drinks news November issue

the drinks association | November 2017

Cheers to another successful year at drinks!

the drinks association board members, corporate partners, staff and participants in the inaugural Women in drinks Mentoring Program gathered to raise a glass to 2017.

Read more >>

L

ion CEO Stuart Irvine becomes Pay Equity Ambassador, page 27.

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ways to build more effective commercial relationships, page 12

P

lans announced for a new look Drinks Industry Show in 2018, page, page 10.

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the drinks association | November 2017

Raising a glass at the drinks association’s 2017 Chairman’s Drinks

the drinks association has celebrated its annual Chairman’s Drinks with Sydney’s stunning harbour as a backdrop.

The association’s board members, corporate partners, the drinks team and participants in the inaugural Women in drinks Mentoring Program gathered at Sydney’s Luna Park to toast a successful year.

Chairman Ralph Dunning raised a glass to the

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crowd gathered in the Palais Room: “May the sun shine, may our customers and government come to grips with CDL, may the majors view your business favourably and may you make and exceed your sales and margin budgets. Stay well, enjoy your holidays, travel safe and Merry Christmas to you all!”

Dunning welcomed Georgia Lennon to her first Chairman’s Drinks as drinks association CEO: “We are delighted to have you here and working on our behalf to ensure the association remains engaged, relevant

the drinks association | November 2017

and responsive.”

He also noted she and new Business Manager Rachel Wormald had established a strong working relationship that would stand the association in good stead moving forward in 2018.

Dunning paid tribute to retired CEO Sandra Przibilla and the work she had done to build the association and its footprint “without compromise”.

During Przibilla’s 10-year tenure, the association grew from seven to 28 member companies, with services building from five to 11, plus seven new forums and councils.

This year, the association also welcomed two new Category 1 members - 100Proof and ILG. Dunning reminded members that “this association is focussed, professional and, just as importantly,

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the drinks association | November 2017

YOURS. Your engagement with it is essential, beneficial and, quite frankly, what helps to drive the quality of our services.”

He thanked the drinks association’s Corporate Parnters - who include Aon Hewitt, Blue Star, Bevchain, The Advantage Group, Shopper Tracker, Real World Marketing, Nielsen, The Drinks Industry Show and StayinFront - saying that without their support drinks would be a poorer association.

The drinks team were also congratulated for their efforts throughout the year.

“The reports show that you, on our behalf, are delivering strongly on our mission and I thank you.”

The Directors were praised for the time, energy, critical thought and good humour they provided,

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the drinks association | November 2017

with Dunning making special mention of the Executive committee: “Thank you to Shane Richardson, Mark Churi, Tim Gilberd, Neil Grant and Michael Ritoli for their considered counsel and many hours of work.�

Women in drinks Chair Jennifer Collins also gave a speech celebrating the success of the association’s inaugural Mentoring Program.

Supported by Category 1 members including Australian Vintage, Bacardi-Martini Australia, Casella Family Brands, Carlton & United Breweries, BrownForman, Campari, Coca-Cola Amatil, McWilliams and Lion, the program received universal praise from both mentors and mentees.

Preparations are now being made to launch the 2018 program in both Sydney and Melbourne.

Turn to page 28 to read more about the Mentoring Program and its plans.

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the drinks association | November 2017

WCA discusses challenges facing Aussie wine Questions about the biggest changes and challenges facing the wine industry were posed at the Wine Communicators of Australia’s ‘Under the Influence’ event this week.

Held at Wine Ark in Sydney, five experienced panellists discussed everything from the significance of social media to changing demographics, the panellists discussed and debated the who, what, when, where and how of influence in the wine scene today.

changing, labelling really does make a difference, price can really be just a number when it comes to quality, and the significance of social media.

The importance of knowing your demographic Sam Payne, who’s been working in the industry for over a decade writing for well-known publications such as Concrete Playground, Broadsheet and Decanter, said she believed demographics have changed significantly.

The panel, led by Ralph Dunning, Chair of the drinks association, included: Jason Bowyer, Buying Director for Wines & Sparkling, ALDI Stores; Bryson Doak, Account Manager at Pernod Ricard; Tiago Cardoso da Silva, co-CEO of The Cheese and Wine Co; Sam Payne, Sommelier, Wine Writer and Wine Consultant; and Alex Retief, Owner and Winemaker for Urban Winery Sydney/ A. Retief Wines.

“We see the change in demographics at wine events. For example, the predominant demographics for events such as Pinot Palooza and Game of Rhones are 70% women between the ages of 25-35.

The main insights from the informative panel discussions were that wine demographics are

Speaking about demographics, Payne also writes wine lists for various restaurants around Sydney.

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“They are THE demographic of drinking wine and also those looking for new trends,” she explained.

the drinks association | November 2017

One of her main focus in making these lists is balancing and catering the wines to the demographic the restaurant is located.

“It’s important to take in the context of what is the cuisine is, and what sort of demographic the restaurant sits in; is it in the CBD vs Surry Hills vs Potts Point – things like that.”

Does labelling really matter?

Bryson Doak has had his fair share working in retail. From his experience he believes wine labelling is extremely important.

“If it looks terrible on the shelf 9/10 consumers aren’t going to buy it.

Even with medals and reviews,” he said. “A lot of people want to have a story when they are showing a wine to their family and friends; they want to say ‘look at this great bottle of wine’.

“Now I remember when I was working retail, we sold The Shed, with the combi van on it, and we used to have people come in and ask for ‘the combi van wine’ just because it looked good, yes it was good juice, but it was the looks that sold it.”

Payne agreed that packaging is important, but that doesn’t mean it has to be fancy.

“Outdated packaging - when the label is old and tired - is a deal Page 7

the drinks association | November 2017

breaker. However, sometimes keeping it simple and plain is good if you’re unsure of what the brand vision is going to be.

“Then you have really artistic wine packaging.

There’s a new one from Scorpo, where there is a guy in a gorilla costume holding a naked lady, it is very King Kong-esque and it’s hilarious and wonderful.”

However, Tiago Cardoso da Silva disagreed, stating: “People usually buy wine for an event, or to share with family and friends. So I think that the moment you are sharing wine is actually more important than the actual wine bottle.”

ALDI on good value Jason Bowyer, who’s had over 20 years in the industry, and is now the buying director for wines and sparkling at Aldi shared insights on the Aldi strategy and mentality.

“The Aldi model, unlike other retailers, has limited offers – it’s about having the best of the best at those price points and making sure they absolutely deliver great value.

“The golden rule we work on is that a $10 wine at Aldi should drink like a standard $20-25 wine to ensure the customer always gets a good experience.

“It’s got to have a purpose and passion, a belief that you are doing the right thing,” Bowyer said.

Earlier this year, ALDI won several awards for its wines and spirits - an $8 Aldi rose was named one of the best in the world, followed by The One Road South Australian Heathcote Shiraz 2015, which won Wine Of The Year in the Best Value Shiraz category.

He noted a key shift in consumer drinking trends

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being that “consumers are definitely looking for lighter-styled wines and refreshment”.

“We need to be thinking more about the function of the drink; what do people want to drink? Is variety really that important or should we be making wines that are really about refreshment, have energy and zest in them, people want to come home and rip into a wine and enjoy it.”

The influence of social media Lastly, Cardoso da Silva discussed the importance of social media.

As co-CEO of @thecheeseandwineco - which has 110K followers on Instagram - Cardoso da Silva said: “The social media side of the wine industry is lacking. The name says social not commercial.

“You have a platform where you have an opportunity to communicate with the customers. When I say it’s social not commercial, I’m talking about the companies that are all about one way communication, telling their customers solely about discounts and so forth.

“But the problem is that people follow a brand because they love it, they want to know who’s making it, they want to know who in the vineyards; is there a dog, or a child running around? That is a two-way communication.

“You can have dialogue and communicate with your followers anywhere on social media. People are looking for some sort of relationship, if you can tell a good story and relate to your followers on social media, your return of investment is definitely better on Instagram,” he said.

the drinks association | November 2017

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the drinks association | November 2017

Plans announced for revamped Drinks Industry Show in 2018 Extensive industry research has resulted in a redesigned 2018 Drinks Industry Show that will deliver the sector an innovative, high-level boutique event.

The redeveloped show takes all the very best elements of the trade-only event, and incorporates a host of new features.

Event Director David Paterson, of Exhibitions and Trade Fairs, said: “In preparation for next year, we undertook extensive industry research. As a result, we’ve completely reinvented the show – right down to the opening hours attendees prefer: 11am-8pm.

seminars, with both exhibitors and visitors valuing these educational components. Our 2018 program will be even stronger, addressing key industry trends and challenges.

It’s a unique opportunity for the drinks trade to discuss and have their say in their industry’s future direction.

“We’ll build on the networking event and next year run two, a welcome reception and a closing reception.

Connected with that, we’re planning a Summer Party to bring the trade together over a glass, and share the exciting changes taking place for this boutique show.”

He said other major changes in 2018 would be a focus on “product first”.

“The show will give on and off-premise buyers of alcohol the ideal platform to meet and engage with suppliers of independent, craft product from Australia and across the globe. What we have planned for 2018 will achieve exactly that.”

“To match industry desires for this event, we’ve revised the floor plan and stand set-up. Exhibitors will be zoned according to their product type, with section numbers capped to ensure a complete market cross-section for our discerning buyers, and to present them with maximum value.

Paterson said the redeveloped 2018 show will be a highly useful business event that captures the industry’s energy and forward focus.

“Visitor quality will equally be a focus, with VIP buyers qualified and personally invited in line with their purchasing potential.”

The show will also relocate to Dockside in the heart of Sydney’s Darling Harbour entertainment district.

Exhibitor space will be offered on a first-come, firstserved basis.

Paterson said successes from 2017 will be retained and augmented.

“The industry-leading workshops, seminars and taste testings will remain. There was very strong feedback about the quality of the speakers and the

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“We’ve devised a new uniformed stand model, too, where exhibitors are allocated personalised suites of equal size. It’s a stress-free exhibiting option for our suppliers and really does ensure product comes first.

“Exhibitions offer instant engagement with a target audience in a live environment, making them one

the drinks association | November 2017

of the most effective forms of marketing there is. The re-branded, redeveloped 2018 Drinks Industry Show will be the place to discover the latest products and knowledge to help grow Australian drinkstrade businesses across in this exciting, fast-moving industry, from craft breweries, cideries, boutique wineries and spirit distillers.�

For more information, or to be part of the Summer Party, please contact Anne-Marie Mina, Marketing Manager, ETF, on 02 9556 7993 or ammina@etf.com.au.

The redeveloped Drinks Industry Show will be held from June 18-19, 2018.

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the drinks association | November 2017

6 ways to build better commercial relationships

The Advantage Group’s John McLoughlin has given his insights on building better supplier relationships at the drinks association’s final Network Breakfast for 2017.

After nine years working with the drinks association on the annual Trade Survey – which determines

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the winner of Supplier of the Year at the Australian drinks Awards – McLoughlin said he has found behaviour far outweighs technical accomplishments when it comes to the satisfaction levels of interviewees.

He believes suppliers needed to stop thinking “it’s

the drinks association | November 2017

all about margin”.

“I can unequivocably say it’s not all about margin,” he told Network Breakfast attendees.

He then played a Bananarama song – “It ain’t what you do, it’s the way that you do it” – to emphasise his point!

What drives effective commercial relationships?

McLoughlin insists trust, collaboration and communication are key to effective relationships. Providing timely, proactive communication about status, adjustments and changes rates highly with on and off trade in the Survey.

“I never hear someone say ‘these guys are over-communicating’,” he said. He also noted that the important message is the one that’s received - in terms of understanding - not the one that’s sent.

When it comes to collaboration: if you love them they’ll love you. Plus, showing enthusiasm for what you do and how you do it is contagious.

“If they know you’re passionate about what you do, they will become advocates for your business.”

The critical behaviours for collaborative success McLoughlin outlined six behaviours

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the drinks association | November 2017

that Advantage has found drive successful communication: >> Building trust Do what you say you are going to do; be consistent and transparent; think of your business as a brand – what is your positioning, how good is your reputation? >> Being easy to do business with Reduce bureaucracy, simplify business processes. >> Being responsive Set goals and protocols around responsiveness; empower your teams to make decisions. >> Being an effective communicator Communicate early and regularly at both big picture and weekly level. >> Understanding your partner’s business Make sure you know their strategy and what are they trying to achieve? >> Building advocacy – making your business partner your biggest supporter Have you created the sense you are on the same team and that your success is their success?

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the drinks association | November 2017

Liquor leads the way McLoughin praised the liquor industry for being “some of the most advanced retailers in the world.” When asked how liquor stacked up against FMCG, he noted that the grocery sector was “tougher and a lot less collegiate”.

However, he said the liquor sector was headed for tougher times as it faced the disruption of ecommerce and the entry of Amazon into the market.

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the drinks association | November 2017

WCA announces 2017 Wine Communicator of the Year

Congratulations to wine educator Gill Gordon-Smith on being awarded 2017 Wine Communicator of the Year.

The annual WCA Wine Communicator Awards recognise outstanding contribution to, and excellence in, wine communication in all its forms.

Gordon-Smith is a winemaker, runs Fall from Grace wine bar, is one of Australia’s first Certified Specialist’s of Wine, has been accredited as a French Wine Scholar and participated in the Vinitaly Academy, Italy’s largest organisation representing Italian wine. She’s also been a WSET educator for eight years.

There were a record 10 category awards at the 2017 presentation, held at Pernod Ricard’s new HQ in Barangaroo, Sydney.

After receiving the big award, Gordon-Smith said she was “gobsmacked”.

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In each category, a short list of finalists was reviewed and selected by the panel of expert judges. A winner was then chosen in consultation with WCA Board. The overall Wine Communicator of the Year was chosen from the category winners.

Previous winners have included Gourmet Traveller Wine, Tyson Stelzer, Jeni Port, Huon Hooke, Jane

the drinks association | November 2017

Ferrari, James Halliday and Campbell Mattinson. the drinks association was proud to sponsor the Digital Wine Communicator of the Year award, which went to Ali Laslett, Manager, Communications and Public Relations at the Winemakers Federation of Australia.

We were also thrilled to see our publication partner, Hip Media, as a finalist in two categories: Best Wine Publication (Trade, Technical) for drinks trade; and Best Wine Publication (Consumer) for Explore Drinks.

Here is the full list of winners: The Best Wine Public Relations (Individual or Team) – St Hugo’s Cellar Door Best Published Feature Articles or Wine Column – Morgan Dunn New Wine Writer of the Year – Pippa Merrett Digital Wine Communicator of the Year – Ali Laslett Best Wine Website or Wine App – Henschke Best Wine Educator – Gill GordonSmith Best Wine Book (Consumer) – Australian Wine Best Wine Publication (Trade, Technical) – Grapegrower & Winemaker Best Wine Publication (Consumer) – Gourmet Traveller Wine

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the drinks association | November 2017

Major Award: Wine Communicator of the Year Gill Gordon-Smith WCA Chairman Angus Barnes said: “This year’s entries showcase the outstanding quality of work consistently being produced across the wine industry. We received more than 65 entries across all 10 categories, with impressive feedback from the judges.

“The judges were delighted to see strong entries across each category, well presented and fascinating to read.”

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the drinks association | November 2017

Rémy Cointreau selects StayinFront for China market Rémy Cointreau has selected StayinFront to increase field force efficiency and effectiveness across all its sales channels in China.

analytics and guided selling solutions have earned bestin-class distinctions in the 2017 Promotion Optimization Institute (POI) Vendor Panorama and the Consumer Goods Technology (CGT) Readers’ Choice Survey.

Global Fortune 500 companies, niche manufacturers, distributors and contract sales organisations leverage StayinFront’s solutions to increase field productivity, visibility and selling effectiveness.

Rémy - a global leader with a broad portfolio of liqueurs and spirits, including Rémy Martin, Cointreau, Metaxa and Mount Gay - cited StayinFront’s deep understanding of the liquor industry, along with its ability to globally deliver “We selected StayinFront based on their thorough and support a single best-in-class solution with advanced analytics and data-driven selling tools, as understanding of our business needs, their by-design approach and ability to support all our routes to market key factors in the evaluation process. in China through its Shanghai office,” said Jean-François Voisin, Global Chief Information Officer StayinFront TouchCG® and StayinFront TouchCG at Rémy Cointreau group. “StayinFront’s extensive LT™ mobile field applications, configured to cloud deployment experience is aligned with our Rémy’s unique sales and marketing processes global IT strategy, while their advanced analytics, include integrated dashboards and KPIs to focus reporting and selling tools enable our sales reps field reps on completing essential tasks, while providing managers with real-time visibility into and promoters to present our brands and products perfectly in every visit.” field performance. In specific routes to markets, Rémy sales reps and promoters will use StayinFront “We are pleased to be partnering with Rémy PitchBook® to educate and sell customers Cointreau,” said Thomas Buckley, StayinFront CEO. with customised, data-driven, multimedia presentations.

“We’re committed to providing innovative tools A valued corporate partner of the drinks and technology that enable our customers to sell more across every route to market.” association, StayinFront’s field force automation,

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the drinks association | November 2017

news New WID councillor announced

Women in drinks is thrilled to announce the appointment of a new councillor - Emilia Simonin.

Simonin replaces Sharon Lee, who is stepping down from her position due to role commitments.

“I’d like to thank Sharon for her contribution during her tenure, and I hope to still see her at many events,” said WID Chair Jennifer Collins. “I’m pleased to welcome Emilia to the council and I know she’ll make an outstanding contribution to our future growth.”

Simonin, currently the Category Development & Insights Manager at Moët Hennessy Australia, has extensive industry experience, working across various sectors and international markets including

the UK and France.

“I am absolutely thrilled to be joining the WID council,” she said. “I firmly believe that equality is critically important in our industry and through the commitment and passion of organisations such as Women in Drinks, it can be achieved.

“It is an incredibly exciting and rewarding industry to be a part of, as we ultimately help to enrich moments in people’s lives. I hope that I can help to raise awareness and influence leadership in a positive way and give women a support network that can truly help propel them to the heights they deserve.

“To say that I am excited, would be an understatement!”

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the drinks association | November 2017

Brooke Hanson talks resilence & goal setting at Women in drinks Queensland Chapter launch

Women in Drinks launched its Queensland chapter last week with an inspiring speech by former Olympian Brooke Hanson.

The event, held at Gambaro Hotel in Brisbane, was introduced by WID Councillor Madelyn Ring and organised by the Queensland Chapter committee, Jo Harding and Sam Bradford.

Hanson told the story of her Olympic dream - achieved despite being allergic to chlorine!

She recalled her pride when she heard her name read out as a member of the Olympic team after winning three Gold and one Silver medal in front of a packed hometown crowd at the Olympic Trials in her hometown of Sydney. She went on to win Silver in the 100m breaststroke and Gold as a member of the 4x100m medley relay team at the Athens Olympics.

Hanson also created history at the 2004 FINA World Short Course Championships in Indianapolis where

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she won a record six gold medals – five individual and the 4x100m medley relay in world record time.

She talked about the importance of leadership and support with her relay team mates during that time; and how proud she was to bring women’s swimming back into the spotlight for Australia.

Hanson discussed how goal setting was instrumental in her winning Silver in 2004 at the Athens Olympics, which formed the backbone for the book she wrote about the experience, called ‘When Silver is Gold’.

She noted during her speech to Women in drinks: “I never ever felt once you’ve lost the gold medal by half a second, I came back from the Athens Olympics the happiest person who ever came back from the Olympics.”

Attendees were moved to tears as Brooke described some of the obstacles she has tackled

the drinks association | November 2017

in her life, including losing her son Jack at nine months old.

“I held him for his last breathe,” she recalled. “And I would give back all those medals back for one more cuddle.”

It was a motivating and moving story that showed her determination and resilience and her ability to stay positive and focused.

A big thank you to the committee for volunteering their time to organise such an inspirational event. We look forward to the next Queensland event!

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the drinks association | November 2017

Brown-Forman finalist in 2017 AHRI awards for diversity & inclusion Congratulations to Brown-Forman on being a finalist in the 2017 Australian Human Resources Institute Awards (AHRI) in two award categories.

The company is up for both The Michael Kirby AC LGBTIQ Inclusion Award and the Workplace Inclusion Award.

The AHRI Awards is Australia’s most prestigious HR awards program and the awards categories are independently judged by an advisory panel of global leaders from HR and business.

They celebrate Individual and organisation HR excellence, in categories including inclusion and diversity, innovation and creativity, disability

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employment, gender equity, HR technology and more.

“Brown-Forman Australia is very proud to be nominated as finalists in the Australian Human Resources Institute’s 2017 Awards,” said Michelle Phipps, Vice President, HR ANZ/SEA/North Asia Brown-Forman.

“The work of the Chairs and members of the three employee resource groups PRIDE (LGBTQI), GROW (Growing Remarkable and Outstanding Women) and Young Professionals committees as well as the region’s Diversity and Inclusion Council has been exemplary. Even if Brown-Forman does not ‘win’ in either category, thanks goes to these passionate

the drinks association | November 2017

people who make the Brown-Forman culture unique and a great place to work.”

AHRI noted that Brown-Forman faced a lack of clear direction, strategy, leadership, and risk of tokenism in the LGBTIQ diversity and inclusion space. To address this, initiatives were enacted that actively endorsed the idea of being one’s ‘whole self’ at work, and promoted awareness, education, and community engagement.

The Brown-Forman Employee Resource Group PRIDE was overhauled and recreated to promote awareness, provide education, engage the community and foster workplace diversity and

inclusion. Activations under PRIDE included the Night of Inspiration, Pass It On initiative, awareness training and partnership with Mardi Gras.

According to AON Hewitt, average Australian engagement scores sit around 58%. Since championing diversity and inclusion, Brown-Forman has seen an increase in engagement score to 71%, well above average. Brown-Forman also enjoys a completion rate of 88%, indicating a highly engaged workforce.

The winners will be announced on November 29 at the AHRI Awards Dinner. (Pictured below - a BrownForman Pride event held earlier this year.)

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the drinks association | November 2017

Women in drinks SA Chapter holds end-of-year event with Zoe Bettison MP

Tickets are selling fast for the end-of-year event for the South Australian Chapter of Women in drinks.

Held at the beautiful Penfolds Magill Estate, the event will feature The Hon Zoe Bettison MP, Minister for the Status of Women, as guest speaker.

Bettison will discuss whether targets work in business and how the SA Government is working to achieve better diversity in the workplace.

Lucinda Hewitson, CEO of Diversity Inclusion, will introduce the Minister and facilitate discussion and questions following her speech.

The SA government recently commissioned its first-ever gender pay gap study, which discovered the State had the lowest gender pay gap in Australia - at 9.78% - but a 15% pay gap for public servants, despite 70% of public servants in the State being women.

“Recognising the public sector’s gender pay gap is the first step toward addressing it, and I am pleased this informative work has been done because we can’t change what we don’t know,” Bettison said.

“I’m really pleased to see our overall pay gap decreasing are that we are tracking in the right direction.”

THE DETAILS When: 4-6pm, Monday, November 20, 2017 (Optional tour of Penfolds at 3.15pm)

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Where: Penfolds Magill Estate, 78 Penfold Rd, Rosslyn Park, SA Enter via main driveway, turn left at the T junction with parking on the left Cost: $50pp + GST includes drinks and finger food. $5 from each ticket will go ANZGOG – the Australian and New Zealand Gynaecological Oncology Group.

Tickets are limited. Get in quickly to avoid disappointment. Please indicate if you would like to attend the tour at 3pm.

Click here to book

Lion CEO becomes Pay Equity Ambassador

the drinks association | November 2017

Lion CEO Stuart Irvine has become a WGEA Pay Equity Ambassador.

He joins Robbert Rietbroek, CEO PepsiCo, Australia and New Zealand, as the second drinks industry head to sign the WGEA Pay Equity Pledge.

The Workplace Gender Equality Agency is charged with promoting and improving gender equality in Australian workplaces.

Directors, Heads of Department and CEOs take the pledge, which states: “We recognise gender bias can creep into performance, talent development and pay decisions to create like for like gender pay gaps. That’s why we analyse and monitor our talent management data, including pay, by gender and take action.

We also set the expectation among people managers that they address gender bias in their decision making. We do this because we know we can’t attract and retain the best people and improve workplace productivity if there’s any unfairness or perception of unfairness in our workplaces. We encourage all business leaders to take the first step. Equal pay is in your hands.”

A spokesman for Lion noted: “At Lion we are committed to gender pay equity. That is why we have investigated and closed the gender pay gap within our business. We’ve also made changes to our processes and conduct pay gap analysis twice a year. We encourage other organisations to do the same – to make a difference to gender equality. We do this because improving gender equality is the right

thing to do for our business, our people and the community.”

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the drinks association | November 2017

Industry celebrates drinks mentoring program success

Participants in the inaugural Women in drinks Mentoring Program have described it as both life and career changing.

putting yourselves forward as trusted supporters of your mentees and as change agents for the drinks industry.

The program concluded last week with a cocktail celebration at Sydney’s Luna Park, attended by mentors, mentees, the drinks association board and other guests.

“Over the six months of the program, participants have engaged in debates on inclusion, diversity and leadership where they have been taken out of their comfort zone. We hope they will continue to build on all they have leaded towards creating an inclusive culture in this sector.

Women in drinks Chair Jennifer Collins addressed the gathering, noting that the mission of WID was to educate, inspire and support the drinks industry to increase gender diversity and inclusion.

“I would like to congratulate and acknowledge all 58 participants for their commitment and courage,” she said. “It is not easy as a mentee to be matched with someone you may not know and talk about your personal leadership and career pathway.

“For mentors, we acknowledge your courage in

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“It has been an absolute privilege to work with our partner Serendis Leadership Consulting and as an industry with look forward to continuing to work with you to enhance and grow the program in future years.”

HR representatives met before the cocktail celebration to discuss the benefits staff had gained from the program and noted that both mentors and mentees had found the program equally inspiring.

the drinks association | November 2017

They revealed that many of the participants planned to continue the mentoring process beyond the official program, while one mentee had even invited her mentor to her upcoming wedding!

Feedback from participants Among the most consistent feedback from mentees was how much value they found in the program’s networking opportunities, the focus on personal development, and the tools for building resilience.

“This has been a great opportunity not only from a mentoring perspective but also to have the opportunity to network with peers,” one wrote. “Taking time to invest in my own development and valuing the importance of this investment. I’ve realised that there are lots of other people at high levels with the same insecurities as me and it’s given me greater insight and confidence.

Meanwhile, mentors universally praised the objectives and structure of the program.

“My mentee has been great to work with and I just hope she’s getting some value out of it,” one noted. “I’m certainly enjoying the opportunity.” the drinks association is currently looking at launching the Women in drinks Mentoring Program 2018 in May, in both Sydney and Melbourne.

For more information, please contact drinks association CEO Georgia Lennon on georgial@ drinks.asn.au or Program Director Bianca Havas on bianca@serendis.com.au

Meet Woodford Reserve master taster Elizabeth O’Neill Brown-Forman is offering the Women in drinks network the chance to meet Woodford Reserve’s Master Taster, Elizabeth O’Neill at Tank Stream Bar in Sydney on November 14 from 6.30-8.30pm.

O’Neill started out studying psychology, but her mother - who worked in the Seagram’s quality department suggested she consider a career as a taster.

O’Neill applied for a job as a sensory lab technician at Brown-Forman. After a few years of testing, O’Neill decided Woodford Reserve was the brand for her.

She describes her working relationship with the drink as “love at first sensory experience.”

“Bourbon is my life. I love it, so it never really feels like I’m working. I’m very fortunate to be in this situation.”

O’Neill will talk about her career path and experience as a Master Taster. And of course, guests will be tasting whiskey, and exploring their senses and whiskey flavours with her in a new way.

Brand Ambassador Thalita Alves said: “The ‘Women in Whiskey’ is a session for us, passionate hard working women of the spirits industry and a great opportunity for us to get together.”

RSVP to Thalita Alves at thalita_alves@b-f.com

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the drinks association | November 2017

Women in drinks raises $30,000 for ANZGOG

In an amazing result for Women in drinks’ charity partner, ANZGOG, our members have already raised more than $30,000 for gynaecological cancer research this year.

sons. We had an initial target of raising $50,000 over three years and, given we’ve hit $30,000 in our first year, we’re doubling our ambitions with a goal of $100,000 in donations by 2020.”

ANZGOG is the national peak organisation for gynaecological cancer clinical trials in Australia and New Zealand. WID had a three-year target to raise $50,000 for the organisation.

The money has been raised via the donation of part of every ticket price to WID events, including the International Women’s Day lunch, a raffle at IWD that raised $7500, and a fundraising initiative at the Australian drinks Awards that raised almost $11,000 in a single night.

“I’m thrilled with the success of our fundraising partnership with ANZGOG - the only national not-forprofit organisation dedicated to gynaecological cancer research,” said WID Chair Jennifer Collins. “ANGOG has been bold for change in its approach with the Save The Box campaign and is a great partner for Women in drinks.

“Gynacological cancer doesn’t just affect the women afflicted with it; they are daughters of fathers, partners of men, sisters of brothers and mothers of

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Women in drinks also ran a competition among the women in drinks councillors and the drinks association directors to see who could raise the most funds for Save The Box, which involved carrying a Save the Box Money Box everywhere they went for seven days - work, exercising, shopping, bike riding, to the movies or out for dinner… everywhere!

Councillors and directors then asked family, friends and colleagues to sponsor them to help reach their

the drinks association | November 2017

fundraising target.

WID councillor Judy Massoud (right) came out on top after raising $1757.20, which is enough to put one woman into a clinical trial, potentially saving her life. Judy was rewarded for her efforts with a Mumm Jeroboam at the drinks association’s Chairman’s Drinks last week.

“I’d like to thank Jeff McKenzie and Val Catterini of Pernod Ricard Australia for their kind donation of the Mumm Jeroboam – a fitting way to acknowledge the fantastic effort of Judy in raising funds for this important cause,” Collins said.

Pictured (main): Women in drinks Chair Jennifer Collins with councillors Madelyn Ring and Sally Byrne.

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the drinks association | November 2017

How the drinks association keeps you informed Here’s a handy guide to the ways the drinks association spreads the word about great achievements and initiatives in our industry.

The drinks association’s mission is to connect, inform, promote and strengthen the drinks industry.

We aim to keep you up to date with all the latest drinks news and developments, both in Australia and overseas.

We have a LinkedIn company page and three groups: the drinks association, drinks trade and Women in drinks.

Take a look at the many ways we keep you in touch.

Connect with us on social media Get your news even faster by following us on social media.

You can follow us on Instagram at the drinks association, where we have more than 1000 followers.

We have a monthly newsletter - drinks news We have more than 4000 followers on our three Facebook pages: drinks trade, the drinks association and Women in drinks.

We have almost 3000 followers on Twitter at drinks trade, the drinks association and Women in drinks.

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Click here to become a subscriber.

the drinks association | November 2017

Visit our websites We feature the latest news updates at drinkscentral.com.au, diversity&inclusion@drinks. com.au and drinksbulletin.com.au drinks bulletin also sends out weekly newsletters that round-up the top stories.

Click here to subscibe.

Our websites reach almost 40,000 unique users every month, with almost 1 million page impressions.

How you can feature in our digital and print publications Email our Social Media & Communications manager Alana House on alanah@drinks.asn.au and drinks trade’s associate editor Hannah Sparks on hannah@hip.com.au We have a bi-monthly magazine - drinks trade

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the drinks association | November 2017

3 easy ways to learn more about the drinks association’s services the drinks association has created a series of videos and infographics highlighting how we can help you. the drinks association Learn more about the drinks association and the services it offers.

Click here to view the infographic.

drinks bulletin Keep your finger on the pulse of the whole industry with our weekly drinks bulletin.

Click here to view the infographic.

drinks trade Want to know what drinks trade magazine can do for you and your business?

Click here to view the infographic.

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the drinks association | November 2017

What our associate members can do for you ...

A guide to the services provided by the drinks association’s associate members.

AMA AMA Commercial Collections is an Australian owned and operated enterprise that has served credit managers since 1977. It provides a full range of services and products including debt recovery, trade bureaus, credit consulting, credit insurance and information services. Click here to learn more.

BevChain BevChain provides national tailored supply chain solutions for the beverage industry across Australia with ‘best-in-class’ warehouse and distribution services.

Click here to learn more.

Brand Promotions Brand Promotions is the biggest, best and most cost-effective supplier of almost any promotional product you can think of. It also specialises in designing an entire campaign to help build your brand and dominate your market through gift with purchase, custom made products and high volume orders. Click here to learn more.

Core Element Core Element is a specialist boutique FMCG recruitment and careers business that recruits sales, marketing and general management roles across the grocery, liquor, foodservice and pharmaceutical sectors. The company combines contemporary functional and organisational credentials and the ability to engage a rich, diverse network. Click here to learn more.

Fix Corp Fix offers tailored solutions for system management, processes and efficiencies, category management, promotional program management, marketing programs & collateral management, retail support and merchandising, space planning, pricing, audit program management, data collection and analysis and reporting, product advice and product to market advice. Click here to learn more.

Hip Media Hip Media is a specialist, mid-sized publisher dedicated to meeting your marketing and corporative objectives. Hip creates publications that communicate with customers, members or stakeholders in an informative, entertaining and inspirational voice; specialising in print and digital content in the B2C and B2B sectors. Click here to learn more.

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the drinks association | November 2017

IRI IRI has the world’s largest set of consumer, purchase, media, social and mobile data, igniting growth for clients in the FMCG, retail and health sector. Whether it’s analyzing how to make your assortment, pricing and promotions more profitable, tailoring media strategies, or guiding you through new product or market planning, IRI helps grow your business. Click here to learn more.

Kegstar Kegstar is an asset pooling business specialising in stainless steel kegs used to transport beverages. It collects empty kegs from venues and then redeploys them to other customers in the pool. Each keg is uniquely identified and tracked as it moves through the supply chain. Click here to learn more.

Mondo Search Mondo Search provides executive search and recruitment services across a range of industries in Australia, including direct selling, digital/ direct marketing, drinks, FMCG, franchising/retail and hospitality. Mondo offers tailored recruitment services through its Sydney and Melbourne consultancies, and has national and international affiliates through The Worldwide Recruiting Network. Click here to learn more.

Powerforce Powerforce is part of the Blueprint Group, which works with retailers and manufacturers to help unlock value for them through its integrated range of data, sales and marketing solutions. Powerforce and Blueprint’s CCS offer a full range of sales and marketing solutions through brand names such as Extravert, Retail facts! and Ausrep; and Retail Insight. Click here to learn more.

The Advantage Group Advantage is the industry leader in B2B performance benchmarking. The success of its performance benchmarking program - Advantage Report - has expanded to over 39 countries. Clients look to Advantage for insights into strengthening their business relationships within channels including Ecommerce, grocery, pharmacy, food and healthcare. Click here to learn more. tic technologies tic technologies provides custom internet and CMS solutions. tic’s team is available at all times, providing ongoing complimentary support. Its powerful, yet easy to use CMS can be extended to multiple, independent web sites.

When you need quality web technology, strategic marketing and support; think tic technologies. Click here to learn more.

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the drinks association | November 2017

Veritas Events Established in 1992, Veritas Events is a Sydney-based group of event planners specialising in creative solutions for corporate functions, conferences, incentive programs, team building and special programs. Veritas Events’ constant innovation creates unique experiences that both your business and your clients will always remember. Click here to learn more.

BARSCAN BARSCAN delivers insights into the on-premise liquor trade. BARSCAN for Venues takes the hassle out of retrieving data from your POS, delivering a simple way to understand and analyse sales, margins and profit performance.

BARSCAN delivers insights into trends, trading dynamics, occasion dynamics and promotions in the on-premise liquor trade. Click here to learn more.

Ebiquity Ebiquity helps brands exploit the evolving marketing landscape to achieve business success. The company provides customised data analytics, online tools and consultancy services. It recommends optimisation strategies to improve clients’ performance throughout the consumer path to purchase, drawing on its unique expertise and objective data insights. Click here to learn more.

GS1 Australia GS1 is a leading global organisation dedicated to the design and implementation of global standards and solutions to improve the efficiency and visibility of supply and demand chains. The GS1 system of standards is the most widely used supply chain standards system in the world. The company’s specialties are barcodes, EPC, GDSN, eCom, MobileCom, AIDC, traceability and supply chain standards. Click here to learn more.

JEM Computer Systems JEM provides Information Communication Technology (ICT) management and support for small to medium organisations. It offers 24-hour, 7-day-a-week remote support, ICT Project Management, software auditing and licensing compliance, regular system health reporting and proactive monitoring, disaster recovery planning and data back-up services, domain and DNS management, system integration, service and virtualisation, and hardware.

Click here to learn more.

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the drinks association | November 2017

Mainfreight As a global supply chain business with over 240 branches around the world, Mainfreight offers sophisticated logistics solutions in and out of the most dynamic economies. The company also offers specialised warehousing and distribution solutions. Click here to learn more.

NCI Established in 1985 as a specialist trade credit insurance broker, NCI has grown to become the leading trade credit insurance broker throughout Australia, New Zealand and Asia. NCI focusses on protecting its client’s profitability - while credit insurance is the ultimate safeguard against bad debts, better business practices in trade credit management can also help to improve profitability on a day to day basis. Click here to learn more.

StayinFront StayinFront provides complete, mobile, cloud-based sales force automation (SFA) and customer relationship management (CRM) solutions that empower its customers to work more efficiently, know more about their business and performance and sell more effectively. Click here to learn more.

Nielsen Nielsen helps companies understand what consumers watch and buy. Nielsen’s Watch segment provides media and advertising clients with Total Audience measurement services across video, audio and text. The Buy segment offers consumer packaged goods manufacturers and retailers the industry’s only global view of retail performance measurement. Nielsen provides its clients with both world-class measurement as well as analytics that help improve performance.

Click here to learn more.

Blue Star Blue Star is Australia’s leading provider of integrated print, display, personalised communications, promotional products, warehousing and logistics services. The company partners with customers to deliver on their communication needs, ranging from a specific product or service through to a seamless integrated solution. Click here to learn more.

Touchstone Executive Search Touchstone has been helping clients secure the best senior executive talent since 2003. The company advises major Australian and multinational companies on senior appointments across the Asia Pacific region. Through research and global

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the drinks association | November 2017

network relationships Touchstone builds deep industry background and behavioural knowledge, which allows it to deliver high caliber shortlists quickly and efficiently. Click here to learn more.

SKUVantage Specialising in helping clients drive sales, reduce costs and save time with a collaborative one-stop-shop approach to digital content management, SKUVantage brings a wealth of possibilities to member companies. The business already has a strong relationship with the drinks association through its digital content repository service www.drinkslibrary.com.au.

Click here to learn more.

Vale Don McWilliam

The wine industry lost one of its great icons, Don McWilliam, last month. Don was a driving force - and the namesake - behind the McWilliam’s Wines Group and a passionate advocate of Australian wine for more than five decades.

He dedicated his life to the development of the Australian wine industry both domestically and internationally.

Don was instrumental in the establishment of McWilliam’s Wines shifting to a premium offering and building a national portfolio of brands to showcase the diversity and quality of Australian wine.

Through his tireless dedication and vision he was able to elevate the company to one of Australia’s leading family wine producers.

Don was instrumental in establishing the McWilliam’s Maurice O’Shea Awards in 1990. This award celebrates an individual, brand, institute, activity or entity that has brought the same passion and drive for the wine industry that he was so well known for.

He was active within a number of key associations within the industry including Australian Wine and Brandy Corporation, Australian Wine & Brandy Producers’ Association, the Australian Wine Board and the Winemakers’ Federation of Australia.

He was recognised for his considerable contributions to the wine industry when he made a Patron of the Wine Industry in 1994 by the Winemakers Federation of Australia and in 1995 when he was given the NSW wine industry’s most illustrious accolade – the Graham Gregory Award. In 2003 Don was once again recognised for all of his efforts and dedication to Australian wine by being awarded a Member of the Order of Australia (AM).

Don is survived by his sons Stephen and Chris and daughter Debra.

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the drinks association | November 2017

Below is an excerpt from our September monthly report; to access more information like this, contact us on 02 9415 1199.

RTD SALES FOR SEPTEMBER 2017 18 October 2017

MAT Sales in RTD Fall

MAT sales in the domestic RTD market were slightly lower in September 2017 than in September 2016 with 22,592,335 cases sold for the former compared to 22,708,521 for the latter.

2016/17

25,500,000

2015/16

25,000,000 24,500,000 24,000,000 23,500,000 23,000,000 22,500,000 22,000,000 21,500,000 21,000,000 (9L cases)

Oct

Nov

Dec

Jan

Feb

Mar

Apr

May

Jun

Jul

Aug

Sep

Figure 1: Moving Annual Total ('MAT') sales of RTD in the domestic market

Bourbon Standard and Bourbon Premium continue to dominate domestic RTD sales with 23.57% and 25.57% of the market respectively.

Bourbon Standard Bourbon Premium Rum Dark Vodka Other Distilled Scotch

Market Share 23.57% 25.57% 16.53% 15.94% 11.61% 4.29%

MAT Change % -6.60 2.50 4.40 3.40 10.80 -22.10

Liqueur Gin Rum Light Ouzo Brandy Tequila

Figure 2: MAT sales of RTD in the domestic market by market share and MAT change

02 9415 1199

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Market Share 1.35% 0.76% 0.35% 0.00% 0.00% 0.03%

MAT Change % -32.10 14.20 -10.50 0.00 0.00 -20.00

the drinks association | November 2017

Below is an excerpt from our September monthly report; to access more information like this, contact us on 02 9415 1199.

SPIRITS SALES FOR SEPTEMBER 2017 18 October 2017

MAT Sales in Spirit Rise

MAT sales in the domestic Spirit market were significantly higher in September 2017 than in September 2016 with 7,207,231 cases sold for the former compared to 6,805,667 for the latter.

2016/17

7,900,000

2015/16

7,700,000 7,500,000 7,300,000 7,100,000 6,900,000 6,700,000 6,500,000 6,300,000 (9L cases)

Oct

Nov

Dec

Jan

Feb

Mar

Apr

May

Jun

Jul

Aug

Sep

Figure 1: Moving Annual Total ('MAT') sales of Spirits in the domestic market

Scotch, Bourbon and Vodka continue to dominate domestic Spirits sales with 22.73%, 18.88% and 16.78% control of the market respectively

Scotch Bourbon Vodka Rum Liqueurs Gin

Market Share 22.73% 18.88% 16.78% 14.10% 9.99% 5.23%

MAT Change % 6.90 4.80 2.70 9.60 -3.70 17.80

Whiskey Apertifs Tequila Cognac Sambuca Schnapps

Market Share 4.13% 2.74% 2.04% 0.91% 0.41% 0.33%

MAT Change % 9.70 44.50 12.60 16.30 2.80 -8.60

Figure 2: MAT sales of Spirits in the domestic market by market share and MAT change

02 9415 1199

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the drinks association | November 2017

Below is an excerpt from our September report; to access more information like this, contact us on 02 9415 1199.

CIDER SALES FOR SEPTEMBER 2017 18 October 2017

MAT Sales in Cider Fall

MAT sales in the domestic Cider market are moderately lower in September 2017 than in September 2016 with 10,702,993 cases sold for the former compared to 10,843,651 for the latter.

2016/17

11,500,000

2015/16

11,000,000 10,500,000 10,000,000 9,500,000 9,000,000 8,500,000 8,000,000 7,500,000 7,000,000 6,500,000 6,000,000 5,500,000 5,000,000 (9L Cases)

Oct

Nov

Dec

Jan

Feb

Mar

Apr

May

Jun

Jul

Aug

Sep

Figure 1: Moving Annual Total ('MAT') sales of Cider in the domestic market

Victoria is the leader in the domestic Cider market with 31.60% of the market share compared to 21.76% and 20.47% for close contenders QLD and NSW/ACT respectively.

NSW/ACT

VIC NSW/ACT QLD WA SA TAS NT

VIC QLD SA WA NT TAS

MAT Change % 4.60 -6.30 3.80 -9.00 -7.40 -0.30 -8.00

Figure 3: Breakdown of Cider MAT market share and MAT change

Figure 2: Breakdown of Cider MAT sales by State

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Market Share 31.60% 20.47% 21.76% 12.70% 9.74% 2.54% 1.18%

the drinks association | November 2017

Below is an excerpt from our September report; to access more information like this, contact us on 02 9415 1199.

WINE SALES FOR SEPTEMBER 2017

17 OCTOBER 2017

MAT Sales in Australian Wine and Imported Wine Fall

MAT sales in the Australian wine market were notionally lower in September 2017 than in September 2016 with 359,395,923 litres sold for the former compared to 371,825,692 for the latter. Meanwhile Imported wines recorded 15,010,178 sales in September 2017 compared to 18,132,922 in September 2016.

2016/17

20,000

2015/16

2016/17

390,000

19,000

2015/16

380,000

18,000

370,000

17,000 16,000

360,000

15,000 14,000

in '000L Oct

Nov Dec

Jan

Feb

Mar

Apr May

Jun

Jul

Aug Sep

Figure 1: Moving Annual Total ('MAT') Sales of Imported Wine

350,000

in '000L Oct Nov Dec

Jan Feb Mar Apr May Jun

Jul

Aug Sep

Figure 2: MAT Sales of Australian Wine

MAT sales were down in White wine, Red wine, Sparkling, and Fortified , while Other NES was up in the Australian market.

Meanwhile sales in the Imported market grew in Rose Table.

Imported

Market Share

MAT Change

Australian

Market Share

Change

White Table

59.44%

-14.9

White

46.69%

-5.3

Champagne

25.01%

-2.0

Red

39.15%

-1.9

Sparkling

8.70%

-18.4

Sparkling

9.52%

-1.0

Red Table

3.15%

-73.7

Fortified

4.28%

-0.9

Rose Table

3.69%

36.8

Others NES

0.35%

5.1

Fortified

0.00%

-93.6

Figure 3: MAT Sales of Imported Wine

Australian White

Market Share

Australian Red

Market Share

Figure 4: MAT Sales of Australian Wine

Australian Fortified

Market Share

Dry White

23.76%

Shiraz

24.45%

Port

79.61%

Chardonnay

18.70%

Cabernet/Merlot

12.73%

Sherry

13.38%

Sauvignon Blanc

15.81%

Cabernet Sauvignon

13.83%

Dessert

3.59%

Semillon/Sauv Blanc

12.37%

Shiraz Carbernet

11.39%

Muscat

Pinot Grigio/Pinot Gris

2.79%

Dry Red

9.33%

Australian Sparkling

3.42% Market Share

Riesling

1.91%

Lambrusco

5.94%

Methode Champ

51.66%

Classic Dry White

2.13%

All Others

12.61%

Fermented

32.63%

Verdelho

0.84%

Merlot

6.14%

Carbonated

15.71%

Semillon/Chardonnay

0.56%

Pinot Noir

2.65%

Semillon

0.05%

Cabernet/Shiraz

0.72%

Viognier

0.08%

Classic Dry Red

0.21%

Figure 6: MAT Sales of Australian Wine in Sparkling and Fortified

Figure 5: MAT Sales of Australian Wine in White and Red

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the drinks association | November 2017

Need information on liquor licences and banners fast? the drinks association can help. Providing access to the only centralised national liquor licence database in Australia, you’ll never miss out on all the latest licensing and banner group news.

Active liquor licences as at October 2017

Top 10 banner groups percentage share of outlets Australian liquor retail market - September 2017

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the drinks association | November 2017

Upcoming drinks events WID council meetings

Credit forums November 15, 2017

Supply chain logistics forum

WID events

drinks board meetings

Executive meetings November 29, 2017

Network breakfasts

CFO forums

HRD forums

Trade survey WG

drinks Awards

SA - November 20, 2017

AdWatch workgroup

Gen/legal counsel

Shopper tracker WG D&I@drinks meetings

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