Concurrent Breakout Sessions

SESSION #1 Small Company

Small is Beautiful—Profitability for Smaller Companies

Speaker: Al Bates, President, Profit Planning Group

This session will examine the unique profit challenges faced by the smaller distributors of convenience products. The emphasis will be on how being smaller can be turned from an economy of scale challenge to a service advantage.

Two topics will be given the strongest attention: The first is to identify the cost advantages of smaller firms—simply put, smaller size does not have to mean higher costs across the board; the second is to discuss the unique market
opportunities open to smaller firms. With proper attention to detail, smaller firms cannot only generate the same profits as larger firms, they can generate higher profits as a percent of sales. Doing this requires a precise plan, which this session will provide.

SESSION #2 Strategic Leadership

InfoMetrics—Making Data Driven Decisions That Boost Profits

Panelists: Viv Penninti, President & CEO, InfoRhythm Inc.
                   Mark Davenport, President/COO, J.T. Davenport & Sons, Inc.
                  Zeno Corrigan, VP, Sales & Marketing, Pine State Trading
                 Jimmy Barefoot, Senior VP of Sales & Product Development, U. S. Flue-Cured Tobacco Growers, Inc.

By now you’ve probably seen an overview of the new AWMA InfoMetrics data portal. But what you may not have seen is the ways in which distributors and manufacturers are using the data to increase profits. The AWMA InfoMetrics program isn’t about “data for data’s sake.” It’s about adding dollars to your bottom line—whether you are a distributor or a manufacturer. At this strategically focused session, you will hear directly from distributors and manufacturers who are using AWMA InfoMetrics data to improve profitability. You’ll walk out of the session with information
that you can take home to boost your own company's profitability.