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CEUTA HEALTHCARE’s GB TEAM CHRIS WEBSTER SENIOR COMMERCIAL CONTROLLER ANN MEHERS COMMERCIAL MANAGER.

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Presentation on theme: "CEUTA HEALTHCARE’s GB TEAM CHRIS WEBSTER SENIOR COMMERCIAL CONTROLLER ANN MEHERS COMMERCIAL MANAGER."— Presentation transcript:

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2 CEUTA HEALTHCARE’s GB TEAM CHRIS WEBSTER SENIOR COMMERCIAL CONTROLLER ANN MEHERS COMMERCIAL MANAGER

3 CEUTA HEALTHCARE Private company founded in 1994 Focus on health related products Sales and Marketing Ceuta Healthcare International Alliance 180 employees

4 UK RETAIL MARKET OVERVIEW STORE NUMBERS: GROCERY SHARE: H&B SHARE: MED CONF SHARE: FF MARKET SHARE: GROCERY MULTIPLES 6,800 78% 45% 33% 31% CHEMIST 14,400 1% 40% 28% 24% DISCOUNT RETAIL 2,050 6% 10% 8% 11% GROCERY IMPULSE 44,760 15% 5% 31% 33%

5 5 +3.3% UK IN MARKET SALES VALUE BY SECTOR YTD Invoiced Sales Value: 2010 vs 2011 -3.0% +5.5% +42.6% FF Invoiced Sales Value: +5% Medicated Confectionery Market: +2.9% FF Invoiced Sales Value: +5% Medicated Confectionery Market: +2.9%

6 FISHERMAN’S FRIEND vs COMPETITORS FISHERMAN’S FRIEND vs COMPETITORS Value Sales Source: Nielsen 52 wks March 2012, Total GB 38% 13% 5% 36% 8%

7 UK IN MARKET SALES BY FLAVOUR 75% 8% 6% 3% Ex-UDG 2011 OXS: The clear no.1 SKU Blackcurrant: 2012/13 drive flavour

8 8 UK IN MARKET SALES IN LOF OUTERS +8.9% 0%+1.5% +4% Sales Volume growth from 2007:  +23%  +75,000 LOF’s Sales Volume growth from 2007:  +23%  +75,000 LOF’s

9 NATIONAL TV SUPPORT SECOND HIGHEST SUPPORT IN THE CATEGORY Fisherman’s Friend TV creative appeared on Adwatch in the top 20 recall list Fisherman’s Friend planned TV presence in 2012/2013, possibly sponsorship

10 *Source: Nielsen March 2012, Symbol Impulse, 12 w/e 03/03/12 Val +2.0% FISHERMAN’S FRIEND THE FASTEST GROWING BRAND IN GROCERY MULTS -28% -14% Source: Nielsen March 2012, Grocery Mults, 12 w/e 03/03/12 Volume Note: Market in decline by 4% Convenience Format Stores: Fastest growing brand: +18% YOY* Note: Market flat over this period Convenience Format Stores: Fastest growing brand: +18% YOY* Note: Market flat over this period

11 OTHER SUPPORT ACTIVITIES

12 SALES & PROMOTIONAL ACTIVITIES In Grocery Impulse In Chemist

13 2012 in-market sales value target = £2.6m +4% YOY Note: overall medicated confectionary market is in decline by 4% YOY SECTOR GROWTH STRATEGIES DRIVE BLACKCURRANT DISTRIBUTION CATEGORY MANAGMENT APPROACH DISTRIBUTION DRIVES IN TO IMPULSE LOCATIONS COMPETITION LINKED QUESTIONNAIRE FREE PRIZE DRAW BRAND HERITAGE DRIVE

14 2012 in-market sales value target = £2.6m +4% YOY Note: overall medicated confectionary market is in decline by 4% YOY SECTOR GROWTH STRATEGIES DRIVE BLACKCURRANT DISTRIBUTION CATEGORY MANAGMENT APPROACH DISTRIBUTION DRIVES IN TO IMPULSE LOCATIONS COMPETITION LINKED QUESTIONNAIRE FREE PRIZE DRAW BRAND HERITAGE DRIVE

15 DRIVE BLACKCURRANT DISTRIBUTION 2012 Sales Target: +59% vs 2011

16 2012 in-market sales value target = £2.6m +4% YOY Note: overall medicated confectionary market is in decline by 4% YOY SECTOR GROWTH STRATEGIES DRIVE BLACKCURRANT DISTRIBUTION CATEGORY MANAGMENT APPROACH DISTRIBUTION DRIVES IN TO IMPULSE LOCATIONS COMPETITION LINKED QUESTIONNAIRE FREE PRIZE DRAW BRAND HERITAGE DRIVE

17 CATEGORY MANAGEMENT APPROACH

18 2012 in-market sales value target £2.6m +4% YOY Note: overall medicated confectionary market is in decline by 4% YOY SECTOR GROWTH STRATEGIES DRIVE BLACKCURRANT DISTRIBUTION CATEGORY MANAGMENT APPROACH DISTRIBUTION DRIVES IN TO IMPULSE LOCATIONS COMPETITION LINKED QUESTIONNAIRE FREE PRIZE DRAW BRAND HERITAGE DRIVE

19 DISTRIBUTION DRIVE INTO IMPULSE SECTORS GARAGE FORECOURTS GROCERY CONVENIENCE

20 2012 in-market sales value target = £2.6m +4% YOY Note: overall medicated confectionary market is in decline by 4% YOY SECTOR GROWTH STRATEGIES DRIVE BLACKCURRANT DISTRIBUTION CATEGORY MANAGMENT APPROACH DISTRIBUTION DRIVES IN TO IMPULSE LOCATIONS COMPETITION LINKED QUESTIONNAIRE FREE PRIZE DRAW BRAND HERITAGE DRIVE

21 CHEMIST: QUESTIONNAIRE LINKED COMPETITION GROCERY IMPULSE: FREE PRIZE DRAW

22 2012 in-market sales value target = £2.6m +4% YOY Note: overall medicated confectionary market is in decline by 4% YOY SECTOR GROWTH STRATEGIES DRIVE BLACKCURRANT DISTRIBUTION CATEGORY MANAGMENT APPROACH DISTRIBUTION DRIVES IN TO IMPULSE LOCATIONS COMPETITION LINKED QUESTIONNAIRE FREE PRIZE DRAW BRAND HERITAGE DRIVE

23 2012 IS AN IMPORTANT YEAR IN THE UK

24 FISHERMAN’S FRIEND: A BRITISH HERITAGE BRAND SINCE 1865 GLOBAL BRAND UK SALES 4% OF TOTAL WORLDWIDE SALES 3 TIMES QUEEN’S AWARD TO INDUSTRY FOR EXPORT ACHIEVEMENT DOREEN LOFTHOUSE RECEIVES OBE AWARD

25 2012 WILL BECOME AN EVEN STRONGER YEAR FOR UK HERITAGE

26 THANK YOU


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