I think most members will agree that we are currently experiencing significant change in our markets and also in customer attitudes and preferences. This creates some pressures, but also real opportunities. A case in point followed the last NIVO seminar, held at Doncaster Racecourse in February. We had a very healthy debate on the question of fresh vs dried milk. One part of the argument was summed up in an experience of one member who was presenting to a prospective customer and pitching to supply a range of bean to cup/table top machines for their offices. The customer had commented that the staff had requested the provision of fresh milk in the coffee machines they were planning to buy. In blind tests our colleague proved beyond doubt, that the quality of the drink was equally good when using Milfresh (or similar) and that the tasters could genuinely not tell the difference. He then went on to explain the service and maintenance issues associated with fresh milk and the customer accepted the conclusions.... but he still chose a system with fresh milk. Obviously, this in turn creates special needs to successfully care for those customer decisions. It also means we need a ‘blinkers off’ approach. Many of the manufacturers of machines are working

hard to give us systems to satisfy changing preferences and we at NIVO recommend you check out these developments from the likes of Coffetek, Crane, Westomatic and N&W, Bravilor and Jura.

On a related note, it was interesting to hear of new lines being tested in snack machines. There has been success vending items like make-up removal wipes (and similar) in public sites. These types of ‘distress’ lines vend at very good margins and at sufficiently high levels to be very viable for the operator. It just goes to show how consumers are happy to buy things from our machines we would perhaps not have dreamt of a few years ago. It’s all about embracing change, to successfully travel the road ahead.

The New Year has also been a period of change for some well known vending celebrities. Paula Bentley has moved from operator and back to supply partner on joining Barry Callebaut as Sales Manager. Jonathan Hilder has left the AVA after 5 years and Phil Churchill has joined RPC Tedeco. On that note I am delighted to confirm that following a full review, NIVO have reappointed RPC Tedeco as our preferred supplier of plastic vending cups. Having looked at each of the key manufacturers and considered in detail all of the key parameters,

we have chosen RPC Tedeco, primarily for consistent high quality service. The theme of service continues to dominate!!!

Regards Graham

NIVONEWSTHE ROAD AHEAD

March2015

www.nivogroup.co.uk

Continuing with the theme of ‘The Customer is King’, I wanted to talk more about our approach to service.

2015 DIARY DATESVENDEX Midlands Tuesday 14th April 2015, National Motorcycle MuseumNIVO Seminar and Races Tuesday 21st April, Kempton ParkNIVO Race Day Tuesday 26th May 2015, Leicester RacecourseAVEX Manchester Tuesday 30th June to 1st July 2015, Manchester Central Convention complex LtdNIVO Golf & Business Networking Day Tuesday 7th July 2015, Oulton Hall, LeedsNIVO Seminar and Races Thursday 20th August, Bothwell Bridge, GlasgowNIVO Seminar and Races Tuesday 13th October, Wolverhampton RacecourseVENDEX North Tuesday 17th November, Old Trafford, Manchester

See page 5 for further details...

NIVO Seminar and Races Tuesday 21st April, Kempton Park

www.nivogroup.co.uk

Latest News

Launches

A New Financial Year: Provide Smart Investment Solutions with Tower LeasingThe time is nearly here! Another financial year and your existing plus potential customers will be reviewing their budgets, looking into how much tax they paid this year and planning future investments.Why not take some weight off of their shoulders by providing a smart solution:• Provide an investment solution that is flexible to individual

budgetary needs.• Offer a solution which enables companies to benefit from 100% tax

relief.• Supply the vending and coffee machines these companies need in

the new financial year.Leasing is a smart investment solution and by offering it you are showing you’re flexible to your customers’ needs.Contact Tower today on T: 01753 837077 E: enquiries@towerleasing.co.uk W: www.towerleasing.co.uk

Nutella owner dies aged 89Ferrero has announced the death of its owner Michael Ferrero on Saturday 14th February aged 89. Italy’s wealthiest man passed away at his Monaco home after being unwell for some time.Fererro’s creation of Nutella spread, Ferrero Rocher pralines Kinder Eggs and Tic Tac sweets has made the company into a global chocolate and confectionery giant. They also reportedly helped Michael Ferrero accumulate a net worth of £15 billion. His son Giovanni has been chief executive of the company since the death of his older brother Pietro of a heart attack in 2011. In 2013 Giovanni was forced to deny rumours that they had been approached by Nestlé and declared the company was not for sale. The company has continued to experience growth despite Italy’s longest recession since the Second World War and sells its products in 53 countries.

Industry Knowledge Boost RPC Tedeco Gizeh Sales TeamVending specialist Philip Churchill has joined RPC Tedeco-Gizeh as UK Sales Manager. Philip Churchill has 25 years experience in the vending industry in a variety of different management roles covering sales, service and operations for several leading companies, including nine years as Business Development Manager for West Country Vending. More recently he has focused on the supply side of the business and joins RPC Tedeco-Gizeh from SwissPrimePack AG.At RPC he will be responsible for the continuing development of the company’s market-leading position in the supply of hot and cold drinks. Philip joins Ian McManus within the team responsible for serving the UK vending and drinks industry.David Lowe, General Manager at RPC said; “We are delighted that Philip has joined the RPC Tedeco-Gizeh team. His in-depth knowledge and understanding of both sides of the vending industry will be invaluable in helping both to support our existing customers and identify and develop new opportunities for our extensive range of drinks and vending solutions.”

Maltesers Support Comic ReliefMars are aiming to raise £1 million for Comic Relief with their new ‘Bake Yourselves Silly’ promotion with Maltesers. The number one best-selling Bitesize brand has special packaging to promote the fundraising effort. For each Red Nose Day pack sold 5p will be donated to Comic Relief and a special website has been created to encourage people to bake using a range of online Maltesers recipes! In addition a new TV advert to support the fundraising will air and is predicted to reach 90% of adults. Focussing on the fun you can have baking with Maltesers it is part of the £2.4m dedicated advertising investment to support comic relief and can be seen now. With all the activity surrounding Comic Relief you may want to ensure plenty of stock!

Metcalfe’s skinny Popcorn coming to a vending machine near you! Metcalfe’s skinny is delighted to announce that we are now working together with NIVO and its members.We are on a mission to rustle up healthier alternatives to crisps, cakes and cookies and are excited about bringing our delicious light snacks to the vending market. For Metcalfe’s it all started with a POP. As the Co Founder of Pret & itsu, Julian Metcalfe is obsessed with delicious and healthy food. Back in 2009 he was fed up of stodgy snacks that weighed him down and he wanted to create something that was light yet tasty to replace the standard crisp. Popcorn was the perfect fit & Metcalfe’s skinny Topcorn was born.After experimenting with dozens of flavours & varieties (not to mention a run in with a chocolate drizzle machine), Julian came up with the perfect recipe for freshly popped butterfly popcorn tumbled with Metcalfe’s skinny’s unique flavours and seasoning. Pret was the first place that stocked the magic stuff and from there, the company quickly gathered a growing legion of fans and increasing sales. Metcalfe’s skinny Popcorn is now one of the most loved popcorn brands in the UK. Our range has since grown to include many different light, delicious and moreish snacks like our rice and corn cakes, but the heart of Metcalfe’s food company will always be popping for popcorn.

In order to spread the popcorn love one vending machine at a time we have launched our two best selling flavours – Sweet ‘n Salt and Sea Salt in an exclusive vending format, which are now available through Blakemore. Don’t miss out on the promotion we are running this March with a great price from Blakemore of £6.99 per case.For any further information on Metcalfe’s please contact Julia@metcalfesfood.com.

Barry Callebaut welcomes Paula Bentley as Head of SalesBarry Callebaut Beverages has appointed Paula Bentley as its head of sales. The appointment reflects the leading hot drinks manufacturer’s commitment

to its plans for future growth, announced last year when the company moved to larger premises on the outskirts of Chester, owned by parent company, Barry Callebaut.Paula has almost 25 years experience of the food services industry having worked in a managerial capacity for companies in a variety of fields across the wider industry, most notably in ingredients, service and equipment. Previous employers include Aimia Foods, General Vending Services and North West Vending.A recognised, leading industry figure, Paula has previously been responsible for substantially increasing multi-million pound turnovers and is known for her ability to drive profit and consistently surpass set targets, creating opportunities for herself and her team. She has also served as the northern regional chair for the Automatic Vending Association. Paula comments: “I’m delighted to be returning to an ingredients manufacturing environment. I know the market and, with over two decades of hard work across various sectors within the industry, I’ve got the best experience and know-how to further engage the HoReCa and vending markets and take Barry Callebaut Beverages to the next level”.

Supplier News

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Seaga UK appoint new vending sales manager

Seaga have appointed Penny Robinson to the position of Vending Sales Manager. Penny has been with the company for four years and has a background in coffee solutions, the catering and hospitality trade. General Manager of Seaga UK, David Llewellyn said;

“Penny is very experienced with Seaga equipment, especially our award winning EC200 and EC400 hot beverage machines and is looking forward to meeting vending operators throughout the UK”.Penny said; “I’m very much looking forward to meeting Seaga customers both old and new and continuing discussion on our Infinity range of equipment. This feature-rich equipment is perfect for today’s 24/7 retail focused operator”.

Waterlogic 3Are your customers looking for a sleek and stylish, touch button dispense main-fed water dispenser? Take a look at the leaflet enclosed from Waterlogic which lists the benefits of the Waterlogic 3 or contact Eddie Roberts on 07967 042370 for the full range. They are also offering buy 10 get one FREE on all WL models until 31st March.

Harrogate at AscotFrom 14th February Harrogate Spring waters will be available throughout all Ascot Racecourse’s restaurants and bars, as it commences a three year agreement to be Ascot’s official spring water supplier.

Galaxy gets saltedMars has extended its Galaxy range with a new salted caramel version of the much- loved brand. Available in both 48g single bar and 135g tablet it is exceptionally tasty and is sure to prove very popular.

www.nivogroup.co.uk

Hi Members,

We held our first seminar of the year at Doncaster Racecourse on 5th February. It had the highest attendance so far with a new feature of ’60 seconds of fame’ which whetted the appetite of the members present. Three Suppliers from different product areas (hand wipes, flavoured milk, cleaning solutions) spoke about their product with precision and speed. We also had Suppliers who talked about new and innovative developments in the beverage/vending market which resulted in a lively discussion about ‘fresh milk’ and the advantages of having the choice (Jura). SV365 presented their Kiosk and the Micromarkets concept which is definitely worth considering when you have

a customer who is looking for something more than vending. It is a great idea for a location that is isolated or has a high concentration of staff. Siemens explained a little more about the Consumer Credit Licence and when Operators need to have one. This was followed with many questions on the subject. Heartland Insurance advised on the pitfalls of insurance claims and where some of us go wrong. Heartland as one of our approved Supply Partners are always on hand to answer any of your queries.

We have also launched Laqtia and already many of you have asked for samples of their range. I would ask you to consider their products as they are competitive, they are also offering their full support if needed to help you in your

businesses. If you need pricing, samples or further information please contact me. Another supplier launched this month is ‘Metcalfe’s Popcorn’. Many of you will have seen them at recent trade shows and we hope you will take advantage of the partnership. The product is on offer with Blakemore this month so don’t miss out! Remember this is a healthier vending option, low calorie, gluten free with 80 days shelf life.

If you have any questions or suggestions on suppliers please do not hesitate to get in touch.

Michelle x

Michelle’s News and Views Member News

MEMBER NEWSDo you have any good news to share...? Employee of the month, company event, milestone birthday or a birth then use this space, email Karen with your details/photos Karen.jenner@nivogroup.co.uk and we will include your story in the next edition of the NIVO Newsletter.

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1.5File name: 107286 Maltesers Trade Ad PORTRAIT A4

Created by: JMF Date & time: 2/10/14 Modified by: MGH Date & time: 25 November 2014 11:55 AM

Trim/fold size: 210x297

£2.4m spend across all advertising media

90% campaign reach within the UK

MALTESERS® is the No.1 best-selling Bitesize brand* No.3 Chocolate brand in the UK, worth £180m CSV*

5p donation to Red Nose Day from every special pack sold

SPECIAL PACKS AVAILABLE FROM 25th JANUARY 2015*Source: IRI SIG Extended Snack Outlets 52 w/e 03/14. Comic Relief, registered charity 326568 (England/Wales); SC039730 (Scotland). Maltesers® is a registered trademark. © Mars 2015.

107286 Maltesers Trade Ad PORTRAIT A4.indd 1 25/11/2014 11:55

Nestlé launch Barista Style machine

Nestlé have launched Nescafé Gold Blend Barista Style, a floor standing self-serve coffee solution. It taps into a growing trend by offering premium coffee shop-style beverages which can be customised to individual tastes. Premium speciality coffees are now mainstream and consumers expect an increasing number of coffee options wherever they may be. Coffee sales are expected to grow even more in the next

three years. Lynn Little, Nescafé Ingredients Lead at Nestlé Professional, says; “There’s now a clear opportunity for the out-of-home market to offer a machine that guarantees great tasting, barista style coffee at consumers’ convenience. The new range of Nescafé Gold Blend Barista Style Machines provides just that. Not only does the range deliver on consistent high-quality beverages, but it also tailors drinks for specific tastes ensuring individuals enjoy coffee just the way they like it”.

Other News

NIVO were proud to present our 6th annual Supplier of the Year awards to the successful recipients, Crane Merchandising Systems, Automatic Retailing and Siemens Financial Services at the NIVO offices in Leeds on Thursday 29th January 2015.

The winners were once again voted for by the NIVO membership through an online survey, giving the chance for those who have provided great service and customer satisfaction to be formally acknowledged by their customers. The winners of the much envied accolade were delighted to be lavished with champagne, certificates and a full Yorkshire carvery lunch. The biggest accolade of all is being recognised by the NIVO members for the outstanding work being achieved by the winners throughout 2014.The awards included the usual three categories; Equipment, Consumables and Business Service Provider. The winners in each category respectively were Crane Merchandising Systems, Automatic Retailing and Siemens Financial Services. Congratulations go to the finalists in each category who are Coffetek Limited, 4 Aces Ltd and Vendman.Additionally this year NIVO decided to present one of our Special Recognition Awards. Some years, we make a special award to a person the NIVO team believes has contributed a huge amount to the industry and the NIVO members in particular. We were delighted to award this honour for 2014 to Chris Starling of Nestlé Professional. Congratulations Chris!Congratulations again to all the worthy winners, we hope all NIVO suppliers aim to win the accolade in 2015!

The combination of our seminar with racing afterwards has proved very popular. If you haven’t yet experienced one of these events then now is the time to do so! Not only can our members enjoy the opportunity to mingle with fellow members and supply partners at the morning seminar, but there will also be the chance to enjoy an afternoon of racing! The next event is to be held at Kempton Park Racecourse in Sunbury Upon Thames from 9.30am on Tuesday 21st April and our theme is ‘Keeping your Finger on the Pulse’. We hope to see as many of you there as possible. Places for the racing are FREE to members, but will be limited so please contact us as soon as possible to secure your place. This is an event that really will perfectly combine business and pleasure in a truly fabulous venue, so if you would like to attend please email karen.jenner@nivogroup.co.uk to secure your place as soon as possible.

You are invited to the Races... at the next NIVO Seminar!!

The NIVO 2014 Supplier of the Year Award winners

ON TV APRIL

2015

584901_Oat Crunch A4 Portrait Ad.indd 1 20/01/2015 09:25

www.nivogroup.co.uk

Environmental NewsPROMOTIONSSEE THE NIVO WEBSITE FOR FURTHER DETAILS DRIVING

TO BE GREENER

N&W says ‘Happy New Year’ with an exclusive £100 discount offer for NIVO members!To mark its arrival at NIVO as a Supplier, N&W has agreed an exclusive New Year promotion, for NIVO members who did not make a purchase from N&W in 2014.

Until 30th April 2015 the company is offering an extra £100 discount off the net price of any N&W machine.

Members can access price lists, machine information and discounts via the NIVO web site.

To take advantage of this offer, please contact N&W’s Sales Department at Bilston on 01902 355 000 and quote your promotional code HNY2015 or, if you prefer, contact us on sales.bilston@nwglobalvending.co.uk

Please note that this offer is for equipment only and does not apply to accessories or spares.

Burts Chips Celebrate St Patrick’s Day To celebrate St. Patrick’s Day on March 17th, Burts is revelling in all things Irish, offering an exclusive promotion on its premium hand cooked Guinness Potato Chips range. When ordering through either A.F.Blakemore or Automatic Retailing on cases of Guinness Original or Guinness Rich Beef Chilli Potato Chips, customers can celebrate and profit this St. Patrick’s day, receiving one case absolutely FREE when 3 cases are purchased at full price!St. Patrick’s Day is celebrated by millions of consumers worldwide, offering a chance for vending operators to capitalise on Burts secret flavour combination of this unique Irish stout, combined with Burts’ thick cut potato chips to deliver a moreish novelty snack and help drive sales. Burts Chips make award winning quality potato chips, using only the finest quality potatoes and seasonings which are free from Gluten, MSG, hydrogenated fats, artificial colours, flavours and preservatives. This exclusive offer is available from February 1st until March 17th.

Buy 10 get one free on all WL models until 31st March 2015

£100OFF

Terms and Conditions Apply

Over the year an average vending operator receives numerous enquiries and requests for information and prices for vending machines which they then quote for. Many of these enquires say yes and turn in to new clients, but by the law of averages the majority don’t. Some go to your competitors, some can’t make a decision and some don’t feel they are convinced enough to move to vending, so all these are treated as a No. I always treat these not as a “no” but as a “yes but not yet” Now this is where the trick is, the “Yet” moment may be in 6 months’ time when things change or the need becomes greater. Equally it could be in 3 years’ time when they find out about the cost of poor service from choosing the cheapest quote. Whichever it is very few of you will keep in contact with these prospects ready for their “Yet” moment. Remember these contacts have shown that they have an interest and a possible need for vending. The sad truth is that after 3 years most vending companies can’t find this past information easily, let alone contact them.

If you want more business just follow this simply process. Get out every old quote, past enquiry or contact, put them in to a spreadsheet or CRM system and ring them up and ask three simple questions that I guarantee will get you more new business. Track every enquiry and put a 6 monthly contact plan in place. When I recently did this exercise in a vending company, out of 300 old enquires they closed £23000 of leased revenue and 5 new operated sites in 3 months. What if you can’t find your old enquires? Start today by logging them and get a system in place. So what are the three simple questions? For that you will have to wait until next month’s newsletter or email me and I will send them to you along an explanation pack and a spreadsheet master template where you can upload the contact information and track their progress.

Until next month regards Phil Millard (07977) 260870 Philip.Millard@BlueStormDevelopment.co.uk

Bluestorm Strategies to Increase your Profits Number SixteenAre you ready for the “yet” moment?

please see the enclosed leaflet

see the website

Fuel costs are a major headache for any NIVO member, which is why commercial rate fuel cards are so popular. If you can routinely cut petrol or diesel costs by up to 5p per litre, the saving is significant. Meanwhile, it makes obvious sense to use less of it.The potential savings from an ‘eco driving’ programme makes it essential. Bringing in professional training may produce the best results, but some measures can be implemented right away. You just need to educate drivers in driving more smartly.Everything begins with the right foot: harsh acceleration, excessive speed and braking heavily all burn fuel recklessly. Everyone was once taught to drive smoothly, using gears and brakes correctly, so remind your drivers. Watching one’s speed also keeps licences clean and, in liveried vehicles, avoids reputation damage. Eco driving’s second rule – do not drive erratically – also carries benefits beyond cost savings. Driving more carefully reduces the risk of potentially costly accidents.Expensive breakdowns can be minimised with normal routine maintenance. Looking after a vehicle means that it runs more efficiently, using less fuel. Regularly servicing vehicles is the third rule of eco driving.The fourth rule, go easy on the air, is easily forgotten. Previously, we opened windows when the weather was warm. Now, we use the air conditioning. Few realise the cost impact, but it is high. Turning off air conditioning immediately reduces fuel consumption, by up to 10%.Finally, the easiest savings tip to overlook concerns fuel. The fifth rule of eco driving is to choose your fuel carefully. As with anything else, there is a reason that cheap fuels cost less than quality products. You could save up to 3% by using better fuels. Remember, whatever you use, you can always cut the cost of refuelling with the right fuel card.For more details please contact Samantha Jackson on 0844 870 9856.

New stricter drug law commences on 2nd MarchThe government has introduced new zero tolerance drug driving law in England and Wales with effect from 2nd March. For more information please see the helpful details provided inside by Heartland Vend.

Tea Kenyan tea prices have climbed month on month due to smaller harvest forecasts, following a lack of rain. These conditions in addition to high demand from Egypt, the biggest importer of tea from Kenya, have pushed up the price. Overall however year on year prices are falling.

OilCrude oil prices have increased month on month as it is anticipated that the US will lessen drilling, but good supplies mean that year on year prices have fallen.

SugarSugar prices are up month on month following adverse weather conditions. It is thought the government will increase compulsory mixing of ethanol, which is made from sugar, putting further upward pressure on prices.

Financial News

Commodity Unit June 2014 July 2014 Aug 2014 Sep 2014 Oct 2014 Nov 2014 Dec 2014 Jan 14

Coffee, other mild Arabica £ per lb £1.18 £1.16 £1.28 £1.30 £1.41 £1.35 £1.28 £1.26

Coffee, Robusta £ per lb £0.62 £0.63 £0.63 £0.65 £0.68 £0.68 £0.66 £0.68

Tea, Mombasa/Kenya £ per kg £1.32 £1.36 £1.41 £1.43 £1.59 £1.54 £1.56 £1.78

Sugar – Free Market £ per lb £0.11 £0.11 £0.11 £0.10 £0.10 £0.10 £0.10 £0.10

Cocoa Beans £ per metric tonne £1877.86 £1,871.83 £1,958.03 £1,977.46 £1,930.13 £1,842.99 £1,883.55 £1926.18

Wheat £ per metric tonne £181.34 £164.20 £157.71 £149.56 £152.74 £163.87 £172.34 £164.14

Palm Oil £ per metric tonne £448.70 £440.95 £405.86 £403.15 £418.97 £419.65 £399.18 £423.87

Sunflower Oil £ per metric tonne £657.87 £621.88 £594.28 £603.23 £650.30 £677.17 £670.49 £663.42

Diesel (New York Harbour Ultra-low sulphur Diesel

£ per gallon £1.75 £1.69 £1.71 £1.68 £1.58 £1.54 £1.30 £1.11

Commodities in brief

Commodities

ADV_193x130mm.indd 1 11/02/15 18:03

Price NewsSupplier Manufacturer Product Change Date ReasonRPC Tedeco RPC Tedeco Cups and various 3-4% decrease 01/04/2015 ContractualNestlé Nestlé Nestlé Cappuccino Topping Replaced with Nestlé Dairy

Whitener Low in FatEarly February 2015

Not given