smollangroup People and Technology - Powering Brands TM Information. Insights. Innovations : : Third Quarter 2008 ROCKFACE @ the SMOLLAN An organisation TBFS CELEBRATES of courage ALL GOLD’S 100 years UPDATE ON Compass Communications UCM Promotions Learnership passion TRIBUTE TO JEANNETTE MACNAB PFI Brilliant Launch New Pioneer Foods In-store business contents Looking inside TRIBUTE 4 To Jeannette Macnab - a salute to a Smollan heroine SMOLLAN DIVERSIFIED SERVICES BRAND ACTIVATION 6 BRAND GURU - Questions & Answers SONY ERICCSON MDM IN ISTANBUL - Nic 7 Janse van Rensburg visits Turkey 8 METCASH BDP - News from KZN and Free State PRIVATE LABEL - Updates 9 COMPASS COMMUNICATIONS - Amazing Omo 8 10 10 Challenge and together with Motorola they strike a pose 11 KNOW- Stakeholder Management FIELD SERVICES PFMS - Parmalat “potjiekos” Competition 12 Eastern Cape Bonnita Long Life Campaign Western Cape is on the move and Inland shares their successes PFI - Mike Lawson salutes you on the brilliant 13 15 launch of the newly established PFI (Pioneer Foods In-store) business All the regions give us their updates Introducing the PFI HR Team TBFS- Commrades 2008, a true reflection of 19 team spirit All Gold celebrating 100 years Eastern Cape Spar Golf Day and Bio Classic OK Foods Show and Consumer Sampling UCM - Learnership in Port Elizabeth and KZN 17 20 21 Diamonds in the rough - profiles on Lungile Ntombela and Nomsa Anna Mokgodi Staff motivation is key to success at POP Unilever and Spar Eldos feed the poor and UCM taking change in it’s stride Face of Impulse and UTD with Unilever score a goal at Lotanang L.P School Charl Grobbelaar - the father of UTD 26 SSM - Secret weapon IT 27 QBIC - shows their hearts HR Learnership programme - learning in action 23 27 THE LAST WORD 2 28 Michael Smollans’ Industry Insight WELCOME So what makes a Smollan person? Some of the words that have been suggested are things like courageous, tenacious, problem solvers, Smollan, an reliable, enthusiastic, organisation of energetic, busy, trained, courage Doug Smollan passionate, empathetic and people with a good value system. T o all the people who I have met during my re- engagement with the business, a big thank you for the time you took to show me the exciting things you are working on and for the energy, It takes courage to attain what sees to be impossible goals and passion and commitment you bring to the business. It is when looking at the growth in the business, both locally and such a privilege to lead an organisation which has such internationally it is again clear to me that this has been extraordinary people and talent. During one of my achieved through special people. Entry into a new country is meetings with the HR team we got to talking about the not done by a faint hearted organisation and the feedback that DNA of a Smollan employee and what type of special I have received from India, for example, tells me that we have characteristics make up this person. It has certainly been entered successfully and made a real difference to execution at my experience over the past few months that our people the point of purchase there. Courage will be required expand are tangibly different. So what makes a Smollan person? into the other markets that we are looking at right now, but Some of the words that have been suggested are things there is a great sense of comfort that our people will rise to the like courageous, tenacious, problem solvers, reliable, challenge without fear. enthusiastic, energetic, busy, trained, passionate, empathetic and people with a good value system. Courage is an individual act that comes from the heart. It is a choice that begins, at times, as a very lonely act but ends up This got me thinking about the organisation and whether being the very thing that inspires others to follow. or not we recognise ourselves for what we are. One of the things that we definitely are, is an organisation of So stand up and speak; sit down and listen; challenge the status courage. You might ask what courage has got to do with quo; take some chances; endure the rough times; discover new business. Think of the environment in which we work possibilities; be accountable; be vulnerable; be the best you every day. It is one which requires us to take on new can be and continue to make our organisation strong and challenges daily and adapt to a changing environment. It proud. is one where we are subjected to scrutiny constantly. We are, after all, responsible for some of the leading brands In this issue we pay tribute to an individual who epitomises the in South Africa and our clients expect us to uphold the courage and commitment that I have talked about here. brand values at all times and to take initiatives to keep Jeannette Macnab has made an unbelievable contribution to improving their point of purchase performance. Each one our Group and has demonstrated the Smollan values in every of you is held personally accountable for the achieve- way, every day for the last 27 years. I cannot think of a better ment of our goals and this requires a special type of example of a Smollan person and I thank Jeannette from the resilience. It seems to me that out people feel personally bottom of my heart for standing beside me through good connected to helping the organisation achieve its vision, times and bad, through complicated negotiations, through they take unexpected changes or setbacks in their stride personal challenges that she has endured in her life. Jeannette and they seek solutions with a resourceful, “can-do” you have been an inspiration, thank you for your courage and attitude integrity and for your unfailing loyalty to our Group. We expect our people to perform, to communicate clearly, to trust each other in order to collaborate, to align to a vision, to be innovative, to adapt and even create change, to take risks and make tough decisions. For most people, most of the time, to do and be all these Editor’s message things requires courage. Aristotle had it right, courage is For submissions: the first human virtue. Without it, you cannot have integrity, or be creative, accountable or resilient, nor Contact: Kirsten Zeelie trust each other, nor inspire others as a leader. Courage is Address: Hathorn House, 27 Hathorn Avenue , Maryvale Fax: (011) 485-2425 Tel: (011) 640-8057 the ultimate business issue. Email: email@example.com 3 JEANNETTE MACNAB TRIBUTE a salute to a Sm “ Comments from Jeannette's colleagues Last year Jeannette Macnab left the and friends full time employment of the Smollan Sean Leas: Jeannette has been a stalwart of the business, her knowledge, Group after 26 years of dedicated corporate memory and commercial acumen has been of great value to me. service. Thankfully, for the ongoing Linda Druckman: A remarkable woman who excels at whatever she puts her mind to, a lady of integrity and high morals, an inspiration to all who success of the business, Jeannette cross her path, one of Smollan's best assets. has agreed to remain in our employ Arno Schworer: on a part time basis as well as serving Jeannette's motto in on the Holdings Board as a non- business has always been “The easiest way executive director. to do things is to do them right the first time.” This is the J way Jeannette has eannette joined the business having left conducted herself the teaching profession. At the time her over the last 12 intention was to gain a bit of business years I have known experience before returning to teaching her. Her preparation with more to offer her students, but luckily at her last EXCO Jeannette soon realised that she had found meeting was as good her niche and remained in the business in and as thorough as it various roles for the next 26 years. was at her first, with Jeannette started in the Finance depart- absolute attention to ment as a clerk but her attention to detail, detail. Jeannette's her quick mind and her dedication soon resulted in empathy for people and her being promoted, eventually becoming the her personal ethics will Finance Director, and the first woman executive on forever be embedded in the our Board. In later years she took on the challenge of Smollan culture. Jeannette is Organisational Effectiveness Director and in typical a true example of an excellent Jeannette fashion, made a massive contribution to executive and human being. the development of our human capital. Colleen Rose: Jeannette has Jeannette has been an exemplary mentor for women inspired me with her clarity of in the business. Her growth to Executive level led the thought, her management ability, way for many women to come and yet she maintained her dedication and work ethic and her her femininity and her commitment to her family. integrity in everything she does. I have Jeannette lost her husband to cancer while her often heard her described as the daughters were very young and she has been a single conscience of the business and her parent to them ever since. The girls are now beautiful, contribution is immense. proficient young women with successful careers of their own and the example set by their talented, Cecilia van Wyk: Jeannette taught me so much caring, successful mother is evident in everything about this business and she was my mentor. I they do. really enjoyed working for her as she always knew what was happening in this business. She is a fair Jeannette's checklists are legendary in the business and honest manager and will protect her staff always. and people who reported to her talk with fondness She is kind, caring and you could approach her with any and great respect of how she mentored them and problem. For me personally it was a sad day when she left stretched them, but also of how you did not EVER dare Finance. We shared much laughter as well as many tears. come to a meeting with something on a checklist that had not been completed. Jeannette's footprints are Arno Gelderbloem: Consistent, pedantic, special, grumpy at everywhere, in the rigorous processes that she helped times. designed, in the learning centre that was established under her leadership, in the financial rigour that she Gerhard Snyman: She was the most systematic and organised brought to everything we do and mostly in the individual that I have worked for, having checklists for major events contracts which she negotiated that will continue to and thereby ensuring that nothing is missed. protect our organisation for years to come. Milana Pretorius: Jeannette is the best mentor that I have ever come across. Jeannette, the business salutes you and thanks you With her fast thinking actions, she has made a difference in so many peoples and trusts that you will be involved with us for many lives that I have lost count of it. Her straight forward manner and wonderful years into the future. In the comments that people sense of humor makes her a person you can easily look up to for advice. who know you and who have worked with you we see tributes to your integrity, to your intellect, to your Edelweiss Perazzolo: Jeannette is an amazing woman with an amazing wisdom and to your service to our Group. heart. Her down-to-earth attitude, understanding and work ethics are traits that hold my every respect. I'm glad to be associated with her both as a work colleague and a friend. 4 URGENCY INNOVATION DISCIPLINE PASSION INTEGRITY RESULTS ORIENTATION COURAGE TRIBUTE mollan heroine Bryan Hirsch: In my 43 years in the business I have never come across David Smollan: I have known Jeanette Macnab for most of my life -she has been a key driver of the group's human development, intellectual property, and contracting ability which are characteristics that an individual who is as competent, enthusiastic and innovative in what- set us apart in the marketplace. Jeanette has a ever role she plays. Jeannette makes it her business to fully understand formidable talent in attending to the finer details, and educate herself about the subject that she is involved in. Our combined with an enduring patience to ensure that business has learnt a lot from her. Whenever she has picked up an error issues are always meticulously dealt with. I have no or some other issue about the company where we haven't delivered and doubt that the explosive growth would not have brought it to our attention, we have used this as the benchmark for all been possible without Jeanette quietly stitching up our clients. I have always maintained that the people who should own the pieces behind the scenes... shares in a business are those of think and behave like an owner. Jeannette has always thought of Smollan's as her very own business and Steven Romberg: It has been my privilege and pleasure has committed herself fully in each and every role throughout her years to work with Jeannette for the past 7 years in my capacity with Smollans. My award to Jeannette must be beyond the call of duty. as the healthcare service provider to Smollan's. Her attention to detail, absolute commitment, and tireless Michael Smollan: Jeannette has been a part of this business devotion to getting the best possible outcome for through many phases. She built it with passion and enthusiasm in Smollan's personnel are defining characteristics of our the earlier days and continued to grow and nurture the business working relationship. One cannot work with Jeannette and its people to ensure that it stands today built on strong values without getting a lot of take-home value and I have and superb corporate governance. She has a great gift of making personally benefited from our association and her sure every piece of work she is involved in is truly perfect in the personal support. The Sasfin Healthcare Consulting team details, which so many people tend to brush over, and she joins me in wishing Jeannette a well-deserved retirement, compounds this with sheer dedication. Jeannette has truly been one with many years of good health, enjoyment, and of the cornerstones of this business and it in turn owes her a great fulfilment. deal. Malcolm Leitch: I have had the pleasure of knowing Jeanette since the early nineties Byron Xypteras: As a consultant to the when she held the position of Financial and Legal Director. She grew with the Smollan Group, I had the honour and company and ensured that the company operated on a sound financial footing. She pleasure of working with Jeannette also played a major role in drawing up and negotiating contracts with our clients, Macnab for a number of years. Graduating large and small. Throughout these negotiations Jeanette earned the respect of all from the tough and disciplined arena of parties concerned for her thoroughness, knowledge and enquiring mind, pragmatism, finance, she was given the task of taking the ability to keep calm during difficult negotiations and her determination. I think over the Group's HR function, an area in she has always been fair and has always been willing to be forthright when the which, at the time, she had had little occasion calls for this. experience. However, with typical Most of all Jeanette is a people person and it was fitting that she became the grace, intelligence, fortitude, Organisation Effectiveness Director a few years back. She really cares about the honesty and hard effort, Jeannette 15000 employees of the Smollan Group and has always tried her best to ensure fair rose to the challenge with aplomb treatment for all. and soon mastered her new role, It has always been a pleasure to work with Jeannette who is a really warm and caring bringing a sense of fair play, person. She showed great fortitude in her personal life and has brought up two lovely consistency and attention to daughters. detail into the Group's HR I am delighted that she will continue to be associated with the group as she has so policies, practices and much to add. procedures. In all my interactions with her, I have always found Claire Mol: Jeannette is one of those rare people that totally absorbs herself in the projects Jeannette to have been a she is involved with. The Pension Fund in particular she approaches as though she was professional, ethical and looking after her own children's interest, her dedication and attention to detail makes all thoroughly pleasant person to the people around her up their game to try and compare with her consistent work with and I wish her well in excellence. all her future aspirations and challenges. Leon Rautenbach: Jeannette always strikes me as a person who is dedicated to what she does. She will leave no stone unturned to solve a query /problem. The comment that you Michelle Christou: Working with Jeannette Macnab I learned would rather have her on your side when going to war than about dedication to one's task, high standards and a level of against you speaks many words about how trustworthy she is. perfectionism I didn't know existed. Jeannette was there for me during a very difficult confinement, her visits were full of genuine care, she is really special. Her daughters are privileged to have such a role model in their lives. Jeanette Hern: I met Jeannette, a number of years ago when I joined the Smollan external audit team. I had the pleasure of working with Mike Lawson: I have worked with Jeannette for the last her for several years before she moved out of finance into HR. Being 14 years and we, as an organisation, can count ourselves the new kid on the block and having heard about the extremely high lucky to have someone as passionate about the business standards and expectations at Smollan I was very nervous about the as Jeannette, someone who ensures good corporate assignment. I can thank Jeannette for making my job that much governance is the order of the day and attention to detail easier. She provided guidance and support and being extremely is on every agenda. dedicated and hard working, always made sure that the deadlines were met. Although a hard task master she was prepared to roll up Michelle Chandler: Jeannette is a true brand ambassador for her sleeves and assist, never expecting her staff to put in more effort the organisation. Everything which she undertakes is always than she did. Meetings at 7 in the morning were not out of the delivered on to the highest standards and her decisions and ordinary, especially since Jeannette was working a 14 or 16 hour day. actions firmly rooted in the values. Her ability to coach and How she managed to work these hours and bring up two mentor ensure that she leaves an enduring and positive effect teenage daughters I will never know! on all those with whom she engages. URGENCY INNOVATION DISCIPLINE PASSION INTEGRITY RESULTS ORIENTATION COURAGE 5 BRAND ACTIVE Q&A Q Dear BrandGURU I've heard that brands like Pepsi are worth billions of dollars. How the heck do they work that out? Do they add up the value of all the bottles of Pepsi in the world? I thought a brand was something intangible – something you can't see or touch. Sounds crazy to me that something you can't see or touch can be worth so much moolah. Can you shed some light? Dazed & Confused dazed & confused A Dear Dazed & Confused You pose both a baffling and brilliant question. When I last checked, the Pepsi brand was worth about US$12.8 billion (that's pretty close to R100 billion). That value (brace yourself Dazed), does not include a single can of actual Pepsi. No siree. It's the sum of all things intangible that Basically, brand value (or the premium that a brand can command) is really determined by the customer. And apparently, loads of people worldwide are willing to pay a substantial premium for Pepsi. relate to Pepsi. There it is Dazed. I hope that helps and welcome more challenges from you and your colleagues. Your prize is on its Brand value can be calculated in many ways. The most way! common way to work it out is to calculate the net present value of the forecast brand earnings, discounted by the Keep it green. brand discount rate. BrandGURU (Huh?) Essentially, the Brand Whizzes calculate how much dosh the brand is likely to earn them in the future and then they work backwards to find out what that means in today's monetary terms, taking into account all of the usual risks. Email your question to the Brandguru Still Dazed & Confused? at firstname.lastname@example.org. Interbrand (the folk that do a lot of these kinds of calculations) defines brand value as “the dollar premium No access to email? Don't worry. resulting from customer's commitment to a brand and Post your question to: their willingness to pay extra for it as compared to a generic (unbranded) offering in the same category.” The BrandGURU What this means is that if the average customer is willing to pay R5,00 for a 330ml can of Pepsi and only R3,00 for PO Box 51537 unbranded cola, the brand premium is R2,00 per 330ml. Roughly, if you multiply that by the quantity of Pepsi on the Raedene market and the likely future quantity to be consumed, you Johannesburg get some sense of the brand's value. 2124 BrandGURU. A Brandactive innovation 6 SMOLLAN DIVERSIFIED SERVICES SONY ERICSSON Nic MDM in Istanbul Janse van Rensburg I was the top achiever of the 22 MDM's within the Sony Ericsson Fieldmarketing structure for the first quarter based on scorecards (achieved 100%). My award for this, from Sony Ericsson, was a trip to Turkey to represent Sony Ericsson SA on the Sony Ericsson stand at a global technology conference. A fter an 8-hour flight to Dubai, 6-hour wait and another 4-hour flight to Istanbul, was it worth it? DEFINITELY! WOW what an experience. The exhibition itself represented the entire Sony portfolio, exhibiting from Audio Visual to cell phones from the Sony Ericsson range. VIP's from across Europe and Asia and let me tell you they mean business over there. I worked in the Cybershot division of our handsets showcasing some awesome new products such as The C905 (the first 8mp camera phone) to the stylish Xperia. The event lasted two days and was a huge success. Turkey, known officially as the Republic of Turkey, is a Eurasian country that stretches across the Anatolian peninsula in western Asia and Thrace (Rumelia) in the Balkan region of southeastern Europe. Turkey borders eight countries: Bulgaria to the northwest; Greece to the west, Georgia to the northeast; Armenia, Azerbaijan (the exclave of Nakhichevan), and Iran to the east; and Iraq and Syria to the southeast. The Mediterranean Sea and Cyprus are to the south; the Aegean Sea and Archipelago are to the west; and the Black Sea is to the north. Separating Anatolia and Thrace are the Sea of Marmara and the Turkish Straits (the Bosporus and the Dardanelles), which are commonly reckoned to delineate the border between Asia and Europe, thereby making Turkey transcontinental. After only two days in Turkey it was back to SA, but it was very exciting and a great experience. Once again thanks to those who made it possible and especially to Sony Ericsson. [did you know] The famous Trojan Wars took place in Western Turkey, around the site where the Trojan horse rests today. Pictures on right 1. The exhibition 2. From left to right: Oz (Turkey), Nic (SA), Mike (Dubai), Lulia (Romania) 3. View from the hotel 4. Presentations on the other Sony products 5. SE stand 6. One of the older buildings in Istanbul 7. Event 7 Eastern Cape METCASH BDP Frank Ferns KZN At a recent customer day that was held at Keats Drift Supermarket by the BDP (Banner Development Program) consumers had the opportunity to taste the following house brands: Astor Baked Beans White Harvest Maize Meal Flavo juice In addition to that, the first 30 customers that purchased stock from the store “A brand name is to the value of R300-00 also received a free T-Shirt. more than a word. It is the beginning of a conversation.” - Lexicon 8 SMOLLAN DIVERSIFIED SERVICES Free State The BDP provide a service to all the Metcash banner stores (Lucky 7, Square Deal, Pop In, Viva and Buyrite). Johan One of the aspects of the BDP (Banner Development Program) is to drive the Metcash house brands at the PRIVATE LABEL van der Westhuizen banner stores. This includes brands such as: Family Favourite Astor P Xtra rivate Label Services has just completed their first full year with the Metcash Group, and achieved their targeted In the picture below you can see an Ad-hoc display growth numbers. The private label budget new financial that was build at Bafokeng Cash Store to highlight the year is going to stretch the PLS team and will demand high house brand items. levels of commitment, passion and skill from the PLS team. Our main objective – as with all other Smollan business units - will always be to strive towards operational excellence, in order to achieve our Customer and Clients targets, thus giving them a return on investment. Earlier this year we identified, that information would play a huge roll in taking us to the next level and in light of the above, we have launched HHT (Hand Held Technology) capabilities including the following applications: VP Score carding – This will enable us to understand different Fieldmarketer's strengths and developmental areas, while identify- ing training opportunities and taking action. It also gives us a clear picture of how the different regions are performing and helping us to identify trends. Trends that we can make informed decisions about. Promotional Feedback – We have set up a platform to report on Rack end Schedules, by client. It is important to understand strike rates on a monthly basis This then enables Metcash to have mean- During July the BDP together with Compass ingful discussions with their suppliers around promotions. Communications conducted wet demos of Family Favourite Soup. Image Library – All original templates and working documents are stored in an Image library. This insures the most current documents The objectives of the wet demos were: are always ready to be used by both Metcash as well as their suppli- To create awareness for the brand. ers. To increase sales. In conclusion we have our first year behind us, and we are rearing to To gain market share. go for the next. I want to thank the Metcash team, their suppliers and To increase profits for both the banner my PLS team for the commitment and support shown. Here's to stores as well as the Metcash stores. another great year. The promotion took place over a three-day period six hours per day. Below are photos that were taken at Kwiksave (a lucky 7 banner store) in Dordrech while the demo took place. “What do you want to achieve or avoid? The answers to this question are objectives. How will you go about achieving your desire results? The answer to this you can call strategy.” - William E Rothschild 9 COMPASS COMMUNICATIONS Promotions "Nothing cleans more than OMO" is the key message behind the OMO campaign in Shoprite stores Amazing Omo that Compass is activating nationally. challenge Written by Debra Burton Compass communications instore ladies are driving the Shoprite shopper competition linked to OMO's exciting "Amazing Omo Challenge TV Reality Show". The reality show is broadcast before and after Bold and Beautiful on SABC 1 every Monday night. Each week contestants battle it out against each other and put Omo to the test through exciting challenges. Shoppers also stand the chance to win huge cash prizes! The instore ladies have proved to be invaluable with their constant support and enthusiasm in store, converting laundry shoppers at the point of choice! Omo sales on average have shot up an incredible 73% from May - July. From April to May, sales figures increased by 65%, from May - June sales figures increased by a further 17% and from June - July sales figures increased even more by 8%. The campaign went full steam ahead at the end of May and will cross the finish line at the end of August. Motorola and Compass strike a pose Pink or Purple - Which one are you? Written by Tenille Moodley The new Motorola U9 with MP3 music player, 25MB internal memory, 2 megapixel camera and touch sensitive music keys, to name just a few of its features, is cute, curvy and chic! - As were our Compass promoters in a rather unusual role as live mannequins in the windows of selected Foshini stores across the country. Our lovely ladies sported the stylish handset, paired with Foshini's sleepwear range, of which sales soared! 10 SMOLLAN DIVERSIFIED SERVICES T he past decade has seen a major shift in the way business is managed. Gone are the days when companies could survive and succeed by only investing in the needs of the shareholder. In Stakeholder today's globalised and technology-based economy, the interaction and participation of key stakeholders is paramount to the success of any business. This brings about a new dynamic in the way we conduct business. Business today is relationship Management based – the intangible assets, such as intellectual, human and social capital. As quoted by Jeff Mooney, Chairman & CEO of A&W Food Services: “It doesn't matter how good the market research is, how bright the manage- ment team is, it is the quality of relationships amongst all people in the organisation that has an enormous bearing on the quality of decisions and their execution.” The human factor and its impact on any organisation is critical. The questions all organisations should be asking: “How strong are the relation- ships between the key shareholders?” As well as “To successfully run a business, should businesses be concentrating on key relationships?” The only way to determine the strength and necessity of these relationships is to measure them. Stakeholder Management / Loyalty research represents a significant (as much as 33% by some sources) and growing proportion of market research spend in South Africa. In addition, the largest part of this spend would be in non-FMCG industries such as banking and telecommunications. It has become clear that a loyalty relationship at all levels of the spectrum has become paramount. “Research has shown convincing correlations between customer loyalty and business performance, specifically profit margins and growth rates,” explains Grant Lindhorst, Account Manager at RPI. “Keeping customers happy isn't enough anymore. Loyalty is really what translates into the bottom line and therefore we needed to find a loyalty management and measurement solution which is internationally credible”. Walker Loyalty Solutions was the most appropriate. Walker Loyalty Solutions use effective business tools for measur- ing and managing critical relationships. Walker is the world's leading technical KNOW Grant Lindhorst and practical authority on loyalty measurement. With this businesses can make better decisions and develop stakeholder-focused strategies to improve their business. Thus, with much dialogue between RPI and Walker, the Walker license was secured. When the Walker Information team was looking for an exclusive partner in “Companies must Southern Africa to take its customer and employee loyalty solutions to market, they set their sights high. try to understand “We wanted an agency that had both depth of expertise in market research, experience in loyalty solutions and the ability to deliver excellent client service,” says Jane Gehlhausen, Walker's International Vice President. “We also better what their wanted a partner with the technological resources to be able to offer clients real-time results and with extensive networks in Africa.” stakeholders' needs Walker found their partner in Research & Planning Intelligence (RPI). RPI is a full service, boutique market research specialist based in Johannesburg, are and then deal with research partners in Nigeria, Kenya, Zambia, Malawi & Namibia. As part of KNOW Market Intelligence, the sixth largest market research business in South with those needs Africa, RPI also has access to research and auditing capabilities in India and South East Asia. ahead of time RPI has provided its customers with competitive edge primary and secondary market research since 1999. With pioneering products ranging from tools that seek to understand the unconscious desires of consumers, to mathematical rather that learn models that simulate the birth of new products, RPI offers its clients a high level of interpretation and insight, an inquisitive and innovative approach and a commitment to service delivery and professionalism. about them later.” - Marc J. Epstein “It's a seamless partnership for us, because loyalty research has always been an area of focus for RPI,” says Lindhorst. “Walker Information is regarded as the global expert in their field and they've been leaders in loyalty since the early '90s. We're really excited about how this synergy will deliver real value to our Contact: Grant Lindhorst clients.” Research & Planning Intelligence With a successful launch that was held in June, the relationship between the (011) 519-3700 partners of Walker and RPI was cemented and thus ultimately will bring about a email@example.com unique customer strategy for any organisation, to accelerate their business performance and ultimately to increase their shareholder value. 11 “Brand value is very much like an onion. PFMS News It has layers and a core. The core is the user who will stick with you Parmalat until the very end.” “potjiekos” - Edwin Artzt competition Written by Hendrick Human On Saturday 5th of June we entered in a potjiekos competition in Upington. There was an open class and a business class, we entered in the business class of which 24 teams participated including the likes of Clover, DairyBelle, Shoprite/Checkers etc. It was a really tough competition, but we had a lot of Parmalat products in our “pot”. Parmalat was the winner of the business class and all of us worked as team to making the “Parmalat Potjiekos” a memorable one with plenty of Parmalat products having being added to make it tasteful “potjie”. A sampling campaign was done after the competition. Western Cape [welcome] New employees to the PFMS business Lou-Ann Leonard, Jakobus Hendricks, Phumlani Jezile, [on the move] Malikah Isaacs, Chenell Theunissen, Nadia Kleinhans, Deswill Lottering, Wynne Fortuin, Ryan Rasmus, Warren Jansen, Chester Williams, Jody Ehlers and Ntobeko [on the move] We have moved offices from the Smollan Offices to Parmalat DC on 12 July 2008. Siganga [learning] New Learnerships to the PFMS business Kula Sabelo, Elizabeth Lisoetsa, Nobuntu Libala, Siviwe Nodiwa, Brian Mageleni, Phumeza Pere, Anthony Alexander, Sibonile Ronorono and Bongiwe Kama Pierre du Pree Natasha Carnow New Fieldmanager to HR Officer to PFMS PFMS W/Cape Team W/Cape Team 12 FIELD SERVICES Eastern Cape Written by Charl Kok Bonnita Long Life Campaign What a fantastic brand awareness campaign We were fortunate to participate , in the last few months, together with Parmalat Marketing and the Brand Awareness Activation teams, in a fantastic brand awareness campaign. We were responsible for driving from town to town educating consumers. Some excellent displays were [congratulations] executed at store level to coincide with the campaign. Well done the East London Team! Congratulations to David Chipenya from PFMS Port Elizabeth for winning the Melrose “Back to School” promotion. David won a Sony PSP. Congratulations to Melikhaya Sithuba from PFMS East London. Melikhaya took part in the comrade's marathon 2008 and finished in 12th place overall, and 3rd for his age group. Well done we are proud of you!! 13 When you believe you can...you can! Inland - Maxwell Maltz Precilla Mmethi Arshad Khan Clive Pillay A rising Star Change Success story Written by Tania Hawkins Written by Arshad Khan Written by Deon Morgan Change; a process that every individual at Precilla Mmethi joined Parmalat Field some stage is afraid of, the question is Clive Pillay started his career with Smollan marketing Services during 2001, when though, is it always for the better? in the Smollan Sales and Marketing she was appointed as a Fieldmarketer for Division as a Fieldmarketer on 3 July 2000. the Inland North Region. Precilla was I made the change, or “the plunge”, In 2001 when TBFS became a dedicated based in Checkers Polokwane from however it really has been some ride. In structure he moved from SSM to TBFS in May 2008, I chose to change business September 2001 – September 2007, the same capacity. units from TBFS (C&G) to PFMS; relocate where her presence was evident in from Durban to Johannesburg. Making growing the awareness of Parmalat In 2005 Clive joined Parmalat Field the transition from TBFS to PFMS was easy. products and sales in store. The former marketing Services as a Fieldmanager and TBFS and PFMS are both unique business's Store Manager, Mr. Muller, once said “I do with unique challenges, the commonality he covered the Southern suburbs. He not tell Precilla what to do in my store, is Smollan, so the systems and policies for always took on new challenges and she's got full authority to do as she me didn't change just the day-to-day therefore continuously moved and pleases, as her contribution has always running of operations. covered various areas within the Gauteng been of excellent value to me and my Region. My experience thus far at Parmalat store”. Fieldmarketing Services has certainly As a result of Clive's attitude and contribu- been pleasant, challenging and fulfilling. tion to the business he was placed on Precilla has been actively involved with Pleasant in the sense that the people I training of new staff as she was allocated the succession program in June 2007 and have working around me have really been the responsibility of a leadership role in he grabbed the challenge with both there to help and support me wherever I various stores throughout Polokwane. hands! Clive clearly distinguished himself have needed it, a great sense of together- This has given her the opportunity to ness that I'm sure would take any team to from his peers and has always presented broaden her experience in all channels as number one. himself and the business in a very well as becoming a leader in her team, professional manner. When I look at Clive I and make her mark in PFMS. Challenging, in that I need to work really see the motto of the business come alive smart to get the numbers right in my “When you green you grow” and that, in Precilla was promoted to the position of region. Fulfilling in that, in my short time my opinion, is the secret to his success. “Area Marketer” when the position was here, I have already managed to win a cheese incentive, lead the pack in a Yum Clive was promoted to Regional Manager created in the Limpopo area to focus on Chums incentive and be nominated for Spar, Score and Wholesale channels in for Inland South in April 2008 and in the the GM5 learnership programme. the outlying areas of Limpopo. Precilla short space of time he has once again was allocated 29 stores and has, true to All in all if there's one important lesson proven himself to be a force to be character, grown the Spar channel by that I have learnt at PFMS, it is never to be reckoned with. He is a sound leader and a 100% for 2007 vs. 2008. Precilla adds afraid of change, accept your challenges good manager to his team. value in everything she does. Precilla has and face them head on, be positive, a great future ahead within PFMS, and we determined and focused. PFMS would like to wish Clive all the best are actively assisting in her career So back to the question, is change for the going forward in his new position. development. better? It's what you make of it. 14 FIELD SERVICES PFI News PFI, I salute you Written by Mike Lawson Every so often, we embark upon a journey that contributes so significantly to the growth of our business and our people – both professionally and personally, that it leaves a trail of unparalleled learnings that will forever be remembered as 'textbook' milestones to our future success! I t is during these times that we truly realise the core of our company's values and the reason we have never compromised on our 'passion for excellence' culture. Indeed, I am referring to the acquisition and brilliant launch of the newly established PFI (Pioneer Foods In-store) business that commenced operations on Monday 4th August, making it arguably the largest stand-alone structure of its kind in the world! PFI team left no The launch of PFI represents the culmination of an 8-month journey that started with an end and ended with a beginning! The 'end' was stone unturned, in December 2007 when we were given notice by Bokomo and the start of the beginning was their simultaneous invitation for us to pitch for the much larger Pioneer business's full stable of household no resource brands, including Bokomo, Sasko, SAD, CFJ, Pepsi, Moirs, Nulaid, Tydstroom and the list goes on. untapped and no Following a gruelling countrywide briefing process that set the industry alight, the PFI team left no stone unturned, no resource Pioneer executive untapped and no Pioneer executive uninvolved in compiling the most outstanding winning presentation. The next step was to 'make it happen', 'plan the action' in painstaking detail throughout the uninvolved in country and interview well over 10 000 applicants to fill the stringent Smollan employee specs. With clockwork precision, we've compiling the trained these new employees and brought them into the workplace armed with the most sophisticated tools required to excel in delivering on the promise of the Smollan brand. I am confident that most outstanding the future performance of PFI will bear testimony to these supreme levels of preparation at inception. winning I take this opportunity to salute every person involved in our enormous PFI business achievement. We wish Michael Smollan and presentation. his team good fortune as they carve their future careers off this high note. Equally, I salute everyone not involved in PFI for their unstinting role in ensuring that the exceptional service delivered to our other clients has remained unaffected by the establishment of PFI. I am extremely proud to be associated with such a promising team of professionals. Well done! 15 Inland Western Cape Written by Seggie Gounden Written by Ronald Ramolobeng The Training A motivational and inspirational message Gauteng received a phenomenal response with regards to the start up Bokomo the goodness of home. training. The training was scheduled for The heart of Bokomo is divided into five an entire week and consisted of 3 seasons: Bokomo breakfast, Nature modules as well as clients' product source, Moirs, Biscuits & So Soy. presentations. Various venues were booked all around the province and were The only way to see the happy faces in the full to capacity for the entire week of morning is to prepare breakfast for our training. We also had a 90% turnout on consumers. The future belongs to those Written by Brian Eloff the day of the strike. who are prepared to fight, fight for the space, fight to stay. It's not often in life that you get an During the training sessions the field opportunity to be part of something so staff were introduced to the Smollan I can make things happen. Yes! I can, as great that the non-believers become Group as well as in-depth training on long as you eat Bokomo products to keep believers. In the Western Cape this procedures and standards of operations your body healthy. Bokomo you make my opportunity has become a reality for many within the organisation. day, make my life easier, simpler, better. people. Why don't share breakfast with your We started our recruitment process during These modules were very informative friends and family. the month of June. As with everything in and were accepted very well by the TEAM. life we ran into snares and picked up issues, Business is like wind you don't know which this would just encourage us to get up and The Clients were overwhelmed by the way it's going to blow, but with Bokomo fight harder. In general the recruitment response and inter-activeness of the you know .You can drive a big ship on a ran smoothly and we managed to get a TEAM, there were questions and answer strong wind to the right direction. To team together that is unique. We knew sessions after every presentation and provide good service to our customers that each individual in the team would prizes were awarded to the respective winners. and say come back tomorrow. Let's serve them with “Respect” IN-STORE bring his or her unique skill to the team and make PFI Western Cape a structure to be reckoned with. The team are very passionate about this new structure and certain individuals By being “Passionate” The team got together as a whole for the went to the extent of writing motiva- Will to create “Friendship” first time on the 14th July. From the word tional speeches for the different clients. go they all showed what they have to offer. So motivated in fact that they actually They will “Trust” us A more enthusiastic and energetic team I sang what they thought should be the And get good “Results”. have not seen. The team started with Pioneer Foods In-store anthem (We Are training and received more and more Number One!!!) after every client I am very ambitious with aspirations to training for five full days. All the clients presentation. This gesture blew the become successful in everything I do. presented and the team received in-house clients away and made them realise that training from Barry Pretorius. This was a this is the best TEAM to handle their long and tiring week for all. business. From the 21st August we had the huge task of getting all the field staff together at one By the end of this training all field staff venue, this was their week of training. In were fully equipped with full uniform for these five days we had to ensure that the the Launch, which followed the week staff would be ready to go into the stores after. and do business the Smollan way. Once again the commitment shown was The Launch: exceptional. Arriving on time each day and This was a phenomenal success and went giving total commitment for the entire five on well with no glitches. The executives days was no problem for these guys. The were very impressed with the execution following week we had an opportunity and were overwhelmed with the turnout from Monday till Thursday to get the staff and passion shown throughout the into stores and get them acquainted with launch. their new surroundings. Friday 1st August we had our launch at the Cape Sun. What a day it was! For many of these individuals this was the first launch and they were blown away. The day was a huge success and after inspiring words from Doug Smollan, Mike Lawson, Michael Smollan, Francois Eksteen (Divisional Manager Sales - Bokomo SAD) and Felix Lombard (MD- Bokomo SAD) the scene was set for the PFI Western Cape team to go out on the 4th August and show what we are made of. To the entire team I want to say thank you for what you have done until now. Carry on doing it and this will ensure that we will reach the top spot. 16 Free State Written by Andy Melville On the Sunday before the launch, we had a shuttle service running between the PFI FS started spreading the news that we airport, the venue and the hotel to get all were recruiting soon after we got the involved where they had to be, on time. news that we had been awarded the contract to do the sales and merchandis- Monday 28 July - The Big Day - PFI Launch ing for the Pioneer Group of companies. in Bloemfontein. People arrived by lift, Taxi, Bus, Train, Plane and cars to attend Our fax machine and our phones started the official launch at Kopano Nokeng just working overtime as the applications outside Bloemfontein. started coming in. Tests were conducted and interviews were held in hotels, cars, It was quite a sight to see everybody parking areas of shopping centres, neatly dressed in his or her uniforms, storerooms and outside fast food outlets disciplined and on time. Michael Smollan in the rain etc. welcomed each and everyone and e ve r y b o d y e n j oye d t h e l a u n ch . By mid July we had 95% of all staff that we Spontaneous eruptions of dancing and needed and had to arrange for all key singing started after the first tea break personnel to attend training. and this set the tone for the rest of the day. It was a logistical challenge to get all new staff to Kimberley and Bloemfontein for We had a few budding Picasso's and got their training, which started on 21 July some excellent paintings that depicted and ended on 25 July. just what we stand for and what we are all about. Uniforms were issued on the last day of training and it looked like a clothing store I would like to thank Michael Smollan, at the office with all the boxes full of Doug Smollan, Mike Lawson, Francois uniforms stacked all over the show. Eksteen, Felix Lombaard and all atten- dees for making this all possible. KZN Written by Krishni Depnarain Our team in Northern Natal consists of vibrant and energetic men and women. We are ready to take on our new venture with pride and zest. I have long waited to be part of the Smollan Family, as have so many of the new employees. Smollan business is most talked about company in the trade and we are part of this exciting organization. We are grateful that Pioneer Foods In-Store has given us this immense opportunity. It's been hard work setting up the team but well worth every effort. We are proud to be part of an ongoing partnership of excellence. Written by Hennie van den Berg A new era has dawned; the birth of PFI Eastern Cape has been an amazing journey of fun, trial and tribulation. The Eastern Cape geographical size of the Eastern Cape tested every member of this incredible team and I am proud to say that every staff member has come through with flying colours. Focus on the training of the field staff was fun and interactive. The launch was an absolute amazing experience and the Regional Managers and Fieldmanagers were absolute stars in ensuring the turnout from very vast areas of our region. It has been a good journey up to now and now it is time to turn it to great at the POP. 17 Teamwork divides the task and doubles Introducing the success. PFI HR Team - Unknown Madeleine Schwarz Tankiso Mohale Wendy Newton Business Unit HR Manager HR Officer – Learning and Development HR Officer - WC & EC Madeleine has a ND in HR Management as Tankiso has graduated in HR Management Wendy completed her studies in HR well as a postgraduate Labour Law and is currently studying HR Development Management. After completing her in- qualification. She joined Smollan in Nov with Unisa. Tankiso started with Smollan service training with Shoprite Checkers she 2007 and transferred to PFI recently. She on 27th August 2007 as part of the SSM HR was employed with Shoprite Checkers and has gained HR experience through team and has transferred to PFI as the moved later to their Africa division. Other Goldfield, Nampak and New Clicks SA. dedicated Learning and Development HR job opportunities included a placement at Officer. a recruitment company and then at “Positive attitudes and dedication will Southern African Fruit Terminals (SAFT) as make this the best HR team ever.” “I think PFI will afford everyone within Group HR Officer. Wendy joined the PFI the PFI team an opportunity for great team on the 28th July. Jabulile Siwela development, relationship building “I always look forward to new challenges HR Assistant - Inland and on a more personal note an and believe that PFI will be that challenge.” Jabulile is no stranger to Smollan as she opportunity for me to solidify myself in has come through our Business my career.” Claire Derby Administration Service Seta and is now HR Officer – KZN the HR Assistant for PFI as of the 1ST July. Shelley Lawrence HR Officer – Inland Claire started with studies in Hospitality “Being part of the HR team comes Management at a Hotel School in Durban Shelley completed her Honours in DUT followed by a program with QED with great responsibility, including Coach and Mentoring. She is a skills Industrial Psychology and a BA Psychology being able to communicate with my Honours Equivalence. She is registered facilitator and currently completing her co-workers. I intend to grow within PFI with the Health Professions Council of BCom HR through Unisa. Claire has worked and help my career.” South Africa as a Psychometrist. Previous at various places such as Toyota SA & GUD work experiences include jobs at Business Filters, Capitec, Rebserve Services and Connexion, GijimaAST and Netcare Netcare until the 1st July when she joined Megan Harrison PFI. HR Officer – Inland Milpark Hospital after which she started with PFI on the 17th June. Megan has completed her HR Manage- “I am 100% confident that I am part of ment Diploma and her HR Management “One can only be effective if part of a a winning team and organisation.” Bachelors Degree. She has worked for great team, and I see that team as PFI.” Bantry Executive Apartments / Danco Projects and Linmere Real Estates / Gamtoos Mouth Resort in PE and at Polyoak Packaging and Pfour HR 7 Business Administration learners have joined the PFI team for a 12 Consulting in JHB. Megan joined the PFI month learning programme where they will learn about operations, Team on the 9th June. sales support, office administration and human resources. “I look forward to a long and successful These learners are eager, dedicated and thirsty for knowledge, we career with the company.” see them developing well within the PFI structure. 18 FIELD SERVICES Comrades 2008 TBFS News A true Written by Naz Chetty & Sathie Ramsurran reflection Together with Easter, Comrades is one of the of team biggest events on the TBFS ops calendar. By mid spirit April orders and displays were negotiated and tied up in all Retail groups. True to the nature of the FMCG business, all does not go as planned, POS was short and Energade was out of stock. With the passion and drive so characteristic of TBFS, the entire team from admin assistants through to merchandisers pulled together to ensure that stock and POS was delivered into stores and bulk display areas were re-negotiated resulting in very impressive and creative displays in all retail sectors. Comrades for KZN exceeded the expectations of the client as the team went further with the branding of Energade. Contact was made with the Comrades Association and TBFS KZN manned their watering station en-route. The sponsorship of Beverage Sales and Marketing Management to- gether with Beacon transportation and loads of blood, sweat and tears from the KZN team, this served as a grand finale for the “most successful Comrades ever for KZN” Below are e-mails from Neil Brimacombe – Managing Director of Snacks, Treats & Beverages and Kate Popplewell – Marketing Manager, Health & Nutrition Beverages with praise for the KZN team. [people on the move] Written by Arno Groenewoud “ Excellent stuff team – very well done!!! Let's see some more of these. Regards Neil Congratulations on such an incredible effort on Sunday - your team were true ambassadors to the Energade brand. We would like to congratulate Belinda van der Westhuizen on her promotion to Regional Manager S&T. Belinda started as an Area Please extend our thanks and Marketer in 2001 and became Fieldmanager in congratulations for the passion and support 2003 in the Border Eastern Cape. We wish her that your team showed for the event and well and best wishes for the future. for the Energade brand - you made us ” Lucrain Cupido has been promoted to a proud! Fieldmanager in the Transkei area. Lucrain started with the company 2003 as an Area Well done! Marketer in the SWD area. We wish him success for the future. Kate 19 All Gold – celebrating 100 years Below: Stellenbosch SuperSpar Above: Garden Route Mall was the winner of the Eastern Cape Regionals for May 2008 Right: PnP Family Observatory Left: Checkers Hyper N1 City All Gold 100-year birthday Written by Henrico Crous The All Gold 100-year birthday drive is in full swing, and every weekend the TBFS C&G team are involved with All Gold activities at selected stores. This includes the current ‘Shoprite Checkers Boerewors’ competition as well as activities at selected PnP and Spar stores. Branding is put up at these events and certain products are promoted to consumers on these days. Thus far the response has been fantastic. Thanks to the full TBFS C&G team for their ongoing commitment and extra time and effort being put into this. Also thanks to the Culinary Customer and Channel team for the free stock and apparel. Below from left: Bio Classic Eastern Cape Spar Golf day Marius, Arno, Gregg and Freek Written by Arno Groenewoud Written by Belinda van der Westhuizen TBFS C&G Eastern Cape was awarded Bio Classic business in The Eastern Cape Spar Golf day was held on the April 2008. An additional 10 staff 10th of April 2008. TBFS participated by having were allocated to service the entire a Culinary stall at one of the holes. Also we had Eastern Cape Region from the our very experienced golf players participating Transkei to Mosselbay. By con- in the form of Arno Groenewoud, Marius van der stantly focusing on our service, Walt and Freek Johannes. This year Spar decided building creative displays, cross to donate R40 000 to Community Chest. This merchandising, as well fighting for successful day was concluded by the guest our rightful space against our speaker Arnoldt Geertz from SuperSport and competitors, we have pulled the Spar donating R40 000 to Community Chest. sales into double figure growth. By Although we did not win best stall we made doing what we do best we are sure Tiger proud by being second runner up in the that we can still grow the business Better Ball Format competition. All had fun and for Bio Classic in the years ahead. relationships with Spar have been strength- ened. 20 FIELD SERVICES OK Foods Trade Show Written by Henrico Crous The OKFD annual trade show for the Western Cape division was held on the 17th of July at the Grand West Casino in Cape Town. UCM Update TBFS C&G was there in full force and participated on the Grains, Culinary and Consumer channel. We promoted the Golden Cloud pre-mix range with freshly baked muffins on offer for all the OKFD members. The new Morvite Roasted Mabele, Jungle Bfast and Ace Instant ranges were also promoted. The Ingrams Camphor Cream winter drive as well as the Elizabeth Anne's Avril baby drive were Stephen Bowker (Fieldmanager), Nolisindiso Silo (Learner), Mammei Hlehlisi (HR Officer) promoted from the Consumer channel. For the Culinary channel, the All Gold 100 year LEARNERSHIP PASSION IN PORT ELIZABETH birthday promotion was promoted as well as Written by Mammei Hlehlisi new innovation and line extensions on the Purity Cream of Maize and jarred foods range. After three years of struggling to get a job, Nolisindiso Silo finally had a breakthrough – a Smollan learnership. The trade show activities were followed in the She was born in Port Elizabeth on the 07th April 1986 and is the second evening by a function for the suppliers and child of the five children in her family. Nolusindiso graduated from her members, with comedian Mark Lottering in lower primary in 1995 (Bhongeni Primary School). Moved on to higher attendance. The whole event was a big success Primary at Nowell High School. She completed her matric in 2003 and and we received very positive feedback from progressed further to University Of Port Elizabeth (UPE) now known as OKFD and members. Nelson Mandela Metropole University (NMMU) to study B- Comm in Accounting. Due to financial crisis, she only managed to complete her Thanks to Godfrey second year. Trimm and his team fo r h a n d l i n g t h e 'It has been difficult for our family as we are now relying on my sisters event, as well as the cleaning salary to support all of us at home. My father does get part time Customer team jobs now and then.' Nolisindiso, is excited about the learnership program Barbara Vlok, Richard as she will be able to assist her sister in supporting her family. She also Adonis and Bennet wants to save towards completing her degree. Basnett for the free stock. 'When I received a call to let me know that I was successful, I was in tears,' she said. When asked about how she finds the job that she is doing she said “I have a passion for what I am doing and would like to be a successful Merchandiser and for that you need to be a hard worker, dedicated, Consumer Sampling ambitious and assertive. I would one day like to be a Fieldmarkerter.” In her spare time, she loves reading the newspaper- The Herald (Eastern Written by Henrico Crous Cape Newspaper) and books especially romantic novels. TBFS C&G in conjunction with the Consumer Customer team have embarked on a sampling drive where Lemon Lite and Jeyes Power Cream are sampled at specific targeted stores to drive sales and awareness with customers. KZN LEARNERSHIPS Written by Marisa Sheferman The responses we have had, from stores, were very good and we could see the off take in sales Meet Lungelo Luthuli & Siyanda on those specific days. Thanks to all the TBFS Mhlongo – they are 2 of our learners C&G Fieldmanagers and staff who are putting with UCM in the KZN region. We extra time and effort in to drive this. Thanks to have a total of 13 learners in our Bennet Basnett and Theo Wilscott for assisting region. with the sample stock. Siyanda Mhlongo Lungelo Luthuli Lungelo is doing a Fieldmarketer learnership and is 22 years old. He has been placed to work in Pick 'n Pay Hypermarket, Durban North. Siyanda is doing a merchandiser learnership and is 27 years old. He is working in Shoprite Inanda. Both Lungelo & Siyanda are very eager to do their learnership through Smollan. Most of our learners have very little or no previous work experience; some of them are currently furthering their tertiary studies. This learnership gives them a great opportunity to gain work experience in the FMCG industry and get a recognised qualification whilst doing so. On their first day of work, one of our Regional Managers, Chris Trimble, welcomed everyone and gave a brief overview of the Smollan business and a few of the basic rules to adhere to when working in a store. The Fieldmanagers then took their learners to their stores, introduced them to their fellow UCM colleagues and did a bit of in-store training. Everyone was very enthusiastic to start working! 21 DIAMONDS IN THE ROUGH Written by Jessie Scott-Turner “Chaucer, I confess, D iamond cutting is the art, skill and increasingly the science of changing a diamond from a rough stone into a faceted gem. Rough diamonds are not brilliant and can appear greasy. Diamond cutting encompasses a number of processes that bring out the beauty of gem diamonds. These processes include cleaving, sawing or laser cutting and polishing. A is a rough diamond; diamond cutter seeks to enhance the brilliance and fire of each stone and to eliminate imperfections, such as cracks and cloudiness. The cutter develops a plan that will accomplish and must be these goals while still producing a gem of the greatest size and hence maximum value. This article is about our learnership programme – so why am I going on about diamond polished e'er he cutting? Perhaps because the process of training and developing certain people is very similar to that of transforming a rough, often fairly ordinary looking stone into a precious and shines.” expensive gem – we are unlocking the true potential of our number one asset – people. - John Dryden (1631 - 1700) The benefits to this initiative are twofold – the person, or potential gemstone, is given the English poet, playwright opportunity to grow and develop into a real gem and to climb the ladder that this company and literary critic. offers, whilst the company benefits by having these fantastic individuals in their various teams, who in turn help our company to grow and go on being as successful. This programme has now been under way for a short time – and already some true diamonds are shining through and making excellent impressions on their new colleagues. We interviewed two of these learners to find out about their experiences so far within Unilever Channel Management. LUNGILE NTOMBELA NOMSA ANNA MOKGODI Business Administration Retail and Wholesale learner, UCM Inland Processes learner, UCM So how are you finding UCM Inland so far? What motivated you to apply to become a learner at Smollan? I think it's great. I am really enjoying every aspect of being All my life I have been working in other sectors of business – I here so far. have bought things at stores but I have never done merchandis- ing. As long as I have been aware about merchandising I have Would you say at this early stage in the programme that you been very curious about how it all works and what it involves. I are learning anything so far? If yes, what have you learnt? want to learn. I want to know about products – how they are I have already learnt a lot. When I got here two weeks ago, I doing, what they do. I used to think merchandising was just didn't have a great knowledge of administration and even about packing shelves – but it's so much more. It's about filing. And I am now already feeling very confident in myself organisation and making products available to our valued - I can do these things successfully. customers. Why did you apply for this learnership with Smollan? And how are you finding it so far? When I was at school I really enjoyed studying Business. It To be honest I never expected what I saw. But my colleagues are has always been my dream to be in Business Administration. helping me to already learn new things on a daily basis. And I am So when I saw this advert I thought - this could be my dream sure in the near future I will know a lot more. come true. One positive thing that stands out about you is your attitude – Do you feel this is going to help you with your career? you have an eager, willing view towards your work and you ask a It will – a lot. I think it is and will be exactly what I have been lot of questions, which is very commendable. How do you think looking for! your attitude has helped you thus far, and will help you get You are already standing out as somebody who shows further? I like working with people and under pressure. I am always initiative, a great attitude and is generally a very happy willing to ask questions, because if you keep quiet, it slows you person. How does it make you feel when you receive down. I love to learn – I have been like that my whole life. recognition for your good qualities and the work that you're doing (although you haven't been here for a very long time)? What goals do you have, and how do you think this learnership It encourages me – it makes me want to work even harder at will help you to achieve those goals? everything that I do. Right now my goal is to learn. I am also working on getting my driver's license. One thing I have learnt about Smollan is that The reason I asked Lungile that last question about recogni- there are so many opportunities for growth in this company. I tion is because I feel that it is as much a part of the learning would love to be part of UCM as long as possible. To be honest I and development process as cutting is to diamond forming. never knew I would be part of such a big company, but I plan to One needs recognition, even in small things, in order to make the most of it. grow and keep pushing to make the most of their opportuni- ties. Lungile's answer proves this point. I therefore encour- One thing our learners need to take note of is Nomsa's excellent age anyone reading this article to start doing the same with attitude. They are being presented with a rare opportunity and their learners or any of their employees and colleagues for to truly benefit they need to have the same mind-set. They must that matter – make the people around you feel valued. take in all the knowledge they can, not just at the classes they attend but also from everyday occurrences in the workplace. During a meeting I sat in with one of our Regional Managers They need to ask questions. This too forms a vital aspect of the and his Fieldmanagers, Nomsa Mokgosi's name was learning process because as Nomsa said – if you don't reach out, mentioned by her Fieldmanager and he raved about her it slows you down. Above all, they need to identify the true value willing attitude and her exceptionally quick learning of education and being part of an organisation that offers abilities that were clearly evident from her first day on the growth and development like no other. job. 22 FIELD SERVICES STAFF MOTIVATION IS KEY TO ENSURE SUCCESS AT THE POINT OF PURCHASE Written by Marlene Du Preez As line managers we are often faced with the challenge to keep our staff motivated while performing their daily duties of meeting the client's objectives, servicing the customer efficiently and ensuring their line managers are satisfied with their level of performance. In PnP Witbank a Fieldmarketer named David Zondo is performing all these duties and more on a daily basis. After a discussion with him I realised that 50% of his success is due to self-motivation. David is a shy but confidant Fieldmarketer. With his help his store has won 2 major incentives these past 2 years and he has won a couple over the years as well. His excellent execution of new innovation, booked promotions, adhoc activities as well as drives sets an immaculate example to all of us. At every cycle meeting we honour and give recognition to Fieldmarketers for going the extra mile and it's difficult to exclude David in these ceremonies as others are striving to follow his example. David Zondo Our “Achiever of the Month” gets recognition at these meetings in form of a small gift and a presentation shown to all of their achievements. During one of these ceremonies I asked David to is performing all talk to his colleagues and tell them what keeps him motivated and his “secret to success”, so to speak. This is what he said. these duties and As I have been given this opportunity to give a little bit of motivation, I will humbly elaborate on my way of tackling the daily duties that I have to execute. There are 3 key basics that form the more on a daily gist/crux of my style of working. basis and after a The 1st is PLANNING, according to my understanding planning is knowing how, where and when to start a given task. Thus by planning you will cover a lot of ground in a short space of time. discussion with The 2nd is to focus on a closely related value namely of DISCIPLINE. I uphold this value by being punctual, neat, hard working and dedicated, ensuring that my communication is excellent with him I realised that everyone within our business. Remember “it's not what we say but how we say it”, it's through discipline that client & customer can distinguish between organization and people. 50% of his success The 3rd is FAIRNESS that is about treating others, as we would like to be treated. This has been to is due to self- my advantage as I negotiated for more forward share and displays for our brands in store. In conclusion I would like to point out that the above mentioned basics will go a long way to motivation. ensure that we LIVE THE BRAND…Integrity, Passion, Urgency, Innovation, Urgency & Orientation.”Thank you!” After this message you could see the respect and emotion on many faces, I will certainly not forget this meeting. Well done David, keep this up. Your efforts and achievements are greatly appreciated and recognised. 23 “In this life we cannot do great things. We can only do small things with great love.” - Mother Teresa Unilever and Spar Eldos feed the Poor Written by Vish Singh Change: UCM, taking After a store visit to Spar Eldos on a Saturday morning at the beginning of it in our stride! June, Colin Jagdessi, my Spar Fieldmanager, and myself were sadden by seeing so many children hanging around begging so early in the Written by Zahid Shaik morning. What made us even sadder was that most of these kids were between the age of five to ten years and when questioned they told us Change is fundamental to the survival of the they need money for a meal. We then decided to speak to the owner of species. Inherently man's quest for the prover- Spar and told him that we want to help by having a soup kitchen one bial “greener pasture” has ensured his survival Saturday morning and would confirm details, once I had spoken to through the evolutionary timeline. Unilever, to donate the soup. The Unilever Knorr Category willingly In the socio economic context, back at the office agreed to help us and donated soup to feed 800 people. We then had a at least, the UCM business has been through a follow up meeting with Spar and it was agreed that we would bring the metamorphosis these past two years since the soup and that Spar would donate the bread and cups. Once we all came inception of the One Unilever concept. During to this agreement we set the date for Saturday the 14th June. The store this time the business has re-engineered itself also agreed to make posters to advertise the day and put these posters up into a single channel mirroring the Unilever on nearby street poles and outside the store. dynamic. The UCM core competency however has remained the same throughout this period that is I then spoke to the rest of my team and asked if they will be willing to help providing “world class service delivery at the on this day and everyone agreed. We planned the day and tasks were split POP by means of leading edge technology and among all of us. A special thank you must go to Colin's mum for lending people”. us four of her huge pots and to Joseph Stepens for lending us his soupspoons. In the Global sense, most large corporations have been putting their marketing, operations, On the Saturday morning we spilt into two teams. The first team started financial and outsourced functions under the to cook the soup in the Spar kitchen and the second team set up the table microscope to evaluate their competitiveness - and decorated the outside of the store with KNORR POS. We also had an for good reason, because of the growth in the Omo roadshow outside this store on the same day with loud music to SME business category (small to medium create some fun with lots of samples and goodies for all that took part in enterprises) and the threat of external competi- the planned activities. Once the first batch of soup was cooked team two tion. The FMCG market is a vast and highly started to dish up the soup into cups while team one continued to cook competitive universe and many small companies the next batch. By this time we had a long line of poor people waiting to have being seeing lucrative gains in market share get their free soup and bread. What touched me was the fact that the at the expense of their bigger more illustrious kids that came for the soup were well disciplined and after collecting rivals. This is due to the fact that they have made their soup sat in one corner outside the store and cleaned up after they huge strides in cutting down production lead finished. Some kids were so hungry that even came for a second round. times and more simpler route to market con- We all could see the happiness in their faces and that all these people cepts. were extremely thankful. We finished at about 2pm that afternoon and fed 803 people in total that consisted of men, woman and children. Unilever has been no exception. As companies are trying new ways to look more attractive in the I would like to thank my team, Unilever and Spar for making this day a marketplace from a investor and investment great success and for putting a smile on these peoples' faces. relationship, the current scenario suggests that Unilever's taken an innovative approach to Colin Jagdessi, Michael Jele, Mario Friedberg, Cairoomisha Pannels, outpace its competitors and merge its once stand Pranesh Pooran, Attish Jugdow, Peter Van Wke, Ceri Labuschange, Joseph alone Foods and HPC businesses. Stepens and Mrs Jagdessi (Colin's Mum). Whilst most companies either undergo aesthetic or cosmetic change some have even gone to the extent of re-evaluating their core competencies. In the Unilever case they've still maintained their original objective in providing the South African consumer with high quality brands and products across our diverse LSM portfolio. For UCM it means taking this corporate strategy and turning it into action, in the field. This is being done with a single-minded vision to ensure Unilever remains one of South Africa's most recognisable brands in the consumer goods basket. We might not see the end of change, as the global FMCG market is taking tremendous strain from the Macro Economic factors impacting here. On a positive note though, we can rest assured that the experiences gained this past two years will certainly give us the tenacity and resolve to embrace any further change with positivity! Here's looking forward to the challenges that lie 24 ahead. FIELD SERVICES Face of Impulse UTD and Unilever score a goal Written by Aatish Jugdow and Nigel Maguire at Lotanang L.P School What a fantastic day! This was the launch of the Impulse new fragrance range. There was plenty of surprises in-store for the consumers at Written by Alfred Manala Shoprite Randburg on the 2nd August 2008. On behalf of the UTD team we would like to thank The preparation started two weeks prior to this with the planning for Edwin Ukama for giving us the resources to drive the event. Involved was: - our brands. Thank you to Chris Pillay for his UCM Team support of this idea on social responsibility, Unilever Category team actions that are above normal duties. Shoprite management Centre management It is with great pride that I share the letter Promotions company Plum PR received from the school principal of Lotanang L.P School. The UTD team presented, on behalf of My day started at 6:00am, with a phone call from the technical staff Unilever, a new soccer kit to school. confirming the placement of the podium that needed to be erected in front of the store. At 7:00am both my team and I were present at the store. I touched base with the store management as well as the centre management to finalise any outstanding issues. After a lot of preparations the time had finally come. We kicked off by playing some slow jams hosted by no other than “Zanele” from 5FM. Crowds gathered anxiously awaiting “Karabo” (Generations) the Face of Impulse. The aim of the promotion was to build hype and to encourage purchases of the new Impulse fragrance range. The day was filled with a host of activities, quizzers, gifts were handed out and autographs and pictures were taken with Karabo. All in all we rejuvenated the Impulse brand. We sold 210 units of Impulse during the 3 hours of the event. Shoprite management gave a big thanks to Unilever and UCM for making this event a huge success. A special thanks to Reuben Modika (Fieldmarketer) for assisting in the day's events. It had been a long day but at the end it was most rewarding. [well done] July 2008 a busy month for A job well done – Sidney Skippers UCM W/Cape Sidney Skippers Fieldmarketer in Hypermarket Brackenfell was taken on a factory visit in Durban. This was in recognition of the July was a busy month for UCM W/Cape team. On the displays' that he has built in his stores. He expressed a wish to do a 7th a new structure was implemented and it was a factory tour and Unilever arranged it for him. Well done Sidney. hectic scramble to get handovers in old zones and introduce staff to new zones. We employed new staff and also welcomed 19 learners to our team. On the 18th we left our offices and moved to the new 1 Unilever offices in Century Gate. The movers were at our door at 8am on Friday morning and by 3pm we had set up and could access E-Mail and were up and running. The teamwork was great and everyone assisted in making it a success. 25 FIELD SERVICES THE SSM Luis Monteiro FATHER OF UTD SSM's Written by Chris Pillay Words do not come easily and there are not enough to describe Charl Grobbelaar, “The father secret weapon of UTD”. To everyone in UTD, Charl can be ascribed to Madiba. He took a moment and created an opportunity. He took an ordinary (and sometimes nobody) and gave them hope that they're somebody. He is a true leader and partner that we would work with again and again and again. He has been an inspiration to, not just us at UTD, but our I extended families and friends. I recall a very have had to overcome many challenges in my life. This began for me at an befitting comment made by Brian Keddie when early age when I was diagnosed with polio on my left leg at the age of he delivered his speech at the launch of UTD in three. This resulted in me spending time in and out of hospitals October of 2000, “If ever there's a Boss that I want throughout my childhood. to work for, it would Charl Grobbelaar”. Through hard work and dedication I did manage to complete my schooling Charl started the successful UTD division in 1999 however my parents could not afford to send me to university. I therefore with a burning passion to make a difference to decided to join the FMCG industry and got my first start within the liquor people who in turn grew with the business. We industry. (e.g. Solly Kramer's, Trade Centre, Bavaria Brau). saw him grow people quicker than he grew the business. Ordinary people became important I refused to allow my personal setbacks, i.e. my disability and divorce get me people who started seeing life from a different down. perspective. Many people with no vision saw a future when they came in contact with Charl. In 2006 I decided I needed a new challenge in my career. I went for various Numerous people achieved dreams that they did interviews and was unsuccessful due to my inability to drive a manual car. not even dream of. He was a master at creating Then eventually an opportunity came my way, when after numerous opportunities and making people see beyond interviews, SSM offered me a Fieldmanager position. In addition, they agreed them selves. to provide me an automatic car, the only small accommodation I required to overcome my disability. He has instilled self-confidence and empowered all who were lucky enough to have worked with him over the years. Charl's knowledge, expertise I officially started with SSM two years ago on the 5th August 2006. Initially and attitude will be missed but his legacy will live there were a few managers and colleagues who were concerned whether I on. would cope in the trade. This only helped to inspire me, and ensure I not only achieved, but also surpassed goals that had been set. Charl will remain in the minds of all that knew him. As he ventures into another chapter in life, On the 23rd January 2008 I suffered a serious fall and I broke my leg, that was we know that he will make a success of someone another setback for me. The sun rising every day was a consistent reminder else. That's what makes him successful. that I was given yet another opportunity to tackle the problems I faced, regardless of my disability. Nothing was going to stand in my way. We as UTD family would like to bid farewell to a brother, father, friend and a true LEGEND. We Not only did I believe in myself but also, so did the SSM management team wish Charl well in his future endeavours. and on 1st July 2008 whilst recovering from the broken leg I was promoted to a Regional Manager position. Thank you Charl. With love from the Family. HAMBA KAHLE BABA. When doing trade visits, certain customers tend to show varying degrees of sympathy. I do not let this get me down. I have learnt to use this as an advantage to ensure success. Nothing in life is impossible, and to a certain degree my achievements in life this far and more recently in SSM are clear proof of this. All it takes is self-confidence, hard work and the knowledge that it's only over when you cannot take another breathe. The key to my achievements this far has been the passion I have for my job. So team SSM... “YOU HAVE A SECRET WEAPON” on your side…LUIS MONTEIRO! 26 INFORMATION TECHNOLOGY AND HUMAN RESOURCES HR QBIC News Learning in Action Qbic shows Written by Eva McLaren their hearts “The great aim of education is not knowledge but The staff of Qbic based at Smollan Maryvale, opened their hearts and wallets to collect action.” goods to donate to victims of the xenophobic - Herbert Spencer, English Philosopher violence. (1820–1903) I n July we launched our 2008 learnership programme that will see the group delivering 6 national qualifications to our employees across 5 cities, Johannesburg, Pretoria, Durban, Port Elizabeth and Cape Town. 683 employees across the group have been given the opportunity to obtain their qualifications in Merchandising, Sales and Marketing, Business Administration, Contact Centre Support and Generic Management. This is definitely one for the records and a massive learning curve for all in- volved. To all the learners – GOOD LUCK with the your programmes - may you prosper and achieve your goals. To all the teams involved across the business –Thank you for your tremendous effort in delivering this project. Shining the Light of Learning! 2008 has seen Group Learning and Development growing, learning and changing! Let's meet the team! To find out more about what Learning and Development can offer your team, contact Debbie van Blommestein: firstname.lastname@example.org Arnold Sebastian Debbie van Blommestein Virna Senneck Eva McLaren Elsabe Uueckermann Michelle Chandler 27 INDUSTRY INSIGHT The “We often try work out why last some people succeed in our business from the first moment word their feet hit the ground, and Michael Smollan we try understanding what makes these people who they are – in a word it is courage” W e often try to work out why some people succeed in our business from the first moment their feet hit the ground, and we try understanding what makes these people who they are – in a word it is courage. Courage It is a very difficult business to control and manage because of to fight to be the best everyday, in every touch point we are the number of people and the distances between them – but responsible for, wherever and in whatever part of the world it may discipline is one of the things that sets us as “Smollan people” be. More than that though it is about peoples 'make up'. Now you apart. We know we have a responsibility to deliver at the point may ask “what this is?” and “how you define it?” but simply it's our of purchase every day, and it is only by disciplining ourselves DNA. can we truly be successful as a business. Our people under- At the centre of our business right from Fred Smollan in 1931 we stand the responsibility we have and have the self-discipline to have held a number of core values, these values are the foundations ensure we fulfil every promise we make. We know we can make of what we as Smollan people are made of and indeed what our the difference ourselves and we make sure that we are business and its reputation has been building on for 77 years. disciplined enough not to break the trust of our colleagues. Discipline is one of the hardest values because it is so difficult PASSION to constantly strive for perfection when no one is watching – Passions stems from pride, being proud of who we are and whom but this value like the others shows our DNA. we represent. Passion for what we do in ensuring we deliver the best service at the points of purchase we have been entrusted with RESULTS ORIENTATION is a critical value in ensuring we deliver every objective to the We work in an environment where results measure our success. fullest. This passion stems from a combination of our world class Unfortunately it is very difficult to measure the value we add clients and various sectors in which we represent them as well as any other way, and why we are constantly striving for better the understanding and appreciation of working for a market results. These results may be physical like more shelf space, leading business with a long and rich history. The passion that we higher sales or bigger displays or these results can also be talk about cannot be made or bought, it must be felt inside each things you cannot see like better relationships, working faster person and radiate in the work that we do for the people we do it and smarter or even building a better team. In all of these for. improvements we are trying to improve ourselves in every possible way to ensure a better delivery to our clients and our INTEGRITY customers. If we can manage to achieve better results every Integrity is another founding principle of this organization. This day while at the same time applying all the values of our perhaps is the one with the greatest responsibilities, as it not only business, then we can truly be proud of who we are and what defines you as a Smollan person, but defines who you are as an we have done that day. individual. Integrity represents a number of different qualities like honesty, loyalty and fairness. These qualities are integral in our INNOVATION dealings with each other in the business as well as our clients and Innovation is the final value. It is a value that too started in 1931 customers because integrity is the basis of building trust. This trust and has been a driving force in everything we do. You may say it takes many years to build and is one of the most key components to is difficult to be innovative and only certain positions or people building relationships that are the cornerstones of our have the luxury of being innovative. This is certainly not true. partnerships with each other and with our clients. Some of which Innovation comes from questioning ourselves; it comes from we have been building for over 30 years. Integrity is really the value looking at what we do and asking if this is the best way we can that governs all others and unless it is at the centre of all your do it. This too is a very difficult value because most people are actions – none of the other values can truly be built. happy to keep doing what they do the same way forever, because it is much easier. To be truly innovative is very difficult URGENCY because it means we have to constantly question the way we We work in a very fast paced environment, we need actions and do things in order to get better results. Our business looks at answers instantly. This allows us and those we work with the itself every day and looks to see what we can enhance and each information to act quickly ensuring the best service and the best individual can do the same. results. We are most often the people at the centre, meaning we control that information flow and the responsibility falls onto us to These are the values of a company that has been built from one ensure we have the sense of urgency to deliver this information man to 15 000 over 77 years. These values have been the faster and better than our competitors – this gives us the leading building blocks of our people and our business and they are the edge. We may sometimes believe or think that our actions to not 'make up' of the people who are truly Smollan people. If you sit have an effect on others but in fact because of what we do, the back for a minute and think about these values you will see speed at which we act and the quality of our actions are critical to none of them can exist without the others and that they all all of the people we deal with, whether it be on a shop floor, in a enhance each other to create something better. These values buyers office, on the road or in the office. Sense of urgency like are what we strive for everyday at every touch point in passion needs to be driven from inside of you, it is the constant whichever part of the world we are, and if we combine these drive to be faster and better than the competitors and it constantly values with the courage we have – we can truly create tests us to be the market leaders in what we do. something special and continue to build on the reputation and legacy we have all been building together for 77 years. DISCIPLINE Our business is spread far and wide across many cities and borders. These values are our Smollan DNA.