kehe china
TRANSCRIPT
Table of Contents
• Founded in 1952• $2.0 billion annual sales• 9 U.S. and 3 Canadian
warehouses • Largest Distributor of
natural, organic and specialty gourmet in North America
Our Vision: To be the best specialty food and natural product distributor in North America
Mission Statement: We are dedicated to the success of our customers and suppliers by providing exceptional marketing, merchandising, and distribution services
Our Founding Value: We Thank and Honor God in all we do
Key Philosophies:� Our work will be performed with integrity, honesty, and the highest ethical standards
� Our people are our most valuable resource� 10% of our pretax profits will be given to the less fortunate and other worthy causes
Our Goals:� Truly be the “specialty food and natural product experts” for every customer and supplier
� Generate “industry best” sales and marketing results� Achieve top tier distribution service levels, efficiency, and proficiency
• Largest Specialty Distributor in N.A.• Unmatched Capability in Sourcing, Marketing and Retail Support
• 4 Warehouses Serving this Channel• 3,000 +/- Stores Served Weekly
3,500 +Supplier’s From Around The World Independent Grocers • Largest Specialty Distributor to
Independent Grocers in U.S.• Address unique needs of Independents
Multi-Channel Distribution Reach
• 3,000 +/- Stores Served Weekly• Complete Natural Product Retailer Solution
• Complete product and service selection
Canada
• Largest SpecialtyDistributor in Canada
• Build and Host Websites• Ship Orders For Your Website• B2B and B2C Shipments• No Channel Conflicts
• Small order size – “FedEx” Shipments• Retailer Niche Specific – Gourmet, Confection, VMS
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Coast to Coast Coverage
� 9 U.S. distribution centers• Chicago• Bloomington, IN• Dallas• Allentown, PA• Atlanta• St. Augustine• St. Augustine• Ft. Lauderdale• Los Angeles• Portland, OR
� 30,000+ points of distribution� 12,000+ customers� 2000+ sales and operations team� Imbedded account teams at major retailers
� Best in class Smart Assortment andcategory management team
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Association Involvement
KeHE Distributors is actively involved with all
major industry associations, and holds
Board positions on most of these associations.
World-Class Distribution Efficiency
Supply Chain� Buying PODS tightly connected to Marketing & Assortment Team� “Manhattan’s” E3 purchasing system� 180,000 DC specific SKUs� Consolidation centers enhance inbound efficiencies
Warehousing� 12 North American warehouses
Transportation� Manugistics, Xata On-Board Computers, Fortigo� 3 compartment trailers (ambient, refrigerated, frozen )� 2.5 million route miles per year serving 33,000 custome r locations� Best-in-Class Fuel Economy, Auxiliary Power Units, EPA S martway
� 12 North American warehouses� Highly efficient, standardized 1WOW processes� State of the art pick to light, horizontal carousel and RF technology� Industry Leader in Food Safety
•“Certified Organic”• 5-time recipient of Silliker’s Platinum Award• Comprehensively committed to date-code integrity
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Relationship DNA
Supply Chain
Transportation
Account Mgmt.
Sku Variety
Complexity/Services
Payment Terms
Sku Variety
Marketing & Merchandising
In-Store Services
Credits/Spoils
Approach to Selling
� Tailored Solutions accordingly to Retailer / business needs
• Determine the ‘DNA’ of the relationship
• Our products match global trends • Our products match global trends and satisfy specific market needs
• Marketing and Merchandising opportunities Best in Class differentiation
• Single source solution with LantaoPartnership
Unparalleled Marketing Support
New Products (Keeping Assortments OnTrend )
Catalogs & Web Portal
� 7800+ new SKUs per year � Monthly New Item publications with attribute and dema nd data� Quarterly Turns & Trends publications providing assortmen t intelligence
� On Trend magazine monthly (includes deepest discount dea ls at KeHE)� Seasonal catalogs providing seasonally appropriate produ ct options� Retailer learning sessions at major shows and CAWs, and vi a webinars
� Over 8000 items on promotion in average month (most i n industry)
Product Knowledge (Keeping Store Staff Informed )
Catalogs & Web Portal(Product & Promo Opportunities)
Smart Assortment (Right Products in Store)
Selling Shows Events(Connecting Vendors & Retailers)
� Over 8000 items on promotion in average month (most i n industry)� Print & electronic catalogs monthly for chain grocery, in dependent
grocery, natural channel, and niche/alternative retail ers
� Best in Industry analysts and managers; fact-based experts� Spins, Nielsen, IRI, Spectra and other data (plus KeHE internal sales)� Scope of support ranges from individual sets to full stor e layout
� Internal: Regional CAWs, Holiday Show, Summer Sell ing Show, Carousels, Table Tops
� External: Natural Products Expos, IDDBA, Fancy Food, NPA, NGA, FMI, Anuga, Sial, Antad, Tutto, and others
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Assortment Management
• Data-driven, consumer-centric approach
• Develop optimal assortment and marketing solutions
Smart Assortment
Smart AssortmentSmart Assortment
marketing solutions
• Provides Category Management support for almost 3,000 suppliers…many of whom who cannot supply their own.
• Focus on getting right products in the right stores.
Assortment
Targeted Marketing Strategy: “Levels”
� Address need states at each level
� Trade customers up over time
� Create destination with most complete offering
Level IIISpecialty
Level IV Gourmet
complete offering
� Ensures right item, right store
� Help’s create promotional strategy
Level I - Commodity
Level II – Super Premium
New Product Sourcing
• Vendor appointments• Trade shows
� US and International• Agricultural product boards • Overseas sourcing trips
Cast a Large Net Know What You’ve Caught
• Weekly new product reviews� Analytic presentations� Key product attributes� Compare to current
products w/same • Overseas sourcing trips• International trade
organizations & delegations• Importers• Manufacturer visits• Culinary school affiliations
products w/same attributes
� Contrast with current products--differentiated?
� New vendor—in need of assistance?
Grocery Channel Publications
Education – Knowledge - Planning
September 2011Discounts Valid:
OnTrend by KeHE
(Monthly)
Pre-Show Guides
(Annually)
Grocery Buying Guide
(Monthly)
Discounts Valid:8/31/2011 – 10/1/2011
Marketing and Merchandising Support
Account Management
Store Level Sales & ServicesHoliday & Summer
Selling Shows New Product Pipeline
Vendor Carousels
In Store Demos, Ads, New Items
Cuisine Based Menu Selling
Monthly Promo Books; 100% Pass Through
Vendor Days (at retailer HQ)
Smart Assortment
Product Education
Planogram Compliance
Reset Support
Plan o gram Creation
KeHE International Accounts
The Butler Group of Companies
Maxwell Supermarket - Marsh Harbour -Abaco, Bahamas
TOCTAGON NV #9127
INTERNATIONAL EXPORTS INC. Food Center | St. Thoma
Rock Sound Properties
Gourmet Gallery
HARBOR LOBSTER AND FISH CO
MARKET GARDEN
TOCTAGON NV #9127
FINE FOODS LTD
Spanish Wells Food Fair
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