2009 Wharton Dinner

Attendees enjoy an evening out for dinner in downtown Philadelphia at Estia Restaurant.

Participants at Wharton 2009

Wharton participants listen intently during one of the sessions.

Wharton Breakout Session

Distributors (L to R) Jonathan Resnick, Resnick Distributors - Bill Marshall, A.W. Marshall Co. - Kenneth Updike, Core-Mark International, Inc., during a breakout session at Wharton.

Wharton Instructor Kathy Pearson

Wharton instructor Kathy Pearson explores scenarios with AWMA member participants.

AWMA Members in Class at Wharton 2009

AWMA Members in Class at Wharton 2009

37 distributors, nine manufacturers, and three AWMA staff returned from The Wharton School at the University of Pennsylvania with new ideas on how to handle many industry issues.  Instructor Sandy Jap advised, “If you are in the middle, don’t give your services away.  Think before you bear the costs yourself.”  Kathy Pearson summarized the top forces that will determine the future of convenience store distribution in 2014.  Adam Fein warned that “Distributors must pick a viable strategy or be prepared to exit.”  Wharton’s Peter Fader discussed the four P’s of segmenting the market: product, promotion, place, and pricing.  Marshall Fisher told the class that assortment offered has a huge impact on sales.  And lastly, John Austin summed up by discussing ways that distributors can move from strategy to execution…to take what they learned and apply it.  Class participants left the Wharton/AWMA Executive Strategies & Profitability Program with new ideas and techniques for changing the way they do business.

Rob Sincavich, President of Sledd Company, Wheeling, WV summed up his experience:

“While we cannot predict the future, we have learned valuable methods and been given the tools to hedge success against what the future brings.  That is critical in our industry where we are facing changes that are significant. Making the changes in our business now to better insure our future success is what I will take home.  Understanding how to make those changes was a brilliant conclusion to our session.”

And, sincere thanks to the program sponsors for investing in AWMA distributor education:

Gold Sponsor – Title Sponsor
Altria Sales & Distribution

Silver Sponsors
Altadis U.S.A.
Commonwealth Brands, Inc.
Conwood Company, LLC

Bronze Sponsor
The Hershey Company (unable to attend due to a conflict)