Home' National Liquor News : NLN FEB 2018 Contents NATIONAL LIQUOR NEWS FEBRUARY 2018 | 45
RETAIL & WHOLESALE
WHAT WERE THE HIGHLIGHTS FOR
ALM/IBA IN 2017?
Last year was very exciting with independent
retailers growing sales against the previous
year. We are still in a very competitive market
and face constant challenges around industry
legislation and changing market dynamics. The
introduction of the CDS in NSW was a very
poorly managed process from the start and we
will see a big impact on consumption trends
going forward. I believe that over time this will
benefit smaller format local stores.
WHAT CHALLENGES AND
OPPORTUNITIES DOES BEING
BOTH THE WHOLESALER AND
ALM’s purpose is ‘Successful Independents’,
with wholesale and retail being very separate
and distinct. As a wholesaler, we continue to
improve service levels and delivery to retail
stores and on-premise customers supporting
suppliers with the most efficient route to
market. On the retail side, we work very closely
with our customers to ensure the best localised
offer by brand and we have seen this accelerate
growth in the many areas across the country.
We also partner to offer suppliers a true
alternative and help them grow sustainably for
the long term.
WHAT IS DRIVING THE GROWTH OF
CELLARBRATIONS AND WHAT IS
FORECAST FOR THE YEAR AHEAD?
The IBA team has worked closely with
suppliers and retailers to keep ahead of the
shopper trends and ensure that the store
standards and offer is best in class. I believe
this has driven shopper loyalty to each local
store along with outstanding local service
from our retail network. The team has done a
fantastic job in localising ranges and ensuring
good category management in the stores. This
has proven to grow retail sales. We have had
a lot of success with premium ranges and
have retailers selling products that they never
thought they could (eg. wines and spirits over
$100 a bottle). We will take learnings from
this and constantly evolve ranges to meet
HOW SUCCESSFUL HAS THE
PORTER’S STRATEGY BEEN AND
WHAT CAN WE EXPECT IN 2018?
The Porter’s brand has gone through a refresh
and we are rolling this out in the first quarter.
We are very keen to roll this out in the right
areas to meet shopper expectations and also
give the retailers incremental sales and margin.
The in-store offer and shopper profile matches
all of the future growth trends and we are very
confident rolling this out nationally.
WHAT CAN WE EXPECT TO SEE
FROM THIRSTY CAMEL IN 2018?
As part of the IBA strategy in helping retailers
have the best local offer to maximise their
location, Thirsty Camel is very important
and offers another unique brand and shopper
experience. We work very closely with the
other state Thirsty Camel members (under
the Liquor Alliance) to continue to grow the
brand to shoppers. The trend to smaller local
shopping missions definitely helps the better
drive-through retail offers in the market.
WHAT DO YOU SEE AS THE KEY
RETAIL TRENDS FOR 2018?
The retail trends are fast tracking all the time,
shoppers want the new and exciting and are
willing to step up in value in all categories.
As I have said, the CDS will impact some
categories and we expect volume decreases (e.g.
mainstream beer) and as an industry we need to
react to the shift in shopper behaviour.
WHAT WILL BE THE IMMEDIATE
FOCUS FOR ALM IN 2018?
We are continually trying to improve our offer
and service to the independent market in both
retail and on-premise. We are seeing innovation
and expanded ranges with all suppliers and
we need to manage these carefully to ensure
suppliers have a fast and direct route to
consumers while our retailers get the innovation
that has the best chance of growing their business
without being left with obsolete stock over time.
Partnering with suppliers and retailers is a key
element to the success of us all matching with
shopper trends. In the short term we need to
understand the impact of CDS on our retailers
and suppliers and take these learnings to other
states as it is potentially rolled out. I would like
to see the other states pause on CDS and actually
measure the overall impact of the scheme and
also consider negative impact on the consumer
price rise along with the onerous cost of doing
business to all retailers and manufacturers versus
any actual upside in litter reduction.
WHAT WILL BE THE IMMEDIATE
FOCUS FOR IBA IN 2018?
IBA will continue to roll out the best store in
every town and ensure the Australian shopper
has choice. Our retailers add value in all of
the communities they operate and we will
continue to grow and support each and every
one of them. We are focused on a very healthy
independent network of retailers for the long
term. We will also up the focus on training and
education for our retailers and their teams. This
is critical in us delivering the best local service
and is something that the chains would love
to compete with us on, but they will never be
able to match the passion and dedication of our
retailers in servicing their customers.
SCOTT MARSHALL, CEO
“I WOULD LIKE TO SEE
THE OTHER STATES
PAUSE ON CDS AND
ACTUALLY MEASURE THE
OVERALL IMPACT OF THE
SCHEME AND ALSO
IMPACT ON THE
CONSUMER PRICE RISE
ALONG WITH THE
ONEROUS COST OF
DOING BUSINESS TO ALL
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