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Highlights of December 2013 Issue


HASC Military Resale Hearings Spark Frank Talk About Budget Issues

 

• WASHINGTON — On Nov. 20, the House Armed Services Committee (HASC) Subcommittee on Military Personnel convened its annual Military Resale Program Overview hearings. Attended by the heads of the military resale services, other pertinent parties and subcommittee members, the hearings dealt with many subjects, with sequestration, budget cutting and efficiencies taking precedence as major discussion points.

Subcommittee Chairman Rep. Joe Wilson (R-S.C.) presided over the hearings. Ranking Member Rep. Susan Davis (D-Calif.) and Reps. Joe Heck (R-Nev.), Brad Wenstrup (R-Ohio) and Madeleine Bordallo (D-Guam) all took an active part.

Witnesses included Rosemary Williams, deputy assistant secretary of defense, Military Community and Family Policy (DASD MCFP); Rear Adm. Robert Bianchi, SC, USN (Ret.), chief executive officer (CEO), Navy Exchange Service Command (NEXCOM); Thomas C. “Tom” Shull, director and CEO, Army & Air Force Exchange Service (AAFES); Joseph H. Jeu, director and CEO, Defense Commissary Agency (DeCA); William C. Dillon, director, Semper Fit and Exchange Services Division, which oversees the Marine Corps Exchange (MCX); Patrick B. Nixon, president, American Logistics Association (ALA); and Thomas T. Gordy, president, Armed Forces Marketing Council (AFMC).

A lively question-and-answer period followed the opening statements. ...

 

Read more HASC Military Resale Hearings Spark Frank Talk About Budget Issues ...

Obituary: James N. “Jim” Juliana, Director, Coalition of Military Distributors

 

James N. “Jim” Juliana, 91, director of the Coalition of Military Distributors (CMD), former principal deputy assistant secretary of defense for Manpower, Reserve Affairs and Logistics (PDASD MRA&L), World War II veteran, and a staunch advocate for military resale, died Nov. 18.

Juliana's long and full life saw him serve in a variety of high-level federal positions, under Presidents Eisenhower, Nixon, Reagan, Ford and George H.W. Bush, and military and law enforcement roles, from Navy officer of the deck to FBI Special Agent.

Earning a bachelor's degree at Washington College, Chestertown, Md., and then advancing to the University of Pennsylvania Graduate School of Education, Juliana began his career in the Navy, mainly in the Pacific theater of operations during World War II — including the landing at Iwo Jima — until his honorable discharge in 1946. From 1947 to 1953, he served as a special agent with the Federal Bureau of Investigation (FBI). ...

 

Read more JAMES N. “JIM” JULIANA, DIRECTOR, COALITION OF MILITARY DISTRIBUTORS ...

Defense Commissary Agency Fiscal 2013 Top 10 Sales and Statistics Snapshot

 

• FORT LEE — In spite of everything from a six-week sequestration-related furlough to continued force repositioning, Defense Commissary Agency (DeCA) patrons’ purchases in commissaries still generated more than $5.8 billion in sales during fiscal 2013. ...

Read the complete DEFENSE COMMISSARY AGENCY FISCAL 2013 TOP 10 SALES AND STATISTICS ...

DeCA Q&A: Analysis, Planning and Execution: Centered On the Customer

Defense Commissary Agency Director of Sales Randy Chandler

Five years ago, during an earlier assignment as DeCA sales director, Randy Chandler observed that the DeCA Marketing Business Unit (MBU) exists “to support the field — that is our No. 1 mission. No one is shopping at the MBU.” Today, while store support remains as important as ever, much has changed in grocery retail during the intervening years, and headquarters’ role in the buying process has come more into focus. ...

E and C News: Is there anything you see in the way of opportunity to improve sales, in-stocks and promotions?

Chandler: I do think so, because we need to get more sophisticated in our decision-making. And that’s the reason for the category business units we are creating — in which you have a business unit manager (category manager), a merchandising specialist and an analyst. The decisions that we make need to be based on an analysis of our consumers’ shopping patterns and their habits.

We then take that information and develop plans that meet that dynamic, that meet that expectation, and align it with the way our customers are shopping, and also with how consumers are shopping outside of the commissary system, so that we are in step with where the grocery industry is going.

Doing that will not only improve our assortment, but will also improve our turns and increase sales. If we can leverage our volume, make these decisions and negotiate for better price points, obviously that will drive customer savings and hopefully bring more patrons back to the commissary. ...

“We realize that to leverage our volume, and to make more decisions from a central location, we need to make sure that the people who we're asking to accomplish those objectives have the skill sets, the tools and the resources to be successful.”
— DeCA Sales Director Randy Chandler

 

Read the complete RANDY CHANDLER INTERVIEW ...

NEXCOM Consumables Plans/Healthy Living:
Patrons Embrace ‘A Better You’ Program

 

Among the key focus areas for the Navy Exchange Service Command’s (NEXCOM) Consumables, Health & Beauty and Household Division for fiscal 2014 is its expanded rollout of “A Better You,” a program that extends an umbrella over sports nutrition, fresh sandwiches, fruits and salads, healthy snacks, nuts, sugar-free candy and healthier beverages.

“We are aligned with the Navy’s 21st Century Sailor, Healthy Base Initiative (HBI) and Department of Defense (DoD) programs to encourage good health and fitness, to provide improved quality of life and enhanced military readiness,” said Pat Igoe, vice president (VP), general merchandise manager (GMM), Consumables, Health & Beauty and Household, NEXCOM. ...

 

Read more PATRONS EMBRACE ‘A BETTER YOU’ PROGRAM ...

NEXCOM Package Stores and Mini-Marts: Changes In Store

 

Beverages other than soda and beer continue to shine in the Navy Exchange Service Command's (NEXCOM) package stores and Mini-Marts. Coupled with the decrease in the tobacco footprint in these stores, changes are being made to the traditional NEX convenience store to better align these venues’ offerings with current customer preferences.

Similar to what is happening in snacks and candy, NEXCOM Consumables Divisional Merchandise Manager (DMM) Bill Darwin noted that NEXCOM is well underway with its “A Better You” product expansion, which bodes well for water and other beverage categories with healthful attributes.

And while various directives looking at the sale of alcoholic beverages in military stores are being reviewed, Darwin told E and C News that he cannot pinpoint any further priorities for these stores until those directives have been put into force. ...

 

Read more CHANGES IN STORE ...

DISTRIBUTION: CEO Eidson Affirms SpartanNash and MDV’s Military Resale Commitment

 

The merger between MDV/Nash Finch and Spartan Stores was a hot topic of conversation at the American Logistics Association (ALA) conference, where top resale executives listened to Alec Covington, the chief executive officer (CEO) of MDV/Nash Finch and Dennis Eidson, CEO of Spartan Stores, discuss the progress of the deal, which closed nearly seven weeks later, on Nov. 19, 2013.

Eidson became the CEO of the combined company — to be known as SpartanNash — when the merger closed, and Covington said he would depart toward the end of the year. MDV President Ed Brunot will remain in his leadership role of the combined company's military distribution arm. ...

Read more CEO EIDSON AFFIRMS SPARTANNASH AND MDV'S MILITARY RESALE COMMITMENT ...
Snapshot
RESALE SNAPSHOT — September 2013

 

Click Here for “RESALE SNAPSHOT” Totals