INTRODUCTION TO FISHERMAN’S FRIEND
Manchester & Fleetwood
20th, 21st, 22nd March, 2013
Welcome to Manchester
&
The introduction to Fisherman’s Friend
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 of Fisherman’s Friend.
Help put in perspective the way we work.
The Rules
There are no “rules” - we / you make them.
Questions are welcome - we want them.
Comfort / smoke breaks & coffee at 3.00pm
Telephones on silent.
This is your meeting as much as ours.
AGENDA
20th - Afternoon:- Meeting in Hotel
Evening:Dinner
21st - Morning:At LoF, Fleetwood
Afternoon:- Visit Jacinta,
Meeting in Hotel
Evening:Dinner in Manchester
22nd - Morning:-
Meeting in Hotel
Request from the Hotel
Dinner tonight
- Chinese, city centre?
(or in hotel?) meet at 7pm
Thursday dinner
- Indian, city centre?
(or in hotel?) meet at 7pm
Friday check out
- Coffee time 10.30am
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.
(30 second summary)
Who are we?
Geraint Jenkins
-
Impex
(30 second summary)
Who are we?
Geraint Jenkins - 18th 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)
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 - Value Stream Mapping
Integrated Business System
Objectives
Objectives for the next few days?
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. 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
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) Terminology
4) Trademarks
5) Recalls & Traceability
6) Packaging Information
7) Production
The story
so far….
.
MANCHESTER
FLEETWOOD
.
MANCHESTER
.
FLEETWOOD
.
MANCHESTER
LONDON
.
FLEETWOOD
.
MANCHESTER
LONDON
.
Basildon
FLEETWOOD
.
.
Fleetwood was once famous for it’s fishing fleet
And famous for it’s fishermen, the “strong men”
(The three day millionaires)
It was one of the busiest fishing ports in the country
The fishermen would fish the cold North Atlantic waters
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
Originally Fisherman’s Friend was a liquid
The North Atlantic is well known for rough seas
But glass bottles would often break during storms & rough seas
An alternative to the liquid in glass bottles was developed
A new formula with new ingredients
Lozenges in a paper package
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
The business grew and new premises were needed.
New flavours were added
Again new premised were required as the business grew
This is the current site - but it looks different now.
Inside - but now looks very very different.
Doreen and Tony Lofthouse
At one of the early meetings with our partners
Duncan Lofthouse
The directors – Doreen, Tony & Duncan Lofthouse
From this to ......
...... to this.
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. feet
2000 600,000 Sq. feet
2010
-
A 10 year plan agreed.
(multi million £ investment)
Flavour Range Quiz
Flavour Range Quiz
Q) How many flavours in the range?
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 & 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
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?
Shah Alam, Selangor, Malaysia
Kuala Lumpur, Malaysia
To make sugar Free products without Aspartame
In a new zip lock pack
(Also now made in Fleetwood for Pharma markets)
... and a new breath freshener
(We now also make PROfresh in Fleetwood.)
Any Questions?
95%+
SALES ARE OUTSIDE OF UK.
AN INTERNATIONAL SUCCESS
Over 80+ COUNTRIES
$300 million World Brand
*
3,000+ salespeople
* At retail prices
CONSUMPTION COMPARISON
PACKETS PER 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
25g
e
25g
e
25g
e
25g
e
25g
e
25g
e
25g
e
25g
e
e
25g
25g
e
e
25g
25g
e
25g
e
25g
e
25g
e
25g
e
25g
25g
e
e
25g
e
Any Questions?
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
PASSAGES
POLLUTION CAUSED
SYMPTONS
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
A STONG ADULT BRAND
“The strongest there is”
Any Questions?
IMPEX MANAGEMENT COMPANY
IMPEX MANAGEMENT
SALES & MARKETING MANAGERS FOR
FISHERMAN’S FRIEND
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 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 / 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 = A TEAM OF 15 PEOPLE
TOTAL FOCUS ON FISHERMAN’S FRIEND
Ivan G Gibson
Chairman
Anna L Gibson
Director
Karen L Mitchell
Financial Director/
Co. Secretary
Kieran M Ryan
Managing Director
Chris M H Gibson
Executive Director
Sweden
Norway
Michael F Geiseler
Regional Bus Mgr
Marketing Coordination
- Creative
- Advertising Development
- Portfolio mix
- Agency relations
- Media
Germany – marketing
Qual/QuanMarket Research
NPD
Jon White
Regional Bus Mgr
Geraint Jenkins
Regional Bus Mgr
Netherlands
France
Italy
Belgium
Germany
Austria
Switzerland
Canada
U.S.A
Caribbean
Trade Marketing coordination
International account
coordination
UK
Ireland
Lithuania
Ghana
Poland
Faroes
Iceland
Costa Rica
Morocco
Malta
Gibraltar
Newsletter
P.R. China
Hong Kong
Indonesia
Malaysia
Singapore
Thailand
Australia
Training
Martin Stimson
UK Sales Cont/
Area Business Mgr
Phil Hopkins
Regional Bus Director
India
Paul Barrett
Area Business Mgr
Denmark
Travel Retail
Finland
Czech Repub/Slovakia
Hungary
Serbia
Slovenia/Croatia/Mac/Bos
Cyprus
Turkey
Israel
Lebanon & Middle East
South Africa / – Other Africa
Greece
Romania
Spain / Portugal
Philippines
Taiwan
Vietnam
Japan
South Korea
New Zealand
Gary Keung
Area Business Mgr
China
Hong Kong
Taiwan
Vietnam
Philippines
REGIONAL BUSINESS TEAM
ISSUE NO 31
DECEMBER 2012
Gill Bird
Office Manager/
ISO Mgt Rep
(RBA to MFG/GAJ/PH
Jan Guiver
Reg Bus Admin (P/T)
(RBA to CMG/JRW/
MJRS/PB)
Kerry Harding
Office Administrator
ADM001
Any Questions?
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)