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EXCITING TEAM OFFERS! PAGE 4

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R A N G E R E V I E W T E A M G U I D E 2 0 2 2 P I N N A C L E D R I N K S RED WINE

INTRODUCTION

• The best performing wines from the Local or Merchant planograms have been elevated to the floor planograms • Higher wine mix stores in VIC and NSW will see an increased bay count for Pinot Noir, given the ongoing growth it is experiencing. Bay count reductions will largely come from within red wine and from classic varietals that have become over spaced due to changing customer preferences. Back to some of the exciting new lines we will be introducing in this review. We have just over 200 new lines landing as part of this review. We are excited to see almost a third of these coming from Pinnacle, and as we continue to ensure our range caters to varying customer demand by state, we also have almost a third of our new lines coming from smaller suppliers or distributors. The 200+ new lines contain heaps of cool new Pinot Noirs, plenty of delicious and interesting emerging varietals and an ongoing focus on products that are also organic, preservative free, are lower in alc or just come in a different type of bottle. Rest assured that all of the above has been done through the lens of C1R to ensure we have the

right range (and space) in each store. This guide is designed to help you navigate some of the new Pinnacle lines that we are most excited about with helpful tips, tasting notes and selling suggestions for each wine. It also includes details on some great team member offers to help your discovery journey. One of the key pillars of C1R is getting the right range in the right stores, so not all products featured in this guide are available in all stores. Happy selling! Ben, Ian and Tim

Customers have told us what they are looking for, and in the latest iteration of Customer First Ranging (C1R) for red wine, we have continued to listen. Lighter reds, emerging varietals and products with differentiated attributes (organic, lower alc, interesting packaging etc) continue to drive category growth and we’ve got a whole stack of great new lines hitting shelves soon. Not only are the above piquing customer interest, but they are also advantageous commercially, with the average bottle price and profitability for each being well above category average - so even more reason for us to be cementing a trend leadership position in these areas. As I’m sure everyone in stores can attest to, a large amount of work was done during the last review to future proof the varietal macro space allocation resulting in significantly increased bay counts for the likes of Tempranillo, Malbec and Other Red varietals. However, there was a remaining opportunity to further address the macro space allocation for Pinot Noir in our higher wine mix stores in VIC and NSW. As

a result, the focus of this year’s review has been more on optimising our range by state and cluster, plus across different planograms. Some of the key changes you will see as part of this review: • We have stretched the general price point cut over from the floor range to Unique Discoveries to be more like $100 • The best selling / most well-known products from Unique Discoveries will now reside in the floor planogram in most instances e.g. Penfolds Bin 389 • Not all products