The Tasting Panel magazine

October 2011

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COVER STORY Merchandiser in 1991," Brennan explains. A year later he was promoted to on-premise sales, and by 2001 he was a Division Manager. For seven years, he had been studying to become a Master Sommelier, a status he achieved in 2005. Reggie is now the company's MS/Director of Training whose prime focus is to conduct sales training for employees and supplier partners. He moves our business forward every day," Brennan explains, knowing that Reggie's ability to share his experience and passion will pay off tenfold with future Southern employees. Steven Burrows, VP/Sales and Marketing, Spirits. that one of his customers was opening a restaurant on Hollywood and Vine, he applied for a job and soon became the General Manager. A year later he was named GM at Beverly Hills's Prego restaurant and developed a strong relationship with his Southern rep there. When he heard that the rep was leaving, he reached out to Tom Steo, who was then Division Manager for the Westside. He made a pact with Steo, telling him that if he turned out to be a poor performing salesperson, he would quit within the year." Steo hired Lukic, and after four months the fledgling sales rep achieved his first 100% quota attainment—one of many to come. Lukic was honored as the company's Salesman of the Year for two straight years and after five years, he was promoted to Division Manager of Beverly Hills, leading his sales group to Team of the Year for three years run- ning. By the end of his third year in this position, he was promoted to Regional VP and is now VP/On-Premise for SWS of Southern California. It's truly the talent of the people that makes Southern so unique and special. Brennan enthusiastically shares a particularly stunning suc- cess that occurred in the Northern California office. "Reggie Narito began with Southern as a Chain Sales 56 / the tasting panel / october 201 1 Brennan has a big story to share about SWS-CA, and for him, the success is all about the people. "We could not have achieved this without the leadership of Harvey and Wayne Chaplin," offers Brennan. "I speak for all of us, recognizing not just the honor of working with these great men, but also the true family feeling we all enjoy here. The culture and tone at Southern Wine & Spirits of California are set at the top—and Harvey and Wayne have my utmost appreciation and respect for setting and safeguarding the people-centric culture of Southern," adds Brennan. "And because we are a national company, having an SWS of California alumni like Brad Vassar in his leader- ship position in our Miami corporate headquarters is a tremendous boost for us in California. This is where he started, and of all people, he understands how this market works. It's different than any other market in the country—and we know that when he's meeting with suppliers or chain customers in Miami, he knows how to speak for us—from a position of experi- ence. Our people united the state." In spite of modest beginnings, SWS-CA was the first company to unite wine and spirits distribution across the entire sprawling, multifac- eted California market. It did this—and evolved to the well-oiled machine it has become—through people power. Its proactive team of innovators, educa- tors, and dynamic business men and women are both products and keepers of this unique people-focused culture— a culture that will continue to drive and shape Southern's success long into a bright future. Building Personal B2B Relationships Those who ascend above the competition don't get there by luck. The wide array of divisions and teams and practices behind the scenes at SWS are evidence of a well-oiled machine. But you don't have to take our word for it. Southern's proof is in the pudding; so we decided to take it directly from an important SWS customer, Alan Johnson, CEO of BevMo! From its inception in 1994, this unique retail concept has expanded to 112 stores in California and Arizona within 17 years. "Culturally, our organiza- tions are aligned," comments Johnson about the two California juggernauts. "Both companies passionately believe that if you love what you do, it doesn't feel like work." "Behind every successful business like BevMo!, you will find very strong relationships just like we have with SWS and Jack Brennan," Johnson tells THE TASTING PANEL. "The foundation of our relationship is based on hard work, trust and investing in each other. It's hard to think how we can be successful without them, and vice versa. We work hard to make sure we are strategically aligned, and the impressive results we have both achieved speak volumes about our partnership." "Jack Brennan has surrounded himself with winners. It's not enough to have great products to sell— although that helps. You also need a smart, working team who always believes there is room to improve. Getting to number one is difficult; staying there is even harder, and Jack acknowledges those who helped along the way." —Alan Johnson, CEO, BevMo! PHOTO: REBECCA WILKOWSK

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