Albertsons - Texas
(Dallas, Ft.Worth, Austin, San Antonio,West Texas, College Station )
Customer Profile
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 Locations
A Stores - 28
DWF: 59
B Stores - 50
Austin: 14
C 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%
World Market
(Dallas, Fort Worth, Austin, San Antonio, Houston)
Customer Profile
Updated as of:
September 2005
Chain Headquarter Address:
200 4th Street
Oakland, California 94607
Telephone: 510-893-7300
Fax: 510-893-3681
Number of Stores from this Division:
25 Locations
Stores 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%.
Sam’s Clubs - Texas
Customer Profile
Updated as of:
September 2005
Customer Merchandising Vehicles: (How the chain goes to market)
Regional Chain Headquarter Address:
608 S.W. 8th Street
Bentonville, Arkansas 72716
Phone: 479-277-7542
Publications: Monthly National Catalog
Number of Stores from this Division:
56 Locations
A Stores - 12
Houston: 21
B Stores - 10
Dallas: 13
C Stores - 25
San Antonio: 5
D Stores - 9
Austin: 5
Amarillo: 1
Abilene: 1
Odessa: 2
Corpus Christi: 4
El Paso: 3
Waco: 1
Premium/Super Premium selections in wood boxes
Radio: Seasonal radio ads in all markets
Displays: Pallets
Pallet Programs: National & Regional buys
Average SKU’s per location: 115-260
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”.
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
General Information:
•Future Growth plans very aggressive in Texas
Costco
(Austin, Dallas, El Paso, Houston, San Antonio)
Customer Profile
Updated as of:
September 2005
Chain Headquarter Address:
Texas
National
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 Abroad
Wal Mart
Customer Profile
Updated as of:
September 2005
Chain Headquarter Address:
702 S.W. 8th 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%
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
Customer Merchandising Vehicles
Heavy ethnic customer base.
Displays during holiday promotions in all stores
Customer Management Events
Local Charity Golf Tournament:s
Number of Stores from this Division:
7 locations
Pricing Philosophy
Discount food retailer.
Low everyday retails with aggressive promotion pricing
15% – 20% Margin on promotion
Key Personnel:
Buyer: Alex Von Sehrwold
Pricing Coordinator: Virginia Helmer
Margin on Wine:
Margin on Beer:
Margin on Non-Alc:
Glazer Sales Contacts:
Kristy Vydrzal - Chain Account Manager
Chain has revamped image to capture the Value conscious shopper.
Glazer Category Management Contact:
Kristy Vydrzal – Trade Development Manager
20% - 27% on average
10% - 25%
25% - 30%
Kroger - Texas
(Houston, Dallas, Fort Worth)
Customer Profile
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 Locations Enhanced Stores - 87
Houston: 111 A Stores - 32
DFW: 59
B 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%
Safeway - Texas
(Dallas, Fort Worth, Houston, Austin)
Customer Merchandising Vehicles:(How the chain goes to market)
Customer Profile
Newspaper Ads: All ads are written on a National Basis. Localized ads are added throughout the
Updated as of:
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.
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 Malt
Cluster 1-2 - 21
Dallas: 41 – 4 Malt
Cluster 1-3 - 11
Austin: 15
Cluster 1-4 - 10
Cluster 1-5 - 1
Cluster 2 – 5
Cluster 3 - 11
Cluster 4 – 5
Cluster 5 - 6
Cluster C – 8
Misc 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:
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)
H.E.B. Texas Division
(San Antonio, Austin, Houston, West Texas,Waco)
Customer Profile
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 only
Platinum Stores -42
Houston: 66 - 4 Beer only
Gold Stores - 71
Austin: 44
Red Stores - 50
Corpus Christi: 28 – 1 Beer only
Green Stores - 22
McAllen: 27 – 1 C-Store
Blue Stores - 59
San Antonio: 68 – 1 C-Store
Beer Only Stores -6
Waco: 7
C-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%
Central Markets
(Houston, San Antonio, Austin, Plano,
Fort Worth, Dallas, )
Customer Profile
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:
7
Stores 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%
Fiesta Marts
(Houston, Dallas, Fort Worth, Austin, Waco)
Customer Profile
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 Locations
A Stores – 12 17 Liquor Stores
Houston: 50
B Stores – 14 in Houston
DFW: 8
C Stores - 16
Austin: 1
D Stores - 12
Midland: 1
N/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:
Margin on Beer:
Margin on Non-Alc:
19-21% on average
19-27%
25-30%
Brookshires Grocery Company - Texas
(Dallas, Fort Worth, East Texas)
Customer Profile
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 Locations
Stores 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%
Super Target - Texas
(Dallas, Fort Worth, Houston, San Antonio)
Customer Profile
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 Locations
Stores 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:
Margin on Beer:
On and Off Deal – 27-30%
On and Off Deal – 15-25%
Minyards - Texas
(Dallas, Fort Worth)
Customer Profile
Updated as of:
September 2005
Chain Headquarter Address:
777 Freeport Parkway
Coppell, TX 75019
Phone: 972-393-8298
Customer Merchandising Vehicles
Weekly Newspaper Ads
Display Racks, Side Stacks and End Caps
Demos product tasting (dry)
Instant Rebate coupon (IRC)
Pricing Philosophy
Number of Stores from this division:
30 Locations
Stores Not Clustered
Dallas: 30
Minyards
Margin on Wine:
Margin on Beer:
Key Personnel:
Chief Operating Officer: Sonny Williams
Wine and Beer Buyer: Joe Boyd
Set Coordinator: Joe Boyd
Carnival & Sack n Save
Margin on Wine: Off Deal – 20%
Margin on Beer: Off Deal – 16%
Glazer Sales Contacts:
Mike Young - North TX Chain Manager
Drew DeMoss – Chain Account Manager
Glazer Category Management Contact:
Janie Gould - Trade Development Management
Off Deal – 25% - 27%
Off Deal – 18% - 21%
On Deal – 25% - 27%
On Deal – 16% - 20%
On Deal – 20%
On Deal – 16%
United Supermarkets Texas
(Amarillo, Wichita Falls, Abilene )
Customer Profile
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: 3
United 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%