2021 Southern Annual Meeting Magazine

SOUTHERN ASSOCIATION OF WHOLESALE DISTRIBUTORS 98TH ANNUAL MEETING

2021 • POINT CLEAR, AL

SNEAK PREVIEW!

June 15-18, 2021 | Show Dates June 17-18, 2021 Grand Hotel Golf Resort and Spa Point Clear, Alabama THE-SOUTHERN.ORG • PHONE/FAX 770-932-3263 THE-SOUTHERN.ORG • 770-932-3263

THE SOUTHERN 98TH ANNUAL MEETING • 2021 | c1

Let’s Connect RYAN PETERS | Ryan-Peters@Golbon.com Vice President of Convenience and Retail Solutions

WELCOME! TO THE SOUTHERN’S 98TH ANNUAL MEETING

n 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 worldclass 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 Grand Hotel Golf Resort & Spa, 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.

Some of the safety initiatives implemented by the council include electrostatic sprayers with hospitalgrade 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.

TABLE OF CONTENTS Letter from the Governor of Alabama.................................................................................... 2 Letter from the Mayor of Fairhope, AL.................................................................................... 4 Letter from the SAWD President............................................................................................... 6 Letter from the SLD President.................................................................................................... 8 Letter from the SAWD CEO...................................................................................................... 10 Spouse’s Social Invitation......................................................................................................... 12 Diversity, Equity & Inclusion Statement............................................................................... 13 Hospitality Suite............................................................................................................................ 14 Golf Tournament........................................................................................................................... 16 Becoming a High Performance Organization.................................................................... 18 Southern Award Winners.......................................................................................................... 20 2021 Meetings with a Mission................................................................................................. 23 Greg Martin Legacy Virtual Education Series..................................................................... 26 Wholesaler Highlight: Q&A with Corey Cooper, Stephenson Wholesale................. 29 24th Annual Silent Auction...................................................................................................... 30 2020 SLD Business Resource Meeting Recap.................................................................... 32 Save the Date for Tours............................................................................................................... 34 Show Deals..................................................................................................................................... 36 Schedule of Events....................................................................................................................... 38 Education Fund Contributors.................................................................................................. 40 Council of Presidents................................................................................................................. 42 A Note About Anti-Trust............................................................................................................ 45 Executive Committee................................................................................................................. 44 State Directors....................................................................................................................... 46, 48 At-Large Directors....................................................................................................................... 52 Board Broker Rep, SLD Rep, Legislative Liaison................................................................ 52 Manufacturer Representatives............................................................................................... 54 SLD Officers & Directors............................................................................................................ 56 New Vendors in 2021................................................................................................................. 61 Vendor Highlight: Q&A with Dan Kiefer, K3S...................................................................... 62 2020 Annual Meeting Recap.................................................................................................... 64 2021 Board Mid-Year Meeting................................................................................................ 66 99th Annual Meeting Announcement................................................................................. 67 2020 SAWD College Scholarship Winners........................................................................... 70 Award-Winning Essay................................................................................................................. 71 Advertisers Directory................................................................................................................. 72 THE SOUTHERN 98TH ANNUAL MEETING • 2021 | 1

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Local, State and Federal tobacco taxes and restrictions on the sale of tobacco products can hurt your business. Governments often pass new laws quickly, so you need to stay informed about what is happening in your area. You and your business matter and making your voice heard is crucial to our success in fighting for fair tobacco policies.

Scan the QR Code with your phone to take a survey and learn more about how to stand up for your business.

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MESSAGE FROM THE SAWD PRESIDENT: MARTY HOWELL, THE H.T. HACKNEY COMPANY

LOOKING FORWARD We are excited to welcome you to The Grand Hotel in beautiful Point Clear, Alabama. It is a treat for me to host our annual meeting as your President in my home state. With the uncertainty this year has brought, I hope everyone is ready to enjoy the Southern experience live. There is nothing like the times we can all get together and fellowship, as only we can, as members of this great organization.

As we look forward to our upcoming meeting, I wanted to thank the people who put in countless hours of hard work to make it all possible. Charles, VJ, Betsy and the entire staff at ASG have done an outstanding job this year navigating us through many challenges and obstacles. With their guidance and instruction, we were able to have a very productive year.

I would like to give VJ a special shout out for his expertise in organizing our Zoom meetings and keeping us connected this year.

I would like to thank the Executive Committee (Hugh Raetzsch, Chad Pickel, Sam Stewart, and Scott McPherson) for their dedication and wisdom in leading The Southern this past year. It has been an honor and pleasure to work with this great group of men.

Our Committee Chairs and Committee Members showed great resilience in finding ways to meet and communicate throughout the year. The work they do is essential to the guidance and structure of our organization. April Garver (Conventions Committee), Jack Casanova (Education Committee), Hugh Raetzsch (Special Projects Committee) and Jim Naifeh (Government Affairs) have all done amazing work this year in leading their committees and making this year a success.

I would also like to thank our Vendor Partners. Your help and support are critical to the SAWD. The contributions you make and the involvement you have in The Southern truly makes our organization special.

Looking back over this year, I feel very optimistic about the current state of the SAWD and the direction that we are heading. Developing an enhanced social media presence (Facebook and LinkedIn), contributing articles to industry publications, establishing education opportunities with the Greg Martin Legacy Education Series, and having meaningful conversations about diversity and inclusion were among some of the projects we started this year.

As I think back to the first Southern meeting, I attended almost thirty years ago, I am overcome with emotion. I cannot imagine what my career in this industry would be like without the experiences and friendships that The Southern has given me. I have enjoyed every minute spent, every laugh shared, and every tear cried with the great people I have gotten to know throughout the years. It has been an honor to serve as President and I am truly humbled to have served in a position that has been held by so many giants in our industry.

Marty Howell SAWD President

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MESSAGE FROM THE SLD PRESIDENT: MORGAN ALLAIN, FRANKLIN SUPPLY

A WILLINGNESS TO ADAPT Change - a topic that is often brought up and discussed in the Southern Leadership Division (SLD). In an industry that is constantly evolving, change is inevitable. Although the COVID-19 pandemic is an obstacle we likely would have never predicted, I believe our openness to change and willingness to adapt has helped the SLD face the past year with resilience.

One of the main changes implemented by the SLD in 2020 was postponing our November meeting which was originally planned to take place in Grand Rapids, MI and choosing to have our annual SLD Business Resource Meeting virtually. During our virtual meeting, The Southern’s President, Marty Howell held a thoughtful dialogue which ultimately gave our participants lots of insights on the industry and leadership.

We also welcomed another familiar face, Terry McKenna. Terry tackled the topics of new leadership roles, responsibilities and responses needed to be successful in the ever-changing world/industry we are faced with today.

Additionally, Altria sponsored Diversity, Equity, and Inclusion expert Risha Grant, who delivered an incredibly insightful and eye-opening presentation on the topic of unconscious biases and DEI in the workplace. Her session included strategies and tactics companies can utilize to create a culture of inclusivity in the workplace.

Earlier this year, the SLD was proud to launch the Greg Martin Legacy Virtual Education series, providing Southern members with more educational opportunities. The three-part series will take place throughout the year and will cover topics ranging from leadership development to branding. I would like to personally thank Terry McKenna for sharing his expertise for the series.

Looking forward, the SLD plans to meet in person for our 2021 November meeting in Grand Rapids, MI. This meeting will be packed with great education, networking and tours that are sure to enhance our knowledge of our industry as a whole. I look forward to seeing you in November!

Morgan Allain SLD President

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MESSAGE FROM CHIEF EXECUTIVE OFFICER: VJ MAYOR, CAE

CAN’T WAIT TO SEE YOU IN PERSON It is hard to believe two years have passed since our last in-person Annual Meeting in Williamsburg. To say a lot has changed since June 2019 would be an understatement. Our industry had to pivot and adapt in new ways. From virtual trade shows to Zoom meetings filling our schedules, 2020 will not soon be forgotten.

The pandemic forced everyone to embrace technology and The Southern took full advantage of our members’ skills. In the past year, the association has gotten active on Facebook, started a LinkedIn page and held virtual events including the Annual Meeting, several SLD-hosted meetings, and an Executive Roundtable.

The widespread adoption of Zoom and other platforms will allow the association to connect more often throughout the year. You can expect more roundtables, educational seminars, and an end-of-year Virtual Ten-2-Profit! The Virtual Ten-2-Profit will be the perfect opportunity for vendors and wholesale distributors to share year-end deals, and promote upcoming products releasing in the new year.

2020 also brought the launch of the association’s commitment to diversity, equity, and inclusion. Starting with a resource page (the-southern.org/dei), the site provides members with articles, videos, and podcasts to aid in their own DEI journey. The page will continue to be updated as more resources become available. The Southern is fully engaged, providing education and discussion around this all too important initiative. We very much look forward to working with all our members as our DEI journey evolves.

For all we were able to accomplish virtually, we were more than thrilled to host the 2021 Midyear Meeting in-person this past January. Friends and colleagues got to reconnect, share stories about quarantine life, and discuss how excited they were for the Annual Meeting.

This year’s meeting is sure to meet the high standard you have come to expect. From the education sessions and buyer events to the networking and social opportunities, the 2021 Annual Meeting is sure to be memorable. Although the end is in sight for the pandemic, attendee safety will continue to be paramount. We are working with the hotel to ensure everyone will get to enjoy themselves in a fun and safe environment.

For many of you, this will be the first time we will be meeting in-person. As much as I have loved our Zoom calls, I cannot wait to share a fist bump with you.

See you in Point Clear! Thank you as always for your continued support of The Southern.

VJ Mayor SAWD CEO

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Spouse’s SOCIAL

Donda McPherson would like to extend an invitation to all spouses and guests attending the Annual Meeting to join her for the Spouse’s Social which will be held on

THURSDAY, JUNE 17 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.

DIVERSITY, EQUITY, AND INCLUSION (DEI)

DIVERSITY, EQUITY, AND INCLUSION (DEI) The Southern has put together a wide variety of resources for our members with perspectives and guidance on how to strive toward a more diverse and inclusive environment whether it be at home, in their community, at their company, and in the entire industry.

Visit: the-southern.org/diversity-equity-and-inclusion-dei This page will be updated constantly as we continue to add resources for members of The Southern.

OUR DEI MISSION STATEMENT

To provide informed, authentic leadership for diversity, equity, and inclusion for the wholesale distributor industry.

The Southern strives to: • Provide members practical tools and resources to aid in their diversity, equity, and inclusion journeys.

• Acknowledge and dismantle any inequities within our policies, systems, programs, and services.

• Explore potential underlying, unquestioned assumptions that interfere with inclusiveness.

• Cultivate respectful communication and cooperation between all members. Practice and encourage transparent communication in all interactions.

• Contribute as leaders to the communities we serve to promote a greater understanding and respect for the diversity within our society.

• Commit time and resources to expand more diverse leadership within our board, committees, customers, and communities.

• Lead with respect and acceptance of difference.

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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, vendors, and others.

Be sure to register with our online bidding app.

HOURS OPEN:

June 16th: After Dinner (about 10:00pm) - Until June 17th: 9:00am to 5:00pm and 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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Golf

TOURNAMENT THE LAKEWOOD CLUB AT THE GRAND HOTEL WEDNESDAY, JUNE 16TH TEE OFF 8:00 AM You’ll feel the rich history of Point Clear, Alabama on the breeze, as you play beneath 200-year-old oaks down a carpet of green and past crystal-clear lakes and streams. The exclusive club had its beginnings in 1944 when Perry Maxwell, designer of the Tulsa Southern Hills Country Club and site of the 2001 U.S. Open, brought his extraordinary skills to bear at Lakewood. His creations, the Dogwood and Azalea courses, opened in 1947 and were the first professional quality courses in the area. The 72-par Azalea course is steeped in rich history and tradition that you’ll feel at every turn.

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EVENT SPEAKER: TERRY MCKENNA – OWNER, EMPLOYEE PERFORMANCE STRATEGIES, LLC

BECOMING A HIGH-PERFORMANCE ORGANIZATION Why should you care about becoming a high-performance organization? You should care because high-performance organizations produce results that are triple to quadruple the levels of their competitors!

Becoming an HPO gives you a long-term sustainable competitive advantage.

HPOs are able to achieve significant and sustainable performance that catapults them ahead of the competition. Studies show that highly engaged companies can hire more easily, deliver better customer service, have the lowest voluntary turnover rates, and are more profitable in the long run.

“When opportunity comes, it’s too late to prepare.”

JOHN WOODEN, LEGENDARY COLLEGE BASKETBALL COACH

WHERE TO BEGIN?

1

Executive Team Strategic Thinking: Strategic thinking is an open dialogue of critical inquiry, debate, thoughtful disagreements, challenge, and reflection, to better understand how each executive team member thinks (thought-process), sees the world, and 18 | THE SOUTHERN 98TH ANNUAL MEETING • 2021

the organization. What are the assumptions, paradigms, mindsets, insights, and opinions that drive each executive team member? Assumptions are rarely analyzed, rarely challenged, and rarely even made explicit. The best solutions come from the collective wisdom of individual insights. A healthy discussion and debate is a way to test and purify ideas. An attitude of curiosity is critical to the strategic thinking process. Changing your Paradigms, will change your Assumptions, will change your Standards, will change your Results.

2

Brand Association & Positioning: All great brands stand for something that customers only associate with that brand. For example: Walmart – low prices, Rolex – luxury, Maytag appliances – reliability, Ritz Carlton – customers service. Dominoes Pizza built their entire brand around “30 minutes or less.”

They eventually had to move away from that association when too many of their drivers were getting into accidents in an effort to deliver brand promise. Nevertheless, it was a great brand association that still stands today.

What do your customers only associate with your brand? Service, price, innovation, speed? What is it? If you stand for everything you stand for nothing.

3

Strategy: Your strategy delivers your brand association and positions you in the marketplace against your competitors.

Your strategy must be based on differentiation. If your strategy isn’t different, then its dead on arrival. What can your organization do better than your competition?

4

Business Model: Your business model is how you do what you do; your processes, procedures, and organizational structure. It is your business model that delivers your strategy and facilitates strategy execution. Your customer buying experience is the result of your processes

5

Alignment: Alignment is the key. You have to align strategy, business model, and your people; all three. When you think of alignment, think of the image of the rowers in this article. The strategy is the destination in which they are rowing, the boat is the business model, and people are who get you there. Which begs a critical question. Once you’ve developed your strategy, step back and ask yourself if you have the people: skills, capacity, and leadership, to execute it.

6

Strategy Implementation & Execution: Implement your strategy, and continually monitor it to ensure it is achieving it’s objectives. Be flexible and adaptative to pivot or reboot based on competitive response and/or shifts in the market. Keep score of results vs objectives.

There is no “someday,” only today!

Knowledge is important. But knowledge without insight doesn’t give you much of an advantage. The key is to convert

knowledge into insight, insight into action, and action into results. That’s what HPOs do. The difference between those who succeed and those who don’t is simply ACTION. You must go to success; it doesn’t come to you. Success is partial to the persistent: Plan, Prioritize, and Push.

Action is the real measure of intelligence.

As you move forward, towards becoming an HPO, remember the wise words from Albert Einstein: “The same thinking that has led you to where you are is not going to lead you where you want to go.” Only those organizations who risk going too far will ever know how far they can go!

“The future depends on what you do in the present.”

To learn more about how to become a high-performance organization, contact me at terrym@eps-i.com or visit www.eps-oe.com.

MAHATMA GANDHI

SOME PAST EVENT HIGHLIGHTS...

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SOUTHERN AWARD WINNERS

2020 Career Achievement Greg Martin, Renaissance Association Management

2020 Vendor of the Year Joel Palmer, Swedish Match

2020-2021 Service Award Chad Pickel, Amcon Dstributing

2020-2021 SLD Leader of the Year Jeff Thompson, Douglas Companies

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2021 Career Achievement Bill Dunn, Swisher

2020-2021 Liberty Award Paula Glidewell, Glidewell Ditributing

2021 Vendor of the Year Brandon Mohr, Altria Group Distribution Company

THE SOUTHERN 98TH ANNUAL MEETING • 2021 | 21

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MEETINGS WITH A MISSION

CELEBRATING 17 YEARS OF FILLING THE PLATES OF OUR NEIGHBORS IN NEED Prodisee Pantry (prodiseepantry.org) is a non-profit community ministry providing emergency food and disaster relief. Families who are having trouble making ends meet are given food assistance and information about other programs that may help to make their lives more stable. The Pantry provides food to single parents, homeless persons, retirees, families in transition, underemployed and unemployed households, grandparents raising grandchildren and others in need.

Prodisee Pantry had 29,224 Baldwin County family visits (116% increase over 2019), where 3,035,031 pounds of groceries were distributed (235% increase over 2019).

The pandemic continues to create new challenges for nonprofits around the area. Baldwin County’s Prodisee Pantry is marking a little over one year of emergency food assistance during COVID. A drive-through line for food assistance, once a new innovation for nonprofits, is now a seemingly permanent fixture for the Prodisee Pantry.

“Our volunteers provided three million pounds of food, three times the amount of food we normally give out, and we also had several hurricanes. 2020 was a double whammy,” said Prodisee Pantry Executive Director Deann Servos.

The Southern is honored to have Deann Servos join us for dinner at this year’s Annual Meeting and share with us their vision to provide love, hope, comfort and encouragement to individuals and families in crisis, allowing them to navigate through their crisis and rise above it with dignity and grace.

THE SOUTHERN 98TH ANNUAL MEETING • 2021 | 23

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2021 GREG MARTIN LEGACY VIRTUAL EDUCATION SERIES

GREG MARTIN LEGACY VIRTUAL EDUCATION SERIES To honor The Southern’s former long-time CEO, the Southern Leadership Division (SLD) is hosting the 2021 Greg Martin Legacy Education Series. This virtual series is designed specifically for current and emerging leaders and provides an excellent educational format that focuses on brand positioning, strategy, and business model in the “New Normal.”

We kicked off the 3-part series on March 11th with Terry McKenna’s presentation on Leadership for an Uncertain Future. Terry challenged attendees to answer the question “do you or anyone in your organization have the capacity to lead the company into an unknown future” and showed how leaders today must be: forward-thinking, strategically flexible, and adaptable, with a willingness to challenge the status quo and conventional wisdom.

The second session of the series will be part of the SLD’s Virtual Midyear Business Resource Meeting, offering a robust afternoon of subject matter experts and an industry roundtable.

SAVE THE DATES

May 20, 1:00 PM ET (12:00 PM CT) “Employee Retention vs Recruiting” Terry McKenna, Founder of Employee Performance Strategies, Inc. (EPS)

We get in life what we focus on the most.

When it comes to employee recruiting and retention, where has the focus primarily been? Recruiting, recruiting, recruiting, which has created a never-ending hamster wheel of effort and costs. Nothing kills the bottom-line faster or with greater impact than employee turnover costs. What are the root causes within the corporate culture that drives good employees out the door?

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“Why DEI is Good for Your Bottom Line” Esu Ma’at, Chief Diversity, Equity & Inclusion Officer, Orlando Magic; Co-Founder, Quantum Power Skills How does diversity, equity, and inclusion apply to business? What are the benefits to a company’s bottom line? As The Southern continues on its DEI path, hear from category expert Esu Ma’at as he shares ideas and successful business cases on why DEI makes good business sense.

“Virtual Roundtable Discussion” This is an opportunity for attendees to get together in an informal setting to examine issues related to the industry and/or a specific business process. Facilitated by the SLD President, each attendee will be given the opportunity to provide discussion points ahead of time.

August 19, 2:00 PM ET (1:00 PM CT) “Branding: Differentiate or Die” Terry McKenna, Founder of Employee Performance Strategies, Inc. (EPS) What makes your brand stand out from an overcrowded field of competitors? How do potential customers view your brand in comparison to your competitors? What does your brand stand for in the marketplace? What do customers only associate with your brand? What’s the #1 thing your brand stands for above all else? Price, service, quality, technology, product assortment?

If your brand stands for everything, then your brand stands for nothing.

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Fresh doesn’t just mean our commitment to the latest, cutting-edge technology, marketing and data. Fresh doesn’t even just mean how quickly our products are delivered to stores. Fresh is our mindset: it’s our commitment to bring data, investment and new products to our customers.

Through innovation, empowerment, and consumer insights, we at Core-Mark are dedicated to provide “fresh” ideas to drive new solutions for the convenience retail industry, as we have for over 130 years.

Start growing your business! Become a partner today! Contact your local Core-Mark representative or visit: www.core-mark.com Atlanta Eric Meyer 4820 North Church Ln. Smyrna, GA 30080 (404) 792-2000

Carolina Michael Davenport 1144 Broadway Rd. Sanford, NC 27332 (919) 774-9444

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Forrest City Chris Enrique 3400 Commerce Rd. Forrest City, AR 72335 (870) 633-2044

Ft. Worth Matt Firlit 6401 Will Rogers Blvd.

Fort Worth, TX 76134 (817) 293-5558

Kentucky Scott Clark 1055 Salt River Rd. Leitchfield, KY 42754 (270) 259-9341

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

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WHOLESALER HIGHLIGHT: Q&A WITH COREY COOPER, STEPHENSON WHOLESALE SOUTHERN: Is there anyone who has been a mentor for you in the industry? There have been many, namely, Sherwin Herring, Steve Douglas and Steve Shing, and many others throughout the SAWD. But these 3 specifically offered support to me personally when I entered this position, and they genuinely meant it. And I can’t leave out Scott and Donda McPherson, who graciously welcomed Stephanie and I from day 1.

SOUTHERN: Could you give me a brief history of your company and how you got started in the business?

Started in 1953, by Raphen and Naomi Cross. Raphen was out of a job and started this business in their garage with just a truck and small inventory. Their son Ron, joined the company in 1973 and grew the business to the 12th largest in the nation at our highest point. We are currently in the top 25. My sister, Tammy married Ron in 1985 and that’s how I was introduced to this industry.

SOUTHERN: Number of years personally in the business?

I have been in and around the grocery, c-store industry since 1986, and was hired

by Stephenson (Indian Nation Wholesale) in 1998 as a sales rep. I have been in my current role as president since 2010.

SOUTHERN: How many years has company been in business and how many employees are there?

The company was established in 1953, and we currently employ 260 employees.

SOUTHERN: What is necessary to succeed in this business?

A willingness to adapt QUICKLY to many different situations!

SOUTHERN: How long have you been a Southern member?

I personally began attending meetings in 2010, however we began attending as a company in 2006. We were referred by Paula Glidewell.

SOUTHERN: What keeps you coming back to the meetings?

Mainly the networking and the relationships that we have been able to establish over the years.

SOUTHERN: What is the best part of the meetings?

For me it has always been the Distributors Forum. And the opportunity to network and find solutions to issues we all face.

SOUTHERN: What are your words of wisdom to someone getting started in the business?

Be willing to engage with all the threats that are against our industry! Or find a more profitable industry!!

SOUTHERN: What is the main reason someone should be a member of the Southern?

Networking and the solutions that are readily available through this great organization. We are fortunate to have this great group of companies/people.

“This industry has given me a lot of challenges through the years, but it has given me the opportunity to grow really great relationships and experiences.”

SOUTHERN: What is the biggest issue facing this industry today?

Over legislation, taxation, regulation, and the consolidation of not only big distributors, but also manufacturers. There is no shortage of challenges that stand in front of us all, our organization and companies must be willing to engage on all fronts and be involved with the decisions being made on our local, state, and federal levels, as well as the decisions made by our manufacturers that transfer more burden to us as distributors, with less and less representation and support of our industry!

SOUTHERN: If someone were interested in coming to the Annual meeting for the first time, what would you advise them?

Relax, bring the family, and be willing to engage in some serious discussion about how we navigate issues as an association/ industry.

SOUTHERN: Tell us about yourself and your family?

I grew up in southern Oklahoma working on our family farm. I entered the retail environment as a teenager and have been in it ever since. I have 3 sisters and big family who mostly live locally, so I am very fortunate for that. I met my beautiful wife Stephanie in 93’ and we married in 96’. We have a son and 2 awesome grandchildren!! My nephew, Greg Cross is entering our business in a very impactful way and will assume my role in the not too distant future. That’s very exciting! This industry has given me a lot of challenges through the years, but it also has given me the opportunity to grow really great relationships, and experiences. n

THE SOUTHERN 98TH ANNUAL MEETING • 2021 | 29

D

E ’R

TE VI

IN

U

YO

2 4 T H A N N UA L

SILENT AUCTION TO BENEFIT THE EDUCATION FUND THE AUCTION WILL BE OPEN FOR BIDDING JUNE 14-17.

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 98TH ANNUAL MEETING • 2021

THE SOUTHERN 98TH ANNUAL MEETING • 2021 | 31

2020 SLD BUSINESS RESOURCE MEETING RECAP

A Virtual Experience The Southern Leadership Division was tasked with developing a program that would focus on effective leadership, successful change management and diversity, equity and inclusion. The annual 2020 SLD Business Resource Meeting, scheduled to be held in Grand Rapids, Michigan, did just that by tackling some of the most important topics in the industry today…virtually on November 10th.

Risha Grant, founder and CEO of Risha Grant LLC, an award-winning diversity consulting and communications firm, encouraged the 175+ attendees to express their experiences that influence biases, while giving them easily applicable tools to dig deeper and push through stereotyping and assumption. In addition to Risha, Terry McKenna, founder of Employee Performance Strategies Inc. (EPS), discussed fundamental leadership precepts that never

change, in addition to those new leadership responsibilities that are created when the world changes. Marty Howell, The Southern’s President, also shared with the group his insights on the industry and leadership qualities.

Immediately following Terry McKenna’s presentation, we split up into virtual groups to conduct our Industry Roundtable Discussion. This popular session allowed attendees to get together in an informal setting to discuss issues related to the industry or a specific business process while sharing best practices. We wrapped up the meeting with a Virtual Cocktail party, where attendees were broken into small groups and given a series of questions to ask each other. This fun, interactive session was a great way to cap the engaging event.

2020 SPONSORS

32 | THE SOUTHERN 98TH ANNUAL MEETING • 2021

We’re looking forward to getting back together again!

THE SOUTHERN 98TH ANNUAL MEETING • 2021 | 33

November 16-18, 2021 • Grand Rapids, Michigan Join us for Tours of RedStamp and H.T. Hackney distribution/manufacturing plants.

34 | THE SOUTHERN 98TH ANNUAL MEETING • 2021

A NEW LINE UP

Thanks!

FOR JOINING US AT THE SOUTHERN’S 98TH ANNUAL MEETING

HIGH QUALITY AMERICAN TOBACCO EYE-CATCHING POS MATERIALS NATIONWIDE DISTRIBUTION TAILORED PROMO PROGRAMS SAME DAY SHIPPING* *on orders placed before noon EST

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Show

DEALS A major component of the House of Deals (scheduled for Friday, June 18) are the Show Deals vendors provide to our wholesale members.

Show Deals are a tangible benefit that allow wholesalers and vendors to build and strengthen business relationships.

ATTENTION 2021 VENDORS

The final day for submission of 2021 Show Deals is Monday, June 7th.

This year’s Show Deals will be provided to wholesalers electronically via pdf and in printed format on Wednesday, June 16th. Orders will be placed directly between the wholesaler and vendor during the House of Deals, along with agreed upon delivery dates.

NOTE: Show Deals will be extended for two weeks after the Annual Meeting expiring on Friday, July 1st.

36 | THE SOUTHERN 97TH ANNUAL MEETING • 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 THE SOUTHERN 98TH ANNUAL MEETING • 2021 | 37

98TH 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 preprinted materials.

TUESDAY, JUNE 15

2:00 - 5:30PM Registration Desk Open 2:15 - 3:15PM Chair/Vice Chair Meeting 3:30 - 4:30PM Committee Meetings:

Convention, Education,

Government Affairs,

Special Projects 4:30 - 5:30PM Finance & Budget

Committee Meeting 5:30 - 6:30PM Executive Committee Meeting 7:00 - 9:30PM Chairman’s Reception &

Dinner at Tamara’s (Depart hotel at 7:00PM) For members of the Board of Directors and Past Presidents

WEDNESDAY, JUNE 16

8:00AM - 1:00PM Golf Tournament

Azalea Course (Depart hotel at 6:30AM for breakfast and practice time at the course) 9:00AM - 5:00PM Registration Desk Open 3:00 - 4:00PM Board of Directors’ Meeting 4:15 - 5:15PM SLD Board Meeting 5:30 - 6:00PM New Vendor Reception

All Buyers and First-time Vendors 6:00 - 7:00PM Welcome Reception

All invited 7:00 - 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 98TH ANNUAL MEETING • 2021

THURSDAY, JUNE 17

7:30AM - 5:00PM Registration Desk Open 7:30 - 8:30AM Kick-Off Breakfast (Continental) Join us for a fresh breakfast and plenty of coffee to help you get ready for a jampacked schedule.

8:00 - 10:30AM Education Sessions 8:00 - 9:10AM SESSION 1 “How to Become A High Performance Organization” Terry McKenna, Principal, Employee Performance Strategies, Inc. Why should you care about becoming a high-performance organization? You should care because high-performance organizations produce results that are triple to quadruple the levels of their competitors! The post-Coronavirus Pandemic provides an opportunity for those organizations that are prepared to seize it. Is your organization prepared to seize this opportunity or become a causality of the crisis? Organizations must become bigger, better, and bolder in how they organize, strategize, and go to market. To do this, they must think strategically and plan systematically.

What You Will Learn: 1. Top-10 characteristics of a highperformance organization.

2. The five key building blocks of a highperformance organization.

3. Ten step action plan for beginning the process.

“Control your destiny or someone else will.”

-Jack Welch, former GE CEO 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 co-founding EPS, Terry worked with ExxonMobil for seventeen years, where he led the development and implementation of a national customer service strategy.

9:20 - 10:30AM SESSION 2 “State of the Industry Report - Straight from the Changemakers” Featuring Scott McPherson, President & CEO, Core-Mark and other industry executives 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.

10:00 - 11:30AM Spouse’s Social Join Donda McPherson, when she hosts a lovely brunch for all spouses and guests.

10:45AM - NOON GENERAL SESSION “Overcoming Adversity” Joey Jones, retired United States Marine, Fox News Contributor and a Motivational Speaker for Team Never Quit

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.

JOHNNY “JOEY” JONES is a retired United States Marine and Fox News Contributor and a Motivational Speaker for Team Never Quit. Enduring two combat deployments (Iraq and Afghanistan) and eight years of active service in the Marine Corps; Staff Sergeant Jones suffered a life-changing injury while deployed to Afghanistan as an Explosive Ordnance Disposal (EOD/ Bomb) Technician. The 2010 IED-related incident resulted in the loss of both of his legs above the knee and severe damage to his right forearm and both wrists. Since his recovery, Jones has dedicated his work towards improving the lives of all veterans and their families. Currently, Jones serves as a senior policy advisor to many military initiatives and VSOs. He also shares his experiences as a motivational speaker and leadership consultant. Most recently Jones co-designed and piloted a Warrior Week military transition program as the senior advisor to military programming at Zac Brown’s Camp Southern Ground.

1:30 - 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 minibusiness review, or introduce anticipated program changes.

6:00 - 7:00PM Get Acquainted Reception 7:00 - 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

FRIDAY, JUNE 18

7:30 - 8:30AM Industry (Continental) Breakfast 8:30AM - 1:00PM Registration Desk Open 8:45 - 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.

12:45 - 1:30PM Board of Directors Meeting 1:45 - 2:45PM Executive Committee Meeting 6:30 - 8:00PM One More Thing...

Eastern Shore and

Mobile Bay Boat Tour Join us Friday evening for a 2-hour boat tour of the Eastern Shore of Mobile Bay. Enjoy complimentary snacks and beverages as you learn more about this beautiful area. We will end the tour with a gorgeous view of the sunset on the water.

We will board the boat directly from the Grand Hotel dock.

HOTEL RESERVATIONS Grand Hotel Golf Resort and Spa One Grande Blvd.

Point Clear, AL 36564

To make hotel reservations, visit https://book.passkey.com/go/ southernassnofwholesale2021 Deadline for group rate is May 17, 2021.

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 Grand Hotel Golf Resort, a Marriott property, has adopted new protocols to ensure guests have safe, clean and healthy hotel stays.

REGISTER NOW prereg.net/2021/sawd Deadline is May 20, 2021 1st Distributor Attendee: $700 Each Additional Distributor: $500 Spouse and Children are FREE.

The Southern P.O. Box 2289, LaGrange, GA 30241 770-932-3263 | the-southern.org The Southern is managed by Association Services Group. associationservicesgroup.net

THE SOUTHERN 98TH ANNUAL MEETING • 2021 | 39

EDUCATION FUND CONTRIBUTORS 2021

THANK YOU! Allison Wholesale Altria Group Distribution Amcon Distributing Company Andalusia Distributing Ashland Specialty Company Associated Distributors Atlantic Dominion Dist.

Benestar Brands 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 Franklin Supply, Inc. Golbon Glidewell Distributing Great Midwest Tube Gummer Wholesale Hardec’s Home Folks Wholesale Imperial Trading Company ITG Brands

40 | THE SOUTHERN 98TH ANNUAL MEETING • 2021

J.F. Johnson, Inc. J.L. Gaddy Wholesale 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 Venture Sales W.L. Petrey Wholesale Warren Oil Co.

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THE SOUTHERN 98TH ANNUAL MEETING • 2021 | 41

COUNCIL OF PRESIDENTS

STEVE DOUGLAS

SCOTT MCPHERSON Core-Mark 2019-2020 Colleyville, TX

Douglas Companies Conway, AR 2018-2019

RICKY JONES

Andalusia Distributing Andalusia, AL 2010-2012

JIMMY STEWART

Stewart Distribution Waycross, GA 2008-2010

BOB PIERPOINT

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

DICK BRAY

Premier Beverage & Equipment Franklin, TN 1989 - 1990

MARK DAVENPORT

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

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

GRADY SMITH

TVC Wholesale, Inc. Florence, AL 1988 - 1989

PAULA GLIDEWELL

Long Distribution Corinth, MS 2016-2017

Team Sledd Wheeling, WV 2017-2018

DUANE SCHNEIDER

42 | THE SOUTHERN 98TH ANNUAL MEETING • 2021

RANDY LONG

RANDY EMANUELSON

Glidewell Distributing Fort Smith, AR 2014-2016

SHERWIN HERRING

STEVE SHING

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

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

DICK DUNHAM

Stephenson Wholesale Co. Durant, OK 2012-2014

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

THE SOUTHERN 98TH ANNUAL MEETING • 2021 | 43

2021 SAWD

EXECUTIVE COMMITTEE

MARTY HOWELL SAWD President H.T. Hackney Opp, AL

HUGH RAETZSCH SAWD 1st Vice President/Comptroller Lyons Specialty Port Allen, LA

CHAD PICKEL SAWD 2nd Vice President AMCON Distributing Crossville, TN

SAM STEWART SAWD 3rd Vice President Stewart Distributing Waycross, GA

SCOTT MCPHERSON SAWD Board Chairman Core-Mark Colleyville, TX

VJ MAYOR, CAE SAWD CEO LaGrange, GA

44 | THE SOUTHERN 98TH ANNUAL MEETING • 2021

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 98TH ANNUAL MEETING • 2021 | 45

2021 SAWD

STATE DIRECTORS ALABAMA

ALABAMA

ARKANSAS

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

CARLOS ZUMARRAGA Zuma & Sons Medley, FL

GEORGIA

GEORGIA

KENTUCKY

KENTUCKY

LOUISIANA

DON CHILDERS Home Folks Wholesale Augusta, GA

JAKE STEWART Stewart Distributing Blackshear, GA

CHARLIE CASPER Hardec’s Elizabethtown, KY

DAN MCINTYRE Jackson Wholesale Jackson, KY

JACK CASANOVA Churchpoint Wholesale Churchpoint, LA

LOUISIANA

MISSISSIPPI

MISSISSIPPI

NORTH CAROLINA

KEITH LANDEN Franklin Supply Franklin, LA

LIZ JOACHIM Corso, Inc. Biloxi, MS

JACK PARKER The Corr-Williams Co. Pearl, MS

APRIL GARVER SouthCo Distributing Goldsboro, NC

46 | THE SOUTHERN 98TH ANNUAL MEETING • 2021

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 filtration systems and office coffee services.

www.pinnaclerefreshments.com

2021 SAWD

STATE DIRECTORS NORTH CAROLINA

OKLAHOMA

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

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

WEST VIRGINIA

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

RANDY EMANUELSON Team Sledd Wheeling, WV

CHAD GUMMER Gummer Wholesale Heath, OH

48 | THE SOUTHERN 98TH ANNUAL MEETING • 2021

It’s More than Software…

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Visit CDRSoftware.com to learn more about DAC! THE SOUTHERN 98TH ANNUAL MEETING • 2021 | 49

Investing in the Future.

Deliveringfor Today.

We are proud to offer the strongest portfolio of brands in the industry.

50 | THE SOUTHERN 98TH ANNUAL MEETING • 2021

Courage.

Strength.

Thank you to SAWD and its members for keeping our partner businesses in stock.

THE SOUTHERN 98TH ANNUAL MEETING • 2021 | 51

2021 SAWD

AT-LARGE DIRECTORS

MATTHEW DIERSEN Eby-Brown Rockmart, GA

WELDIE MURRAY Renfro Supply Company Williamsburg, KY

EMILE CANTRELL Imperial Trading Elmwood, LA

COREY COOPER Stephenson Wholesale Durant, OK

2021 SAWD

BROKER REP, SLD REP, & LEGISLATIVE LIAISON

MAX WEINER Burdette Beckman Inc. Chesapeake, VA

52 | THE SOUTHERN 98TH ANNUAL MEETING • 2021

MORGAN ALLAIN Franklin Supply Franklin, LA

BENNETT ROBERTS Broker Representative Matrix Brokerage Chapel Hill, NC

SEAN COLLINS Legislative Liaison Altria Client Services Milton, GA

THE SOUTHERN 98TH ANNUAL MEETING • 2021 | 53

2021 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

JACQUELINE TRESSITO Reynolds

JOEL PALMER Swedish Match

BILL DUNN Swisher International, Inc.

54 | THE SOUTHERN 98TH ANNUAL MEETING • 2021

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THE SOUTHERN 98TH ANNUAL MEETING • 2021 | 55

SLD 2020-22 OFFICERS & DIRECTORS

OFFICERS Morgan Allain, Franklin Supply, Franklin, LA, President Robbie Surratt, Merchants Grocery, Culpepper, VA, 1st Vice President Jeff Thompson, Douglas Companies, Conway, AR, SLD 2nd Vice President Joe Dilger, ITG Brands, Atlanta, GA, SLD Secretary Jake Stewart, Stewart Distribution, Waycross, GA, Board Chairman

DIRECTORS Colby Carmichael, Long Wholesale Dist., Corinth, MS Greg Cross, Stephenson Wholesale, Durant, OK Jason Demetre, Swedish Match, Atlanta, GA Patrick Donnelly, Trend Sales, Memphis, TN Kim Duet, Lyons Specialty, Port Allen, LA Stacey Goldsberry, AMCON, Omaha, NE Kevin Herring, SouthCo Distributing, Goldsboro, NC Jimmy Jones, National Tobacco, Louisville, KY Andy Kruth, Reynolds, Winston-Salem, NC Darren McGuffin, Hardec’s, Elizabethtown, KY Maria Miro-Narlock, Spotlight Innovations, Luling, LA Ben Pinti, Lil’ Drug Store, Cedar Rapids, IA Joni Rhoney, Jack Link’s, Minong, WI Mark Rollins, Swisher International, Duffield, VA Randy Stephens, Altria Group Distribution Co., Richmond, VA John Stewart, Stewart Distribution, Blackshear, GA

56 | THE SOUTHERN 98TH ANNUAL MEETING • 2021

THE SOUTHERN 98TH ANNUAL MEETING • 2021 | 57

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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THE SOUTHERN 98TH ANNUAL MEETING • 2021 | 59

Wishing All The Southern Attendees Great Success and Sunny Days!

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):

Argent Productivity Optimization Solutions • BIC Candy Treasure • Doublewaves Inc. • DSS Distributing/Bon Appetit E-Alternative Solutions • Ignite Distribution A LOOK BACK...

THE SOUTHERN 98TH ANNUAL MEETING • 2021 | 61

VENDOR HIGHLIGHT: Q&A WITH DAN KIEFER, K3S

SOUTHERN: Could you give me a brief history of your company and how you got started in the business?

K3S was started in 1990 by King Harrison III. Although King III (K3) started his career at IBM, K3 found his passion for purchasing and replenishment systems in the late 1970’s while working for Family Dollar Stores. After his time at FDS, K3 worked for a stand-alone purchasing software company before branching out on his own in 1990.

SOUTHERN: How many years has company been in business and how many employees are there?

This June 1st, 2021 will mark 31 years in business for K3S. Today K3S has a team of 14 professionals who help our customers located in North America and the Caribbean.

SOUTHERN: What is necessary to succeed in this business?

It seems like the C-store industry presents new challenges to our customers every day. We have been successful because our K3S team and tools have been flexible enough to adapt to this changing environment. Whether it is new vendor programs, changing vendor minimums, erratic lead times or being able to source products from multiple suppliers, wholesalers have to be creative in their handling of the environment, and so do we.

62 | THE SOUTHERN 98TH ANNUAL MEETING • 2021

SOUTHERN: Is there anyone who has been a mentor for you in the industry?

We have been fortunate to have some fantastic customers over the years. None may be more instrumental to our success in the industry than Mark Davenport.

Mark and his team helped us build many of the features that have been so critical to our success like daily replenishment for purchasing cigarettes and fresh food.

In addition, Mark and his team helped us to create a completely separate product for replenishing retail locations. That product has helped us not just in the C-store industry but across all of the other industries that we support.

SOUTHERN: How long have you been a Southern member?

20 years SOUTHERN: What keeps you coming back to the meetings?

The Southern meetings have been invaluable to us to connect with so many of our existing customers in one location.

Also, the education sessions provide us with valuable insight we may not otherwise have.

SOUTHERN: What is the best part of the meetings?

The Southern is so much different than other shows we attend. The relaxed environment really gives us a chance to get to know our customers and users on a more personal level.

SOUTHERN: What are your words of wisdom to someone getting started in the business?

Ask for help. So many people feel like they need to be the expert all of the time, but it’s amazing how much you can learn if you just ask. This is a close-nit community that is more than willing to help.

SOUTHERN: What is the main reason someone should be a member of the Southern?

The Southern has more of a sense of community than any event I’ve seen before. As the saying goes, “A rising sea lifts all boats”. The members of The Southern really understand this.

SOUTHERN: What is the biggest issue facing this industry today?

I know “government regulations” is a go to answer for this, but you could easily say it’s data management. Wholesalers have a ton of data in various computer systems. All of this information can easily be converted to usable information if you can get access to it. We’ve been working on ways to give our customers easy access to all of the data in K3S through a feature called “Retriever”.

SOUTHERN: If someone were interested in coming to the Annual meeting for the first time …what would you advise them?

Do it. This is such a unique meeting. The connections you make will serve you extremely well moving forward.

“The relaxed environment (of the Southern Annual Meeting) gives us a chance to get to know our customers on a more personal level.”

“Where Service Begins” Since 1937

Full Service Convenience Store Supplier

Serving Alabama, Tennessee and Georgia

69 County Road 237, Paint Rock, AL 35764 Local 256.776.3268 • Toll-free 800.239.5173 allisonwholesale.com THE SOUTHERN 98TH ANNUAL MEETING • 2021 | 63

2020 ANNUAL MEETING RECAP

Going, Going, GONE Virtual Due to our concern for the safety of members and vendor partners related to the COVID-19 pandemic, The Southern made the decision to hold the 2020 Annual Meeting virtually. This was not an easy decision. The executive team had met regularly to bring us all together in Panama City later in the year, but the trends related to the pandemic, particularly in Florida, left us no choice.

Despite this dramatic change and the uncertainty associated with hosting a large virtual event, business got done at The Southern’s 97th Annual Meeting!

During our signature event, Ten-2-Profit, we hosted nearly 1,000 virtual meetings between distributors and the top convenience store manufacturers from around the country. New business relationships were built and existing ones

were strengthened during these 10 minutes sessions.

None of this would be possible without the continued support of all our sponsors. We salute them for their commitment to The Southern each year. n

2020 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. ProCat Distribution Technologies RAI Trade Marketing Services Co.

SAWD Education Fund

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Republic Tobacco SAWD Education Fund SICPA Smokey Mountain Snuff Swedish Match Swisher International

We’re looking forward to seeing you again!

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2021 BOARD OF DIRECTORS MIDYEAR MEETING RECAP

Back Together After a Year This year’s Board of Directors Midyear Meeting was held at the beautiful Eau Palm Resort in Palm Beach, Florida.

Situated on a private beach on seven acres of oceanfront with lush tropical gardens, breathtaking ocean views and cooling tropical breezes, the Eau Palm was the perfect place for everyone to get together for the first time in a year.

This annual planning meeting is very important as Board members meet to discuss financial matters, education resources, government affairs issues and other programs for the association. This is also a great opportunity for the Board to share key industry knowledge to ensure another successful year for our industry and all our members.

We thank our board members who were able to take time out of their busy schedules to get together. Palm Beach weather was warm (for the first day at least), and the area was beautiful - a perfect combination. A special thanks to all our sponsors, whose continued support makes this meeting possible.

Altria Group Distribution Company Burdette Beckmann Creative Data Research Dot Foods ITG Brands 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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2022 • Ponte Vedra Beach, FL

Join us for the 99th Annual Meeting Sawgrass Marriott Golf and Beach Resort, June 14-17, 2022 With extraordinary amenities and a terrific location, the Sawgrass Marriott Golf Resort & Spa offers an unforgettable destination for work and play. The hotel is located in Ponte Vedra Beach, just a short distance from Jacksonville and right next door to the famed TPC(R) Sawgrass golf club. Modern rooms, suites and family-friendly villas boast every imaginable comfort, and many feature balconies or terraces. Elsewhere at the resort, enjoy a swim at one of the four pools or a treatment at the spa. Take a short complimentary shuttle ride to Cabana Beach Club, with direct access to Ponte Vedra Beach.

• STAY TUNED FOR MORE INFORMATION AT THE-SOUTHERN.ORG

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A LOOK BACK

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2020 SCHOLARSHIP WINNERS

Congratulations 2020 SAWD Scholarship Winners

Ryan Berg, son of Lance Berg with National Tobacco, is the winner of the 2020 Greg Martin Memorial Scholarship.

He is currently attending University of Kentucky.

Congratulations, Ryan!

Congratulations to Abigail Bullock, winner of one of the 2020 Southern Scholarships! Abigail is attending the University of North Carolina-Pembroke and is the daughter of David Bullock with Top Tobacco a division of Republic Tobacco.

Congratulations to Ethan Berg, winner of the 2020 Southern Scholarship!

Ethan is attending the Western Kentucky University and is the son of Lance Berg with National Tobacco.

SINCE 2012, THE SOUTHERN HAS AWARDED MORE THAN $100,000 IN SCHOLARSHIPS to employees and children of its member organizations. Thanks to the Southern Education Fund and the Annual Silent Auction, scholarships are awarded to students who show their creativity by writing an essay on a trend or challenge in the convenience industry. The 2020 essay question was “What should the Federal Government’s role be in regulating age of purchase for many product categories sold in convenience stores such as tobacco, vapor, CBD, and energy?”

Starting last year, we awarded an additional scholarship called the Greg Martin Memorial 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 Memorial Scholarship goes to the top elected entrant with the essay and details of that individual being shared with Greg’s family each year.

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 2021 winners in June. Best of luck to everyone who has applied!

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The winner of our Technical Scholarship is Mariza Joson Egli, an employee of Republic Tobacco. Maria is currently attending Triton College.

Congratulations Mariza!

Scholarship winner Sarah Smathers, daughter of James Smathers, with The H.T. Hackney Company, is attending Ohio University.

Congratulations, Sarah!

2020 WINNING SCHOLARSHIP ESSAY

What should the Federal Government’s role be in regulating age of purchase for many product categories sold in convenience stores such as tobacco, vapor, CBD, and energy?

BY RYAN BERG There has been a growing movement against products in convenience stores such as tobacco, vapor, CBD, and energy products. The Centers for Disease Control and the Federal Government are two of the biggest entities attacking these products. Most recently, in September of 2019, Trump administration announcing that he would attempt “to prohibit the sale of most flavoured electronic cigarettes” (Kaplan 1) There have also been talks to raise the legal age to buy these products to 21.

The Federal Government should keep the purchasing ages at 18, due to how changing the age would be ineffective and unfair to US citizens. Their role should be to maintain the current age restrictions on these products.

People throughout society are purchasing and using the products listed above more than ever. Correspondingly, there has been an increase in the availability of these products, which means that acquiring them is easier than ever. Although raising the legal age seems like a simple solution to limit product use, it is not. Back in 1984, the US Government was confronted with a similar issue, but the dispute was over the minimum age to purchase and consume alcohol. Congress passed a law raising the legal age to purchase and consume alcohol from 18 to 21. In theory, this solution seems like it would work, but not to the extent that the Government expected. To this day, alcohol is still being acquired and consumed by people of all ages. In colleges and high schools, students who are younger than 21 are still drinking, because there is always a person looking to profit off of others. Even after the age limit was raised, people of all ages are still consuming alcohol; the same can be expected with the products above. Raising the age won’t change a thing. I have seen first hand the extent to which students will go to get their hands on JUUL prod-

ucts. Most of these students are younger than 18, the legal age to buy this product, yet they still can acquire them. It is for this reason alone that changing the age to buy these products won’t change a thing. There is always another person willing to sell products to underage people and make a profit, and this will be the case forever. Now, it is the seniors in high school who are all almost 18; later, it will be those who are 21 and are willing to sell to minors to make a profit. No matter what they change the age to, there will always be a person to step in and provide minors with these products.

For years, a person has been considered an adult if they are 18 years old. Altering the purchasing age would be unfair to young adults in the US, and make the federal Government appear hypocritical.

When you turn 18, you are entrusted with key responsibilities in society. You can vote in elections, serve on a jury, and, most importantly, you can fight for your country. The Government believes that you should be allowed to fight and die for your country when you become an adult.

If the age restrictions on these products is raised, it would mean that the Government believes that you are old enough to die for your country, but not old enough to make decisions to use these products.

The Government has decided that people shouldn’t have a choice in what they are able to do in their young lives, because it is harmful to them. At 18, young adults need to be able to make their own decisions and learn from them. They are eliminating people’s freedom of choice, and should realize that they are adults. In the end, restricting the age of those purchasing products such as tobacco, vape, CBD, and energy products would eliminate a portion of the populations freedom to choose what they wish to do, and shows where the Governments ideals lie - they would rather its young adult population

go off and die in another country before they would let them buy these products.

Although a role of the Federal Government is to protect the US population, they should not alter the legal age to buy age restricted products, like these. Changing the legal age would be pointless. It has been shown throughout US history that raising the age restrictions on products only provides a minor road block for people trying to acquire them. There will always be a person willing to sell to minors, further keeping them accessible. Finally, changing the legal age to buy tobacco, vape, CBD, and energy products would cause further disputes between the Government and its people. Reducing the age would make it look like the Government only cares about its own personal interests, because they will allow people to fight for their country, but won’t allow them to make a personal decision like this. The Federal Government needs to realize that once people turn 18 they are old enough to make their own decisions, and learn from their choices.

Work Cited: Kaplan, Sheila. “Trump Administration Plans to Ban Flavored E-Cigarettes.” The New York Times, The New York Times, 11 Sept. 2019, https://www.nytimes.com/2019/09/11/ health/trump-vaping.html.

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Advertiser Index A special thanks to our advertisers who make the Annual Meeting magazine possible!

Allison Wholesale...................................................................................................................................................................63 Altria Group Distribution Co................................................................................................................................................. 3 Andalusia Distributing Co...................................................................................................................................................17 Ashland Specialty Co.............................................................................................................................................................43 Atlantic Dominion Distributors ........................................................................................................................................55 Burdette Beckmann...............................................................................................................................................................59 City Wholesale Inc..................................................................................................................................................................57 Colibri.........................................................................................................................................................................................23 Core-Mark.................................................................................................................................................................................27 Corso, Inc...................................................................................................................................................................................45 Creative Data Research........................................................................................................................................................49 Douglas Companies..............................................................................................................................................................47 Eby Brown.................................................................................................................................................................................21 E-Alternative Solutions........................................................................................................................................................... 9 Glidewell Distributing...........................................................................................................................................................60 Golbon CSS............................................................................................................................................... Inside Front Cover Goodwest..................................................................................................................................................................................41 Great Midwest Tube................................................................................................................................................................ 7 Hardec’s......................................................................................................................................................................................35 Home Folks Wholesale Co...................................................................................................................................................53 Indian Nation Wholesale......................................................................................................................................................28 Jack Link’s Protein Snacks....................................................................................................................................................15 JF Johnson................................................................................................................................................................................37 Lyons Specialty........................................................................................................................................................................34 Merchant’s Grocery Company, Inc...................................................................................................................................25 National Tobacco Company................................................................................................................................................24 Premier Manufacturing Inc.................................................................................................................................................35 RAI Trade Marketing Services Co...............................................................................................................................50, 51 Republic Tobacco...................................................................................................................................................................69 Standard Distributing Co.....................................................................................................................................................58 Swedish Match................................................................................................................................................11, Back Cover Stewart Candy Co...................................................................................................................................................................21 Swisher International, Inc...................................................................................................................................................... 5 Team Sledd...............................................................................................................................................................................30 The Hershey Company USA .................................................................................................................Inside Back Cover

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