AAFES engages with suppliers in new initiative

The Army and Air Force Exchange Service (AAFES) recently conducted a first-of-its-kind initiative designed to simplify the process of selling to the major retailer.

Working with the American Logistics Association, AAFES participated in the trade group’s 2015 Exchange Impact Workshop in Dallas. Led by AAFES Chief Merchandising Officer Ana Middleton, she and more than 50 AAFES representatives detailed the Exchanges’ go to market strategy to an audience comprised of manufacturers, brokers, distributors, and service providers.

During the event billed as “groundbreaking” by the organizers, AAFES representatives discussed topics such as store repositioning strategies and individual categories in workshop settings. Merchandising discussions focused on categories such as hard lines, soft lines, consumables and e-commerce. Additional features included one-on-one networking opportunities between senior AAFES buyers and ALA member companies in attendance and an update on legislative and policy issues affecting military resale.

“This was a must attend event if you are doing business in the military resale business channel,” said Patrick Nixon, ALA president and former director of the Defense Commissary Agency. “The workshop strengthened a working industry and exchange partnership that represents the best in industry coming together with the best of government to take care of the best customers in the world - our military and their families.”

One of the key benefits was a dramatically shortened learning curve as it relates to how to do business with AAFES.

“The average company takes two to four years to successfully navigate the military resale environment, yet many of our members accomplish this in six to twelve months,” said Nixon. “ALA business meetings – like the Exchange Impact Workshop – provide our new and active members an unparalleled opportunity to open the lines of communication with military resale decision makers and to network with industry.”