The management team at Balford has one important priority: be a great place to work for its employees and continue to supply its customers in Mid-Atlantic and Northeast with a high level of service.
That’s been the focus of the Burlington, NJ-based temperature-controlled distributor since it was founded in 1892 as a Philadelphia milk distributor that used horses and wagons to deliver its products.
During its 130-year history, the privately-held company has always had a progressive approach to management succession, maintaining a practice where a new leadership team was prepared to take over once the previous ownership group was ready to step back and let the new leadership team lead the company into the future.
That was the case in December 2021, when Larry Walker, who was the president of Balford, was given the unique opportunity to lead a new ownership group of existing Balford executive leadership team members to take the helm of the company. Walker, a 2003 Saint Joseph’s University Academy of Food Marketing graduate, has been around the dairy and DSD businesses throughout his career. In fact, his first job in the industry was as a sales intern for Lehigh Valley Dairy (now Dairy Farmers of America) and he worked for such large CPG firms as PepsiCo, Nestle and Church & Dwight, before joining Balford as senior VP-sales & marketing in 2015. In 2018, he was promoted to president and now serves as chief executive.
Over the past decade, Balford has evolved from being primarily a wholesaler of dairy products to one where it has also become a customized distributor of refrigerated, frozen, and dry products.
The company currently operates two distribution centers – a 55,000 square foot multi-temperature primary depot at its Burlington headquarters and a 10,000 square foot DC in Allentown, PA. Additionally, Balford is Global Food Safety Initiative (GFSI) certified with a score in the excellent category.
It recently installed a Frazier semi-automated Pallet Mole rack system in the warehouse operations and planning to launch a new Dakota warehouse inventory management system in the coming months. The company currently employs about 200 associates including approximately 100 of its own truck drivers, who are reliable, engaged, and adaptable to Balford’s 24 hours a day operation that dispatches store delivery routes to service customers both during the day and overnight 365 days a year.
Currently, Balford’s business is evenly split between wholesale dairy and its custom distribution services where it offers customers the ability to work closely with the Balford team to take advantage of supply chain efficiencies, product consolidation, item assortment, and overall problem solving for both foodservice and retail customers, the latter channel comprising about 33 percent of its annual wholesale sales.
“We are looking to grow our custom distribution services business, particularly exploring opportunities to partner with large format retailers and local food and beverage brands. This is a good fit for us, especially since we have built a high frequency and dense direct to store delivery network in Pennsylvania, New Jersey, and Delaware, led by our wholesale dairy business, our existing custom distribution services business, and more recently the Rosenberger’s brand in large format retail customers,” Walker explained. Among the large format retailers that carry and promote the Rosenberger’s brand in the Delaware Valley area are Acme, The Giant Company, Redner’s and independents Murphy’s Fresh Markets, Bells Market, and Zingo’s Supermarket.
Balford acquired the Rosenberger’s brand in 2014 and controls all sales, marketing and distribution of the Philadelphia market’s leading milk brand which was founded in 1925. In addition to fluid dairy products like milk and cream, Balford distributes related items such as juices, teas, and fruit drinks to create of full-line of related product offerings for its customers.
Recently, Balford expanded its Rosenberger’s product line by adding oat milk to its mix. While Walker is encouraged by the early results, he noted that it was important to market a product (packed locally) that has growing appeal to a younger demographic.
Another part of the changing profile at Balford is the company’s dedication to sustainability and supporting the communities it services. Over a decade ago, Balford installed a solar field and rooftop panels which supplements its electric usage by over thirty percent and in 2021 installed LED lighting throughout its operations reducing annual CO2 emissions by 230,000 pounds.
Also in 2021, it started on a path to achieve zero solid waste through a new relationship with Trenton Renewables where they avoid throwing food waste in garbage and instead deliver it to Trenton Biogas who anaerobically digests the solid waste and recycles the packaging which reduces annual CO2 emissions by 1.8 million pounds and produces renewable energy. The South Jersey-based distributor maintains a focus on recycling. It is currently capturing and recycling water from truck washing done at its headquarters and is also recycling cardboard and wooden pallets.
On the charitable front, Balford participates in the Starbucks FoodShare program where Balford drivers pick up surplus food from Starbucks store locations (a customer) on a daily basis. Over the past year, about 400,000 pounds of food has been rescued and delivered by Balford to Philabundance and the Food Bank of South Jersey through this program. Separately Balford works closely with hunger relief organizations such as Philabundance where Balford donates food and services to help those in need.
“This is an important part of our mission,” Walker asserted. “Our customers and associates are very interested to see how we’re improving the environment and giving back to the community. It’s both vital and rewarding to know that even as a small company we can deliver on something so important.”
While environmental commitment and community sharing are obvious external measurables, Walker believes that the most significant reason for Balford’s long-term success are its employees. “Without great employees, great customer service is hard to achieve. We are fortunate to have outstanding employees starting with the heroes on the frontline, drivers and warehouse associates, led by a team of talented and hands on leaders, who altogether take pride in delivering quality, value, and service to our customers.”
Many of Balford’s customer relationships have been for decades. While the company has strategically adjusted the business mix and operations over time, the focus on customer relationships has always remained a high priority.
“Strong collaborative business relationships are important to us. We pride ourselves on being progressive, flexible, and highly responsive to customers’ needs and opportunities. Where there is an issue, we are available when someone needs us. Where there is an opportunity we have the entrepreneurial flexibility to develop solutions and speed to get things done. It’s a real difference maker,” the 42-year old CEO stated.
Walker and the new team fully understand the importance of continuing to build on a 130-year legacy. It’s clear they are confident and well-prepared to meet the future challenges of an ever-changing business.
*The featured photo depicts the Balford executive team at the company’s headquarters in Burlington, NJ (l to r): Larry Walker, president and CEO; Pamela Bilger, VP of human resources; Kerry Camp, VP of financial administration; Shawn Connor, VP of sales; Andrew Fitz, VP of operations; Christopher Hirst, VP of customized warehousing and distribution services; Christopher Morris, VP of commercial operations; and Michael Noble, VP of finance and treasurer. *