The Devil is in the details

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The Devil is in the details
Listing
De-
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Quick Stats
200
Products Presented Each Year
982
Spirit Products Listed in Washington
12
Months before a product is considered for
De-Listing
2
Years before a De-Listed product can be Re-Listed
72
New products listed YTD thru September 2008
41
Products de-listed YTD thru September 2008
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Policy

• Restrict products that appeal to minors or
  irresponsible consumption.
• Maintain a portfolio of products that meet the
  changing interests of consumers.
• Maximize the profitability through product
  selection and merchandising.
• Products may be listings and de-listings at
  anytime.
• Administered by the Director of Purchasing and
  sanctioned by the Board.

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Decision Making Criteria
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• Category strategies provide focus.
• Tough questions
• Is the category growing faster than average?
• Density of similar products in the price range?
• Success of similar products?
• Uniqueness?
• Price segments vary by category

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• Dollars dedicated to national advertising
• Dollars dedicated to the Washington market
• Number of people focused on promoting the product
  with licensees.
• Broker support

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WA Spirit Category Performance New Listings WA Spirit Category Performance New Listings WA Spirit Category Performance New Listings WA Spirit Category Performance New Listings WA Spirit Category Performance New Listings WA Spirit Category Performance New Listings WA Spirit Category Performance New Listings
Category ( of SKUs) Total 982 Rolling 12 mo thru August 08 Rolling 12 mo thru August 08 Rolling 12 mo thru August 08 January 2008 September 2008 January 2008 September 2008 January 2008 September 2008
Category ( of SKUs) Total 982 Retail Sales Growth Trend Prior Year Growth Trend New Products Size Extensions Listed Products Delisted Net Listing by Category
Whiskey (240) 228,116,866 6.6 4.7 7 7 0
Vodka (201) 195,346,979 10.0 8.6 19 9 10
Liqueurs (192) 122,873,707 4.8 5.0 14 15 -1
Rum (102) 87,210,755 6.5 5.5 5 2 3
Tequila (88) 77,239,416 11.7 11.1 15 5 10
Gin (50) 36,105,417 2.9 2.7 2 1 1
Brandy (67) 31,055,067 5.8 5.6 3 0 3
Cocktails (42) 7,880,412 5.0 -0.3 6 2 4
TOTAL 785,828,618 7.4 6.3 72 41 31

• Sources
• ProDiver by NABCA
• WSLCB i-Series

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Process

• Daily reporting automatically sent to suppliers
  on DC stock depletions.
• Monthly reporting available to suppliers on gross
  profit results (subscription only).
• Extensive category performance review every 6
  months.
• Suppliers are expected to monitor their business.
  No special notice is provided.

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D E L I S T I N G
C R I T E R I A
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Thank You!