Associated Food Dealers BULK RATE 18470 W. 10 Mile Rd. U.S. Postage Southfield, Ml 48075 PAID Permit No. 36 Address Correction Requested Detroit, Ml

VOL 9. NO. 11 An official publication of the Associated Food Dealers of Michigan and its affiliate, Package Liquor Dealers Association Working hard for our members.

TV tale of “Tony Michigan’s Beverage Industry: Coupons," a message from Chairman Bill What we’re drinking for the holidays Viviano 'p age 3 by Michele MacWilliams With the holiday season fast approaching, liquor sales will skyrocket. Consumption of spirits nearly double in Electronic Benefits December, over the lows of January, February and August (see related graph). So what’s hot for the holidays? Transfer available for According to the Michigan Liquor Control Commission, we prefer vodka, which took three of the top five spots on WIC * page 5 Michigan’s top selling spirits list: GAP Market, a familiar 1. Popov vodka name in Royal Oak for 50 2. Bacardi Light dry rum years * page 6 3. Absolut vodka 4. Smirnoff vodka 5. Seagram's Extra Dry gin Nationwide, the top call brands of 1998 are: State gets 1. Absolut 2. Bacardi federal money 3. Dewars 4. Jack Daniels for fight 5. Tanqueray 6. Stoli against 7. Ketel One 8. Captain Morgan tobacco sales 9. Smirnoff 10. Jose Cuervo to m inors The Beverage Journal, a trade magazine for the beverage industry, asked readers to name the best Michigan received a performing new brands in their local marketplaces. $650,000 contract from the While some of the brands they nominated have been U. S. Food and Drug around for a while, they have been rejuvenated and Administration to conduct retailers consider them “hot,” at least for this year. 6,482 unannounced tobacco The up-and-coming stars of the spirits world are: buys at retail stores. This is to help enforce the Belvedere, Stoli Flavors, Grey Goose, Alize and law that went into effect in Tequila Rose. February 1997 making it Among wines, the consumer is speaking very illegal to sell tobacco directly with purchases of a specific brand from products to minors and among a world of selections. While by-the-glass requiring store clerks to wine servers account for a large number of the photo identification of Beverage Journal’s survey responses, by-the-bottle anyone who appears younger merchants generally agreed with their choices for than 27. Retailers will 1998’s potentials: Forest Glen, Turning Leaf and receive information packets Concha y Toro were the top three wineries. from the state prior to Kristen Tuinstra, assistant editor of the Michigan beginning the federally Beverage Journal, says a hot item for the holidays funded compliance checks in will be the new Pucker line by Jim Beam. The tart­ and November. tasting liquors come in Sour Apple, Cheri-Beri and Retailers found in Grape and Tuinstra believes they’ll liven up beverage violation will get a warning sales. Also hot will be the ever-popular Jack Daniels for their first offense, a $250 Single Barrel, packaged for the holidays. fine for their second offense; a $1,500 fine for the third Beer manufacturers are also planning to take a piece of the holiday beverage sales pie with special a $5,000 fine for the and a $10,000 or the packaging and holiday promotions. fifth offense The state will With strong sales predicted, it looks like it will violators by mail. indeed be a Merry Christmas for beverage retailers! Visit our Web site at: http://w ww.cstorecentral.com/afd.htm 2.....AFD FOOD & BEVERAGE REPORT, NOVEMBER 1998 OFFICERS Bill Vivtano, Chairman House of Prime Fred Dally, Vice Chairman Future Planning Medicine Chest Sam Dallo, Vice Chairman The tale of “Tony Coupons Legislation In 'N' Out Foods. Region 4 Terry Farida, Vice Chairman and other criminals Value Center Markets Gary Davis, Treasurer Tom Davis & Sons Dairy Co. Ronnie Jamil, Secretary These convicted Philadelphia area yearly in coupon fraud, the Mug & Jug Liquor Store supermarketers might have been manufacturing and law enforcement EMERITUS DIRECTORS quietly scamming along to this day if empires are striking back. Mark Karmo the long arm of coincidence hadn't Bud Miller, operations manager for Royal Food Center intruded into their schemes. the Coupon Information Center, said Nabby Yono Sarmousakis was part of the the crown jewel of coupon fraud XTRA Foods. Orchard Food Center Frank Arcori coincidental discovery. scams he knows of was in South V. O. S. Buying Group He was an IRS agent then, with the Florida and netted as much as $44 Amir Al-Naimi million over 12 years. Larry Joy-Thrifty Scot Criminal Investigation Division. Sam Yono There was a routine criminal tax Krasnick, the organizer known as the Palace Plaza investigation of an individual who “Coupon King,” did a year for owned a supermarket. While racketeering, organized fraud and RETAIL DIRECTORS by B ill Viviano conducting the audit, the IRS agent grand theft in the late '80s. Jim Garmo AFD Chairman Galaxy Foods. Region 2 Krasnick and his gang wouldn't The tale of ‘Tony Coupons” was noticed people walking into the store Richard George with brown shopping bags and have been caught except they got Wine Barrel Plus reported recently in the Youngstown coming out empty-handed. Was it a greedy and expanded too fast, says Raad Kathawa Area Grocers Association Newsletter. Ryan's Foods. Region 1 Miller. Almost 200 people were However, its relevance is nation-wide drug drop? A money laundering Alaa Naimi scheme? The owner was confronted convicted of fraud, which made it the Thrifty Scot Supermarket and Tony's fate should be told to all Alan Stotsky grocers, across the country. and talked about a coupon scam. The largest criminal case ever handled by Concord Drugs. Region 6 It seems that there is a grocer in store owner died prematurely, but not the Florida state courts. Thomas Welch before he had identified others. So who gets hurt by these Hollywood Super Markets Fishtown, a section of Philadelphia, Two separate investigations in the Brian Yaldoo who is still called ‘Tony Coupons.” fraudulent acts? The bottom line is Woodward Long Lake Shell Philly area discovered coupon fraud that we all arc hurt because the losses Jerry Yono Although he was nailed in a coupon Cheers Party Store scam way back in the early '80s. his schemes that netted between $1 find their way to prices on our Chris Zebari nickname has stuck. Tony spent almost million and $12 million each. Other shelves. New Hudson Food Market two years on work release; he would cases were between several hundred When asked if he thinks coupon SUPPLIER DIRECTORS work in the store during the day and thousand dollars and $1 million. fraud will continue, Sarmousakis says Al Chittaro spend his nights in jail. Sarmousakis says that the typical case he doesn't think it will ever be totally Faygo Corp. The one man who may know more is usually in the $1.5 million to $2 eliminated. However newer laws that William B Jones million range. impose stricter fines and longer jail Anheuser-Busch. Inc about Philadelphia coupon fraud than Asked how long coupon scams Ron Paradoski anyone is Assistant United States sentences help. Another deterrent is Strohs/Mooney Ice Cream Attorney Paul Sarmousakis. Close to have been going down. Sarmousakis the IRS. When the Justice Department Mike Rosch answers with a question of his own: is finished handing out its sentence, the General Wine & Liquor Co. 70 individuals have been convicted for Cal Stein coupon fraud in Philadelphia, most of “How long have there been IRS is waiting in the wings. Sales Mark. Region 5 coupons?” them coupon brokers and their Sarmousakis says it is a rare instance Barbara Weiss-Street It is a very simplistic scheme. where there is coupon fraud without The Paddington Corporation henchmen. All the operators convicted Nothing simpler - retailers get in Philadelphia have been lax evasion. There are back taxes, AFD STAFF & CONSULTANTS independents, according to coupons in their hands, send them interest and huge penalties to deal Sarmousakis. They were mainly single away and money comes back. The with. Is it worth the risk? If you asked Joseph D. Sarafa store operators, and as one retired retail complexity is in hiding the scheme. Tony Coupons - who has had to live President and Publisher And hiding the scheme is getting Judy Shaba executive once said of the temptation of more than a decade with that nickname Services coupon fraud: “It’s like putting $50 in harder and harder because with over - he would probably say “If you can’t Daniel Reeves $1 billion lost by manufacturers do the time, don’t do the crime ” Deputy Director every Sunday paper.” Cheryl Twigg Office Manager Elizabeth Arbus Executive Assistant Sylvia Youhana Membership Representative Danielle MacDonald Trade Show Sabah Brikho Membership Sales Harley Davis Coupons Ruel Williams Community Relations Ray Amyot Advertising Tom Amyot Special Events and Advertising Karoub Associates Legislative Consultant Gadaleto & Ramsby Health Care James Bellanca Jr. Bellanca. Beattie & DeLisle Legal Counsel Jerry Urchek CPA Minding the store Michele MacWilliams Metro Media Associates. Inc. Public Relations. AFD Food & Beverage Report Editor By Matt Chisholm

AFD FOOD & BEVERAGE REPORT, NOVEMBER 1998 3 Calendar November 5-6 Category Management - The Basics A Win for Workplace Safety Philadelphia, PA (202) 452-8444 Small businesses benefit from new OSHA laws November 8-11 Retail Store Development Conference underfunded and ignored programs in of U.S. businesses to provide a safe Sponsored by FMI and FDI OSHA’s history. Sometimes workplace. Not only does a San Antonio, TX employers have to wait more than a workplace accident or negligence (703) 532-9400 year for requested assistance, maybe harm an employee, but it can greatly even two, which denies employees harm a company’s reputation. This is November 24 vital safety and health protections in especially true in the food industry AFD Turkey Drive the meantime. where brand names and company Metro Detroit The new OSHA Compliance names are placed on trucks, buildings (248) 557-9600 Assistance Act makes that small. and packaged retail products-all of February 12 which are in the public eye. AFD 83rd Annual Trade Dinner On behalf of industry and small Penna’s, Sterling Heights Passage of this business, I applaud the efforts of Rep. (248) 557-9600 legislation is a great Cass Ballenger (R-NC), who February 19-21 championed these bills through MARKETECHN1CS by John R. Block first step to reforming Congress and ultimately to the Sponsored by FMI While U.S. industry has a long the outdated OSH President. It’s reassuring to know the New Orleans, LA history of placing worker safety at the OSH Act is not impenetrable and that (202) 452-8444 top of the priority list, recent actions Act, which has not positive change can occur-change April 27 & 28 by Congress and the President that that will benefit our industry, 15th Annual AFD Trade Show elevate the importance of workplace been altered since employees and consumers. Burton Manor, Livonia safety in this country brings cheers But let’s not stop here. More ______1970!______(248) 557-9600 from the manufacturing and changes are needed to ensure that we distributing communities. Small informational program a central part provide American workers with the May 2-5 companies, in particular, will reap the of the agency’s mission and safest work environment possible. In FMI Supermarket Convention A most rewards from two new laws that operations. Not only does this law fact, more legislation to reform Educational Exposition encourage increased support from the help small businesses provide the safe OSHA is on the table in Congress that Chicago, Illinois Occupational Safety and Health work environments they desire, but it may prove to be as beneficial as the (202) 452-8444 Administration (OSHA)-the gives them a chance to correct recently passed laws. government agency responsible for violations without penalty and receive The U.S. food industry values its workplace safety in U.S. businesses- an exemption from OSHA inspections employees tremendously. Without Statement of Ownership to ensure safe work environments. for one year. dedicated workers, we would be out The AFD Food & Beverage Report On July 16 President Clinton For years, the food industry in of business. Buzzwords in our (USPS 082-970; ISSN 0894-3567) is particular has demonstrated an intense industry right now are partnering, published monthly by the Associated signed into law two bills pertaining to Food Dealers of Michigan at 18470 OSHA. One, the OSHA Compliance concern for workplace safety, sharing information, and working W 10 Mile. Southfield. Ml 48075. Assistance Act, requires OSHA to policing itself in light of understated together to solve common dilemmas. Material contained within The AFD support from OSHA. The terrific Let’s apply some of this philosophy Food & Beverage Report may not be establish and support programs that reproduced without written permission provide voluntary safety audits for thing about the new law is that it to the relationship between OSHA from the AFD. small businesses without fear of further encourages businesses to and business. After all, both parties remain proactive in their quest for an have the same goal in mind-to The opinions expressed in this maga­ penalty if violations are corrected. zine are not necessarily those of the The other, Prohibiting OSHA ideal work environment, rather than provide the best work environment AFD. its Board of Directors, staff or Enforcement Quotas, bans the use of reinforcing their fears of penalties or possible for American workers. members. Bylined articles reflect the opinions of the writer. inspections, citations or penalties as repercussions. It actually encourages Just food for thought.... quotas or performance measures for them to seek assistance, rather than John R. Block is a former U.S. POSTMASTER: Send address OSHA inspectors. hide from a slap on the hand. Secretary o f Agriculture and is changes to AFD Food & Beverage currently president o f Food Report, 18470 W. 10 Mite, Southfield. Passage of this legislation is a great Enforcement quotas M l 48075. first step to reforming the outdated That leads to the issue concerning Distributors International. His radio Occupational Safety and Health Act quotas for OSHA inspectors. While show, “John Block Reports" is heard ADVERTISERS: For information on on some 200 stations across the advertising rates and data, caLL AFD, (OSH Act), which has not been the OSH Act doesn’t mention quotas Ray Amyot. 18470 W. 10 Mite. South- altered since 1970! or performance measures for nation. field, Ml 48075, (248) 557-9600 or inspectors, OSHA’s past effectiveness (517) 386-9666 has been measured by the number of So how do these laws AFD MEMBERS: AFD works closely with the following inspections completed, serious associations: help small businesses citations issued, dollar penalties collected and serious violations We want to hear and workers? issued, as well as the number of criminal cases referred to the from you! OSHA Compliance Assistance Department of Justice for prosecution. The AFD Food & Beverage Report First, let’s take a look at the This type of system reminds me of will print new product releases as compliance assistance issue. The a police officer who must fork out space permits. The service is free to OSHA programs in place for the last 100 tickets a month, or else. It AFD members. Each month we also 28 years funded a small state grant somehow diminishes the idea of write feature stories about our program under which agencies OSHA and businesses working as members’ businesses. If you would provided assistance, education and partners to achieve a common goal, like to see your name on the pages of training on workplace safety issues. and instead puts the focus on catching the AFD Food & Beverage Report, While this program has been very the perpetrators. call Tom or Ray Amyot at popular, it remains ope of the most The fact is, it’s in the best interest (248) 557-9600.

4..... AFD FOOD & BEVERAGE REPORT, NOVEMBER 1998 Electronic Benefits Transfer coming for WIC

program by the federal welfare reform legitimate retailers tend to increase act of 1996. It is currently being used when EBT is implemented. We with that equipment. in more than 30 states and has shown believe this is because state and Card Technologies demonstrable benefits. federal investigators can better The State of Michigan will use two Retailer benefits identify fraudulent activity through card technologies in EBT. Magnetic When public assistance customers the electronic process. stripe cards will be used for food use an EBT debit card instead of food Point-of-sale equipment stamps and customer cash services. stamp coupons, retailers benefit. Retailers with their own point- They look and work exactly like the First, they won’t have to deal with of-sale equipment can generally ATM cards many people obtain from food stamp coupons-the transaction choose to use that equipment for their financial institution. Michigan expects to obtain permission from the by Marva Livingston Hammons, will be similar to a credit card EBT. They will probably require Director purchase. Retailers will save time by software upgrades, but a second federal government to proceed with Michigan Family Independence Agency eliminating the need to count and piece of equipment at the retailer EBT this autumn. If this timetable is By next summer, retailers serving bundle food stamps, and by no longer checkout can be avoided. maintained, the Family Independence certain public assistance customers needing to complete redemption Those retailers who choose not Agency will begin implementation in will save time and expense in the certificates. This can reduce the cost to use their own equipment and Jackson County in the spring or check-out lane because of a new of serving these customers. those retailers currently without a summer months of 1999. program called electronic benefits Retailers will no longer carry business case for installing point- This pilot will operate for about transfer, or EBT. negotiable food stamps to their of-sale equipment, can obtain these two months before beginning the EBT is a project introducing the financial institution at the end of each devices free of charge from the process of expanding electronic cash use of debit cards to obtain benefits business day. The EBT settlement state. and food stamp services to the rest of from food stamps and various cash function will electronically deposit If you choose to use your own the state. WIC services will continue programs, and a pilot for WIC, the their funds into their financial equipment and currently pay a third to pilot until the end of the year 2000, health program which provides account. party processor to route your at which time the state will determine nutrition for women, infants and Also eliminated are risk factors transactions, maintain your whether or not to expand this process children associated with accepting bad checks equipment, and/or provide further. Later phases are expected to and the possibility of losing or accounting services, you will also If you have further questions increase the number of benefits used accidentally destroying food stamp incur charges for EBT transactions. about electronic benefits transfer, via debit cards and may include coupons. If you accept free state equipment, please route your inquiries to the certain federal cash programs. An unexpected benefit reported by you will not be able to accept Family Independence Agency through EBT is required for the food stamp other states is this: food sales for commercial credit or debit cards Dan Reeves at AFD (248) 557-9600.

Regardless of the nature of your business.

Liquor law hassles can be a sobering experience.

When it comes to liquor law regulation, Michigan is The law firm of Abbott, Nicholson, Quilter, Esshaki & one of the toughest states in the country Bars and Youngblood PC. in Detroit is proud to announce that restaurants represent only a small fraction of the Thomas J. Giachino — a recognized Michigan liquor law businesses affected. Airlines, retail department expert — has joined the firm. A former Michigan assistant stores, hotels, non-profit organizations, political attorney general, Giachino represented the Michigan committees and a broad spectrum of other entities Liquor Control Commission for 23 years. He is qualified can be shut down for non-compliance to help companies in metro Detroit deal with Michigan’s regulatory and administrative liquor law hurdles.

AFD FOOD & BEVERAGE REPORT, NOVEMBER 1998.....5 G&P Market-e very thing will be new but the name

by Ginny Bennett

McDonald’s Restaurant. “I love unique souvenirs. Customers were this,” says the proud father. We all pretty excited to see that revered spend as much free time as jersey during the hockey fever that possible with our families. Except swept Detroit. "It made quite a for Lami, the brothers each have special conversation piece,” says three children. Hani. Hani and Bob split the day into Whenever there is a big event in two shifts and alternate early and Metro Detroit the excitement late shifts with their brothers. Bob frequently spills over into Royal jokingly says they work eight days Oak. Local business success in a week but they manage to find Royal Oak is legendary and time to be with their families and everyone seems to benefit from it. even take a little time for fun. Bob Enthusiasm for the Red Wings also volunteers at his church and Hani (I) and Bob Samona own G&P Market along with their brothers was a big sales stimulus but Lami and Karim (not shown). enjoys an occasional Red Wings or nothing has surpassed the business Lions game. Attending wine generated by the 5th Annual The adage “nothing ever stays on their property at 1810 Main tastings is another diversion for Woodward Dream Cruise. Bob the same” is certainly appropriate Street. G & P will be the anchor Bob and his heightened awareness and Hani agree that it was for G& P Market. The small with two smaller stores available of fine wines led Hani to put him phenomenal. The one-day event Royal Oak convenience store has for lease. When the new G & P is in charge of expanding the wine has turned into four really good changed many times over its fifty in place, the original will be tom department. year past-everything has changed down and the space it occupies “Before we but the name of the store. Owner will be the parking lot. were the Hani Samona has met Pearl, the In 1978 Hani and his brothers owners store’s original owner, the “P” of and sisters came to the US with here,” says G&P, because she still lives their mother, Gurgia. The oldest Hani, “G nearby in Royal Oak. She told him children worked as meat cutters & P had a how she and George (the “G”) and meat wrappers to support the good wine opened the store as a butcher shop family. Eventually Hani and his business fifty years ago. The store changed brothers saved enough to become and that hands numerous times until it owners of their store. For Hani had fallen and Bob owning their own store is finally became a convenience by the everything they ever wanted. store. In addition to the butcher wayside. Being their own boss lets them shop, Hani says that one tiny part We are of the building was the original choose their own hours. For Bob, building a Bob with a bottle o f Veuve Clicquot, his personal favorite. this means Saturday morning office of the Royal Oak Tribune. good The emphasis today is on beer, breakfast with his three children at reputation, again, for our wine business days. "Whenever and wine and liquor sales selection.” whatever I can do to support although G & P sells Along with the expanded wine events like that, I’ll do it. It was groceries and offers many section, G & P is known for its like Christmas for us,” says Bob. services, like Lottery, variety of beers and liquors. Now that the permits have been money orders, money Whether you seek an ingredient secured, the building will begin in grams, video rentals, copy for an unusual cocktail or a mix for the Spring. G & P is fairly and fax. the newest drink craze, chances are surrounded by the major players. Hani bought the store in pretty good you will find it at G & All the big new drugstores, a giant October of 1985 with his P. They also will have any video store and some pretty well- brother-in-law. Then four bartending accouterment necessary known grocery stores are well years ago Hani bought out to serve it, spice it and stir it. A ensconced nearby. Hani isn’t the partnership. Now he humidor full of cigars intimidated by the competition. owns it with his three complements the ample selection He is respectful of his customers brothers. of single-malt Scotch, port and and knows that he can offer Now a major change is cognac. And all that personalized, friendly, fast-in and underway for G & P Market. notwithstanding, they also do a fast-out service. From that respect Hani Samona and his co­ great business selling keg beer. comes the loyalty that has kept owner brothers Bob, Lami, During the hockey playoffs they customers coming to G & P for and Karim, will build a new displayed a specially framed Red fifty years. 7,000-square-foot building Wings jersey and some other

6.....AFD FOOD & BEVERAGE REPORT, SEPTEMBER 1998 The Midwest Wholesale Foods Trade Show Thursday, September 17 at Burton Manor in Livonia New Members Please join AFD in welcoming these new members! Breadsmith of Okemos CJ's Party Store Clintonville Market/ Country Lake Mkt. you either have ! t or you don’t Coach Liquor Cole's Party Store D & B Market Danny Zeb’s Party Store Delly’s Party Store This Year Adds To Your Dudley Party Store Family Market Holiday Cheer With A Special Price On the 750ml! Food for Living Frank's IGA Food Center Full Basket Food G A S H. Enterprises DBA Sims No. 1 Hines Haus Party Store LIMITED TIME!! Holiday Market OFF PREMISE House of Vino Party Shoppe Howard Market Hull’s Party Store $21.23 Shelf Price JNB Market, Inc. $24.95 Liquor Locker Little Brown Jug Party Shoppe $4.03 M & K Market Chivas Regal Off-Premise Mayflower Party Shoppe Code Size Cost Shelf Meelan Inc. 1646-7 750ml $21.23 $24.95 DBA Meelan Liquor Meiov Inc. DBA Star Market ON PREMISE New Gratiot Food Center Old Redford Food Center $20.82 Orams Party Store Parkcrest Party Store 13 PER OZ Quick 'N' E-Z Red Caboose Wine Shoppe Sam's Store Star Party Store Stasik Market Super Star Market Three Sisters Market Trentwood Farm Market Village Market Happy Holidays Village Pantry from Seagram Americas

TO ORDER CALL: 1-888-NWS-MICH OR 1-888-MICH-NWS

AFD FOOD & BEVERAGE REPORT. NOVEMBER 1998...... 7 In stock means in business

In an industry based on encourage customer loyalty, NACS, for other retail channels found an 8.2 store loses 3 to 6 percent of sales due convenience, there's nothing Anheuser-Busch Inc., and the Coca- percent out-of-stock level in to out-of-stocks, equating to an convenient about out-of-stocks-those Cola Company co-sponsored the 1998 supermarkets and a 6 to 12 percent annual industry loss of $1.5 to 3 products absent from store shelves at Convenience Store News study. In rate for mass merchandisers. billion. the consumer’s point of purchase. Slock Means In Business. • More than 20 percent of audited • Ten percent of customers said For retailers, out-of-stocks translate The study’s results signal an area items were out-of-stock for at least they’ve stopped going to a into lost sales and decreased customer in which performance is squandering one day each week. convenience store that was out-of­ satisfaction. profits: • If faced with an out-of-stock on stock on a favorite item. On average, To identify those best practices that • Depending on category and their favorite item, 29 percent of shoppers quit a store after can help store operators reduce out- retailer, 9.2 percent of items are out- customers will leave the store without encountering an out-of-stock item of-stocks, capture lost sales and of-stock at any time. Similar research purchasing a substitute. The average during two to four visits. Store switchers are valuable customers; they visit stores an average of 5.6 times a week and spend about $5.12 per visit. KANSMACKER, INC. Obviously, in comparison to the supermarket and mass merchandiser Lansing, IVlichigan channels, the convenience store industry has ground to make up The If faced with an out- of-stock on their The Best in Reverse Vending favorite item, 29 percent of customers will leave the store is Made in the U.S.A! without purchasing a substitute.

good news is that the study also The SuperSeries. reverse identified best practices to address the vending machine by Kansmacker is out-of-stock issue: • Redefine out-of-stock - view field proven to be fast, reliable and out-of-stocks through consumers’ efficient. Now this revolutionary eyes. Consumers are unlikely to three-in-one machine can provide know or care if an operator has just ordered an out-of-stock item. you with a cost effective solution to • Communicate - develop a your returnable handling needs. consistent approach to two-way communication (between • Supporting Michigan grocers for headquarters and stores; between over 15 years. stores and wholesalers/distributors; and between senior management and • Process glass, plastic, and the front-line). Assess vendor aluminum all in one machine. performance to ensure delivery of the right products at the right time. • More space efficient than multi • Value and use scanning machine systems. information - move past order data to movement and inventory data for • New scanning and processing placing orders; minimize use of the technology is very fast. “MISC” key; and establish a back-up decision-making plan (who to call for • Fast transaction times and rush orders versus waiting for the less hassle for customers. next delivery). • Adopt these inside the store • Made in Lansing, Michigan. KAIMSMACKER practices - establish a consistent 2220 Raymond Drive • 3rd party pick-up compatible. routine for facing and stocking; leave the shelf space empty for out-of-stock Lansing, Michigan 48906 • Uses standard 120 volt wall outlets. items; use shelf tags across the entire store; use planograms at store level; use a single data source to generate the pricebook, order book and shelf planograms and tags; and provide For more information, call: 517-374-8807 ext. 100 or fax: 517-374-7595 standardized training for handling out-of-stocks. - NACS

8. AFD FOOD & BEVERAGE REPORT. NOVEMBER 1998 Season’s Greetings. It’s Always Been True. This Buds For You.You This Holiday Season Budweiser Reminds You To Know When To Say When:

AFD FOOD &. BEVERAGE REPORT. NOVEMBER 1998.....9 Has your business been “slammed?” “Slamming” is a term used to it in a plan to consolidate its local and distance telephone company changes reading the small print and by describe any practice that changes a long-distance telephone bills. After a business’ long-distance carrier entering you inadvertently give consumer's long distance carrier agreeing to the plan, the business then without the business’ consent, or permission to be switched. without the customer's knowledge or receives a bill from another long­ obtains a business’ agreement to Occasionally your phone can be consent. distance carrier with costs that most change long-distance carriers by honestly slammed - by mistake. Here's a probable telephone likely are much higher than what the misrepresenting the services and Carefully look over your phone bill slamming scenario. A business business paid with its previous benefits the business will receive from each month. If you do you will pick receives a call from a company service provider. You wonder-how the new carrier. Sometimes a phone up unauthorized service and can claiming affiliation with its present did this happen? Well, this practice company will call you simply to immediately question any changes long-distance telephone company. occurs more often than you might verify your name and address. Once you didn’t authorize. If your business The solicitor says he/she wants to imagine, and it is called “slamming.” this is verified, you get switched. Or, is slammed, you should: save the business money by enrolling Slamming happens when a long­ you enter a contest without carefully • Call the local telephone company and explain: 1. that your business did not request service from the new long-distance company, 2. that your business must be reconnected to your preferred long-distance company, and 3. that all switching charges must be removed from your telephone bill. • Call the long distance company that slammed your business and STOP inform the company that your business will only pay the charges that the preferred carrier would have imposed and ask that they pay all CASHIER THEFT! reconnection charges. • Call your preferred long-distance carrier and report that your business was switched without prior permission. Ask to be reconnected at no charge. Ask also to be put back on the plan you originally used. • File a complaint with the Federal Communications Commission by sending a letter or calling: Federal Communications Commission Common Carrier Bureau - Consumer Complaints Mai! Stop code 1600A2 2025 M Street, NW Washington, DC 20554 1-888-225-5322 It may also be possible to lock in your long-distance carrier service. This is called “blocking,” or in some areas it is called (Primary Inter­ exchange Carrier) PIC Freeze. In November, according to an Ameritech Small Business Services operator, information about PIC protection procedures and policies will be published. In some areas written If you lose as little as $10.00 per day, you can pay for an approval is necessary before the long distance carrier can be changed. entire system in a matter of months. Contact us for details. If your business wants to switch to another long-distance company, make Professional Security sure the new long-distance company Services uses one of these methods to verify the switch: • The long-distance company obtains your business’ written authorization on a “Letter of Agency in which your business indicates the 13400 WEST SEVEN MILE ROAD DETROIT, Ml 48235 request to switch long-distance companies; 1-800-551-VIEW • The long-distance company intern et: http://www.99panic.com em ail: [email protected] provides your business with a toll-free number to call to confirm the request to switch long-distance companies; See Slammed, page 11

10...... AFD FOOD & BEVERAGE REPORT, NOVEMBER 1998 Slammed continued From page 10 • The long-distance company has an independent third party verify your business' oral authorization to switch Arcadia Brewing Company brings a bit or • The long-distance company sends your business an information packet of Britain to Michigan within three business days of its request to switch your long-distance Arcadia Brewing Company was professionals within the beer and brewing community. In fact, Arcadia’s beers company that includes: established in 1996 in Battle Creek as have received three medals in the 1998 World Beer Championships; sponsored 1. The names of your business’ a microbrewery and restaurant. The by the Beverage Tasting Institute of Chicago. current and new long-distance 25-barrel Peter Austin Brewery was The brewery in downtown Battle Creek is complemented by a 120-seat companies, designed and fabricated in Great restaurant specializing in wood-fired oven cuisine such as gourmet pizza, oven- 2. A description of any terms, Britain, and specializes in the roasted sandwiches, and specialty salads. Patrons are able to view the brewery conditions, or charges incurred, production of worldclass British style and bottling operations through windows throughout the facility. Tours are 3. Your business’ name, address, ales, porters and stouts. Arcadia conducted every Saturday afternoon and by appointment by calling and telephone number and that of the Brewing Company brewed and sold (616) 963-9690. new long-distance company, over 1,855 barrels of beer (1 barrel = 4. A postage-paid postcard for your 31 gallons) in 1997 throughout the business to deny, cancel, or confirm state, and is on pace to reach 3,000 the sw itch. (The long-distance barrels in 1998. “Our focus is telephone company must wait 14 days Michigan, and we are continuously after mailing the information packet improving our distribution within before submitting an order to switch existing Michigan markets, as well as your business’ service.) controlled expansion into other areas,” says Arcadia president & CEO For more information on other Tim Suprise. “We currently have a telephone issues, contact the production capacity of 6,500 barrels Michigan Public Service commission per year, and our mission is to (MPSO at 1-800-292-9555. or continue a measured and deliberate http://ermisweb.cis.state.mi.us/mpsc. growth strategy within our home state The MPSC is an agency within the prior to expanding to other regional Department of Consumer and markets,” Suprise added. Industry Services. The distinctive taste of Arcadia Arcadia President and CEO Tim Suprise (I.) takes United Stales Senator, Carl Levin, o f Ales is beginning to gain recognition, Michigan, (center) along with other community leaders on a tour o f from consumers, retailers, and Arcadia ’s brewing facility in Battle Creek. Retailers: Carry Michigan's #1 Pre-Paid Phone Card!

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AFD FOOD & BEVERAGE REPORT. NOVEMBER 1998.....II Lansing lobbying firm Spartan looks opens Detroit office at warehouse/ Muchmore, Harrington, Smalley & included coordinating public and distribution Associates, Inc. (MHSA), recently private agencies in the planning, announced the opening of its facilitation and execution of major Southeast Michigan area office in development projects in downtown changes downtown Detroit. Detroit. Consistent with the company’s The firm, which represents nearly Mike Ranville, of Karoub long-term business strategy. Spartan 70 clients and has been a fixture in Associates and AFD lobbyist said, “I Stores, Inc. today announced it will Lansing for the past decade, has welcome him to the lobbying core. negotiate with an international opened an office on the tenth floor of When people of Mike Sarafa’s distribution and logistics company to the One Woodward Avenue building. integrity and ability join our industry, build, own and operate a new, full- "Because so many of our clients the real beneficiary is the entire service, multi-commodity facility. are from the Detroit area, we want to Mike Sarafa system." Spartan Stores President and Chief help them solve their problems with Government Relations Specialist. He is a graduate of Wayne State Executive Officer James B. Meyer city and county governmental "We are very excited to have Mike University School of Law, earned a said the company's board of directors agencies just as we have been able to on board. His background in the masters degree from the University of on Wednesday approved a plan to do for them at the state level. With Archer administration makes him Pennsylvania and a bachelors degree negotiate an agreement with Tibbett the tremendous revitalization taking very valuable to our clients. He from Michigan State University. & Britten Group (TBG) to open a place in the City of Detroit, we feel it knows his way around the City of MHSA is a multi-client lobbying proposed 400,000-square-foot facility is time to establish our presence in Detroit," Muchmore added. firm whose mission is to guide in northern Ohio by early 2000. Southeast Michigan to serve our In 1994, Sarafa, 32, of Detroit, businesses and organizations through When complete, the facility could present clients and work for new was appointed by Mayor Archer to the bureaucratic process of state, service all of Spartan's customers in clients who need assistance in serve as his liaison to the Detroit City county and local governments. Eastern Michigan and throughout the developing their projects," said Council. He managed legislative Dennis Muchmore founded the eastern portion of the U S. MHSA founding partner Dennis affairs for more than 30 city firm in 1988. It expanded in 1993 by The work currently done at Muchmore. departments and agencies. He was a merger with Pat Harrington, former Spartan's distribution facility located Michael G. Sarafa, Esq., former promoted in 1997 to Executive State Representative from Monroe in Plymouth, Michigan which Executive Assistant to Mayor Dennis Assistant for Economic County. In 1991, Jon Smalley, of employs approximately 300 people, Archer, will head the office, serving Development, a position he held until Okemos, joined the firm and he would be performed at the new as the firm's Southeastern Michigan joining MHSA. His responsibilities became a partner in 1996. distribution center.

B r e w in g C o m p a n y

Of British Style Ales Arcadia Brewing Company Endorsed by AFD 103 West Michigan Avenue • Battle Creek Ml 49017 To Learn M ore Call Phone (6l6) 963-9520 • Fax (6l6) 963-9617 1-800-809-0878

12.....AFD FOOD & BEVERAGE REPORT, NOVEMBER 1998 A blizzard of holiday commissions forecast.

Get ready! There's a blizzard of Michigan Lottery instant ticket commissions headed your way! Popular games like Season's Greetings, $1,000,000 Gift and jingle Bills make great gifts and give you big commissions. We re predicting the strongest instant ticket sales for the entire year, so stock up on Michigan Lottery instant tickets today! Display them and recommend them to customers. Then, get ready for a windfall!

AFD FOOD & BEVERAGE REPORT. NOVEMBER 1998.....13 Spartan purchases Ashcraft’s Markets

Spartan Stores, Inc. announced the headquartered in Harrison, Michigan. retain the Ashcraft’s Market's name, operated through Valuland, Inc., a company's return to retail The eight stores, in Clare, Midland, quality service and local flair of the wholly owned subsidiary of Spartan supermarket ownership with the Alma, Standish, Harrison, Gladwin, independent supermarket. Customers Stores, Inc. signing of an agreement to purchase Mt. Pleasant and Marion, Michigan, can expect to continue to receive the Spartan's return to retail ownership eight Ashcraft's Markets in Michigan range in size from 17,000 square feet customer service that they’ve come to is part of an overall company strategy for an undisclosed purchase price. to more than 45,000 square feet. know and expect when they shop at designed to grow the business in a This is Spartan's first return to "Ashcraft's has built a solid name an Ashcraft’s store." highly competitive marketplace. retail ownership since the sale of its and reputation for nearly 50 years,” The Ashcraft’s Markets acquisition Retail industry analysts support this last corporate-owned store in 1994. said Chuck Fosnaugh, Spartan Vice should be completed in 60 to 90 days. move, with industry studies showing Ashcraft's is a family chain President of Development. ”We will The stores will be owned and that wholesaler success in gaining market share is directly tied to aggressive acquisition of retail chains

Foodservice Solutions Now you have access conference tackles the to all the right people. labor issue In a continuing effort to find the most innovative solutions for the foodservice industry; the Electric Foodservice Council announces the 1998 Foodservice Solutions Conference. A Focus on Labor The conference will be November 15-17 1/2 OFF at the Walt Disney World Hilton in Orlando, Florida. The keynote access & airtime speaker will be Herman Cain. NRA for 6 months President and CEO; he will address the "Labor Challenge." Harold Lloyd will show attendees how to build the Plus, get a team you have always wanted and speakers from the Disney Institute will share the Disney approach to F R E E P H O N E people management Also, attendees All with a two-year can receive continuing education service agreement from credit for ADA. ASFSA and DMA. To register, call 1-888-FOODSVC AirTouch Cellular. (366-3782) or visit the web site: www.foodservicecouncil.org

With association rates from AirTouch, you really are well connected — especially now that the benefits of membership include getting reliable and convenient cellular service from AirTouch at a lower group rate. HomeStyle So take advantage of this special offer for Associated food Dealers AirTouch' members and their employees. After all, what good is meeting all the Foods renovates right people if you can’t stay in contact? It could change your lifer for expansion Mike Kadian, president and owner of HomeStyle Foods, in Hamtramck. recently unveiled plans for a ASSOCIATED FOOD DEALERS OF MICHIGAN $750,000 renovation to the company’s 18,000 square-foot For more information, call: building. Located at 5163 Edwin, the 43- 1-800-AIRTOUCH year-old business has been owned by Radian for 35 years. The additional Every time you use your phone in your home market, AirTouch Cellular makes a contribution to your Association at no additional charge to you. 6000 square feet to be added is to

New activations only Limited to certain pricing plans. Credits (or access and airtime appear on 2nd through 7th bills, regular charges (or pricing plan chosen will begin on 8th bill Plans accommodate Radian’s decision to include 3 months (ree AirTouch Extras (a package ottering unlimited weekend calling (rom Saturday a.m through Sunday p m and AirTouch Roadside Assistance) Credits (or AirTouch Extras appear on 2nd through 4th bill and package continues thereafter at $10 99 per month until canceled. Unlimited and discounted airtime in Home calling area only. Roaming, toll, long distance move into the specialty foods segment and taxes extra Phone model may vary by location Two-year service agreement required Other restrictions apply. Oder ends 10/31/98. AF-COR2-3Q of the industry. In addition to the larger facility. Radian, will also add five to ten new employees to the current work force of 50.

14.....AFD FOOD & BEVERAGE REPORT, NOVMEBER 1998 7 Up and Canada Dry Mixers put a festive sparkle on any holiday gathering. Best Holiday ‘Wishes from 7 Up Detroit.

AFD FOOD & BEVERAGE REPORT, NOVEMBER 1998. 15 Melody Farms Premium Egg Nogs and Creamy New Ice Cream flavors are sure to add a festive touch to Holiday gatherings. Stock up for a season of Merry Melodies!

H a p p y H o l i d a y s

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16....FOOD & BEVERAGE REPORT, NOVEMBER 1998 Coca-Cola bottling Company of Michigan Coca-Cola Bottling Company of Michigan Coca-Cola Bottling Company of Michigan Coca-Cola Bottling Company of Michigan

Coca-Cola Bottling Company of Michigan Coca-Cola Bottling Company of Michigan Coca-Cola Bottling Company of Michigan Coca-Cola Bottling Company of Michigan

Coca-Cola Bottling Company of Michigan Coca-Cola Bottling Company of Michigan Coca-Cola Bottling Company of Michigan Coca-Cola Bottling Company of Michigan

3 9 7

AFD FOOD & BEVERAGE REPORT. NOVEMBER 1998....17 Michigan Liquor Food policy hearings set Control Commission MLCC business manager The Michigan Department of changes meeting dates leaves commission Agriculture began hearings last month Asha Shah, business manager for the Michigan to gather public and industry The Michigan Liquor Control Commission's Semi- Liquor Control Commission, left the commission to comments on the department's plans Annual Public Hearing scheduled for December 9, 1998 in to implement a new uniform food become director of administration for budget analysis its Lansing office, has been changed. The Public Hearing code. will be held at 11:30 a m. on Wednesday, December 2, and financial management for the Family "Michigan’s food laws have 1998 at the Commission's Lansing Office, 7150 Harris Independence Agency. remained essentially the same for the Drive, Lansing, Michigan. Shah began her nine years with the MLCC as a last 25 years, even though we have Also, the Commission's Monthly Meeting scheduled for director in 1989 and moved on to business manager seen dramatic changes in all aspects December 9, 1998 in its Lansing office, has been changed. in 1993, the position she held upon leaving this fall. of the food distribution chain," The meeting will be held at 11 a m., Wednesday, Michigan Liquor Control Commissioner Walter Keck Department of Agriculture Director December 2, 1998 at the Commission's Lansing office. All wishes her well in her new position. The commission Dan Wyant said. AFD members are welcome to attend. For more has no candidates for her replacement. State food laws to be addressed information, call (517) 322-1345. include public access to inspection records, food safety education and standards for grocery stores and restaurants. The second meeting will be held November 6, 10 a.m. to 12 noon, at Midwest Ice the Comfort Inn in Gaylord. The third meeting will be held November 13, 10 a.m. to 12 noon at the Holiday Inn in Southfield Public comments may also be addressed to Katherine Fedder, Director of the Food and Dairy Division, Michigan Department of Agriculture. P.O. Box 30017, Lansing, Ml 48909 or by fax to (517) 373-3333.

Why pay for prepaid phone cards when you can have them 14450 Linwood Avenue for free? Detroit, Michigan 48238 You may now have low-cost electronic processing, prepare for the government required EBT program, be ready for the year 2000 and activate prepaid phone cards all from one credit card terminal. Merchant Card Services, LLC, has 24-HOUR come a long way. They started as a Master Distributor for Digitec 2000, Inc., a NASDAQ listed provider of Prepaid Phone Cards whose sales are EMERGENCY expected to reach $70 million or more this year. Merchant Card Services has created an alliance between Digitec and one of the top processors in the U.S., processes all forms of electronic payment (credit cards, EBT, ATM/ DRY ICE Debit, Checks, etc.) while being a leader in Debit and EBT. This alliance can offer very competitive rates and a free phone NOW AVAILABLE! card activation program when a merchant buys or leases POS equipment and services. A phone- card-only program exists for retailers who only want that service. The 313-868-8800 retailer can rent equipment from Digitec if his own cannot be programmed. The nominal rental fee ($l9/month) is waived if the retailer sells $500 or more per month in retail face value.

1 8 ...... AFD FOOD & BEVERAGE REPORT, NOVEMBER 1998 The Hockey Beer For Hockeytown

AFD FOOD & BEVERAGE REPORT, NOVEMBER 1998 19 Gear Up for Gift Giving!

This holiday season Michigan with a top prize of $250,000! The sale and remind your Lottery players lottery retailers can give themselves $25,000 top prize in the $2 “Season's that instant games make the perfect the best gift of all-a fully stocked Greetings” game is bound to make gift year-round. The Lottery players instant game counter! Instant tickets anyone’s holiday merry and bright. will support your in-store efforts with make great stocking stuffers, and by The final new holiday instant ticket - festive point-of-sale materials and offering a constant mix of these the $1 “Frosty the Doughman” game- targeted radio and television ads glittering games, retailers will be able is sure to warm hearts all over running Thanksgiving Day through to maximize their commissions. Michigan with a top prize of-you Christmas Eve. This year’s holiday lineup includes guessed it-$l,000,000! Commissions Top $116 Million! three new games and a favorite from This attractive line-up will The Lottery recently wrapped up last year. The new $5 “Jingle Bills” definitely put your customers in the its seventh consecutive record year as By Commissioner Bill Martin will help ring in the holiday season holiday spirit. Be sure to ask for the unaudited ticket sales approached $1,639 billion. Lottery retailers continue to play an enormous role in the Michigan Lottery’s success, as they earned more than $ 116 million in commissions during fiscal year 1998. Our 9,300 retailers spend a significant amount of time each and every day promoting the Lottery’s products and answering customer’s questions about those products. That is time well-spent, as it obviously keeps customers coming back for more! As a matter of fact, according to unaudited total prize reports, lucky Lottery players took home $890 million in prizes this past year. Lottery retailers have an even bigger reason to be proud of their success this year. I am thrilled to announce the Lottery’s unaudited fiscal year contribution to the state School Aid Fund this year was a whopping $609 million! Every net dollar generated by the Michigan Lottery supports Michigan’s public schools (K-12) - a cause we can all stand behind! As we close the books on fiscal hen you visit a salad bar, You can also select from side 1998, I would like to sincerely thank dishes like prescription drugs, Wyou make your own each of you for your support of the choices. You build your salad dental and vision coverage — all Lottery. Your continued enthusiasm with ingredients to suit your from the leading provider of and hard work will help us reach taste and nutritional needs. health care benefits in Michigan. greater milestones in 1999. No other health care company Special Commission Wrap-up When it comes to health care has a larger network or better The Michigan Lottery introduced a coverage and the Blues, just as selection of doctors and hospitals. special bonus commission period this at a salad bar, you can make past summer for retailers that sold your own choices too...if you With AFD-endorsed Blue cov­ jackpot-winning Michigan Lotto belong to AFD. You can choose erage, you get the best coverage tickets. Between August 1 and from Managed Traditional, available at the best posi September 30, the following five Blue Preferred PPO, and Blue price and value. Contact lucky retailers each collected $10,000 Care Network HMO. Each has health care/salad bar expert bonuses: advantages that might better Judy Mansur and let her "toss" - Alpena Oil Self Serve, 1017 W. suit you at different stages in around a few ideas for you. Chisholm St„ in Alpena your life. Her number is 1-800-66-66-AFD. - Boardwalk Party Shoppe, 27310 Ford Road, in Dearborn Heights -Tom s Food Markets Inc., 1201 S. Division St., in Traverse City For you. For life. - Val U Variety, 10698 Michigan Ave„ in Posen - Lakeview Bait & Liquor, 2206 Novi Road, in Novi. Bonus commissions earned through this promotion were paid to retailers regardless of redemption status of the jackpot-winning tickets. Congratulations to all the lucky retailers who hit the jackpot!

20.....AFD FOOD & BEVERAGE REPORT, NOVEMBER 1998 Tomra increases coupon distribution Quality Convenience Foods Tomra of North America has announced an agreement to increase its coupon distribution program with the addition of 99 Farmer Jack stores in Michigan. Manufacturers and Distributors of Quality Foods Beginning November 1, Tomra will add the Farmer Jack chain to its current program that runs in all 83 Kroger Michigan stores. As the leader in the reverse vending industry, Tomra turned to the recycling process to launch a cost-effective coupon program. Utilizing the reverse vending machine as a coupon distribution tool, Tomra capitalized on the activity of recycling to create an in-store coupon distribution program. In May of 1997 Tomra conducted a pilot test in 10 Kroger Michigan stores. The test determined the viability of distributing coupons via Tomra reverse vending machines. The pilot was conducted during an eight week time frame from August through September 1997. Participants included major manufacturers Coca- Cola, Dr. Pepper, Hershey, Cool Whip and Post Nabisco cereals. Audits and Surveys Worldwide conducted the research and analyzed scanner data. Test results showed Tomra's coupon program has unique advantages. The most advantageous being Tomra’s ability to guarantee the distribution of a coupon, in-store, before the customer shops. Tomra averages 10 percent plus redemption levels along with significant increases in unit volume by as much as 113 percent. The research was conducted by Audits and Surveys Worldwide and EMS scanner data was used to measure unit movement. Intercept interviews confirmed that the Tomra Coupon Program allowed manufacturers to speak to “promotionally missed” consumers. Research showed that 10 percent of Tomra coupon users don’t usually use coupons, while 16 percent had not planned to buy the category on that day. Twenty-one percent of the Tomra coupon users said that the coupon choice was not their Hamilton Quality Convenience Foods brand. This program demonstrated the ability to influence consumer purchase 29411 Beverly • Romulus. MI 48174 behavior before the consumer begins shopping. (313) 728-1900 • Fax (313) 728-1909 The coupon program is category exclusive and runs in four-week cycles.

AFD FOOD A BEVERAGE REPORT. NOVEMBER 1998 21 Agriculture director announces organic CLASSIFIED advisory committee MAYFAIR MKT. FOR SALE— Detroit location, Michigan Department of community, from producers of Gregory Hochradel of Milan, an Grand River at W. Chicago. 10,000 sq ft. Agriculture (MDA) Director Dan organic milk, beef and crops to food organic grower and marketer Supermarket, SDM, Lottery, WIC Building optional. Serious, qualified inquiries only. CM Wyant today announced his processors, a marketing consultant, a • L. Ernest Otter III of Livonia, an Pete or Paul George for details at (313) 933- appointments to the newly-created journalist and consumers." organic consumer and organic food 6151 Michigan Organic Foods Advisory "The U.S. organic food market is processing consultant FIXTURES FOR SALE— Birmingham Store Remodeling. 24 ft. meat case, 24 ft. deli case. 24 Committee. Seventeen members projected to more than triple in value Peter Murray of Ann Arbor, ft produce case. 14-door walk-in cooler, 8 ft were selected, including six from in the next four years, and we hope to Director of Operations/Certification dairy case. 12-ft open ‘prepared food* case Southeast Michigan, to develop a position Michigan to be very at Clean Clothes, Inc. (248) 644 4641 Ask for John. statewide strategic plan for the competitive in that marketplace," • Michael Potter of Clinton, chief FOR SALE— Liquor Store w/Lottery. Beer | Wine. 2400 sq. ft. Completely renovated 3 years organic food and agriculture Wyant concluded. executive officer of Eden Foods, an ago New Equipment. South of Schoolcraft case industry. The Southeast Michigan residents organic food manufacturer of Southfield Road. $249,000+ inventory. Very motivated seller. Call Re/Max Exec. Prop Briar "We were very pleased at both the on the panel are: • Carol Osborne of Detroit, Yaldoo at (248) 806-9100 (Pager). caliber and quantity of individuals • Melinda Curtis of Keego organic consumer and member of the SUPPLIERS: Looking for ways to increase your who volunteered to develop the plan Harbor, an organic consumer and East Michigan Environmental Action market visibility? Let the AFD show you how. that will lead Michigan’s organic broadcast journalist Council. Promotional opportunities through membership limitless. Call Dan Reeves at (248) 557-9600. NEWBURGH R D . STORE FOR SALE- Liquor, Lotto. Deli. Business for sale Lease only, 3550 sq. ft. building. Terms negotiable. Call BBA Associates at (313) 389 3700 FOR S A L E : EC ORSE SUPERMARKET- SDD, SDM and Lotto. 9650 sq. ft. Great location, great visibility. Business. Building & Land. Tarma negotiable. Call BBA Associates at (313) 389- Don't Let Bad Checks 3700 PARTY SHOPPE/DELI— Great Royal Oak location. Lotto. Frozen Coke. SDM/Store sales $9,000/week Lotto sales— $3,800/week. Business—$165,000 w/ $80,000 down CM Rick at (248) 656-1923 or (248) 545 3500 FOR SALE BY OWNER— Country Party Store Beer. Wine, Liquor, Lotto & Movies 20 minutes south of Lansing. $11,000+ avg./week. Lotto sales. Growing business—$325,000/land ft business Call Doug at (517) 694-4558 after 2 p.m SERIOUS INQUIRIES ONLY DETROIT STORE FOR SALE— SDD. SDM. Lottery 3.000 sq ft.. $20,001 average weekly sales. Asking $400,000 for business/$175,000 for building. Terms negotiable Ask for Steve at (313) 896 8030. MARKET DEU FOR SALE—3.300 sq ft An Arbor, central University of Michigan campus location, student clientele. Owner is retiring. A newly remodeled including new equipment Cal (734) 741-8303. ask for Bill GAYLORD BUILDING FOR SALE—3.600 sq. ft. across from new Post Office. Ideal for Party Store or Convenience Store. $198,000 Ask for Don Mitrzyk at (517) 732-9422. LIQUOR STORE & PHARMACY w/ LOTTERY FOR SALE—5,000 sg. ft. Between Chalmers ft Conners Ask for Mike at (313) 331 -0777 SDD LICENSE FOR SALE—Commerce Township. Call Madison National Bank at (248) 548 2900, ext. 2244 SDD LICENSE FOR SALE—City of Allen Park.. Call Madison National Bank at (248) 548 2900 ext 2244 RESTAURANT & BAKERY—Low investment Great income. Established restaurant/bakery with modern equipment, supplies and 40 seats. Howell/Brighton area. Loyal customer base and great location. Ideal for expansion such as full- service restaurant, fast food or party store. $95,000 Call (313) 961-3131. FOR SALE—Four (4) door, reach-in cooler, asking $500. Call Sam Sheena at (248) 288- 4774 ESTABLISHED PARTY STORE—Port Huron. Ml. Highly populated, high traffic area SDD, SDM and Lotto. Owner retiring. Call (810) 985-5702. leave message. PARTY STORE—40 x 60 Beer, wine Located on main street. New roof, newer heat and A/C 12-door walk-in cooler. Great potential Busmese- $7500/wk , lottery-$4500/wk Asking $65,000 tor business. $90,000 for building. Call Earl at (313) 864-4078 FOR SALE— 2 each, walk-in coolers. 8‘ * I0f- $1500. 8 X 14 —$2500. Bernies Country Store (517) 592-8221.557-9600 •EMPLOYERS WANTED*—Reach candidates for any job opening with an employment ad in the Employment Guide Newspaper. Michigan's Largest Employment Weekly. Call Brian Greenlee at (800) 752-8926.

22.....AFD FOOD & BEVERAGE REPORT, NOVEMBER 1998 Coupons are here to stay Detroit A staggering 310 billion cents off AFD rides to the aid of coupons are distributed each year in the U.S.- enough to provide every Edison man, woman and child with 1,240 Pony Enterprises each! According to Promotions When Woody Garmo, the owner of Pony Enterprise, had difficulty Marketing Association of America: serves up obtaining a lottery terminal, AFD came to his aid. Shoppers use coupons to save more The AFD was instrumental in helping Garmo understand lottery than $54 billion annually. rules. The Association also provided suggestions to help him A whopping 7 out of 19 Americans savings to increase sales. When it came time to apply, AFD helped him with regularly use coupons and the most this process too. popular are for cold cereal, soap, “AFD was great. They helped me when I needed it,” said Garmo. deodorant and dog food. food AFD works hard to help members like Garmo to become More than 3,000 manufacturers successful in their business. If you are not already a member, call offer coupons and 80 percent arrive in service AFD at (248) 557-9600 and see what we can do for you. the Sunday newspaper. industry

The idea behind this unique program is to help companies in the commercial food arena-hospitals, schools, restaurateurs, grocers, convenience store operators and other food-related businesses-understand their options for food-service equipment and operate more profitably. Through Partners in Excellence, equipment dealers throughout Southeastern Michigan can take advantage of a range of support services from Detroit Edison, including training and consulting on the benefits of all types of food- preparation equipment. ‘ Detroit Edison trains our trade partners to work with commercial food business owners,” says Donna It's great when you find someone who under­ Zalewski. principal planner. Retail Customer Marketing. "Our stands what you want and is there to help you comprehensive energy experience reach your goals. That's why, as Michigan's enables three dealers to promote smart, efficient solutions.” electric utility, we developed our Partnership Zalewski says that the Partners in Excellence program helps ensure first In Excellence program. This program teaches commercial foodservice customers select food service equipment partners how t o have competent, qualified advice about all their options before making analyze your unique energy needs in order to sizable equipment purchases. "What's unique about Partners in reduce your overall operating costs. It's a great Excellence, is we’re training food way to begin a rewarding re la tio n s h ip . A n d it service management representatives and dealers to help customers works. For a complete list of q u a l i f i e d understand what’s out there and also Excellence specialists in your to choose the best equipment for their needs 1-313-235-774 1 "Partners in Excellence We'll introduce you to some of the representatives are trained to find the best solution for the customer, based business could ever have. on a variety of factors-the applications, the available energy load, and more. More often than not, Edison the most appropriate and cost- effective solution for food service is electric.” A DTE Energy Company To learn more about how our Partners in Excellence Program can help your food service business serve up higher profits, call

AFD FOOD & BEVERAGE REPORT. NOVEMBER 1998.....23 Manufacturer Profile

Hi Folks! I’m Toofer — Toofer a Nickel!

by: Danielle MacDonald

M emorable moments flagged 1984. And in 1995, Interstate with catchy slogans are endless with Bakeries Corporation purchased Wonder Bread and Hostess products. Continental Baking Company. In For example, Toofer is a 1944 addition to Wonder Bread and advertising campaign for Hostess Cup Hostess products, Interstate has Cakes. And the campaign was numerous flagship brands such as: successful even without the cream Butternut, Merita, Dolly Madison, filling and trademarked squiggle on Eddy’s, Millbrook, Holsum, Parisian, top. It wasn't until 1950 that the cup Toscana, J.J. Nissen, Mrs. cake was reinvented to where it is Cubbison's, Brauns, Rainbo, Di known today simply as “the one with Carlo, and Columbo. the cream filling” (focus group survey Almost immediately after 1990s). purchasing the company, Interstate Wonder Bread and Hostess trivia is Bakeries Corporation made a change made for a Jeopardy program like that will have a huge impact on the Each trough holds 2,000 pounds of Mackin has only worked for one peanut butter is made for bread. Ever bakery business in Michigan. Plans raw dough. There is only one other company. Wonder Bread. In 1977, wonder how the Twinkie got its have been underway for a Wonder automated system in the country. The while finishing his senior year in name, or the effect that World War II Bread bakery in Toledo, Ohio since new bakery also houses one of the High School, Mackin worked at a had on bread? It all started in 1924 1995. The bakery will service the longest ovens in the country at 180 Wonder Bread and Hostess retail when eight rival bakers decided to feet long. The oven is lined with outlet in Milford, Connecticut. He form a buying group called windows, so the bakers can swept floors and pumped gas. “My Continental Baking. Their monitor the process. What dad and my two brothers and two first acquisition was Taggert does this mean for retailers sisters worked for Wonder Bread,’’ Baking Company in 1925, in Michigan: on just one explained Mackin. “My dad retired makers of Wonder Bread. line, 11,000 loaves of bread from the company, and my long range The next milestone was are made every hour, and plan, even back in 1977, was to do the Hostess Cake’s introduction within eight hours, fresh same.’ of the Twinkie in 1930. As bread is lining your grocery Mackin was promoted from driver Sales Manager Jimmy Dewa shelves. salesman, to supervisor, and finally in drove to a sales meeting, he The Toledo bakery was a 1991 to general manager in mulled over names for the dream of Interstate Bakeries Pittsburgh. During that time period, new snack cake he had just Chairman of the Board and he completed a Bachelor of Business, invented. He rounded a Chief Executive Officer, and a Master of Business comer and saw a sign for Charles Sullivan. He Administration. Mackin took the helm ‘Twinkle-Toe Shoes,” and thus, the as general manager of Michigan and entire Midwest with three production graduated from Ohio State University, name Twinkie was inspired. The Northwest Ohio in 1995 It looks like lines including croutons, dry stuffing and wanted to give back to the original Twinkie recipe was sponge his long range plans in 1977 were mix and bread. Production started on community that had given so freely to cake with banana cream filling. accurate. The founders of Wonder the bread line in July 1998. him. The bakery was a $30 million During World War II, banana oil was Bread also had a vision that has been The new bakery gives Interstate a investment, and it employees 250 scarce, so the Twinkie became cream the company’s guiding force for 74 competitive advantage. Bread will be people. Sullivan charged Bill Mackin filled. They sold two for a nickel, and years: build and support branded delivered to the market within eight with the important task of running the consumers loved the cream filling. hours which means fresher product new bakery. products. Did bread always arrive at grocery for consumers. Other companies have stores sliced? Again in 1930, Wonder 24 hour delivery schedules. Bread introduced sliced bread to the According to Interstate’s General nation. But in 1943, unsliced bread Manager, Bill Mackin, “freshness is made a return to the grocery shelves. first and fundamental in the bakery The steel used to slice bread was business.” There is also a Hostess needed for the war effort, so the food bakery in Detroit ensuring that all of administration took possession of our sweet favorites are as fresh as every baker’s steel. Full page possible too. advertisements were printed The new 157,000-square-foot nationally instructing consumers how bakery is a technological marvel. to slice their own bread. The ad’s There are two 200,000-pound silos outlined the dos and don’ts of bread right outside the back door. And slicing with detailed photographs in Interstate is extending railroad tracks sequential order. so raw ingredients are dropped off Wonder Bread and Hostess literally an arms length away from the products have always led the industry bakery. There is an automated trough in sales, but they had several owners system that formats the bread along the way. International sponges. The computer knows when Telephone and Telegraph purchased ingredients have sat long enough, and Continental in the 1960s. Ralston are ready for the processing stage. Purina purchased the company in Paul Nun and Bill Mackin in the new Wonder Bread bakery in Toledo. 24.....AFD FOOD & BEVERAGE REPORT, NOVEMBER 1998 AFD FOOD & BEVERAGE REPORT. NOVEMBER 1998. 25 One more layer of protection: Spartan retailers are getting certified in food protection

Because of the home meal Certification workshop. The food products,” says Art. "There are many more HACCP replacement trend, supermarkets are workshop consists of a home study HACCP: Not a requirement (yet) steps at retail than there are at the starting to look more like restaurants. module through Cornell University, a Another component of the distribution level, which makes And because supermarket workers are five-hour manager workshop or a workshop is HACCP, which stands HACCP training at the retail level a handling and preparing more food three-hour associate workshop and a for Hazardous Analysis of Critical hurdle,' says Art. than they have in the past, certification examination. Art is the Control Points. HACCP is a food Being proactive supermarkets are starting to act more only person in Michigan certified safety “checklist” that retailers, About 250 retailers (representing like restaurants by putting more through FM1 and Cornell University wholesalers and manufacturers can 12 companies) have participated in emphasis on food safety and to instruct the workshop. use to identify critical points in the Art’s certification workshop. Their sanitation procedures. In the workshop. Art teaches process where a food safety hazard participation is voluntary and ‘Today's retail food workers need retailers about microbiology, viruses might exist (e.g., temperature proactive since there are no state or to have a keen awareness and and bacteria, foodbome illnesses, controls, handling procedures, federal regulations that require food thorough understanding of food safety food temperature control, cleaning sanitizing equipment, etc.). stores to train or certify food workers and sanitation,” says Art Shook, one and sanitizing, personal hygiene, pest Although Spartan as a wholesaler on proper food safety and sanitation of Spartan’s retail training analysts. control, food laws and inspections is required to have HACCP programs procedures, although there most likely and designing a sanitation program. in place in the warehouses, retailers will be in the near future Certifying retailers in food safety “Consumers want and need to feel are not. In the future, food safety “I tell retailers that sanitation Art helps retail managers and retail confident that the people who work in laws may require HACCP programs practices affect a store’s image and associates develop awareness about supermarkets are informed and at retail. Many retailers are already reputation, which ultimately affects food safety in a Food Protection educated about the safe handling of using HACCP programs. profitability and sales,” says Art.

Wonder Bread Bakery Grand Opening Toledo, Ohio • October 16, 1998

26.....AFD FOOD & BEVERAGE REPORT, NOVEMBER 1998 POWER • FUL Ours is a competitive world. And • Market research-understand your redefining your position in the market­ customers...and your competition! place means not only attracting new • In-store design and merchandising We rely on our Spartan Stores business but enticing current customers services-optimize traffic flow and team to help us develop to buy more each time they visit your product appeal. distinctive, customer-focused store. Spartan Stores, Inc., offers the marketing programs-whether tools you need to drive sales and • Marketing, advertising/printing and we're planning a special event strengthen top-line results. public relations services-build the image at a single location or a major that will build your sales. promotion at all of our stores. Our customizable programs and services • Associate training programs-reap the deliver both immediate results and future competitive benefits of outstanding Bob Kaiser dividends Choose from... customer service President • Promotional opportunities-make your Family Fare Supermarkets store an exciting place to shop.

Visit our website at www.spartanstores.com Explore powerful opportunities via our new CD-ROM. E-mail [email protected]* 1-800843 4422 ext 8659

AFD FOOD & BEVERAGE REPORT. NOVEMBER 1998.....27 Turn unused space into profit with a branded, easy-to-operate hot food concept!

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28.... -AFD FOOD & BEVERAGE REPORT, NOVEMBER 1998 Musical Guests: H O RIZO N

• Two (2) company photos in slide show • Corporate signage at the dinner • 1/8 page ad in the Food & Beverage Report

•Three (3) tables of ten (10) for dinner (VIP Seating) • Fifteen ( 15) company photos in slide show • Title Sponsorship signage for: musical entertainment, photo • One table of ten (10) for dinner booth or centerpieces (Preferential Seating) • Two (2) tables of ten (10) for dinner • Full page ad w/ spot color in the • Five (5) company photos in (Prime Seating) Food & Beverage Report slide show •Ten (10) company photos in slide show • Use of four (4) company products • Corporate signage at the dinner • Corporate signage at the dinner at dinner (or four additional • 1/4 page ad in the • 1/2 page ad w/ spot color in the slides Food & Beverage Report Food & Beverage Report • $500 for each additional table • Use of one company product at • Use of two (2) company products at dinner the dinner (or one additional slide) (or two additional slides) • $650 for each additional able • $600 for each additional able

CallAFD Special Events Director,Tom Amyot at (248) 557-9600 for Details & Reservations

AFD FOOD & BEVERAGE REPORT. NOVEMBER 1998 29 AUTHORIZED LIQUOR AGENTS: CANDY & TOBACCO: Strauss Brothers Co______(313) 832-1600 Nationwide Communications...... (248) 208-3200 General Wine & Liquor...... (248) 852-3918 A.C. Courville Inc...... (248) 863-3138Swift-Eckrich...... (313)458-9530 Nextel Communications...... (248) 213-3100 National Wine & S p irits...... (888) 697-6424 Brown & Williamson Tobacco.... (248) 350-3391 Wolverine Packing Company.....(313) 568-1900 Paul Meyer Real Estate------(248) 398-7285 ...... - ...... - ...... (888) 642-4697 Philip Morris USA...... (313) 591 -5500 PC Specialties...... (248)594-3235 MEDIA: Encore Group Trans-Con. Co____(888) 440-0200 RJ. Reynolds______(248) 475-5600 POS Systems...... (517) 32M649 The Beverage Journal...... I -800-292-2896 Quality Inventory Services------(810) 771-9526 BAKERIES: CATERING/HALLS: Booth Newspapers...... (616) 459-1567 REA Marketing...... (517)386-9666 Ackroytfs Scorch Bakery Emerald Food Service...... (248) 546-2700 C&G Publishing, Inc...... (810) 756-8800 Frank Smith's Red Carpel Kcim...... (248) 645-3800 & Sausage------(313) 532-1181Karen's Kafe at North Valley ...... (248) 855-8777 CBSWYCD Sal S. Shimoun, C PA ...... (248) 424-9448 Archway Cookies...... (616) 962-6205 Nutrition Services______(517) 782-7244 Young Country Radio______(248) 799-0624 Southfield Funeral Home...... (248) 569-8080 Awrey Bakeries, Inc...... (313) 522-1100 Penna's of Sterling...... (810) 978-3880 Daily Tribune...... (248) 541-3000 Harold T. Stulberg, R.E., Broker Dolly Madison Bakery...... (517) 764-5516Southfield Manor______(248) 352-9020 Detroit Free Press...... (313) 222-6400 24 Hours ...... (248) 351-4368 Interstate Brands Corp...... (313) 591-4132 SL Mary's Cultural Center...... (313) 421-9220 Detroit News...... (313) 222-2000 Telecheck Michigan. Inc...... (248) 354-5000 Koepplinger Bakeries. Inc...... (248) 967-2020 Tina's Catering...... (810) 949-2280 Detroit Newspaper Agency...... (313) 222-2325 Travelers Express Co...... I -800-328-5678 Oven Fresh Bakery...... (313) 255-4437 DAIRY PRODUCTS: Gannett National Newspapers....(810) 680-9900 Western Union Financial S c n v c e s (248) 449-3860 S & M Biscuit Distributing...... (313) 893-4747 Macomb Daily...... (810) 296-0800 Dairy Fresh Foods. Inc...... (313) 868-5511 Whitey's Concessions...... (313) 278-5207 Taystec Bakeries...... (248) 476-0201 Michigan Chronicle...... (313) 963-5522 Golden Valley Dairy...... (248) 399-3120 OK Communications, Inc...... (301-657-9323 STORE SUPPUES/EQUIPMENT: BANKS: London's Farm Dairy...... (810) 984-5111 Outdoor Systems Advertising....(313) 556-7147 Belmont Paper & Bag Supply....(313)491-6550 The ATM Network...... (888) 808-9ATM McDonald Dairy Co...... (800)572-5390 WD1V-TV4...... (313) 222-0643 Bollin Label Systems...... I -800-882*5104 The ATM Company...... (352) 483-1259 Melody Farms Dairy Company... (313) 525-4000 WJBK-TV2 ...... (810) 557-2000 Brchm Broaster Sales...... (517) 427-5858 Convenience Mortgage Corp...... (800) 474-3309 Pointc Dairy Services, Inc...... (248) 589-7700 WWJ-AM/WJOI-FM...... (313) 222-2636 DCI Food Equipment...... (313) 369-1666 Cornelius Systems...... (248) 545-5558 Stroh's Ice Cream...... (313) 568-5106 WWWW-AM/FM...... (313) 259-4323 Envipco...... (248)471-4770 Superior Dairy Inc...... (248) 656-1523 Madison National Bank...... (248) 548-2900 Great lakes Gumball...... (248) 723-5113 Michigan National Bank ...... 1-800-225-5662 Tom Davis & Sons Dairy...... (248) 399-6300 NON-FOOD DISTRIBUTORS: Hobart Corporation...... (313) 697-3070 BEVERAGES: EGGS & POULTRY: Advanced Formula Products...... (313) 522-4488 National Food Equipment Items Galore. Inc...... (810) 774-4800 Absopure Water Co______1-800-334-1064 Linwood Egg Company...... (248) 524-9550 & Supplies...... (248)960-7292 Scott Pet...... (765)569-4636 North American Interstate...... (248) 543-1666 Action Distributing...... (810) 591-3232 Montgomery Egg...... (517) 296-4411 Tofflcr Marketing...... (810) 263-9110 POS Systems Management, Inc . (248) 689-4608 Anheuser-Busch Co...... (800) 414-2283 FISH & SEAFOOD: Refrigeration Engineering. Inc. ... (616) 453-2441 Arcadia Brewing Co...... (616) 963-9520 POTATO CHIPS/NUTS/SNACKS: Seafood International/ Taylor Freezer...... (313) 525-2535 Arizona Beverages ...... „...... (810) 777-0036 Better Made Potato Chips...... (313) 925-4774 Salasnek, Inc...... (313) 368-2500 TOMRA Michigan...... I 8006104866 Bacardi Imports, Inc...... (248) 489-1300 Country Preacher...... (313) 963-2200 Tallman Fisheries______(906) 341 -5887 Bellino Quality Beverages. Inc. .. (313) 946-6300 Detroit Popcorn Company...... 1 -800-642-2676 WH0LESALERS/F00D DISTRIBUTORS: Waterfront Seafood Company.... (616) 962-7622 Brooks Beverage Mgt, Inc...... (616) 393-5800 Frito-Lay, Inc...... - ...... I-800-24FRITO Capital Distributors...... (313) 369-2137 Brown-Forman Beverage Co...... (313) 453-3302 FRESH PRODUCE: Germack Pistachio Co...... (313) 393-2000 Central Foods...... (313)933^2600 Central Distributors...... (313) 946-6250 Aunt Mid Produce Co...... (313) 843-0840 Grandma Shearer's Potato Chips__ (313) 522-3580 Consumer Egg Packing...... (248) 354-5388 Coca-Cola Bottlers of MI Sunnyside Produce...... (313) 259-8947 Jay's Fods...... (800) 752-5309 Dairy Fresh Foods, Inc...... (313) 868-5511 ______Auburn Hills (248) 373-2653 Kar Nut Products Company...... (248) 541 -7870 Detroit Warehouse Co...... (313) 491-1500 ...... Madison Heights (248) 585-1248 ICE PRODUCTS: Michigan Rainbow Corp...... (810)-365-5635 EBY-Brown, Co...... I 800532-9276 ...... Van Buren (734) 397-2700Union Ic e ...... (313) 537-0600Nikhlas Distributors (Cabana)..... (313) 571 -2447 Family Packing Distributors...... (248) 644-5353 ______Port Huron (810)982-8501 Rocky Peanut...... (313) 871 -5100 INSECT CONTROL Foodland Distributors...... (313) 523-2100 Cofree Express...... (734) 459-4900 Variety Foods. Inc...... (810) 268-4900 Garden Foods...... (313)584-2800 E & J Gallo Winery...... (248) 647-0010 Rose Extermination (Bio-Serv) (248) 588-1005 Vitner Snacks ...... (810) 365-5555 Gourmet International, Inc...... I -800 875-5557 Eastown Distributors...... (313) 867-6900 INSURANCE: PRODUCE Great Lakes Wholesale...... (616) 261 9393 Faygo Beverages. Inc...... _...... (313) 925-1600 Habfiis Trading Company, Ltd (810) 754-2250 Alphamerica Insurance Agency .. (810) 263-1158 Ciaramitaro Bros. Inc...... (313) 567-9065 General Wine & Liquor Corp...... (313) 867-0521 Blue Cross/Blue Shield...... 1-800-486-2365 Hamilton Quality Foods...... (313 ) 728-1900 Great Lakes Beverage...... (313) 865-3900Capital Insurance Group...... (248) 354-6110 PR0M0T10N/ADVERT1SING: I & K Distributing .*...... (313) 491 5930 Hiram Walker & Sons, Inc...... (248) 948-8913 CoreSource / Presidium...... (810) 792-6355 PJM Graphics...... (313) 535-6400 JCs Distributing...... (810) 776-7447 Hubert Distributors. Inc...... (248) 858-2340 Gadaleto, Ramsby & Assoc...... (517) 351-4900 Promotions Unlimited 2000 ...... (248) 557-4713 J.F. W alker...... (517)787 9880 Intrastate Distributing...... (313) 892-3000 Golden Dental...... (810) 573-8118 Stanley's Advertising & Dist...... (313) 961-7177 Jerusalem Foods...... (313) 538-1511 J. Lewis Cooper Co...... (313) 835-6400 Great Lakes Insurance Services... (248) 569-0505 Stephen's Nu-Ad, Inc...... (810) 777-6823 Kay Distributing...... (616) 527-0120 L & L Wine World ...... (248) 588-9200 IBF Insurance Group, Inc...... (248) 354-2277 RESTAURANTS: Keebler Co...... (313)455-2640 Metro Beverage Inc...... (810) 268-3412 Kehe Food Distributors...... I K0O888-468I Frank McBride Jr., Inc...... (810) 445-2300 Copper Canyon Brewery...... (248) 223-1700 Miller Brewing Company...... (414) 259-9444 Lipari Foods...... I (810) 447-3500 Miko & Assoc...... (810) 776-0851 The Golden Mushroom...... (248) 559-4230 Mohawk Distilled Products...... 1-800-247-2982 Mclnemey-Millcr Bros...... (313) 833-8660 North Pointc Insurance...... (248) 358-1171 Palace Gardens...... (810) 743-6420 Nestle Beverages...... (248) 380-3640 Rocky Husaynu & Associates....(248) 557-6259 Midwest Wholesale Foods...... (810) 744-2200 NAYA. U SA ...... (248) 788-3253 Willis Corroon Corp. of MI...... (248) 641 -0900 SERVICES: Norquick Distributing Co...... (313) 522-1000 Oak Distributing Company...... (248) 674-3171 AirPagc Prepay & Talk Cellular . (248) 547-7777 Pointe Dairy Services. Inc./ MANUFACTURERS: Pabst Brewing Co...... 1-800-935-6533 AirTouch Cellular...... (313) 590-1200 Vie De France...... (248) 589-7700 Anthony's Pizza...... (810) 731-7541 Pepsi Cola Bottling Group American Mailers...... (313) 842-4000 Robert D. Arnold & Assoc...... (810) 635-8411 Ecco D'oro Food Corp...... (810) 772-0900 S. Abraham & Sons...... (248) 353-9044 - Detroit...... 1 -800-368-9945 Ameritech Pay Phone Services... 1-800-441-1409 Eden Foods...... (517) 456-7424 -H ow ell...... 1-800-878-8239 AMNEX Long Distance Service__ (248) 559-0445 Sam's Club— Hazel Park...... (248) 588 4407 Fine Manufacturing ...... (248) 356-1663 -P ontiac...... (248) 334-3512 AMT Telecom Group...... (248) 862-2000 Sherwood Foods Distributors...... (313 ) 366-3100 Gerber Products C o...... (810) 350-1313 Pelitprcn, Inc...... (810) 468-1402 Automated Collection Systems ... (248) 354-5012 State Wholesale Grocers...... (313) 567-7654 Home Style Foods. Inc...... (313) 874-3250 Spartan Stores, Inc...... (313 ) 455-1400 Powers. Dist...... (248)682-2010 Bcllanca, Beattie, DeLisle...... (313) 964-4200 Jaeggi Hillsdale Country Cheese...... (517) 368-5990 Red Hook Beverage Co...... (248) 366-0295 Cellular One—Traverse City..... (616) 922-9400 Super Food Services...... (517)777-1891 Kraft General Foods...... (313) 261 -2800 R.M. Gilligan, Inc...... (248) 553-9440 Central Alarm Signal...... (313) 864-8900 Tiseo's Frozen Pizza Dough...... (810) 566-5710 Monitor (Big Chief) Sugar...... (517) 686-0161 Trepco Imports...... ) 546-3661 Royal Crown Cola...... (616) 392-2468 Check Alert...... (616)775-3473 (248 Nabisco. Inc...... (248)478-1350 Value Wholesale...... (248) 967-2930 Seagram Americas...... (248) 553-9933 Chcckcare Systems...... (313) 263-3556 Seven-Up of Detroit...... (313) 937-3500 Nestle Food Company...... (248) 380-3670 CIGNA Financial Advisors...... (248) 827-4400 Weeks Food Corp...... (810) 727-3535 Plcx-Lab Corp...... (810) 754-8900 Ypsilanti Food Co-op...... (313) 483-1520 Stroh Brewery Company...... (313) 446-2000 Community Commercial Tri-County Beverage...... (248) 584-7100 Red Pelican Food Products...... (313)921-2500 Realty Ltd...... (248) 569-4240 UDV-North America...... (313) 345-5250 Singer Extract Laboratory...... (313) 345-5880 Dean Witter Reynolds, Inc...... (248) 258-1750 ASSOCIATES: Viviano Wine Importers, Inc...... (313) 883-1600 Strauss Brothers Co...... (313) 832-1600 Detroit Edison Company...... (313) 237-9225 American Syncrgistics...... (313)427-4444 Warner Vineyards...... (616) 657-3165 Follmer, Rudzewicz MEAT PRODUCERS/PACKERS: Canadian Consulate General...... (313) 567-2208 & Co.. CPA...... (248) 355-1040 BROKERS/REPRESENTATIVES: BarS Foods...... (248) 414-3857 Livcmois-Davison Florist...... (248) 352-0081 Garmo & Co., CPA...... (248) 737-9933 Bob Arnold & Associates...... (248) 646-0578 Burdick Packing Co...... (616) 962-5111 Minnich's Boats & Motors...... (810) 748-3400 Goh's Inventory Service...... (248) 353-5033 The Grceson Company...... (248) 305-6100 Country Preacher...... (313) 963-2200 Wileden & Assoc...... (248) 588-2358 Great Lakes Data Systems...... (248) 356-4100 Hanson & Associates, Inc...... (248) 354-5339 Hartig Meats...... (313)832-2080 Wolverine Golf Club. Inc (810)781-5544 Jerome Urcheck, CPA...... (248) 619-0955 J.B. Novak & Associates...... (810) 752-6453 Hygrade Food Products...... (248) 355-1100 Karoub Associates...... (517) 482-5000 James K. Tamakian Company....(248 ) 424-8500 Kowalski Sausage Company...... (313) 873-8200 Law Offices-Garmo & Garmo .... (248) 552-0500 Paul Inman Associates...... (248)626-8300 Metro Packing...... (313) 894-4369 Market Pros...... (248) 349-6438 PMI-Einscnhart...... (248)737-7100 Nagel Meat Processing Co...... (517) 568-5035 Merchant Card Services...... (517) 321-1649 Sales Mark...... (313)207-7900 Pack 'Em Enterprises...... (313) 84303600 Metro Media Associates...... (248) 625-0700 Trepco ...... (248)546-3661 Pclkie Meat Processing...... (906) 353-7479 MoncyGram...... (800) 642-8050, x6953 'The Sell Group"...... (810) 574-1100Potok Packing Co...... (313) 893-4228

30.... lOD & BEVERAGE REPORT, NOVEMBER 1998

CROSSMARK. East Central Region Sales & Marketing Proudly announces our new association with

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