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Navy SEAL, award-winning author and noted humanitarian humanitarian noted and author award-winning SEAL, Navy

also will speak to attendees on leadership, team building, overcoming overcoming building, team leadership, on attendees to speak will also

Chairman, Board of Directors, NBWA NBWA Directors, of Board Chairman,

Lawrence J. “Larry” Del Papa, Jr. Papa, Del “Larry” J. Lawrence

and Trade Show in Las Vegas, October 16-19, October Vegas, Las in Show Trade and

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www.nbwa.org.

receive discounted room rates. Full Convention details can be found in this brochure or at at or brochure this in found be can details Convention Full rates. room discounted receive

registrants, and don’t forget to make your room reservations at Caesars Palace today to to today Palace Caesars at reservations room your make to forget don’t and registrants,

Be sure to take advantage of the discounted fees for early registration and for multiple multiple for and registration early for fees discounted the of advantage take to sure Be

Register today online at www.nbwa.org or return the enclosed registration form. form. registration enclosed the return or www.nbwa.org at online today Register

adversity and the benefits of service to others. others. to service of benefits the and adversity

Eric Greitens Greitens Eric

economic challenges. challenges. economic

despite the challenges facing the U.S. beer market driven by high unemployment and and unemployment high by driven market beer U.S. the facing challenges the despite

discuss supplier-distributor relationships and how to chart growth leveraging innovation innovation leveraging growth chart to how and relationships supplier-distributor discuss

Tom Long, President and CEO of MillerCoors LLC, LLC, MillerCoors of CEO and President Long, Tom from hear will attendees

where distributors will have the opportunity to ask some tough questions. In addition, addition, In questions. tough some ask to opportunity the have will distributors where

a successful retailer. Scott will also participate in a candid question and answer forum forum answer and question candid a in participate also will Scott retailer. successful a

about the leadership, innovation and business strategies that led Walmart to be such such be to Walmart led that strategies business and innovation leadership, the about

advocating for policies that support effective alcohol regulation. alcohol effective support that policies for advocating

your Association is working to strengthen the American system of alcohol distribution and and distribution alcohol of system American the strengthen to working is Association your

pressing issues distributors are facing today. Hear directly from your elected leaders how how leaders elected your from directly Hear today. facing are distributors issues pressing

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October 16, from 3:00-5:00p.m. from 16, October

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members of the industry to get together to discuss the future of this great industry. industry. great this of future the discuss to together get to industry the of members W

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www.nbwa.org Register Register National Beer King Street, 600 Suite 1101 Alexandria, Virginia 22314-2944 www.nbwa.org Wholesalers Association Join your fellow Beer Distributors for... NBWA’s 74th Annual Convention & Trade Show at Caesars Palace in Las Vegas, October 16-19!

Caesars Palace has the perfect location on the Las Vegas strip offering all the excitement that the city has to offer. In addition to all the glitz and glamour, Caesars offers state-of-the-art meeting facilities that will bring added excitement to this year’s Convention and Trade Show. This year’s Trade Show will include over 250 exhibitors! There is an exciting lineup of speakers and industry presentations for the General Session as well as 23 education seminars touching on an assortment of distributor hot topics. Also, be sure to attend the Distributor Member Meeting on Sunday, October 16, from 3:00- 5:00 p.m. to be a part of candid conversation and hear insights from your elected leaders. Whatever experience you wish to have in Las Vegas, Caesars Palace has it all. Several world renowned chefs house their restaurants in Caesars Palace including Restaurant Guy Savoy, by one of France’s most revered and award-winning chefs; Mesa Grill, with Southwestern flair brought to the table by celebrity chef Bobby Flay; and a favorite of the stars for eclectic desserts and more, Serendipity 3. New this year is Central 24/7 restaurant by James Beard Award-winning chef Michel Richard. It will be open, as the name suggests, 24 hours a day. For those who want to shop ‘til they drop, the Forum Shops at Caesars Palace feature over 160 boutiques and shops, including Burberry, Gucci and Louis Vuitton. Yes, it is also possible to get in some relaxation while in Las Vegas. If you are craving some R&R, be sure to visit the Garden of the Gods Pool Oasis featuring multiple pools, including the appropriately named Apollo, Fortuna and Venus Pools. Get pampered at the Qua Bath & Spa, a luxurious retreat that uses signature Roman rituals to bring you an unforgettable spa experience. By the time you depart from Las Vegas you will be able to say, “I came, I saw, I conquered.” Journey to Caesars Palace and to NBWA’s 74th Annual Convention and Trade Show to raise a glass to America’s Beer Distributors: Delivering Choice and Value, One Beer at a Time! Register Today! General Session Highlights Visit: www.nbwa.org Questions? Call NBWA at 800-300-6417 or email [email protected]

Lee Scott a dose of humor, Greitens will encourage beer experts will tackle these questions and in 2004 and has served in all elected Former President and challenge attendees to make small more. positions. During the past year, Del Papa Welcome Reception and CEO of changes in order to improve their lives. has spent countless hours advocating th Walmart on behalf of beer distributors across Celebrate NBWA’s 74 Annual Convention Lee Scott served as the the country. His dedication has been Tom Long A Panel Discussion and Trade Show and president and CEO “A Stable Orderly Market for Alcohol: instrumental in guiding the Association of Walmart, which President and CEO through some of the most important America’s Beer Distributors! emerged as the world’s of MillerCoors LLC What Does It Mean and Why Is It industry issues in recent times. largest retailer during Tom Long was Important?” The NBWA Convention and Trade Show will kick off with an his tenure from 2000 to 2009. During that appointed Chief evening of excitement, energy and exhilaration! Attendees will time, the company grew to employ more Executive Officer of Moderated by: Steve Lytle Eric Best, than 2.1 million associates at over 7,000 MillerCoors in April Chairman, enjoy a summertime-themed celebration while catching up with General Manager/ retail operations in 16 markets around of this year. Prior to 2011-2012 fellow beer distributors and enjoying entertainment Vegas style. Partner, National Beer the world. Under Scott’s leadership, the this promotion, he Bob Hall LLC company earned Fortune’s coveted number was President of MillerCoors, President Wholesalers Association one business ranking six times, as the of Miller Company and spent The United States world’s largest corporation. Today, Scott is seventeen years as an executive with Coca- alcohol regulatory Steve Lytle serves the chairman of the executive committee Cola. Throughout his career, Long has held structure has been as a director of the Board of Directors of Walmart. He senior global positions in sales, marketing remarkably stable for of Columbia will address leadership, corporate culture, and general management, working in the past 78 years. An orderly marketplace Distributing based in Portland, Oregon. global business, innovation, supply chain more than 60 countries. Long leads a team has allowed many new entrants to the Prior to the creation of Columbia management and social responsibility, that is focused on taking the MillerCoors alcohol industry and allowed suppliers, Distributing, Lytle was CEO of Mt. Hood as well as the business strategies that led brands to new heights and captaining retailers and distributors to succeed. Beverage in Portland and President of Walmart to be the successful retailer it the company through the exciting Changes to this marketplace are not without Gold River Distributing in Medford. As is today. Bring your questions, as Scott innovation and change that is predicted risk. A panel of financial, regulatory and a family business leader who grew up will take part in a question and answer for years ahead. He will discuss supplier- industry leaders moderated by Best, a former in the beer distribution business, Lytle session with us and will provide a retailer distributor relationships and how to chart Anheuser Busch Distributor Panel chair, recognizes the importance of being active perspective on the American beer industry. growth leveraging innovation despite the will discuss what changes to an orderly in the industry and in his community. challenges facing the U.S. beer market marketplace would mean for the public and He has been involved with Oregon Beer affected by high unemployment and low for the industry as a whole. and Wine Wholesalers Association, Eric Greitens consumer confidence. Boys and Girls Clubs, Elevate Oregon, Navy SEAL and Chamber of Commerce and many other Times Lawrence J. organizations. In addition to his beer Best-Selling distribution work, Lytle is the principal Author A Panel Discussion Del Papa, Jr. “Growing through Distribution, Craft Chairman, of Clearpath Family Advisors which Eric Greitens is a 2010-2011 provides facilitation and consulting Navy SEAL, Rhodes Brewers on the Move” National Beer services to multigenerational family Scholar, Draper Moderated by: Wholesalers businesses and their leaders. Lytle joined Richards Fellow, Bump Williams, Association the NBWA Board of Directors in 2001 and award-winning author of The Heart and the Bump Williams Lawrence “Larry” has served in all elected positions. Fist and founder of the Mission Continues Consulting Del Papa, Jr. is the – a non-profit organization that empowers Company president and chief executive officer of Del wounded and disabled veterans to begin The craft brewing Papa Distributing Company, Inc., located Craig A. Purser new lives of public service. Greitens draws industry is growing in Galveston, Texas. Del Papa Distributing President and from his experience as a humanitarian at tremendous rates. Co. is a family-owned company founded CEO and Navy SEAL lieutenant commander What challenges do in 1910, which recently celebrated 100 National Beer to address leadership, team building, breweries face as they move from state-wide years in business. In celebration of the Wholesalers Association overcoming adversity and the power of to regional to national? How can brewers company’s 100th anniversary, Del Papa service. He has been honored with several keep up with present demand, yet look Distributing Co. has endowed scholarships Craig Purser serves military awards including the Purple forward to adding new territory? What to 13 community and four-year colleges as the President Heart and the Bronze Star. Through should independent beer distributors be located in the 17 counties it services. Del and Chief Executive personal anecdotes from his travels and doing to help them grow? A panel of craft Papa joined the NBWA Board of Directors Officer of the National Beer Wholesalers Association. As the Association’s primary policy advocate, Purser is highly respected throughout the licensed beverage industry, by alcohol control advocates and the association community as an Distributor Member Meeting honest leader and a consensus builder. Instrumental in the strategic positioning of Sunday, October 16 the Association in the government, public and political affairs arenas, Purser has 3:00 – 5:00 p.m. led the Association’s charge to strengthen the American beer distribution system Join your fellow beer distributors and the NBWA by promoting competition and effective elected leadership for candid conversation and state-based regulation. A veteran of Capitol insightful dialogue about the most pressing issues Hill and political campaigns, Purser facing distributors today in an off-the-record acknowledges his most fulfilling role is the one he now holds – advocating on setting. The meeting also will offer distributors behalf of the state-based system of alcohol the opportunity to share thoughts and feedback regulation and the 98,000 hardworking regarding issues most important to you. Don’t miss men and women of the American beer this important, informative session! distribution industry. Register Today! Education Seminars Visit: www.nbwa.org Questions? Call NBWA at 800-300-6417 or email [email protected]

Sunday, October 16 to sell more beer. As we taste our way and development for all functional areas Sales Leadership: Taking Management to 1:30 – 3:00 p.m. through several pairings you’ll learn all of the company. Bob Brown will draw on the Next Level the vital information you need for your his 25 years of beer industry experience Tom Fox, CM Profit Group sales representatives to begin hosting to outline: In order to take your sales team to the Social Media: More Than a Fad But Will It beer dinners in your market. Plus you’ll • A defined process for the training of next level, your management team needs Be Your Next Business Tool? get plenty of information to take home new and experienced personnel to do more than “manage” the team – Sponsored by the Beer Industry regarding the brewing process and • Ideas on evolving Learning they need to “lead” the team. Leadership Electronic Commerce Coalition today’s fastest growing styles to keep Management Systems (LMS) means driving synergy, establishing a (BIECC) your sales team motivated. • How to ingrain key behaviors in the strong culture and developing people In the ’80s you needed a fax machine, company’s DNA – all to enjoy the fruits of a high in the ’90s an email address and in the • How to establish and manage training performance team. Fox will review how 2000s a company website. Today, do Monday, October 17 goals to establish and communicate your you need a social media presence? And 7:30 – 9:00 a.m. • Guidelines for the management of the vision and mission, have a culture of will social media drive the “emerging training function. accountability, build skills and gain business tools” of the future? Hear from Risk Management: Practical Strategies “buy-in” from the team. all three tiers of the beer industry as they discuss the pros and cons of using social for Controlling Workers Compensation Margin of Safety? Price vs. Value of media in their businesses and what they Claims and Loss Prevention Applications Distribution Rights A Candid Multi-Tier Panel Discussion: see developing in the future. You can’t for All Lines of Insurance (General Ben Bowen and Andy Christon, Building Collaborative Relationships meaningful experiences around the afford to miss this session. Liability, Auto, Workers’ Compensation) Ippolito Christon & Co. “Market by Market” brands and venues that sustain your Lance Abbott and David Torres, Benjamin Graham, the father of “value Greg Hopkins, Tamarron Consulting business, you are at an advantage. BevCap Management, LLC investing,” introduced the idea of a Navigating through the assumption- Learn how the social media arm of The Demographics of Imported Beer: How does a work-related injury that “Margin of Safety” in investing. Warren based roles and responsibilities of the your marketing expenditures will Surprises from the 2010 Census and begins as a simple injury escalate Buffet, who considered Graham one of supplier and distributor tiers has become elevate demand for your inventory Forecasts on Beer Consumer Migration to involving multiple body parts, the most influential people in his life, increasingly challenging and, at times, and how the conversational forum it Sponsored by the National psychological trauma, tens of thousands seeks that same “Margin of Safety” in his contentious. A panel consisting of provides will work for you 24/7. Association of Beverage Importers of dollars in cost and then take a year investments. Why does price not always members of the Independent Council on (NABI) and NBWA or more to close the claim? During this equal value? Why should beer distributors 3-tier Dynamics – a diverse collection The 2010 census results are out and 90-minute presentation, the curtain of understand this concept? This interactive of industry leaders from across the Beer Marketer’s INSIGHTS: Deep Dive revealing important insights into the “invented complexity” will be lifted. discussion will encompass key concepts tiers – will share firsthand knowledge on Distributors and Beer Industry shifting customer base for beer, wine Information and practical solutions will for the purchase, sale or valuation of beer of Council-developed multi-tier roles, Data and spirits. Benj Steinman of Beer be presented on how to take control of distributorships, as well as “Golden Cases.” responsibilities and accountability Benj Steinman, Beer Marketer’s Marketer’s INSIGHTS will moderate your claim. You will be given strategies tools and discuss how these tools can INSIGHTS Tuesday, October 18 a panel of experts – headed by on how to set and achieve goals to control act as a GPS for improved relationship Beer Marketer’s INSIGHTS President 7:30 – 9:00 a.m. demographer Robert Schmidt Ph.D., JD your premium costs by controlling Successful SKU Management, Handling navigation. The discussion will focus Benj Steinman will dig deep to bring and Nick Lake of The Nielsen Company claim costs. Additional key topics of and Storage Strategies on how the tiers can work together in a distributors fresh insights and analysis – discussing the impacts of population this presentation will include what you Greg Ellis and Ned Bauhof, collaborative effort to sell more beer. about the U.S. beer industry and how Consolidation Opportunities? Look Inside changes on the beer industry now and can do internally to significantly curtail Precision Distribution beer distributors’ critical role in it Your Own Four Walls! looking forward. Also joining the panel risk management/loss prevention issues Consulting, Inc. (PDC) has evolved. Steinman will present a Michael Brunetto, ARCO National will be representatives from retail and across all areas of your business. Various Through extensive use of case studies, The Supplier and Distributor Relationship: comprehensive look at the latest beer Construction/Beverage Group market research who will give real time role-playing scenarios to reinforce the ranging from conventional to fully Distributor Agreement, Franchise Laws industry stats and trends, going into Lost among all the talk about distributor reports on the evolution of the core concepts learned will be included during automated warehousing, as well as sales and Recent Legal Developments more depth than usual to uncover consolidation is an opportunity that customer base for imported beer. this presentation along with handouts and delivery optimization, this seminar Michael D. Madigan, Madigan, actionable information for distributors. many distributors may have overlooked that can help start or add to your current will demonstrate the value of progressive Dahl & Harlan, P.A. But he will also explore such important – consolidating your current satellite loss control/safety manuals. warehousing and delivery operations. The rights and obligations that brewers themes as consolidation, brewer/ or branch locations under one roof. Keeping Your Staff Motivated Through PDC will portray results achieved by and wholesalers owe one another are set distributor relations, the legal and Eliminating unnecessary buildings Knowledge: An In-depth Look at Craft beer and wine distributors, ranging forth in their beer distributor agreement. legislative landscape, the rise of craft within your territory can yield Beer and Food Pairings Building a Superior Training System and from 1MM to 15MM cases, with widely Understanding the legal parameters of brewers, distributor networks of different significant operating savings – think of Scott Kerkmans, Beer Conscious Learning Culture in Your Organization varying SKU portfolios. The speakers that relationship is crucial to the success suppliers, what’s happening with non- it as your own in-house consolidation! Training Bob Brown, Sales Systems will showcase improvements gained of any beer wholesaler. This seminar will alcoholic beverages and much, much Recent advances in delivery equipment, Don’t miss this amazing opportunity to Development, Inc. from proven approaches to storage discuss key provisions of beer distributor more. Join Steinman for an illuminating technology and methods have greatly learn the intricacies of pairing beer with The ongoing development of people is a planning, pick area design, equipment agreements, the effect that beer franchise 90-minute seminar from the industry’s expanded the footprint that can be food while also learning how to motivate major challenge. The key is being able to application, loading processes and laws have on these agreements, and leading provider of information since economically delivered from one your sales team (and your accounts) structure and sustain effective training delivery methods. the effect that other laws have on these 1970. location. Join ARCO Beverage Group and agreements. In addition, because beer Roadnet Technologies in this interactive wholesalers are increasingly distributing workshop that will explore the costs and non-alcoholic products, the seminar will The Evolving Three-Tier System benefits of alternatives to your current cover laws which define the relationship Joe Thompson, Independent branch setup. between suppliers and distributors of Beverage Group (IBG) these products. Finally, the seminar IBG will take an in–depth look at will discuss what to do if disputes with how industry trends such as volume, Seven Steps to Optimizing Customer suppliers arise and will suggest specific margin and cost impact the three-tier Service Costs strategies to deal with these situations. system. The seminar will then include Tim Coughlin, DMG Financial a discussion on how these variables Recently price increases and low could cause dramatic change. Emphasis inflation have buttressed distributor Moving Product Through Experiential will be placed on the pace, price and profits against volume declines. Moving Marketing and Social Media pressure points of consolidation. IBG forward, these factors will provide Garret O’Shea, RedPeg Marketing will show that distributors should less earnings support. Managers will Your company has a Facebook page. embrace value added services in this need to delve deeper into their cost Now what? Experiential marketing has cost cutting environment and discuss structure. Making the most of dollars evolved and social media has blown the how the choices distributors make will spent on the street is essential because covers off the “how to” guide. By creating significantly affect consolidation. that’s where the majority of operating Register Today! Education Seminars Trade Show Exhibitors Visit: www.nbwa.org Questions? Call NBWA at 800-300-6417 or email [email protected]

costs are incurred. This seminar will Brewers Association/CraftBeer.com uses and abuses of valuation reports Hundreds of exhibitors are excited to share new and innovative products and services with attendees during this present a process for analyzing and Bootcamp for Distributors for succession planning, transactional year’s show! Don’t miss the Trade Show at Caesars Palace. optimizing customer service to your Julia Herz, Brewers Association events and litigated disputes. distributorship’s unique customer base, Join Julia Herz, Craft Beer Program NBWA 2011 Exhibitor List as of August 24, 2011 portfolio and competitive strategy. Director at the Brewers Association (BA) and publisher of CraftBeer.com, as she Beyond Beer 101: The State of Beer 21st Amendment Carbotek North America shares an overview of the latest statistics Education, Training and Certification in A7D CReative Group Inc. Chateau Diana LLC The Opportunities and Challenges on U.S. craft brewers and Association Our Rapidly Changing Market Abita Brewing Co., LLC Choc Beer Co. Presented by the 10 Most Important resources available to distributors. The Samuel Merritt, Civilization of Beer Activate Drinks Chrislan Ceramics & Glassware BA has also tapped an industry analyst There’s a lot of misinformation about AFS Technologies Decorating, Inc Provisions in Your Distributor Agreements who will present current sales trends in beer out there. Bad information hinders AJS & Associates Inc Cicerone Certification Program and How Best to Deal with Them the craft segment. As an added bonus, sales and breeds confusion for retailers Albany Door Systems CMC Associates J. Michael Dady, Dady & Gardner, several American craft brewers will and beer drinkers alike. In this seminar, Alexander Global Cold Spring Brewing Company P.A. share what they want distributors to we’ll explore all the information Allagash Brewing Company Colorado State University, College of Business, Beverage Business Michael Dady, who has been ranked know about working with today’s small pathways in the three-tier system and Alluma Tech, Inc. Institute by Chambers USA as one of the best producers. provide several of the options available Alta Marketing Co. CoolerTags.com franchisee/distributor lawyers in America, for accurate information about beer. American Beverage, LLC Copa Di Vino will give his perspective and some Providing good information to the American Body Company Corcentric advice about how beer distributors can Blue Skies Ahead: Women Craft Beer people who make a difference in sales by American Vintage Beverage Inc. Data Consultants, Inc. best maximize the opportunities and Buyers + Craft Beer + Social Media educating customers adds value, whether Anchor Brewing Co. Datamax-O’Neil Corporation minimize the challenges in dealing teaching styles of beer or proper storage = SUCCESS! Anheuser-Busch, Inc. Dematic Corp. with the 10 most important provisions Ginger Johnson, Women Enjoying and service. Attendees will receive Antros Mix Deschutes Brewery in most beer distributor agreements, Beer the resources for good beer education Applied Cleaning Technologies, Inc. Diageo-Guinness USA including minimum performance criteria, Marketing craft beer to women is the and get a view of the beer sommelier’s Geloso Beverage Group Applied Food Sciences, Inc. Digital Media Warehouse deficiency termination, pricing mandates, way to your future success. Learn the growing role in the business of making GI Group Inc ARCO National Construction - Beverage Group Dimensional Insight, Inc. transfer/succession, new products, basics of why, how and when women and selling beer. Gleason Industrial Products Argent Productivity Optimization Solutions DisVet Enterprises, Inc. unilateral amendment, distributing other engage in social media and in craft Glue Dots International Atlas Imports Dogfish Head Craft Brewery brands, operating standards and dispute beer and how you can build steady GM Fleet and Commercial Atomic Brands, Inc Dos Lunas Tequila resolution provisions. sustainable sales with this magic trifecta. Your Brewprint Solutions: The Challenges GMODELO USA LLC Automatic Bar Controls / Wunder-Bar Draught Technologies, LLC This seminar will cover what you can do Presented to the Five Tiers of the Craft Graphic Resource Systems Avalonza DRV Technologies, Inc. about it today. Beer, women and social Beer Industry Green Mountain Beverage AWTI - 3rd Eye MobileVision Electric Vehicles R-US media are all here to stay. Can you Joth Ricci, First Beverage Group; JB Group Hesse B&P Manufacturing Encompass Technologies afford to miss this session? Be ready, Shireman, The Beverage Intelligence Hannibal Industries, Inc. Baltika Breweries Enhance America, Inc. come to this session and get ahead. Group; Bump Williams, Bump Harpoon Brewery Bar Coding, Inc. Eternal Water Williams Consulting HDA Architects Barrel O’Fun Snack Foods Company Euro Distribution Co In this point vs. counterpoint discussion, Heartland Computers, Inc. Beer Conscious Training Evermore Recycling Succession Planning: How to the presenters will debate their Heineken USA of the World Packaging Co. Ex Drinks LLC Accomplish It Successfully perspectives on the craft beer category HighJump Software BeerTubes.com F.X. Matt Brewing Company/Saranac and Maintain Peace Among the from a supplier, distributor and retailer Hino Trucks Benko Products Fat Boy Beer point of view and will offer solutions to Hornell Brewing - Arnold Palmer Hard Stakeholders BevCap Management, LLC Featherlite, Inc. Timothy R. Lee, ASA, Mercer the challenges facing the five tiers of the Hudepohl-Schoenling Brewing Company Beverage Business Magazine Finiti Branding Group, LLC Capital craft industry. Whether it’s a concern Iceland Spring Water/Pure Distribution US, LLC Big Easy Blends Fintech Planning for management and about supplier-to-supplier dynamics, Independent Beverage Group, Inc. Big Systems Fleet Trax Inc ownership succession is a daunting SKU proliferation, sales focus, getting the Inflatable Design Group Blanco Basura Beverages, Inc. Beer Company task due to the increasing “local” product to market or consumer Innis & Gunn USA, Inc. Blue Horseshoe Florida Caribbean Distillers complexity of day-to-day life as trends, the presenters will deliver ideas Innovative Marketing Boelter Companies Freightliner Trucks a distributor as well as the long-term on how to successfully tackle these Intervolve “Bench Strength”: How to Successfully Bracton USA FRENCH CRAFT BREWERS strategic issues facing the beverage issues. Intribe360 Brewers Association/CraftBeer.com Brewers Friday Monkey Group Develop Your Next Generation of Leaders industry. Ultimately, most planning Pavilion Iowa Rotocast Plastics, Inc. G.K. Skaggs Matt Dahlstrom, LearnBeer.com actions and conflicts revolve around Brewery Ommegang Ippolito Christon & Co. Behind the Headlines: The Latest in Gap Promotions LLC We have a “talent gap” – a gaping hole in the issue of valuation. When your Brother Mobile Solutions IQ Accessories, Inc. Geis Companies our industry that has become a challenge shareholder base, the market or your Industry News from Beer Business Daily Bucks Trucks, LLC Irish Dog Bloody Mary Mix to wholesalers across the country. supplier dictate that you are either Harry Schuhmacher, Beer Business Iron Horse Beverage, LLC Starting today we need to prepare our exiting or accumulating ownership, Daily ITW Galewrap employees to take on bigger and more the primary concern is the value at Beer Business Daily publisher Harry Jack Nadel International challenging leadership roles. Building which transaction participants will Schuhmacher takes you through JC BeerTech the leadership bench strength of your buy and sell. This session provides current events in the beer industry and JD Packaging Group Inc. organization requires a steady supply an overview of critical succession examines how they may impact the Jenlis Inc. of talented people who are prepared to planning considerations as they future. The seminar will cover both Joe Tea take on this challenge. If you’re feeling relate to valuation. In addition, Tim supplier and distributor consolidation Joseph James Brewing Co., Inc pinched because of a shortage of quality Lee instructs attendees about the issues, craft beer’s exploding growth, Judelson, Giordano & Siegel, CPA, PC leaders who can manage people and a conflicts that will likely arise among demographic changes, retailer power, KD Kanopy P&L, you’re not alone. With 20 years of shareholders, non-family managers taking costs out of the system, the KegSkins LLC experience helping wholesalers adapt to and family members as a result of reformulation of caffeinated alcohol Killer Buzz - PBEV, LLC today’s beverage industry, author, trainer the succession process. Lee also beverages, three-tier threats and more. Lagunitas Brewing Co. and beverage consultant Matt Dahlstrom will provide insight on the financial Schuhmacher will attempt to extrapolate Landoll Corporation outlines the 10 ways to grow tomorrow’s positions that often underpin buyers’ from past developments and recent Las Vegas Beer & Beverage leaders. You’ll learn how to map your and sellers’ claims about business events to predict the most probable Latis employees’ leadership potential, measure value, whether in a courtroom setting scenarios for the future and suggest what LEDCO, Inc. Division of Graphic Laminating critical leadership skills and accelerate or across the dinner table. Attendees distributors can do to influence those LexJet development to prepare employees for will gain significant resources to events. Lifoam Industries, LLC bigger roles. effectively review and understand the Lightweight Containers Trade Show Exhibitors Schedule of Events

Pacific Merchants dba Kromedispense Softeon, Inc. Friday, October 14 Palmer Promotional Products St. Killian Import Co. Panasonic Computer Solutions Stahlman Group, Inc. Noon – 5:00 p.m. Company Stanley Stawski Distributing Co., Inc. NBWA Board and Committee Meetings Parallel Products Stevens Point Brewery Parasol Enterprises, Inc. Stone Brewing Co. Saturday, October 15 Petoskey Plastics Strategic Mobility Group (SMG) Phusion Projects Straub Distributing 8:00 a.m. – 5:00 p.m. Pong Beer Summit Brewing Company Registration Desk Open Precision Distribution Consulting Sunshine Imports SweetWater Brewing Company 8:00 a.m. – 2:00 p.m. System Logistics NBWA Board and Committee Meetings TapRite TEAM Coalition Team Image Marketing Sunday, October 16 LiqueColor Inkjet Group Tec Art Industries, Inc. 8:00 a.m. – 6:30 p.m. The Boston Beer Company Liquid Management Partners Registration Desk Open Los Andes Trading Co. - Elkan Wine The Dad’s Root Beer Company The Flag Loft Lotus Lifestyle Beverage Inc. 8:30 a.m. – Noon LPM Systems The Propane Education & Research Council NBWA Board and Committee Meetings M. Cornell Imports Thermomass Magline, Inc. ThermoSafe Brands Material Handling Technologies Inc. Thonhauser USA Inc 1:30 – 3:00 p.m. Medtech Wristbands Total Beverage Distributors Education Seminars Total Beverage Solution Michele & Group, Inc. Premier Merchandising, LLC Turille & Associates 3:00 – 5:00 p.m. Mickey Truck Bodies Inc. Progressive Edge, dba Natures Flash Lite Twang Partnes, Ltd. Micro Matic U.S.A., Inc. Pseco Inc. Distributor Member Meeting Twinlode Corporation Mikes Hard Lemonade Randall Manufacturing Tygard Machine & Manufacturing MillerCoors Red Parrot Premium Juices and Mixes 6:30 – 8:30 p.m. Uinta Brewing Company Minhas Craft Brewery Redman Consulting Ltd Welcome Reception United Brands Company MIT Systems, Inc. Rehrig Pacific Company United States Beverage MobileDemand Replenishment Solutions Utah Breweries Cooperative Evening Mode Transportation Retail Currency Solutions, Inc. Vampt Beverage USA Corp. Supplier Hospitalities Moutai USA Rite-Hite Corporation Vermont Information Processing Napa Smith Brewery Riverside Manufacturing Company Vertique, Inc. National Beverage Corp RMT Robotics Monday, October 17 Victory Brewing Company National Chemicals, Inc. Roadnet Technologies, Inc. Vision Concepts 6:30 a.m. – 5:00 p.m. NationaLease Roaring Lion Energy Drink Visual Products Corp (VPC) Registration Desk Open Nationwide Insurance Rogue Ales VT Hackney, Inc. Networkfleet, Inc. RTC Waterfall Resort 7:30 – 9:00 a.m. New Age Industrial Rutherford & Associates, Inc. Waymatic, Inc. New Belgium Brewing Company Ryder Fleet Management Solutions Education Seminars Wells Fargo Bank - Beverage Finance Nilfisk-Advance, Inc. Rytec High Performance Doors Xyience Nox-Crete Products Group Safety Vision 9:00 a.m. – Noon Zebra Technologies Corporation Odell Brewing Salient Management Company Opening General Session Zeon Corporation OnTrak Software Sapporo USA, Inc. Zoneworks Oskar Blues Brewery Saratoga Springwater Co. Noon – 4:30 p.m. Owners-Rep Satellite Logistics Group Trade Show Floor Open Pabst Brewing Company SG Beverage Solutions Inc. Pacific International Liquor, Inc. Singha North America Evening Supplier Hospitalities Tuesday, October 18 6:30 a.m. – 5:00 p.m. Registration Desk Open

7:30 – 9:00 a.m. Education Seminars

9:00 a.m. – Noon General Session

Noon – 4:30 p.m. Trade Show Floor Open

Evening Supplier Hospitalities Wednesday, October 19 Departures 74TH NBWA Annual Convention and Trade Show Complete and return this form to: MAIL: National Beer Wholesalers Association REGISTRATION FORM P.O. Box 79556 Baltimore, MD 21279-0556 CAESARS PALACE, LAS VEGAS, NV • OCTOBER 16-19, 2011 General Information FAX: 703-519-3063 WEB: www.nbwa.org Type or print for each person or couple registering. Photocopy ­additional forms as ­needed. Please check box of seminars you will attend and Registration NAME NICKNAME indicate the number of tickets requested. TITLE 2011 EDUCATION SEMINARS There are three ways to register: Sunday October 16 SPOUSE NAME (IF ATTENDING) NICKNAME 1:30 – 3:00 p.m. 1) Register online at www.nbwa.org with your o Social Media: More Than A Fad But Will It Be Your Next Business Tool?...... ____ Tickets @ $40 company log-in information. TITLE o The Demographics of Imported Beer ...... ____ Tickets @ $40 o Keeping Your Staff Motivated ...... ____ Tickets @ $40 2) Register using the attached registration form COMPANY NAME Monday, October 17 and mail with payment to: COMPANY MAILING ADDRESS 7:30 – 9:00 a.m. o CITY STATE/COUNTRY ZIP CODE Risk Management...... ____ Tickets @ $40 National Beer Wholesalers Association o Building a Superior Training System ...... ____ Tickets @ $40 o PHONE EXT. FAX Margin of Safety? Price vs. Value of P.O. Box 79556 Distribution Rights...... ____ Tickets @ $40 o Successful SKU Management, Handling, Baltimore, MD 21279-0556 EMAIL ADDRESS and Storage Strategies...... ____ Tickets @ $40 o Please check here if you are disabled and require special services. Attach a written description of needs. o Sales Leadership – Taking Management to 3) Register using the attached registration form the Next Level...... ____ Tickets @ $40 REGISTRATION FEES FEE BEFORE SEPTEMBER 30, 2011 FEE AFTER SEPTEMBER 30, 2011 FEE o and fax to: 703-519-3063 A Candid Multi-Tier Panel Discussion...... ____ Tickets @ $40 Reduced Rates for Member Beer Member Beer o The Supplier & Distributor Relationship...... ____ Tickets @ $40 Multiple Registrants Distributor and Non-Member Beer Distributor and Non-Member Beer o Moving Product Through Experiential Associate Member Distributor Associate Member Distributor Marketing ...... ____ Tickets @ $40 Don’t miss discounted registration fees: o o Full Convention Registrant # 1 $550 $1,100 $600 $1,200 Beer Marketer’s INSIGHTS Deep Dive ...... ____ Tickets @ $40 There are two ways to save! o The Evolving Three-Tier System...... ____ Tickets @ $40 o Full Convention Registrant # 2 550 1,100 600 1,200 Save $50 on the full registration fee by o Full Convention Registrant # 3 and 4* 475 950 525 1,050 Tuesday, October 18 7:30 – 9:00 a.m. returning the NBWA registration form by o Full Convention Registrant # 5 or more** 425 850 475 950 o Consolidation Opportunities? Look Inside Your Own Four Walls!...... ____ Tickets @ $40 September 30. In addition, substantially o Full Convention Spouse 200 200 200 200 o 7 Steps to Optimizing Customer Service Costs...... ____ Tickets @ $40 reduced fees are available for the third o State Association/Government Employee 200 200 200 200 o The Opportunities and the Challenges Presented by the 10 Most Important Provisions...... ____ Tickets @ $40 * (Discount applies after 2 full registrations have been made) o “Bench Strength” ...... ____ Tickets @ $40 or subsequent registrants from the same ** (Discount applies after 4 full registrations have been made) TOTAL REGISTRATION FEES $ o Brewers Association/CraftBeer.com Boot Camp for company. These savings are increased with Distributors...... ____ Tickets @ $40 PAYMENT METHOD TOTAL SEMINAR FEES + o Blue Skies Ahead...... ____ Tickets @ $40 early registration. o Check Enclosed o MasterCard/Visa $ o Succession Planning: How to Accomplish It TOTAL PAYMENT (U.S. FUNDS) Successfully...... ____ Tickets @ $40

ACCOUNT NO. (Print Clearly) EXPIRATION: MONTH/YEAR (MM/YY) o Beyond Beer 101...... ____ Tickets @ $40 Hotel Information CREDENTIAL OF VOTING DELEGATE NBWA Distributor Member Only o Your Brewprint Solutions...... ____ Tickets @ $40 The following named individual from this company will act as our voting NAME ON CREDIT CARD o Behind the Headlines: The Latest in Industry News Caesars Palace is the location for this year’s delegate during the NBWA Business Session. from Beer Business Daily...... ____ Tickets @ $40

ADDRESS CITY/STATE ZIP Annual Convention and Trade Show. NAME OF VOTING DELEGATE POSITION/TITLE TOTAL SEMINAR FEES $ SIGNATURE AUTHORIZED BY PRINT NAME AND TITLE OF SIGNATOR Caesars Palace 3570 Las Vegas Boulevard South Las Vegas, NV 89109 The discounted room rates are: REGISTRATION INSTRUCTIONS AND POLICIES $188 per night – Forum Tower Please allow three (3) weeks for a registration acknowledgment from NBWA. $193 per night – Palace and Augustus Towers THREE EASY WAYS TO REGISTER: voting del­e­gate but by another officer of the To receive this discounted rate, please make MAIL: National Beer Wholesalers Association company. your reservations no later than September P.O. Box 79556 CANCELLATION AND Baltimore, MD 21279-0556 19. The NBWA guest room block can sell out REFUND POLICIES prior to September 19. DON’T DELAY. Once the FAX: 703-519-3063 • All requests for refunds must be made block is sold out, rooms and rates cannot be WEB: www.nbwa.org in writing. Telephone re­quests cannot be guaranteed. When making your reservations, honored. GENERAL INFORMATION • A 100% refund will be made on registration be sure to indicate that you are attending the • Use one form for each person or couple can­cel­la­tions received in writing by NBWA Convention and Trade Show. registering. Photocopy additional forms as September 23, 2011. HOTEL RESERVATIONS needed. To make your reservations call: • A $100 ad­mini­stra­tion fee per person will be All hotel reservations should be • A check payable to NBWA for all fees due charged on reg­is­tra­tion cancellations received made directly through: 1-866-227-5944 in writing September 23 through October 7, must accompany this form or provide VISA or Caesars Palace 2011. MasterCard information. All funds must be in 3570 Las Vegas Boulevard Ground Transportation U.S. dollars. American Express is not accepted. • No refunds will be made for registration fees, South Taxi service for the five-mile trip from the • Type or print all re­quested information. Badges welcome re­cep­tion tickets or seminar tickets Las Vegas, NV 89109 will be printed exactly as the forms are after October 7, 2011. airport to Caesars Palace is approximately $20. To make reservations, call: submitted. • Send written notification of cancellation to: 1-866-227-5944 • The cut-off date for pre-registration is Diane Mahoney Suggested Dress October 7, 2011. After that date we cannot guar­ NBWA The last day to make hotel Business casual is the dress for official an­tee your registration packet will be available 1101 King Street, Suite 600 reservations and receive in the pre-registration lines. Alexandria, VA 22314 the discounted room rate is Convention events. A jacket may be required for September 19, 2011. The NBWA • After October 7, 2011, please register or fax to 703-519-3063 or some Las Vegas dining. Temperatures for Las guest room block can sell out on-site. email [email protected]. Vegas in October average in the low 80s during prior to September 19, 2011. Once the block is sold out, room VOTING DELEGATE CREDENTIAL the day and in the high 50s in the evening. A NON-MEMBER SUPPLIERS rates cannot be guaranteed. jacket or sweater is recommended for evenings • NBWA member distributors in good standing • In order to attend the NBWA Annual The discounted room rates are: and hotel meeting rooms. are asked to designate one person from Convention, NBWA policy requires all their company to act as their voting delegate suppliers to the beer distribution industry to be $188 per night – Forum Tower during the NBWA Business Session on NBWA associate members. For membership $193 per night – Palace and Questions? Sunday, October 16, 2011. The voting delegate information, please contact the NBWA Augustus Towers credential box should not be signed by the Membership Department at Contact the NBWA Membership and Meetings Be sure to indicate you person who is designated as the company’s 800-300-6417, ext. 121. Department at 800-300-6417 or email are attending the NBWA [email protected]. Convention and Trade Show in Questions? Call NBWA at 800-300-6417 or email [email protected]. order to take advantage of the discounted room rates. 74TH NBWA Annual Convention and Trade Show Complete and return this form to: MAIL: National Beer Wholesalers Association REGISTRATION FORM P.O. Box 79556 Baltimore, MD 21279-0556 CAESARS PALACE, LAS VEGAS, NV • OCTOBER 16-19, 2011 FAX: 703-519-3063 WEB: www.nbwa.org Type or print for each person or couple registering. Photocopy ­additional forms as ­needed. Please check box of seminars you will attend and NAME NICKNAME indicate the number of tickets requested.

TITLE 2011 EDUCATION SEMINARS Sunday October 16 SPOUSE NAME (IF ATTENDING) NICKNAME 1:30 – 3:00 p.m. o Social Media: More Than A Fad But Will It Be Your Next Business

TITLE Tool?...... ____ Tickets @ $40 o The Demographics of Imported Beer ...... ____ Tickets @ $40

COMPANY NAME o Keeping Your Staff Motivated ...... ____ Tickets @ $40

COMPANY MAILING ADDRESS Monday, October 17 7:30 – 9:00 a.m. o CITY STATE/COUNTRY ZIP CODE Risk Management...... ____ Tickets @ $40 o Building a Superior Training System ...... ____ Tickets @ $40 o PHONE EXT. FAX Margin of Safety? Price vs. Value of Distribution Rights...... ____ Tickets @ $40 o Successful SKU Management, Handling, EMAIL ADDRESS and Storage Strategies...... ____ Tickets @ $40 o Please check here if you are disabled and require special services. Attach a written description of needs. o Sales Leadership – Taking Management to the Next Level...... ____ Tickets @ $40 REGISTRATION FEES FEE BEFORE SEPTEMBER 30, 2011 FEE AFTER SEPTEMBER 30, 2011 FEE o A Candid Multi-Tier Panel Discussion...... ____ Tickets @ $40 Reduced rates for Member Beer Member Beer o The Supplier & Distributor Relationship...... ____ Tickets @ $40 Multiple registrants Distributor and Non-Member Beer Distributor and Non-Member Beer o Moving Product Through Experiential Associate Member Distributor Associate Member Distributor Marketing ...... ____ Tickets @ $40 o o Full Convention Registrant # 1 $550 $1,100 $600 $1,200 Beer Marketer’s INSIGHTS Deep Dive ...... ____ Tickets @ $40 o The Evolving Three-Tier System...... ____ Tickets @ $40 o Full Convention Registrant # 2 550 1,100 600 1,200 o Full Convention Registrant # 3 and 4* 475 950 525 1,050 Tuesday, October 18 7:30 – 9:00 a.m. o Full Convention Registrant # 5 or more** 425 850 475 950 o Consolidation Opportunities? Look Inside Your Own Four Walls!...... ____ Tickets @ $40 o Full Convention Spouse 200 200 200 200 o 7 Steps to Optimizing Customer Service Costs...... ____ Tickets @ $40 o State Association/Government Employee 200 200 200 200 o The Opportunities and the Challenges Presented by the 10 Most Important Provisions...... ____ Tickets @ $40 * (Discount applies after 2 full registrations have been made) o “Bench Strength” ...... ____ Tickets @ $40 ** (Discount applies after 4 full registrations have been made) TOTAL REGISTRATION FEES $ o Brewers Association/CraftBeer.com Boot Camp for Distributors...... ____ Tickets @ $40 PAYMENT METHOD TOTAL SEMINAR FEES + o Blue Skies Ahead...... ____ Tickets @ $40 o Check Enclosed o MasterCard/Visa $ o Succession Planning: How to Accomplish It TOTAL PAYMENT (US FUNDS) Successfully...... ____ Tickets @ $40

ACCOUNT NO. (Print Clearly) EXPIRATION: MONTH/YEAR (MM/YY) o Beyond Beer 101...... ____ Tickets @ $40 CREDENTIAL OF VOTING DELEGATE NBWA Distributor Member Only o Your Brewprint Solutions...... ____ Tickets @ $40 The following named individual from this company will act as our voting NAME ON CREDIT CARD o Behind the Headlines: The Latest in Industry News delegate during the NBWA Business Session. from Beer Business Daily...... ____ Tickets @ $40

ADDRESS CITY/STATE ZIP NAME OF VOTING DELEGATE POSITION/TITLE TOTAL SEMINAR FEES $ SIGNATURE AUTHORIZED BY PRINT NAME AND TITLE OF SIGNATOR REGISTRATION INSTRUCTIONS AND POLICIES Please allow three (3) weeks for a registration acknowledgment from NBWA.

THREE EASY WAYS TO REGISTER: voting del­e­gate but by another officer of the company. MAIL: National Beer Wholesalers Association P.O. Box 79556 CANCELLATION AND Baltimore, MD 21279-0556 REFUND POLICIES FAX: 703-519-3063 • All requests for refunds must be made WEB: www.nbwa.org in writing. Telephone re­quests cannot be honored. GENERAL INFORMATION • A 100% refund will be made on • Use one form for each person or couple registration can­cel­la­tions received in registering. Photocopy additional forms as writing by September 23, 2011. HOTEL RESERVATIONS needed. • A $100 ad­mini­stra­tion fee per person will be All hotel reservations should be • A check payable to NBWA for all fees due charged on reg­is­tra­tion cancellations received made directly through: in writing September 23 through October 7, must accompany this form or provide VISA or Caesars Palace 2011. MasterCard information. All funds must be in 3570 Las Vegas Boulevard South US dollars. American Express is not accepted. • No refunds will be made for registration fees, Las Vegas, NV 89109 • Type or print all re­quested information. Badges welcome re­cep­tion tickets or seminar tickets after October 7, 2011. To make reservations, call: will be printed exactly as the forms are 1-866-227-5944 submitted. • Send written notification of cancellation to: The last day to make hotel • The cut-off date for pre-registration is Diane Mahoney reservations and receive the October 7, 2011. After that date we cannot guar­ NBWA discounted room rate is September an­tee your registration packet will be available 1101 King Street, Suite 600 19, 2011. The NBWA guest in the pre-registration lines. Alexandria, VA 22314 room block can sell out prior to or fax to 703-519-3063 or • After October 7, 2011, please register September 19, 2011. Once the block email [email protected]. on-site. is sold out, room rates cannot guaranteed. VOTING DELEGATE CREDENTIAL NON MEMBER SUPPLIERS The discounted room rates are: • NBWA member distributors in good standing • In order to attend the NBWA Annual $188 per night – Forum Tower are asked to designate one person from Convention, NBWA policy requires all their company to act as their voting delegate suppliers to the beer distribution industry to be $193 per night – Palace and during the NBWA Business Session on NBWA associate members. For membership Augustus Towers information, please contact the NBWA Sunday, October 16, 2011. The voting delegate Be sure to indicate you are Membership Department at credential box should not be signed by the attending the NBWA Convention 800-300-6417, ext. 121. person who is designated as the company’s and Trade Show in order to take advantage of the discounted room Questions? Call NBWA at 800-300-6417 or e-mail [email protected]. rates.