|Speed dating with the suppliers|
|Tuesday, 10 July 2012 15:01|
Could Stevens Garnier be your perfect match? In the hotseat is managing director Matt Douglas to answer a quick-fire round of questions and answers.
Number of employees: 20 at the moment, however we will be adding to our sales team in the near future.
Key names: Our independent and wholesaler approach is led by the illustrious Johnny Powell, who has been with us for well over 30 years. He's now concentrating more on independent retailers and stepping back from those hard and fast conversations of the multiple grocers.
Turnover: We will be moving over the £8 million level this year, which is about a 15%-20% increase over last year.
Key price brackets: The main price-points we sell at are from £7.99-£12.99 on the shelf, with very little below £7.99. We also sell further up into the sub £20 levels, and think this is a strong area of growth and consumers will want some authentic branding and quality cues.
Number of brands: We have about 74 brands from over 40 suppliers. I think we will have fewer brands in the future, but not a lot less.
New and Old World split: About 50/50, but that varies hugely by sector. Sogrape have a good mix of Old and New world in their portfolio, so we will always be selling both. I don't think such a segregation is particularly relevant these days, but style and value are far more important, and present in both Old and New.
Top three best-selling wines for the independent sector: Tanquero Malbec from Finca Flichman; our Loire Sauvignon Blanc from Domain Delaunay; and our new Italian lines under the Canapi brand, by volume - but by value it changes to New Zealand Sauvignon, Champagne and Verdrenne liqueurs, so this indicates a broader base.
Why you stand out from your competitors: Being a mix of traditional agency and Sogrape owned brands, we can offer the expertise, breadth and service of an agent with the longer term value chain support of a brand owner. We don't want to be one-size-fits-all, but a full service provider to the major independents and wholesalers, in conjunction with direct to large on-trade and off-trade. Being owned by a wine brand owner, we have interest in strong channel management which protects each channel, and thus our sales.
Wine trends you've got your eye on: In the near future there will be more reliance on wine brands, old or new, as many consumers need reassurance. There is always a need for new offers, so innovation will always be important. We want to address this with new wines from Brazil. The movement of consumers between countries due to exchange rate increases etc allows an introduction to something new of better value.
How you can be flexible on payment terms and deliveries for indies: We pride ourselves on service, so we can and will work with indies on delivery times and methods. Being small allows personal service and a quick answer. Extended payment terms can be a bit of a sticking plaster, and we prefer to work with customers to take cost out of the system, rather than just moving it around.
Sum up your commitment to the independent sector in one sentence: A strong and relevant supporter for over 36 years and working to return the sector to being the major part of the Stevens Garnier business.