THURSday 25 october TFWA WORLD EXHIBITION 2012

12 Special report Confectionery

Innovating to deliver long-term growth

05 MEDFA Conference The region’s central role in global travel and tourism

08 China, Russia & Brazil Market Watch Full workshop report

19 Exhibition news Comprehensive coverage from the exhibition floor

Sponsored by: Scan this code to access TFWA’s live homepage Frontier Awards Winner 2012: Best Airport Retailer of the Year

TFWA WORLD EXHIBITION THURSday 25 october 2012 welcome message

Introduction Our success = On-site services your benefit for TFWA members and more Care TFWA Lounge Professional photos/ (Golden Village, Level 1) video film of your stand

First of all, a reminder to all TFWA online/web offer this year. The TFWA For TFWA members and buyers with full Benefit from a 20% discount on this members that this morning is our Product Showcase platform was intro- delegate status only. on-site video & photo service to help EGM and AGM, which takes place in duced with great success for Singapore publicise your presence at TFWA World Audi K at 09:00. It’s an important and has been equally well received for A dedicated space where you can comfort- Exhibition and keep a record of your stand. year with elections taking place, TFWA World Exhibition, while the HD ably access tools that allow you to easily Contact: [email protected] for the video and is a very important event in photo service for press and implementa- conduct business and increase your films or [email protected] for the the Association’s annual calendar. tion of online applications for membership productivity. Services include internet, photo service. This is your chance to make your and stand space have both been a concierge, international press, massage voice heard. So do make every great success. and complimentary refreshments. effort to attend. Outside our events, financial success for Recruitment service Kindly supported by: TFWA also means that we can continue (Mediterranean Village, Level 0) with our important TFWA Care initiative. We are heading towards another very By June of this year, we had given a total Find quality candidates through our positive year in 2012, following excellent of €252,000 to beneficiaries, including recruitment partners BeThe1. results for the Association in 2011 – an some of the neediest communities in the Please contact François Bouyer, upward trend which bodes very well, not world, all with a connection to TFWA and T: +33 6 12 38 80 61 or [email protected] just for TFWA, but the industry as a whole. the duty free and travel retail community. This year’s TFWA Asia Pacific Conference Ongoing projects include The Lotus & Exhibition was, without doubt, our most Flower Trust, Aide et Action, Cosmetic successful to date, while TFWA World Executive Women France, La Fonda- Exhibition this week is also proving to be tion Motrice, Na’an ku sê Foundation, a record breaker with more stand space Nosy Komba Solidarité Rett Syndrome The Beach Restaurant sold than ever before. Research Trust, the Helen Keller Founda- New this year Success, of course, means that we can tion and Toutes a l’ecole. (Beach Village) invest… in improving our offer both to The mission of TFWA Care is to distribute TFWA members and to all those who financial resources to humanitarian Enjoy the relaxed surroundings participate in our events. We introduced organisations or charities which benefit Hairdressing service of this fabulous new restaurant a number of initiatives earlier this year people – especially women and children New this year located in the Beach Village. Boast- in Singapore, which we are now able – through tangible projects, and which ing an enviable setting with sea to continue here in Cannes this week. enable recipients to help themselves to Enjoy a wash and blow dry for only €20. views, it offers a varied and reason- This includes Interactive Touch sensitive improve their lives. Salon Dessange 3 rue Macé, 06400 Cannes ably priced menu, providing an ideal screens, for example, which are designed You can learn more about TFWA Care and By reservation only at: +33 (0) 4 93 38 38 38 lunch venue throughout the week. to improve movement around the exhibi- its specific projects on the TFWA website. Please present your badge and business card. tion hall; the iPhone and Blackberry app, and an upgraded Business Centre and Frédéric Garcia-Pelayo Members Lounge. Vice-President Finance, We have also invested in improving our TFWA TFWA AGM toDAY

A reminder that the TFWA Annual General Meeting & Extraordinary General Meeting takes place today at 09:00. The location is Audi K, Level 4, Palais des Festivals. Attend- ance is for TFWA member companies only.

A part of the exhibition & business services

(Level 1, open to all delegates)

Well-Being Lounge (Level 1) Business Centre

Kindly supported by: Service Desks

• Hotel • The Scene • Le Premium Evening Nail bar New this year

Members of the TFWA Finance Management Committee: Ségolène Audras-Verdillon, Hermès Ventes Aux Voyageurs – Travel Retail; Kindly supported by: In front of the Palais Hervé Ducros, Chanel; Anne-Claire Delamarre, Marnier-Lapostolle; and Frédéric Garcia-Pelayo, Vice-President. Luggage Service (Registration Pavilion)

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PANTONE 653U

TFWA WORLD EXHIBITION THURSday 25 october 2012

Sime: “We’re expecting around 500 delegates. We have a packed programme that will be filled with stimulating discussions. Ample networking time has also been set aside.” MEDFA press Conference

This year’s MEDFA Conference, organised by TFWA, takes place on 26 and 27 November in Dubai. The conference will focus on the central role of the Middle East in global travel and tourism. Yesterday, John Sime, MEDFA President & VP Retail Services Emirates Airline, provided an overview of the agenda.

The 11th MEDFA Conference Morgan from DFS and Sean Staunton takes place in a glamorous new of Dubai Duty Free, will participate in venue – the Dubai Duty Free-owned a session on current challenges in the Jumeirah Creekside Hotel. “We’re industry. Meanwhile, keynote speaker expecting around 500 delegates. We Dr Ghanem Al Hajri, Director General, have a packed programme that will Sharjah Airport Authority, will examine be filled with stimulating discus- growth factors and how airports in sions. Ample networking time has the UAE are responding to increasing also been set aside,” said Sime. demand. Other sessions include ‘About Africa: Enthusiasm for the event has been driven focus on business in North & South by the rapid growth of travel retail in the Africa’; ‘Excellence in the air’; ‘Brand region. Sime explained that travel retail news: innovation in duty free & travel sales in the Middle East reached nearly retail’; and ‘East meets West’: a focus on US$3.3 billion in 2011, which represents China, India and the Chinese and Indian 7% of the global market and is a +14% travellers in the Middle East’. In addition, increase on the previous year. “We are at the Stephan Pichler, CEO, Jazeera Airways, epicentre of the world. The Middle East is a will open the second day with his insight dynamic growth region,” he commented. into business models to enhance revenues The conference will analyse the reasons in the airline sector in ‘Building the brand behind this success, the current expan- in the Middle East’. sion of air transport infrastructure and Sime urged delegates to sign-up now for the future potential of a region that acts the MEDFA Conference. “Registration is as a hub for the world’s travellers. up by 15%. Now is the time to register,” Big hitters in the region, including Glen he said.

www.tfwa.com news TFWA WORLD EXHIBITION THURSday 25 october 2012

Best Airport Retailer of the Year – Dubai Duty Free Front row: Carmel Horan; Breeda McLoughlin; Colm McLoughlin, Executive Vice Chairman; and Saba Tahir, VP Purchasing. Back row: Roshana Dev, Senior Category Buyer; Sharon Beecham, Manager – Purchasing and Vendor Support; Sinead El Sibai, Vice President Marketing; and Ajay Bhatia, Senior Category Buyer.

Erik Juul-Mortensen, TFWA President, and Laurie Karson, Executive Director, FDFA. Frontier Duty Free Association 2012 Frontier Awards winners Best Airport Operator of the Year ADAC Laurie Karson, Executive Director of the Canadian Airport and U.S. Land Border Best Supplier of the Year Frontier Duty Free Association (FDFA), Duty Free Shops. There are also trade JTI yesterday presented TFWA President Erik supplier members. Juul-Mortensen with a special framed Karson commented: “We consider TFWA Best Partnership Initiative of the Year picture in recognition of his ongoing to be the parent of the travel retail world, Bacardi Global Travel Retail & Virgin Atlantic – Spirit in the Sky support for FDFA. and the association is an invaluable Speciality Concept of the Year FDFA is the industry association repre- source of information and support. We Korean Air – A380 Duty Free Showcase senting the interests of Canada’s duty free hold our annual convention each Novem- shops. Active membership includes 28 ber and Erik is always kind enough to join Best Marketing Campaign of the Year by a Retailer Canadian Land Border Duty Free Shops, us every year. Today, we wanted to express World Duty Free Group – Whiskyfest’11 and Associate Members consisting of our gratitude for his continued support.” Best Marketing Campaign of the Year by a Supplier Kraft Foods World Travel Retail – Toblerone Travels the World Best Inflight Retailer of the Year Cathay Pacific Airways & ISG (HK)

Star Product of the Year Whyte & Mackay – Mackinlay’s Shackleton Rare Old Highland Malt Best Airport Retailer of the Year Dubai Duty Free Best Land-based Border/Downtown Retailer of the Year London Supply Group

Brand new category: Lifetime Achievement Award Dan Cappell Buyers’ Forum Awards of the Year Gold awarded to: Agio Cigars – Balmoral Dominican Selection Collection Silver awarded to: Kraft Foods World Travel Retail – Oreo Tin Bronze awarded to: Travalo – Travalo Excel After party

Rémy Cointreau Global Travel Retail yesterday hosted an after-hours drinks reception at its booth (Marine Village Foyer 1A). The Rémy Cointreau team was joined by a number of its partners to sample spirits from its range of Best Airport Operator of the Year – Abu Dhabi Airports Company brands, which includes Rémy Martin, Passoã Mohammed Al Bulooki, Chief Commercial Officer; and Dan Cappell, Senior Vice President Commercial, who also won the Lifetime Achievement Award. and Russian Standard.

6 – TFWA DAILY www.tfwa.com They sell as good as they taste

Mars ITR is a leading player in the confectionery category. We combine insights, vision and global strength with powerful brands to create fantastic in-store opportunities. Take M&M’s for instance, the great promotions, shop- in-shop concepts and fun merchandising makes the brand a very powerful sales driver. Contact your local account manager and see what M&M’s can do for you!

Let’s face it, if consumers can’t resist M, how can you?

639.227f M&M's Coorparte adv grid 228x331.indd 1 18-10-12 15:48 workshop TFWA WORLD EXHIBITION THURSday 25 october 2012

The regional scope of the tradi- tional Asia Pacific Workshop was broadened this year to include the key markets of Russia and Brazil, in addition to China.

Sunil Tuli, President, APTRA & Managing Director, King Power Group (Duty Free) Hong Kong, opened with some comments on China. While the Chinese economy is slowing somewhat, with forecast growth of 7% in 2012 its lowest for several years, the country’s travellers are still on the move. Tuli explained that there will be a 41% increase in international passengers this year. “We must not compromise the opportunity that the Chinese market presents. In order to get this right, APTRA is investing in research,” he commented. “Asia Pacific is now the leading region for travel retail sales globally. This means that a vast and increasing proportion of our business will be taking place in this region in the coming years.” He added that the Industry Conference on China – Tuli: “Asia Pacific is now the leading region for travel retail sales globally. This means that a vast ‘China’s Century’ The Fast Pace of Change and increasing proportion of our business will be in China Duty Free & Travel Retail – being taking place in this region in the coming years.” organised in partnership by TFWA and APTRA next March will be a very impor- tant event. Peter Harbison, Executive Chairman, CAPA – Centre for Aviation, followed with a thorough analysis of the Chinese, Russian and Brazilian markets. China, Russia & Brazil China’s many airports are widely dispersed, with all of its top 20 airports handling more than 10 million passen- Market Watch gers per year. By contrast, Russia’s only airports exceeding that figure are in Yesterday morning’s workshop covered the fast developing markets of Brazil Moscow – Domededovo and Shereme- tyevo. and Russia, as well as the powerhouse of China. Detailed and enlightening “China has increasingly liberal aviation policies. Its domestic market is still presentations were delivered by three high-profile speakers. regulated and there are no domestic low-cost carriers (LCCs) yet, but inter- the findings of the first global cross- national operations are growing fast,” category segmentation survey commis- said Harbison. “Russia is theoretically sioned by TFWA and undertaken by deregulated domestically, but there m1nd-set. He explained that the is sporadic intervention and a weak survey was undertaken due to a lack of domestic industry. International traffic cross-category segmentation in travel is prominent, but focused on Moscow. retail, with the need for segmentation

In Brazil, over half of its market is LCC expressed by brands and retailers. Mohn: “Receiving traffic. Internationally, there is only The possible implementations of the quantitative and one full service carrier – TAM, which is research for airports include offering qualitative information about ideal category merging with LAN Chile. LCC growth in the optimal mix of shops to attract and product mix, Brazil has caused strong domestic growth.” all segment. For retailers, it will help as well as supreme Peter Mohn, Partner, m1nd-set, ensure an ideal range and variety of promotions and offers, concluded the workshop by presenting categories, brands and products; while is crucial to maximise travel retail sales.”

for brands, it will enable them to offer perfumes, cosmetics and luxury goods products, travel retail exclusives, line has risen by +28% in the last three extensions and packagin years, and is expected to grow by a g that meets the needs of the most further +25% in the next two years. profitable segments. The segmentation outcomes of the The survey was conducted via an survey reveal that some segments are online questionnaire, with participants perfectly adapted to current airport recruited at 28 airports worldwide. offers, while others are far from

Harbison discussed the expansion of Looking at the three markets of Brazil, delivering their full spending potential. airline networks to, from and within China, Russia and China, Mohn explained “Receiving quantitative and qualitative Russia and Brazil. He also highlighted the that consumers from these countries information about ideal category and growth of airport infrastructure, while product mix, as well as supreme promo- assessing the potential for the duty free purchase more luxury brands in and travel retail market. duty free stores that from any other tions and offers, is crucial to maximise countries. He added that the sales of travel retail sales,” concluded Mohn.

8 – TFWA DAILY www.tfwa.com

22-25 October 2012

DANCE & LOUNGE Gare Maritime, 22.00-02.00 TFWA WORLD EXHIBITION THURSday 25 october 2012 buyer feedback Busy buyers

Marlijn van Straaten-Klemann, Category Manager, David O’Neil, Category Team Manager, Aer Linda Danielsson, Buyer, Liisa Rugele, Key Account Manager for Retail, Amsterdam Airport Schiphol: Rianta International: “There’s a huge amount of Departments & Stores Europe: LSG Sky Chefs Latvia: “I’ve had a diet of “We always try to attend this show as it provides us innovation coming through from companies here “I’m here specifically to look at the chocolate, coffee and Champagne, and with an inspiring and reinvigorating atmosphere as we at TFWA World Exhibition. The premiumisation Perfumes & Cosmetics sector and I have a it’s been a very productive few days in the develop our commercial strategy. I’m here for two days trend through the categories is stronger than very busy schedule. So far, I’ve met with the exhibition. We have made some very good and I have been very busy so far meeting with a number ever before, and we’re seeing a lot more potential likes of Chanel, Clarins and Interparfums contacts and if they turn into contracts it of our partners and other brands.” for gifting opportunities for travellers.” and I’ve still got a few more to meet.” will be very good for us.” social scene

The social programme at TFWA World Exhibition provides many of the highlights of the week. This year, The Scene is in a new location – Gare Maritime. Meanwhile, Le Premium Evening once again takes place at the spectacular Palm Beach.

Thursday 25 October, 19:30 Palm Beach

Le Premium Evening is always a particu- • Dress code: Black tie lar highlight of the week. It will provide a • Entrance by invitation only fittingly glamorous finale to a busy week • Part of the Full Delegate package of business. This year sees a gala dinner • A shuttle service will be available from 22-25 featuring spectacular entertainment. all major official hotels October 2012

DANCE & LOUNGE Gare Maritime, 22.00-02.00

The Scene is established as the focal point for after-hours socialising. This year, it The Scene moves to a new location – Gare Maritime – Thursday 25 October, 22:00-02:00 just a short walk from the Palais des Festi- Gare Maritime – NEW LOCATION vals. It is the perfect place to unwind, offering THIS YEAR opportunities to network, relax and party.

www.tfwa.com TFWA DAILY – 11 confectionery feature TFWA WORLD EXHIBITION THURSday 25 october 2012

01 02

Innovating to deliver long-term growth

In spite of the economic and political difficulties that have provided a serious challenge to the travel retail sector over the last 12 months, the confectionery category still remains as competitive as ever and is poised to post increased year-on-year sales for 2012. Ryan Ghee explores the strategies that have been successfully employed to drive sales in the sector.

While Europe has historically combination of limited edition products, provided the most consistent source high profile promotions and personal- 03 of travel retail sales, the Middle ised packaging concepts. In July, Kraft East has emerged as a vital source announced that this had resulted in a of future growth, but the regions +50% increase in sales for the have recently been impacted by Toblerone brand. economic and political problems KFWTR has also launched the Oreo brand respectively. into the travel retail channel with five exclusive products, while the Bassett’s This has naturally impacted upon passen- candy range has been relaunched with the ger numbers and, in turn, travel retail iconic Bertie Bassett character featured footfall, but rather than shy away from the prominently on the front of the packaging. challenge, the confectionery sector has Nestlé International Travel Retail (NITR) turned to product innovation and original (Golden Village GO3) has also developed marketing techniques to ensure that the an all-encompassing marketing strat- future remains bright. egy to support the launch of the new At Kraft Foods World Travel Retail Nestlé Swiss premium range. “Across a 01 KFWTR’s ‘Toblerone Travels (KFWTR) (Riviera Village RG5), the focus is 360-degree campaign, we have invested in the World’ campaign resulted in a +50% increase in travel very much on a positive, long-term vision, visibility, training, and in-store activation,” retail sales for the rather than dwelling on relatively short- said Frederic Porchet, NITR Marketing Toblerone brand. term challenges. “We have a focused, Manager. “In particular, the brand has long-term strategy, which has the travel- received great promotion in terms of 02 As well as the development of new products, Fauchon ler at its centre, and our aim is to drive sampling/tasting with dedicated and has invested in a new Gifts growth by delighting travellers,” explained trained brand activators.” Shop concept, which allows Nicole Hart, Manager Category Marketing, Sampling trays with the names of the customers to experience the KFWTR. “Over the last 12 months, we pralines, specially designed clothes for brand’s knowhow, luxury service and French positioning. have brought several big innovations to the activators and reference cards in a the marketplace.” number of languages were all used to 03 Al Nassma Chocolate is Among these innovations is the ‘Toblerone “bring Nestlé Swiss to life in the stores”. presenting a selection of Travels the World’ promotion, which For Perfetti Van Melle Global Travel Retail premium chocolates made from the finest camel milk, has been rolled out in over 70 locations (Mediterranean Village N11), Mark Laros, including 70g bars and camel globally. The campaign includes a Travel Retail Director, explained that hollow figures.

12 – TFWA DAILY www.tfwa.com

TFWA WORLD EXHIBITION THURSday 25 october 2012

the accent also continues to be on high visibility and merchandising. The company is presenting the new Chupa Chups Smurf Markers product ahead of its launch in April 2013, alongside the latest launches from Mentos, and a new Mix of Minis bag. Laros said: “We know that purchases of Mentos and Chupa Chups are very high- impulse, and therefore strong merchan- dising and display are crucial to our sales. Visibility has proven a key success factor for growth and with our new visibility range we have managed to improve our shop floor presence.” Continuing the strong theme of innovative, eye-catching merchandising solutions, Hershey’s (Green Village K40) has this year launched a complete travel retail merchandising system called the ‘kit-of- parts’. The new system provides a range of branded fixtures designed exclusively for retailers to use in travel retail and duty free stores. The fixtures can be adapted to fit any store and comprise back wall units, point of sale displays and gondola floor fixtures. “The concept was designed to address two key travel retail objectives: create a consistent brand expression across the Hershey portfolio and drive sales of Hershey products, as well as the category as a whole,” stated Steve Bentz, Hershey World Travel Retail General Manager. The kit-of-parts supports the market- ing line of the company’s three defining brands within the travel retail channel Anthon Berg’s Sweet Moments range has performed so well that the line has been extended with the launch of – Kisses, Hershey’s and Reese’s. This a new milk chocolate truffle assortment. investment in merchandising has clearly had a positive impact as Hershey World Travel Retail reported growth of +6.1% Perfecting the product for the first half of 2012. While ensuring the product is entirely visible is of importance, making sure the product itself has a renewed appeal is, of course, vital. “Ferrero has intensified the focus on innovation, with more attention on the consumers’ needs,” explained Giannicola Losacco, General Manager, Ferrero Travel Market (Green Village J35). Alongside the best-selling Ferrero Rocher, the company is presenting new Looney Tunes-themed Kinder products at this year’s show, as well as a collection of new Tic Tac packs. “From a consumer point of view, innovation is a key driver and all of our considerable efforts usually pay off,” Losacco added. Product innovation is also something that Anthon Berg (Blue Village B7) is more than familiar with. The famous liqueur filled chocolate bottles have been one of the best performing products in 2012 and “sales have exceeded the expected the NeW numbers in certain regions”, as Peter Dige, Travel Retail Director, explained. The Sweet Moments range has performed crystal GOlDBar® so well that the line has already been extended and a new milk chocolate truffle experieNce assortment is being launched to comple- ment the existing line. Dige said: “Despite the European financial Soeren Terndrup Hansen, Managing Director, Storck Travel Retail: “2012 has been our best year since Storck situation, we have seen growth in volume entered the travel retail business and we are confident and turnover compared to last year. that the shown double-digit growth will continue However, it is no secret that the regions of VIsIt Us at tFWa caNNEs, BOOtH rc7, rIVIEra VIllaGE throughout 2013.”

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Asia-Pacific and the Americas have grown locations. significantly more this year compared to 04 Butlers Chocolates (Green Village L73) 2011.” is celebrating its 80th anniversary and Product innovation is also at the heart of the Irish brand is now well known as far the Al Nassma Chocolate (Blue Village F1) afield as the Middle East and Asia-Pacific. offer, which comprises a unique range of “Over the last 12 months, we have opened premium chocolates made from the finest offices in Dubai and Singapore, which has camel milk. The 70g bars and the camel helped strengthen our relationships in hollow figures have been selling well, these areas and improve our presence,” while a tailored display unit was developed Marketing Director Aisling Walsh said. to promote sales in Dubai. “We also work very closely with retail- “We sited our camel display unit in Dubai ers in all locations and offer strong Duty Free T3 during a summer promotion, promotions to supplement our core which through its very attractive look and range. Buyers frequently comment on feel, helped achieve a feeling of ‘sense of our high levels of service and support. In place’ in the terminal and boosted sales,” conjunction with this, we are very focused said Patrick Dorais, the company’s Direc- on continually improving our product tor of Sales. offer and are committed to new product development in this sector.” Close cooperation Highlighting this commitment, at this Another important technique to help 05 year’s show, Butlers Chocolates is combat the various challenges faced launching several new lines, including by the confectionery sector is the premium keepsake boxes that help to development and maintenance of close celebrate the company’s 80th anniversary, relationships with retailers in a variety of as well as informal sharing boxes. Fauchon (Riviera Village RD7) provides yet another example of the strength being 04 Aisling Walsh, Marketing Director, Butlers experienced in the confectionery sector Chocolates: “Over the last 12 months, we have opened and has recorded double-digit growth for offices in Dubai and Singapore, which has helped the first eight months of 2012. According strengthen our relationships in these areas and improve our presence.” to Olivier Morel, the company’s Commer- cial Director, this can be attributed to both 05 Rausch Schokoladen, a first time exhibitor, is the development of desirable products presenting the Rausch Plantagen-Schokolade World of – such as the popular macaron line – and Chocolate Wooden Chest, which includes eight varieties of chocolate made from pure fine cocoa. the success of the new Gifts Shop concept, TFWA WORLD EXHIBITION THURSday 25 october 2012

which “allows customers to experience the brand’s knowhow and luxury service, and its French positioning”. “We believe that the greatest oppor- tunities today will emerge through an environment that will invite customers to experience the brand’s DNA and not only their key products, thanks to real concept shops with more sophisticated The World’s Favourite and creative offers, and qualitative service and interaction with the passengers,” Morel added. Belgian Chocolates Elsewhere in the sector, Neuhaus (Yellow Village AA11) has made a significant effort to upgrade existing lines and develop new travel retail and inflight exclusives. “We have revamped our ballotin packag- ing, introducing colour coding to enable the consumer to better understand the breadth of our offer,” said Gerry Murray, Head of Travel Retail. “Additionally we have launched the Travel Collection and a Tablet Multipack, exclusive to the channel.” Murray explained that the efforts are resulting in a “great year in Europe”, while strong percentage growth is being experi- enced in Asia and the Americas. Building on existing success is also an approach that Goldkenn (Riviera Village RC7) is taking. “Goldkenn’s major strategy in 2012 is to concentrate on working on its Giannicola Losacco, General Manager, Ferrero Travel core collections by developing exclusive Market: “Ferrero has intensified the focus on innovation, new recipes and packaging,” Stéph- with more attention on the consumers’ needs.” anie Ferrat, the company’s Marketing Manager, explained. “Creative designers and marketing experts have gathered Platform for success their strengths and worked together to A number of other companies are create innovating products and promote also this year building on successful cogent communication strategies.” past launches by introducing new, As well as showcasing favourites such tailored variations that are based on as the Goldbar, this year Goldkenn is already-successful products. Follow- Savour Guylian’s chocolate Sea Shells, presenting the new Crystal Goldbar Cacao ing last year’s successful launch of Croquant, so named because of its refined the Chocobloc gift pack, Chocolat Frey marbled with 100% pure, silky smooth milk, gold and transparent, glass-effect casing. (Blue Village H27) is presenting the dark and white Belgian chocolate. “We strongly believe that with our 50g Chocobloc Mini pouches, as well Each shell is filled with Guylian’s original worldwide sales force, innovative as three new SKUs from the Praline products and strong communications range and 180g Crunchy Bars. Hazelnut Praliné filling. strategy, Goldkenn has a golden future,” Jacques Isler, Manager Travel Retail Enjoy the great taste. Ferrat added. at Chocolat Frey explained that the

VISIT US: MEDITERRANEAN VILLAGE P13

www.guylian.com Mark Laros, Travel Retail Director, PVM GTR: “We know that purchases of Mentos and Chupa Chups are very high- impulse, and therefore strong merchandising and display are crucial to our sales.” © 2012 Chocolaterie Guylian N.V., Belgium

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company has encouraged consumers to try its products through tastings at a number of airports, while gift-with- purchase has been used to promote sales in the Asian market. “We are presently seeing double-digit growth in all markets and have not identified any particular region to be stronger than any other,” Isler said. “We have some great products, new items and re-launches of bestsell- ers to present in Cannes and believe these will also help to boost sales next year.” Similar growth has been reported by Storck (Mediterranean Village P9), which has been driven by three core brands – Werther’s Original, Toffifee, and merci. “2012 has been our best year since Storck entered the travel retail business and we are confident that the shown double-digit growth will continue throughout 2013,” said Soeren Terndrup Hansen, Managing Director, Storck Travel Retail. Extended distribution in Europe, new listings and an expansion to supply channels have all contributed to an impressive year, as has the tendency of passengers in Asia to try the newest products. “China and India, as well as the Southeast Asian markets, NITR has invested in a 360-degree campaign, including promoting visibility, show a high promise of potential for training, and in-store activation, to help drive sales of its new products. the brands of Storck,” Hansen added. confectionery feature TFWA WORLD EXHIBITION THURSday 25 october 2012

First impression Meanwhile, Wonderful Pistachios prides For some exhibitors – including the likes 06 itself on offering something a little differ- 08 of Rausch Schokoladen (Green Village ent through its California grown Wonder- M54) and Wonderful Pistachios (Blue ful Pistachios and Wonderful Almonds Village G9) – this year’s show snacks. The company is this week provides their first taste of the TFWA presenting two exclusive pouch products World Exhibition. – a 300g pack of best-selling Wonderful German company Rausch will be present- Roasted & Salted pistachios, and a 275g ing a variety of new products, such as the pack of award-winning Wonderful Salt & Rausch Plantagen-Schokolade World of Pepper pistachios. Chocolate Wooden Chest, which includes “This is our first year in travel retail and eight varieties of chocolate made from so we need to gain some key listings, at pure fine cocoa. which point we will determine which are Olaf Buettner, the company’s Managing the best marketing strategies for the Director, said: “This is our first visit to channel,” James Kfouri, Sales Direc- the TFWA World Exhibition and we have tor Australia/SE Asia, Paramount been actively selling in travel retail only Farms, explained. “We hope to within Germany. Our aim is to listen to the bring some of the successful demands from visitors and then design promotions we have used in and develop special articles that are fitting domestic markets to the travel for the travel retail market.” retail channel.”

06 Exhibiting for the first time in Cannes, Future growth contributor to future category growth Wonderful Pistachios is presenting a new 300g While each of the exhibitors has their within the global travel retail market,” he pack of best-selling Wonderful Roasted & Salted pistachios, and a 275g pack of award- own unique take on how to best promote explained. “However, on the assumption winning Wonderful Salt & Pepper pistachios. their products and enhance visibility, one that all the current economic indicators viewpoint that is seemingly universal is remain in place, Europe’s growth will be 07 Hershey’s has developed a complete travel where future growth in the sector will outpaced by the Asia region, which will retail merchandising system called the ‘kit- of-parts’, which provides a range of branded come from. While the high quality, innova- become the engine for future growth both fixtures designed exclusively for retailers to tive product offering will continue to push for the confectionery category and global use in travel retail and duty free stores. sales in the mature European market, the travel retail as a whole.” Americas and Asia-Pacific are the source 08 Stéphanie Ferrat, Goldkenn Marketing Manager: “Goldkenn’s major strategy in of the greatest potential, while a politically 2012 is to concentrate on working on its stable Middle East will also offer similar 07 core collections by developing exclusive new growth opportunities. 09 recipes and packaging.” Andreas Fehr, Managing Director of KFWTR, explained that he expects the “impressive growth” in the Americas to continue, while “Asia-Pacific delivers exceptional growth platforms”. “There’s a clear opportunity that emerges from an increased desire due to increased wealth,” he said. “Consumers in this part of the world like excitement and want to under- stand the stories behind the brands; to be a part of the brand, so to speak.” NITR’s Customer Market- ing Manager, Alan Brennan, voiced a similar opinion. “Europe remains the largest region for confectionery sales and will remain an important

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09 Chocolat Frey is presenting three new SKUs from the 10 Neuhaus has been boosted by a strong performance Praline range, as well as 180g Crunchy Bars and 50g across European travel retail, while strong percentage Chocobloc Mini pouches growth is being experienced in Asia and the Americas.

www.tfwa.com TFWA WORLD EXHIBITION THURSday 25 october 2012 exhibition news

nine-hectare reserve in Dubai that Dorais Busy described as a “5-star hotel”, where the camels enjoy the best food and even week Camel shampoos and pedicures. As Nassma’s products are currently for milk available in a variety of duty free locations, including Dubai Duty Free and Abu Dhabi Air-Val Duty Free, while Japan and China are also chocolate strong markets. The unique range of premium chocolate The company also has a presence in a made with camel milk is attracting number of domestic locations, including a visitors to the Al Nassma Chocolate stand variety of high-end outlets in the US and this week at TFWA World Exhibition. the 124th floor of the Burj Khalifa – the The Dubai-based, government-owned tallest building in the world. Sky-high company is making its third appearance at the show and Patrick Dorais, Director of Blue Village F1 Sales, said: “People have been pleasantly glamour surprised to find chocolate made from Misaki’s lavish winter collections are camel milk. We have a very unique offering being showcased at TFWA World Exhibi- as we’ve essentially created this category tion this year, as the Monte Carlo designer and we own the category. Everyone loves launches new jewellery and timepiece Fragrances for children are the focus on the individuality of the recipes.” lines for the travel retail market. the Air-Val International stand, where The products, which include bittersweet Designed for the modern-day globetrotter, scents from a range of famous brands, Camel Milk Chocolate Bars and attractive the Glam Reloaded jewellery collection such as Spiderman, Monster High and gifting boxes, are made from five key ingre- is inspired by glamorous paragons of the Barbie are being highlighted. “This is my dients: cocoa beans, pure bourbon vanilla, early 20th century. Leather and chains eighth time in Cannes and it’s one of the acacia honey, sugar and camel milk. dripping with pearls and cascading busiest years I’ve experienced in terms “We’re a bean to bar producer,” Dorais crystals in the Glam and Coco ranges of the number of appointments that we said, “and there are only a handful of are combined with geometric cubic have had,” said Sabrina Ferrer, Sales other companies in the world who can shapes in Metropolis, while the Reef line & Marketing. “Tuesday and Wednesday say that.” All of the camels that produce of bangles boasts a colourful strip of have been especially busy for us.” the milk used for the chocolate live in a salmon leather. A capsule selection of the The company has a presence in a pieces has been redesigned in colours variety of countries and in terms of the and shapes, especially for inflight sales. travel retail markets, Cathy Rolland, in 1968 uses natural ingredients and In association with the Prince Albert of Export Area Manager, explained Hair care develops its own techniques for use in Monaco Foundation, the Shark line of that Germany, France and Greece salons to stimulate hair growth and other watches for women and new pieces for are the strongest markets, while the hair ailments. men, is being introduced to travel retail Middle East is also growing nicely. CEO and daughter of Leonor Greyl, markets in November. With shark tooth- “Germany is a good market for us Caroline Greyl, admitted that brands shaped buckle and fin-like strap, the ranges because Heinemann is such a strong including Fekkai and Kérastase were are available in silicone, leather and steel. customer,” Rolland said. “People are present on the domestic market, but were Olivia Pasquali, PR Manager, said: “The surprised when we tell them that Greece barely present in duty free. “There isn’t collections have proved really popular is so strong, but there is still a big tourist enough presence for hair care brands,” she so far this week, especially our Shark market there, so the travel retail market said. “You see some every now and again. line of watches for men and women. hasn’t suffered like the domestic market.” They aren’t needed on a large spectrum as A portion of our profit from them goes While a lot of meetings were made in with perfume but retailers could do it on towards preserving marine environ- advance, Ferrer said that this year’s a small scale. Retailers are still debating ments and people really like that.” social events have also provided a hair care products but there is a demand Misaki is seeking to expand and diversify great source of new contacts. “The last French natural hair care brand Leonor and a market for travel hair care.” inflight and duty free relationships world- meeting we had was with someone who Greyl admits that there isn’t enough The supplier’s bestselling product is its wide to build upon its 100 onboard distrib- we met at one of the cocktail parties!” competition when it comes to hair care Huile de Palme (Palm Oil) and the average utors and recent partnerships with ground she said. brands in travel retail, and neither are price point for a Leonor Greyl item is €35. stores at Nairobi UNC and Nassau. there enough hair care products in the Green Village M50 channel. The brand, which was created Green Village F2 Yellow Village E24

of Operational Marketing. Another of the key focuses for BAT Understanding Among the key products that are is to ensure that its core product being presented this year are the offering covers each of the formats the consumer Dunhill Fine Cut Special Reserve that adult smokers are demanding. and the Dunhill Fine Cut Exceptional For example, capsule filters are Edition. The former is very much offered in the Kent range, while based on the product itself, which BAT’s range also includes a variety The message being promoted this makes use of a special 2010 tobacco of cigarette formats, including week on the British American harvest, while the latter is also demi- and super-slims. Tobacco stand is very clear. “We about the presentation and exclusive “We’re a leader in terms of offer- understand that adult smokers packaging concept. ing innovative new formats as we are becoming more and more “In travel retail, there are a lot of understand what the consumer demanding and sophisticated, consumers seeking exclusive products wants,” Hughes concluded. and BAT has put a big focus on and with these new Dunhill products, understating our consumers,” we have achieved both exclusivity and Bay Village Bay explained Martin Hughes, Head quality,” Hughes added. Terrace 1

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to leprosy. Thanks to the generosity of exhibiting at TFWA World Exhibition. WiT many donors, the meeting is anticipated In addition, more than €5,000 was raised to have raised in excess of €20,000 – a from the sale of prize draw tickets to meeting fantastic achievement. exhibitors and visitors here at TFWA The silent auction got off to a flying World Exhibition. Further funds are raises start with the Moodie Report donating a still to come in from winning bids at the page of advertising worth £2,000. This silent auction, as well as from a special €20,000 was followed by magnificent donations Macallan auction at Bonhams by Travel of US$1,000 from IAADFS, €5,000 from Retail Business this month, and also Heinemann, and €5,000 from Dubai Duty from Maxxium’s sponsored Cannes run. Tuesday’s meeting is anticipated to have raised in Free – all of which were announced at the Special thanks go to TFWA’s Marissa excess of €20,000 through many generous donations, a Tuesday’s WiT (Women in Travel) meeting WiT meeting. Phanivong for all of her help, to silent auction and a prize draw. aimed to raise £10,000 to complete the Items for both the silent auction and Follador for the prosecco enjoyed Lotus Flower project – a school/home prize draw were generously donated by the 150 ladies who attended the The school and home will open in complex in rural India for children with by many companies, including DFS meeting, and to all who came, or November, just 13 months after the severe challenges ranging from blindness in Hong Kong, and many of those supported in any way. fundraising initiative was launched.

Feeling the pulse Tequila Corralejo expansion

The team at Chocolat Frey has spent Tequila Corralejo has an aggressive two-year downtown duty free stores. We are expanding TFWA World Exhibition feeling the expansion programme that targets Asia and aggressively in Asia and the Middle East.” pulse of the global travel retail world the Middle East. Marketing Director Sanil The company already works with Aldeasa and and has been impressed by the recep- Manocha said the company has already met Dufry, as well as Caribbean duty free ports tion to the company’s new ranges. with Dubai Duty Free during the show. “The and has a strong presence in the Americas. Jacques Isler, Export Manager Travel Middle East is an untapped market for us. We Its listings include Royal Caribbean and it is Retail, said: “There’s a lot of enthusi- want to be in airport shops in the region and listed inflight with carriers such as Sri Lankan Pica LéLa asm for the immediate future. From Airlines. It has just carried out a major Visit what I can see, there are many new Mexico promotion at Delhi Duty Free, featur- products that have been developed and ing Miss Mexico – its brand ambassador – and doubles are on show here – that’s a very the chance to win a trip to Mexico. positive sign.” Its key Tequilera Corralejo brand retails for business He added: “We have had clear double- around $40. “It doesn’t burn a hole in the digit growth as a company, but I don’t pocket. It’s a good price and we are trying to want to disclose the exact figure. This carve out a niche in the market without being Australian jewellery brand Pica LéLa has is our fifth year in travel retail and if extraordinarily expensive,” said Manocha. doubled its travel retail business for two you get one or two big customers your “What we want to have is a long-term associa- consecutive years. The brand, which has had growth does go through the roof. But tion with our partners. We don’t want a shot a new booth at TFWA World Exhibition for the success we have had shows we are gun approach.” two years in a row, has also achieved 60% doing something right.” growth in the first nine months of this year. Chocolat Frey has two new travel retail Blue Village E1 Thanks to this growth Frank Lum, General exclusive launches at the show – the Manager, told the TFWA Daily that the drive Finest Assorted Pralines in 150g and to expand outside Asia is in full swing. The 235g boxes, and its new Chocobloc 500g brand is onboard 30 airlines and is in around sharing pouches containing 40 pieces. 100 stores worldwide. Most representative Isler explained that Chocobloc is the Perfect of the global expansion drive is the addition company’s top performer in global of two key listings – Etihad and Delta – which travel retail, accounting for around scents represent the brand’s move into the a third of its turnover. Chocolat Frey Middle East and USA respectively. “Etihad is continuing to fine-tune the assort- is symbolic because it’s probably the ments it offers. “Sharing pouches are biggest airline in the region and is helping becoming a more and more important Spanish perfume and cosmetics maker us work up our footprint in the Middle segment,” said Isler. De Ruy has been showcasing its new East,” said Lum. range of Nike shower gels and shampoos In addition, Whitehouse Travel Retail has Blue Village H27 aimed at men and women. The women’s the American Nike Corporation. The Nike been just appointed as a distributor for its range of shower gels includes Nike range accounts for 70% of sales in the De western hemisphere travel retail business. Passion for Vanilla, Life on Coconut, and Ruy portfolio of perfumes and cosmetics. “Whitehouse only takes on one mid-range Fruit Burst, and retails for around €3. The “We also have the Gisèle Denis range, jewellery brand, and that is us,” said Lum. Nike EdT comes in a 100ml bottle for men which sells well in the United States and “But our prices, product and customer and women and retails for €18. Canada, plus in local markets in Portugal service is in line with Whitehouse’s strategy.” Area Manager Ludovic Chartier said: “It and Spain. We are growing slowly but The no-quibble five-year warranty means is a brand aimed for casual every day use. surely, developing new lines. We want that any customer not entirely satis- We have a mass market appeal – with to grow into travel retail because it is a fied with their purchase can request a catchy names.” market that can bring us a lot of replacement, which will be DHL couriered Chartier said about 10% of De Ruy sales extra volume.” anywhere in the world. were in travel retail. The Nike brand was started in 1929 and is a separate brand to Yellow Village G38 Blue Village B4

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“At the moment, we are in discussions with a number of major airport retailers and Superior we hope to be in a position to announce something early next year,” she said. prosecco The company has no intentions of making Follador prosecco readily available in domestic retail markets, but travel retail Follador’s Superior Range of proseccos has been identified as a suitable channel – being presented on the World Of Patria as it will “help to enhance and establish International stand – have been the talking the brand”. point in a number of meetings so far this week The superior range consists of three as the brand builds a presence in travel retail. products, one of which is completely Follador is available in 26 domestic markets, exclusive to travel retail. To suit the but only in exclusive locations such as high- market, special gifting packaging has also end hotels and restaurants, and Cristina been developed. Follador explained that the time is right to make the product available to travellers. Blue Village G13

“We’ve had a very positive reaction from the airports and ferry operators that we have spoken to.” Exclusive While securing listings with hub airports and major ferry lines is naturally the aim, Scotch Bateman explained that Cannes is provid- ing the ideal platform to communicate International Beverage is enjoying another with the right people. busy week in Cannes with a great deal of “For us, this week is about getting the interest being expressed in Old Pulteney message out there and letting it sink in. Aged 40 Years single malt Scotch whisky. It’s great to have the chance to show this A limited number of bottles are being special product,” added Bateman. made available, with an allocation set As well as the latest Old Pulteney offering, aside for the travel retail market. “This International Beverage is also present- is the most premium expression from ing a number of other brands, including Old Pulteney and the visitors the stand Balblair, anCnoc and Caurunn. have shown a lot if interest,” explained International Beverage’s James Bateman. Marine Village S2

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Botanical Travalo beauty awards

New exhibitor Yves Rocher our time learning about the Travalo is quickly gaining category. When it becomes is propelling itself into duty behaviour of travellers and a respected reputation for a category, you need to free and inflight sales. distributors from all over originality and innovation establish price points and Henri-Bernard Bedoin, the world.” in product design, winning tastes for different regions Zone Director for Eastern Yves Rocher has developed bronze in last night’s and Cannes is the perfect Europe, explained that range of high-end organic Frontier Buyers’ Forum forum,” explained Yusuf I. months of preparation have skincare for a mid-range Awards. It also received Okhai, Travalo Managing gone into adapting to the price. Already showcasing in the last year. the honourable mention Director. needs of the traveller. “We in duty free at Budapest, Edith Petit, Founder & award in the 2012 Red Dot The line is available in wanted to be sure that we Bratislava and Romania, CEO said: “I am very Design Awards. 10 colours and there are entered the travel market further expansion is In happy about the deal – it The company is this week also travel retail exclusive with a distinctive and well planned in Europe, and is wonderful to see how promoting its selection items. equipped strategy,” he travel exclusives are adapt- the much confidence they of fragrance atomisers. said. “Our range of travel able to each location. have in us. We are very “Starting out as one Yellow Village exclusive skincare is unique Bag grateful and are looking product, this is now a D37 and efficient, accessible Ambassadeurs forward to a faithful and affordable, and we took Village U2 Tintamar bagged a new relationship.” international listing It is also entering into yesterday. The French discussions with Aeroflot creator of intelligent daily about the inflight sale of bags struck a deal with its travel exclusive Vest Saudi Airlines, which will Bag from April 2013. The now be stocking its Easy company is showcasing Travel Vanity Bag onboard. 20 news styles of pretty, The signing is expected practical bags at TFWA to enhance Tintamar’s World Exhibition. Middle Eastern travel retail profits, which have Riviera experienced growth of 30% Village RB8

travel retail presence Timeless worldwide,” said Grégoire Avargues, charm Reminiscence’s newly Spicy appointed Jewellery Sales Manager. In the fast-changing world Billes, International scent Reminiscence is in the of travel retail, some Sales Director at MCM. Reminiscence is process of finalising things remain the same “Timeless leather acces- showcasing its Spring/ plans for its first jewel- with demand for timeless sories have become Summer 2013 costume lery duty free sales leather goods proving more popular in the last jewellery collections. point in six months as strong as ever. That’s seven years and I’m very “We are in the top time. It is also introduc- according to MCM, which confident this trend will five jewellery brands ing the oriental, spicy aims to capitalise on this continue.” Swarovski in France. Ask a lady scented new fragrance, demand with further MCM has experienced a for the best places Oud. Tailored for the expansion into travel lot of interest at this year’s sparkle for jewellery and you Middle Eastern traveller, it retail. “In December, we event. “We have got lots of will end up talking will be launched in Dubai will have a new Travel meetings today and tomor- about Reminiscence, Duty Free in November, Retail Manager coming row, which is really great Swarovski signed a deal Swarovski.” but now we are in a before it is released onboard and we’re going for us,” commented Billes. with Malaysia Airlines The brand also reported position where we want worldwide in 2013. to be trying very hard to yesterday. “We haven’t a strong summer season to become popular increase our presence Riviera worked with them for the in Europe after what had internationally too Green worldwide,” said Monica Village RC4 last couple of years, so been a sluggish start to and accelerate our Village K64 we are very happy that the year. “We had a good they have come back to summer in Europe, which us,” said Peter Zottl, Vice helped compensate for President of Swarovski what we lost in the first Travel Retail. “They just half of the year,” said knocked on the door Zottl. “In places like Italy, without an appointment Spain and France, it is and said they wanted the Chinese and Russian to work with us. We are travellers that make the strong in Kuala Lumpur difference.” International Airport, so that maybe helped Blue them decide to relist Village C11

22 – TFWA DAILY www.tfwa.com TFWA WORLD EXHIBITION THURSday 25 october 2012 exhibition news

Till Point strategy, which the company the ‘B’ is for basket fill; and the ‘C’ stands for Mars’ believes will help to increase sales. converting shoppers into buyers. “There are masses of opportunities out Duijmelings also highlighted the impor- Till there,” said Martyn Westbury, Manager tance that is placed on promotions to International Travel Retail. “If you under- create an enjoyable shopping experience, Point stand the consumer and understand how and to create a sense of theatre. they shop, this allows you to focus on For the 2013 summers season, for instance, focus the right ways of presenting and selling the the M&M’s Mega Beach Balls promotion products. 70% of confectionery sales are will be applied, offering shoppers the impulsive, so to encourage spend at the till chance to claim an M&M-shaped beach ball point makes perfect sense.” when they buy M&M’s products. and what is really great is that the trinity Encouraging impulsive purchases has This idea is part of Mars’ ongoing strategy, “This show gives us a great opportunity approach of working together is really been highlighted as the key to driving which Lieke Duijmelings, Marketing Director, to share all of these plans,” Duijmelings starting to pay off.” confectionery sales and Mars Inter- described as the ‘ABC concept’. The ‘A’ is for added. “We’ve had the chance to talk to national Travel Retail is promoting its attracting travellers to become shoppers; a lot of operators and airport authorities, Bay Village Bay 9

contains a selection of fine jewellery Ella pieces, is derived from the fact that it can in effect be turned inside out, offering Morissa a choice of two designs. As well as the popular ‘pied-de-poule’ design, a new elegant blue and white design is also being showcased. So far this week a variety of airlines and For in-store sales, a display unit based airport retailers have paid a visit to the Ella on the design of the Magic Box has been Morissa stand, where the jewellery compa- created, but it is inflight where Ella ny’s Magic Box has proved to be a big hit. Morissa enjoys most of its success. “We’re “We’re very happy with how well the already listed onboard the likes of Asiana, show is going for us. It’s always good to Air France and Qatar Airways, as well as a see our old friends, but we’ve also made number of other airlines, but there is still some good new contacts,” said Walter potential for more,” Marthaler added. Marthaler, New Business Development. The name of the Magic Box, which Blue Village F1 exhibition news TFWA WORLD EXHIBITION THURSday 25 october 2012

comes on the back of successes with New Agent Provocateur, Ghost and Aigner. Over coming months the company is expected scents to launch two fragrances from well-known Accessories success brands. Agent Provocateur will launch The Crislu Corporation revealed follow clothing, but the pendulum has Pétale Noir into travel retail. The fragrance a 33% rise in year-on-year sales swung the other way and accessories Designer Parfums is striking a deal to has already launched on the UK domestic yesterday, claiming its trade has been are taking the lead.” launch cult brand Superdry fragrances market, but will hit international shelves boosted by the economic downturn. into domestic and travel retail. The deal soon. Aigner Debut will also roll out soon, Bryan Scott Crisfield, CEO, told the Blue Village G4 along with Ghost Moonlight. Earlier this TFWA Daily that its shops on Princess year, Designer Parfums purchased the Cruises have witnessed a staggering Ghost fragrance business from P&G. 300% increase in sales over the last Commenting on the show, Ruth Newton 12 months. Jones, Director of Strategy and Business “It is very exciting for us; overall Development said that Designer Parfums sales are up 33%, which kind of has has drastically outgrown its space, and something to do with the economy,” is investigating increasing the size of its said Crisfield, referring to the trend of booth considerably next year. accessorising existing outfits rather than buying new ones. “It’s all about Yellow Village E36 accessories. This category used to

two global masculine fragrance brand in Petit Puig the world, according to Bouchard. Two launches – Invictus and Uomo – are the Robustos launches two male initiatives debuting in coming months in travel retail and globally. Anti-smoking campaigns have prompted quick thinking from Habanos, which is Riviera Village RE2 showcasing a new range of stubby cigars Puig has put in place a strategy to develop for the modern smoker at TFWA World regional specific lines. Patrick Bouchard, Exhibition. The Petit Robustos Selection Global Travel Retail Managing Director features 10 cigars from five different explained that the new Puig ethos is “do less brands, which at just 102mm long can be relatively short space of time.” but better”. “It’s a focused approach,” he said. smoked in half an hour. The Petit Robustos Selection will be sold Prada Candy L’Eau is a highly anticipated “Because of anti-smoking campaigns, in travel retail outlets in the first quarter launch for Puig, with the rollout scheduled people don’t have so much time to of next year. Travel retail is becoming for May 2013, hot on the heels of male smoke,” said Carlos Ferran, Habanos’ increasingly important for Habanos. fragrance Prada Luna Rossa. Duty Free International Supervisor. Meanwhile, Paco Rabanne, which as a “These allow you to smoke your cigar in a Bay Village Bay 23 brand isn’t region specific, is the number

on rebranding and repackaging its entire scents for a younger market. Names existing product line, including skincare include singers Taylor Swift, Nicki Minaj Celebrity and cosmetics, to encompass a younger and two female fragrances from Justin market. “We’re making it simpler for Bieber. “So far travel retailers have loved scents customers to identify the product,” said these, because the fragrances are going Sebastian Clifton-Welker, Director Public to drive younger audiences into their Relations International. stores,” said Clifton-Welker. Since Elizabeth Arden celebrated its The company is showcasing a range of centenary in 2010, it has been focused celebrity fragrance launches, including Harbour Village Sensei

24 – TFWA DAILY www.tfwa.com TFWA WORLD EXHIBITION THURSday 25 october 2012 exhibition news

to enhance till point sales. It is working with been taken to a new level with the metallic Time to Heinemann in 15 stores on the new ‘Time range. “It’s about responding in a fashion to Party’ concept. Three new Cielo lines, conscious way,” explained Beatrice Düring, Party are being made available in January in a bid Sales Manager Travel Retail. “We’re training to exploit the power of cross selling, with sales staff in January and getting them to brands such as Dior and Lancome taking pick out three items, such as nail varnishes Capella Industries is in the mood to party interest in the concept. The popularity of to complement the Cielo metallic selection.” with a long-term plan to cross categorise its its existing Cielo range, epitomising classy, classic Cielo range with cosmetic products feminine lines with a modern twist has Yellow Village F60

range is so complete. In Russia, we know Chocolate Glam bright colours are selling well, whereas earth colour combinations are good for Europe.” innovation shawls The shawls are reportedly doing very well in Eastern European countries.

Godiva President Mohamed Elsarky said the Glamorous Finnish shawl maker Rosafox Green Village H60 chocolatier is combining innovation and its is reporting strong interest from the cruise heritage for craftsmanship to make strides boat sector for its festive collection of in travel retail. He commented: “Innovation limited edition line features an assortment garments, for occasions requiring touches is critically important to stay in tune with our of 18 Belgian chocolates, personally chosen of glamour. Tropical turquoise, coral consumers globally – we have to think ahead.” by master chocolatier Thierry Muret. “We reds and floral pinks complement more Meanwhile, the company is also staying true are increasingly putting our latest innova- earthy colours, as well as a regal black. to its traditions as a producer of chocolates tions into travel retail in a way that shows off Commenting on the timeless and versatile for connoisseurs. This combined approach our heritage,” said Elsarky. nature of the garments which can be worn is epitomised by the new travel retail exclu- for many months, Sari Vainio, Interna- sive range – Les Tentations Du Chef. The Yellow Village F33 tional Sales Manager, said: “The colour

198g travel packs, including goji, men and the Silk-épil SkinSpa epilator for Better raspberry, acai, blueberry and women. The new shaver features a handy pomegranate. “The best way to sell electronic element function – the Thermo- for you this is to sample it out,” explained Electric Cooling technology (TEC) that cools Kristi R. Smith, Customer Marketing and soothes using an aluminium cooling Manager, World Travel Retail. “It’s bar, preventing skin irritation during and an introduction into a more sensible after shaving. The Silk-èpil SkinSpa uses a form of gifting, and we’ve hired two-step process of epillation and exfolia- additional business managers to tion using sonic technology to exfoliate the deal with Europe and the Middle East skin and a high density brush to sweep away and located resources to gain a firm dead skin cells. Adaptable selections of the foothold in these markets.” Brains product for airlines are also being explored. Patrick Ryan Y. Pantangco, Customer Klaus R. Mellin, Sales Agent, Travel Retail & Marketing Manager-Asia and and Special Markets, commented: “Trying to do Middle East, added: “We’re one of more in the design presentation of products the fastest growing confectionery Braun has been a good concept in growing business brands in travel retail, showing over the last two years. We are now discuss- Hershey’s is showcasing its new ‘Better the potential of what we can bring. ing display concepts with several operators.” for You’ range. The new line of superfruit We are here and here to stay.” pieces covered in chocolate offers three Braun is introducing a new product line-up, Mediterranean varieties of guilt-free snacking in handy Green Village K40 including the new Cooltec dry shaver for Village P15

www.tfwa.com TFWA DAILY – 25 exhibition news TFWA WORLD EXHIBITION THURSday 25 october 2012

Also being showcased is the new addition On the to Adidas’ Tour Pro style golf glasses; sporting shades with adjustable temples Sunnies and nose pads to enable the wearer to exercise with ease. The mid-priced acces- Side sory has been especially tailored to the inflight market and has been snapped up by multiple airlines at the show. Silhouette is highlighting two new styles Already onboard 60 international airlines, at the TFWA World Exhibition this year, Silhouette is working on wits in-flight created specifically to appeal to inflight reach as well as its duty free presence. sales. The show has seen the Austrian Mirella Helal, Area Sales Manager, said: eyewear company achieve several listings “We already have a strong reputation in for its recently launched aviator sunglasses Europe – being a European company we style. The first half-rimmed pair it has are well-known there domestically and in unveiled for some years, it is available in duty free. It’s time now for us to expand into In response to the growing rolling black with a charcoal frame, which has travel retail in South America and Asia, and tobacco trend, George Karelias and proved particularly popular with European the feedback from Russian operators has Smoking Sons Roll Your Own tobacco 25g, buyers this week, and with brown lenses been really good too.” made by Karelia’s own two master encased in gold, which has received interest Selection blenders, has been joined by a 20g from distributors in Latin America and Asia. Riviera Village RE9 pouch, as well as George Karelias and Sons Roll Your Own Smoother Greek tobacco producer Karelia is Taste, furthering the range with 25g unveiling new brand innovations at and 20g versions, and for the first TFWA World Exhibition this year. time, George Karelias and Sons The Omé White 1mg cigarette is an cigarette papers. addition to its successful Omé super- Kamarinopoulos said: “We have been slims range, which has already been around for quite some time, and launched to more than 30 interna- people know how important perfec- tional duty free and domestic markets tion is to us – they know our level since its creation two years ago. of quality is extremely high. We are Public Relations Manager Joanna striving for excellence and flexibility Kamarinopoulos said that the ultra- to meet the needs of all demands.” light cigarette has proved popular during TFWA World Exhibition. Bay Village Bay 6

Mediterranean Village P8

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double-digit growth last year, and is utilising the opportunity to amplify its travel retail New presence. With a dozen duty free stores across the Caribbean and the US, it has developed a York in special condensed collection featuring 25 of its 60-scent range for duty free. a Bottle Bond No. 9 is also showcasing its very first Eau de Parfum collection designed exclusively “It’s been a very exciting week for us so far,” for the travel retail market. The I Love New said Laurice Rahmé, Founder & President of York line is an array of seven scents, launched Bond No. 9 New York. “We’ve got big things at TFWA World Exhibition after a smaller happening with our existing contacts in Latin three-bottle selection saw success during its America and the Middle East, and we’ve made release last year. The range includes I Love new clients in Asia and Eastern Europe.” New York for Mothers, for Fathers, and I Love She is particularly enthusiastic about the New York for Marriage Equality, a perfumery’s recent appointment of Jean sweet-smelling celebration of gender- Michel Boestrom of Juliette has a Gun, neutral marriages. Rahmé said: “It’s easy to who is leading Bond No. 9’s expansion into wear, easy to love and easy to sell – its New European duty free, where deals are near to York in a bottle.” being completed. Historically, if you looked in to our stores, The high-end fragrance company experienced Green Village J46 Tumi you’d be greeted by a sea of black and brown. Now we are leaning out the adds window to bring in more colour.” But the products will still be as durable as Tumi customers have come to expect. colour “When a piece of Tumi luggage comes off the baggage carousel, it will still be intact. That’s the Tumi DNA,” said Gysin. Luggage brand Tumi is looking to inject The Tumi Ticon range, which is a premium more colour into its collections. The brand range, will be a focus for next year, along- is producing an Anna Sui range, featuring side Anna Sui. Ticon rolls out in January a bright range of florals. Geoffrey Gysin, and Anna Sui hits shelves in February. Senior Vice President EMEA, said: “We don’t want to be fashion, but fashionable. Riviera Village RG14

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Please visit us at Green Village Level 01, M54 www.rausch.de TFWA WORLD EXHIBITION THURSday 25 october 2012 exhibition news

Edition version of Caviar Crystal is including age spots and fine lines, the Caviar being launched, retailing at around range will retail from €116. $1,000, for the holiday season. Full of Jaime Maser, Vice President Brand, Omega-3 to rejuvenate the skin, it will said that Asian women use around 11 Collection be the crowning glory of La Prairie’s or 12 products as part of a dedicated new launches. skincare regime, whereas US and Swiss skincare brand La Prairie is In January 2013, the brand will launch European women tend to use a mere celebrating the 25th anniversary of three Caviar products, with a fourth four or five. “They really look at it like its renowned Caviar Collection, with launch exclusively for Asia – Illuminat- a ritual,” she said. “Our Asia-specific each retailer choosing its own in-store ing Clarifying Lotion. Designed to target launch is an under serum, a real promotions to celebrate. A Limited a range of aging-associated problems, prep product.” Riviera Village RE6

woody notes, and a black and gold bottle Glam and packaging. EuroItalia is also showing a third watches Fresh fragrance for men. Moschino Forever has a sporty feel and uses images of scent sailing in the marketing material. For EuroItalia is launching its latest Versace women, Moschino’s Chic Petals from the New exhibitor Glam Rock is showcasing fragrance in travel retail this week. On Cheap and Chic range is debuting. Both its new collection of mid-high range the stand is Eros from Versace, a fresh Moschino fragrances land on duty free watches, Miami Beach Art Deco by Glam fragrance for men. According to EuroI- shelves in the first quarter of next year. Rock, after deciding that the time has talia, it has created a colour not in the come to enhance its presence in the travel pantone range due to the shimmers and Riviera Village RE2 retail market. Tailored toward the needs shades created when the box is moved. of the traveller, the price bracket and The company has invested heavily in the geometric designs with a vintage allure launch of the fragrance, which has a are available domestically and duty free, Mediterranean scent. but are made with air travellers in mind. Also launching is Oud Noir from Versace, The seven-year-old watchmaker was which is a scent tailored especially for waiting for the opportune moment to the Middle East market, with spicy, branch out into international travel retail and, after establishing its reputation domestically in over 40 markets and proving popular at its initial duty free spots in the Caribbean and Mexico, it is New forming relationships with distributors at Popular fragrances TFWA World Exhibition. Armani Since Parlux was purchased by Perfumania With her meetings focusing on ground Holdings in 2011, international business stores, Arianna Carafoli, Sales and stores development is high on the agenda for the Marketing Manager, has been surprised company, whose portfolio consists mainly by the amount of attention the brand has of celebrity fragrances. Rihanna, Paris received this week, and the global areas Hilton, Jessica Simpson and Donald Trump from which it has come. She is most The Armani Group will be opening eight are among those under the Parlux banner. excited about promising developments new stores before the end of the year. Two Fashion designer Vince Camuto is already with operators from the Middle East. Emporio Armani stores, five new Armani popular in Latin America and Middle East Carafoli said that Glam Rock has a unique Jeans stores and one new Armani Junior “so this means we can roll out this particu- appeal for duty free customers. “We’re store will open, demonstrating Armani lar line in the region”, said Antonella Camuto merchandise hits shelves. about dressing wrists with fashion. There Group’s ongoing fast-track expansion in Panepinto, International Sales Director. Meanwhile Rihanna’s Nude fragrance are lots of brands in the watch business, duty free. Camuto has signed a design deal with rolls out in November in the US, then in but we are different because, as well as Between this month and the end of Kurt Geiger, enabling Parlux to expand spring 2013 in the key markets in which being high-end, we change with trends December, there will be the following the Vince Camuto offering in the UK Rihanna is popular. and styles,” she commented. travel retail openings worldwide: one and Europe on the back of the publicity Glam Rock plans to create a range exclu- Emporio Armani shop-in-shop at Frank- garnered when the first Kurt Geiger/ Green Village M64 sive to travel retail in the next few years. furt and one in the Downtown Duty Free store in Taipei. Five Armani Jeans stores Golden Village GO11 are set to open at Geneva Cointrin Airport, Warsaw Chopin Airport, Rome Fiumicino Airport, DFS Gallery City of Dreams in Vodka Macau and Tenerife Reina Sofia Airport. So far this year there have been travel success retail openings for the company at airports in Lisbon, Paris Orly, Plaine Beluga Vodka is on sale in more than Magnien in Mauritius, Chengdu in China, 70 airports and its sales have increased and Larnaca in Cyprus. At the end of the by 50% in the last year. Export Director year the company will have a total of Vladislav Tensin said Beluga retails at 33 Emporio Armani points of sale, one between €30 and €40. “In Moscow, we Exhibition. We are going very well in the Giorgio Armani boutique, 34 Armani Jeans are selling more bottles than any other domestic market – we are on sale in more and four Armani Junior Retail outlets. brands – even our cheaper rivals,” he than 60 countries – but travel retail is very said. “We have increased the international important to us.” Ambassadeurs presence of our brand and this is the first Village V7 year we have exhibited at TFWA World Yellow Village E41

www.tfwa.com TFWA DAILY – 29 exhibition news TFWA WORLD EXHIBITION THURSday 25 october 2012

Luxottica awards TAX FREE WORLD ASSOCIATION 63, Rue de la boétie 75008 Paris France More than 1,500 sales staff have been trained up as part of fashion eyewear Tel : +33 1 40 74 09 86 specialist Luxottica’s drive for excellence Fax : +33 1 40 74 09 85 in travel retail. Group Travel Retail direc- tor Francois Gros said the ‘Build Yourself Alain Maingreaud – Learn More’ training programme has Managing Director a.maingreaud tfwa.com seen the establishment of what he termed @ ‘The Luxottica Academy’. Cécile Lamotte Gros said traditional training for any Marketing Director c.lamotte tfwa.com global travel retail sales staff has previ- @ ously relied too much on PowerPoint presentations. The Luxottica approach is Produced by: to give detailed background knowledge on the design process, precision production here at TFWA World Exhibition. Averis Best standalone sunglasses concept techniques, and after sales service. “Our Papastefani, the group’s Travel The Nuance Group – Antalya training is about empowering our sales Retail Training Manager, is also talking staff to target the right customer with to visitors about the benefits of the Innovation Award the right brand and close the sale in 20 initiative. IOSC/DUFRY Punta del Este VIP Lounge seconds. So far 100% of the staff have Among the brands in the Luxottica Ian Hill Publisher responded in a positive way. This is a real Group’s portfolio are Vogue, Oakley, D&G, Best Dedicated Sunglasses Sales Team [email protected] game-changer,” said Gros. and Burberry. World Duty Free Group He said Luxottica had also shared the Meanwhile, Luxottica hosted its fourth Paul Hogan Managing Director skills it has developed with partners Sunglasses Workshop, incorporating its Best Off-airport Retailer of Sunglasses [email protected] including DFS and Dufry. “If they have a second travel retail awards, on Tuesday. MSC cruises training department, we will share our The winners were as follows: Ross Falconer Editor best practice with them,” he added. Sunglasses Retailer of the Year [email protected] The training materials and the ‘Build Best new in-store environment for DFS Yourself – Learn More’ programme has sunglasses Ryan Ghee Assistant Editor a dedicated area on the Luxottica stand Heinemann Oslo Riviera Village RG8 [email protected]

Dan Hogan Assistant Editor Luke Barras-Hill Beach Village Assistant Editor Amy Hanna Assistant Editor

This year’s TFWA World Exhibition is the biggest and busiest ever. TFWA has established a new exhibition area in response to Lorna Strickland-Cook Assistant Editor the high demand for additional space from existing exhibitors, as well as to accommodate as many new exhibitors as possible. The new Beach Village increases total exhibition space to more than 21,000sqm. Located on Riviera Beach, next to the Palais Gavin Haines des Festivals, the large outdoor structure houses Philip Morris, and features the new Beach Restaurant. Meanwhile, The Scene Assistant Editor is relocated to a stylish new home in the Gare Maritime on the other side of the Palais des Festivals. Jenny Rayner Sales Director [email protected] Richard Jende Head Designer Helicopter One way trip: [email protected] By Transfer EXHIBITORS Victoria Wilkinson service • Minimum 3 persons with Designer luggage: €99/person (+ €15 tax URGED TO [email protected] per person) Grant Pritchard Azur Hélicoptère, as an • Minimum 2 persons with cabin HELP CARITAS Photographer official partner of TFWA luggage: €99/person (+ €15 tax [email protected] World Exhibition, is offering per person) special discounted rates Suppliers of fragrances, to all companies who PPS PUBLICATIONS LTD to all participants. Sched- For reservations, cosmetics, confectionery would like to donate 3a Gatwick Metro Centre uled return flights (every please contact: and other gifts are invited products to benefit Balcombe Road, Horley, Surrey RH6 9GA, United Kingdom 30 minutes) will operate 7/7 booking: to support the Caritas disadvantaged people. between Nice Airport and +33 (0)4 93 90 40 70 Secours Catholique The bags will be collected Tel: +44 1293 783 851 the city of Cannes. A compli- After 7 PM 7/7: charity. During the from stands on Friday Fax: +44 1293 782 959 post pps-publications.com mentary shuttle service +33 (0)6 84 53 55 82 show today, members morning. TFWA would like @ will be available in Cannes Email: [email protected] of the Caritas team will to thank all those who © PPS Publications Ltd 2012 itself for transfers between distribute special bags participate in this scheme the heliport and your final marked with their logo for their generosity. destination downtown TFWA Daily is distributed by: (hotel on the Croisette, Palais des Festivals, etc).

30 – TFWA DAILY www.tfwa.com

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