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Updated as of: September 2005 Chain Headquarter Address: 7580 Oak Grove Rd Fort Worth, TX 76140 Phone: 817-568-3970 Number of Stores from this division:

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Presentation on theme: "Updated as of: September 2005 Chain Headquarter Address: 7580 Oak Grove Rd Fort Worth, TX 76140 Phone: 817-568-3970 Number of Stores from this division:"— Presentation transcript:

1 Updated as of: September 2005 Chain Headquarter Address: 7580 Oak Grove Rd Fort Worth, TX 76140 Phone: 817-568-3970 Number of Stores from this division: 91 LocationsA Stores - 28 DWF: 59B Stores - 50 Austin: 14C Stores - 13 Amarillo: 3 Abilene: 4 Houston: 3 Odessa: 6 San Antonio: 2 Key Personnel: National Wine Director: Brott Ritzel Regional Execution Manager: Perry Byrne Set Coordinator: Jose Melgares Glazer Sales Contacts: Mike Young- North TX Chain Manager Drew DeMoss – Chain Account Manager Tom Tomescko – Bayou Chain Account Manager Glazer Category Management Contact: Janie Gould - Trade Development contact Customer Merchandising Vehicles:(How the chain goes to market) Weekly Newspaper Ads and Mail Circulars Displays:End Caps/Side Stacks Demo’s:Product Tastings (Texas Wines only) Others: Out of Dept. Wine Racks Customer Management Events(List Dates) Muscular Dystrophy “Muscle Team Bash” Apr 4th. Pricing Philosophy:(High-Low, Every Day Low Pricing, Rural High-Low) Preferred Card, EDLP Margin on Wine: 27 - 30% Margin on Spirits: 12%(1.75lt) 14%(750ml & 1lt) 25%(375ml) 30%(200ml) Margin on Beer: 20% Margin on Non-Alcoholics: 32% Margin on Ad Pricing: 25 – 30% Albertsons - Texas (Dallas, Ft.Worth, Austin, San Antonio,West Texas, College Station ) Customer Profile

2 Updated as of: September 2005 Chain Headquarter Address: 200 4 th Street Oakland, California 94607 Telephone: 510-893-7300 Fax: 510-893-3681 Number of Stores from this Division: 25 LocationsStores Not Clustered Houston: 5 College Station: 1 Austin: 4 Dallas: 10 San Antonio: 3 Corpus Christi: 1 El Paso: 1 Key Personnel: Director of Operations: Mike Allen V.P. Corporate Beverage Director: Adam Chalmers Wine and Beer Buyer: Sharon Rogers Set Coordinator: Sharon Rogers Glazer Sales Contacts: Philip Renka- National Accounts Manager Craig Crawley – Texas State Account Manager Glazer Category Management Contact: Brock Addicks - Trade Development contact Customer Merchandising Vehicles:(How the chain goes to market) Newspaper Ads: Quarterly selection of 60 items featured at 2% to 10% to run statewide in addition to National Programs and “Hot Buys”. Radio: Seasonal radio ads in some markets. Displays: End caps, side stacks, pallet programs, numerous stacks in and out of department. Ad feature stacks in main aisles and by registers. Seasonal departments: Features wine and beer stacks accompanying seasonal products. Quantity Buy-ins: Actively participates in bridge buys, quantity buys by market or for the state and supports with ads. National Programs: Features three brands nationally each month on front end caps with ad support. “Hot Buys”: Features a brand selection each month on a quantity buy that enhances margins. Customer Management Events (List Dates) Does not participate in any events or social programs. Pricing Philosophy:(High-Low, Every Day Low Pricing, Rural High-Low) EDLP on non-ad items at 20% to 27%. Top 20 at 12% to 20%. Ad items at 3% to 10% National Programs at 3% to 10% Hot Buy programs at 25% to 30%. World Market (Dallas, Fort Worth, Austin, San Antonio, Houston) Customer Profile

3 Sam’s Clubs - Texas Customer Profile Updated as of: September 2005 Regional Chain Headquarter Address: 608 S.W. 8 th Street Bentonville, Arkansas 72716 Phone: 479-277-7542 Number of Stores from this Division: 56 LocationsA Stores - 12 Houston: 21B Stores - 10 Dallas: 13C Stores - 25 San Antonio: 5D Stores - 9 Austin: 5 Amarillo: 1 Abilene: 1 Odessa: 2 Corpus Christi: 4 El Paso: 3 Waco: 1 Key Personnel: President/CEO Sam’s Clubs: Kevin Turner Exec. Vice President: Doug McMillian National Liquor/Soda Buyer: Bob Paulinski Regional Wine Buyer: Gillie Brandolini Glazer Sales Contacts: Loretta Clark – Corporate Chain Account Manager Dennis Wright – Texas Chain Account Manager Dolores Piper – Account Replenishment Manager Customer Merchandising Vehicles: (How the chain goes to market) Radio: Seasonal radio ads in all markets Publications: Monthly National Catalog Displays: Pallets Pallet Programs: National & Regional buys Average SKU’s per location: 115-260 Premium/Super Premium selections in wood boxes Pallet Selections: Top scanning SKU’s per segment or Roadshow items Demo’s: Signings/Winemaker events Pricing Philosophy: (High-Low, Every Day Low Pricing, Rural High-Low) EDLP Margin on Wine: 6-14% Gross Margin Margin on Beer: 4-14% Gross Margin Margin on Non-Alcoholic: 10% Products are purchased “On-Deal” Bridge buys are done on all items going “Off-Deal”. General Information: Future Growth plans very aggressive in Texas

4 Updated as of: September 2005 Chain Headquarter Address: TexasNational 1701 Dallas Pkwy. Issaquah,Wash Plano,TX 75093 425-313-8001 Phone: 972-246-3039 Glazer’s warehouse breakdown of stores serviced: 12 Locations Austin: 1 DFW: 6 El Paso: 1 Houston: 2 San Antonio: 2 Stores Not Clustered Costco Key Personnel: Texas Vice President: Dave McQuire Texas Wine Buyer: Lance Wright Non-Alcoholic Buyer: Tracy Ruffer Pricing/Order Assistant: Amber Shamion Glazer Sales Contacts: Deborah Bowles: Chain Account Manager - All Products Customer Merchandising Vehicles:(How the chain goes to market) Newspaper Monthly National publication Displays: Pallets Pallet Programs: Regional Buys Average Number of SKU’s per Location: 117-140 Premium / Super Premium Selections in Wood boxes : Nothing under $9.99 Retail Pallet Selections: Top Scanning SKU”s per Segment (ie: Beringer Wht.Zin, KJ Chard, etc) Demo’s: Product Dry Demo’s Bottle Signing / Winemaker Events Encouraged Pricing Philosophy:(High-Low, Every Day Low Pricing, Rural High-Low) EDLP Margin on Wine: 8-14% Gross Margin Margin on Beer:4 -14% Gross Margin Margin on Non-Alc:14% Products are purchased “On Deal”, Bridge Buys are done on items going off deal General Information: Ranks #7 in the State YTD (Grocery/Club Channel) Future Growth Plans are confidential Largest Purchaser of Bordeaux Futures in the Country Actively Seeks Distributor to Clear Products Purchased AbroadCostco (Austin, Dallas, El Paso, Houston, San Antonio) Customer Profile

5 Updated as of: September 2005 Chain Headquarter Address: 702 S.W. 8 th Street, Department 96 Bentonville, AR. 76101 Phone: 479-273-4270 Number of Stores from this division: 213 Locations:Stores Not Clustered Abilene: 5 Amarillo: 6 Austin: 16 Corpus Christi: 21 -1 Malt Only Dallas: 56 El Paso: 8 Houston: 61 -3 Malt Only Longview: 6 Odessa: 5 San Antonio: 23 Waco: 5 -2 Malt Only Key Personnel: Wine Buyer: Curt Edgell Beer Buyer: Curt Edgell Set Coordinator: Curt Edgell Phone: 479-204-8104 - Curt Glazer Sales Contacts: Mike Young- North TX Chain Manager Ron Sutton – National Chain Account Manager Glazer Category Management Contact: Ron Sutton – National Chain Account Manager Customer Merchandising Vehicles:(How the chain goes to market) Comac Display Planner from Corporate Added Value Packaging Pricing Philosophy:(High-Low, Every Day Low Pricing, Rural High-Low) Every Day Low Pricing Mark-up on Wine: 20% Mark-up on Spirits: 6%-8% Mark-up on Beer: Domestic 6%-8%, Imports 15%-18% Wal Mart Customer Profile

6 Gerland’s Food Fair ( Houston) Customer Profile Updated as of: September 2005 Chain Headquarter Address: 3131 Pawnee Houston, TX 77054-3302 Phone 713-746-3600 Fax 713-746-3621 Number of Stores from this Division: 7 locations Key Personnel: Buyer: Alex Von Sehrwold Pricing Coordinator: Virginia Helmer Glazer Sales Contacts: Kristy Vydrzal - Chain Account Manager Glazer Category Management Contact: Kristy Vydrzal – Trade Development Manager Customer Merchandising Vehicles Heavy ethnic customer base. Displays during holiday promotions in all stores Customer Management Events Local Charity Golf Tournament:s Pricing Philosophy Discount food retailer. Low everyday retails with aggressive promotion pricing 15% – 20% Margin on promotion Margin on Wine:20% - 27% on average Margin on Beer:10% - 25% Margin on Non-Alc:25% - 30% Chain has revamped image to capture the Value conscious shopper.

7 Updated as of: September 2005 Chain Headquarter Address: 19245 David Memorial Drive Shenandoah, Texas 77385 Phone: 713-507-6326 Number of Stores from this division: 170 LocationsEnhanced Stores - 87 Houston: 111A Stores - 32 DFW: 59B Stores - 38 C Stores -13 Key Personnel: Director of Operations: William Breetz Wine and Beer Buyer: Marshall Cobbs Set Coordinator: Marshall Cobbs Category Manager: Tommy Christian Glazer Sales Contacts: Rachel Anderson – Chain Account Manager Kurt Bernardsky - Malt Beverage Manager David Cronan – Bayou Bev. Chain Manager Customer Merchandising Vehicles:(How the chain goes to market) Newspaper Ads:Feature at 6-17% Displays: End Caps/Side Stacks Butcher Block displays: Occasionally in front of seafood and meat case Racks: 4 bottle racks over cheese cases Racks: In floral(seasonal) Floor Displays: Seasonal displays out of department depending on store demographics Print:: Advertising in Local Newspapers Dry Demo’s: By Approval Customer Management Events (List Dates) Kids Classic – October Charity Golf Event – Dallas Spirit of Texas Golf Tourney – July – Houston Muscle Team Dinner Benefitting MDA – September every year Pricing Philosophy:(High-Low, Every Day Low Pricing, Rural High-Low) Margin on Wine: 27% on reduced retails; 25% on Everday Pricing Mark-up 6% suitcases when on deal. Margin on Non-Alcoholics: All Mixes 25% to 32%. Mark-up on Hot Ad Pricing: 6% Kroger - Texas (Houston, Dallas, Fort Worth) Customer Profile

8 Customer Merchandising Vehicles:(How the chain goes to market) Newspaper Ads: All ads are written on a National Basis. Localized ads are added throughout the year for regional brands (Ste.Gen; Llano) and also based on local events (rodeo,etc.). Ads will be run at between 15-30%. Displays: Monthly planner distributed by buyer which includes display guidelines. End caps in Wine Dept, with cross merchandised Safeway select items. Must include one shelf for 6-pk carrier for 10% off purchase. Side stacks and pallet displays decided by Store Level managers. Creative displays are key. Demo’s – Will promote dry demo’s in multiple store locations. Quantity Deals: Actively participates in Large Quantity Offerings on a monthly basis. Pricing Philosophy: EDLP: Pricing set by Corp office in Pleasanton only. Usually between 27 – 36% margin. Promo Pricing: Must be w/in top 100 sku’s to be considered for promo pricing initially. Then, top scanning items will reflect TPR @ 27-35%. Mark-up on Non-Alcoholics: 30% Mark-up on Ad Pricing: 14% - 27 %. New Item Presentations To be held twice a year with one major reset at the beginning of the year and a refresh mid-late year. All Presentations to be made by National Suppliers to Phil Markert. Regionalized brands and brands performing well in Texas scan data vs. USA to be presented by Glazers TPR/Pricing Issues All TPR or pricing issues must be addressed at a Corporate level by both the National supplier who calls on Phil and the distributor. These issues go through the designated NCA for the region. Ads Ads are written nationally by Phil Markert and sent directly to the Top suppliers and distributors to execute. Program Implementation Although there is no regional buyer, Safeway has created a new position called “Merchandising Director of Operations”. It is this person’s responsibility to execute all National programs implemented by Safeway Corporate. Beer/Wine MDO falls under Gary Owen (713-268-3629) Safeway - Texas (Dallas, Fort Worth, Houston, Austin) Customer Profile Updated as of: September 2005 Chain Headquarter Address: 5918 Stone Ridge Mall Road Pleasanton, Calif., 94588-3229 Phone: 972-469-7700 Number of Stores from this division: 116 Locations:Cluster 1-1 - 28 Houston: 50 – 6 MaltCluster 1-2 - 21 Dallas: 41 – 4 MaltCluster 1-3 - 11 Austin: 15Cluster 1-4 - 10 Cluster 1-5 - 1 Cluster 2 – 5Cluster 3 - 11 Cluster 4 – 5Cluster 5 - 6 Cluster C – 8Misc Malt - 8 Key Personnel: Director of Operations: Anne Demant Manager of National Categories MNC: Phil Markert National Category Analyst NCA: Melinda Amezuca National Category Analyst NCA: Guille Borboa Set Coordinator: Gary Owen Glazer Sales Contacts: Clifford Pereira – Chain Account Manager David Cronan – Bayou Bev. Account Manager Glazer Category Management Contact:

9 Updated as of: September 2005 Chain Headquarter Address: 646 South Main Street San Antonio, TX. 78204 Phone:210-938-8038 Number of Stores from this Division: 250 Locations: Dallas: 3 – 1 Beer onlyPlatinum Stores -42 Houston: 66 - 4 Beer onlyGold Stores - 71 Austin: 44Red Stores - 50 Corpus Christi: 28 – 1 Beer onlyGreen Stores - 22 McAllen: 27 – 1 C-StoreBlue Stores - 59 San Antonio: 68 – 1 C-StoreBeer Only Stores -6 Waco: 7C-Stores - 2 Odessa: 5 Longview: 2 Key Personnel: Wine Buyer: Paul Gross Beer Buyer: Rusty Woodland Glazer Sales Contacts: Lamar Anthony – Chain Account Manager Belinda Aguilar – Pricing Coordinator Sara Hebert – Bayou Chain Account Manager Bill Hardin – Support Chain Account Manager Kirk Bednarsky – Malt Beverage Manager Glazer Category Management Contact: Monica Amiri – Trade Development (Central Tx) Customer Merchandising Vehicles:(How the chain goes to market) Newspaper Ads: Weekly Wednesday mailer CSG: Month long mailer insert “Consumer Solutions Guide” ROP: Run On Press Display Planner Customer Management Events(List Dates) NA Pricing Philosophy:(High-Low, Every Day Low Pricing, Rural High-Low) EDLP Margin on Wine: 25% most wines, 17% sensitive items, 30% select items Margin on Spirits: N/A Mark-up: N/A Margin on Beer: 20% Margin on Non-Alcoholics: 25% Mark-up on Ad Pricing: 22-25% H.E.B. Texas Division (San Antonio, Austin, Houston, West Texas,Waco) Customer Profile

10 Updated as of: September 2005 Chain Headquarter Address: AUSTIN 4544 South Lamar, Bldg. 200 Austin, TX. 78745 Phone: 512-421-1085 DALLAS 2777 N. Stemmons Fwy., #1084 Dallas, TX. 75207 Phone: 214-252-5900 Number of Stores in this Chain: 7Stores Not Clustered Houston: 1 Dallas: 3 Austin: 2 San Antonio: 1 Key Personnel: AUSTIN Director of International Procurement: Daniel Hammer Procurement Coordinator: Jayna French DALLAS Central Market Wine & Beer Buyer: Gail Dino Procurement Coordinator: TBD Glazer’s Account Management Team: John Rife - Chain Account Manager Ruben Hinojosa – Malt Beverage Manager Glazer Category Management Team: Brock Addicks – Trade Development-Category Management Customer Merchandising Vehicles: The Central Market Experience Newspaper Ads In Store Flyers – Bag Stuffers Customer Direct E- Mail Monthly Newsletter Direct Mail - Foodie Central Market Exclusive Brands 2500+ Wine SKU’s per store 375+ Malt Beverage SKU’s per store Comprehensive Web Site 10% Discount on Mix n’ Match Case Purchases Central Market Cooking School Wine Classes Customer Management Events Central Market Cooking School Pricing Philosophy:(High-Low, Every Day Low Pricing, Rural High-Low) High-Low Margin on Wine: 30%-50% Margin on Beer: 18%-27% Central Markets (Houston, San Antonio, Austin, Plano, Fort Worth, Dallas, ) Customer Profile

11 Updated as of: September 2005 Chain Headquarter Address: 5235 Katy Freeway Houston, TX 77007 PO Box 7481 Houston, TX 77248 Phone: 713-869-4732 Number of Stores from this division: 60 LocationsA Stores – 1217 Liquor Stores Houston: 50B Stores – 14in Houston DFW: 8C Stores - 16 Austin: 1D Stores - 12 Midland: 1N/A Stores - 6 Key Personnel: CEO: Louis Katapodis Director of Operations: Parmer Morgan Wine and Beer Buyer: Rick Austin Glazer Sales Contacts: Kristy Vydrzal – Main Pad Chain Account Manager Sara Hebert – Bayou Chain Account Manager Glazer Category Management Contact: Set Captain: Grocery – Republic Liquor – Glazer’s Data Captain: Gallo Winery Set Validator: Sara Hebert Customer Merchandising Vehicles: Heavy Hispanic customer base Newspaper Ads:Feature at 6% Displays:End Caps/Side Stacks Pallet Programs: Within Top Stores Table Program: Runs “3 for $9.99” wines stacked on tables in higher volume stores Demos: Dry Demos within better stores; hand selling opportunities Cooking Demos: Holds monthly cooking classes at #19 with local area chefs; potential to feature wine & food pairings (but not tastings) Customer Management Events Local Charity Golf Tournament -Several throughout the year Pricing Philosophy: Value Pricing- offers low prices on most items and matches Costco retails on 10-12 key items Margin on Wine: 19-21% on average Margin on Beer:19-27% Margin on Non-Alc:25-30% Fiesta Marts (Houston, Dallas, Fort Worth, Austin, Waco) Customer Profile

12 Updated as of: September 2005 Chain Headquarter Address: 1600 West S.W. Loop 323, 75701 P.O. Box 1411 Tyler, TX. 75710 Phone: 903-534-3092 Number of Stores from this division: 35 LocationsStores Not Clustered Abilene: 2 Dallas: 20 – 2 Beer only Longview: 8 Waco: 5 Key Personnel: Director Of Retail Operations: Britt Brookshire Wine and Beer Buyer: Nancy Jett Director of Merchandising: Don Gaynier Glazer Sales Contacts: Mike Young- North Texas Chain Manager Tom Tomescko- Bayou Chain Account Manager Glazer Category Management Contact: Janie Gould – Trade Development Management Customer Merchandising Vehicles Weekly Newspaper Ads Displays: End Caps, Side Stacks and Wine Racks Demo’s: Product Tastings (Dry) Instant Rebate Coupons (IRC) Customer Management Events Golf Tournament:: Benefit for Children’s Miracle Network – May Pricing Philosophy Brookshires Margin on Wine: Off and On Deal - 25% Margin on Beer: Off and On Deal - 15-25% Super 1 Margin on Wine: Off and On Deal – 20% Margin on Beer: Off and On Deal - 10-20% Brookshires Grocery Company - Texas (Dallas, Fort Worth, East Texas) Customer Profile

13 Updated as of: September 2005 Chain Headquarter Address: 33 South Sixth Street Minneapolis, MN. 55402 Phone: 612-304--0164 Number of Stores from this division: 48 LocationsStores Not Clustered Houston: 22 Dallas: 11 San Antonio: 7 Austin: 5 Corpus Christi: 1 Odessa: 1 Waco: 1 (Location Total includes 8 new GM stores) Key Personnel: Senior Buyer: Courtney Noble Assistant Wine and Beer Buyer: Aaron Johnson Market Specialist: Jaime Rappe Glazer Sales Contacts: Mike Young – North Texas Chain Manager Rachel Anderson – Houston Key Account Manager Customer Merchandising Vehicles Circulars/Separate section features Wines for the Month Displays:End Caps/Side Stacks Instant Rebate Coupon(I.R.C.) Pricing Philosophy Margin on Wine: On and Off Deal – 27-30% Margin on Beer:On and Off Deal – 15-25% Super Target - Texas (Dallas, Fort Worth, Houston, San Antonio) Customer Profile

14 Updated as of: September 2005 Chain Headquarter Address: 777 Freeport Parkway Coppell, TX 75019 Phone: 972-393-8298 Number of Stores from this division: 30 LocationsStores Not Clustered Dallas: 30 Key Personnel: Chief Operating Officer: Sonny Williams Wine and Beer Buyer: Joe Boyd Set Coordinator: Joe Boyd Glazer Sales Contacts: Mike Young - North TX Chain Manager Drew DeMoss – Chain Account Manager Glazer Category Management Contact: Janie Gould - Trade Development Management Customer Merchandising Vehicles Weekly Newspaper Ads Display Racks, Side Stacks and End Caps Demos product tasting (dry) Instant Rebate coupon (IRC) Pricing Philosophy Minyards Margin on Wine:Off Deal – 25% - 27% On Deal – 25% - 27% Margin on Beer:Off Deal – 18% - 21% On Deal – 16% - 20% Carnival & Sack n Save Margin on Wine:Off Deal – 20% On Deal – 20% Margin on Beer:Off Deal – 16% On Deal – 16% Minyards - Texas (Dallas, Fort Worth) Customer Profile

15 Updated as of: September 2005 Chain Headquarter Address: 5801 Martin Luther King Blvd. Lubbock, TX 79414 Phone: 806-472-5900 Number of Stores from this division: 19 Locations:Market Street - 4 Abilene: 3United Stores - 15 Amarillo: 10 Dallas: 5 Odessa: 1 Key Personnel: Director of Operations: Sydney Hopper Wine and Beer Buyer: Roger Scott Set Coordinator: Roger Scott Glazer Sales Contacts: Mike Young- North Texas Chain Manager Craig Jaffrey – Key Account Manager Glazer Category Management Contact: Craig Jaffrey/Janie Gould - Trade Development Management Customer Merchandising Vehicles:(How the chain goes to market) Newspaper Ads: Feature 2 wine, 1 beer Displays:End Caps/Side Stacks Demo’s:NA only Others: Out of Dept. Wine Racks Customer Management Events(List Dates) United Way Participation Golf Tournament (Jackie Pierce Classic) - September Pricing Philosophy:(High-Low, Every Day Low Pricing, Rural High-Low) EDLP Margin on Wine: 22% Margin on Spirits: N/A Margin on Beer: 20% Margin on Ad Pricing:15% United Supermarkets Texas (Amarillo, Wichita Falls, Abilene ) Customer Profile


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