the drinks association | September 2017
The industry gathers to farewell drinks association CEO Sandra Przibilla
Thank you to Lion for hosting a fabulous farewell to the drinks association’s retiring CEO Sandra Przibilla. Turn the page for all the details, speeches and photos from the event >>
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elcome to new drinks association member 100 Proof, page 14.
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ew digital promoted price service at Ad Watch, details on page 15.
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verything you need to know about the 2017 AdAs, page 6. Page 1
the drinks association | September 2017
Moving words as CEO Sandra Przibilla retires
The drinks industry gathered last night to raise a glass to retiring drinks association CEO Sandra Przibilla. Lion’s Sydney CBD headquarters played host to industry identities and leaders, who toasted Przibilla with Lion’s beer portfolio, along with drinks donated by Treasury Wine Estates, Accolade, Moet Hennessy Australia, Pernod Ricard and Casella Wines. Przibilla has been CEO of the drinks association for more than 10 years. Among her achievements have been the establishment of the Women in drinks and Diversity & Inclusion Councils, creating drinks trade magazine, the institution of the Australian drinks Awards, the Serendis Mentoring Program and the Industry Trade Survey.
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Chair Ralph Dunning addressed the crowd: “How do you do justice to such a long and substantial contribution - both to the association and to the industry as a whole?” Dunning noted that under Przibilla’s leadership the association had grown from seven to 28 member companies, with services building from five to 11, plus seven new forums and council. “All these aspects, services and contributions to industry have been fiercely prosecuted by Sandra - yes, agreed strategies with the board - but driven relentlessly by Sandra,” Dunning said. “I know Sandra would like me to acknowledge the teams of people she has had around her to assist in the delivery of these achievements. But her leadership
the drinks association | September 2017
and rather staggering amount of industry advice and mentoring undertaken over the years will be an enduring hallmark of her time at the association.” On a more personal note, Dunning told Przibilla how much he had enjoyed working with her. “I have loved your commitment and have found your drive for success infectious. I’ve loved our catch ups and the great fun you have brought to our meetings. I value our friendship very much and hope that the next stage of your life brings all that you wish for. “I know I speak for those in the room by saying that your contribution, both industry wise and personally, has been immense and that you will be sorely missed by all.” Przibilla looks to the future Przibilla joined Dunning at the podium, where she noted: “It’s interesting, I thought about how I might feel tonight, and I have to say I don’t feel sad, not at all. I’ve had a wonderful career in the industry since I joined. “It was a big step to join drinks… within a blink of the eye two years had gone and we were pretty much still where we were, but I
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the drinks association | September 2017
thought no, with some energy and the right people in my corner we can really make this thing work. And we did! “So as much as you’ve all said thank you to me, I have to say thank you to everyone who’s ever served on the drinks board. “Also, thank you to everyone who has contributed, supported me, has never ever closed their doors on me. They put up with my harassment, my constant SMS’s, my midnight emails … And simply that level of support is what got us over the line.” Przibilla said she was leaving the drinks association in safe hands: “I do have to say, Georgia Lennon’s appointment as CEO - with Rachel Wormald by her side as Business Manager - is absolutely fantastic. I look at it and I think, you’ve got this wonderful business to take to that next level and you’re just the right people to do it. “I want to thank you all. You’ve all played a really important role. The industry and the association really became a dominant piece of who I was. Enjoy your journeys and I really hope you’re as lucky as me to work with fantastic people and do fantastic things!”
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the drinks association | September 2017
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the drinks association | September 2017
Everything you need to know about the 2017 Australian drinks Awards The winners’ names are are in ... and under lock and key ... it’s just days until we find out who has taken out the 2017 Australian drinks Awards trophies. We can’t wait to celebrate with you!
one independently and objectively judged by the industry at large and our consumers.
Who will win the two major awards: Supplier of the Year and Brand of the Year? The champions will be revealed on September 7 at the Sydney’s ICC.
Supplier of the Year: Diageo Australia Brand of the Year: Jim Beam Best Innovation: Matilda Bay Lazy Yak Best Presence in Social Media: Canadian Club Best Ad Campaign: Jim Beam Best Sales Achievement: Great Northern Brewing Company Most Loved Brand: Vodka Cruiser
It’s the fifth year of the Australian drinks industry’s most respected awards ceremony and it’s gearing up to be the most exciting yet. Back in 2012, the drinks association members decided our industry needed an awards night that was independent, credible, transparent and relevant. There can be no better award to win than
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The major winners in 2016 were:
This year, more than 500 people will gather for the big announcements at the ICC. Stay by for all the winners’ details in the next issue of drinks news.
the drinks association | September 2017
icc sydney
ARE YOU READY FOR AUSTRALIAN DRINKS AWARDS 2017? www.australiandrinksawards.com.au #drinksawards
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the drinks association | September 2017
Celebrating at the ICC This year’s Australian drinks Awards will have a glamorous black, red and gold theme and will kick off with a theatre-style presentation of the awards at the International Convention Centre (ICC), in Darling Harbour. Returning as host this year will be MC Michael Walton, a long-time friend and partner to the drinks industry. “Celebrating excellence is something every industry should aspire to - and I think the AdAs are one of the very best,” Michael said. Make sure you arrive at the ICC by 5.45pm to ensure you’re seated for the winners’ announcements. The presentation will be followed by cocktails and a sit-down dinner at the ICC, where Brand of the Year and Supplier of the Year will be awarded. When the formalities of the evening conclude, the fun will continue with an after-party at the ICC featuring a big band, hosted by our Award Partner StayinFront. Bringing a modern twist back into the classy, sophisticated jazz band, 48 West will reimagine forever-favourite radio hits into swinging jazz anthems. “We would like to thank our members for their continued support and participation in making our awards the most spectacular and respected event in the industry,” said the drinks association CEO Georgia Lennon. Want to know how to get to the ICC? Click here
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the drinks association | September 2017
Important changes to the judging process & event format for 2017 AdAs The 2017 Australian drinks Awards has sold out more than two months prior to the event. Unlike previous years, the shortlisting process for each award will be removed. Each entry, regardless of category, will go straight to a consumer panel. Each entry will receive an overall score. The winner will be the brand/product with the highest score. Along with these changes are revised requirements to entry for some awards. Entries for the Best Sales Achievement Award must now be signed by both the submitter and the Sales Director for the brand. Another large change this year is the determining criteria for the Best Social Media Presence Award. On top of last year’s information, there will also now be a consumer survey to evaluate the content of the social media presence. Facebook impressions for each entry will also play an important role in determining the winner. “the drinks association believes these changes will build a better Australian drinks Awards”, says CEO Georgia Lennon. “There can be no better award to win than one that reflects consumer enthusiasm and support for a brand.” The awards night itself has also been overhauled. This year the Awards ceremony moves to the ICC Sydney, in Darling Harbour. The night will kick off with a theatre-style, seated presentation for all awards excluding Brand of the Year and Supplier of the Year. After the presentation, everyone will move to a pre-dinner cocktail party
before being seated for dinner and the presentation of the two major awards. the drinks association would like to thank all the corporate sponsors who help make the evening such a success. This year, Brand of the Year is sponsored by Nielsen, while Supplier of the Year is sponsored by The Advantage Group. Best Innovation is sponsored by NCI/AMA, Best Social Media is sponsored by Hip Media, Most Loved Brand is sponsored by Liebherr and Best Advertising/ Marketing Campaign is sponsored by Skuvantage. “Each year, NCI and AMA look forward to sponsoring an award and attending the gala dinner,” said Kirk Cheeseman, Managing Director at NCI. “We are proud to sponsor the category of Best Innovation and look forward to presenting the award to a worthy winner on September 7.” Page 9
the drinks association | September 2017
Celebrating brand love at the Australian drinks Awards
the drinks association welcomes refrigeration expert Liebherr as a returning Award Partner of the 2017 Australian drinks Awards.
“This year we thought we would place our support behind the brand that consumers most engaged with and responded towards.
Liebherr is proudly sponsoring the Most Loved Brand award at the AdAs.
“A brand that is loved is a brand that resonates with its audience and creates solid brand awareness in the market.
“Liebherr is honoured to support an event that recognises brands that work hard to deliver amazing products to the market,” said Dijana Stangolev, Marketing Executive at Andi-Co Liebherr. Stangolev explained that the company chose to sponsor Most Loved Brand because customer love and loyalty to a brand is paramount to its success.
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“The Most Loved Brand Award would provide the winner with the confidence that what they are doing has been effective in the market and that they are on the right track in terms of engaging with their audience. “It would make the winner think about the next
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steps towards building on this success and will create a buzz around their brand, especially within the industry.” However, Stangolev believes that this award shouldn’t make a company complacent – success is about endurance and always planning ahead. “The Most Loved Brand Award means that a company shouldn’t stop innovating and evolving once they are recognised for their products. “A company should continue to invest in its products and their people to become better and for the Brand to have a long life in the market place. Liebherr are proof of this, they continue to improve and deliver,” she adds.
Liebherr wine cellars are designed to keep wine at the correct temperature, humidity level and safe from UV light to sustain it for best for consumption and cellaring. “Some people consume for the minute and others age their selection for decades. Liebherr products permit the correct temperature for serving and storage,” says Stangolev. Exciting future plans for the company include associations with Microsoft, incorporating that technology into its refrigerators as well as looking to extend their range to include inbuilt wine cellars. For more information on the company, visit www.liebherr.com.au
Liebherr invests millions of dollars in research and development, focussing on how to make its products better and continue to bring innovation to the marketplace.
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the drinks association | September 2017
ABA holds inaugural “Celebration of Industry” gala dinner in Canberra
Federal politicians joined alcohol beverages industry stakeholders, including winemakers, brewers, distillers, retailers, restaurateurs and caterers, clubs and hospitality representatives in Canberra last night for the inaugural Celebration of Industry Dinner on August 15.
MP praised the alcohol beverages industry’s contribution to the local economy.
Hosted by Alcohol Beverages Australia in the Great Hall, Parliament House, the dinner featured speeches from politicians and industry figures.
Alcohol Beverages Australia Chairman, Giuseppe Minissale said in addition to providing vital employment opportunities for local communities and a significant contribution to the Australian economy, the industry importantly also makes a great contribution to the sociability and quality of life of Australians.
Michael McCormack MP, Minister for Small Business, said the Federal Government recognised the importance of the industry’s role in job creation in all Australian communities. McCormack described the more than 400,000 jobs created by the industry as “a mighty contribution to our economy. For that, the sector is to be highly and earnestly congratulated.” “Yours is a story of jobs and innovation and it’s something to celebrate,” McCormack added. Speaking on behalf of the Opposition, Shadow Minister for Trade and Investment, Jason Clare
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“This is a great industry with a bright future… you’re kicking goals, and that means more jobs,” Clare said.
“Events like tonight reflect an industry with a growing determination to work together to promote its great products. We look forward to working with parliament, consumers and the community to ensure our industry and the people that work in it continue to evolve and prosper.” Attendees also heard insights on how the industry is evolving from some of the brightest emerging stars from the beer, wine, spirits and retailing
the drinks association | September 2017
sectors, during a panel discussion hosted by journalist Annabel Crabb. “The event provided an important opportunity for all members of the industry to join with ABA members and parliamentarians to celebrate the way Australia’s drinking culture and habits are changing for the better,� Alcohol Beverages Australia Executive Director Fergus Taylor said.
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the drinks association | September 2017
drinks association welcomes new member
the drinks association is proud to announce 100Proof has become its newest member. 100Proof was launched in July, 2016 and is Australia’s largest independent on-premise drinks specialist.
Along with their sons, the next generation of 100Proof, they have introduced an exciting new approach to on-premise drinks wholesaling and marketing, built on personalised relationships and tailored solutions.
“It is my pleasure to advise 100Proof has joined the drinks association as a Category 1 Member,” said Georgia Lennon, CEO, the drinks association. “We welcome the 100Proof team and look forward to working with them.”
“We have built on our long experience of working together and shared values in delivering a trusted, credible on-premise wholesaler network, where transparency and honesty are key motivators to customer relationships,” Murphy told drinks guide last year.
100Proof is a one-stop drinks solution delivering extensive product ranging, marketing support, staff training and other tools to more than 5000 restaurants, bars and hotels around Australia.
“Because the three companies forming 100Proof have specialised in on premise, there is a deep understanding of the different types of venues that make up the category.
Directors Paul Murphy (Liquid Mix), Mark Rowe (Paramount Liquor) and Darren Terlich (Liquid Specialty Beverages), bring over 70 years’ combined experience to the 100Proof team.
“We have created an offer tailored to those needs to ultimately enhance the overall drinking experience for the people that visit and enjoy these venues around Australia every day.”
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the drinks association | September 2017
New! Digital promoted price service at Ad Watch Ebiquity has incorporated digital data into the drinks association’s Retail Ad Watch service. This new service is being provided at no additional cost to member companies, with digital advertising reported in the same way as newspaper ads. The image will be a large screenshot, showing product placement on the web page. It will export seamlessly with your print data. The same metadata as provided for the print service will be available to view and search. There is an option to choose only press or digital data by using the media filter. Otherwise, all data can be exported, allowing you to pivot the information as you do now. We will have digital data in the system by 3pm every Friday - 1 sweep per week. The sites covered are: First Choice; Vintage Cellars, Dan Murphy’s, BWS and Liquorland. Example of image capture below:
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the drinks association | September 2017
Have you tried drinks vacancies? drinks vacancies is a free service offered to the Australian drinks industry by the drinks association. It’s the ideal way to share news of positions available in your business with highly qualified applications.
If you have any questions, please contact Rachel Wormald at rachelw@drinks.asn.au or
Vacant positions appear on the drinks central website, which attracts almost 13,000 unique visitors every month. Listing a job on drinks vacancies is easy. Simply click here to add a vacant position to the page. We encourage you to use this free service.
drinks association heads to Brown-Forman Member Liaison Officer Alison Herring, business manager Rachel Wormald and Servies Specialist James Ravestijn visited the Brown-Forman head office in Surry Hills recently to update the company on our services. Among attendees at the meeting were Marc Satterthwaite and Andrew McNamara. It was a great chance to discuss drinks Licences database, Ad Watch Portfolio and Ad Watch Premium, as well as to catch up with the team. Email Alison at alisonh@drinks.asn.au if you’d like her to present to your team.
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the drinks association | September 2017
John McLoughlin to speak at network breakfast Advantage Australia’s John McLoughlin, Group Managing Director, Asia Pacific will present “Developing Effective Commercial Relationships – What are the key drivers of success in today’s trading environment?” at the drinks association’s next Network Breakfast. The presentation will offer an examination of the attributes that correlate with delivery of successful commercial relationships. It will cover an analysis of the key drivers of collaborative business relationships, the barriers to productive collaboration and where to focus when getting the organisation fit to collaborate. Advantage Australia, the industry leader in B2B performance benchmarking with its Advantage Report, is an associate member of the drinks association and a corporate partner of the Australian drinks Awards.
NETWORK BREAKFAST DATE: Tuesday, October 24, 2017 TIME: 7-9am LOCATION: Luna Park, Sydney Click here to book
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the drinks association | September 2017
NILWA celebrates 20th anniversary Hannah Sparks, Associate Editor of drinks trade, reports from the NILWA annual sales conference. It was the first on-premise focused group of independent liquor wholesalers with national representation and trading terms. Twenty years ago in Sydney, seven liquor wholesalers joined forces and became the National Independent Liquor Wholesalers Association. All of them family-owned and operated businesses, by combining their skills and knowledge, they could use the power of the group to strengthen their supplier relationships and secure national deals that would deliver value to both members and customers. They would also be able to evaluate and analyse members’ sales, distribution and performance data to provide customers with useful insights and marketing promotions.
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NILWA celebrated its 20th anniversary this week as part of its annual sales conference, back in the city where it all began. In raising a toast with members and suppliers, National Group Executive Jenny Hughes described the event as a significant milestone. “In 1997, NILWA’s positioning statement was: ‘in the supply of liquor products to on-premise venues, NILWA wholesalers aim to offer a high-quality service of wide product choice and a value based business relationship.’ Twenty years on, and this statement is still relevant today.” Current NILWA members include D’Aquino Liquor Merchants, Novocastrian Wholesale Liquor, Gateway Liquor Wholesale, G H Cole & Son, Rivercity Wholesale Liquor and Monacellars Wine & Spirits and Festival City, which collectively service over 4000 city and regional customers.
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Despite changes in membership and the industry over the years, NILWA’s passion to deliver on its original promise has never wavered. NILWA founding member, Rex D’Aquino from D’Aquino Liquor Merchants, reflected: “20 years later and we’re still here. We’ve had many members grow, evolve, move, buy in, sell out, but we’re stronger than ever, and the passion and talent we have is still the same.”
Pictured left: NILWA members. Above: (clockwise from top left): Martin O’Mara (NILWA Chair) and Gavin Loveday (Associate Director of Sales, Accor Hotels); Rex D’Aquino (D’Aquino Group) and Gareth Parker (Coca-Cola Amatil); Jenny Hughes (NILWA National Group Executive), Sam Thompson and Ryan Green (Pernod Ricard Australia); NILWA head office staffers Simone Wright (National Services Officer), Emma Rabbett (National Services Officer), Steel Stone (National Brand Designer), Jenny Hughes (National Group Executive) and Kylie McVey (National Operations Officer);
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the drinks association | September 2017
Brown Bros expands StayinFront partnership to New Zealand operations Brown Brothers has expanded its deployment of StayinFront TouchCG® to Taylor Brown Ltd, the New Zealand-based sales and distribution company, a joint venture by Taylor Wines and Brown Brothers. Taylor Brown will leverage Brown Brothers’ existing StayinFront TouchCG configuration, which includes industry-specific sales processes, social collaboration capabilities and integrated analytics, and tailor the solution to meet the specific needs of its New Zealand team. Integrated dashboards and KPI visualizations within TouchCG provide Taylor Brown with real-time field performance metrics, so reps can see how they are performing against their targets and take immediate action to maximize performance and drive sales. StayinFront has been endorsed by the drinks association for its best-in-class technology and services and recognized by industry analysts for its mobile CRM, retail execution, guided selling and user experience. Businesses, from Fortune 100 companies and distributors to niche manufacturers and contract sales organisations, use StayinFront to increase productivity, improve visibility and increase selling opportunities. “We were impressed with StayinFront’s partnership approach and ability to deliver a world-class solution that is easily configurable to our in-field sales processes,” said Sam Lynds, New Zealand Sales Manager, Taylor Brown New Zealand.
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“Given the demonstrated success of Brown Brothers in Australia, we’re confident that our reps will be equipped with the right tools and information to improve productivity and sell more effectively.” “We are pleased to be growing our relationship in the Asia-Pacific region with Brown Brothers and supporting the Taylor Brown sales team in New Zealand,” added Clarence Dent, Managing Director, StayinFront Australia. “Our commitment to delivering innovative and proven solutions will shorten their time to value and enable their field teams to do more, know more and sell more.” For more information on StayinFront CG, contact Clarence Dent on cdent@stayinfront.com
the drinks association | September 2017
news Endeavour celebrates Wear It Purple Day Endeavour Drinks Group celebrated Wear It Purple Day at its Sydney headquarters on August 25. Wear it Purple was founded in 2010 to show rainbow young people across the globe that they have the right to be proud of who they are. People wear purple for the day as an expression of support and acceptance. Woolworths has made a commitment to ensuring all its employees to feel valued and respected at work, regardless of their gender, age, ethnicity, beliefs, disability, sexual orientation or gender identity. The company is a member of Pride in Diversity, Australia’s national not-for-profit employer support program for all aspects of Lesbian, Gay, Bisexual, Transgender and Intersex (LGBTI) workplace inclusion. It also works closely with Pride Diversity to achieve its goal of being a Gold Tier employer in the Australian Workplace Equality Index (AWEI). Wear It Purple Day is just one of the initiatives underway at Woolworths to build understanding and inclusion of the LGBTI community. The company also holds internal forums and events, has a 1,000+ member Google+ community and a Woolworths Ally support program. Pictured: Guy Brent and Kelly Allum celebrating Purple Day in the Endeavour Drinks reception.
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the drinks association | September 2017
Women in drinks launches South Australia chapter
Women in drinks officially launched its South Australian chapter at Coopers Brewery yesterday. The launch follows the success of the Victorian and NSW chapters of WID. Women in drinks South Australia’s inaugural event featured a discussion panel on “The Changing Face of the Drinks Industry.” “The drinks association is committed to making the drinks industry an even more attractive place to work through its Women in drinks and Diversity & Inclusion councils,” said CEO Georgia Lennon. “We have been proud to see State Chapters of the Women in drinks council launch successfully in Victoria, NSW and now South Australia. “The networking events organised by these State Chapters help women grow their careers, develop an active network and showcase role models.”
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Women in drinks Councillor Melanie Cooper, Coopers’ Director of Finance and Corporate Affairs, added: “I’m thrilled to bring Women in drinks to South Australia. The work the Council has been doing at a national level has been so inspiring and I know women working in the drinks industry in SA will welcome a local platform to network and learn more about the journeys of other amazing women.” Lucinda Hewitson CEO and founder of Diversity Inclusion facilitated the panel discussion, which featured Janie Zimmerman (Brewer at Coopers), Trina Smith (Winemaker at Pernod Ricard Winemakers), Shavaughn Wells (Winemaker at Saltram) and Cam Pearce (Sales and Marketing Director at Coopers). The panel members gave their perspectives on the changing landscape in the drinks industry and the challenges being faced. Coopers also offered a tour of its brewery to attendees.
the drinks association | September 2017
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the drinks association | September 2017
Mentors meet to discuss progress Drinks industry leaders taking part in the inaugural drinks Mentoring Program 2017 have praised the positive impact it has had on both themselves and their mentees.
issues their mentees were experiencing, but were reminded by program facilitator Bianca Havas about the importance of not focussing too much on the day-to-day. Exploring career direction was also vital.
Campari Sales Director Brad Madigan noted that he was surprised by how much he had gained out of the program, after initially expecting it would be more about encouraging his mentee.
Havas discussed how to formulate powerful questions to help mentees come up with their own answers to solve issues and career stumbling blocks.
The mentors gathered for a mid-point check-in at the Sonar Room at Sydney’s Luna Park. They discussed the level of interaction they’d had with their mentees, the practical insights they’d been able to impart and expectations moving forward.
“Your role isn’t to solve their problems,” she noted.
Moving from immediate issues the big picture Many of the mentors had been able to have “fantastic tactical discussions” about immediate
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Havas said seeing that “aha!” moment when a mentee reflected on their learnings and effectively embedded change in their behaviour as “the mentor’s gift out of the process.” Networking is key All the mentors agreed that networking was a key
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factor in career progression. They said mentees needed to remember that networking is a two-way street - they shouldn’t underestimate the fresh insights and different perspectives they could offer. The mentors’ tip on getting started on the networking journey was to join committees and groups that exposed them to good contacts. By actively participating in those groups, and establishing a rapport with the members, the mentees could add value to their network. The power of resilience Havas discussed the Iceberg Model, a thinking tool designed to help an individual or group discover the patterns of behaviour, supporting structures, and mental models underlying a particular event. Only 10% of an iceberg is visible, while the other 90% is beneath the water. In other words, while an individual’s competencies (skills/knowledge) are visible, attitudes, traits, selfimage, and motives are hidden beneath the surface. These motivation drivers impact on how work is done
and explain the impact of employees’ performance and actions in the workplace. What is visible to the organisation is behaviour, but below is what is actually driving behaviour. Understanding that can make the difference in the overall success personally and as a company. By building new habitual behaviour patterns beneath the iceberg, mentees can embed change, build resilience and progress their careers. Four steps to change Havas outlined the self-directed path that mentees can take to establish new behaviour patterns and build resilience. 1. Re-label - Identify a deceptive brain message 2. Reframe this message as unfounded/unhelpful 3. Refocus on positive messages/beliefs 4. Revalue - understand how this can impact on your resilence
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the drinks association | September 2017
WID Victoria event: Women in sport
“Women in sport” will be the focus of the next event for the Victorian Chapter of Women in drinks. A panel of prominent women will share their stories of overcoming challenges to achieve success. Meg Downie beat a significant hamstring injury to take part in the inaugural AFL Women’s competition. She juggles her blossoming football career with a role in the corporate banking sector. Chloe Saltau is one of the most respected and accomplished sports journalists in the country, having covered the Olympic Games, Commonwealth Games and Cricket World Cups. In 2015 she became the first woman to hold the position of Sports Editor at The Age in the newspaper’s history. Jodie Fields is one of the most successful Australian cricket captains in history, having led
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her side to multiple World Cup titles. She recently played an instrumental role in cricket’s new pay deal, which will see the biggest rise in salaries in the history of women’s sport in Australia. The inspiration behind the event According to Women in drinks councillor Angela Burgum, the Victorian Chapter wanted to explore the issues of inequality of participation levels and pay for women in sport. As a sport-loving nation, these successful women provide powerful voices for change in gender equality in Australia. “I love that families can turn on the TV and watch the inaugural game of AFLW and see the Australian women’s Rugby Sevens win Olympic gold in Rio and watch our Australian women’s cricket team win the ICC World Cup,” Burgum (opposite page, right) notes. “We have come a long way since I was a kid not allowed to play footy at school because I was a girl.
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“For Women in drinks to host these women who have found success through adversity and risen to the top of their fields despite the stereotypes and inequality is really special. There are many similarities to our industry where women are underrepresented at the top. We look forward to sharing their stories with our members.” Event details When: 7:30am – 9:00am, Thursday 14 September 2017 Where: Carlton Brewhouse, 24 Thompson Street, Abbotsford, VIC 3067 Cost: $35/person, includes a light breakfast. $5 from each ticket will go to the Australia New Zealand Gynaecological Oncology Group (ANZGOG) Tickets are limited, get in quickly to avoid disappointment. Click here to book.
WID heads to ABA inaugural ‘Celebration of Industry’ dinner Women in Drinks has welcomed two new Councillors in recent months - Brown-Forman’s Human Resources Manager, Judy Massoud, and Diageo’s new Senior Communications Manager Charmaine Glase. Massoud replaced Michelle Phipps, who resigned from the WID council to focus on her roles as a drinks association board member and her involvement in its HRD Forum. Michelle was a founding member of Women in drinks and has been instrumental in making it the thriving council it is today. Glase replaced Kylie Macpherson, who also faced extensive new work commitments following her
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the drinks association | September 2017
INTERVIEW: Pernod Ricard’s Jeff McKenzie gives his insights on the future of drinks Pernod Ricard’s Jeff McKenzie shares his insights on what’s trending, what makes a business successful and where the industry is heading. There are four significant trends currently impacting and changing the face of the industry according to Pernod Ricard sales director Jeff McKenzie. Jeff has worked in the industry for nearly 12 years, starting as National Customer Manager for Independents; and now leading a geographically diverse commercial team of more than 100 people across Australia to ensure that employees have clear direction, stay connected and share common goals.
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“Firstly, health and well-being is something that is being carefully monitored by the wine and spirits industry to ensure that we are tapping into this consumer shift.” From the ‘Kombucha’ craze to a shift towards organic wines, it’s undeniable that ‘healthy’ drinks are increasingly popular among consumers. The second trend, says Jeff, is the way technology is changing alcohol retailing. “Digital is more important than ever before and we are seeing the sophistication of the retailer increasing. It is clear that we are firmly in the digital age, [with] ‘store concepts’, meaning the layout of
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stores evolving to be more engaging to shoppers and create a greater shopping experience, changing the shopper experience.” Thirdly, “convenience is becoming increasingly important to a consumer group that is often time poor and on the run,” Jeff explains. “Alcohol delivery – ordering and receiving cold that day - is one very important element to convenience. “Consumers expectations of shopping for liquor are no different to other categories; they are being driven by how fast the shopping landscape is changing, from choice and information to service and delivery and we need to keep up.” “For example, we’ve seen popular delivery companies like Jimmy Brings deliver alcohol in just 30 minutes
from a smartphone app.” Lastly, the increase in consumers attraction to premium beverages is definitely on trend right now. “Absolutely premiumisation is a continuing and long-term trend that is set to continue. “We can see that consumer purchasing decisions are maintaining strong levels in the premium segments and believe that this is going to be key to ongoing business success. “One great attribute about the Pernod Ricard portfolio is that a majority of the products across our Wine, Champagne and Spirits portfolio are playing in premium through to luxury,” says Jeff. These premium brands include: Jacobs Creek,
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the drinks association | September 2017
and drive purchasing decisions.” Indeed, Pernod Ricard’s Australian marketing strategies for Absolut Vodka have been tapping into the millennial market by using Instagram as an ideal advertising platform, keeping in trend with rose gold colour tones, pineapple and flamingo accessories, drinks in jars and trendy ‘Botanik’ flavoured vodka to create an appeal of ‘health’. “Absolut’s belief is that creativity can be a force for good and catalyst for change - and it’s this creativity and openness that have always been part of the Absolut’s DNA,” says Jeff. Where the industry is heading Mumm and Perrier Jouet Champagnes, Chivas Regal, the Glenlivet, Absolut, Jameson, Martell. What makes a beverage business successful? First and foremost, Jeff believes that innovation is the key to a successful business in our current fast paced consumer landscape. “Innovation is a key driver of growth for the industry. “This has manifested in the ways suppliers and trade partners are now delivering innovation that taps into key consumer trends to fit their needs,” he says. Moreover, Jeff has no doubt that platforms such as social media and influencers are rapidly changing innovation and marketing strategies in the industry. “The landscape is constantly changing in this area and we need to ensure that we are staying ahead of the game and maximising the opportunities that this can offer for our brands to resonate with consumers
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A future shift, according to Jeff, is the potential for alcohol packaging to become more sustainable. “We know our consumers are concerned about the environment and that they are more frequently choosing brands that have a commitment to minimising their impact on the community. “As a business, we are always looking to develop and improve every element of our product offering, including the sustainability of our packaging.” Lastly, Jeff believes that online retailing could be a game changer. However, instead of seeing online alcohol retailing and big players like Amazon coming to Australia as a threat, he views it as an opportunity. “Online retailing is already happening and offers further selling avenues while maintaining traditional trade partnerships. “We have seen this work successfully in other markets and this creates a strong opportunity to increase sales and convenience in the future.”
the drinks association | September 2017
Some of the images from Pernod Ricard’s Instagram page for Absolut Vodka.
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the drinks association | September 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 | September 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 | September 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 | September 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 | September 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 | September 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 | September 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 | September 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.
Guess who attended the ABA dinner ... the drinks association staffers Alison Herring and James Ravestijn couldn’t resist getting a selfie with Pauline Hanson at the recent ABA inaugural Gala Dinner in Canberra. Hanson stayed until the wee hours at the event.
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the drinks association | September 2017
Below is an excerpt from our July monthly report; to access more information like this, contact us on 02 9415 1199.
RTD SALES FOR JULY 2017 16 August 2017
MAT Sales in RTD Rise
MAT sales in the domestic RTD market were slightly higher in July 2017 than in July 2016 with 23,115,037 cases sold for the former compared to 22,683,138 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)
August
Sept
Oct
Nov
Dec
Jan
Feb
Mar
Apr
May
June
July
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 23.65% and 25.68% of the market respectively. Bourbon Standard Bourbon Premium Rum Dark Vodka Other Distilled Scotch
Market Share 23.65% 25.68% 16.29% 15.56% 11.74% 4.66%
MAT Change % -4.70 6.10 4.40 2.80 18.60 -12.80
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 1.32% 0.73% 0.36% 0.00% 0.00% 0.03%
MAT Change % -37.20 12.60 -1.90 0.00 0.00 -17.40
the drinks association | September 2017
Below is an excerpt from our July monthly report; to access more information like this, contact us on 02 9415 1199. SPIRITS SALES FOR JULY 2017 16 August 2017
MAT Sales in Spirit Rise
MAT sales in the domestic Spirit market were significantly higher in July 2017 than in July 2016 with 7,165,538 cases sold for the former compared to 6,756,320 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)
August
Sept
Oct
Nov
Dec
Jan
Feb
Mar
Apr
May
June
July
Figure 1: Moving Annual Total ('MAT') sales of Spirits in the domestic market
Scotch, Bourbon and Vodka continue to dominate domestic Spirits sales with 21.79%, 19.21% and 17.07% control of the market respectively
Scotch Bourbon Vodka Rum Liqueurs Gin
Market Share 21.79% 19.21% 17.07% 14.02% 10.07% 5.36%
MAT Change % 3.70 5.00 4.40 8.00 -5.00 25.10
Whiskey Apertifs Tequila Cognac Sambuca Schnapps
Market Share 4.24% 2.74% 2.05% 0.90% 0.42% 0.34%
MAT Change % 12.70 42.90 15.40 14.50 -0.90 -4.50
Figure 2: MAT sales of Spirits in the domestic market by market share and MAT change
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the drinks association | September 2017
Below is an excerpt from our July report; to access more information like this, contact us on 02 9415 1199. CIDER SALES FOR JULY 2017 16 August 2017
MAT Sales in Cider Rise
MAT sales in the domestic Cider market are moderately higher in July 2017 than in July 2016 with 10,812,112 cases sold for the former compared to 10,745,701 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)
August
Sept
Oct
Nov
Dec
Jan
Feb
Mar
Apr
May
June
July
Figure 1: Moving Annual Total ('MAT') sales of Cider in the domestic market
Victoria is the leader in the domestic Cider market with 31.49% of the market share compared to 21.51% and 20.92% for close contenders QLD and NSW/ACT respectively. NSW/ACT VIC QLD SA WA NT
VIC NSW/ACT QLD WA SA TAS NT
Market Share 31.49% 20.92% 21.51% 12.60% 9.86% 2.41% 1.20%
MAT Change % 7.30 -1.80 5.50 -10.20 -5.20 -9.20 -1.60
TAS Figure 3: Breakdown of Cider MAT market share and MAT change Figure 2: Breakdown of Cider MAT sales by State
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the drinks association | September 2017
Below is an excerpt from our July report; to access more information like this, contact us on 02 9415 1199. WINE SALES FOR JULY 2017
21 AUGUST 2017
MAT Sales in Australian Wine and Imported Wine Fall
MAT sales in the Australian wine market were notionally lower in July 2017 than in July 2016 with 361,909,494 litres sold for the former compared to 369,511,816 for the latter. Meanwhile Imported wines recorded 16,045,617 sales in July 2017 compared to 18,357,722 in July 2016. 2016/17
20,000
2015/16
2016/17
400,000
2015/16
395,000
19,000
390,000
18,000
385,000 380,000
17,000
375,000
16,000
370,000
15,000
365,000
14,000
in '000L Aug
Sep
Oct
Nov Dec
Jan
Feb
Mar
Apr May June July
Figure 1: Moving Annual Total ('MAT') Sales of Imported Wine
360,000
in '000L Aug Sep
Oct Nov Dec Jan Feb Mar Apr May June July
Figure 2: MAT Sales of Australian Wine
MAT sales were down in White wine, while Red wine , Sparkling, Fortified and Other NES were up in the Australian market. Meanwhile sales in the Imported market grew in Champagne and Rose Table.
Imported
Market Share
MAT Change
Australian
Market Share
Change
White Table
60.96%
-5.0
White
46.95%
-4.0
Champagne
23.56%
2.3
Red
38.96%
-0.4
Sparkling
8.74%
-13.7
Sparkling
9.45%
-0.5
Red Table
3.38%
-76.7
Fortified
4.29%
0.8
Rose Table
3.35%
34.0
Others NES
0.35%
5.4
Fortified
0.00%
-94.9 Figure 4: MAT Sales of Australian Wine
Figure 3: MAT Sales of Imported Wine
Australian White
Market Share
Australian Red
Market Share
Australian Fortified
Market Share
Dry White
23.97%
Shiraz
24.12%
Port
79.63%
Chardonnay
18.60%
Cabernet/Merlot
12.79%
Sherry
13.56%
Sauvignon Blanc
15.61%
Cabernet Sauvignon
13.74%
Dessert
3.41%
Semillon/Sauv Blanc
12.41%
Shiraz Carbernet
11.49%
Muscat
Pinot Grigio/Pinot Gris
2.74%
Dry Red
9.51%
Australian Sparkling
3.40% Market Share
Riesling
1.89%
Lambrusco
6.03%
Methode Champ
52.14%
Classic Dry White
2.13%
All Others
12.51%
Fermented
32.71%
Verdelho
0.84%
Merlot
6.23%
Carbonated
15.15%
Semillon/Chardonnay
0.58%
Pinot Noir
2.58%
Semillon
0.06%
Cabernet/Shiraz
0.81%
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 | September 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 August 2017
Top 10 banner groups percentage share of outlets Australian liquor retail market - July 2017
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the drinks association | September 2017
Upcoming drinks events WID council meetings October 24, 2017 November 13, 2017
Supply chain logistics forum October 11, 2017
WID events
Credit forums September 20, 2017 October 18, 2017 November 15, 2017
drinks board meetings October 25, 2017
CFO forums September 19, 2017
AdWatch workgroup
Trade survey WG October 18, 2017
Gen/legal counsel
Executive meetings September 20, 2017 October 25, 2017 November 29, 2017
Network breakfasts October 24, 2017
HRD forums October 11, 2017
drinks Awards September 7, 2017
Shopper tracker WG D&I@drinks meetings October 11, 2017
October 24, 2017
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