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Saratoga Eagle Sales and Service Jeff Vukelic - President Success Magazine: Your family has been in the beverage distribution industry since 1928. How did it all begin? Jeff Vukelic: Our story begins with the courage and vision of my grandfather, Stephen, who came to this country with his parents from Croatia. He began a soft-drink bottling company in the Buffalo area in 1928. The repeal of Prohibition in 1933 signaled bright new opportunities for Try-It in the beer business. A major milestone occurred in 1946 when Try-It was selected to be a Budweiser distributor. SM: To what or whom do you attribute your exponential growth and success? JV: Much of our growth can be attributed to the vision and foresight of my dad, Gene Vukelic. He took many risks, knowing there would be many rewards. I believe that Try-It, and now Saratoga Eagle, are thriving because of our dedicated corps of employees. As employers, we create an environment of opportunity and respect where people know they are valued. The achievement of excellence in our people, in the products we offer, and in our performance leads us to the power of having the competitive advantage. You can t win in the marketplace unless you win in the workplace. One thing that has remained unchanged through the years is our commitment to integrity. Our company and our people are uncompromising in the strong ethical values with which we approach all interactions with our suppliers and customers. SM: When was Saratoga Eagle Sales and Service founded? JV: Saratoga Eagle was founded in 2005 when we acquired the former Northern Distributing Co. SM: How large is your distribution center and how many clients do you service? JV: Our distribution center is 120,000 square feet with an additional 30,000 under construction. We service 2,000 customers in an eight county area. SM: When did you start working in the family business and in what capacity? JV: I grew up working in the warehouse sweeping floors, repacking beer, and occasionally delivering beer. In 1991 I decided to move back to Buffalo after a four year stint with my local congressman and work at Try-It full-time. SM: In 2005, you left your position as executive vice president at Try-It Distributing to come to Saratoga Eagle Sales and Service. Why did you make this move? JV: My family has always been in the acquisition hunt to grow our business. A lot of it was being at the right place at the right time. I ve always wanted to run my own business and 26 SUCCESS September 2010
my position and responsibilities at Try-It afforded me the opportunity to move out here. More importantly my wife, Elaine, was very supportive in this endeavor. She took the risk of moving our young family across the state to start over. SM: What changes have you implemented since coming on board as president of Saratoga Eagle? JV: I have implemented a family culture based on trust, teamwork, tradition, accountability, and service. I empower our stakeholders to make decisions. They may not always be right, but they learn from their mistakes. SM: You recently moved to a new 111,000-square-foot facility in the W.J. Grande Industrial Park off Geyser Road. What effect has this had on your business? JV: Before we moved into our new facility we were operating out of three separate warehouses which was very inefficient. With the new facility we invested in new technologies and processes to speed up our efficiencies. Also, having everyone under one roof has made our culture come alive. SM: Your family remains committed to creating new jobs. How many people do you currently employ? JV: One hundred and fifty. SM: You are truly a family business in that many family members still work within the company. How many generations have passed through the business, and are there hopes for a future generation to eventually take over? JV: I am the third generation along with my four brothers. The fourth generation begins work at Saratoga Eagle this fall. SM: Your family strongly believes in the importance of community service. Why is giving back to the community meaningful to you? JV: We ve always believed that the more you give, the more you get back. We encourage all our stakeholders to get involved in not for profit causes. SM: What are some of the specific charities and organizations you are involved in? JV: American Heart Association, September 2010 SUCCESS 27
American Red Cross, Transitional Services there s not a charity that we don t do something for whether it is an in-kind donation or product donation. SM: Saratoga Eagle is also committed to education about responsible alcohol consumption. Why is this of such importance to your family? JV: We sell a highly regulated product that is part of the American fabric when consumed responsibly. Unfortunately there are those who choose to abuse our products. We provide programs to prevent underage drinking and abuse of our products. We also train servers to recognize signs of those who have had too much to drink. SM: In what ways have you helped advance this effort? JV: During the holiday season we provide free cab rides home. We also make it available to all our stakeholders throughout the entire year. SM: Why is Saratoga Eagle a trusted source for beverage distribution in the area? JV: Very simple service! We may not be the biggest, but no one will out work us. SM: What values are at the heart of this company, and how do you ensure they stay intact today? JV: You have to have passion. It s what drives any business and it s something you have to build yourself. Trust and loyalty are hallmarks of our success. As long as we continue to be true and honest with one another this company will survive for generations to come. SM: In what ways has the company changed since its inception? In what ways has it stayed the same? JV: Most of our sales take place outside of the warehouse so we visit a lot of accounts. This keeps the Saratoga Eagle Sales and Service name out there. We try to stop by and have lunch at various accounts or just say hello. It s an effective way to reach people. Taking a hands-on approach to an ever-changing consumer environment is the best way to bring products to market. 28 SUCCESS September 2010
We are dealing with power retailers now; a lot of our business is in Price Chopper, Hannaford, and Stewarts. You are still selling a product that has stayed behind the consumer price index. High volumes and efficient distributions are the key. Brand loyalty is an important part of the industry. From a distributor s point of view you have to configure your warehouse space and your sales force to evolve and accommodate change. It s a delicate balance between promotional activities and involvement in the community. Being a good corporate citizen is a big part of the equation. SM: What is on the horizon for Saratoga Eagle? What does your future hold? JV: We have to continue to grow both organically and exponentially. September 2010 SUCCESS 29
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