Indholdsfortegnelse for Leaders 2015 i Market Watch

From his market in Springfield, Missouri, “Retailer of the Year” Ron Junge of Brown Derby Stores has built a business that’s now nearly five decades old. Through it all, Junge has been a pioneer for the industry, blazing a path in the Midwest for items like classified growth Bordeaux, California cult Cabernets, upscale spirits and, more recently, craft beer and spirits. Today, Brown Derby does $30 million in annual sales, fueled by a passion for the products it sells. Among our new Leaders for 2015, we have similarly great stories. Diana Hirst runs the Southern California institution Hi-Time Wine Cellars, continuing the legacy of her father, Fritz Hanson, and his brother Harold Hanson, who became a Leader in 1986. Kenneth Lee of Las Vegas–based Lee’s Discount Liquor has taken the…

MICHAEL AARON ’91 “Best Website Award” ’05 Formerly of Sherry-Lehmann Inc. New York, NY SAM AARON ’85 Sherry-Lehmann Inc. New York, NY (1912-1996) BILL ABRAMSKY ’93 Formerly of Crossroads New York, NY CHRIS ADAMS ’11 Sherry-Lehmann Inc. New York, NY KEN ALSBACK ’06 Shore Discount Liquors (Super Cellar Warehouse Liquors and Bloomfield Discount Liquors) Deep River, CT ANNETTE ALVAREZ-PETERS ’08 “Retailer of the Year” ’11 Costco Wholesale Corp. Issaquah, WA DAVID ANDERSON ’07 Formerly of France 44 Wines & Spirits Minneapolis, MN RICK ANDERSON ’07 “Best Website Award” ’14 France 44 Wines & Spirits Minneapolis, MN BILL ANDRONICO ’00 Andronico’s Markets Inc. Albany, CA DARRELL ANSEL ’94 Formerly of Chicago Lake Liquors Minneapolis, MN SID APPLEBAUM ’14 Big Top Liquors St. Paul, MN JIM ARNOLD ’00 Kahn’s Fine Wines Indianapolis,…

Robert A. Mariano has been shaking up the grocery business around Chicago for most of the past four decades. But his current role as the head of the 33-unit Mariano’s chain is his most radical turn yet, with beverage alcohol taking center stage. Stop in a store on a busy evening and customers are crowded around a wine bar with live piano accompaniment in the background. All visitors are invited to park their Burgundy glasses in cupholders attached to their carts as they stroll the produce aisles. It’s an exciting shopping experience. Mariano’s is in a race to grow up. A division of the Milwaukee-based, publicly traded Roundy’s Inc.—which Mariano heads as CEO and chairman—Mariano’s launched in 2010 with a single store in the Chicago suburb of Arlington Heights. Its…

It’s not easy to maintain a business partnership for 35 years. But Stephen Downes, Jim Valentine and Jim Ransford—the owners of the four-unit CT Beverage Mart chain in Connecticut—demonstrate that shared commitment, business intellect and a sense of humor go a long way in ensuring a retail business’ longevity. “We’ve been together since the 1970s, and after all that time, we still like each other,” Ransford says. The trio actually started out as restaurant and nightclub operators in New Haven, Connecticut, in the late 1970s, but by 1980, they’d expanded into the retail business with the opening of the first CT Beverage Mart in New Britain. At the time, the outlet was believed to be the largest package store in the Constitution State. In 1983, the partners launched a second…

There’s a general belief that everything is bigger in Texas—from the landscape to the cuisine to celebrated characters that exist in both history and lore. The founder of the Pinkie’s retail chain, Tom “Pinkie” Roden, was one such larger-than-life figure, renowned for bootlegging and widely influencing state politics. But the same man who was dubbed the “Wizard of the West” by local newspapers had a more understated philanthropic side—one that his successor, Austin Keith, quietly continues to this day. A key figure in Texas beverage alcohol retailing from the repeal of Prohibition to the 1980s, Roden never flouted his success. Instead, he supported organizations that sought to improve the lives of the citizens of West Texas. In addition to playing an instrumental role in renovating the Odessa Medical Center hospital,…

Buster’s Liquors & Wines has seen its fair share of change over the years. Founded in 1970, with roots dating back to 1954, the Memphis, Tennessee–based store has seen an area that was once on the fringe of the city transform into a bustling urban center. Technology has also evolved from the days when employees opened the doors for customers and rang up sales manually. Owner Romulus “Rommy” Hammond and his sons and co-owners, CEO Morgan Hammond and president Joshua Hammond, have always fought to keep Buster’s at the forefront of beverage alcohol retailing in the state. New legislation in Tennessee has brought change once again, and the Hammonds are taking advantage. A key component of their push is the store’s website, Bustersliquors.com, a fast-growing resource that’s now reaching its…

When Anheuser-Busch (A-B) introduced Michelob Ultra in 2002, the beer market looked a lot different than it does today. The microbrewery bubble of the 1990s had burst, and the current craft beer boom wasn’t in sight. Fueled by the popular Atkins Diet, consumers were looking to consume fewer carbohydrates, and Michelob Ultra—with 95 calories and only 2.6 grams of carbs in a 12-ounce serving—stepped in to meet the demand. It became the fastest-growing new beer brand in the first year after its introduction and has stood the test of time even as sales of offerings like Michelob Light and the flagship Michelob lager have dwindled. But Michelob Ultra’s ascendancy hasn’t been continuous. First named an Impact “Hot Brand” from 2002 to 2004, the label stagnated for several years. Meanwhile, Michelob…

AUSTIN KEITH (2004) COMMUNITY SERVICE Pinkie’s Inc. Odessa, Texas STEW LEONARD JR. (2010) BEST MERCHANDISING Stew Leonard’s Wines Norwalk, Connecticut JOSHUA HAMMOND (2000) BEST WEBSITE Buster’s Liquors & Wines Memphis, Tennessee MORGAN HAMMOND (2000) BEST WEBSITE Buster’s Liquors & Wines Memphis, Tennessee ROMMY HAMMOND (1989) BEST WEBSITE Buster’s Liquors & Wines Memphis, Tennessee JOSEPH DOUST JR. (2001) BEST ADVERTISING Cap n’ Cork Fort Wayne, Indiana ANDREW LEBAMOFF (2001) BEST ADVERTISING Cap n’ Cork Fort Wayne, Indiana…

EMMETT MALLOY JR., 1935-2015 Emmett Malloy Jr., the longtime owner of the three-unit SavWay Fine Wines & Spirits in suburban Chicago, died in June at the age of 79. A graduate of the University of Notre Dame in Indiana, Malloy earned a master’s degree in business administration from Harvard University and spent some time in politics, working as head of the Midwest Speaker’s Bureau for John F. Kennedy during the 1960 presidential election. After a bid for the Illinois state house of representatives, he joined the family business, which his father, Emmett Malloy Sr., founded in 1933. Malloy and his brother, John, ran the company together and were named MARKET WATCH LEADERS in 1996. Other achievements include being honored as Brown-Forman Retailer of the Year and serving as president of…

Lee’s Discount Liquor in Las Vegas has become known for adding levity to its advertising messages, and in some cases, a bit of a racy edge. One reads, “Liquor until 10 P.M. nightly,” while another suggests, “Wine: how classy people get drunk.” An ad from a few years ago—ultimately taken down due to controversy—read “Alcohol: It’s cheaper than therapy.” Kenneth Lee, president of the 17-unit Lee’s Discount Liquor, says it’s all part of the unique, permissive vibe in his home city. “It’s Vegas,” he notes. “We get a lot more compliments than anything else.” Lee and his father, company founder and 2002 MARKET WATCH LEADERS “Retailer of the Year” Hae Un Lee, regularly appear in television commercials and on billboards. “When we go out, people recognize us and want a…

The Abrols exemplify the American dream. Arun Abrol moved his family to the United States from India in 1990, opening a small liquor store in 1994 in South Orange, New Jersey, to support them. From that venture, a wine empire has grown thanks in part to the tireless work of Saurabh Abrol, who joined his father in the family business in 1999 while still in college. Today, Abrol serves as CEO and president of Wine Chateau, while his father holds the title of COO. Wine Chateau is booming, due largely to the expansion of Internet sales and new technologies. Launched in 2004, Winechateau.com now generates more than $12 million in revenue a year. The company’s four brick-and-mortar stores in northern and central New Jersey together boast similar sales numbers, making…

The 15-store Cap n’ Cork chain feels the pinch from rivals in and around Fort Wayne, Indiana. There are a couple of aggressive independent outlets—Belmont Beverage and S&V Liquors—along with the usual roster of big box players, grocers and drug stores, including Costco, Kroger and CVS. Despite this competition, Cap n’ Cork has found great success the old-fashioned way: by running advertisements in the local newspapers and touting some of the lowest prices in town. Founded in 1949, Cap n’ Cork has a sizable list of email customers and a broad social media imprint. It buys occasional television ads as well. But co-owner and president Andrew Lebamoff believes price is important in this business. “Over the years, we’ve never found a better means of conveying price than in a newspaper…

Most brands come and go, thriving for a few years or decades before fading away. It’s a rare spirit that can truly stand the test of time, but Hennessy has done just that. The iconic Cognac is celebrating its 250th anniversary this year, and the Moët Hennessy–owned label is stronger than ever. The third most valuable spirits brand in the world, Hennessy generated over $3 billion in retail value worldwide in 2014, behind only Johnnie Walker Scotch whisky and Smirnoff vodka. Hennessy’s U.S. business is particularly robust. Volumes declined during the financial crisis, but depletions have increased in recent years, adding over 400,000 cases since 2009, according to Impact Databank. Hennessy reached 2.54 million cases last year, up from 2.33 million in 2013. Worldwide, the brand grew 6 percent in…

CROWN ROYAL REGAL APPLE Sometimes, the market makes its desire very clear: When Diageo North America executives noticed that bars around the country were mixing Crown Royal Canadian whisky with apple-flavored schnapps, the company jumped on the opportunity and introduced Crown Royal Regal Apple ($25 a 750-ml. bottle). The 35-percent alcohol-by-volume (abv) apple-flavored whisky has been a major success since it launched in November 2014, with 1 million cases shipped and 900,000 cases depleted by the company’s fiscal year-end on June 30th, 2015. In North America, the performance drove the Crown Royal brand—which depleted 4.3 million cases in 2014, including flavors—up 12 percent in net sales for the 12 months ended June 30th, according to Impact Databank. The offering was the biggest driver across Diageo North America’s business for the…

RON JUNGE ’15 “Best Website Award” ’12 Brown Derby Stores Inc. Springfield, MO GARY FISCH ’14 “Best Advertising Award” ’12 “Best Merchandising Award” ’05 Gary’s Wine & Marketplace (Shoppers Discount Wine & Spirits) Wayne, NJ CEDRIC MARTIN ’13 Martin Wine Cellar New Orleans, LA ED SANDS ’12 Calvert Woodley Fine Wines & Spirits Washington, D.C. ANNETTE ALVAREZ-PETERS ’11 Costco Wholesale Corp. Issaquah, WA LOCK REDDIC ’10 “Best Advertising Award” ’09 Green’s Discount Beverage Stores Columbia, SC CHARLES SONNENBERG ’09 Frugal MacDoogal Wine & Liquor Warehouse Nashville, TN ANTHONY DRAEGER ’08 Draeger’s Markets San Francisco, CA VICKI VANDEVEER MOORE ’07 “Best Advertising Award” ’03 Formerly of Centennial Fine Wine and Spirits Dallas, TX GREG L. WONSMOS ’07 “Best Advertising Award” ’03 Formerly of Centennial Fine Wine and Spirits Dallas, TX DAVID…

During a career that’s spanned some 45 years, Ron Junge has continuously pushed customers at the 18-unit Brown Derby Stores Inc. in Springfield, Missouri, beyond beverage boundaries. He first introduced southern Missouri—known for country music, cheap beer and Bourbon—to the pleasures of classified Bordeaux from France. Later came cult California Cabernets, Austrian-made Riedel crystal glassware, and craft beers and spirits. He has reveled in the chance to taste each new vintage and to meet unheralded winemakers whom he could reveal to his audience for the first time. “I fell in love with retail, I fell in love with Springfield, and I’ve always been in love with wine and spirits,” says Junge, who became a MARKET WATCH LEADER in 1987. “I’ve never thought about doing anything else. In fact, Brown Derby…

In a crowded and competitive beverage alcohol retail market like Florida, standing out from the pack can be a difficult task. But the owners of the Fort Lauderdale–based Crown Wine and Spirits have found a way to differentiate their stores by focusing on upscale products in a relaxed and personalized atmosphere that appeals to a wide variety of shoppers. The company, founded by Stanley Kassal in 1955, has grown and changed dramatically over the last 60 years. Liquor Management—which purchased Crown from Kassal’s sons, Michael and Paul, this past January—has ambitious plans going forward, including rapid expansion throughout the Sunshine State. Wine buyer Veronica Litton has worked at Crown Wine and Spirits for nearly 30 years. The wine guru learned her expertise on the job and now manages a multimillion…

Walking through the large and somewhat labyrinthine Hi-Time Wine Cellars in Costa Mesa, California, one is likely to run into a member of the family who runs the company. CEO Diana Hirst says operating the 22,000-square-foot store is definitely a close-knit affair. “My brother Keith does the spirits buying, and my brother Don works down on the floor,” she explains. “My son Charlie does all our Internet sales, and my son Kyle is one of our opening and closing managers.” And that’s not all. “My sister-in-law Tracy runs our gourmet food section, and her daughter Skyler helps out occasionally while she’s in college,” Hirst says. “My nephew Jordan oversees our sodas and mixers, helps with deliveries, and does a bit of everything. My cousin Vickie works in the office, and…

For Stew Leonard Jr., the wheels are always turning when it comes to merchandising strategies. “We’re constantly looking out in the market for best practices, benchmarking ourselves against other retailers,” says the president and CEO of Stew Leonard’s Wines. This past spring, his team visited concepts like Binny’s Beverage Depot, Whole Foods and Mariano’s in Chicago to observe their beverage alcohol departments. “There are a lot of great retailers out there,” Leonard says. As the operator of nine wine shops in Connecticut, New York and New Jersey, Leonard finds inspiration in other venues as well. During a recent meal at a restaurant in New York City, he noticed that the back bar featured rear lighting, illuminating the array of distilled spirits bottles. That tactic has been emulated at the Stew…

Deutsch Family Wine & Spirits partnered with winemaker Joseph Carr to market the Josh Cellars brand four years ago, and since then, the company’s investment has flourished. In 2011—the year it joined Deutsch’s portfolio—Josh Cellars ($13.99 to $16.99 a 750-ml. bottle) depleted 20,000 nine-liter cases, according to Impact Databank. The following year, depletions rose to 130,000 cases, far exceeding Deutsch’s initial goal of a combined 60,000 cases with the Joseph Carr brand. Today, Josh Cellars’ trajectory remains strong, with sales rising 70 percent to 510,000 cases in 2014, making it the fastest-growing wine brand over $10 in the United States. Meanwhile, Josh Cellars has been named an Impact “Hot Brand” for two years running. Josh Cellars launched in 2007 with a Cabernet Sauvignon and a Chardonnay. In 2013, the brand…

Bryan Fry assumed leadership of Pernod Ricard USA in September 2012, moving from his previous role of chairman and CEO at Pernod Ricard Brazil, where he had served since 2009. A native Australian, Fry studied at Adelaide University and holds a graduate diploma in Agricultural Economics from the University of New England in Australia. Fry’s career at Pernod Ricard began in 1995, when he joined the company as grower liaison officer at its Orlando Wyndham wine unit in Australia. By 1998, he had risen to become national agribusiness manager at the winemaker, a position he held until 2000. Fry then moved over to the sales and marketing side, serving as international regional manager of Asia/Pacific and global marketing manager before becoming vice president of marketing for Pernod Ricard Asia in…