Kit D Dietz

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  www.csnews.com/csn/news/article_display.jsp?vnu_content - [Cached Version]
  Published on: 10/19/2009    Last Visited: 10/19/2009  

  Earlier this year, Kit Dietz of Dietz Consulting presented yearlong confectionery research conducted on behalf of the National Confectioners Association (NCA), the American Wholesale Marketers Association (AWMA) and the National Association of Convenience Stores (NACS) -- the first joint industry initiative of its kind.

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  www.csnews.com/csn/news/article_display.jsp?vnu_content - [Cached Version]
  Published on: 10/7/2008    Last Visited: 10/8/2008  

  Optimizing snack sales through multi-vendor endcaps was the topic of "How to Outpace the Industry in Snacks Sales & Profit Growth," where Kit Dietz, owner of Dietz Consulting LLC, recommended retailers "properly balance the role of direct-store delivery (DSD) and warehouse-delivered (WD) snacks according to consumer preferences to maximize sales and gross margin opportunities."

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  www.awmanet.org/expo/expo_06sumsched.html - [Cached Version]
  Published on: 9/13/2006    Last Visited: 3/7/2007  

  Leading industry consultants Kit Dietz and Bob Gatty teamed up to study the essential role that distributors play in delivering products needed by their retailer customers to operate effectively and profitably.
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  At this session, Dietz and Gatty will present the final report on the Value of the Distributor Study and offer recommendations for improving this business environment.
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  Summit speakers Kit Dietz (facilitator), John Mackay, and Wayne Outlaw will be joined by industry expert Paul Auger, former president and COO of Pine State Trading Company, and two AWMA member distributors to discuss solutions to distributor deficiencies as earmarked by the HIPA report.

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  www.awmanet.org/update/070226update02.html - [Cached Version]
  Published on: 9/13/2006    Last Visited: 8/14/2007  

  Program Moderator Kit Dietz, Dietz Consulting, set the stage in the Friday session with a call for action saying, "Distributor profitability is in the hands of the distributors."
  
  Realistic and effective strategies to help distributors improve profits were presented Friday to a jam-packed AWMA EXPO session, "Controlling Your Destiny."
  
  Industry consultant Kit Dietz, co-author of AWMA's 2006 Distributor Value Equation study, urged distributors to change their thinking and embrace strategies that can reverse the trend of steadily declining profits.Failure to do so, he cautioned, will mean "the end of the line" for some companies.
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  "We need to think like the major cigarette manufacturers," urged Dietz, noting that those firms are focused on providing shareholder value and take whatever steps are required to achieve that goal.Distributors, he said, should do the same whether they are family-owned or publicly traded companies.
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  It is critical, Dietz said, to understand the cost/profit relationship of products, vendors, services and customers and then apply it.Pointing out the significant role that distributors play in the success of the convenience channel, as outlined in AWMA's Value Study, Dietz said it is critical for distributors to use that document to educate their customers and suppliers alike about distributor value and the need for equitable compensation.
  
  "We have an opportunity to control our own destiny, and we're starting to take action that is long overdue," he declared."We bring this incredible value for miniscule profit,unacceptable profit.We don't get the financial rewards that we should."
  
  Pointing out that distributors' typical return on investment is only 4%, Dietz said it should be at least 16%.
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  Dietz urged distributors to learn from the actions taken by both The McLane Co. and Sheetz."It's not as big a deal as you think," he said, pointing out that by implementing policies that will modestly increase the price of beverages, a huge step can be taken toward improving overall profitability with little lasting impact on consumer sales.
  
  He also suggested that if distributors reconsider their approach to cigarette pricing and use a percentage markup rather than a fixed penny profit system in that category they could benefit from price increases implemented by the cigarette companies.
  
  "If we fixed the cigarette and bottled water problems, that would be about 80% of where we need to go," he said.

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  www.cspnet.com/ME2/Audiences/dirmod.asp?sid=&nm=&type=P - [Cached Version]
  Published on: 3/8/2007    Last Visited: 3/8/2007  

  LAS VEGAS -- Consultant Kit Dietz, co-author of the American Wholesale Marketing Association's 2006 Distributor Value Equation study, urged distributors last week during the AWMA EXPO session "Controlling Your Destiny" to change their thinking and embrace strategies that can reverse the trend of steadily declining profits.Failure to do so, he cautioned, will mean "the end of the line" for some companies.
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  "We need to think like the major cigarette manufacturers," said Dietz, noting that those firms are focused on providing shareholder value and take whatever steps are required to achieve that goal.Distributors, he said, should do the same whether they are family-owned or publicly traded companies.
  
  It is critical, Dietz said, to understand the cost/profit relationship of products, vendors, services and customers and then apply it.Pointing out the significant role that distributors play in the success of the convenience channel, as outlined in AWMA's Value Study, Dietz said it is critical for distributors to use that document to educate their customers and suppliers alike about distributor value and the need for equitable compensation.
  
  "We have an opportunity to control our own destiny, and we're starting to take action that is long overdue," he said."We bring this incredible value for miniscule profitâ€"unacceptable profit.We don't get the financial rewards that we should."
  
  Pointing out that distributors' typical return on investment is only 4%, Dietz said it should be at least 16%.
  ...
  Dietz told distributors to learn from the actions taken by McLane and Sheetz."It's not as big a deal as you think," he said, pointing out that by implementing policies that will modestly increase the price of beverages, a huge step can be taken toward improving overall profitability with little lasting impact on consumer sales.
  
  He also suggested that if distributors reconsider their approach to cigarette pricing and use a percentage markup rather than a fixed penny profit system in that category they could benefit from price increases implemented by the cigarette companies."If we fixed the cigarette and bottled water problems, that would be about 80% of where we need to go," he said.

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  www.csnews.com/csn/cat_management/confections/article_d - [Cached Version]
  Published on: 5/12/2009    Last Visited: 5/12/2009  

  They're not recession-proof, but they perform well," said Kit Dietz of Dietz Consulting, who recently outlined the preliminary findings of the new study, "Candy in the Convenience Channel. Dietz explained retailers, manufacturers and distributors are "so joined at the hip, but we don't leverage that. [This study reveals] a few strategies that can bring profitable growth opportunities to everybody in the channel."
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  So far, Dietz outlined three key strategies for c-store retailers in his preliminary findings from the AWMA study.
  
  Go with a core concentration. Dietz said there is a $410.1 million "incremental growth opportunity" if c-stores and distributors could increase the distribution and in-stock position of the best-selling 50 SKUs in the category.
  
  "The core brands drive a significant amount of sales, and when you look at the typical c-store, carrying 200 to 300 [candy] SKUs, making that right is really important," said Dietz.
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  As much as $1 billion in increased sales could be realized if c-stores could speed-up bringing new products to market -- at least catch up to the drug channel, Dietz added. "We should own trial for confections," he said. "It's big money for all of us if we can do that."
  
  The reality right now is "we're missing that initial trial lift in this channel," said Dietz.
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  More profit could also be generated if products that fail were marked down at the retail level, rather than returning them to distributors for credit, Dietz said.
  
  "One of the biggest problems we have is the general perception in this industry to hold onto products and return them for credit," he said.

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  www.awmanet.com/update/090319update01.html - [Cached Version]
  Published on: 2/21/2006    Last Visited: 3/28/2009  

  Boosting Candy Sales & Profits -- Industry consultant Kit Dietz will discuss a new study designed to help generate increased sales and profit of confection products in the convenience channel. The study, nearing completion, is sponsored by AWMA, the National Confectioners Association, and the National Association of Convenience Stores.

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  www.awmanet.org/update/070208update04.html - [Cached Version]
  Published on: 9/13/2006    Last Visited: 3/7/2007  

  This year's program will be facilitated by Kit Dietz, of Dietz Consulting, and will focus on the following issues:
  
  Activity Based Purchasing - 9:00am to 12:00 Noon

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