Convenience Retailer Jan-Feb 2010

ConvenienceRETAILER Volume 3, Number 1

PEPSICO FOUNDATION TO DONATE $1 MILLION TO HAITI EARTHQUAKE VICTIMS HARRIS POLL FINDS THAT CONSUMERS LOVE KISSES: HERSHEY’S RANKS HIGHEST OVERALL IN BRAND QUALITY PUREOFLOW LEADS THE PURE REVOLUTION

Januar y/Februar y 2010

Special Insert:

Real Deal ShowTheExtra AWMA Show @

MORE EDUCATION SESSIONS, EXPANDED EXHIBITS AMONG CHANGES AT AWMA

By Justyn Dillingham Even for veterans of the American Wholesale Marketers Association’s annual conference and trade show, this year’s show has some surprises in store.

For one thing, it’s undergone a name change: Previously the Real Deal Expo, it’s now The AWMA Show: The Convenience Distributor Conference and Expo.

“We have tripled the amount of educational sessions versus previous years, and we have some retailer-focused education sessions that retailers will find very interesting,” said Robert Pignato, Vice President of Marketing and Industry Affairs at AWMA. The sessions include presentations on anticipating retail trends and tracking consumer shopping habits, how to market and sell tobacco in a time of increasing regulation, and creating loyal customers.

Other changes include new show days, registration discounts and an expanded Continued on Page 6

LIVEWIRE ENERGY’S LONG-LASTING, COMPACT AND TASTY ENERGY CHEW

new products Cliffstar Corp. Chadwick Bay line Lighter-Cigar.com Cigar cutters LiveWire Energy LiveWire Energy Chews Polar Pups Frozen Treat Mix Shipyard Brewing Company Brewer’s Brown Ale Thanasi Foods LLC Jim Beam® Bourbon Glaze Steak Strips

Those looking for a boost of energy without the bulk of a can or the sugar, carbs and often unpleasant taste of a shot need look no further than LiveWire Energy.

Developed out of the need to enhance the energy market with a more compact boost of energy, LiveWire Energy has created a series of chews that provide long-lasting energy when you need it most.

From pomaberry to mint chocolate, LiveWire Energy Chews are available in a variety of flavors and come in a small, compact case that’s about the size of a pack of gum.

Delivering up to three hours of energy, the chews dissolve in a matter of seconds and have about three grams of sugars and four grams of carbs per serving, with eight servings per pack.

Tasty, chewy and desirable, LiveWire Energy Chews are perfect for athletes or those on the road who need a boost of energy but don’t have time to take continual bathroom breaks.

Continued on Page 6

contents

january/february 10

5 6 7

news briefs top news new products

Lee M. Oser CEO and Editor-in-Chief

Steve Cox Senior Associate Publisher

Kim Forrester Michael Harris Deb McQueen Lyle Sapp Kate Seymour Associate Publishers

3

Justyn Dillingham Senior Associate Editor

JoEllen Lowry Associate Editor

Valerie Wilson Art Director

Yasmine Brown

7

Graphic Designer

Lorrie Baumann Business Affairs Manager

Enrico Cecchi European Sales

7

7

ConvenienceRETAILER

Convenience Retailer is published by Oser Communications Group Š2010.

All rights reserved. BPA Worldwide Membership Applied for September 2008.

Executive and editorial offices at: 1877 N. Kolb Road, Tucson, AZ 85715 520-721-1300/Fax: 520-721-6300 www.oser.com/www.convenienceretailer.net European offices located at Lungarno Benvenuto Cellini, 11, 50125 Florence, Italy.

AN OSER COMMUNICATIONS GROUP PUBLICATION NOT AFFILIATED WITH AWMA

March 2010

Oser Communications Group

Las Vegas

ProCat Management Services’ PickRight A Hit With Customers

Ai2 Builds Success On Trust, Innovation And Customer Support

Good Times Stays Ahead Of Pack In Tobacco Field With ‘CigarVille’ Line

Tasty Puff Fills A Niche For Users To Easily Flavor Their Tobacco

Steve Stomel, CEO of ProCat Management Services LLC, tells us about their product, PickRight.

Douglas Katich, CEO of Ai2, reveals the secrets of his company’s success.

Joe Tabshe, Owner of Good Times Tobacco, explains how to succeed in the tobacco industry.

RDSE: Tell our readers a little about your company.

RDSE: What does your company offer the industry?

RDSE: What’s your main line of business?

SS: ProCat is a technology company that focuses on improving quality and productivity in distribution centers. We are committed to bringing low-cost turnkey technology solutions to distribution

DK: Ai2 specializes in automating the sales process for wholesale distributors that rely on their sales representatives and customers for order placement and data collection from the field. Our solutions

JT: We are a tobacco company based in Tampa, Florida, with a manufacturing facility in Santiago, Dominican Republic.

We make cigars, cigarillos, tobacco wraps and other tobacco products. Our company

The Creator and President of Tasty Puff tobacco flavoring, Erin Kay, noticed a need for a product that people could use to flavor their own tobacco while controlling the amount of flavor they use. The product Erin envisioned had many requirements.

After two years of developing and perfecting, Tasty Puff became the perfect companion to tobacco. It is specially designed to disperse evenly, dry quickly,

Continued on Page 18

Continued on Page 16

Continued on Page 20

Continued on Page 20

Tobacco Holdings Committed To Quality Service

New Image’s Ballers Choice Slam Dunks The Competition

MOBISOFT Combines User Power With Ease Of Use

King Mountain Tobacco Strikes A Spark With Consumers, Retailers

Karen Kamperman, General Manager at Midwest, talks about Tobacco Holdings Inc.

any

For more than a decade, New Image Global Inc. has been a frontrunner in the cigar wraps industry. The rollout of Ballers Choice marks the beginning of a new generation in cigarillos and pipefilled tobacco tipped cigars.

As with their signature Royal Blunts line, Ballers Choice offers the discriminating consumer a sleek, attractive product in an innovative stay-fresh resealable pouch.

The new product is available in natural flavor and also in several exotic flavors,

MOBISOFT has been writing mobile software for CPG and Wholesale Distributors for nearly 15 years. MOBI is, at heart, a software and systems development company that has been helping candy/tobacco wholesalers with customer ordering, sales force ordering and mobile labeling and tagging systems for more than a decade. MOBISOFT’s systems are in use by tens of thousands of users across the United States.

King Mountain Tobacco is one of the fastest growing cigarette companies in the United States. This phenomenal growth is largely related to a niche product offering within a mirage of competitive brands. King Mountain’s doctrine is found in satisfying wholesalers’ need for a new offering that sticks. They have satisfied the retailers’ needs for additional store traffic, and consumers’ needs for an affordable, quality cigarette with consistent blending

Continued on Page 16

Continued on Page 20

Continued on Page 16

Continued on Page 12

RDSE: Explain your company’s focus.

KK: Our focus is on quality tobacco products with an emphasis on little cigars and pipe tobacco.

RDSE:

Are

you

introducing

Quench Announces Release Of The Next Generation Of Sugarfree Gum

The Goodness Of Whole Grain Brown Rice In A Gourmet Crisp

Lucas’ Voice-Directed Warehouse System Speeds Up Service

Distributors Wanted For Treezwrap’s Natural Leaf Cigar Wrap

Sugar-Free Quench Gum has undergone a transformation. Quench® X is being touted as the next generation of Quench. The difference, according to company officials, is the infusion of the natural sweetener xylitol into Quench Gum. “We wanted to improve the flavor of Sugarfree Quench Gum and add more functionality at the same time,” said Mark Lutz, National Sales Manager for Quench Gum. Candy or gum with functional

It’s one of those snacks that tastes almost too good to also have a healthy halo attached to its name.

But just one bite into the crunchy goodness of riceworks® and a quick scan of its ingredient list will convince even skeptics that this gourmet brown crisp represents a whole new approach to indulgent—yet healthy—snack enjoyment.

Made with whole grain brown rice, riceworks contains only natural ingredients.

Associates at Eby Brown and other convenience store distribution centers have a new coworker, and her name is Jennifer. But Jennifer isn’t your typical distribution center associate: She’s a new voice-directed warehouse system that helps DC associates pick customer orders faster with fewer errors, so stores get what they want when they need it.

Working with Jennifer makes life

Quincy Andrews, President of Treezwrap Brand, tells us what makes his company’s main product unique.

Continued on Page 12

Continued on Page 12

Continued on Page 20

RDSE: Who are your target end-users and what distinguishes your products from the competition?

QA: For a very long time, consumers have been rolling their own cigarettes.

However, over the last 15 years or so, a Continued on Page 16

4

March 2010

Real Deal Show Extra

Electronic Cigarettes Offer Window Of Opportunity In Troubled Times For Tobacco Nicholas Van Burren, Owner of Envy Electronic Cigarettes, explains why his company’s product is thriving.

The great Alexander Graham Bell was the author of some of today’s most clichéd quotes, such as: “When one door closes, another opens; but we often look so long and so regretfully upon the closed door that we do not see the one which has opened for us.”

As we all know, a cliché becomes a cliché because of its inherent truth―and the fact that everyone has had to endure someone saying it just after something seemingly catastrophic has occurred.

The FDA taking over the tobacco wagon, with Philip Morris happily holding the reins, was, for most of you, a serious blow to your bottom lines.

However, as that door is closing, I might draw your attention to the other door that is opening.

Traditional cigarettes = Closing Door.

Electronic cigarettes = Opening Door.

What are electronic cigarettes?

E-cigs are the hottest items flying off shelves in C-Stores and tobacco stores across the globe. These battery operated devices have a variety of sizes and features;

but universally, each offers: • Smoke (a water-based vapor―which disappears immediately and leaves no smell―is inhaled and exhaled and looks just like smoke―only there is no first or second-hand smoke, no tar and no carbon monoxide).

• Nicotine (different levels of nicotine are available―high through NO).

• Taste (same tastes smokers are used to―and some new ones).

• Freedom (because there is no tobacco and no fire, these products can be used almost anywhere―from planes to office buildings to bars).

• Savings (the retail price of the replacement cartridges is nearly half that of traditional cigarettes).

Soon, every business that sells tobacco will be selling more and more electronic cigarettes. And until the FDA or some other government agency figures out ways to drive up the cost, e-cigs will continue to attract smokers who can’t afford to smoke and want to switch to a better alternative.

Business owners who are suffering the fall of tobacco should look at this viable alternative to increase profit margins.

Electronic Cigarettes offer: • Profitability (look for great margins but beware of high price points).

• Marketability (starter kits should be small and eye-catching with bright, bold graphics).

• Flexibility (choose a brand offering price points that can be sold anywhere from C-Stores to tobacco stores to grocery stores).

• Distributor solutions (expand distribution channels, open new accounts, maintain market share).

• Retailer benefits (hold onto customers who want a cheaper, better alternative to traditional cigarettes).

The FDA, in order to…hmmm…maybe protect their own sources of funding, attempted to shut down the electronic cigarette industry. They failed―at least for the moment. On Thursday, Jan. 14, 2010, a U.S. Federal District Judge ruled in favor of electronic cigarettes and ruled against the FDA. What does this mean for your customers? It means they now have a better alternative. What does this mean for you?

It means that those dwindling profits can finally rebound.

For more information, visit www .envycig.com or stop by booth 341.

AN OSER COMMUNICATIONS GROUP PUBLICATION NOT AFFILIATED WITH AWMA

Lee M. Oser CEO and Editor-in-Chief

Steve Cox Senior Associate Publisher

Kim Forrester Michael Harris Deb McQueen Lyle Sapp Kate Seymour Associate Publishers

JoEllen Lowry Senior Associate Editor

Justyn Dillingham Associate Editor

Valerie Wilson Art Director

Yasmine Brown Graphic Designer

Lorrie Baumann Business Affairs Manager

Enrico Cecchi European Sales Real Deal Show Extra is published by Oser Communications Group ©2010.

All rights reserved.

Executive and editorial offices at: 1877 N. Kolb Road, Tucson, AZ 85715 520-721-1300/Fax: 520-721-6300 www.oser.com European offices located at Lungarno Benvenuto Cellini, 11, 50125 Florence, Italy.

6

March 2010

Real Deal Show Extra

Meyercord Committed To Keeping Your Equipment Working Its Best With more than 50 years of experience, Meyercord Tax Stamping Equipment is the source for tax-stamping equipment and service solutions for the distribution industry. Meyercord Tax Stamping Equipment’s application and auxiliary equipment are field-proven. They are reliable, cost-effective and operate easily with a minimal amount of training.

Meyercord Service enlists specially trained technicians who are dedicated to keeping your equipment in the finest working condition. Their service professionals install equipment, train machine operators, provide regular

preventive maintenance and promptly attend to any emergency calls.

Meyercord recognizes the difficulty that some distributors are having in keeping their operations running efficiently through tough economic times.

Now through May 15, 2010, prequalified Meyercord Equipment customers who purchase select models are eligible to choose between a zero percent annual percentage rate on a 36month contract or a $4,000 discount.

No payment is due at signing. Certain restrictions may apply.

Recently, the Commonwealth of

Mill Creek Focused On Flexibility, Delivering Value Ian Warfield, President and COO of Mill Creek Entertainment, explains what drives his company today.

RDSE: Tell our readers a little about your company.

IW: Mill Creek Entertainment is the industry’s leading provider of value DVD compilations, with millions of units sold through retailers across North America. Our product line spans movie collections, television series, kids programming, documentary series and special interest, as well as urban and Latino offerings.

RDSE: What makes you different from other value entertainment suppliers?

IW: No other company offers so much entertainment featuring leading franchises and stars at such affordable price points. We have led the way in delivering amazing value to the consumers in the midst of a troubled economy.

Consequently we have experienced tremendous growth in the last several

years, with individual products selling in the millions of units.

From left to right: Lance Herion, Dispatch Service Manager; Tony Grassa, Northeast Regional Sales Manager; Joe Fisher, Operations Manager; Mark Lindley, Southwest Regional Sales Engineer; Dale Everett, Southeast Regional Sales Engineer; Eric Sim, Northwest Regional Sales & Marketing

Massachusetts became the second state to adopt encrypted tax stamp technology which will provide a closed loop secure system to help reduce the amount of illicit cigarette trafficking.

Meyercord’s new SSMC Encrypted Stamp Platform was specifically designed to meet the requirements of this new technology.

In response to a recent trend in the needs of their distributors, Meyercord Tax Stamping Equipment also developed the VL-10 Tax Stamping Machine. The VL-10 is the original primarily post-stamp tax stamping machine and continues to be the only machine that requires zero adjustments for continuous, consistent and easy stamping.

The HCC-612 “Half-Sized” Case Continued on Page 18

historical to true crime and biography.

Kids’ content includes great franchises like He-Man, Dungeons & Dragons and Punky Brewster and special interest offerings include game shows, stand-up comedy, mixed martial arts and sports.

RDSE: How do you handle sales?

We offer total operational flexibility with DC or direct-to-store shipments, terms or pay-on scan programs, direct or distributor relationships, comprehensive EDI support, countless fixture and display options and terrific customer service and support.

RDSE: How comprehensive is your product offering?

IW: The breadth and depth of our catalog is amazing, with over 6,000 films and television episodes. Our television collections range from classics like ‘The Lucy Show,’ ‘Bonanza,’ ‘Howdy Doody’ and ‘McHale’s Navy’ to blockbuster series like ‘21 Jump Street,’ ‘Wanted: Dead or Alive,’ ‘Greatest American Hero’ and ‘Hunter.’

Our movie collections range from westerns, thrillers, horror, sci-fi and action to family, comedy, musicals and drama.

Documentary series range from war and

IW: Our sales team is extremely seasoned with an average of 15-plus years of industry experience. They all focus on understanding their retail customer’s goals, demographics and operational requirements, and ensure that the programs they deliver meet and exceed all expectations of revenue and profitability. They are augmented by a sales support team that is passionate, focused and efficient in serving our customers’ needs at all times.

RDSE: Where does your company fit in the harsh new economic reality?

IW: Mill Creek Entertainment is engineered to be the go-to solution for value at all times, but our product line, pricing, programs and capabilities especially resonate in a tough economy that looks like it’s here to stay for some time.

Consumers at all income levels are now looking for value without sacrificing

quality and that represents a perfect match to our products and programs. The company is relentlessly focused on continuously creating and marketing dramatic value propositions with the broadest possible retail appeal. That’s why we grew over 35 percent last year in the middle of an industry decline.

RDSE: What’s next on the agenda for your company?

IW: More content. Better content.

Constant freshness. We understand that our end-customers are smart, savvy shoppers who tire of repetition. Our catalog depth and constant acquisitions can feed that voracious appetite with affordable, family-friendly content that provides hours of entertainment.

For more information, visit www .millcreekent.com or stop by booth 1025.

US Roasterie Going Strong Despite Difficult Economy

AFS Technologies Connects The Convenience Supply Chain

US Roasterie is an awardwinning roaster. Howard Fischer, President and CEO, began his coffee career in 1971 with Continental Coffee and started his own company in 1981. US Roasterie specializes in private label and turnkey marketing programs for the C-Store, foodservice, OCS and vending marketing channels.

Java Emporium is one of their exclusive branded marketing programs for distributors. A full line of POS materials, sales meetings and working with distributor field sales people in end-user calls are some of the help they provide their

AFS Technologies is proud to be an AWMA member and participate in the 2010 AWMA Show: The Convenience Distributor Conference and Expo. At this year’s event, AFS will showcase technology products and services that improve profitability by connecting people, products and processes across the supply chain.

AFS’ distributor solutions include: Accounting/ERP, Warehouse Management, Sales/Order Management and Delivery Automation solutions, all of which work to eliminate costs and improve efficiency within distributor operations.

In addition, AFS’ Discovery™ Business Intelligence, Trade Promotions Management and EDI tools are designed to improve

customers in helping them grow their business profitably. They also make end-user calls on their customers’ behalf.

Their product line includes 100 percent Arabica coffees, varietals, organics and ELEV 8, their hyper-caffeinated coffee. They also offer a full line of powder cappuccino and hyper-caffeinated cappuccino products and frozen beverage products under the Cruisin Cool that contains 10 percent real juice.

Although 2009 was a challenging Continued on Page 12

communications and eliminate inefficiencies across trading platforms.

Following the recent acquisition of Becton Schantz, the leading supplier of management software for sales agency operations, AFS now offers the leading sales agency/broker solutions.

The widely used GenWeb™ agency ERP is now integrated with the Sales Discovery System and PromoAssist TPM to create a common workflow platform for both manufacturers and agencies.

For the manufacturer, AFS continues to deliver the Sales Discovery System Business Intelligence tool set. Discovery is used by leading manufacturers, Continued on Page 12

12

March 2010

King Mountain Tobacco Co. (Con’t. from p. 1)

and high-end taste.

King Mountain Tobacco Company Inc. is a Native American-owned premium tobacco manufacturer located within the boundaries of the Yakama Nation.

King Mountain has grown rapidly over the past three years, establishing a strong brand presence recognized across the country. Their marketing efforts have been focused on creating opportunities to interact with customers. King Mountain riceworks (Con’t. from p. 1)

It has no preservatives, no artificial flavors and no cholesterol, and is both wheat and gluten-free. (The latter of which is one of the fastest growing segments in grocery retail.*) The Story Began As A California Dream What began as a quest by one of the largest rice growers in California to create a patented snack product containing composite grains incorporated into a fine dough, has developed into an evolving success story for Snack Alliance Inc., the developers of the riceworks brand. Snack Alliance, headquartered in Vancouver, British Columbia, secured rights to the product patent from the California rice grower in 2005 and has since further refined the product with flavor and texture modifications.

In April 2007, the company announced its transition of the manufacturing Quench Gum (Con’t. from p. 1)

benefits, like calcium-rich candy for women or caffeine-laced gum, is a category that has established itself in retail over the past three to four years. Lutz explained: “Quench Gum has been a functional gum for 40 years. Now, with the addition of xylitol, we are helping our consumers fight dry mouth while they prevent cavities.”

Xylitol (pronounced ZIE-lih-tol) is a sweetener that in its granular form looks and tastes like ordinary sugar, but with a slightly fruity overtone. The difference, however, is that xylitol is tooth-friendly. Xylitol can reduce plaque formation and cavities by reducing plaque bacteria on teeth. In addition, Lutz explained, xylitol raises

Real Deal Show Extra has also made a strong commitment to being recognized as the most “businessfriendly” company in the industry to work amongst. The King Mountain management philosophy is founded on the creation of successful business partnerships with its trade associates.

King Mountain has designed tailored wholesale programs, solely with the distributor’s business framework in mind.

The design of these programs is to increase margins and facilitate growth, while allowing the distributor to work

unimpeded using the philosophies and practices that made them successful.

King Mountain also offers a variety of promotional contest giveaways to boost sales and encourage product branding. Previous sweepstakes include the Born to be Wild sweepstakes in partnership with Bass Pro Shops.

King Mountain is revolutionary when it relates to design on packaging and point of sale materials. Their highly skilled design team works with distributors and retailers to create custom point of

sale materials that suit distinctive promotional needs. The full color box is edgy, yet displays a level of class that has been unmatched in the industry. These designs, combined with the unrivaled quality in a cigarette at this price point, have consumers across the country thrilled to embrace King Mountain as their brand.

For more information about King Mountain, call 509-874-9935 or visit www.trykingmountain.com. Don’t forget to visit them at this year’s AWMA show at booth 233.

process for riceworks to its own production facility in Bristol, Virginia. As of May 2008, the company is also producing its six flavors of riceworks from its Hermiston, Ore. facility.

Today, riceworks boasts a broad portfolio of flavors across its customer base in the United States, Canada and Great Britain. Flavors include Sweet Chili, Sea Salt, Salsa Fresca, Parmesan & Sundried Tomato, Baked Cinnamon and Tangy BBQ.

About Snack Alliance A privately-owned U.S. company, Snack Alliance Inc. is a market-leading provider of branded and private label snack foods in North America, with customers that include Wal-Mart, Albertsons, Costco and Kroger. The firm’s signature product, riceworks Gourmet Brown Rice Crisps, is a tasty and popular whole grain glutenfree snack that has won kudos from snack lovers in the United States, Canada and Great Britain. For more information about the product, visit www.riceworks.com.

• 33 percent less fat than the average salty snack.

• Wheat- and gluten-free.

• Vegan and celiac friendly.

• Kosher certified.

• Satisfyingly crunchy. *Nielsen data Nielsen data info: According to data compiled by New York-based Nielsen, the fastest-growing health and wellness claims among store brands last year included GMO-free (+67 percent from 2008 to 2009), gluten-free (+62 percent), absence of a specific fat (+53 percent), lowers cholesterol (+45 percent), contains probiotics (+39 percent), contains calcium (+29 percent), carb-conscious (+29 percent), no MSG (+29 percent), omega claim (+29 percent) and free of high fructose corn syrup (+28 percent).

An Unexpected Loyal Fan Base And because riceworks is both wheatand gluten-free, the snack has found an enthusiastic and loyal fan base among the celiac community, and from those who are sensitive to gluten. For this group, here is a product that tastes as good as any snack on the shelf, yet contains no gluten and 33 percent less fat than the average salty snack.

Suddenly rice is the new “it” snack.

Benefits of riceworks (made with whole grain brown rice): • Low in saturated fat.

• No cholesterol, no trans fat (0 g).

• Excellent source of carbohydrates.

• No additives, no preservatives or artificial flavors.

• Natural ingredients.

• Good source of energy.

• 12 grams whole grains/serving.

the pH in the mouth to stimulate the healthy flow of saliva.

Long known as a high-performance sports gum, Quench Gum’s mouthwatering fruit flavors are also popular with kids. Lutz feels that the reputation of Quench Gum in sporting goods, along with the fact that kids love it too, allows the product to be successfully marketed in several aisles of the store. “We’ve been the number-one ranked sports gum in America for many years running,” he said. “When we introduced SugarFree Quench Gum, we crossed over into the general candy and confection market.

Quench X solidly plants us in the center of that category.”

“Quench Gum is not your ordinary gum,” Lutz explained. “We’ve got a formula that our customers expect. Yes, our

gum tastes great but the key to our product is that Quench Gum fights dry mouth.

We wanted to maintain the unique benefits of the gum and bring even more benefit to our customer base.”

The launch of Quench X includes introduction of a whole new look for the product. “We designed a package that is edgy, vibrant and, we think, offers a sense of the extreme flavor experience waiting inside,” Lutz said. Quench X is available in blister packs of eight supersized pieces. Retail-ready display trays are filled with 12 blister packs.

In addition to Quench X, kids love the new Quench Pint Bottle—filled with approximately 25 chunks of Quench Gum. The reusable, BPA-free water bottle contains an assortment of orange, fruit and lemon flavors. The Quench Pint

Bottle complements Quench Gum’s merchandising displays. The unique Quench Gum water bottle sidekick/countertop dispenser, for example, lets retailers feature all three Quench Gum double flavors at once.

“This water bottle display will really catch the attention of consumers,” said Ginger Mueller-Mann, Mueller’s Western Region Vice President. “The imagery of the bottle with water drops and vivid colors tells the story of our thirst-quenching product. We never want to lose sight of the core function of our gum: We fight dry mouth with bursts of intense flavor.”

For more information, call 800356-9522, e-mail mark.lutz@mueller sportsmed.com, or stop by booth 512 to try Quench X for yourself.

US Roasterie (Con’t. from p. 6)

results. A supplier partner that takes a consultative role with the distributor is mutually beneficial.

There are many good coffees available in the market place; however, a successful hot beverage program needs more than just good-tasting products.

For more information, visit www .usroasterie.com or stop by booth 1036.

year for all business, US Roasterie grew nine percent with a growing customer base and successful marketing programs.

The C-Store distribution business is challenged as are many businesses; however, quality programs which are profitable will yield long-term quality AFS Technologies (Con’t. from p. 6)

agencies and distributors to turn static data into actionable analytics. Discovery BI is now the common analytical platform for manufacturers and sales agencies to cooperatively review a wide variety of business performance metrics.

AFS solutions are designed using

For more information, stop by booth 111.

Service Oriented Architecture (SOA) and built on the latest Microsoft Windows technology platform. Their products are available on a licensed or monthly subscription (SaaS) basis to fit the needs of any size organization and budget.

For more information, call 877-8213007, visit www.afsi.com or stop by booth 123.

16

March 2010

MOBISOFT (Con’t. from p. 1)

As a technology company, MOBISOFT is constantly looking for and evaluating new technology so their customers don’t have to. MOBI takes pride in being able to identify and implement products and technologies that improve efficiency and cut costs, yet are stable, reliable and affordable.

MOBI has always had an “end-user” focus, with a very good understanding of exactly who is actually using the products and software MOBI provides.

Dave Ulrich from MOBI designs and develops software with his team of programmers and knows that if the software doesn’t blend power with ease of use, then they have not fully achieved success. That is why every application and system that MOBI develops focuses precisely on those criteria: powerful and intuitive. MOBISOFT is a customer-focused company where the Tobacco Holdings Inc. (Con’t. from p. 1)

new products?

KK: Yes, a line of filtered cigars with 12 delightful flavors, and pipe tobacco in Full, Mild and Mint flavored in one pound and six ounces.

Real Deal Show Extra only customers more important than their own, are their customers’.

MOBI is excited about the launch of RADAR Data and Device Management Tool. RADAR gives the wholesaler a ‘fresh new view’ of their ordering system. Debbie Kamp from MOBISOFT said that wholesalers need to ‘see’ what their ordering system is doing. With current systems, there is no good way to troubleshoot communications and order problems. And it can take hours for IT and support staff to find and correct errors. It’s inefficient, it’s frustrating and it can be very costly.

With RADAR, anyone within the company can be authorized to log in to RADAR, giving them instant, clear access to their systems, and to find the answers they need. RADAR also works as a dashboard to the complexities and mysteries surrounding many older ordering systems. Sales managers will be able to see, at a glance, who their

top customers are, what the top sellers for the warehouse are and even compare that list to their customers’ top sellers. The analyzation and quick reference ability of this tool will give the wholesaler information each department needs to do what they do best: Sell product and provide exceptional customer service.

RADAR doesn’t stop there, though. This robust Web-based application will allow any user to view and monitor such things as device connections and traffic, order data, update and program version monitoring.

RADAR will also allow the wholesaler to push data, programs and messages to any remote user. The wholesaler can instantly view customer specific ordering information with graphic displays showing everything from who has not yet placed their order, to manufacturer program compliance data. Simply put, RADAR

puts all of the wholesaler’s ordering and remote communications information in one clean, easy-to-use application. Kamp added that “while this is a huge advantage for the wholesaler, the real winners are their customers, because RADAR minimizes their down time and their frustration, and we all know nothing beats a happy customer.”

Ulrich summed it up: “Technology is great…when it works. With RADAR, the wholesaler will see their ‘uptime’ skyrocket, and their ordering system run more smoothly than they thought possible. RADAR provides a clear view of their ordering systems that will let them head off most problems before customers have a chance to pick up the phone.”

RADAR will launch in Summer 2010. For more information, contact Dave Ulrich or Deb Kamp at 952767-0771, visit www.mobisoft.mobi or stop by booth 640.

KK: Because of the present economy, we see filtered cigars and roll-yourown tobacco as being fast-moving products with increased margin and customer satisfaction.

enjoy at a price they can afford.

RDSE: To what do you attribute your company’s success?

RDSE: Tell us about your trade show objectives, plans, products, promotions, etc.

RDSE: What products do you see as being hottest this year?

KK: We feel that we have a high quality product with various flavors people can

KK: We aim to present our products to as many wholesalers as possible. Our show specials are filtered cigars at $5.50 and 16-oz pipe tobacco at $6.95 and 6 oz. at $3.50. We also are intending to offer volume discounts.

Ai2 (Con’t. from p. 1)

RDSE: Are you new products?

any

RDSE: What distinguishes your products from the competition?

DK: Yes, we introduced our new solution, ACE™, last fall. ACE is an affordable order entry solution that replaces the old Telxon-type handheld devices that have been used by distributors and retailers the past 20 years and now need to be replaced.

DK: Many hardware resellers will offer the ‘cheapest’ solution to solve a business problem. We understand the convenience distribution business and we offer a long-term partnership approach. Ai2 solutions are constantly being innovated to meet the everchanging business and technical environments of our distributor customers.

enable convenience store distributors to improve the organization’s productivity while also increasing sales. Many of the top 25 convenience distributors count on our solutions every day to accurately generate and transmit orders from the field for processing.

RDSE: What would you say makes your company unique?

DK: There are many aspects, but a few stand out: We are a trusted partner, we deliver our solutions on time, our solutions are the most innovative in the marketplace and we provide our customers with great support. These aspects of our company are proven by our 24 years in business, by over 500 successful customer implementations and by over 40,000 daily users of our software solutions.

Treezwrap (Con’t. from p. 1)

fantastic niche market has developed in the tobacco industry that catered for the consumers who seek the pleasurable experience of rolling their own cigars, utilizing their favorite tobacco blend, which most times carry more aroma than commonly found even in premium cigars. Treezwrap Natural Leaf Cigar Wrap falls into this niche and for the last five years we have carefully worked to offer a well prepared broadleaf product to the consumers to enjoy the pleasure of rolling their own cigars. I think our quality and the fact that we offer a natural tobacco leaf separates us from the competition.

RDSE: What distinguishes your product from the competition?

RDSE: Where is product emphasis?

introducing

your

current

DK: Ai2 is all about delivering a total solution that works, is delivered on time and is supported. Although we are a software solutions developer first and foremost, we have resident experts that provide the consultation required so our customers can make informed business decisions on all aspects of the project, including mobile computer hardware and communication methods.

RDSE: What was the most significant event or series of events affecting your company in the past year and how has your company responded?

QA: Most definitely it has been the SCHIP Law and various states’ increase in taxes that would have priced any product that did not present a ‘High Value Reward’ to the consumer. Luckily, we can safely conclude that our product does deliver such a ‘High Value Reward’ to our consumers. This realization has been the strongest catalyst for our present drive for market growth. As such, AWMA Expo is our second in two weeks.

RDSE: What are your company’s plans

Choosing Ai2 provides a growth path for the future with a reliable partner who will continue to evolve with the distribution industry. The goal for any distributor is to increase sales and improve yields. We are proud to deliver solutions that enable our partners to achieve these goals.

RDSE: Please assess the marketplace as it relates to your product line. for the near-future, and are you introducing any new products?

QA: Good question; that actually brings us full circle. You see, by being in the industry for a fair amount of time and having a very close relationship with our customers, we have a good idea of the aroma and blend of loose tobacco that they end up using to make their own cigars using our wraps. As such, this gives us an opportunity to construct great blends and actually make a complete cigar in the near-future. This is creating much excitement internally but we will remain fully consumer-driven.

RDSE: How do you handle distribution and what do you hope to accomplish at

KK: Primarily our success is now and always determined by our loyal consumers. We stand behind our product and ensure quality as well as economy.

For more information, call 888513-1351, visit www.smokersbest.net or stop by booth 442.

DK: Convenience distributors are faced with increasing competition and decreasing profits. If the distributor can offer their customers Ai2’s solutions, a ‘win/win’ business partnership will be fostered. The distributor will gain higher dollar average orders at a lower average order acquisition cost.

Increasing the dollar value of the customer’s order [larger orders] while decreasing the cost to acquire the customer’s order [higher yield], is a timeproven way to improve a distributor’s financial performance. Automating your sales and customer order entry processes with Ai2 will empower your organization to cut costs, improve productivity and increase sales and profitability. These are the keys to successful selling in the 21st century.

For more information, call 800835-3200, e-mail sales@ai2.com, visit www.ai2.com or stop by booth 1123. this trade show?

QA: Our distribution is contracted to Treezwrap Marketing and Distribution LLC, headed by Jesse Enniss, and operated under Federal Import License in south Florida. Our policy is to sell directly to licensed distributors across the United States. In fact, we are here at this trade show to mold new relationships with distributors from across the United States and international. As our advertisement says, ‘Wanted Distributors,’ and there are high profit rewards and customer satisfaction.

Check us at www.treezwrap.com or call Marketing and Distribution at 954676-3401 or stop by booth 342.

18

March 2010

Real Deal Show Extra

AWMA Offers Scholarships To Aspiring Business Students College bills can make parents quake in their boots—to say the least! If you have a child or spouse in college then you know how tough it is when a tuition bill

arrives—and if you don’t, there are many employees in your company that do.

Each year, AWMA’s Distributors Education Foundation awards two

ProCat Management (Con’t. from p. 1)

help desk staff is the key ingredient to good customer service.

centers across the country, which means our products need to be easy to implement, easy to use and easy to maintain.

Our primary products are PickRight and Tax-Right. We currently support our products in over 100 distribution centers in 38 states.

RDSE: What would you say makes your company unique?

SS: We are unique because of our focus on the distribution industry. Our leadership team has over 150 years of distribution experience. By drawing on our vast experience, we can design our products to help employees do their jobs right the first time. Our customers consistently tell us how refreshing it is to talk with technology people who actually understand their business.

RDSE: What do you anticipate to be your greatest challenge in the year ahead?

RDSE: Are you new products?

introducing

any

SS: We have developed several products that supplement PickRight. We have introduced ReceiveRight and LoadRight in January of this year. We have ShipRight and CountRight coming out this summer. ReceiveRight confirms the accuracy of product at the receiving dock while LoadRight confirms the accuracy of packages as they are being loaded on to the delivery truck. These products are both being used in beta sites. ShipRight is our program for truck drivers. It allows the driver to scan packages as they are being delivered. It also has electronic signature capture, totes reconciliation, receivables information and high value product confirmation. CountRight helps with cycle counting. We are very excited about the new products that we are bringing to market.

SS: As our customer base grows, we need to ensure that our ability to support our customers keeps up with our growth. That is primarily help desk. It takes about a year for a new hire to get enough training and experience to be able to help our customers with technical questions. Transferring knowledge is a challenge in any growing company.

We are fortunate that we have assembled a team of people who have distribution backgrounds and understand technology. We will need to pay careful attention to expanding our ability to support our customer base in the next year and beyond. Having a well trained

RDSE: Where is product emphasis?

Meyercord (Con’t. from p. 6)

off-line or in-line cutting. The HCC612 offers minimal disruption to your current warehouse spatial requirements while providing benefits that mirror the full-sized CC-612 Case Cutter. All of their cutters reduce the

Cutter can be modified several ways to better fit into your current or future operational needs. They have several models that can be adapted for either

your

$5,000 Ray Foley Memorial Scholarships to deserving college students. These scholarships are available only to AWMA wholesale member companies—specifically to employees or employees’ immediate family members.

To be eligible for this scholarship, an applicant must: • Be enrolled full-time in college for the

current

SS: PickRight is getting most of our attention these days. It is an outstanding product that we believe will bring value to thousands of distribution centers over the next decade. We made a very significant investment in PickRight enhancements over the past year. The technology is user-friendly, reliable and drives both productivity and quality in the facilities that are using it. PickRight is currently being used in full case, repack and freezer/cooler applications.

Customers are telling us that PickRight

is improving pick rates by 20 percent on average, and reducing customer claims for picking errors by 90 percent. We were amazed at how effective the program is for our customers.

RDSE: What distinguishes your product from the competition?

SS: We view Voice Picking systems as our primary competition. We believe PickRight is superior to voice systems for several reasons. PickRight uses a scanner to scan product UPC codes for accuracy. Voice confirms a pick bin, so if the wrong product is in the bin, the wrong product gets shipped. PickRight gives the picker a visual display to work with. If they forget the pick location or quantity, with a glance they can be reminded. With voice systems they need to say a command and wait for the response to be announced. PickRight can be started up in small parts of the warehouse for testing purposes. Voice pick systems that I have seen are all are big bang process changes and implementation can be very disruptive. Voice also has many traditional challenges such as employees with accents, colds and coughs, and hardware challenges.

PickRight is easy to implement, easy to learn and easy to maintain.

2010-2011 year.

• Pursue the study of business.

• Express an interest in a career in candy/tobacco/convenience products wholesale distribution.

• Be employed by an AWMA wholesale member on an ongoing basis or be Continued on Page 20

case and break pallet picking activity is a target customer. PickRight was not designed for pallet picking. We think distribution centers that have break case picking are particularly good candidates for PickRight. One of PickRight’s strongest features is its real-time label printing capabilities. We are saving companies many labor hours every day that was dedicated to assembling paperwork for pickers before implementing PickRight. That includes pick tickets, package labels and price tags.

PickRight is a very appropriate and cost effective tool for any distribution center that assembles customer orders.

RDSE: What is your outlook in general for this product line?

SS: I believe PickRight has tremendous potential. In our first 24 months of promoting PickRight we went from three beta sites to having an amazing 28 warehouses that are running our software every day. We expect to have 50 facilities using PickRight by the end of 2010, and 100 facilities using it by the end of 2011.

We are very excited about the technology and features that we have built into PickRight. Companies that want easy-toimplement picking software that gets great results in quality and productivity should definitely be checking out our PickRight program.

SS: Any distribution center that has break

ProCat is based in Hammonton, New Jersey. ProCat will be demonstrating the power of PickRight, its picking application for distribution centers at the AWMA show in Las Vegas.

For more information, call 888-8602500, e-mail sstomel@procatms.com, visit www.procatms.com or stop by booth 335.

damage caused by hand-cutting cases and maximize labor efficiencies.

Come see Meyercord, United Silicone and SICPA representatives in booth 817 this year at the AWMA Show.

There, they’ll have the new SSMC

Encrypted Stamp Platform, the VL-10 Tax Stamping Machine and the HCC612 “Half-Sized” Case Cutter on display and running. For more information, call toll-free 800-639-3799 or visit www.meyercordequipment.com.

RDSE: Who are your target end-users?

20

March 2010

Real Deal Show Extra

Alligator Ice is excited to introduce its new Iced Tea Program. With sweetened and unsweetened flavors available, your customers will continue to come back for these thirst-quenching drinks.

As with all programs from Alligator Ice, you can expect great-tasting product, attractive looking equipment and highly competitive profit margins.

So what makes the Alligator Iced Tea Program better than the rest?

Alligator Ice’s flavor profile was

designed specifically to match the taste of fresh-brewed tea. Even the most devoted tea drinkers will agree that this tea from concentrate is the real deal.

Secondly is shelf life. With a concentrated product, you get an excellent shelf life both before you mix and after. As a concentrate, the shelf life is one full year. After mixing your iced tea the product will last for approximately four days. Compare this to

fresh brewed tea and you can see that Alligator Iced Tea is the clear choice.

You can also see the quality of Alligator Ice’s iced tea dispensers.

With iced tea dispensers, customers are unable to see what the product actually looks like until it is dispensed. Their iced tea dispensers come with great looking durable wraps that appeal to your customers. Alligator Ice offers both the TDO-4 and the TDO-N-3.5 from Bunn. The dispensers come with your choice of a “sweet” or “unsweet” dispenser wrap.

Alligator Ice was developed in 1995 by Frozen Drink Concepts Inc.’s Founder and Chairman Gerald Smith.

After spending several years in the frozen dessert and beverage

Good Times Tobacco (Con’t. from p. 1)

product for.

called Double Maestro cigarillos.

is young but we’ve grown quickly using the experience of many of our key players who have been in the tobacco industry for years.

RDSE: Are you new products?

Alligator Ice’s Iced Tea Designed To Match Taste Of Fresh-Brewed Tea

RDSE: What would you say makes your company unique?

JT: Our company places special emphasis on customer service first and foremost. We also value the relationships with our distributors, vendors and the other companies that we manufacture

any

RDSE: What products do you see as being hottest this year?

JT: Yes, we have big plans for 2010.

We are introducing a line called CigarVille, which is a double-wrapped cigarillo with both natural and homogenized wrappers—this is coming in the first quarter. In the second quarter we will have Little & Wild, which is a tipped pipe tobacco cigar. And finally in the third quarter we will introduce a natural leaf cigarillo in four flavors

JT: Our Good Time Cigarillos continue to be our best selling line. However, we expect great things from our Superillos and our Good Times Flat Wraps cigar wrappers.

introducing

New Image Global Inc. (Con’t. from p. 1)

including: Purple Grape, Wet Mango, Peach, Tequila Lime and BluMagic.

“After Ballers Choice was tested in one market, we received a vast amount of calls from consumers inquiring about where could they get the product,” said President Keith Scott. With the introduction of Ballers Tasty Puff (Con’t. from p. 1)

maintain the integrity of paper and to taste and smell incredible. Tasty Puff quickly caught on and became a favorite necessity for tobacco users worldwide. Now, seven years later, whether people want to roll their own tobacco, use a pipe or enjoy pre-rolled tobacco, Tasty Puff continues to offer their customers a fun, innovative, easy AWMA (Con’t. from p. 18)

the immediate family member (son, daughter, stepson, stepdaughter, wife, husband) of an AWMA wholesale member employee who is employed on an ongoing basis.

distributor does not have to make a huge capital investment to see optimal returns with Good Times products.

RDSE: To what do you attribute your company’s success?

JT: We have a great product line, and a great core group of employees who share the vision of Good Times and are dedicated to the success of our company.

JT: A simple answer is more value. A

For more information, call 813-6218702, visit www.goodtimestobacco.com or stop by booth 216.

bar codes, associates confirm they are taking the right items off the shelf by speaking into their headsets. The handsfree, eyes-free system helps associates set new productivity and accuracy records.

The result is more efficient, error-free distribution which translates into lower costs and better customer service.

The complete Jennifer VoicePlus system includes the Engage Management Services Console, which gives supervisors real-time insight into the status of orders, associate productivity, stock-outs and other issues before it’s too late to correct problems.

With Engage, supervisors can take immediate action to ensure orders are filled completely and correctly.

The Jennifer VoicePlus system is provided by Lucas Systems in Pittsburgh, Penn., (www.lucasware.com), the leading innovator and fastest-growing provider of voice-directed warehouse applications in North America. Jennifer is used today by tens of thousands of warehouse associates at hundreds of DCs for voice-picking and other distribution operations. To see a video of Jennifer in action, go to www.lucasware.com/successes.

For more information, stop by booth 540.

Choice, the comprehensive level of support places them at the forefront of the competitive market.

New Image Global Inc. is known for exceptional quality control, streamlined creation of innovative products and product freshness guarantees. The minorityowned company is not only looking to be known as the trendsetter in the tobacco

industry. Recently, the company made a contribution of more than $100,000 in medical supplies, new clothes and shoes toward the Haiti relief effort.

“We want to be also known for our goodwill acts. We have been fortunate as a company and looking to do more philanthropic [work] for communities around the world,” said CEO Stephen Woodson.

The company continues to offer dynamic creative packaging with their signature innovative marketing campaigns and unprecedented growth in the European Union and around the world.

For further information, contact Toni Washington or Theresa Price at Jabez3 Enterprises PR, 909-396-7722 or stop by booth 702.

way to flavor their tobacco.

Tasty Puff tobacco flavoring is pocket-sized for personal use. Just a few drops or sprays flavors any tobacco in any form. Tasty Puff can be used with cigars, pipe tobacco, legal herbs, cigar wraps, pipes, hookahs, water pipes, ecigarettes or vaporizers. It is an item that sells itself and is a must-have for any convenience store, liquor store or smoke shop. Tasty Puff offers a variety of

displays for their customers. There are 28 flavors available now and the Tasty Puff crew continuously creates new flavors for their customers. Suggestions for new flavors are always considered!

New for 2010: Tasty Puff is launching a new line of air fresheners! Cousin Puff’s Air Fresheners will be available in Blueberry Thrill, Silly Strawberry, Mango Tango, Crazy Coconut, Convicted Melon (Watermelon) and

Mr. Bubble (Bubblegum). With trendy, eye-catching packaging, hip phrases and the same amazing Tasty Puff aroma, this line of air fresheners is sure to be a hit!

Contact them with any questions or for a free sample. They offer excellent customer service and will do their best to meet your company’s needs! Call them toll free at 866-544-5267, visit www.tastypuff.com, e-mail sales@ tastypuff.com or stop by booth 1017.

AWMA/DEF is pleased to offer this scholarship opportunity to all distributor member company employees as an AWMA membership benefit. And this scholarship is not strictly about grades; there are many areas that are judged, including the applicant’s

interest in joining the convenience distribution industry.

The Ray Foley Memorial Scholarship application can be downloaded or printed from the AWMA Web site at www.awmanet.org/page/educa tion-/-research/scholarships/scholarships

(www.awmanet.org; Education/Research; Scholarships). To receive an application by fax or e-mail, please contact Kathy Trost at 800-482-2962, ext. 648, 703-208-1648 direct or e-mail kathyt@awmanet.org.

Applications are due to the AWMA offices by May 15, 2010.

Lucas Systems (Con’t. from p. 1)

easier for associates, who trade in their paper pick lists, labels and handheld barcode scanners for belt-worn mobile computers connected to lightweight headsets.

Like a GPS, Jennifer, the voice of the software system, gives associates pickby-pick instructions: “go to location XYZ and pick three items.” Associates never have to look down at a terminal screen or piece of paper. And instead of writing notes on pick tickets or scanning

RDSE: What distinguishes your products from the competition?

product/equipment industry, Smith saw a frozen drink opportunity with convenience stores in the south central part of the United States. The success he had with the premium Slush/Smoothie and Cappuccino flavors he perfected made it possible to expand into other parts of the country.

2010 looks to be a great year for Alligator Ice with the introduction of its Iced Tea and Ice Cream programs.

Many months of development have gone into these new programs. Both programs deliver great-tasting products, appealing branding and strong profit margins.

For more information, call 217316-9297, visit www.alligatorice.com or stop by booth 725.

news briefs PUREOFLOW LEADS THE PURE REVOLUTION Mike Paice, President and Chairman of Pure Revolution, discusses PureOFlow.

CR: Tell our readers a little about your company. What’s your main line of business?

MP: After spending more than 30 years selling water softeners, I realized that water softeners weren’t the ‘magic bullet’ in water treatment. So I teamed up with another water industry veteran, Tom Cartwright, to fill the void of affordable reverse osmosis systems for residential and commercial applications. While the technology behind water softeners has not changed at all in 40 years, our systems are revolutionary in efficiency ratio as well as in its environmental impact; hence the company is appropriately named Pure Revolution. With Pure Revolution’s PureOFlow whole-housewhole-business reverse osmosis water purification system, bottled water, household water softeners and at-sink filters become unnecessary, saving end-users money and reducing waste.

CR: What makes your company unique?

MP: Sustainability is an overriding

theme in all our innovations and product development. As a result, we maintain our leadership position by focusing on water purification technologies that protect the environment and maintain the water footprint while generating immediate savings for our customers. With an almost 1:1 ratio, the PureOFlow product line provides the highest efficiency output. And, we are the only manufacturer with a reclaim system, which ensures zero waste. PureOFlow’s products, powered by GE, represent the best solution to address today’s economic and environmental concerns related to greener, cleaner water solutions, as well as offering a valuable solution to water softener bans and lead bans.

CR: What was the most significant event or series of events affecting your company in the past year?

MP: After we experienced initial success with Royal Farms, a C-Store in the midAtlantic region and Terrible Herbst based in Las Vegas, we changed our market focus and strategy to expand significantly into the C-Store segment as well as grow our share of the food and beverage segment. With the emphasis on corporate

and social responsibility, many commercial and residential customers are focusing on green technologies. The PureOFlow products meet the needs of our customers at many levels— costsavings, consistency, convenience and clear beverages. We have expanded our product line to accommodate various gallon requirements of our customers and so has our market share.

CR: Are you new products?

introducing

any

MP: Yes. Innovation is a cornerstone of our company’s vision. With higher than a 90 percent satisfaction rating, PureOFlow products maintain its market leadership position with consistent new product releases. Our latest innovations are a reclaim system, the compact Point Of Use- IceOPure system and a fully enclosed cabinet system for residential and commercial. The IceOPure product is the first direct feed, non-electric system that can connect to single or multiple units at a location. We featured this in the Cool New Products Room at the NACS show and received a lot of interest from attendees. We will continue to innovate and revolutionize the industry to provide our customers the most effective and cost-efficient solution.

CR: Please assess the marketplace as it relates to your product line.

MP: In today’s economy, businesses are facing a three-pronged dilemma.

Consumers are looking for more perceived value forcing businesses to offer more for less. And, the universal concern for global warming and its prevention often competes with a businesses’ need to operate cost-efficiently. From a C-Store operators’ perspective, tobacco and gasoline are no longer high profit categories so they are looking to foodservice to replace the lost gross margins. With 44 percent of consumers stopping at a CStore for breakfast, hot dispensed beverages are poised to flourish. Water is the most important ingredient in foodservice.

By providing a better, consistent taste with purified water, Pure Revolution can help build loyalty and make the C-Store the destination stop for travelers on their route. In addition to enhancing beverage taste and providing a consistent flavor profile, the PureOFlow product line including the IceOPure system uses 75 percent less filters, significantly reduces the cost of maintenance, extends the life of equipment and uses less electricity.

These are critical not just to a company’s profitability, but sometimes essential to its survivability. The PureOFlow product line allows our customer base to go green while saving money and helps them increase profit margins in the beverage category.

Continued on Page 6

top news PEPSICO FOUNDATION TO DONATE $1 MILLION TO HAITI EARTHQUAKE VICTIMS Company Also To Provide Bottled Water, Gatorade And Quaker Products The PepsiCo Foundation announced it will donate $1 million to the earthquake victims in Haiti and that PepsiCo will provide Quaker products as well as bottled water and Gatorade for the disaster victims through its bottlers in Florida and the Dominican Republic.

Of the $1 million, the PepsiCo

Foundation has committed $500,000 for humanitarian relief to be allocated to three of its strategic partners, including the American Red Cross (to be earmarked for Red Cross partners operating in Haiti), Save the Children and Friends of the World Food Program.

The remaining $500,000 of the pledge will be used to support longerterm rebuilding efforts designed to strengthen Haiti’s infrastructure and limit significant damage from future disasters.

Leading global market research firm Harris Interactive has released the 2010 results of EquiTrend®, its renowned annual brand equity study that measures more than 1,000 brands across 42 categories. Harris Interactive has been tracking consumers’ awareness and perception of brands for more than 20 years. “Even in a time of economic turmoil, consumers remind us that those brands that have consistently delivered on their promise are those that are rewarded with long term AWMA (Con’t. from p. 1)

scope of companies on display in the exhibit hall. There is also the new AWMA Café and Lounge, where a cocktail reception will be held Wednesday evening.

“All of these changes were based on member response,” Pignato said. “We listened to what our members had to say and made the changes to fit their needs.” He summed up the changes with the words “refreshed, refocused, re-energized.”

LiveWire Energy (Con’t. from p. 1)

“Anyone who needs a boost to meet the demands of an active lifestyle,” said Bill Hodson of LiveWire Energy, of customers who would benefit from LiveWire Energy. “Athletes, people with demanding jobs, busy moms and weekend warriors, the list goes on...”

Pure Revolution (Con’t. from p. 5)

CR: To what do you attribute your company’s success?

MP: One of the many factors contributing to our success is the in-depth understanding of the water industry that Tom

6

ConvenienceRETAILER

January/February 2010

About PepsiCo PepsiCo offers the world's largest portfolio of billion-dollar food and beverage brands, including 18 different product lines that each generate more than $1 billion in

annual retail sales. Their main businesses—Frito-Lay, Quaker, Pepsi-Cola, Tropicana and Gatorade—also make hundreds of other nourishing, tasty foods and drinks that bring joy to their consumers in over 200 countries. With more than $43 billion in 2008 revenues, PepsiCo employs 198,000 people who are united by their unique commitment to sustainable growth, called Performance with Purpose. By dedicating themselves to offering a broad array of choices for healthy, convenient and fun nourishment, reducing their environmental impact and fostering a diverse and inclusive workplace culture, PepsiCo balances strong financial returns with giving back to communities worldwide. For more information, visit www.pepsico.com.

equity,” said Jeni Lee Chapman, Executive Vice President, Global Brand and Communication Consulting at Harris Interactive. “It’s been a tough year for marketers as they carefully manage their brand investments and strive to protect their long-term equity. The EquiTrend data indicates consistency and strength, despite the recession, for those brands that have not wavered from their promise.”

Hershey’s Kisses was the highest rated brand in the entire survey, with several other brands from the comfort foods category (e.g., M&Ms, Hershey Bar, Oreo Cookies and Snickers) ranking high. The remaining brands in the top 25 represent

icons of quality within their respective categories. In fact, certain brands have managed to hold the top ranked spot within their categories uninterrupted for years, including Coca-Cola, Visa, Duracell, Sony, Tide, Kleenex, Hallmark and Subway.

Not surprisingly, the lowest rated brands in the study come from the cigarette companies, online dating sites, online universities and the financial sector. The fallout from the government bailouts tarnished many well established brands but the good news is that some are slowly rebounding (e.g., AIG and GM). These brands are working hard to understand how to win back the trust of the U.S. consumer.

“A common theme for those brands that are suffering from a loss in trust will be their ability to connect with their customers in a relevant way—and that will require showing they are really listening to them, and are addressing their concerns and needs at both the product level

and in how they market their products,” said Carol Gstalder, Senior Vice President, Business and Industrial at Harris Interactive.

EquiTrend covers a broad array of industry categories. The category leaders are a who’s who of iconic brands, including, among others, UPS, State Farm, Harley Davidson and Microsoft. To see the results of the study, visit www.harris interactive.com. For a complete listing of all the brands covered in the study, contact Alyssa Hall at 212-539-9600 or ahall@harrisinteractive.com.

Pignato said that the changes would be introduced over a three-year period; starting next year, the show will be moved to Las Vegas’s Paris Hotel.

“There’s just a new look and feel” to the show, said Eric Atkinson, President of the Texas-based Atkinson Candy Company, who has not missed a show since 1979. “I think guys who have not taken a look at that exposition for some time now might take another look at it.”

If there’s one thing the AWMA show’s

loyal exhibitors seem to agree on, it’s that the show is not to be missed.

“It’s a customer-rich environment with relatively few other booths,” Atkinson said. “People come there to buy, so show deals on the floor loom large, and the ones that loom the largest are the ones that can only be had on that show board.”

“The show is always upbeat and active and provides a casual setting to meet with customers and rekindle friendships and do some great business at the same time,” said

Jim Colucci, Executive Vice President of Sales and Marketing for Altadis USA. “The show gives retailers the opportunity to meet with manufacturers and company executives as well as others in the industry to discuss business and the issues affecting our businesses,” he said.

The AWMA Convenience Distributor Conference and Expo, formerly the Real Deal Expo, is March 9–11 at The Las Vegas Hilton. For a full schedule of events, visit www.awmashow.com.

LiveWire Energy Chews are unique because of their triple functionality: • Instant energy—ideal before or during physical activity.

• Sustained energy—to help you get through prolonged periods of work or play without mental and physical fatigue.

• Nutrition—a benefit not found in many energy-enhancement products.

LiveWire Energy Chews are also: • Fast-acting—Within minutes you feel alert, focused and ready to take on the day.

• Long-lasting—They provide 100 percent natural, long-term sustainable energy (no “crash” like other high-stimulant products).

• Have no can to dispose of—they are small, convenient and fit perfectly into a purse or pocket…plus no refrigeration.

• Tastes great—People absolutely flip over the delicious taste. You will too!

• Contain no liquid—People will not find themselves constantly running to the restroom. This is especially important for busy, non-stop people who want the energy—without the constant pit stops.

For more information, please call 714777-7873 or visit www.livewireenergy.com.

Cartwright and I bring from being involved in the industry from all levels over a period spanning almost four decades. This unparalleled insight into how a water treatment solution should perform without harming the environment and how it should help the end-user guides our product development and

enhancement. Our technological advancements such as high efficiency ratios, reclaim systems and reducing the environmental impact have garnered the attention of many distributors who are interested in forming strategic partnerships. As we grew exponentially and expanded further into the commercial market, RNK Capital,

an environment investment firm with more than $1 billion in assets under management, became our funding partner. The additional financial backing has allowed us to compete more on a national scale as well as expand into international markets.

For more information, visit www .pureoflow.com.

HARRIS POLL FINDS THAT CONSUMERS LOVE KISSES: HERSHEY’S RANKS HIGHEST OVERALL IN BRAND QUALITY M&Ms, Google, Duracell, Reese’s, Heinz, Kleenex, Oreo And Neosporin All Score In Top Ten

About The PepsiCo Foundation Established in 1962, the PepsiCo Foundation is the philanthropic anchor of PepsiCo, responsible for providing charitable contributions to eligible non-profit organizations. The Foundation is committed to developing sustainable partnerships and programs in underserved regions that provide opportunities for improved health, environment and inclusion. For more information, visit www.pepsico.com/articles/pepsicofoundation-initiatives.html.

About Harris Interactive Harris Interactive is one of the world’s leading custom market research firms, leveraging research, technology and business acumen to transform relevant insight into actionable foresight.

For more information, please visit www.harrisinteractive.com.

new products

Shipyard Brewing Company announces the release of Brewer’s Brown Ale. This spring seasonal is available in six-packs, 12-packs and draft late January through early April while supplies last.

Brewer’s Brown Ale is a full-bodied, dark brown ale made with five different malts and three varieties of hops. Pale Ale, Crystal, Chocolate, Roasted Barley and Wheat Malts combine to give this beer a nice smoky taste up front and a smooth, full body finishing with a crisp hop bite at the back. Hops used in this brew are English Challenger, Fuggles and East Kent Goldings at the finish. Brewer's Brown Ale has 5.4 percent alcohol by volume.

Shipyard Brewing Company 800-BREW-ALE www.shipyard.com

Looking for the perfect gift to last a lifetime for your favorite cigar aficionado? Lighter-Cigar.com offers both a “new free shipping offer” plus a free cigar tube for orders over $75.

In addition to a full line of cigar cutters, also featured on the lighter-cigar.com Web site is a robust array of lighters that are especially designed for cigar smokers. A good “cigar lighter” is necessary to light a good cigar. Xikar seems to lead the field in this area with a number of attractive styles with 4-6 different colors in each style that start at just $23.99.

Lighter-Cigar.com 770-777-8309 www.lighter-cigar.com

LiveWire Energy Chews are unique because of their triple functionality: • Instant energy—ideal before or during physical activity.

• Sustained energy—to help you get through prolonged periods of work or play without mental and physical fatigue.

• Nutrition—a benefit not found in many energyenhancement products.

LiveWire Energy Chews are also: • Fast-acting—Within minutes you feel alert and focused and ready to take on the day.

• Long-lasting—They provide 100 percent natural, long-term sustainable energy (no “crash” like other high-stimulant products).

• Have no can to dispose of—they are small, convenient and fit perfectly into a purse or pocket…plus no refrigeration.

• Tastes great—People absolutely flip over the delicious taste. You will too!

• Contain no liquid—People will not find themselves constantly running to the restroom. This is especially important for busy, non-stop people who want the energy—without the constant pit stops.

LiveWire Energy 714-777-7873 www.livewireenergy.com

The latest new product launched by THANASI Foods LLC, a leading developer and supplier of branded foods, is now available to distributors and retailers nationwide. In October 2009, THANASI announced the addition of a new mouth-watering meat snack to its Jim Beam® line of branded snack foods. Jim Beam Bourbon Glaze Steak Strips is the latest product using the world’s No. 1 Bourbon and will join THANASI Foods’ other award-winning meat snacks in retail locations beginning now.

Made with genuine Jim Beam Kentucky Straight Bourbon and only the most premium cut steak strips, new Jim Beam Bourbon Glaze Steak Strips are a savory blend of Kentucky-spirited flavor and hardwoodsmoked perfection. Tender and slow-cooked, this new steak snack delivers a high-quality and tasty bite.

Like the Jim Beam meat snacks line, the Bourbon Glaze Steak Strips are shipping in 3.15-ounce re-sealable bags that are available in eight-count cases, eight-count clip strips and display shipper configurations.

Cliffstar Corp., one of the largest private-label beverage suppliers in the United States, is offering for the first time its own brand of premium beverages. The Chadwick Bay line, produced by Harborside Inc., a Cliffstar subsidiary, includes single-serve enhanced juice, enhanced water, organic juice and smoothies bottled in an attractive and lightweight PowerFlex™ polyethylene terephthalate (PET) bottle from Amcor PET Packaging, Manchester, Mich. The Chadwick Bay line of shelf-stable products is the first foray into the branded beverage market for Cliffstar, a longtime major supplier of private-label beverages.

The premium beverages come in 12-oz to 96-oz Powerflex hot-fill PET containers. The domed and long-neck bottles deliver significant performance and cost advantages including portability (no breakage), light weight, recyclability and reduced transportation costs. Consumers are drawn to the attractive, lightweight and breakage-resistant features of the PET bottle compared to traditional glass containers. Cliffstar already uses Powerflex PET bottles for many of its private-label beverages.

PowerFlex bottles feature a patented panel-less design which takes hot-fill (185°F) bottle options to a new level. Amcor’s structural design eliminates the panels, and unlike competitive containers, provides a large, completely smooth ribless label panel.

Thanasi Foods LLC 720-570-1065 www.thanasifoods.com

Cliffstar Corp.

716-366-6100 www.cliffstar.com

Launching a new C-Store product?

Yes, that’s right folks, the workers at Polar Pups have created an all-new way for your furry, fourlegged best friend to enjoy their favorite frozen treat anywhere, any time!

Polar Pups all-natural frozen treats for dogs unleashes our latest product—Frozen Treat Mix! Just add water, shake and freeze!

Their same great high quality treats now come as a mix! Available for shipping everywhere! The treats are packaged with one each of four famous tail-waggin’ flavors: Barkin’ Apple, Berry Bite, Beggin’ Banana and Puppy Nutter! Each treat is premixed in individual recyclable cups—all you do is add water, shake and freeze! Keep them on-hand any time of the year and mix them up when you're ready! Polar Pups All Natural Frozen Treats for Dogs are lovingly handmade in Chicago.

Polar Pups www.polar-pups.com

Email editor@oser.com with “Convenience Retailer: New Product” in the subject line for a list of what to include and deadlines.

January/February 2010

ConvenienceRETAILER

7