business meeting about the sales of products

Suchergebnis

Gesamter Bestand

business meeting about the sales of products
|

i 'm working for a research project at the university of vienna it 's the english department

mhm

er which is er looking at english as a lingua franca which is what you 're using today eng lish

what we 're doing today

what you 're doing today erm erm so english amo ng people who do n't have it as a first language but use it as a foreign language

mhm

and we 're again conne- er collecting a huge database of interactions in english as a lingua franca erm in order to describe what this english has for specific features and we 're not really looking for mistakes but we 're looking at the specific ru les or the specifi c erm features that are at play here

okay

so it 's not about mistakes or anything and it 's going to be used for e r scientific purposes for linguistics erm it 's aiming for one million words of english erm which is about on e hundred forty hours of recorded conversations

hm okay

o h

e rm and that will be available as a resource for linguists erm by two thousand and eight pro bably

okay

how non-natives talk together

okay

yeah

u- use the right right wordin gs and

and

and how they under stand each other

yeah but x

but that that 's really true when we use words which are incorrect normally a- all the people who are not natives they they understand it

they understand it

yeah

they just nod and and that 's it you know although the word is not correct but

true

who cares

yeah

first of all and

or we switch to german

yeah right or we switch

so thank you very much

no no no do n't switch

no no no

some practice for you no

sh-

yeah ok- o- that could be fine but i i i used to to talk german rather well but e r

we could we could confuse them

oh yeah

yeah just just

yeah then we so we just add some german words to the the the english language

the memories

yeah right

okay

would you like to have coffee

er tea please

or wa ter tea

tea

she 's yeah more the

ja ja hab ich schon

we have er blue we have blue tea

sag es mir wenn du noch heisses wasser brauchst

blue tea

which one

sag dem [firstname1] wir brauchen den blue tea

blue tea

cof fee

for you

yes please

thank you

[S1] sie haben auch noch keinen gell

switch off my phone

nein

darf ich eh

gerne dankeschoen

you have a chicken

weil wenn ich patze dann patze ich gleich xx

oh my phone not my chickens

okay sorry

chickens i heard that before chickens

dankeschoen

chickens

yeah that 's what [firstname1] told me yesterday chickens xx

aha in the back

three chickens in the back of the car

ah yeah

mhm

oh i did n't remember

you did n't hear it

i was n't listen to that remark

xxx to get blue tea

yeah yeah

xxx

red tea is also open

wh- which

red tea

red tea red tea

red

no red tea could the could the rooibos tea

exactly

red tea

what

red tea could be rooibos

o h

rooi bush tea

yeah yeah

yeah rooi bos

x yeah

yeah rooibos could be x xxx xxxxx ja

is it allowed to take off my jacket

yes just feel yourself at home [S2] as long as you sell enough

we can take it off

feel yourself at home

milk

yes please

o kay

with gas without gas

e r without gas please

some more a bit more hm

stir not shake huh

thank you so we saw a lot of japanese this morning in er there in in the breakfast room

sure

millions of them

think they all went to the casino yesterday even ing

yeah

they were not happy this mor ning

[S2] with or without

the the lo- ja danke

long night

no it 's fine just coffee

ja ich auch nicht

okay sie koennen sich eh nehmen wenn wenn

ja ja danke

oder wollen sie mit ohne gas

toilet 's on the erm er toilet er m left-hand x or

par don me

on left side the toilets

yes yes yes

yeah

okay

er here

right after the stairs

the stairs up

er the stairs

up the stairs left side

the en trance

you had a good rest so far

so far it was a little bit hot in the you know in the hotel room

yeah [S4] - [S4] said the same

rea lly

yeah

so i opened the window and e r

mhm

turned already on the heater maybe

it was

yeah

mor ning

morning

xxxx

xxxxxx

but er well for the rest it was okay

mhm mhm and is it very loud there during the night

i did n't hear a thing so but i 'm was in the in the inner cir- and in the yeah so we 're in the backyard so

mhm

in the back in the backyard

i did n't hear anything so

oh that 's good mhm

so er yeah but i er yeah it was warm but er and i also had had e r i 'm already suffering three or four days er of a sore throat so y- this evening

mhm

at the

mhm

yesterday evening due to the talking yeah

laughing

and the laughing

i really felt my throat e r

yeah yeah mhm

so e r but i ta- i took a small aspirin and i think within er

in the morning

within within fifteen minutes i was completely gone so

very good

when x when there is such a dry heat

yeah m hm

out of the dry air in in

yeah

the room

yeah

then it 's that 's bad

but the beds were perfect in the hotel yeah

yah

it 's a good good bed it 's a

mhm

very good

yeah

mhm the agenda for for today will be we will go er through all the e r sales review and so on and so on and so on and when we come to the point of er [thing2] [firstname1] will join us

okay

to do e r the presentation of [thing2] and then afterwards we talk

on ba by and the baby sheep

right

takes just two hours

do n't worry

and

they ask for the door you know

which door

the high light

the door we mentioned the new door

your new door

a h the new door

xxx xxx

yeah we al so wanted to to have the discussion on which car we are er

i completely forgot it already

okay

xxxx

oh by the way this is the new door

yeah it looks great but

and er today we also show you some new

yeah

er products

great

er for your further investigation or review and then we can see or whether you 'll welcome one or the other product

okay

yeah

yeah and and it 's er do you already have an an overview on on er the the licence sheets for e r

yeah sure

coming year

m hm

mhm we 've

as well as well

the news presen tation we have

mhm

okay great

that for you as well

mhm mhm

it 's

die machen wir noch gell machst du ja ja

before

yeah yeah

before we start with the [thing2]

just yeah yeah because it 's it 's yah when you are doing all this normal business e r

so maybe also we talk about the plan before we we er

we can do this as well yeah yeah and keep [thing2] for er

introduce [thing2]

do i have to close the door or xx xx x

for the last xx

yes please

yes no

yes please mhm

er thanks for the tea

the blue tea

yeah

i prefer e r pfefferminze tea

m hm

kraeuter tee

kraeutertee

this is a sheet i prepared

thank you

yeah thank you

er for you with all ex sales data without e rm the er the order for xx which just came yesterday and

yeah

it 's not included here so it 's

[firstname2] sent you yesterday an order right e r

yes she sent it yesterday afternoon

yeah

and e rm she told me that it was very

it 's i have it here it 's around twenty-six thousand euros so sh e ordered e r mickey mouse blister heffalump cars best of [org2] and eight packs

and shelf displays i think

shelf displays as well

yeah

fifty-four

because it 's very important to

for the

to get those yeah

scratch and win pro motion

yeah

no but [firstname3]

because xxx for promotion at this moment and there

worked already with it and

yeah

it should be fine everything but it 's not included here in this file

no okay yeah

yeah concerning stocks we talked about it yesterday i think we have to put mo re effort in e r in stock control ourselves

m hm

what we e r what we see is e r sometimes we make estimations also now on this activity we make e- est- estimations on on okay er er we think that we can sell four hundred er of these er these promotional items

mhm

and now finally the outcome is that we se- will sell at least six hundred a nd

mhm

and when those things occur you normally should have had more than sufficient stock to m- to continue that promotion and now

mhm

the- these things happen and then we have to order and of course yeah you you guys have your production time so that will take at least two weeks

three weeks yeah

yeah

yeah two or three weeks so an- and then finally we are ending up without stocks and that 's

mhm

when and you know lost sales where you have out of stocks it 's a lost sales

m hm

right

so e r

mhm mhm

so we also concluded already that we have to one of the tasks we are having now is put mo re even more focus on on e r on stocks and and and rotations

m hm mhm

yeah to to e r to at least e r make sure that we do n't face any out of stocks any more

mhm mhm mhm mhm mhm

cos that 's e rm

i do n't know er i think we 're

have the right level of stocks

yeah and that 's of course that 's difficult because of all the

available

mhm

the the different lines and er i think you 're you 're you 're guys are facing the same problems as we have

right

mhm

eve ry day

it 's er

yeah every day and and and and accumulated on e r

every day

mhm

it 's a play every day

yeah so it 's

incredible mhm

and you never know what

right

how successful e r a licency will be but e r

mhm

mhm mhm

i think it 's wise to at lea- to put more more focus behind it

yeah

m hm mhm mhm

and the n that we been doing now

mhm

yeah [firstname2] - [firstname2] is work- is doing is analyzing it every week

mhm

yeah and every week look at stocks and rotations and sales and orders and forecasts but e rm especially on the promotional side we have to e r to e r

mhm

get more informa tion out of

yeah

out of the market and from the account managers

yeah

mhm mhm and sponge bob is is sold out now or

hm a bit left from stan ding bags

yeah

we have some

but yeah

i thought e r

okay

about

twenty-one plus two

yeah three hundred sku e r

m hm

yeah stand ard bag

mhm but not a big quantity any more

yeah

but the blisters are all s- sold

mhm

yeah

okay how could we could throu gh through this meeting e rm because i have made a a presentation you can go through it or

mhm

do you have your

we can go through it

m- i think a- most of the items er on your agenda will be in here and o therwise we can discuss

mhm

okay then we can we can

mhm

yeah

shall i

go it on it yeah

or you you want to discuss the file first

we can e r also discuss

yeah okay

your files and

yeah

and come back to this one no problem thank you

thank you very much

do you want also an er presentation erm i 've forgotten what your name it

xxx xx

[S1]

no that 's fine thanks

okay

i 've printed out that 's one for you

thank you

well prepared wow

yeah

it was very heavy in my suitcase but er

but there was plenty of room

it 's always too less erm well yeah you have also

[S2] what what you are seeing here these are our sales to you

i know i know but i 'm che cking with my sys tem

mhm mhm

okay

mhm

the the thing is what i found out looking at figures

yeah

what i found out our in-market sales is is thirty-five per cent above last year

o kay

mhm

a nd but when i looked at the information i 've got from from a buying point of view

m hm

i saw that we were on the same er at the same level as last year but now i 'm looking here at these figures a nd here i see that we 're not on the same level so i 'm

m hm

now questioning my own er buying e r sales figure so there must be something wrong in the system

mhm

mhm so you have

in m- in our system

mhm

you have lower figures than

yeah far lower

this

okay

so e r i was that 's also i w- i was really looking into it and i

m hm

i could n't find a solution why the difference was so huge

mhm

cos i what i saw is a a growth of thirty-five per cent in market

mhm

and a buying value exactly the same as last year and i could n't match that also not looking at stocks because there was not a big difference in stock level

yeah

mhm

so i was really thinking hey how is this possible and also when you l- l ook at this slide it 's e rm it 's not in the presentation but

mhm

when you look at this slide this is the e r the absolute sales per period

mhm

so that 's er that 's above last year a bove last year above last year above last year above last year this one okay that was last year 's

they 're just pi- pieces

mhm

e r [org3] e r loading in

delivery mhm

delivery so that was below but again above a bove

mhm

and when i look then at the

buying

the buying e r tha- that 's that 's this and there okay tha- that 's cumulative but

mhm

the index es were yeah

you know the the indexes are ar e

mhm

o- okay sometimes good but sometimes very worse and and

m hm

i couldn- i could n't match that so but now

mhm

e r some some

we are above

some thing something is wrong in e r in in er in our system somewhere you know at least in ou- in my buying figures

compared to last year

mhm

mhm mhm no we increased we increased the the buying volume compared to last year b-

yeah

b y about sixty thousand sixty thousand euros was haben wir zweitausendfuenf

yeah because two thousand five we had two hundred and seventy thousand

yeah right

in total we see

in total year and now we are on two hundred seven ty-seven

in total we see it here and and

yeah

so and we still have

ri g ht some

four

x and then it 's

four months to go

october

s ome

octo ber order was twenty-six thousand so that that 's

yeah

four months left so and and e rm

and without the order of yesterday and so on

we will probably end up

that 's with out er with out yeah yeah

yeah

to meet the plan you know so then you can see the growth

yeah

so we have around three hundred now including october order and then still

yeah

november december

november december so

yeah

so we 'll match

you should match the plan more or less

we will match the plan yeah

right

this i was read ing and think how was this possible and e r

yeah

mhm mhm mhm mhm

mhm

did we do something wrong with in voicing or whatever so e r

mhm

that 's an er great task for me to check

or did sponge bob duplicate it in the warehouse

be cause there is xx

it 's a naugh ty guy yeah so you never know

because

they were there for so such a long time you know

sponge bob in the underwear

yeah right

maybe without underwear

that could have been an explanation to that

yeah we have we have we how have this new item it 's it 's ba by sponge bob

yeah right the baby the baby

ba by b baby c and baby sponge bob

yes

and baby worm

baby born y- that 's

worm

okay worm m hm

worm yeah

okay

okay e rm well here you can see e r the agenda e r i we we will talk about in-market sales iri figures e r

mhm

a- activities of er two thousand six er what we 're e r are going to do in er yeah next year and what we yeah es timate

mhm

e r

m hm

in sales x x xx xx

mhm

e rm well on er the this page you can see the in-market sales and here e rm er you can see in the first table e rm the figures of two thousand and five erm till sep tember

mhm

and i have accumulated that to e r the total of quarter one er quarter two and quarter three and erm the last column erm are figures of er er on dis pensers

mhm

and then you can see how many dispensers we have sold er in two thousand five till this moment

but just the first three quarters it 's total dispen- dispensers of the first three quarters mhm

dis pensers

yeah e rm and the second table you can see er the figures of yeah of the dispensers e r for this year and there you can see that we have an increase of er thirty per cent if you e r compare two thousand five x xxx

so the last co lumn is two thousand six january to

this er table 's e r two thousand six and this one is er two thousand five yeah

ach so then the this x okay got it mhm

mhm

and if you e rm er should take out [org3]

mhm

and the x is much er much higher but er i i think it 's still okay here

mhm and are highs i- also aah is [org3]

but i read that

yeah

here

okay

yeah sorry yeah that 's [org3]

mhm

and i 've made some items e r grey o r invisible

mhm

e r and e rm that are the yeah that are the items which are not er dispenser which can also see that er erm that there is higher sales in e r fruit e r refill packs and also with the cola blisters e rm i hope you can er read it because it 's rea lly invisible

mhm

but last year e rm we have sold thirteen hundred e r fruit refill blisters and this year e rm yeah we have sold more than four thousand

four thousand

mhm

but that 's also an high increase hh and i think that has to do

mhm

yeah with more distribution and e r with er placing in the b- the best place

you had cola as a xxx as well yeah

yeah we have introduced the cola b- er blister or we 've sold till this moment e r yeah more than er one thou sand erm

mhm

that 's our sku

the minis they are more or less e rm gone

the minis yeah yeah but i think erm

but with the last order you 're you ordered er

small quanti ty

minis

yeah

yeah a small quantity

from the stand-up bags

from the stand- up bags yes

okay

cos i was i was

er the

surprised

sur prised because e rm

yeah

during the whole year there was no order

yeah

but i think that hh and

we had a lot of stocks

mhm

still from last year on that product

yeah

and you know e r when er when we have one customer ordering a product we just order it e r it 's

mhm

yeah

it 's also o ur bit of service er to customer so

mhm

i think you have e r created a new stand-up blister

yeah

er which will replace e r w- which will replace e r the stand- up bags yeah

mhm

the stand-up yeah

the stand-up bag and then probably x x x

yeah

and i think we will yeah we will follow that because e r

mhm

er this look is more uniformity the er uni formity in the shelves of the

yeah

mhm

blisters and then yeah we think about er what we will do with the stand-up blister but i think yeah we we can kick it off e r can kick out the st-

the stand-up bag you mean

yeah

mhm

the stand- up bag with the minis

yeah

yeah yeah yeah

yeah

i mean

because if if you

the stand-up bag should should fade out

mhm okay yeah

more or less

yeah because if we have no stand-up bags any more that 's irrational

no there is no time pressure behind but

yeah

erm

be cause we probably have enough foil but when it 's

in a few months they just they just faded yeah

yeah

when it 's gone then

yeah

we 're also x x x not prepared

and what dates e r do you want to e r kick up only stand-up bags have you prepare er erm one special er event or xx xx or xxx o kay

no we will we will

no we 're flexible

right right yeah mhm

in all the countries we can discuss it as as soon you er would like to have them

yeah

be cause to

okay

we have to discuss if you er would like to have the same bar code or if you would like have another bar code

okay

depends on your system as well

yeah yeah okay

hm the th- the thirteen per cent increase in in that 's only in blisters so that 's excludin g e r the refills

yeah

a nd that 's until september

yeah

so that 's comparabl e figures sept ember september

yeah it 's re- yeah

yeah there 's a double dispenser also but not the dispensers in the [thing3] or in [thing4] but e r

yeah yeah m hm

o nly the dispensers

but in food our main customers are still [org4]

[org4] yes

and [org5]

[org5] and some e r members of er [org6]

a ha okay

and some er e r and [org7]

here

yeah

[org6] just in one this this fun meter

yeah also in as an ass ortment er product but also in e r in now in the

in shelf

in this test we 're doing this is very successful e r by the way

yeah

m hm mhm

it 's that fun and food e r pro je ct

yeah

but you have asked me to print out er our figures of er sales per customer and per part

m hm

there you can see which erm

mhm

which clients e r erm

and [org5] these are are the the the name of the of the shops are

yeah

are [org5]

yeah

yeah it 's called [org5]

okay mhm

and the se e r but we are we do n't have distribution they are through the head office because they ar e agai- against mo- yeah via wholesalers

but via a wholesaler

yeah right mhm via the racks

yeah

mhm mhm

and e r we have some i think we we have we brought some iri figures as well to sh- to

yeah

show you rotations

yeah

mhm

they are

mhm

er enormous so e r

mhm mhm m hm

it 's e r

for us and that 's also in the plan for next year for us it 's it 's key to er to get the

the displays

to get displays in

yeah yeah yeah yeah yeah

it 's it 's all a matter of pos it 's e r dominance dominance dominance

mhm mhm mhm mhm mhm mhm mhm

mhm

no you can not compare the rotation out of shelf and and

it 's here what i what i talked

on on the display

what i s- what i told [firstname1] yesterday rotations out of the shelf we see now an increase f- especially at [org4] because we

mhm

we got more dominance there we had two

mhm

two facings now we in av- we have in average four fa cings

mhm

er and you see the rotation go per store from four to seven

m hm

and there 's every-

per week mhm mhm

per week so there 's everything to do with

m hm

with with dominance yeah with presence

mhm

e r but when you compare that to a to a to a display where you put a

mhm

a half half wheel in the in the store

then you have twen ty and more

the- then yeah more than more than twenty

yeah yeah yeah yeah mhm

it 's i think it 's between twenty and forty e r depending on the store

mhm

mhm mhm m hm mhm

so you really can accelerate sales by putting in e r

mhm

mhm mhm

these er these old [org1] e r

yeah right m hm

and [thing5] displays

you 're right

[thing5] yeah

yeah

mhm mhm mhm

hm yeah

these these figures so t- to go back to your

yeah

e rm the two thousand and five and two thousand and six figure the two thousand and five is the total yea r

that 's that 's total it 's it 's total the whole year yeah and the total two thousand six is e rm

a h okay

okay

including september

and it 's total ye ar

and that 's total year yeah

and it 's un til september

it 's not xx mhm

so that 's three months less

mhm that 's true

okay

so and with dis pensers you can see that we are already above

mhm

yeah

last year and even on track according to our plan

mhm

the only thing is yeah with the [thing1] minis we discussed already and [thing4] there were no

yeah

no sales of [thing4] this year so far

with this year there were all sorts of good licence to e r of the erm cars was a good li cence and e r best of [org2] i think it 's also e r xx good

the cars yeah

mhm

best of [org2] it 's

yeah

selling quite well

yeah

er at least

so far yeah

at least the dispenser development matches with er with our in-market sales because when i recalculated we 'll end up between one hundred and thirty and one hundred and thirty-five index

m hm

so and that matches with my in-mar ket sales

mhm

okay yeah

yeah well at least that 's that 's correct

yeah

ooph

yeah

and it was also e r mis- er nearly thirty thousand mickey and minnie mouse in the first line which is fo r for the santa claus bag

yeah

mhm

and the single refills as well

i brought one back with me so i can show you

oh really oh that 's great

it 's in my suitcase but

mhm

it 's a surprise for e r [firstname4]

m hm

will you dare open it the suitcase

erm

the surprising suitcase er yeah and then the second er page

yeah

of this file you have all the different assortments so you can

yeah

we can check how many pieces of dispensers per assortment you ordered so there was the promotion the x xx promo- promotion and in the second quarter of cars

yeah

and just open season is left

yeah

so far

and my question was er do you know when er they release the dvds and e r

yeah

because the film

ah the dv d

yeah the film release is in october i thought

yeah

the dvd no we have to ask

that 's open season

mhm i saw it product

yeah

xx er it 's all with the displays

yeah

fifth of october yeah

in the sixty forty dis plays

but we can check it then with

there i 've point out e rm e rm the in-market sales per customer so

m hm

then i think was interested in that in we can through it but maybe yeah it 's more for you er e rm for your information you want it

mhm

i think it 's also perhaps it 's w- it 's also wise just to s- to to send this

yeah every

b y e r

in advance

yeah

in advance but also e r e rm digital so that you can make som e some sorts on e r

m hm

yeah

mhm

yeah

mhm

the big ger

ooph

the bigger

is it too little [S3] i 'm so rry

yeah

a bit

no no no that ca n't be becau- we er yesterday we came to the conclusion that you were still not too old so

yeah

but maybe a bit too short-sighted

these are the [org8] members

that your arms your arms are getting shorter or or what is it longer

just [org8] members xx e r hopefully you can we can see it 's e r [org8] that 's the total organization and here you have a specification of the members of [org8] [org8]

a h okay mhm

and there you can see

under point thirty-nine

yeah the [org9] e r

a ha [org9]

great

great sys tem we 're having no

yeah

poah

m hm

it 's pf

so these all belongs to [org8]

mhm

yeah which ha- no which have some of those only the the members which are now selling [thing1] so you can see e rm [org9] [org4]

mhm and then there 's still again [org8] - [org8]

or is this the the total

that 's the total yeah that 's that 's sum of

of these ones

yeah

okay

that 's correct

mhm mhm and that 's always in pieces i guess

yeah it 's sku

mhm

sku

yeah

mhm

so the biggest client in food is [org8] which is an e r buying organization okay

it 's a buyer organization and i think they have fourteen members

mhm

and out of these fourteen members we are supplying one two three four f ive six seven

m hm

seven members do have the products and distribu tion

yeah

mhm

mhm [org10] is the cash and carry er one

yeah [org10] is a cash and carry organization

[org10] mhm

hh but a lot of a lot of things in holland are changing you know the we had this [org11] organization

mhm

a nd it 's falling apart

really falling apart they had three formulas now they they sold out e r the [org12] formula they sold out the [org6] - no the [org13] hhh and i think from the whole organization that was two years ago it was more than one thousand stores an d i think they will end up with

three hundred and six ty-one

three hun dred and sixty

yeah

something like that and the rest has been sold to some members of [org8] to some [org3] - er to to [org3] to [org14] so they are really e rm r- really have are suffering now

m hm

so the yeah [org13] will disappear

mhm

m hm

a lot of changes are now in the in the landscape of er holland er going on with the stores yeah that 's e r

but [org6] belongs to [org11]

yeah but that 's now

okay and and they will remain

erm nobody knows but there 's

okay

hh i think they they will remain but i they wo n't n- they will not be powerful enough to su cceed

mhm

just with one formula or only with three hundred sixty stores so they will

mhm

actively search for new partnershipping and perhaps where one or two members out of the [org8] er organization

m hm mhm

a nd e r you know the thing is [org8] in holland is a buying organization as she said she she said yourself

mhm

and they have fourteen or fifteen members

mhm

but those members are getting bigger and bigger but

mhm

the also what happens now is that they really come in each others region

m hm

in in the older days they had their own region and they were th- more or less they are the the the king of their re gion

yeah yeah yeah yeah

but now when by by taking over all the the stores from [org11] they enter each others re- they mix up

they mix up

they really mix up mhm

so now they have the same buying e r buying e rm er prices er

m hm

so they know ex act ly

m hm

what their competitor is doing in their region

mhm mhm

so that that will n ow or t- today or tomorrow will change and er i think one or some some [org8] members will step out

mhm mhm

m hm

and then perhaps we will find we will get a new cooperation with [org11] yeah nobody knows but that 's

yeah yeah yeah yeah

m hm

something will happen cos

but some some kind of concentration will

yeah and and a new buyin g or gani zation will will be set up i think

m hm m hm

but okay e r it 's not for sure but this situation ca n't last forever

m hm

right i that 's not what i what i expect but er hh and x

but [ORG3] is still the strongest

[org3] and it 's doing very well [org3] is growing

m hm

and they started off this price war huh three years ago two and a half two e r two and a half three years ago and they are gaining market share

m hm

i think they now have nearly twenty-nine per cent market share

wow mhm

a nd e r but e r the thing now is in holland that nobody that that that being in the trade and working with the trade e r it 's it has never been er er as tough and hard as as er as it is now you know e r i talked yest- no er it what i s- last week i talk to [firstname5] [lastname5]

m hm

er concerning the [thing6] e r situation and they also confirm that that e r you make an appointment

mhm

and you have an agreement with [org3] and e rm er and you confirm that agreement the day after and then a week later they just say no we do n't have an agreement er we will do things to tally different

re ally

mhm

poah

and you know imagine yeah whe- when you 're on the table you have your negotiations it 's also part of e r you know you you 've have emo tions it 's it 's the m- the moment yeah you 're you always try to seek the moment

mhm

and okay and then you finalize your discussion you have an agreement put it on paper and a week later when they are really then then they sit back look at the agreement become more rational again and say no we ai n't gon na do it and they just wipe it off the table and e r and they do it constantly

mhm m hm

so it 's e r they dictate now what happens

mhm

what what you also see e r especially with [org3] hh everyone who now thinks that he can bring in a new brand

mhm

the first a- question they ask er can we get it at private label

mhm

m hm

a nd erm and they when you look at er in the in the when you now look in the confectionery shelf

mhm

i think f orty per cent of all the skus

is private label

is pri vate label and it 's e r and it 's only twenty-four per cent of the total sales

yeah

so and what you see is it does n't bring anything

yeah

th- the market is is is is minus two

yeah yeah yeah

m hm mhm mhm

so the market is down

er and it has to do with prices of course pr ivate labels are

mhm

m hm

a little bit cheaper than brands

mhm

i did n't it does n't bring anything

mhm

but yeah they are tellin g er to the trade hey er this is this is the way the only way to e r to differentiate er compared to the e r the other e r formulas and

m hm

now well everyone has its private label huh [org6] - [org6] they a ll they all go into private label

mhm

the- they all have their own private la bel range

their own private

they all have their private label range

mhm m hm m hm mhm

so bringing in a new new concept bringing in new brands

mhm

m hm

is getting more and mor e difficult

difficult mhm mhm mhm

again e r e spec ially when when you have let 's say o- o- one product yeah let 's say o- one very strong product

mhm

we have one of th- one st- very one very strong product that 's the [org15] lollipop

mhm

a nd e r i think the mo ment we we go to them and say okay we change the design they will automatically say okay change the design and get it into my pri- into private label and we ai n't gon na do that because

mhm

doing that means that you will kill yourself because then they will immediately e r

yeah yeah yeah yeah

screw you and e rm

mhm

but that 's that 's that 's at thi- this moment e r the situation ev eryone i- is i- into private labels

mhm

an d the brands are really suffering

m hm

re ally suffering

mhm and do you also experience that the buyers cha nge very often very re gularly

yeah

what you e specially see in the sugar confectionery area that the buyers change a lot

that 's also

but also that the sugar confectionery area is now an area where they e r er e r only only use let 's say s- starting buyers so not not really

mhm

e rm er sophisticat ed ones with a lot of knowledge

sophisticated ones

mhm

e rm and it i think it has everything to do with with the low involvement of of sugar confectionery

mhm

you know it 's e rm er when you really tal- when you talk about e rm e r bread o r whatever erm people are always very interested in in in in f- in f- in in f- real food products

mhm

you know it 's there is a real added value in there and sugar confectionery er what can you do wrong huh you know that 's a little bit the feeling

mhm

mhm mhm

m hm

so okay just place a er er wh- when you look at [org3] there 's this guy he 's called [firstname6] [lastname6] he had no experience whatsoever in sugar confectionery he came out of the the the booth e r business

mhm

and e r and he 's responsible for twenty-nine per cent of the sugar confectionery market in holland and he does n't know a thing

mhm

mhm mhm mhm

it 's unbelievable

yeah

and they just hh but okay y- you know what it is huh with the sugar confectionery when you when place a product you sell it yeah because it 's in it 's it 's still ninety per cent it 's impulse

mhm

so er there is not a real yeah added value to e r to sugar confectionery and that 's er

mhm m hm

and that 's that 's n egative that 's a downside of of e r of the or that 's a negative in- e r influence on the market because e r

mhm

yeah selling in a new concept it 's getting more and more difficult

mhm

i i had a erm a discussion e r the day before yesterday er we went to [org7] a nd e r we have this e rm fun in food concept

mhm

and we started this fun in food concept at at e rm e r at [org7] and the results were very positive yeah i think we sold in average er and it was a combination of [thing1] with some other novelty products

mhm

a fun meter

m hm

yeah the fun meter and i think we in average we sold thirty euros a week e r in sales

mhm

an d the rotations were b- betw- between four and seven a week

mhm

a nd so the result were very good and e r and i had a discussion with a buyer er the day before yesterday and er and i told him okay e r yeah we tested this er we tested this at at er ten stores and you said in the beginning okay when the r esults are very good you we would e r x

ex pand

expand to do to do the distribution to t- the one hundred stores

the distribution mhm

mhm

m hm

you are having

mhm

and then he said no no no no we ai n't gon na do that and i said why not he said b ecause the rotations are too low and i said okay wh- what do you mean er he said no i need at least rotations of all the products of six seven because they are competing with other er sugar confectionery products and then i told him no you see it totally wrong the whole thing is that this sales is additional sales

mhm

cos when you buy er when you when you look at your shopping list you you put down candy there 's not there 's not the brand name so you put down candy

mhm

when you 're in front of the shelf you buy a bag of candy and then all of a sudden you see a novelty product

mhm

m hm

and you buy that novelty product as well

mhm

you ai n't gon na make a choice between a novelty product and candy

m hm

so you will al ways buy the candy when it 's on your list and when you see the novelty

mhm

you buy that just for fun

mhm mhm mhm

mhm

okay and aut omatically the rotations will be lower yeah because you wo n't buy each day e r a a novelty product but when you sell the novelty product it 's one hundred per cent ad dit ional sales

mhm mhm

one hundred per cent additional sales when do n't place it over there you ai n't gon na sell it

mhm

you know and this guy he kept on looking at me i- i- if it 's all water burning i thought hey e r

xxx

and and and i tried to explain it a gain and at the end i think he understood the message

mhm

but he he still was er okay then e r well okay we first have to look further then you know er just e r

mhm

unbelievable this this perception on on e r still well rotations are im por tant and e r

mhm

and this meter cost money you know and er

mhm

mhm m hm

and a- and when you explain okay it 's additional

m hm

mhm

it 's one hundred per cent additional

mhm mhm

you see them think e r thinking but but at the end

mhm

m hm

no action

mhm

you know and okay now we said okay will continue

mhm

with ten new stores and we do it just by er we we just do it ourselves so we er ai n't gon na use your logistical system

mhm

we just go do do it ourselves to prove er that we are totally wro- er right and we we add ten new stores to it to e r to really come up with e r

so you place the goods there

i place the goods there yeah

you merchandise

we merchandise the goods there

the goods there

and it 's not via thei r

it 's not via their warehouse

warehouse or via their system

m hm

and is it just in [org7] er stores

it 's just in [org7] and we had we had a deal with [org13]

mhm

to do it at [org13] as well but then er [org13] was sold out and er and it dis appeared so e r yeah that 's a good er it was a good discussion yeah

[org13] will disappear

mhm

yeah

yeah we have good agreement yes very good agreement we 're also making a private label for [org13] and e r it 's

mhm

it 's a lot of money involved there and now they 're they dis appear so it 's e r

mhm

shit happens

m hm

but i 'm sorry i in- interrupted you when er

oh no no that 's okay

and you have some also for the the the same figures but then in value and yeah i i will give it to you for your er

aha okay

mhm

er value system or something like that but

mhm

there are that 's the same figures but then in e rm in value

mhm

at amount sales

what 's good for us is to have the the f igures per account so that we can follow each year whether the account is is growing or not so it 's just to to have

yeah

yeah you can also see the

yeah

erm

and we can also see that in the iri fig ures here you know later on

a rough mhm mhm a rough i dea m hm yeah

mhm

yeah

yeah no questions er about those papers

i will go

yeah okay you can also contact me later on

through it

later and and

yeah

good would take too much time

i think i ca n't read it i 'm

and you ca n't read it you just can look at it

yeah

o h

i 'm kidding

okay

i will sent you by email so you can make a bigger one

it 's actually a good idea to make the numbers very small

to make it very small and then

mhm yeah x

yeah right

okay i agree i agree

any question no

no hm it 's clear for me

we we 're we

o h i could

even when there is a xxx

next time when they 're ask ing re ports

yeah

make it even smaller you know

i 'll do that

okay

er i will i will attend the meeting with a magnifying glass

to be prepared

xxx xx xx

we 'll say no paper please just

yeah

just bring it on on files

m hm

yeah okay then e rm on the next page e rm yeah we have e r make an estimated of our sales for this year and we think we will end up er with an er

m hm

in-market sales of e r four hundred sixty thousand euros and e r

compared to last year we have three hundred and seventy or something

i think three hun dred sixty

mhm

three hun dred seven ty

yeah

yeah i did in the business plan at least

mhm

at this moment we have er and now we have an er e r a net amount so of three hundred sixty thou sand so it 's er well

mhm

m hm

yeah even

m hm mhm

that yeah for a

more or less the same

four mo- er three month s to go and er

yeah that 's a-

just half sep tember

that 's that 's a gain the thirty per cent e r

yeah

mhm

plus com pared to last year

yeah

mhm

yeah

more or less

mhm that 's ve ry good m hm

it 's good

yeah

ve ry good

think so

yeah

then some iri figures e rm the first graph er shows you the development of [thing1] er within food er from year to year to year

mhm

and e rm yeah in the in the table you can see the the figures e r in your sales and unit sales now we started e r with selling [thing1] in two thousand five and there you can see that we e rm yeah did a good job

mhm

and e rm if you now compare s the yield date figures e r to each other you can see that there 's a negative image but e rm that 's yeah that 's because of the l- erm the loss of er [org3] e r er dis pensers

m hm

mhm

and e rm we were selling e r the dispens- in week twenty till week thirty-six er and the amount er of consumer sales was six- e r sixty-seven thousand euros sales so that 's that 's the difference between the the figures

m hm mhm

but that 's totally food so that 's e rm the this i- inclusive erm yeah the sales of [org3] e rm the second graph shows you the er also development but then only in blisters and you can see that yeah it was a good er idea to to to e rm yeah to take over all the blisters and er focus on blisters instead of standard bags

m hm

so the yellows they are the dis pensers

e r the ye llow one is the the fruit refill

ah no x

the fruit ref- ah the refill fruit and co la okay

yeah

and the blues yeah it 's the fruit and cola one and the other one is the

and blue is

the red one is the dispenser

yeah

mhm

now you can see that 's a ve ry posi tive development yeah

mhm yeah

yeah xxx

clear

mhm then e rm these are here you can see last data of food figures is that e r total food

m hm

and e r you can compare last four weeks e rm of two thousand and five versus the last weeks of two thousand six which are available now

this is august ninth or which x x

twe nty-ninth

e rm which the last thing was something yeah twenty-eight was the second week of july july

okay yeah

so you can yeah so you can make a comparison

july august

mhm

now if you look at the where the rate of sales xx you can see that there 's an increase of rotation versus n- er last year and if you erm look at the distribution yeah the the difference here is that the yeah the loss of [org3] e r dispensers

mhm

but these are very general figures and yeah it 's i think it 's better to go more in detail or but they er it 's per clients there you can see erm a trend or a de velop ment

mhm

on the third line of each table you you can see the that 's the dispenser the [org1] suikerhoudend gestoken fruit peg card

seventeen gram that 's the that 's the dispen ser

mhm yes

the seventeen gram yeah

yeah

mhm

and if you com pare the

and so there is cola and fruit

yeah

a nd it 's the fifty-eight it 's the minis i guess

yeah that 's the stan dard bag with the minis yeah

m hm

mhm

and if you compare now the rotation figures e r this year for instance e r last year you can see an yeah enormous increase in er in rotation that 's erm because of the displays in food

mhm

mhm that 's true

hh and according your experience once you get a display er plac ed

m hm

will it stay there or is it just for a few months it 's it 's very

yeah

yes i i think it is just for a few months weeks

aha and then it disappear

yeah

o kay

be cause when you go to the figure of [org5] you can see that the distribution now has e r de creased and e r so we have to

mhm

e rm to go back to the stores and erm

mhm

once a gain

yeah

m hm

mhm mhm

and they inform you when they e rm put away yeah it 's just throw it away or i do n't know

no they just

mhm mhm

yeah

put it somewhere

yeah

tha-

but there are plac-

that 's al so why we said that we have to look more into especially in those stores where where it 's more sea sonal that we have to look into the carton ones because the investment in this this [thing5] is is e r extremely high

mhm

it 's xxx images it 's like in in france no

mhm

and

yeah they just put it down and and after s- six or eight weeks e r perhaps they reorder

mhm

and then after that per- after a period of sixteen weeks they kick it out and then they just throw it in the garbage or whatever

mhm it happens xxxx

mhm mhm

and that 's a waste of mo ney

yeah sure

mhm mhm

so it 's it 's far better then to use the carton ones and e rm

yeah

mhm

because when they are gone then they o kay

yeah

when they are gone okay that 's it 's made for that

mhm

throw it away m hm that 's true

yeah

m hm

so we 've received er the samples of the carton and they are now standing

ah yeah you receiv ed everything yeah mhm

yeah

yeah in our show room a nd yeah we 've passed our comment and

mhm mhm mhm m hm mhm

to go

mhm

to food stores and erm yeah er let them see the results of [org5] and

mhm

try to get a distribution of e r those cartons

mhm

mhm mhm right

but yeah that i- it 's triple the sales yeah placing it er in a week in a week 's time placing displays compared to e r sales out of shelf that 's thirteen com pared to four

yeah

so that 's e r

m hm m hm m hm and that 's really the average we have in in other countries as well

i mean it

yeah th- three times

if we if we s- yah if we sell out out of shelf compared to the to display

mhm

there you can see the the last x of [org6] e rm okay the the erm the number of shops is e r what we already told you around er three hundred and sixty an d sixty-five shops are now selling [thing1] and that 's erm also through e r wholesalers

most of them through or all of them

all

all of them i think

through wholesalers okay

[org6]

yeah

e rm what what we did here is that we went to [org6] stores ourselves

m hm

what i told you and also

mhm

we went to the wholesalers

mhm about the delivery building

and and and tell them okay we will make distribution er you can make distribution yourself and you have to do the deliveries

m hm

be cause

m hm

through head office we are not able e r to get it through

to enter mhm

a nd e r okay that resulted in er in sixty-five stores that of [org6]

mhm

e r so that 's er yeah i think that 's a good result

yeah

m hm mhm

yeah

the for e r for the first year e r doing it like this and e r

m hm

and rotations e r [org6] er the rotations are a little bit less than in e r in other stores but er l- l- between seven and eleven

mhm

okay it 's er it 's reasonably reasonable

mhm and who is doing the merchandising there the the wholesaler is doing everything

er the the the wholesalers is do- yeah the wholesalers

they are allow ed to enter the shop and and

yeah

o kay

you know these er the [org6] has three hundred and sixty stores i think fifty per cent of those stores are owned by [org11]

m hm

and the other fifty per cent i- are independent e r store owners

m hm

and so we go to the independent ones

mhm

a nd the independent store owners a re allowed to buy i think between five and ten per cent of the turnover not through [org11] organization but elsewhere a nd so e r the the [org15] this o- the that 's one of the wholesalers who actually goes to [org6] also with other products

mhm

and he also takes our products with him as well

m hm

we are now we are now having this guy called [org16] and it 's it 's an i think it 's an an er an austrian organization who 's entering the dutch market with the ir

[org16]

you know him

maybe we can ask [firstname1] but i 've never heard it no

it 's a wholesaler and he sells all kinds of things now in supermarkets in holland i think he 's from austria

[org16]

yeah

[org16]

yeah [org16] okay

it 's [org16] o r

yeah [org16] i think

[org16]

aha [org16]

yeah but

never mind

yeah

m hm

so [org15] is one wholesaler

yeah

[org15] is one wholesaler but it 's not only this the here is [org15] only mentioned but i i 've a- there 's also [org17] xx something

mhm

a nd e r there will be [org18] xx something but [org15] is the

mhm

e r the one who 's dealing the most with the because we what we also said is that we se lec ted some of the wholesalers

mhm

we wanted to work with

m hm

be cause when you do things like this

mhm

and and when you make distribution in a supermarket and you bring it to e r let 's say a more of our less e rm er well-organized er wholesaler

m hm

you will lose the business anyhow so e r you make hh

yeah hm that 's true

so we we selected the three wholesalers in the northern part of holland and erm we want to actively work with them that 's also the part of the relationship you can only do it when you say okay we work actively w - with with with a project like this

mhm

and very closely

and ve ry closely

yeah

mhm

our account manager [firstname7] [lastname7] there is er he has a good relationship there with e r

mhm

those guys and also it 's not only the it 's not only er the [thing1] displays he is s- selling because he also we we you know we also have this this general rack e r where [thing1] is part of you know it 'll also also [thing7] products involved as well

m hm

mhm

and he e r he made the same deal with e r with [org15] the with their one on e sales rep of [org15] that he could actually sell in those general racks at [org6] as well so er i think

m hm

the sixty-five shops it 's not only the [thing1] rack but that 's al so some of them will have the general rack

mhm

m hm mhm m hm mhm

mhm very good

we have to do a lot of e r erm teaching e r teach the trade that novelties can actually sell and that 's e r we have to change the the perception of the the buyers that e r

m hm

that it 's not only sugar confectionery which we have to sell out of that er out of the store but that you can sell novelties also

mhm mhm

then e rm yeah the very good re sults of [org5] and e rm yeah you can see the enormous e r increase of sales in er euro sales

m hm

and e rm and you can also see that the rotation is yeah very high twenty-nine week seven seventy-one a week er fifty-eight a week thirty-one a week that 's

[org5] is a real family store

mhm

pure

yeah

and that 's that 's also what you see on the results

m hm

e r er rotations of er sixty er between sixty and forty a week that 's that 's hi gh

that 's very high

very high

mhm

yeah

mhm and do you have an idea e r in how many shops [thing1] is in

in forty i think

forty

yeah

the number of shops of [org5] is four hundred and sixty and erm

mhm

the distribution at this moment is ten nine

ten per cent

yeah

and this is di rect de livery

also through a whole saler

also through a wholesaler

yeah

okay

but of course we use these figures

yeah

to the buyer

yeah

explaining okay when you do n't wan na have it in the confectionery shelf in a way it 's fine with me but then at least place one display

yeah yeah yeah mhm

and try it during the season place a display with er two hundred skus in it and you will sell it in e r in four weeks ' time

mhm

mhm mhm

mhm

so and er and that 's additional sales so of cour- we er that 's the good thing about market figures and iri figures

yeah yeah yeah to have the proof

yeah yeah

to have the yeah

m hm

have the proof and e r that it is that it can be sold successfully

mhm mhm mhm

mhm

an d with these results well go to the other food shops and e r and also candy er f- toy stores erm yeah to get e r other displayses there

mhm

and and do you have any idea what or how [thing8] is doing perfo- or performing

[thing8] has a ve ry poor per form ance

yeah

m hm

they e rm

still er still declining or

yeah enormously he er i 've got the hhh this is a part of my business review

m hm

this is iri figures as well but this is [thing8] and they had seven point three per cent market share

market share

and they are now on five point six

o h

m hm

and the next periods are getting worse and worse and worse so they are really e r going down and e r this is our [thing7] brand

m hm

when we started one point three two point one so there 's a nice growth and

m hm

m hm [org20] is doing quite good huh mhm

private label is big part

yeah

very similar to the uk in the uk you have more than thirty per cent

are you cold

and every big chain has their own pri vate label

no no

mhm

thank you

section as well so

it 's o kay maybe in on the back side

yeah

you know with private labels all the products which are er let 's say commodity and that 's wine gums what we talked about yes terday

yeah

it 's commodity and why why will you bring it why should you bring it under a private l- of under un der a brand

mhm

when you can also bring it in in a private label

mhm m hm mhm

or use [org20] because it 's al so e r value for money er priced

mhm

mhm mhm m hm

but e r yeah okay erm a- all the retailers selling [org20] y- you you they all want to be different than others so they they only erm they think that the only way to be different is use private labels yeah put their own br- their own name on it er and er hh yeah o kay e r

mhm mhm mhm mhm

it 's real threat for brands

but the price war in the in the uk for example is incredible because e r i just recently did some store checks and i saw main ly that the gums and jellies are buy one get one free i mean nobody nobody earns money any more

mhm

you know or just take three out of your choice for one pound so it 's incredible and and ev ery shelf was fully packed with with a in credible

yeah

price quotation

this e r in in in england e r the the market is real ly under pressure

m hm

e specially after the n- let 's say the nor mal sugar confectionery product and it has a lot to do with the obesitas discussion

m hm

yeah an d also the government now is really involved of of highly involved in e r in er in in getting out the i think they even

mhm

will start with stamps on the products saying okay this is a bad product this is a little bit better and this is be- you know with coloring

mhm

so communication towards the consumer on how many calories are there in this this packaging

mhm

yeah

mhm mhm

a nd erm i know that we er that our organization is now entering with a whole new wellness er range

m hm

so let 's say sugar-reduced products products with thirty-five per cent less sugar

mhm

a nd add vitamins to it or add calcium to it or what ever so

mhm

yeah the the taste of the product must be okay

mhm

e r re duce a little bit of sugar so that we that the the the calorie contained will will

m hm

be lower

will yeah

and we add vitamins or we add whatever

m hm

so to make e r sugar con fectionery a little bit more healthy it will ne ver be healthy

to make it a bit

more h-

healthier

mhm yeah yeah yeah right right

yeah but er it 's l- l- l- less e rm er less unheal thy

that 's nasty

mhm mhm

but the obesity issue is is not that big in your country is n't it

yeah it 's starting

yeah

it 's starting it 's real starting an d er you also of of er sugar e r sugar-free and sugarless products entering the dutch market an d the the government is is e r there is a lot of publicity a- among st e r obesitas as well in holland

mhm

mhm m hm mhm

and e rm it 's sort of in in england they try to keep the volume on a high level by making e r it one plus one activities

mhm

and e rm

right

that 's the the only reason why they do it

mhm

but in holland we we see also a lot of e r e r pub- publications on obesitas and one one e rm

mhm

one out of the four children is already too too heavy and i think o kay w- w- we as as

mhm

we as industry we know that it has nothing to do with with eating candies because in holland we alrea- we are i think at least the last five years on an average er candy intake of six kilos a year

mhm

six point two there is no increase in it

mhm

so it 's six point two al ready for ten years

mhm

mhm mhm

and children are getting thicker and thicker and that has nothing to do with the with the calorie intake

no no no that 's

in sugar confectionery it has everything to do with movement

yeah yeah

yeah

m hm

they do n't play they do n't sport any more they do n't play any more they sit behind their the desk behind the com puter

yeah

play any more right

mhm

yeah

in front of the compu ter mhm

and e r and playing games

mhm right mhm

instead of going out and e r an- and play soccer and e r you know and and that 's that 's the m- they do n't burn the calories any more

mhm

mhm mhm mhm

mhm

right mhm

and the whole nutrition not not only the the can dies it 's

yeah

it 's not on ly the it 's er but okay now you know

mhm

what they eat the whole day

f- five years ago or ten years ago the government said okay smoking is a bad habit so e r everything what had to do with smoking had to kick- be kicked out of the country no advertising

mhm

e r and now it 's e r now it 's that now it 's and then it was er alcohol

mhm

yeah

and now it 's sugar confectionery

mhm

m hm

so each time they take another se- anothe r category

mhm mhm mhm mhm mhm in a few years it it 'll it will switch to

in a few years

smoking a gain

yeah it will switch to smoking again o r t- to driving yeah stop driving cars and e r

yeah yeah yeah

mhm

take public transportation or whatever they they will find out some thing

yeah yeah yeah yeah yeah

and erm

mhm mhm

we 'll see

there are so many er programs on tv er how we can er lose weight and

yeah yeah

mhm

that 's also very popular now

m hm

b- because it 's a big problem er

mhm

mhm m hm

yeah

and for the for the sugar- free candies it 's then tooth-friendly logo is this e rm

hh yeah

has this an important issue in in holland

no not no b- the the the that it 's su- i i and that 'll sugar-free is still not important a nd the feedback and that 's also story y- you know wha- what we are doing on the [thing7] is also go more natural try to get

yeah

sugar- re duced pro ducts and also add vitamins to it

na-

m hm

yeah

a nd but sugar-free the disadvantage and that 's a- the in the perception of the buyer as well e r n inety per cent of the sugar-free products are not that tasty

yeah right

so when you take a wine gum

mhm

yeah

e r just a normal wine gum

mhm

and you compare that with a su gar -free wine gum

yeah

mhm

the sugar-free that 's always a n- a next taste it 's you know an after taste which is awful

mhm

mhm mhm

yeah yeah yeah yeah yeah mhm

a nd and that 's also what the buyers think and that 's a lso the feedback you 're getting from consumers

mhm

m hm

that 's right

so and e r

mhm

so the thing is now that people are trying to develop sugar-free candies which actually do taste

m hm

but that 's s- s- still very difficult

mhm

and e rm

mhm

we have an we have n- we now have an e r an er marshmallow a sugar-free marshmallow e r and you ca n't taste the difference between the sugar-free one and the su gar-containing one

mhm

erm but it 's expensive it 's very expensive

right

there is a

mh m

price difference

it yeah i- it it 's there 's p- price difference of for ty per cent

yeah yeah yeah

wow

mhm yeah due to the in gre dients of course mhm

you know and then and then you have this consumer price and norma lly you buy a bag of marshmallows this big

mhm

yeah

for one and a half euros

right

and now we will try to sell a bag of hundred and fifty grams for one and a half euros you know and and that 's

mhm

m hm

mhm

mhm mhm

hh and there is and then the qu- the big question mark is is is the consumer willing

willin g to pay for it

mhm

to pay for it

right right right

and e r

maybe a special group but

hh there is also a s- there is aw- there is always a special group who is willing to do that

yeah but

on the other hand we also say eating candy everyone knows that eating candy is is e r m tha- that it gives calories

calorie

mhm

and e veryone knows that eating candy is not good for your he- for your life or for your for your health as long as you e r

do n't o-

you ca- you can eat candy today

mhm

and then okay do n't eat candy tomorrow go sporting and and it 's and it 's fine

mhm yeah that 's

yeah mhm

and everyone knows that and people actually e r it 's still my belief that then that people buy a bag of candy they eat it because they like at that moment and they just fo- they they think

mhm

for get about the rest

forget about the rest

mhm yeah yeah yeah yeah yeah

come on e r and knowing that then when you when you go in that that thinking e r you when you entered in a market you you can bring a sugar- -less product or a sugar- or a sugar-free o r whatever

mhm

e rm

or sugar -reduced

but do n't put too much e r e r communication am- amongst there just tell them that it is a good product

mhm

and that it 's of high taste and that you do n't see the difference between er the sugar-contai ning one and the sugar-free one

mhm

mhm mhm mhm

mhm

e r and it 's oh it 's nice to have it it 's also sugar- free

m hm

you know e r so you can e r

right right right mhm

have the enjoyment of of of the of sugar confectionery

yeah

and you do n't have the disadvantage of the calo ries

of the calo ries yeah

mhm mhm

and that 's but that 's not the main task of the m- the main rea son for buying candy is t- is is people know that it 's not good for your your health but they just like it

mhm mhm mhm

just to eat it

it 's just a a treatment for your for your self

yeah

that 's it

okay today i treat myself and to morrow i will go out and sport

yeah

mhm

yeah right mhm right mhm

yeah

mhm

then the iri figures of [org4]

m hm

and e rm valid since

good

yeah what you can see here is the rotation is er er much better than last year

mhm

and erm this is e r also due that we have advised them to to give er [thing1] more space in the shelves and here you can see it yeah that the ro tation will er

mhm

increase d

and [org4] you deliver direct or or

what we did there we

yeah

okay

that 's a mem ber of [org8]

yeah yeah

we also we deliver them our he- er [thing7] products

okay

also directly and what we

it 's a member of [org8] as well aha okay

yeah

and what we told them is you ha- er you have to reduce

mhm

the number of skus and also the space you 're giving to [thing7]

mhm

it 's better to give [thing1] more space so we reduced our own brand the space of our own brand to give [thing1] more space

really

mhm

and it has it had everything to do also with e r with with the ca- with the fun in food

m hm

e r p- project cos when we made the calculation on when you have a presentation of four meters of header cards

m hm

yeah [thing8] or [thing7]

mhm

where you have place of four meters you 're you talk about for ty skus

mhm

and forty products

mhm

when you compare that to the average rotation e r the average store has a has a e r stock level of six weeks

m hm

yeah between six and eight weeks

mhm mhm

and from a from a e rm

at least a carton per per product

yeah so and and from a from from a margin point of view it 's it 's it 's a wrong investment

yeah yeah

yeah

mhm

so we said it 's better

mhm

not to place er too many products in the store and al so just make one facing of a pro duct and not two facings because you do n't need it

mhm

from a from a stock point of view

mhm

m hm mhm

and it 's it 's better for your margin e r and it gives you room to get more products in

mhm mhm

and e r and at [org4] it it works so e r

mhm

yeah

little bit lost now on the numbers on e r how many stores people are getting but they i know they get more stores

mhm

mhm mhm

every day it 's different

yeah

but i think these are er also good figures er

mhm

sales er out of shelves

a petrol station

yeah petrol sta tions

wow

yeah and if you compare the er you have date figures e rm from this year to last year

mhm

you can see enormous growth and it has all to do with er our sales force because s- they yeah maybe continues focus e r on distribution and selling of [thing1] there

mhm

place displays in e r in the petrol stations erm now i 've tried to make a clear picture but er i think failed in this because it 's very f- a fluctu ating picture and you can see the first one is e r two thousand five er week twenty-nine till week

er fifty-one and there you can see that erm yeah that the distribution was er s- sometimes it was okay sometimes it was extremely yeah

mhm

it was not not that good and e rm if you e r now look to the erm e r the figure of two thousand six you can see it 's more

quite stable mhm

yeah it 's more stable and erm the distribution is e r erm better than in two thousand five and the rotation yeah it 's that 's on on yeah leave it on the same level but i think the rotation e r could be much higher and i think for next year we have to make some plans to yeah to do some er promotions in the shops to er to get more er

mhm

to get the rotation higher

mhm and this is [org21] and [org20] or or

[org19] e r petrol stations

okay

how many how many outlets are this in average

e rm i do n't know exactly

how many what

outlets

outlets or stores

s- to tal

ooph in holland i think two and a half thousand petrol station s er ooph seven he- hundred or eight hundred are company-owned e r company-operated so

stations

yeah

a ha

e r we are not allowed to go in there

mhm

a nd the rest is independent but within these ind- independent er petrol stations you also have a lot of petrol stations who er hardly sell any e r sugar confectionery any more or even quit selling sugar con fection ery what you see in holland it 's er

mhm

it 's [org23] and also other companies they just close their their e rm facility on on selling candies and other stuff and they s- they still keep the petrol ar- er the the they still sell the petrol but only with credit cards

mhm

you know so there 's still a petrol station but there 's no sales any more and that 's that 's also a trend what er what we see

o kay

mhm okay

mhm

m hm

so erm but the thing what what we what we did comp- er what we changed compared to last year last year we had a lot of activities to wholesalers and also with our sales force but erm we e r did not had that much e r focus on on presentation and now we said okay presentation is crucial

mhm

m hm

so er bring in racks bring in er the the four pin er the pin e r displays

shelf displays

mhm

and e rm er and also m- c- try to get distribution through head offices on e r on e r petrol

yeah

fun in petrol e r concept which e r is also er working well

yeah for [org21] and [org19]

yeah

mhm

yeah we have place in the fun meter

yeah you know it 's it ha- er it has everything to do with er with the put your product in danger of being sold thing

and that 's e r

mhm

yeah

mhm

e r now here you can see in erm in global overview of the activities er for this year which we have done here and e rm first of all the assortment which er kind of licences we had er during the time

mhm

m hm

e rm yeah the the new t- er top sign e r the scratch and win promotion and

m hm

erm the introduction of the the cola e rm refill and er you can also see the have a continuous focus of our sales force e rm yeah on [thing1] and e rm yeah many times you will place some press releases in trade force

mhm

to get more attention to [thing1] for the

mhm

for the buyers

so you will you will repeat the scratch and win pro mo tion in

yeah

september

autumn this year

yeah

at this mo ment

so you sta- yeah

m hm

yeah week forty yeah yeah

started already in sept ember yeah mhm

we are now pack ing

with an alarm bell

mhm

yeah right

a h

you can see it here

mhm

because it 's a it 's a nice e rm er

m hm it 's quite nice a nice nice gift yeah

mhm

yeah

promotion item

yeah and all the other things they e r they sell the

mhm

the blech schilder or

from

yeah

m hm

the what

erm in holland yeah

blech schilder

the blech-

oh the old e r retro e r schild okay

yeah

yeah retro designs yeah

yeah right mhm mhm

yeah there 's many er nice things the and they do it only for you or i mean x xx yeah

no no no

that 's e r they have many many different kind of of licences

okay er yeah

and

so i 've now this er banduhr

but they obvi ously like it m hm mhm

mhm

yeah

yeah this are also very popular items i think

mhm

yeah

and everybody is happy when you erm

yeah yeah

when somebody gets a present like this one

yeah but they 'll work at more in detail after this er scra tch and win promotion

mhm

so cola was just introduced in january

yeah

mhm

yeah to get everything more focused on the blisters instead of standard bags

mhm

which is the same period

yeah [S3] told us that i- it was a great taste so we had to do that

a h

and she knows it

i was fully against it but e r

i i just give advices

yeah i was fully against it but they are you know

the the ball is in your corner

so it 's really it 's a big difference

yeah

and the fruit one is the most po- popu lar in ev ery e r country i think yeah

fruit yeah fruit yeah mhm

yeah

de finitely m hm

yeah well the first scratch and win promotion e r where people can e r could er win a race car

mhm

e rm na- yeah it it was a good way to get more distributions e r in shops and e rm the result was that we have sold nineteen e r half-round displays and er hundred and sixty er round displays

m hm

so that was a good er yeah there was good re sults and the introduction of the new top sign er you know it already

and e rm

m hm

er i think it 's better for us because it 's er yeah more sma ller and communi cates better the yeah

mhm

what [thing1] is e rm the [org5] e rm yeah we 've alr- alr- already seen the the good re sults in iri

mhm

m hm

and the displays i think we yeah have to go back to them again and erm

mhm

place the carton e r displays and the [org21] fun meter e rm no and the fun meter c- er implemented in twenty-five stations

mhm

a nd at this moment they have chicken little and they will change now into e r to e r cars yeah

cars

mhm

you can see a picture where we are now so we al- already have er spoken about the vortest fun in food and er now here y- you can see also a pic ture of er how [thing1] is placed e r

mhm

er in shelves with all the other e r novelty products and e rm yeah xxxxx at this moment seven items of [org1] e r a week

but that 's just dispensers no no refills

no they i- in the nice thing is that they n- they e r went to er some stores to the store er managers asking them er asking the store owner e r can you also tell me where i can find the refills

mhm

a nd we immediately took this up and brought that to the buyer of [org7] and said hey i think you have to take in the the refills as well because

mhm

people are asking for it

yeah

asking for it mhm

so e rm

mhm

so the next step is to bring in the the refill and i think this will be done next week or the week after and e rm

okay

m hm

you did n't know that then

i didn- no i did n't actually

s- ye ah that was new

xx xx

yeah yeah true yeah

you have to come to aus tria to

for

yeah

to get some news

o h

you have more news for me or

n- perhaps i do n't know

o h okay

yeah the sales force e rm yeah this is very er they do a very big job and erm yeah they p- they place many e r displays of [thing1] and er also the other products of course

mhm

and you can see some figures e r and yeah the buil- they built up a good relationship now with all the er buyers so er

a mini-

mhm

the mini-bag

yeah a refill is it only for our country i thought

yep

mhm

yeah yeah

very strange product

you 're you 're you are the exception of the exception

yeah

mhm

the dutch are different you know

always

you knew that

you knew that up front [S3]

yeah right

don- do n't blame us afterwards

yeah yeah

i was always very honest a bout that

yeah right

and [org19] also a petrol station e rm

but i had a little hope you know right

the

yeah forget it

forget it

when i look in the mirror sometimes i 've hope and then i forget it

yeah right forget it okay

[org19] 's hun- e r hundred and fifty stations er petrol stations and e rm we 've also implemented er there an er yeah the fun meter

mhm

with [thing1] in it

m hm

and e rm some stations e rm are selling heffalump and and the bigger stations are selling heffalump and chicken little and and there will also a switch er er from chicken little to cars yeah

to cars

mhm

yeah then [org24] er dealers e rm yeah they had er created a big campaign sorry but i think that 's my phone

and d- d- do you know the rsp at xx

e r i thought one point two n ine if i 'm not wrong but i can check it for you if you want

mhm

mhm and they have got the blisters am i right

yeah

mhm

okay ich glaube eben darum weil xx is ja erm

yeah they have so ma ny things

is more or less the cheapest

mhm

yeah

account m hm

yeah

their shops were fully e rm full of cars items they were selling many cars xxx xx full of er

mhm

of the consumer e r

mhm

falls also in yeah in style of e r cars xx

mhm mhm

they had many e r products of that so er

licency

mhm

e rm [org25] that 's a holiday park

mhm

yeah you can rent there a house er on a big fam ily park i do n't know if you er know [org25] but er it 's yeah you can rent a house there m- with your family and there 's swimming pool and a tennis court and a

mhm

hh a minigolf and

mhm

bowling center et cetera and er now they 'll e rm will start with selling [thing1] near the e r checkouts near the xx

m hm mhm

yeah the bi- the big displays and e r

so they will start or

yeah they will start

they will be placed next week i think

yeah

we were waiting on stock of

er m

best of [org2]

best of [org2] yeah

yeah

there yeah there was one item of best of [org2]

m hm

there was one item missing i think

e r f- from the cha racters

due to to

yeah there 's one item er which is er

yeah from the characters

yeah

so otherwise it would be implemented already but we are waiting on er on one product

it 's that

m hm

yeah

m hm mhm

mhm

then the plan er for the rest of this this year erm the scratch and win promotion for e r also for our week forty we will start with delivering them and erm yeah it 's er test segment construction erm and now we have created total package with the the shelf display in it and four cartons of e r different er licency of er

mhm

[org1] characters er one carton of refills e rm yeah ninety-six scratch and win cards as you can see here and er yeah the biggest prize you can win is the alarm clock of [org1] and er the other prize are the [thing1] dispensers er the standard bags of sponge bob

mhm

refills are the eight-packs or this

yeah

m hm

yeah with er the eight-packs

mhm

yeah for the shelf display

mhm

so they can hang it up

yeah yeah mhm

and i think we will sell er five hundred er er package of this one because er yeah we have made a forecast and the clients are very xx about

of the scratch and win

yeah of the of the package e r of scratch and win yeah

of the mhm

m hm

then the big surprise

mhm

i will do

yeah

this is a handmade sample

mhm

because the e r er s- the dutch well were xx our warehouse er i think this week

m hm

and e r yeah that 's a seasonal product and e r it e rm yeah it con- contains [thing1] dispenser you can see and also a re fill

mhm

x xx

who who is doing the packaging for you

we we do it ours- e r w- we have co-packers who do it

you yourselves

yeah yeah o kay

yeah

mhm

met [thing1]

yeah

ve ry nice

and it 's a success because it 's the first year and e r

mhm

as you can here it was so er

mhm

er more twenty-six thousands er consumer units e r of this bag so

very nice

yeah

and what 's the the consumer price for it

e r two poin t sixty-n ine

that 's nice very nice

[S3] can i take another coffee e r

yeah

yes of course sorry sorry

yeah

no no no no problem

would you like to have another tea

e r no thank you

have you have you have you ever eaten e r strooigoed

stroo-

is is it f-

pepernoten

is it fresh yeah that is fresh is n't it

yeah

yeah it 's fresh yeah

yeah

can i open it

yeah sure

if you can

it 's ha-

yeah it 's handmade

it 's a handmade sample e r

seams

yeah

so you can open it

but you seamed the foil you know

yeah

yeah by our selves

xx yeah

using it with the

yeah

xxx

oh yeah we 've an- another bag there and e r

yeah but it 's empty

yeah i know but but for er for e r

yeah

o- yeah okay for more of the

xx xx xx x

right

good quality foil

yeah

yeah it is

so that 's a combination of candy

mhm

yeah so e r with compressed candy an d all kinds of candy

mhm

a nd and gingerbread

mhm

that 's the ginger- oder that are these

that 's the gin ger bread

yeah

that 's gingerbread

that 's j ust

that 's choco late

plain chocolate

yeah that 's yeah

yeah

xxxx is very good though but i think it 's a chocolate

hm nice

nicht gut

ist gut

it 's kind of s- sp- speculaas

speculaa-

or is it or how do you call that 's an an

e rm

ach so ja e rm m hm

like the cookies

we have the cookies yeah yeah

there are at christmas

mhm yeah

like the coo kies

yeah

yeah the same

peppermint

and all the faces are black for your x

yeah there 's on- there 's there 's one guy

i want ed to ask her

which is actually white that 's santa claus

that 's unfair

san ta claus yeah

chil dren

a nd the other ones are er painted black

a h yeah

yeah but this is er

that 's santa claus

yeah and this is

and then we have black pete that 's the guy e r

ach ja that 's black pete

yeah

genau mhm

but when you undress them the the f- the the shape is exactly the same but

mhm

yeah yeah yeah mhm

when you take off the the foils er

so we use also them for er for er the the christmas er figures

m hm

yeah that 's exactly the same chocolate

and for easter bunny

and for easter bunnies as well

mhm

ach ja das ist ein dicht piet dicht

dicht piet

it e r there is er during this e r period of er of the fifth of december there is the the whole idea is santa claus comes into the country

mhm

and it gives presents to children a nd e r but before the fifth of december he is already in the country

dicht piet

mhm

and he throws er gifts through the chimneys of the houses

mhm

so small children

to the stockings

mhm

can can put their

socks

their shoe s

yeah

in front of the chimney but nobo dy has a chimney an- any more in in holland but okay er

under the chimney

mhm

why bother

then they have a key

e r sh- yeah and santa claus has a key

a key

and then e rm

er and

just recent ly

so this this these are products

yeah

who actually er do fit into the the the shoe

mhm

er on the other hand

mhm

that 's true yeah

er dicht piet means

yeah

e r th- that 's also on the fifth of january you er you get a lot of presents a nd er and some of the

in december

on the fifth

fifth of december xxx

of december

on the fifth of december you get a lot of pro duct er presents

okay

mhm

a nd e r a lot of people

xxx

add to the present a small e r poem

a limerick or

a limerick so something about the guy who gets the products and wha- what 's the use of the product and als- alw- always in rhyme

m hm

mhm

and rhy ming is the same as dichten so

o kay

and and and and dicht

dicht en und dichten

dicht en ja

dicht

an d er

we have the same word

an d so we said o kay e r the the dicht piet

dichten

hm yeah

mhm

is the is the guy

piet is peter

who m- or actually makes all the the the po ems

piet is the the black piet

the

yeah

the po ems m hm

who m- who makes the

piet yeah

it 's peter

that 's the name the name of e r this guy

yeah yeah

so this yeah so we we we more or less inven ted that there 's one black piet

der dichtende piet

yeah

mhm

a ha

who actually makes all the the

mhm

m hm

the poems

yeah

mhm

the poems

m hm

and that 's no and tha- tha- that 's why we put in a letter because this is the letter s so you can m- so that 's

m hm

so there 's

find out

that 's the con- that 's the connection to the dicht e r piet so the

diff-

ach so

m hm

and you have different letters in the in no in just

one letter

there are in holland er of course all the letters of the the alphabet are there but you you ca n't arrange that

mhm

because e r so we said we take the s

yeah

of of x and that 's it

mhm

a nd e r yeah so it 's a good combination of all kinds of nice things and e r

mhm

yeah

and you do this for the for the very first time this year or

yeah

this is the first time

yeah

it 's

it 's m hm

it ha- had with we we already did a lot of [org26] products we [org26] - [org26] is one of our seasonal brands a nd e r and we are always constantly looking for for a new creative added value concepts a nd so we came up now with e r with dicht piet and we also had another one

mhm

e rm surprise piet

yeah

a n d we we came up with four new

m hm mhm

four new concepts and we went to the trade an d they selected two the surprise piet and the dicht piet and the others we still have erm

okay

avail able but erm

mhm mhm and this is your own brand or

yeah

okay

yeah

[org26] or [org26] or what

[org26]

yeah we will change that e r this year also because i do n't like the coloring of er the [org26] logo it 's e r it 's a little bi- it 's it 's a little bit cheap

and does stand f- stand for any thing

yeah no

okay

entschuldigung

bitte m hm nice m hm

yeah

very nice

and yeah with seasonal products it 's always a problem to get new seasonal products in because what the trade normally does is they l- they look at what did we did last year

xx i know from my childhood

mhm yeah

yeah yeah yeah yeah yeah

and we do ex actly the same this year

yeah

yeah yeah yeah and that 's it

and that 's it an d they do n't take the time to really look at new concepts so e r okay when you start up a new concept and you sell nearly thirty thousand bags m- yeah as a start

it 's a good sig nal

m hm

it 's it 's a good signal

mhm

m hm

yeah

mhm

and it 's i think that 's good for [org1] yeah because you comm uni cate the the dis pen sers also in er in other stores and e r in an another way

quite nice yeah

yeah

mhm mhm m hm mhm

okay e rm huh

yeah

here you have some cards with the new scratch and win promotion

scratch and win yeah

er they are not the winnings cards hopefully i hope

hopefully yeah

xxx xx

hopefully

it 's a pity for you but you do n't have

otherw-

otherwise you have to ship the the oth erwise you have to ship the

mhm

any price

yeah right

the alarm bell

the alarm clock e r

yeah

the next time when they come

please give me my

this is not a guilty one

gift

my prize

xxx

e rm now we of course e r what i already told you they continue focus of our sales force and they er also will erm sell the m yeah the scratch and win e r package erm yeah

mhm

to the clients

mhm

and maybe we can implement a internet site er with a link to xx this year but i i do n't know what the status i think it 's news xx

the st-

the status is yes that e rm our whole [org1] web site is more or le- more or less er re built and e r

mhm

redid

there are actually three offers er given to agencies and our marketing director is still waiting for the results and but it will be a completely new

i know yeah

yeah

er website and then e r the countries will have special links as well so that we

okay

special placement for the for the coun tries that there 's a direct link but

yeah

okay

i mean the- they will do it or do we have to e r

erm

er that 's not not er ooph

create all that

yeah we can discuss about this

as soon as the as the whole page more or less is is done rebuilt everything then er i will contact you and

o kay

we will know how it

yeah

how it will be planned but it will be more active more er for kids it

yeah

i think it will be divided into parts especially erm targets kids then the more the grown-ups

mhm

er where you can find [org1] the distribution partners but more more active

mhm

than it was to- wha- and than it is now

yeah

yeah i think it 's nice to to to al- to put also game er [org1] game or something like that er

mhm

yeah

on the internet site

mhm

mhm mhm

and there we can also er

be cause some some of our distribution partners ask already

mhm yeah

cos when just go on [org1] that you have the direct link o kay how what 's what 's happening in my country

yeah

mhm

at this moment it 's not of the xxx

bec-

and even von the language because

yeah

you ca n't translate everything in all languages so

yeah great

therefore it 's but i will update you on this

yeah

that 's okay

it 's getting more and more important medium huh

m hm

yeah sure

in ternet

and even the kids they they have access

yeah

and mhm

mhm

espe cially the kids yeah

mhm

and next year we celebrate eighty years maybe you know it already

eight- eighty years hh and due to this event we refurbish more or less our website

o kay

and e r we also have a kind of concept er for our eightieth anniversary for next years which will presented

okay

and this is

during the ism

and a haeh

during the ism

during the ism dədədə dʌ:

yeah

and there 's a special er eighty anniversary logo

which will then be on every packaging on every on every pic- e- every blister

on every packaging

o kay

and mhm

oh that 's good

yeah

cos it gives something on on value and quality

right right

there will be inter national prize-winning game and

if you already exist for eighty years you must be good

mhm

yeah yeah right

okay yeah

yeah and you 're still alive

and you 're no that when you 're eigh ty and you 're still alive it 's e r yeah

that yeah right yeah yeah right and you still breathe you 're right right mhm mhm mhm

yeah you

you 've done things

in in a good way so

and the whole con sumers can go to the international website and they can

right

join the game or

yes it will be a cooperation with mickey mouse

yeah

hm competition or

some

prizes

yeah

mhm

some nice prizes e r were given by [org27] as well

yeah

o kay

that 's nice

mhm

trip to er [place1] something like that

m hm

yeah

[place2] at least

or [place2] yeah xxx

something like this mhm m hm

yeah

but it 's yeah i think at ism

mhm

it 's the

and we also get a f- a f- a few dispensers in the old shape of the mickey mou- mouse for example

some time to present it

mhm

which could be a good present for for your e r clients or for your buyers

okay

e rm just to make them aware that er [org1] celebrate eighty years and so on so

okay

e rm our marketing director is very deep into this project and and er we are right now collecting everything e r all this international e rm campaign which we are planning winning campaign so and we just wait for the green light from [org27] and so on and so on so it 's really stuck

mhm

okay

right in into the middle of the project

okay great

mhm hast du etwas zum herzeigen

the the logo yeah which is on the

mhm

on the new shrek blister card

it 's a bad thing that you took that one

yeah

cos now i started to eat it

hm sorry that 's your own responsibility

m hm xxxxx

do n't take the chocolate

n o

i will give it to you

here you can see this

just a moment

i con

oh yeah here we are

it 's the

eighty years

o kay

yeah

celebration l- and and we also will have a e rm let 's [org1] com website

it will be the new site yeah

mhm

the new site

the new email address actually

mhm and on this website we will celebrate e r the the winning promotion

o kay is it al ready existing is it already in the air the the

which which we do

n o no no no no no so we 're we 're right really

it 's under con struction

yeah right

because if then when the new concept of the website is is more or less e r decided and everything is finished then it will change to the new

yeah

address as well

and all the packagings will change f- er only for this year

right right for one year

a special yeah

right

design er

i think with meet the robinsons will be the first

yeah we will start with meet the robinsons with with e r

because it 's the first

this this new one

yeah

this will be shrek shrek three m hm

shrek okay okay

if we get the licence it 's still not

yeah mhm it 's a nice logo it 's it 's with er link to the re- re tro retro

yes it is

yeah

it 's it

re tro yes yes yes mhm mhm

yeah

retro yeah

a little bit nostalgic

yeah

it 's the cap from from

from from from our lady

the [org1] lady

yeah

that 's quite nice

traubenzucker

yeah that 's nice so there will be an exciting year

m hm

next year that 's you r holiday picture or

last year

yeah

that 's australia yeah

fruitful surroundings yeah

yeah lot of water

er what do you think about next year e rm we think that our e r our two most important things er we have to focus on and that 's the focus on distribution and dominance in shops

m hm

and e r also increase the rotation er by reaching the consumer er with erm yeah activities on the on the floor or erm yeah like activities on yeah

and these things x displays instead of the floor displays

yeah

m hm

and we think that er with with this focus er we 'll get more er distribution more sales for next year

yeah and we are much more flexible because er er you d- you do n't have do to anything you you you just

no because the

uncover it

yeah

and

mhm

and it 's

yeah

do n't have to fill it

yeah yeah

you have the crowner

mhm

yeah

mhm

from the

yeah

for the special

m hm

erm

yeah

hit the stor e to e r

xxx

no work to place it

in comparison to

to the others

you are right yeah to the others

to the x display

right mhm

and less expensive

okay how how do we think we can focus on distribution and dominance e r now what have already spo- er it is the switch from the stan dard bag to the stan dard blister

mhm

sure

mhm

when you you got the so that 's just the non-branded er packaging

mhm

and it 's the product but you received a sample so you so you know

yeah i 've received samp les yeah yeah

yeah

yeah we saw it we saw it already during our last conversation e r when you came over to er to holl and

that 's an

mhm

right

mhm

you had one or two er of these products

mhm no this year we started with france

standing

in april an d er from the beginning of next year we will spread e r to all our other partners

yeah

from the timing it 's actually

depends on you

it 's it 's up to you yeah

o kay

but i think yeah

it is you you can check it you can even er let us know if you would like to have the same er bar code you currently have for the stan dard bags

mhm

yeah

and everything else erm

okay and i will come back to visit you because i 've to e r

mhm

xxx which clients er do now the

mhm mhm

and i think it 's m- m- most easy to start with this then in the first of january

yeah

we can now inform our customers

mhm

yeah

and then e r make the switch with our local xx

mhm mhm

this issue but it 's it 's a nice packaging it 's

m hm

ve ry clear and very e r

mhm

yeah

and very good visibility

xx and from the

yeah yeah

m hm

from the space it 's as well

yeah

and and the dispenser can not move and fall so you always

yeah

see them from the side

yeah

mhm plan

e rm yes how we ho w can we increase rotation e rm now we think there are different er possibilities e rm yeah we were already working on the internet site i think that 's

mhm

very important to do and e rm yeah you can

mhm

do so many things er with internet and e r and we can also er er make a cooperation of a link with popular sites in holland and create games and e rm yeah e rm what we will do that also with er [thing7] and e rm yeah are ge- we will get a total package deal there with yeah you you will get a a grps for that and you c- you we will get an er er a [thing7] game and we will get erm all those kind of things and er yeah we think that 's very good to yeah to reach the consumer because er especially younger children are yeah very used with the inter net and er

mhm

m hm

so i 'm very curious about the new internet site and then yeah we can a plan for that then consumer activities on the floor er get stickers for free with a popular licence and er you 've also sent me a picture er how we can do that

m hm

and e r that 's also a possibility e rm or a photo competition or a other competition that er children e r have to make er yeah a special picture of themselves in combination with [thing1] and er the most popular or the most funny e r

mhm

e r photo will win for example a digital er camera

m hm

scratch and win promotion now we have to wait for the re sults of the second scratch and win promotion but i think it 's it will be very successful again so maybe it 's also i need for next year erm

mhm

and erm it 's also an idea to e rm yeah to to make some prizes er together or with a cooperation with [org27] and may be we can give also erm

mhm

trips to [place2] or e rm cinema vouchers or something like that then new characters er you 've als- you 've sent me e rm

mhm

yeah an overview or

meet the robin sons m hm

yeah

do you have e r examples of this e rm

yes we will show them in the in the news pre sen tation

oh okay

okay

yeah

yeah cos i n ever heard of a ratatouille

that 's new for me

ratatouille is that is that that dog of er of lucky luke or

a xxx rat

it 's a famous rat

and something

it 's a rat a french rat

okay

yeah

mhm

famous it 's a famous french rat

yes

mhm

hm x xx xxx

who wants to become a a chef you know chef of the cui sine

o kay

mhm

a rat wants to become a chef of the cuisine

mhm

sounds logical

yeah

ve ry

a normal thing you know so

yeah right

then er tv we have already discussed las- er last time and e r and although it was yeah too early

yes

yeah

and maybe we can do it er if we get more distribution e r distribution after the food approach er be ginning of er two thousand six now hh i thought i

mhm

if we have more bud get available

sorry

if and if we have more budget avail able

yeah

yeah i i thought i 've sent you this e r proposal er by mail e r

this one yeah mhm

i 've yeah o kay so it is the same as a

mhm

m hm

erm now print also a good item er of course at stores and magazines and e rm yeah well my question was do you s- hav e er other promotions er erm yeah of other countries successful promotion of other country which we may can use er for er for half of next year

mhm

da koennen wir ihnen das dings weisst du wir haben ja eh

ah fuer die aufsichtsratssitzung

von dem marketing fuer die aufsichtsrats sitzung

genau

ja ja ja

because we er

we collected regarding your question

yeah

we collected all this success stories from from all our partners be cause [firstname1] needed it er for his presentation

yeah

er in front of the board

to the super visory board

so we can we can send it over to you to see

okay

just a a va ri ety

yeah

what we did in the first half of of this year yeah

that you yeah

mhm

yeah

just just to get the idea

mhm yeah maybe it is a good e r

mhm

yeah but we we collected this ideas already so we have we have them

okay

that 's great

great

mhm

like sharing best practic es

right just for sharing mhm

yeah

yeah sure

mhm

do we still have sponge bob next year

the babies

hm we have some stock

yeah

and this is first

just until may

it it 's it 's so boring in the warehouse you know

mhm yeah

maybe they have it two and a half year

it 's still on tv

in holland

yeah and i think it 's quite popular because even in in serbia they ask for sponge bob in south africa

aha

it 's quite popular but i mean we do n't have the li cence any more yeah hm

it 's still the re

it 's unbelievable

but you have stock for for nearly half a year

now we have stock at this moment e r e r three hundred e rm

cases

cart- yeah cartons and e rm yeah the sale is not that high xxxx

yeah okay but

m hm

but e r

i think we have to finalize that stock little bit earlier than e r than e r may

yeah

m hm mhm

yeah i think so yeah now we will give it away in the scratch and win packag es

yeah

m hm

right

yeah yeah

that 's a good idea

yeah

those things yeah

yeah

mhm mhm

mhm

e rm now mickey mouse heffalump princess cars

prin cess there will come up three new characters next year

sorry

with princess there will come up new three also three new characters next year

okay

so x it 's still the sort name princess when you order it

yeah

but you will instead of just three er characters you will get six different

six

okay

what kind of characters do you know the names of them or

e rm yes it 's

prin cess one two three

snow white

yeah

four five six

snow white aurora a nd

x xxx

because [S3] does n't

she does n't like princess at all so

right right

right you do n't

you do n't like prin cess

and

no not that much so i 'm i really do n't care about princess and you know

i hardly see the diff erence so er be tween i hard ly see the difference be tween er the characters

yeah

right

nor do i so i i i 'm i i do n't pay too much attention to it so

it 's

yeah

but the kids like it that 's

maybe it 's yeah more fun for er younger girls

right

yeah

yes

yeah that 's for sure

yeah

so i know them but i i do n't know the name is n't it aurora

aurora snow white yeah the the third one

aha okay

erm

we have jasmin we have belle we have cinderella

mhm

that 's the only one i know cinderella

i do n't know why but

so these are two the the th ird one er i do n't have a pictures of yet so but they are quite pink

who are those

think pink

so this is e r

this is the cin derella

she has a very small face

yeah

and that 's the aurora

mhm

deborah

au ro ra

au rora

au ro ra

au rora

yeah

okay

and these were the older ones

yeah

mhm

no it 's aurora arielle and snow white so this is and this was cin derella belle and jasmin

never forget it

aurora snow white and

arielle

arielle ah arielle

arielle

yeah

the washing powder ariel

mhm

ariel yes

ariel

mhm

yeah i 've signed the the introduction of the new characters but i yeah that depends also on the schedule which you er have in your mind

m hm

mhm

erm yeah the whole a ssortment

so open season you wait until next year you will not have open season this year

e rm

yeah yeah or yeah the dvd release is e r is yeah more important for us than er the film release

mhm

aha

that 's cos this year

when is the film release it 's some thing with

the fifth of october

fifth of october or so

okay

yeah

mhm

now the display approach e r the yellow e r er ones you will do that er the first er ones of er next year and we will also repeat that activity of course er after the summer holiday and e rm yeah we will do some consumer promotions er two times a year erm around m- march and april and also around september october at the school er

the this is f- scratch and w- kind of scratch and win or what the display approach

e r no that 's the

or to s- to just to

car tons yeah to get distribution in food and then e r

ah the cartons okay

mhm mhm

toy stores et cetera

mhm mhm

yeah that 's a little bit the first overview fo r for next year

mhm

and e rm we think we er we 'll end up then with the sales of er five hundred thousand eu ros

then

x x x

yeah

to add all the new assortments which we will present after wards

yeah

it was very difficult now already to make an es timate on what we you will

yeah yeah sure

do next year

mhm

cos you

was not ex pected

mhm

you n- you need to know more more what will ha ppen when and the phasing in is is im portant there as well so

yeah yeah yeah yeah yeah yeah yeah yeah mhm

sure

yeah

mhm

mhm mhm

hh but e r the whole idea is that we er continue to to focus on distribution and pos and try to to activate er the brand even more with with consumer activities and perhaps with some media

mhm

internet or whatever

mhm mhm

to to reach the consumers also on another way and then e r i think er now looking at this the f- the figures of this year that the approach we 've chosen for this year is er is working

yeah

and e r

mhm

yeah some some adjustments here and there and e r and go on

right right

de finitely

yeah

how is [lastname8] doing by the way

who

[lastname8]

oh i do n't know i do n't wan na hear a thing from him any more

[lastname8] -

he 's still a live and kicking in m- e r

but they asked they they ask us to send some er samples of ca- er of best of [org2]

you 're

you 're you 're

you 're all

rea lly

yeah yeah

so they sent a direct email there mhm

aha

yeah he he

but he had they e r he asked that to you

yeah

okay

really

i think you got it and and you send it to me [lastname8] ask er wrote an

m hm

aha

for the sam ples of best of [org1]

yeah

and he asked it to you

mhm

and not to us

yeah

he 's crazy

yeah

but now you see how important we are no but that 's crazy i i fully agree with you

the next time when you when he sends a mail like that

i fully agree with you

mhm

please e r give him er er

a note

give him a note that you will pass this information

mhm

to us

mhm

and that we will send them the er the the e r the samples

the samples

the sam ples okay

yeah

otherwise you 'll be stuck for the rest of your life to mister [lastname8]

yeah

because when you send it once

okay it 's not x

it was it was specially er addressed to [S3]

er of course it is special to

i just forwarded it because

yes

he 's

you see i 'm not responsi ble any more

yes it 's your re la tion you know with him or

yeah

tsək tsək

yeah that 's the truth

and [firstname9] [lastname9] was a pain in my ass at the be gin ning

i thought he was

yeah

at the beginning

i thought he was your bi ggest friend

but then

the update of the a and p you got i assume xxx as well so it 's clear for you

at the ve ry beginning

yeah i received this

yeah yeah

yeah it was clear for me yeah

mhm

mister [lastname9]

mhm

er he also asked for some items we did not h- have any more or something like that so

yeah [thing4] er the the pla net e rm

and then he wanted to have e r i think we made some enquiries and we said that we could do that or yes

mhm we 've sent e r him a palate of er ice age i thought

yeah

because the or e rm yeah we were out of stock of that and it was not on our assortment any more

yeah

mhm

and he asked us for e r yeah if it was possible of yeah

m hm

that he er could get an a palate of e r ice age

mhm

and he 's also e r

you never know what he does with it

did have the the promo tion trucks wha-

yeah there 's

were they for [lastname8] as well

yeah this wa- they were all for [lastname8] and i think he will give the promotion trucks away

aha

when xx selling er

so it 's his his own promotion

as an incentive

yeah it 's his own pro motion yeah

yeah

mhm

yeah

m hm

and he was interested in the arctic planet

m hm mhm

mhm

yeah would be good

it 's a yeah that 's only two cartons so yeah i can not introduce e r a new sk sku for only two cartons so that was the rea son why

ah just for two car tons

yeah

u hu

they 're really interested

yeah

wow

two carton

his idea was to give it a way

ah a

and just to use the the one sku to as a present as well

yeah

so maybe we in the future we can erm yeah order it but then get it without a a without a system or something like that but

mhm

it is yeah

you are sure just

just to send it over as a sample

as a as a sample yeah

mhm yeah

and that 's it

as a sample and we can just deduct from a and p and

yeah

no problem

yeah

i please

please

okay

don-

do n't do this

okay

you know he

come on

try to m- to make to build a business here e r

an- and not to please mister [lastname9]

the moment he finds out he will he will ask all the all the time for it

yeah

for samples

please send me over

can i go er to a for a quick break at the er

mhm

yeah

me as well

for me as well be- before we start with the news

yeah

Wie die DATEN-Darstellung funktioniert

Die angezeigten Daten sind auf ARCHE, im XML oder RDF Format, gespeichert bzw. archiviert. Die Daten können sehr unterschiedlich dargestellt werden. In dieser HTML-Darstellung wurden XSLT-Stylesheets und XPath verwendet um Daten von ARCHE abzufragen und in eine HTML-Struktur zu transformieren. Dieser Prozess schafft die Möglichkeit, eine benutzerfreundliche Web-Applikation zu erstellen.

Beta Version

Der Beta Badge weißt darauf hin, dass die XSLT-Stylesheets derzeit noch in Entwicklung sind. Die Darstellung der Daten kann sich daher ändern. Zusätzliche Information zum Projekt oder weitere Funktionen könnten in Zukunft noch hinzukommen.

Weitere Informationen

How the DATA-Representation works

The visualized data are saved and archived on ARCHE in XML or RDF formats. This data can be represented differently. In this HTML-Representation the data is transformed into a HTML structure. This process is achieved with XSLT-Stylesheets and XPath.

Beta Version

The Beta Badge is active because the XSLT-Stylesheets are still in development. Therefore, the Web-Application can change and data could be visualized differently. Furthermore, additonal data or functions could be added.

More Information

https://arche.acdh.oeaw.ac.at/api/171762
https://arche.acdh.oeaw.ac.at/api/171762
https://id.acdh.oeaw.ac.at/voice/voice3-0
voice.xsl

Researchers – VOICE 3.0 XML	Hans Christian Breuer Ruth Osimk-Teasdale Hannes Pirker Marie-Luise Pitzl Stefanie Riegler Daniel Schopper Barbara Seidlhofer Omar Siam Daniel Stoxreiter
Founding director	Barbara Seidlhofer
Principal investigators VOICE 3.0	Marie-Luise Pitzl Daniel Schopper
Researchers	Angelika Breiteneder Hans-Christian Breuer Nora Dorn Theresa Klimpfinger Stefan Majewski Ruth Osimk-Teasdale Hannes Pirker Marie-Luise Pitzl Michael Radeka Stefanie Riegler Barbara Seidlhofer Omar Siam Daniel Stoxreiter
recording	R3
Publikation	Austrian Academy of SciencesUniversity of Vienna
Datenbeschreibung	2006-09-21 Portable minidisc recorder with electret condenser stereo microphone recording R3
Datenverarbeitung	Domain professional business Speech Event Type meeting Used to mark a stretch of speech commonly preceded and followed by a pause or by a change of speaker. A u is, however, not required to be bounded by a pause or a change of speaker, nor does it represent a turn in a conversation analytic sense. At a minimum, a u is some phonetic production or noise made by a given speaker or a group of speakers. Used to mark lengthening of sounds and intonation (fall, rise). The following type attributes are used to mark: lengthening lengthened sounds intonation a significant change in intonation, marked with the following function attribute for: fall falling intonation rise rising intonation Intonation may or may not coincide with syntactic boundaries. Used to mark a pause either between or within utterances. Used without dur attribute to indicate a brief pause up to half a second. Used with different type attributes to mark: type overlap overlaps type onomatopoeia onomatopoeic sounds type ipa transcriptions in the international phonetic alphabet Used to mark the point at which some paralinguistic feature changes. The following attribute values are used to mark: voice voice quality imitating laugh neutral phone reading reading_aloud sigh singing whisp yawning tempo speed of utterance a accelerando l lento neutral neutral loud loudness f neutral p Used to mark speech which is stressed or emphasized in a way that goes beyond regular nuclear stress. Used to mark speech which cannot be transcribed with certainty, because it is difficult to hear or understand for the transcriber. Used to mark other-continuation, i.e. whenever a speaker continues another speaker's u without a pause. Other-continuation is to be interpreted temporally and does not relate to form or content of the speakers' utterances. Used to mark laughter and other speaker noises and non-verbal feedback. speaker_noise coughing nods shakes head smacks lips sniffs swallows whistles wordlike laughing Used to mark text supplied by the transcriber because the original is unintelligible or needed to be anonymized. The reason attribute is used to mark: unintelligible unintelligible speech anonymization anonymized speech Used to mark a word or phrase as belonging to some language other than English. The following values for the type attribute are used to mark: L1 the speaker's first language LN a language other than the speaker's first language LQ a language where it cannot be ascertained whether it is the speaker's first or other language. Whenever possible, the voice:translation attribute provides a rough translation of the non-English speech into English. Used to mark contextual information relevant to the understanding of the interaction or the interaction as such. The voice:desc attribute provides a short prose description of the contextual event. Used to mark lexical forms (tokens), but also word fragments, onomatopoeic noises, spelling and breathing. For laughter see vocal. For pauses see pause. w is used with ana and lemma attributes to mark its part-of-speech and lemma. The ana attribute may contain more than one reference if different interpretations are possible. w is used with join to indicate different part-of-speech categories for contracted forms like isn't, don't, etc. w is used with part if tags for indicating spoken mark-up (like lenghthening, overlaps, etc.) occur in the middle of words. Since tokenization into w elements was first added in VOICE 3.0 XML the number given in this automatic token count differs slightly from the number of words specified elsewhere in corpus header and text headers. Used to mark points where a short portion of speech has not been recorded or has been left untranscribed, whether for editorial reasons, as part of the sampling practice, or because the material is inaudible or comprises sensitive content. The following reason attributes are used to mark: not_recorded Not recorded speech not_transcribed Not transcribed speech Further information on the reason for a gap is provided within the voice:desc attribute. Used to mark a pronunciation variation or coinage as described in the VOICE mark-up conventions [2.1].the VOICE mark-up conventions [2.1]. An existing word corresponding to the PVC may be provided within a commentcomment attribute within the voice:pvcvoice:pvc element. Additional phonetic transcription may be provided within a voice:ipavoice:ipa attribute within the voice:pvcvoice:pvc element. Used to mark speech directed towards a particular speaker. The whowho attribute indicates the addressed speaker. Used to mark the beginning of a new audio track used in transcription (usually three minutes in length) and thus refers to the audio recording of the transcribed speech event.
Lizenz	https://creativecommons.org/licenses/by/4.0/

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