Bourbon: America's Native Spirit

OFFICIAL PUBLICATION OF THE MINNESOTA MUNICIPAL BEVERAGE ASSOCIATION www.municipalbev.com Municipal Liquor Store Box 32966 Minneapolis, MN 55432 CHANGE SERVICE REQUESTED Volume 66, Number 5, 2007 PRST STD U.S. POSTAGE PAID Permit No. 1770 Minneapolis, MN Bourbon: America’s Native Spirit 1904-2007 Quality Wine & Spirits Company A Century of Service Statewide: 1-800-552-8711 Twin Cities: 952-854-8600 DIRECTORS GARY BUYSSE
(President)
Rogers Liquor
P.O. Box 371
Rogers, MN 55374-0371
Store: (763) 428-0163 DAN BAHR
(Vice President)
Bemidji Discount Liquor
460 Paul Bunyan Drive NW
Bemidji, MN 56601
Store: (218) 751-8868/3911 BRIAN HACHEY
(Sec./Treas.)
Stacy Wine & Spirits
30962 Fenway Avenue
Suite 700
Stacy, MN 55079.
651-462-2727 WAYNE VAN VLIET
Pickle Factory/Spirits of Nisswa
P.O. Box 410
Nisswa, MN 56468
Store: (218) 963-0085 / 7488 BRUCE WAAGE
Ellendale Liquor
P.O. Box 155
Ellendale, MN 56026
507-684-9422 LARA SMETANA
Voyageur Bottle Shop
205 - 6th Street
Pine City, MN 55063
320-629-2020 MUNICIPAL LIQUOR STORE Volume 66, Number 5, 2007 Official publication of the Minnesota Municipal Beverage Association. Published
six times annually: September/October,
November/December, January/February,
March/April, May/June, July/August. For
advertising and editorial inquiry contact
Paul Kaspszak, Editor, Box 32966, Fridley,
MN 55432. Phone 763-572-0222 or
800-848-4912 Ext. 3925. Advertising rates
available upon request. Change of address:
List both old and new address. JOYCE ZACHMANN
Central Park Warehouse Liquors
8101 Hwy. 65 N.E.
Spring Lake Park, MN 55432
763-780-8247 CANDICE WOODS
Liquor Hutch
245 Washington Ave. East
Hutchinson, MN 55350
Store: 320-587-2762 MICHAEL FRIESEN
Hawley Liquor
P.O. Box 69
Hawley, MN 56549
Store: 218-483-4747 TOM AGNES
Brooklyn Center Liquor
5625A Xerxes Ave. North
Brooklyn Center, MN 55430
Store: 763-560-9195 MOLLY MEYER
Fairmont Liquor
P.O. Box 751
314 N. Park
Fairmont, MN 56031
Store: 507-238-2269 STEVE GRAUSAM
(Immediate Past President)
Edina Liquor
6755 York Avenue South
Edina, MN 55435
Store: (612) 928-4556 AARON REEVES (Ex-Officio)
City of Kenyon
709 – 2nd Street
Kenyon, MN 55946-1339
Office: 507-789-6415 On The Cover The U.S. Senate declared, by unanimous vote, last September as
“National Bourbon Heritage Month.” This resolution reinforced
bourbon as “America’s Native Spirit” by celebrating the family
heritage, tradition and deep-rooted legacy that the bourbon industry
contributes to the United States. The resolution also called for
consumers who enjoy bourbon to do so responsibly and in moderation. For more on the resolution see page 10. STAN MORGAN & ASSOCIATES Can Provide You With: Walk-in Coolers Reach-in Wine Coolers Shelving Wine Racking Ice Bins Custom Counters Graphics Cigarette Racks Your #1 Source for Liquor Store Specifications, Equipment & Design Stan Morgan & Associates 35 Water Street Excelsior, MN 55331 800-826-1982
952-474-5451 E-mail: sales@stanmorganassoc.com MMBA President’s Message Ask and it shall be given When I tell people I manage a
municipal liquor department, the
reactions I receive are very diverse.
Most express amazement over the
existence of municipal liquor, many
tell me they believe our prices are
high, and a few question the rationale
of government and enterprise funds. In
addition, a very small minority ask,
“What is the difference between
private and municipal liquor?” As you all know the primary
philosophical difference between
private and municipal liquor involves
controlling the dispensation of
beverage alcohol within our
communities, and the profits being
utilized by the cities we serve. The
emphasis placed on profits varies
throughout our member cities, but
there is no question these revenues are
becoming increasingly important as
our city councils attempt to retain
municipal service levels without levy
increases. The primary operational difference that
separates us from the private sector, is
our willingness to share information.
Our unique organizational structure
promotes information sharing on any
operational or political issue. Many of our managers with new stores
or new remodels are willing to allow
complete access to other managers
looking for direction in their impending
projects. In fact, member cities have
even shared architectural drawings! MUNICIPAL LIQUOR STORE 4 In addition, I frequently receive calls
from member cities looking for
specific spirits or wines. A variety of information is available
through our Email blast list. All you
need to do is direct your questions to
Paul! He can be reached at
kaspszak@visi.com. Furthermore, all MMBA directors are
willing to assist you in answering any of your questions. Your directors have
many years of experience, both off-sale
and combination. They will also assist
you in finding a resource if an answer
is not readily available. Bottom Line: Our members are our
most valuable resource. The dumbest people I know are those
who know it all. Malcom Forbes Gary Buysse
President ® ©2002 Anheuser-Busch, Inc., Budweiser® Beer, St. Louis, MO ™ CLIENT JOB NO. LINE SCREEN PROOFER/DATE # of colors CUST. JOB # I.D. CALIB,CHECK FILM CHECK CALIB,CHECK FILM CHECK AB PBW20026330 SCRIPT B 1 340073H 120 S
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O BLK MUNICIPAL LIQUOR STORE 6 Editor’s Note: In the last issue, I
brought up the phrase, “We live in a
world of cycles” – meaning issues of
the past often re-surface in the present.
The following speech was made in
1978 by then MMBA president Alec
Parkin, at a League of Minnesota
Cities Mini-Convention. While some of the details of his speech
have changed over the years, the
concepts he addresses remain an
issue today in some cities. It is also
important to note many of these
issues also occur in the private sector.
However, municipal liquor operations
have developed a culture of
addressing these concerns head on. The League staff asked me again this
year to participate on this panel and
gear my remarks to Marketing
Techniques. I don’t consider myself an
expert; that is, that I have all of the
answers to your problems, but I do have
27 years experience behind me as a
Municipal Liquor Store employee. I
managed combination outlets for many
years, but have spent the past ten years
mainly operating package stores. You should be aware that since repeal
of fair trade some years back, the profit
picture has changed dramatically, as has
the method in which we operate our
liquor stores. It happens to be a fact,
ladies and gentlemen, that there are still
Municipal Liquor Stores in this state
that are still operating exactly the way
they did some 20 years ago. There are
city councils that will not leave enough
money in the Liquor Fund in order for
the Manager to buy sufficient inventory
when the time is right. There are
managers that will not carry a proper
inventory, even if the funds are available. I recently, by the request of a city
council, went out to make an analysis
of their liquor operation, which had
been failing badly for the past several
years, and was in fact, on the verge of
going broke. After spending 20 minutes
in the store, I could easily see why. This store was actually operating 30 years
behind the times and was the poorest
excuse for a package store, in this day
and age, I have ever seen. This store, just outside the metropolitan
area, believe it or not, carried only 4
different brands of 12 packs of beer,
6 brands of six packs and six brands
of case beer. They had a beautiful new
walk-in cooler, but just didn’t want to
expand the selection. The liquor selection wasn’t much
better. Dozens of fast selling, nationally
advertised brands and sizes were absent
from the shelves and many of the
brands being carried were nearly
depleted. I found brands on the shelves
that had been discontinued by the
wholesalers as long as five years ago.
Labels were old, dirty and even part
missing, but there they sat, gathering
dust at the old fair trade price. The wine selection was almost nil. They
carried Mogen David, Port, Muscatel,
two Vermouths, two types of
Champagne and a few assorted dry
wines. It was a complete disaster! During the hour I spent in the store,
there were four customers who walked
out because they did not carry the
popular products they wanted. This store today, under new managment,
is doing a terrific business. The location
was excellent, the potential was there.
So was complacency - the manager
simply did not want to change or keep
up with the times. It is against my
nature to criticize other people or the
way they operate their stores, however,
the store I mentioned here, I hope, was
an isolated case. A municipal liquor store is in your
community to control the sale of liquor,
to make a profit for your city and to
make available to the consumer the
products he desires to purchase. The
purchaser believes he will get
satisfaction from the exchange of his dollars for the store's goods. This means
the person must believe he will derive
more satisfaction from purchasing the
liquor than he will from keeping the
money. Now, to carry this one step
further, he believes he will receive
more satisfaction from exchanging
his dollars at your location than at any
other for the same product. Since you
are in competition, not only with other
municipal stores in the same area,
but with private as well, the level of
satisfaction must be greater when he
does business with you. I don’t care where you're located,
whether it’s in the metropolitan area,
Bird Island, or Tim-Buck-Too, you have
to create a clean, pleasant and enjoyable
atmosphere in your store, that is going
to attract the consumer to your place of
business rather than your competitors.
Once that customer is in the store, then
it’s up to the manager to satisfy not only
his needs by making sure you carry the
brands and sizes he wants, but to sug-
gest other items that he might be in need
of. If a person buys gin, suggest that he
might need Vermouth or mix or ice.
Always without pressure; try to make
that extra sale. At any rate, when that
customer leaves your store with what he
came in for, at a favorable price and was
treated with courtesy and respect - then
that customer is going to come back.
If you didn’t have what he wanted,
and had a negative attitude toward that
person, chances are that you'll never see
him in your store again. This is where I’d like to talk briefly
about the public relations aspect of your
liquor store. This is one of the most
important parts of any business, and
I’m sure all of you have at one time or
another, been in a business place where
you weren't treated the way you felt you
should have been. Chances are that you
resented that fact and probably never
went back again. It takes effort on the
part of the employee, but it’s a must,
that each customer that walks thru your
doors is greeted with a warm, friendly
and sincere greeting. If that customer is Marketing Techniques: Then and Now MUNICIPAL LIQUOR STORE 7 known by name he should be greeted
by his name. Everyone likes to be
recognized and it makes him feel good
when he is. It’s so much easier to smile
at a person and be pleasant, than it is to
frown and have a negative attitude. I just can’t stress enough how important
it is to your business to treat every
customer with every bit of respect and
courtesy you can master. Also most
important - when that customer leaves
your store, be absolutely sure to offer a
sincere “thank-you” and offer him a
pleasant day. Always treat other people
like you prefer to be treated. Municipal liquor stores out-state are
sometimes the only store for several
miles around, so a lot of times the
attitude is; they can either buy what
we have on hand, or go somewhere else.
This is exactly the reason many small
stores are in trouble or have already
closed their doors. Times have changed
and those that haven’t changed with
them and kept pace with today’s wants
and needs are going to be out of
business. Wine sales in Minnesota have increased
something like 400% in the past six
years and this is your big profit item.
Have the wine sales in your stores
shown anywhere near that increase????
If they haven’t, then ask yourself why?
Chances are, when the salesman offers
you a new product, you tell him you
don't have room for any more wines. It’s true that none of us can carry all
of the new products offered, but if that
item is going to be highly advertised on
radio or television, then you can bet your butt that item is going to sell. I’m firmly convinced that if someone
advertised cow dung on TV, it’s going
to sell. When the consumer sees some-
thing advertised that looks pleasant and
delicious, he’s going to be in your store
asking for it. If you haven’t got room, MAKE
ROOM. Cut down on your facings on
other items, or get rid of dogs that aren’t
selling. Why tie up your money and
space in inventory that is collecting dust
on your shelves? Get rid of slow movers
and try the new ones. I don’t care how
crowded your store seems, there’s
always room for more. Remember,
if you don’t have the selection your
customer wants, you’ve lost him! Why
not take a drive around and look at other
liquor stores that are successful - maybe
you’ll see where you’re missing the
boat - don’t wait too long or your boat
might sink. Remember, he who hesitates
is lost. I’d like to make one more point, and
that is concerning prices and what
should your mark-up be. Some years
back when fair trade was on, all we had
to do was to look in the Beverage
Journal each month, and that told us
exactly what we should sell our product
for. Well, there is noone to publicize our
prices anymore, we have to figure them
out ourselves. For the life of me, I don't
know how some stores figure their per-
centages of mark-up. I have actually
visited some of your stores and found
three different brands of Canadian
Whiskey, in quart sizes, that cost exactly
the same price per bottle, yet prices will
vary from $5.69 to $6.50. They were not on special, they were all bought at
the same time, yet three different prices.
It just doesn’t make sense! I can’t tell anyone what kind of a mark
up they should use, but I can tell you
this, that we cannot and very likely
never will again, make the profit we
did when fair trade was here. There
are different factors involved in your
various operations such as freight rates,
rent, wages, insurance, etc., so you have
to decide what kind of profit you must
have, and go from there. I have taken a number of surveys of
municipal stores in the suburban areas
and their percentages seem to run pretty
much the same. The majority of the
stores surveyed start with the net bottle
cost, before the discount is taken for
prompt payment, which is usually 2%
within 7 days. Liquor is generally
marked· up 25% - Cordials from 30 to
35 percent - Wine 50% and beer, 25%
on returnables and 30% on non-return-
ables. I’ll repeat those mark-ups for you
in case you wish to make a note of them
- I realize that many of you that are in
the outlying areas, pay some ridiculous
freight rates, so you will probably want
to add those onto your retail prices after
you figure your percentage on markup.
You certainly can’t be expected to
absorb them. It would be too costly. I’m afraid, I’ve rambled on here longer
than I should have, but I hope that what
I’ve said here may have been some
help to you. If there is time, I would
be happy to answer any questions if
I can - if not, I will be available when
this workshop adjourns. Thank you. Missing Two Footers? By Jeffrey Gitomer In 1960, at age 14, I met a college basketball coach on the court and asked him for his best, niftiest pointer. He took the ball, walked under the basket, and shot an easy lay-up.
“See that shot?” he said gruffly. “Ninety-nine percent of all basketball games are won with that shot. Don’t miss it.” And he walked away.
I felt cheated that day. But, 20 years later, I realized it was the best business lesson I ever got.
The science of serving and selling in business has nothing to do with nuclear physics or brain surgery. It’s about asking questions, helping others, and believing in yourself, your product, and your company. It’s about establishing long-term relationships, and having fun. It’s all fundamentals.
You don’t need to be a professional ballplayer. You just need to know how to shoot lay-ups and NOT MISS THEM. MUNICIPAL LIQUOR STORE 9 Wine Tasting Laws At the recent MMBA Regional
Meetings, several attendees requested
the following information regarding
Wine Tastings. 340A.419 WINE TASTINGS CONDUCTED BY EXCLUSIVE LIQUOR STORE. Subdivision 1. Definition. For purposes of this section, a “wine
tasting” is an event of not more than
four hours' duration at which persons
pay a fee to participate and are allowed
to consume wine by the glass without
paying a separate charge for each glass. Subd. 2. Tastings. (a) Notwithstanding any other law, an
exclusive liquor store may conduct a
wine tasting on the premises of a
holder of an on-sale intoxicating liquor
license that is not a temporary license
if the exclusive liquor store complies
with this section. (b) No wine at a wine tasting under
this section may be sold for off-
premises consumption. A participant in
the tasting may fill out a form
indicating preferences for wine. The
form may be held on the premises of
the exclusive liquor store to assist the
participant in making an off-sale
purchase at a later date. (c) Notwithstanding any other law, an
exclusive liquor store may purchase or
otherwise obtain wine for a wine
tasting conducted under this section
from a wholesaler licensed to sell wine.
The wholesaler may sell or give wine
to an exclusive liquor store for a wine
tasting conducted under this section
and may provide personnel to assist in
the wine tasting. (d) An exclusive liquor store that
conducts a wine tasting under this
section must use any fees collected
from participants in the tasting only to
defray the cost of conducting the
tasting. 340A.418 WINE TASTINGS. Subdivision 1. Definition. For purposes of this section, a “wine
tasting” is an event at which persons
pay a fee or donation to participate,
and are allowed to consume wine by
the glass without paying a separate
charge for each glass. Subd. 2. Tastings authorized. (a) A charitable, religious, or other nonprofit
organization may conduct a wine
tasting of not more than four hours
duration on premises the organization
owns or leases or has use donated to it,
or on the licensed premises of a holder
of an on-sale intoxicating liquor license
that is not a temporary license, if the
organization holds a temporary on-sale
intoxicating liquor license under
section 340A.404, subdivision 10, and
complies with this section. An
organization holding a temporary
license may be assisted in conducting
the wine tasting by another nonprofit
organization. (b) An organization that conducts a
wine tasting under this section may use
the net proceeds from the wine tasting
only for: (1) the organization’s primary nonprofit
purpose; or (2) donation to another nonprofit
organization assisting in the wine
tasting, if the other nonprofit
organization uses the donation only for
that organization's primary nonprofit
purpose. (c) No wine at a wine tasting under this
section may be sold, or orders taken,
for off-premises consumption. (d) Notwithstanding any other law, an
organization may purchase or
otherwise obtain wine for a wine
tasting conducted under this section
from a wholesaler licensed to sell wine,
and the wholesaler may sell or give
wine to an organization for a wine tasting conducted under this section
and may provide personnel to assist in
the wine tasting. A wholesaler who
sells or gives wine to an organization
for a wine tasting under this section
must deliver the wine directly to the
location where the wine tasting is
conducted. (e) This section does not prohibit or
restrict a wine tasting that is: (1) located on on-sale premises where
no charitable organization is
participating; or (2) located on on-sale premises where
the proceeds are for a designated
charity but where the tasting is
primarily for educational purposes. (f) The four-hour limitation specified
in paragraph (a) shall not apply to a
wine tasting at a convention of fine
wine and gourmet food exhibitors,
provided the convention has at least
100 exhibitors and takes place over not
more than three days. Emphasize People The best way to motivate
employees with non-monetary
rewards is to emphasize
PEOPLE. When you recognize employees
with praise, ceremonies,
or perks, do so in ways that
involve their peers. People rarely succeed alone –
and they rarely want to cele-
brate their achievements that
way. MUNICIPAL LIQUOR STORE 10 Bourbon: America’s Native Spirit Beam Global Spirits & Wine, Inc., the
world’s number one bourbon producer,
proudly applauds that the U.S. Senate
declared, by unanimous vote, last
September as “National Bourbon
Heritage Month.” This resolution
reinforced bourbon as “America’s
Native Spirit” by celebrating the family
heritage, tradition and deep-rooted
legacy that the bourbon industry
contributes to the United States. The
resolution called for consumers who
enjoy bourbon to do so responsibly and
in moderation. Specifically, the resolution stated: Whereas Congress declared bourbon
as “America’s Native Spirit” in 1964,
making it the only spirit distinctive to
the United States; Whereas the history of bourbon-
making is interwoven with the history
of the United States, from the first
settlers of Kentucky in the 1700s, who
began the bourbon-making process, to
the 2,000 families and farmers
distilling bourbon in Kentucky by the
1800s; Whereas bourbon has been used as a
form of currency; Whereas generations have continued
the heritage and tradition of the
bourbon-making process, unchanged
from the process used by their
ancestors centuries before; Whereas individual recipes for
bourbon call for natural ingredients,
unitizing the local Kentucky farming
community and leading to continued
economic development for the
Commonwealth of Kentucky; Whereas generations of people in the
United States have traveled to
Kentucky to experience the family
heritage, tradition, and deep-rooted
legacy that the Commonwealth
contributes to the United States; • The number one ultra-premium Knob Creek® Straight Bourbon
Whiskey, part of The Small Batch
Bourbon Collection, including
Baker’s®, Booker’s® and Basil
Hayden’s® • Maker’s Mark®, the number one- selling super-premium bourbon
brand Bourbon is America’s Native Spirit As America’s only indigenous spirit,
bourbon was recognized in 1964 by an
act of Congress when it declared
bourbon “America’s Native Spirit.”
“The bourbon industry is a source of
pride for Kentucky and its Heritage
and has served as a major part of the
Commonwealth’s economy for over
200 years,” said U.S. Senator Jim
Bunning. “Earlier this year, Beam Global
declared 2007 as the 'Year of Bourbon’
because of the significant growth
numbers and popularity in the
category,” said Jim Clerkin, president,
Beam Global Spirits & Wine, North
America. “The dedication of an entire
month in celebration of bourbon
heritage was a significant milestone for
the entire bourbon industry, bourbon
lovers and our company,” added
Clerkin. The Bourbon Category is Growing Bourbon consumption is surging,
particularly the interest and demand for
high-end, super-premium and ultra-
premium small batch bourbons. In fact,
the global bourbon market grew by
three percent in 2006*. In the United
States, since 2003, high-end bourbons
have seen revenue grow from $450
million to over $500 million, some 2.2
million cases, according to DISCUS,
the Distilled Spirits Council of the
United States. High-end bourbon sales
accounted for eight percent of total
spirits growth in 2006. Whereas each year during September
visitors from over 13 countries attend a
Kentucky-inspired commemoration to
celebrate the history of the
Commonwealth, the distilleries, and
bourbon; Whereas people who enjoy bourbon
should do so responsibly and in
moderation; and Whereas members of the beverage
alcohol industry should continue efforts
to promote responsible consumption and
to eliminate drunk driving and underage
drinking: Now, therefore, be it Resolved,
That the Senate: 1) designates September 2007 as “National Bourbon Heritage
Month”; 2) recognizes bourbon as “America’s Native Spirit” and
reinforces its heritage and
tradition and its place in the
history of the United States; and 3) recognizes the contributions of the Commonwealth of Kentucky
to the culture of the United States. “This is a great honor the U.S. Senate
bestowed upon the bourbon industry,”
said Bill Samuels Jr., president of
Maker’s Mark Distillery. "The tradition
of family heritage, authenticity and
craftsmanship behind bourbon is what
has made it an American Icon.” “This recognition was a long time
coming...my great-grand-daddy would
be proud,” said Fred Booker Noe III,
seventh-generation Jim Beam family
member and native of Bardstown, Ky.
“The U.S. Senate recognized bourbon’s
unique place in American history.” Iconic brands in Beam Global’s
bourbon portfolio include: • The number one-selling bourbon in the world Jim Beam®
Kentucky Straight Bourbon
Whiskey the power of the portfolio. Share Our Pride. Share the Future. Contact your SWB Sales Representative for pricing (763) 493-5993 (866) 820-8462 Specialty Wines and Beverages, LLC




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Rated 90 Points Orange County Fair Wine Competition SWB MUNICIPAL LIQUOR STORE 13 Recognize What Turns Off Your Customer How To Get The Most From Your Employees Getting the most out of employees begins with hiring the best people you can afford and….. By Paul R. Timm, Ph.D. 50 Powerful Ideas You Can Use to
Keep Your Customers Research in customer service
repeatedly indicates that 60-70 percent
of lost customers leave because of
problems other than product quality or
price. They get frustrated by the
experience of doing business with the
company. They feel they are not valued. Get a few people together and ask
them to describe some pet peeves
about their experiences as customers
and you get some very emotional
reactions. Everyone can recall
situations where they were treated
poorly, inconvenienced, or bought
products that just didn’t measure up. THREE CATEGORIES OF
CUSTOMER TURNOFFS The customer turnoffs that trigger
negative emotions and cause
dissatisfaction arise from three
categories: value, systems and people. Value Turnoffs Customers are turned off when they
receive poor value from a shoddy
product or sloppy work. Value is defined as quality relative to
price paid. If you purchase an inexpensive, throw-
away item at a discount store – say a 79-cent pen – you may not be upset if
it doesn’t last vey long. But buy a $79
fountain pen that leaks in your shirt
pocket and you are furious. The purchase of an automobile,
appliance, or professional service that
quits working or fails to meet our
needs, will create a value turnoff. Systems Turnoffs The term systems is used to describe
any process, procedure, or policy used
to “deliver” the product or service to
the customer. Systems are the way we get the value
to the customer, including such things
as: • Employee training and staffing • Facility location, layout and parking facilities, and phone lines • Record keeping (including computer systems for handling
customer transactions) • Policies regarding guarantees, returns, and so forth • Delivery or pick-up services • Marketing and sales policies • Customer follow-up procedures, and so on When a company does a poor job in
any of these system areas, it creates
unhappy customers. People Turnoffs People turnoffs arise when employees
fail to communicate well, both verbally
(with words) and non-verbally (without
words). Some examples of people turnoffs are: • Failure to greet or even smile at a customer • Inaccurate information given, or lack of knowledge conveyed • Talking to another employee, or allowing telephone interruptions
while ignoring a customer • Rude or uncaring attitude • High-pressure sales tactics • Inappropriate, dirty, or sloppy appearance (of the employee or
the work location) • Any communicated message that causes the customer to feel
uncomfortable It ain’t the rain, the snow, the boss, the
competition, the spouse, the money, the
car, the job or the kids – IT’S YOU!!
AND IT ALWAYS HAS BEEN. • Training them properly
• Providing the equipment and work spaces they need to do their jobs well • Letting them know you care about how things are done and are aware of what
happens • Soliciting ideas for improvement and making them aware they are important
to the organization • Supervising them carefully MUNICIPAL LIQUOR STORE 14 Bottom Line: Get Rid Of Roque Employees! By Jerry R. Wilson 151 Quick Ideas to Get New Customers Not every person is cut out to help you
gain new customers. You’ve been told
before and you’ll hear it again, “hire
for attitude and train for aptitude.”
The people in your business who meet
and greet customers have to do it with
a smile. Obtaining and maintaining
new customers requires people with a
pleasing, positive, and agreeable
attitude. Anyone without that mindset needs to leave your business!!! When an Illinois farm implement
dealership confronted the fact their
parts manager was a walking encyclopedia for tractors, combines,
and implement equipment, they also
had to admit he was the most
cantankerous guy east of the Rocky
Mountains. He constantly aggravated
fellow employees and drove away
customers. They had to debate between the value
of his knowledge and his continual
conflicts with customers. They finally reached a decision and
had to invite him to pursue other
employment. Immediately after this problem
employee left, many prospects returned
to the company and became customers. It seems he had alienated a great
number of people over the years, and
they had begun to avoid this dealership.
However, once he was gone, things
changed and business soon picked up. BOTTOM LINE: A good manager evaluates the people who are helping him or her to achieve his or her goals. If you have people who are not willing to help obtain and maintain new customers, you need to evaluate whether they should stay in your business. The only thing worse than allowing a rogue employee to destroy your attempts to get new customers is paying him or her to do it!!! Total Register Systems 4215 Louisiana Avenue New Hope, MN 55428 (763) 537-1906 • www.trs-pos.com Point-of Sale & Inventory Solutions for the On-Sale / Off-Sale Municipal Beverage Industry Systems Include • ID Verfification
• Credit Card Interfacing
• Sign Painting
• Gift Cards
• Wireless Scanning
• Touch Screen
• Report Wizard
• Video Camera Interfacing Total Register Systems has 20 years of Experience in Retail Partnerships Wells Fargo Insurance Services (formerly Acordia) Has Helped Municipal Liquor Combination Facilities Significantly Reduce Their Dram Shop Premiums. Tony Baldwin 952-830-7353 952-563-0528 Fax 612-819-0540 cell tony_baldwin@wellsfargois.com Regardless where you are, we've got you covered. Rely on the MIIMA members for 'bottled water' quality ice, first-rate service and fast, dependable delivery. Minnesota Independent Ice Manufacturers Association MIIMA Members: Ace Ice Company
2900 Fifth Avenue South
Minneapolis, MN 55408
612.824.9600
800.862.9273
Contact: Matt King Carlson’s Lakeshore Ice Company
602 Ogden Avenue
Superior, WI 54880
888.943.2665
Contact: Chuck Wessberg Crystal Springs Ice Company
25503 Russell Road
Pine City, MN 55063
866.629.6267
Contact: Tom Valvoda Mid Central Ice
39072 County Hwy. 49
Perham, MN 56573
218.346.4423
877.346.4423
Contact: Dave Chase Precise Ice Company
608 Parkway Drive
Belgrade, MN 56312
320.254.8018
320.293.0010 (cell)
Contact: Mike Buckentine Waterville Ice Company
14853 E. Benton, Suite 1
Waterville, MN 56096
507.362.8177
888.362.8177
Contact: Bernie Akemann Minnesota ice for Minnesota businesses. Perham Belgrade Waterville Pine City Minneapolis Duluth/Superior MID-CENTRAL ICE LLC MID-CENTRAL ICE LLC 2003 G RIGGS , C OOPER & C OMPANY HAS BEEN DELIVERING CUSTOMER SERVICE FOR 121 YEARS ! 1882 2003 E AGLE W INE C OMPANY D IVISION P RIOR W INE C OMPANY D IVISION 121 Years of Continuous Service. 489 N. P RIOR A VE . • S T . P AUL , MN 55104 • 651-646-7821 • 800-672-0970 T ODAY WE HAVE 82 F ULL - SERVICE S ALESPEOPLE TO S ELL AND S ERVICE THE L ARGEST I NVENTORY OF W INES AND S PIRITS TO R ETAILERS OF M INNESOTA . 1882 125 2007 2007 125 489 N. P rior A ve . • S t . P Aul , MN 55104 • 651-646-7821 • 800-672-0970 I’ll Be Right Back MUNICIPAL LIQUOR STORE 17 At the recent MMBA Regional Meeting there were requests for cards customers can put next to / under their cocktails while they go outside to smoke. Below are some examples from Rogers Muni. Be Right Back Stepped Out to Smoke Be Right Back I’llbe right back Please don’t take my chair Be Right Back Cocktails Went to Smoke We’ll Be Right Back Wells Fargo Insurance Services Contact: Tony Baldwin Address: 4300 MarketPointe Drive, Suite 600 Bloomington MN 55435 Phone: 952- 830-7353 Fax: (952) 830-3048 E-mail: tony_baldwin@acordia.com Web: www.acordia.com William Grant and Sons, USA Contact: David Budge Address: 608 Montclam Place St. Paul, MN 55116 Phone: (612) 554-3964 Fax: E-mail: DBudge@wgrantusa Web: www.wgrantusa.com Bacardi USA Contact: Greg Aamodt Address: 6391 Teton Lane Chanhassen, MN 55317 Phone: (952) 380-1250 E-mail: gaamodt@bacardi.com Web: www.bacardi.com Pig’s Eye Brewing Company, LLC Contact: Jeff Crawford Address: 10107 Bridgewater Parkway Woodbury, MN 55129-8587 Phone: (651) 734-1661 Fax: (651) 734-0171 E-mail: jgcrawford@pigseyebeer.com Web: www.pigseyebeer.com MUNICIPAL LIQUOR STORE 18 Platinum Member Don Sebastiani and Sons Contact: Bryant Pascoe Address: 316 Willow Pointe Drive St. Charles, MO 63304 Phone: (636) 300-3524 E-mail: bpascoe@donandsons.com Web: www.planeteria.com/sandsons/ E&J Gallo Winery Contact: Dale E. J. Cochrane Address: 1999 Shepard Rd St. Paul, MN 55116 Phone: (715) 386-1481 Fax: (715) 386-1534 Cell: (651) 260-0327 E-mail: dale.cochrane@ejgallo.com Web: www.ejgallo.com Fifth Third Processing Solutions Contact: Patti Westling Address: 708 6th Street South Princeton, MN 55371 Phone: (763) 389-0690 Cell (612) 308-9800 E-mail: Patricia.Westling@53.com Web: www.53.com Gluek Brewing Company Contact: Mick Detviler Address: 962 W. Nebraska Avenue St. Paul, MN 55117 Phone: 651-489-2376 Fax: 651-489-3127 E-mail: mdetviler@aol.com Web: www.gluek.com Life Media Inc. Contact: Mike Juszczak Address: 7211 Ohms Lane Edina, MN 55439 Phone: 612-920-5433 Fax: 952-881-7797 E-mail: mike@lifemediainc.com Web: www.lifemediainc.com Margron Skoglund Wine Imports Address: 1660 South Hwy. 100, #141 Minneapolis, MN 55416 Phone: 952-546-0114 Fax: 952-546-1876 Micro Matic Dispensing Equip. Contact: Craig Vasseur Address: 10726 North Second Street Machesney Park, IL 61105 Phone: (866) 327-4159 Fax: (815) 968-0363 E-mail: cav@micro-matic.com Web: www.micro-matic.com Miller Brewing Company Contact: Brian Bade Address: 410 Whitegate Lane Wayzata, MN 55391-1334 Phone: (952) 937-2906 Fax: (952) 937-2912 E-mail: bade.brian@mbco.com Pabst Brewing Company Contact: Mike Brattensborg Address: 7117 Emerald Lane Eden Prairie, MN 55346 Phone: (651) 334-8284 Fax: (952) 937-2609 E-mail: mjbratte@pabst.com Web: www.pabst.com Additional Contacts: Bob Ourada, State Manager, Metro, Southern (612) 251-1228 Gary Bonlender, NRS Manager, (651) 334-9565 Jeff Van Schoick, State Manager – Metro, Northern (612) 281-1859 Reco Store Equipment Contact: Mike Martino Address: 1617 - 5th Street South Hopkins, Mn 55343 Phone: (952) 935-4330 Fax: (952) 935-6875 E-mail: mike@recoverysy.com Web: recostoreequipment.com Total Register Systems Contact: Brian Anderson Address: 4215 Louisiana Avenue New Hope, MN 55428 Phone: (763) 537-1906 Fax: (763) 537-1504 Web: www.trs-pos.com United Bank Card Contact: Timothy A. Dunn Address: 615 Davis Drive #700 Durham, NC 27713 Phone: (800) 963-6928 x 541 Fax: (800) 849-0084 Cell: (502) 419-5062 E-mail: TDunn@UnitedBankCard.com Alcorn Beverage Co., Inc. Contact: Terry North Address: 7870 -218th St. West Lakeville, MN 55044 Phone: (952) 469-5555 Fax: (952) 469-5571 Web: alcorn@alcornbeverage.com Bellboy Corporation Contact: Dave Gewolb Address: 2200 Florida Avenue South Minneapolis, MN 55426 Phone: (612) 544-8178 Dakota Worldwide Contact: Len Sage Address: 8200 So. Humbolt Ave.,Suite 302 Minneapolis, MN 55431 Phone: (952) 835-4505 Fax: (952) 835-4461 E-mail: l.sage@dakotaww.com Web: www.dakotaww.com Griggs, Cooper & Company Contact: Harold R. Rutstein Address: 489 N. Prior Avenue St. Paul, MN 55104 Phone: (651) 646-7821 Fax: (651) 646-1497 E-mail: rutstein@griggscooper.com Johnson Brothers Liquor Company Contact: Michael Johnson Address: 1999 Shepard Rd St. Paul, MN 55116 Phone: (651) 649-5800 / (800) 723-2424 Fax: (651) 649-5894 E-mail: mjohnson@johnsonbrothers.com Web: www.johnsonbrothers.com Quality Wine & Spirits Contact: Tom Morgal Address: 7900 Chicago Avenue South Bloomington, MN 55420 Phone: (952) 854-8600 Fax: (952) 851-0501 E-mail: tmorgal@qwsco.com Web: qwsco.com Vinocopia Contact: Marion Dauner Address: 6636 Cedar Avenue South #300 Minneapolis, MN 55423 Phone: 612-455-4000 Fax: 612-455-4001 Cell: 612-532-0406 E-mail: marion@vinocopia.com Web: www.vinocopia.com C & L Distributing Contact: Russ Goldstein Address: 1020 Industrial Drive So. Sauk Rapids, MN 56379 Phone: (320) 251-7375 Fax: (320) 259-7981 E-mail: wsl52215@budtime.com Forestedge Winery Contact: Paul Shuster Address: 35295 State 64 Laporte, MN 56461 Phone: (218) 224-3535 Fax: (218) 224-3502 Web: www.forestedgewinery.com Hagen Beverage Distributing Contact: Mark Hagen Address: 500 Industrial Lane Worthington, MN 56187 Phone: (507) 376-5903 Fax: (507) 376-5951 E-mail: hagenm@frontiernet.net Impact ID Scan, Inc. Contact: Randy Drager, Dale Erickson P.O. Box 123 Marshall, MN 56258 Phone: (800) 959-8183 Web: impactidscan.com LHB Contact: Joellyn Gum Address: 21 West Superior Street #500 Duluth, MN 55802 Phone: 218-727-8446 Fax: 218-727-8456 E-mail: jjoellyn.gum@lhbcorp.com Web: www.lhbcorp.com Locher Brothers, Inc. Contact: Tim “Jonesy” Hukriede Address: 18098 – 365th Avenue P.O. Box 35 Green Isle, MN 55338 Phone: (507) 326-5471 Fax: (952) 496-3481 E-mail: jonesy@locherbros.com Madison Bottling Co. Contact: Dave Bergerson Address: RR2 Hwy 40 East Madison, Minn. 56256 Phone: (320) 598-7573 Fax: (320) 598-3738 E-mail: dbergerson@madisonbottling.com Web: www.madisonbottling.com The McComb Group Contact: Bill Gorton Address: 222 South Ninth Street, Suite 380 Minneapolis, MN 55402 Phone: (612) 339-7000 Fax: (612) 338-5572 E-mail: bill@mccombgroup.com Samuel L. Kaplan, P.A. Contact: Sam Kaplan Address: 5500 Wells Fargo Center 90 South Seventh Street Minneapolis, MN 55402-4126 Phone: (612) 375-1138 Fax: (612) 375-1143 E-mail: slk@kskpa.com Sunny Hill Distributing Contact: Mike Baron Address: East Highway 169 P.O. Box 333 Hibbing, MN 55746 Phone: (218) 263-6886 Fax: (218) 263-6111 Thorpe Distributing Company Contact: Jack Stevenson Address: P.O. Box 120 Rogers, MN 55374 Phone: 763-463-2000 Fax: 763-463-2001 E-mail: jackstevenson@thorpedistributing.com Web: www.thorpedistributing.com TSBL Distributing Contact: Joseph Ingraffia Address: 12124 Riverwood Drive Burnsville, MN 55337 Phone: (952) 894-2520 x 14 Fax: (952) 894-2524 E-mail: jingraffia@tjbldist.com Web: qwsco.com MMBA Commercial Members Are Available to You! Contact Them! Silver Member Arctic Glacier Ice Contact: Bob Nikolai Address: 1654 Marthaler Lane W. St. Paul, MN 55118 Phone: (651) 455-0410 Fax: (651) 455-7799 E-mail: rnikolai@arcticglacierinc.com Web: www.arcticglacierinc.com Future Brands Contact: Chris Morton Address: 3601 W. 76th Street Suite 20 Edina, MN 55435 Phone: (952) 830-1131 Fax: (952) 830-0123 Cell: (612) 817-7532 E-mail: chris.morton@ sales.futurebrandsllc.com Web: www.jimbeam.com Minnesota Independant Ice
Manufacturers Association Contact: Steve Kelly Address: 2900 5th Ave. So. Minneapolis, Mn 55408 Phone: (612) 824-9600 Fax: (612) 824-1974 E-mail: steven@shamrockgroup.net Web: www.aceice.com Trinchero Family Estates Contact: Brad Musolf Address: 1770 Braunwarth Circle Waconia, MN 55387 Phone: (952) 442-8287 Fax: (952) 442-8582 Cell: (612) 619-9949 E-mail: bmusolf@tfewines.com Web: www.tfewines.com W.J. Deutsch & Sons Wine
Merchants Contact: Joe Mayne Address: 18998 Baldwin St. NW Elk River, MN 55330 Phone: 763-241-7675 Fax: 763-241-8842 E-mail: joe.mayne@wjdeutsch.com Web: wjdeutsch.com Coors Brewing Company Contact: Jon Chance Address: 5805 Zenith Avenue South Edina, MN 55410 Phone: (952) 920-6862 Fax: (952) 285-6862 E-mail: jonathan.chance@coors.com Web: www.coors.com Specialty Wines and Beverages Contact: Chris Bauerschmidt Address: 7308 Aspen Lane North #153 Brooklyn Park, MN 55428 Phone: (763) 493-5993 Fax: (763) 493-4571 E-mail: specialtywinesandbeverages @msn.com Ste. Michelle Wine Estates Contact: Randy Dobratz Address: 16540 Hyland Court Lakeville, MN 55044 Phone: (952) 891-1560 Fax: (952) 891-1560 E-mail: randy.dobratz @ste–michelle.com Voicemail:1-800-423-8396 Ext. 3813 Web: www.ste–michelle.com Anheuser-Busch, Inc. Contact: David Anglum Address: 12107 Wellesley Ave. St. Paul, MN 55105 Phone: (612) 597-1967 Fax: (651) 699-6989 E-mail: David.Anglum@anheuser-busch.com Web: www.budweiser.com Crown Imports Contact: Jim Shikenjanski Address: 15230 Painters Lane Circle North West Lakeland, MN 55082 Phone: (651) 998-1300 Fax: (651) 998-1281 Cell: (612) 817-5600 E-mail: jashikenjanski@bartoninc.com Web: www.bartoninc.com Supporting Member Bronze Member Silver Plus Gold Member

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