Meet the team
The new journey starts today. And the need for Sell More, Save More has never been greater.
If you're facing up to sink-or-swim time in this challenging year, let our live category management project help you move in the right direction.
Over the next 12 months our new team of Sell More, Save More category champions will be working closely with our chosen set of pubs to raise standards and implement best practice across key pub categories.
As different recommendations are put into place in the pubs involved, you'll be able to follow their progress every month in the magazine - and more regularly on ThePublican.com
Last year's Sell More, Save More project saw our team working with three outlets. This year we'll be working with more pubs to implement even more advice - and ensure that the results are fully showcased to the rest of the trade.
Among the new champions joining the project this year are brewer Heineken, snacks giant Walkers and food experts 3663. Each of them sets out their objectives for the campaign on these pages.
At the heart of the project
Carl May, the business development expert behind the Catered4 service, will be at the heart of the project, co-ordinating activity among the champions as the year progresses, and ensuring a close relationship between the suppliers and the licensees.
"Sell More, Save More 2 builds upon the strengths from last year's success and brings new and market-leading champions to the campaign," he says.
"Over the coming 12 months readers will be able to follow the development of the pubs and hopefully find themselves adopting ideas from these highly respected market leaders. In what will be a tough year, the campaign will shine a light on solutions to many day-to-day problems."
Come with us with on our new journey. And before the end you too could be selling more, and saving more, across your business.
* Next week: meet the pubs and the licensees at the heart of this year's project
FOOD, WINE & CATERING EQUIPMENT
Des Bell, marketing director, 3663
"3663 First for Foodservice and ViVAS, 3663's wine arm owned jointly with Bibendum, are supporting The Publican's Sell More, Save More campaign to allow us to share our experience of the market.
"The campaign is an opportunity for 3663 to demonstrate its ability to help customers create a bespoke offer that meets local consumer demand.
"3663 can offer a complete tailored package of products and services that will help the Sell More, Save More pubs and Publican readers grow their businesses in this current difficult climate. The company can meet a business's complete catering needs through one reliable source, and can structure tailored packages of products and services including frozen, fresh, chilled and local products, catering equipment, menu planning and, through 3663's joint venture with Bibendum, a complete wine solution."
BEER
Chris Duffy, customer marketing controller, Heineken UK
"Getting the beer offering right in terms of range, presentation and quality of dispense can make a huge difference to both the image and profitability of a pub.
"We're committed to working with our customers to maximise their beer sales and the Sell More, Save More programme gives us an opportunity to demonstrate how our approach can help to develop beer sales in a range of different types of pubs.
"We're looking forward to working with the Sell More, Save More licensees to build their beer business."
CELLAR
Julie Charge, commercial director, Innserve
"Innserve is delighted to be able to take part in Sell More, Save More for a second year. The challenges faced last year were real and would have been applicable to many readers, so this was an excellent way of communicating solutions to problems.
"The issues that pubs face now are even more acute and therefore hopefully the help that can be provided this year could make a difference to many more.
"Innserve's objectives as category champions for cellar management and energy are:
• to focus on areas which have a direct impact to the profitability of a pub, including reducing wastage, increasing yield and techniques or equipment that will reduce energy usage - and bills
• quality - we all talk about it but research supports the fact that delivering a quality pint does increase sales, so we will be looking to see whether small changes around dispense can make a difference
• self help - when there are issues with equipment technical services support is never far away but that down time could be a critical trading period. We will cover simple checks, and maintenance that can get you up and running much quicker to limit potential lost sales."
SNACKS
Nicola Wilson, customer insight manager, Walkers
"We are always keen to work in partnership with our customers. The Sell More, Save More project is a great opportunity for us to do this within the on-trade. It allows us to better understand their needs and the challenges ahead, as well as satisfy the needs of their customers.
"By working with the pubs throughout this campaign we can help grow their business, drive sales and boost their profits.
As experts in the crisps and snacks category we will work closely with the pubs, providing them with the right insight and category management advice, for example advising on:
• The right RANGE to ensure the products stocked meet their customer needs
• SPACE - how and where they should allocate space and to which products to maximise sales
• DISPLAY - we can also provide kit solutions to help maximise the opportunity where space is usually at a premium."
BEER MONITORING
Ron Colley, commercial director, Brulines
"Brulines is delighted to be supporting The Publican's Sell More, Save More project for a second year. This is an ideal opportunity to help show licensees how using information on beer volumes and quality can assist in improving yields, sales and profitability in the current trading climate.
"Using experience and learnings from last year's programme, we are looking forward to working with the selected outlets and helping them identify areas of opportunity for profit growth. This will be reflected in regular updates in The Publican, which will enable other licensees to share in this information.
"By using the Brulines information correctly the licensees will also be able to monitor the effect on beer sales as they implement changes recommended by the other champions supporting the project. Brulines will install the latest Brand Quality Monitoring system into all the pubs and give weekly updates on performance and beer quality monitoring looking at their volumes, throughputs, font utilisation and line cleaning plus beer and cellar temperature against agreed criteria.
"Our key objectives are:
• to assist licensees in using the information and making informed decisions to help build their sales and quality of beer
• to show how technology can play a positive part in developing a business."
SPIRITS
Tim Foster, category development director, Pernod Ricard
"Sell More, Save More 2 offers us an opportunity to encourage and educate the on-trade to make more money through the quality of spirits serve.
"As a major player in on-trade spirits we'd really like to play a part in making this happen. By implementing our category advice, the pubs involved will see an increase in their spirits share and - being one of the most profitable parts of the on-trade - their profit.
"We'll be presenting the opportunity
