................................... 52 Manufacturer Representatives.................................................................................................................................. 54 SLD Officers & Directors............................................................................................................................................... 58 New Vendors in 2020.................................................................................................................................................... 61 Vendor Highlight: Q&A with Miguel Martin, Reliva CBD................................................................................... 65 2019 Williamsburg Wrap-Up....................................................................................................................................... 66 2020 Board Mid-Year Meeting................................................................................................................................... 68 98th Annual Meeting Announcement.................................................................................................................... 69 2019 SAWD College Scholarship Winners.............................................................................................................. 70 Award-Winning Essay: What are you looking for in an employer once you get out of college…how would you define the perfect employer?..................................................................... 71 Advertisers Directory.................................................................................................................................................... 72

THE SOUTHERN 97TH ANNUAL MEETING • 2020 | 1

A GREAT PARTNERSHIP. FOR A GREAT FUTURE. Thanks for all you do!

THE SOUTHERN 95TH ANNUAL MEETING â&#x20AC;¢ JUNE 2018 | 3

City of

PCB City Hall

Panama City Beach

17007 PCB Parkway PCB, FL. 32413 P: (850) 233-5100 F: (850) 233-5108 www.pcbgov.com

It is my great privilege to welcome the Southern Association of Wholesale Distributors to the World’s Most Beautiful Beaches! Our City is honored that of all the places your group could have chosen for your 97th Annual Meeting, you chose Panama City Beach. If this is your first visit to PCB, you are in for a treat! We believe our beautiful sunsets, emerald waters and small‐town feel will bring you back for years to come! As a lifelong resident of Panama City Beach, I am certain you will enjoy your stay, and I trust you will find the people of our community friendly and helpful as you make your way around town and explore all that the beach has to offer. Panama City Beach has seen tremendous growth in the last few years, as more than 4 million people visit the beach each year. Another 15,000 full‐time residents live inside the City limits. Panama City Beach has a strong, tourist‐based economy, as the City was recently ranked Number 4 in Best Places in Florida to Buy a Vacation Home. There is an expansive list of things to do here, from family‐friendly attractions at Pier Park, along Front Beach Road and in other areas of Bay County. We have wonderful retail shopping and a wide variety of great restaurants to choose from – from seafood to sushi, country cooking to great steak – many of them located on our beautiful beaches. We appreciate your group, the manufacturers and distributors of your many products, and hope you will consider our area for any future expansion needs. If we may be of any assistance to you while visiting, do not hesitate to call City Hall at (850) 233‐5100. Our public information officer can answer any questions you may have. Sincerely,

Mike Thomas Mayor

Mayor Mike Thomas

Vice Mayor Phil Chester

Ward 1 Paul Casto

Ward 3 Geoff McConnell

Ward 4 Hector Solis

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MESSAGE FROM THE SAWD PRESIDENT: SCOTT MCPHERSON, CORE-MARK

EMBRACING AN ERA OF CHANGE FOR THE SOUTHERN AND THE INDUSTRY After nearly three decades of witnessing our evolving industry, 2020 brings the most dynamic change The Southern Association has faced, rivaled only by the state of transformation across the wholesale convenience landscape. Membership in The Southern teaches one to appreciate the familial fabric from which its members are cut. An association of business owners fueled by the entrepreneurial spirit, the wherewithal to overcome adversity and a tenacity to survive and flourish in this industry despite the odds. The road ahead will certainly come with plenty of challenges not unlike the road we all traveled to get here. As an association with such rich culture, 2020 brings a transition from Renaissance Association Management (RAM) who has managed The Southern for over 25 years to Association Management Group (ASG). On the surface, transitioning from one professional association management company to another doesn’t seem too daunting; however, this is an association built on FAMILY and RAM was not just the management arm of The Southern, it’s been the lifeblood. Greg and Donna Martin helped to foster a culture of warmth, acceptance and fellowship in the organization, whether you were the most tenured members or those attending for the first time. Although we will deeply miss seeing them at our meetings, we can take comfort knowing their imprint is forever stamped on this association. 6 | THE SOUTHERN 97TH ANNUAL MEETING • 2020

In February, your Board of Directors completed a very successful mid-year meeting in St. Kitts. Our new management association, ASG, led by Charles Hall and assisted by Betsy Rahm, stepped into big shoes and executed a great event with a beautiful backdrop of the Atlantic and Caribbean Oceans. We missed “Boudreaux” greatly, but you knew The Southern culture was still thriving when we ended the evening sessions wishing everyone a good night only to find the entire group still at their tables an hour later. The strength of The Southern resides in the cherished friendships built over generations and a mutual respect for the work we all do as peers and competitors. As we look forward to the 2020 Annual Meeting, at the completely restored Sheraton Bay Point Resort in Panama City, your board is busy making sure our association is well positioned for the future. The driving force behind our success is the work coming from our committees. April Garver is guiding the Conventions Committee in making site selections for the next 3 years with a special focus on 2023, The Southern’s 100 Year Anniversary. Jack Casanova has taken over Education and has the committee focused on continuing our strong history of giving back, through scholarships to our next generation and the stewardship of the Greg Martin Scholarship Fund. Pulling dual duty as the chair of the Special Projects Committee and a member of the Executive team, Hugh Raetzsch is

leading a committee focused on improving our pre-show deal process, increasing membership, vendor and event participation. And last but certainly not least, I am proud to have worked with this Executive Committee (Marty Howell, Hugh Raetzsch, Chad Pickel and Steve Douglas) who have presided over a very successful financial close to 2019 and positioned this association for a strong 2020 and beyond. Before shifting focus to the state of our industry, we have to recognize our VENDOR PARTNERS…a critical pillar in the foundation of The Southern. Whether it be participation in our bi-annual association events, supporting our Southern Leaders Division or assisting us with education and insights on our industry, the vendor members of The Southern are world class. The uniqueness of the Southern shines brightly in how we interact with our vendor partners, recognizing so many of them as personal friends and certainly valued members in our quest to be successful in this industry. Thank you! Shifting to our industry…Great leaders allow history to provide perspective and shape their vision for the future. If we spend too much time thinking about rising wages, increasing carton decline, regulatory disruption, health care, labor challenges and consolidation...the competition will pass us by. It is paramount that we focus on the consumer. Not the consumer we Continued on next page

Continued from previous page have traditionally thought about being a convenience store, but the end consumer. Consumer behavior is changing at hyper-speed, driven by the Millennial’s desire for healthier options and accelerated by Gen Z’s desire to have variety, uniqueness, health and ease of acquisition. In short, they want it all and they want it now! How does that affect us as wholesalers? These are the challenges of our retail customers. Looking through the lens of today’s consumer might give you a glimpse into crafting a future vision. We have to leverage technology to become more efficient and drive cost out of the supply chain. Our focus on delivering the perfect order, on time and without damage or error has to improve. We must have smarter ordering technologies, enhanced driver handhelds and improve our ability to exchange meaningful data with our customers. But if we are being honest with ourselves isn’t this what we have been doing for decades. We know the future holds uncertainty, but one thing is clear...our consumer wants products faster, fresher and more frequently than what we offer today. They want frictionless retail interactions that make them feel valued. They are not creatures of habit and will change product loyalty on a whim, and are constantly leveraging their phone (a virtual extension of their body) as an important factor in their decision-making process. The convenience wholesaler of the future will have to play an integral role in helping their retail convenience stores be progressive in meeting consumer demands. We have to provide more dynamic product selections, alternative distribution options via a dynamic supply chain that is constantly predicting where the consumer is going. This decade will be one for the ages and I look forward to watching the members of The Southern lead our industry.

Scott McPherson SAWD President

NOTICE

WELCOME TO THE 2020 ANNUAL MEETING! As we all adjust to the “new normal,” your safety is our number one priority. We are committed to your health and well-being while hosting the world-class event you have known for years. The Southern is taking every possible step to ensure the Annual Meeting follows all the recommended guidelines, including social distancing, as it pertains to events in the wake of COVID-19. The Sheraton Panama Beach Golf and Spa Resort, a Marriott property, has adopted new protocols to ensure guests have safe, clean and healthy hotel stays. Marriott has developed a task force, dubbed the Marriott Global Cleanliness Council, that includes infectious disease experts, public health and food safety scientists, in addition to representatives from its housekeeping, occupational health and associate well-being divisions. At the time of this writing, some of the safety initiatives implemented by the council include electrostatic sprayers with hospital-grade disinfectant to sanitize surfaces, testing ultraviolet light technology for sanitizing keys for guests and an enhanced food safety program. We know “business as usual” has a new definition today, but The Southern staff and its partners are committed to your safety.

MESSAGE FROM THE SLD PRESIDENT: JAKE STEWART, STEWART DISTRIBUTION

WELCOMING CHANGE Yogi Berra once said that baseball was “90% mental and the other half is physical.” As someone who always appreciated the complexities of such a simple game, Yogi lost me on this one. But as I watch highlight after highlight during the baseball season, I wonder how much the game has changed for someone like Yogi Berra. What differences would he see in today’s game versus the game he played years ago?

same 100-year milestone as well as an organization like The Southern.

As The Southern approaches the 100 year mark, I wonder of the changes this great organization has seen over that time. Did you know the price for a pack of Camels in 1920 was $.13? Or that the Baby Ruth bar was originally only sold for a nickel? We pay a little more than that now. The truth is that our business changes by the minute, by the day. It’s easy to see it when you look back over the last 100 years, but it is happening on a continuous basis. I am very blessed to be a part of a family business that is approaching the

Last November in Hilton Head was a great meeting for us that started off with Scott McPherson giving us his “advice from the corner office.” His experience in the industry was something we all were able to learn from. Scott has set a high bar for Marty to hit in this year’s meeting. We then had an education session with Spencer Taylor centered around optimizing the people around us and optimizing the bottom line. Brandon Mohr once again led the Meetings with a Mission for us and did a great job. Thank you, Brandon, for all

8 | THE SOUTHERN 97TH ANNUAL MEETING • 2020

As President of the SLD for the past two years, I have had the privilege of meeting a lot of new people and learning from their experience in the dynamic atmosphere we work in. We have made changes to our committees, our board, and future schedules that we believe will make the SLD meetings that much more successful.

your work on this and your contributions to the SLD. On day two, we had two education sessions with Evan Carroll and Stan Phelps about customer service. This was something we as a group wanted to zero in on due the need to be able to stand out from competition. We had several new members join us in Hilton Head and look forward to seeing the SLD continue its growth. This year’s meeting will be taking place in Grand Rapids, Michigan as we tour a H.T. Hackney facility and Red Stamp. Thank you to Marty Howell and Steve Stomel for setting this up for us. While the weather in Michigan is about as good as their football teams, I know this meeting won’t be one to miss. We hope to see you there. Thank you,

Jake Stewart SLD President

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, vendors, and others.

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Tuesday evening: After Dinner (about 10:00pm) - Until Wednesday: 9:00am to 5:00pm Wednesday evening: After Dinner (about 10:00pm) - Until The “Southern Hospitality Suite” is provided to all convention delegates by the Manufacturer & Broker Representatives on your Southern Board of Directors:

Altria Group Distribution Company Burdette Beckmann Creative Data Research Dot Foods ITG Brands Jack Link’s Protein Snacks Lil’ Drug Store Products Matrix Brokerage National Tobacco ProCat Distribution Technologies RAI Trade Marketing Services Republic Tobacco Company Swedish Match Swisher International The Hershey Company

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First Ladyâ&#x20AC;&#x2122;s SOCIAL

First Lady Donda McPherson would like to extend an invitation to all spouses and guests attending the Annual Meeting, to join her for the First Ladyâ&#x20AC;&#x2122;s Social which will be held on

WEDNESDAY, AUGUST 19 10:00AM UNTIL 11:30AM This is an ideal opportunity to meet some of the other attendees while enjoying brunch. This event is also a great meeting place to gather with friends prior to going out for the day. Please check your onsite schedule for location.

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MESSAGE FROM CHIEF EXECUTIVE OFFICER: CHARLES HALL

ASSOCIATION EXECUTIVE JOINS SOUTHERN TEAM

THE SOUTHERN FAMILY In my brief time with The Southern, I have learned this association, more than any other I have worked with, is a family. At the Mid-Year Meeting I had the pleasure of getting to know many of you and experienced firsthand what this family is all about: love, respect, kindness and fun! And like a lot of families, we have a reunion every year, ours just happens to be filled with great networking, speakers and business deals. The Annual Meeting comes at a perfect time as we look to each other on what the ‘new normal’ is amidst one of the worst pandemics the world has ever seen, and certainly the worst our generation has lived through. This year’s family reunion will also be different than in years past, and not just because of COVID-19. It will be different due to the passing of one our dearest family members, Greg Martin. There’s no doubt we will miss his presence. As his memorial tribute said, “It’s hard to imagine this journey without him, but our stories are all better because of him.” Greg was our brother and our quarterback. His retired jersey will always hang in a place of honor for The Southern. Although we lost a key member of our team, The Southern forges on. We forge on because of the familial bonds that have been built for nearly 100 years. In fact, I see a lot of similarities between The Southern and another storied organization based in the south, the South14 | THE SOUTHERN 97TH ANNUAL MEETING • 2020

eastern Conference, specifically SEC football. We all know any good SEC team needs great players. In fact, 15 out of the 32 first round picks in this year’s NFL draft were from the SEC. Of those 15 picks, two quarterbacks from the conference were taken in the top 10. Suffice to say, quarterbacks play a huge role on the team, but it’s also the linemen, wide receivers, defensive backs and others who make up the fabric of the team, just as it’s the wholesalers, distributors, suppliers and manufacturers who make up The Southern’s quilt. It is The Southern team that has been winning for the past nine decades, working together with the same tradition of excellence and family as a great football program. As we look ahead to what the ‘new normal’ is for our industry there’s one thing we can all count on, The Southern family will continue to be what it has been for the past 97 years and what it will be as it heads into its next 100 years: loving, respectful, kind and fun! VJ and I are proud to be joining Betsy on Team Southern, but more importantly, we’re honored to be The Southern’s newest family members. See you in Panama City,

Charles

VJ Mayor, CAE has a strong background working with trade associations, and is excited to help The Southern enhance its operational capacity. A career association executive, Mayor spent eight years with the Sports & Fitness Industry Association (SFIA) and four years with the National Confectioners Association (NCA), helping the 100+ yearold organizations create member value and first-class events. “The familial ties that bind The Southern are unlike anything I have ever seen for a trade association,” says Mayor. “I am honored to join such a prestigious organization and look forward to contributing to its next 100 years of success.” During his 14 years of association work, he has been recognized by the American Society of Association Executives (ASAE) in the 2012-2014 Diversity Executive Leadership Class, named to Association Forum’s (national industry magazine) 40 under 40 in 2016 and accredited as a Certified Association Executive (CAE).

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WHAT IS YOUR LEGACY WORTH TO YOU?

MORE IMPORTANTLY… HAVE YOU PROTECTED YOUR LEGACY WITH A #2 IN COMMAND? How much is protecting your legacy worth to you? No, really, how much? Can you even put a price-tag on one’s legacy? It’s actually more a peace of mind question than a financial one. So, let me rephrase the question. How much is your peace of mind worth to you knowing your legacy is protected? Have you taken the necessary action to protect your legacy and business that you’ve been busting your butt over for years and even decades? Here’s another question for you. Should something unexpectedly happen to you where you could no longer run the business, do you have a #2 in command identified, prepared, and ready to step in at a moment’s notice to take charge on your behalf? If your answer is, “No,” why not? If “Yes,” do you know for sure that they are the right person for the job? One last question (I know, “Enough with the questions already!”). What could your business do if there were two of you? How much greater could the results be? What would be the impact on EBITDA if you could replicate yourself? Having a #2 in command who can step in and run the business, not a division, the entire business, is not just about you the owner - it’s about every single employee who works for you. A lot of families depend on your

16 | THE SOUTHERN 97TH ANNUAL MEETING • 2020

business. Not having a #2 in command (the right #2 in command), identified, and prepared to take over for you should something unexpectedly happen to you, can be summed up in one word: selfish!

NO SUGAR-COATING THIS ISSUE BECAUSE IT’S TOO IMPORTANT; TOO IMPORTANT TO YOU, YOUR FAMILY, AND A LOT OF FAMILIES WHO DEPEND AND TRUST YOU TO TAKE CARE OF THE BUSINESS… FOR EVERYONE’S SAKE. In case you’re thinking, “Nothing’s going to happen to me,” “I have plenty of time to get things in order,” consider the following: 1. Donald Terner, President, Bridge Housing Corp. 2. Robert Donovan, President & CEO, Abb Inc. 3. Claudio Elia, Chairman & CEO, Air & Water Technologies Corp. 4. Stuart Tholan, President, Bechtel 5. John Scoville, Chairman, Harza Engineering Company 6. Leonard Pieroni, Chairman & CEO, Parsons Corp. 7. Barry Conrad, Chairman & CEO, Barrington Group

8. Paul Cushman III, Chairman & CEO, Riggs International Banking Corp. 9. Walter Murphy, Senior Vice President, AT&T Submarine Systems, Inc. 10. Robert Whittaker, Chairman & CEO, Foster Wheeler Energy International 11. Frank Maier, President, Ensearch International Ltd. 12. David Ford, President & CEO, Interguard Corp. of Guardian International Do you recognize any of these names? These are the CEO’s who were on the plane with Secretary of Commerce Ron Brown of the Clinton administration, on an official trade mission when the plane crashed on April 3, 1996. There were no survivors. You have to wonder if they had their #2 in command, identified, and prepared to immediately step in and take over their company.

Here’s another example of how life can blindside you:

1. Wendy’s CEO (1999) Gordon Tetrer; Cause of death: Heart attack 2. McDonald’s CEO (2004) Jim Cantalupo; Cause of death: Heart attack 3. McDonald’s CEO (2004) Charlie Bell; Cause of death: Cancer

4. Circuit City (2005) Multiple Sr. Leaders; Cause of death: Plane crash 5. Sara Lee CEO (2010) Brenda Barnes; Cause of death: Stroke One last attempt to convince you to have a #2 in command: 1. When the owner suddenly becomes disabled or dies, and their ill-prepared spouse or children take over the business, the likely result is bankruptcy or sell-off. –Entrepreneur Magazine 2. 60-70% of all family businesses that lose a founder to retirement or death are sold or liquidated. –Inc. Magazine 3. 40% (64 million) of the U.S. workforce will be poised for retirement by 2020. The resulting talent gap will directly impact the future sustainability of every enterprise. –The Wall Street Journal

Key issues to contemplate: 1. If your planned successor is one of your children, it’s not about “Who’s Next,” it’s about “Who’s Best.” • How do you know who among your children is best for the job? 2. Even your successor will need a #2 in command. 3. If your #2 in command is your: • CFO: do they have the operational expertise to succeed? • COO: do they have the financial expertise to succeed? • Any other position in your company: my CFO and COO comments apply to all of them. This issue is deeply personal to me. It’s why I’m taking the time to write this article and a few follow-up articles to get you thinking about this critical business imperative. My friend Mike died at the age of 43. He was out riding his Harley Davidson Switchback touring bike (with helmet) and was thrown. He was in a coma for 4-months and eventually died,

leaving a wife and four young children all under the age of twelve. Mike’s plan was to legacy his business to his children. Mike didn’t have a #2 in command because he was too busy running his 28-chain QSR. He was too busy to identify and develop his #2 in command. Not unlike most of us, right? Mike’s CFO stepped in to run the business but failed miserably since she didn’t possess the operational expertise. The COO was next in line and his authoritarian leadership style which was in sharp contrast to Mike’s “People first” leadership style, resulted in an employee revolt. At the advice of the bankers and Mike’s board of advisors, Mike’s business was sold for $.57 on the dollar. The bottom-line: Mike’s story doesn’t have to be your story! n For more information on this topic, visit 2incommand,com, or contact me at: terrym@eps-i.com.

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THE SOUTHERN 97TH ANNUAL MEETING • 2020 | 17

"Distributing Excellence Throughout the South" P.O. Box 51 • Allen Avenue • Andalusia, Alabama 36420

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2019 SOUTHERN AWARD WINNERS

Career Achievement Award Charlie Casper, Hardecs

Career Achievement Award Clark Sturdivant, National Tobacco

Career Achievement Award Dave Riser, RAI Trade Marketing Services

Hershey Leadership Award Steve Douglas, Douglas Companies

Liberty Award Kevin Barney, Atlantic Dominion

SAWD Service Award Scott Hill, Jack Links

SAWD Service Award Scott McPherson, Core-Mark

Southern SLD Leader of the Year Award Morgan Allain, Franklin Supply

Vendor of the Year Award Bennett Roberts, Matrix Brokerage

20 | THE SOUTHERN 97TH ANNUAL MEETING â&#x20AC;¢ 2020

MEETINGS WITH A MISSION

MEETINGS WITH A MISSION was designed to encourage connections between our attendees and those in the community in which we are meeting. For our 2019 Meetings with a Mission initiative, we partnered with the Avalon Center (avaloncenter.org). Avalon Center works to end domestic and sexual violence by breaking the cycle of abuse through prevention, education, shelter and support services. By offering tools for safety, self-sufficiency and empowerment, Avalon helps build a stronger, healthier community in the greater Williamsburg and Middle Peninsula communities. Teresa Christin, Executive Director for Avalon, joined for dinner on Thursday night and shared with us the challenges facing their clients. Avalon receives funding from local, state and federal governments, in addition to donations from generous individuals, business, civic and religious groups, as well as United Way. We are proud to announce that we collected over $4,000 for this great cause. Thank you to everyone who contributed! THE SOUTHERN 97TH ANNUAL MEETING â&#x20AC;˘ 2020 | 21

2020 SOUTHERN AWARD WINNERS

Career Achievement Award Greg Martin The Southern

Hershey Leadership Award Scott McPherson Core-Mark

Liberty Award Paula Glidewell Glidewell Distributing

SAWD Service Award Chad Pickel AMCON Distributing

SLD Leader of the Year Award Jeff Thompson Douglas Companies

Vendor of the Year Joel Palmer Swedish Match

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“Our goal is to take category management to the next level and drive higher sales and profits for YOU. Our Category Management, Focused Marketing Initiatives, and Technology Ordering Solutions make it easy for you to maximize and optimize your entire store – making sure you have the right products for your customer when they want it. We are continually developing innovative strategies and solutions designed to help you grow business through marketing and supply chain programs by making your store more efficient, profitable, and a destination for the convenience store customer.”

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Tampa Jason Nevin 9020 King Palm Dr. Tampa, FL 33619 (813) 664-0474

THE SOUTHERN 97TH ANNUAL MEETING • 2020 | 27

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WHOLESALER HIGHLIGHT: Q&A WITH SHERWIN HERRING, SOUTHCO DISTRIBUTING and work 40 to 60 hours per week. You have to be hands on in order to succeed.

SOUTHERN: Could you give me a brief history of your company and how you got started in the business? The business started in 1956, under the name of Southern Wholesale. It operated out of a garage and sold product out of the back of two panel trucks. Products included cigarettes, cigars, chewing tobacco, candy, a little HBC and a few paper items. In 1981 the company was sold, and the name was changed to Southco Distributing with an emphasis on the c-store industry. Groceries and food service were added to the product mix. In 1996 the company was purchased by myself, Marvin Wooten, and Chris Wise, all who are still involved with the company. SOUTHERN: Number of years personally in the business? I have been at SouthCo since 1971 – 49 years. I started in the warehouse pulling orders at $1.60/hour, worked as a truck driver, night shift supervisor, office employee who was responsible for putting together our first price book, General Manager and VP. I was promoted to President in 1986 and currently serve as CEO. SOUTHERN: How many years has company been in business and how many employees are there? Been in business since 1956 and we currently employ about 220. SOUTHERN: What is necessary to succeed in this business? The best way to succeed in business is to surround yourself with good people who take pride in their job and the company. Plus, you must stay with the company,

SOUTHERN: Is there anyone who has been a mentor for you in the industry? In my early years at Southco, I was given the opportunity to become General Manager by one of the absentee owners, David Weil. He spent over six months working with me to earn the only degree that I have, which is on the job training. He taught me employee relations, customer relations, how to read a financial statement, margins, expense control and the importance of giving back to the community where you live and work. SOUTHERN: How long have you been a Southern member? We have been a member of the Southern since the early 1980’s. Jack Head (Head Distributing) called me and asked me to serve on the Southern Board representing North Carolina. At my first board meeting Jack was not present and I didn’t know anyone. Mike and Jean Jones (with Andalusia Distributing) walked up to Becky and myself at the cocktail reception the first night and introduced themselves. SOUTHERN: What keeps you coming back to the meetings? Friendships that my family and I have developed over the years with current members and their families is probably the biggest thing that keeps us involved. Also, the networking opportunities with new members and vendors is very important. SOUTHERN: What is the best part of the meetings? The Education sessions, catching up with old friends and networking. SOUTHERN: What are your words of wisdom to someone getting started in the business? Develop friendships with your peers so that you will have someone that you feel comfortable reaching out to when you have a question. Don’t be afraid to ask for help from veteran members.

The networking ranks as the number 1 reason to be a member of the Southern. Certainly, the education sessions, government updates, the Ten 2 Profit, are also important reasons. SOUTHERN: What is the biggest issue facing this industry today? Certainly, the biggest issue right now is surviving COVID-19. Under normal conditions our issues include labor shortage, government regulations, consolidation in our industry from customers, vendors, and wholesalers. SOUTHERN: If someone were interested in coming to the Annual meeting for the first time …what would you advise them? Don’t be a fly on the wall, meet and greet, attend all functions. Get to know everybody, their family, and something about their business. SOUTHERN: Tell us about yourself and your family? My wife Becky and I have been married for 49 years. We have two children, April and Kevin. April currently serves as Executive VP; she is married to John Garver who also works at Southco and heads up our wholesale program and special projects. They have an 8-year-old daughter, Gray. Kevin is our Operations Manager; he is married to Allison who is our Office Manager and Assistant Controller. They have two children, Hayden (7) and Baileigh (3). I enjoy getting to see my whole family just about everyday but especially enjoy spending time with my 3 grandkids.

SOUTHERN: What is the main reason someone should be a member of the Southern? THE SOUTHERN 97TH ANNUAL MEETING • 2020 | 29

2 3 R D A N N UA L

SILENT AUCTION TO BENEFIT THE EDUCATION FUND

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

30 | THE SOUTHERN 97TH ANNUAL MEETING • 2020

WE PROUDLY SUPPORT

THE SOUTHERN ASSOCIATION OF WHOLESALE DISTRIBUTORS 100 East Cove Extension - P. O. Box 2018 - Wheeling, WV 26003

Phone: 304-243-1820

www.TEAMSLEDD.COM

THE SOUTHERN 97TH ANNUAL MEETING â&#x20AC;¢ 2020 | 31

2019 SLD BUSINESS RESOURCE MEETING

Hilton Head This past November the Southern Leadership Division (SLD) group headed to the Sonesta Resort in Hilton Head, South Carolina for their annual business resource meeting. We kicked off the 3-day meeting with “Advice from the Corner Office,” where Scott McPherson, President and CEO of Core-Mark and President of The Southern, shared with the group what it takes to deliver industry-leading category management solutions to retail partners. Following Scott, Spencer Taylor, with Lumen Group, walked us through how to optimize our workforces so that they lead to a substantial increase to our bottom lines. After lunch, we partnered with Together We Rise to help them transform the way kids experience foster care in America. We rolled up our sleeves and put together skateboards, bicycles, birthday boxes and wrote personal letters for those kids in foster care. Thank you to our member Altria Group Distribution Company and Brandon Mohr, for organizing this great hands-on event. Immediately following, we got together in teams and competed in a resort-wide Scavenger Hunt. A great time was had by all. Thank you to all of the guests and employees of the Sonesta for participating. On day two of the 3-day meeting, we invited Evan Carroll and Stan Phelps, presented a three-part workshop on delivering world-class customer service. They showed us that in a world where commoditization is the norm, differentiation is key. The kind of differentiation customers will notice doesn’t come from what you say, it comes more from what you do. We ended the meeting on day three with our Round Table Discussion. Facilitated by Jake Stewart, SLD President, this popular session allows attendees to get together in an informal setting to discuss issues related to the industry or a specific business process while sharing best practices.

32 | THE SOUTHERN 97TH ANNUAL MEETING • 2020

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36 | THE SOUTHERN 97TH ANNUAL MEETING â&#x20AC;¢ 2020

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

97TH ANNUAL MEETING • SCHEDULE OF EVENTS •

Note: This is a tentative schedule of events. All details subject to change. the-Southern.org will always have the latest information. The on-site program supersedes all pre-printed materials.

MONDAY, AUGUST 17

2:00PM - 5:30PM Registration Desk Open 2:15PM - 3:15PM Chair/Vice Chair Meeting 3:30PM - 4:30PM Committee Meetings Convention, Education, Government Affairs 4:30PM - 5:30PM Finance & Budget Committee Meeting 5:30PM - 6:30PM Executive Committee Meeting 7:00PM - 9:30PM Chairman’s Reception & Dinner at Firefly Inn (Depart hotel at 7:00PM) For members of the Board of Directors and Past Presidents

TUESDAY, AUGUST 18

8:00AM - 1:00PM Golf Tournament Nicklaus Course (Depart hotel at 6:30AM for breakfast and practice time at the course) 9:00AM - 5:00PM Registration Desk Open 11:30AM - 2:30PM Optional Event – Painting Party Join us for cocktails, lunch and a painting party. Marie Smithpeter, the resident artist at Sun Bear Gallery and Studio, will lead a painting class at the Sheraton in using subject matter associated with her love of the beach. She enjoys helping others to bring out the “little artist” in them and spending time talking shop with fellow art lovers. All levels of painters are invited. 3:00PM - 4:00PM Board of Directors’ Meeting 4:15PM - 5:15PM SLD Board Meeting 5:30PM - 6:00PM New Vendor Reception All Buyers and First-time Vendors 6:00PM - 7:00PM Welcome Reception All invited 7:00PM - 9:00PM Southern Dinner Come join us for an evening of great food, great friends and great fun for the whole family! After Dinner-Until Hospitality Suite Open to All Continue our Southern themed evening with cocktails, dancing and entertainment at our Hospitality Suite. Shop our Silent Auction, whose proceeds fund the $22,000 in annual scholarships given out each year to deserving member students, as well as funding education sessions and more. 38 | THE SOUTHERN 97TH ANNUAL MEETING • 2020

WEDNESDAY, AUGUST 19

7:30AM - 5:00PM Registration Desk Open 7:30AM - 8:30AM Kick-Off Breakfast (Continental) Join us for a fresh breakfast and plenty of coffee to help you get ready for a jam-packed schedule. 8:00AM - 10:30AM Education Sessions 8:00AM - 9:10AM SESSION 1 “Identify & Develop Your # 2 in Command” Terry McKenna, Principal, Employee Performance Strategies, Inc. This 70-minute session will provide business owners with a process for protecting their legacy should something unexpectedly happens to them or they choose to work less or retire, while at the same time preparing the next generation of workers for an unexpected future. You will learn: • How to define and develop #2 in command. • How to effectively navigate family dynamics of next generation of ownership. • How to develop a succession plan for key mission critical leadership positions. TERRY MCKENNA is an internationally acclaimed speaker, author, coach, and consultant on the topics of human capital optimization and organizational design: people and systems. He is principal and co-founder of Employee Performance Strategies, Inc. (EPS), the leading authority in helping organizations maximize their financial results by maximizing their workforces. Terry is the author four books: What Great Leaders Do, How to Become a High-Performance Organization, Customer Service – The Ultimate Differentiator, and Hire the Best C-Store Employees. Before cofounding EPS, Terry worked with ExxonMobil for seventeen years, where he led the development and implementation of a national customer service strategy.

9:20AM - 10:30AM SESSION 2 “State of the Industry Report - Straight from Changemakers” Scott McPherson – President & CEO, Core-Mark Jessica Hendrickson– Altria Group Distribution Group Andy Jones - President and CEO of Sprint Food Stores, MB Jones Oil Company, and Town and Country Gas Facilitator – John Lofstock, CStore Decisions This is not your typical State of the Industry report from a panel filled with stock analysts, economists and lawyers. The people on this panel are making things happen and are known for their forward-thinking as industry executives. Our panelists are the “changemakers”, the leaders that are actually moving the needle on industry-wide innovation and change. SCOTT MCPHERSON has served as President and Chief Executive Officer of Core-Mark since July 2018. Prior to that he served as President and Chief Operating Officer, Senior Vice President- Business Operations and Strategic Opportunities, Senior Vice President – Corporate Development and Director of Corporate Marketing. JESSICA HENDRICKSON is the Vice President, Region Sales for Altria Group Distribution Company, a service organization providing centralized sales and distribution support to Altria’s tobacco operating companies. She leads the Western Region sales team including over 400 employees, responsible for supporting retail and wholesale accounts located across 14 states. Jessica joined Philip Morris USA in 2005 as a Sales Intern and then accepted a full-time position as a Territory Sales Manager in 2006. She has held a variety of leadership positions in the Field Sales and Headquarter Trade Marketing Departments. Most recently, Jessica served as a Senior Director of Accounts,

overseeing a multi-level team of Senior and Key Account Managers servicing top retail and wholesale customers in the Midwest Region. ANDY JONES is the third generation in the family business. He began working at the full-service gas station at the age of 10. After graduating college, he worked for Georgia Pacific in Atlanta for a couple of years. In 1991, Andy returned home and started learning all aspects of the business. In 1997, Sprint Food Stores was formed. Currently, Andy is President and CEO of Sprint Food Stores, MB Jones Oil Company, and Town and Country Gas. He is on the NACS Board of Directors and Executive Committee and is Vice Chairman of the Research Committee. Also, he is on the Executive Committee of both Georgia Oilmen’s Association and Augusta Tomorrow. Andy is on the Board of Governors of Augusta Country Club. He is also Past Chairman of the Board of Trustees for the Episcopal Day School of Augusta. JOHN LOFSTOCK is Executive Director of The National Advisory Group (NAG), a convenience store trade association focused on small, mid-sized and family-owned businesses. In this role, he oversees all of NAG’s educational content, membership, the group’s annual conference and the Young Executive Organization (YEO). Lofstock will also continue to serve as Editor-in-Chief and Vice President, Editorial for The Convenience Store Decisions Group, directly responsible for the day-to-day operations of this multimillion-dollar magazine including financial budgets, editorial direction, trade show content and the online division. 10:00AM - 11:30AM First Lady’s Social Join the Southern’s First Lady, Donda McPherson, when she hosts a lovely brunch for all spouses and guests. 10:45AM - NOON GENERAL SESSION “Hurdling Adversity- Creating the New Normal” Joey Jones, Founder and CEO, Inspired Communications International, LLC

Combat-wounded Staff Sergeant (Ret.) Johnny (Joey) Jones turned a traumatic, life-changing disability in to a personal mission to improve the lives of all veterans. Now serving as the spokesperson and Chief Operating Officer of the national non-profit Boot Campaign, Joey is key to educating the civilian public and corporate America on issues concerning veterans and their families in a nonpartisan, inspiring way. JOEY JONES Known to his friends as “Triple J,” Jones was raised in Dalton, Georgia and enlisted in the Marine Corps after high school. During his eight years of service, he worked as an Explosive Ordinance Disposal (bomb) Technician, deploying to both Iraq and Afghanistan on three combat tours. It was during that tour on August 6, 2010, when he stepped on and initiated an IED, resulting in the loss of both of his legs above the knee and severe damage to his right forearm and both wrists. He then spent two grueling years in recovery at Walter Reed National Military Medical Center in Washington, D.C. 1:30PM - 5:00PM Ten-2-Profit Fast-paced and full of energy, these 10-minute “appointments” with buyers and vendors can be used to showcase new products or services, conduct a mini-business review, or introduce anticipated program changes. 6:00PM - 7:00PM Get Acquainted Reception 7:00PM - 9:00PM Awards Banquet This evening is an opportunity to recognize some of the Southern’s best – those who have demonstrated extensive commitment to service and achievement in the industry. After Dinner-Until Hospitality Suite Open to All

THURSDAY, AUGUST 20

7:30AM - 8:30AM Industry (Continental) Breakfast 8:30AM - 1:00PM Registration Desk Open 8:45AM - 11:15AM House of Deals Use this additional time to review and discuss “show deals”, write orders, share samples or simply use it to catch up with your business partners. In an environment that is fun and relaxed, this event is a great way to discuss next steps and finalize opportunities. 11:30AM - 12:30PM Vendors Forum Representatives of all vendor companies are encouraged to attend. 11:30AM - 12:30PM Distributors Forum Representatives of all distribution companies are encouraged to attend. This meeting is open to distributors only.

12:45PM - 1:30PM Board of Directors Meeting 1:45PM - 2:45PM Executive Committee Meeting 6:30 PM - 8:00 PM One More Thing...Sunset Dolphin Sail Sail into the sunset aboard the Footloose Catamaran! This 2-hour sail along the Gulf of Mexico offers a great opportunity to relax and leave your worries behind. Listen to tropical music and enjoy a complimentary glass of wine, Sangria, cold beer, or non-alcoholic beverage aboard Panama City Beach’s best sunset cruise. Just relax on the deck and look for Flipper and his friends!

prereg.net/2020/sawd Deadline is August 3, 2020. 1st Distributor Attendee: $700 Each Additional Distributor: $500 Spouse and Children are FREE.

HOTEL RESERVATIONS

Sheraton Panama City Beach Spa and Resort 4114 Jan Cooley Drive Panama City Beach, FL 32408 To make hotel reservations, visit

https://tinyurl.com/yaeg8eoa Or call 1-866-912-1042 Deadline for group rate is July 20, 2020.

COVID-19 NOTICE

We are committed to your health and well-being while hosting the world-class event you have known for years. The Southern is taking every possible step to ensure the Annual Meeting follows all the recommended guidelines, including social distancing, as it pertains to events in the wake of COVID-19. The Sheraton Panama City Golf & Beach Resort, a Marriott property, has adopted new protocols to ensure guests have safe, clean and healthy hotel stays.

The Southern P.O. Box 2289, LaGrange, GA 30241 770-932-3263 | the-southern.org The Southern is managed by Association Services Group. See www.associationservicesgroup.net THE SOUTHERN 97TH ANNUAL MEETING • 2020 | 39

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40 | THE SOUTHERN 97TH ANNUAL MEETING • 2020

IN MEMORIAM GREGORY BONNETTE MARTIN

There are special people in our lives who never leave us – even after they are gone. Friday morning, February 28th, 2020 Gregory Bonnette Martin passed peacefully surrounded by his family. The void he leaves is only surpassed by the impact he had on those around him. Whether you knew him as an executive, a neighbor, a church elder or as Boudreaux, Greg’s words could make the calloused cry and the toughest laugh, yet it was the way he lived his life with purpose and on mission that always told the truest story.

Through his final weeks Greg continued to text me making sure the ship was on course and everyone knew their duties…that was Greg, selfless and caring for others. – Scott McPherson, Southern President and President/ CEO of CoreMark Greg was such a fantastic person and role model. As a young state exec 20 plus years ago he took me under his wing as a mentor. This news breaks my heart. Prayers to all of you and to his family. He was so very proud of them. - Stacia Munroe, IAWD I have known Greg for 20 years. He was salt of the Earth and a good soul. Always positive and great sense of humor. - William J. Pascrell, III, Princeton Public Affairs Group

I considered Greg a friend more than a client. He wrote me the nicest testimonial several years ago after my first engagement with your association. He was so kind to take the time and provide such detail. It was the best testimonial I ever received. - Terry McKenna, Employee Performance Strategies, Inc. CDA members fondly remember Greg as a longtime friend and leader in the industry. We are thankful for the impact Greg made in his 24 years at The Southern and the many friendships along the way. His leadership and big heart affected many in the industry, well beyond the SAWD membership. - Kimberly Bolin, Convenience Distribution Association

Your life was a blessing, your memory a treasure. You are loved beyond words and missed beyond measure. THE SOUTHERN 97TH ANNUAL MEETING • 2020 | 41

EDUCATION FUND CONTRIBUTORS 2020

THANK YOU! Allison Wholesale Altria Group Distribution Amcon Distributing Company Andalusia Distributing Ashland Specialty Company Associated Distributors Atlantic Dominion Dist. Burdette Beckmann C&B Distributors Caldwell Wholesale Charles C. Parks Co. Cheyenne International Church Point Wholesale City Wholesale Grocery Core-Mark International Corso, Inc. Creative Data Research Davison Fuel & Oil Dot Foods Douglas Companies Eby-Brown Company Ferrara Candy Franklin Supply, Inc. Golbon Glidewell Distributing Great Midwest Tube Gummer Wholesale Hardec’s Home Folks Wholesale Imperial Trading Company ITG Brands J.F. Johnson, Inc. J.L. Gaddy Wholesale

42 | THE SOUTHERN 97TH ANNUAL MEETING • 2020

Jack Link’s Protein Snacks Kellogg’s King III Solutions Lil’ Drug Store Products Long Distribution Lyons Specialty Co. M.R. Williams Matrix Brockerage Merchants Grocery Company National Tobacco Company PDQ Sales/Jackson Wholesale Co. ProCat Distribution Technologies RAI Trade Marketing Services Company Reliva CBD Renfro Supply Co. Republic Tobacco Smith Wholesale Co. Smokey Mountain Chew Southco Distributing Company Stephenson Wholesale Stewart Distribution Co. Swedish Match of North America Swisher International Team Sledd The H.T. Hackney Company The Hershey Company Turkey Creek Snacks/Evans Good Group UniPro Foodservice, Inc. Velociti Alliance Venture Sales W.L. Petrey Wholesale Warren Oil Co.

COUNCIL OF PRESIDENTS

STEVE DOUGLAS

Douglas Companies Conway, AR 2018-2019

RANDY EMANUELSON Team Sledd Wheeling, WV 2017-2018

JIMMY STEWART

RANDY LONG

Long Distribution Corinth, MS 2016-2017

MARK DAVENPORT

Stewart Distribution Waycross, GA 2008-2010

J. T. Davenport & Sons, Inc Sanford, NC 2006-2008

BOB PIERPOINT

DUANE SCHNEIDER

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

DICK BRAY

Premier Beverage & Equipment Franklin, TN 1989 - 1990

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

GRADY SMITH

TVC Wholesale, Inc. Florence, AL 1988 - 1989

44 | THE SOUTHERN 97TH ANNUAL MEETING â&#x20AC;¢ 2020

PAULA GLIDEWELL

Glidewell Distributing Fort Smith, AR 2014-2016

SHERWIN HERRING

Southco Distributing Company Goldsboro, NC 2004-2006

JACK COFER

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

JOHN HEAD

Head Distributing Company Smyrna, GA 1986 - 1988

DICK DUNHAM

Stephenson Wholesale Co. Durant, OK 2012-2014

STEVE SHING

Grocery Supply Co. Sulphur Springs, TX 2002-2004

KEN CALDWELL

Caldwell Wholesale Tobacco Co. Shreveport, LA 1992 - 1994

A.C. MAY

Pelican Cigar Co. Lake Charles, LA 1985 - 1986

RICKY JONES

Andalusia Distributing Andalusia, AL 2010-2012

MIKE JONES

Andalusia Distributing Andalusia, AL 2000-2002

SCOTT FISHER

Spartan Automatic Retailers Memphis, TN 1990 - 1992

JOHN GREEN

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

CORSO AD PROOF AN IMPORTANT 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.

SOME PAST EVENT HIGHLIGHTS...

THE SOUTHERN 97TH ANNUAL MEETING • 2020 | 45

2020 SAWD

EXECUTIVE COMMITTEE

SCOTT MCPHERSON SAWD President Core-Mark Colleyville, TX

MARTY HOWELL SAWD Vice President/Comptroller H.T. Hackney Opp, AL

HUGH RAETZSCH SAWD Vice President Lyons Specialty Port Allen, LA

CHAD PICKEL SAWD Vice President AMCON Distributing Crossville, TN

CHARLES HALL Chief Executive Officer SAWD LaGrange, GA

STEVE DOUGLAS SAWD Board Chairman Douglas Companies Conway, AR

46 | THE SOUTHERN 97TH ANNUAL MEETING â&#x20AC;¢ 2020

Committed to Service, Delivering Success! www.douglascompanies.com

Steve Douglas and Susie Douglas Munson

Conway, Arkansas 501-329-6866

Joplin, Missouri 417-208-5516

As a leading supplier of convenience store products for more than 45 years, Douglas Companies has been committed to delivering success for our customers. When our trucks roll, our customers are ensured they will get the best possible products and pricing. From candy and snacks to coffee and food programs, Douglas can deliver success to your door. Pinnacle Refreshment Services is the new look of break room convenience services, with hundreds of more options than traditional vending machines. We are your one stop shop for all things convenience.

The New Look of Break Room Refreshment Service

In place of your current vending machines, Pinnacle offers an open and modern break room solution with our micro-markets, water ďŹ ltration systems and ofďŹ ce coffee services.

www.pinnaclerefreshments.com

2020 SAWD

STATE DIRECTORS ALABAMA

ALABAMA

ARKANSAS

FLORIDA

NICK ZADEN City Wholesale Grocery Birmingham, AL

NELSON PARKER Allison Wholesale Paint Rock, AL

PAULA GLIDEWELL Glidewell Distributing Fort Smith, AR

SUSIE MUNSON Douglas Companies Conway, AR

SAM STEWART Stewart Distribution Waycross, GA

FLORIDA

GEORGIA

KENTUCKY

LOUISIANA

CARLOS ZUMARRAGA Zuma & Sons Medley, FL

DON CHILDERS Home Folks Wholesale Augusta, GA

CHARLIE CASPER Hardec’s Elizabethtown, KY

DAN MCINTYRE Jackson Wholesale Jackson, KY

JACK CASANOVA Churchpoint Wholesale Churchpoint, LA

LOUISIANA

MISSISSIPPI

NORTH CAROLINA

EMILE CANTRELL Imperial Trading Elmwood, LA

LIZ JOACHIM Corso, Inc. Biloxi, MS

JACK PARKER The Corr-Williams Co. Pearl, MS

APRIL GARVER SouthCo Distributing Goldsboro, NC

48 | THE SOUTHERN 97TH ANNUAL MEETING • 2020

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2020 SAWD

STATE DIRECTORS NORTH CAROLINA

OKLAHOMA

SOUTH CAROLINA

LAWSON WILLIAMS M. R. Williams Henderson, NC

JIM NAIFEH Standard Distributing Co. Sapulpa, OK

CARTER ADAIR Stephenson Wholesale Durant, OK

BILL WILKERSON J. L. Gaddy Wholesale Hickory Grove, SC

TENNESSEE

TEXAS

VIRGINIA

CHAD PICKEL Amcon Distributing. Crossville, TN

JOHN PRICKETTE Grocery Supply Company Sulphur Springs, TX

STEVE YAWN McLane Temple, TX

ROBIN RAY Atlantic Dominion Distributors Virginia Beach, VA

VIRGINIA

WEST VIRGINIA

CHRIS SMYTHERS Merchants Grocery Co., Inc. Culpeper, VA

RANDY EMANUELSON Team Sledd Wheeling, WV

CHAD GUMMER Gummer Wholesale Heath, OH

50 | THE SOUTHERN 97TH ANNUAL MEETING â&#x20AC;¢ 2020

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THE SOUTHERN 97TH ANNUAL MEETING • 2020 | 51

2020 SAWD

AT-LARGE DIRECTORS

KEITH LANDEN Franklin Supply Franklin, LA

GEORGE NAUMANN Renfro Supply Company Williamsburg, KY

COREY COOPER Stephenson Wholesale Durant, OK

2020 SAWD

BROKER REP, SLD REP, & LEGISLATIVE LIAISON

MAX WEINER Burdette Beckman Inc. Chesapeake, VA

52 | THE SOUTHERN 97TH ANNUAL MEETING â&#x20AC;¢ 2020

JAKE STEWART SLD Representative Stewart Distributing Blackshear, GA

BENNETT ROBERTS Broker Representative Matrix Brokerage Chapel Hill, NC

SEAN COLLINS Legislative Liaison Altria Client Services Milton, GA

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2020 SAWD

MANUFACTURER REPRESENTATIVES

BRANDON MOHR Altria Group Distribution Co.

JEBB MAGINNIS Creative Data Research

DEVIN FOGLEMAN Dot Foods

BOB TROAST The Hershey Company

CRAIG LEIKER ITG Brands

SCOTT HILL Jack Link’s Protein Snacks

TOM BRICE Lil’ Drug Store

CASEY COOPER National Tobacco

STEVE STOMEL ProCat Distribution Technologies

MIGUEL MARTIN Reliva CBD

ANDREW PANAGOPLOS Republic Tobacco

BRENT SABO RAI Trade Marketing Services

JOEL PALMER Swedish Match

BILL DUNN Swisher International, Inc.

54 | THE SOUTHERN 97TH ANNUAL MEETING • 2020

THE SOUTHERN 97TH ANNUAL MEETING â&#x20AC;¢ 2020 | 55

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SLD 2018-2020 OFFICERS & DIRECTORS

OFFICERS Jake Stewart, Stewart Distribution, Waycross, GA, SLD President Morgan Allain, Franklin Supply, Franklin, LA, SLD 1st Vice President Robbie Surratt, Merchants Grocery, Culpepper, VA, 2nd Vice President Joe Dilger, ITG Brands, Atlanta, GA, SLD Secretary Leanne Jennings, J. L. Gaddy Wholesale, Hickory Grove, SC, Board Chairman

DIRECTORS Randy Stephens, Altria Group Distribution Co., Richmond, VA Jeff Thompson, Douglas Companies, Conway, AR Ben Pinti, Lil’ Drug Store, Cedar Rapids, IA Jimmy Jones, National Tobacco, Louisville, KY Colby Carmichael, Long Wholesale Dist., Corinth, MS Kim Duet, Lyons Specialty, Port Allen, LA Kevin Herring, SouthCo Distributing, Goldsboro, NC Ron Leitner, RAI Trade Marketing Services, Winston-Salem, NC Maria Miro-Narlock, Spotlight Innovations, Brandon, MS Mark Rollins, Swisher International, Duffield, VA Joni Rhoney, Jack Link’s, Minong, WI

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WHOLESALE DISTRIBUTORS OF: Cigars • Cigarettes • Tobacco • Smoking Accessories Beverages • Candy/Concessions • Snacks • HBC Paper Supplies • Automotive • Groceries Food Service & Supplies • Janitorial Supplies

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NEW VENDOR HIGHLIGHT! We would like to extend a warm Southern welcome to the following vendors who are joining us for the first time (or who have not been with us in several years):

Dible Dough LLC • Doublewaves Inc. Bedrock Manufacturing • Frontier Cigars Ignite Distribution • Island Lifestyle Importers Red Diamond • Reliva CBD • National Retail Solutions Old Trapper Smoked Products • Summit Labs • Texas Tito’s

A LOOK BACK...

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Wishing All The Southern Attendees Great Success and Sunny Days!

VENDOR HIGHLIGHT: Q&A WITH MIGUEL MARTIN, RELIVA CBD

SOUTHERN: How long have you been a Southern member? I have been a member of The Southern through my career at Altria and now with Reliva for over 20 years. SOUTHERN: What keeps you coming back to the meetings? It’s the people. The Southern is unique and nothing exists like it across any other group. This is a unified group of competitors that is always looking to get better and evolve as this business evolves. Each and every meeting I learn something new. SOUTHERN: Could you give me a brief history of your company and how you got started in the business? Reliva is a leading CBD company focused on compliant sales through wholesale partners. As a 25-year veteran of the tobacco and vapor business my background working with regulated products, wholesalers and retailers made the CBD opportunity a perfect fit. SOUTHERN: What is necessary to succeed in this business? As the regulations are evolving, it is critical that you understand the requirements for each and every state. Secondly, having high quality manufacturing and testing protocols are critical to ensure your products meet the expectations of consumers and trade partners. Lastly, understanding what retailers and wholesalers need programmatically is critical so that all parties benefit from this accelerating category. SOUTHERN: Is there anyone who has been a mentor for you in the industry? I have had many mentors in this industry. I continue to learn so much from wholesalers, retailers and even my competitors. While hard to name just one individual, I can say that across all aspects of our business those that listen, have strong values and make sure all parties win are folks I try to emulate.

SOUTHERN: What is the best part of the meetings? The best parts of the meetings are the honest conversations about what more a manufacturer can do to earn the trust and business of the members. SOUTHERN: What are your words of wisdom to someone getting started in the business? My advice would be to listen to the consumer, the retailer and the wholesaler. So many times, manufacturers look inward for answers when they are always outside of your company. If you can understand the needs of your customers and consumers you will always create a better product, program and results. SOUTHERN: What is the main reason someone should be a member of The Southern? The Southern offers a truly unique opportunity to connect with some of the best operators in business today. The schedule of events allows you to efficiently communicate with the members, gain feedback and most importantly access markets where the members have incredible influence. It would be difficult to be successful in the Southern geography without the support of The Southerns’ members.

SOUTHERN: What is the biggest issue facing this industry today? I believe the speed of change in regards to consumer preferences, regulations and product interests. With the decline of key categories and the emergence of new ones, flexibility and adaptability are key. SOUTHERN: If someone were interested in coming to the Annual meeting for the first time …what would you advise them? My advice would be to be a good listener, be humble and take advantage of the members’ willingness to share best practices. I have not met a member that is not willing to help others out. n CONTACT INFORMATION Miguel Martin miguel@relivacbd.com 804-301-6239

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Williamsburg Wrap Up 2019 The Southern’s 96th Annual Meeting was held at the Colonial Williamsburg Lodge in historic Williamsburg, Virginia. It was another great week of catching up with friends, conducting business, gaining new perspectives and enjoying the rich history of Williamsburg. This year for our Meetings with a Mission initiative, we partnered with the Avalon Center. We are proud to announce that we collected over $3,000 in cash (in addition to a $1,000 check from The Southern). Thank you to everyone who supported this great cause! Our Southern Annual Golf Tournament provided a great day for networking with customers and prospects, as well as some friendly competition. This year it was held at Williamburg’s beautiful Gold-

en Horseshoe Course. Thank you to our sponsor ITG Brands and Craig Leiker for your continued support of this event and The Southern. It was standing room only for this year’s education sessions. Adam Burke with Nowsight, showed us how to quantify business inefficiencies into actionable information and bottom-line performance. Next Colin Gallagher and Kelly Michols, with Solari, helped distributors gauge risk vs. reward in the emerging category of hemp and CBD that most predict has extraordinary market potential. Then John Register, CEO of Inspired Communications, provided attendees with the necessary tools to strike a healthy work life balance, in a compelling session on hurdling adversity. Jonathan Havens,

co-founder of the Cannabis Law Practice at Saul Ewing Arnstein & Lehr LLP, ended the week’s education sessions with a session on the legal aspects of the explosive Hemp and CBD category. This year’s Ten-2-Profit was an overwhelming success. With over 600 individual meetings occurring during this event, the room was a-buzz with excitement before, during and after. The House of “Deals” on Friday was a great way to end this very historic week. None of this would be possible without the continued support of all of our sponsors. We salute them for their commitment to The Southern each and every year. n

SAWD Education Fund 66 | THE SOUTHERN 97TH ANNUAL MEETING • 2020

2019 SPONSORS Altria Group Distribution Company Burdette Beckmann Creative Data Research Dot Foods The Hershey Company ITG Brands Jack Link’s Protein Snacks Lil’ Drug Store Matrix Brokerage National Tobacco Co.

Nestlé USA ProCat Distribution Technologies RAI Trade Marketing Services Republic Tobacco SAWD Education Fund Scandinavian Tobacco SICPA Smokey Mountain Snuff Swedish Match Swisher International

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MIDYEAR BOARD OF DIRECTORS MEETING

Setting Our Direction for 2020 The Board of Directors Midyear Meeting was held in beautiful St. Kitts in the Caribbean. Known for its rainforested mountains and beaches of white, gray, and black sands, St. Kitts was the perfect place to get away from daily grind to set the direction for the association in 2020. This annual planning meeting is very important as Board members meet to discuss association financial matters, education resources, government affairs issues and other member programs. This is also a great opportunity for the Board to share key industry knowledge to ensure another successful year for our industry and all of our members. We thank our board members who were able to take time out of their busy schedules to meet. St. Kitts’ weather was warm, and the people were friendly and helpful - a perfect combination. A special thanks to all of our sponsors whose continued support makes the meeting possible. Altria Group Distribution Company Burdette Beckmann Creative Data Research Dot Foods ITG Brands Jack Link’s Protein Snacks Lil’ Drug Store Products Matrix Brokerage National Tobacco ProCat Distribution Technologies RAI Trade Marketing Services Republic Tobacco Swedish Match Swisher International The Hershey Company

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2021 • POINT CLEAR, AL

Join us for the 98th Annual Meeting Point Clear, AL • June 15-18, 2021 Treat yourself to a memorable experience at the Grand Hotel Golf Resort & Spa, Autograph Collection. Located near Fairhope, Alabama in the picturesque beach hamlet of Point Clear, the resort offers guests opportunities for both relaxation and entertainment. Challenge yourself at one of two renowned golf courses at the Lakewood Club, or spend the day finding balance at our 20,000 square foot Spa at the Grand. Enjoy a stunning pool complex, break a sweat at one of the 10 tennis courts, or explore the white sand beaches of Alabama’s famed Gulf Coast. • STAY TUNED FOR MORE INFORMATION AT THE-SOUTHERN.ORG

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2019 SCHOLARSHIP WINNERS

Congratulations 2019 SAWD Scholarship Winners

Scholarship winner Luke Hightower, son of Sandy Zazulak, with Imperial Trading, is currently attending Louisiana State University. Congratulations, Luke!

Congratulations to James Strickland, winner of a 2019 Southern Scholarship! James is attending the University of North Florida and is the son of Tonya Strickland with Swisher International.

ince 2012, The Southern has awarded more than $90,000 in scholarships to sons and daughters of its member organizations. Thanks to the SAWD Education Fund and the Annual Silent Auction, three scholarships are awarded to students who show their creativity by writing an essay on a trend or challenge in the convenience industry. The 2019 essay question was “What are you looking for in an employer once you get out of college…how would you define the perfect employer?”

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Scholarship winner Darren Ioos, son of Carl Ioos, with Republic Tobacco, is attending Clemson University. Congratulations, Darren!

Starting in 2020, we will be awarding an additional scholarship called the Greg Martin Annual Scholarship. This scholarship was created to celebrate all that Greg did for our members, our businesses, our association and the industry over the last 20+ years. The Greg Martin Annual Scholarship will go to the top elected entrant with the essay and details of that individual being shared with Greg’s family each year.

The winner of our Technical Scholarship is Emily Ruzicka, daughter of Elizabeth Ruzicka with Scandinavian Tobacco Group. Emily is currently attending Gwinnett Tech. Congratulations, Emily!

Choosing only four of these submissions from our 4-year college applicants and one for the Technical Scholarship was not easy for the scholarship judges! The Southern will be announcing the 2020 winners in June. Best of luck to everyone who has applied! n

2019 WINNING SCHOLARSHIP ESSAY

What are you looking for in an employer once you get out of college…how would you define the perfect employer? BY LUKE HIGHTOWER Theodore Roosevelt has been quoted as saying, “Far and away the best prize that life offers is the chance to work hard at work worth doing.” On the flip side of President Roosevelt’s quote can be found a quote by comedian, Drew Carey, “Oh, you hate your job? Why didn’t you say so? There’s a support group for that. It’s called everybody and they meet at the bar.” While one of these quotes is serious and sounds noble, and the other is sarcastic and funny, I think that many college graduates go out into the world expecting life to be more like the first quote even though they likely watched at least one of their parents live out the reality of the second quote. Many children grow up watching a parent or parents frustrated with their jobs or their bosses or the career path they chose. Even those lucky enough to have parents who followed their dreams into their most perfect career of choice may have witnessed a parent crushed by the realization that while their career choice was perfect for them the company that they eventually gained employment with was a terrible fit. I’ve been fortunate to grow up with parents who for the most part have enjoyed both their career choices and the companies that they work for. Both of my parents have worked for the same companies for many years; over 10 for my father, and almost 20 for my mother. In watching them both over the years the qualities in their employers that I’ve seen affect them the most have been flexibility, appreciation, and a path for growth. Since I only have part time work experience myself so far, seeing how these qualities affected my parents has definitely led me to the belief that they will be important also for me to seek in my own employer. Flexibility is extremely relevant with my generation because more women are

than just working as much as they have to so they can get their paycheck. As Voltaire said, appreciation in others actually gives you their excellence.

now seen in positions of power within corporations while more men are seen being actively involved with their families. Women are having growth and higher expectations in the workforce, while men are seeing growth and higher expectations on the home front. Having a flexible employer who understands the need for children to have a parent attend the Christmas Party at school or chaperone a field trip, whether that be the mother or the father, is important to me and would be a valuable benefit to have from the company that I work for. The standard 8am to 5pm workday is changing, and I would appreciate an employer who would be understanding if I worked modified hours occasionally in order to attend important family events. Voltaire said, “Appreciation is a wonderful thing. It makes what is excellent in others belong to us as well.” I’ve seen my parents work for bosses who appreciated them and those who did not, and the difference in their general contentment with work and life in general was noticeable in both situations. A boss and a company who appreciate their employees will probably have employees who work much harder than a company that does not. Treating your employees well and showing them appreciation even if you can’t always do that in the form of raises every year leads to a better work environment and makes employees want to work hard rather

Having a clearly defined path for growth is important to me because I like to know exactly what I am working for. It’s easy when you are in school to know that you are working towards an A, or a 4.0 GPA, or placement in the top 5% of the class. Those are clearly defined goals and the process to reach those goals is clearly laid out for the student. Employers who take the time to define paths for their employees would be great to work for because you would enter into the company not just with a job, but with a potential career. I understand that nothing is guaranteed but telling me that if I do “A”, then I will achieve “B”, would keep me motivated to keep working hard for that eventual goal. However, if there is the expectation that I should just do “A” repeatedly for years without any clear goals or ways to move up, then it would be frustrating and confusing and would likely lead to becoming bored or giving up on the job. There are many attributes that I will be looking for in a potential employer from starting pay rate to monetary benefits such as vacation time. Those are extremely important, however, beyond the money comes the desire for an atmosphere in which there is flexibility, feeling appreciated for hard work and effort, and having a path of growth and success that I can work towards and look forward to. Since both of my parents have been with their employers long term and I’ve seen the benefits of such loyalty, I too would like to find a great company to work for early on in my career and grow with that company for many years. If I am lucky enough to find a company who values these same qualities, then I would feel confident that I’d found a perfect employer. n

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Advertiser Index A special thanks to our advertisers who make the Annual Meeting magazine possible! Allison Wholesale...................................................................................................................................................................64 Altria Group Distribution Co...............................................................................................................................................15 Andalusia Distributing Co...................................................................................................................................................18 Ashland Specialty Co.............................................................................................................................................................43 Atlantic Dominion Distributors ........................................................................................................................................56 Bedrock Manufacturing.......................................................................................................................................................36 Burdette Beckmann...............................................................................................................................................................60 City Wholesale Inc..................................................................................................................................................................57 Colibri.........................................................................................................................................................................................21 Core-Mark.................................................................................................................................................................................27 Corso, Inc...................................................................................................................................................................................45 Creative Data Research........................................................................................................................................................49 Douglas Companies..............................................................................................................................................................47 Frontier Cigar...........................................................................................................................................................................24 Glidewell Distributing...........................................................................................................................................................62 Golbon CSS............................................................................................................................................... Inside Front Cover Goodwest..................................................................................................................................................................................40 Great Midwest Tube................................................................................................................................................................ 5 Hardec’s......................................................................................................................................................................................51 Home Folks Wholesale Co...................................................................................................................................................55 ImageWorks.............................................................................................................................................................................19 Indian Nation Wholesale......................................................................................................................................................25 Jack Link’s Protein Snacks....................................................................................................................................................13 JF Johnson................................................................................................................................................................................37 Lyons Specialty........................................................................................................................................................................34 Merchant’s Grocery Company, Inc...................................................................................................................................28 National Tobacco Company................................................................................................................................................23 Premier Manufacturing Inc.................................................................................................................................................51 RAI Trade Marketing Services........................................................................................................................................ 3, 53 Republic Tobacco...................................................................................................................................................................63 Standard Distributing Co.....................................................................................................................................................59 Swedish Match.................................................................................................................................................. 9, Back Cover Swisher International, Inc....................................................................................................................................................35 Team Sledd...............................................................................................................................................................................31 Texas Tito’s.................................................................................................................................................................................26 The Hershey Company USA ...............................................................................................................................................11 Ziiware Inc...................................................................................................................................................Inside Back Cover

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2020 Southern Annual Meeting Magazine

Articles inside

out of college…how would you define the perfect employer?

98th Annual Meeting Announcement

2020 Board Mid-Year Meeting

2019 SAWD College Scholarship Winners

2019 Williamsburg Wrap-Up

Vendor Highlight: Q&A with Miguel Martin, Reliva CBD

Council of Presidents

Schedule of Events

A Note About Anti-Trust

SLD Officers & Directors

2019 SLD Business Resource Meeting

Education Fund Contributors

23rd Annual Silent Auction

Wholesaler Highlight: Q&A with Sherwin Herring, SouthCo Distributing

Letter from the CEO

Letter from the SLD President

What is your legacy worth to you?

Hospitality Suite

2019 Meetings with a Mission

COVID-19 Notice

Letter from the SAWD President

Letter from the Mayor of Panama City Beach, FL