1. Welcome AWG Vendor Partners

2. Why Choose Us? Our Vision Our Mission
We provide quality merchandise and superior support services for every retailer.
Our Vision
Our vision is to be the most retailer-focused and highest performing member-owned food wholesaler.
Our mission is to provide our member-retailers all the tools, products, and services they need to compete favorably in all markets served. This includes top quality supermarket merchandise and support services, all at the lowest possible cost.
Our Mission

3. Our Members Prosper Our Simple Business Model Increase Sales
We make it easy for our retailers
Increase Sales
Decrease Margins
Decrease Expenses
Our
Members
Prosper

4. AWG Strategic Initiatives for Growth
Same Store Sales
New Stores
Store Remodels
Geography
Territory Expansion
Strategic Growth
VMC
Always Fresh
Chicago Satellite Office

5. CONSOLIDATED (BILLIONS)
2016
NET SALES
CONSOLIDATED (BILLIONS)
$9.5
$9.0
$8.5
$8.0
$7.5
2012
2013
2014
2015
2016
$9.18
$8.94
$8.93
$8.38
$7.85

6. Eleven distribution centers with $10+ Billion in sales
Eleven distribution centers with $10+ Billion in sales. Active prospects sales
potential across all distribution points projected at billion dollars.
Kansas City
Original Location
Kenosha
Added in 2016
Norfolk
Added in 2016
Fort Scott
Added in 1995
Nashville
Added in 2003
Springfield
Added in 1938
Memphis
Added in 2003
Oklahoma City
Added in 1995
Southaven
Added in 2003
Fort Worth
Added in 2007
Gulf Coast
Added in 2013.
States with divisions
States with AWG distribution
States without AWG distribution

7. 90th Anniversary – Associated Wholesale Grocers, Inc.
Great Lakes Division
________________________________________________
Kenosha, WI
90th Anniversary – Associated Wholesale Grocers, Inc.

8. Mark Harvey Executive Director Category Sales

9. CHICAGO MARKET UPDATE
New store tagging activity continues heavily in the Chicago market area
New business will be serviced from our Kenosha WI facility
New stores
Pacemaker, Countryside Markets, Belvidere, Ill 3 stores $ 25M
Sullivan’s Foods, Savanna, Ill stores $ 120M
Dave’s Supermarket, Fairbury, Ill store $ 12M
Treasure Island Foods (European Markets), Chicago 7 stores $ 60M
Tony’s Finer Foods stores $ 300M
Caputo’s stores $ 55M
Spring Valley store $ 6M

10. CHICAGO MARKET UPDATE
A new Sales/Operations office will be opened in Chicago under the leadership of Sonny Leon
Will operate as a Satellite office and report through Kenosha
Field support for Chicago market will remain
Ad Coordination of Chicago Performance group
Local, incremental item negotiations
Hispanic business support

11. PRODUCT UPDATE Item selection Product costing
Matched items copied from AWG divisions
Unmatched item set-up determined by Chicago market specific data
Product costing
Current list cost and BSP reflected
No bracket cost changes until volume is settled

12. STORE TAGGING 4/9-4/15 3 Complete 4/16-4/22 20 In progress
Week Number of Stores Status
4/9-4/ Complete
4/16-4/ In progress
4/23-4/
4/30-5/
5/7-5/
5/14-5/
5/21-5/
5/28-6/

13. STORE TAGGING SUPPORT Four Tagging Teams 20 people per team
We Need Tagging Support!
Please let us know today what help you are able to provide over the next few weeks.

14. Bo Hawkins Vice President Corporate Meat

15. PERISHABLES Meat All ad information/projections go to Kenosha
Adding top items for Chicago market
1,152 Perishable items (280 Bakery/Deli, 510 Meat/Seafood, 362 Produce/Floral)
Temperature Recorders – PakSense Ultra Wireless recorders required on inbound loads
Dating standards apply
Branded Meat procured corporately
Fresh Meat procured at Division
Deals go through DemandTec
Web Blast, Strategic Sales, Meat Events

19. Joe Day Produce Manager II

20. PERISHABLES Fresh Produce
Temperature Recorders – PakSense Ultra Wireless recorders required on all inbound Fresh Produce orders
Third Party Audits – All Fresh Produce suppliers required to furnish copies of all Third Party audits annually
Dating Standards apply
ITrade – preferred method of PO communication
Web Blast, Text Blast, Power Buy selling
Corporate Produce Procurement structure

21. PERISHABLES Non-Fresh Produce
All non-fresh deals run through DemandTec
Dating Standards apply
All shippers are prebook only
30 day notice on all price changes

23. Dan Koch Vice President Deli/Bakery

24. PERISHABLES Deli/Bakery/Food Service Procured corporately
Deals go through DemandTec
Dating standards
Web Blasts, Promotional Events, Seasonal Events
Menu Labeling / Nutrigen
New Item Set Up / Slotting

27. What Do We Need From You Help in managing inventory
Inventory Reports will be sent to each vendor / broker to help monitor and promote sell off excess and communicate concerns
Insight into movement on key items, peak selling weeks and holidays
Encourage pre-booking for ads
Educate us on markets and market conditions
Communicate questions, concerns or issues that you and your teams hear while working with the stores

28. Key Contacts Marie Voiles Bakery / Deli Sales Manager/
Laura Hobbs / Senior Manager of Buying
Dan Koch / VP of Bakery, Deli and Foodservice /

29. Jim Fitterer Director of Sales Super Ad Group

30. SUPER AD GROUP BY THE NUMBERS Stores 1300+ Sales
$3 Billion Warehouse Sales
$6 Billion Retail Sales
% of Total AWG
30%
Ad Groups 25
Ad Coordinators 16
2017 Warehouse Sales
+6.6%

31. SUPER AD GROUP SAG KC K100 K200 K300 SP AD 3 AD 5 OK PMG OKMS ADV 1 NA
IGA
SOLO
ETN ME
ME 1
ME 2
ME 3 GC
GC 1
GC 5 FW
ESTX NE
NE01
NE02 GL
GL01
GL02
GL03
GL05
Heartland
SUPER AD GROUP

32. SUPER AD GROUP Updates to the SAG:
NE & GL Ad Groups operating separately
Ad Coordinators in Norfolk Nebraska
Vendor contact & negotiations
New GL03 Ad Group
New members
Primarily metro
New GL05 Ad Group
Groups within the Group
High level of direct vendor contact & negotiations
Customize ads & merchandising activity

33. NORTHER REGION AD GROUP STRUCTURE
SAG
Nebraska Team
Center Store Director: Tim Myers
Ad Coordinator : Tom Grosserode
Ad Coordinator: TBD
Fresh Director: Pat McCarthy
Meat: Jeff Waddingham
Produce: Jason Anderson
Bakery/Deli: Colleen Burgett
Heartland Ad Group: Bob Gay (Mayetta, KS)
Great Lakes Team
Center Store Director: Robert Rothove
Ad Coordinator : Shannon Sanders
Ad Coordinator : Larry Portenier
Ad Coordinator TBD
Fresh Director: Danny Deen
Meat: Tyler Lanier
Produce: Mike Grube
Bakery/Deli: Marie Voiles
Heartland Ad Group: Bob Gay (Mayetta, KS)

34. GREAT LAKES – NEW AD GROUPS
GL03 & GL05 Groups in Aptaris
Deal Process
Week of 4/24/17
All current GL01 approved & pending deals copied into GL05
Includes all AWG Corp and SAG offers
Additional Chicago market offers added
Vendors include GL05 on all new deals entered into Aptaris
Week of 5/1/17
All current GL05 approved & pending offers copied into GL03
Vendors include GL03 & GL05 on all new deals entered into Aptaris
Both groups are active

35. Danny Lane Sr. Vice President, Center Store National & Store Brands

36. VENDOR EXPECTATIONS Promotions Transition fees
All new stores will follow AWG deals and event schedule
Food show deals will be honored
Stores will receive net billing and vendors billed back where necessary
Transition fees
A Transition fee of $ per SKU, per division will be applied to new items set in GL & VMC.

37. VENDOR EXPECTATIONS Trade Dollars
Ensure all trade dollars follow the cases
What promotional dollars remain against Chicago based business?
Are trade rates different? What do we gain?
Promotional Calendar for 2017
Unique items/promotions for Chicago market

38. VENDOR EXPECTATIONS Representation
Continuity of coverage is imperative
Chicago based business must have no disruptions to coverage personnel
NO changes to Broker coverage
Any conflicts must be discussed with AWG management prior to any changes being made
Please send Coverage plan to AWG

39. TRAFFIC INFORMATION Freight Rate Notification Sheets
Rates should include Base, FSC ( Fuel Surcharge) and Unloading
Submit completed sheet to
CPU preferred (Customer Pick-Up)
Driver unload facilities- Lumpers are available
No Pallet exchange
Required appointment
Managed Receiving  
AWG preferred LTL Carrier
Old Dominion

40. SUMMARY Great Lakes poised to become next Billion $ division
AWG continues to focus on growing the independent grocer
AWG continues to build strong partnership with Vendor/ Manufactures & Members
Leverage size & scale to drive efficiencies
AWG will be over $10 Billion at Wholesale / over $ 20 Billion at Retail

41. GREAT LAKES VENDOR MEETING : CHICAGO AREA BUSINESS
Thursday May 4th, :00 AM
Great Lakes Division
th Street
Kenosha, WI

42. Thank you for your continued support

43. Q & A