1. Quentin Clark Central Buyer Poultry, Fish and Eggs

2. Waitrose  Food shops of the John Lewis Partnership  £3 Billion turnover  Long-term approach to business-not publicly listed  100 years old last year  Culture built on trust, honesty, service and value  Partnership principals, sharing knowledge, profit and power

3. Position in the Multiple retail Market  Represents 3.90% of multiple retail market  Over trade in fresh meat, poultry, fish and eggs  Fish represents over 11% of UK market  165 Branches ( 157 fish service counters)

4. Safeway Acquisitions Sandbach Barry Fulham Worthing Towcester Rushden Abergavenny Otley Harrogate Farnham Southport Dartford Hitchin Lincoln Swaffham Sheffield Newport (Salop) Wolverhampton Hull A total of 19 Branches mainly outside our normal trading area

5. Abergavenny

6. Etailing "Clicks and Mortar"  40% partner in Ocado  Combined with Waitrose Direct now equivalent to Sainsburys on-line operation second to Tesco.

8. Hub and Spoke

9. De-mountable "Pods"

10. The Marketing of Fish in Waitrose

11. Waitrose Strategy  To dominate on product and differentiate on Customer service

12. Mill Hill

13. The split of trade

14. Service Counter Sales per week

15. How is the business growing?

16. Supply Chain Partnerships  Long-term and sustainable  Strong investment plans  High operating standards  Research and development  Focus on quality, consistency and taste  Product Innovation

17. United Nations Food and Agricultural Organisation  The FAO report that 70% of the world's fisheries are fully exploited, overexploited or depleted.  Modern fishing methods kill and waste between 20-40 million tonnes of unwanted fish, sea birds, turtles, marine mammals and other ocean life annually. ( Source FAO 2000 )

18. Seafood Week

19. Responsible Fishing- the Key Driver  Well managed fishery  Science based  Pro-active quota management  Spawning Zones

20. Responsible Fishing- the Key Driver  Sustainable Fishing  No endangered species  Minimal by catch  Technology  Minimum environmental impact  Recovery rates

21. Responsible Fishing- the Key Driver  Fish quality  Fully traceable  Line caught  Air freighted - Short lead times

22. Fish stocks hit record lows Cod stocks in the North Sea, the Atlantic Ocean west of Scotland and the Irish Sea have been in serious decline for decades and are now at their lowest ever recorded level.

23. The Iceland Story  In 1999 Waitrose stopped buying Atlantic Cod from the European Fishery and started sourcing all its requirements from Iceland  Dedicated Icelandic supply base For Cod, Haddock, flat fish and prawns

24. The Iceland Story  "The Decision to move all of Waitrose's requirements for Atlantic cod was a difficult one, but necessary, if we are to continue to offer our customers high quality fish from sustainable sources. Many of the World's fisheries are over exploited, with many species of fish under threat, and sadly this includes the European fishery particularily for Atlantic Cod" Jeremy Ryland Langley Waitrose Fish Buyer

25. The Iceland Story  Based on quality of the fish, the management of the fishery, fishing methods and the long term viability

26. Fresh Cod - by air daily

27. Point of Sale

28. TV Advertising

29. Focus on Consumer  Improved choice  Ethical Awareness  Innovation  Convenience  Eating quality and taste!  Staff Training (DVD)

31. Easy.....  The Easy... range is one of many initiatives in Waitrose to help us stay ahead of the competition.

32. Easy...Convenience without compromise The next best thing to having your very own sous chef. We have picked prime, tender cuts of meat or fish that are quick and easy to pan-fry or roast, and teamed them up with delicious sauces, flavoured butters or glazes. In just 3 easy steps, you can create a mouthwatering meal for two in next to no time. All the meat, poultry and fish used is from our own selected producers and dedicated farmer groups, ensuring the highest standards of quality and animal welfare. How do we Market Easy...?

33. New Product Development

34. With Waitrose Perfectly Balanced, you can enjoy eating healthy food, every day! What is Perfectly Balanced? Waitrose Perfectly Balanced is a range of high quality, great tasting foods, developed to strict nutritional criteria. All products within the range are low in fat and have a restricted salt, calorie and additive content, with no compromise on taste! Perfectly Balanced Perfectly Balanced

35. Perfectly Balanced

36. "Sometimes the simplest products are the best" (Source Q Awards Judge)

37. Freshly Breaded Fish Freshly breaded Fresh Fish

38. Thank you