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CEUTA HEALTHCARE’s GB TEAM

CEUTA HEALTHCARE’s GB TEAM . CHRIS WEBSTER SENIOR COMMERCIAL CONTROLLER. ANN MEHERS COMMERCIAL MANAGER. CEUTA HEALTHCARE. Private company founded in 1994 Focus on health related products Sales and Marketing Ceuta Healthcare International Alliance 180 employees.

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CEUTA HEALTHCARE’s GB TEAM

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

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

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

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

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

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

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

  8. 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

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

  10. OTHER SUPPORT ACTIVITIES

  11. SALES & PROMOTIONAL ACTIVITIES In Grocery Impulse In Chemist

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

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

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

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

  16. CATEGORY MANAGEMENT APPROACH

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

  18. DISTRIBUTION DRIVE INTO IMPULSE SECTORS GARAGE FORECOURTS GROCERY CONVENIENCE

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

  20. CHEMIST: QUESTIONNAIRE LINKED COMPETITION GROCERY IMPULSE: FREE PRIZE DRAW

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

  22. 2012 IS AN IMPORTANT YEAR IN THE UK

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

  24. 2012 WILL BECOME AN EVEN STRONGER YEAR FOR UK HERITAGE

  25. THANK YOU

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