Grocery Operations. Wine in Grocery April 25, Chris Dini Director of Grocery Operations

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1 Grocery Operations Wine in Grocery April 25, 2017 Chris Dini Director of Grocery Operations

2 Team and the Players Program Overview Tranches Authorization Types Boutiques Definitions & Display Requirements Wine Catalogue Committee Agenda The Numbers Recalls Pain Points & Adding Value Resources Available

3 Grocery Operations Team LCBO: Mandesh Dosanjh SVP Supply Chain Chris Dini Director Leanne Rhee Account Management & Vendor Relationships Jamie Fazekas Policy & Operations IT Cross Functional team Logistics QA Barb Chapple AGCO

4 Supply Chain Division Mandesh Dosanjh Mandesh Dosanjh Logistics Supply Chain Supply Chain Retail Service Centres Traffic & Customs Space Management Measurement & Analysis Specialty Services Grocery Operations Quality Assurance Laboratory Quality Services

5 Regulatory Framework

6 Responsibilities What we are involved in Business-to-Business wholesale transactions Access between suppliers and grocers Listing and order flow Financial processing Fulfillment facilitation What we are NOT involved in Targeted consumer marketing Product category management Grocer sales & marketing plans LCBO sales and promotions Determining wholesale product mix

7 Responsibilities Regulates the laws pertaining to the sales, service and consumption of alcohol Enforces Ontario Regulation on Government Stores 232/16 as per but not limited to the following Types of products eligible Shelf space requirements Hours of operation Advertising rules Trade spend restrictions Sampling rules

8 Authorization Rollout By tranche Beer Initial allocation of 60 authorizations 13 companies Cider added June 24 th, 2016 Wine Additional allocation of 70 beer & wine authorizations 35 restricted 35 unrestricted Wine boutiques 18 companies Beer & Cider Additional allocation of 80 beer & cider authorizations 70 Wine boutiques + bonus beer 22 companies Dec. 15 th 2015 Oct. 28 th 2016 Summer 2017

9 Tranche #1 & #2 Allocations Grocer B&C B,C&W U, 2 R 15 8 U, 7 R 9 13 R 3 2 R 3 4 U, 3 R 2 2 R 1 3 U 2 1 Grocer B&C B,C&W 1 U U 1 R 2 R 2 R 1 R TOTAL 58* 35 U, 35 R

10 Tranche #3 Beer & Cider East West North GTA Total Large Independent Total

11 Wine Authorization Types Wine Alc. Content 18% 4L in size No cream wine No wine beverages No fortified wine Winerestricted 3 years Wine constraints + SMALL winery using grapes from SINGLE COUNTRY QUALITY ASSURANCE WINE using grapes from SINGLE COUNTRY that at any time during the 3 year period is a MID-SIZED winery

12 Wine Boutiques Bonus Beer + OWNERS VQA wine manufactured by nonowners Subject to sale targets No grocery Floor GROCERS Bonus beer & cider Alc. content 7.1% No malt based coolers No container 750ml Pack size 6 Display requirement of at least 20% small brewers & 20% small cideries

13 Wine Boutiques Sampling Program Sample non-owner boutiques Boutique operator must offer variety of SKUs Boutique applies to LCBO for sampling refund

14 Wine Boutiques & Bonus Beer Current Locations 3. Collingwood 5. Pickering 7. Bowmanville 4. Brampton 6. Whitby 2. Brantford 1. London

15 # of locations Maximum under regulation

16 Wine Definitions QUALITY ASSURANCE WINE Wine (other than cider) that is designated as meeting the quality control standards of a statutory appellation of origin regime that certifies, in the aggregate, < 50M litres of wine (excluding cider) annually Small Winery Worldwide sales < 200,000 litres of sales in last 12 months Every affiliate of the manufacturer that manufacturers wine is a small winery Mid sized Winery Worldwide sales < 4.5 Million litres of sales in last 12 months Every affiliate of the manufacturer that manufactures wine is a mid-sized or small winery Manufacturer is not a small winery

17 Wine Grocery Floor Price Size (ml) Floor Price 375 $ $ $ $ $ $ $ $ $ $

18 Wine Grocery Floor Price Size (ml) Floor Price 375 $ $ $ $ $ $ $ $ $ $49.35 If price falls below floor product RECALLED at supplier expense

19 Display Requirements Wine displayed in a single contiguous display area At least 10% of total containers of beer & wine on display is BEER Wrestricted 3 years At least 10% of total containers of beer & wine on display is WINE s/regulation/ At least 20% of containers on display manufactured by SMALL winery If VQA WINE sold must have one or more signs indicating availability of VQA wines

20 Display Requirements Whttps:// s/regulation/ Wine displayed in a single contiguous display area At least 10% of total containers of beer & wine on display is BEER At least 10% of total containers of beer & wine on display is WINE At least 10% of wine on display is manufactured by SMALL winery At least 50% of wine containers on display must contain wine produced using grape from single country & ONE of: Quality Assurance wine; OR Wine produced from SMALL winery; OR From a COUNTRY that produces less than 150M litres of wine annually from grapes grown in that country

21 Wine Catalogue Committee Reviews all wine submissions for inclusion in grocery catalogue Meets Monthly WCC Requirement Quality Assurance Wine Country Production Producer Size (winery size) Issued By: Appellation Regime Governing Body Gov t Institution OR Independent auditor Gov t Institution OR Independent auditor

22 The Numbers Fiscal 16/17 WINE Cases Net Sales Received Beer 1,056,992 $48,139,171 Cider 60,605 $3,638,974 VQA 42,019 $6,209,720 ON non-vqa 1,129 $132,104 Imports 46,903 $7,006,112 TOTAL WINE 90,051 $13,347,937 GRAND TOTAL 1,207,648 $65,126,082

23 Wine Market Share In dollars Product Type Cider 6% Wine 20% Import 52% Wine ON non- VQA 1% VQA 47% Beer 74%

24 Fill Rates Fiscal 16/17 Product Type Cases Ordered Cases Shipped Ontario 40,081 38,339 Imports 48,558 45,091 Vintages 2,782 2,557 Total 91,421 85,987 Ontario 95.7% Imports 92.9% Vintages 91.9% Total 94.0%

25 Making Products Available The Process Existing eligible wine products: Enter into NISS under: Product Need #2427 Existing Eligible Wines - Grocery Channel New Ontario wine products: Enter in to NISS under: Product Need #2426 Ontario Wines Grocery/Wine Boutique

26 Product Recalls Record Year CLASS 1 CLASS 2

27 1) Out of market for days to weeks or longer Product Recalls Impact on your Business 2) Impact to Brand 3) Fees for: Lab testing QA Admin fees Retail Destruction of inventory Repatriation of product from grocery Warehouse destruction of inventory Freight, recycling fees Risk of Fines by CFIA Vendor Experience $1,000 - $200,000

28 Product Recalls What happens? 1. Product is withdrawn from all sales channels 2. Grocery inventory is Repatriated to LCBO for destroyal 3. Retail stock destroyed 4. Warehouse stock returned or destroyed 5. Investigation launched with CFIA

29 Sensory Evaluation Risk Mitigation To identify faults only and prevent defective product from going to market

30 Grocer Top 3 Pain Points 1. SKU Changes minimum two weeks notice required 2. Consistent Supply 3. Products going below floor

31 How to add value in the channel 1. Education Product Knowledge Industry and consumer trends 2. Build relationships

32 LCBO s commitment for continuous improvement Enabling a smooth transaction Collecting feedback from suppliers and grocers Continuous improvement through IT enhancements EDI transactions GMS portal enhancements System & Process enhancements

33 Available Resources Grocery Website Online webinars Procedure Manual Power point presentations Key Contacts Authorized store locations Regulation 232/16 Grocery Operations team

34 LCBO Resources Available to You Questions?

35 Contingency plan for grocery

36 Questions?

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