ALAN O’NEILL

Sunday Independent (Ireland) - Business & Appointments - - FRONT PAGE -

De­spite their size, her­itage and track record, up to a few years ago, Find­later & Co be­came less rel­e­vant and their mar­ket share de­clined.

In their at­tempt to be all things to all men, they sold the same port­fo­lio of wine to both the on-trade and the off-trade.

The im­pact of that was that the con­sumer would of­ten com­plain about pay­ing €25-30 for a bot­tle of wine that they recog­nised from the su­per­mar­ket shelf, at €10. If you owned a restau­rant, what would you do?

Also the in­dus­try had be­come more com­mer­cially so­phis­ti­cated. There was an abun­dance of bas­ket-level data about con­sumer pref­er­ences, that was not be­ing turned into ac­tion­able in­sights to drive more sales.

There was another is­sue as well. “Although we had a strong core team of great peo­ple, as lead­ers in the in­dus­try we felt that we needed more peo­ple with global ex­per­tise,” said man­ag­ing di­rec­tor Oliver Suther­land.

This be­came a cat­a­lyst for chang­ing their busi­ness model.

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