The NBWA Virtual 83rd Annual
Convention and Product Showcase

Agenda at a Glance

Add to Calendar 10/06/2020 11:00 AM 10/06/2020 12:00 PM America/New_York The “Secret Sauce” for a Successful Merger The “Secret Sauce” for a Successful Merger

Competing effectively in the “new normal” requires economies of scale. One answer to the constant disruption and pressure on profits is for beer distributors to strengthen themselves by combining forces and becoming stronger together. As a result, distributors are increasingly interested in exploring mergers. The main motive for combining businesses is value creation through operational synergies. Mergers can also resolve issues in succession planning and management retention strategies. Mergers are complicated transactions that can be easily derailed. With planning and coordination, the chance of a successful merger is greatly improved.

https://nbwa83annualconvention.onlineevent.com

The “Secret Sauce” for a Successful Merger

Tuesday, October 6, 2020
11:00 AM - 12:00 PM ET
Add to Calendar 10/06/2020 11:00 AM 10/06/2020 12:00 PM America/New_York The “Secret Sauce” for a Successful Merger The “Secret Sauce” for a Successful Merger

Competing effectively in the “new normal” requires economies of scale. One answer to the constant disruption and pressure on profits is for beer distributors to strengthen themselves by combining forces and becoming stronger together. As a result, distributors are increasingly interested in exploring mergers. The main motive for combining businesses is value creation through operational synergies. Mergers can also resolve issues in succession planning and management retention strategies. Mergers are complicated transactions that can be easily derailed. With planning and coordination, the chance of a successful merger is greatly improved.

https://nbwa83annualconvention.onlineevent.com

The “Secret Sauce” for a Successful Merger

Tuesday, October 6, 2020
11:00 AM - 12:00 PM ET
Add to Calendar 10/06/2020 11:00 AM 10/06/2020 12:00 PM America/New_York Gross Profit Dollar Focused Culture Gross Profit Dollar Focused Culture

For decades the beer industry has been focused on CE sales. CEs were how we kept score. But we all know distributors pay their bills with dollars not CEs. Hear a different perspective on the most important number in the beer industry vernacular, GROSS PROFIT DOLLARS. This session will look at all aspects of the beer industry through a lens that is focused on gross profit. Discussions will include using gross profit dollars to evaluate operating expenses, account profitability, SKU rationalization, compensation for sales reps, setting brand priorities, evaluating route productivity and profitability, supplier management and chain key account management. The supplier’s perspective of gross profit dollars compared to the wholesaler’s reality will also be discussed. After this seminar, attendees will start changing their culture and how they keep score.

https://nbwa83annualconvention.onlineevent.com

Gross Profit Dollar Focused Culture

Tuesday, October 6, 2020
11:00 AM - 12:00 PM ET
Add to Calendar 10/06/2020 11:00 AM 10/06/2020 12:00 PM America/New_York Gross Profit Dollar Focused Culture Gross Profit Dollar Focused Culture

For decades the beer industry has been focused on CE sales. CEs were how we kept score. But we all know distributors pay their bills with dollars not CEs. Hear a different perspective on the most important number in the beer industry vernacular, GROSS PROFIT DOLLARS. This session will look at all aspects of the beer industry through a lens that is focused on gross profit. Discussions will include using gross profit dollars to evaluate operating expenses, account profitability, SKU rationalization, compensation for sales reps, setting brand priorities, evaluating route productivity and profitability, supplier management and chain key account management. The supplier’s perspective of gross profit dollars compared to the wholesaler’s reality will also be discussed. After this seminar, attendees will start changing their culture and how they keep score.

https://nbwa83annualconvention.onlineevent.com

Gross Profit Dollar Focused Culture

Tuesday, October 6, 2020
11:00 AM - 12:00 PM ET
Add to Calendar 10/06/2020 11:00 AM 10/06/2020 12:00 PM America/New_York The Three Pillars of Sales Leadership The Three Pillars of Sales Leadership

The need for distributor supervisors and sales managers to transform into leaders has never been more important. Attendees will learn about the three pillars of sales leadership and how to build a system to effectively develop sales professionals instead of relying on favor-based relationship selling.

https://nbwa83annualconvention.onlineevent.com

The Three Pillars of Sales Leadership

Tuesday, October 6, 2020
11:00 AM - 12:00 PM ET
Add to Calendar 10/06/2020 11:00 AM 10/06/2020 12:00 PM America/New_York The Three Pillars of Sales Leadership The Three Pillars of Sales Leadership

The need for distributor supervisors and sales managers to transform into leaders has never been more important. Attendees will learn about the three pillars of sales leadership and how to build a system to effectively develop sales professionals instead of relying on favor-based relationship selling.

https://nbwa83annualconvention.onlineevent.com

The Three Pillars of Sales Leadership

Tuesday, October 6, 2020
11:00 AM - 12:00 PM ET
Add to Calendar 10/06/2020 11:00 AM 10/06/2020 12:00 PM America/New_York Technology Preparedness Planning and COVID-19 Lessons Technology Preparedness Planning and COVID-19 Lessons

It’s always important to possess tools that help you run an efficient business, but when a crisis hits, are you prepared? Although we may face situations that are well outside of human control, you can take control of the tools you use to ensure your business keeps moving forward, no matter the situation. In the wake of the COVID-19 crisis, distributors everywhere have been forced to alter business practices while facing unprecedented challenges. There has never been more of a need for business tools that allow you to adapt to change quickly, work from any location and take advantage of e-commerce.

https://nbwa83annualconvention.onlineevent.com

Technology Preparedness Planning and COVID-19 Lessons

Tuesday, October 6, 2020
11:00 AM - 12:00 PM ET
Add to Calendar 10/06/2020 11:00 AM 10/06/2020 12:00 PM America/New_York Technology Preparedness Planning and COVID-19 Lessons Technology Preparedness Planning and COVID-19 Lessons

It’s always important to possess tools that help you run an efficient business, but when a crisis hits, are you prepared? Although we may face situations that are well outside of human control, you can take control of the tools you use to ensure your business keeps moving forward, no matter the situation. In the wake of the COVID-19 crisis, distributors everywhere have been forced to alter business practices while facing unprecedented challenges. There has never been more of a need for business tools that allow you to adapt to change quickly, work from any location and take advantage of e-commerce.

https://nbwa83annualconvention.onlineevent.com

Technology Preparedness Planning and COVID-19 Lessons

Tuesday, October 6, 2020
11:00 AM - 12:00 PM ET
Add to Calendar 10/06/2020 11:00 AM 10/06/2020 12:00 PM America/New_York The “New Normal” of Beverage Distribution The “New Normal” of Beverage Distribution

Existing paradigms of beer and beverage distribution practices continue to be challenged. Some will flourish, and some will not. Adapting to the “new normal” business environment is an opportunity and catalyst for new, and some cases, long-overdue changes. For sure, we have learned the reliance on human effort alone is a potential “single point of failure”. Successful distributors must develop or redefine executable warehouse and delivery strategies to minimize risk, maintain or improve service and realize EBITDA — all at a lower cost. Scrutiny of product portfolios, shifting package demands, seasonality of labor and SKUs, definite changes in order complexity, and increased emphasis on technology to increase our “performance sustainability” are all combining as mandates for change. Storage, order fulfillment methods, advanced technology, delivery and information systems all need evaluation under new and future business demands. Approaches that historically were applicable may no longer be viable, but more importantly, the inverse may be true. PDC will demonstrate a methodical, unemotional approach required to determine the optimal combination of capital and ongoing operating costs. One common thread: change is here.

https://nbwa83annualconvention.onlineevent.com

The “New Normal” of Beverage Distribution

Tuesday, October 6, 2020
11:00 AM - 12:00 PM ET
Add to Calendar 10/06/2020 11:00 AM 10/06/2020 12:00 PM America/New_York The “New Normal” of Beverage Distribution The “New Normal” of Beverage Distribution

Existing paradigms of beer and beverage distribution practices continue to be challenged. Some will flourish, and some will not. Adapting to the “new normal” business environment is an opportunity and catalyst for new, and some cases, long-overdue changes. For sure, we have learned the reliance on human effort alone is a potential “single point of failure”. Successful distributors must develop or redefine executable warehouse and delivery strategies to minimize risk, maintain or improve service and realize EBITDA — all at a lower cost. Scrutiny of product portfolios, shifting package demands, seasonality of labor and SKUs, definite changes in order complexity, and increased emphasis on technology to increase our “performance sustainability” are all combining as mandates for change. Storage, order fulfillment methods, advanced technology, delivery and information systems all need evaluation under new and future business demands. Approaches that historically were applicable may no longer be viable, but more importantly, the inverse may be true. PDC will demonstrate a methodical, unemotional approach required to determine the optimal combination of capital and ongoing operating costs. One common thread: change is here.

https://nbwa83annualconvention.onlineevent.com

The “New Normal” of Beverage Distribution

Tuesday, October 6, 2020
11:00 AM - 12:00 PM ET
Add to Calendar 10/06/2020 11:00 AM 10/06/2020 12:00 PM America/New_York From COVID to Terminations, Hot Topics Facing Alcohol Distributors From COVID to Terminations, Hot Topics Facing Alcohol Distributors

2020 has brought unprecedented challenges to the entire country. The alcohol industry has not been immune to these changes. This panel will address some of the COVID-related changes to alcohol laws and the operations of beer distributors. From employment law issues to changes in the sales of alcohol, distributors are challenged to stay ahead of this rapidly evolving landscape. And with some recent activities by suppliers seeking to terminate distributors without cause, 2020 has provided distributors many issues to prepare for.

https://nbwa83annualconvention.onlineevent.com

From COVID to Terminations, Hot Topics Facing Alcohol Distributors

Tuesday, October 6, 2020
11:00 AM - 12:00 PM ET
Add to Calendar 10/06/2020 11:00 AM 10/06/2020 12:00 PM America/New_York From COVID to Terminations, Hot Topics Facing Alcohol Distributors From COVID to Terminations, Hot Topics Facing Alcohol Distributors

2020 has brought unprecedented challenges to the entire country. The alcohol industry has not been immune to these changes. This panel will address some of the COVID-related changes to alcohol laws and the operations of beer distributors. From employment law issues to changes in the sales of alcohol, distributors are challenged to stay ahead of this rapidly evolving landscape. And with some recent activities by suppliers seeking to terminate distributors without cause, 2020 has provided distributors many issues to prepare for.

https://nbwa83annualconvention.onlineevent.com

From COVID to Terminations, Hot Topics Facing Alcohol Distributors

Tuesday, October 6, 2020
11:00 AM - 12:00 PM ET
Add to Calendar 10/06/2020 11:00 AM 10/06/2020 12:00 PM America/New_York Building and Expanding Your Online Ordering Capability Building and Expanding Your Online Ordering Capability

E-Commerce growth has accelerated during the COVID-19 pandemic, including investments by distributors into online ordering platforms. Whether working with their route accounting provider, brewer partner or engaging a third-party solution provider, distributors need a strategy that will address this new opportunity. The challenges are less about technology and more about culture and strategy as relationships with retailers and employees evolve in ways not seen since the shift from driver-sell to pre-sell. This panel will focus on the value of adding online ordering capabilities, ways to prepare your teams for the transition and will offer first-hand accounts from distributors that have begun implementing these solutions.

https://nbwa83annualconvention.onlineevent.com

Building and Expanding Your Online Ordering Capability

Tuesday, October 6, 2020
11:00 AM - 12:00 PM ET
Add to Calendar 10/06/2020 11:00 AM 10/06/2020 12:00 PM America/New_York Building and Expanding Your Online Ordering Capability Building and Expanding Your Online Ordering Capability

E-Commerce growth has accelerated during the COVID-19 pandemic, including investments by distributors into online ordering platforms. Whether working with their route accounting provider, brewer partner or engaging a third-party solution provider, distributors need a strategy that will address this new opportunity. The challenges are less about technology and more about culture and strategy as relationships with retailers and employees evolve in ways not seen since the shift from driver-sell to pre-sell. This panel will focus on the value of adding online ordering capabilities, ways to prepare your teams for the transition and will offer first-hand accounts from distributors that have begun implementing these solutions.

https://nbwa83annualconvention.onlineevent.com

Building and Expanding Your Online Ordering Capability

Tuesday, October 6, 2020
11:00 AM - 12:00 PM ET