Retail News July / August 2018 by Retail News

Retail News JULY/AUGUST 2018

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Contents News

Dear Paschal… WHILE we’ve been enjoying the warm temperatures and dry weather of our best summer in years (with a corresponding surge in sales of certain products, Page 6), retail groups and representative bodies have one eye on the autumn and have already begun preparing their pre-Budget submissions for the attention of Finance Minister, Paschal Donohoe TD, ahead of October’s Budget. Our Chief News Reporter, Pavel Barter talks to some of the organisations involved to find out what they would like to see happen with the handling of state finances over the coming 12 months (Page 2), including solving Ireland’s housing crisis “before it shifts from being a social issue of high importance to a critical economic challenge”, the issues around Brexit, rising insurance premiums and Ireland’s crippling excise duties. Elsewhere, we talk to Derek Nolan, Senior Director of Retail Operations, Circle K, about why the company’s arrival in Ireland has been heralded as a game-changer for forecourt retailing (Page 22); Guaranteed Irish CEO, Brid O’Connell highlights the benefits to retailers of stocking indigenous brands on-shelf (Page 26); while Centra Live Well Ambassador and Irish rugby legend, Donncha O’Callaghan discusses Ireland’s obesity crisis, the role of parents in their children’s health and even Munster’s chances of lifting silverware next season (Page 34). Kathleen Belton, Editorial & Marketing Director.

Retailers call on Government to solve social problems in Budget.

Musgrave named Europe’s top family business.

New Chairperson named at DIGI; Sliced pan tops bakery sales charts.

Summer sun heats up grocery market; NOffLA calls for increased barrier height in PHAB.

Retailers Against Smuggling attend Leinster House to highlight concerns; Heatwave drives Irish consumer spending.

Retail in Ireland Live set to attract 2,000 attendees; Irish shoppers believe Aldi offers lowest prices.

Dairy 16

The National Dairy Council champions the role of quality pasture-based dairy and its nutritional benefits in supporting healthier, more active living.

Derek Nolan, Senior Director of Retail Operations, Circle K, talks us through the official launch of the Circle K brand in Ireland, what it brings to Ireland and what the move to electric vehicles will mean for the forecourt sector here.

Stocking Irish 26

Representing 50,000 workers and some of the biggest grocery brands in the country, Guaranteed Irish is an important and evolving organisation for the future, writes its CEO, Brid O’Connell, while Retail News profiles some of the Irish brands making waves in grocery.

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Daybreak have unveiled their new ‘Store of the Future’ concept at Eoin Crosbie and Padraig Keegan’s newly revamped Maxol forecourt in Castlerea, Co. Roscommon.

Centra Live Well 34

Promoting a healthy lifestyle has always been a passion for former rugby player, Donncha O’Callaghan, so when the chance came to work with Centra on their Live Well initiative, it was a perfect marriage.

New from Lindt 39

Following the phenomenal success of the Lindor Treat Bar range, this summer sees the launch of the Lindor Milk and Orange Multipacks.

Packaging Design 42

Packaging has always played a key role in the marketing mix, and often proves the pivotal tool at the point of purchase, helping to differentiate your brand from its rivals on-shelf.

The Retail Doctor 44

Bob Phibbs, CEO of New York-based consultancy The Retail Doctor, is one of the world’s most recognised retail strategists, whose client list includes some of the biggest brands on the planet.

On the Vine: Ireland’s Top Selling Wines 50

Jean Smullen profiles Ireland’s top selling wine brands.

Focus on HR 56

What exactly is employee engagement and how can you implement it in your store?

Regulars & Reports

Ireland’s Longest Established Grocery Magazine

Wine Correspondent: Jean Smullen

The Retail News Interview

Retail News Chief News Reporter: Pavel Barter

Shop Profile

Email: ciara@tarapublications.ie Reproduction without written permission is strictly prohibited.

Industry News

Drinks News

Retail Ireland: Monthly Update

What’s New

Forecourt Focus: News

Shelf Life

2|Retail News|July / August 2018|www.retailnews.ie

News

Retailers Call on Government to Solve Social Problems in Budget

AS Brexit approaches, ring-fencing the nation's shops and supermarkets should be a priority, retail representatives tell Retail News in the run-up to Budget 2019. Fix the country's social and infrastructural problems and retail will be given the freedom to prosper. That's the message we heard from retail representatives who are compiling their submissions for Government in advance of Budget 2019. Due to rising accommodation costs, driven by the current housing shortage, the average rent in Ireland now exceeds €1,000 per month. According to Leo Crawford, BWG Group Chief Executive, this trend has resulted in unsustainable wage demands. “The Government needs to take further action to solve Ireland’s housing crisis before it shifts from being a social issue of high importance to a critical economic challenge,” Crawford told Retail News. “Incentivising homebuilding, ensuring greater availability of finance for builders, and releasing more land for development should be key priorities.” Town regeneration is high on the wish-list for retail groups such as the CSNA and RGDATA. “We'd like to see Leo Crawford, CEO, BWG further commitment to the town Group. regeneration project, ensuring there is a viable alternative to out of town shopping centres,” said Vincent Jennings, Chief Executive of the CSNA. Tara Buckley, RGDATA's Director General, called upon the Minister for Finance to fund a specific body to co-ordinate urban renewal. Plastic pollution is another area of concern for retailers and consumers alike. The country lacks recycling facilities for soft plastics, which is impacting our ability to meet targets at national and European levels. Thomas Burke, Director of Retail Ireland, wants Government to build new facilities in Ireland as part of their investment in Project 2040. Burke fell short of calling for a deposit/return scheme for plastic bottles, however, suggesting that Repak provides sufficient recycling initiatives. Thomas Burke, Director of Jennings said levies should Retail Ireland. be placed on online distributors of plastic: “A lot of packaging is coming into the country, yet the likes of DHS, Amazon, An Post, aren't making contributions [toward recycling schemes].” Education is at the top of Retail Ireland's wish-list for Budget 2019. Burke called on the Government to make better use of its National Training Fund [NTF], so that retail can meet the challenges ahead: “Do the 290,000 people employed in the sector have the necessary skill set? Do we have the necessary requirements in IT and e-commerce? I don't think so. It's going to require a significant investment, not only by retailers but also

the state.” Leo Crawford agreed that the country's healthy employment situation “creates a hugely competitive jobs market where [retail] recruitment and retention becomes a major challenge. Government must now look at ways to ensure that labour demands can be satisfied by qualified people without additional wage pressures.” The BWG chief wants to see incentives “for those currently outside the workforce to re-enter Vincent Jennings, CEO, and up-skill.” CSNA. Brexit is an immediate challenge. Paul Kelly, Director of Food and Drink Ireland (FDI), would like to see an annual funding framework, 5% of the current annual export sales to the UK, in order to support re-investment among manufacturers. Such a fund would “support companies looking to reformulate, re-package or innovate their product lines for new markets,” he said. Investment in our ports and import infrastructure is another priority. Retail Ireland wants an analysis on how products will arrive from Europe. “It will be more challenging, regardless of the outcome of Brexit, to source from the UK or use the UK as land-bridge,” said Burke. Tara Buckley, RGDATA Lowering the cost of Director General. business is another priority as we face Britain's departure from Europe. FDI called for the Government to avoid discriminatory taxes on food and beverages; CSNA wants a reduction in PRSI levels; and RGDATA has asked the minister for a year-long moratorium on new regulatory and administrative charges for small businesses. The cost of insurance is chief among concerns. “The increased cost of Employer and Public Liability insurance, coupled with other rising insurance expenses, is putting significant pressure on the competitiveness of small retail businesses,” said Crawford. “The Government needs to work closely with the retail industry to combat fraudulent

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News claims, to review the level of injury awards, and to ensure a sustained competitive insurance environment.” For drinks manufacturers and retailers, the cost of excise remains an impediment to growth. Irish alcohol prices are the second highest in the EU: 175% above the EU average. “We have the highest excise tax on wine, the second highest on beer, and the third highest on spirits,” Donall O'Keeffe, Secretary Paul Kelly, Director of of the Drinks Industry Group of Food and Drink Ireland. Ireland (DIGI) and CEO of the Licensed Vintners Association (LVA), told Retail News. “This incredibly high excise tax affects the majority of Irish consumers and is an anti-competitive tax, which unfairly penalises businesses and consumers, puts jobs in rural Ireland at risk and negatively impacts Ireland’s attractiveness as a tourist destination.” DIGI and NOffLA are both calling for an excise reduction in Budget Evelyn Jones, 2019. “If excise duty was reduced Government Affairs by 15%, this would boost local Director, NOffLA. economies significantly. 37% of our members would increase staff by more than one member,

and 39% of members would increase existing staff salaries,” said Evelyn Jones, NOffLA’s Government Affairs Director. The illicit market is another ongoing concern, affecting alcohol and tobacco. Tara Buckley called upon the Minister to ensure the Gardaí are sufficiently financed to deal with the black market trade. “Until they close off illicit product coming into the country, there should Donall O'Keeffe, be no further increase in excise,” Secretary of the added Jennings. “We're already in the Drinks Industry law of diminishing returns. It doesn't Group of Ireland and make sense to penalise legitimate CEO of the Licensed users of tobacco, while at the same Vintners Association. time allowing this illicit market to grow.” High duties even affect magazine retailers. While European countries such as Belgium, Italy, Luxembourg and France enjoy zero or low VAT rates on magazines, Ireland is charged 9%. Magazines Ireland, in its pre-budget submission, has called on the Minister for Finance to support a zero VAT rate on publications. “UK publishers operating in a VAT free environment have significant advantages over indigenous Irish publishers”, said Ciaran Casey, Chairman, Magazines Ireland. Investing in roads, railways and broadband, are other ways in which Paschal Donohue might prepare the retail industry for rocky times ahead. “The country is better off than it might have been a few years ago, but we have to invest for the future,” noted Thomas Burke. “It's vital.”

Musgrave Named Europe’s Top Family Business MUSGRAVE has won the Top Family Business Award at the seventh European Families in Business Awards, held in Madrid. Musgrave impressed the judges with its cutting-edge governance structure and its commitment to sustainability and customer well-being. “As a family business that has been in existence for over 140 years, our ongoing success comes down to our mindset of the need to grow and evolve sustainably,” noted Chris Musgrave, Musgrave Vice Chairman, accepting the award. “By putting a governance framework in place where we focus on sustaining long-term, stable relationships, we have come out stronger from economic downturns and significant Pictured at the European Families in Business Awards 2018 are (l-r): Tim world events. In this respect, it is Jenkins, MC; Stuart Musgrave, retired non-executive Musgrave family humbling to see our values recognised by director; Chris Musgrave, Vice Chairman of Musgrave; Jean-Francois Mazaud, receiving this award, particularly in light head of Societe Generale Private Banking and award presenter; Nicky of the breadth of competing businesses Hartery, Musgrave Chairman; Brian Thompson, Chairman of the Musgrave Musgrave was in contention with.” Next Generation Committee; and Nicholas Moody, editor of CampdenFB and The prestigious awards recognise member of the judging panel. family businesses from across Europe that excel in areas such as stewardship, on which the wider European economy is built, playing a governance, growth, and sustainability and are judged by huge role in the delivery of job creation, social cohesion and family business leaders and specialists. innovation. Congratulations to all winners, whose values SGPB head Jean-François Mazaud, who presented contribute so much to their local communities and to our the awards, said, “Family businesses are the foundation wider society.”

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News New Chairperson Named at the Drinks Industry Group of Ireland IRISH Distillers’ Communications and Corporate Affairs Director, Rosemary Garth is the new head of the Drinks Industry Group of Ireland (DIGI), taking over from outgoing Chairperson, Maggie Timoney of Heineken Ireland, who is relocating to the US to take up a new role as Chief Executive Officer, Heineken USA. Upon taking up her new position, Garth noted how this is “an important and exciting time for the industry. The drinks and hospitality sector continues to contribute significantly to Ireland. The industry is among the largest employers in the country and much of this employment is based in rural towns and villages. “The recent DIGI report, ‘Innovation and Entrepreneurship in the Drinks Industry’, clearly demonstrates how the industry is supporting balanced regional development through a network of rural drinks businesses across the country. We need to ensure the sector and these jobs are protected and further development in the industry is encouraged,” she insisted. “Central to this is delivering policy measures which are favourable and which support growth.” She highlighted DIGI’s Support Your Local campaign, which seeks to educate people about the broad and diversified financial and social contribution that the drinks industry makes to Ireland, while seeking to ensure its growth and development potential is promoted and protected.

Rosemary Garth, Irish Distillers’ Communications and Corporate Affairs Director, is the new Chairperson of the Drinks Industry Group of Ireland. “Ireland currently has the second highest overall excise tax in the EU, behind only Finland,” Garth argued. “We have the highest excise tax on wine, the second highest on beer, and the third highest on spirits. This is an anti-competitive tax on an industry that is creating new businesses, that is innovating and adding and maintaining jobs in the rural economy.”

Sliced Pan Tops Bakery Sales Charts CONSUMER tastes are expanding into speciality breads such as sourdough, spelt and savoury breads but the humble sliced pan still remains Irish consumers’ number one, with over half of Irish consumers regularly buying sliced pan (Bord Bia/Jump! Innovation 2018). Bord Bia’s research, carried out in conjunction with Jump! Innovation, examines consumer preferences to determine opportunities for Irish food producers in the retail bakery category, which recorded Republic of Ireland sales of €525m in 2017 (Kantar Worldpanel, 2018). “Sliced pan remains a firm favourite and trusty staple of the weekly shop but its popularity is declining,” revealed Bord Bia’s Consumer Insight Manager, Grace Binchy. “The category as a whole needs to respond to changing consumer needs around food. The household structure is changing and the way we eat is evolving, which means exploring new opportunities and occasions for the category.” Research conducted in 2014 reported that 71% of Irish consumers purchased sliced pan at least weekly (Ignite, 2014). That figure now stands at 56% in 2018 (Bord Bia/ Jump! Innovation, 2018). “Many consumers report that they are actively trying to reduce sugar and salt intake, as well as cut down on processed foods. This places bread, and sliced pan in particular, under the spotlight,” Binchy notes. “There are opportunities for producers to respond to consumers’ nutritional needs via healthy ingredients such as added vitamins, seeds, protein or ancient grains.” The research cautions that the category can be prone

to fads, defined by the researchers as “something people will try but it doesn’t stick around for long.” The study offers tips to differentiate between trends and fads and helps to guide food producers’ new product development in three key areas: the product itself, packaging trends and in-store merchandising. Craft breads, environmentally friendly packaging and retail areas with a homely atmosphere are all highlighted as key consumer trends to watch in the bakery category. Some additional key findings of Bord Bia Shopper Insights report include: • • • • • •

65% of Irish consumers surveyed said they are committed to living a healthy lifestyle; 66% of Irish consumers believe it is important that nothing artificial is added to their food; 67% of Irish consumers reported making efforts to replace white bread with options like wholemeal, seeded or sourdough; White bread accounts for around one quarter of bread purchased most often; Despite increasing health needs, taste, price and freshness are the top three drivers in the category (Bord Bia/Jump! Innovation, 2018); Year on year growth for the whole bakery category stands at 4.8%, with in-store bakeries growing at a rate of 5.4% year on year (Kantar Worldpanel, 2018).

For more information, see www.bordbia.ie.

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News Summer Sun Heats up Grocery Market THE latest grocery market share figures from Kantar Worldpanel, for the 12 weeks ending June Total Take Home Grocery - Ireland Consumer Spend 17, 2018, reveal that the soaring temperatures have increased 12 Weeks to 18 June 2017 12 Weeks to 17 June 2018 change** sales of summer grocery %* %* % favourites by 9%, ahead of the Total Grocers 100.0% 100.0% 2.1 overall market at 2.1%. This surge Total Multiples 88.9% 89.0% 2.2 in summer essentials, such as SuperValu 22.3% 21.8% 0.1 sun care products and ice cream, Tesco 22.1% 22.4% 3.7 has boosted the Irish grocery Dunnes 21.6% 21.7% 2.6 sector to the tune of €27m. Lidl 11.6% 11.7% 2.1 “With hot, sunny weather Aldi 11.3% 11.4% 2.4 comes barbequing, sunbathing Other Outlets** 11.1% 11.0% 1.3 and socialising – and this has had its impact on the grocery market,” *= Percentage Share of Total Grocers explains David Berry, Director at **= Includes stores such as M&S, Boots, Spar, Centra, Greengrocers, Butchers And Cross Border shops Kantar Worldpanel. “Sales of ice In second position, SuperValu has captured 21.8% of Irish cream, barbeque foods and sun shoppers’ grocery spend, experiencing sales growth of 0.1%. care products have rocketed by 12%, 10% and 8% respectively The retailer continues to have a loyal customer following, with compared to this time last year. Alcoholic drinks have also consumers shopping more frequently at SuperValu stores. experienced a surge in demand: cider has seen impressive Dunnes Stores has also performed well: the retailer posted growth of 14% and beers and lagers are up 5%. The influence sales growth of 2.6% and has increased its market share of the hot weather on sales of summer essentials looks even by 0.1%. The grocer’s success has come from encouraging more impressive when you compare this to overall market shoppers to up the value of their baskets to an average of growth at 2.1%.” €42.60, an increase of over €2.50 compared to this time last Tesco has continued its recent strong run of form, year. experiencing sales growth of 3.7%. “Tesco remains the leader Meanwhile, Lidl holds market share of 11.7%, its highest of the pack among the retailers, increasing its market share to since October 2017. With sales growth of 2.4%, Aldi has upped 22.4%, a jump of 0.3 percentage points,” Berry reveals. “Over its share to 11.4%. The two grocers have performed particularly the past 12 weeks, 1.3m customers chose to shop at Tesco – well in Munster, where they continue to challenge the other the highest reach of all the retailers. Although the grocer has major retailers. not notably increased this shopper base compared to this time Grocery market inflation stands at -0.6% for the 12 week last year, Tesco has encouraged customers to add an extra period ending June 17, 2018. item to their baskets every time they shop, upping their average For further information, see www.kantarworldpanel.com. spend by 80c to €25.50.”

NOffLA Calls for Increased Barrier Height in PHAB THE National Off-Licence Association (NOffLA) is calling on the Government to amend Section 22.i of the Public Health (Alcohol) Bill and increase the height of the waist-high barrier, which separates alcohol from other products in a mixed retail outlet, from 1.2m to 1.8m. At Report Stage in the Seanad, following extensive debate and consultation with selected retail groups, including mixed retailers and supermarkets, a newly introduced option (Section 22.i) of a waist-high physical barrier, at 1.2 metres in height, was brought forward by Fianna Fáil and accepted by Government. “We understand that compromise is necessary in politics, but when you are on the right side of implementing real and necessary reform, something that will change forever our relationship with alcohol for the better, we would ask the

Minister to remain steadfast in his objective, and be true to the Bill’s original principles by increasing the height to 1.8m,” argued Evelyn Jones, Government Affairs Director of NOffLA.

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News Retailers Against Smuggling Attend Leinster House to Highlight Concerns RETAILERS Against Smuggling (RAS) recently attended a Leinster House briefing hosted by Fianna Fáil’s Declan Breathnach TD to raise awareness of the growing concern surrounding smuggling in Ireland. Following the success of the ‘Brexit, the Border and the Black Market’ roundtable in Belfast on June 15, Breathnach invited RAS into Leinster House to speak about how illicit trade is negatively impacting Irish retailers and our local communities. RAS believe that until measures are taken to effectively tackle smuggling to protect small businesses, there should be no further increase in excise. We have witnessed a growth in Non-Irish duty paid tobacco, which is a major concern to retailers, from 17% in 2013 to 20% in 2017 and due to the year-on-year increases in excise, this is likely to grow even further. Further hikes will lead to greater price differentials between legitimate, legal, duty-paid products and illicit, non-duty-paid products. RAS are calling for a moratorium on further excise increases until they can be proven not to lead to a surge in smuggling. “We want to give a voice to the shopkeepers around the country that are having their business undermined by smuggled tobacco, alcohol and solid fuel,” noted RAS spokesperson, Benny Gilsenan. “Retailers face an uncertain future with Brexit looming, so the Government needs to totally reconsider its policy of year-on-year excise increases, which clearly help to fuel the illicit trade, and Government also needs to provide more resources to Revenue to stop the flow of illicit goods into Ireland and our local communities. We’re grateful for the opportunity to speak at Deputy

Benny Gilsenan, spokesperson, Retailers Against Smuggling. Breathnach’s briefing today and help raise awareness of this growing issue for small retailers.”

Heatwave Drives Irish Consumer Spending VISA’S Irish Consumer Spending Index, which measures expenditure across all payment types (cash, cheques and electronic payments), pointed to a pick-up in the rate of growth in Irish household Philip Konopik, Ireland Country expenditure in Manager, Visa. June, driven by the recent heatwave across Ireland. Consumer spending was up +5.5% year-on-year in June, up from the +3.7% increase recorded in May, signalling the fastest rise in household spending since July 2016. Growth was also sharper than the average since the series began in

September 2014. Solid increases in spending were recorded across both face-to-face and eCommerce channels. The rate of expansion in eCommerce spending (+5.5%) eased to a three-month low in June, while face-to-face (+5.4%) saw the strongest rise since January. Household spending on Food & Drink reached a three-month high in June, up +7.9% yearon-year. “As Ireland enjoyed a heatwave in June, consumer spending continued to tell a positive story, recording the fastest rise since July 2016,” said Philip Konopik, Ireland Country Manager, Visa. “The good weather benefited the Irish high street in particular, with face-to-face spending marking the strongest increase since January.” Andrew Harker, Associate Director at IHS Markit, said, “The heatwave in Ireland helped to boost consumer spending in June, resulting in the strongest expansion for almost two years. Sector data shows that Hotels & Restaurants, Food & Drink and Clothing & Footwear all saw growth accelerate as households headed out onto the high street to eat, drink and shop while basking in the summer sun. With the good weather continuing into July, consumer confidence at the highest for nearly two-and-a-half years and unemployment at the lowest in over a decade, the stage is set for further increases in spending as the second half of 2018 begins.”

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News Retail in Ireland Live Set to Attract 2,000 Attendees AROUND 2,000 leading retailers are set to turn out for the ‘Retail in Ireland LIVE’ exhibition which takes place at the Citywest Convention Centre on September 5 this year. The crème de la crème of the industry from sectors such as FMCG, grocery, department stores, electronics, DIY and wholesaling will provide attendees with information and unique insights into retail in Ireland at this one-of-a-kind event. Retail technology and growth will also play a key part in numerous debates on latest trends and developments. Speakers for this years event include: • Michael Bell, CEO, NIFDA; • Michelle Fennell, Marketing Director, Musgrave Wholesale Partners; • Dave McLean, Head of PFS Operations, Applegreen PLC.

Delegates can avail of educational seminars, unique insights into areas of growth in the retail industry, talks on challenges and opportunities in the retail sector, technological demonstrations, exhibitor information sessions and numerous networking opportunities. Over 30 speakers and 50 exhibitors will inform and educate attendees who have gathered to meet with suppliers. Directors, buyers, planners and managers will be in attendance to discuss topics such as supply chain and procurement, NPD and innovation, forecourt retailing, store design and fittings, convenience retailing and retail technology. Food to go in forecourts, wholesale foods, retail design, packaging and how people are going to buy food in the future will headline this year’s event, which aims to be bigger than ever. For more information, see www.retailinireland.com.

Retail in Ireland Live Citywest Exhibition Centre Dublin, 5th September 2018

Irish Shoppers Believe Aldi Offers Lowest Prices MORE Irish shoppers believe Aldi offers the lowest prices in the market on a weekly grocery shop than any other Irish retailer, according to a new independent study, which questioned 1,000 adults around the country. 43% of respondents named Aldi as having the lowest prices, while 42% of consumers believe that Aldi offers the lowest prices on fresh fruit and vegetables in particular, with 35% naming it as the best value supermarket in which to buy fresh meat. One in three respondents believe that grocery prices in Ireland have decreased in the last 12 months, of which 70% feel this is because of increased competition in the grocery sector and a new ‘price war’ taking place across the country. Word of mouth is extremely important for Irish consumers, with nearly half (45%) saying they are most likely to turn to their friends and family to find out which supermarkets offer the lowest prices, with 39% looking first to promotional leaflets. Meanwhile, 19% said they get their information on pricing from social media. Looking at perceptions on price by region, shoppers in Munster were the most likely to name Aldi as the lowest price supermarket (51%), with the retailer also impressing

a significant number of customers with low prices in Leinster (48%). In the greater Dublin area, where Aldi recently announced plans to open a number of new stores in the coming months, 30% of shoppers said that Aldi offered the lowest prices. In Connacht, 42% consider Aldi to be the best value supermarket, as do 41% in Ulster. Commenting on the results, CEO, Aldi UK & Ireland, Giles Hurley said, “It is no surprise that Irish consumers rank Aldi Ireland as the best value supermarket in the country. Our proposition is simple – we guarantee that we won’t be beaten on price and we have proved this time and time again. Our customers can be sure that we will always discount the market and offer the highest quality Irish products. “We have cut the prices on over 50% of our product range in the last 12 months to ensure we lead the market on price, dropping prices on everything from our Mamia baby care range, pet care, and household cleaning essentials, to some of our most popular wines, fruit and vegetables and fresh meat. We keep our prices constantly under review and are looking at further reductions so we can give our customers even greater value.”

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Industry News

IFTA Gala Television Presenter of the Year Winner Announced MARTY Morrissey has been announced as the Gala Television Presenter of the year at the 2018 IFTA Gala Television Awards. This prestigious Award was created in recognition of the skill, professionalism, talent and dedication of Ireland’s leading broadcasters, who are currently working across Irish screens every week. The award was a People’s Choice award and was the only award at the ceremony that was voted for by the general public, who cast their vote on the Gala website in the run-up to the event. The awards ceremony was hosted by comedian Jason Byrne, and highlights included Shay Healy receiving the Lifetime Achievement Award; Red Rock receiving the Best Soap category for the third year; The Young Offenders winning Best Male Performance for Chris Walley, and Best Director for Peter Foott; and Derry Girls winning Best Comedy and Best Writer for Lisa McGee. Pictured at the 2018 IFTA Gala Television Awards are (l-r): Gary Desmond, Chief Executive of Gala Retail, with the winner of the Gala TV Presenter of the Year Award, Marty Morrissey and Marketing & Ambient Trading Manager at Gala Retail, Tony Cluskey.

Lidl Ireland Launches Management Degree Programme LIDL has 40 places up for grabs on its all-new management degree programme, offering retail and logistics managers a fully funded Ulster University degree, while receiving on-the-job experience and a full salary. Lidl is seeking retail and logistics managers who have a minimum of two years’ experience to be part of its inaugural ‘Feed Your Mind’ programme. Representing an annual investment of €2.2m by the company, the programme offers positions across Lidl’s 190+ stores and warehouses across Ireland. Commencing in October 2018, the programme offers a two-year fixed-term contract across the roles of Deputy Store Manager or Deputy Logistics Manager and is open to both external applicants and existing Lidl managers. For further information, visit jobs.lidl.ie

SuperValu Launches Beef Producer Guidelines SUPERVALU has become the first retailer in the Irish market to provide guidance and support for beef farmers with the launch of its Beef Producer Guidelines. The retailer developed the guidelines in association with meat producers Kepak and ABP, who supply beef to SuperValu stores across the country from independent Irish farmers. The guide was developed as part of SuperValu’s commitment to sourcing high-quality beef in a responsible manner, underlining the retailer’s leadership position on sustainability by supporting local farmers and by encouraging the more efficient use of food resources. Martin Kelleher, Managing Director, SuperValu, is pictured with farmer Ted O’Sullivan who supplies beef to SuperValu, on his farm in Bartlemy, Co. Cork.

Glanbia Supports Wheely Good Cause

55 Glanbia cyclists got on their bikes to raise money for local charities recently as part of the annual ‘Glanbia 300 Cycle’. Taking off from Glanbia Ireland’s flagship site in Ballyragget, Co. Kilkenny, the cyclists clocked up more than 300km on their bikes on a gruelling round-trip route to Dungarvan, Co. Waterford, which took in towns including Cashel, Mitchelstown, Fermoy and Cappoquin. Now in its fifth year, the cycle has raised over €110,000 for local and national charities since 2014 and hopes to raise a further €33,000 this year. The funds raised in this event will benefit causes including Breast Cancer Ireland, the Good Shepherd Centre and the Amber Women’s Refuge in Kilkenny.

Tesco Communi-Tea Party

TESCO Communi-Tea Parties took place across its 151 stores nationwide on Saturday, June 16. The popular community event returned as donations by the Tesco Community Fund to over 11,000 local causes all around Ireland reach €3m. Since 2014, Tesco customers have been able to donate to their favourite local cause or community project using their blue tokens after check-out. The Communi-Tea parties are a great opportunity for all those that have benefited from the Community Fund, including schools, sports clubs, animal shelters, local charities and many more, to call into their local store and enjoy a cup of tea with friends and neighbours. Pictured launching the Tesco Communi-Tea Parties are Pauline McLynn and Christine Heffernan, Director of Corporate Affairs, Tesco Ireland, with children Alessia Vaggi and Andrea Clopin.

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12|Retail News|July / August 2018|www.retailnews.ie

Industry News Fourth Annual Pakman Awards Launched LEADING Irish businesswoman Chanelle Lady McCoy recently launched the call for entries for the fourth annual Pakman Awards, powered by Repak, which seek to find and celebrate Ireland’s recycling and waste management champions in 2018. Lady McCoy will once again lead the Pakman judging panel to select a winner for the ‘Innovation in Waste Management’ award, as her extensive experience as an entrepreneur and successful business owner makes her a natural choice to judge this category again this year. The Pakman Awards recognise excellence in waste management and recycling among businesses, organisations and community groups in Ireland. “A Pakman Award is an excellent way for any business to demonstrate its green credentials and is a significant accolade for any organisation,” noted Seamus Clancy, Chief Executive of Repak. Nominations for the awards close at midnight on August 31, 2018. To enter the Pakman Awards 2018, visit www.pakman.ie.

Insomnia launches Mission Compostable INSOMNIA Coffee Chain have launched Mission Compostable (#missioncompostable), an integrated instore sustainability programme which will, by 2020, will divert 15m takeaway coffee cups and 20m single use items such as plastic straws, plastic cups and plastic cutlery from landfill. Since Monday, June 18, across over 150 stores and 400 self-service units in Ireland, all take away coffee cups have become compostable and plastic straws have become paper. Pictured at the launch are architect and environmentalist, Duncan Stewart; Eamon Ryan TD, Green Party leader; Imsomnia CEO, Harry O'Kelly; and Holly White, Vegan Food Blogger & stylist.

Dale Farm Signs Significant Lidl Deal LIDL has awarded Northern Ireland dairy cooperative Dale Farm a lead contract to supply cheddar cheese to its stores across the UK, Europe and the United States. The supply deal represents the single biggest contract awarded by Lidl to a Northern Ireland agri-food company and will see Dale Farm’s locally-made block cheddars, as well as grated and sliced varieties, stocked in some 8,000 stores across 22 countries. The contract award means Dale Farm, which is headquartered in NI and has multiple processing and manufacturing sites across the UK, will be Lidl’s main cheddar supplier on a global basis. Pictured are (l-r): Conor Boyle, Lidl Northern Ireland Director, and Stephen Cameron, Dale Farm Group Commercial Director.

Kepak Scoops Nine Awards at World Steak Challenge KEPAK has scooped a whopping nine awards at this year’s prestigious World Steak Challenge. Flying the flag for Ireland, Kepak beat off stiff competition from entrants from large beef-producing nations such as Japan, Brazil and the United States to take home gold and bronze accolades across a number of different categories. Kepak was awarded two gold medals at the competition in grass-fed categories; in addition to picking up an award for Celtic Beef, the business’ US brand. Kepak’s Marketing and Brand Strategist, Victoria Antoniades, and Sean Harrigan, NPD, Kepak, pictured with the Gold Award for Dry Aged Cow in the Grass-fed Category, in the World Steak Challenge.

Special Gala Award Winners at the Ireland Games THE Special Olympics Ireland Games took place in mid-June, bringing together 1,600 Special Olympics athletes from across Ireland to compete in a series of events, along with 600 coaches and over 2,000 volunteers. Ongoing sponsors of Special Olympics Team Ireland, Gala Retail provided 66,000 bottles of Gala water to help keep athletes, coaches and volunteers hydrated over the weekend, as well as sending along actress and TV personality, Aoibhin Garrihy, as a special correspondent to capture videos of the #GalaSpecialMoments taking place throughout the duration of the event to share on the Gala Retail Facebook page. Gala also introduced its own award this year, the ‘Gala Fair Play Award’, created to recognise athletes who embodied the spirit and enthusiasm of the Special Olympics Ireland Games 2018, with one athlete selected to receive the award on each day of the Games. One of the recipients of the Gala Fair Play Award, Grace O’Brien of the Connaught Basketball Team, is pictured with team coaches at the Special Olympics Ireland Games 2018.

Independent retailer offer 2018. Join Repak today for only €200* and avoid any joining fee or additional fees for back years. This once-off 75% discount covers your fees for the second half of 2018. Become a member today and our team will help you fulfil your packaging obligations. On Once this offer expires your store could be liable for joining fees including additional fees for previous years you may have been obligated for. Visit Repak.ie to complete our online application form, or contact our membership team on 01 467 0190.

*Subject to receiving an application before 31st July 2018 and sign up to direct debit.

14|Retail News|July / August 2018|www.retailnews.ie

Industry News HB Launches Iceberger Bar PICTURED is Irish comedian Enya Martin and First Dates star Ethan Miles at the launch of the HB Iceberger Bar, which took place in Dublin’s Herbert Park recently. The launch coincides with new research by HB which reveals insights on Ireland’s dating scene. Results show that day dates are on the rise, with 76% of Irish daters going on one in the past 12 months, and Irish people will go on 2-3 dates before deciding if they like their new partner. This summer, HB has decided to take the nation’s favourite ice cream to its adoring fans and those in need of a fun daytime dating experience by creating the HB Iceberger Bar. The retro airstream van was on the move during July, giving away free Iceberger inspired desserts in Dublin and Galway.

21 Years of Tesco Clubcard SATURDAY, July 7, saw Tesco holding its first ever #ClubcardDay to celebrate the 21st year of its Clubcard in Ireland. It was a day of deals, prizes and fun in Tesco stores around the country to reward Tesco shoppers and to welcome new ones also! Today, Clubcard has almost 1m members in Ireland, and the card has evolved to include a key fob for easy use on the go. Other digital advances include accessing My Clubcard Account online and the integration of Clubcard into the Tesco app, which now allows customers to scan their phone in store and have full visibility of unredeemed vouchers on their account at their fingertips. “Irish shoppers have changed a lot over the last 21 years, and while lots of other things from 1997 may have gone out of fashion, the demand for loyalty and access to offers and savings remains strong,” noted Joyce Kelly, Clubcard Manager, Tesco Ireland. “Clubcard membership has allowed customers to use these savings when they need them and to plan for times of the year when their vouchers will be an even greater little help. With Clubcard Day, it’s our way of rewarding customers for their years of loyalty.”

Gold Medal for Dunnes at World Steak Challenge

DUNNES Stores Simply Better Irish Angus Steaks took home three major awards at the World Steak Challenge in London, recently. The Simply Better 28 Day Matured Irish Angus Rib Eye Steak picked up the prestigious Gold and Silver awards, with the Simply Better 14 Day Matured Irish Angus Fillet Steak honoured with a Bronze award. This is the fourth consecutive year for Simply Better Steaks to be recognised at the World Steak Challenge. “We are proud to source our Irish Angus Beef from Jennings in Ballinrobe, Co. Mayo, and it comes only from Bord Bia Approved Quality Assured Irish Farms,” said Diarmuid Murphy, Simply Better Brand Manager. “Our dedicated team of butchers in Tendermeats carefully select and mature our beef to ensure it always delivers on flavour, and this recognition from the World Steak Challenge is a testimony to our commitment to sourcing only the best Irish Angus Beef for our customers.”

Iceland Celebrates the Power of Frozen

ICELAND has teamed up with nutritional therapist Elsa Jones to launch its new summer range, as part of its Power of Frozen campaign. The Power of Frozen celebrates the best of food from around the world, frozen at source to lock in nutrients and authentic flavours. Iceland have a vast range of healthy options now available in 23 stores nationwide, across frozen fruit, vegetables, meat and seafood, as well as innovative meals, sauces, treats and snacks. “As part of a balanced diet, I have long been an advocate for cooking with and eating frozen foods,” noted Elsa Jones. “While we are all aware of the benefits of eating delicious fresh food, frozen can be just as healthy and can play a big role in maintaining a healthy lifestyle. We still see a lot of waste as Irish shoppers favour fresh every time for certain items such as fruit. So many of us regularly throw out expensive berries and vegetables that haven’t survived the week, yet using frozen berries in a smoothie or juice is a great way to boost your health with anti-oxidants while saving on waste.”

Java Republic Awarded Premier Training Campus Certification JAVA Republic has become the first Irish roasting company to be awarded a certification of Premier Training Campus by the Specialty Coffee Association (SCA). Java Republic has been training baristas since it first opened almost 20 years ago, and in 2014 fully committed to the SCA standards. Java Republic’s team of coffee trainers, led by Vini Arruda (pictured) who was the first Accredited SCA Trainer (AST) in Ireland, offer a range of courses to suit everyone from beginners through to experienced baristas looking to take their career to a recognised professional standard.

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16|Retail News|July / August 2018|www.retailnews.ie

Dairy

NDC: Supporting Irish Dairy

The quality of Irish dairy and its nutritional benefits are recognised at home and abroad, thanks to our pasture-based dairy farming.

THE National Dairy Council (NDC) champions the role of quality pasturebased dairy and its nutritional benefits in supporting healthier, more active living. The private farmer-funded marketing agency works to promote and protect Ireland’s dairy reputation at home and abroad and believes in a future in which Irish dairy is recognised and trusted as a vital part of people’s diet and general health across life stages, indispensable to Ireland’s social and economic wellbeing. Zoë Kavanagh, CEO of the NDC, explains why consumers both at home and abroad can feel assured that they are getting the best quality possible from Irish dairy products. “Ireland is revered all over the world for its high quality dairy produce, with the unique taste which comes from our pasture-based dairy farming,” she reveals. “In September 2009, the NDC introduced a packaging mark giving

consumers in the Republic of Ireland the reassurance of knowing that if they buy milk or cream with the NDC Guarantee, it is both farmed and processed locally. This guarantee gives consumers the opportunity to show their support for local jobs on dairy farms and in the dairy sector in an active way, when deciding what milk or cream to buy.” Supporting Irish Jobs The actual economic value is much higher than this, as the economic multiplier effect associated with the agri-food sector means that consumers who choose milk and cream with the NDC mark are in fact supporting 12,415 jobs in our economy. The NDC Guarantee appears on 350 milk and cream products across the country, ranging from brand leaders to private label or own brand products. This amounts to hundreds of pack types and sizes across many products.

“Origin and quality are top of mind for consumers when it comes to food safety and in the context of the heightened awareness of the need to support our local economy, brought about by the recession,” says Kavanagh. “There is also a growing appreciation for the superb pasture basis for dairy farming, which is a very natural environment for cows. Local dairy farming represents a style of sustainable dairy farming that consumers are also increasingly interested in.” Strong Support for Irish Products Nielsen research showed that 67% of Irish consumers claim strong support for Irish products, which is currently being supported by their actual purchases. Empathy Research also found in a national survey of consumers, aged 1844 years, that 70% of consumers believe it is important that the milk they buy is sourced in the Republic of Ireland.

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Dairy with the terms of an executed trade mark licence, it is permitted to use the mark with a small annual administration contribution. The NDC appointed a Trade Mark Monitoring Committee to monitor and control the use of the trade mark and to ensure conformance to the rules and regulations of the Licence Agreement. The NDC only permits the use of the trade mark to NDC members who satisfy the rules and criteria of the licence agreement. Members must apply for use of the trade mark for specific products/ brands they wish to apply the trade mark to.

The average Irish household consumes 6.5 litres of milk a week, with milk, yogurt and cheese seeing a 2% annual growth. In general, dairy is perceived very positively by the Irish population as a whole: in a recent survey, 78% of Irish consumers perceived Ireland’s grass fed dairy as being superior to that from other countries. But despite the recent interest in dairy alternatives, the NDC believe that the future is bright for the industry here. “The average Irish household consumes 6.5 litres of milk a week, with milk, yogurt and cheese seeing a 2% annual growth,” Kavanagh says. “Three out of four consumers see Irish dairy farming as positive due to our grassbased system. We have identified that 2% of the Irish population are Vegan but 50% of this group trust Irish dairy

farming and Ireland is the second biggest in Europe for milk consumption, with 99% penetration. Bord Bia figures have shown that we had over €4 billion in exports of dairy and dairy ingredients in 2017, a 19% increase since 2016, with butter exports increasing by 60%.” How does the NDC Guarantee Mark work? The NDC trademark is given to all products farmed and manufactured within the Republic of Ireland that are fully traceable. The NDC is responsible for the registration and maintenance of the trade mark. Once an entity is a member of the NDC, pays its levy and complies

The NDC predicts a bright future for Irish dairy.

“

Ireland is revered all over the world for its high quality dairy produce, with the unique taste which comes from our pasture-based dairy farming.

”

Ireland is the second biggest in Europe for milk consumption, with 99% penetration.

With regard to private label products, a member of the NDC who manufactures such product under contract for a retailer or foodservice provider, can apply under the licence agreement to use the trade mark on such product on the condition that it fully complies with the rules and criteria of the licence agreement. The licence is granted for an initial renewable period of 12 months and may be subject to amendments.

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Drinks News Senior Appointments at Irish Distillers IRISH Distillers has announced the appointment of Claire Tolan (top) as Managing Director – Ireland to replace Louise Ryan (bottom), who takes up the position of Managing Director of Pernod Ricard’s global gin business unit, The Gin Hub, in London. In her new role, Claire will be responsible for the distribution of the full Pernod Ricard portfolio of premium wines and spirits within the Republic of Ireland. Claire will also join the Irish Distillers Leadership Team, reporting to Conor McQuaid, the new Chairman and CEO of Irish Distillers, who took up his position on July 1. As the new Managing Director of Pernod Ricard’s global gin business unit, The Gin Hub, in London, Louise will oversee the development and innovation within Pernod Ricard’s portfolio of strategic gin brands, Beefeater, Plymouth and Seagram’s, to further drive growth in the thriving category.

Pearse Lyons Distillery Launches Irish Whiskey

THE Pearse Lyons Distillery have released the exclusive Pearse 5 Year Old Cask Strength Single Malt Irish Whiskey, which marks the first new five-year old Irish whiskey stream to be launched in Ireland in more than 25 years. The first release will feature 1,000 individually numbered bottles of the premium Cask Strength Whiskey product, which will be exclusively available in the Irish Whiskey Collection at The Loop in Dublin and Cork Airport. This will be followed by a limited release Pearse 5-Year-Old Single Malt Irish Whiskey (46% ABV) in 4,000 individually numbered bottles later this summer. Pictured are Conor Ryan, Pearse Lyons Distillery Global Spirits Ambassador; Gearoid Cahill, Head Distiller, Pearse Lyons Distillery; and Tracey Jordan, Aer Rianta Ireland (ARI)/The Loop.

Classic Drinks to Distribute Cremór Irish Cream Liqueur IRISH-OWNED Avondhu Liqueur Company has announced a national distribution agreement with Classic Drinks that will see its award-winning Cremór Irish Cream Liqueur rolled out nationwide. Classic Drinks will now offer Cremór to its client base of over 2,000 accounts across the country, beginning in Cork and Kerry. Last month, Cremór won silver at the Wine and Spirits Wholesalers of America Convention in Las Vegas. Cremór is produced in Fermoy, Co. Cork, by the Avondhu Liqueur Company, a sister company to the second-generation family-owned, award-winning Silver Pail Dairy, Ireland’s largest ice cream producer. There are currently two flavours of Cremór: The Original, which features the classic Irish cream flavours of whiskey and cream, with a hint of white chocolate; and the sweetly-spiced warmth of Gingerbread.

Irish Whiskey Exceeds Growth Targets THE Irish whiskey industry sold 9.7m cases of whiskey globally in 2017, a 10.6% increase on the previous year, according to figures compiled by International Wine and Spirits Research (IWSR). Irish whiskey remains the world’s fastest-growing spirit category and the 2017 global total exceed interim sales targets set by the Irish Whiskey Association for 2017 of 9m cases (an overshoot of almost 8.2m bottles). This growth trajectory puts the industry in a strong position to surpass its 2020 targets of 12m cases (144 million bottles). “In 2014, the Irish whiskey industry set an ambitious target for export growth by 2020. We are well on course to meet and exceed those targets,” noted William Lavelle, Head of the Irish Whiskey Association (pictured). “200 bottles of Irish whiskey are sold every minute.”

Feeney’s Launch Salted Caramel Cream Liqueur FEENEY’S Irish Cream Liqueur, a recent gold medal winner at the Los Angeles Spirits Competition, is launching Feeney’s Salted Caramel, a new Irish Cream Liqueur enriched with the flavour of the moment, salted caramel. Feeney’s Salted Caramel is set to be a big hit this autumn as trend forecasters predict a comeback for indulgence, referred to as the ‘sweet revenge’ trend. “The launch of Feeney’s Salted Caramel is the beginning of a new era for the brand – there are exciting times ahead for Feeney’s and for Irish Cream Liqueur,” noted Shane Hoyne, Chief Marketing Officer at Feeney’s brand owner, Quintessential Brands Group.

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20|Retail News|July / August 2018|www.retailnews.ie

Retail Ireland: Monthly Update RETAIL IRELAND HOSTS INAUGURAL LUNCH ON June 8 in the Conrad Hotel, retailers, policy makers and industry partners gathered for an afternoon of lively networking and outstanding hospitality at the inaugural Retail Ireland Lunch. Award winning CEO Hamish Taylor explained that the biggest risk faced by any business is customer risk. Therefore, retailers need to put the customer at the centre of everything they do within their businesses and this must be their highest priority.

Pictured at the inaugural Retail Ireland Lunch are Hamish Taylor, award winning CEO and event keynote speaker; Willie O’Byrne, Chairman of Retail Ireland and Managing Director of BWG Foods; and Thomas Burke, Director of Retail Ireland.

European Commission Proposes Directive on Single Use Plastics ON Monday, May 28, the European Commission proposed a Directive on Single Use Plastics. The aim of the proposal is to prevent and reduce marine litter. The EU has identified the most common sources of marine litter and these are the target of this proposal. The items identified are: • Food containers (take away) • Cups for beverages • Cotton bud sticks • Cutlery • Plates • Stirrers • Straws • Sticks for balloons • Balloons • Food packets & wrappers • Beverage containers, their caps & lids • Beverage bottles • Tobacco product filters • Wet wipes • Sanitary towels & tampons • Lightweight plastic carrier bags • Fishing gear An overview of the range of measures the EU is proposing for the items listed.

Plan your Autumn Educational and Training Needs Now ARE you in a managerial role in retail or have aspiration in the future to be a retail manager? Then Retail Ireland Skillnet's Degree in Retail Management Practice is the programme for you. Commencing this September in Dublin, this innovative work-based learning degree is delivered over three years, on average two days per month – normally Tuesday and Wednesday between September and May (with no classes during busy retail months such as December and January). Designed by retailers for retailers, assessments are linked to making improvements in the workplace and study skills and learning techniques are provided to equip and support learners' return to education. This Degree is 50% funded by the state and learners only pay €1,500 per year. If you register more than one learner from the same organisation, then further discounts are available. This makes the programme both an affordable and practical path to career development for any aspiring managers within your company. Retail Ireland Skillnet, the education and training division of Retail Ireland, has a wide range of 50% funded training courses, starting with operational training up to senior management level. All Retail Ireland Skillnet courses are work-based learning programmes that recognise your current learning and allow you to access training at a level relevant to your current skills and future aspirations. In addition, all our training is certified by QQI and recognised globally. To find out more please contact info@retailirelandskillnet.com, call (074) 9176853, or visit the website on www.retailirelandskillnet.com

Waste prevention and reduction programmes are a core part of the Irish retail sector’s commitment to tackling environmental issues. Retail Ireland has begun engaging with the Department of Communications, Climate Action and Environment, relevant stakeholders and our European Association, EuroCommerce, on these proposals. We will continue to work on behalf of Irish retailers as the Directive moves through the debate and ratification stages. More information, including the text and annex to the EU proposal, can be found at www.europa.eu. Tel: 01-6051558 www.retailireland.ie

Need more? For more information about what we do and how your retail business can benefit from our unique services and supports, please visit us at www.retailireland.ie.

22|Retail News|July / August 2018|www.retailnews.ie

The Retail News Interview

A Perfect Circle? Derek Nolan, Senior Director of Retail Operations, Circle K, talks us through the official launch of the Circle K brand in Ireland, what it brings to Ireland and what the move to electric vehicles will mean for the forecourt sector here.

Circle K are investing €20m in rebranding more than 420 existing service stations and fuel vehicles from Topaz to Circle K. MAY 2018 saw Topaz officially rebranding as Circle K right across Ireland, two years after the Irish forecourt group was acquired by Canadian firm Alimentation Couche-Tard. The official launch of Circle K coincided with the announcement of a €55m investment in Ireland over the next two years, with €35m going towards the development of four new Circle K Ireland sites and a further €20m in rebranding more than 420 existing service stations and fuel vehicles from Topaz to Circle K. The arrival of Circle K in Ireland has continuously been described as “a gamechanger” for forecourt and

convenience retailing here. Derek Nolan, Senior Director of Retail Operations, Circle K, explains why. How has the official launch of the Circle K brand progressed in Ireland? It has certainly been a busy few months since we launched the Circle K brand in May. Customer reaction to our new brand has been extremely positive and we are looking forward to bringing the Circle K brand across the entire country. With over 420 sites throughout Ireland rebranding to Circle K over the coming 18-24 months, we are investing significantly both in the physical rebrand

of Circle K sites as well as in-store renovations. As each site is rebranded, the local site staff organise a ‘Grand Opening’ event for customers. This family fun day is a great opportunity for our staff to engage with customers and introduce them to the Circle K offers. So far, we have seen everything from live bands on the forecourt to a beach themed event. It is great to see our staff introducing the brand to their local areas with such creativity and enthusiasm! Why did you decide to formally rebrand from Topaz to Circle K, considering the

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The Retail News Interview as possible. Our mission is to ‘Make it Easy’ for our customers. We are joining forces with an established international player in the forecourt retail space, meaning Circle K in Ireland can deliver a superior quality level of service and product to customers locally. What will Circle K bring to Ireland? Circle K will bring even further innovation to the forecourt retail sector in Ireland. With over 15,000 stations worldwide, we will have access to greater insights, product developments and technology, meaning we can continuously deliver a superior quality level of service to our customers in Ireland. These added advantages, along with a very strong local market presence already, can only benefit the customer for the future.

Derek Nolan, Senior Director of Retail Operations, Circle K. extremely high brand recognition for Topaz in Ireland? In 2016, Topaz was purchased by a Canadian Group called Alimentation Couche-Tard (ACT), one of the world’s leading convenience retailers. Circle K is a globally recognised brand and established leader in this space. We are the ninth country in Europe to rebrand to Circle K. All brand awareness scores in other European markets are outperforming previous brands in customer survey and tracking surveys. This gave us great confidence that it would be equally well received in Ireland. Were you worried at all that consumers would suffer from ‘name fatigue’, with some stations having recently been rebranded from Esso to Topaz and now undergoing another name change? Like with any brand change, you must work hard to establish its meaning and what it stands for in the market. The most important part of our rebrand and its messages to our customers has been around our people, our offer and innovation for the future. We pride ourselves on customer service and this will be no different. With the same teams focused on delivering for our customers, our offer will continue to lead forecourt retailing, along with our 'miles' fuel brand on our forecourt.

What does the Circle K brand stand for and what does it mean for Ireland to have Circle K here? Circle K has a clear vision to become the ‘World’s Preferred Destination for Convenience and Fuel’. In Ireland, we aim to fulfil this vision by making each customer visit to our sites as enjoyable

In the last decade or so, Ireland has enjoyed a reputation for innovation on the forecourt that has seen it win numerous international awards. How important is maintaining this reputation for innovation to Circle K? For any retailer, innovation is crucial to developing its offer and we have seen how this has progressed over the past decade in Ireland with us investing heavily in both our forecourt network and our food offer. Circle K will continue to invest and innovate on our upgraded offers in-store and on the forecourt; fuel for the body through our convenience, food and coffee brands and quality fuel for your vehicle.

Circle K will continue to roll out the Simply Great Coffee brand across its store network nationwide.

24|Retail News|July / August 2018|www.retailnews.ie

The Retail News Interview We are also excited to have just launched our new ‘Breakfast on the Go’ offer. This has seen us develop 11 new breakfast lines with a particular focus on healthy options. Additionally, our new lunch offer will see us further develop our healthy offer with three additional wrap options. This demonstrates our focus on food development.

Circle K will continue to be at the forefront of the trends in food-to-go and healthier options. If you look at the past year, we have developed two new key brands in our food offer. The first is our Cantina offer, Ireland’s only forecourt Mexican food

offer, and the second in Good Catch, a fish and chips offer. Such has been the success of Cantina, we have seen this introduced into the Norwegian market.

What innovations do you expect to see on Irish forecourts? Forecourt retailing is changing at a very fast pace and Circle K is at the forefront of leading innovation in this area. Fuel has been our main footfall driver but with the increase of electrification, we need to reinvent our forecourt offer. In terms of our food on-the-go offer, this will continue to evolve at an even greater pace than has been seen in the past number of years and Circle K will look to further develop its current offer. To further support the changes in forecourt retailing, our parent company ACT is committed to offering mobility solutions in every market in which it operates. In addition to investing significant capital in electric vehicle charging infrastructure on forecourts, Circle K is looking at the consumer market for car charging products. Faced

The Cantina Mexican food offer has proved so successful in Ireland, it has been introduced into the Norwegian market.

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The Retail News Interview forecourt and convenience retailing and we have big plans to build on our established business by bringing Circle K global insights to the fore for the benefit of Irish consumers.

Ireland is the ninth country in Europe to rebrand to Circle K. with a future of driverless cars and battery charged e-cars, Circle K is also looking at how to bring both the energy and product offer to the customer in their home or place of work. We have seen a huge upsurge in food-to-go in the forecourt sector, with an emphasis on more choice for consumers and also a renewed focus on healthy options. Why is this? There is a very simple reason for this huge upsurge in food-to-go and healthier options: customers are demanding a greater choice, and like with any food offer, you must listen and stay close to your customer. We have been advocates of this previously and will continue to do so in the future. What other trends are driving the forecourt market? The big question is how quickly the market will ‘shift’ to accept electric vehicles in Ireland and over what period will that ‘change’ happen. Circle K currently operates a ‘two-speed’ business plan, whereby it continues to focus on fossil fuels but is pivoting towards electric car charging technology on its forecourts. We are fortunate being part of a global company as we can see and learn from other parts of the world. Circle K have been active in Norway for several years; an economy that has embraced and pushed electric vehicles and where

electric vehicle sales now outsell fossil fuelled vehicles. This market is currently transitioning and we can learn from it. It’s interesting to note they are only now moving to offer more food, drink, café, and convenience offerings at their forecourts, however; something that we have been doing in Ireland for years! I think we already have a very competitive market for convenience in Ireland and that will only continue to accelerate. The pace of market change in the last 10 years has been phenomenal; the changes for the coming 10 years are likely to be even more dynamic. We are at the cutting edge of

What other plans have you in place to develop the Circle K brand in the coming months and years? Our key objective is to build awareness and understanding of the Circle K brand. The investment in the physical rebrand is supported by a heavy-weighted marketing campaign, which includes TV, radio, billboard and digital adverts. We also plan to engage with customers during our ‘Grand Opening’ events over the coming months. In terms of network development, we will invest in four new Circle K Ireland sites, including a number of motorway locations. These sites, together with the newly developed sites at City North beside the M1 in Dublin and Junction 14 on the M8 in Fermoy, will bring the total number of new jobs to 240, which is always good news. We will continue to roll out the Simply Great Coffee brand across our convenience stores and to invest in our car wash network nationwide. Finally, we will continue to invest in our additised fuel, ‘miles’, and to expand the number of sites offering our premium fuel brand, ‘MilesPlus’. It is already proving very popular with consumers interested in fuel quality, reducing emissions and looking after their vehicle.

Circle K aims to make each customer visit to their sites as enjoyable as possible.

26|Retail News|July / August 2018|www.retailnews.ie

Stocking Irish

Guaranteed Irish: Evolving with the Times Representing 50,000 workers and some of the biggest grocery brands in the country, Guaranteed Irish is an important and evolving organisation for the future, writes its CEO, Brid O’Connell, who highlights the benefits to retailers of stocking indigenous brands on-shelf. THE food and drink industry in Ireland is currently thriving. Recent figures from Food Drink Ireland, the Ibec group that represents the food and drink sector, show that the manufacture of food and drink products is our most important indigenous industry, producing a turnover of €27.5 billion. With 250,000 Irish jobs linked to the agri-food sector all over the country, the sector is absolutely crucial to the Irish economy. We’re delighted to say that some of Ireland’s most iconic food companies are members of Guaranteed Irish and proudly display the original and trusted Guaranteed Irish symbol. They include Flahavan’s, Ballymaloe Foods, Brennan’s Bread, Clonakilty Food Company, Pat The Baker, Manhattan, The Chocolate Garden of Ireland, Gem Pack Foods, Tayto, Sheridan’s Cheesemongers, G’s Gourmet Jams, Kerry Foods and Musgrave. As a result, the Guaranteed Irish organisation is acutely aware of the contribution both the agri-food and retail sectors make to the Irish economy, at a micro and macro level. These businesses provide employment in their local areas, while also flying the flag for Irish produce on supermarket shelves at home and right across the world. The Importance of Stocking Irish From more traditional produce such as breads, dairy and meats to more modern items such as Irish gins, bespoke farmhouse cheeses and specialty crisps, Irish customers are keen to support Irish producers and suppliers in whatever way they can. It’s, therefore, no surprise that many retailers operating in Ireland are anxious to ensure they have Irish products on their shelves.

Brid O’Connell, CEO, Guaranteed Irish. Our members display the Guaranteed Irish symbol as a badge of honour, and that’s because they have earned it. A symbol for provenance and trust, Guaranteed Irish looks at three core criteria when assessing an applicant for membership: •

•

Jobs – A Guaranteed Irish member provides long term quality jobs, including fair working conditions, professional development and longterm employment; Community - A Guaranteed Irish member has a positive impact on local communities and becomes

part of the fabric of Irish society; Provenance - A Guaranteed Irish member’s products or services are of Irish origin or at least a 50% added value takes place in Ireland. Applications are assessed by an appraisals board, and once the applicant company meets these criteria, they are given permission to display the Guaranteed Irish symbol as a badge of provenance and trust. •

Facing the Challenges of Brexit While Guaranteed Irish has been in operation for nearly 45 years,

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Stocking Irish and international business and we are well on the way to achieving this. Many people believe our membership consists of indigenous businesses only, but this is not the case. Our members also include international organisations which have significant operations in Ireland. They make a considerable contribution to the economy and it’s important that they are part of our success story.

Pictured outside Dáil Éireann are Brid O’Connell CEO of Guaranteed Irish; Paddy Kelly, Managing Director, Tegral Building Products; Yasmin Hyde, Managing Director, Ballymaloe Foods; Michael Byrne, Matheson; Siobhan Kehoe, Business Development Manager, Rathbornes 1488; and Kevin Sheridan, Managing Director, Sheridan’s Cheesemongers, as Guaranteed Irish calls on Government to get behind the Guaranteed Irish symbol and recognise significant contribution made by 300+ members to the Irish economy. The call was made at a ‘Meet Guaranteed Irish’ event which showcased ‘best in class’ Irish based businesses who say being Irish has added a competitive advantage to their operations – at home and abroad. we have engaged in a regeneration process recently and we are significantly escalating our role to ensure products and services from Ireland - across all sectors - thrive through and post-Brexit. A recent survey by Food Drink Ireland (FDI) showed that 50% of food and drink companies said Brexit would have a negative impact on the value of export sales, compared with 28% of businesses generally. Some 89% expressed concern about increased custom and certification procedures (60% for all businesses), while 72% highlighted the risk to all-island supply chains, including rules of origin (43% for all businesses). With 35% of food and drink exports going to the UK and a further 33% destined for the rest of the EU, mainly via the UK land-bridge, many in this sector are worried about the impact of Brexit. Guaranteed Irish, as a registered lobbyist, will be working with the Government in the coming months to address the risks facing the sector. Member companies now directly employ 50,000 people in Ireland (similar to the number of people who can fit into the Aviva Stadium) and generate a turnover of €11 billion. Globally, these companies generate a turnover of €25.84 billion. 46% of the members currently export, primarily to the UK, US and mainland Europe. Put simply,

if Guaranteed Irish was an employer, we would represent 50,000 jobs, so we want the Government to listen more intently to the requirements of our members, as they are truly the backbone of business in Ireland. To facilitate this, we are meeting with senior political representatives with a view to achieving the following: •

•

The Government putting its full support behind the Guaranteed Irish symbol and recognising the significant contribution the 300+ member businesses make to Irish jobs, communities and the Irish economy; Supporting Guaranteed Irish members in public procurement processes with a 10% weighting advantage, resulting in positive effects for Irish jobs and communities, as well as reducing Ireland’s carbon footprint. There is already a precedent for this in other EU member states.

Our mission is to increase membership to 1,000 companies by the end of 2020 through a mix of indigenous

Changing to Reflect the Ireland of Today Ireland today is so different to the Ireland of the 1970s and 1980s and we, as an organisation, have a duty to reflect that. As our confidence as an economy grows and our outlook becomes more global, international expansion will be a key focus for members and being able to tap into the international experience of global companies located in Ireland will be a vital element for this. Ireland can’t depend on foreign direct investment nor indigenous growth alone; a combination of both is required. We can all learn from each other. As well as food, drink and retail, membership spans a range of other sectors, including pharmaceutical, healthcare, technology, construction, energy, professional services, manufacturing, tourism, craft and design, and more. Members include KPMG, FBD Insurance, MSD, Matheson, Ervia, Musgrave, Dublin Port Company, Irish Cement, Saint Gobain, Combilift, Kerry Foods, Tegral Building Products, O’Neills, Original Irish Hotels, Acorn Life, Foxford Woollen Mills, Fleetwood Paints, Magee 1866, Kingspan and Bord na Mona. Being Irish has never been more en vogue. We are brilliant business people, who are extremely well-educated and fair in our dealings. In anticipation of Brexit, we need to leverage the brand “Guaranteed Irish” to create new opportunities for businesses based in Ireland, while opening doors to new markets through our diaspora. Guaranteed Irish has been truly reinvigorated to reflect a modern business landscape. Businesses in Ireland are crying out for an authentic brand that can add value to their business – Guaranteed Irish is that brand. Watch this space!

Keep up to date on Guaranteed Irish news here: • • • • •

Website: Twitter: Instagram: LinkedIn: Facebook:

www.guaranteedirish.ie @GuaranteedIrl @guaranteed_irish https://www.linkedin.com/company/2422682/ www.facebook.com/GuaranteedIrishOfficial

28|Retail News|July / August 2018|www.retailnews.ie

Stocking Irish

Celtic Pure Celebrates Pure Moments CELTIC Pure Irish Spring Water and the McEneaney family produce one of Ireland’s best tasting and most natural spring waters, sourced deep beneath the Drumlin hills in Co. Monaghan. As the number one independent Irish water brand, it has become a family favourite in homes across Ireland. It is available in a wide range of sizes that are perfect for all your family’s needs, including a 250ml flat cap bottle in both still and sparkling, as well as sports cap version which is ideal for little hands, lunchboxes and back to school activities. The water brand also offers 330ml, 500ml, 750ml, 1L, 1.5L, 2L and 5L bottles available in still and sparkling across the range. Bottled water is the fastestCeltic Pure: one of Ireland’s growing soft drinks category as it best tasting and most continues to take consumers away natural spring waters. from other soft drinks, posting off-

trade current value growth of 2% in 2016 and volume growth of 3% - to reach sales of €178m and 175m litres respectively. The McEneaney family values have been built on community and creating moments that matter; on recognising what is important in life, the beauty of nature, the support of family, the passion that makes life worth living. These are the values on which the Celtic Pure Brand and Pure Moments has been born. Celtic Pure is available to purchase nationwide and is a proud supporter of Irish sport as the Official Hydration Partner to the FAI, the Monaghan GAA team and now the Dublin Marathon Series.

Celtic Pure’s 250ml sports cap bottle is perfect for little hands, lunchboxes and back to school activities.

Baileys Salted Caramel Chocolate LIR Chocolates, producers of Baileys Chocolates, have recently launched Baileys Salted Caramel Chocolate! Available in bar, pouch and tube format, the new flavour combination is already in high demand. Salted Caramel is a trend that shows no sign of slowing down and combined with Baileys Irish Cream and smooth chocolate, it was an obvious hit! “This is a really exciting launch for Lir,” noted Lir’s Commercial Director, Denis Donohoe. “Our chocolatiers spent a lot of time perfecting the product and we can’t wait for consumers to taste them. Lir is continually pushing innovation and

creating chocolates that reflect consumers’ changing tastes.” The new decadent Salted Caramel launch builds on the continuous success of Baileys Chocolates over the last number of years, which has seen launches in Germany, Poland, Italy and New Zealand, with more in the pipeline. Lir Chocolates has been creating Baileys Chocolates for the last 12 years, making it Diageo’s longest running licensee. All chocolates are created and produced in Lir’s factory in Navan, Co. Meath. This year, the collection was rebranded and we will see the new packaging on shelves towards Baileys Salted Caramel Chocolate: a really exciting launch the end of 2018. from Lir Chocolates.

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Stocking Irish

New Dressing from Ballymaloe Foods BALLYMALOE Foods are proud to announce the newest addition to their salad dressings range as they launch a Balsamic & Irish Apple Cider Vinegrette. Using an Irish sourced cider vinegar and only the best quality ingredients, whilst keeping their promise to never use any preservatives or emulsifiers, this smooth tasting dressing gives every healthy salad the kick it needs to be truly exquisite. Maintaining their drive for products of the highest quality and standard, Ballymaloe Foods uses a Greek Extra Virgin Olive Oil, made in the heart of Greece, in all their dressings. After noting how Irish consumers increasingly looked

for sustainable packaging, particularly amongst cupboard staples, Ballymaloe took the initiative to make the move from plastic to glass packaging. This not only reduced their carbon footprint, but also maximises appeal to consumers looking to retain their high-quality products without the guilty conscience. Ballymaloe Foods has been through an exciting journey since beginning in 1990. They are an Irish, family-run business, owned by Yasmin Hyde, daughter of Myrtle and Ivan Allen of Ballymaloe House. They cook using traditional methods and The great tasting salad dressings range from the best quality ingredients, Ballymaloe Foods, including the new Balsamic & Irish resulting in delicious tasting Apple Cider Vinegrette. products.

W E N

DRESSED FOR

SUMMER NO Added Water NO Emulsifiers NO Preservatives Made with Cold Pressed Extra Virgin Olive Oil.

For delicious recipes visit www.ballymaloefoods.ie

T H

U G H

L E A D

A N G

WHAT IS HAPPENING AND WHEN? SEPT 2018

30 SEPT 2017

From 30th September 2018 retailers are only allowed to sell standardised packs.

TRANSITION PERIOD

YOUR GUIDE TO STOCK ROTATION 1. Organise your stockroom and have your outers containing branded product ready to sell ahead of any product available in standardised packaging.

2. Check for out of stocks and fill your unit up daily.

Plain Packs

3. Rotate your stock - sell branded stock first.

Branded Stock, Sell First

During the transition period it is important to sell through all branded stock before 30th September 2018. Ensure you rotate stock in your stockroom and that your tobacco unit is merchandised with branded stock served first.

POINT OF PURCHASE GUIDELINES

! s p i t p To

Most of your customers may not know of this legislation. We have provided a 3 step checklist to guide you through point of purchase. These 3 steps will ensure that you are providing the best service to your customers.

CHECK ECKtaking the tobacco product out of the unit check CHAfter that it is the correct product the customer asked for. E H C CK CONFIRM CONFIRM Mcustomer to repeat what product they asked FIRthe CONGet you Mcan confirm it as you hand it to them. NFsoOR Ifor INFORM INFORM Tell the customer that, yes the pack has changed, but the product inside is still the same.

John Player will lead you through the transition to standardised packaging with a variety of support tools, information and expert guidance.

Merchandising

Point of Purchase

Visit www.johnplayer-ignite.ie to keep up to date on transition updates as they happen.

LOG ON TO WWW.SHOWMEID.IE & MAKE SURE YOUR BUSINESS IS PROTECTED Smoking is for adults and John Player believes that children should not smoke. Please be ever vigilant. If there is any doubt about a personâ&#x20AC;&#x2122;s age - always refuse the sale. Information for Trade Customers Only.

F o r To b a c c o Tr a d e r s O n l y

32|Retail News|July / August 2018|www.retailnews.ie

Shop Profile

Store of the Future Dawns at Daybreak Daybreak have unveiled their new ‘Store of the Future’ concept at Eoin Crosbie and Padraig Keegan’s newly revamped Maxol forecourt in Castlerea, Co. Roscommon. GIVEN the pedigree of the wider Musgrave Group in Irish grocery retailing, Daybreak is not exaggerating when it refers to its latest concept as the ‘Store of the Future’. Eoin Crosbie and Padraig Keegan’s forecourt shop in Castlerea is the first in Roscommon to offer the ‘Store of the Future’ concept, as well as being the first Maxol filling station in the county. Eoin and Padraig have been operating their own shops since 2006, with well-established stores in Mullingar and Athlone. Their Castlerea shop opened in 2014 and brought their portfolio to three shops, two trading under the Daybreak brand. “We had been working with Daybreak for a number of years before opening our Castlerea shop,” Eoin tells Retail News. “We had a very busy shop in Mullingar trading with Daybreak and we were very happy with our working relationship with the group. Despite being part of a very large group, the service and attention we received from the people in Daybreak was second to none.”

Pictured outside the newly revamped Daybreak store in Castlerea, Co. Roscommon, are (l-r): Hugh O Donnell, Business Development Manager, Musgrave Wholesale Partners, and store owner, Eoin Crosbie.

The 9 Grams premium coffee offering has proved hugely popular with shoppers.

Grasping the Opportunity Once the duo spotted the opportunity in Castlerea, they were keen to grasp it, as Eoin explains: “This is a strong farming community, with a lot of local trade. There is also a lot of passing trade and tourist trade, because we are on the Knock road. We both knew that this location offered a lot of potential that had not been properly exploited.” The first major change that Eoin and Padraig made to the Castlerea site was to brand the forecourt as Maxol. “We were the first Maxol forecourt in the county,” Eoin explains. “Like Musgrave, Maxol has its roots in that family business ideology that has made our relationship with Daybreak and Musgrave so successful. The Maxol

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Shop Profile

The Munch and Co deli has been a revelation, mixing traditional deli favourites along with healthier food options, all using fresh ingredients. brand is well recognised and trusted and we saw an immediate return on our move to Maxol.” Eoin and Padraig waited for the new ‘Store of the Future’ concept from Daybreak to arrive before making any significant investment in the interior of the Castlerea store, with work beginning early this year on installing the new concept into the shop. “We worked very closely with the store design team. We told them we wanted to keep trading through the revamp, as we had built up a loyal local customer base that we

did not want to FACT FILE: inconvenience,” Owner: Eoin reveals. “The team Location: did absolutely brilliant work, Size: transforming the No. of Staff: interior of the shop in phases Opening Hours: over a period of less than five weeks.” The store owners used any disruption caused by the work to their advantage. Regular customers adopted a ‘let’s get through it together’ attitude and Eoin and Padraig used social media to share regular updates on how work was progressing on bringing the ‘Store of the Future’ to life, which built considerable interest and excitement. Incredible Staff They also used the time to train their staff on the way the shop would look, feel and function after the transformation was complete. “We have fantastic staff, but given how big the changes were, it was important that they be extremely well trained and ready to hit the ground running,” Eoin explains. “They have been fantastic during this process and they are the final piece of the puzzle that has made all our hard work such a success.” The time, effort and attention to detail put in by Eoin, Padraig and the store development team during the

Daybreak’s ‘Store of the Future’ concept has transformed the shop into something that feels like a far larger outlet.

Eoin Crosbie & Padraig Keegan Rustic Daybreak, Knock Road, Castlerea, Co. Roscommon. 1,300 square feet retail space 15 full time & part time 07:00-23:00, Monday-Saturday; 08:00-23:00, Sunday. adoption of this concept has paid huge dividends for the business. The fiveweek timeline was extremely impressive as the installation of the new concept completely changed every aspect of the forecourt shop. This new ‘Store of the Future’ concept has transformed the shop into something that feels like a far larger outlet, filled with sub-brands that look like independent concession elements, offering a wide variety of choice in areas like fresh food, food-togo and premium coffee. These sub-brands each have clear and distinct identities: Munch and Co for the deli, 9 Grams for premium coffee and Lickety Split for ice-cream. It is obvious that Daybreak has invested heavily in this new concept. All the sub-brands offer a pristine presence in the broader shop, introducing excitement and wider choice to the shopping experience for customers, while attracting more spend in-store. Dramatic Upsurge in Sales “This was a very large investment on our part, and the result of a huge amount of hard work on the part of Daybreak,” Eoin notes. “Daybreak, and ourselves, are tracking a huge number of KPIs in the shop to see exactly how performance in the shop has changed.” The changes at the till have been dramatic, the store owner reveals: “We are extremely happy with the increase in our margin and in our total sales. Our customers have really embraced the new identity. They absolutely love the 9 Grams coffee offering. The Munch and Co deli has been a revelation; its mix of traditional deli favourites along with healthier food options, all using fresh ingredients, is exactly where the market wants a deli to be right now. Given the weather so far this summer, our Lickety Split ice-cream offering could not have arrived at a better time.” Eoin and Padraig are extremely professional retailers with high standards, which are matched by their retail partners in Daybreak. The hard work and investment put in by all concerned has shown an immediate return as the ‘Store of the Future’ soars in Roscommon.

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Centra Live Well

Meet the New Ambassador for Health Promoting a healthy lifestyle has always been a passion for former rugby player, Donncha O’Callaghan, so when the chance came to work with Centra on their Live Well initiative, it was a perfect marriage. IRISH rugby legend Donncha O’Callaghan was announced earlier this year as the new ambassador for Centra’s healthy living initiative, Live Well. The Live Well plan encourages people to make simple changes to their lifestyle, aiming to make healthy living as easy as possible. Centra are encouraging people to live well, while still making the most of every day. It’s a message that is close to Donncha’s heart, not least as he retires from professional rugby. “I love the message they’re trying to get across and the way they’re putting that message out there,” Donncha insists. “I love that the programme looks at the whole idea of health. I love that it’s knowledgebased, that it’s not faddy, that its based on pillars that Donncha O’Callaghan is joined by Alex Williams and Aoife Lynn to help Centra encourage are going to make a real families to Live Well. difference and a real change in people’s lives.” tips and goals, exercise plans, healthy sure that they are just that, treats. It Live Well is a complete wellbeing recipes and daily step challenges. Each provides a good training programme plan for a happier healthier consumer; 12-week plan was devised by fitness and helpful tips on cooking, nutrition it’s not about calorie counting, weigh-ins expert Pat Divilly with the help of and general mindfulness. I love the or a restrictive regime. It’s a simpleDonncha, and is free to sign-up to on balance in the programme and the lack to-follow plan that can fit into any www.centra.ie/live-well. of preachiness in Live Well.” lifestyle; it can be done anywhere with no “It’s not rocket science,” the Centra has been part of Donncha’s equipment needed, all ages and abilities straight-talking O’Callaghan reveals. life for as long as he can remember. He are catered for and best of all, it’s free. “It’s easy to follow and it’s not telling has good memories of growing up in There are a variety of plans, depending people you have to live like a monk; it’s Bishopstown, where he was a regular on ability, all of which include weekly saying ‘enjoy your treats but just make visitor to his local Centra store. “I have

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Centra Live Well walking children to school rather than driving: “I know everyone’s really busy, but with a little arranging and organising, it can easily be done.” The reasons for this general deterioration in our health are manifold, particularly when it comes to kids, Donncha believes, citing the huge competition for kids’ attention compared to previous generations, including the proliferation of screens. He also describes the “knowledge of what is a treat and what isn’t” as a big source of frustration: “Some foods that are definitely treats are thought of as a member of another food group, and my own kids aren’t immune to that.”

great memories of going up there for my treat after Sunday mass, collecting the Euro ’88 football stickers and going there on my BMX bike.” A Passion for Health The idea of promoting healthy living is one which the former Munster and Worcester second-row is passionate about (“I would always have gotten questions from friends and family about different types of training programmes and about nutrition.”), so when the idea came about to do just that with Centra, Donncha jumped at the chance. If nothing changes, Ireland is on course to become the most obese nation in Europe by 2025. It’s a worrying statistic, Donncha agrees: “Like everyone, you start to think maybe the Government should be doing more. Should there be more done in schools? The statistics say that one in four Irish kids is going to be obese in the next 5-10 years. And then I realised that

“

Live Well is not telling people you have to live like a monk; it’s saying ‘enjoy your treats but just make sure that they are just that, treats… I love the balance in the programme and the lack of preachiness in Live Well.

”

I’m a dad of four kids, so I thought, I have to be a good dad and help them out, take control of that.” Small changes can make a big difference, according to the Centra Ambassador, citing the example of

Planning Your Week Well Donncha is extremely conscious of looking after the health of his four children, arguing that “there is no replacement for spending that time together in a family activity”. He acknowledges that “Everyone seems to be a lot more time poor these days, so my answer is to plan; sit down at the start of the week and work out where your kids are getting an hour of active play in the day.” Even something as simple as going to a local green or park to play for half an hour can make a big difference, according to Donncha. “My kids think I’m a genius,” he laughs. “They think I invented Stuck in the Mud. They hadn’t played it before so they think I came up with this game where when I catch them, they are stuck and can only be released by one of the others crawling under their legs. These are just games we played in the 80s and thought nothing of it.” He feels that today’s concerns about health and safety may have taken some of the fun out of being a child, recalling that when he was young, there were far more children in casts for broken limbs. “You always had a buddy at home with a broken leg or a broken arm,” he smiles. “Health and safety has become massive and we all want our kids to be in a safe environment, but sometimes there is a bit of mischief in running around a playground, a park or even the school yard. Everyone wants to provide such a safe environment that maybe we stop things like that and I don’t know if that’s such a good idea. We need our children to be safe but I think we have a duty to put our kids front and centre and make sure that we do right by them, that they’re fit, healthy and active and that we provide them with all the information to make good decisions.”

36|Retail News|July / August 2018|www.retailnews.ie

Centra Live Well Making a Real Difference Donncha insists that a programme like Centra’s Live Well can make a real difference. “I hope that, first of all, it can be practical and easy to follow and enjoy, that it’s a bit of fun,” he says. “Live Well is not shouting or preaching at you to get out, just providing solid motivation blocks. I’m not talking about being super-fit. Whatever fitness level you are at, I’d like you to be able to get something out of Live Well, and I’d like it to inform people, to get them to ask themselves ‘could I be eating a better breakfast?’ or ‘why is it important I don’t skip a meal like that?’.” He feels that one of the big advantages Donncha O’Callaghan has healthy living wrapped up, thanks to the help of Aoife Lynn. Live Well has over fun with them,” he insists. “I can focus given different names. KPIs are definitely other health regimes is that it’s 100% my time into them now because, being forms of measurement within rugby but accurate, balanced and different to honest, I’ve been selfish for the last they’re not called that.” the ‘fad’ diets, which he describes as three years, especially when they were He's also extremely hopeful that a massive problem: “One of the good young. Playing overseas wasn’t ideal, good times are on the way again for his things about being in pro sport is that family-wise. home province. you spot the fads and you’d never go “I feel blessed that I had 20 brilliant “I know this might sound crazy but near them, but that isn’t always the years doing something that I loved. I’m I remember we nearly had to lose a few case for young people, with the power thankful to it because it has shown me big games to get to that point where you of marketing: all the messages can be the discipline that it takes to make it, have no other choice but to get results. confusing. The best way to get healthy is no matter what you do, and it has given I’ve a feeling that the lads are at that to have balance in everything. With some me the building blocks for how to live a point now,” he argues. “They’ve had of these faddy diets, you might look healthy lifestyle. The professional rugby some tough days. They don’t want to amazing, but you might not be actually side of it is extreme and you don’t need have those scars; they want to push on. healthy.” to be at that end of things at all but you I’ve been there with Munster: we had to Since signing up with Centra earlier do need general knowledge of health and lose seven to win one. this year, Donncha has been delighted diet.” “But rugby is changing as well. with the public reaction. “It’s been great. Look at the Saracens, the Toulons, the The other day, coming out of mass, a The Munster Effect Racings: they are big money clubs now. little girl turned and said, ‘Dad, that’s the Donncha has just taken on a nonWhen I was playing with Munster, the man who works for Centra’. I’m thinking, sporting role with his home club, teams we were competing with were ‘You win two European cups and a grand becoming a corporate ambassador Biarritz, Perpignan, Toulouse. If you look slam but that’s who I am now’,” he for Munster: “It’s a place I love so it where they are now in the French league, laughs. “She was right though.” doesn’t ever feel like it’s work. When some of them are in the second division. you’re chatting about a place you love It shows the new professional rugby Hanging Up His Boots and you’re motivated to do well, that model – I was exposed to it at Worcester Having hung up his boots at the end of makes it easy. But you have to make – where there’s an owner of a club the 2017-18 season, having helped to sure you know the business inside out. making the decisions. But Irish rugby is keep Worcester Warriors in the English When I started playing, it was a hobby in a great place. top flight, Retail News wondered if his that turned professional, but now it’s a "I think what Munster are doing is retirement sunk in yet with Donncha, full-on business and you can’t be slow great. They know Leinster are setting or will it be September before his body to adapt and move with the business the benchmark at the moment, but I really knows his rugby playing days are side of it, learn the lessons from other think we’ve got the Irish rugby system over? businesses, measuring yourself like absolutely right for us. The English “I’m so glad to be out the other other businesses do. These are things would never admit it, but I think they’re side feeling fit, healthy and well and that go on within sport but they’re just envious.” being able to play with my kids and have

Moy Park’s delicious breaded and ready-to-eat ranges keep customers coming back for more. Customers are looking for great taste. It’s as simple as that. That’s why Moy Park has developed a simply delicious range of breaded and ready-to-eat chicken that keeps customers coming back for more. Moy Park’s breaded chicken range has been crafted with taste front and centre. These are munchable morsels of crispy goodness.

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Big News from

Aptamil!

Aptamil from Danone Early Life Nutrition is introducing its biggest category innovation in over a decade, with a new visual identity across the range. AS Ireland’s number one baby milk brand (Source: Nielsen Scantrack Data MAT May 20, 2018), Aptamil are constantly innovating to bring parents the latest discoveries that their science has to offer. Inspired by 40 years of breastmilk research, new Aptamil Follow On Milk and Growing Up Milks with Pronutra Advance combine a new unique process with a patented blend of ingredients, including vitamin D, to support the normal function of the immune system. Their refreshed pack designs include clear front-of-pack staging, making the products more easily identifiable on shelves. “At Danone Early Life Nutrition, we are devoted to bringing mums and their

powder formulations with a unique and patented blend of ingredients but the new-look packaging across the range now further reflects the premium nature of our brand, giving retailers a visual INTRODUCING pointOUR of sale and helping consumers PATENTED NEXT GENERATION APTAMIL FOLLOW ONisMILK understand which product most & GROWING UP MILK FORMULATIONS suitable for their needs.”

little ones the latest innovations our ground-breaking science and research has to offer,” explains Sarah Dennehy, Category and Channel Development Manager. “We work with passionate experts to continuously develop our products and we’re extremely proud and excited about this launch. “This is the biggest change we have made in over a decade and we truly believe our investment in maintaining quality means our range is one of the best in market. Not only do we have

INSPIRED BY 40 YEARS OF

Breastfeeding is best for yourRESEARCH baby. Follow PIONEERING BREASTMILK On Milk should only be used as part of a mixed diet and not as a breastmilk substitute before 6 months. Use on the advice of your healthcare professional. Use Growing Up Milk as part of a varied diet from 1 year. Breastfeeding is best for your baby. Aptamil Follow On Milk should only be used as part of a mixed diet and not as a breastmilk substitute before 6 months. Use on the advice of your healthcare professional. Use Growing Up Milk as part of a varied diet from 1 year.

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Legislative Requirements for Grocery Goods Contracts The Competition and Consumer Protection Commission (CCPC) has specific responsibilities in relation to the monitoring of compliance with the Consumer Protection Act 2007 (Grocery Goods Undertakings) Regulations 2016 S.I. No. 35 of 2016. This notice reminds suppliers and relevant grocery goods undertakings that they must comply with their obligations under these Regulations. A relevant grocery goods undertaking must ensure that all of the terms and conditions of a grocery goods contract to which it is a party to must be: • Expressed in clear understandable language; • Recorded in writing; • Signed and retained by both the relevant grocery goods undertaking and the supplier. Copies of contracts must be retained by the relevant grocery goods undertaking for 6 years after the end of the financial year to which the grocery goods contract relates.

Further information is available in the business section of www.ccpc.ie

12/07/2018 16:08

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New from Lindt

Lindt Launch Treat Bar Multipacks Following the phenomenal success of the Lindor Treat Bar range, this summer sees the launch of the Lindor Milk and Orange Multipacks, offering consumers “a moment of bliss wherever they go”. GROWING at +29.9% and now worth over €1.3m in RSV, the smooth melting Lindor Treat Bar is Ireland’s number one premium chocolate countline and is a proven must stock product for retailers this year (Source: Nielsen Scantrack MAT, Snacking Countline Market, to May 20, 2018). Available in a slim stick format, it is the perfect “on the go” treat and is available in two delectable flavours; the classic Lindor milk recipe and a zesty orange flavoured milk chocolate for those looking for something with a little twist.

Lindor Treat Bar, a must stock product for retailers this year, available in two flavours; the classic Lindor milk recipe and a zesty orange flavoured milk chocolate for those looking for something with a little twist.

New Multipacks Launched for Summer Following on from the success of the Lindor Treat Bar range, this summer sees the launch of the new Lindor Milk and Orange Multipacks, the same slim stick packaging but in a convenient

multipack format, perfect for filling the lunch boxes or as a little picnic treat while you are out and about. The Lindor Multipack is available in all leading retailers and retails at €2.69.

The Lindor Treat Bar 38g range retails at €1.29 and is available nationwide. Give your shoppers a moment of bliss wherever they go with the Lindor Treat Bar.

New Lindor Treat Bar Multipacks, the same slim stick packaging but in a convenient multipack format.

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What’s New JACOB’S UNVEILS SUMMER SNACKING RECIPES JACOB’S has unveiled its summer savoury campaign with a host of summer snacking recipes, as well as adding to its already extensive repertoire of delicious savoury snacks. New Jacob’s Cracked Black Pepper Cream Crackers (pictured) are launched in a move that sees the quintessential Jacob’s classic updated with a peppery modern twist. The new recipes, which are available on the Jacobs.ie website, include two signature recipes from food writer and TV chef, Darina Coffey: Darina’s Crackin’ Crab Canapés with new Jacob’s Cracked Black Pepper Cream Crackers and Darina’s Crunchy Crouton Salad with Jacob’s Crisp Bakes with Wholewheat. For more information, see www.Jacobs.ie.

FRANK AND HONEST LAUNCH TAKE-HOME RANGE FRANK and Honest is delighted to launch its new product range so consumers can now bring their favourite coffee home as well as enjoying it on the go! With uncompromising quality, its 100% Arabica blend of Brazilian and Colombian coffee is now available as Whole Beans, Ground Coffee and Capsules. The new product range is exclusively available at SuperValu and Centra stores in over 560 locations nationwide. Find out more at www.frankandhonest.ie.

SMA NUTRITION ENTERS ORGANIC CATEGORY SMA Nutrition is introducing SMA Organic First Infant, Follow-on and Growing Up Milks. The milk used to make SMA Organic First Infant, Follow-on and Growing Up Milk is sourced from certified organic farms, and meets strict EU organic requirements. The cows that produce the organic milk spend time outside, where they can graze on green pastures and are fed organic feed. The complete range is launching in all major retailers in Ireland throughout July and August. For more information, see www.smababy.ie.

SNACK A JACKS MINIS FROM PEPSICO FANS of Snack a Jacks now have a delicious new way to “Snack differently” and enjoy the tasty rice cake snack with the arrival of new Snack a Jacks Minis. The miniature snacks come in packs of four and are available in chocolate coated or yogurt coated, making them ideal for a lighter way to enjoy on-the-go snacking! Each pack of new Snack A Jacks Minis contains less than 72 calories per pack, meaning consumers can enjoy the deliciously light taste of milk chocolate or yogurt on mini rice cakes without feeling weighed down!

TOM & OLLIE RETAIL PACKS TOM & Ollie, the Northern Irish producer of artisan pastes, tapenades, dips, pesto, hummus, roasted tomatoes and olives, has launched a new range of retail products.Based at Broughshane, near Ballymena in County Antrim, Tom & Ollie is one of the most successful producers of artisan fresh foods at markets across Northern Ireland and the Republic of Ireland. The new 15-strong retail range is based on the company’s most popular offerings at markets and represents an important diversification for the business, which has SALSA accreditation. The new range is available in a range of pack sizes between 180g and 230g in tubs within an attractive sleeve.

PIP & PEAR GOES NATIONWIDE IRELAND’S much loved and home-grown chilled baby food, Pip & Pear, is thrilled to announce they have gone nationwide and are now available in 112 Tesco stores across Ireland, as well as online through Tesco.ie. Pip & Pear‘s guilt-free offering is a natural and tasty range gently cooked using Irish Bord Bia approved meat and poultry, organic fruit and vegetables. With no added salt, sugar or additives, Pip & Pear is just like homemade and is made in Ireland. The dishes include ingredients such as coconut milk, apricots, butternut squash, ginger, cumin and lentils, offering babies a wholesome and varied selection filled with vibrant flavours and colours.

brand design with purpose Our team is driven by a consuming curiosity about brands. We don't over complicate things, we have an open friendly approach while working in partnership with all our clients. If you would like to chat about your brand and design needs, give us a call. +353 (0)1 664 3235 info@meshdesign.ie

www.meshdesign.ie

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Packaging Design

Does Your Brand Stand Out? Packaging has always played a key role in the marketing mix, and often proves the pivotal tool at the point of purchase, helping to differentiate your brand from its rivals on-shelf.

WHEN it comes to marketing, people often talk of the five ‘P’s: product, price, promotion, place and packaging. The latter, while sometimes neglected by brand owners or treated as an afterthought, can be the front line in the battle for shoppers’ attention in the critical in-store battleground, where up to 70% of purchase decisions are still made. Psychologists have proven that a shopping decision is often made in less than a second, so if the pack on the shelf doesn’t draw the attention of the shopper immediately, their mind has already moved onto something else. If a product isn’t packaged properly, all the investment that went into its creation could be wasted as it isn’t achieving the necessary cutthrough to its end users. The best brands understand that packaging isn’t just about keeping a product safe or fresh, but is an integral part of the marketing mix. Your packaging is like your calling card or signature and it can play a crucial role in attracting and retaining customers.

A Blank Canvas Indeed, the wealth of packaging materials available to brands today, from cartonboard to aluminium or plastic, are effectively a blank canvas for creative teams to work their magic, turning the packaging into a miniature billboard that can attract shoppers at the crucial point of purchase. Good packaging shows off your product in the best light and communicates your product’s benefits to shoppers and consumers. It’s often the first thing they see and it has to be able to catch their attention in milliseconds. Packaging effectively incorporates all other elements of a brand’s sales and marketing strategies and helps to tell the brand’s story. When packaging is effective, it can communicate: • • •

Your brand story, your values and your promise to consumers; Your brand’s personality, its primary attributes, from reliability to luxury, pleasure, security etc; How your product is superior to competing brands.

Attracting Those Who Don’t Want to be Attracted Today’s shopper is smart, savvy and tech-friendly, so getting their attention isn’t always easy, especially when combined with the plethora of other brands competing for their attention, where there are often thousands of marketing stimuli in-store. Packaging can help to reach consumers who are no longer swayed by traditional advertising and sales practices: the right packaging can help to communicate brand values, missions and quality. Packaging should always be designed and created as an integral part of a consumer and shopper marketing mix as it will be the focal point for use in your advertising communications in the future. Packaging must stand out in-store to give your branded product that on-shelf visibility it deserves, whilst packaging also has a major role to play in developing a brand’s identity. Not only is the visible design of your packaging important but also the functionality of the packaging must serve a purpose, for consumer, shopper and retailer. More and more, not only is this

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Packaging Design Sustainability and the environment are huge concerns, not just for business but for consumers too. Packaging has to be fit for purpose, but not over-fit: a package has to be strong enough to ensure it arrives on-shelf in the condition it left the packaging company. Plastic packaging has received plenty of bad press in recent months, but what’s sometimes forgotten is the vital role plastic plays in extending shelf-life and cutting down on food waste. That said, there is definitely plenty of room to improve on the recycling of plastics, as evidenced by the EU’s position paper on plastics and the circular economy, printed earlier this year (http:// ec.europa.eu/environment/ Many in-store purchasing decisions take less than a second, so your packaging has to grab circular-economy/pdf/ the consumer’s attention immediately to draw them to your brand. plastics-strategy-brochure. pdf). Your packaging says a lot about environment – both crucial if you are to visible design of packaging in-store how you feel about these issues. gain and retain customers. hugely important in helping to convince Consumers want packaging that is not Showing how your brand feels a shopper to purchase your brand, only recyclable but also sustainable about its customers can be as simple but also so is the functionality of the and they’re not afraid to vote with their as changing your packaging to make it packaging, particularly when it comes wallets to see these needs met. resealable or introducing a ‘gusset’ to to convenience products, where brand The bottom line is that packaging the bottom of a pouch so the package owners must ensure that the packaging is a crucial element of your marketing stands up easily in a press, basically makes it easier for people to both use mix, a silent salesman that can win anything that makes the product more and store the product. you new customers and help to retain convenient for the end user. The shops of today are packed with existing buyers. Don’t get left behind. a multitude of colours, shapes, signs and messages. Shopper marketers have begun to give more focus to product packaging over recent years as it is clear that it is a crucial touchpoint in the store. A product’s packaging is one of their most important tools in creating brand awareness, standout and loyalty, as brands fight for on-shelf visibility. Packaging has a vital role to play in achieving instant recognition instore. New products are launched more frequently and with the mass of private label products occupying shelf space, effective brand communication and uniqueness are essential in ensuring your brand is both easily spotted and attractive to a potential customer. The Silent Salesman When packaging is done right, it essentially becomes the voice of your brand. It can tell your brand story, revealing how your product is better than its competitors, as well as showing how your company and your brand feels about its customers and about the

How do you ensure your brand stands out from the crowd?

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The Retail Doctor

The Retail Doctor Will See You Now

Bob Phibbs, CEO of New York-based consultancy The Retail Doctor, is one of the world’s most recognised retail strategists, whose client list includes some of the biggest brands on the planet. He explains how he became The Retail Doctor and advises on how to succeed in the tougher than ever retailing environment of today. CONFIDENCE, authority and approachability are three things you’d want from a keynote speaker at a major retail conference and with Bob Phibbs, you get all three in spades. Affable and erudite, the man known as The Retail Doctor has become one of the most recognised retail strategists and futurists in the world, an expert on customer service, a marketing mentor, the author of three books, as well as a

motivational speaker in huge demand. Phibbs began his New York-based retail consultancy, The Retail Doctor, in 1994 and hasn’t looked back in the intervening 24 years, with a client list that includes Caesars Palace, Yamaha, Brother and Lego. Named one of the top retail influencers of 2016, Phibbs is also an American Express merchant advisor, IBM retail futurist and RetailWire BrainTrust partner, and regularly

performs business makeovers for the Los Angeles Times. He’s also highly in demand as a conference speaker and Retail News caught up with him shortly after he wowed the audience at the Retail Excellence Retreat at CityWest Convention Centre. “I hope you’re recording this,” Phibbs warns us. “I’ve just come off stage about 30 minutes ago and I’m still a little excited.”

Retail News|July / August 2018|www.retailnews.ie|45

The Retail Doctor Do you still get the same buzz from talking to an audience? “Always. One attendee came up to me at the end today and said ‘I go to a lot of conferences and they’re usually all about generalities but you just pretty much put it out there what it will take to be successful in 2018. It’s all about people, and that’s refreshing because I generally don’t hear people talking like that anymore.’ And that’s great because you’re looking for the light bulbs, when people realise ‘oh, that is all it’s about’. It’s a performance, but when you know the audience likes what you have to say and you’re saying it, it’s a nice triangle.” So how did you become the Retail Doctor? “The short story is that I’ve been in retail since I was 16. I put myself through college selling shoes. I got my degree in Bob Phibbs insists that there is a future for bricks-and-mortar stores, providing they music, and I started my practice make their customers feel like they matter. teaching, realising I didn’t want ‘Yeah, we would’. So they did a whole “In all of this, there are great to have 30 teenage boys trying profile on me, which led to speaking opportunities, even at the grocery store. to play ‘Stairway To Heaven’ on untuned gigs, which led to the Los Angeles Times I like sandwiches when I’m not travelling guitars so I went with my minor, working asking me to do business makeovers and I go to the deli. Never do they upwith a store. I worked with a bunch of and I built the brand 24 years ago. But sell or have a connection. It’s always Western Wear stores, which was cowboy it’s always been about retail.” ‘do you have a coupon for that?’ All they clothes: that sounds kind of silly now but mention is what’s on sale, which is the in the 80s, that was very big in America; How has the business of retail changed same with a lot of apparel retailers. The it was a huge trend. I brought the highest since you started your business back in bad thing about that is you want them to increase in sales in South West Plaza, 1994 and, perhaps more importantly, sell the things that cost more. You put the number one mall in America. I was what lessons remain the same? things on sale so that the price is what at a supervisors’ meeting one day and “What has certainly changed is that sells it. A lot of people just don’t get that. the owner asked, ‘What’s the company’s nobody is innovating with new pieces There’s no two ways about it: grocery, greatest asset?’ I said, ‘That’s easy: its of the pie: they’re just trying to steal hospitality, restaurant, everyone has a employees.” He said, ‘Wrong, it’s its off little pieces of everyone else’s pie. lot more competition than we have ever customers.’ I had worked with him for There are more places to buy more had. But if you develop a ‘customer first’ 14 years at that stage but I went down to things than we ever thought possible profile and say ‘Why, today, did she walk his office and said, ‘Customers can go with online. I think brands who weren’t into my store?, if you’re curious about anywhere. They’re not loyal to us. The really doing a great job before have cut that, then you start to see new ways only way we ever built this company was staff, which has impacted the customer to do business and to become more with people. I can’t work for a company experience and has opened the door for engaged with your customer than what like this: I’m out of here in two weeks.’ consumers to say ‘I don’t want to have has been the norm for the last 20 years, So I quit and it was like, now what am I a bad experience: I’d rather have no which has been to pull back from that gonna do? experience and buy online’. engagement. “I went to a Tony Robbins seminar “On the other side, what hasn’t in Los Angeles and he said, ‘pick changed is people still go out for a Has technology made it easier for something that only you could own’. I connection. Retail has always been brands and retailers to connect with thought ‘The Retail Doctor’. I don’t know about people. It always will be about consumers? why I came up with it but I bought the people. If you just make people feel that “I think it has made it easier to give the trade mark the next morning. I was a they matter, they buy more. The reason illusion of connection. So you’ve got an consultant for a couple of years and then so many are hurting is people either Instagram account and you’ve 8,000 likes I really hit it with a little coffee company feel nothing when they go to a store or because you put up a picture of a girl going up against two Starbucks and I got they feel worse, because the employees in a swimsuit with a fancy pair of eara story in the local paper and then in the weren’t trained or the merch looks like rings. Is that your customer doing that regional paper. Eventually I called The it’s too much to shop – I don’t want a or is that just people going ‘that’s a nice New York Times and asked ‘Would you wall of 100 shoes to choose from: I just picture’? I think there’s a big discrepancy be interested in this story about how the want the pair that’s right for me. around what engagement means. ‘Likes’ little guy beat the big guy?’ and they said,

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The Retail Doctor are fine but realistically, the only engagement to me is someone giving me money for my services. “The other interesting thing is that beauty category is up 25% this year. Isn’t it interesting that young women are trying on faces instead of clothes? That’s a big change. They’re even creating make-up lines to wear for selfies. There’s this image that I’m OK and everything’s fine. It’s very different from what we used to do. The guy used to buy a suit to go on a date with the girl. Now in most big cities in America, the girl can rent the shoes, the dress, the jewels and the purse and return it the next day: it doesn’t become a part of her. So I think that’s a challenge for brands: how do you understand that engagement is using the product and owning it and not just getting the value from it and returning it?” Bob Phibbs has become highly sought after as a motivational and keynote speaker at conferences all over the world. The buzz phrase for the last few you will set it to the brand of soap you years has been omni-channel retailers, I don’t see that the magic key like and once your soap runs out, it retailing. Do you believe that true is there. You’re not going to offer this will automatically re-order it. Those omni-channel retailing is achievable? and suddenly grow sales by 50%. You capabilities aren’t even cutting edge: “I do. The ultimate is Amazon and might grow your online sales by 10% that’s just where we’re going. So the retailers are split over it. Some are but if you spent 30% of your budget to mid-sized grocery store is going to going, ‘They’re not our enemy’ and get that 10%, I don’t think most people become really hard and I think the future others are insistent that ‘they really would consider that a good ROI [return is not going to be these long aisles are the enemy’. I think the reason on investment] even knowing that that’s where I can look down from one end why Amazon is such a big part of where we’re going in the future.” and say ‘nothing is there for me’. I think the dialogue is because they have we’re going to see more pods than long fundamentally changed the way we think aisles, I think we’re going to be curated about customer service when it comes to Retail has always and I think the CPG [consumer packaged online. I can buy something for 10 bucks goods] companies know that. They’re and if I don’t like it or it doesn’t suit my been about people. It going to decide whether they go big and purpose, so I go to fill out the form and it always will be about go direct to consumers and try to skip couldn’t be easier: I click the item, click over the retailer. the reason I’m not happy with it and they people. If you just “But most people are going to go say we’re going to credit your account, to the grocery store for the foreseeable keep it and don’t bother sending it make people feel that future. The key is: how do you make it back. In the old days, the retailer would they matter, they buy not feel like work? How do you make it demand the item back, along with interesting? How do you innovate with various other forms etc before giving you more. fresh meal replacement? How do you credit, so that’s fundamentally changing innovate with your bakery? How do you the way we shop. innovate with not just doing the same “As far as the omni-channel world, thing we’ve done for 50 or 100 years? I I think Walmart and several American Most of the big grocery retailers in don’t think the big boys have hit it out of retailers are making big strides, but Ireland have an online presence but the park yet.” here’s the thing: it’s very expensive to do. the majority of their sales are still Their margins are going down into the generated through people coming A lot of the talk these days is about realm of 20-30% instead of 40-50%. Free through the doors of their bricks experiential shopping and creating shipping both ways is very expensive. and mortar stores. What do these theatre in-store to entice and retain Everybody thinks that home delivery bricks and mortar stores have to do to customers... of groceries is the key to everything compete with online? “What does that look like? I hear that because we’re in your house every week “One of the challenges we’re running spoken but do I really need someone to but it’s very expensive and very hard to into is that the middle of the aisles are be talking to me and explaining what do that consistently: I don’t think even dying, right? People are eating more they’re doing while they’re making Amazon has mastered that yet. healthily so candies, sodas, all that bread or do I just want fresh baguettes “I think the big players are able stuff is being punished. We have new whenever I walk into your store? That’s to do omni-channel but for most appliances coming on stream whereby

“

”

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Toradh caithimh tobac – bás. Smoking kills.

48|Retail News|July / August 2018|www.retailnews.ie

The Retail Doctor a harder thing to do, but to me that’s what customers care more about. In the States, when they added a coffee house, it added 5% to the basket because it slowed people down. Whenever you can do that with purpose, that’s great, but I don’t know what the theatre would look like that would be compelling. “I know a store called Stew Leonard’s in Connecticut who had an iPad over their fresh corn during the summer and you could see where the corn was picked and there was a farmer talking about how it had been picked that day. I thought that was brilliant. That’s interesting theatre and it certainly reinforced that it was fresh. But is that gonna make me more or less likely to buy the corn? I think it’s interesting but I don’t know that theatre on its own is going to making fans of your shoppers: your food is what makes raving fans of your shoppers.” Retailers today have access to more data than ever before about their customers. Are they using this data effectively? What more can be done? “Most retailers have no idea what they have, which is why they are using Watson and trying to find new ways to connect. The trouble is, there are too many data points to connect. I was speaking to someone from a big US retailer recently who said that when they started looking at analytics, they found that people who bought pineapples also bought phone cards and bought toothbrushes, but what do they do with that information? You can’t run a call-card and toothbrush display beside pineapples. That’s why it’s so hard for retailers to know what to do because if you just look at the data, you think it’s a slam-dunk, but is it actionable? And more importantly: is your data buried in different silos, whereby marketing uses one thing, the buying group uses another etc. “I know NetSuite, who were bought by Oracle last year, have a whole ERP system that controls manufacturing, retailing etc, so there is one data set that everyone works from, which is the opposite of most retailers, where each department has a different data set, often that don’t talk to each other and often that can’t be imported or exported unless you do it manually, so it’s a lot of work and they just don’t do it: instead, they throw up their hands.” You mentioned earlier that you made your name with a story of a small, independent coffee shop taking on the multinationals back in the 1990s. With the increasingly global nature of today’s

Bob Phibbs: “90% of customers are walking into a brick-and-mortar store feeling worse that they chose to go there. That’s a huge opportunity for a new brand or a legacy brand to say, ‘we’re going to do it differently’, and that’s the kind of client I work with.” retail market, can independent stores still compete with the big boys in 2018? “I think they can. I was lucky in that when we did this 30 years ago, people cared about it more. I think people are more cynical these days. They want to know ‘what do I get out of their store staying open?’ One of the things we have in America is the idea of ‘buy local’ and ‘locals first’. There’s a bookstore near my house, for example, and there’s a sign as you walk in that says ‘if you see it in our store, buy it from us because if you buy it from somewhere else, we’ll be gone and you won’t have a place to do this’. I thought, ‘Really? You’re trying to guilt me into it?’ I’m not buying local and putting up with bad service. I’m not buying in a local independent grocery store if the produce doesn’t hold up. I don’t want to have to settle by going local. “I say to coffee houses, if you want to go into business, your entry point is to do everything that Starbucks is doing right now. If you want to add to that, you’ll be successful. But you can’t say ‘oh we’re just the little guy so we can’t afford the best beans, but buy from us ‘cos we’re local’. No! We are more demanding as consumers than ever. “The good news in all this is that when you are customer focused, then you realise that retail is always a personto-person business. When I can make

somebody feel they matter, they’ll buy more. That recipe goes all the way back to when Harrod’s and Macy’s started, and we’ve just allowed ourselves to get further and further from that truth and be distracted by shiny objects like VR, AI and predictive. They’re all fine as strategies but the one that’s right under your nose is that 90% of customers are walking into a brick-and-mortar store feeling worse that they chose to go there. That’s a huge opportunity for a new brand or a legacy brand to say, ‘we’re going to do it differently’, and that’s the kind of client I work with. “It’s not a mystery, if you look at behaviour. I walked into 25 stores in downtown Dublin yesterday, from the oldest department stores to the shiniest new ones, and not one associate said a word to me. How can you possibly make a customer feel they matter if your employees are mute? The solution is, you need to look at how you train employees in the soft skills of how to engage another human being, not in making sure they can use an app on their phone to check stock. That true engagement is still going to be one person at a time, one face at a time: don’t shirk from it and you can compete.” •

For more on Bob Phibbs, The Retail Doctor, visit www.retaildoc.com.

SUCCESSFUL RETAILERS ARE NEVER OUT OF TOUCH.

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*RRP June 2018 Recommended Retail Price as declared for Tobacco Products Tax purposes only. This communication is for the information of tobacco traders only and should not be left on display or distributed further. Pack images are for illustration purposes only and do not represent actual packs produced by Philip Morris for retail sale.

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50|Retail News|July / August 2018|www.retailnews.ie

On the Vine: Ireland’s Top Selling Wines

Best Cellars Jean Smullen profiles Ireland’s top selling wine brands. THE Irish wine sector enjoyed 4% value growth and 5% volume growth on an MAT basis from March 2017 to March 2018. According to Scantrack, the MAT volume figure for nine-litre case sales to March 2018 was 5,689,969, up from 5,416,383 in March 2017, an increase of +5.16%. During the same period, value sales also increased by +4%. However, the average retail price fell slightly to €8.03, down from €8.10 in 2017. Countries showing strong growth for the period March 2017 to March 2018 include Chile, New Zealand and Italy. Argentina is also expanding at pace, albeit from a smaller base. This reflects wine styles currently dominating the Irish market. For white wine, both New Zealand and Chilean Sauvignon Blanc are in great demand. Sales of Italian Pinot Grigio and Prosecco show no signs of abating, despite worries about ‘peak Prosecco’. For red wine, Argentine Malbec has become a firm favourite. MAT figures to March 2018 show that in the off trade, nine-litre case sales of Chilean wine rose to 1,312,504 (+7.47%). Unfortunately, the volume market for Australian wine continued its slow decline, dropping by -1.7 % to 856,214 cases, thus moving Australia,

as of March 2018, into third place behind France on an MAT basis. French wine had a volume increase of +0.83% and moved into second position behind Chile, with case sales of 868,203. The top five wine brands to March 2018 were: 1. 2. 3. 4. 5.

Santa Rita Casillero del Diablo McGuigan Wolf Blass Torres

Chile continues to dominate, with Santa Rita growing to a 27% share, and Concha y Toro moving to 15% of the Chilean category. Three New Zealand brands, Villa Maria, Oyster Bay and Brancott Estate, showed very good growth and between them represent 50% of value sales for this category. Argentina, though small, has two key brands showing strongly, Dona Paula, which is the number one brand in the Argentine category, and Fincas Las Moras with its Dada and Love labels. Nielsen figures for off trade sales to December 2017 show the volume market breakdown as follows:

1. Chile

2. Australia 3. France 4. Spain 5. Italy

23.43%

15.23%

15.14%

12.48%

11.45%

6. South Africa

5.65%

7. New Zealand

5.34%

8. USA

5.13%

9. Argentina

2.56%

10. Germany

1.11%

Source: Nielsen Scantrack, December 2017

Viña Santa Rita - Chile (Gilbeys of Ireland) Viña Santa Rita remains Ireland’s biggest wine brand for the fourth year in a row. Overall, Santa Rita, the clear market leader, grew by +37%. Terry Pennington, Regional Export Director (Worldwide) for the Santa group told Retail News that Santa Rita is currently 80% higher in terms of its volume sales, compared to the second most popular wine brand on the Irish market.

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On the Vine: Ireland’s Top Selling Wines Viña Santa Rita has just released the 2018 120 Early Harvest Sauvignon Blanc, the first Sauvignon Blanc of the season to be available on the Irish market. It launched here in June 2018 and promises to be one of the freshest wines of the year. Before Viña Santa Rita’s 120 winemaker Óscar Salas could make this wine, he had to select vineyards that would ripen early. “The grapes came from vineyards in Colchagua Costa, 35km from the sea, and Sagrada Familia, a warmer sector of the Curicó Valley. The fruit is of very good quality and has very intense fruity, citrusy aromas,” explained Salas. Due to the geographic location of some of Santa Rita’s vineyards, the Santa Rita winemaking team created a plan to select and pick the grapes earlier to get the first vintage of the year on the shelves as soon as possible. This limited edition wine also has a lower ABV, which is another market trend where the Santa Rita team are innovating. It is worth Viña Santa Rita: mentioning that Ireland’s biggest as a varietal, wine brand for the Sauvignon Blanc fourth year in a row. represents a third of Chilean wines exported into Ireland. Therefore, this limited release wine, with its distinctive modern label

and green capsule and an ABV of 11.5%, is a must stock this summer. Casillero Del Diablo (Concha y Toro) Chile Moving into second place in 2018, up from fourth in 2016 in terms of volume sales, Concha y Toro have seen their volume sales significantly increase in recent years . The CyT team in Ireland, which includes Annmarie Nagle, CyT Country Manager, Emilie Biver the CyT Marketing Manager for Ireland, and Jessica Byrne, the new National Account Manager, are working closely with their key customers, in association with their Irish distributor, Richmond Marketing. This year, they have exciting plans for all their brands, including an innovative and exciting media campaign for Casillero del Diablo, which includes programme sponsorship, features on TV3, and a major advertising campaign with a national newspaper, as well as a strongly targeted social media campaign. They will be running a consumer competition in association with a national The increasingly newspaper, popular Casillero del with a top prize Diablo will enjoy of a trip for two a heavyweight, to Argentina for innovative media their Argentine campaign this year. Trivento brand. They will also launch 1,000 Stories, a conceptual bourbon barrel aged Californian wine this year, as well as the LBD (Little Black Dress), another innovative brand in their portfolio. Concha y Toro will introduce their newest brand, Diablo 666 Red Blend, nationwide later this summer. The purpose of the brand is to offer a premium,

sophisticated and high quality product linked to extraordinary consumption moments, which will differentiate from other brands and recruit new consumers to the category. In order to bring the brand to life, Concha y Toro's local team has been working on a strong 360 launch plan, which includes an event in Dublin in September, innovative POS material, a solid PR campaign and a digital strategy. With an exciting marketing programme and new emerging wine brands, the CyT portfolio is one to watch this year! McGuigan - Australia (Barry & Fitzwilliam) Australian Vintage Limited is owned by the McGuigan family, who are owner/ managers of vineyards sold under McGuigan label, including the flagship brand, McGuigan Black Label. The Black Label range, their biggest selling brand, is a varietal range and includes Cabernet Sauvignon, The hugely popular Shiraz, Malbec, McGuigan brand from Merlot, Barry & Fitzwilliam. Chardonnay, Sauvignon Blanc, Pinot Grigio and a Rosé. Kate Barry, Marketing Manager with Barry & Fitzwilliam, told Retail News that the McGuigan Black Label varietal range will be on promotion this summer at €9. Wolf Blass - Australia (Findlater & Co) Wolf Blass, one of Ireland’s best-selling Australian wine brands, has grown from a humble tin shed in the Barossa Valley to become one of the world's most successful and awarded wine brands and a recipient of more than 3,000 medals and trophies at national and international wine shows. Mick O’Connell MW of Findlater & Co told Retail News that due to the success of

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On the Vine: Ireland’s Top Selling Wines Wolf Blass’ ‘Here’s to chasing greatness’, the limited edition rugby label campaign which successfully ran earlier this year, a second in-store campaign will be running in autumn 2018. Wolf Blass Winemaker Chris Hatcher will be returning to visit Ireland and meet key customer in September 2018. His visit will involve a media campaign, so listen out for him on key food and wine shows this autumn. Torres - Spain (Findlater & Co) Spain's Bodegas Torres is one of Findlater's key brands and this year has moved into Ireland’s top five for the first time. The Torres range showed substantial growth in the last 12 months, increasing by +10%, which means it now has an almost 30% share of the Spanish category. With a comprehensive selection of Spanish wine styles from many of Spain’s key regions featuring as part of the Torres portfolio, this iconic wine brand, which has achieved cult status as an international wine brand, continues to go from strength to strength. Cono Sur - Chile (Findlater & Co) The Cono Sur bottle is getting a makeover this summer, as a new bottle and design are rolled out across the Bicicleta range. The new bottle features an embossed bicycle, linking the importance the bicycle plays in terms of the quality of the wine. Cono Sur, the world’s first carbon-neutral wine brand, named their Bicicleta range in honour of the employees who cycle around their vineyards in order to keep their environmental impact to a minimum and ensure the healthiest grapes possible. Villa Maria - New Zealand (Barry & Fitzwilliam) Sir George Fistonich founded Villa Maria: the Villa Maria in number one New 1961 when he Zealand wine brand was 21: 57 years on the Irish market. later, Villa Maria

is exported to 50 countries worldwide. Villa Maria is now the number one New Zealand wine brand on the Irish market. They achieved a significant increase in volume sales during 2018, which has jumped them in recent years from No. 12 in the chart to No. 7 this year. Competitive price promotions drive sales of this key New Zealand wine brand. Kate Barry, Marketing Manager at Barry & Fitzwilliam, told Retail News that this summer there will be a retail price promotions on Villa Maria Private Bin Range, which will retail at €11. E&J Gallo - California USA (Comans Beverages) Distribution of the Gallo wine range, which includes Barefoot (currently the number one selling wine brand in the USA), for the on and off trade has recently been secured by Comans Beverages. Philip Lynch the Gallo Family Vineyard's Country Manager will continue his role as key account manager. Gallo Family Vineyards continues to perform steadily on the Irish market. Their core range of lighter style wines of Summer White and Summer Rosé and their comprehensive range of varietals keep this brand very much to the fore. The Gallo Family Vineyards success is largely due to strong in-store promotional activity. Thanks to its global promotions, involving participation in maritime life, Barefoot performs well

with younger wine drinkers. The varietal range is fruit forward and the brand has strong links to the outdoor lifestyle. Campo Viejo - Spain (Irish Distillers Pernod Ricard) Campo Viejo showed significant growth this year and is another powerhouse Spanish brand showing significant off trade growth in the last 12 months. Irish Distillers Wine Ambassador Zofia Zayons, an Australian with many years’ experience in the wine trade, has been working hard with the marketing team to Campo Viejo is raise awareness showing significant of the wine brand off trade growth in portfolio owned Ireland. by the company. Since her arrival here over 18 months ago, Zofia and the recently appointed Brand Manager for wines and champagne, Annemarie Tumilty, have worked hard to raise brand awareness with key customers and the media. In 2017, the Rioja DOCa region sold more wine than in any other year since 2006, with 3.628m bottles. Spain is the fourth largest volume supplier of wine to ROI and it looks as if it may overtake France in the next year. Off trade volume sales of Spanish wine to December 2017 increased by +4.19%, with the region of Rioja driving much of this growth.

Barefoot, part of the E&J Gallo stable, is the number one selling wine brand in the USA.

Blossom Hill - California, USA (Findlater & Co) Findlater & Co took over distribution of Blossom Hill in June 2017. This

Address: Belgard Road, Dublin 24

Phone Number: (+353 1) 4662700

Email: info@comans.ie

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On the Vine: Ireland’s Top Selling Wines summer, Blossom Hill has partnered with online beauty and cosmetics retailver Feelunique for a second year, giving away an instant online gift with every promotional bottle. Look out for the Feelunique sticker on special bottles in store now until September. Gifts vary in amounts from €5 up to €1,000 #LetItBlossom. Mick O’Connell MW from Findlater & Co revealed to Retail News that the Blossom Hill van will be touring the country towards the end of the summer, visiting major shopping centres to celebrate the launch of Blossom Hill Pink Rosé 75cl, and two fruity yet delightful Blossom Hill Spritz flavours, Elderflower & Lemon and Raspberry & Blackcurrant, both available in 75cl and 250ml cans, with a lower ABV of 5.5%. The ‘Yes Way Rosé’ sampling team will be touring the country to trial the new range with Irish consumers. Jacob’s Creek - Australia (Irish Distillers Pernod Ricard) Jacob’s Creek was first established by Orlando Wines’ founder Johann Gramp over 170 years ago in 1847, along the banks of Jacob’s Creek, where Johann Gramp planted his first vineyard. Owned by Group Pernod Ricard, Jacob’s Creek has a comprehensive range of key wine styles, including the premium Double Barrel range, and the lower alcohol Cool Harvest range, which includes Vermentino and Sauvignon Blanc. The very popular portfolio also includes an impressive varietal range and a great value range of sparkling wine styles. [yellow tail] - Australia (Gilbeys of Ireland) In the small Australian town of Yenda, the

[yellow tail] has proved to be hugely popular with Irish wine drinkers.

Casella family has been making wine for generations. It is here that [yellow tail] wine was created with a simple philosophy, to make great wines that are easy to find, easy to drink and easy to enjoy with family and friends. Their best-selling wine in the range is Shiraz, popular with the Irish consumer for its rich smooth character. The team at Gilbeys, which includes Gerry Conlon, Trade Marketing Manager - Wines & Spirits, and Brand Manager Sarah Guckian, told Retail News that [yellow tail] recently featured in the food lover’s playground at the 2018 Taste of Dublin The Gilbeys team presented the most popular [yellow tail] varietals at the show. The [yellow tail] Sauvignon Blanc performed particularly well over the weekend and was a big hit with the consumers attending the show. Viña Carmen Chile (Gilbeys of Ireland) Santa Rita Estates added Viña Carmen to their portfolio in 1987 and since then they have gone on to develop a number of tiers within the range, including Toltén, Classic, Premier 1850, Wave Series by Carmen, Gran Reserva, D.O., Winemakers Reserve and their top wine, the Gold Reserve.

Viña Carmen, part of the Santa Rita Estates, remains a real winner with Irish consumers. Oyster Bay New Zealand (Delegats Wine Estate) Delegats Wine Estate’s Irish office is in the process of appointing a new Country Manager, following the departure of Dave Kelly earlier this year. The Oyster Bay range includes Oyster Bay Sauvignon Blanc, Chardonnay, Merlot and Pinot Noir, as well as two sparkling wines, the Oyster Bay Brut and Oyster Bay Rosé.

Hardy’s - Australia (Gilbeys of Ireland) Hardy’s is one of the most powerful Australian wine brands in the world. Hardy’s Stamp of Australia is their entry level wine. The Stamp series is a barbeque friendly wine and the varietals are perfect for summer drinking. Hardy’s also have a good range in the mid-price sector, mostly single varietal and blends sold as the Private Bin.

Hardy’s, one of the most powerful Australian wine brands in the world. Dona Paula - Argentina (Gilbeys of Ireland) Dona Paula was established in 1997. It is owned by the Santa Rita group. They are an estate wine by virtue of the fact that all their grapes come from their own vineyards, which cover 703 hectares on some of the best local sites. Their varietal range includes the Dona Paula Los Cardos wines, which are

Sales of Dona Paula continue to grow strongly, making it the number one Argentine wine brand in Ireland.

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On the Vine: Ireland’s Top Selling Wines made from vines located at 1,000 metres above sea level in the Mendoza region. Terry Pennington told Retail News that while Argentina’s market share is still relatively small in relation to the market, sales of Dona Paula grew well in the last year, consolidating its No. 1 Argentine wine brand position. Faustino - Spain (Richmond Marketing) Philip Cullen, Brand Manager for wines and spirits at Richmond Marketing, revealed to Retail News that Bodegas Faustino will launch its Cava Semi Seco on this market in August. The Faustino Semi Seco is aged for 26 months in lattes, and is made from a blend of Macabeo and Chardonnay. Look out too for the Bodegas Faustino Cava Brut also launching on this market later this year. Cullen also mentioned that Faustino VII Red/White will be on offer this summer at €10. The Faustino V will also have an offer price of €12, while the Faustino I Gran Reserva will be on offer at €20 in selected retailers. Look out too for the Faustino Irish website, featuring information relevant to Irish consumers, which has just been launched: http:// www.bodegasfaustino.com/ireland/. Brancott Estate - New Zealand - (Irish Distillers Pernod Ricard) Brancott were the pioneers of the Marlborough region in New Zealand. In 1975, they were the first winery to plant Sauvignon Blanc in the Marlborough

region. The Brancott range includes Sauvignon Blanc, Sauvignon Gris, Pinot Grigio and Pinot Noir. One of the three top New Zealand brands on the Irish market, Brancott performed well in the last 12 months and showed significant growth in sales during that time.

One of the three top New Zealand brands on the Irish market, Brancott performed well in the last 12 months and showed significant growth in sales during that time.

Fincas las Moras (Dada and Love) Argentina (Comans Beverages) The Dada brand from Argentina has become enormously popular with the Irish wine consumer. Made from a blend of Malbec and Bonarda, this fruit forward style, comes from one of Argentina’s top producers, Fincas las Moras. The more premium Love wine has also gone from strength to strength since its launch in 2017. Both wines are now having a significant impact on the Argentine category and in the last year, both have shown significant increases in volume and value sales. A must stock, the wines in the Fincas las Moras range show the highest growth in volume terms of any wine brands currently performing on the Irish market. Undurraga - Chile (Comans Beverages) Another strong Chilean range, McKenna wines are a core part of the Undurraga range in Ireland and help to drive volume sales. The brand is named in honour of Seán Mc Cionath (Captain John/Juan McKenna) from Clogher, County Tyrone, who in 1771 migrated to Spain where he began his military career. In 1791, he became a qualified military engineer and went to Chile, where he joined Bernardo O’Higgins to lead the fight for Chile’s independence. McKenna was created exclusively for the Irish market and has performed strongly here since its launch over a decade ago.

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Focus on HR

How to Really Engage Employees! What exactly is employee engagement and how can you implement it in your store? EMPLOYEE engagement is one of the most critical factors in any business’ success. Without motivated employees that are excited about their work, you'll find yourself with low performance, low productivity, low quality and high staff turnover. However, fostering engagement is easier said than done, and it's even harder to turn engagement around when it's in decline. For example: when lines of communication break down between managers and employees or when an employee loses interest in their job and the working day becomes part of a boring daily routine, performance at work can suffer. This problem can lead to a situation whereby the employee’s job satisfaction and productivity are negatively affected which in turn can have a negative effect on overall business performance. However, it is possible to reverse this problem, so don’t worry! If management adopt a more open method of dealing with their employees, for example, this is one tool which has been used with a high degree of success in encouraging and enabling the development of employee engagement. What Is Employee Engagement? In basic terms, employee engagement is considered as a combination of commitment to the business and its values with a willingness to help out colleagues. It goes beyond job satisfaction and is not simply motivation. Engagement is something the employee has to offer. Engagement cannot be ‘required’ as part of the employment contract.

Employee engagement is vital to successful businesses for providing a positive connection between employees and their store. This connection leads to improved performance, productivity, staff retention, customer service and loyalty. Most employers want employees who will do their best work and most employees want jobs that are worthwhile and that inspire them. More and more businesses are looking for a win-win solution that meets their needs and those of their employees. What they increasingly say they are looking for is an engaged workforce.

and business performance, showing that when employers deliver on their commitments (when by their actions they fulfill employees’ expectations) they reinforce employees’ sense of fairness and trust in the business and generate a positive ‘psychological contract’ between employer and employee. An engaged workforce forms an emotional connection with the managers that helps them to:

What Are The Benefits Of Employee Engagement? Research has frequently validated the links between how employees are managed, employee attitudes

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• •

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Go the ‘extra mile’ to achieve individual and business success; Become more innovative in the workplace; Attract more customers and high standard employees; Become ambassadors of the company, its product, processes and its people;

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Focus on HR managers are trained to deal with any conflict that may arise in the workplace.

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Infuse energy and positivity at workplace, which will have a knockon effect on other employees.

How to invoke employee engagement? 1. Relationship: Managers must get to know their employees - especially their goals, their stressors, what excites them and how they each define success. Managers should show an interest in their team members’ well-being and do what it takes to enable them to feel more fulfilled 2. Communication: Managers should clearly communicate what is expected of employees, what the business values and vision are, and how the business defines success. This can be done at the commencement of employment, such as at induction. Employees can't perform well or be productive if they don't know exactly what it is they're there to do, and the part they play in the overall success of the company. 3. Employee Needs: Make sure employees have everything they need to do their jobs. Just as marketplace and customer needs change often, so do employees' needs. Remove any de-motivators, if at all possible. 4. Management Skills: Make sure that managers are trained and retrained in problem solving and conflict resolution skills. These critical skills will help them interact better with employees, coworkers, customers and suppliers. Remember that your managers are in their jobs because they have the skills. These managers may not be people managers and this could be far removed from the role which made them successful enough to enter a management position. Employees need to see that their

5. Two-Way Feedback: Managers must monitor how their employees view them. It can be difficult for managers to request employee feedback, and it can be equally if not more challenging for an employee to give the person who evaluates them an honest response. To become stronger at this, managers should begin dialogues with employees using conversation starters such as "What could I be doing to make your job easier?" Be sure to accept feedback graciously and to express appreciation. 6. Reward and Recognise: It is important to celebrate both accomplishments and efforts, which in turn gives employees working on long-term goals more of a boost. Easter eggs at Easter, ice pops in summer, all these little gestures help to make the employees feel recognised. Sometimes a simple ‘thank you’ goes a long way for a job well done, no matter how large or small a job completed. 7. Consistency: Managers should try to be consistent in the long term. If a manager starts an engagement initiative and then drops it, then

About the Author

THIS advice is provided by the HR Suite, which offers specialist tailored and effective human resources and business solutions to clients throughout Ireland. Caroline McEnery, Managing Director of The HR Suite, is a member on the Low Pay Commission and is an Adjudicator in the Workplace Relations Commission. She is also author of 'The Art of Asking the Right Questions', a manager’s toolkit to all HR related tips to proactively manage your team. For more information, please contact The HR Suite on (066) 7102887 or (01) 9014335 or email info@thehrsuiteonline.com. Website: http://thehrsuiteonline.com. their efforts will backfire, creating employee hostility. There's a definite connection between an employee's commitment to an initiative and a manager's commitment to supporting it. A manager's ongoing commitment to keeping people engaged, involved in and excited about the work they do and the challenges they face must be a daily priority. It is important that managers keep in mind that employees are a company's greatest asset. Their collective ideas, feedback and enthusiasm for what they do can help your business to grow and succeed. While some people are naturally inclined to give their all and do their best, no matter where they work, others require the guidance of skilled managers who welcome their ideas, ask for feedback, and generate enthusiasm. To summarise: most people want to have a lasting impact on the business, others are just in the job to pay the bills. Businesses that figure out how to bridge this gap not only will have a workforce that knows how to impact the bottom line, but also will be more engaged in the long run. So, ask yourself: are you trying to solve your engagement issues by helping your employees feel valued, or are you focusing on helping your employees create value? If it isn’t the case, then you may want to rethink your strategy. People will work hard for their weekly earnings, harder for a person and hardest for a purpose. If you require further information or advice on the above, please do not hesitate to contact our office on (01) 9014335 or (066) 7102887 or email us at info@thehrsuiteonline.com

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Forecourt Focus: News Applegreen Launches Advanced Fuel APPLEGREEN has launched fuelgood, its most advanced fuel ever. Fuelgood is also good for your car, the environment and best of all, it will take motorists further, offering savings of up to 4c per litre, at no extra cost. Applegreen has improved its unleaded and diesel base fuel products with an additive to deliver a markedly enhanced product for motorists. The rollout of the fuelgood fuel as standard has begun across Applegreen forecourts nationwide, and is due to be available in all Applegreen forecourts nationwide by the end of the year. “fuelgood is our most advanced fuel ever and will save our customers up to 4c a litre,” noted Joe Barrett, Applegreen Chief Operations Officer. “This means more kilometres per litre, equalling more savings. It cleans your engine so it can perform better and reduces harmful emissions, meaning it’s better for the environment.”

Applegreen Chief Operations Officer Joe Barrett and the fuelgood mechanics Jack Carson, Miriam Ward, Eva Kelly and Dan Carson, pictured at the launch of fuelgood, Applegreen’s new most advanced fuel ever.

Maxol Launches Garryowen Store

Brian Donaldson, CEO, The Maxol Group, with Shaun Coughlan, Licensee at Maxol Garryowen, Co. Limerick marked the recent €650,000 investment in the store, which introduced Maxol’s new modern shop and a new Abrakebabra.

MAXOL recently invested €650,000 at Maxol Garryowen, Co. Limerick, creating 10 new jobs at the service station. The investment sees a full refit of the store and the addition of a new Abrakebabra, one of Ireland's leading quick service restaurant chains. The investment also includes Maxol’s newly launched deli, which complements the extensive choice available and provides a balanced food offering, tailored to meet the needs of every customer from breakfast and throughout the day. “We’re thrilled to open the doors of our newly refurbished store with the addition of Abrakebabra,” said Shaun Coughlan, Licensee at Maxol Garryowen, Limerick. “This gives us the opportunity to sell an enhanced range of freshly made meals from the hugely successful quick service restaurant chain. This will complement the new Maxol deli, where our highly trained staff prepare a wide range of hot and cold sandwiches and dishes specially made to order. Our customers will see an enlarged store format with more seating, more choice of goods and fresh foods, and of course we look forward to making them feel special on every visit.” In addition, the service station offers a more spacious seating area, modern toilet facilities, as well as good car parking, a maxWash car wash facility, and ATM.

Circle K Play or Park Winner CIRCLE K (formerly Topaz Energy) has announced John James from Tullamore, Co. Offaly, as the May 2018 winner of Circle K’s Play or Park, winning a once in a lifetime trip to Las Vegas. John and his wife, Loretta, will travel business class to Las Vegas, where they will spend seven nights at the exclusive 5-star Bellagio hotel and enjoy an evening of acrobatics at Cirque Du Soleil. The trip also includes a helicopter tour over the city, an evening meal at the renowned Sushi Samba restaurant and €1,000 spending money.

Richard Pollock, Loyalty and Insights Manager at Circle K Ireland, pictured with May winner, John James from Tullamore.

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Forecourt Focus: News McGonigle’s Named Maxol Store of The Year McGONIGLE’S Maxol in Muff, Co. Donegal, has been named Store of the Year in the Maxol Excellence Awards for the second consecutive year. The McGonigle’s service station once again achieved the highest scores across all Maxol audits, mystery shopper visits and community engagement, while also raising money for Aware, Maxol’s charity partner and other local initiatives. “We are thrilled to have won this award again,” said Joe McGonigle, owner of Maxol Service Station, Muff. “At Maxol McGonigle’s, we pride ourselves on being right at the heart of the community so it’s really important to us to always surpass our local customers’ expectations. Of course, this award wouldn’t be possible without my superb staff, who I’d like to thank for their hard work and dedication. We owe this consecutive win to our extended team, who go above and beyond to embody the Maxol values.” Maxol Regional Manager, Norman Graham said: “As we can see from their consecutive wins in Maxol’s most prestigious award category, the team at Maxol McGonigle’s Paul McGonigle (left), son of dealers Joe and Marie at Maxol Muff, go that extra mile in everything they do, ensuring every visit accepts the Maxol Store of the Year Award 2017-2018, from Maxol Regional Manager, Norman Graham. to their forecourt is a memorable experience.”

Top Oil Opens New Forecourt at Ballyvolane

The official opening of Top Oil’s latest forecourt in Ballyvolane, Co. Cork, was carried out by local Fianna Fáil TD Billy Kelleher. Pat McDonagh, Supermacs Chief Executive, was also in attendance as were Fair City stars, Ryan Andrews and Dave O’Sullivan, as well as Cork hurling star, Patrick Horgan.

TOP Oil has officially opened its latest forecourt at Ballyvolane, Cork. The new multi-million-euro investment will employ over 80 people from the surrounding area in North Cork, bringing a wide range of local amenities and providing an economic boost to the Cork area. The new 24-hour forecourt at Ballyvolane offers its customers a wide variety of services, including the Wolf and Pickle Food Hall, which features a mix of self-service and serve-assist delicious hot and cold food, salads and drinks. The site also features a Spar convenience store, a Supermac’s Drive-thru and Papa John’s Pizza, as well as Peking Asian Street Food. Speaking at the launch, Gerard Boylan, Group Chief Executive, Top Oil, said; “We are delighted to launch the latest Top Oil forecourt in Cork. Top Oil is committed to investing in key locations across Ireland such as Ballyvolane, and providing high quality service to our retail and trade customers. This significant forecourt investment demonstrates our continued growth and commitment as a leading Irish fuel and home heating oil provider and we look forward to investing further in key locations across Ireland.”

Circle K Raffle Drives Funding for Jack & Jill CIRCLE K has announced Owen Laverty as the winner of its winter car raffle, an initiative that was put in place to help raise much needed funds for Circle K’s charity partner, The Jack & Jill Children’s Foundation. Owen, from Co. Dublin, drove away in a new Seat Ateca SUV, worth €30,000. The announcement coincides with Circle K revealing that it has raised €350,000 to date for The Jack & Jill Children’s Foundation, through various fundraising initiatives undertaken by customers and staff nationwide.

Pictured is Judy Glover, Market Director of Circle K Ireland; Owen Laverty, winner of the Circle K Winter Car Raffle; Jean Young, Communications Manager of The Jack & Jill Children’s Foundation; and Leslie Walsh, Marketing Communications Manager at Seat Ireland.

60|Retail News|July / August 2018|www.retailnews.ie

Shelf Life ABP won 29 awards at the World Steak Challenge 2018, which took place in London on July 4. ABP were awarded six gold, nine silver and 14 bronze accolades across a number of different categories. ABP Poland were particularly pleased to be judged outright winners of the World’s Best Fillet Steak, which follows on from their success as overall winners of the World’s Best Steak in 2017. Pictured at the World Steak Challenge 2018 are (l-r): Eoin Ryan, European Sales Manager, ABP Food Group; and Aidan Fortune, Deputy Editor, Global News. LIMERICK based ice-pop brand, Wellnice Pops sold 80% more ice-pops during June of this year than in the same period in 2017. The summer months are always a key time for the brand but this year’s season has exceeded expectation as a result of sunworshipping consumers looking for a health-conscious cool-down during the heatwave. Founded in 2015 by engineer Trín O’Brien and nutritionist BJ Broderick (pictured), the Wellnice Pops range offers Irish consumers a cooling treat with a difference. Each pop in the range is made exclusively from cold-pressed vegetables and fruits and loaded with much-needed micro-nutrients such as Vitamin C, Vitamin K and zinc. SEPTEMBER will see the opening of Ireland’s first Krispy Kreme Doughnuts store, creating up to 150 jobs, the company have announced. The Krispy Kreme Hotlight store with large seating area and a 24-hour drive thru, will open adjacent to the Blanchardstown Centre, providing a significant jobs boost for the local area. The company is looking for everything from doughnut makers to retail team members to join their dedicated team from day one of their exciting new journey, as the brand lands in Ireland for the very first time. PICTURED at the launch of The Drinks Industry Group of Ireland (DIGI) Innovation and Entrepreneurship in the Drinks Industry report is Patricia Callan, member of DIGI and Director of ABFI; Tony Foley, DCU economist and report author; Kathryn D’Arcy, member of DIGI and Director of Corporate Affairs at Heineken Ireland; Donall O’Keeffe, Secretary of DIGI and CEO of the LVA; and Max Hayes, Commercial Director of Dublin Liberties Distillery. The report highlighted how brewers, distillers, cider producers, pubs, restaurants, hotels and off-licences are supporting and growing economic activity in Ireland, spread widely across the country. The report also found that the number of Irish breweries producing their own product has more than quadrupled since 2012, from 15 to 72, leading to a total increase in microbrewery turnover from €8m in 2012 to €52m in 2016.

ARCHWAY, the newest addition to the awardwinning Franciscan Well portfolio, teamed up with Eatyard on July 28 and 29 to create Greatyard, a celebratory weekend of great music, great food and of course, great lager! Located at Ireland’s coolest food market, Archway invited people to transform their weekend from good to great, with an immersive two-days of exclusive live music, great lager, and delicious food pairings. Music highlights included intimate performances from Little Green Cars, Fields and the brilliant Paddy Hanna. BULMERS Irish Cider has been unveiled as the exclusive sponsor of the most prestigious Jump race in Europe, the Cheltenham Gold Cup, and as Presenting Partner of The Festival, staged annually in March at Cheltenham Racecourse, Prestbury Park, Gloucestershire. The four-year agreement between Bulmers Irish Cider and Jockey Club Racecourses will see the first Bulmers Cheltenham Gold Cup on Friday, March 15, 2019, the feature race on the final day of jump racing's showpiece event. In addition, the agreement, which will run until 2022, will also see Bulmers Irish Cider become the Presenting Partner across all four days of The Festival, meaning The Festival will be recognised in the Republic of Ireland as ‘The Festival, presented by Bulmers’. FOUR of Ireland’s top food companies will benefit from a significant boost to their businesses as Center Parcs announces the awarding of food supplier contracts to its Center Parcs Longford Forest resort – due to open in summer 2019 – worth a combined total of €5.2m. Dublin based Keelings will be the fresh produce and dairy supplier; family-run Heaney Meats in Galway will supply fresh meat; Coleraine-based Lynas Foodservice and Antrim based Henderson Foodservice will be the premium foodservice partners to Center Parcs Longford Forest. Pictured are (lr): Colm Bury, Managing Director, Keelings Select; Daragh Feighery, General Manager, Center Parcs Longford Forest; Kevin O’Leary, Account Manager, Keelings Select; and Eddie McAdam, Group Food, Beverage and Retail Manager for Center Parcs. EIGHT lucky families are on course to win a luxury weekend in Dublin and a VIP trip to the Keelings Farm this August, thanks to a special on-pack promotion running in conjunction with Dunnes Stores. Consumers can check a pack of Keelings berries for the chance to win by tagging @keelingsfruits and posting a pic of themselves using the hashtag #keelingsfarmtrip. AN Post have launched four new €1 stamps, designed by Dublin’s Design HQ, based on illustrations by botanical artist Shevaun Doherty, which pay tribute to the hardest working insects on the planet and in particular Ireland’s native Bumble Bee, Heather Bee and rarer Tawny Mining and Ashy Mining bees. They are produced in an unusual hexagonal format, mirroring the cell structure of a bee hive. In tandem with the new stamps, a colony of honey bees is about to take up residence on the roof of the GPO as An Post champions the cause of the hard-pressed creator of hive and honey.

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