DRAM April 2011

248 DRAM MAGAZINE APRIL 2011 ISSN 1470-241X

DRINKS RETAILING AND MARKETING

CRABBIE’S BACK HIBS • SUPPLIERS SURVEY BROWNS OPENS • AWARDS ENTRY FORM

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DRINKS RETAILING AND MARKETING

WELCOME

CONTENTS

arch whizzed by, and now April looks like doing the same. At least the weather has improved.

The good news is that our Supplier’s Survey this year shows that licensees believe that their service from suppliers has generally improved. We called more than 350 licensed trade premises, and the feedback, on the whole, was encouraging.

Congratulations to Belhaven and Gordon & MacPhail for topping the poll. Jason Caddy reports on the full results on pages 15 and 16.

This month I caught up with Dan McGilvray of Alchemy Inns to get his take on the trade, and find out a bit more about the company which has been steadily building its portfolio. I also took a trip to see the new Browns, M&B’s latest addition to Glasgow.

Our spirits feature this month is on vodka and gin.

It seems that premium gins and vodkas are proving a hit with customers and licensees. See pages 11 and 12.

And of course we have our award pages with all the categories on pages 23 through to 26.

Welcome to two new sponsors Kraken Rum and Dunns Food and Drinks.

If you haven’t entered yet, please do, and remember you can also enter online.

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See you next month.

Editor susan@mediaworldltd.com

2011

FEATURES

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A SPIRITUAL EXPEDITION Susan Young takes a look at what vodka and gin trends are emerging.

SUPPLIER’S SURVEY Jason Caddy reveals how satisfied licensees are with their suppliers.

ALCHEMY PERFORMS ITS MAGIC Dan McGilvray is the focus of this month’s Molson Coors interview.

THE DRAM AWARDS 2011 All the sponsored categories and entry form.

BROWNS CLASSIC LOOK M&B opened its first brasserie in Glasgow earlier this month. DRAM checks it out.

REGULARS

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NEWS The latest news from around the trade.

SUE SAYS Straight talking from our very own Editor.

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NEWS COVER STORY ¬

CRABBIE’S SCORES THREE YEAR DEAL WITH HIBERNIAN FC aster came early for Hibs fans when Crabbie’s announced it had become the official sponsor of Hibernian FC, the Edinburgh based team. It’s the biggest sponsorship programme to date for the Halewood International brand. The agreement will see Crabbie’s assume flagship sponsor status with immediate effect for the 2011-12 season and the sponsorship will then run through to the 2012/2013 season.

The Crabbie’s brand name and logo will be displayed on the first and reserve teams home and away club strips with the Ladies and Academy kits featuring the John Crabbie’s branding.

John Halewood, Chief Executive of Halewood International comments, “This sponsorship celebrates Crabbie’s Scottish roots dating back to 1801 and emphasises the scale of ambition we have for the brand. This investment in Scottish sport will enable us to leverage our heritage and continue to achieve wide scale brand awareness and sales growth across the UK.” Crabbie’s branding will also be displayed in prime locations

around the Hibernian stadium including pitch perimeters, dugouts, TV’s and barriers providing TV exposure via the Scottish Premiership.

In addition to this, further benefits include prominent branding in the official match programme, and the Club’s website.

The Crabbie’s brand has been one of the major success stories of the drinks industry in recent times having launched Crabbie’s Alcoholic Ginger Beer in 2009, which last year according to Datamonitor, became the UK’s biggest seller in the ale category.

The brand has also spun off a number of brand extensions into new categories including John Crabbie’s (non alcoholic) Ginger Beer, Crabbie’s Nuts and a range of non alcoholic mixers.

The cover shows Hibs manager Colin Calderwood (left) and Ian Murray (club captain) announce Crabbie’s as the club’s new sponsor.

ROYAL WEDDING APATHY?

JOIN THE NO.1 SALES TEAM

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The Scottish trade just isn’t getting into the spirit of the Royal wedding. Only a relatively small number of licensees have applied for the one-hour extension on 29th April.

Glasgow City Council has granted a blanket one-hour extension to licensed premises on the Friday evening, but apathy reigns. Edinburgh has made provision for an extra hour, yet just 40 clubs and pubs in the capital have applied for the extension.

Argyll and Bute, North Lanarkshire and Dundee have received no party or licence applications. Stirling has received a request for one extra licence.

But there are still a few licensees determined that 29th April 2011 will not just pass off as just another day.

Dundee’s Jonathan Stewart will be applying. “I think some premises can use extended hours better than others,” he said.

"Some can remain open longer and not get any busier.

Larger places can possibly use them to compete with nightclubs but smaller places I don't think will notice as much."

The Curlers Rest on Byres Road in Glasgow is also getting into the spirit by showing the wedding on big screens.

Source : DRAM Customer Satisfaction Survey 2011

SALES REPRESENTATIVES REQUIRED Allson Wholesale is Scotland's fastest growing independent wholesaler to the licensed trade.

Supplying the full range of branded beers wines and spirits, as well as our own range of high quality soft drinks, to pubs clubs and restaurants throughout the country.

Due to continued expansion we are now recruiting for experienced Sales Representatives in the following areas: ABERDEEN, INVERNESS, THE BORDERS, CENTRAL The successful applicant will be self-motivated, enthusiastic and hungry for success.

In return we offer a package comprising a generous basic with commission, bonuses and company car.

Please apply in writing with CV and covering letter to:

Jillian Robb, Sales Manager Station Road, Buckhaven Fife KY8 1HJ

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NEWS STEVE MALLON ¬

WWW.DRAMSCOTLAND.CO.UK Three years after they sold their company Creevy LLH to Jones Lang LaSalle, Alan Creevy and Peter Darroch have resigned as part of Jones Lang’s Scottish licensed leisure and hotels team. The Glasgow-based pair are understood to be considering setting up a new independent agency. Meanwhile Blair Morrison, who is the son of well known licensee Blair Morrison, has joined Lambert Smith Hampton as an associate director to help the company build its business in the Scottish licensing and leisure sector.

Martin Wishart is planning to open a new 80-cover brasserie concept in Edinburgh after taking on the former Tony’s Table bistro in the capital’s North Castle Street. The new brasserie, which will also have a bar area, will serve a modern European menu, featuring Scottish meat and fish. This is Wishart’s third restaurant but his first brasserie. Joining him in the new venture, as a junior partner, is Paul Tamburrini, who will join as head chef from Hotel du Vin’s One Devonshire Gardens, while Steven Spear from the Three Chimneys on Skye will lead front of house.

Monifieth’s Panmure Hotel is under new ownership. Park Leisure Dundee has taken over the lease in partnership with hotelier, Nedal Kaskasoli, for an undisclosed sum. A spokesman said, "We felt the hotel had faltered over the past six years or so and we wanted to see it come under local ownership again. We plan to bring our experience gained through our other hotel - the Park House Hotel on Coupar Angus Road - to the Panmure.”

MACLAY INNS TOASTS RESULTS eading Scottish pub operator Maclay Inns has revealed a 26% rise in operating profits to £930K, and a 1% increase in like for like sales £10.7m for its financial year ending 2nd October 2010.

Steve Mallon, Managing Director of Maclay Inns, comments, “2010 was a difficult year for the trade in Scotland.

The recession has had a major impact on business however we have continued to make progress despite this.

Underlying pressure on raw material and labour costs added further challenges to profits, however the whole team at Maclay Inns rose to the challenge and delivered sales growth and cost reductions.”

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He continued, “The outlook for 2011 remains tough but we are confident that we can continue to lead the business through these challenging times and we anticipate a good year ahead of us.

Investment in the estate is also scheduled in the year ahead with acquisitions planned, which will enhance earnings in future years.”

Maclay operates 26 managed bars and inns across Scotland including the newly opened DRAM! and the Lansdowne Bar & Kitchen in the West End of Glasgow, The Tullie Inn, Balloch, The Rule, St Andrews, the iconic Three Judges at Partick Cross Glasgow and the Clockwork Beer Co in Glasgow’s South Side.

Punch Taverns has reported an improved underlying financial performance in the 28 week period to 5th March, with strong growth in managed houses and improving trends in its leased estate. This is despite a statutory loss, after exceptional items, of £325m. Punch said it is now on track to meet full year expectations with profit before tax £61m, down from £66m in 2010. The company reported that its managed house estate performed very strongly in the first 28 weeks. Managed like for like sales were up 4.9% in the 28 weeks and 8.6% in Q2 with managed operating profits up 12%. However revenue fell by 2.9% on a like-for-like basis in the core leased estate and by 6.8% in the non-core.

Boss Ian Dyson, said, “We are pleased that our operational initiatives continue to translate into improved performance within both the Managed and Leased businesses.” He continued, “Despite the challenging UK consumer environment, we remain confident of making further progress in the second half of the financial year. We have had a good start to the third quarter and are on track to meet our full year expectations”.

SHORTS Macdonald Hotels group has lost a bidding war for the management contract of 24 hotels which it sold to Moorfield earlier this year for £400m. The new owners, Moorfield Real Estate Fund, has awarded the management contract to French hotels operator Accor. The only Scottish hotel involved in the deal is the Ardoe House.

Alcohol will once again be available at garages throughout Scotland following a ruling by Lord Eassie at the Court of Session, that removed the restriction APRIL 11 DRAM

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placed on them by the Licensing (Scotland) Act 2005. This said that only garage forecourts that could show they were the main source of groceries and fuel in a certain area, would be able to continue selling alcohol. Scores of garage forecourts are expected to apply for liquor licences on the back of the landmark decision which ruled that decisions to prevent BP/Marks & Spencer’s Simply Food brand from selling alcohol at forecourts in Glasgow and Edinburgh were wrong and should be overturned.

German hotel group Steigenberger Hotels is looking into opening hotels in Glasgow and Edinburgh. The group plans to expand its portfolio by up to 15 hotels a year. It currently owns 80 hotels.

Steven Doherty, Managing Director of the Cook School Scotland, is to leave the business to focus on his core business in Cumbria. Steven, has been with the Cook School since it opened in 2009.

Gleneagles hotel suffered a loss of £780K, according to its most recent accounts for the year to last June. That’s

CAPTAIN MORGAN FACELIFT FOR BRIDGE INN AT RATHO

Visitors to the Bridge Inn at Ratho, at the Union Canal, Ratho, will see a few changes. A new bar has been put in, where the original bar was years ago, and owners Rachel and Graham Bucknall have also added four guest bedrooms. In fact they welcomed their very first hotel guests earlier this month.

Explains Graham, “We took over in 2010, but wanted to have a year of full-trading under our belts before we made any changes.

Now we have just re-opened the pub and created a cosy and intimate bar area, which is attractive to both locals and visitors. We’ve also developed our terrace, and it now runs the whole side of the building and gives a great view of the canal, our bedrooms are now finished and now we are the process of completing the revamp of the restaurant, which should be completed in early May. I’m delighted with the progress so far.”

a substantial increase over last year when it lost £226K. The decline has been put down to a sharp downturn in luxury leisure spending, and a fall in corporate activities including conferencing and entertaining. Revenue fell by 5% to £33.6m. However owners Diageo are continuing to invest in the hotel, with its £2.5m refurbishment of its Dormy clubhouse set to be completed at the end of April.

Bulmers is launching a major outdoor campaign for its latest limited edition

Captain Morgan’s Spiced is the new name for Morgan’s Spiced and the new branding will be in bars from June.

The liquid remains the same, but owner Diageo want to bring the name in line with its global branding. Diageo marketing plans for Scotland will include Facebook and Twitter, plus the odd personal appearance by Captain Morgan himself, and his Morganettes (pictured). There’s also a £2.5M national TV campaign in the pipeline, with the slogan, ‘Got a little Captain in you’ Morgan’s Spiced marketing manager, Ali Wilkes, told DRAM “Scotland is very important to us and the brand, as it has helped us to drive growth, so we have to look after it. We are going to be concentrating lots of activity north of the border, including in-bar events, sampling and promotions.” The total UK marketing spend for 2011/12 will be £7m, across both the on and off trades.

PUB HOURS GET SLASHED leven pubs in Dumfries will lose an hour from the beginning of May following a change in local licensing policy. The Board decided to curb opening hours after the local trade forum backed police advice with regard to new hours.

Although 11 establishments have lost an hour, 10 others have been allowed to keep their extra hour. The losers include Pleuchie’s Howff, Townhouse Hotel, Broons, Why Not, The Barrel, Coach and Horses, The Lyver, Slipstream, Robert the Bruce, and Dumfries Rugby Football Club. They will now close at 1am. While nightclubs including– Chancers, Jumpin Jaks and The Venue – all retain their 3am licence. The Easterbrook Hall, Cairndale Hotel, The Granary, Queensberry Hotel, and 102 Club are among those that have not lost an hour.

Andy MacKinnon of The Barrel in Dumfries told DRAM, “It’s ridiculous, and there’s nothing we can do about it. It’s not just the

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fact that we have lost the hour, which will really cost us at the weekends, but I am concerned people might by-pass us altogether because they know we only open till 1am.” He continued, “I’ve been running this pub for 17 years with no trouble, and I am heavily rated. I have Sky in to attract customers but we are just not big enough to put in a dance floor and have live entertainment, which appears to be the criteria for the extra hour. If everyone had their hours curtailed by an hour I could see the point, but at the end of the day this ruling is not going to affect the number of people who go out in Dumfries. It’s just that they will be going elsewhere to enjoy their last hour out. It is sickening.” He also warned other licensees around the country to watch out. He said, “This ruling only applies to Dumfries at the moment, but other licensing boards could follow suit.”

variant Crisp Blend. The outdoor campaign, comprises six sheet posters featuring the limited edition bottle surrounded by a variety of crisps and refreshing with the strapline ‘Blended for your Summer Thirst’.

Following the appointments of Alan Wardrop and Neil Boyd last year as UK Sales Manager and UK Commercial Director respectively, Ian Macleod Distillers has appointed Danielle Murphy as Business Development Manager (Scotland) to further strengthen its sales

team. The new appointments come following the companies decision to take the the UK and Ireland distribution of its portfolio of spirits brands back in-house last year.

Wemyss Malts has appointed of Karen Stewart as PR and Marketing Manager for its portfolio of premium spirits brands. This currently includes the hand crafted malts whiskies, Wemyss Malts, and small batch premium gin, Darnley’s View. Karen was formerly with The Glenmorangie Company.

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BAR NEWS NUMBER 10 SOLD FOR £5M dinburgh boutique hotel, Number 10, has been sold for around £5m. The new owner is Asian luxury hotel company the Shanti Hospitality Group. It’s the company’s first investment in the UK market.

The 30-bedroom hotel, on Gloucester Place, which occupies two Georgian townhouses, was sold by owner Louise Koch Leonard, who said, "I have loved every moment of building and transforming Number 10 into a wonderful hotel. My team of staff have all been excellent but will remain totally committed to the new owners. I do, however, have various other projects in Scotland and abroad and I know that the new owners will continue to run the hotel in a 5-star manner and I genuinely wish them all the very best for the future."

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Knight Frank partner David Reid, who handled the sale, said, “It just goes to show that the very top end of the property market is still active and when a prime hotel with outstanding profitability and immaculately presented comes to the market, there are still buyers, particularly from London and overseas."

Shanti Hospitality Group Director Bhanu Choudhrie commented "We are very excited to be entering the UK hospitality market in 2011 and expect 2012 to be an interesting year for UK tourism off the back of the Olympic Games coming to London today. Today, foreign and domestic tourism to Edinburgh is strong, and we believe that summer 2012 will witness an influx of foreign visitors which will spring-board this inspiring capital into an even stronger position.”

NEW RESTAURANT FOR RANDEV’S Rahul and Bubbles Randev must be the most prolific licensees in East Dunbartonshire. They have just opened their third outlet in Lenzie, Rasoi Indian Restaurant & Deli, at the Millersneuk Shopping Centre. Their existing Lenzie businesses include Carriages and Irrocco, which are located at Millersneuk too, Tantra in Kirkintilloch, and of course in Bishopbriggs they own the Eagle Lodge.

This latest addition is a contemporary take on an Indian restaurant. The term Rasoi means kitchen, where the family come together to chat, relax and eat. And restaurant manager Allan Gray is hoping the new restaurant, which also offers cocktails and a large wine offering, will prove a hit with locals who want to do just that. He says, “Indian cooking isn't just about simple curries. Here at Rasoi we hope to show our customers how bright and vibrant Indian cuisine can be. We are also offering a takeaway service, which will also allow customers to have the dining out experience in their own homes.”

This take-away service also allows customers to order from a selection of more than 40 wines, to accompany their food.

SEAL OF APPROVAL FOR PIZZERIA Tony Crolla’s La Favorita has become the first pizzeria in Scotland to be awarded a unique certificate ‘The Marchio Ospitalita Italiana’ from the Italian Chamber of Commerce for its use of genuine Italian food and drink products, and its friendly and relaxed dining atmosphere, usually associated with the top Italian pizzerias.

Only four venues across the UK were awarded the certificate, which literally translates as

‘Italian Hospitality Trade Mark’, which acts as a mark of excellence for Italian restaurants outside of Italy and of these four La Favorita was the only venue in Scotland to be chosen.

Says Tony Crolla, “Here at La Favorita we have always known that our pizzas are the best outside of Italy and now that we have this award we are able to say so with complete confidence – it is something that our staff and also our customers can be proud of.”

Mariott International will open its first Residence Inn hotel in Edinburgh in October at the Quartermile development. The 107-room Residence Inn will be operated under a management agreement with Gladedale Ventures. It will be only the second Residence Inn in Europe.

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McMillan Hotels, the Stranraer-based family, has reduced its pre-tax losses to £6K. The company, which includes Glenapp Castle in Ayrshire, Peebles Hydro and Cally Palace Hotel at Gatehouse of Fleet, as well as a few others, saw turnover fall 5.1% to £10.7m for the year to May 31, 2010. Although average occupancy rates at its hotels dropped 2.6%, spend per guest increased by 2.1%. The hotel group also suffered a revaluation to £19.35m in its freehold property assets. This meant that the net book value of its properties fell by £1.8m during the course of the year. However the company continued to invest in its estate.

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A SP R TUAL EXPED T ON DRINKS FEATURE BY SUSAN YOUNG BARTENDERS MAY LOVE TO PONTIFICATE ABOUT RUM, BUT IT’S VODKA THAT CONSUMERS HAVE A LOVE AFFAIR WITH. THE DRAM TAKES A LOOK AT WHAT’S HAPPENING IN THE WHITE SPIRITS CATEGORY IN SCOTLAND. espite a tough economic climate, one area, it seems, consumers are not prepared to cut back on is their thirst for premium drinks, and that includes vodka and gin. They might have moved from shopping at trendy boutiques to Primark, but they are prepared to spend more on a premium spirit at the bar.

It appears that far from trading down in their favourite pubs and bars, consumers are actually trading up, and although volumes of some spirits have dropped, the value of the individual categories are holding steady. In fact some industry insiders, although reluctant to tempt fate, believe that the last few years of spirit decline, could be on the wane.

Certainly the decline has slowed.

The white spirit brands that have been hit hardest are Glen’s and Red Square, both value brands.

Smirnoff has increased its share of the market in Scotland from 58.3% to 66.5%, at their expense.

This is good news for licensees – if consumers are prepared to pay more for a quality product there’s more of a profit in it for them too. And it’s not just publicans with stylish city centre outlets that are taking advantage of the trend, it appears there is more of a demand for premium brands right across the board.

The two groups which sell more vodka than any other in Scotland are CPL and Carlo Citti’s empire, which includes student haunt Campus and Club 528. Says Carlo, “We’re been very steady when it comes to vodka sales. We sell around 6,000 cases a year, and that figure hasn’t dropped. Now I am looking into stocking more luxury brands, because our customers are asking for them.”

He adds, “I’m talking about the likes of brands like Grey Goose, and we’ve started selling Patron Tequila. Customers are definitely prepared to pay more.”

This trend was spotted by research company Mintel a few years ago, they said, “British consumers are drinking less but trading up.” They went on to say consumers were “seeking aspirational brands and drinks connoisseurs seeking less mainstream brands.”

Smirnoff and Gordon’s are without doubt the biggest selling, and must stocks, behind any bar. Not only has Smirnoff increased its market share, to its highest ever, its volumes too have increased, but Gordon’s now commands 66.6% of the Scottish market. That means that two out of every three pubs stocks both brands.

Smirnoff has been pushing the Smirnoff’s Nightlife Exchange, where the world swaps nights, and it landed in Edinburgh last month with the best of Miami’s Nightlife taking over The City Nightclub. Says Lynn Kelly, who attended on behalf of DRAM, “What a great night. Everyone got sunglasses and there were

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some great cocktails on offer. The music too was very in-keeping with the age group. They did it really well.”

Smirnoff has also been heavily promoting Smirnoff flavours, to the tune of £10m. Says Carlo Citti, “I’ve definitely noticed customers showing an interest in the flavours, but it hasn’t impacted on our usual vodka sales.” It’s one of area that looks set to develop but with flavours still accounting for less than 1% of the market, it may be in growth, but they have a long way to go.

But the marketeers are pushing hard to drive trial of all three flavours and educate consumers on the best way to drink flavoured vodka. Research shows that 75% of 18-29 year olds surveyed are aware of Smirnoff Flavours and more than half of that group have tried it.

Flavours apart, vodka has got more interesting of late because of the interest in more premium spirits. However, the one group that is not taking to vodka remains top end bartenders. They are still punting the rum rhetoric. It seems that they cannot find much to talk about when it comes to vodka.

That might change now that Belvedere has appointed two vodka ambassadors in Scotland. To the West Mark Tracey has taken on the role while in the East it’s Charlie Blackwell of Hamilton’s that takes on the job. And while industry experts are reluctant to criticise top end bartenders, they do believe that some are hypocritical. Said one, “They are happy to go in for cocktail competitions sponsored by mainstream brands, but when it comes to championing them they become spirit snobs.”

He continues, “Great bartenders understand their customers, and don’t try and change their attitudes to a brand by not stocking it, or talking it down.

There has to a balance between what the bartender thinks their customer should drink, and what the customer wants to drink. One of the reasons that vodka is so popular is that it is clear and mixable, the very reasons that some bartenders hold against it. And really the volume of vodka that we drink speaks for itself.”

There has always been a plethora of vodka brands in the Scottish market, mainly because vodka is really our national drink, and over the years brands have come and gone. But whereas in the past licensees in the central belt were the main stockists of premium brands, that is changing, as more and more licensees realise that their customers are more knowledgeable about spirits than they have ever been, and that they are prepared to pay more for a quality product. And with more profit to be made from premium and superpremium brands, it’s a ‘win-win’ for both licensees and their customers.

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A SP R TUAL EXPED T ON DRINKS FEATURE BY SUSAN YOUNG Says Fraser McGuire, On Trade Sales Director for Whyte & Mackay, “Numerous bars are now offering up premium or niche spirits as part of their repertoires. Premium vodkas can be a great addition to any back bar, providing that the range matches the type and the general spend of the clientele.

“As with mainstream vodkas, there are a host of premium and niche brands out there - right from traditional vodka to flavoured varieties – so the key is to choose brands that people know (say Belvedere or Grey Goose) and identify with, or a brand which will add something different or unique to a drink.

One such brand is Pinky as it has distinctive flavour brought about by its distillation in 12 different botanicals, which can give a lift or twist to traditional cocktails or simple serves or can be used as a tool for a bartender to create an innovative cocktail.

It’s also the only brand out there specifically targeted at women with it’s pink colour and unique taste, which will intrigue customers whom have not seen the product before.”

He continues “Another brand with a great talking point is the super-premium Snow Leopard vodka which is dubbed the ‘spirit with a soul’ because a percentage of every bottle sold goes towards helping save the Snow Leopard from extinction.

Having a brand like Snow Leopard also gives the bartender something to talk about with consumers as there is a story behind the brand. ”He concludes, “There are so many different vodkas available and I think in general the consumer is less educated about the differences between brands and that is something bartenders could start to change. It may just prove the catalyst for them moving from a mainstream vodka up to a premium/niche vodka.”

The prevalence of brands such as Belvedere, Grey Goose, Finlandia and Ketel One has certainly increased, and now that Hangar One is being distributed by Marblehead in Scotland, expect to see more of it too, but it’s on the gin front where the difference has been most obvious.

Hendrick’s definitely started the gin revolution and in fact was one of the first to appoint a bartender in Scotland as a brand ambassador in the shape of Jason Scott. He now is a co-owner in Edinburgh’s Bramble and The Saint, but back then he successfully helped launch Hendrick’s.

Although Hendrick’s, Caorunn and The Botanist are hailed as Scottish gins, if truth be known some 80% of vodka and gin is produced in Scotland… in fact the gin industry helps support roughly one in 50 jobs in Scotland) the difference is that Hendrick’s and The Botanist are owned by Scottish companies, while Caorunn is marketed as a Small Batch Scottish Gin, which demonstrates my next point. People now talk about gin, the way they talk about whisky and they are being made by whisky distillers. Small-batch, APRIL 11 DRAM

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premium gins – typically 1000 litres or fewer – are being made by Whisky distillers - Caorunn is produced at the Balmenach Distillery in Speyside, while in Islay, the Bruichladdich Distillery launched the island’s first gin last year – The Botanist. It’s already outselling its whisky and this, the first ever Islay gin, boasts 22 native Islay botanicals, as well as another nine. Meanwhile Stirling-based VC2 brands launched Boe Superior Gin in 2009. Says David Urquhart Joint Managing Director of Gordon & MacPhail, “We now stock over 30 gins and niche brands such as The Botanist, which we distribute, are doing very well.”

It definitely helps a spirits profile to have a bartender extolling the virtues of the brand. Super-premium gin Martin Miller’s Gin – now a firm favourite with bar tenders and gin connoisseurs, and one of the most awarded gins around, was originally championed by Scots bartender Craig Harper, and now Mike Pulvertaft has taken over the mantle.

The man behind the brand, Martin Miller, has wide ranging interests from ERVIN TRYKOWSKI hotels to antiques, and Martin Miller’s Gin is just one of his many pastimes.

While new kid on the block, Caorunn, is championed by bartender Ervin Trykowski from the Ivy in Glasgow.

No.3 London Dry gin is one of the newer premium gins to hit the market. It’s produced by Berry Bros. & Rudd Spirits Ltd and say the company, “No.3 unashamedly celebrates the integrity and character of traditional London Dry Gin.” While Geraldine Coates, the Scots author of The Mixellany Guide to Gin, said, “No.3 is a very welcome addition to the gin scene.” The company hope that No.3 will be at the heart of the finest Dry Martinis in the most prestigious establishments.

What has become clear over the last few years is that cheap brands in the on-trade are on a hiding to nothing. Pubs that have marketed themselves as place to drink cheaply, are the ones that are struggling.

After all, supermarkets can always beat a pub when it comes to price.

The offering has to include so much more and consumers are looking for quality brands, a nice environment, food and customer service, as well as entertainment and added value incentives.

Says David Urquhart, “When you walk into a pub today you are not seeing ‘cheapest on display’. Thirty years ago it was the norm, but consumers are voting for quality brands and the image is important too.”

This is something that Glen’s vodka is finding to its cost. Despite the fact that in a recent World Vodka Taste Challenge organised by Revolution, which blind taste tested 16 vodkas from Glen’s right up to the super-premiums, Glen’s came in at number two, beating the likes of Grey Goose and Belvedere! It was only superceded by Stolichnaya… now if I was the marketing guru behind Glen’s I would be seriously considering rebranding and sticking the price up!

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‘The team at Belhaven are proud and delighted to be rated as Scotland’s best beer supplier for the third year running.

It is a tremendous accolade for us and we really appreciate your recognition of our efforts.

We are constantly trying to improve the service that we offer you and will continue to focus all of our efforts into delivering the very best for you in the future.

Thank you from all of us for your loyalty and support.’

CUSTOMER SERVICE NUMBERS Aberdeen: 01224 896826 • Alloa: 01259 728510 • Dumfries: 01387 259466 • Dunbar: 01368 862323 www.belhaven.co.uk APRIL 11 DRAM

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HAT-TRICK FOR SCOTLAND’S TOP

BY JASON CADDY

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IT’S THAT TIME OF YEAR AGAIN, WHEN THERE’S A SIZABLE INCREASE IN THE DRAM’S PHONE BILL, AS WE GAUGE CUSTOMER SATISFACTION LEVELS WITH THEIR SUPPLIERS IN OUR ANNUAL LICENSEES SURVEY. From the remotest pub on the UK mainland to city centre outlets with multi-million pound turnovers, 100 independent licensees kindly took part in our 2011 annual suppliers’ survey.

Aside from the task in hand, it’s always a good excuse to speak to licensees about their wider business. Generally speaking there is a sense of optimism, considering the economic climate, and a genuine appreciation for the dedication shown on the part of all the people at the end of the phone and in the field.

The DRAM called licensees, more than 300 in total, 100 of whom responded, and asked them to rate both their beer and spirit/wine suppliers in terms of customer satisfaction, using a scale between one and five, with five being the top score and one being the lowest. The five areas that they were asked to rate were sales rep, telesales, delivery, product range and promotions.

The two areas that undoubtedly caused the most deliberation were sales rep and the dreaded promotions. Licensees said that many sales reps, while perfectly competent in the main, were a little thin on the ground, to put it mildly. Some complained about seeing sales rep less and less frequently, to seeing him or her hardly ever, if at all. A few even said they had never had the pleasure at all. Less reps covering bigger and bigger areas was the main concern shared by most licensees.

Looking at the results, for the third consecutive year, Belhaven came out as top beer supplier, with an overall 90% satisfaction rating, as in 2010.

Belhaven continues to stand head and shoulders above the competition, and many licensees spoke with great respect for

this company, and the results really do speak for themselves, with a 94% satisfaction rating for both its sales reps and telesales, and a whopping 100% for delivery times. In fact, Belhaven outperformed all the other brewers in all five areas.

Shelagh Bryce, Belhaven’s Director of Customer Service, said, “We are incredibly proud and delighted to receive this accolade for the third year running. On behalf of my colleagues at Belhaven, I would like to thank our customers who have shown us such support and appreciation and, also, to our staff for their loyalty and dedication. Our focus is to continually improve the service we offer to our customers and the Belhaven team work extremely hard to achieve this so it is very rewarding when our efforts are recognised in such a way. We are particularly pleased to acknowledge the high rating received by our distribution teams who coped so stoically during one of the most dreadful winters we can remember.”

At 78% Tennent’s satisfaction rating dropped by 2%, as did Molson Coors, down 3%, but Carlsberg is up 3%. Heineken also showed an increase of 4%, from 79% to 83%.

Heineken came in at second place, up from fourth place in last year’s survey, with promotions gaining the lowest satisfaction rating. Said Kerry Sinclair at the Steamboat in Lossiemouth, “I am really pleased with Heineken, but the promotions could do with a shake up, and be made more relevant to different types of licensee.”

Molson Coors dropped one place into third position, and its overall satisfaction rating dropped from 85% to 82%. A few licensees pointed out that much of their ordering was now done

BEER SUPPLIERS : SATISFACTION SURVEY RESULTS 2011

SALES REPS

94

84

84

75

75

TELESALES

94

88

86

85

80

100

89

86

84

91

PRODUCT RANGE

87

83

82

84

77

PROMOTIONS

77

70

70

75

66

OVERALL 2011

90

83

82

81

78

SCORES 2010

90

79

85

78

80

DELIVERY TIMES

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HAT-TRICK FOR SCOTLAND’S TOP online, and Molson Coors’ online operation, particularly, was singled out several times for high praise for its efficiency.

Coming in at fourth place was good news for Carlsberg, which ended up final place last year, and its satisfaction score was also boosted by 3%, to 81%. Although customers weren’t as satisfied with its sales reps, but there was also praise. “I can’t praise the Carlsberg draymen enough. They are phenomenal,” said Gail Gardner at the Beehive in Edinburgh.

Tennent’s overall customer satisfaction rating fell by 2%, to 78%.

Perhaps this reflects a transitional period for the brewer, with the acquisition of Magners. A few licensees also highlighted that there was room for improvement in its promotions’ offering.

It was a also a hat-trick win for wine and spirits, with Gordon & MacPhail retaining last year’s lead, making this its third winning year in a row, with an amazing overall satisfaction rating of 94%, up from last year’s 89%. Like Belhaven, Gordon & MacPhail also hit the top spot in one of the categories, scoring 100% for product range.

Said David Urquhart, Joint Managing Director at Gordon & MacPhail, “Winning this award three years in a row is terrific testament to all the team at Gordon & MacPhail, who continually strive to support our customers and deliver the highest quality customer service. We are committed to adapting and developing our business and our portfolio of whiskies, spirits, wine and beers to meet the needs of our customers in such a changing market. On behalf of the Directors at Gordon & MacPhail, I thank our customers and staff for their ongoing support.”

Considering the rest of the results, most of the wine and spirit ratings were down on last year, with the exception of Gordon & MacPhail, Allsons and Forth Wines.

2

Relative newcomer Allsons retained second place, with an overall satisfaction rating of 90%, up a healthy 3% on last year’s satisfaction rating.

Third place was jointly held by Dunns and Wallaces Express.

Dunns’ overall satisfaction rating fell by 1%, but it climbed from fifth place last year. Wallaces Express, however, dropped from 87% to 82%.

Forth Wines rose from last place in 2010 to fourth place this year, with an overall satisfaction score of 81%, up 1% on last year.

Wm Morton came in fifth and its satisfaction rating overall was 80%, down 5% on last year.

Waverley held on to sixth place, but its satisfaction rating fell from 82% to 79%.

Matthew Clark went from second-last to last place, although its overall customer satisfaction rating fell by 10%, from 81% to 71%. A lot of the criticism focused on a distinct lack of personal contact from the Matthew Clark sales reps.

Along with sales rep, promotions also caused a bit of dismay and bafflement. Said Debbie McGregor at the Cross Keys in Kippin, “I think that the promotions are mostly geared towards big sports bars and nightclubs. I don’t really feel that they cater for smaller, independent licensees like myself.” And Linda Miles from Glasgow’s Velvet Elvis, said, “A lot of the marketing bumf I get through is completely irrelevant to our business. Having said that, the telesales girls (Wm Morton and Belhaven) are excellent.”

All in all, this survey has been a triumph for Scottish-owned businesses. And perhaps the recipe for success boils down to a good old-fashioned personalised service, and relevant promotions.

WINE & SPIRIT SUPPLIERS : SATISFACTION SURVEY RESULTS 2011

SALES REPS

94

95

83

84

86

79

57

72

TELESALES

89

98

80

80

82

84

83

74

DELIVERY TIMES

97

90

92

76

88

88

93

69

100

85

90

84

85

86

83

75

PROMOTIONS

91

83

67

84

66

64

77

66

OVERALL 2011

94

90

82

82

81

80

79

71

SCORES 2010

89

87

87

83

80

85

82

81

PRODUCT RANGE

APRIL 11 DRAM

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DRAM APRIL 11

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LICENSEE INTERVIEW

ALCHEMY PERFORMS IT’S MAGIC ON THE TRADE ALCHEMY INNS CONTINUES TO BUILD ITS ESTATE. SUSAN CAUGHT UP WITH OPERATIONS DIRECTOR, DAN MCGILVRAY.

YOUNG

hen I first interviewed Tommy McMillan He continues, ‘I wanted to expand my knowledge. the man behind Alchemy Inns back in Tommy had been a customer at Matthew Clark, 2005 he had 17 pubs under his wing. and I since I had an interest in the supply chain Today the estate has grown to more than thirty, and logistics, Alchemy Inns seemed the perfect and heading up the operations side is Dan choice for my MBA thesis. After the MBA instead McGilvray, who has worked with Tommy since of taking up a post in Dubai, it also seemed the 2005. right choice to join the company.”

There is no doubt Alchemy Inns is one of One of his original roles at Alchemy Inns was to Scotland’s success stories. But as Dan explains, improve efficiencies, and they did this when they “A few years ago, in the good times, nobody paid created Central Warehousing. Says Dan, “Central attention to us because we weren’t glamorous at Warehousing offers tenants and customers a all, but that has held us in good stead. We have one-stop-shop. We work with the likes of Molson definitely found our niche – Coors and other key we are very strong locally, “WE ALSO BELIEVE IN drinks companies. We and I think that is the way OFFERING ADDED VALUE TO take delivery of the the trade is moving.”

OUR CUSTOMERS. WE HELP stock centrally and we In 2009 the company was THEM WITH BUSINESS negotiate the price, do turning over £4m, this PLANS, HELP THEM WORK the credit control and increased to £5.5m in OUT WHERE THEY CAN SAVE distribute from our 2010 and by the end of MONEY, AND PUT THEM IN central base.

The this year the company is on TOUCH WITH OTHER business is structured track to achieve £6m.

BUSINESSES THAT CAN HELP so that it can meet the Around 20 of Alchemy’s THEM.” time windows of our pubs are leased out and the DAN MCGILVRAY, tenants. We also meet company has a financial owners and ALCHEMY INNS brand interest in another ten negotiate marketing licensed trade premises from golf clubs to social support, which is also then passed onto our clubs as well as popular Falkirk bar, Behind the tenants, for example point of sale and t-shirts.

Wall. The first pub that owner Tommy McMillan “We have a very good relationship with all our bought was The Clachan in Shieldhall, Pennies in suppliers and brand representatives. They are Falkirk in another one that comes under the very pro-active supporters. This is more Alchemy Inns banner. In fact most of the companies important than it used to be when it comes to pubs lie within a half hour drive of each other. outlet support, it helps give our pubs a point of Dan joined Alchemy Inns after he had done his difference. For instance branded glassware and MBA thesis on the company. He tells me, “After smart fonts.” leaving University, with a History and Politics “As well as having our own pubs, we also supply degree…I started as a merchandiser with Coca customers primarily low volume outlets like Cola in Ireland. A few years later I came back to bowling and golf clubs. But we haven’t gone out Scotland and joined Matthew Clark Brands which looking for business, it usually come to us, by then became Matthew Clark Wholesale, and I left word of mouth.” there in 2004 to do a full-time MBA at Edinburgh Dan tells me that he believes much of the success University.” of Alchemy Inn is due to the fact that they “are not

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too greedy.” He explains, “It’s important that our Dan spends a lot of time visiting his tenants, and tenants do well, so we don’t charge expensive all Alchemy Inns pubs are spoken for. I asked why rents and we do give them reasonable discounts. he thought his tenants were coping well in the We give them more, and make less. We’ve never current economic climate. lost a tenant.”

He told me, “Most of them realise that they need He continues, “We also believe in offering added to be offering entertainment whether it’s karaoke value to our customers. We help them with or darts, people don’t just come out for a drink. business plans, help them work out where they Customers expectations are greater, and quite can save money, and put them in touch with other rightly so, But our tenants work hard, and know businesses that what appeals to can help them. their customer They can also get bases. They are through to us also prepared to seven days a listen to advice, week, with the and do offer simplest problem something that or with a technical their local service issue supermarket can’t such as a – offer a good problem with a atmosphere, and font.” of course, food.”

As well as Central He adds, “Food as Wa r e h o u s i n g , become much Alchemy also has a more important.

Security Company, Mind you even and Alchemy that is under Racing, a bookies. threat from Says Dan, “We set supermarkets, up the Security who now offer Company because specialist pub BTW, FALKIRK - ONE OF ALCHEMY INNS our tenants kept meals. I think telling us about supermarkets problems they were having with door staff. And saw the turnover of the pub market a few years although it was only set up last year it is already ago and thought ‘I want some of that.’ showing promise.”

Supermarkets are definitely our biggest The company is also looking to expand its pub competition, not other operators. In fact we have group, but says Dan, “I’m really glad we didn’t grow a good relationship with most of the other too fast. In 2006/2007 we were being offered a operators in Falkirk, we try and work together, in lot of money to expand, and we didn’t accept. I’m fact the whole trade should try and work together. glad of that now, because we wouldn’t want to be I would like to see a generic promotional servicing that loan now. But we do currently have campaign, and certainly we would support a funds to expand, as well as a good relationship dedicated Pub Week with the Clydesdale Bank. If pubs come up at the right price, then we might buy them. People particularly the brewers, were over paying and banks were feeding the frenzy, but people are more realistic about prices now. We also prefer to buy pubs that could also be re-developed, and we are not scared to take that decision.”

APRIL 11 DRAM

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APRIL 11 DRAM

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dram awards 2o11 mardi gras 20th JUNE, 2011

THE DRAM AWARDS ARE ALSO SUPPORTED BY

BENROMACH AWARD FOR SUCCESS Ssshare the secret of your success with this year’s DRAM judges to pick up this accolade. Whether you’ve successfully continued your family business, successfully expanded over the past few years, adopted innovation to develop your business, or have grown your turnover, we would love to know what you think your secret is.

This award is open to hoteliers, restaurateurs and licensees… ssshare your secret with us. Enter now with details.

BII TRAINING AWARD This award is aimed at rewarding licensees who embrace training. It is crucial that all staff are trained, and the BII is looking for the company or individual who demonstrates training excellence, and the effective use of resources to achieve measurable results. Do you believe in getting the best out of your staff through training?

If so you could be eligible for this award.

REPERTOIRE BEST OUTSIDE AREA Do you think you have the best outdoor area in Scotland? Are your customers delighted with the effort you have put in to ensure that when they drink outside the surroundings are just perfect. Whether it is an outside terrace, smoking area or dining area, we are looking for the most attractive place to enjoy a drink al fresco.

Enter now.

GASTRO PUB OF THE YEAR

DRAM

It has never been more important to offer your customers good food. It doesn’t have to be fine dining, but quality, freshly prepared pub grub is what our judges will be on the look out for. It’s not the size of your menu that will gain you marks but the quality of the food and the efficiency of the service. If you think you have great food on offer in your pub, let us know. Enter now.

GLENMORANGIE WHISKY BAR OF THE YEAR Glenmorangie, one of Scotland’s best loved malts, is looking for a bar that is worthy of the accolade Glenmorangie Whisky Bar of the Year. The judges will be looking for licensees that go to extraordinary lengths to promote Scotch whisky within their own establishment. An excellent range of whisky on the back bar is a necessity and staff should also be well trained and enthusiastic when it comes to recommending whisky to their customers. A good Scottish welcome is also important. Do you think that your bar deserves the accolade? If so enter now.

THE KRAKEN RUM COCKTAIL BAR OF THE YEAR Do you think that you have the best cocktail bar in Scotland? Are your bartenders well trained, imaginative and good with customers? The judges will be looking for expertly made cocktails, a willingness to experiment and a good knowledge of spirits, including rum. Tell us why you think you are the best cocktail bar and include a recipe for a cocktail featuring The Kraken Rum. How would you unleash the Beast.

MIXXIT BAR APPRENTICE OF THE YEAR Mixxit have devised a bartender apprentice programme which is now in its fourth year. They select bartenders from throughout Scotland to take part in this mentoring programme which includes cocktail training, bar skills and product knowledge. In June the selected nominees (10 in total) will face a panel of judges, and the best performing bartender will win the accolade Mixxit Bar Apprentice of the Year, which will be announced at the DRAM Awards. (Mixxit is the trading and educational programme of Maxxium UK).

MOLSON COORS CHAMPION IN INDUSTRY Molson Coors is looking for an individual or group who qualifies for its new Champion in Industry Award. To be eligible you have to demonstrate that you are a ‘champion’ in all areas of the licensed trade. It’s not just about running a successful business, but a passion and commitment to developing all areas of your business is essential too. Do you have a great team? Do you champion beer and can you demonstrate that you have a passion for the beer industry? Do you excel at enhancing your customers experience in your outlet and actively drive footfall? Are you knowledgeable on legislation? It’s a challenging industry and Molson Coors is looking for a ‘Champion’? Enter now.

CAPTAIN MORGAN’S SPICED AWARD FOR BEST LATE NIGHT VENUE Can customers discover their party spirit at your bar or venue? Do you open late, and provide great entertainment in a safe environment? Is your venue a favourite haunt of customers that like to stay up past the golden hour? A great atmosphere, a good range of spirits, and a good looking venue are all essential if you want to win one of this year's top awards the Captain Morgan’s Spiced Award for Best Late Night Venue. Bars eligible would have to be open past midnight.

REKORDERLIG NEW BAR OF THE YEAR Does your venue offer the best in customer service? Does your drinks range show a creative edge and have a premium offering?

Are you independently owned? Did you open after June 2010? If you can answer yes to all of the above then we would like to hear from you! Your venue could be in with a chance of winning ‘New Bar of the Year’, sponsored by Rekorderlig Cider.

Rekorderlig Cider is one of the fastest growing fruit ciders in the marketplace. Proud of its iconic and beautifully Swedish roots, it combines the highest quality ingredients with a clear identity enabling it to stand out in a crowded marketplace.

STRONGBOW MANAGER OF THE YEAR Strongbow, Scotland’s biggest selling draught cider, is on the lookout for Scotland’s top manager. Do you put the ‘hard graft’ in to ensure that your bar or pub is a success, or do you know someone who does? Strongbow will give the honour to the manager who has the strongest work ethic, and who can demonstrate the difference that he or she has made to the business. If you think you, or someone that you know, deserves the award, please enter now.

SUNDAY MAIL PUB OF THE YEAR Scotland’s leading Sunday newspaper is looking for the best pub in the country. Do you have a welcoming atmosphere? Do your customers come back, and come back again? Get your customers to fill in the entry form when it appears in the Sunday Mail and tell us why you think you are eligible for ‘Pub of the Year’.

TENNENT’S QUALITY AWARD A dedication to quality has helped to make Tennent’s Lager the No 1 Scottish brand - and Tennent’s is looking for a pub that is also dedicated to quality. Excellent customer service, great beer, a good range of products behind the bar, fine food and a great ambience would all be part of the quality experience. If you think you deserve this accolade enter now.

URBAN REALM AWARD FOR BEST DESIGN Urban Realm, Scotland’s leading architecture and design magazine is looking for Scotland's best designed licensed trade outlet. Judges will be looking at the creativity involved, best use of space and innovative touches.

Is your bar, restaurant or hotel, worthy of the accolade. If so enter now with accompanying photography.

Outlets have to have opened or refurbished since June 2009.

THE DRAM AWARDS ARE ALSO SUPPORTED BY

entry form (PLEASE TICK YOUR CATEGORY OF CHOICE)

BENROMACH AWARD FOR SUCCESS

MIXXIT BAR APPRENTICE

BII TRAINING AWARD

MOLSON COORS CHAMPION IN INDUSTRY

CAPTAIN MORGAN’S SPICED AWARD FOR BEST LATE NIGHT VENUE

REKORDERLIG NEW BAR OF THE YEAR

DRAM GASTRO PUB OF THE YEAR

STRONGBOW MANAGER OF THE YEAR

GLENMORANGIE WHISKY BAR OF THE YEAR

SUNDAY MAIL PUB OF THE YEAR

KRAKEN RUM COCKTAIL BAR OF THE YEAR

URBAN REALM AWARD FOR BEST DESIGN

REPERTOIRE BEST OUTSIDE AREA

TENNENT’S QUALITY AWARD

THE DRAM AWARDS ARE ALSO SUPPORTED BY

your details ESTABLISHMENT NAME: LICENSEE’S NAME: ADDRESS: POSTCODE: TELEPHONE:

EMAIL:

l

RELEVANT INFO:

RETURN THIS FORM AND TELL US WHY YOU DESERVE TO WIN A DRAM AWARD. RETURN THIS WITH ANY RELEVANT INFORMATION & PHOTOGRAPHS TO: MEDIA WORLD LTD, 1 THE STABLES YARD, 1103 ARGYLE STREET, GLASGOW G3 8ND. ALL ENTRIES MUST BE RECEIVED BY TUESDAY 10TH MAY. GOOD LUCK! APRIL 11 DRAM

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THE

FACTOR

BY SUSAN YOUNG THE MIXXIT BARTENDER APPRENTICE PROGRAMME KICKED OFF THIS MONTH AND WHAT A LIVELY BUNCH OF CANDIDATES THEY ARE. OVER THE NEXT FEW ISSUES WE WILL FOLLOW THEIR PROGRESS AND GET THEIR FEEDBACK ON THE COURSE. SO HERE THEY ALL ARE :-

1. Toni Herbert is 21 and works at Edinburgh’s Voodoo Rooms.

She is originally from Australia and, although she has worked in bars and restaurants in Adelaide, she is keen to explore all aspects of the bar industry here. She says, “It is a whole different world, and everyone here is really passionate about the industry. This will help me develop myself.”

2. Easton Boyd is 20 and works at the Blythswood Hotel in Glasgow. He’s been in the trade for the past year and learned about the course from one of the former apprentices, David Smillie. Says Easton, “I hope what I learn here will make me better at my job.”

His favourite drink is a beer.

3. David Howie is 20 and works at Elliots in Prestwick. He started doing full-time work last summer. He has taken a year out from Uni to concentrate on learning about the trade. He learned about the course from David Jannett, another former apprentice and then his boss. Says David, “I felt really intimidated to begin with, but it has been really informative.

4.

So far it has been a very positive experience.”

Essex. She has been at Bon Vivant three months and is keen to learn more. She comments, “I enjoy learning and I was keen to learn, even before I knew it was a competition. I’m also new to Scotland, so this course has been great for making new friends.”

11.

7. Ami Gillies, who has just turned 21, has worked in Hamilton’s, Edinburgh for just under a year. She heard about the course from her boss, Colin. Says Ami, “I think this course will build my confidence. I’m learning why you do things, which is great, and then we are doing it.”

8.

1.

2.

9.

3.

10.

8. Jack Blackwell, is only 18, and comes from 99 Hanover Street, Edinburgh. He has only been in the bar trade three months. After leaving school he went travelling and says he was inspired by what he saw in bars in Europe, which is why he badgered the folk at 99 for a job when he came back.

He describes himself as a ‘geek’ and says he loves reading cocktail books. In fact he won his first cocktail competition only three weeks into his first bar job. Says Jack, “Andy Gemmell is a real inspiration. I want to be like him.”

7.

5.

9. Ian Sanderson is 22 and works at the Tiki Bar in Glasgow. He’s been in the trade for the past four years, but worked mainly back of house. He in fact started out working in a local five star hotel when he was 15/16. Says Ian, “It’s been very interesting so far. It tells you why you should be doing things, and what terms mean. For instance people talk about ‘bruising the spirit’, and I’ve learned that’s a false claim.” His favourite drink is a Zombie.

6.

4. Niall Webster is 24, and works at Bramble in Edinburgh. He has been in the industry for nine months, and started out at Rick’s. and at Tigerlily while at Uni. Niall comments, “I didn’t know what to expect of the course. I thought it might just be about spirits but its also about 10. Jack Halstead is 20 and works at Oloroso in Edinburgh. He customer service too, which suits me because I am interested in has been there since last April after leaving Uni in Aberdeen. He people.” says of the course, “It’s good fun and really interesting. It certainly 5. Mikey Mitchell works at Tigerlily and is 19. He started off helps build your confidence.” washing glasses for Montpeliers and now has worked his way up 11. Gabriela Perna, is 20, and from The Ivy in Glasgow. She has he says ‘to a step above a bartender, but below a mixologist’. He been working in bars since she was 18, when she started at comments, “I hope to get more knowledge on this course. The bar Villager in Edinburgh, while still studying Marine Biology. She finds here at Maxxium is phenomenal.” the course, “really fun,” and believes it is good for “reinforcing bar 6. India Parry-Williams is 23 and works at Bon Vivant now, although etiquette.” She says, “I hope what I learn will help make my she has spent much of her bar career working in old man’s pubs in customers experience better.”

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DESIGN FEATURE BY SUSAN YOUNG

BROWNS’ CLASSIC LOOK itchells & Butler have put their 19th Browns Brasserie into Glasgow with the opening of possibly the cities largest restaurant in the G1 building at George Square. M&B took the 25 year lease on the 9,000 sq ft late last year and have now created a brasserie with 340 covers.

There is a signature look when it comes to Browns - brasserie style furniture, a large island bar, contemporary lighting, and lots of space to eat and drink. Glasgow is no different. Says GM Sarah Fox, “It’s a great blend of contemporary but classic looks too.”

When you walk in you are immediately aware that this brasserie covers a very large area. The focus is, of course, the bar, which is of the island variety but with a straight edge down the right hand bar, which features a mirrored top and fixed lamps with black lampshades. Along this side of the bar green wicker stools line up to encourage people to eat at the bar.

Says Sarah, “The bar experience here is much more than just for drinks. We want the bar to be interactive and provide a comfortable place to sit and eat too.”

Although it is a vast space, the room is broken into various areas using raised areas, different furniture and mirrored glass. There’s

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also a variety of flooring – from the mosaic tiles around the bar, to light oak which features predominantly, but in the garden room downstairs, the floor looks like tiled Italian marble.

While the upstairs conforms to the usual Browns look, the area downstairs, The Garden Room, is a departure from Browns’ usual design. It’s also Sarah’s favourite space in the building, she says, “This area has been specifically designed for Glasgow and the designers have really utilised the available light and space.”

The basement Garden Room only sits 70 people, but its stone walls, tiled floor, garden pots, and small trees, as well as the glass ceiling, do set it apart from the main bar and restaurant.

Says Sarah, “We will be serving breakfast down here and also afternoon tea. It will be great for that.”

Upstairs the Brasserie is classically elegant. Mahogany, brass, mirrored tiles, and distressed picture frames all support the Brasserie-style. The other notable design feature is the different heights and sizes of tables. From bistro-style mahogany rounds to metal clad mid-height and brass topped posing tables. There is also a variety of seating from high wicker stools to leather upholstered couches, non-fixed seating and of course fixed seating too.

The brasserie effect is further accentuated by French style distressed picture frames, but if you look closely some of the pictures themselves are modern black and white images of Glasgow. There’s also a multitude of mirrors , from the mirrored tiles on the back bar, to the mirrored tiles above various seating areas, and of course some statement mirrors too – the beautiful people will have plenty of opportunity to admire themselves.

The lighting is very much along the same lines as the company has used around the country. Chandeliers above the bar, and in the dining areas give that luxurious feel, while smaller, narrower, chandeliers are arranged around the bar. There are also lights which look like mini-versions of snooker table lights, which hang above the posing tables and at various locations around the place.

The main focus point, the bar apart, is a large clock, which takes pride of place in the main area, and it also features strongly on Browns marketing material. There’s also a black grand piano, on a raised plinth, and some hanging vegetations but not a lot. No doubt some of the vegetation is still to arrive.

Browns certainly delivers when it comes to brasserie expectations, here’s hoping with 340 covers, Glasgow can deliver when it comes to customers.

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SUE

SAYS

here are some benefits to being a woman… particularly when it comes to using pub toilets, according to Inverness customer Norman Bailey. After feeling "violated and embarrassed" after a female employee of The King’s Highway, a JD Wetherspoons pub, came in and cleaned around him as he was relieving himself, he called the police, saying that the same situation would never be allowed to arise in the women's toilets.

He’s right! I can’t believe the toilets are so busy that they can’t wait until the toilets are empty to send in a female member of staff. But I actually think the woman deserves a medal for bravery in attempting to clean while the toilets are being used. Is not there not a health and safety issue? What’s the hazard analysis take on that? Police officers took a statement but concluded that no crime had been committed.

T

The trade has been saying for years that the government’s targets on tourism were wishful thinking and wildly over-optimistic, now former Chairman of the tourism body VisitScotland, Peter Lederer, has come out publicly and attacked the "unrealistic" government targets that he claims plagued his time at VisitScotland. What took him so long? He admits the tourism development body's government-imposed target of doubling the size of the industry to achieve a £6.3bn income by 2015 was merely "aspirational" as it "doesn't control the product.” At last someone in a public role speaks out and tells it as it is!

I gave a New Year gong to Donald Macleod of CPL who I said has come of age… he certainly has, he has just been appointed chair of Glasgow’s Licensing Forum.

Congrats. And of course he tells me he has a special birthday this year… The big 50! Carlo Citti, meanwhile has offered me anything I wish, if I say he is only celebrating his 40th this year…again.

Jason Scott and Mike Aikman obviously enjoy running a business together. Their two outlets Bramble and The Saint are still thriving, but that’s not all the two have in common, both are also expecting to become father’s for the first time shortly. At least the two of them are used to late nights!

I really like the look of the new Browns in George Square. Glasgow doesn’t have anything like it. But it is huge – 340 covers. It’s certainly going to give Jamie’s Italian a run for its money.

When is a freeze not a freeze? When the government’s involved. Was anyone else confused on hearing in the budget… ‘alcohol duty is “frozen”‘… but the escalator wasn’t, which put a further 7.2% on to alcohol duty. In my eyes that’s not a freeze but a squeeze.

Congratulations to Chef Joe Queen of the Hilton, he has just APRIL 11 DRAM

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received a Lifetime Achievement Award from the Hospitality Industry Trust (HIT). You know you are getting old when a Lifetime Achievement recipient is younger than you are! Either that or he is aging particularly well! I am not surprised that on receiving the award he said, “Believe you me, people won’t realise just how much of a shock this is.” However he went on to say, “The hospitality industry is a big family and to sit alongside the other names on the award is something I will remember for the rest of my life.”

Talking of the Glasgow Hilton, General Manager Craig Gardner has become an internet sensation. He made a video of himself dancing, and posted it on YouTube, to raise cash for the Prince and Princess of Wales Hospice. So far he has had in excess of 8,500 hits. Check it out at The Dancing Hotel Manager on YouTube. It shows what a good sport he is.

We kicked off our Mixxit Bartender programme for 2011 this month, and what a lively bunch of candidates have been put forward. It bodes very well for a good session. Already they are enthused. Read all about them on page 27.

My sidekick Lynn Kelly has moved on to pastures new, although she will still be working on an ad-hoc basis for the DRAM and our other publications.

She’s taking up a role teaching performing arts …her first love. We all wish her all the very best.

I still can not work out why we are recommending to people that they drink 14 and 21 units. These figures were made up, and that is documented, yet nobody is doing any research to find out what the actual recommended units should be. Only last week Drinkaware was saying, "Making sure people know about units and the number of them in their favourite drinks is an important step to helping them keep track of their drinking. And understanding the daily unit guidelines of 2-3 units for women and 3-4 units for men will help people make healthy decisions about their drinking which reduce their risk levels."

I think an important step for all the health bodies is to find out what the actual figures should be? Are they worried that actually the healthy limit is more? Is that why they don't update the figures, they spend enough cash on research, so why hasn't this been researched?

Last month I received a book from Neil O’Donnell called Memories of a Glasgow Pub Stocktaker. It is, of course fictious...but that didn’t stop me trying to identify the loosely veiled clients. It really is worth a read. I’d love to interview the Anne of Anne’s Bar, a quality client, and one of the old school. It also gives an insight into all the fiddles that go on. A must read for anyone new to the trade, and it reminded me of some of the more obvious issues such as Free Stock, and where it goes. It’s tongue in cheek, and humourous, but there’s definitely a serious message too.

0870 24 24 608

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PRODUCTS

02

01 CRUZCAMPO

02 FINLANDIA

The Morgenrot Group has signed an exclusivity agreement with Heineken to distribute, develop and grow the Cruzcampo brand further in the UK. Morgenrot and Heineken will now be using this summer’s alfresco season as a launch pad to ramp up Cruzcampo draught installations in the pub, bar, restaurant and club sectors.

Graham Archibald, Morgenrot’s Senior National Account Manager comments: “The interest for Cruzcampo from the On-trade has been phenomenal in the past 12 months and we are excited to be working closely with Heineken as we look to drive awareness, listings and sales in order to make it the principal Spanish lager in the UK.”

Finlandia® Vodka, part of the Bacardi Brown-Forman Brands portfolio and known for its pristine quality, has unveiled its new packaging design dubbed ‘melting ice’.

The new bottle reflects the gentle ripples of ice moving from solid to liquid and evokes the crystal clarity of Finlandia® Vodka, which is made from pure glacial spring water.

Each of the Finlandia Fusion Flavours, which include Cranberry, Lime, Mango and Grapefruit, will also be packaged in the new design with the labeling incorporating the associated flavour colour.

Known for its award-winning, progressive design work Finlandia is the 2nd largest premium vodka brand in Europe and the stunning yet functional new bottle is set to improve visibility on shelf, whilst maintaining the premium perception of the brand and its origins.

CASTLE ARMS, MEY, CAITHNESS

HOLBORN HOTEL, THURSO

LODGE AT EDINBANE, ISLE OF SKYE

Confidential valuations without obligation No Sale No Fee

York House, 20 Church Street, Inverness IV1 1ED Tel: 01463 236123 Email: info@asgcommercial.co.uk www.asgcommercial.co.uk

MILLCROFT HOTEL, GAIRLOCH

Please contact Paul Hart on 07799 896931 or Heather Moorhead on 01463 236123 OTHIN HOUSE, HELMSDALE

• Attractive and long established traditional licensed village Hotel including a retail outlet adjacent to Castle of Mey, the late Queen Mother’s home in Caithness • Highly prominent trading location on busy cross country route from Thurso to John O’Groats, providing a year round mixed turnover • Traditional facilities retaining many attractive features and character with modern upgrades • Deceptively spacious subjects with circa 5 acres of land with business development potential (subject to planning consents) • Includes 8 smart en-suite bedrooms and owners accommodation

OFFERS OVER £265,000 (FREEHOLD)

OFFERS OVER £560,000 (FREEHOLD)

OFFERS OVER £475,000 (FREEHOLD)

PARK HOTEL, MACDUFF

TORRIDON GUEST HOUSE, INVERNESS

THE MORMOND INN, STRICHEN, FRASERBURGH

NEW TO MARKET!

• Attractive landmark Hotel presented in excellent condition providing a ‘home and income’ lifestyle proposition • Excellent trading figures from seasonally adjusted trading activity with good profit conversion • Sublime elevated location in the popular West Coast town of Gairloch with views to Skye • Includes 5 most comfortable en-suite letting bedrooms plus 8 quality apartments

• Excellent trading location with good roadside frontage in picturesque Helmsdale • An outstanding business development opportunity • A substantial smart well maintained property with excellent trading potential • Includes spacious accommodation for resident owners

OFFERS OVER £475,000 (FREEHOLD)

OFFERS OVER £165,000 (FREEHOLD)

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• Excellent recently refurbished commercial hotel opportunity • Prime central trading location amidst the busy Highland town of Thurso • Healthy income split across beverage, accommodation and catering sales • Strong year-round demand driving rising turnover and good profitability • A highly successful and profitable self-employment opportunity

• Attractive and traditional Inn within the splendour and idyllic beauty of the Isle of Skye • Stunning coastal setting and popular trading location between Portree and Dunvegan • Good turnover and sound profitability from established year-round trading • 6 comfortable letting bedrooms plus owners’ accommodation • Development potential to add further bedrooms and chalets STPP • The sale of The Lodge at Edinbane offers an opportunity to own a sound business set on the beautiful Isle of Skye. With outstanding development potential, this purchase offers a truly desirable self-employment opportunity.

NEW TO MARKET!

• Operating as a Bar and Guest House with 5 spacious letting bedrooms • Elevated trading location with spectacular coastal views in the popular seaside town of Macduff • Set within large grounds with beer garden and large customer car park • A solid “Home and Income” lifestyle opportunity within an easy-to-operate trading model • Good owner’s accommodation on the third floor with a double en-suite bedroom and dressing plus lounge/diner and domestic kitchen on the first floor

OFFERS OVER £315,000 (FREEHOLD)

NEW TO MARKET!

• Rarely available, high quality, Highland guest house with strong profitability • Easy to operate “home and income” lifestyle opportunity, enjoying yearround trade • Excellent, city centre trading location, in Inverness, capital of the Highlands • Includes owner’s 2-bedroom accommodation and 4 quality letting bedrooms

• Outstanding year-round trading location within this exquisite 18th Century planned village • Mainly trading to wet sales with development opportunity to introduce food service and letting accommodation • Substantial property with excellent riverside amenity space extending to about 1 acre • Fishing rights on the River Ugie extending to 2 miles • Good owner’s accommodation extending to 2 bedrooms, lounge and kitchen • Letting suite with 2 bedrooms and en-suite facilities

OFFERS OVER £295,000 (FREEHOLD)

OFFERS OVER £280,000 (FREEHOLD)

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DRAM APRIL 11

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ROUNDUP CHEF, JOE QUEEN RECEIVES LIFETIME ACHIEVEMENT AWARD Joe Queen has a Lifetime Achievement Award for his outstanding contribution to the Scottish hospitality industry. The Hospitality Industry Trust (HIT) Scotland presented himw with the award at its annual industry dinner held last month. The event raised around £44,000 to support HIT Scotland’s scholarship programme.

Chosen by panel of industry experts, the award was given for Joe's work as former president of the Federation of Chefs Scotland and mentoring young chefs, many of whom now run their own restaurants. He was also recognised for his involvement with the FutureChef competitions, Scottish Culinary Teams, promoting cooking in schools and his passion for Scottish produce. Now based in Glasgow, Joe works as the executive chef for Hilton Hotels. He has previously held executive positions at Thistle Hotels, Macdonald Hotel and worked for Disney in the USA.

The Scottish Cusquena and Rekorderlig team Sarah Mackie (above left) and Amanda Quinn, Miss Glasgow 2011, were out in force at the recent opening of Browns in Glasgow. The girls are pictured with Bob Taylor left, and Toby Scourse, right, while Fiona Brown (nee Sweeney) is also pictured. She is the company’s new national account manager.

BEST BAR NONE, DUNDEE Best Bar None Scotland winners: Janet Hood representing sponsors Blackadder, is pictured centre, with Tickety Boos Pub, Abertay University Union Specialist Entertainment category, Fat Sams Nightclub, ALL Dundee and Archibald Simpsons Bar Aberdeen.

DRAM DRINKS RETAILING AND MARKETING PUBLISHED BY MEDIA WORLD LIMITED UPPER FLOOR / FINNIESTON HOUSE / 1 THE STABLES YARD / 1103 ARGYLE STREET / GLASGOW / G3 8ND t. 0141 221 6965 e. dram@mail.com web. www.dramscotland.co.uk Editor: Susan Young • Chairman: Noel Young • Production Manager: James Devlin • Advertising Executives: Martin Cassidy, Yvonne McKeown, Gemma Livingston • Administration: Kate Robinson Published by Media World Ltd. Subscriptions: DRAM is available by subscription for all other qualified persons involved in the Scottish Licensed Trade at the rate of £48 per annum including the DRAM Yearbook.

The publishers, authors and printers cannot accept liability for errors or omissions. Any transparencies or artwork will be accepted at owner’s risk. All rights reserved. No part of this publication may be reproduced in any form without the written permission of the copyright holder and publisher, application for which should be made to the publisher. Articles published in this magazine do not necessarily reflect the opinions of the publishers. © Media World Limited 2011.

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See our websites: www.jagermeister.co.uk and www.jagermusic.co.uk For all UK enquiries www.cellartrends.co.uk