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Exclusive: Deutsch Revamps U.S. Sales Structure

March 29, 2016

Deutsch Family Wine & Spirits has restructured its sales organization to better align itself with its largest distributor partner, the newly-formed Southern Glazer’s. Slated to go into effect between April 1 and May 1 (around the same time the Southern-Glazer’s merger is set to close), the new sales configuration will feature two zones, including the Zenith zone, which will comprise all states in which Deutsch is aligned with Southern Glazer’s, and the Apex zone, which will include all remaining markets. Each zone will feature three regional divisions.

Deutsch is aligned with Southern Glazer’s in more than 25 states, including such key markets as California, New York, Florida and Texas. According to Deutsch, Southern Glazer’s collectively accounts for nearly 60% of the supplier’s national volume.

As part of the restructuring, Ryan Rowder has been appointed senior vice president of the Zenith zone. Concurrently, Mark Salmon has been named division vice president of Zenith’s East region; Kipp Little named division vice president of Zenith’s Central region; and Craig Driver named division vice president of the zone’s West region. Meanwhile, Jeff Corbett has been appointed senior vice president of the Apex unit, which will also comprise Steve DiCarlo, who has been named division vice president of the zone’s Northeast region; Dan Keller, named division vice president of the Midwest region; and Gary Maites, named division vice president for the Mid-Atlantic.

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