Distributor Profitability: The HIPA Report photo by David Hathcox Al Bates' discusses the results of the most recent Hershey Industry Performance Analysis (HIPA) Report. Al Bates, president of The Profit Planning Group, discussed the results of the most recent Hershey Industry Performance Analysis (HIPA) Report, which measures crucial business operating factors for distributors. Among the advice he offered to distributors was to find ways to control expenses, while growing sales. Today, he estimated, a distributor needs to be at least $50 million in annual sales to be profitable. "It’s no longer nice to be $30 million," he said. "Economies of scale are very, very crucial." For more information on attending the 2007 AWMA REAL DEAL EXPO, contact customer service at either 800-564-4220 or 703-449-6418 or awmaregistration@jspargo.com