SALES INSTITUTE     3 March 2010‘EMERGING STRONGER’
Who we are  ‘Partner to entrepreneurial food retailers       and food service professionals’
66% How we operate                    Buying    Systems           Sales                        Trading          Support   ...
Where we operate
Shape of the business    Sales €4.8bn (+50% over 5 years)    3,200 neighbourhood and convenience     stores    32,000 e...
Our retail partners                      Being a good neighbour                      Store owners                      L...
Our UK brands performed well in 2009                          +11%      +10%                 +8%                          ...
Irish grocery market reshaped    Market                     StakeholderMarket of €14bn          NI    ConsumerUK land b...
The rise of the Superconsumer  In control  More informed and considered  Shopping on their own terms  Empowered
Values still important      VFM primary driver      Most believe haven’t hit bottom yet      Strong support for local  ...
Emerging stronger            Our approach          Delivering lower prices          Adapting our brands          Suppor...
Our way of working                     Values               Working hard                Honesty                Achievem...
Delivering lower prices         South/North       % Price Difference                +34%  +12%                            ...
Working with our international suppliers                   Improved sourcing                   Driving efficiency       ...
Supporting Local75% of everything sold produced or sourced in Ireland100% Irish for beef, lamb, poultry and pork worth €...
Code of Practice    Industry must work together to restore trust    Code must address retailer and supplier issues    P...
Adapting our brands                      Our Offers Count
Developing own brand
Developing our ranges
Proud to be local
Supporting our retail partners     Major employers     Tackling costs     Struggling with rents     No NAMA for retail...
Our brands have outperformed   2009 Sales performance                    Irish outlook             % growth               ...
Emerging stronger‘Companies that continue to investin their brands in a recession emergewith a sustainable competitive adv...
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Sales institute chris martin slide deck 3 mar d2

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  • Majority of our business – SuperValu, Centra and Budgens - operates to a retail partnership model. This model is characterised by: Close working relationships and extensive interaction with our retail partners High degree of compliance 95%+ purchasing loyalty Recommended retail prices Promotional implementation Category management, range and merchandising NPD introduction Reward for stands and compliance The ‘Top 300’ Londis stores are moving towards this model. Just over a quarter of our business – Londis, Mace, Daybreak and Day Today – operate a partial retail partnership model. This way of operating involves: Strong and growing purchasing loyalty Implementation of key promotions Guidance on range and merchandising Commitment to improving store standards Less than 10% of our business goes through a traditional cash and carry format – with a growing focus on food service customers and SME’s.
  • Sales institute chris martin slide deck 3 mar d2

    1. 1. SALES INSTITUTE 3 March 2010‘EMERGING STRONGER’
    2. 2. Who we are ‘Partner to entrepreneurial food retailers and food service professionals’
    3. 3. 66% How we operate Buying Systems Sales Trading Support Brand Development Supply ‘Retailer at the centre Chain of what we do’ CONSUMER Store Marketing Develop- ment Training Finance Site Selection 8% (€0.6bn)
    4. 4. Where we operate
    5. 5. Shape of the business  Sales €4.8bn (+50% over 5 years)  3,200 neighbourhood and convenience stores  32,000 employed in Ireland  Profit margin 1.3%
    6. 6. Our retail partners Being a good neighbour Store owners Local employer Community active Support local producers and suppliers
    7. 7. Our UK brands performed well in 2009 +11% +10% +8% +5% +3% SuperValu Centra Budgens Londis UK market
    8. 8. Irish grocery market reshaped Market StakeholderMarket of €14bn NI ConsumerUK land border Retailer Stores per head ROI SupplierPrice deflationSourcing
    9. 9. The rise of the Superconsumer In control More informed and considered Shopping on their own terms Empowered
    10. 10. Values still important  VFM primary driver  Most believe haven’t hit bottom yet  Strong support for local  Sustainability still an issue
    11. 11. Emerging stronger Our approach  Delivering lower prices  Adapting our brands  Supporting our retailers
    12. 12. Our way of working Values Working hard  Honesty  Achievement  Not being greedy  Long term stable relationships
    13. 13. Delivering lower prices South/North % Price Difference +34% +12% +10% July 08 Dec 08 Feb 10
    14. 14. Working with our international suppliers Improved sourcing Driving efficiency Support for Irish
    15. 15. Supporting Local75% of everything sold produced or sourced in Ireland100% Irish for beef, lamb, poultry and pork worth €250m100% own brand dairy products, Irish worth €50m
    16. 16. Code of Practice  Industry must work together to restore trust  Code must address retailer and supplier issues  Particular target of SMEs
    17. 17. Adapting our brands Our Offers Count
    18. 18. Developing own brand
    19. 19. Developing our ranges
    20. 20. Proud to be local
    21. 21. Supporting our retail partners Major employers Tackling costs Struggling with rents No NAMA for retailers ‘Partner to entrepreneurial food retailers and food service professionals’
    22. 22. Our brands have outperformed 2009 Sales performance Irish outlook % growth % consumer spend SuperValu Centra ROI Market 2009 2010 2011 +1% -1% -4% -4% -7% -7%
    23. 23. Emerging stronger‘Companies that continue to investin their brands in a recession emergewith a sustainable competitive advantage’

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