Company Overview
© 2021 Edward Don & Company. All rights reserved.
Who is DON? Leading Distributor of Foodservice Equipment & Supplies
• Founded in 1921 - Celebrating 100 years of servicing customers • 2019 Annual Sales Over $1.1 Billion • Financially secure - Even during challenging times • 7 nationwide distribution centers - Over 1.3M square feet • Fully integrated nationwide operating platform • Over 1,000 associates • 300+ tenured sales professionals
We get you what you need when you need it!
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DON is… Everything but the Food ®
• Disposables • Equipment
• Cleaning & Janitorial • Kitchen & Smallwares • Tabletop • Buffet • Furniture & Linens • Towels & Tissue • Personal Protective Equipment (PPE) • Bar Supplies • Apparel • And more…
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Servicing Customers
• Restaurants & Bars • Hotels & Lodging • Healthcare & Senior Living • Country Clubs • Schools & Colleges • Cruise Ships • Amusement & Recreation • Casinos
• Airlines • Catering & Banquet Halls • Military • Business & Industry
• C-Stores • Grocery • And more…
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Edward Don & Company
Mission Be the Premier National Distributor of Equipment and Supplies to the Foodservice and Hospitality Industries.
Vision DON has the Best:
Values Integrity Honesty Partnerships Work/Life Balance Family
Service in the Industry Products in the Industry People in the Industry Technology in the Industry
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Customer Focused
Your SUCCESS is our SUCCESS! It’s the foundation of the decisions and actions taken by our employees on a daily basis. Attention to detail , going the extra mile and simply being available for any need, enhances the level of service each customer receives and ultimately benefits customers in their daily endeavors to satisfy their patrons.
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Nationwide Footprint Chicago • Philadelphia • Atlanta • Miami • Dallas • Los Angeles • Seattle
DON Distribution Centers Locations & Square Footage Chicago 362,500 Philadelphia 147,000 Atlanta 152,000 Miami 161,000 Dallas 187,000 Los Angeles 210,000 Seattle 157,000 TOTAL 1,376,500
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We Invest in the Right Technology
SAP Operating Platform: • A single operating platform across all DC’s means better pricing compliance, outbound freight ratings and faster service • Advanced forecasting and data rich reporting with SKU commonality allows for greater inventory visibility Data-Rich Reporting: • Analyze and grow with customized reporting drilled down by item, category, or vendor • 24-hour access to your company's ordering information by concept, brand, etc. • Up to 2 years of history and reports can be viewed in HTML, PDF, Excel
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We’re Prepared for Anything
Many Businesses DON’T HAVE a Disaster Recovery Plan. WE DO… • DON is ready with redundant business recovery systems that work in the event of a catastrophe • All systems are backed up and can be up and running quickly in secure off-site locations ready and available for immediate use • Disaster recovery drills run over the course of the year at all locations reducing downtime in the event of an emergency
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How to Maximize Our Resources
Supply Chain Management View
Doing Business is an Ongoing Process…
…We Review All Components to Improve Business
Acquisition Process Review Identify other areas for cost reduction: time or labor savings, processing costs Product Rationalization Analyze product usage, eliminate duplication, define product profiles
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Understand the Customer Cater to individual needs
Understand the Process Review how our companies connect
Understand the Product Evaluate and choose the best items
Vendor Consolidation Improve buying power, improve service
Understand the Information Flow Complete communication lines
Freight Alternatives Establish cost efficient model for product delivery
Distribution Rationalization Ongoing program review to identify new areas of opportunity
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DON National Account Team Structure
Restaurants HQ
Supply Chain Manager
National Account Support
National Account Executive
National Account Business Manager
Operations (Warehouse Transportation)
Supply Chain
Category Management
VAS (NSOs/ROs)
Supplier Partners
Information Technology
Credit
Finance Customer Care
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National Account Support
National Account Support Associates: • Provides day-to-day support to (Customer) HQ and the assigned National Account Manager • Assists with submission and coordination of new vendor and new item set-up, contract pricing input, new account set-up, NSO preparation, ad hoc reporting and day-to-day issue resolution
National Account Supply Chain Manager: • Accountable for overall service level to the (Customer) account • Focuses on spec list items with emphasis on those deemed “critical” • Analyzes item forecast versus actual usage trends or communicated changes • Conducts/provides ongoing review of forecasts with key suppliers • Monitors supplier performance on fill rate, delivery and compliance • Works with HQ to review inventory status of new, slow and obsolete inventory
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DON Multi-Unit Team Structure
Customer HQ Team
Equipment, Design & Installation
Smallwares/ Supplies
FED Project Manager
Sales Management
FED Manager
Street Sales
Operations (Warehouse Transportation)
Supply Chain
Category Management
VAS (NSOs/ROs)
Supplier Partners
Information Technology
Credit
Finance Customer Care
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Street Sales and Multi-Unit Support
Assigned Account Manager & District Sales Manager: • Single point of contact for your headquarters • Manage relationship, program rollout and overall account coordination • Develop and promote partnerships with your core vendors • Introduce and coordinate new item rollouts • Provide regular updates and business reviews
Sales Support: • Experienced sales
Centralized Call Center: • 800 number for your locations staffed by a well trained team of Customer Service Representatives • Immediate assistance on product identification, availability, delivery or other ordering related issues
representatives and a team of multi-unit support personnel readily available to address questions and/or needs • Product consolidation / standardization • Introduce new ideas / innovative products • Solution based product recommendations
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The Power of don.com
• 24/7 access to complete line of products • Customize a favorites list for quick reordering • Custom Order Guides are available - Option to lock down and limit access to specific products • Optional “Order Approval” mode • Confirmation of order and delivery day • Quick access to your order history and invoices • Images help locate products and item numbers • Robust ordering tool and information source whenever you need it
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Reporting and Business Reviews Made Simple
Customer Online Reporting via don.com • 24-hour access to your company’s ordering information • Reporting by concept, brand, etc. • Three types of formatting options (HTML, PDF, Excel)
Customized Reporting Transmitted Electronically • Purchases by item • Purchases by category • Purchases by vendor • Additional information available upon request
Scheduled Business Reviews • Summary of all activities to date • Future plans, activities and opportunities • Accounts Payable • Compliance • Identify opportunities to enhance the Program for both parties benefit
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Merchandising and Marketing Communications
Historical Category Shares
3% Other
Furniture/Linen/ Hospitality
4%
Janitorial
7%
Heavy Equipment
28%
Smallwares
11%
Tabletop (Dinner/Glass/Flatware) & Buffet/Table Service
24% Disposables/ Towel/Tissue
23%
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Category / Supplier Management
• The category management team consists of four Corporate Category Managers and Associate Category Managers • By working with the leading suppliers in the industry, we are able to ensure first to market availability and an extremely high level of support for DON and our customers • Primary responsibilities include: - Ensure that DON continues to be positioned as the leader in the industry by consistently bringing high quality, new and innovative products to market - Category reviews with key suppliers and senior sales management to fully understand market conditions and seek top down alignment in order to maximize the value provided to the customer - Regular interactions with suppliers and DON’s internal business units to drive operational efficiencies and reduce expenses in order to maintain competitive pricing for our customers • Each supplier must sign and adhere to our Supplier Requirements; including but not limited to standardized product information, communication of price changes, insurance requirements and adherence to the Fair Labor Standards Act of 1938
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Marketing Communications Customer Marketing that Makes Sense
• Print – tools to help with purchasing decisions - Advisors - Big Book • Digital – tools to communicate trends, new product launches, etc. - Email campaigns - Social media campaigns • don.com – 24/7 ordering platform - Product images, descriptions, specs - Customer dashboards • Customer logos • Banner ads • Customized message boards • My Documents – folder to house customer PDF’s
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IMCO – Worldwide Sourcing
• DON’s wholly owned subsidiary dedicated to sourcing and importing quality products from around the globe • Sourcing in all non-food categories with the exception of heavy equipment • All products are DON Branded • Strategic long-term relationships with major manufacturers around the world • 60+ years of sourcing and direct importing experience • Extensive inventory…900+ SKUs stocked throughout DON distribution • Custom manufacturing capabilities with many products that comply with FDA or NSF parameters
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Operations and Transportation
Warehouse Management
• Total integration: - Distribution - Procurement - Finance
• Same DON# (part/model/item #) across all warehouses • Real time environment for order entry and receiving • Inventory allocation at the order level • Company-wide stock fill rate YTD is 98.8% • Inventory accuracy at 99.98% • Vendor compliance, reviews and scorecards
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Item and Vendor Rationalization
• Align customer specifications and needs with our inventory - On initial rollout of smallwares transition - On-going reviews • Introduce new items which offer efficiencies, cost savings and/or other benefits • Identify opportunities for deviated manufacturer pricing on non-contract items • Provide recommendations on product consolidation to - Fewer vendors - Avoid service challenged vendors - Minimize inbound freight costs and handling
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Transportation We Get You What You Need When You Need It
Network: • Scheduled Delivery Markets (Local and Local Long Haul)
Modes:
Local: Area that receives fixed scheduled deliveries by the DON local private fleet
- DON private fleet and final-mile couriers - 93% of all DON stock deliveries are scheduled - All stock orders freight rated to determine most cost effective method of transportation - Deliveries available 2x per week in all markets - Orders delivered and checked-in inside building - Ability to capture delivery restrictions by location - Scalable network - Real time order tracking
Local Long Haul (LLH): Area that is delivered on a fixed schedule, by a DON approved final-mile courier
• Common Carrier Markets (Via)
Via: Area serviced by an LTL (common carrier) outside geographic regions serviced by Local or LLH fleets
- Industry leading Third-Party Carriers
• UPS
- Small Package Courier
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Transportation Network: Distribution Centers and Cross Dock Locations (+) Chicago • Philadelphia • Atlanta • Miami • Dallas • Los Angeles • Seattle
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Value Added Services (VAS)
• Value Added Services focus on: - Planning/Project Coordination - Order Processing - Delivery - Billing - Scorecard Results • New Store Openings/Opening Orders - Consolidation of items: both stock and non-stock
- Assembled by function area, shrink-wrapped and palletized - Coordinator monitors from order receipt through delivery - Detailed check-in documents • Limited Time Orders/Rollout Orders - Single point of contact to handle rollouts through every step of the process - Rollout coordinator to monitor all key processes for flawless execution - Consistent process with complete documentation every step of the way 29
International Capabilities
• Ability to ship opening and replenishment orders • Bi-lingual sales support team • Harmonized Tariff System (HTS) database for accurate customs clearing • Supportive shipping documentation • Solid freight forwarder relationships • Distribution capabilities into Canada • Developing network of recommended suppliers in select international markets
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Foodservice Equipment Division (FED)
Ready to Build? Put FED to Work…
New Construction, Renovations and Replacement Equipment • Design and installation of foodservice operation venues • Experienced Project Management teams • Dedicated National Account Equipment Group • Offices throughout the U.S. • Established client base in the following industry segments: - Restaurants
- Hotels/Resorts - Country Clubs
- Healthcare Facilities - Recreational Facilities - Schools/Universities - Theaters/Entertainment Venues
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From Your Imagination… …to a Dining Sensation
FED Core Competencies • Design and planning • Revit and CAD • Equipment procurement • Consolidation and delivery • Supervised installation • Post installation training • Warranty tracking • Detailed reporting • Replacement equipment programs • Project teams with experience and tenure
FED Advantage Points • Industry leader with innovative design source • Experience in all market segments • Dedicated national account management • National consolidation/ delivery/installation network • Technology leader with project management tools • Reporting capabilities for capital expenditures and asset tracking • Sales force averages 12 years in the industry
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In Closing…
With DON’s expertise and innovation, we will work together towards a brighter future even during challenging times.
Let our strength be your support, let our resources be your solutions.
When you’re a DON customer, your success is our success.
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Thank You
Extra Slides NOTE: delete this slide and the following slides if not using.
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Online Reporting
• View by brand, group, etc. • Select up to 3 years of history for each report • Report by item, category, location • View purchases from specific manufacturers • View average order size • Drill down capability to view specific information • Reports can be viewed in different formats: - HTML - PDF - Excel
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Purchases by Manufacturer (example)
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Purchases by Location (example)
Corporate Name Here
Franchise Name Here
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Purchases by Category (example)
Item Major Class can be drilled into for specific information. For example, click on any underlined field such as Disposables . A list of further categories will appear as pictured below.
Corporate Name Here
Franchise Name Here
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Purchases by Item (example)
Corporate Name Here
Franchise Name Here
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Environmental Policy
Edward Don & Company is committed to being a socially and environmentally responsible organization in every market we serve and in all the facilities we operate. We will specifically do the following to live up to our commitment: • Comply with, and where applicable follow the requirements of all appropriate environmental legislation, approved codes, practices and regulations • Raise awareness, encourage participation and train our associates in matters of the environment, including developing programs that reduce waste and promote recycling • Strive to prevent the release of substances that cause environmental harm to the air, water or land • Conserve natural resources through careful planning and efficient use such as T-5 and LED-motion activated - DON Georgia and Washington distribution centers have been converted to LED • Minimize waste through source reduction and recycling • Handle and dispose of wastes through safe, environmentally responsible methods • Conserve energy by improving the efficiency of its use in our operations • Conduct regular environmental assessments at our facilities and make recommendations for improvements • Encourage our business partners to strive for the same high levels of environmental performance • Review our business impact on the environment during corporate planning and decision making
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Corporate Responsibility
• Edward Don & Company recognizes our responsibility to improving life for individuals in the communities where we work and live. • To that end we have a long tradition of making monetary, material and volunteer contributions to various charitable organizations. • We also encourage our employees to participate in fundraising and volunteerism for programs supporting the public good.
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MWBE
DON is proud to partner with Many Minority and Women Owned Businesses
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IMCO – Worldwide Sourcing Everything but the Food ®
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