Metcash Limited · ASX:MTS
Metcash — Investor Day (September 2015)
87 slides from Metcash's investor day presentation, Sep 29, 2015
Slide 1: Metcash Investor Day ASX Announcement
Metcash Limited ABN 32 112 073 480 50 Waterloo Road Macquarie Park For personal use only NSW 2113 Australia 29 September 2015 ASX Announcement METCASH INVESTOR DAY Metcash Limited (or the “Group”) will today hold an Investor Day focussed on updating investors as to progress made implementing the Gro
Slide 2: Metcash 2015 Investor Day
For personal use only METCASH 2015 Investor Day
Slide 3: Introduction
For personal use only INTRODUCTION IAN MORRICE GROUP CHIEF EXECUTIVE OFFICER Page 2
Slide 4: Agenda
AGENDA For personal use only 10.00 am Introduction Ian Morrice 10.15 am Food and Grocery – Marketing Insights Madeleine Fitzpatrick 10.40 am Food and Grocery – Diamond Store Accelerator Program Roy Leisk 11.10 am Food and Grocery – Compelling Fresh Peter Pokorny 11.20 am Food and Grocery – Supportin
Slide 5: Our Purpose
OUR PURPOSE SUCCESSFUL INDEPENDENTS For personal use only OUR MODEL OUR VALUES OUR MARKETS INTEGRITY IS THE FOUNDATION OF OUR VALUES: Supporting our customers and suppliers FOOD & Our people are empowered and accountable GROCERY Adding value in our community DELIVERING OUR VISION HARDWARE VALU
Slide 6: Metcash's Family of Independents
SUPERMARKETS For personal use only CONVENIENCE METCASH’S LIQUOR | RETAIL FAMILY OF INDEPENDENTS LIQUOR | WHOLESALE HARDWARE Page 5
Slide 7: Metcash's National Presence
METCASH’S NATIONAL PRESENCE For personal use only NORTHERN RETAIL WHOLESALE TERRITORY NETWORK1 CUSTOMERS2 QUEENSLAND WESTERN BRISBANE SUPERMARKETS 1,455 ~1,000 AUSTRALIA SOUTH AUSTRALIA CONVENIENCE 18 ~190,000 PERTH NEW SOUTH WALES SYDNEY HARDWARE 400 ~400 ADELAIDE VICTORIA MELBOURNE LIQUOR 7,7543 ~
Slide 8: Focus of Our Strategy
FOCUS OF OUR STRATEGY For personal use only SHOPPER-FOCUSED RETAIL BANNERS SUPERMARKETS CONVENIENCE LIQUOR HARDWARE Diamond Campbells Grow IBA retail banners Grow the Mitre 10 network Competitive Pricing Shift to food service Compelling Fresh House brands Like for like growth Like for like g
Slide 9: IGA Strengths, Shopper Insights, IGA Opportunities
For personal use only IGA STRENGTHS, SHOPPER INSIGHTS IGA OPPORTUNITIES MADELEINE FITZPATRICK GM MARKETING Page 8
Slide 10: We're Independent: Our Biggest Strengths
For personal use only 1,455 stores owned independently Catering to local markets Offering localised range WE’RE OUR BIGGEST INDEPENDENT Integral to local communities STRENGTHS Research shows willingness of consumers to support independent retailers Social listening surveys show dispropor
Slide 11: Australians Are Shopping More Frequently
AUSTRALIANS ARE SHOPPING MORE For personal use only FREQUENTLY, BASKET SIZES ARE SHRINKING, BUT THEY’RE SPENDING MORE CAPTURING CUSTOMERS’ HEARTS LOOKING FOR INSPIRATION, FRESH & SOLUTIONS (READY MEALS, ONLINE SHOPPING & DELIVERY/CLICK N COLLECT) AND MINDS MEANS UNDERSTANDING IGA OVER-INDEXED TODAY’
Slide 12: Listening to What Our Customers Say
For personal use only AND WE’VE LISTENED TO WHAT OUR OWN CUSTOMERS SAY ABOUT US + 100,000 OF THEM Page 11
Slide 13: Customers Love IGA But...
CUSTOMERS For personal use only LOVE IGA BUT… I LOVE MY LOCAL IGA BUT RESPONSE Because the staff are so friendly Their prices need to be more competitive PRICE MATCH Competitive on price Because it’s easy for me to get in and The quality and range of their fresh food COMPELLING FRESH out quickly can
Slide 14: Competitive Pricing
COMPETITIVE For personal use only ACHIEVE SUSTAINABLE COMPETIVENESS PRICING IN SHELF PRICE AND COMMUNICATE THIS CLEARLY TO THE SHOPPER Price Match launched September 2014 ~900 stores on competitive price program Basket of proprietary and private label brands Prices matched weekly to competit
Slide 15: Launch of Price Match
LAUNCH OF For personal use only PRICE MATCH TELEVISION OUTDOOR HOME PAGE SHOPPER SOCIAL PR TAKEOVERS BAGS MEDIA Page 14
Slide 16: Outcome of Campaign to Date
OUTCOME OF CAMPAIGN TO DATE For personal use only SENTIMENT: SURVEY RESULTS: PRICE MATCH RESULTS: In market response strong, key Statistical significant Price Match program generated a measures tracking positively improvement in EDP perception 340 basis point improvement in amongst shoppers ac
Slide 17: What Our Brand Stands For
For personal use only WHAT OUR BRAND Personalities Cultures STANDS FOR WILL Experiences Stories Passions Expertise DIFFERENTIATE US FROM THE REST Page 16
Slide 18: Differentiate On Our Own Terms
IT’S WITH THIS MINDSET THAT WE CAN DIFFERENTIATE ON OUR OWN TERMS For personal use only Three core brand ingredients that embody the best of the network Individual Service Heart of the Character with Soul Community Page 17
Slide 19: Metcash Has the Fundamentals for Success
METCASH HAS THE For personal use only FUNDAMENTALS FOR SUCCESS SHOPPER INSIGHTS IGA Today’s shopper wants convenient The 1,455 most conveniently shopping located supermarkets in Australia The “Buy As You Need” shopping IGAs offer is more tailored to mission is already > 50% of sales meet thi
Slide 20: A Diverse Network of Proud Independents
For personal use only We’re a diverse network of proud independents intrinsically part of local communities IGA all over Australia Page 19
Slide 21: Diamond Store Accelerator Program
For personal use only DIAMOND STORE ACCELERATOR PROGRAM ROY LEISK NATIONAL OPERATIONS MANAGER Page 20
Slide 22: Shopper Insights
SHOPPER INSIGHTS For personal use only CONSUMER PRICE FRESH RANGE CUSTOMER SERVICE STORE PRIORITIES* ENVIRONMENT METCASH RESPONSE COMPETITIVE COMPELLING SHOPPER RETAIL NETWORK PRICING FRESH LED WAY EXCELLENCE INVESTMENT DIAMOND LEVERS ADDRESS THESE PRIORITIES * Source: IGA customer satisfaction surv
Slide 23: What DSA Delivers to Retailers
WHAT DSA DELIVERS TO RETAILERS For personal use only Increased Fresh Core range and Upskilled Improved value space in store product differentiation retail team proposition through Price Match and Private Label Page 22
Slide 24: How We Deliver DSA
HOW WE DELIVER DSA For personal use only Build excellent operations team A true Expert in Visiting store Focused on KPIs on retailer partner in ‘whole-of-store’ more often ‘value-add’ feedback the business 30 NEW EXPERTISE-BASED & VALUE-ADD SYSTEM & TOOLS ACCELERATING THE MOVE TO DIAMOND STATUS AND
Slide 25: Impact on Shopper Perception
GOOD EVERYDAY DELI PRICES GOOD RANGE SPECIALS MEAT STAFF WERE RANGE FRIENDLY For personal use only BAKERY STAFF WERE RANGE HELPFUL PRODUCE CHECKOUT RANGE WAS EFFICIENT POSITIVE DELI QUALITY STORE WAS BRIGHT/ WELCOMING IMPACT ON Pre DSA MEAT QUALITY STORE WAS CLEAN SHOPPER Post DSA BAKERY STORE EASY
Slide 26: DSA Results Remain Positive
DSA RESULTS For personal use only REMAIN * POSITIVE 20% 15% 16% Av. basket Av. basket Retail Fresh Total Retail Total Warehouse size up numbers up sales up sales up sales up POSITIVE RESULTS FROM DSA SUSTAINED INTO FY16 Page 25 * Represents LFL sales growth achieved in DSA since launch to August 201
Slide 27: Plans Include a Further ~100 Stores
PLANS INCLUDE A For personal use only FURTHER ~100 STORES THIS FINANCIAL YEAR FY15 FY16 FY17 KEY AREAS OF FOCUS 52 ~100 Stores Stores ongoing Training Academy Funding models to accelerate Working with MSOs to upgrade retailer take up larger stores Page 26
Slide 28: Compelling Fresh
For personal use only COMPELLING FRESH PETER POKORNY GM FRESH Page 27
Slide 29: Why Is Compelling Fresh Important?
WHY IS COMPELLING FRESH IMPORTANT ? For personal use only FRESH IS A ~$38b MARKET 1 STRONG FRESH OFFER DRIVES SHOPPERS, SALES AND PROFIT PRODUCE is a major driver in deciding FRESH NOW ~48% 2 where to shop OF ANNUAL Fresh produce GROCERY SPEND growing at 7% 3 Metcash is significantly under-indexed i
Slide 30: Metcash Focus on Fresh
METCASH FOCUS ON FRESH For personal use only Area of focus Progress Capability • Added strong retail experience to Fresh team • Enhanced product specifications across all produce Quality categories • Collaborative supplier planning with top 20 Fresh Suppliers suppliers • Expanded cross-dock and DC c
Slide 31: Delivering Compelling Basic Lines
DELIVERING COMPELLING BASIC LINES For personal use only Competitors: Competitors: Competitors: 6 pack avocado Poultry- Whole Birds Berry Category (Promo $5.99/ Off $6.99) $3.99 kg EDLP Fastest growing produce category Hi/Lo pricing IGA line: IGA line: IGA line: 5 pack avocado Poultry Whole Birds Ber
Slide 32: Specialty Cheese
For personal use only Range expansion and merchandising guidelines for field support team Differentiating the Fresh experience: Store support program – from training SPECIALTY and installation manuals to customer information booklets and tasting events CHEESE Building momentum: 50 cheese shops activ
Slide 33: Value Add Fresh
VALUE ADD FRESH: For personal use only A solution to support our network Ready prepared range 95 products developed 15 pilot stores trialled in December 2014 119 Your Kitchen concepts installed since December 2014 Step change in Fresh End-to-end solution Targeting 200 stores in FY16 Page 32
Slide 34: FY2016 Key Fresh Focus
FY2016 For personal use only KEY FRESH FOCUS Scale up Accelerate take Diamond Store Fresh across up of new Accelerator the network Fresh concepts Program - a key driver in lifting Fresh sales Page 33
Slide 35: Supporting Successful Independents
For personal use only SUPPORTING SUCCESSFUL INDEPENDENTS RUSSELL PARKER EXECUTIVE GM RETAIL NETWORK Page 34
Slide 36: Supporting Successful Independents: Training Academy, In-Store Analytics
SUPPORTING SUCCESSFUL INDEPENDENTS For personal use only TRAINING IN-STORE ACADEMY ANALYTICS Page 35
Slide 37: Training is a Crucial Part of a Retailer's Business
Offer team member career development and reduce turnover For personal use only Consistently and effectively induct all new employees SUPPORTING Improve Retail Excellence and in-store compliance SUCCESSFUL Improve customer INDEPENDENTS engagement Build capability to impact WE UNDERSTAND TRAINING comm
Slide 38: Designed as a One-Stop-Shop
DESIGNED AS A For personal use only ONE-STOP-SHOP Metcash designed a range of learning opportunities to develop the skills and expertise needed for the long term success of the network FACE TO FACE & ACCREDITATION / ONLINE LIBRARY CAREER PATHWAY ONLINE MODULES Designed to build Resources, templates
Slide 39: Training Academy
For personal use only Affordable, accessible, consistent, relevant & specific to IGA standards, TRAINING operations & branding ACADEMY A valuable tool for retailers to achieve retail excellence RETAILER A valuable tool for the network to BENEFITS adopt to deliver consistent standards Rolled out to ~
Slide 40: Analytics – Leveraging Scan Data
ANALYTICS – For personal use only LEVERAGING SCAN DATA Product recommendations Gain quicker & deeper Comparative store & range optimisation, insights on key performance promotion opportunities performance metrics Facilitates deeper Foot traffic, basket, product Measure & optimise engagement with ret
Slide 41: Shopper Led Way
For personal use only SHOPPER LED WAY ANDREW CLARK GM MERCHANDISE - FOOD Page 40
Slide 42: Systematic Approach to Manage and Grow Categories
WE HAVE DEVELOPED A SYSTEMATIC APPROACH TO CONTINUOUSLY For personal use only MANAGE & GROW OUR CATEGORIES WE CALL THIS SHOPPER LED WAY Page 41
Slide 43: Shopper Led Way Is Improving Retail Value
SHOPPER LED WAY IS IMPROVING RETAIL VALUE For personal use only SHOPPER 6 LED WAY Review Results & Amend INPUT OUTPUT 5 Implement Strategy & Global trends Category growth plan Tactics National trends Category role Aztec data Space allocation Define the Shopper tracker data Planograms
Slide 44: Coffee Category Example
TO GROW THE CATEGORY For personal use only PENETRATION FREQUENCY VALUE COFFEE AWOP People already drink a lot of coffee; cup consumption is flat. It’s hard to get volume growth. INSIGHT Coffee types – everyday soluble, specialty, roast & ground and capsules. Shoppers switch between them depending on
Slide 45: Coffee Sales Up 11%
For personal use only MORE BIGGER HIGHER MORE BASKETS BASKETS SALES PROFIT POSITIVE SHOPPER, 2% 9% 11% more baskets had bigger coffee sales increase in COFFEE RETAILER & coffee in them basket value growth vs retailer GP dollars last year vs last year SUPPLIER ENGAGEMENT COFFEE SALES UP 11% Page 44 R
Slide 46: Private Label Strategy
For personal use only PRIVATE LABEL STRATEGY Page 45
Slide 47: Private Label Journey: Historic Position
LAST 12 MONTHS For personal use only PRIVATE LABEL JOURNEY OUR HISTORIC POSITION Over priced Over ranged Branding and Lack of consistency Lack of consistency packaging out of touch at wholesale at retail incl quality, service incl store pricing, RESULT levels, packaging ranging, layout Confused valu
Slide 48: Private Label Opportunity
PRIVATE LABEL For personal use only OPPORTUNITY APPROXIMATE PRIVATE LABEL SHARE OF TOTAL SALES % Metcash ~7% Australia* ~21% USA* ~18% UK* ~41% Discounters** ~75% *Neilson Global Private Label Report – 2014 Page 47 ** Publicly available information
Slide 49: Private Label Tiers and Strategy
PRIVATE LABEL For personal use only TIERS AND STRATEGY MID TIER Deliver wholesale income & retail GP Develop customer loyalty through exclusivity Provides a point of difference Relevant to most categories VALUE TIER (BLACK & GOLD) Drive volume from value focused customer Improves price p
Slide 50: Black & Gold Progress
BLACK & GOLD For personal use only PROGRESS PRICING RANGE BRANDING & WHOLESALE RETAIL PACKAGING CONSISTENCY CONSISTENCY Black & Gold integral Identified and Developed new brand Adjusted specifications ~1,100 retailers on price component to Price implemented a core and packaging on B&G products, comp
Slide 51: Food & Grocery
For personal use only FOOD & GROCERY STEVEN CAIN CEO SUPERMARKETS Page 50
Slide 52: Diamond Transformation
DIAMOND TRANSFORMATION For personal use only FY16: FY17: Significant Progress Next Steps New Compelling Ranges New Compelling Ranges (SLW & Fresh) (SLW & Fresh) Australia’s Largest Black & Gold Mid tier own brand Wholesaler Example: coffee capsules Accelerate Shopper Led Way – key brands
Slide 53: Convenience
For personal use only CONVENIENCE PETER STRUCK CEO CONVENIENCE Page 52
Slide 54: The Market: Petrol & Convenience Distribution
THE For personal use only MARKET PETROL & CONVENIENCE DISTRIBUTION Petrol & Convenience market is ~ $8.0 billion in sales and growing $8B $5B Growth driven by changing consumer habits in convenience • Food & beverage growth is driven by breakfast, lunch and snacking missions MARKET Fragmented
Slide 55: The Market: Wholesale Distribution
THE For personal use only MARKET WHOLESALE DISTRIBUTION $5B RESELLER FOOD Food Service market Reseller Mixed Business market (i.e. pubs, clubs, institutions) MARKET BOTH SEGMENTS ARE HIGHLY FRAGMENTED Metcash Estimate Page 54
Slide 56: Convenience One Solution
CONVENIENCE For personal use only ONE SOLUTION Relevant core range Consolidated supply & delivery Tailored solutions Single source – cost efficiencies Competitive pricing Paperless solutions Merchandise & ranging support Support for perpetual stock management METCASH WILL PROVIDE A T
Slide 57: CSD Key Areas of Focus
For personal use only CSD KEY AREAS OF FOCUS FOCUS ON MEAL SOLUTIONS Roll out Value Add Fresh offering STRATEGIC PARTNERSHIP Smarter solutions World class logistics platform that supports Excellent availability the Petrol & Convenience industry Expand Fresh logistics Innovation & capabilit
Slide 58: Campbells Key Areas of Focus
For personal use only CUSTOMER FOCUS EXPAND FOOD SERVICES Refurbished all B2B 18 stores capabilities Invested in Customer services and specific CAMPBELLS capability product range Targeting key Fresh meat Food Services and produce KEY AREAS segments ranges OF FOCUS RANGE FOCUS National
Slide 59: Campbells Refurbishment
CAMPBELLS For personal use only REFURBISHMENT Page 58
Slide 60: Campbells Food Services Focus
CAMPBELLS For personal use only FOOD SERVICES FOCUS Private Label Page 59
Slide 61: Campbells B2B Capability
CAMPBELLS For personal use only B2B CAPABILITY Page 60
Slide 62: ALM | Australian Liquor Marketers
For personal use only ALM | AUSTRALIAN LIQUOR MARKETERS SCOTT MARSHALL CEO ALM Page 61
Slide 63: Packaged Liquor Market Growth
TOTAL PACKAGED RETAIL TOTAL -0.3% For personal use only MARKET GROWTH MARKET GROWTH -1.8% BEER +0.4% -2.0% Liquor retailing has been affected by declining SPIRITS +0.4% -0.9% alcohol consumption, rising health awareness and competitive pressures WINE -1.0% -1.8% Demand for premium products and a
Slide 64: IBA Performance
IBA PERFORMANCE TOTAL IBA v’s MARKET For personal use only SECOND LARGEST MARKET GROWTH PERFORMANCE RETAILER IN THE MARKET BEER +0.4% SPIRITS +0.4% Like for Like growth ahead of market performance WINE -1.0% Converting fragmented independents into strong retail brands with a focus on range and s
Slide 65: IBA Key Areas of Focus
IBA STORE GROWTH For personal use only EXTEND ALM FOOTPRINT KEY AREAS IBA CATEGORY GROWTH OF FOCUS NETWORK INVESTMENT BRAND & MARKETING FOCUS Page 64
Slide 66: IBA Growth Initiatives
INCREASE MANAGE PROFITABILITY MAIN-STREAM For personal use only DECLINE CHANGING CONSUMER NEED IBA AMPLIFY PREMIUMISATION HEARTLAND STATE SPECIFIC GROWTH PROGRAMS & ACTIVATIONS CATEGORY COOL ROOM PREMIUM RTD GROWTH MANAGEMENT DRIVE TRADE UP GROW THE WINE BASKET OPTIMISATION EDUCATION Page 65
Slide 67: Private Label and Control Brands
PRIVATE LABEL AND CONTROL BRANDS ARE A KEY ELEMENT TO IBA’S RETAIL OFFER For personal use only WITH RANGES IN BEER, WINE AND SPIRITS IBA Each product is promoted and part of the in-store Key Retail program Each product delivers better than GROWTH PRIVATE LABEL NOW category average retailer margi
Slide 68: Network Investment
NETWORK INVESTMENT For personal use only STORE IMPROVEMENTS Joint investment initiatives COOLROOM REFRESH with retailers and IBA to improve the retail offer Turning coolrooms Investment in store into category layout, fixtures, flooring Store changes by category planned retail space and retai
Slide 69: Brand & Marketing Key Focus Areas
BRAND & MARKETING For personal use only KEY FOCUS AREAS BRAND DIGITAL LOYALTY MARKETING TRANSFORMATION SHOP LOCAL REWARDS PROGRAM Refreshed brands being rolled Shift to digital platforms in Loyalty program that offers out market across all brands shoppers instant reward Focus to improve bran
Slide 70: Our Brand Essence: Cellarbrations
For personal use only OUR BRAND ESSENCE We share our passion and expertise with our customers, so that everyone has a great experience in SHARING Cellarbrations stores THE PASSION Page 69
Slide 71: Our Brand Essence: The Bottle-O
For personal use only OUR BRAND ESSENCE Our ability to combine professional, efficient operations with authentic, welcoming THE GENUINE service, ensuring that customers have a fun, easy experience when they shop at The Bottle-O ALTERNATIVE Page 70
Slide 72: FY16 Key Focus
FY16 For personal use only KEY FOCUS CATEGORY MANAGEMENT GROW BRAND NETWORK DEVELOPMENT Page 71
Slide 73: Mitre
For personal use only MITRE 10 MARK LAIDLAW CEO Mitre 10 Page 72
Slide 74: Hardware Market Still Fragmented
TRADE $27b * FOCUS For personal use only HARDWARE MARKET STILL FRAGMENTED RETAIL FOCUS SMALL STORE FORMAT LARGE *Metcash Estimate Page 73
Slide 75: Mitre Performance
MITRE 10 For personal use only PERFORMANCE SALES ($m) Growth of 7% (FY11-FY15 AGR) 1048 Sales exceeded 942 855 $1bn 833 798 in FY15 FY11 FY12 FY13 FY14 FY15 Page 74
Slide 76: Mitre Initiatives
MITRE 10 For personal use only INITIATIVES RETAIL & TRADE SHOPPER LED RANGE & DOMINATE DIGITAL, SUPPLY EXCELLENCE COMPETITIVE PRICING TRADE DATA, INSIGHTS CHAIN INVEST IN ~ 3,000 NATIONAL PRICES BUILD SCALE MIGHTY REWARDS CONSOLIDATE NSW DC SAPPHIRE STORES PRIVATE LABEL Cluster groups
Slide 77: Retail & Trade Excellence
For personal use only RETAIL & TRADE EXCELLENCE Sapphire E-learning Store in a store Page 76
Slide 78: Sapphire Stores
For personal use only SAPPHIRE STORES OBJECTIVE ROLLOUT PLAN RESULTS TO DATE Re-invest in top 50 Completed 4 Average sales stores, based on increase of 15% Plan to complete Sapphire standard 10 this year Page 77
Slide 79: Sapphire Performance
SAPPHIRE PERFORMANCE For personal use only PERFORMANCE SCORECARD LOCALLY DIFFERENTIATE PRICE PERCEPTION (3,000 National SKU’s) _______________________________ OWNED • Competitive Top 10 - Match with Bunnings • Top 500 KVI’s - Match with Bunnings • Private Label Pricing - Buy Right, Accent • Scan Dat
Slide 80: E-Learning
E-LEARNING For personal use only Launched September 2014, fully funded by members Focus on delivering improved customer service 304 5,430 52 20 Stores Staff Modules Supplier 2015 new courses support Sapphire Registered Enrolled Available Modules 20 key performance measures Page 79
Slide 81: Store in a Store
STORE IN Provides point of difference Exclusive ranges For personal use only Stihl in 80 stores A STORE Weber specialists in 20 stores Trialling Beaumont Tiles in 2 stores Page 80
Slide 82: Shopper Led Range & Competitive Pricing
SHOPPER LED RANGE & COMPETITIVE PRICING For personal use only PRIVATE LABEL CORE RANGING Page 81
Slide 83: Improved Price Perception with Buy Right and Accent
For personal use only IMPROVED PRICE PERCEPTION ~275 WITH BUY RIGHT Buy Right SKUs AND ACCENT PRIVATE LABEL Bunnings RANGE price point PROGRAM ~280 Accent Paint SKUs Promoted on ‘The Block’ Page 82
Slide 84: Core Ranging
BEFORE AFTER For personal use only Handtools range comprises HAND ~1,200 SKUs TOOLS Plan to complete 20 stores this year Target sales uplift of 10% CORE Colour centre at front of store Becomes ‘Helpful Hub’ Big brand such as Dulux PAINT RANGING Paint core range comprises ~1,250 SKUs
Slide 85: Dominate Trade
TOP REQUIREMENTS OF TRADIES DOMINATE Rapid response from ‘order to delivery’ For personal use only Relationship at all touch points (Reps, trade desk, driver, accounts) TRADE Trade drive through and separate Trade desk Timber undercover Early opening, clean facilities, coffee Page 84
Slide 86: Digital, Data, Insights
DIGITAL, DATA, INSIGHTS For personal use only MIGHTY MITRE 10 CLICK REWARDS & COLLECT Loyalty program 150 stores active 230,000 unique visitors a month Segment and target offers TRADIES WEB & ONLINE SOCIAL MEDIA Targeting the unorganised Tradie Re launched web site ~50 stores active ~1
Slide 87: FY16 Key Focus
FY16 KEY FOCUS For personal use only Sapphire Grow Core Optimise JV Trade Business Stores Network Ranging Performance Strength Page 86