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 FranceItaly Belgium (Spain) (Portugal)

Who are we?

Geraint Jenkins - Holland / FranceItaly / 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) Ingredients3) Terminology 4) Trademarks5) Recalls & Traceability 6) Packaging Information7) Production

The story

so far….

MANCHESTER.

FLEETWOOD

MANCHESTER

.

.

LONDON

FLEETWOOD

MANCHESTER

.

.

LONDON

FLEETWOOD

MANCHESTER

. 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

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

THE ORIGINS OF FISHERMAN’S FRIEND

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 IntroductionOriginal 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 COMPARISONPACKETS PER PERSON PER YEAR

NORWAYNETHERLANDSSWEDENSWITZERLANDGERMANYSINGAPOREFINLANDHONG KONGDENMARKCANADAAUSTRALIAMALAYSIATHAILANDBELGIUM/LUXFRANCEU.KITALYSPAINCHINA

25g e 25g e

25g e

25g e

25g e

25g e

25g e

25g e

25g e

25g e

25g e

25g e

25g e

25g e

25g e

25g e

25g e

25g e

25g e

Any Questions?

WHY PEOPLE BUY FISHERMAN’S FRIEND

1. Functional reasons

2. Emotional reasons

EASE SORETHROATS

HAY FEVERRELIEF BREATH

FRESHNER

SUPPRESSCOUGHS

POLLUTION CAUSEDSYMPTONS

UNBLOCK NASALPASSAGES

FUNCTIONAL CONSUMPTION

FISHERMAN´S FRIENDConsumption reasons

FUNCTIONAL

-COUGH-THROAT-NOSE-BREATH

PHYSICAL

EMOTIONAL

STRONG CANDYFOR ADULTS-THE ORIGINAL-CONFIDENCE-LIFESTYLE-CULT

PSYCHOLOGICAL

STRONG ADULT CONFECTIONERYWITH ADDED BENEFITS

Emotional reasons

A STONG ADULT BRAND

“The strongest there is”

Any Questions?

IMPEX MANAGEMENT COMPANY

IMPEX MANAGEMENT

SALES & MARKETING MANAGERS FOR

FISHERMAN’S FRIEND

OBJECTIVE: PROVIDE THE BEST SERVICE TO:-

1) LOFTHOUSE OF FLEETWOOD

&

2) OUR DISTRIBUTORS

IMPEX MANAGEMENT

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)

Germany

Hong Kong

Basildon, UK

U.S.A

IMPEX OFFICES

IMPEX = A TEAM OF 15 PEOPLETOTAL FOCUS ON FISHERMAN’S FRIEND

Ivan G GibsonChairman

Anna L GibsonDirector

Karen L MitchellFinancial Director/

Co. SecretaryKieran M Ryan

Managing DirectorChris M H GibsonExecutive Director

SwedenNorway

Marketing Coordination- Creative- Advertising Development- Portfolio mix- Agency relations- Media

Germany – marketingQual/QuanMarket ResearchN P D

Michael F GeiselerRegional Bus Mgr

Germany

Austria

Switzerland

Trade Marketing coordination

Geraint JenkinsRegional Bus Mgr

NetherlandsFranceItalyBelgium

International account coordination

Jon WhiteRegional Bus Mgr

Canada

U.S.A

Caribbean

Phil HopkinsRegional Bus Director

P.R. ChinaHong KongIndonesiaMalaysiaSingaporeThailand

Australia

Martin StimsonUK Sales Cont/

Area Business Mgr

Paul BarrettArea Business Mgr

DenmarkTravel RetailFinlandCzech Repub/SlovakiaHungarySerbiaSlovenia/Croatia/Mac/BosCyprus TurkeyIsraelLebanon & Middle EastSouth Africa / – Other AfricaGreeceRomaniaSpain / Portugal

UKIrelandLithuaniaGhanaPolandFaroesIcelandCosta RicaMoroccoMaltaGibraltar

Newsletter

India

Philippines TaiwanVietnam

JapanSouth Korea

New Zealand

REGIONAL BUSINESS TEAM

Gill BirdOffice Manager/

ISO Mgt Rep(RBA to MFG/GAJ/PH

Jan GuiverReg Bus Admin (P/T)(RBA to CMG/JRW/

MJRS/PB)

ADM001

ISSUE NO 31

DECEMBER 2012

Training

Kerry Harding Office Administrator

Gary KeungArea Business Mgr

China

Hong Kong

Taiwan

Vietnam

Philippines

Any Questions?

This afternoon’s agenda

1) The story of Fisherman’s Friend 2) Ingredients3) Terminology 4) Trademarks5) Recalls & Traceability 6) Packaging Information7) Production (Lozenges, Zip Lock, NPD)