TO THE SOUTHERN’S 99TH ANNUAL MEETING
Letter from the Governor of Florida
Letter from the SAWD President
Letter from the SLD President................................................................................................... 8
Letter from the SAWD CEO
10 Spouse’s Social Invitation
12 Keynote Speaker: Rowdy Gaines
13 Hospitality Suite ........................................................................................................................... 14 Golf Tournament .......................................................................................................................... 16
Event Speaker: Leah Brown, Crescendo Strategies
18 Event Speaker: Shawn Burcham, PFSbrands ..................................................................... 19 Southern Award Winners......................................................................................................... 20 Meetings with a Mission ........................................................................................................... 23 25th Annual Silent Auction..................................................................................................... 30 2021 SLD Business Resource Meeting Recap ................................................................... 32 2022 SLD Business Resource Meeting Preview 35 Show Deals 36 Schedule of Events 38 Education Fund Contributors 40 100th Annual Meeting Announcement 41 Council of Presidents 43 Executive Committee 45 A Note About Anti-Trust 46 New Vendors in 2022 46 State Directors 47, 49 At-Large Directors 51 Board Broker Rep, SLD Rep, Legislative Liaison 51 Manufacturer Representatives 55 SLD Officers & Directors 56
2021 Annual Meeting Recap 62 2022 Board Mid-Year Meeting Recap 64 2021 SAWD College Scholarship Winners 66 Award-Winning Essay 67 Advertisers Directory 68
After almost 30 years in this industry (that feels as strange to type as it does to say) I am very thankful for what this industry has provided for my family and me. As crazy as this industry can be at times, it has to be one of the most resilient. Whether it’s natural disasters, tax increases, regulation, pandemics, or most recently, the current war between Russia and Ukraine, this industry and the businesses that make it up continue to fight and, in many cases, get stronger. I believe much of that is due to associations like The Southern, CDA, and NACS. Our industry does an incredible job providing “essential” products and services, at times under extreme conditions, and we all should be very proud of who we are and what we do.
I remember attending my first association meetings after graduating from college (Geaux Tigers!) and wondering how the older generation spent so much of their time away from their offices engaged in different industry events. Today, looking back, I can’t imagine where I would be or my business would be had I not become involved. The friendships, education, networking opportunities, and business relationships formed over the years have had a huge impact on me and my business.
I think one of the unique aspects of The Southern is that at Southern events, everyone puts competitive differences aside and just enjoys being together and celebrating what we all work so hard to protect. People truly care about each other and are there to lend support whenever needed. During more than one natural disaster (Louisiana tends to have its fair share) I was contacted by countless industry friends from all over asking how they could help. I have always worked in this industry, so I can’t speak for other industries, but I believe there is something special about our industry, particularly The Southern. I tell people all the time, the best competitors are those involved in our industry association events. They understand and know what it takes to be successful and how to compete in a professional and respectful way. There is a mutual respect that makes us all better competitors.
Now that I am one of the “older” guys in the industry, I am excited about the future generations entering our businesses. My oldest son began working for us full time in May after graduating from college (Geaux Tigers!). He, along with my two other sons currently in college, represent the 4th generation to work in our business that will have it’s 100-year anniversary next year. We share that anniversary with The Southern and both have much to celebrate in 2023.
I attended my first SLD meeting in quite a while this past November and I was very impressed with the quality of the meeting and the commitment of our future leaders. Morgan Allain and the entire SLD Board are doing a tremendous job creating an exceptional experience and I encourage all member companies to get their young leaders involved in SLD. I saw the same qualities which make The Southern so special within the SLD. The friendships and business relationships being formed today will last a lifetime.
I am looking forward seeing everyone in June in Ponte Vedra Beach, Florida. VJ, Betsy, and the entire team at ASG have done a great job this year and I know our 99th Annual Convention will be a huge success. I want to thank the executive team, Marty Howell, Chad Pickel, Sam Stewart, and Jack Casanova, and the entire Southern Board of Directors for all their hard work this year. The Southern is as strong as it has ever been and in very good hands for future success. Thank you for all of the support this year. It has been an honor to serve as President of this fantastic association.
Sincerely,
Beginning my term as SLD president during the height of a pandemic meant that all of our events and meetings had to go virtual. While this was handled beautifully by the SLD, it was great to finally resume in person events in 2021.
In November, we traveled as a group to Grand Rapids, MI where we were graciously hosted by RedStamp and ProCat. We toured the RedStamp facility in Grand Rapids and were presented with a fantastic presentation from ProCat. The SLD also toured Dematic where we learned about warehouse automation and got to get a glimpse into the future of our industry. It is clear that the future is now and automation will be king in the wholesale and distribution industry.
It has been a complete honor to serve as SLD President over the past 2 years. Seeing the innovation, resilience, and comradery displayed throughout this entire association during such uncertain times gives me hope for the future of this organization and industry. I am hopeful that my children will be able to enjoy this incredible group of wholesalers and manufacturers in the years and decades to come, just as I have and will continue to!
Sincerely, Morgan Morgan Allain
Another year has passed, and another SEC team has been crowned NCAA football national champions. Congratulations to all Georgia Bulldog fans within our association!
With 99 years under our belt, this gathering unlike any other in the industry is truly a family reunion. Every year in mid-June we come together to reconnect, share ideas, meet new people, and have some fun. For 2022, we are introducing a new, streamlined scheduled, ensuring our time together is maximized to its fullest.
This year’s educational program features three rockstar speakers. Employee retention expert Leah Brown leads us off. With almost 30 years of experience, Leah is a powerful and recognized speaker, coach and facilitator in the fields of leadership, employee engagement, organizational development, and workforce retention. She will be sharing best practices and how diversity, equity, and inclusion plays a factor in employee retention.
Shawn Burcham, CEO of PFSbrands and Founder of GRITT Business Coaching, will take the stage next to talk about what it takes to succeed in foodservice in foodservice. Certainly not a stranger to the industry, Shawn and his wife Julie started their company out of their home in 1998. He has a non-entitlement mentality and a straight-talk approach.
This year’s keynote speaker is Olympic gold medalist and current swim announcer Rowdy Gaines who will share his
inspiring story of perseverance. His determination to compete in Los Angeles in 1984 after the 1980 boycott and his stellar success mark him as one of the world’s most dedicated as well as ambitious athletes.
In the evenings, please don’t forget to stop by the Hospitality Suite where you can partake in the silent auction which benefits The Southern Education Fund. You can also enjoy a drink and request songs from our own dueling pianist.
For all the excitement there is for this year’s Annual Meeting, one member of The Southern family will be missed. Bennett Roberts of Matrix Brokerage passed away late last year after a hard-fought battle with cancer. Bennett’s legacy lives on as his brother Webb, son Nick, and daughter Madison have taken up the mantle with the association. I know we will welcome them as we do all members of the association.
With a major milestone on the horizon, on behalf of the association, I would like to thank our wholesale distributors and vendor partners who have ensured that The Southern remains a viable and vibrant organization for the industry.
See you at Sawgrass!
VJ Mayor SAWD CEO
Betsy Raetzsch 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 16
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.
MY NAME IS AMBROSE “ROWDY” GAINES, IV. I was blessed to win three Olympic gold medals in swimming at the 1984 Olympics. My wife Judy and I live in Port Charlotte, FL. We have four children and five grandchildren.
As a youth, growing up in Florida, I was cut from sports teams such as football, basketball, golf, baseball and tennis. I couldn’t find my niche, but I knew there was something waiting for me. I didn’t give up. When you get cut often enough from sports you lose confidence. I ultimately tried out for the high school swim team at age 17 and didn’t get cut. When I hit the water, I knew I had found my passion.
The Olympic Boycott of 1980 came during the peak of my career, when I set world records in the 100M and 200M freestyles and I was voted World Swimmer of the Year. I was expected to win five Olympic gold medals in Moscow, but was not able to realize that goal. After a brief retirement, the allure of competing proved too strong, and I returned to the pool. At the 1984 Olympic Games in Los Angeles, I won the 100M freestyle and the 4x100M freestyle and medley relays. During my career I broke a total of 14 World Records.
I have also been inducted into the US Olympic Hall of Fame and International Swimming Hall of Fame and I am so fortunate to work with many charitable organizations including Swim Across America benefitting research for cancer and Special Olympics.
Today, I am Vice President of Partnerships and Development of the Pool and Hot Tub Alliance where I run our charitable initiative Step Into Swim working on trying to give every child a chance to learn how to swim, a lifesaving gift.
I am so excited to share my experiences at The Southern Association Annual Conference. I know the work ethic and principles of excellence are relatable in many ways. I look forward to meeting and learning from all of you as much as possible, and to say that you should never give up on your dreams.
Vice President, Partnerships and Development Pool and Hot Tub Alliance
Olympic Gold Medalist
Throughout the 1980s, I was the fastest swimmer on the planet.
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.
June 15th: 9:00am to 5:00pm and after dinner (about 10:00pm) - Until June 16th: 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 Reynolds Republic Brands Swedish Match Swisher International The Hershey Company
Join us on the DYE’S VALLEY COURSE AT TPC SAWGRASS. Designed by Pete Dye, Bobby Weed and player consultant Jerry Pate (1982 PLAYERS Champion), Dye’s Valley at TPC Sawgrass is adjacent to THE PLAYERS Stadium Course.
Opened in 1987, the course has played host to several professional Korn Ferry Tour events and is consistently ranked as one of the top courses in Florida.
Thank you to SAWD and its members for keeping our partner businesses in stock.
Through our commitment to innovation and thought leadership, together we’ll deliver on the promise of a better tomorrow.TM TM
When I started working there wasn’t much delineation between the leader and “the boss”. They were one and the same and the boss was, well, the boss.
We all said my boss, but today we say our leader. Why? Because leadership today is less about command and control and more about creating the vision and bringing the team together to create the results.
Brené Brown says “A leader is anyone who takes the time to find the potential in people and processes and, who has the courage to develop that potential.”
We, as people, are called to greatness. We as leaders are to call others to greatness.
The average car has approximately 30,000 parts. If we were to lay them all out on the ground, they would not look like a car. But the vision of the designer, the leader, sees more than just the individual part. She sees that each part is just as important as the next, with potential to create bigger and better things. She sees their potential and develops that potential into something great.
Our teams are like that car. Each member is equally valuable as the next. And they are all different for a greater purpose. They each bring their unique gifts, talents and abilities which make them individually great and create an even better team.
“Ah, the good old days…” I hear people say that A LOT. “ I can’t wait till things go back to normal.” “It used to be so much easier.” But was it REALLY? Was it perhaps just simpler? Did people just keep their thoughts to themselves, not question and suffer in silence?
I was one of those people in the silent majority. I’m one of the oldest Gen Xers, missing the Baby Boomer generation by just three years. I was raised in a very traditional way. Which really meant, go to church, respect your elders, don’t ask questions, clean your plate and do what I said—because I said so! We all looked alike and thought alike, and to step much outside those lines meant you were rocking the boat.
Wow! I love that definition because it opens the leadership door of possibility to everyone, not just the few who have the position or title. The more I thought about it, the more I started to see leadership showing up in its purest form everywhere, in people and places I’d never looked before. It was sort of like when you decide you want a new blue chevy truck and suddenly there are blue chevy trucks everywhere.
You see this definition doesn’t just say some people. It says people-ALL people-no matter how young or old, where they come from, that they believe, who they love, their gender or how they learn, their physical ability or the color of their skin.
The definition of insanity is doing the same thing and expecting different results. If you want something different, something better, you can’t keep doing the same thing you’ve always done. Saying things like “you can’t find good help these days” or “no one wants to work anymore” is like laying out the car parts and expecting them to figure out how to put themselves together and then go drive to the store.
If you want something different, call yourself to greatness FIRST. Begin looking for and developing the potential in ALL people, not just the ones that look and think like you. You’ll be amazed at the greatness that shows up in others, because you chose to be great first. n
IF
will have requirements for their products and management’s commitment is a critical first step. In addition to space, it’s important that trucks are equipped to handle these items.
This level of commitment will then rely heavily on a group of employees dedicated to foodservice. To start, this group does not have to be large, but the group does need to be 100% focused on driving foodservice volume. Hiring a toplevel leader will ensure that the team has the tools to succeed and this leader needs to be a disruptor that is willing to push to reach their goals.
Technology has advanced quickly over the last decade and foodservice is no exception. Retailers are able to utilize order management systems, digital menus, order kiosks, and mobile apps which can provide them with a competitive advantage in the quick service restaurant space. Working with a foodservice program that values the advancement and utilization of technology will ensure more success as changes happen. As Wholesalers, you need to be the visionaries for your retail customers.
Do you want to be a “Top Shelf” wholesaler as it pertains to offering foodservice programs? For those wholesalers that are “Top Shelf,” there are four key things that they have in common. They have built and dedicated adequate warehouse space, they hire the right people, they take advantage of technology, and they are always committed to their retailer’s success. Focusing on these key initiatives can propel any Wholesaler to become a leader in foodservice offerings.
To compete with large broad liners like Sysco, US Foods, and others, your team must be truly committed to foodservice. Management must dedicate adequate freezer, cooler, and dry storage space to these programs. Foodservice programs designed to make retailers more successful
In addition to committing to a strong foodservice team, management must embrace technology as an avenue to gain more business and encourage this with their retailers.
“Top Shelf” foodservice offerings are extremely impactful to your drop sizes and overall success. As you focus on distributing these quality foodservice brands, you provide opportunities to help your retailers be more successful. We all know that when your retailers are more successful, it leads to your wholesale success. Wholesalers that are willing to take the steps to implement successful foodservice programs will ultimately be positioned to thrive in our ever-changing environment. n
K9s For Warriors’ mission is to end veteran suicide and return our Warriors to a life of dignity and independence. They rescue and train shelter dogs to be paired as Service Dogs for Warriors with service-connected post-traumatic stress, traumatic brain injury, and/or military sexual trauma.
Serving Veterans The Right Way K9s For Warriors serves our veterans as honorably as they served their country. Their lifelong program is provided to Warriors at no cost and is designed to deliver maximum benefit with minimum administrative costs. They are proud that generous supporters trust them to do the right thing with their contributions, and they have received widespread recognition for our stewardship. “Impacting the lives of veterans will always be our greatest reward. Their continued participation in the program is the only validation we need.”
Shari Duval founded K9s For Warriors in 2011. Her vision was to train shelter dogs as Service Dogs and pair them with veterans afflicted with militaryconnected traumas. When her son, Brett, a civilian K9 police bomb dog handler who served in Iraq, came home with PTSD, she realized he was only himself when with his dog. Doctors couldn’t help her son, but she found that a Service Dog could. Shari found a new mission in life: to put her time and resources into helping restore the life of her son, and the lives of returning combat veterans through the use of Service Dogs. For Shari, it wasn’t only about assisting those who had sacrificed for our freedom, it was about fighting to save their lives. She started the organization with her own money and watched it grow into the largest Service Dog program for veterans in the U.S.
K9s For Warriors boasts an experienced executive team with backgrounds ranging from the U.S. Army to the White House. Every member oversees a different aspect of our organization, but each is focused on our mission of ending veteran suicide and returning Warriors to a life of dignity and independence. n
The
Together as one, Core-Mark and Eby-Brown are delivering a best-in-class experience and innovation at scale to over 50,000 locations across the U.S. and Canada.
To
Matthew Dierson matthew.dierson@pfgc.com (770) 403-5610
Atlanta Eric Meyer 4820 North Church Ln. Smyrna, GA 30080 (404) 792-2000
more,
Carolina Michael Davenport 1144 Broadway Rd. Sanford, NC 27332 (919) 774-9444
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
(270) 259-9341
SOUTHERN: Could you give a brief history of your company and how you got started in the business?
My great grandfather Frank D’Amico started the business in 1927. He was an Italian immigrant that started as a coal miner. He opened a few grocery stores and then started a distribution company in 1927 that sold candy and tobacco to local markets around Birmingham, AL. The story goes that when the great depression hit, product was short, much like today, and he was able to service his current customers without gouging the prices and he earned a good reputation and was able to stay in business. As we moved through the years, we began serving more grocery stores and pharmacies mostly in Alabama. Today, most of our revenue comes from convenience stores, and we are distributing over 8,000 different products to customers in six states.
SOUTHERN: Number of years personally in the business? I graduated college in 2008 and then came to BTC. Prior to college I spent summers working in the warehouse or in merchandising.
SOUTHERN: How many years has company been in business and how many employees are there? We have been in business 95 years, and we have 215 employees.
SOUTHERN: What is necessary to succeed in this business? To have the capacity for existential
flexibility or the will to leave your organization in better shape than you found it. This will direct your decisions. Work with people who love you and trust you because there’s going to be short-term pain, and you’re going to have to have people who are going to go along with you because they believe that it’s worth it.
SOUTHERN: Is there anyone who has been a mentor for you in the industry?
Mainly by dad, Frank D’Amico III. He has been in this industry for over 40 years and possesses a wealth of wisdom that he has been willing to share with me and others over the years. He has been extremely disciplined on how he has operated the business for many years and hopefully some of that will rub off on me and my brothers.
SOUTHERN: How long have you been a Southern member?
I have been coming to the shows and meeting on and off for about 10 years.
SOUTHERN: What keeps you coming back to the meetings?
Growing up in a family business the meetings initially kind of validated this industry for me, as a 23–25-year-old. This is a big industry with lots to learn and the meetings really got me interested to try to push to learn more and grow the business.
SOUTHERN: What is the best part of the meetings?
Learning from others is by far the most valuable part of the meetings for me.
SOUTHERN: What are your words of wisdom to someone getting started in the business?
Have patience in your career and if you are willing to do more than you are paid to do, eventually you will be paid more than you do.
SOUTHERN: What is the main reason someone should be a member of the Southern?
You may meet many new people who you share common interests with. These contacts can be important for new ideas and can give your mind a re-set. By going, you will be given the advantage of knowing about trends quickly and then will have the resources to act on them.
SOUTHERN: What is the biggest issue facing this industry today?
My first response would be regulation on tobacco and what could be coming with EV. Long term, I think that the upcoming workforce expects something different than the reality of what many companies can provide. The business we are in is always going to take a lot of people to get the job complete and most of those jobs are not sitting in front of laptop from home.
SOUTHERN: If someone were interested in coming to the Annual meeting for the first time …what would you advise them?
The more preparation you put into any event before you go, the more you will get out of it. There is a lot packed into the annual meetings, so use the tools provided to get a lay of the land before attending.
SOUTHERN: Tell us about yourself and your family? I grew up in Vestavia Hills, AL and still live there today. I attended the University of Alabama and later got married to my beautiful wife Meredith in 2010. We have two daughters named Mary Rose (6) and Anna Lacey (3). I have done several jobs at BTC Wholesale, but currently I am the VP of Sales.
THE AUCTION WILL BE OPEN FOR BIDDING JUNE 15-16.
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 during 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.
This past November the Southern Leadership Division (SLD) group headed to the Amway Grand in Grand Rapids, Michigan, for their annual business resource meeting. We kicked off the 3-day meeting with “Advice from the Corner Office,” with Hugh Raetzsch, President and CEO of Lyons Specialty and President of The Southern, sharing with the group what it takes to deliver industry-leading category management solutions to retail partners. Following Hugh, Spencer Taylor, with Lumen Group, walked us through how to optimize our workforces so that they lead to a substantial increase to our bottom lines.
After lunch, we headed over to RED Stamp to tour their manufacturing facility. REDStamp is the industry leader in delivering and supporting excise tax stamping systems, automated case cutting machinery, and unique material
handling solutions. We also had an opportunity to learn more about long time member and supporter ProCat Technologies’ latest software solutions. Thank you to Tim Vetter, Matt Cobble and Steve Stomel for their hospitality.
On day two, we partnered with the local non-profit Kid’s Food Basket. We rolled up our sleeves and put together snack bags and wrote personal letters for those kids receiving these important packages. Immediately following, we got together in teams and competed in a Escape from Beer City game. A great time was had by all. After lunch, we headed over to Dematic, a leading supplier of integrated automated technology, software and services to optimize the supply chain to tour their testing facility, including their robotics. Thank you to Garrett Freeman and the rest of the Dematic team for an informative afternoon.
We ended the meeting on day three with our Round Table Discussion. Facilitated by Morgan Allain, SLD President, this popular session allows attendees to get together in an informal setting to discuss issues related to the industry or a specific business process while sharing best practices. n
Join us as Tim Powell, Principal and C-Store Practice Leader with Foodservice IP, provides a comprehensive overview of foodservice in the c-store channel. Stay tuned for more information!
A major component of the House of Deals (scheduled for Friday, June 17) 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.
The final day for submission of 2022 Show Deals is Monday, June 6th. This year’s Show Deals will be provided to wholesalers electronically via pdf and in printed format on Wednesday, June 15th. 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.
Note: This is a tentative schedule of events. All details subject to change. The-Southern.org will always have the latest information. The on-site program supersedes all pre-printed materials. All times are EDT.
2:00 - 5:30PM
Registration Desk Open
8:30AM - 1:30PM Golf Tournament, Dyes Valley Course Depart hotel at 8:30 am for breakfast and practice time at the course. 9:30 am tee time.
9:00AM - 5:00PM Registration Desk Open
9:00 - 10:00 AM Chair/Vice Chair Meeting
10:15 - 11:15 AM Committee Meetings - Convention, Education, Special Projects, Government Affairs
11:30AM - 12:30PM Finance & Budget Committee Meeting
1:00 - 2:00PM Executive Committee Meeting
2:30 - 3:30PM 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 - 7:30PM Welcome Reception, All invited
7:30 - 9:30PM Chairman’s Reception and Dinner at Aqua Grill (Depart hotel at 7:15 PM; For Board of Directors and Past Presidents)
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.
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 – 9:10AM SESSION 1
Leah Brown, Talent Retention Strategist, Crescendo Strategies “Staying Power: How to Keep Employees Longer” Frustrated your management approaches from the past aren’t working today? Why can’t new hires just do their jobs? Why do they always think the grass is greener elsewhere?
While some of today’s workforce is made up of deep-rooted, dependable staff who’ve been with their companies for a long time, a larger number of positions are becoming a revolving door of turnover. Learn how to slow this impending churn and maximize the time you have with employees.
Participants will:
• Gain insight as to why diversity, equity, and inclusion is a must for attracting new employees and retaining existing team members
• Uncover the real reasons employees leave most organizations and ways to encourage them to stay
• Learn strategies for preparing your organization to manage today’s new shorter-term workforce
9:20 – 10:30AM SESSION 2
Shawn Burcham, CEO, PFSbrands “How to be Successful in Foodservice”
Shawn Burcham, CEO of PFSbrands and Founder of GRITT Business Coaching, will discuss what it takes to succeed in foodservice. Shawn will share best practices, trends, and success stories that he’s seen from his experience in the industry.
Participants will:
• Discover what’s needed to thrive in the category
• Gain insights from one of the foremost experts
• Learn how to overcome challenges with foodservice
10:45AM – Noon GENERAL SESSION
Rowdy Gaines, Olympic Gold Medalist
Join us as Rowdy shares his inspiring story of perseverance. His determination to compete in Los Angeles in 1984 after the 1980 boycott and his stellar success mark him as one of the world’s most dedicated as well as ambitious athletes.
1:15 - 5:20PM Ten-2-Profit
Fast-paced and full of energy, these 10-minute “appointments” with buyers and vendors can be used to showcase new products or services, conduct a mini-business review, or introduce anticipated program changes.
6:00 - 7:00PM
7:00 - 9:00PM Awards
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
7:30 - 8:30AM Breakfast
8:00 - 8:30AM General Membership Meeting
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.
As the Talent Retention Strategist at Crescendo Strategies, Leah works with organizations across the country to bridge the workplace gaps that are causing unnecessary employee turnover. Leah has 25+ years of facilitation experience, is a Dale Carnegie Certified Trainer, and was named in Business First’s “20 People to Know in Education & Workforce Development” in Louisville, Kentucky.
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 Executive Committee Meeting
5:00 - 7:00PM “One More Thing” Gathering at Alice & Pete’s to relax after the busy week.
Sawgrass Marriott 1000 Tournament Players Club Boulevard Ponte Vedra Beach, FL 32082
To make hotel reservations, visit https://book.passkey.com/go/SAWD99thAnnualMeeting
Deadline for group rate is May 13, 2022.
prereg.net/2022/sawd
Deadline is May 20, 2022.
1st Distributor Attendee: $700
Each Additional Distributor: $500 Spouse and Children are FREE.
Everyone MUST register for a badge.
Shawn Burcham is the Founder & CEO of Pro Food Systems, Inc. (PFSbrands) which he and his wife Julie started out of their home in 1998. PFSbrands has grown to 140+ employee-owners across 18 states and is now 100% employee-owned. The company has over 1,300 branded foodservice locations across 39 states and they are best known for their Champs Chicken franchise brand which was started in 1999. Since starting PFSbrands, Shawn has started and grown over 10 businesses while also investing in other businesses where he feels he can help owners become more successful, including the business coaching company GRITT Business Coaching, which includes the proprietary goal tracking software GRITTrac.
Rowdy Gaines has one of the most inspirational stories in all of sport. After missing the U.S. boycotted 1980 Olympics, he returned to the 1984 Olympics as an underdog – and emerged a winner. In 1991, Rowdy Gaines was diagnosed with Guillain-Barre Syndrome, paralyzing him for over two weeks. Not only did he recover, but he went on to win two World Master’s titles and broke two World Master’s records the following year. Today, Rowdy Gaines is often referred to as “Swimming’s Greatest Ambassador.” Known as the “Voice of Swimming,” he has worked with CBS, TNT, ESPN and NBC as an announcer for swimming and other events. Rowdy Gaines travels the world passionately sharing his love for the sport of swimming with youth, parents and coaches.
Naples Grande Beach Resort is the perfect place to call home base for your Naples, FL vacation. With a wide variety of activities, events, recreation and relaxation, there is something for everyone! Sunbathe on sugar-sand beaches along the Gulf of Mexico, make a splash in one of three resort-style pools, indulge in seven unique dining options, hit the links at our private Rees-Jones golf course or treat yourself at a luxury Naples day spa. •
STAY TUNED FOR MORE INFORMATION AT THE-SOUTHERN.ORG
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.
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
Jason
Patrick
Kim Duet, Lyons Specialty, Port Allen, LA
Stacey
Jimmy
Andy
Darrell
Ben
Dilger, ITG Brands, Atlanta, GA, SLD Secretary Jake Stewart, Stewart Distribution, Waycross, GA, Board Chairman Colby Carmichael, Long Wholesale Dist., Corinth, MS Demetre, Swedish Match, Atlanta, GA Donnelly, Trend Sales, Memphis, TN Goldsberry, AMCON, Omaha, NE Kevin Herring, SouthCo Distributing, Goldsboro, NC Jones, National Tobacco, Louisville, KY Kruth, Reynolds, Winston-Salem, NC McGuffin, Hardec’s, Elizabethtown, KY Maria Miro-Narlock, Spotlight Innovations, Luling, LA 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
The Southern’s 98th Annual Meeting was held at The Grand Hotel in beautiful Point Clear, Alabama. It was another great week of catching up with friends, conducting business, gaining new perspectives, and enjoying this beautiful bayside town. This year for our Meetings with a Mission initiative, we partnered with the Prodisee Pantry. We are proud to announce that we collected over $3,000 in cash (in addition to a $1,000 check from The Southern). Thank you to everyone who supported this great cause!
Our Southern Annual Golf Tournament provided a great day for networking with customers and prospects, as well as some friendly competition. This year it was held at the Grand Hotel’s Lakeview Golf Course. Thank you
to our sponsor ITG Brands for their continued support of this event and The Southern.
It was standing room only for this year’s education sessions. Terry McKenna kicked off our Education Sessions by sharing with attendees how to become a high-performance organization. Next, Scott McPherson, Core-Mark, facilitated a panel discussion with Matthew Domingo, Senior Director External Relations – trade marketing for Reynolds Marketing Services Company, and Slaton Whatley, who currently oversees Whatley Convenience Stores as Director of Operations. Immediately following this standing room only panel discussion, Joey Jones, Combat-wounded Staff Sergeant (Ret.), shared with everyone
during our General Session how he turned a traumatic, life-changing disability into a personal mission to improve the lives of all veterans.
This year’s Ten-2-Profit was an overwhelming success. With over 650 individual meetings occurring during this event, the room was a-buzz with excitement before, during and after. The House of “Deals” on Friday was a great way to end this very busy week. A tropical storm blew in late Friday that prevented us from ending the week with a boat tour of Mobile Bay.
None of this would be possible without the continued support of all of our sponsors. We salute them for their commitment to The Southern each and every year. n
This year’s Board of Directors Midyear Meeting was held at the beautiful Scott Resort and Spa in Scottsdale, Arizona. Located in the Heart of Scottsdale, The Scott is a blend of urban chic and old west charm. With temperatures in the high 60s/low 70s, it was a nice break from a cold winter, even for just a few days.
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.
During free time, some of the group played golf at the McCormick Ranch Golf Club, while some took a tour of wineries in Old Town. For those staying over Saturday night, we ended the week with a jeep tour of the Sonoran Desert, complete with cowboy guides and a campfire cookout.
We thank our board members who were able to take time out of their busy schedules to get together. A special thanks to all our sponsors, whose continued support makes this meeting possible.
SINCE 2012, THE SOUTHERN HAS AWARDE D 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?”
Beginning in 2020, 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 2022 winners in June. Best of luck to everyone who has applied!
Congratulations to Emily Merz, winner of one of the 2021 Southern Scholarships! Emily is attending the University of Dayton and is the daughter of Conni Merz with Turning Point Brands - a division of National Tobacco.
Congratulations to our 2021 Scholarship winner Maci Shelton, daughter of Joseph Shelton, with Grocery Supply Co. She is attending University of Arkansas. Congratulations, Maci!
The winner of our 2021 Technical Scholarship is Courtney Watson, daughter of Ralph Pedde with AMCON. Courtney is currently attending Roane State Community College. Congratulations, Courtney!
My first semester at the University of Kentucky was not the normal college experience that I had anticipated due to the COVID-19 pandemic, but I respect the planning that the University of Kentucky put into place for the students’ safety. I observed the focus on safety within the restaurants and convenient stores around campus. Many stores that have adapted to the pandemic and adjusted how they do business have had more business from students compared to other stores that made no changes. Convenience stores near college campuses are very important to the community. Students seek stores that can meet their last-minute needs such as energy drinks, coffee, and snacks as they prepare for classes and exams. I have observed the purchasing behaviors of students change which could be an opportunity for the convenience store industry. Many students have avoided crowded grocery stores due to COVID safety concerns and opted for smaller stores. They typically do not go to a place where their chances of contracting the virus is greater than another place. Convenience stores around the country can use this information to grow their business and help keep the people safe who chose their business.
The pandemic should encourage wholesalers and convenience store retailers to find creative ways to better service their customers. Retailers should be thinking about long-term solutions to safety concerns among consumers in these unpredictable times. Self-checkouts could be one solution to help keep purchased products from being touched by others during check-out. Phone apps could be another idea during check-out since mobile devices are almost owned by everyone. Similar to on-line ordering at grocery stores, convenient stores
could set up on-line ordering to help manage the number of consumers in the store. The apps and on-line system could also assist with suggestive selling and product promotions. Requiring gloves for all employees, whether it is a worker handling food or a worker at the register, may make many customers feel safer in the store. Touchless keypads at the gas pumps and shields over the register counters would also help consumers feel safer.
Convenient stores should also take into consideration their location to consumers compared to grocery stores. A large number of consumers in America, especially in rural areas, only have convenient stores near them. The closest Walmart or grocery store may be 30 minutes to an hour away, so convenience is important to many. Customers want to go to these stores and feel safe. They want to feel good about their families not contracting COVID-19 from the store or from the employees at the store. Convenience stores need to consider that many people may not want to risk going into a crowded place like a Walmart. If convenient stores act on this by making their stores safer for customers, then they
could possibly be more profitable than before COVID-19. If retailers look into the future, they would see that having safety procedures doesn’t have to work just during the pandemic but could also bring in additional revenue after the pandemic. COVID-19 has changed how we function in everyday life in almost every way. People are going to remain concerned about safety, and they would rather spend their money at a store where they feel safe.
My father has worked for H.T. Hackney for 35 years, and I have always enjoyed learning about his business and meeting his convenience store customers. I have seen the deep connections he has made with many of these owners over the years. During this difficult and challenging time, he is making sure he can still talk to customers and keep a personal connection, while also keeping everyone safe from the virus. During COVID-19, I observed how his company had to change the way they conducted business due to safety concerns. For example, H.T. Hackney was able to host a virtual trade show partnering with manufacturers within a short period of time. Even though this is usually done in person, they still found a way to make it work and keep everyone safe during these challenging times. It is also an opportunity for wholesalers to be a true partner to the retailers when they needed it most. Zoom meetings have also helped to improve communication between wholesalers and manufacturers. They continue to grow as essential businesses and help to provide much needed job opportunities. This industry does great things for all the hardworking men and women of this nation during these troubling times with a commitment to keep all of these people safe. n
The COVID-19 pandemic has reshaped our economy and the purchasing behavior of consumers. How can convenient store retailers and wholesalers better navigate this new environment and be better for it?”
A special thanks to our advertisers who make the Annual Meeting magazine possible!
Altria Group Distribution Co.
Andalusia Distributing Co. 53
Ashland Specialty Co............................................................................................................................................................ 44
Atlantic Dominion Distributors
Burdette Beckmann 60
Church Point Wholesale ...................................................................................................................................................... 35
City Wholesale Inc. ................................................................................................................................................................ 58
Core-Mark / Eby Brown
Corso, Inc. 46
Creative Data Research
Douglas Companies
E-Alternative Solutions 9
Glidewell Distributing .......................................................................................................................................................... 61
Golbon CSS .............................................................................................................................................. Inside Front Cover
Great Midwest Tube ............................................................................................................................................................... 7
Hardec’s 37
Home Folks Wholesale Co. ................................................................................................................................................. 54
Imperial ....................................................................................................................................................................................... 4
Indian Nation Wholesale..................................................................................................................................................... 28
Jack Link’s Country Fresh Meats 15
Lyons Specialty ....................................................................................................................................................................... 26
Merchant’s Grocery Company, Inc. ................................................................................................................................. 25
National Tobacco Company 24
Reynolds
Republic Brands
17, 52
Standard Distributing Co. ................................................................................................................................................... 59
Swedish Match 11, Back Cover
Stewart Candy Co. ................................................................................................................................................................. 21
Swisher International, Inc. .................................................................................................................................................... 5
Team Sledd. 31
The Hershey Company USA ................................................................................................................ Inside Back Cover
