VOLUME ONE | 1 |
INTRODUCTION | 4 |
EXECUTIVE SUMMARY | 5 |
MAIN REPORT | 13 |
1. Sample Overview | 13 |
1.1 Depth Interviews | 13 |
1.2 The Quantitative Survey Sample | 13 |
1.2.1 Market Size | 13 |
1.2.2 Location | 15 |
1.2.3 Pub Ownership | 15 |
1.2.4 Interviewee Role and Profile | 17 |
1.2.5 Opening Times | 19 |
1.2.6 Optimum Telemarketing Time-Windows | 22 |
2. Perceived Trade Trends | 25 |
2.1 Overall Trade | 25 |
2.1.1 Reasons for Downturn | 25 |
2.1.2 Reasons for Growth | 29 |
2.1.3 Local Issues | 31 |
2.2 Category & Brand Growth & Decline: The Publicans' Perspective | 31 |
2.2.1 Category Trends | 31 |
2.2.2 Brand Growth and Decline | 35 |
2.2.3 Beer | 35 |
2.2.4 Cider | 39 |
2.2.5 Wine | 40 |
2.2.6 White Spirits & Cocktails | 42 |
2.2.7 Alcopops | 44 |
2.3 Soft Drinks: Water, Minerals and Non-Alcoholic Lagers | 45 |
2.3.1 More Perceived Growth than Decline | 45 |
2.3.2 Brand Growth | 47 |
2.3.3 The Free Water Culture | 48 |
3. The On - Off Trade Balance | 51 |
3.1 Market Growth | 51 |
3.2 Pub Involvement in Off Sales | 51 |
3.2.1 One in Five Publicans consider themselves Off-Traders | 51 |
3.2.2 Another Feather in the Bow | 53 |
3.2.3 ‘If you Can’t Beat ’em, Join ’em’ | 53 |
3.2.4 Sales Cannibalisation? | 54 |
3.2.5 Significance to the Business | 55 |
3.2.6 Marketing and Branding the Take-Home Offer | 57 |
3.2.7 Economies of Scale, but a Different Skills Set | 58 |
3.3 Category Sales | 59 |
3.4 The Future On-Off Balance | 63 |
3.4.1 Plans to add Off-Sales? | 63 |
3.4.2 The Future Balance for Pubs with Off-Sales: From 25% of Pub Turnover to 35% | 65 |
4. The Smoking Ban | 67 |
4.1 Perceived Effect on Trade | 67 |
4.1.1 2 out of 3 Report a Lasting Negative Effect | 67 |
4.1.2 More than 1 in 4 Report Recovery | 69 |
4.1.3 Benefiting from the Ban | 70 |
4.2 The Smokers’ Area and Other Ban-Generated Refurbishment | 73 |
4.2.1 Penetration of Smokers’ Areas | 73 |
4.2.2 Distribution of Smokers' Areas | 73 |
4.2.3 Smokers' Area Size | 75 |
4.2.4 Smokers' Area Development | 75 |
4.2.5 Other Necessary Investments | 77 |
4.3 Cigarette Sales and Level of Vending Replacement | 79 |
5. Marketing and Promotions | 81 |
5.1 Marketing the Pub | 81 |
5.1.1 Consumer Value Perceptions and The Marketing Impetus | 81 |
5.1.2 Who are Pubs Competing Against? | 81 |
5.1.3 In-Pub Entertainment | 83 |
5.1.4 Customer Segmentation and Pub Zoning | 86 |
5.1.5 New Marketing Channels | 88 |
5.2 Alcoholic Drinks Promotions | 91 |
5.2.1 Promotional Implementation | 91 |
5.2.2 Promotional Mechanics Preferred | 95 |
5.2.3 Perceived Impact on Brand Callage | 102 |
5.3 Branded Point of Sale | 105 |
5.3.1 Brands Promoted | 106 |
5.3.2 Competition Between Pub Brand and Drinks Brand | 106 |
5.4 Target Markets | 108 |
5.4.1 Women | 108 |
5.4.2 Ethnic CommunitieS | 109 |
6.The Supplier-Publican Relationship and the Supplier Rep | 111 |
6.1 Suggestions for Suppliers | 111 |
6.1.1 Positive Feedback – especially at the Top End | 111 |
6.1.2 Issues Raised: Rep Visits are as Important as Price | 113 |
6.2 Field Rep Impact | 117 |
6.2.1 Who Sees Reps? | 117 |
6.2.2 Heightened Role of Reps in Bottled Categories | 117 |
6.3 Supplier Rep League Table: The Publicans’ View | 120 |
6.3.1 Most Valued Reps | 120 |
6.3.2 The Values Attributed to Reps | 121 |
6.3.3 Values Attributed to Diageo, Heineken and Beamish | 126 |
7. Information and Education Channels | 129 |
7.1 Networking and Trade Groups | 129 |
7.2 Trade Magazines | 131 |
7.2.1 Readership Levels: More than 3 in 4 Read at least 1 Magazine Regularly | 131 |
7.2.2 Magazines Read | 131 |
7.3 Trade Exhibitions: 1 in 3 has Attended in the Past | 136 |
7.4 Trade Websites | 140 |
7.4.1 Niche Appeal: 1 in 6 has used a Trade Website | 140 |
7.4.2 Websites Used | 142 |
7.4.3 A Future for Web Ordering? | 144 |
7.5 Category Information: How are Publicans Educated on Wines? | 145 |
8. The Future | 149 |
8.1 Expectations for the Pub Business | 149 |
8.2 Investment Plans | 151 |
8.3 The Next Generation: Half of Owners Expect the Pub to Leave the Family | 152 |
8.4 Feeling the Impact of Diversification | 154 |
8.4.1 Repackaging the Pub Experience | 154 |
8.4.2 Exploiting New Markets | 157 |
8.5 Restaurant Licence Liberalisation | 158 |
8.6 Rural Pubs: Lean Thinking | 159 |
8.7 Consolidation | 160 |
8.7.1 Pub Group Growth: Cautious but Steady | 160 |
8.7.2 Concept Roll-Outs: The Franchising Route | 163 |
QUESTIONNAIRE | 165 |
| |
VOLUME TWO | 1 |
INTRODUCTION | 3 |
EXECUTIVE SUMMARY | 4 |
MAIN REPORT | 8 |
1. Food Involvement | 8 |
1.1 Level of Involvement in Food: Past, Present and Future | 8 |
1.1.2 One Quarter have a Full Restaurant Menu | 8 |
1.1.3 Dublin Focus: 70% of Pubs in Dublin Serve Food | 11 |
1.2 Future Plans & Barriers to Development | 12 |
1.2.1 Health and Safety Requirements are Perceived as Prohibitive | 12 |
1.2.2 13% of Pubs Not Serving Food Will Serve Food in Future | 14 |
1.3 Volumes Served | 16 |
2. Front of House: Times, Pricing, Dining Areas & Family Dining | 22 |
2.1 Marketing | 22 |
2.2 Food Serving Times: Half the Time the Pub is Open | 24 |
2.3 Pricing: Competing with the Restaurant Trade | 27 |
2.4 Separate Dining Areas | 29 |
2.5 The Smoking Ban and Family Dining | 31 |
3. Making the Food: Food Preparation, Staffing and Kitchens | 36 |
3.1 Food Preparation | 36 |
3.2 Who Makes the Food? | 39 |
3.3 Staffing Pressures | 40 |
3.4 Kitchen Size | 44 |
3.5 Supplier-Led Solutions: ‘Cully & Sully’ Case Study | 46 |
4. Food Purchasing and Supply | 50 |
4.1 Purchasing Decision-making | 50 |
4.2 Fragmentation of Supply | 54 |
4.2.1 Focus on Local Deliveries | 54 |
4.2.2 The Role of Cash & Carry and Grocery Store Visits | 57 |
4.3 Suppliers Valued | 60 |
4.3.1 Musgrave Compete with Local Butchers for ‘Most Important Supplier’ | 60 |
4.3.2 What makes a Good Supplier?: Service Levels and Quality Standards Required | 61 |
5. Conclusions for Suppliers | 64 |
5.1 Market Potential | 64 |
5.2 Top-End Autonomy, Lower-End Support Needed | 67 |
5.3 The Future Pub Food Offer | 69 |
Published: Jan 2006
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