February 2007 FOREWORD A big welcome to 2007 and our first issue for the year, as usual packed throughout with great information for you to use to improve your store. I waited to write this column until well into the New Year even though the deadline was supposed to be before Christmas! I am very glad I did, though. The Ashes have been won in a truly fantastic style and the country has had some rain, but still not enough. In sport, you often see great lessons for life and watching the Australian team going about with single-minded determination to win the Ashes back, England had no chance. This type of focus is so important in business, I have seen and experienced so many plans and ideas that really had no chance of success, become a success through the single-mindedness of the people involved. It’s a great lesson for us to take to our businesses in 2007 which is shaping up as a tougher year than 2006. But rest assured, we at UCB will be working very hard to deliver the right promotional plan that drives your sales and profitability. We led the industry in growth in 2006 – and we have our own single-minded determination to continue this in 2007! Reg Before I go any further, please note that we have set the date for our national Johnston conference. So, please mark off October 30 and 31 in your diary now – no excuses for not attending! Again, we will be at Conrad Jupiters on the Gold Coast. This venue was very highly rated by everyone who attended last year’s conference, so please make a commitment to attend this year. After all, we put these on for you to benefit from! We have still to finalise our speakers but you can expect the same high standard as last year, plus special entertainment at our gala dinner. Official invitations will be sent to you after Easter. Speaking of Easter, now is the time to start planning for our second busiest trading period. Easter is in April this year and it is nearly upon us, so make sure you have a great display of Easter eggs. Unfortunately, history shows that 80 per cent of our Easter eggs are sold on Good Friday, Saturday and Easter Sunday. Seeing all those eggs there leading into the Easter weekend can be very scary but they always sell, so make sure you have enough stock to enjoy a strong weekend of sales. Other things to remember to carry extra stock of include bread, milk and the full range of BBQ needs. Good luck in planning for a great Easter. Enjoy our first magazine for 2007 and let’s build this year into a great year by focusing on the customer. If we keep them happy, they’ll keep us happy! Best Regards, Reg 2 4 19 26 41 NEW 350ML UP&GO SANITARIUM 4 the MAKE MORE DOUGH FROM YOUR BREAD SECTION GOODMAN FIELDER 5 A LITTLE HELP FROM OUR FRIENDS THE DISTRIBUTORS 6 SHOWROOM SHOWDOWN ON THE MOUNTAIN 8 NEW TASTE SENSATIONS KELLOGG’S 11 MAKING CENTS OUT OF SNACKS 12 HIM AUSTRALIA KICKS OFF SECOND SURVEY HIM AUSTRALIA 14 IN MOTHER COCA-COLA 15 COOPER’S CLUES 16 SUGAR & SPICE 18 BECOME A BIG BROTHER HOUSEMATE WITH STARBURST MASTERFOODS 19 former NEW SNICKERS MAXIMUS MASTERFOODS 20 TREATS OF THE TRADE 22 FEBRUARY JOKES 24 EXTRA REASONS TO SMILE 25 NEW EXTRA 14 PIECE PACK WRIGLEY’S 26 EVERYTHING OLD IS NEW AGAIN 28 A GRAND RE-OPENING 32 MAXIMISE THE UCB PROMOTIONAL POS AT YOUR SITE UCB 34 DIALTIME REFUND PROCESS DIALTIME 35 UCB EXCLUSIVE CONSUMER PROMOTION DIALTIME 36 COOL CHANGE 37 SUMMER’S HOTTEST DEAL NESTLE 38 MOST SHOPPERS WILL BUY ONCE THEY’RE AT THE FREEZER NESTLE 39 NEW PRODUCTS & SHARE UPDATES STREETS 40 WIN THIS SUMMER WITH CORNETTO STREETS 41 PREMIUM BRANDS ARE THE NEW TREND BATA 42 TALKING TOBACCO BATA 44 TRAINERS GET ‘BUY IN’ WITH THE ’WHY’ ATMP 46 60 SECONDS WITH SWANNO 48 2007 EASTER CHECKLIST UCB 49 YOUR DAILY DETOX. NOW IN SINGLE SERVE OCEAN SPRAY 52 3 MILK 4 BREAD 5 a little help from our friends No-one associated with UCB could get by without The Distributors, so we thought you should get to know them better. This month we caught up with Sydney’s Bruce Spiteri. The old adage suggests that out of It’s not just Bruce though – JB has 86 “I needed a proper job, because my small acorns do giant oak trees grow staff working at the Moorebank first son was due to be born!” – and JB Metropolitan Distributors can warehouse, and the company is a boast a similar story. member of the 28-strong national Three years later, he went out on his group which is The Distributors. own. Bruce Spiteri’s business began as Bruce’s Confectionery in the garage Bruce and his team specialize in “I learned a lot during my time at Allen’s of his Sydney home in 1983. Within confectionery, snacks and drinks but I learned a lot when I first went 18 months, the sheer volume of distribution in the greater Sydney metro out on my own too. Plus, I did three business forced Bruce into a area stretching from Palm Beach, on years at tech, a business management warehouse – now he has 6500 square the northern Sydney beaches to diploma course at night school, and metres of space, jam-packed. Glenbrook, in the lower Blue that taught me pretty much everything Mountains west of the city, to Picton, else I needed to know to run my own “In October 1999 we amalgamated on the southern outskirts. business.” with M Woods and Sons, which was established in 1932. We called the Bruce’s personal history with the Bruce operated as an independent new business J & B Metropolitan confectionery business began when until 10 years ago when he signed up Distributors, but when I bought them he started work as a sales rep with with The Distributors. out in 2004 it became JB – that stands Allen’s Sweets. for just Bruce!” says Bruce. 6 There is still a bit of that going on anyway. Bruce is constantly on the look-out to build the business and improve an already high level of service. “We need to consolidate where we are and offer a broader range of products to our customers. I think sometimes there’s a tendency to race around looking for new customers, when what we really need to do is “It made sense. The P&C business – children and if they do have them, they concentrate on the customers we or service station trade as it was in have them later in life, so that has have and try to do more for them and those days – was changing, the petrol slowed things down a bit. sell more to them. companies were structuring things differently. “There are also far more varied “We have a wide range of customers, competitors – Lindt, Ferrero and so from sporting clubs to pharmacies, to “Being part of The Distributors gave on – coming into the business, that service stations, and they do remark me a chance to be involved in weren’t there before, so there is more on our service. We pride ourselves on competing for national business competition. the fact that from order to delivery is contracts. It was the way things were 24 hours or less and most people going for the future, negotiating at that “But people still need a snack or a appreciate that.” level and it also gave me better buying treat, especially from a service station, power.” when they’re driving along. And there’s The Distributors is a co-operative of an edge now, with what’s happening 28 members and 41 warehouses Bruce loves the business he is in, with cigarette sales. They still want across Australia. The group has been describing it as fun. something in the car if they’re not in business since 1981 and currently smoking, so they buy something to services more than 40,000 P&C and “I sell lollies, and lollies make people nibble or chew – you’ve only got to route customers in both metropolitan happy! You eat a chocolate – you feel look at the major gains Wrigley’s have and regional areas. better! It’s better than selling toilet had.” seats! The group motto is ‘delivery in full, on Outside working hours, Bruce is the time, every time’. “I also enjoy the fact there are new father of four – three sons and a products arriving constantly, and most daughter, aged 26, 24, 20 and 18. of the time I’m dealing with good He and wife Diane have been happily people. I have a lot of good married for the last 32 years. customers.” “Soccer is a family passion. My 20- Bruce believes the confectionery year-old is the only soccer player in business has plenty of potential even the family but I’m general manager of though the nature has changed. the Sutherland Football Club – just for something else to do! You’ve got to “The consumer base is certainly have an interest, otherwise you just different. People aren’t having as many go home and think about business all the time.” 7 showroomshowroom showdownshowdown onon thethe mountainmountain All photos courtesy of Chevron Publishing. Commodore, won his class and The Bathurst 12-Hour is back, 13 years after the last half-day finished fifth outright. enduro for production cars was run at Mount Panorama.