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INTRODUCTION TO FISHERMAN’S FRIEND Manchester & Fleetwood 20 th, 21 st, 22 nd March, INTRODUCTION TO FISHERMAN’S FRIEND Manchester & Fleetwood 20 th, 21 st, 22 nd March, 2013

Welcome to Manchester & The introduction to Fisherman’s Friend Welcome to Manchester & The introduction to Fisherman’s Friend

Apology Ian Church, Ceuta, UK. Called to an urgent meeting Will join us later Apology Ian Church, Ceuta, UK. Called to an urgent meeting Will join us later

Welcome Hold “introduction” meetings annually. This is not Product Manager “training”. Introduction to world Welcome Hold “introduction” meetings annually. This is not Product Manager “training”. Introduction to world of Fisherman’s Friend. Help put in perspective the way we work.

The Rules There are no “rules” - we / you make them. Questions are The Rules There are no “rules” - we / you make them. Questions are welcome - we want them. Comfort / smoke breaks & coffee at 3. 00 pm Telephones on silent. This is your meeting as much as ours.

AGENDA 20 th - Afternoon: - Meeting in Hotel Evening: Dinner 21 st - AGENDA 20 th - Afternoon: - Meeting in Hotel Evening: Dinner 21 st - Morning: At Lo. F, Fleetwood Afternoon: - Visit Jacinta, Meeting in Hotel Evening: Dinner in Manchester 22 nd - Morning: - Meeting in Hotel

Request from the Hotel Dinner tonight - Chinese, city centre? (or in hotel? ) Request from the Hotel Dinner tonight - Chinese, city centre? (or in hotel? ) meet at 7 pm Thursday dinner - Indian, city centre? (or in hotel? ) meet at 7 pm Friday check out - Coffee time 10. 30 am Friday lunch - How many for buffet?

Who are we? Robert Woodhouse L. O. F. Geraint Jenkins Impex (30 second summary) Who are we? Robert Woodhouse L. O. F. Geraint Jenkins Impex (30 second summary)

Who are we? Robert Woodhouse – L. O. F. (30 second summary) Who are we? Robert Woodhouse – L. O. F. (30 second summary)

Who are we? Geraint Jenkins - Impex (30 second summary) Who are we? Geraint Jenkins - Impex (30 second summary)

Who are we? Geraint Jenkins - 18 th year @ Fisherman’s Friend (previously 12 Who are we? Geraint Jenkins - 18 th year @ Fisherman’s Friend (previously 12 years Wrigley)

Who are we? Geraint Jenkins - Holland France Italy Belgium (Spain) (Portugal) Who are we? Geraint Jenkins - Holland France Italy Belgium (Spain) (Portugal)

Who are we? Geraint Jenkins - Holland / France Italy / Belgium (Spain / Who are we? Geraint Jenkins - Holland / France Italy / Belgium (Spain / Portugal) Martin – England / Ireland Development Markets Paul – Eastern Europe Middle East Africa (Esp & Por)

Who are we? Geraint Jenkins - PM introduction meetings Marketing Meetings Int. Account Co-ordination. Who are we? Geraint Jenkins - PM introduction meetings Marketing Meetings Int. Account Co-ordination.

Who are we? Geraint Jenkins - Value Stream Mapping Integrated Business System Who are we? Geraint Jenkins - Value Stream Mapping Integrated Business System

Objectives for the next few days? Objectives for the next few days?

Objectives Ours - 1. Provide relevant information. 2. Help you in your role. 3. Objectives Ours - 1. Provide relevant information. 2. Help you in your role. 3. Understand background. 4. Why we operate as we do. 5. Who to contact for key issues. 6. What can we do to help? 7. How to improve what we do?

Objectives Ours - 1. Provide relevant information. 2. Help you in your role. 3. Objectives Ours - 1. Provide relevant information. 2. Help you in your role. 3. Understand background. 4. Why we operate as we do. 5. Who to contact for key issues. 6. What can we do to help? 7. How to improve what we do? 8. Enjoy the 3 days!

Who are you / your objectives? Brief introduction - You / Company Country Role Who are you / your objectives? Brief introduction - You / Company Country Role Competition Your objective(s)? (for this meeting) GJ make notes

This afternoon’s agenda 1) The story of Fisherman’s Friend (so far) 2) Ingredients 3) This afternoon’s agenda 1) The story of Fisherman’s Friend (so far) 2) Ingredients 3) Terminology 4) Trademarks 5) Recalls & Traceability 6) Packaging Information 7) Production

The story so far…. The story so far….

. MANCHESTER . MANCHESTER

FLEETWOOD . MANCHESTER . FLEETWOOD . MANCHESTER .

FLEETWOOD . MANCHESTER LONDON . FLEETWOOD . MANCHESTER LONDON .

FLEETWOOD . MANCHESTER LONDON . Basildon FLEETWOOD . MANCHESTER LONDON . Basildon

FLEETWOOD . . FLEETWOOD . .

Fleetwood was once famous for it’s fishing fleet Fleetwood was once famous for it’s fishing fleet

And famous for it’s fishermen, the “strong men” (The three day millionaires) And famous for it’s fishermen, the “strong men” (The three day millionaires)

It was one of the busiest fishing ports in the country It was one of the busiest fishing ports in the country

The fishermen would fish the cold North Atlantic waters The fishermen would fish the cold North Atlantic waters

THE ORIGINS OF FISHERMAN’S FRIEND First formulated in 1865 by James Lofthouse For the THE ORIGINS OF FISHERMAN’S FRIEND First formulated in 1865 by James Lofthouse For the local fishermen working in the North Atlantic fishing grounds Freezing conditions caused severe coughs, sore throats and nasal problems

James Lofthouse’s pharmacy in Fleetwood James Lofthouse’s pharmacy in Fleetwood

Originally Fisherman’s Friend was a liquid Originally Fisherman’s Friend was a liquid

The North Atlantic is well known for rough seas The North Atlantic is well known for rough seas

But glass bottles would often break during storms & rough seas But glass bottles would often break during storms & rough seas

An alternative to the liquid in glass bottles was developed An alternative to the liquid in glass bottles was developed

A new formula with new ingredients A new formula with new ingredients

Lozenges in a paper package Lozenges in a paper package

ORIGINS OF FISHERMAN’S FRIEND FISHERMEN CAME TO THE PHARMACY FOR THESE, ASKING FOR PACKETS ORIGINS OF FISHERMAN’S FRIEND FISHERMEN CAME TO THE PHARMACY FOR THESE, ASKING FOR PACKETS OF THEIR LITTLE “FRIENDS”, SOON THE LOZENGE BECAME KNOWN AS THE “FISHERMAN’S FRIEND”

Delivered by van to the trawlers in the dock Delivered by van to the trawlers in the dock

The business grew and new premises were needed. The business grew and new premises were needed.

New flavours were added New flavours were added

Again new premised were required as the business grew Again new premised were required as the business grew

This is the current site - but it looks different now. This is the current site - but it looks different now.

Inside - but now looks very different. Inside - but now looks very different.

Doreen and Tony Lofthouse At one of the early meetings with our partners Doreen and Tony Lofthouse At one of the early meetings with our partners

Duncan Lofthouse Duncan Lofthouse

The directors – Doreen, Tony & Duncan Lofthouse The directors – Doreen, Tony & Duncan Lofthouse

From this to. . . From this to. . .

. . . to this. . . . to this.

PRODUCTION PLANT Factory size - 1980 34, 700 Sq. feet 1998 408, 700 Sq. PRODUCTION PLANT Factory size - 1980 34, 700 Sq. feet 1998 408, 700 Sq. feet 2000 600, 000 Sq. feet

PRODUCTION PLANT Factory size - 1980 34, 700 Sq. feet 1998 408, 700 Sq. PRODUCTION PLANT Factory size - 1980 34, 700 Sq. feet 1998 408, 700 Sq. feet 2000 600, 000 Sq. feet 2010 - A 10 year plan agreed. (multi million £ investment)

Flavour Range Quiz Flavour Range Quiz

Flavour Range Quiz Q) How many flavours in the range? Flavour Range Quiz Q) How many flavours in the range?

Dates of Introduction Original Extra Strong (Red) 1865 Aniseed (Gold) 1975 Sugar Free Original Dates of Introduction Original Extra Strong (Red) 1865 Aniseed (Gold) 1975 Sugar Free Original (Blue Stripe) 1980 Super Strong Mint (Green) 1984 Sugar Free Mint (Green Stripe) 1991 Sugar Free Lemon (Lemon Stripe) 1997 Sugar Free Apple Cinnamon (Apple Stripe) 1999 Zinc (North America) 1999 – 2001 Sugar Free Salmiak (Black Stripe) 2000 Sugar Free Cherry (Cherry Stripe) 2003 Sugar Free Mandarin (Mandarin Stripe) 2004

Dates of Introduction (cont. ) Sugar Free Citrus (Citrus Stripe) 2004 Minis – Mint Dates of Introduction (cont. ) Sugar Free Citrus (Citrus Stripe) 2004 Minis – Mint & Citrus 2004 Gum – Mint & Euca 2005 Minis – Menthol /Euca 2006 Gum – Mandarin 2007 Sugar Free Blackcurrant (Purple Stripe) 2007 Sugar Free Sweet Liquorice (Brown Stripe) 2008 Non Aspartame S/F in Asia 2008 Midis / PROfresh 2009 (Peppermint / Sweet Mint / Lemon Lime / Blueberry) Sugar Free Spearmint (Spearmint Stripe) 2012 Sugar Free Tropical (Tropical Stripe) 2013

Lozenges Tablets Regional flavours Chewing gum Minis Midis Lozenges Tablets Regional flavours Chewing gum Minis Midis

PRODUCTION PLANT Factory size - 1980 34, 700 Sq. feet 1998 408, 700 Sq. PRODUCTION PLANT Factory size - 1980 34, 700 Sq. feet 1998 408, 700 Sq. feet 2000 600, 000 Sq. feet 2008 Malaysia (Contract manufacturing)

Where is the contract production facility? Where is the contract production facility?

Shah Alam, Selangor, Malaysia Shah Alam, Selangor, Malaysia

Kuala Lumpur, Malaysia Kuala Lumpur, Malaysia

To make sugar Free products without Aspartame To make sugar Free products without Aspartame

In a new zip lock pack (Also now made in Fleetwood for Pharma markets) In a new zip lock pack (Also now made in Fleetwood for Pharma markets)

. . . and a new breath freshener . . . and a new breath freshener

(We now also make PROfresh in Fleetwood. ) (We now also make PROfresh in Fleetwood. )

Any Questions? Any Questions?

95%+ SALES ARE OUTSIDE OF UK. 95%+ SALES ARE OUTSIDE OF UK.

AN INTERNATIONAL SUCCESS Over 80+ COUNTRIES AN INTERNATIONAL SUCCESS Over 80+ COUNTRIES

$300 million World Brand * 3, 000+ salespeople * At retail prices $300 million World Brand * 3, 000+ salespeople * At retail prices

CONSUMPTION COMPARISON PACKETS PERSON PER YEAR NORWAY NETHERLANDS SWEDEN SWITZERLAND GERMANY SINGAPORE FINLAND HONG CONSUMPTION COMPARISON PACKETS PERSON PER YEAR NORWAY NETHERLANDS SWEDEN SWITZERLAND GERMANY SINGAPORE FINLAND HONG KONG DENMARK CANADA AUSTRALIA MALAYSIA THAILAND BELGIUM/LUX FRANCE U. K ITALY SPAIN CHINA 25 g e

Any Questions? Any Questions?

WHY PEOPLE BUY FISHERMAN’S FRIEND 1. Functional reasons 2. Emotional reasons WHY PEOPLE BUY FISHERMAN’S FRIEND 1. Functional reasons 2. Emotional reasons

FUNCTIONAL CONSUMPTION EASE SORE THROATS HAY FEVER RELIEF SUPPRESS COUGHS BREATH FRESHNER UNBLOCK NASAL FUNCTIONAL CONSUMPTION EASE SORE THROATS HAY FEVER RELIEF SUPPRESS COUGHS BREATH FRESHNER UNBLOCK NASAL PASSAGES POLLUTION CAUSED SYMPTONS

FISHERMAN´S FRIEND Consumption reasons FUNCTIONAL EMOTIONAL -COUGH -THROAT -NOSE -BREATH STRONG CANDY FOR ADULTS FISHERMAN´S FRIEND Consumption reasons FUNCTIONAL EMOTIONAL -COUGH -THROAT -NOSE -BREATH STRONG CANDY FOR ADULTS -THE ORIGINAL -CONFIDENCE -LIFESTYLE -CULT PHYSICAL PSYCHOLOGICAL

Emotional reasons STRONG ADULT CONFECTIONERY WITH ADDED BENEFITS Emotional reasons STRONG ADULT CONFECTIONERY WITH ADDED BENEFITS

A STONG ADULT BRAND “The strongest there is” A STONG ADULT BRAND “The strongest there is”

Any Questions? Any Questions?

IMPEX MANAGEMENT COMPANY IMPEX MANAGEMENT COMPANY

IMPEX MANAGEMENT SALES & MARKETING MANAGERS FOR FISHERMAN’S FRIEND IMPEX MANAGEMENT SALES & MARKETING MANAGERS FOR FISHERMAN’S FRIEND

IMPEX MANAGEMENT OBJECTIVE: PROVIDE THE BEST SERVICE TO: 1) LOFTHOUSE OF FLEETWOOD & 2) IMPEX MANAGEMENT OBJECTIVE: PROVIDE THE BEST SERVICE TO: 1) LOFTHOUSE OF FLEETWOOD & 2) OUR DISTRIBUTORS

IMPEX MANAGEMENT OUR ROLE: 1. IDENTIFY THE BEST DISTRIBUTORS 2. WORK WITH OUR PARTNERS IMPEX MANAGEMENT OUR ROLE: 1. IDENTIFY THE BEST DISTRIBUTORS 2. WORK WITH OUR PARTNERS TO DEVELOP FISHERMAN’S FRIEND 3. ACT AS A LINK BETWEEN LOF AND THE MARKETS 4. VISIT THE COUNTRIES REGULARLY

IMPEX MANAGEMENT (continued) OUR ROLE: 5. AGREE A ROBUST BUSINESS PLAN (Product / Price IMPEX MANAGEMENT (continued) OUR ROLE: 5. AGREE A ROBUST BUSINESS PLAN (Product / Price / Promotion / Place) (Brand Positioning & Forecast volume) 6. ENSURE GUIDELINES FOLLOWED (Advertising - Brand & On-Line Manuals) (Artwork / Promotion Activities) (Product Tracking / Complaints)

IMPEX OFFICES Basildon, UK U. S. A Germany Hong Kong IMPEX OFFICES Basildon, UK U. S. A Germany Hong Kong

IMPEX = A TEAM OF 15 PEOPLE TOTAL FOCUS ON FISHERMAN’S FRIEND IMPEX = A TEAM OF 15 PEOPLE TOTAL FOCUS ON FISHERMAN’S FRIEND

Any Questions? Any Questions?

This afternoon’s agenda 1) The story of Fisherman’s Friend 2) Ingredients 3) Terminology 4) This afternoon’s agenda 1) The story of Fisherman’s Friend 2) Ingredients 3) Terminology 4) Trademarks 5) Recalls & Traceability 6) Packaging Information 7) Production (Lozenges, Zip Lock, NPD)