2011 AWMA Show Schedule

Category Management: Value Added Program – No Additional Registration Fee

A special program for all involved with category decisions: buyers, category managers, marketing, merchandising, operations and purchasing executives

Presented by Impact 21 Group

Moderator: Lisa Stewart, President, Impact 21 Group, LLC
Panelists: Chris Girk, Director CM & Business Development, Lawrence Merchandising
                   Casey McKenzie, Senior Consultant, Impact 21 Group, LLC
                   Mike Herbst, Principal Consultant, Impact 21 Group, LLC

This highly interactive session will focus on how distributors can develop and customize a Category Management program or solution to market to current and future customers. This session will help you develop a value proposition and key point of differentiation that will set your company apart from other wholesale distributors. The three key areas of focus of this program include:

• Supporting your retailers with category management
• Managing your business using category management principles
• How to work with manufacturers to support your business objectives

Utilizing case studies throughout the three modules, this program will provide specific Category Management solutions and practical takeaways that distributors can begin using immediately.

Through a combination of presentations, breakout groups, simulation, and roundtable discussions, participants will walk away with new knowledge and best practices for your team and proven practices for your retail customers.

SESSION #1  Small Company & Strategic Leadership

Tobacco – Regulation & Opportunity

Moderator: David Dresser, VP Purchasing & Tobacco, Core-Mark International, Inc.
Panelists:  Angelo Verzoni, Regional Sales Manager, Pine State Trading
                    Rob Wilkey, Sr. Legal Counsel, Commonwealth Brands, Inc.
                    Miguel Martin, Sr. VP & General Manager, Altria Sales & Distribution Inc.

Tobacco is undergoing a sea change like no other in the history of the category. Increasing regulation of tobacco products—particularly cigarettes - is changing the way manufacturers, distributors, and retailers do business. At the
same time, increasing regulation of cigarettes is boosting demand for other products in the tobacco category and creating new opportunities. Join a panel of industry experts to examine both the latest in regulatory/legislative issues
surrounding tobacco—and opportunities in cigars, other tobacco products, and alternative nicotine delivery sectors.

SESSION #2 Foodservice

Foodservice—What’s So Difficult?

Moderator: Larry Miller, President, Miller Management & Consulting Services, Inc.
Panelists: Brent Taylor, Director—Marketing & Merchandising, TETCO Stores, LLC
                  Jack Parker, Director, Operations & Marketing, Popingo Stores (Richard Oil Co.)
                 Raymond Gibson, Director of Marketing/Business Development, Ben E. Keith Co.

Hear from a panel of retailers as they discuss successful distributor/retailer relationships that serve up foodservice success. In this candid discussion, distributors will gain an understanding of what is involved with building a  foodservice program from commitment to equipment to training to the types of programs available. Discussion will focus on three major ingredients of foodservice programs including: Menu (program components), Branding (branded vs. proprietary), and Commitment (training/support). The panel will explain through personal experiences the pros & cons of turnkey and proprietary programs and share their views on what they believe the perfect partnership between retailers and wholesale distributors and suppliers would or should look like!

Surviving the Demographic Tidal Wave

Speaker: Michael Sansolo, Retail Food Industry Consultant

With more diversity than ever in the workforce, companies are stressed to train managers and associates to understand the many different skills sets, values and background of today’s workers. But the gap between Baby Boomers and the emerging Generation Y presents the greatest challenge of all, especially as companies recognize the yawning leadership gap once the Boomers start retiring. Learn how to get your team to understand the new rules of the workforce and fortify your company for the demographic tidal wave to come. Michael’s presentation is sure to be extremely informative and will be presented with a touch of humor that delights and engages audiences around the world.

To take place in the Exhibit Hall.

The 2015 Retail Landscape: The New Normal and Insights into the Post Recessionary Consumer

Speaker: Todd Hale, SVP – Consumer & Shopper Insights, The Nielsen Company

As a result of these unprecedented economic times, much of the consumer landscape today is rapidly changing, forcing companies of all kinds to reconsider even their most abiding assumptions about how they do business. Consumers are concerned about the jobless recovery and closely managing their personal finances.  As a result, they are planning their spending and continue to reduce their shopping trips while placing more emphasis on value.  Fewer shopping trips make every retail transaction and consumer interaction critical. Though some changes are a direct result of the economy, others have been in motion for some time and like a perfect storm, they are converging to create both unique challenges and opportunities. This presentation will explore how consumers have adjusted to a new normal, have made significant shifts in what they buy and what they watch, how successful companies are leveraging the multi facets of innovation and ultimately insights into what’s ahead for the future.

Register Early to Receive More Tickets to Win!

Register Date                        Receive

9/21/10 – 10/25/10                5 tickets

10/26/10 – 11/29/10              4 tickets

11/30/10 – 12/30/10              3 tickets

12/31/10 – 1/08/11                2 tickets

1/09/2011 – 2/10/11              1 ticket