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DCI Member TestimonialsCFIGDistribution Canada under the leadership of Brian Parker have been long time partners with the Canadian Federation of Independent Grocers (CFIG) and CFIG’s members. Independent grocers

in Canada are leaders in innovation in the grocer channel, DCI provides a link between our members and suppliers which helps satisfy our customers needs for products they want.

- Tom Barlow, President & CEO

Chapman’s Ice Cream“Dci has been a great business partner for Chapman’s Ice Cream and William M. Dunne & Associates Ltd. for many years. The dci membership fully meets their merchandising commitments with integrity and enthusiasm. The motivated dci head office communicates supplier driven new ideas in a timely manner, while quickly resolving issues as they arise. Dci is an excellent grass roots, local first partner.”

- R.J. (Bob) Brema, WM Dunne & Associates

Parmalat CanadaParmalat Canda is a proud partner of dci. Successfully establishing independent grocers, dci fosters collaborative selling

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www.contactcanada.com Published in Canadian Food & Grocery 2014 Industry Guide

Gabriele Torchetti, Enzo Muto and Brian Parker at Lady York

DCI: Leading the Evolution of Selling

Interview with Fred Haynes

Q: At dci, what changes do you see arising in the grocery landscape across Canada?A: The biggest change is consolidation. Loblaws purchase of Shoppers Drug Mart and Sobeys purchase of Safeway’s to name a few. These consolidations will impact operations across Canada and bring significant changes to the market place. The next change is a continual blending of grocery offerings. The previous separation of grocers around traditional lines and ethnic lines has become blurred. As consumers embrace the flavor and variety of continued on page 4 continued on page 5

Published in the Canadian Food & Grocery in 2014 www.contactcanada.com

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ethnic foods that are being offered by traditional stores. At the same time, ethnic stores are increasing their attention to traditional lines. Meanwhile, large box stores and drug stores, etc are offering expanded grocery lines, including ethnic foods. Another change is the greying of our population, especially in certain areas. The recent increased desire of consumers for more local foods is yet another. However, since independents have utilized a 100 mile supply for many years, they have been providing local foods long before such became mainstream vogue.

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Published in Canadian Food & Grocery 2014 Industry Guide www.contactcanada.com

Q: How will dci help its retail members adjust to these, and to grow their sales?A: Our first line of support is keeping members well informed and increasingly competitive This information is a vital asset in the continued evolution of successful selling. Access to our comprehensive information collected from both members and vendors provides a market edge. We work to keep members’ needs and views top of mind. From this we can emphasize to members their points of market difference. Such points include best business practices, in-store experiences, local innovations and the combined knowledge our members apply to day-to-day solutions. Getting our members together so that members help members is a large part of this process. Through sharing our members become stronger through the benefits of more “interdependence” and less “independence.”

continued on page 6

Evolution of Selling ... from page 3

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Weston Bakeries Ltd.“Weston Bakeries Limited and dci have been strategic Bakery partners for many years. dci allows Weston direct communication to the membership and plays a critical role in the success

of our Innovation to Market and the execution of our sales initiatives. A strong alliance built on a platform of mutual respect producing long term profitable growth for all parties involved.”

- Jeff O’Neill, Weston Bakeries Limited

Galleria Supermarket“Galleria has been a member of dci for a little over a year. We have already reaped the benefits of volume rebate monies not previously available,

an improved leverage in the industry, plus networking and industry communications in real time. These aspects have been very helpful in our business and we look forward to working with dci for years to come.”

- Jeffrey Min, President and CEO, Galleria Supermarket


relationships in the Canadian grocery industry. Our partnership with dci helps maintain Parmalat’s leadership in dairy with the best-selling nationally ranked item in each of the cheese, yogurt, butter, premium milk, snack cheese and premium aged cheddar categories. Congratulations dci!”

- Cheryl Smith, EVP, Sales & Marketing

Cascades Tissue Group“Cascades Tissue Group is a proud vendor to dci. Through its collaborative and committed approach to

the selling process, dci and its membership has brought tremendous opportunity and growth for Cascades Tissue Group. This partnership has created the environment for Cascades to develop its brands and continue its work on creating a more sustainable planet. We value our dci relationship and look forward in sharing in our mutual growth plans!”

Stephen Fraser, Vice-President Sales, Consumer Products - Canada

Galleria Supermarket Logo

Parmalat Testimonial cont. from page 3

An additional, key line of support is through dci’s programs with our vendors of record. These enable rebates through combined purchase (economies of scale) and directly supports our members price competitiveness. At the end of the day all we want is a level playing field. We are confident our members’ entrepreneurial flare will then take over.

For advocacy with governments and regulatory bodies, we turn to our collaborative partner, CFIG. This collaboration is facilitated by many dci members also being members of CFIG.

Q: In what ways will dci help its vendors of record grow their sales?A: The timely dissemination of product and price information from our vendors to our members is

The Country Grocer“DCI was established by independents and for the independents which it serves very well while supporting local, regional and national manufacturers and distributors. The Country Grocer has been a member of DCI

since 2005 and has seen the value of its membership increase every year through our merchandizing opportunities in terms of buying power and our introduction of new vendors.”

- François Bouchard, The Country Grocer, Ottawa

Sharpe’s Food Market“As a single store independent, dci provides me with the buying power and connections I need to compete in this very

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dci Leading Evolution of Selling cont. from page 4

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key. Current, daily details are sent to members on the deals and opportunities our vendors make available. Planograms, and daily competitive pricing enables our members to better compete and our vendors to effectively sell. Our proprietary communication enables vendors to send their information through dci to store owners and head buyers. This information also enables efficient price and product checks. We help vendors effectively sell to our members what our members’ customers want to buy. We treat vendors as our collaborative partners, as equals. Sales through dci members are in the billions. Our support for vendors is also about branded products, not private label. In return our members provide vendors with sales and with market diversification.

Q: What other ways does dci help its members?A: We help our members control costs. Success in these competitive markets is about selling well and controlling costs. To help members control or reduce costs we negotiate group programs with merchandizers and providers. Examples of these include employee benefit packages; business insurance, cars, equipment etc.; energy savings; credit and debit savings; equipment supplier relationships; human resources; telecommunications savings; wholesaler savings; etc. It is a long and growing list - and it saves $.

competitive market. The shift at dci to be a selling organization verses a buying group has much improved our merchandizing opportunities. As a national trade organization, dci brings us the benefits that are only available through a nationwide collective of diverse organizations.”

- Steve Sharpe, Sharp’s Food Market

Central Fresh Market“Central Fresh Market has been a long time member of dci dating back to 1983. In this highly competitive

environment dci and its many retail independents are a major force and a significant part of the Canadian food industry. We benefit from dci programs and rebates, the improved buying power we now enjoy, and the many new buying opportunities dci negotiates on our behalf. The additional dci programs with supply and service companies have been a great benefit in reducing our operating costs at retail.”

- Mike Williamson, Central Fresh Market

Enzo Muto, Brian Parker, Gabriele Torchetti at Lady York

continued on page 8

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Country Grocer“We have been DCI members for over 20 years and appreciate the advantages it has provided us. The strong leadership of Brian

Parker moving DCI to a selling group that creates a collaborative win win relationship for Vendors and Members is showing results. We have a proactive board of directors working with Brian looking to grow DCI through selling and execution. We look forward to the future with DCI as the best is yet to come.”

- Peter Cavin, Country Grocer Victoria

Lady York FoodsSince becoming a member in 2001, Lady York Foods has shared in the many benefits of being part of dci. We are able to combine our purchases with other members, throughout Canada, and receive volume rebates that

would otherwise be unavailabe to us. DCI also gives us a platform to network with other independent grocers on which to share our merchandising ideas with each other.

- Gabriele Torchetti, Toronto, Ontario

Q: As dci continues “leading the evolution of selling” what are your own strategic objectives?A: The next 5 years will be different from the previous. There is a continued need to help members and vendors and to give real value for their investment in dci. Ongoing areas include training and adapting to market changes. Independents have important key points of difference that stem from close involvement in the community. As an example, independent store owners not only sponsor the local teams but are often the coach and on field supporters. Many have family in the local teams. Stores owners sell to neighbors, family and friends, not just customers. I believe the innovations for the next 5 years will come from our members. Our role at dci is to help this evolution and adaptation. It is a privilege for me to be involved.

I believe in patience and persistence. dci must continue to re-align with the changes and challenges of the industry, as do our members.

- Brian Parker


Your Partner in Selling

32 years in business is an accomplishment to be proud of.

Congratulations Distribution Canada Inc.

Weston Bakeries Limited celebrates 2 Grand Prix Awards:

Bakery and All Canadian

®/TM Used under license by Weston Bakeries Limited. © 2013.

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