Sales institute chris martin slide deck 3 mar d2
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Sales institute chris martin slide deck 3 mar d2
- 1. SALES INSTITUTE 3 March 2010 ‘EMERGING STRONGER’
- 2. Who we are ‘Partner to entrepreneurial food retailers and food service professionals’
- 3. 66% How we operate Buying Systems Sales Trading Support Brand Development Supply ‘Retailer at the centre Chain of what we do’ CONSUMER Store Marketing Develop- ment Training Finance Site Selection 8% (€0.6bn)
- 5. Shape of the business Sales €4.8bn (+50% over 5 years) 3,200 neighbourhood and convenience stores 32,000 employed in Ireland Profit margin 1.3%
- 6. Our retail partners Being a good neighbour Store owners Local employer Community active Support local producers and suppliers
- 7. Our UK brands performed well in 2009 +11% +10% +8% +5% +3% SuperValu Centra Budgens Londis UK market
- 8. Irish grocery market reshaped Market Stakeholder Market of €14bn NI Consumer UK land border Retailer Stores per head ROI Supplier Price deflation Sourcing
- 9. The rise of the Superconsumer In control More informed and considered Shopping on their own terms Empowered
- 10. Values still important VFM primary driver Most believe haven’t hit bottom yet Strong support for local Sustainability still an issue
- 11. Emerging stronger Our approach Delivering lower prices Adapting our brands Supporting our retailers
- 12. Our way of working Values Working hard Honesty Achievement Not being greedy Long term stable relationships
- 13. Delivering lower prices South/North % Price Difference +34% +12% +10% July '08 Dec '08 Feb '10
- 14. Working with our international suppliers Improved sourcing Driving efficiency Support for Irish
- 15. Supporting Local 75% of everything sold produced or sourced in Ireland 100% Irish for beef, lamb, poultry and pork worth €250m 100% own brand dairy products, Irish worth €50m
- 16. Code of Practice Industry must work together to restore trust Code must address retailer and supplier issues Particular target of SMEs
- 17. Adapting our brands Our Offers Count
- 20. Proud to be local
- 21. Supporting our retail partners Major employers Tackling costs Struggling with rents No NAMA for retailers ‘Partner to entrepreneurial food retailers and food service professionals’
- 22. Our brands have outperformed 2009 Sales performance Irish outlook % growth % consumer spend SuperValu Centra ROI Market 2009 2010 2011 +1% -1% -4% -4% -7% -7%
- 23. Emerging stronger ‘Companies that continue to invest in their brands in a recession emerge with a sustainable competitive advantage’
Notas del editor
- Majority of our business – SuperValu, Centra and Budgens - operates to a retail partnership model. This model is characterised by: Close working relationships and extensive interaction with our retail partners High degree of compliance 95%+ purchasing loyalty Recommended retail prices Promotional implementation Category management, range and merchandising NPD introduction Reward for stands and compliance The ‘Top 300’ Londis stores are moving towards this model. Just over a quarter of our business – Londis, Mace, Daybreak and Day Today – operate a partial retail partnership model. This way of operating involves: Strong and growing purchasing loyalty Implementation of key promotions Guidance on range and merchandising Commitment to improving store standards Less than 10% of our business goes through a traditional cash and carry format – with a growing focus on food service customers and SME’s.