charles merinoff
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Charles Merinoff. WSWA Chairman. AGENDA. Living My Two Roles Chairman & CEO of The Charmer Sunbelt Group Chairman of WSWA Value of a Distributor How Our World is Evolving Looking Forward 5-10 Years. Aligning with key suppliers Building brands faster, garnering market share - PowerPoint PPT PresentationTRANSCRIPT
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Charles MerinoffWSWA Chairman
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AGENDA
• Living My Two Roles– Chairman & CEO of The Charmer Sunbelt
Group– Chairman of WSWA
• Value of a Distributor• How Our World is Evolving• Looking Forward 5-10 Years
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• Aligning with key suppliers
• Building brands faster, garnering market share
• Delivering exceptional customer service
• Developing associates• Externally
– Unique legislative challenges in each market
– Responsible consumption
– Opportunities & risks
• Drive collaboration across three tiers to deliver a healthy vibrant market• Strong consumer
selection• Broad range of
players: suppliers, wholesalers & customers
• Insuring legislative change involves input from all constituents
• Responsible consumption
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Brands SuppliersSKUs
OutletsOutletsClubsClubs
GroceryGrocery RestauranRestaurantsts
BarsBars Package StoresPackage StoresWine ShopsWine Shops
StateGovernment
VALUE OF A DISTRIBUTORProducers
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VALUE OF A DISTRIBUTORTo the State• Precise Control Throughout Route to
Consumer Ensuring Quality• Tax Collection & Requisite Record
Keeping of Location/Quantity/Price• Advocates for Responsible
Consumption
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HOW OUR WORLD IS EVOLVING:CONSOLIDATION
Source: Adams Liquor Handbook and Market Knowledge
Top 4 Suppliers
All Other Suppliers
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WHAT’S CHANGING – Supplier Alignment• Traditionally, distributors heavily focused
on securing supplier relationships
Distributorscarrying the same
brands
Many Customers
Many Mid-Sized Suppliers
Distributors carrying exclusive brands with
dedicated orgs
Many Customers
Few Large Suppliers
• Gain or loss of a supplier makes our distributor businesses profitable or unprofitable
HistoricallyHistorically TodayToday
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HOW OUR WORLD IS EVOLVING:CONSOLIDATION
Top 5 Wholesalers
All Other Wholesalers
Next 5 Wholesalers
Source: Impact Ranking – estimated revenue
Wholesaler Market Share Evolution (2005-2011)
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WHAT’S CHANGING – AlignmentTraditional Supplier Management Model
West SVP
Southwest SVP
Central Control
SVP7 Distributo
r Contacts
FL SVP
West Control
SVP IL/IN SVP
TX/LA SVP
CA SVP
Northeast Control
SVP
Southeast Control
SVP
Northeast SVP
Central SVP
South Central
SVP
Mid-Atlantic
SVP1
1
3
2
1
1
2
2
3
6
6
5
3
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ILMAMNNDNERISD
ARCTGAKSMONJNMNVTNWI
AZCODEMDDCNYSC
LAOKTX
AKCAHIINFLKY
WHAT’S CHANGING – AlignmentNew Supplier Management Model
CharmerSunbeltBusiness
UnitDirector
ControlBusiness
UnitDirector
Wirtz,MartignettiJohnson &
Other BusinessUnit
Director
FranchiseBusiness
UnitDirector
SouthernW&S
BusinessUnit
Director
Glazer’sBusiness
UnitDirector
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WHAT’S CHANGING – Customer Focus• As supplier-distributor alignment
deepens, distributors are highly focused on customer relationships– Brands (and hence both distributors and
suppliers) can only win with customer ambassadorship
– Distributors & suppliers understand value of a broad customer base – critical for product access
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HOW DO WE SEE THE NEXT 5-10 YEARS
??
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