Home' National Liquor News : NLN FEB 2018 Contents 78 | FEBRUARY 2018 NATIONAL LIQUOR NEWS
RETAIL & WHOLESALE
WHAT WERE THE HIGHLIGHTS FOR
LIQUOR LEGENDS IN 2017?
The continued growth for the group and
achievement of our largest volumes in 26 years
was quite significant, plus five per cent like for
like growth was a really good outcome.
Our expansion into the Northern Territory in
November was welcomed, we’ve got the Hidden
Valley Hotel now as a member, we’ve just got
the one member there at the moment but we’re
looking to expand that with hopefully another
five stores over the next 12 months.
We have also seen excellent growth in South
Australia. We’ve seen like for like growth in SA
for the outlets that joined us of some 20 per
cent. We’re up to 38 outlets in that state.
We’re in six states and territories now with
around 280 members nationally, that is up 27
per cent on 12 months ago.
Growth is really important and growth in
areas where we don’t have an outlet is our
priority. There’s a lot of territory in NSW, SA,
QLD and VIC where we can recruit a lot more
outlets as well.
WHAT WILL BE THE MAIN FOCUS
FOR LIQUOR LEGENDS IN 2018?
It’s maintaining the momentum that we’ve seen
in 2017 and delivering our consistently high
level of service to our members through our
Business Development Managers.
WHAT WOULD YOU SAY ARE THE
KEY STRENGTHS OF THE GROUP?
Our liquid stock control services set us up for
a lot of success and we’ve seen massive growth
for outlets across their businesses through
gaming, food, bar and retail on the back of
those services. Then from there, the loyalty and
rewards program is driving real growth for
It’s about providing a complete solution for
venues and being able to manage it from end to
end. It’s something that we’ve been working on
for the last 26 years and it’s now escalating. It’s
growing rapidly and there’s been more than 30
per cent growth in that side of the business over
the last 12 months. And it’s delivering great
cost savings and operational outcomes for the
outlets, which is even better.
Our loyalty program is integrated across
the whole of the business and members are
able to send personalised messages to those
customers. The personalised messages mean
that we use all of the data that we have
coming through from the stock system to send
customers 100 per cent personalised messages
each week, so if you like premium wine and
craft beer then you’re going to have those
products and even broken down within each
segment, every message we send to almost
150,000 rewards customers each week is
completely personalised to that shopper.
WHAT DO YOU SEE AS THE MAIN
CHALLENGES FOR INDEPENDENT
RETAILERS? HOW WILL YOU
The main focus is remaining competitive in
an ever-challenging market, particularly the
massive bureaucracies and inefficiencies that
we’ve seen with the NSW Container Deposit
Scheme (CDS) is a really good example of how
poorly a good program can be executed.
The CDS has been really poorly executed
from a customer point of view. The right
information has been kept from them, there’s
been a lack of hard resources put behind the
program, so there’s only about one-third of
the recycling stations promised and we’re in
February. And I know from what I’ve seen
published so far, that the redemptions are
only 10 per cent of what they’ve collected
in funds, so where are the funds going, why
have all of the retailers and consumers been
overcharged so much when there’s been a
successful template in SA and the NT. Why
have we embarked on a really inefficient
program in NSW?
IS THERE ANYTHING YOU’RE
DOING TO PREPARE YOUR
MEMBERS IN QUEENSLAND FOR
THE JULY LAUNCH?
All of the communication is based on what we’ve
already experienced and talking to everyone in
government to try and get them to improve on
what has been a really difficult period.
We’ve seen almost a four per cent decrease in
classic beer sales for instance, with the impact
of 15 cents a stubby or $4 a case, that’s not
sustainable. And it’s hitting those people that
can least afford to be affected. And trying
to establish collection points or have real
outcomes in those areas is proving to be really
difficult, particularly for hoteliers and I don’t
really understand why that would be the case,
so it’s been a major frustration, let alone for
bottle shop owners as well.
There has certainly been a lot of deals done
with the top end of town and not enough that
would address the whole of market.
IS THERE ANYTHING ELSE
HAPPENING WITH LIQUOR
To be ranked number four in Australia in
the Advantage Survey this year and as the
number one independent banner group in
that survey is something that we’re really
proud of. The Endeavour Drinks Group and
their banners that they spread out this year,
were the only ones to beat us. It was a really
I think from an independent and retail
banner point of view, but also from a stock
control and hospitality perspective, we have a
lot to offer our customer and our focus is on
JOHN CARMODY, MANAGING DIRECTOR
“TO BE RANKED
NUMBER FOUR IN
AUSTRALIA IN THE
THIS YEAR AND AS THE
GROUP IN THAT SURVEY
IS SOMETHING THAT
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