Human Resources Technology Marketing the People of Retail

THE NEWS AND EVENTS OF MARKETING SPECIALISTS thethe SummerSummer 1998 HumanHuman ResourcesResources Technology Marketing The People ofof MARKETING SPECIALISTSSPECIALISTS Retail Alternative ChannelsChannels and News fromfrom coast to coast IN THIS ISSUE OF theSPECIALIST 4-5 Human Resources Mark Paul of Smith Barney, Marketing Specialists’ 401(k) advi- sor, passes along a few helpful suggestions for planning your investment strategy. It’s never too late -- or too little. 6-7 Technology The Market Place, Marketing Specialists’ Intranet, receives top honors from CIO WebBusiness magazine. 8-9 Marketing This emerging group is building brand equity through exciting local event marketing. 10-19 The People of Marketing Specialists From Dick Silvers’ harrowing bungee-jumping experience to Office Manager Betty Mixons 55 years with the company to Bob Cowin’s “northern” migration, these are the stories that represent the diverse strengths behind Marketing Specialists. 20-21 Alternative Channels This fast-growing division never rests -- even when its man at the helm, Corporate Vice President Robin Schofield, makes a 10,000-mile trip home. 22-23 Retail The latest news on the Retail front; and Corporate Vice President Kurt Nolin talks about the division’s continued high- tech evolution. 24-31 News from Coast to Coast Here’s the scoop, from the latest developments in Foodservice to Channel Marketing to a few words on teamwork by Bruce Butler. A WORD FROM THE CHAIRMAN Ron Pedersen, CEO and Chairman of the Board It has been two years since our management team began working to incorporate four companies spread across 29 states. Throughout these two years, we have struggled with high costs, sluggish sales, and high capital expenditures, not to mention melding multiple cul- tures, four sets of systems, and more than 4,500 people. Merging great companies together has enhanced our geographical diversity, resulting in necessary economies of scale to allow superior retail coverage, manufacturer- and customer-dedicated sales and marketing teams, and significant critical mass with resulting efficiencies in procurement, centralized administration, and information systems. During the last two years, the presence of shared values has been one of our primary strengths as we blend the lives of the people who comprise Marketing Specialists. The defining characteristic of our emerging corporate culture is teamwork. More than any other factor, our shared values and long-standing com- petitive spirit have permitted us to merge these widely spread organizations with skill, speed, and the ongoing priority of placing the care of our employees first. As we go forward, we will continue to nurture these important qualities with Marketing Specialists’ 4,500 employees. Today, Marketing Specialists is paving the way toward new and perhaps yet-to-be-defined capabilities in reaching consumers. At every level, we are proving to our manufacturing partners that we do indeed add value to the process. Through our efforts, we’re positioning Marketing Specialists as an example of the most efficient way to reach consumers in the United States. I urge you to read this issue of The Specialist carefully. You’ll learn more about Marketing Specialists’ efforts to support and care for our employees. Under the leadership of Chalmers Ward, your Human Resources department is the best in our community. Take advantage of our many employee benefits training programs. These are designed to support you and your families while raising collective skill sets. Marketing Specialists has positioned itself at the forefront of our industry with a business strategy that focuses on integrated systems and innovative applications. Under the direction of CIO Dick Silvers, we are paving new roads while we go to market with an infrastructure that supports our mission. Our leadership is demonstrated repeatedly through key initiatives such as integrated EDI; a companywide Windows NT information network; successful implementation of CRP; and Web-based technology, including communi- cation via the Internet, our award-winning Intranet, and Extranets. And it doesn’t stop there. Called “Pioneers in Field Sales Automation” by Brand Marketing magazine, Marketing Specialists has been recognized as a leader of technological innovation within our industry. Using our computer-based retail information system, the implementation of category management and bidirectional flow of intelligence down to the store level are realities at Marketing Specialists. In closing, I hope you will swell with pride as The Specialist shares the lives and accomplishments of our associates. Thank you for your contributions and your continued commitment to Marketing Specialists. HUMAN RESOURCES chance they’ll have of maximizing this new members of Marketing Specialists’ Profile: B. Mark Paul important investment in the future.” 401(k) plan. “I like to consider myself a Senior Vice President Mark holds a degree in business and motivational speaker as it relates to finance from Southern Methodist investments,” Mark says. “When I have Smith Barney University. Prior to joining Smith the opportunity to speak in front of the Barney, he spent 17 years with Steak and various Marketing Specialists offices, I Mark Paul is helping Marketing Ale restaurants – first as a multi-restau- know I am in a position to have a great Specialists’ associates make wise invest- rant supervisor, and later as a director of deal of impact – not only on the investments in their futures. Mark is a 12-year training for the company. ment approach used for attendees’ 401(k) veteran of Smith Barney’s Consulting Mark speaks professionally throughout funds, but the outside monies that they the United States. He has also been log- save, as well. There are basic concepts ging considerable travel miles while jour- that I like to cover that hold true for any neying to our various offices, enrolling investing one may do.” Mark’s investment suggestions Here are some of Mark’s suggestions for planning wise investment strategies: Properly defining one’s investment time horizon. So many people tend to mis- calculate the time over which the money they have will be invested. For example, a 55-year-old who wishes to retire at age 60 may feel he has only a five-year period for his or her money to work. However, in most cases, the money will remain invested for years beyond that date. Most people in retirement will live off the returns that the investment produces, meaning their time horizon is really clos- er to their life expectancy – for example, 84 or 85 years of age. Having a longer Group, a division specializing in invest- period of time over which to invest enables the investor to make the money work ment management and participant com- harder. For example, those for whom stocks would be appropriate have the munication for the 401(k) market. Mark advantage of time to weather the ups and downs of the stock market. assists Marketing Specialists with fund Set reasonable expectations up front. If an investor recognizes that the stock selection and performance analysis. The and bond markets will inevitably provide good and bad periods, he or she will be Consulting Group is the largest invest- better prepared for market volatility. The key is staying invested because over ment management organization of its time, the ordinary returns that these markets provide become truly extraordinary kind in the United States and was the due to the magic of compounding. In most cases, it doesn’t take home runs, just first 401(k) plan service provider to good, consistent returns to meet one’s investment objectives. Young investors are receive permission from the United in the best position to take advantage of the long-term upward trend in the mar- States Department of Labor to provide kets. They just need to get started. Saving, especially through a 401(k) plan with a each plan participant with individual generous match like the company’s, can never be initiated too soon or with too assessment advice. small an amount. In his role as our consultant, Mark wears many hats. Besides coordinating The old adage “Don’t put all of your eggs in one basket” still holds true. Investing the tasks required between our record- money in one of a few investment types is a risky tactic that may lead either to huge keepers, Milliman and Robertson, and our returns or huge losses. The way to avoid such high-risk investing is through diversifica- Human Resources team, Mark is available tion. By carefully selecting a number of different investment types, investors can to assist our employees with questions achieve their desired return expectations with less risk. By spreading funds among sev- related to the plan’s investment options. eral different types of investments, an investor can increase the probability that if one “One of the most rewarding parts of my investment is decreasing in value, another is increasing in value. Another term for this is job is helping individual participants asset allocation, and that is what drives the 401(k) plan as well as the recommenda- make well-informed decisions regarding tions Smith Barney presents to each participant through the Participant Investment the money they have in the plan,” Mark Planner. All a participant has to do to get this help is submit the Participant Investment says. “The better they understand how the Planner questionnaire. Smith Barney will not only guide your initial investment decision plan works and how to utilize Smith but also will tell you when you should make adjustments. Barney’s ongoing advice, the greater the 4 the SPECIALIST Meet the players behind the scenes Human Resources Contacts The backbone of the 401(k) plan Marketing Specialists’ 401(k) plan has been enhanced over the last year, making it Vice President a highlighted benefit for employees joining the Marketing Specialists family.

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