The Reese Group: 50 Years of Family Ownership
Paul Reese, seated, is joined by Bill Burchfield, Bob McClain, Larry Reese, Holland Reese, Virginia Davis, Randell Beard and Dean Anderson, circa 1975.
The Reese Group today employs more than 500 people, including a talented management team. Back row, from left: Brian Buckner, national retail sales manager; Mike Schmit, Northeast business manager; Nathan Richards, Southeast retail sales manager; Don Alldredge, Southwest regional VP; Phil Otto, Central regional VP; Matt Reese, Military VP; Michael Reid, business manager/analyst, Nashville; and Rhonda Sweeney, accounting operations manager. Front row, from left: Mike Prescott, division VP, Kingsport; Nikki Johnson, business manager; Tom Jessee, Southeast regional VP; Ryan Reese, VP; Steve Lyons, VP, Dollar/Discount; Darrell Reese, company president; and Rhonda Holmes, CFO.
Paul Reese, circa 1964. Paul died in 2002.
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The heritage of the Reese Group’s 50 years of family ownership dates back to 1966 when Paul Reese joined the Nashville, Tennessee, broker established in 1902. As one of the oldest brokerage houses in the country, the Reese Group represents some of the top brands across the industry. And while the family-owned company— headquartered in the heart of Music City—prides itself as the leading regional, independent broker in the U.S., it does big business across the nation. In fact, the Reese Group today includes 22 offices from Florida to Idaho. By 2020, the company plans to cover the entire U.S., becoming only the fourth national broker. The business today is led by Paul’s sons, Larry and Darrell Reese. Darrell serves as president of the company, and Larry is president of the business’ Military Division. This special section celebrates the brokerage firm’s semi centennial, its history and its ambitious plans for the future. 10/11/16 4:24 PM
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he late Paul Reese was the “Michael Jordan of salesmen,” according to his sons, Larry and Darrell Reese. As Larry recalls, “One of things he always said is, ‘Things don’t just happen. You’ve got to make them happen.’ And that’s the key to our business—we don’t sit back and wait for stuff to happen. We make it happen.” Larry jokes but is serious when he says that the Reese Group likes to be “the first-est with the most-est,” and that philosophy has played out in the business many times over the years. For example, when the Reese Group began calling on the military in the early 1980s, it became the first civilian broker to call on that segment. “We were a pioneer as far as being a civilian broker,” says Larry, who got off active duty “One of the major keys to our success as a U.S. Army colonel in has been controlled, profitable growth. 1975 and serves as presiWe own several of our office buildings dent of the Reese Group’s and have no long-term debt—an essential Military Division. “All element to be a long-term successful sales and military brokers up until that time were marketing organization.” only military. They —Darrell Reese didn’t have any other affiliation with the civilian trade. When we started the Military Division we were the only regular civilian broker for years that called on the regular civilian trade that also covered worldwide military.” Adds Darrell, company president, “In the brokerage business, when everybody started consolidating in the mid- to late-’90s, the Military Division gave us the avenue of business that no other broker had. That gave us a way to say, ‘hey, we can survive this onslaught of all the brokers combining and all the consolidation in the food industry. We can survive it.’ That was one of the keys to us being able to say we could make it. It was a big deal.” Additionally, the company went after the organic and craft beer trades early, before “they were popular,” according to the brothers, and began presenting gluten-free items to buyers before “gluten free” became a mainstream term. “We started selling organics, especially in the military, before it was cool,” says Larry. “We looked at organics and knew it was not a fad—that it was just going to get bigger and bigger. We, I’d say, are the strongest organic broker that calls on DeCA (Defense Commissary Agency).” In 2013 the Reese Group created its Tobacco, Wine and Spirits Division, which began selling wine, Tennessee whisky and Kentucky bourbons within its Military Division. “Now we’re selling—to grocery stores across the country—wine and champagne and some spirits,” says Larry. “That has been a big boon for us, too. Then our tobacco division has done very well at several big retailers.” Darrell notes, “Brokers weren’t really into tobacco, wine and spirits, and it was one of those things where we’re saying, ‘OK, how can we increase our income?’ It’s one of those things that we try to do every year—ask ourselves how we can increase our income—so we were thinking outside the box. Literally, we started this Tobacco, Wine and Spirits Division from scratch, and now we’re going to do $150 million four years later in that division.” “We joke around that we can help you get healthy with all the organics that we sell, but we
also can help you have a good time,” says Larry, mentioning that the company sells a “huge variety of products”–everything from Cold Steel knives and MoonPies to cigarettes and Horizon organic eggs. “We’ve always tried to be in on that new thing,” he says, noting that the company’s knack for spotting that “next big thing” can partly be credited to he and Darrell being avid readers. “That’s the difference between us and most other brokers: we’re going to go after that new thing. We’re going to go after that artisan distillery. We’re going to go after these little companies that’ll probably be bought out by the likes of P&G in five years for $500 million. That’s the kind of stuff that we’ve done, and that’s one of the Darrell Reese reasons we’ve been successful. “We’re also not afraid to go pioneer a line, and the big brokers won’t do that,” he adds. For instance, when the company had only a handful of offices in the early ’90s, it chose to specialize in regional brands and family-owned companies—such as Red Gold Tomatoes, Allen Vegetables and Paramount Pickles. “As we grew and expanded, we then aggressively interviewed for nationally known brands such as Amy’s Kitchen, Green Giant, Fresh Express, Goya, Arizona Tea, Mt. Olive Pickles, Fiora paper, Gorton’s Seafood, Idahoan potatoes, Bumble Bee, Knouse and Schwan’s, just to name a few,” says Darrell. Larry reveals, “Our attitude was if you get 10 small ones, you’ve got one big one. We went after people like Larry Reese Tony Chachere’s, MoonPie—we went after a lot of these Southern brands—Dale’s Seasoning. We went after some of those that have great products and tremendous customer loyalty. And if you take five or six of those companies like we’ve got right there, then all of a sudden you’ve got a good income.” Darrell agrees. “I think we have always been very aggressive and not afraid to take chances. We are always looking for new streams of revenue and have had aggressive but controlled profitable growth. We also have always looked for major trends (organic/natural, dollar, wine/spirits/tobacco) and got ahead of the curve in launching them in all classes of trade.”
But… it’s all about ‘our people’
Both Larry and Darrell are quick to tout the company’s dedicated employees and its loyal clients for its growth and success. “I think a lot of people make rocket science out of business about keeping your people and growing your company,” says Darrell. “I think it is relatively simple: pay your people well and treat them as you would want to be treated. Always tell them the absolute truth. Your reputation is everything and, when you’ve lost that, you’ve lost everything—including your
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“The Reese Group has been a company I have known and worked with throughout my entire career. Going back to the ’70s and ’80s while I was running stores, they’ve been a great partner to the independent grocer. It was Paul Reese, then Darrell and Larry, and their entire retail team that were out there selling products and helping retailers compete. In many ways they are a lot like the retailer-members of our cooperative. They are independent, they are a family business, they are tenacious and have survived and thrived despite heightened competition, and they understand how to differentiate themselves in a positive way from their competitors. Overall they’ve figured it out and have became a top regional broker that covers the entire AWG trade area and more. We are mighty proud of them and their many years of success.”
“Congratulations to the Reese Group on this major milestone in their company’s history. Over the years, Brookshire Grocery Co. has partnered with the Reese Group with many sales initiatives, and they have always provided great service. The Reese Group has supported BGC as our company has grown, and we are proud to offer our customers the wide variety of items that they represent. All of us at BGC wish the Reese Group continued success in the years to come.”
Th
Fun Facts About Larry and Darrell Reese
• Both are Eagle Scouts.
• Larry has been married for 45 years, Darrell for 32. • L arry and Darrell each have four children, with the eldest “being ready to take our company into the third generation,” according to the brothers. • S even consecutive generations of their family have served in the U.S. military. • L arry and Darrell are loyal Tennessee Volunteers football fans.
10/11/16 4:42 PM
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NOVEMBER 2016 • The Shelby Report of the Southeast
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Through the Years... • 1966: Paul Reese takes charge of Napier Brokerage. • 1 988: Larry and Darrell Reese buy Reese Brokerage. Larry’s eldest son Matt, 40, and Darrell’s eldest son Ryan, 30, today are the third-generation of family running the business. Both have been in management since they were 22. • 1 994: The company hires Tom Jessee and opens a second office—in Kingsport, Tennessee. • 2 000: The company changes its name from Reese Brokerage to the Reese Group. • 2 003: Fleming files for bankruptcy, and Associated Wholesale Grocers buys Fleming’s former Nashville and Memphis divisions. Reese soon opens its Kansas City office to call on AWG/VMC corporately. Reese has grown to five offices at this point. • 2007: The company purchases JT Sales in Dallas and Houston, Texas. • 2 008-2010: Reese opens offices in Alabama, Iowa, San Antonio and West Texas, and Indiana. • 2013: The company creates a Tobacco, Wine and Spirits Division. • 2 014: The Reese Group signs national contracts with IRi, a leading provider of big data, predictive analytics and forward-looking insights that help CPG, OTC healthcare organizations, retailers and media companies grow their businesses, and MVRetail, which develops a customized mobile field management and execution solution for the Reese Group. • 2 015: The company opens offices in Louisville, Kentucky, and in Idaho.
Next to a truck the Reese crew used for food shows is Randall Beard, Holland Reese, Bob McClain, Virginia Davis and Paul Reese, circa 1975.
Digital EDitions ~ Daily E-nEwslEttErs ~ Monthly Print
Shelby Report
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• 2 016: The Reese Group opens offices in Charlotte, North Carolina, and Tampa, Florida, giving the company a total of 22 offices and more than 500 employees.
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full-service U.S. Sen. leadership positions. The new 44,000-s.f. in the Day Creek Marketplace.Jan. bachelor’s of Ted Cruz Van Helden holds a Lewis Retail Centers 8 at a (R-Tex adminis- oped by co-anchor. Casey’s a drug store will be a and These Gener as) made science degree in business events of Phoenix. A full-service customer-friendly aisles, indoor dining bring memb al Store as a campaign countr tration from University With wider, y, supermarket will ers of congrepart of the stop in Manly of Stater Bros. indust offering them “this new Stater Bros. NACS , He also serves as VP new décor scheme, ss into the opport experience and an exten- ry and local In Store Iowa, on conven an exciting shopping This event operations. unity to said. progra Charities. m. and will give customers of fresh and healthy products,” the chain During gain firsthaience stores marks “Pete is well respected the first found in assortment nd knowle across the NACS as president sive in 2016 the full-service departments saving counte In dge of do an outstanding job with a It also will include all many energy New r and interac Store events the presidential , the memb ts with supermarkets and incorporateStater Bros. added. York Times, and CEO,” said Brown. people operates its newer er of congre candidate. thecity friendly practices, the in counte Stater Bros. currently in the and environmentally Pete Van Helden ss works r, where senator’s 45-minthe local comm But that number Stater Bros. supermarket custom behind he offered unity. ute ers. This will be the third in Southern California. the 168 supermarkets to get gas, visit did includ According Please see page 62 to The announced Jan. 5. e some Powerball that is will grow, the chain Cucamonga time behind tickets coming to Rancho and Slushie A new location is s for
First Main & Vine Kroger to Open Its Store in Seattle Area
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“Food City has enjoyed a long and fruitful relationship with the Reese Group over many decades. We have always been able to count on them to bring new ideas, products and concepts for our customers through the brands they represent. Our Food City family sends best wishes to the Reese Group and our support for another 50 years.”
1967
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en Montana. In In ting s, whe ing in, independ a clerk. 11 stor hborhoo for Rosauers in Libby, mov ly shut joined Albertsons as ed in close t Neig nent other town mart saved an . Montana, where he open Bozeman, t will mar Wal the ies. In despite closing g for goodWalmar The Wal ) had just trip to ket” ile fight town, the shutterin ansas, ascus. s time Mar s r pres imum 10-mrhood of Ark in Dam from Texa away e state store Jan. 28 (afte a min Neighbo KTHV. mart day hom ery n have mart affiliate r Wal are dow In its only groc will -eve se shut s now ascus Wal rts CBS its first2011. Tho resiing the that willResident Dam , repo opened ette, ket . town e our r Mar in Juneand Grav Arkansas ary 2015e. A “Sav g around a-retaile Grove 54 atur Janu hwest The est storcirculatinbased meg Prairie try, Dec Nort se see page few details thus far, near is Though there are . 19. Plea illeGen resid Santa, e, the past its Quality Food try and Dec r petitionBentonv in Gen close. In ery stor This a City forget. e on Kroger Co. is rebranding Washington, to a r hom front doo e hom The stores d to a groc (QFC) in Gig Harbor, mor Center Okla will neveher a new to the slate out Syca y Main & Vine. Express stores left with likel ing key ted in new concept called , gave ng a mainandvineshop.com, amo will be om. se loca a. For Less the winn The store’s website, s is truly eheld . hou website, mainandvineshop.c hom dent She Source: Main & Vine 2-s.f Okla , and this so grat describes the concept: 1,64 affordable and fun! of a in Yukon, h year and I am able to e. Buy “Where eating is healthy, wine. k toug hom be tion of local beer and awesome new market Cree been a eciate it will new . “Main & Vine is an will be made fresh on-site. page, the Meals for the store “It’s . I appr I, too, n said adding where fresh food comes r to the Main & Vine Facebook doo that (really, it’s awesome!) find groceries “ Alle a According to the people together. You’ll blessing hope one day, of entries, 10,000, was in response to ns the first and flavor brings and a whole lot opening date is “early 2016.” This t. and key ope ful, eone months oximately metro about, friendly advice at righ som from Jan. 4. you can feel good 13 ” zes her ki is For consumer question help r seven of appr of the you live, work and play. reali Binkows Buy n in fresh, more…right where Afte k total & Vine will specialize Please see page 62 each Le$$ and draw ara Allen Han to a from The website says Main a wide selecof our Barb CEO For s was up and meat as well as ist tion Buy each inted For Less affordable local produce ts in a final a City do locaember. appo hom 54 erca Dec was ortantly, l gues Okla Superm loya page of who imp use see or, our st kend se as Le$$ wee Plea . “Mo ily, beca be ert Tayl well the first s, as said Rob ily in 2010 Snell fam wouldn’t or year ,” ed the ities ed Fam te to the ip, Unit ert Tayl ed mun Rob , as Unit com of The Unitis a tribu leadersh y.” year fit The Paul, McNiff, Whitmore-p.14 ric ion n and ary. Kevin Konkel-p.10 is toda service, s to bene e CEO histo ks a h annivers a, celebrat r visio rket it of valu Witt, Clark, Verleur-p.6 ative mar 100t e, Oklahomsed this out thei superma a century of initi es, a core Dewitt ily, 2016 es its e Tom Woodm with ved s-ba orat re year it serv Henry ansee, ed Fam celebrat e in Sayr , Texa by celebra-a mem an enti the belo ities 16 . ts Unit Stor nner ed arke Shawn To com gned commun founded yearlong g away ti-ba munities erm Lyons, 18 For The ed Cash a mul 36 com ates Unitand ily desi the Unit e it was ted the es, givin ed Sup Fam 54 Carey Otwell, sinc stor -star oper Market Unit began as n into es in Shelby Publishi 53 improve page ress t ily stor grow h, p ns and company pany kick y at all 66 22 ng Since 1967 se see Fam Wha Wals has with 66 rtso ed Exp s, Plea Lisa ed of the The com day part in 1916 chain Unit Street, Albe as UnitWest Texa l. ery p 44 a birth Snel groc ay, The Market s, as well ughout son, Call our Circula with tion Tod arkets, location es, thro Mexico. arkable ie Jack tion Depart Mabr stor New is a rem hard ery ment Toll Free Superm groc nce Eastern 19 ary to the ugh enie ll, p gos thro at 888-49 8-0771 conv th and annivers ment Ami y Otwe and h Care testa members 100t fuel for ort Wor true n Subscr 12 UNION, SAFEWAY a our as-F team iption Inform tio x, p and Dall ching our neau IRON OUT PACT TO SAVE ation “Rea ishment, n of all or ma y Arce Mike Bourgoine, 700 MARYLAN Rand catio mpl WORKERS D on Inf acco and dedi England (AGNE) long-time leader of pti Associated k of Pembroke, Teamsters Union Grocers of New wor cri July 3. New Hampshire leaders, Maryland representative will retire effective we have also thrived, Su bs officials and h Bourgoine, president s of Safeway and it is because have reached we care about ment to stop n, whic and CEO, will an agreethe transition 71 for the closure of our customers, rma Board continue to plan communitie Safeway’s distribution chai with -07 the work on finalizing EVP and COO, Collington the s we live in, of center in Prince Bourgoine joined Mike role George’s County. and each other. I will n of agreement will 8-4 98 save more than to COO in 2003 AGNE in March of 2001 Violette. certainly miss The pt the Chairma ritus. of dedi700 house jobs and every day with as working at 88 to acce rent add an additional Teamster wareCEO, in addition and president in early 2004. EVP and was promoted you as you n eme years ities center. make AG even more successful.” 25 jobs at the to He took on page_01Fre e d him 3. Cur chairma Ed’s 42 commun ly 20-60.ind the role of In making the president, later in 2004. aske for keen me May d 1 To ll While he may The agreement d has tive will beco grateful s and the leader Bourgoine said, retirement announcem kets also paves the en t be stepping boar ent to AGNE’s in a little “My 15 years expansion in the s is way for possible down ciate a strong new mar our rtm be effecins Jr. more than years of my ctor associates, future working with asso will five months, working life. and il expe 1967 Bourgoine was n of Albertsons, continues as Safeway’s parent company, you have been De pa rlie Jenk of dire lix, our ’s beencurrent We have accomplishe reta otio stry, together. We er’s clear about the to grow its footprint Cha e board “He PM Since Pub have 1/6/16 Coast. indu to AG’s key d much in those best to the future. taken5:32 on the East to gain his fath But th in and prom little old our many, much lat ion “Th ins Jr. ice to ard s. was join shing larger wholesalers AG from a small wholesaler years of our product “Continued expansion ent hts to s forw C&S Wholesale d serv said Jenk inued grow ’s plan and then, Nova Sale e year admired in Ci rcu lopm offering to a company Publi Grocers, the firm among reach cate e,” New England cont shaw deve luable insig d look lix.” tSafeway distribution that is respected that operates to generate growthand territorial ou r lix and nationally. fron Cren for a year business the sam the we serv on our to the Shelby and ity for inva The boar of Pub e Pub We not only as a in a e originally planned center and employs its workers, ce Ca ll sed ed our customers. and prosperided survived, but rien brokerag suddenly mitt to move its focu to mak 1 The vision for prov boards. success s of age,worked in tions to Pennsylvania, warehouse operapage_01-62.indd comPM il food ager and6 4:03 s. He’s erous inue the , at 15 yearida. He er died decided which would of reta more than 700 1/21/1 ciate have displaced e man onal num to cont ety Please see page oted workers, most Flor his fath shaw 1980 asso on stor regi vari in , a of whom live in George’s County. Cren 11 prom the g Ed er ing Mike Bourgoine Beach, Prince 1997 in a and er. he was ns for he serv king with n his careSmyrna re becominager in 50 , his carer working tions, atio wor page New s bega s befo ict man Afte ort posi il oper . In 1990 sion Jone clerk in tion Key Food Stores se see Please see page to distr posi Plea supp of reta in 1984 d Divishaw ice 9 r York, a supermarke of Staten Island, New oted and store serv ctor of FANCY FOODS edito sion prom Lakelan , Cren VP. t cooperative ety of fith/ CEO d, primarily member-ow to dire d Divi with 217 CELEBRATES of the s. In 1991 division t in vari . He was e as ie Grif elan ned and corporate retir Lakelan VP grocery stores, as 1988 ctor 35TH iden by Lorr me will brand in the in Lak lushas acquired s ANNIVERSARY beca d of dire Division to pres New York market. Emporium banner a 40-p his The Food kets shaw Jone nta an exciting and Mar by wing This is ain Todd time for our lectual property name and related intelthe boarthe Atla 1994 Ed Cren rem Super il 30 follon founded company as in integrate The assets from A&P. s to the ted to to start lix we Food Emporium tion, The Gala plan ition, elec In addi-retail . Pub on Apr the chai Jenkins. Todd stores acquired shaw Fresh banner and other was Atlanta to EVP ida, be Key Food. from A&P into and has joined in 2008, Crenshaws. In add er at Flor Ed Cren rge W. will ident of market family.” oted ed to our supercare . Geo role pres ness ed CEO CEO director mov Currently, Key prom year year CEO as a busi his Key Food plans was was nam down as dfather, d of ed this on s, operating under Food has four stores gran ing the served ner odel getting on with g He . He Emporium banner to expand The Food ping Publix boar The Food has . rem way ban ral Texa Add and bein 1996 banner step ussi Emporium by are d th r rebranding in New York. existing stores s, who in cent Wor r a disc Afte of the —an else in n they the Safe and that fit this model selected Jone since 2008 up Key Food recently ber ness ze new store acquisitions e whe fresh grew ol in Fort ity. Afteily busi anyone Publix lix and with purchased 24 a mem nam will utili stores, adding Pub shaw ted to . vers A&P , fam nity as joined new approximately Key Food also ida. be Cren high schoor Uni the e in annual retail get a ary 2015 $400 be devo Flor announced will r Bayl joining e opportuwork—h opening of es, hing e. the grand sales and bringingmillion e will alike ida will in Janu ally; new its first Gala edito . finis t billion. e Wal 1 Flor total annual glob e spacin each stor loyees e, our fith/ Fresh location hard ee from abou the sam at 2485 Grand .indd retail sales to es in Safeway Divisions. Mor degr in Lak plet emp Avenue in Baldwin, stores ie Grif Dean Janeway, 01-54 50 $2.3 dfather ld have eed, withclerk York, on Dec. ns stor with Houston odel s location and en com page_ “The Gala Fresh Key Food’s CEO, page e 269 New by Lorr gran ers rtso rem 18. 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Paul Reese, right, is pictured in the mid-1970s with his sons Larry and Darrell.
Call
FEBRUARY 2016
z Works s “Blue Coun Bros. Market the to the area. The new ter to bring 125 new jobs at the ed to CEO of Stater in the industry, expectedStater Bros. Supermarket will be constructed During his 38 years Casey’s at Manly, Iow Creek Road. Van HeldenandPromot a variety of Ribbon” Baseline Road and Day develVan Helden has held northwest corner of COO of San Bernardino, supermarket is being
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26
“Darrell Reese and the Reese Group are leaders in supporting retailers throughout the nation with services and solutions. I have known Darrell for over 20 years. If he says he can get it done, he will get it done. This man’s word is golden. He personally helped me grow an organization from baby steps to over $800 million in sales annually. We were never in some of the categories he brought to our organization. Categories such as specialty foods, dollar merchandise, general merchandise and seasonal offerings. He has built his organization to facilitate and support distributors and wholesalers to achieve maximum retail sales. Need a planogram? He’s got them. Need category analytics? He will provide them. Want to get into military sales? He will help get you started. Very few organizations have the vision and foresight needed to compete in today’s marketplace. The Reese Group has their finger on the pulse of today’s consumer. They stay a step or two ahead and help lead distributors and retailers down a path of success and profitability. I, for one, am grateful for having Darrell as a friend and someone I can trust to do the right thing. Congratulations to the Reese Group on this anniversary! May you have many more years of success going forward.” —Ken Nemeth, friend and industry colleague
“The Reese Group (then Reese Brokerage) and Gregerson’s Foods (then Warehouse Groceries) began doing business together in the mid1980s. Their company was started three years before ours. We were first introduced when Gregerson’s started doing business with Malone & Hyde and C.B. Ragland, both Nashville-based grocery wholesalers. Darrell began calling on our office in Hokes Bluff, Alabama. I would see him in our office, talking with our buyers and he seemed a really likable guy. We went to dinner together one evening and we have been best friends ever since. Darrell and his company have been by our side throughout the years, bringing the best service any broker could provide. I can truly say that of the many food brokers we have dealt with over the past 47 years, Reese stands head and shoulders above any of them! Congratulations to Darrell and the entire Reese team for their success and for contributing greatly to our success!”
“I first met Darrell Reese almost 20 years ago, and over the years I’ve been so impressed with his willingness to serve. He is one of those people who looks for opportunities to help, rather than waiting to be asked. Every time I see Darrell his first question is, ‘What can I do for you or for AWG?’ He doesn’t ask this out of a sense of duty. He genuinely wants to help. This attitude permeates his company and is the contributing factor in Reese’s longevity and success. Reese’s dedication to providing excellent resources to AWG and our retailers has contributed to our growth in the Nashville division. We’re proud to partner with them and look forward to many more successful years together.” —Mike Danes, SVP/division manager, AWG Nashville
—P.V. “Greg” Gregerson, president and CEO, Gregerson’s Foods Inc.
From page 24
credibility.” The Reese Group’s employee turnover rate is low because of this attitude. In fact, the company has several employees with decades of service. Billy Sweatt, for one, was hired for retail coverage 32 years ago and now is SVP of the company’s Dollar Discount Division, which has been the largest and fastest-growing part of the Reese Group’s business over the last 10 years. Rhonda Holmes was hired 25 years ago as an account receivables coordinator and now serves as the Reese Group’s CFO. Larry, 66, and Darrell, 59, however, also are well aware that to remain successful the company must blend experienced employees with the younger generation. Larry’s eldest son, Matt, has been with the company for 17 years, since he graduated from college. Darrell’s eldest son, Ryan, has been with the company for nine years, and he hopes his youngest son, Daniel, who currently is working on his Harvard MBA, will join the business after graduation next May. In addition to maintaining the Reese Group’s family legacy via the third generation, the
“One of the other major topics in the brokerage business if you are an independent is, ‘Do you form working alliances with other brokers?’ We have always felt that, while right for some brokers, it never fit into our long-range plans. We do not want to depend on another broker where we have no control and cannot guarantee our clients and customers the best possible service or results. With our people, we can control the processes and the outcomes.” —Darrell Reese
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company boasts a college intern program—which includes international students as well—to recruit new, young talent. “We’re getting some top-notch young people in here,” says Larry. “All have been recommended by people who we know, and there’s an application process. We have had one per year, but we’re looking at doing two per year. It’s going to open up some international doors for us.” One former intern came from Italy and the company expects to host a student from Vietnam next year. The company also recently made its first international hire—Mario Ronquillo, who is based in San Antonio and, as the Reese Group’s director of international sales, is developing a plan for the Reese Group to enter Mexico. “He will bring in companies for us from Mexico and, more importantly, export companies that we currently represent to Mexico,” says Darrell.
The future: finishing second not an option
Each year, the Reese Group creates a one-year, five-year and 10-year plan. In 2010, the company’s goal was to cover the entire U.S. and become the fourth national broker. “We have aggressively pursued this goal and, with 22 offices, we are on target to complete this goal by 2020,” says Darrell. “Our ultimate goal is to be the best marketing and sales agency in the U.S. and to perform at the highest level for our customers and our clients. Finishing second is simply not an option.” The Reese Group currently has one West region office—in Boise, Idaho—which it opened in 2015. It plans to build its business further in that region with locations in Los Angeles, San Francisco, Seattle and Phoenix. “Those are our next sites, and then our last place will be the Northeast,” says Darrell. “When we build out the West Coast and the Northeast, that will put us national. We think we can accomplish that by 2020. That gives us another four years, and we think we can do that with about another 17 offices.”
10/11/16 4:25 PM