BOTTOM LINE HE VOICE OF INDEPENDENT RETAILERS • VOL. 23, NO. 1 • JANUARY 2012 HAPPY NEW AFPD New Branding, New Building, New Era NO high fructose corn syrup
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Departments Columns
7 AFPD Corner 6 President’s Message 14 Retailer Spotlight The Power of Change Waters Edge Market 11 Petroleum News & Views 18 Safety Sense The Future of Fuel Marketing Ohio BWC Board Approves Credibility Changes 12 Political Action 19 Supplier Spotlight Leveling the Playing Field for Funding DTE Energy Supply 16 Communication Corner 26 Healthy Living What the Community Expects from You Uninsured Detroiters Get Help from BCBSM 20 Ohio Division of Liquor Control 28 Supplier Directory A Common Sense Business Climate 22 Michigan Legislative Update 2011 AFPD Legislative All-Star Team 24 Michigan Liquor Commission MLCC Expects Modest Growth in 2012
BOTTOM line www AFPDonline oij * " • the Dfltel MONOPOLY “In It To Win I t ” AFPD invites you to join us for our 96th Annual Trade Dinner & Dali
February 2 4 ,2 0 1 2 Diamond Center Suburban Collection Showplace / r SUBURBAN COLLECTION Sd s h o w p l a c e
black tie, please
Sponsorship opportunities are available! For ticket information call Tamar Lutz a t (&00) 6 6 6 - 6 2 3 3 or visit www.AFPDonline.org.
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Monopoly™ is a registered trademark of Hasbro. President s Message EXECUTIVE COMMITTEE Jim Hooks Chairman • Metro Foodland Joe Bellino, Jr. Vice Chair Government & Legislative Affairs Broadway Market, Region 4 Auday P. Pat LaVecchia Petroleum/Auto Repair Vice Chair Government & Legislative Affairs ARABO Pat's Auto Service AFPD President/CEO John Denha Food & Beverage Vice Chair Membership • 8 Mile Foodland Paul Elhindi Petroleum/Auto Repair Vice Chair Membership Lyndhurst Valero, Region 8 Ai Chittaro Vice Chair Long Range Planning • Faygo Beverages, Inc. The Power of Change Jim Garmo Vice Chair Community Relations • Shoppers Valley Market Bobby Hesano here’s a well-known adage: “Change executive officers. The challenges in Treasurer • D & B Grocers Wholesale is the only thing that remains constant Lansing, Columbus and Washington, Najib Atisha Secretary -Indian Village Market Tin life." Certainly, change is not D C. will be front-and-center as always welcomed or even understood. we move into a heated presidential EMERITUS DIRECTORS However, I prefer to view change through election year with a number of big Chris Zebari ...... Lipari Foods the lens used by Mahatma Gandhi when he statewide and local races. Stay tuned for Fred D ally...... Medicine Chest Ronnie Jamil...... Mug & Jug Liquor Stores said, “Be the change that you wish to see in announcements about AFPD PAC events the world.” where you can meet elected officials REGIONAL DIRECTORS The last few years have seen a number or candidates. Between the potential Kenneth Atchoo ...... McK’s Wine Shoppe, Region 1 \ of changes at Associated Food & Petroleum alcohol law changes in the State of Brian Yaldoo. .. Hills Fine Wine & Spirits, Region 2 Steve Honorowski Pepsi Beverages Company, Region 3 Dealers, and 2012 is already making its Michigan and the CAT Tax changes we Marvin Yono ...... Alpine Market Place, Region 5 own mark: a new logo emphasizing our are vigorously fighting for in Columbus Percy Wells, III . Coca-Cola Refreshments, Region 6 acronym (getting away from our long for our petroleum members, there will Harold McGovern . . . National Wine & Spirits, Region 7 name) and a new slogan for the association. be no rest in 2012. AFPD is moving Vickie Hobbs ...... Whitehall Shell, Region 9 Now, we are officially named AFPD— quickly and aggressively to protect the FOOD & BEVERAGE RETAIL DIRECTORS The Voice of Independent Retailers. The vital interests of its members. Frank Ayar ...... Walters Shopping Place; new logo was created by Jonn Shamoun Never forget that everything starts and Jerry Crete ...... Ideal Party Stores1 Phil Kassa ...... Saturn Food Center of New Century Creative and symbolizes ends with you, the AFPD member. We Clifton Denha ...... Wine Palace j independent retailers standing side-by- encourage you to donate to the AFPD AI Jonna ...... Picnic Basket j side as a united front working together PAC and get involved by attending our Vacancy ___Food & Beverage Retail Director' for the common good of the industry and various events throughout the year. Help FOOD & BEVERAGE SUPPLIER DIRECTORS the communities they serve. In today s us recruit new members, who will thank Gary Davis ...... Praine Farms business climate, individual retailers are you later. On their own, they will remain Jason Ishbia ...... Sherwood Foods climbing a steep hill as a snowball comes uninformed and out in the cold in 2012. Marsha Keenoy ...... Diageo1 Mike Rosch ...... Great Lakes Wine & Spirits barreling toward them, grow ing in size and especially without the information and ...... J accelerating in speed. However, AFPD’s insight AFPD has to offer. AFPD is the PETROLEUM / AUTO REPAIR DIRECTORS credo is that there is nothing we cannot power of thousands of members working Dave Freitag Yorkshire Tire & Auto accomplish when we work collectively and together, compared to the ineffective Mike Koza ...... Highpointe Oil strategically against the forces that work efforts of one or two stores on their own. Jim Mandas Broadway Market & Cafe; Bill Michailidis Delaware Market & Cafe against us. We are talking about the survival of your Vacancy Petroleum/Auto Repair Director f Another piece of exciting news: AFPD small business, so now is the time to ______J ASSOCIATE DIRECTOR : now owns a beautiful 6.000 square-foot work together to protect our industry. As building in the city of West Bloomfield. Malcolm X said, “if you do not stand for Tiffany Otis-Albert Blue Cross Blue Shield of Michigan j Michigan with spacious offices and a something, you will fall for anything." STAFF & CONSULTANTS spectacular board room and kitchen. Remember. AFPD is like a gym Auday P. Arabo President/CEO J This means we can now host fundraisers, membership. Just paying your dues does Paul Condino . VP of Government Relations | Ed Weglarz Executive VP Petroleum 9 seminars —and yes, even our huge board not ensure results, but if you put in the Ron Milbum Vice President—Ohio meetings —at our new headquarters, which time and effort, use the AFPD programs, Cheryl Twigg Controller we hope to call home for the next 20 to Harley Davis Coupon Manager get involved in our Day at the Capitol in Carol O'Dea Coupon Department 30 years. The most amazing part of the Lansing and Columbus, and talk to your Tamar Lutz . Event Coordinator new office is that not only do we own the local and state representatives, you will Iman Secreto Receptionist building, but also the space is twice as large Linda Milbum Executive Assistant. Ohio see AFPD as an insurance policy and the Kenny Ibrahim Business Consultant as what we were leasing and our overhead best investment you have ever made. Dave Kribs Michigan Business Consultant costs are dramatically reduced We hope The choice is yours! AFPD turns Mark Shammami Michigan Business Consultant Bill Pirtle Michigan Business Consultant you can drop by for a cup of coffee 102 this year, and we are only getting Steward Media Business Development whenever you are in the area. As a member, started. Join us as we work toward Carla Kalogeridis Editor you own a share ot AFPD. AFPD is your another 100-plus years of forging our Denha Media and Communications Public Relations James V Bellanca. Jr. Bwnu 8mo» i cus* Legal Counsel association, and this is your office! industry's history with you. the small Pepple & Waggoner. Ltd. Legal Counsel Also in the new year, the AFPD board business ow ner, the AFPD member w ho Karoub Associates Legislative Consultart of directors elects a new chairman and always comes first in our book. I I Pat Gagliardi Government Relations Consultant Pat Gregory UHY-MI Certified Pubhc Accountant Walt Kempski Graphics Graphics 4 Prepress)
BOTTOM LINE a w w AFPDoniire 0 f9 AFPD Corner
• Not working more than six days in a week Federal • Not working more than an average of eight hours per day during a week Congress Scrutinizes Marketing Campaigns • Not working more than 10 hours in any one day Against Food and Tobacco • Not working more than 48 hours in a week (when school is An Obama administra not in session) tion proposal that calls • Not working between the hours of 10:30 p.m. and 6 a.m. tor restrictions on cer (except on Fridays and Saturdays, school vacation peri tain types of foods and ods, or when the minor is not regularly enrolled in school; beverages marketed then the minor can work until 11:30 p.m.) to children has been Previously, such minors were limited to a combined school/ delayed. When pass work week of not more than 48 hours. ing its version of a tril- lion-dollar-government spending bill, mem Ohio bers of the U.S. House included language Ohio Minimum Wage Increases January 1 requiring a cost-benefit Effective January 1, Ohio’s minimum wage increased by 30 analysis for the proposal, which seeks to reduce childhood obe cents to $7.70 per hour for non-tipped employees. The mini sity by restricting food and beverage marketing to products that mum wage for tipped provide a “meaningful contribution” to a healthy diet. Push-back employees rose 15 from a food and beverage coalition has “forced deeper delibera cents to $3.85 per hour. tion of the initiative and several delays.” Congress also killed Automatic increases the use of federal dollars to fund so-called anti-obesity and to the state's minimum “nutrition" campaigns. The legislation bans government-funded wage are mandated by campaigns against legally sold products and goods, including Section 34a of the Ohio tobacco. (NACS) Constitution, a provi sion which is tied to the Convenience Store Companies Face Disability Claims Consumer Price Index Denial of reasonable accommodation to disabled individu for all urban wage earn als violates Title I of the amended Americans with Disabilities ers and clerical workers as of the last day of September each Amendments Act of 2008 (ADAAA). “With the economy strug year. Changes, if any, apply as of the subsequent January. gling and unemployment rates still at very high levels, we are seeing an increase in both EEOC and ADA lawsuits," said NACS Complete BUSTR Training by August 2012 Director of Government Relations Corey Fitze. “Fearful that they The Division of State Fire Marshall, Bureau of Underground may not readily find new jobs, terminated employees are increas Storage Regulations (BUSTR), recently enacted regulations ingly pushing back and exploring litigation as an option. It is requiring all owners and operators of underground tank systems important for you to train your managers on Title 1 of the ADA. It to complete operator training by August 8, 2012. Training typi is also important to have a plan for how your frontline managers cally lasts four to five hours and may be obtained through pri will handle Title 1 and how your building and operations manag vate course sponsors or through BUSTR. ers will handle Title 3 of the 2010 ADA regulations when they go into effect on March 15, 2012.” (NACS) Ohio BWC Board Approves Credibility Changes The Bureau of Workers' Compensation (BWC) Board has approved a maximum credibility of 53 percent for the July 2012 through June 2013 policy period. As a result, the maximum dis Michigan count for Ohio's group rating program will increase from 51 per cent to 53 percent over this same policy period. BWC’s board Michigan Legislature Amends Youth Employment also eliminated the “break-even factor” that was previously used Standards Act in calculating rates for companies in group rating programs. Effective October 18, minors who are 16 years of age or older We encourage members to complete the necessary paperwork and are students cannot work more than 24 hours in a week and send it to AFPD’s Third Party Administrator, CareWorks when school is in session. Other limits on the employment of Consultants (CCI). Don’t take a chance on missing out on this minors include: program for 2012.
J a n u a r y 2012 Cover Story
New Era By Carla Kalogeridis There's nothing like a healthy dose of confusion to spark needed change. "AFPD has been effectively doing its great work for decades, but after several recent mergers, name and lo^ changes, and expansions in new areas, we found there 1 was some residual confusion about who we are and 1 what we do." says Auday Arabo. President and CEO. j "The board decided it w as time to communicate our mission under a new brand and image that would spealfl for itself." The result was a new name and tagline: AFPD-The Voice of Independent Retailers. "We won't be using oil spelled out name Associated Food & Petroleum Dealer! anymore," explains Arabo. "It was awkward, too many words, and generally confusing to people outside the industry. From now on. the acronym AFPD will stand alone as our new name, and the new tagline captures tl essence of our mission." Of course, new branding needs a new logo, and AFPD called on Jonn Shamoun of New' Century Cre ative to help. Shamoun presented several ideas, but the board agreed that his logo depicting a united front of retailers standing together in a position of strength was exactly the look they were going for. "The new logo is a quick read that communicates exactly what kind of organization we are." says Arabo. "It says that we are l force to be reckoned w ith.' Further. Arabo says the tagline choice—The Voice ( Independent Retailers —was a deliberate decision by tl board. "Using the word 'retailers opens everything up
"AFPD is fulfilling its mission wit the strength of its own headquartei Auday Arabo, President and CEO of A FP D - and a new tagline that tells peopl The Voice of Independent Retailers exactly who we arc —Jim Hooks, Metro Foodlam
BOTTOM LINE www AFPDonlme otjj "My goal for AFPD this year is to engage in recruiting and asking our members to get involved in leading one of the the best organizations in the United States." —Paul Elhindi, Lyndhurst Valero
> AFPD,” he explains. “We already have restaurants and other businesses Jtside our industry and in 15 states joining AFPD because our programs ive them so much money. Our core membership and mission to serve ^dependent grocers, convenience stores, liquor stores, and gas stations mains the same, but why not open our doors a little wider for other •tailers to join who can increase our strength in numbers? We will help ty retailer, no matter where they are from.’ All independent retailers, he says, can benefit from joining forces with , FPD because AFPD’s number-one goal is to protect the little guys and lake sure they don't get walked on by the bigger retail companies. Much I this work is done on the legislative front in Michigan and Ohio, where ,ie lion's share of AFPD members reside, as well as some collaborative ork in Washington, D.C. “Whether it’s curbside comprehensive recy-
AFPD headquarters lobby, a work in progress "The courageous new changes at AFPD will set us up for success in 2012 and many years beyond. We are making our mark in the industry and in state and national legislatures —Joe Bellino, Jr., Broadway Market New Building. cling in Michigan or the CAT tax in Ohio, our goal is to make sure our members are saving money and have a level playing field to compete,” Arabo says. "Our small retailers are willing to go head to head with any competitor,” he adds. “We’re not asking for favors, and we’re not afraid of anyone. But we need the rules of the game to be fair and equal for all the players. We all need to start from the same point in the race.” New Era Securing the Future "Due to the current situation in the Michigan real estate mat! ket, we are enjoying a much lower monthly overhead," he says With its new image and branding defined. Arabo says the next step was “In addition, we can finally have our board meetings at home to further secure the organization’s future. Always looking for ways to instead of renting space at a restaurant or hotel to accommodal save AFPD money, Arabo investigated and determined that the associa tion could actually cut back on its overhead by owning its own building. our 35-member board." The huge board room can also be con figured for AFPD to host training seminars and other member j The quest for a new AFPD headquarters began over two years ago. “As a nonprofit, once you secure the roof over your head, everything meetings, political receptions, and so forth. "Every member of! else follows suit,” says Arabo. After an exhaustive search and engaging AFPD owns a piece of AFPD and a piece of this new building he states. the board members on their opinions, the decision was made to purchase a new building on Maple Road in West Bloomfield, Michigan. “Our Although 2011 was one of the most historic years in AFPD’s building committee looked at 90 different locations.” Arabo says. "We history in terms of legislative victories, Arabo is excited about} are indebted to their thorough effort and determination to find the perfect what 2012 will bring. “We are facing a number of challenges permanent home for AFPD.” in 2012, but I’m hoping for a rewarding year,” he says. "If you At 6,000 square feet, the new building is double the size of AFPD’s aren't an AFPD member in 2012. I feel sorry for you. You'll bj previous office, which was leased space. The shell of the structure was in the dark. complete, but AFPD was able to build out the inside according to its “There are more compelling reasons than ever before to joirj exact needs and specifications. Although Arabo is grateful for the oppor AFPD.” he concludes. “We are stronger and we are speaking ! tunity to design the space to maximize AFPD's workflow and to choose with a clear voice. Together, there is no challenge that we canij the colors, flooring, trim and more, the most important benefit in his conquer." I III eyes is the ability to save the association so much money. Carla Kalogeridis is editor o/AFPD Bottom Lit Petroleum News & Views
Ed WEGLARZ Executive Vice President, Petroleum
The Future of Fuel Marketing
don’t pretend to be a predictor of the future. Nor do I they paid less. But, like geometric axioms, irrational retail have a crystal ball. But there are some leading indicators gasoline pricing appears to be here to stay. that can give us a rather blurred, but perhaps reliable So, here’s what you need to know, so you can plan for Ipicture of the future of fuel marketing. the future and survive: If we’ve learned anything over the past decade, we've - There will be broader competition. More non- learned that there is little, if any, margin selling gasoline. traditional outlets —grocery chains, even home For some unexplainable reason, retailers feel the improvement stores —will be competing for fuel uncontrollable urge to give away their primary product in business, and they can afford to use gas as a loss hopes that the motorist will come in the store and buy some leader. item that actually produces some margin. I believe we will • Marketers will need to build their own brand. continue to operate within that marketing philosophy for the Some are abandoning branded gas to save several foreseeable future. cents a gallon because of very slim profit margins. There will always be some marketer that wants a bigger Motorists are also less brand-loyal and more price piece of the constant —or even shrinking—retail gasoline conscious in today’s climate of high unemployment. pie. He will discount his product to increase his share, Younger drivers and leasing drivers subscribe to the and when competitors respond with similar or even more philosophy that "gas is gas” and therefore consider dramatic price reductions, the downward spiral will begin. price their primary motivator when purchasing fuel. Motorists do not buy more gas because it’s cheaper. They * Vending machines at the pump island are a have no ability to store it. They don't drive more because consideration. C-stores are installing vending machines at the pump because 60-70 percent of customers who buy fuel never enter the store to buy higher-margin items. Soft drink machines are the most common, but some stores are promoting sandwiches and snacks.If the item seems a trifle goofy, don't discount it. You may just be on the brink of the newest phenonomen to sweep the industry. Ill
For some unexplainable reason, retailers feel the uncontrollable urge to give away their primary product in hopes that the motorist will come in the store and buy some item that actually produces some margin.
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J a n u a r y 2012 Political Action
Paul CONDINO AFPD Vice President, Government Relations
Leveling the Playing Field for Funding
he past year brought little help from banks to retailers The MEDC and ODoD across Michigan and Ohio attempting to refinance their The states of Ohio and Michigan both offer low-interest businesses or obtain funding to expand their stores. With loan opportunities for small business retailers, although the bi-partisan '‘super-committee” failing to cut spending from these are few in number and quite competitive. the federal budget, the domino effect is expected to cause low- Michigan’s programs are through the Michigan interest bank loans to be more difficult than ever to obtain. Economic Development Corporation (MEDC), which With big box retailers receiving more than their share of operates by matching company needs with available government give-aways, securing low-interest, small business financing programs. Further, its Small Business Capital financing in 2012 will take creativity and will power. Access Program allows businesses with less than 500 AFPD may be able to help with the ingenuity and creativity. employees to access loans through more than 80 partici President and CEO Auday Arabo directed the government rela pating financial institutions in Michigan. tions team to examine funding alternatives for AFPD’s retail In Ohio, the Ohio Department of Development ers. As he puts it, “Our retailers can compete with anyone, any (ODoD) provides potential financing and loan programs day —as long as the playing field is level" The AFPD govern to small businesses. The Ohio Capital Access program, ment relations team has learned of some small business financ along with the 166 Direct Loan program, are available ing mechanisms that just may be the equalizer. for building acquisition, expansion or renovation, and equipment purchase. New Market Tax Credits for Grocers Finally, we at AFPD know retailers are busy, with The United States Treasury has dedicated $275 million to sup little time to research the few—yet vital—financial port private sector financing for grocers offering healthy foods in opportunities for capital improvements and develop economically distressed urban and rural communities through up ment. That’s why we are committed in 2012 to educat to a 39 percent federal tax credit to qualified active low-income ing our members on the nuts and bolts of federal and businesses. What businesses does this include? Generally, it state finance opportunities through a series of informa means retail grocers serving in low income communities with at tive financing seminars. It’s time to call out the feder least a 30 percent poverty rate and unemployment that is greater al and state agencies that have promised to treat small than 1.5 times the national average. There are other criteria, as businesses with the same financing opportunities as big well, and the award process is quite competitive. However, any business, yet have rarely made good on those promises. business selected for a New Market Tax Credit (NMTC) can use Our members will provide the necessary desire; AFPD the credit to finance equipment and capital improvement, as well will provide educational opportunities that could level as real estate for new stores or expansion. the playing field. N!HI
The AFPD government relations team has learned of some small business financing mechanisms that just may be the equalizer.
BOTTOM line www AFPDonline org V An AFPD partnership with DTE Energy Supply is allowing members in Ohio, Pennsylvania, and and Pennsylvania, Ohio, in members allowing is Supply Energy DTE with partnership AFPD An Illinois to realize considerable savings in energy. The DTE Supply Energy Savings Program benefits benefits Program Savings Energy Supply ways: DTE The several in energy. in members savings considerable realize to Illinois • Only a 24-month contract required. contract 24-month a Only • gram, stating that annual savings on his two locations totaled $8,999.26 a year. "I highly recom highly "I year. a $8,999.26 totaled locations two his on savings annual that stating gram, AFPD member Bill Michailidis shared the results of his participation in AFPD's new energy pro energy new AFPD's in participation his of results the shared Michailidis Bill member AFPD Opportunity to strategically plan for your energy expenses throughout the year. the throughout expenses energy your for plan strategically to Opportunity percent. 10-30 from range bills energy on savings Average Ability to achieve your target expenses. target your achieve to Ability mend interested members to contact AFPD about this program." he says. he program." this about AFPD contact to members interested mend Ohio, congratulated AFPD on the new DTE Energy Savings Program. His electric savings savings electric His Program. Savings Energy DTE new the on AFPD congratulated Ohio, Low er Your Energy Costs Energy Your er Low Likewise, AFPD member Jim Mandas, owner of Broadway Market and Cafe in Columbus, Columbus, in Cafe and Market Broadway of owner Mandas, Jim member AFPD Likewise, amounts to $3,904.09 annually. In addition, Mandas has invited members to contact him him contact to members invited has Mandas addition, In annually. $3,904.09 to amounts at (614) 989-0929 to discuss any questions they may have. may they questions any discuss to 989-0929 (614) at Ohio, says AFPD continues to develop programs to enhance the profitability of of profitability the enhance to programs develop to continues AFPD says Ohio, AFPD member Vickie Hobbs, owner of Whitehall Shell CarW ash in Whitehall, Whitehall, in ash CarW Shell Whitehall of owner Hobbs, Vickie member AFPD member businesses like hers. She could not believe her annual savings of $3,334.70 $3,334.70 of savings annual her believe not could She hers. like businesses member annually as a result of signing up for the new DTE Energy Savings Program. Savings Energy DTE new the for up signing of result a as annually 0 opn ihmr ht$0blini sesadahsoysann 150 spanning history a and assets in billion $20 that more with company 500 years. DTE Energy Supply currently serves nearly 3 million utility customers. utility million 3 nearly serves currently Supply Energy DTE years. DTE Energy Supply. Inc., a subsidiary of DTE Energy Company, is a Fortune Fortune a is Company, Energy DTE of subsidiary a Inc., Supply. Energy DTE (734) 887-2176 or email her at her email or 887-2176 (734) her know you are an AFPD member! Members with questions may also call call also may questions with Members member! AFPD an are you know her the AFPD office at (800) 666-6233. (800) at office AFPD the U p to 30 Percent 30 to p U To sign up for this exciting AFPD program, call Cindi Quinn-Ventura at at Quinn-Ventura Cindi call program, AFPD exciting this for up sign To T Energy DTE [email protected] y r a u n a J . Be sure to let let to sure Be .
2012 Retailer Spotlight Waters Edge Market: Unconventional Approach Creates Small-Town Success
Who among us hasn't had the following late-night conversation? scratch,” she says. “She doesn’t just do a little bit of this and a “We were talking one night, saying ‘We're all really smart little of that; customers can take away a full menu.” and good at our jobs, it would be good to not have to put all our Customers can grab a fully prepared pizza, or a take-and- effort into a job for somebody else,’” says Kathy Kaczan. ‘“It bake pizza—but they can also grab a fully cooked “foam would be nice to do it for ourselves.’” meal” out of the cooler and go home with dinner in hand. For the less entrepreneurial among us, the conversation might The sisters say they make sure working at Waters Edge is not have yielded anything tangible, but for Elizabeth and Kathy fun for their employees, describing the nicknames their staff Kaczan—along with their brother Michael —it yielded Waters come up with for each other and the silly notes they write. Edge Market and a family move to Kewadin, Michigan. “We’re all crazy,” Elizabeth says. "We were just looking and this opportunity caught our eye. The relaxed, inviting atmosphere is enhanced by above-and- We were very open minded and looked at a lot," Kathy says. beyond customer service. The Kaczans work hard to take care "We didn’t know exactly what we wanted, but we saw this and it of their customers in the very small community, right down to seemed like a good fit.” helping a customer who was The family took on the hosting a baby shower and c-store and gas station despite didn't know where to begin. having no experience in run “It's about knowing our ning such an operation; but customers. We know their that was not the end of their names, their families, wheth unconventional approach. er their kids play soccer, you "We also bought the business name it,” Elizabeth says. across the street, the Waters “We watch the calendars at Edge Resort," Kathy says. school to make sure we have The businesses are located what they need right now.” in Michigan’s Upper Penin As far as the lack of sula. which was a conscious Michael “Prez” Kaczan and Elizabeth “Princess Liz” Kaczan experience running a c-store decision by the Kaczans. “We operation? Understanding were looking at north and cen and following all the changes tral Michigan. We have aging in laws and rules and regula parents and our father didn’t tions? “AFPD helps me,” want to go back down to the Elizabeth said. “It saves my Detroit area,” Kathy says. butt. "We wanted to bring them Waters Edge joined in with us and care for them, but July, and says the investment also be in an area that they has more than paid for itself enjoyed.” in less than six months. They The small market serves were initially attracted by the residents and guests of the Chase Paymentech program, resort-heavy area with a but truly appreciate the three-page menu of fine association’s expertise and quality foods from subs and information. “I’ve found so pizza to hand-crafted soup much info in the Bottom Line and handmade meatballs, says publication that is useful, or Elizabeth Kaczan, heaping Kathy “Kitchen Goddess” Kaczan and Michelle “Cookie” Cook helpful, or that has taught us praise on her sister Kathy, something to pay attention whom the website refers to as to,” Elizabeth says. “The the "Kitchen Goddess." "It's about knowing our customers. magazine has been fabulous; "Nothing comes out of a We know their names, their families, it’s totally saved me a few container, everything is from whether their kids play soccer, you times.” Ill name it. We watch the calendars at school to make sure we have what they need right now." BOTTOM LINE www AFPDonline.org ACADEMIC SCHOLARSHIP AFPD' PROGRAM l I I I I Co For employees, their children AHD customers 4 FOUNDATION of AFPD members in Michigan & Ohio Apply online at aim.applyists.net/AFPD or visit www.AFPDonline.org for more information Communication Corner
Vanessa DENHA-GARMO Founder— Denha Media and Communications
What the Community Expects from You Recently, I had a discussion with a local pastor who all stores are AFPD members. You can do your part in stated without hesitation that he and his church encouraging all businesses in Detroit to become AFPD members do not shop at the independent store near members and benefit from the various programs. As their church. In fact, they travel to the suburbs to shop at ambassadors to AFPD, you can educate others on what Kroger. AFPD is doing, including the creation of the map. You are probably asking the same question 1 did: As we educate others on your business and enlighten Why? The store near his church is a well stocked, them to the fact that your store does exist in Detroit, this brightly lit, and attractive store with all (if not more) will help build better relationships with community lead products available than at Kroger. His answer was, brief ers and customers. Likewise, we hope you will renew ly: “We don’t have a relationship with them." Of course, efforts to get to know the community you serve on a he does not have a relationship with Kroger either, but deeper level. the mindset is that the independents are expected to have Part of the on-going communication strategy for your “relationships’ with community leaders. Anyone who business should be relationship building —not just with has operated a store in the urban areas knows firsthand fellow AFPD members but also with organizations, that operating in Detroit is much different from the sub church leaders, school administrators, and citizens who urbs. What's expected of the independents is much dif work and live near your store. People want to do busi ferent than what’s expected of the chains. ness with others that they like and trust. Many of you do As your association dedicated to its members, this well. You participate in block club parties, church AFPD—The Voice of Independent Retailers is doing its festivals, and community groups. You know customers part to build relationships and dispel myths. That entails by name and know their family members. However, not educating others about AFPD and its members. For all retailers truly understand the importance of the mer example, this past month AFPD unveiled a map display chant-consumer relationship. ing all the full-line grocery stores in the city of Detroit. Start today and create a list of churches, communi This was our way to dispel a long-held myth that the ty groups, and other organizations in the city near your region is a “food desert,” a term meaning that there is a store where you can establish a relationship. You might shortage of retail food locations in Detroit. want to consider an incentive program for their members Actually, we have 86 full-line grocery stores in to shop at your store. The leaders will be able to encour Detroit. AFPD knew that the only way to dispute this age residents to patronage your business. Building your myth was to show people the truth. We realize that not business starts with building relationships. Hill
Vanessa Denha-Garmo is president of Denha Media and Communications and serves as AFPD's public relations contact.
Anyone who has operated a store in the urban areas knows firsthand that operating in Detroit is much different from the suburbs.
ft,: BOTTOM LINE www.AFPDonlme org Turn up the savings for your business.
DTE Energy has expanded its Your Energy Savings program to If your facility currently provide programmable thermostats and installation in eligible business customer facilities ABSOLUTELY FREE! uses a non-programmable Programmable thermostats allow you to customize temperature unit, call us today control in your facility to coordinate with your building occupancy. Using preset temperature settings can automatically reduce at 866.796.0512 energy used to heat or cool air during non-business hours. to schedule your FREE Adjusting temperature settings with a programmable thermostat programmable thermostat for just 8 hours a day in your business facility can save as installation. Hurry! much as 10 percent on your annual Supplies are limited. heating and cooling bills.
When calling choose option 3 for the commercial and industrial program or email your request Learn more about the portfolio of to YourEnergySavingsC“'kema com. programs available to business customers at www.YourEnergySavings.com. YourEnergySavings.com
Savings vary based on efficiency of heating, ventilation and air DTE Energy coTKjitioning systems Offer available to MichCon gas customers E o u r eligible business facilities only. Quantities are limited TE Energy may modify or end this program at any time NERGY Wl/09 RAVINGS Safety Sense Ohio BWC Board Approves Credibility Changes
The Bureau of Workers’ Compensation (BWC) Board approved regarding the program will be communicated as they become a maximum credibility of 53 percent for the July 2012 through available. June 2013 policy period. As a result, BWC Administrator Buehrer indi the maximum discount for Ohio’s cated that one of the agency s goals group rating program will increase is to increase return-to-work rates from 51 percent to 53 percent over for injured workers. The administra this same policy period. tor stated this will be achieved by In addition to changing the maxi identifying process changes within mum discount. BWC's board elimi BWC and by working with industry nated the “break-even factor” that partners such as Third Party Ad was previously used in calculating ministrators (TPAs), managed care rates for companies in group rating organizations (MCOs), and medical programs. providers. BWC introduced a new employer Care Works Consultants encour option called Destination: Excellence. ages this approach and will continue This new risk management program to manage claims with the objective is scheduled to become available July of returning injured workers to work 1, and is intended to provide addi as soon as medically possible. For tional financial rebates and premium more information or questions about discounts to companies for success these recent changes, please contact fully meeting claim management and CareWorks Consultants at safety related goals. More details (800)837-3200. I HI r
Join the AFPD’s Workers’ Compensation Program to improve safety and lower your costs.
The Associated Food & Petroleum Dealers, Inc. sponsors a Workers’ Compensation Program to help its members significantly lower their Ohio premium. CareWorks Consultants embraces a results-oriented approach that fully integrates safety prevention and risk control with aggressive claims management to deliver a significant return on investment. For a no-cost, no-obligation analysis of your potential savings, please complete our online form at www.careworksconsultants.com/groupratingapplication/AFPD For employers who don't qualify for group rating, CareWorks Consultants can evaluate your best premium discount options To learn more, contact CareWorks Consultants’ Theresa Passwater, toll free, at 1-800-837-3200, Ext. 7248 or email theresa.passwater a ccitpa.com. CareWorks Consultants Inc. 1-800-837-3200 wwwcareworksconsultants.com infoctccitpa.com
18 bottom LINE www AFPDonline org Supplier Spotlight DTE Energy Supply: Sensitive to the Needs of Small Operations
As a small subsidiary of a well-established corporation, DTE Energy Supply is uniquely positioned to meet the needs of its customers—one of their primary obsessions and something their bigger opposition can be ill-equipped to handle. “We are not ‘one size fits all.’ Some competitors roll things out that don’t necessarily meet all the existing needs,” says Dana Saucier, director of retail sales and marketing. “We are large enough, but also nimble enough, that if a particular type of chal lenge arises for a group, we can put together special offerings for them that make sense.” DTE Energy Supply, based out of Ann Arbor with an office in Dublin, Ohio, has been in the energy supply business for two years. Their parent company, DTE Energy, on the other hand, has been around for more than 100 years. “We offer the best of both worlds between a Fortune 200 organization with rigorous risk management and process opment manager, says the DTE Energy Savings Program offered controls—not somebody working out of their garage or fly-by- through AFPD is a great example of a product that offers both night—but also a cost reduction and cost control. smaller, entrepre “We have a price out there that they know is the ‘worst case neurial organization scenario’ price. It still saves them money, but customers will within this company often give me the opportunity to do a savings analysis,” Quinn- that offers personal Ventura says. After the analysis is complete? ‘‘Often the quoted ized service,” says price is lower.” George Deljevic, DTE Energy Supply is sensitive to the needs of those small director of retail op operations, which may not be part of a conglomerate that can erations. In summa take advantage of pricing breaks on things like energy. Two ry: "A combination years ago, noticing that most energy suppliers were going after of a small, hungry larger customers, DTE saw an opportunity and acted. company eager to "We saw a niche here that seemed like smaller commercial us win and keep your ers weren’t getting what they should be getting,” Quinn-Ventura business, plus the says. “It was a good mix for us to service those customers.” stability of a large Five hundred AFPD members in Ohio alone received personal organization with as emails, mail, and phone calls to make them aware of the DTE sets, risk control and Energy Savings Program, with lots of help and promotion from stability.” AFPD, Quinn-Ventura says. The program is a good selling point Saucier says the to attract new AFPD members, she says, so the relationship has company puts the time in to understand their customers’ unique been quite beneficial. needs. "We spend lots of time talking about what challenges the “This partnership has been very intimate and very beneficial customer is facing. They are uncertain about energy costs, and for both of us. It’s a true partnership,” she points out. "We pig shopping for energy is just not most people’s forte. They are gyback on new members, AFPD sells our product, and we sell just trying to run their business,” he says. “We also spend lots theirs. There’s a lot of team selling there, if you will. I didn’t °t time putting together products and services that achieve cost expect that, to be honest. It is quite unusual to have an associa control and cost reduction and deliver it in a way that is easy tion work that hard for a supplier.” tor people to get their arms around. Then, they can go back to 2012. much like 2011. will see DTE Energy Supply expand operating the other parts of their business.” upon its midwestern foothold and continue its push into markets C indi Quinn-Ventura. DTE Energy Supply 's business devel in the northeast. Ill
DTE Energy*
J a n u a r y 2012 Ohio Division of Liquor Control Bruce STEVENSON Superintendent, Ohio Department of Commerce, Division of Liquor Control A Common Sense Business Climate
hile the Ohio Divison of Liquor Control has • Developed a new procedure to help a grocery store manager achieved another year of record liquor sales and get craft liquors from small batch distilleries to differentiate Wprofits, it was common sense that made us truly his store from the competition and help grow the business. successful in 2011. • Supported House Bill 243 to remove the limitation on the Following the lead of Governor John R. Kasich, and number of A-3a licenses for small craft or artisan spirituous working closely with Lt. Governor Mary Taylor’s Com liquor manufacturers to allow existing and future distilleries mon- Sense Initiative, our culture is now a more common to expand and create jobs. This will create a secondary mar sense approach to regulation. Improving customer service ket for Ohio agricultural products, as the trend with many and cutting government bureaucracy are our main goals. We micro-distilleries is to locally source their ingredients. are working with those we regulate to make it easier to do • Helped the Toledo Mud Hens work through plans for business lawfully in Ohio, while preserving the safety and growth and the regulatory requirements impeding their busi security of Ohio’s citizens. ness operations, allowing them to expand. Here are some of the Division's exciting changes, new These are just a few examples of how our new common- initiatives, and accomplishments from 2011: sense approach is helping create a better business climate in • Eliminated costly regulations to allow Ohio non-beverage Ohio. And we’re not done yet. There are many more improve food manufacturers to purchase beer and liquor for their ments and new initiatives to come, including utilization of recipes from Ohio manufacturers and suppliers at whole new technology, to help Ohio businesses achieve even greater sale prices and quantities. success in 2012. t 'll r Save the date: 2012 Ohio Safety Congress a Expo Congress: March 27 - 29; Expo: March 20 - 29 Mark your calendar for 0SC|12, the largest safety conference in Improve worker health and productivity the Midwest, presented by the Ohio Bureau of Workers' Com Prevent workforce injuries and illnesses pensation. Join more than 5,000 business representatives at the Reduce workers' compensation costs Greater Columbus Convention Center for dynamic keynote speak Identify solutions for hazardous situations ers, a variety of educational sessions, and displays of occupational Provide cost-effective, multidisciplinary training and safety and health products. professional development. Well at home—Safe at work. That's what BWC wants for every business and worker in Ohio. OSC12 will help you foster a culture FREE registration opens in January. of safe and healthy behaviors both on and off the job by offering Continuing education credits (CEUs) are available. practical solutions to:
BOTTOM LINE www AFPDonlme org Get Updated on New BUSTR Regulations
1301:7-9-06 and tems at the facility; and make financial 1301:7-9-07 of the responsibility documents available to Ohio Administrative the State Fire Marshal’s representative Code. as required. • Class B operators monitor, main O.A.C. 1301:7-9- tain. and ensure that release detection 18, Delivery pro methods, recordkeeping, and report hibition for USTs ing requirements are met; ensure all (new rule) relevant equipment complies with Following a performance standards; and ensures BUSTR inspection, appropriate individuals are trained product deliveries to properly respond to emergencies to USTs that are caused by releases or spills from UST not cathodically systems at the UST site. protected or are • Class C operators typically control not equipped with or monitor the dispensing or sale of spill, overfill, or petroleum and are responsible for the By William Vedra release detection initial response to alarms or releases equipment were prohibited after May 16, associated with the UST system. A Following is a list of the Ohio Administra 2011. Fuel delivery to USTs may also be Class C operator must be present at an tive Code (OAC) rules that were adopted prohibited when the owner and/or operator attended UST site during the operation to implement the federal law. fails to timely address violations related of the UST system. O.A.C. 1301:7-9-06, Design, to the operation or construction, installation, operation, maintenance of and maintenance for underground cathodic protec storage tank (UST) systems tion, spill, overfill, ’ Newly installed USTs must be equipped or release detection \ with secondary containment. In addition, equipment, or fails to | if work is performed on more than 50 obtain a Certificate percent of an existing single wall piping of Coverage from run, double wall piping and containments the Petroleum UST must be installed. Release Compensa tion Board. O.A.C. 1301:7-9-07, Release detection methods and requirements for UST O.A.C. 301:7-9-19, systems Underground stor ' Daily product inventory control with a age tank operator I monthly reconciliation of that inventory is training (new rule) | no longer required. If, due to low fuel lev- All UST owners i els in the UST, a monthly passing release and operators must 1 detection result cannot be obtained from designate and train an automatic tank gauging system, owners Class A, Class B, and may use product inventory control as an Class C operators for alternative method of release detection for each of their UST up to 90 days. Within this 90-day period, sites by August 8. 2012. Although BUSTR Numerous additional changes were owners are to schedule a fuel delivery intends to offer training in 2012. training is made to the BUSTR administrative rules to increase the fuel level in the UST so available primarily through private instruc in 2011. All updated administrative rules the automatic tank gauging system will tors. Please refer to the BUSTR website at can be found on the State Fire Marshal's operate properly. In addition, if work is www.com.ohio.gov/Jire/busrMain.aspx for website at www.comapps.ohio.gov/sjm/ performed on more than 50 percent of the latest information on licensed private Jire_appslJirelpetition/. The Bureau of containments, this rule requires the instal instructors and training dates. Underground Storage Tank Regulations is lation of sump sensors. • Class A operators ensure that ap a section of the Ohio Department of Com propriate individuals properly operate merce, Division of State Fire Marshal. I 1! O.A.C. 1301:7-9-08. Operating require and maintain the UST systems; ments for UST systems maintain appropriate records; respond William Vedra is bureau chief. Division of This rule was rescinded. The operating appropriately to emergencies caused State Fire Marshal Bureau o f Underground requirements are now included in rules by releases or spills from UST sys Storage Tank Regulation (BUSTR)
J a n u a r y 2012 Michigan Legislative Update
Joseph PALAMARA Associate, Karoub Associates
2011 AFPD Legislative All-Star Team
ithout a doubt. 2011 was a very successful year for ate. Senator Richardville has been a leading advocate for AFPD's legislative efforts in Michigan. Whether making Michigan a better place to do business, as evidenced Wthe issue was changes to the item pricing law. by his strong record of standing up for independent retailers. Sunday sales, or the liquor tax cut for SDD licensees, the For his efforts, AFPD is proud to name Senator Randy year saw a number of legislators step up to the plate to make Richardville "captain” of the 2011 Michigan Legislative All- Michigan a better place in which to live and do business. Star Team. The senators and representatives highlighted in this article are all good listeners, and they are just a few —of many — Representative James who supported positive changes for independent retailers and “Jase” Bolger (R-Marshall) consumers in Michigan. The best of the best, here is the 2011 Jase Bolger was elect AFPD Legislative All-Star Team. ed to the Michigan House of Representatives in 2008. and in Senator Randy Richardville just his second term in the leg (R-Monroe) islature, was voted by his peers Randy Richardville was elect to be speaker of the house. Prior ed to the Michigan Senate in to his election to the state house, November 2006. Upon re-elec Representative Bolger served as tion in 2010. he was selected as a Calhoun County commission senate majority leader by his fel er and on the Michigan Works! low Republican caucus members. Workforce Development board. Prior to his election, In the late 1990s, Jase Bolger Richardville worked in the busi founded a small business that has brought more than 20 jobs ness community and has 20 years to Michigan. This past summer. Speaker Bolger did an excel experience with Fortune 500 lent job as the keynote speaker at AFPD Foundation’s Joseph companies. He served as the eco D. Sarafa Scholarship Luncheon held at the Detroit Athletic nomic development director for Club, an AFPD event that raised thousands of dollars for col the Port and City of Monroe before being elected to the sen lege scholarships.
These senators and representatives are all good listeners, and they supported positive changes for independent retailers and consumers in Michigan.
f t f BOTTOM LINE www.AFPDonline.oiJl Representative Hugh sponsorship of SB 331. the legislation that levels the play Crawford (R-Novi) ing field on taxes paid to the state on spirits. This $14 million tax cut for SDD licensees will take effect on October 1, 2012. Hugh Crawford was first Senator Hune serves on the Regulatory Reform Committee. elected to serve the people of the 38th state house district in 2008. Crawford is a long Senator Tory Rocca time Oakland County politi (R-Sterling Heights) cal figure, serving as vice Tory Rocca was elected to the chair of the Oakland County Michigan Senate in 2010, and Commission. Novi City in 2011 began serving as chair Council member, and mayor man of the efficacious Senate pro tern before his election to Regulatory Reform Committee. the Michigan legislature. An independent voice for the citi In 2011, Representative Crawford was named chairman zens he represents, Senator Rocca of the House Regulatory Reform Committee, to which sig has ably articulated the concerns nificant legislation impacting AFPD issues is frequently of Michigan workers and job pro referred. Hugh Crawford is also a U.S. Marine Corps vet viders alike. eran and a retiree of Xerox Corporation. Prior to his election to the senate, Rocca served six years in the Michigan House of Senator Morris Hood III Representatives. Rocca continually fought for taxpayers, vot (D-Detroit) ing against increases in the personal income tax, and later helping to repeal the state’s ill-conceived tax on services. Tory Morris Hood III was elected Rocca is the son of two former members of the Michigan to his first term in the state House, Sue Rocca and Sal Rocca, with Sal himself a former senate in 2010. Prior to join chair of the Regulatory Reform Committee. ing the senate, Hood served six years in the Michigan House of Representatives, Senator Rebekah Warren joining a legacy of fam (D-Ann Arbor) ily members. As a child. Rebekah Warren was elected to Hood watched his father the Michigan Senate in 2010, (Morris Hood, Jr.) and uncle and in serving the 18th district, (Raymond Hood) make a real difference in the lives of she represents the majority of thousands by serving in the Michigan legislature. Washtenaw county residents. During his tenure in the house and senate. Hood has Prior to her work as a senator, served in a variety of important positions and currently Warren served the citizens of Ann serves on the powerful Senate Appropriations Committee. Arbor as state representative for He previously served as the House Democratic Caucus four years. During her very first chairman. house term, then Representative Warren received statewide Senator Joe Hune acclaim for the bipartisan passage of landmark water protec (R-Hamburg) tion legislation that effectively banned the diversion of Great Joe Hune was elected to serve Lakes water. the 22nd state senate district As a member of the Senate Regulatory Reform Committee, in 2010 and assumed office in Senator Warren has established legislative priorities that January 2011. Prior to joining include preserving our natural resources and strengthening our economy. UN the senate, Hune served six years in the Michigan House of Representatives. With roots in Livingston County, Hune became the youngest serv ing member in the Michigan legislature when he was first elected in 2002 at age 22. Senator Hune is best known to AFPD members for his
V Michigan Liquor Control Commission
Andy DELONEY Chairman, Michigan Liquor Control Commission
MLCC Expects Modest Growth in 2012
he Michigan Liquor Control Commission’s (MLCC) weekly. Currently, there are more than 5,600 products available fiscal year(FY) 2011 profit of $164.25 million from for sale from Authorized Distribution Agents (ADAs) designated Tliquor sales has been transferred to the general fund, by the Commission. These ADAs. who have contracts with the up $7.1 million from FY 2010. various suppliers of spirits, are responsible for transmitting spirit The Commission acts as the wholesaler of spirits—pur orders to the MLCC, receiving and warehousing the merchan chasing from suppliers and selling to retailers. Preliminary dise shipped into the state, and delivering product to retailers." numbers indicate gross sales of about $978.5 million for FY For more information about the MLCC, visit www.michigan. 2011. up from $940.2 million in FY 2010. All spirit products gov/lcc. Follow us on Twitter www.nvitter.com/MlLiquorControl, are marked up 65 percent on the price paid by the Com "Like" us on Facebook, or find us on YouTube www.youtube. mission and licensees receive a 17 percent discount off this com/m ich iganLARA. marked-up price. To learn more about LARA, visit www.michgan.gov/lara. "We expect at least modest growth into fiscal year 2012,” Follow us on Twitter www.twitter.com/michganLARA, says Andy Deloney. chairman of the MLCC. "The future "like us on Facebook, or find us on YouTube www.youtube.com/ looks strong as we continue to approve new products michiganLARA. II ill
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ENJOY A DELICIOUSLY m m mm TONIGHT!
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To inquire about our rebate program for AFPD members in Michigan or Ohio, Call Mike Pecoraro at Nestle DSD at 1-800-328-3397, Ext. 14001, or Auday Arabo at the AFPD office at 1-800-666-6233
BOTTOM LINE vvww AFPDonline org Why Local Tobacco Regs are on the Rise
By Thomas A. Briant taxes, there are two main reasons why local governments have been pursuing more restrictive laws and higher taxes on tobacco In 2011, local governments increased their consideration of ordi products. nances to further regulate tobacco products, restrict tobacco ad First, the Family Smoking Prevention and Tobacco Control Act vertising, and impose new local excise taxes on tobacco products. (the law enacted in 2009 that authorized the FDA to regulate ciga Aside from budget deficits prompting proposals to raise excise rettes, roll-your-own, and smokeless tobacco products) states that local governments may “enact, adopt, promulgate, and enforce any law. rule, regulation, or other measure...prohibiting the sale, distri bution. possession, exposure to, access to, advertising and promo tion of, or use of tobacco products by individuals of any age.' It's important for While local governments have always had this implied authority, retailers to under including outright prohibition, the FDA law sanctions the ability of cities and counties to adopt such regulations. stand that federal Second, the federal stimulus program signed into law by Presi taxpayer dollars are dent Obama in 2009 included hundreds of millions of dollars in grant funds, disbursed by agencies such as the Centers for Disease being used by local Control. The purpose of these grants to local governments is to governments to support adoption of tobacco control measures, obesity awareness programs, and other wellness efforts. In other words, it’s important pass ordinances for retailers to understand that federal taxpayer dollars are being that restrict legal used by local governments to pass ordinances that restrict legal tobacco products. tobacco products. Ill Thomas A. Briant is executive director o f the National Association o f Tobacco Outlets.
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20 OFF MERCHANDISE Store Hours lust mention that you saw this 9:00 am - 6:00 pm Monday - Friday 9:00 am - 5:00 pm Saturday ad in the AFPD Bottom Line
J a n u a r y 2012 Healthy Living
Uninsured Detroiters Get Help from BCBSM Blue Cross Blue Shield of Michigan (BCBSM) and St. John Providence Health System have partnered to broaden the safety net for local uninsured residents in two of metro Detroit's hardest hit areas ONE v of uninsured people: Southern Oakland County and the Northwest border of Detroit. The Michigan Blues is award ing Southfield-based St. Vincent de Paul Health Center, operated by St. John Provi dence Health System, a two-year grant totaling $300,000 to increase specialty and primary care for local residents. ‘This grant will give St. Vincent de IDEA Paul Health Center more resources to provide patients with valuable health can CHANGE Your Business education and chronic disease manage ment,” says Diane Valade. Blue Cross Blue Shield of Michigan director of Social brings you “SOLUTIONS for your SUCCESS” Mission. “There is a growing uninsured population in the area, and the demand for Liberty USA is a WHOLESALE DISTRIBUTOR located in Western Pennsylvania. primary care services is great.” Serving 7 states including: Pennsylvania, Ohio, West Virginia, Maryland, Delaware, The St. Vincent de Paul Health Center New York & Kentucky. currently provides medical services for adults who are uninsured with income at Retailers face many challenges in today’s m arket and we have the “ SOLUTIONS" to or below 200 percent of the federal pov help them be successful. erty level, translating to roughly $21,000 annually for an individual and $45,000 per year for a family of four. QUALITY SOLUTIONS PROVIDED BY LIBERTY USA: “This partnership with Blue Cross will allow us to increase our outreach to • Technology • Inventory Management patients and provide additional care for those in need at the St. Vincent de Paul • Food Service • DSD Replacement Health Center,” says Tammi Pollum, lead, • Marketing • Profit Enhancement St. John Providence Community Health. "Our future plans include increasing our • Merchandising • Category Management medication program and specialty care • Customer Service • Sales Growth services while exploring telemedicine opportunities and an electronic medical record system.’ Many of the uninsured patients treated at the St. Vincent de Paul Health Center in Southfield have chronic conditions. A holistic approach to managing their care has proved helpful in improving health. Blue Cross Blue Shield is committed to increasing access to quality health care To Learn more about services and to improving the health status of all Michigan residents. St. John Liberty USA and how we can offer Providence Health System is committed “SOLUTIONS for your SUCCESS” to providing spiritually centered, holistic Please Contact: Liberty USA Sales care, which sustains and improves the 970 Irwin Run load health of individuals in the communities P: 800.289.5872 F: 412.461.2734 West Mifflin. M 15172 it serves, with special attention to the poor and vulnerable. Ill
26 L? BOTTOM LINE www AFPDonlme.otS Smart entrepreneurs are risk-takers. Except when it comes to health coverage.
Get exceptional value with small business health coverage from the Blues Choosing health coverage comes down to one thing: value. The perfect mix of comprehensive coverage at an affordable price. With Blue Cross Blue Shield of Michigan, you get real value and the flexibility to choose exactly the right coverage for your business.
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Healthy employees are good for business And by offering first-rate coverage that you and your employees can afford, your business can thrive.
Learn more today. To sign up today or for more information regarding benefits and rates on Blues plans Your Association available to AFPD Dealers, call 248-671-9600. Exclusively Endorses
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113ff##AGTS SUPPORT THESE AFPD SUPPLIER MEMBERS
ASSOCIATIONS CHIPS, SNACKS & CANDY GASOLINE WHOLESALERS AMR - Association Management Resources . (734) 971-0000 The Anderson’s Inc. (E-85)...... (419)891-64 Anthony-Thomas Candy Co...... (614) 274-8405 Clean Fuels Ohio...... (614) 884-7336 Beck Suppliers, In c...... (419) 332-55 Better Made Snack Foods ...... (313) 925-4774 Central Ohio Petroleum Marketers ...... (614) 889-18 ATM Frito-Lay, Inc...... 1-800-359-5914 CFX Management...... (937) 426-66 Kar's Nut Products Company...... (248) 588-1903 Countywide Petroleum/Citgo Petroleum...... (440) 237-44^ American Communications of Ohio...... (614) 855-7790 Motown Snacks (Jays Cape Cod. Tom's, Archway, Stella D'oro) (313) 931-3205 Gilligan Oil Co. of Columbus, Inc...... 1-800-355-93* . (248) 932-5400 ATM of America...... T & J Brokers ( b e e f J e r k y ) ...... (586) 713-9429 High Pointe Oil Company...... (248) 474-091 Elite Bank Card A TM 's...... (248) 594-3322 Uncle Ray's Potato Chips ...... 1-800-800-3286 Obie Oil, Inc...... (937) 275-99C Reliable Oil Equipment...... (937) 665-12( BAKED GOODS DISTRIBUTORS Superior Petroleum Equipment...... (614) 539-121 COFFEE DISTRIBUTORS Ackroyd's Scottish Bakery...... (313) 532-1181 GREETING CARDS Great Lakes Baking Co...... (313) 865-6360 *F o lg e rs ...... (717) 468-2515 Hearth Ovens Bakers by Masons Bakery___ . (313) 636-0401 New England Coffee C o ...... (717) 733-4036 Leanin' Tree...... 1-800-556-7819 ext. 411 Hostess Brands...... (248) 588-3954 Standard Coffee Service...... (800) 962-7006 Michigan Baking Co - Hearth Oven Bakers . (313) 875-7246 GROCERY WHOLESALERS & DISTRIBUTORS CONSTRUCTION, BUILDING & LANDSCAPING Burnette Foods, Inc...... (231) 264-811 BANKING, INVESTING & CONSULTING Capital Sales Company...... (248) 542-440 Creative Brick Paving & Landscaping...... (248) 230-1600 Lincoln Financial Group Advisors.. .. (248) 948-5124 Cateraid, Inc...... (517) 546-821 Central Grocers...... (815) 553-883 1 Source Capital Commercial Financing...... (858) 672-0105 Complimentary Foods...... (734) 545-379 Bank of M ichigan...... (248) 865-1300 CREDIT CARD PROCESSING D&B Grocers Wholesale...... (734) 513-171 Flagstar Bank ...... 1-800-945-7700 Chase Paymentech...... 1-866-428-4966 General Wholesale...... (248)355-090 Huntington Bank ...... (248) 626-3970 First Data Independent Sales___ 1-877-519-6006 George Enterprises, Inc...... (248) 851-699 Louis J. Peters - Financing, Debt Negotiation, Turnaround (586) 206-9942 Next Day Funding, LLC ...... (517)214-4611 Great North Foods...... (989) 356-22! Jerusalem Foods...... (313)846-170 BEER DISTRIBUTORS & SUPPLIERS Kap's Wholesale Food Services ...... (313) 832-239 C-STORE & TOBACCO DISTRIBUTORS Eastown Distributors...... (313) 867-6900 Spartan Stores. Inc...... (616) 878-224 SUPERVALU...... (937) 374-760“ Great Lakes Beverage . .. .. (313) 865-3900 f i f t V "Liberty USA...... (412)461-2700 Value Wholesale Distributors ...... (248) 967-299 Michigan Brewing/American Badass Beer .. (517) 521-3600 Bull Dog Wholesale...... 1-877-666-3226 MillerCoors...... (248) 789-5831 H T. Hackney-Grand Rapids .1-800-874-5550 HOTELS, CONVENTION CENTERS & O.K. Distributors...... (269) 983-7469 S. Abraham & Sons...... (616)453-6358 BANQUET HALLS Tri County B everage...... (313) 584-7100 United Custom Distnbution...... (248) 356-7300 Who's Your Daddy Distributor (248) 743-1003 A & M Hospitality Services...... (586) 757-6001 BOOKKEEPING/ACCOUNTING CPA Hampton Inn - Commerce...... (248) 863-397C Hampton Inn - Shelby...... (248) 624-81# Abro & Company CPA P C ...... (248) 723-4545 DISPLAYS, KIOSKS & FIXTURES Holiday Inn Express - Commerce ...... (248) 624-8101 Alkamano & Associates...... (248)865-8500 Detroit Store Fixtures...... (313) 341-3255 Farmington Hills Manor...... (248) 888-809 Fahmi Abbo CPA P C ...... (248) 357-6000 Rainbow Hi Tech...... (313) 794-7355 Petruzellos...... (248) 879-109 Garmo & Co PC ...... (248)672-4105 Sitto Signs ...... (248) 399-0111 Shenandoah Country C lub...... (248) 683-63! Marcoin/EK Williams & C o ...... (614) 837-7928 Suburban Collection Showplace ...... (248) 348-560 R.A. Lizotte & Associates ...... (586) 781-9171 Samona & Boogren, PC .. (248) 565-8907 ENERGY, LIGHTING & UTILITIES ICE CREAM SUPPLIERS Shimoun, Yaldo, Kashat & Associates, PC . (248) 851-7900 A f f t f *DTE Your Energy Savings___ . . 1-866-796-0512 f t f t ’r Nestle DSD ...... 1-800-328-3397 ext. 14001 UHY-US...... (248) 355-1040 "D T E Energy Supply fo h . p a & i l > (734) 887-2176 f •Prairie Farms Ice Cream Program tLarge Fomat) BUSINESS COMMUNICATIONS Amerifirst Energy (Gene Dickow) ...... (248)521-5000 . .1-800-399-6970 exl2l DTE E nergy...... 1-800-477-4747 Pars Ice Cream Company, Inc...... (313)291-721 * Cornea s t ...... (248) 343-9348 Murray Lighting Company...... (313) 341-0416 Clear Rate Communications...... (248)556-4537 Walker-Miller Energy Services...... (313) 366-8535 ICE PRODUCTS CAR WASH CHEMICALS Arctic Glacier, Inc...... 1-800-327-299 FOOD EQUIPMENT & MACHINERY Home City Ice ...... 1-800-759-440 National Automotive Chemical .. (740) 439-4699 U S Ice Corp .... (313) 862-33“ Culinary Products .... (989) 754-2457 CELLULAR PHONES & MOBILE MARKETING INSURANCE SERVICES: COMMERCIAL Mousetrap Group...... (248) 547-2800 FOOD RESCUE North Pointe Insurance...... 1-800-229-676 Sprint Communications...... (248) 943-3998 Forgotten Harvest (248) 967-1500 “ C areW orks...... 1-800-837-3200 ext. H it Gleaners Community Food Bank . (313)923-3535 CHECK CASHING SYSTEMS “ Cox Specialty Markets (North Pointe) (Underground Storage Tanks)...... 1 •800-6' Secure Check Cashing...... (248) 548-3020 FRANCHISING OPPORTUNITIES Beechtree Insurance .. (734) 452-9l| Great Northern Insurance Agency...... (248) 856-9 Buscemi Enterprises, Inc...... CHICKEN SUPPLIERS (586)296-5560 Pnmeone Insurance (248) 536- Kasapis Brothers/Ram's Horn Restaurants (248) 350-3430 Knspy Krunchy Chicken (248) 821-1721 State Farm Insurance (Agent Dawn Shaoum) (248) 879- Tubby's Sub Shops, Inc...... 1-800-497-6640 Thomas-Fenner-Woods Agency, Inc...... (614) 481-43®' Taylor Freezer (734 ) 525-2535 USTI/lyndall Insurance (440) 247-3JPF
• f i t ip indicates supplier program that has been endorsed by AFPD.
i m f * Indicates supplier only available in Michigan
* * Indicates supplier only available in Ohio INSURANCE SERVICES: HEALTH MISCELLANEOUS SHELF TAGS JAYD Tags...... (248)730-2403 m "BCBS of Michigan...... 1-800-666-6233 Mike Dorian Ford...... (586) 732-4100 ;Gadaleto, Ramsby & Assoc...... 1-800-263-3784 Pyramid Sunglass Company...... 1-800-833-3996 SureGrip Floor Safety Solution...... (850) 264-8537 Pro Care Plus, Inc...... (313) 267-0300 SODA POP, WATER, JUICES & ^Rocky Husaynu & Associates...... (248) 851-2227 V alidator...... (386) 308-2543OTHER BEVERAGES
39 T t i i f Nestle Waters Supermarket Program ...... INVENTORY SERVICES MONEY ORDERS/MONEY TRANSFER/ ...... (734) 513-1715 BILL PAYMENT______Target Inventory...... (586) 718-4695 w f t / Hansen's Beverage (Monster Energy). .(313) 575-6874 f t f t i MoneyGram International...... Ml (517) 292-1434 7UP Bottling G roup...... (313) 937-3500 ...... OH (614) 878-7172 LEGAL s e r v ic e s Absopure Water Co...... 1-800-334-1064 Eureka! (bill payment)...... 1-877-374-0009 Arizona Beverages...... (313) 541-8961 N H & 'Bellanca, Beattie, DeLisle ...... (313) 882-1100 Buckeye Distnbuting (Arizona) ...... (440) 526-6668 , 4 f t ; "Pepple & Waggoner, Ltd ...... (216) 520-0088 OFFICE SUPPLIES & PRODUCTS ______Coca-Cola Refreshments -3'jmmings, McClorey, Davis & Acho, PLC...... (734) 261-2400 Auburn Hills (248) 373-2653 .. Belleville (734) 397-2700 1 Denha & Associates...... (248) 265-4100 H O t LB Office Products ...... 1-800-826-6865 Metro Detroit (313) 868-2008 ^Ellias & Elias, P C ...... (248) 865-8400 O U t Staples ...... 1-800-693-9900 ext. 584 Port Huron (810) 982-8501 risher 8 Phillips, L L P ...... (858) 597-9611 Coca-Cola Refreshments - Cleveland...... (216) 690-2653 Hertz Schram, P C ...... (248) 335-5000 PAYROLL PROCESSING & HUMAN RESOURCES Faygo Beverages, Inc...... (313) 925-1600 ]Jappaya Law, P C ...... (248) 626-6800 Total HR Services, LLC...... (248) 601-2850 Garden Food Distributors...... (313) 584-2800 Ortecskes, Gadd & Silver, P C ...... (734) 354-8600 Intrastate Distributors (Snapple) ...... (313) 892-3000 6“
• • • § W > iP indicates supplier program that has been endorsed by AFPD. l i l f t l * Indicates supplier only available in Michigan ** Indicates supplier only available in Ohio C a l e n d a r The AFPD Bottom Line (USPS #2331; ISSN 0894-3567) is published monthly with one annual special edition by AFPD— The Voice of Independent Retailers, at 5779 W. Maple Rd., West Bloomfield, Ml 48322. Material contained within AFPD Bottom Line may not be reproduced without written permission from AFPD. Periodicals postage prices paid at West Bloomfield, Ml and additional mailing offices. The opinions expressed in this magazine are not necessarily — February 24, 2012 — those of AFPD, its board of directors, staff members, or AFPD’s 9 6 th Annual consultants. Bylined articles reflect the opinions of the writer. Trade Dinner & Ball POSTMASTER: Send address changes to AFPD Bottom Line, Diamond Center 5779 W. Maple Rd., West Bloomfield, Ml 48322. Suburban Collection Showplace AFPD works closely with these associations: Novi, Ml I F P 4 _ F I A E -M arch 27-29, 2012 — INTERNATIONAL FOODSERVICE Ohio Safety Congress & Expo DISTRIBUTORS ASSOCIATION FOOD INDUSTRY Congress: March 27-29; Expo March 28-29 Greater Columbus Convention Center NGA i' k c s T" Columbus, OH national o fto c u s ASSOCIATION of Convenience Stores -April 25,2012 -
ASSOCIATION COUNCIL AFPD Annual Food & Beverage Trade Show Suburban Collection Showplace Novi, Ml FOOD MAR KITING INSTITUTE
TAKE HOME A m
PERFECT van illa Pa i r
TWO
To inquire about our rebate program for AFPD members in Michigan or Ohio, Call Mike Pecoraro at Nestle DSD at 1-800-328-3397, Ext 14001, orAuday « P * L o i Arabo at the 7 CPD office at 1-800-666-6233 RAVloi_!
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