1. Charles Merinoff WSWA Chairman

2. AGENDA Living My Two Roles – Chairman & CEO of The Charmer Sunbelt Group – Chairman of WSWA Value of a Distributor How Our World is Evolving Looking Forward 5-10 Years

3. Aligning with key suppliers Building brands faster, garnering market share Delivering exceptional customer service Developing associates Externally – Unique legislative challenges in each market – Responsible consumption – Opportunities & risks Drive collaboration across three tiers to deliver a healthy vibrant market Strong consumer selection Broad range of players: suppliers, wholesalers & customers Insuring legislative change involves input from all constituents Responsible consumption

4. BrandsSuppliersSKUs Outlets Clubs GroceryRestaurants Bars Package Stores Wine Shops State Government VALUE OF A DISTRIBUTOR Producers

5. VALUE OF A DISTRIBUTOR To the State Precise Control Throughout Route to Consumer Ensuring Quality Tax Collection & Requisite Record Keeping of Location/Quantity/Price Advocates for Responsible Consumption

6. HOW OUR WORLD IS EVOLVING: CONSOLIDATION Source: Adams Liquor Handbook and Market Knowledge Top 4 Suppliers All Other Suppliers

7. WHAT’S CHANGING – Supplier Alignment Traditionally, distributors heavily focused on securing supplier relationships Distributors carrying the same brands Distributors carrying the same brands Many Customers Many Mid-Sized Suppliers Distributors carrying exclusive brands with dedicated orgs Many Customers Few Large Suppliers Gain or loss of a supplier makes our distributor businesses profitable or unprofitable Historically Today

8. HOW OUR WORLD IS EVOLVING: CONSOLIDATION Top 5 Wholesalers All Other Wholesalers Next 5 Wholesalers Source: Impact Ranking – estimated revenue Wholesaler Market Share Evolution (2005-2011)

9. WHAT’S CHANGING – Alignment Traditional Supplier Management Model West SVP Southwest SVP Central Control SVP 7 Distributor Contacts FL SVP West Control SVP IL/IN SVP TX/LA SVP CA SVP Northeast Control SVP Southeast Control SVP Northeast SVP Central SVP South Central SVP Mid-Atlantic SVP 1 1 1 1 3 3 2 2 1 1 1 1 2 2 2 2 3 3 6 6 6 6 5 5 3 3

10. IL MA MN ND NE RI SD IL MA MN ND NE RI SD AR CT GA KS MO NJ NM NV TN WI AR CT GA KS MO NJ NM NV TN WI AZ CO DE MD DC NY SC AZ CO DE MD DC NY SC LA OK TX LA OK TX AK CA HI IN FL KY AK CA HI IN FL KY AL IA ID ME MI MS MT NC NH OH OR PA UT VA VT WA WV WY AL IA ID ME MI MS MT NC NH OH OR PA UT VA VT WA WV WY WHAT’S CHANGING – Alignment New Supplier Management Model Charmer Sunbelt Business Unit Director Control Business Unit Director Wirtz, Martignetti Johnson & Other Business Unit Director Franchise Business Unit Director Southern W&S Business Unit Director Glazer’s Business Unit Director

11. WHAT’S CHANGING – Customer Focus As supplier-distributor alignment deepens, distributors are highly focused on customer relationships – Brands (and hence both distributors and suppliers) can only win with customer ambassadorship – Distributors & suppliers understand value of a broad customer base – critical for product access

12. HOW DO WE SEE THE NEXT 5-10 YEARS ?