Education Sessions
Check back for details on the education sessions that will be offered at the 2011 AWMA Show. If you are interested in submitting a topic or a presentation, please contact Jane Berzan at jmberzan@cox.net
Below is a list of the education that was offered at the 2010 AWMA Show.
All New Value-Driven Agenda - Expanded Education Program
This year’s program features three times the number of educational sessions from previous years, starting with two general sessions that kick off and close the show, and in between you will have access to more than eight sessions that address the specific interests and needs of top executives, key category decision makers, technology, operations and logistics professionals.
TUESDAY, MARCH 9
Special Value-Added Program - No Additional Fee to Attend! - BACK BY POPULAR DEMAND
THE AWMA BUYER'S PROGRAM - 9:00 a.m. to 3:00 p.m.
Designed especially for buyers, purchasing and operations professionals.
Moderator: Kit Dietz, Principal, Dietz Consulting LLC
- Inventory Optimization: Current Trends
Speaker: Paul Van Stedum, Director, Industry Solutions, Manhattan Associates
The Buyer’s Program kicks off with a presentation by Paul Van Stedum with Manhattan Associates. Paul’s presentation will focus on current inventory management trends including the advantages of using advanced forecasting methods and how to optimize multi-tiered networks. Manhattan Associates has nearly 20 years of supply chain management expertise and focus exclusively on helping companies streamline their supply chains to achieve lower costs, higher profits and happier customers.
- One Goal: Purchasing and Operations Collaboration for Success
Speaker: Paul Van Stedum, Director, Industry Solutions, Manhattan Associates
This presentation focuses on the relationship between purchasing and operations. Van Stedum will discuss how key data and information, shared or not shared, between purchasing and operations can affect an organization’s success.
- E-Procurement Solutions (Powered by Category-One)
Speakers: Porter Montgomery, Brett Melvin, Principals, Category-One
Companies in nearly every sector are suffering from reduced revenue and many are in danger of failing. In this environment it is increasingly difficult to increase prices or expand sales. The quickest and best way to positively affect your bottom line is by cutting costs. Category One will discuss e-procurement solutions that drive prices lower, reduce procurement time, expand choice of suppliers, and increase profit margins—all while retaining product quality and customer service.
- Customer Focus: Key to SUCCESS – Buying and Selling
Speaker: Doug MacKay, The Glen Douglas Group
It’s time for business as unusual. This fast-paced interactive session with Doug MacKay, president, The Glen Douglas Group, is designed to help you see that everything you do ties to three specific goals. You will explore some inconvenient truths, re-connect with key negotiating principles, learn how to sell the brand called “You”, and avoid three mistakes buyers make in tough times. MacKay will also address the dynamics of the buyer/seller relationship—competition or collaboration?
WEDNESDAY, MARCH 10
7:30 – 8:25 a.m - Concurrent Wake-Up Sessions
- Foodservice Trends, Challenges & Opportunities
Speaker: Timothy Powell, Sr. Manager and C-Store Program Director, Technomic, Inc.
With 40+ years serving the food industry’s leading companies, Technomic, Inc. is a “go to” source for food industry data, trends and analysis. This session will cover the top trends in convenience foodservice, operational challenges and how distributors can capitalize on this growing category. As a senior manger with Technomic, specializing in c-store retailing, Powell’s presentation will focus on foodservice execution—how distributors can partner with their retail customers to effectively and efficiently offer quality foodservice programs that build traffic and customer loyalty.
- Leading in Tough Times
Speaker: Doug MacKay, President, The Glen Douglas Group
It’s pretty clear that the current economic crisis won’t go away anytime soon—but it can be a major catalyst for overdue change. During this thought-provoking session, MacKay will address profound questions confronting today’s wholesale distribution leaders and explore potential solutions. Topics to be explored include: how to gain competitive advantage; understanding the challenges your customers face that demand your leadership; and, improving the quality of life for your employees and your customers. Don’t miss this opportunity to hear how effective leadership in these tough times can make a huge difference to your company’s bottom line. efficiently offer quality foodservice programs that build traffic and customer loyalty.
8:30 – 9:45 a.m. - Opening Super Session
- Welcome Address: Jon Burklund, 2010 AWMA Chairman
Please join Jon Burklund as he welcomes AWMA attendees and exhibitors to the refreshed and re-energized 2010 Show. In his welcome address, Jon will provide a brief overview of this year’s show, highlighting the significantly expanded educational program and broadened focus of products and services in the exhibit hall.
- Retail Trends & Consumer Shopping Habits
Keynote Speaker: Phil Lempert—the Supermarket Guru
Phil Lempert, expert analyst on consumer behavior, marketing trends, and the changing retail landscape, will kick off the AWMA Show as keynote speaker during the Opening Super Session on Wednesday, March 10. Known as the Supermarket Guru, Lempert is a distinguished author and speaker who alerts consumers and business leaders to
impending corporate and consumer trends and empowers them to make educated purchasing and marketing decisions.
As one of America’s leading consumer trend-watchers and analysts, Lempert is recognized on television, radio and in print. He is the food trends editor and correspondent for NBC News’ Today Show, he makes monthly appearances on ABC’s The View and has appeared numerous times on The Oprah Winfrey Show, 20/20, CNN, CNBC, MSNBC and other news programs throughout the country.
10:00 – 11:00 a.m. - Concurrent Breakout Sessions
- Candy & Snacks: Best Retail Practices & Supply Chain Solutions
In 2009 AWMA—in conjunction with the National Confectioners Association and the NationalAssociation of Convenience Stores—completed a landmark study on improving candy profitabilityin the convenience channel. The study pointed up some simple steps that, if implementedthroughout the channel, hold significant promise of boosting profits in this important category formanufacturers, distributors, and retailers. Come hear about these efforts and find out what you can do to improve your own candy profitability and help your retail customers do the same.
- Customer Profitability—What’s the True “Cost” of a Customer?
Speaker: Al Bates, President, Profit Planning Group
A key factor impacting profitability for AWMA members is that pricing for different customers is not adequately tied to the cost of serving those customers. Most analyses suggest that between 10% and 30% of customers are unprofitable and that the losses on these customers can range as high as 50% of distributor profits. Join Al Bates as he focuses on how information from the AWMA Customer Profitability Analysis system can be used to help help drive higher profits by relating pricing to the actual costs on a customer by customer basis.
11:00 – 12:15 p.m. - Super Session
- Foodservice—Best in Class Operators Share Their Strategies
Moderator: Ira Blumenthal, President, Co-Opportunities
Panelists: To be announced
From coffee programs to prepared foods, distributors are looking to refresh their offer to better meet the demands of their retail customers. Hear from a panel of foodservice retailers who will showcase their “best in class” foodservice
operations in: Proprietary Foodservice, Beverages and Marketing & Merchandising. Learn what sets these operators apart and how they differentiate their food offerings from the competition. Whether you are venturing into foodservice or rethinking your current foodservice strategy, this session will provide you with valuable insights, new ideas and
perspectives to bring to your retail customers. Moderated by foodservice expert Ira Blumenthal, the discussion will focus on the strategies and tactics necessary to succeed in the “convenient” foods arena.
THURSDAY, MARCH 11
8:30 – 9:30 a.m. - Concurrent Wake Up Sessions
- How to Market & Sell Tobacco Post-FDA
Moderator: Scott Ramminger, President, AWMA
Panelists: To be announced
The industry saw a huge sea change in 2009 with the passage of legislation granting the Food and Drug Administration (FDA) authority to regulate tobacco products. As FDA has begun to flex its regulatory muscles over tobacco, it is clear that the rules of the game have changed significantly. Come find out the latest information at this sure-to-be lively wake-up session.
- When Did Customer Service Die—Does Anyone Remember the Funeral?
Speaker: Scott Deming, Marketing & Branding Expert
What do people think of when they see or hear your name? In other words—How powerful is your brand? This is the question Scott Deming asks his audience. Then, based on thirty years of real, in the trenches, corporate life, he’ll show you how to create the most loyal customers and the most powerful brand in the industry. Don’t miss this fast-paced, humorous, high energy journey through the six critical steps to creating the ultimate customer experience
and building a powerful, emotional brand. Join Deming as he shows you how to turn every customer into a loyal evangelist for life!
9:45 – 11:00 a.m. - Closing Super Session
- Retailer Perspectives on 2010 & Beyond
Moderator: Mitch Morrison, Group Editor, CSP Information Group
"Retailer Perspectives on 2010 and Beyond", moderated by Mitch Morrison, Group Editor, CSP Information Group, puts the spotlight on three retailers, representing three different regions of the country and three very different operations. They will share their views on the unique opportunities in convenience retailing and what they think the future holds for their businesses. Be sure to add this session to your schedule which promises to deliver thought-provoking ideas and solutions to bring back to your company and to your customers.
Panelists:
Jim Fiene, Chief Operating Officer, Open Pantry Food Markets of Wisconsin
- Open Pantry operates 26 stores in Wisconsin
Charlene Kovacsik, Marketing Director, Pacific Convenience * Fuel
- Pacific Convenience operates 578 stores in Washington, Oregon, California, Nevada, Colorado, and Texas
Jeff Turpin, Chairman & CEO, Worsley Operating Corporation
- 200 + stores in North and South Carolina under the names Scotchman’s, SE Food Marts, L’il Cricket Convenience & Young’s Food Stores
You won't want to miss this final session of the 2010 Show to be held on Thursday, March 11 at 9:45 a.m.
