Page 49 - SMI Issue 62

to the popularity of cruise holidays now with British travellers.“The market remains competitive for the bar pouring contracts and demand for variety of drink choice from passengers has forced cruise companies to provide what the customer requires,” he said.These include drinks for certain occasions such as Kingfisher Beer on Indian nights on cruise ships. Iconic brands such as Heineken still stand out and as a global brand the trend extends outside of the UK and recently CG Hibbert was awarded the distribution right to the historically famous Lambs Navy Rum in the UK and European duty free and travel retail sector. Working with Corby Distilleries Canada, who own the Lamb brand, CG Hibbert will be aiming to widen distribution of the iconic brand within all of its markets.In terms of what customers are buying, Mr van Esch said there hadnot been any considerable changes in the demand of products and brands in comparison with previous years. The changes B&S is seeing are, in most cases, the result of one of the company’s business units having entered into a new market or market segment where specific brands, different from the usual ones, are in demand.Along with the steady growth in cruise supplies, B&S has seen an increase in the duty free retail side of the business andthis has resulted in a further expansion of the range of products it offers.The Rotterdam-based companyhas access to over 1,500 international brands, directly sourced from over 1,000 suppliers around the world and collaborates intensively with these brand owners, and is the principal partner for many of them, providing straightforward, direct access to multiple niche markets.CG Hibbert’s Mr Hunter said in the next 12 to 18 months suppliers would face the burning question of whether duty free would return across the Channel in some shape following the decision by the UK to leave the EU.“Clearly, if this is the case, then we can forecast significant change within our business in terms of product mix, ways of working and sales volume.”Asked how Mr van Esch sees business developing over the next 12 to 18 months, he said he did not foresee any dramatic changes due to several key issues within the shipping industry.“The industry has been suffering for some time from the overcapacity as a result of too many newbuildings and, at the same time, a shrinking export from mainland China. Also, the consequences for the offshore industry of the low oil and gas prices have had their influence on the buying capacity in general, though not specifically for alcohol.”How has this affected the company’s overall growthstrategy?“Our long-lasting strategy which has brought us to our present position of being a main supplier to ship suppliers all over the world is a constant focuson improvements of our commercial, financial and logistic performance,” said Mr van Esch.“This is not a matter of an instant decision. It will only give results if it is deeply embedded in the organisation by everybody in the company practising it daily.“It also means that the organisation has the will and the financial meansto invest in new IT and infrastructure. B&S is involved in big projects like new IT structures and a huge expansion of our warehouse capacity which will give us the basis for further growth of our activities in the coming decade.”Another company which is lookingto grow its business in the ship supply market is San Miguel Brewery (SMB), the 16th largest brewer globally and a big player in its home market, the Philippines.“For the ship supplier market, San Miguel Pale Pilsen, San Mig Light and Red Horse Beer brands are the popularones,” said Marketing Director CésarHernández. “RedHorse isIssue 70 2016 |The Ship Supplier | 47Beers, Wines & Spirits