Ethan Frome - Alcool NB Liquor

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Product Portfolio
Listing Procedures & Regulations
Category Management
December 2014
2
LISTING PROCEDURES AND REGULATIONS
INTRODUCTION
The New Brunswick Liquor Corporation is a Provincial Crown Corporation established as the sole
authority for the importation and retailing of beverage alcohol within the Province of New Brunswick.
The Corporation operates a Head Office and Distribution Centre, which is located in Fredericton. All
warehousing and distribution of beverage alcohol is done through this facility with the exception of
direct delivery of locally produced/bottled beer.
The provincial retail network consists of 44 Corporate Stores, 85 Agency Stores that are privately
operated and 14 Manufacturer’s Agency Stores.
The purpose of this document is to provide the reader with information on the listing process utilized
by Alcool NB Liquor (ANBL). Within this document you will find answers to questions pertaining to
how to apply for a listing; definitions of the various listing types; how to maintain a listing and finally
how a brand exits the portfolio.
In addition this document will provide the reader with all of the necessary details pertaining to product
identification requirements and standards as well as product production standards.
Document History
August 2010
Version 1.0
June 17, 2011
Version 1.1
Updated
February 27, 2012
Version 1.2
Updated
January 2014
Version 1.3
Updated
December 2014
Version 1.4
Updated
PROCESS OVERVIEW
The product portfolio at ANBL has been sub-divided into four main departments:
Beer
Wine
Spirits
Miscellaneous Beverages (Coolers, Ready To Drink, Cider, Refreshment Products)
The Category Management & Marketing Department is responsible for the “cradle to grave”
management of the product portfolio. (Contact details can be found in Appendix “A”)
Based on the schedule in Appendix B a call for submissions will be issued on a regular basis.


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Agents /suppliers responding to the listing call must complete the spreadsheet and return to
the indicated portfolio analyst by the specified date
After completion of the category review ANBL will determine which products will advance to
the next phase of category review. At this time, suppliers / agents will be notified and
complete the full listing application online and submit samples.
Agents / suppliers will be notified in writing of the final outcome from the submission
review
ANBL Listing Procedures & Regulations
December 2014
3
Companies that wish to have products outside the scope of the listing call reviewed for consideration
in New Brunswick must first meet with the appropriate category team.
The purpose of this meeting will be to discuss the current market conditions, review the state and
needs of the ANBL product portfolio and therefore determine the feasibility of submitting a product for
a listing review. (While it is recommended that representatives arrange for a meeting in person, it is
not mandatory. The initial meeting may also occur via telephone or through web conference.)
Suppliers that are selected to proceed must provide a duly completed listing application form for each
product (or size of product) for which a listing is being sought. Any applications that are found to be
incomplete, or contain inaccurate information will not be processed until the issue has been resolved.
Suppliers are expected to demonstrate to the Corporation a strong commitment to the New Brunswick
marketplace and provide detailed marketing plans to support of any products offered to the
Corporation for listing.
GENERAL REGULATIONS
DIRECT NEGOTIATIONS WITH SUPPLIERS
The Corporation shall negotiate and transact its purchases directly with the supplier and payments
will be made only to them. At no time will the Corporation be responsible for payment of commissions
or other remuneration to any person.
SUPPLIER AND/OR AGENT REPRESENTATION
Suppliers are not required to have a local agent in order to conduct business with the New Brunswick
Liquor Corporation. While local representation is not a requirement, the benefits of having local
representation are obvious and significant in nature.
Suppliers are required to notify the corporation in writing of the appointment, or conversely, of the
termination of any agents/agencies authorized to act on the supplier’s behalf within the province.
The Corporation maintains a list of Independent Agents operating within the province that is available
upon request.
PRODUCT STANDARDS
All products must meet the requirements of the Canadian Food and Drugs Act and Regulations. In
the unlikely event that there are issues with the product standards, it is the suppliers responsibility to
resolve the issue, or pay for the disposal of the product.
LABELLING STANDARDS
Suppliers shall ensure that labels meet the requirements of all Federal Legislation, including the Food
and Drugs Act and Regulations. Failure to do so will result in the removal of products from retail
stores and delisting. These regulations can be found in the Guide to Food Labeling and Advertising –
Chapter 10 available on the Canadian Food Inspection Agency web site.
Suppliers shall ensure that labels meet the requirements of the Beverage Containers Act of the
Province of New Brunswick. Failure to do so will result in penalties ranging from removal of the
offending product, up to and including monetary penalties.
ANBL Listing Procedures & Regulations
December 2014
4
The following are approved versions of acceptable refund statements:
Refund/Consignee
Return for refund where applicable/Consignee La Ou La Loi Le Prescrit
Return for refund where applicable/Consignee La Ou Applicable
All labels or changes to labels must be submitted to the appropriate Category Manager for approval.
All retail sales units must bear the Universal Product Code as outlined in the Product Identification
Standards Manual, as issued by the Canadian Association of Liquor Jurisdictions. (Copy of this report
is available at the supplier section of the corporate web site at www.anbl.com)
CASE LABELING
All shipping cases must conform to the Case Label Specifications as contained in the Product
Identification Standards Manual, issued by the Canadian Association of Liquor Jurisdictions.
ADDITIONAL SIZES
Requests for additional sizes of already listed products will be considered on the same basis as
requests for new products.
While product samples are not required for this type of application, a sample of the actual package to
be used must be included with the application.
PRICE CHANGES
Please refer to the current ANBL Pricing policy as issued by ANBL.
CHANGES IN PRESENTATION OF A PRODUCT
Changes of any kind in the presentation of a product must have prior written approval of the Category
Team.
Requests for approval of changes will be accepted at any time throughout the year, provided they are
received by the Category Team a minimum of eight weeks in advance of the requested
implementation date of change.
SPECIAL PACKAGING
Product that is packaged in special containers or contains additional non-beverage items must have
the cost of containers and non-beverage items shown separately from the beverage alcohol contents
on the application form.
APPLICATION PROCESS
All applications received will be reviewed by the Category Teams based upon the published review
schedule. (Appendix “B”)
All applications are subject to final approval by the Director of Category Management and applicants
will be advised in writing by the Category Manager as to the disposition of their application.
ANBL Listing Procedures & Regulations
December 2014
5
APPLICATION FORMS
All suppliers who are selected to submit an offer to the Corporation for the sale of products or a
request for an exchange, or an additional size for products already listed must complete a formal
listing application, available on the Service New Brunswick Website. To register your company and
get access to the online listing application, please contact the Category Management group.
Listing applications must be accompanied by a comprehensive marketing plan including supporting
data indicating consumer demand, supplier support, investment, representation intended, and
complete pricing information.
Each application must include a digital image and copy of all product labels submitted for review.
Suppliers should note failure to complete the application in full or submission of an application without
digital image and labels will result in rejection of the application.
Listing applications are considered incomplete until product samples have been received.
must be received by the deadline date indicated in Appendix “B”.
Samples
PRODUCT SAMPLES
Samples of each product for which a listing is sought must be forwarded on an FOB basis to the
Category Teams at:
New Brunswick Liquor Corporation
170 Wilsey Road
PO Box 20787
Fredericton Industrial Park
Fredericton, NB E3B 5B8
Samples required:

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
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Wine – General Listing - 2 bottles
Wine – Specialty Listing - 1 bottle
Spirits – 1 bottle
Beer – 6 x 341 ml bottles or equivalent
Coolers – 8 x 341 ml bottles or equivalent
A document outlining the sample shipping process is available upon request.
APPLICATION DEADLINES
All applications received will be reviewed by the Category Management group based upon the
published review schedule. (Appendix “B”)
Any product that has been rejected for listing will not normally be reconsidered for listing until after the
expiration of a twelve-month period from the original date of application.
Any product that has been rejected based on pricing issues only, may be reconsidered for listing once
the original pricing concern has been resolved, and the supplier/agent requests reconsideration of the
previously rejected product.
UNSOLICITED APPLICATIONS
Suppliers are reminded that unsolicited applications will not be accepted or reviewed.
ANBL Listing Procedures & Regulations
December 2014
6
INVITATION OF APPLICATIONS
The Corporation may at its discretion, invite suppliers to submit applications for specific products.
The Corporation may at its discretion, invite a supplier to submit another request for a previously
rejected product, prior to the expiration of the twelve-month period stated above.
FAIRS AND FESTIVALS PRODUCT SELECTION
Applications for products to be considered for inclusion within one of the product festivals supported
by the corporation, must be received on the official listing application and must be received by the
appropriate date. (please contact the Festivals Coordinator for the current schedule.)
Upon reviewing the applications received, the appropriate Category Manager will forward to the
Director of Category Management a recommendation including the brands to be listed and quantity of
each product to be ordered.
DEFINITION OF LISTING TYPES
General Listing (GL)
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Products that are considered to appeal to a large cross section of the buying public and have
reasonable sales expectations in majority of stores will be considered for a General Listing.
As such there are no restrictions on the distribution of these products, and they will be expected to
maintain annual sales that meet or exceed the established targets for their specific product category.
The routing of the application and listing type being applied for will be determined in the initial presubmission meeting with the Category Teams.
Core Specialty Listing (CS)
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Products that the Corporation deems to be essential in order to offer a complete and appropriate
product portfolio to the public may be granted a Core Specialty Listing.
Products that the Corporation considers to have consistent and reliable sales patterns and following
amongst the buying public, but yet would not exceed sales targets, may be granted a Core Specialty
Listing.
Core Specialty Listings will be re-ordered on a required basis, based on projected sales volumes.
Transitional Products (TP)
 Products available to all stores and granted a listing subject to specific conditions agreed to by the
Corporation.
 Typically the product would be available for a pre-determined period of time, and would have specific
test conditions such as agreed upon promotional vehicles and sales expectations over a specific time
frame. These conditions will be reviewed on a regular basis.
Licensee Listing (LL)
 Products that are available to Licensees exclusively, by means of regulation shall be considered for a
Licensee Listing. These products will only be available for sale to the Licensee community and would
not normally be displayed in the public area of a retail location.
ANBL Listing Procedures & Regulations
December 2014
7
Specialty Listings (SL)
 Premium brands that are not allocated but may have a cult following, and/or strong accolades.

Products not expected to meet sales targets of the categories, but are needed to round out the
portfolio. (For example ANBL may decide that we require 5 Bordeaux wines in the $40-$50 range. The
5 wines selected would not necessarily be considered rare or special on a world wide scale; however
they would fit our definition by being ordered only once. If more products in this price range were
called for, or if those 5 sold out in the expected time frame, ANBL would order other products.)
Classic Feature (CF)
 Products listed by ANBL that are limited or rare, and as such may be reserved for release through
ANBL’s special release program may be granted a CF Listing.
 The majority of CF Listings will be released / purchased once a year. New vintages are considered new
products. Products assigned this listing type would include items on allocation by suppliers or
products purchased as “futures”.
Duty Free Listing (DF)


Due to operating requirements and regulations, Duty Free operators may be restricted as to the size
of products (1L) allowed for sale at their location. As a result, the Corporation must carry a number
of products that will be available to Duty Free Operators only.
The existence of Duty Free Listings does not in any way restrict Duty Free Operators access to other
listing types.
Product Festival Listing (WF, SF, BF,)


The Corporation may, in order to support various product festivals, grant products a Festival Listing
status. These listings are temporary and apply only to a particular event.
All Festival Listings will have their life cycle determined at the time of listing.
Temporary Listing (TL)
 Products that are considered to appeal to a small cross section of the buying public, or to niche
markets and have sales expectations that would not exceed established sales targets for general
listings will be considered for a Temporary Listing.
 A Temporary Listing may also be granted to products that have a seasonal appeal or are available for
a limited time only.
 All Temporary Listings will have their life cycle determined at the time of listing. The majority of
Temporary Listings will be considered ‘one-time purchases’. Products assigned this listing type would
include items truly offered as one-time only by suppliers, or products expected to be ordered only
once.
Cottage Winery Listing (CW)
 A Cottage Winery Listing may be granted to any product produced and sold through the Cottage
Winery Operators. Products granted this type of listing are currently available in select NB Liquor
outlets for a pilot project.
Restricted Listing (RL)


A Restricted Listing may be granted to any product that has distribution or sales limitations placed
upon it. Products granted this type of listing would not be generally available.
Restricted Listings are used for products produced and sold solely though the Cottage Winery
Operations.
ANBL Listing Procedures & Regulations
December 2014
8
Depot Listing (LP)

A listing granted to the ANBL Depot stores (Salisbury, St. Stephen, Campbellton, Edmundston, and
Bathurst) only, subject to specific conditions agreed to by the Corporation.
APPLICATION EVALUATION PROCESS
ROLE OF CATEGORY MANAGEMENT TEAM
The Category Management Team is responsible for the “cradle to grave” management of all products
within the product portfolio.
The Category Management Team recommends acceptance or rejection of an application for listing
based on the following criteria:
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




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


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Suitability for the NB market
Price
Evaluation of proposed marketing plan
Relationship to other products currently listed
Performance in other markets
Uniqueness
Packaging
Supply chain considerations
Labeling
Past performance of supplier and/or local agent
Strategic fit for ANBL
Portfolio requirement
ROLE OF THE TASTING COMMITTEE
The Tasting Committee conduct tasting sessions in order to determine the palatability of products
recommended for acceptance by the Category Teams.
All sessions of the committee are conducted “blind”.
An unacceptable score from the committee for any product constitutes just cause for the application
to be rejected even though previously recommended by the Category Manager.
The Tasting Committee is composed of both NB Liquor employees, and members of the General
Public, and vary in size depending upon the product category involved.
APPEALS
In the event a supplier receives notice that an application has been rejected, the decision may be
appealed in writing to the Director of Category Management.
The letter should clearly state the suppliers reasoning for appeal and must be supported by additional
information that was not contained in the original application.
ANBL Listing Procedures & Regulations
December 2014
9
PRODUCT DISTRIBUTION
Consequent to the granting of a listing, all stores are notified of a products’ availability through the
issuance of a New Product Release Letter that communicates pricing and ordering information about
a product.
All new listings that are subject to fees will receive automatic distribution of the product to stores upon
release. The distribution will be determined by Category Management at the time of the listing being
granted.
For stores that are not included in the initial distribution of a new listing, it is the responsibility of the
Store Manager, after reviewing all pertinent information, to determine whether or not the product will
be carried in their store.
The Category Management Team reserves the right to determine the distribution of selected products
and/or product types at their discretion. Store Managers will be advised of terms and conditions of the
listings and may have initial distribution of these products determined by the Category Team.
PORTFOLIO REVIEWS
The Category Management Team will review the entire portfolio quarterly, ranking products on items
such as brand performance within category, sub-category, suppler performance, other criteria, and
current ANBL portfolio requirements.
The resulting score card identifies top performers that are safe from delistings, mid-range performers
that will require attention by the supplier and bottom performers that are strong candidates for
delisting.
The results are shared with the suppliers’ representatives on a quarterly basis via email. SKUs other
than top performers should be discussed with the Category Team.
DELISTINGS
The Category Management Team will conduct delisting reviews in conjunction with the Application
Review Schedule. If a particular product category is reviewed four times per year for listing
opportunities, it will be reviewed at the same time for the purpose of identifying products for potential
delisting.
Once it has been determined that a product will be delisted provincially, the Agent/Supplier of that
brand will be notified in writing of the Corporations’ decision. At this point the product will be identified
as having been delisted, any outstanding purchase orders will be cancelled and no further purchase
orders will be issued.
Permanent listings (GL, CS, and TP) delisted during their first 24 months in market will be
marked down 25% at the suppliers expense. Depending upon the individual circumstances,
alternate arrangements may be made with regards to moving delisted stock out of the ANBL system.
Please contact the Category Team for details.
In the event that a Supplier does not agree with the Corporation’s delisting decision, a Letter of
Appeal may be sent to the Director of Category Management for consideration. All decisions
rendered by the Director of Category Management are final.
Store Managers will conduct periodic reviews of their individual store portfolio in order to identify
brands that may be discontinued at store level. Once this review has been completed, any brands
that remain identified for delisting will no longer be carried in that store.
ANBL Listing Procedures & Regulations
December 2014
10
STOCKING ADMINISTRATION FEES
Stocking Administration fees apply to newly listed products as follows:
Permanent Listings (GL, CS, TP or LL) will be subject to a $250.00 charge upon the listing being
accepted by the Corporation.
Temporary Listings (TL) will be subject to a $100.00 charge upon the listing being accepted by the
Corporation.
All Temporary Listings that are subsequently converted to a permanent listing will be subject to the
balance of the permanent listing fee ($150.00). The fee will be payable at the time of the conversion.
NOTE: Any Temporary Listing that was active in the system prior to April 1, 2008, and converted to a
permanent listing after that date will be subject to the full $250.00 charge.
The Category Management Team has the right to waive the Stocking Administration Fee at their
discretion, should circumstances warrant.
Other Listing Types not indicated above are exempt from the Stocking Administration Fee.
ANBL Listing Procedures & Regulations
December 2014
11
Appendix “A”
ANBL Contact Information
Vice President,
Operations
Director of Category
Management
Brad Cameron
452-6511
Br[email protected]
Andrea Dewitt
452-6495
[email protected]
Beer & RTD
Category Manager –
Beer & RTD
Category Analyst
Category Coordinator
TBA
Jodie Marshall
Wendy Hovey
452-6406
452-6427
[email protected]
[email protected]
452-6512
452-6523
[email protected]
[email protected]
Marc Daigle
Daniel Achorn
452-6478
452-6523
[email protected]
[email protected]
Dana Gregg
452-6571
[email protected]
Kim Carpenter
452-6419
[email protected]
Monica Brewer
452-6593
[email protected]
Karen Cliff
452-6572
[email protected]
Jennifer Taylor
Linda Stafford
452-6538
452-6566
[email protected]
[email protected]
Sharon Cattan
452-6812
[email protected]
Wine
Category Manager –
Wine and Spirits
Category Analyst
Category Coordinator
Wine & Spirits
TBA
Charlotte Carr
Daniel Achorn
Spirits
Category Manager –
Wine and Spirits
Category Analyst
Category Coordinator
Wine & Spirits
Pricing Analyst
Supply Chain
Manager
Purchasing Analyst,
Imports
Purchasing Analyst,
Domestic
Director of Marketing
Marketing
Coordinator Wine
Marketing
Coordinator Beer,
Spirits, RTD
TBA
ANBL Listing Procedures & Regulations
December 2014
12
Appendix “B”
Please find below the product review schedule for ANBL:
SPIRITS
Call for Shortlist
Request Samples &
Applications
Samples,
Applications &
Images Due
January 3, 2015
January 16, 2015
January 30, 2015
Review Results
February 16,
2015
April 3, 2015
April 17, 2015
May 1, 2015
May 19, 2015
July 3, 2015
July 10,2015
July 24, 2015
August 11, 2015
September 25 2015
October 2, 2015
October 16, 2015
October 30, 2015
Call for Shortlist
Request Samples &
Applications
Samples,
Applications &
Images Due
NA
January 9, 2015
January 30, 2015
Review Results
February 20,
2015
NA
April 10, 2015
May 1, 2015
May 22, 2015
NA
July 3, 2015
July 24, 2015
NA
October 2, 2015
October 30, 2015
August 14, 2015
November 13,
2015
Call for Shortlist
Request Samples &
Applications
Samples,
Applications &
Images Due
NA
January 9, 2015
January 30, 2015
Review Results
February 20,
2015
NA
April 10, 2015
May 1, 2015
May 22, 2015
NA
July 3, 2015
July 24, 2015
NA
September 25, 2015
October 16, 2015
August 14, 2015
November 13,
2015
WINE
BEER & CIDER
COOLERS
Call for Shortlist
Request Samples &
Applications
November 9, 2015
December 7, 2015
ANBL Listing Procedures & Regulations
Samples,
Applications &
Images Due
December 30,
2015
Review Results
February 5, 2016
December 2014
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