2. Table of Contents
• Founded in 1952
• $2.0 billion annual sales
• 9 U.S. and 3 Canadian
warehouses
• Largest Distributor of
natural, organic and
specialty gourmet in North
America
Our Vision: To be the best specialty food and natural
product distributor in North America
Mission Statement: We are dedicated to the success of
our customers and suppliers by providing exceptional
marketing, merchandising, and distribution services
Our Founding Value: We Thank and Honor God in all we
do
Key Philosophies:
Our work will be performed with integrity, honesty,
and the highest ethical standards
Our people are our most valuable resource
10% of our pretax profits will be given to the less
fortunate and other worthy causes
Our Goals:
Truly be the “specialty food and natural product
experts” for every customer and supplier
Generate “industry best” sales and marketing results
Achieve top tier distribution service levels, efficiency,
and proficiency
3. • Largest Specialty Distributor in N.A.
• Unmatched Capability in Sourcing,
Marketing and Retail Support
• 4 Warehouses Serving this Channel
• 3,000 +/- Stores Served Weekly
3,500 +
Supplier’s From
Around The World Independent Grocers • Largest Specialty Distributor to
Independent Grocers in U.S.
• Address unique needs of Independents
Multi-Channel Distribution Reach
• 3,000 +/- Stores Served Weekly
• Complete Natural Product Retailer
Solution
• Complete product and service
selection
Canada
• Largest Specialty
Distributor in Canada
• Build and Host Websites
• Ship Orders For Your Website
• B2B and B2C Shipments
• No Channel Conflicts
• Small order size – “FedEx” Shipments
• Retailer Niche Specific – Gourmet, Confection, VMS
3
4. Coast to Coast Coverage
9 U.S. distribution centers
• Chicago
• Bloomington, IN
• Dallas
• Allentown, PA
• Atlanta
• St. Augustine• St. Augustine
• Ft. Lauderdale
• Los Angeles
• Portland, OR
30,000+ points of distribution
12,000+ customers
2000+ sales and operations team
Imbedded account teams at major
retailers
Best in class Smart Assortment and
category management team
4
6. World-Class Distribution Efficiency
Supply Chain
Buying PODS tightly connected to Marketing & Assortment Team
“Manhattan’s” E3 purchasing system
180,000 DC specific SKUs
Consolidation centers enhance inbound efficiencies
Warehousing
12 North American warehouses
Transportation
Manugistics, Xata On-Board Computers, Fortigo
3 compartment trailers (ambient, refrigerated, frozen)
2.5 million route miles per year serving 33,000 customer locations
Best-in-Class Fuel Economy, Auxiliary Power Units, EPA Smartway
12 North American warehouses
Highly efficient, standardized 1WOW processes
State of the art pick to light, horizontal carousel and RF technology
Industry Leader in Food Safety
•“Certified Organic”
• 5-time recipient of Silliker’s Platinum Award
• Comprehensively committed to date-code integrity
6
8. Approach to Selling
Tailored Solutions accordingly to
Retailer / business needs
• Determine the ‘DNA’ of the
relationship
• Our products match global trends• Our products match global trends
and satisfy specific market needs
• Marketing and Merchandising
opportunities Best in Class
differentiation
• Single source solution with Lantao
Partnership
9. Unparalleled Marketing Support
New Products
(Keeping Assortments OnTrend )
Catalogs & Web Portal
7800+ new SKUs per year
Monthly New Item publications with attribute and demand data
Quarterly Turns & Trends publications providing assortment intelligence
On Trend magazine monthly (includes deepest discount deals at KeHE)
Seasonal catalogs providing seasonally appropriate product options
Retailer learning sessions at major shows and CAWs, and via webinars
Over 8000 items on promotion in average month (most in industry)
Product Knowledge
(Keeping Store Staff Informed )
Catalogs & Web Portal
(Product & Promo Opportunities)
Smart Assortment
(Right Products in Store)
Selling Shows Events
(Connecting Vendors & Retailers)
Over 8000 items on promotion in average month (most in industry)
Print & electronic catalogs monthly for chain grocery, independent
grocery, natural channel, and niche/alternative retailers
Best in Industry analysts and managers; fact-based experts
Spins, Nielsen, IRI, Spectra and other data (plus KeHE internal sales)
Scope of support ranges from individual sets to full store layout
Internal: Regional CAWs, Holiday Show, Summer Selling Show,
Carousels, Table Tops
External: Natural Products Expos, IDDBA, Fancy Food, NPA, NGA,
FMI, Anuga, Sial, Antad, Tutto, and others
9
10. Assortment Management
• Data-driven, consumer-centric
approach
• Develop optimal assortment and
marketing solutions
Smart
Assortment
Smart AssortmentSmart Assortment
marketing solutions
• Provides Category Management
support for almost 3,000
suppliers…many of whom who
cannot supply their own.
• Focus on getting right products in
the right stores.
Assortment
11. Targeted Marketing Strategy:
“Levels”
Address need states at each
level
Trade customers up over time
Create destination with most
complete offering
Level III
Specialty
Level IV
Gourmet
complete offering
Ensures right item, right store
Help’s create promotional
strategy
Level I - Commodity
Level II – Super Premium
12. New Product Sourcing
• Vendor appointments
• Trade shows
US and International
• Agricultural product boards
• Overseas sourcing trips
Cast a Large Net Know What You’ve Caught
• Weekly new product reviews
Analytic presentations
Key product attributes
Compare to current
products w/same• Overseas sourcing trips
• International trade
organizations & delegations
• Importers
• Manufacturer visits
• Culinary school affiliations
products w/same
attributes
Contrast with current
products--differentiated?
New vendor—in need of
assistance?
14. Marketing and Merchandising
Support
Account
Management
Store Level Sales
& ServicesHoliday & Summer
Selling Shows New Product
Pipeline
Vendor Carousels
In Store Demos,
Ads, New Items
Cuisine Based
Menu Selling
Monthly Promo Books;
100% Pass Through
Vendor Days (at
retailer HQ)
Smart
Assortment
Product
Education
Planogram
Compliance
Reset Support
16. KeHE International Accounts
The Butler Group of Companies
Maxwell Supermarket
- Marsh Harbour -
Abaco, Bahamas
TOCTAGON NV #9127
INTERNATIONAL EXPORTS INC.
Food Center | St. Thoma
Rock Sound Properties
Gourmet Gallery
HARBOR LOBSTER AND FISH
CO
MARKET GARDEN
TOCTAGON NV #9127
FINE FOODS LTD
Spanish Wells Food Fair
