TIC TAC I Mints Bra Growth

theINFORMER www.ucbstores.com.au FEBRUARY 2017

mountain dew kickstart - UCB informer trade mag ad_COVER_210x236_FA.indd 1 5/12/2016 10:55:57 AM 2 Darren Park Welcome Welcome to the first issue of the INformer for 2017.

the supermarkets and in turn how it Whilst SA and NT have a similar could further effect supermarket retails scheme in place already I believe that it will certainly be something that UCB it won’t be long before the scheme is will closely monitor. rolled out nationally.

One of the sticking points for 2017 Even with these potential challenges in NSW in particular will be the though I know that independent container deposit scheme (CDS). store operators will thrive. As On 8 May 2016 the Premier, the Hon Independents we are entrepreneurs, Mike Baird MP, and the Minister and as long as we stay focussed on for the Environment, the Hon Mark the shop instead of just fuel only we Speakman MP, announced details will survive – we need to constantly of a NSW (CDS) to commence from strive to find our point of difference July 2017 to tackle litter across the state and improve recycling. A successful convenience store owner stays engaged with their store Beverage suppliers (manufacturer, to always provide their customers importer, wholesaler or retailer) that with a fresh and kinetic experience, f there was one word to describe bring eligible containers into NSW I hope you find this issues of the the Australian retail space in 2016, will be responsible for funding the Informer thought provoking as you it would have been change. We refund as well as associated costs. read through the articles to assess Isaw change in technology, tools We know from the schemes that are what you could action in your store. and best practices. It should be of operating already in SA and NT that no surprise to you that 2017 promises suppliers are not likely to absorb Take particular note of the dates of more of same. these costs and they will be passed our overseas study tour, it’s not a onto the retailer who in turn will pass junket - I can promise you that you As you all know we are battling with on to the consumer. will be engaged and challenged the suppliers about the price disparity entire time. To keep the costs down between what the supermarkets pay Analysts believe beverage we don’t stay in 5 star hotels but for the same goods. Often their retail manufacturers such as Coca-Cola you will be in clean and comfortable price is closely aligned or lower than Amatil, Lion and Schweppes will accommodation that I would be our cost price – it will be interesting to have to raise prices by 15¢ to 20¢ happy to stay in myself. We will watch the supermarkets towards the per container to recoup the 10¢ be eating the entire time from end of this year as Amazon enters refund and associated costs.* convenience stores so that you the Australian retail space. Both CCA and Schweppes have experience hands-on the food that price increases loaded for this month could be available in our channel. It has been reported that Amazon for the convenience channel but at will be dropping distribution centres this stage we are not sure to what Please remember that the team and physical stores in every state extent they will rise again once the at UCB are available to assist next year and that along with general CDS is put into place. you with everything and anything merchandise they will be selling fresh merchandise, all of our field staff as well. My main concern is that the phone numbers are included in this supermarkets may have the volume issue on page 22 for your reference. The Australian Financial Review to absorb these costs without it reports that Amazon is actively looking making too much of a difference to Until next issue. to “destroy” the retail environment their retail price point – will the CDS Darren in Australia. Whilst we are not sure make it even harder for our stores to exactly what pressure this will put on remain competitive?

*Source AFR September 20, 2016 3 Contents 3

February 2017 INformer Contents

4 Promote for Profit

6 Energy Category in Focus

4 – Promote for Profit 8 Easter Checklist

10 Cigarettes

12 UCB Website

16 Member 60 Seconds with Harvey Smith

18 Sugar Tax

22 Meet the UCB Team

28 Art of the Up-sell 18 – Sugar Tax 31 Trade Partner 60 Seconds with Daniel Engeman

34 fast&ezy

37 Wazza’s Funnies

34 – fast&ezy theINFORMER the INformer magazine is a bi-monthly publication of United Convenience Buyers Pty Ltd (UCB). The information contained in the magazine is for information only and should not be relied upon as commercial advice.

United Convenience Buyers Pty Ltd P.O Box 6187 Wetherill Park BC NSW, Australia, 2164 4 Promote for Profit Promote for

UCB designs its promotional program with the interests of its Members and their business success in mind. Merchandise Manager Simon Egan outlines why it makes sense to take full advantage of what’s on offer.

ll UCB promotions are put together in order to grow category A profitability in our Members’ stores. With structured promotional activity running across many key categories, we will see good increases in total store sales and profitability.

However Simon suggests that the benefits are not just to the store owners, or their bottom line.

These programs also show value to our shoppers. Sadly, our industry has a reputation for being over-priced. A creative display of cheap Drinks or Chips helps break down this perception by showing value to our shoppers. It puts them at ease and breaks down their defensive barrier, moving them to an open-to-buy frame of mind.

Promotions also create a point of difference! They create atmosphere and build customer loyalty by providing a reason to return to the store.

There’s no doubt all Members appreciate the increased profitability that arises from such promotions, as well as the ongoing benefits of customer loyalty. It’s important to remember what makes a great 5 Promote for Profit 5

promotion and there are many different analysed to determine what went wrong Members should encourage their staff to components including: and the knowledge recorded for future up-sell. Make sure everyone on the team u Product. promotions on the product range.” knows about the great promotions you u Price point. have for the customers. Use the up-sell u Execution. It is also very easy for UCB Members to cards on the back of the Promo News. u Great timing. look at a specific promotion in isolation u A consumer purchase incentive, such and say “that won’t or that didn’t work!”. Work with your Trade Partners to ensure as a chance to win $20,000! Sometimes a promotion is run as a trial you get your fair share of merchandising u A retailer sales incentive, such as build or part of an overall strategy with a Trade assistance and don’t be afraid to change a creative display for a chance to win a Partner that will potentially deliver greater in-store location if you feel another VIP UCB Conference trip. long term profitability to UCB Members. location is more effective. We always stick by the Motto “If it’s not The best promotions include all or most right for the stores we won’t run it!” Never forget the golden rule – build them of these components. Most promotions high and watch them fly – make sure will not work if one of the top three Simon suggests that the correct process you embrace the cross-category combo components are missing. at store level should be: offers such as Chocolates and Drinks u UCB Member checks details of as they really do grow sales across both You can have a great product, at a great upcoming promotional activities categories. price, although if it isn’t ticketed or well well in advance. merchandised then it will never reach u UCB Member orders additional sales potential. product to be delivered during the seven-day pre-promotion buy-in Simon often says to Members “There is period. no point having a special without telling u Supplier Representative everyone about it!” contacts store to discuss It’s not just the product that is being merchandising promoted that “wins” during a promotion; requirements. there are far-reaching benefits for the u Store allocates category in general. promotional space. u Merchandising executed by The ‘2 for’ offer has enticed many Supplier Representative and shoppers who would normally buy one Member. item at $2.60, to buy two for $3.99. Every u Members to re-visit display time this happens we have expanded the on a regulargular basis to ensure sale by $1.39 and the profit on the sale by product availability and POS is an extra 80 cents. visible, and u sell PLENTY!! Promotional programs are built from the information Merchandise Managers gather from previous experience within UCB and the market, and sometimes just from intuition as to what will work.

Execution is the most important component. UCB can put together a great offer with Trade Partners such as: Cadbury Medium Bars Range offer 2 for $3.49, aligned with the busy Easter trading period. And perhaps include a Retailer display incentive. Think: great product, great price, great timing… However, if the promotion isn’t supported at store level, it is likely to fail and certainly won’t deliver maximum profitability for the retailer!

After the promotion has completed, sales and profitability data is analysed thoroughly for future improvement.

Simon admits ”Occasionally a promotion will deliver a negative gross profit dollar result. These results are closely 6 Energy Category in Focus Category in Focus Energy with Fred Pacchiarotta

ver the last 10 years Convenience Young/older households and young encouraging the consumer to up-size. retailers have enjoyed some couples are the consumers that drove Why not dress up back ends or create significant growth year-on-year growth within the energy category this year. floor displays which will attract this type of Owithin the energy category. Since sale. Check out www.ucbstores.com.au V Energy, Red Bull and Mother entered Multi Packs – Growth for several gondola end options. the market retailers have enjoyed double One of the clear stand outs within the digit growth within the category. Energy category for 2016 has been New initiatives Multi Pack Energy. Growing 1.9% Fridge Door Strike Zone - in the next The last few years has seen growth for faster than the single serve variants, update of UCB planograms you will see the Energy category flatten out within Multi Pack Energy is an opportunity to a change in layouts. We have moved the industry. The Energy category still gain additional dollar sales in store by the Multi Pack Energy segment up from remains a strong part of growth for convenience, out performing total channel growth since 2007.

Who is the Energy consumer? The main consumer within the Energy category is predominantly male between the ages of 18-34 years old.

Over the last 12 months consumers who were regarded as high value shoppers, purchased less than the previous year.

The low value shopper has kept the energy category going not changing their buying habits and are still engaging within the same products and promotional mechanics vs the previous year.

Energy $ Growth % Sales Change for Energy Consumption

6% 25%

4% 20% 2%

15% 0%

-2% 10% -4%

5% -6%

-8% 0% 18-25 yr 26-35 yr 35+ yr New Young Older Retired 2009 2010 2011 2012 2013 2014 2015 2016 Individual/ Individual/ Individual/ Household Household Household Pair Pair Pair

Source : National C-Track – 2009 to 24-10-2016 Source: Shopper Tracker Data Feb-June 2016 – Energy Category 7 Energy Category in Focus 7

the bottom shelf. This strategy has Off Location Displays been executed in competitor stores A fantastic way to make your with success, growing multipacks by a promotions work harder within whopping 30%. Given that multipacks the Energy category is to off have a higher unit dollar value this gives locate multipacks when on the opportunity for retailers to increase promotion. When multipacks total dollar sale in store. are displayed in off locations, 20% uplift in sales is generated Ranging and layout is key to success, vs a standard promotion in the refer to the UCB planogram, they show cool room. the high turnover products in store with the correct amount of space to ensure Promotional Activity out of stocks are reduced. More than ever consumers are looking for the best value in store with 93% of consumers purchasing energy products on promotion.

52% of purchases are planned, meaning that consumers have already made their choice before heading into store. However 42% of energy purchases are unplanned, 21% of these consumers are influenced through promotional ticketing and off location displays! (Shopper Tracker Data Feb-June 2016 – Energy Category)

2 FOR 2 FOR $5.99 $4.99 Mother Top Energy Products in Petrol V Energy Drink 500mL Range & Convenience 350mL-355mL 2 FOR Offer ends April 6th 2016 COPYRIGHT 2016 UNITED CONVENIENCE BUYERS. FEATURED PRODUCTS ARE SUBJECT TO AVAILABILITY. Offer ends February 6th 2017 Items considered for Planograms are COPYRIGHT 2016 UNITED CONVENIENCE BUYERS. FEATURED PRODUCTS ARE SUBJECT TO AVAILABILITY. © 2016 Mother is a registered trademark of Energy Beverages LLC selected from proven performers. The list of top 20 Energy products has been $ .99 ranked by the average units-per-store- 4 per-week sold (UPSPW). Ranging from Red Bull 60 – 8 UPSPW this shows how important 250mL Range these items are to the overall Beverage

Rank APN Description Manufacturer UPSPW Energy Share 1 90162602 Red Bull Reg Energy Drink Can 250ml Red Bull Ltd 60 2 94150957 V Green Energy Can 250ml Frucor Beverages 38 Total Other 3 9002490212094 Red Bull Reg Energy Drink Can 473ml Red Bull Ltd 34 2% 4 9300675038546 Mother Original Energy Drink Blk 500ml The Coca-cola Company 31 5 9002490205980 Red Bull Reg Energy Drink Can 355ml Red Bull Ltd 27 Mother Energy 6 9415767677203 V Green Energy Can 500ml Frucor Beverages 23 12% 7 94128901 V Green Energy Btl 350ml Frucor Beverages 19 8 9415767014428 V Green Energy Can 300mlx4 Frucor Beverages 18 V Energy 39% 10 9415767015104 V Green Energy Can 355ml Frucor Beverages 14 Red Bull Energy 11 818094004626 Rockstar Punched Energy Drink Guava 500ml Frucor Beverages 14 38% 12 9415767624207 V Blue Energy Can 500ml Frucor Beverages 13 13 9002490100759 Red Bull Reg Energy Drink Can 250mlx4 Red Bull Ltd 13 14 9342866000062 Monster Original Energy Drink Resealable 550ml The Coca-cola Company 12 15 94129045 V Blue Energy Can 250ml Frucor Beverages 11 16 9300675046541 Mother Frosty Berry Energy Drink 500ml The Coca-cola Company 10 17 9415767014053 V Green Energy Can 300mlx6 Frucor Beverages 10 Rockstar Energy 18 9342866000482 Monster Zero Ultra Energy Drink 500ml The Coca-cola Company 10 5% Monster Energy 19 9342866000543 Monster Ultra Sunrise Energy Drink 500ml The Coca-cola Company 9 4% 20 9300675041140 Mother Original Energy Drink 250ml The Coca-cola Company 8 8 Easter Checklist Be sure to plan early for Easter! As far as in-store merchandising is have adequate change early in the week Easter is the second busiest concerned, merchandising solutions are before the Easter break starts, as the trading period of the year – in available from Cadbury reps – or you might banks are likely to be extremely busy some stores, the increase in sales want to designate an area of your store by Thursday. specifically for Easter gift merchandise. almost matches that of Christmas. Dress up your seasonal display to make it To ensure you achieve maximum captivating to shoppers and make sure it Cash pick-ups/security benefit from extra customers has a reasonably prominent location. A fuel As always during busy trading periods, customer might notice your display and your security risk increases due to the visiting your store over Easter, make later, when needing a gift, will remember large amounts of cash accumulated sure you fully support the UCB April you had a good range and come back to on site. We highly recommend that you promotions with adequate stock buy from you. arrange for the cash to be picked up from the site by a reputable security company. levels and ensure you have inviting, well stocked and merchandised Regular lines Most regular range items will spike Hours of trade promotional displays in store. in sales over the Easter sales period. Have you advertised your trading hours Be sure to have extra stocks of Ice, over this period of time? Make sure your Bait and BBQ Gas in particular. customers know exactly when you will Easter eggs Confectionery items to stock up on be open. Use the trading hours poster in Hopefully you have placed your orders are Kinder Surprise as well as gifting your April POS pack. for Easter eggs with your Wholesaler. items such as Cadbury Favourites and If not, contact your confectionery Ferrero T9. Traditional Chocolate Blocks wholesaler immediately. sales will spike as well. Deliveries Due to the Friday and Monday being Easter items will sell well to last-minute public holidays, your delivery schedule buyers in the lead-up to, and all through, Change may be affected. Speak to your suppliers the long weekend. Only consider The banks will be closed Friday 14th about order and delivery dates and make marking down any unsold eggs after the April and Monday17th April for the Easter sure you have enough stock to cover this long weekend to quit the stock. holiday period, so organise your site to busy period.

10 Cigarettes Cigarettes with Dean Prest

igarettes are an intriguing category. low price cigarettes. This certainly is a  Are the shelf tickets there? and are What will become of it in the hindrance to us in the traditionally higher they in the correct positions? future? What should we be doing margin game of convenience.  Are your sales growing – if not what with it now? With increased illegal can you do differently? C  cigarettes hitting the market, ‘e-cigarettes’ We know in recent years the trend in Have you checked out what your growing in sales in overseas markets, convenience is for customers to be closest opposition is doing? the continuous changes of government moving to ‘deep discount’ item’s such and ever-changing community views on as Bond St, and to be moving to smaller 2. Generally speaking the days of high cigarettes. I am unsure what the long-term pack sizes (especially 20s). margin cigarettes are a thing of the past. future of cigarettes are. These days we suggest you sell cigarettes So, what should you do to protect and as a base around the 17% margin. If you BUT…. what I do know is what the market grow your sales and profit in this category? are a Roadhouse you may get away with is doing now! a little more but if you are in metro areas or 1. Invest time in the Cigarette category. larger regional centres I doubt if you should The market according to the 2015 ACCS It is providing 27% of your stores profit! be over the 17% mark – depending upon State of the Industry report is saying that, Are you spending 27% of your time on what your opposition are doing you may cigarettes are over 37% of your store this category? Have a look at your need to even lower the margin. sales whilst at the same time contributing cigarette cabinet. to over 27% of your stores profit. Pretty 3. The price board is your compelling figures to say the least.  Is it set out in alphabetical order? communication tool. Use it! It tells  Is it clean and dust free? customers what you are ranging, what So, what else do we know?  Are there any out of stocks? price the items are and perhaps more  Do you have back up stock of importantly what the value items you have We know supermarkets are lowering their the better selling items? in range. Also, make sure it is in full view prices on cigarettes and the tobacconists  Is the price board up to date? of your customer when they come up to have and continue to be playing in (excluding QLD) the counter.

Store Margin Contribution by Category Top 3 Tobacco Value Growth Drivers And Drainers – 2015 % Category % Change % of Total 2015 % Value Growth 2015% Units Growth Margin year on year $Margin Cigarettes Sub Value 58.4% 34.2% Ice-cream 51.4% -1.9% 3.4% Roll your Own 18.9% 11.8% Snackfoods 50.0% 7.0% 3.5% Filters 16.7% 13.0% Confectionery 40.5% 7.4% 8.9% Cigarettes Mainstream -3.1% -12.1% Ready to drink beverages 48.9% -0.4% 31.7% Cigarettes Premium -11.8% -22.9% General Merchandise 48.1% 4.2% 5.4% Cigarettes Value -39.2% -49.1% Car Accessories 44.7% 3.8% 2.8% Value Share of Total Tobacco On the Go Food 41.4% 3.1% 2.8% 2015 % 2013% Change Grocery & Household 40.9% 7.9% 1.5% Cigarettes Mainstream 42.0 50.4 -17% Take Home Milk 37.3% -0.1% 1.8% Cigarettes Premium 16.6 23.2 -28% Bread 32.1% 7.9% 0.5% Tobacco 23.9% -0.4% 27.4% Cigarettes Sub Value 28.4 11.8 145% News & Mags 17.0% 0.2% 1.0% Cigarettes Value 4.5 8.4 -4.6% Communications 12.5% 4.1% 2.2% Roll your Own 7.5 5.4 39% Services 5.4% 16.8% 0.9% Other 1.0 1.0 0% 11 Cigarettes 11

cigarettes are over 37% of your store sales whilst at the same time “contributing to over 27% of your stores profit

4. Sign up to PML terms – UCB Members they are wanting so we have followed by ” have never had better access to PML concentrating our Promo Program towards discounts. Stores can receive great their wants. See the February Promo promotional deals (see this month’s News for great deals on Bond St 20s, Promo news) and in return all you really Choice 20s, Longbeach 20s and Peter need to do is stock a minimum range of Jackson 20s. As well as deals on larger PML products and highlight a percentage pack sizes to trade your customer up to of PML products through the price board. a larger purchase.

5. Range the correct products. UCB Finally, the last piece of advice I have has suggested range lists by State on is to talk to the customers – they are the our website. We concentrate on the top ones you need to keep coming back. 100 selling items. We suggest you have They will tell you what they want or even a look at this and use as a base for your sometimes what others are doing in cigarette cabinet. the market.

6. Tie up to Promotions. As mentioned In short the more effort you put into before sales are trendingP&C toward Merchandise ‘deep Performancecigarettes the more sales and profit discount’ products and the 20s-pack you will get in return! size. Customers are telling us this is what

Convenience Channel Performance For full details contact P&C Merchandise Category Value ($000,000s) Share 2015 Growth 2014 Growth Total Convenience $7,916 100% 3.7% 4.5% your UCB BMM or your Performance PML contact: Convenience Total Non Food 4,465 56.4% 3.5% 5.5% Channel Total Food 3,451 43.6% 3.9% 3.2% Matthew Performance Household 53 0.7% 76.7% 1.1% Jordan Grocery 101 1.3% 19.7% 2.3% Source: AACS SOI 2015 QLD Take Home Food 56 0.7% 17.9% 3.8% P: 03 8531 1960 1 On The Go Food 393 5.0% 13.0% 3.0% Medicinal 37 0.5% 10.1% 13.0%

General Merchandise 377 4.8% 9.8% -0.8%

Take Home Beverage 368 4.6% 9.7% 8.7% Ronald

Travel Tickets 181 2.3% 6.6% Dobay

Snackfoods 174 2.2% 5.7% 3.7% NSW, WA,

Tobacco 2,979 37.6% 5.2% 8.9% NT & SA P: 03 8531 1945 2 Milk 167 2.1% 4.1% 3.8% Personal Care 39 0.5% 3.9% 0.5%

Confectionery 504 6.4% 3.1% 1.0% Jacqui

Ice Cream 168 2.1% 1.9% 4.7% Chambers

Bread 46 0.6% 0.4% 4.2% VIC & TAS

Ready To Drink 1474 18.6% -0.5% 2.5% P: 03 8531 1998 3 Car Accessories 199 2.5% -2.8% -3.2% Printed Materials 170 2.2% -8.5% -6.8%

Communications 428 5.4% -10.1% 1.8%

18 12 UCB Website are now AWARD A LORD Category available WIN A ONE MILLION Strategies online DOLLAR REWARD! To view the category strategies, login with your email address and password then click on the categories option on the menu, it will 2017 CATEGORY STRATEGY take you to a menu which displays 2017 CATEGORY STRATEGY FOOD MERCHANDISE MANAGER - DEAN PREST all of the categories. DRINKSMERCHANDISE MANAGER - FRED PACCHIAROTTA Each category will have the relevant 2017 CATEGORY STRATEGY COMMUNICATIONS Merchandise Managers contact MERCHANDISE MANAGER - SIMON EGAN details, as well as the strategy documents for this year.

Locating your Planograms

In the Members section you will find “My Planograms”. You are able to select which planograms relate to your site and store them in a personalised file for your store.

To set up your own store specific planograms follow these steps: 1. Click on “all planograms”. 2. Pick a planogram that relates to your site. 3. There is a box at the end of line with a cross in it, if you click the box it will become a tick instead of a cross. 4. This will then save in “my planograms”. All of the planograms you tick will be saved here.

UCB Planograms are: • Designed to give you the right products to meet your customers needs and increase your store sales in each category. • Available for all categories. • Sales drivers. They will help you drive your shop sales and compete against the majors. PROMOTION STARTS 1ST MARCH 2017 AWARD A LORD WIN A ONE MILLION DOLLAR REWARD!

PROMOTION STARTS 1ST MARCH 2017 We’re never settling when it comes to Exclusive We’re never settling UCB offer. ouwhenr it network. comes to NETWORK IS THE NUMBER ONE REASON PEOPLE WON’Tour CONSIDER network. SWITCHING TO VODAFONE. Here are some facts and tools to help youHere have are that networksome conversation: facts:

Normal buy Normal buy price $24.65 price $58.65 Test the performance of the network yourself by downloading SPECIAL SPECIAL the OpenSignal app today. BUY PRICE BUY PRICE Î15.00 Î25.00

Recommended Recommended retail price $29.00 retail price $69.00 NETWORK IMPROVEMENT LAST YEAR1 SPENDING BIG ON THE MORE TOWERS NETWORK We’re on track to build 102 towers in Billions of dollars of regional Australia by the end of 2017, Alcatel Vodafone investment over recent 70 of which are part of the Australian years and continual Government’s Black Spots Programme. onetouch 2036 3G Smart mini 7 3G enhancements. VGA camera 4" display ENGINEERS FM radio 2MP camera There are over 330 engineers working on our network every % % 3G compatible Expandable memory up to 32GB (micro SD card sold separately) single day. 81 93 of UCB sites have of UCB sites have 4G coverage.2 3G coverage.2 Max 3 of each device per store. Contact us Our dedicated Network Product Team in Sydney just LOVE answering questions Don’t just take our word for it, check the coverage with your and receiving suggestions about the network.local Email YES anything Distribution you’d Rep today. like answered to [email protected] or visit Red Source for more information.

t 1300 730 343 w yesdistribution.com.au e [email protected] The nitty gritty: 1: 2015 P3 CommsDay Mobile Benchmark Report. 40% improvement claim is based on a comparison of both voice and 4G preferred data performance on the Vodafone network between 2014 and 2015. Our 4G coverage is available in all major metro locations and selected regional areas across Australia. See vodafone.com.au/coverage for coverage. 2: Accurate as of November 2016, results based of October UCB site listing, Coverage results only accurate if used in conjunction with a compatible mobile or other device and if in a compatible coverage area” See vodafone.com.au/coverage for details. MV01591 12.16

MV01591 A4 DPS UCB Magazine Devices Dec 16_FA.indd All Pages 29/11/2016 10:02 am We’re never settling when it comes to Exclusive We’re never settling UCB offer. ouwhenr it network. comes to NETWORK IS THE NUMBER ONE REASON PEOPLE WON’Tour CONSIDER network. SWITCHING TO VODAFONE. Here are some facts and tools to help youHere have are that networksome conversation: facts:

Normal buy Normal buy price $24.65 price $58.65 Test the performance of the network yourself by downloading SPECIAL SPECIAL the OpenSignal app today. BUY PRICE BUY PRICE Î15.00 Î25.00

4G: We have 4G in lots of places. Go to vodafone.com.au/coverage. 40% Improvement: * 2015 P3 CommsDay Mobile Benchmark Report. Network Guarantee: 30 Day Network Guarantee is in addition to a customer’s legal rights. Available to new customers signing up to any postpaid plan. V05390 07.16 For assistance with sales, merchandising and product information, we have a national sales team offering regular service calls. Contact YES Distribution: t 1300 730 343 w yesdistribution.com.au e [email protected] The nitty gritty: 1: 2015 P3 CommsDay Mobile Benchmark Report. 40% improvement claim is based on a comparison of both voice and 4G preferred data performance on the Vodafone network between 2014 and 2015. Our 4G coverage is available in all major metro locations and selected regional areas across Australia. See vodafone.com.au/coverage for coverage. 2: Accurate as of November 2016, results based of October UCB site listing, Coverage results only accurate if used in conjunction with a compatible mobile or other device and if in a compatible coverage area” See vodafone.com.au/coverage for details. MV01591 12.16

MV01591 A4 DPS UCB Magazine Devices Dec 16_FA.indd All Pages 29/11/2016 10:02 am 16 Member 60 Seconds TIC TAC ® is the fastest growing Mints Brand, driving category With 60 growth through innovation! SECONDS Harvey Smith - Massive +15% Value & +22.9% Volume Growth Y.O.Y.1

Position & name of company? Best retailing idea? ® Director, Shareholder, Kyfuel Stop Pty Ltd, Customers first. Display TIC TAC on known as Shell Kyabram. checkouts, off-location How does UCB Membership and shelf, to maximise Born and bred? improve your business? sales – ORDER NOW! Swan Hill, raised in the amazing Goulburn Connects to, advice, ideas, product Valley Victoria. range and networking. TIC TAC® Berries 24 units per carton Family? What was your first job? EAN 93698634 Wife Jeanette, 2 kids and their families. Motor Mechanic.

Favourite sport? If you could win a ‘life time supply’ AFL. of anything, what would it be? Cars, (fast ones especially). Harvey’s business philosophy What is your drink of choice? is to “Work hard”, “Be Honest” Hot chocolate. Who would you want to play you in and “Treat people how you a movie of your life? would like to be treated”. There What is the best food on a hot George Clooney. are also two quotes that Harvey summer day? is especially known for... “You Cold meat and salad. What would you sing at a can bet your socks on it” and karaoke night? T120 Floor Display Unit T24 Counter Unit “Don’t give up on the plan until Career summary? Would never sing in public, so bad it gives up on you”. Motor mechanic, then farm machinery a singer! dealer, service station owner, then forklift Name: Harvey Smith, “H” to all who business sales service rental, semi- How do you best ‘get away know me! retired but would do it all over again. from it all’? Head to the Sunshine Coast. AVAILABLE MARCH 2017 – Best memory/Proudest moment? ORDER NOW! Marriage and 50 years ongoing!

Does your family have a “motto” – Display TIC TAC® on spoken or unspoken? checkouts, off-location The harder you work the luckier you get. and shelf, to maximise If you had a warning label, what sales – ORDER NOW! would yours say? Treat people with respect and honesty. TIC TAC® Mixers Coconut >>> Pineapple Crush 24 units per carton Do you collect anything? Business and property. EAN 93698238

If you could tackle and solve one

world problem, what would it be? ® World hunger. TIC TAC Mixers grew the Total Mint Category Would you rather win the lottery or in the convenience channel work at the perfect job? And why? by 22.4% last year.2 Lottery, my reasoning is once you win the lottery you can arrange the perfect job T120 Floor Display Unit T24 Counter Unit but not so with winning the lottery. Artificially Flavoured Mints

Harvey Smith. For more information on how to grow your TIC TAC® sales, please contact Andrew Rockall - 0418 866 237 or [email protected]

1. Nielsen Grocery/Convenience Combined Scan Data MAT to 04/09/2016. 2. Nielsen Convenience Scan Data To: 15/05/2016. TIC TAC ® is the fastest growing Mints Brand, driving category growth through innovation! - Massive +15% Value & +22.9% Volume Growth Y.O.Y.1

Display TIC TAC ® on checkouts, off-location and shelf, to maximise sales – ORDER NOW!

TIC TAC® Berries 24 units per carton EAN 93698634

T120 Floor Display Unit T24 Counter Unit

AVAILABLE MARCH 2017 – ORDER NOW!

Display TIC TAC® on checkouts, off-location and shelf, to maximise sales – ORDER NOW!

TIC TAC® Mixers Coconut >>> Pineapple Crush 24 units per carton EAN 93698238

TIC TAC ® Mixers grew the Total Mint Category in the convenience channel by 22.4% last year.2

T120 Floor Display Unit T24 Counter Unit Artificially Flavoured Mints

For more information on how to grow your TIC TAC® sales, please contact Andrew Rockall - 0418 866 237 or [email protected]

1. Nielsen Grocery/Convenience Combined Scan Data MAT to 04/09/2016. 2. Nielsen Convenience Scan Data To: 15/05/2016. 18 Sugar Tax

AACS: Australians switched on to Sugar Tax Shortcomings 23 November 2016: New research from the Australasian Association of place on businesses and consumers. Convenience Stores (AACS) shows the majority of Australians believe Discriminatory excise applied to select products merely drives up prices for a sugar tax would be ineffective in the fight against obesity, with most consumers. opposed to such a tax on the basis it would increase cost of living AACS State of pressure, threaten businesses and jobs, and because there are better The research shows voters agree. ways to tackle obesity. the Industry Report “This research ultimately shows that ccording to the AACS research, shows consumers believe the most voters don’t believe a sugar tax will a major reason for consumers’ effective strategy to reduce obesity is work and that there are other more opposition to a sugar tax is that it to ban advertising of high calorie foods effective strategies that Government A would be ineffective yet cost more, during children’s TV programs, while could and should adopt to tackle as has been the case with other products the least effective strategy would be to obesity,” Mr Rogut said. subjected to reactionary taxation. impose a sugar tax. “What is perhaps even more disturbing Consumers aren’t the only ones who The main objective of the survey was to is that the principal author of the sugar question whether the tax will make any measure public attitudes towards a sugar tax report doesn’t necessarily believe difference to obesity levels. Even Stephen tax broadly, as well as on soft drinks it will work either. The contradictions Duckett, the principal author of the specifically, in terms of the best ways to littered throughout the report – it claims report prepared for the Grattan Institute, address obesity in Australia. separately that soft drink consumption concedes that should the tax cut soft drink “These results comprehensively has increased ‘dramatically’ then consumption, there’s no evidence that it demonstrate that Australians don’t proceeds to detail how it’s declining - would necessarily reduce obesity too. believe that introducing a sugar tax demonstrate the Grattan Institute has no will impact consumer behaviour, nor confidence in its own recommendations. Other concerns surrounding the negative health outcomes. Most are opposed consequences of a sugar tax is the to a sugar tax because it will pressure “In this light, it can be seen like any other potential impact on job losses, and the their budgets, and threaten jobs and tax: a revenue raiser, pure and simple. threats to food manufacturers, the sugar industries,” AACS CEO Jeff Rogut said. industry and convenience store trade. “Taxing certain products invariably The AACS has repeatedly reinforced hits small businesses much harder The AACS survey, involving 4,000 voters the financial burden that emotionally than it does larger corporations. Small aged 18 years plus from around Australia, charged legislative responses can businesses like convenience stores are 19 Sugar Tax 19 much less able to absorb the additional announced it would scrap the tax and Mr Rogut emphasised that some costs than the major supermarkets, cancel its plans to introduce a sugar tax. convenience retailers and suppliers but there are also negative impacts for have already taken action to improve the manufacturers. According to the Danish tax ministry, health profile of their products and others this was because of increased prices continue to develop healthier alternatives. “The additional price pressure will almost for consumers, increased administrative certainly result in reduced sales for costs which created a bureaucratic “These efforts to innovate should convenience stores as consumers shift nightmare for producers and retailers, be supported, not hindered with the their purchasing habits to making bulk and because it put jobs at risk. All the imposition of additional costs in the purchases from the major supermarkets.” while, Danes simply travelled across the form of a sugar tax or other excises,” border to make purchases. Mr Rogut said. Mr Rogut said regular tobacco excise increases provide a clear precedent for this shift in consumer behaviour. Sales growth of cheaper tobacco products coincide with every excise increase. THE VIEW OF CONSUMERS: “The economic ramifications for manufacturers, suppliers and retailers the effectiveness of a sugar tax to tackle obesity of a sugar tax would be immense, yet the potential for it to achieve improved health outcomes is unknown. It’s too big an economic risk for Government to take in the context of the challenges already 88%88%of Australiansof Australians would be would concerned be concerned by a sugar by a sugar 39%39% A minority A minorityof those whoof those do not who consume do not consumesugar- sugar- tax on anytax products on any productsif it resulted if it inresulted ob losses in ob losses based softbased drinks so belieeft drinks a belieesugar tax a sugar would tax be would eﬀecti bee eﬀectie faced by retailers and manufacturers,” he said.

The AACS research shows Greens voters 71%71%ould opposeould a oppose sugar tax a sugar on so taxft drinks on so ifft itdrinks if it 40%40%Of AustraliansOf Australians would be would oppose be a oppose tax on alla tax foods on all foods are relatively more inclined to believe that causes obcauses loses obin the loses sugar in the industry- sugar industry- an obious an obious which containswhich sugar-contains ust sugar- would ust support would such support a tax such a tax a sugar tax would be effective in tackling repercussionrepercussion obesity (36% of Greens voters believe it would be effective), while Coalition voters (27%), Labor voters (26%) and 83%83%of Australiansof Australians would oppose would a oppose sugar tax a sugar on tax on 82%82%of consumersof consumers beliee educa belieetion educa programstion programs to to Independent voters (25%) all rate the soft drinksso ifft itdrinks failed if to it haefailed an to impact hae an obesity impact but obesity but encourageencourage healthy ea healthyting and ea exerciseting and wouldexercise be would effecti bee einff ectie in sugar tax idea at about the same level. cause pricecause rises price rises tackling obesity-tackling thisobesity- is seen this as is the seen most as theeffec mosttie estrategyffectie strategy

“With such significant opposition to a sugar tax across party lines, it’s clear any proposal along these lines would be politically divisive,” Mr Rogut said. suggesting that instead of imposing a The AACS supports the right for PoliticsNow: sugar tax, there should be an impost Australians to exercise their right to on stupid authoritarian ideas. “I think it choose to consume legal products, to Australian politics would raise a large amount of money,” exercise their own discretion and enjoy he told reporters. “There are a lot of the freedoms of being Australian. live from Canberra, stupid authoritarians around and they Senate, House of Reps have a lot of stupid ideas and if we just “Applying tax to certain products because tax them there would be no need to tax they have an emotional association to things like sugar.” obesity in the minds of some health groups JOE KELLY is not only flawed, it’s short-sighted, lazy November 23, 2016 Greens leader Richard di Natale said and even discriminatory against those who The Australian, Political reporter earlier: “We have a major health crisis choose to consume these products,” Mr Canberra on our hands with one-in-four Australian Rogut said. @joekellyoz kids overweight or obese.”. If the government doesn’t act, the Greens “And as we’ve seen time and time again, ROSIE LEWIS would introduce a private bill for a sugar discriminatory taxes don’t work. This Reporter Canberra tax, he said. research shows Australians recognise @rosieslewis this. Now politicians have the view of the The government flatly rejected the electorate as well, instead of just those of “Impost on stupid authoritarian ideas” sugar tax push, labelling it a simplistic the extremely well-funded health lobby,” solution to a complex problem which he added. The Greens have been attacked for would serve only to raise revenues. suggesting a sugar tax on soft drinks, “To cherry-pick one source of calories Mr Rogut pointed to the example of with Barnaby Joyce responding: “Here’s from all the abundance of food is not Denmark where, in 2011, the Government some advice for free, eat less and do a logical response to a very complex introduced a “fat tax” in an attempt to more exercise” and Liberal Democratic problem,” Assistant Minister for Rural limit the population’s intake of fatty foods. Party leader David Leyonhjelm Health David Gillespie told reporters. Just 12 months later, the Government

Reprinted courtesy of AACS visit www.aacs.org.au AVAILABLE 1 MARCH, 2017

PEPSI AND PEPSI MAX ARE REGISTERED TRADE MARKS OF PEPSICO INC, NY, USA USED UNDER LICENCE IN AUSTRALIA BY SCHWEPPES AUSTRALIA PTY LTD. AVAILABLE 1 MARCH, 2017

Contact Kevin PEPSI AND PEPSI MAX ARE REGISTERED TRADE MARKS OF PEPSICO INC, NY, USA USED UNDER LICENCE IN AUSTRALIA BY SCHWEPPES AUSTRALIA PTY LTD. on 0456 786 729 to ask about your food category 22 22 Meet the UCB Team UCB the Meet Team date with all current and future information. future and current all date with Trade Partners. They pride themselves on keeping up to and Services Promotions, Layouts, Store Merchandising, general queries they also have advanced information on your answer only not can who team line front friendly Our Business Managers Team food offers. food and development site with Members our assist to country the around travel regularly and field their in experts are team Our service. food and signage with are assist can they areas Other brand. own your within service food and layouts store with assist also can They independents. for specifically developed been have which brand, eroma café or into afast&ezy store your transition and ideas your shop work will team creative store. This profitable and functional adynamic, for require you support the is Here Store Development Team ph: ACT, NT and WAACT, and NT 0434 692 552 692 0434 Central NSW, NSW, Central Metro and and Metro BELINDA BELINDA JONES

ph: VIC, SA and TAS and SA VIC, ACHTERBOSCH 0434 692 677 692 0434 Riverina NSW, JASON JASON

ph: Northern NSWNorthern our Members profitability.” we do to is increase “Everything is: statement Our mission We to help here are you. 0402 611 826 0402 and QLD QLD and IN THE FIELDIN THE DARREN BAILLIE ph: - based in NSW in - based

0456 786 729 786 0456 cafe eroma eroma cafe AZZOPARDI to provide any assistance needed. stores Members our to visit flexibility the them gives country the across strategically Based questions. your all to answer ability them giving P&C in Channels experience extensive Having Trade and Partners. Members between link The MerchandiseThe Team KEVIN KEVIN ph: – based in NSW in – based PACCHIAROTTA PACCHIAROTTA

0402 914 503 0402 Snacks, Auto ph: Drinks, Drinks, – based in NSW in – based FRED FRED 0423 053 032 053 0423

fast&ezy fast&ezy BROWN Ice Cream, Grocery STEVE ph: Communications, – based in QLD in – based Confectionery, 0438 538 022

SIMON EGAN

and speak to Nicola. speak and

General Merchandise 02 9899 4800 call our office on office our call ph: Food, Cigarettes, You can always You always can Milk Dairy, and – based in VIC in – based 0422 615 396 0422 Promotions WILLIAMS NICOLA NICOLA PREST DEAN DEAN

Source: 1.*Viking Office SurveyOct2011/MarieClaire Supplies Feb2012/Which SurveyJune.2.MAT 6/11 RE OEDESCRIPTION ORDER CODE For informationpleasecontact your further Wrigley Representative NEW NEWNEW or phoneTheWrigley Company(Australia) LTD. 1800444200 STRAWBERRY BOTTLE STRAWBERRY BOTTLE 11135 EXTRA STRAWBERRY BOTTLE64g Bottle is the fastest isthe Bottle Extra Bottle saleshave Extra Bottle Bottle isperfectfor on Bottle 9300613111379 Convenience. desk and in the car.desk andinthe attheir eating/snacking increase ofconsumers gumtargetingwithin the growing packformat in Car. goconsumption the increased by UNIT PROMOTION PROMOTION MARCH MARCH FIRST FIRST 2017 2017 9300613111362 103 2 FRESH MOUTH FOR ACLEAN& INNER % 1

©2017 Wm. Wrigley Jr. Company. All Rights Reserved. Extra and all affiliated designs are trademarks of the Wm. Wrigley Jr. Company or its affiliates. Source: 1.*Viking Office SurveyOct2011/MarieClaire Supplies Feb2012/Which SurveyJune.2.MAT 6/11 RE OEDESCRIPTION ORDER CODE For informationpleasecontact your further Wrigley Representative NEW NEWNEW or phoneTheWrigley Company(Australia) LTD. 1800444200 STRAWBERRY BOTTLE STRAWBERRY BOTTLE 11135 EXTRA STRAWBERRY BOTTLE64g Bottle is the fastest isthe Bottle Extra Bottle saleshave Extra Bottle Bottle isperfectforon Bottle 9300613111379 Convenience. desk and in the car.desk andinthe attheir eating/snacking increase ofconsumers gumtargetingwithin the in Car. goconsumption the growing packformat increased by UNIT PROMOTION PROMOTION MARCH MARCH FIRST FIRST 2017 2017 9300613111362 103 2 FRESH MOUTH FOR ACLEAN& INNER % 1

FLAVOUR ADBURY FAVOURIT A FR ON A C E ESH NEW TWIST 017 A ARY 2 VAILABLE TO ORDER JANU RE VE PROMOTION TAILE ENTI IVE DISPLA PR R INC CREAT YS! IZES ARE FOR THE MOST

1st PRIZE $800 VOUCHER Next 9 best displays nationally each win a $100 voucher! PLUS! Lucky Prize Draw to win $500 voucher!

HOW TO ENTER*: 1. Create a display in store that includes a minimum of 3. Ensure the display is visible in store for 5 inners of Cadbury Medium bars including 1 inner at least 4 weeks. of Twirl Orange and 1 inner of Twirl Original. 4. Store manager to email up to 3 photos of display to 2. Include in your display Twirl Orange advertsing [email protected], together with entrant’s name material provided by your Mondelez Territory Manager and contact details. The entrant can be the store manager, and get creative with the colours purple and orange! or an employee nominated by the store manager.

Full T&C’s apply – speak to your Mondelez Contact for details

STATE CONTACTS STATE / TERRITORY CONTACT NUMBER QLD (07) 3442 1200 MARKETING National WA (08) 9230 0800 SUPPORT: Mondelez Contact: SA (08) 8131 3600 A massive $6M support Stephanie Roberts VIC / TAS (03) 8375 6000 for Cadbury Bars [email protected] in 2017 NSW (02) 8887 9500

*Starts 12.01am 01/2/17; ends 11.59pm 28/2/17. Must be Store Manager (or nominated employee) of United Convenience Buyers store & AU resident aged >18 yo to enter. Entry: create in-store display using Twirl Orange POS material (as supplied), min 3 inners of Twirl Orange & min 2 inners Twirl Original bars (Display) & email up to 3 photos of Display to National Mondelez Contact with entrant’s name, address, phone & email. 1 entry p/store. Game of skill: entries judged on originality, creativity & best Display. Judging: 4pm 15/3/17. Major Prize = 1 x $800 voucher; Minor Prizes = 9 x $100 vouchers. Lucky Draw: random draw (excl Major Prize winner if outside SA) on 4pm 16/3/17. Prize: 1 x $500 voucher. Judging/Draw at promoter’s address. Total prize pool: $2,200 (RRP inc GST). Vouchers from suppliers of promoter’s choice. All times AEDT. Winners notified in writing. Lucky Draw winner published www.cadbury.com.au (Website) 20/3/17. Full T&Cs on Website. Promoter: Mondelez Australia P/L, 75 Dorcas St, Sth Melb VIC 3205. Permit: NSW LTPS/16/09845. THE COLOUR PURPLE IS A TRADE MARK USED UNDER LICENCE. N TIO SPECIAL EDI NEW JOIN US FOR THE 3RD ANNUAL 2017

FLAVOUR RY FAVO CADBU URITE A FRESH IST ON A UCB Food NEW TW 017 A ARY 2 VAILABLE TO ORDER JANU RET IVE PROMOTION Study Tour AILER INCENT ATIVE DISPLAYS EXPERIENCE SOME OF THE BEST PRIZ ST CRE ! ES ARE FOR THE MO RETAIL OFFERS IN EUROPE

4 countries  10 days st 1 PRIZE estimated $6,000 accomodation $800 VOUCHER & airfares Next 9 best displays nationally Destinations Include: each win a $100 voucher! Zurich, Amsterdam, Rotterdam, London & Dublin PLUS! Lucky Prize Draw to When: Depart Australia April 27th 2017. Return Monday 8th May 2017 win $500 voucher! For more information: please contact Kev +61 456 786 729 or [email protected] HOW TO ENTER*: 1. Create a display in store that includes a minimum of 3. Ensure the display is visible in store for 5 inners of Cadbury Medium bars including 1 inner at least 4 weeks. of Twirl Orange and 1 inner of Twirl Original. 4. Store manager to email up to 3 photos of display to 2. Include in your display Twirl Orange advertsing [email protected], together with entrant’s name material provided by your Mondelez Territory Manager and contact details. The entrant can be the store manager, and get creative with the colours purple and orange! or an employee nominated by the store manager.

Touch partner with Australia’s most popular product and service providers to offer a large eServices product range spanning telecommunications, gifting, gaming, tolling, fishing licences, online cash and more. We’re always working to add new and innovative solutions to our offering, to help drive foot traffic to your store and create loyal customers.

With no complex contracts and no monthly fees, along with no cancellation fee and seven day trading terms, Touch provides a quick, easy solution at no cost to you. Our friendly, Australian based customer service team can enable your POS and have you trading in just 24 hours!*

FLEXIBLE SET-UP OPTIONS MARKETING Standalone touchpoint Touch magazine and eDMs terminal (Ethernet or SIM Comprehensive marketing support connectivity) Free POS material POS integration Merchandise stands Standalone bank terminal Promotions

CONTRACT/FEES SERVICE & SUPPORT No complex contracts Australian service desk No monthly fees available 24/7 No cancellation fee Quick and easy sign up process

PRODUCT RANGE BILLING AND REPORTING Large product range Weekly direct debit* Partnering with Incomm, Blackhawk Simple refund process* and Convenient Card Fraud controls

If you would like to offer a wide range of eServices products to help drive traffic and increase sales in your store, speak to us today.

Touch Customer Service [email protected] | 1800 286 824

* Subject to supplier approval BECOME A ONE STOP DESTINATION WITH

CONTRACT/FEES SERVICE & SUPPORT No complex contracts Australian service desk No monthly fees available 24/7 No cancellation fee Quick and easy sign up process

PRODUCT RANGE BILLING AND REPORTING Large product range Weekly direct debit* Partnering with Incomm, Blackhawk Simple refund process* and Convenient Card Fraud controls

If you would like to offer a wide range of eServices products to help drive traffic and increase sales in your store, speak to us today.

Touch Customer Service [email protected] | 1800 286 824

* Subject to supplier approval 28 Art of the Up-sell The art of CROSS- SELLING

Up-selling UP- SELLING Up-selling at the point of purchase is a PROFITABILITY tried-and-true method to increase sales, why is it perceived as being so difficult?

Up-selling will uplift sales! Up-selling is getting the customer to store for opportunities. One savvy store Once a standard in the retail employee switch/increase their intended purchase manager I know keeps a box of umbrellas training manual and certainly perfected to a more profitable transaction, such as and rain ponchos out the back and in the quick-serve restaurant industry - a suggestion to buy a 2 for 1 deal instead moves them near the counter when it who hasn’t been asked “Would you like of a single product or to up-size to a king- starts to rain. fries with that?” The up-sell is not always size bar instead of a medium bar. Helping used in independent convenience stores. customers to buy something they may These types of strategies have been I can’t help but wonder why, we have a need, perhaps recharging their pre-paid around for years but are under used in captured customer who has to pay for smartphone or the drink with the pie. our channel. their fuel and we have a console operator who has to interact with that customer. You won’t be able to up-sell or cross-sell Overall though, successful up-selling everyone. Even if you can only up-sell comes down to a person-to-person Whenever I walk into a Coles Express I am every 5th customer who walks in; you’ve interaction, console staff can’t be asked if I would like their latest promotion added a nice lift to your till for a very small expected to remember every promotion. - I try to always shake my head and walk amount of effort, in fact because you away with the money in my purse (I try have interrupted the customers thought To help UCB provide you with an up-sell not to be suckered into their see through process you might help them find better card for a variety of promotions that are up-sell attempt) but, at least twice a month value, or jog a memory that they want or on the back of Promo News each month- I find myself walking out with a bottle of need something else! cut them out and use them at the register water for myself or sometimes two – or four to remind staff to up-sell. Freddo’s or Kinder Surprise eggs to take It’s quite a simple tool, a console operator home for the kids in attempt to be the could up-sell just one product with every UCB are able to supply promotional most popular parent! customer to see if they get a conversion images to some POS systems to help or they could base their up-sell on the remind customers at the counter of our Up-selling and Cross-selling are often time of day or weather. For instance in the monthly promotions. Give your BMM or used interchangeably. Cross-selling is morning you could try up-selling a coffee, the office a call to see if we can send the skill of selling an additional item that or Weetbix breakfast bars. If it’s a really images to your store. complements the product the customer hot day try up-selling the monthly water is buying: A drink with a pie, a snack with or ice cream promotion. a soft drink. This is a tactic we are using JANUARY PROMOTION UPSELL CARDS when our Merchandise Managers are It’s putting into place what many putting together our combo deals. experienced retailers have always done, look around the store and outside the

If the customer is buying 1 x 250mL Cola- Cola: “Would you like to have another 2 for just $5? If the customer is buying 1 x TNCC 180- 200g: “Would you like to have another? You can buy it altogether for just $5.99.” COMBO VALUE .50

$ If the customer is buying 1 x Drumstick: $ .99 you like to buy another, you have both for $5.99.” “Would EACH If the customer is buying 1 x 250mL Red 2 Bull: “Did you want to buy another for just 5 WITH ANY FUEL $____ extra.” Mrs Mac’s Big Aussie Roll &PEPSI, SCHWEPPES & PURCHASE *1 DEAL PER FUEL PURCHASE. COPYRIGHT 2016 UNITED CONVENIENCE BUYERS. FEATURED PRODUCTS ARE SUBJECT TO AVAILABILITY. COPYRIGHT 2015 UNITED CONVENIENCE BUYERS. FEATURED PRODUCTS ARE SUBJECT TO AVAILABILITY. *Offer only available with fuel purchases of 10L or more. Coke 600mL Varieties *Offer only valid when product is purchased in the same transaction as fuel *Offer may not apply on all fuel cards If the customer is buying fuel only: you like to buy a 600mL Pepsi, Schweppes Offer ends April 6th 2017 Offer ends February 6th 2017 or Solo for only $2.50.” “Would If the customer is buying 1 x 90g/50g Twisites Smith’s Chips: packet and have“Would both for you $4. like to buy another

49. UCB NATIONAL UCBCONFERENCE NATIONAL 30TH OCTOBER TO CONFERENCEST UCB30TH 1NATIONALOCTOBER NOVEMBER TO CONFERENCE1ST NOVEMBER 30TH OCTOBER2017 TO STAY TUNED ST FOR MORE 1 2017NOVEMBER DETAILS STAY TUNED FOR MORE 2017 DETAILS STAY TUNED FOR MORE DETAILS UCB EXCLUSIVE WIN 60 With A $2000 SECONDS Daniel Engeman WEBJET VOUCHER 5 UP FOR GRABS!

ON PROMOTION IN FEBRUARY

WHAT DO YOU NEED TO DO TO ENTER? Purchase a minimum of 5 cases of V 300ml 4pack range that is on promotion throughout February. Build a creative in-store display incorporating V 300ml 4pack range from February 7th 2017 – March 6th 2017. Send a photo of the display by no later than 6th March 2017. Send photos to [email protected] with the name of your store, Frucor account number, contact name and phone number. The ﬁve (5) most creative and judged ‘best’ entries will win a $2000 Webjet voucher.

INCENTIVE RULES Winners will be notiﬁed by 21st March 2017.

*Competition runs from 9am 7th February 2017 and entries close 11:59pm on 6th March 2017. Competition is only open to UCB retailers aged 18 years or over with a Frucor Beverages account. Minimum quantity of 5 (5 cases of 6 x 4pack) of any V300ml range through Frucor Beverages. They must then build a display, take photos and send through to [email protected] along with contact details. The 5 entries judged the most creative will win. If entrant does not meet the entry requirements their entry will be forfeited. The promoter reserves the right to verify the validity of entries and entrants. This is a game of skill. Chance plays no part in determining the winner. Entries will be judged by Frucor Beverages (the promoter) and the winners will be notified by phone by 21st March 2017. The prize is a Webjet voucher valued at $2000RRP. Prizes cannot be exchanged or taken as cash. Winners will be sent their prize no later than 5th April via their sales representative. The promoters’ decision is final. The promoter is Frucor Beverages Australia Pty Ltd (ABN 73 060 091 536) of 2/5 George Street, North Strathfield NSW 2137. Telephone: (02) 8762 0399. 31 Trade Partner 60 Seconds 31

UCB EXCLUSIVE WIN 60 With A $2000 SECONDS Daniel Engeman Position / Name of Company As a kid, what did you want to be Best Memory/Proudest Moment? National Business Manager – Petrol & when you grew up? The birth of my 1st and currently only Convenience / PepsiCo. Professional sportsman. child Emilia,When I first got off the plane WEBJET VOUCHER travelling in Europe by myself. Born & Bred? Who has influenced you most in life Brisbane / Queeeeennnnnsssssllllaaa- & how did they do it? If you could trade lives with 5 UP FOR GRABS! aannnnddddeeeerrrr!!!! haha. Parents – discipline and good morals. someone for a day, who would it be and why? What was your toughest Richard Branson. How long have you been in the accomplishment? convenience industry? Learning to be a Dad (still learning)!!! If you had one super power what 3 years in the UK / 1.5 years in Australia. would it be? Who would you most like to be stuck Fly. Career Summary? in an elevator with and why? Territory Rep – 5 years An elevator engineer! What are your top 3 tips for UCB State Field Manager – 3 years Members when it comes to the Account Manager – Aus - Woolworths What is the biggest thing happening snacking category? / Coles / Costco / Export; UK - Tesco / at PepsiCo in 2017? Excel in Traffic driving categories (coffee/ Sainsbury’s / Route & Convenience Longer term collaborative joint planning fresh/value) and then up-sell via impulsive Sales Manager keeping the customer and shopper at products with key location/new news in – Route & Convenience – UK the heart. store. Provide fair value to your customers. National Business Manager Value doesn’t equal cheap, but price is – Woolworths / P+C - AUS If you were ruler of your own country still important. Spoil Your Shopper – P+C One Harvest – 4 years (QLD) what would be the first law you shoppers want so much more these days, Coca Cola – 5 years (UK) would introduce? the ones that are winning are providing Kellogg’s – 5 Years (NSW) 3 day weekends!!! what their shoppers want – choice / fresh / PepsiCo – 1.5 years (NSW). value / offer / product.

What is your favourite thing about your career? Been able to work in various channels and do this with a variety of customers here domestically but also in the UK.

How do you best get away from it all? ON PROMOTION IN FEBRUARY Travel and family. Do you have a motto or philosophy? “A hard worker rolls up his sleeves. A WHAT DO YOU NEED TO DO TO ENTER? smart hard worker knows which shirt to Purchase a minimum of 5 cases of V 300ml 4pack range that is on promotion wear in the first place!” throughout February. Favourite sport/hobby? Build a creative in-store display incorporating V 300ml 4pack range from Golf. February 7th 2017 – March 6th 2017. Send a photo of the display by no later than 6th March 2017. Best Memory/Proudest Moment? The birth of my 1st and currently only Send photos to [email protected] with the name of your store, Frucor account child Emilia,When I first got off the plane number, contact name and phone number. travelling in Europe by myself. The ﬁve (5) most creative and judged ‘best’ entries will win a $2000 Webjet voucher. Favourite place to eat?

INCENTIVE RULES Winners will be notiﬁed by 21st March 2017. Breakfast Creek Hotel – Brisbane.

If you could win a ‘life time supply’ of anything, what would it be? *Competition runs from 9am 7th February 2017 and entries close 11:59pm on 6th March 2017. Competition is only open to UCB retailers aged 18 years or over with a Frucor Beverages account. Minimum quantity of 5 (5 cases of 6 x 4pack) of any V300ml New experiences. range through Frucor Beverages. They must then build a display, take photos and send through to [email protected] along with contact details. The 5 entries judged the most creative will win. If entrant does not meet the entry requirements their entry will be forfeited. The promoter reserves the right to verify the validity of entries and entrants. This is a game of skill. Chance plays no part in determining the winner. Entries will be judged by Frucor Beverages (the promoter) and the winners will be notified by phone by 21st March 2017. The prize is a Webjet voucher valued at $2000RRP. Prizes cannot be exchanged or taken as cash. Winners will be sent their prize no later than 5th April via their sales representative. The promoters’ decision is final. The promoter is Frucor Beverages Australia Pty Ltd (ABN 73 060 091 536) of 2/5 George Street, North Strathfield NSW 2137. Telephone: (02) 8762 0399. REAPING THE REWARDS WITH COBBER® DOG.

Ridley – Australia’s leading provider of high performance animal nutrition solutions – together with UCB, have created a solution for UCB members to grow store proﬁt through an exclusive rural dog food merchandising display.

Initial trials with UCB stores has proven very successful with some members making a 25% margin on a $40 sale.

To celebrate this success, Cobber To arrange your trial or for more information, Dog food is also funding a special please call Chris Johnson from Ridley: ‘multi-buy’ at 2 for $70 – helping M: 0475 958 842 further grow proﬁts and capture E: [email protected] new customer sales.

Cobber point-of-sale

GREAT VALUE 2 FOR $70 

T Stand Bollard Multi-buy Poster RID15948

RID15948_Cobber+UCB_Promo_Toolkit_A4P-FA.indd 1 9/12/2016 10:00 AM REAPING THE REWARDS CADBURY JOY FEUL WITH COBBER® DOG.

Ridley – Australia’s leading provider RETAILER INCENTIVE of high performance animal nutrition solutions – together with WINNERS UCB, have created a solution for UCB members to grow store proﬁt During October and November UCB Members were incentivised to build a through an exclusive rural dog food creative display to execute the UCB & Cadbury “Joy fuel” Consumer promotion. merchandising display. Many sensational display images were received and picking the final five winners was extremely difficult. Initial trials with UCB stores has proven very successful with some members making a 25% margin on a $40 sale. THE WINNERS ARE:

To celebrate this success, Cobber To arrange your trial or for more information, NSW – BP Newcastle West WA – Redcliffe SA – Windsor Gardens Dog food is also funding a special please call Chris Johnson from Ridley: ‘multi-buy’ at 2 for $70 – helping M: 0475 958 842 further grow proﬁts and capture E: [email protected] new customer sales.

Cobber point-of-sale

VIC – Vantage Fuels Horsham QLD – Shell Esk

GREAT VALUE 2 FOR $70

Lots of fantastic entries this year, and the winning stores were

 chosen for their use of UCB / Mondelez POS, their creativity and their ability to interrupt the path to purchase! All stores will be receiving a $500 gift card. T Stand Bollard Multi-buy Poster RID15948

RID15948_Cobber+UCB_Promo_Toolkit_A4P-FA.indd 1 9/12/2016 10:00 AM 34 fast&ezy

his month we feature the newly for this business. Our qualified and Westside owner Terry Makhlouf refurbished Westside Petroleum friendly staff understand the importance commented “I am really pleased with site at Unanderra, which has been of ‘Happy Clients’ and are focussed to how the store has turned out – we have T trading for eight weeks and recently deliver the best” commented Nipun looked at it a few times over the years held an open day for its customers on a and we figured the time was right to buy very hot & sunny Friday afternoon. “With Café Eroma being the focus area it and it will complement other new stores for us, we want to be known as having we are acquiring in the Illawarra area. After acquiring the site in the spring, the best coffee in town along with the Westside closed it and totally stripped best prices for fuel” say all the partners The customers are loving the fresh out the internals and also the canopy in unison and they seem to be quite food we have introduced into the site. and forecourt. After 4 weeks of hard committed on the above saying as they UCB really started to get passionate work the store and forecourt were totally already have more than three dozen about the way convenience needed transformed – Westside once again regular coffee clients with two of them to go with food before the 2015 partnered with UCB to brand with the being ex baristas. The next big leap in conference and they definitely swept full café eroma food offer inside and the café section will be the freshly made us up in their enthusiasm. the fast&ezy brand externally. pies and sandwiches. Wherever possible in our new stores now, Three business partners Nipun, Rubal The newly completed convenience we invest heavily into the café eroma set & Maneet took on the Franchise from store, fast&ezy, stocks all your daily up as we have done here in Unanderra. Westside Petroleum and it is their aim to convenience needs under one roof. The It’s not just about a counter or look and break the barriers of a traditional servo store is maintained spick and span and feel, it goes much further than that. We are and turn the site into a modern fuel/ the customers find the store layout nice building in more coolrooms now, to ensure gas station, café and convenience store and spacious and the products easy we have the storage capacity for fresh food which is loved by the local community. to shop. “We want to have happy and the counter and food prep areas need “Quality products coupled with excellent repeat customers associated with us” more consideration to enable the concept customer service is the key to success adds Rubal. will work operationally. The Turbochef

Westside Petroleum’s Mary & Krystal café eroma Great looking new priceboard featuring the E85

The three business partners who run the site Terry Maklouf Westside with Fred & Steve four n twenty pie mobile Nipun, Rubal & Maneet 35 fast&ezy 35 ovens, Perfect Fry machines and food Streets and also goody bags with other a look around and to take advantage of display all add to the initial cost of the site, freebies for all in attendance. the specials, today I have had customers but we really believe in the idea and our asking me if the store sells various franchisees are getting on board and we The Westside team – Mary, Krystal & products as well as comments such as are seeing some great results it’s great Danny were on site, helping the store I’ll be back and what a nice shop” to walk into the site and see customers operators and liaising with suppliers, to sitting down and enjoying great food – in a ensure the whole day went smoothly, Belinda commented “our trade partners servo/convenience store. We are already along with Westside owner Terry really pull out all of the stops for these open planning our next five sites and they will all Makhlouf and General Manager Patrick days, it’s a great opportunity for the local include the café eroma concept.” Riad. There were also other various reps to get involved with a new site and new Westside site operators and CA’s visiting operators right from the outset. Everyone The site also identified a niche in the local throughout the day to wish the site well has a great time, over the day and most market and stocks E85 Fuel– 85% ethanol and offer their support. UCB’s Belinda importantly the customers love it!” specifically for muscle cars and hot rods Jones who helped coordinate the event the local group now start their monthly was official photographer for the day and meet at the site on the second Saturday of also there were UCB’s Fred Pacchiarotta each month! The product brings specific and Steve Brown from fast&ezy. Unanderra is a suburb of customers to the site and as word gets Wollongong in New South Wales, Australia. around it certainly gives the site a unique The adverts on local Illawarra station It is located approximately 10 km south-west selling point within the local area. i98 FM were running throughout the day of the Wollongong CBD on the main Sydney and as soon as the fuel was discounted to South Coast highway. The suburb lies on Along with a sausage sizzle there were down to 89c per litre, as well as the full the Illawarra coastal plain, with its west border in the lower foothills of Mount Kembla. plenty of free giveaways and UCB forecourt, there were also big queues Unanderra is both a residential suburb, mostly suppliers turned out in force to meet and down the highway. to the west of the Princes Highway and industrial, greet the customers and get the new site to the east. Historically, Unanderra served as a off to a great start. There were plenty of Steve Brown said “we are currently gateway to the Sydney Municipal markets for energy drinks being sampled and given working on 5 new fast&ezy sites, 3 of produce (apples, beans, peas, milk) from the out by “V”, Red Bull and Monster, with which are Westside branded – each surrounding area. the Red Bull Wiings car and the Monster time we brand a site with fast&ezy we truck adorning the forecourt. The Patties are still seeing brilliant sales increases Westside Unanderra Ute was there full of delicious pies and and excellent customer reaction” 40 Princes Highway, Unanderra, NSW. 2526 pastries which were very well received he continued “an Open Day really Ph: 02 4271 1274 Email: [email protected] by the customers over the day and there announces to the local community that were ice creams being distributed by you are here, new customers come in for

The forecourt was full all day Trade Partners & store staff getting right into the day

four n twenty pie mobile The brains trust taking the opportunity to plan for Filling up with the Westside E85, the major 2017 “Kickstart” promotion forecourt service from Maneet 1 of 2 trips to the UCB 2017 Conference with the Tic Tac Berries WIN Display Incentive! To enter, take a photo of a tower of Tic Tac berries in your store and send an image with your store details to [email protected] to go into the draw.

Main prize is one of two (2) double passes to the UCB conference for 2017 with flights and accommodation* Winners will be judged on number of towers, position in store, ticketing and creativity There will be Ten (10) $100 visa debit cards for runners up Competition will run from 12:01am 1/3/2017 to 11:59pm 28/4/2017 See order form inserted in this publication. Order a tower via turn in order and receive $20 off

*Conditions apply, see www.ucbstores.com.au . Only open to retailers in Aust who are UCB members. Starts 1/3/2017. Ends 11:59am AEST 28/04/2017. Max Entry One (1) per store/ Draw L18/168 Walker St North Sydney, NSW 2060 at 12pm AESDT 1/5/2017. Winner at www.ucbstores.com.au 3/5/2017. Major Prize: a 2 x 3 night trip for 2 adults to the UCB conference in 2017 on the Gold Coast on October/ November 2017, each valued at up to $2,000, Includes domestic airfares and 3 night in 1 room. Minor prize ten (10) x $100 Visa Debit Card. Ferrero Australia Pty Ltd (ABN 29 001 249 261), L18/168 Walker St North Sydney, NSW 2060 37 Wazza’s Funnies 37

of that typical Welsh baby that weighed 25 Wazza’s pounds at birth? Everybody’s been making bets about how big he’d be in two weeks. So, how much does he weigh now?’

The proud father answers, ‘Twenty pounds.’ The bartender is puzzled, concerned and a little suspicious. Funnies ‘Twenty pounds? What happened? He already weighed 25 pounds the n elderly woman walked into the The next morning at exactly 10 o’clock the day he was born!’ Royal Bank of Ireland one morning elderly woman arrived at the president’s Awith a purse full of money. She office with her lawyer and acknowledged The Welsh man takes a slow swig of his wanted to open a savings account and the $25,000 bet made the day before that Leek’s Bitter Beer, wipes his lips on his insisted on talking to the president of the the president’s testicles were square. shirt sleeve, leans into the bartender Bank because, she said, she had a lot and proudly says, ‘Had him of money. The president confirmed that the bet circumcised...’ was the same as the one made the day After many lengthy discussions (after all, before. Then the elderly woman asked the client is always right) an employee took him to drop his pants etc. so that she and Priest was being honored at his the elderly woman to the president’s office. her lawyer could see clearly. retirement dinner after 25 years A in the parish. The president of the Bank asked her The president was happy to oblige. how much she wanted to deposit. She A leading local politician and member placed her purse on his desk and replied, The elderly woman came closer so she of the congregation was chosen to ‘$165,000’. could see better and asked make the presentation and to give a little speech at the dinner. However, he was The president was curious and asked her the president if she could touch them. delayed, so the Priest decided to say his how she had been able to save so much ‘Of course’, said the president. ‘Given the own few words while they waited. money . The elderly woman replied that amount of money involved, you should be she made bets. 100% sure.’ “I got my first impression of the parish from the first confession I heard here. I thought I The president was surprised and asked, The elderly woman did so with a little smile. had been assigned to a terrible place. ‘What kind of bets?’ Suddenly the president noticed that the lawyer was banging his head against the The very first person who entered my The elderly woman replied, ‘Well, I bet you wall. He asked the elderly woman why he confessional told me he had stolen a $25,000 that your testicles are square.’ was doing that and she replied, ‘Oh, it’s television set and, when questioned by probably because I bet him $100,000 that the police, The president started to laugh and told around 10 o’clock in the morning I would the woman that it was impossible to win be holding the balls of the President of the was able to lie his way out of it. He a bet like that. Royal Bank of Ireland.’ had stolen money from his parents; embezzled from his employer; had an The woman never batted an eye. She just affair with his boss’s wife and his boss’s looked at the president and said, ‘Would rugby-union fan is drinking in a 19 year old daughter on numerous you like to take my bet?’ Cardiff bar, when he gets a call on occasions, taken illegal drugs; and was A his mobile phone. He hangs up, arrested several times for public nudity. ‘Certainly’, replied the president. ‘I bet you grinning from ear to ear, and orders a I was appalled that one person could do $25,000 that my testicles are not square.’ round of drinks for everybody in the bar, so many awful things. announcing his wife has just given birth ‘Done’, the elderly woman answered. ‘But to a typical Welsh baby boy weighing But as the days went on, I learned that given the amount of money involved, if 25 pounds. my people were not all like that and I had, you don’t mind I would like to come back indeed, come to a fine parish full of good at 10 ‘ clock tomorrow morning with my Nobody can believe that any new baby and loving people.” lawyer as a witness.’ ‘No problem’, said can weigh in at 25 pounds, but the rugby the president of the Bank confidently. fan just shrugs and replies, ‘That’s about Just as the Priest finished his talk, the average in Wales ... like I said, my boy’s a politician arrived full of apologies at That night, the president became very typical Welsh baby boy. Going to be a being late. nervous about the bet and spent a long rugby player.’ time in front of the mirror examining his He immediately began to make the testicles, turning them this way and that, Congratulations showered him from presentation and gave his talk: checking them over again and again until all around, amid many exclamations of ‘I’ll never forget the first day our parish he was positive that no one could consider ‘WOW!’ One woman actually fainted away Priest arrived,’ said the politician. In fact, his testicles as square and reassuring with sympathy pains. I had the honor of being the first person himself that there was no way he could to go to him for confession.’ lose the bet. Two weeks later, he returns to the bar. The bartender says, ‘Say, aren’t you the father Moral: Never, Never, Never Be Late 20%20% OFF*OFF* ORDERSORDERS OVEROVER $1000$1000 RedemptionRedemption Code:Code: UCBUCB FEB17FEB17 New

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