the pub15 newspaper

OLYMPIA, LONDONWednesday 18 February — Thursday 19 February 2015

PUB15 serves up 2 days of free, straight-talking seminars and business sessions, packed with new ideas and inspiration and featuring the brains behind some of Britain’s most successful bars. Turn to pages 8 & 9

Are you sure? Why always stick with the same suppliers - PUB15 has over 120 premium exhibitors waiting to benefit your business. See pages 10 & 11

CALLING TIME ON PINT-SIZED PROFITS

REGISTER FREE NOW AT www.thepubshow .co.uk

I’ll have my usual

THE NEW BUSINESS EVENT FOR A CHANGING INDUSTRY

Q&A withTom KerridgeChef proprietor of 2 Michelin starred gastropub The Hand & Flowers, and new pub, The Coach in Marlow takes time out to share his thoughts and inspirations. Turn to page 5

ThePerfect PubPub owners and experts share their secrets behind the perfect pub, including Lee Cash of Peach Pubs, Becky Salisbury of Salisbury Pubs and more.Continued on pages 6-7

In better spirits: Investment and new approaches help pub owners recover from a long hangover

During the five years through 2015-2020, industry revenue is forecast to rise from the current £17.98billion to £20billion.

Changing trends Old-fashioned wet-led pubs will continue to lose out to family-friendly, food-oriented pubs. As well as the now ubiquitous gastropub, more pubs are expected to specialise in a particular cuisine like Thai food or gourmet burgers, or to rent out their kitchens to independent restaurateurs. Sport will remain important for wet-led pubs, with major rugby tournaments, Premier League football and Champion’s League football coverage proving major draws. The outcome

of future football rights deals could prove vital for pubs, particularly since competition from the online streaming of football is expected to increase during the next five years.

The ageing population, rising health consciousness and changing social trends are forecast to weigh on alcohol consumption. But while lager and cider sales are anticipated to fall, demand for wine and craft beer is forecast to rise. Pubs in a position to respond to these trends will be in the best position to perform well.

Your Industry - A Snapshot

£17.9bn

Revenue

Annual growth 10-15

-0.3%

Annual growth 15-20

2.2%

Businesses

32,005Profit

Products and Service Segmentation (2014-2015)

£1.1bn

Wages

£3.6bn

0

£5,000

£10,000

£15,000

£20,000

£25,000

2019/202014/52005/6

0

100,000

200,000

300,000

400,000

500,000

2019/202014/52005/6

Revenue

Employment

Industry Data

Info courtesy of Pubs & Bars in the UK Industry - IBISWorld

11.1%

12.6%

18.5%

24.3%

33.5%

BeerFood & non-alcoholic beveragesSpirits & spirits based drinksCiderWine

Register free to attend PUB15 at www.thepubshow.co.uk Follow us on twitter @PubShowUK

02019/202014/52005/6

Establishments

10,000

20,000

30,000

40,000

50,000

60,000

Welcome to PUB15, packed full of inspiration and insights from across the pub trade, brought to you by the creators of the only dedicated show for the UK pub industry – PUB15

As a former pub-owner myself, I understand that this is an industry that is constantly evolving, with fresh challenges arriving every week, and no set formula for running a successful pub. However, often from difficult times come sparks of creativity, and I firmly believe that the new breed of pubs within this country are some of the most innovative and ingenious ever, and pay testament to the talent of the modern publican.

Which is why we have decided to create PUB15; a new event with a new approach. Supported by a whole host of partners, including the ALMR, BII, BFBi, BBPA; and featuring a raft of inspirational Business Seminars, now is the perfect time to bring the industry together with a focus on sharing ideas, experiences and knowledge. This newspaper provides just a taste of what you can expect to see at PUB15. Read on, digest your fellow publicans opinions and join the conversation at London’s Olympia West at the show on 18th and 19th February.

For those yet to register, you can do so at www.thepubshow.co.uk For those already attending we look forward to welcoming you next month.

Best regards,

Tim Etchells, Managing Director, SME London& the PUB15 team

Welcome to

PUB15

This year at PUB15

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SME London is one of the world’s most innovative and experienced event companies. Specialising in creating high-profile shows within the trade and consumer market sectors. In addition to launching PUB15 this year, SME stages over a dozen highly successful events around the including Independent Hotel Show, Art15, The Restaurant Show, London Fashion Weekend, BBC Good Food Shows, Bar and many more.

120+hand picked exhibitorsfrom across the supply chain to the UK pub industry

Two day program of

Business sessionswith leading industry experts and renowned pub owners

Tastingtable featuring inspiring new trends in food and drink matching

Network with colleagues and key industry contacts

PUB15 is organised by…


“Everybody over a certain age has been to a pub. They are social hubs and can be incredibly exciting, vibrant and fun places.”

“I just wanted to create somewhere where I would like to be on my day off.”

What inspired you to cook in a pub environment rather than a city restaurant?Me and Beth were originally looking at setting up a restaurant, having spent most of my cooking career in that environment. One evening we went for a meal at The Trouble House in Tetbury, where the great chef Michael Bedford was cooking. We had a wonderful meal in very comfortable surroundings and the pub had a Michelin star.

This was the moment where the light switched on, as it was an environment that was much more suited to myself and Beth, but serving great food. I’m a jeans and trainers kind of guy and I just wanted to create somewhere where I would like to be on my day off.

When looking for inspiration where do you head?My drive comes from base level cooking, an understanding of the simple. Allowing flavours to speak for themselves. So I look at classics, whether they are British or French. I also look for simple, farm house style dishes. It is always flavour led.

Why Marlow?We were looking for the right site for about a year and we knew Marlow fairly well as friends of ours lived towards Henley, so when we knew the Hand & Flowers site was for sale, I saw it on the internet and instantly knew that it was the right place for us.

What advice would you give to those starting their career or a new enterprise?Stay strong, believe in your end goal and never give up.

Given the recent pub legislation what is your take on this and how it will affect the industry?Anything that helps the public house to survive and breathe new life into it as a business and an industry, I welcome with open arms.

What do you think makes a pub experience fantastic? The pub experience is something that is accessible to everybody. Everybody over a certain age has been to a pub. They are social hubs and can be incredibly exciting, vibrant and fun places.

What are you looking forward to about PUB15?The opportunity and the chance to network with fellow publicans and industry people.

What is next for Tom Kerridge?Concentration on making the two pub sites work and just maintaining the high standard that we already reach.

Which pub do you call your ‘local’?I spend all my time in both of my pubs, The Hand & Flowers and The Coach are both my locals.

What’s your favourite tipple?I’ve cut right down on my booze, so my favourite tipple is now normal caffeine led rather than alcohol, but we are huge supporters in both sites of artisan brewing, our local brewer, Rebellion, and craft style distilling with Great British gins.

TOM WILL BE SPEAKING IN THE BUSINESS SESSIONS AT 13.30–14.15ON WEDNESDAY 18 FEBRUARY.

This session is free to attend for visitors to PUB15, however spaces will be limited and available on a first come first served basis.

Please visit www.thepubshow.co.uk toregister to attend and book this session.

Contributed by Tom Kerridge, 2 Michelin Star Chef, Owner of The Hand & Flowers and The Coach

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Q&A with Tom Kerridge


Meet the pub industry dream team offering insight and advice at the PUB15 Business Theatre supported by Elliotts, including:

Visitors will also be able to discuss their experiences with other industry specialists in the @TheBar networking area.

The Perfect Pub

Four successful publicans share their insights into the what makes ‘The Perfect Pub’.

If you asked me what made the perfect pub, I’d start by saying we insist on calling ours just that. Pubs! Why does our industry keep referring to pubs and restaurants as ‘sites’ and ‘units’?

Whoever had a great night out with their mates in a unit?

Or a lovely supper with a date, in a site?

They’re pubs where we go out for fun and to have food and gorgeous grog. Places where we go to be nourished and to get some booze down us while we have a laugh. They’re meant to be fun. It should all be about the people in the pub too and what they want, and not what we want to cook and serve them.

So my thought is this: a perfect pub is one that doesn’t take itself too seriously. It’s one that’s about enjoyment.

It should be a dinner party every day, with food that you want to eat and wine that you fancy drinking, that plays music that you want to listen to and makes you feel comfy rather than challenging you to look cool or hip.

Pubs are public houses. They need to do what it says on the tin. They should serve stuff that their owners can be bloody proud of and that they’d be happy to give their mum. They need to be places people can have a little or a lot of what they fancy, have a great time and feel right at home. They’re not sites or units, it’s the pub we’re talking about.

And don’t ask us to turn the music down – we don’t want to. If you want silence, go and sit in a library.

Lee Cash will be part of the PUB15 Business Sessions, within ‘THE GREAT TALENT SHORTAGE DEBATE’ on 19 February.

Contributed by Lee Cash, Co-founder, Peach


Rosie AkenheadYelp

Paul CharityPropel

Mark DanielsInapub

Tim FosterYummy Pub Co

Nick MillerMeantime Brewery

Kate Nicholls ALMR

Anthony PenderYummy Pub Co & BII

Tom WeaverFlypay

Brian Whiting Whiting & Hammond

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The pub is the British equivalent of a French bistro; a place where people from all walks of life can be together and enjoy the same space. For me, the perfect pub is somewhere that gives me a reason to leave my home. It offers something a little different, and there’s always something new to try every time I visit, whether this is a new beer or an unusual sharing dish – however the quality is always consistently good. The key aspect for me is that a pub needs to offer something you couldn’t do at home. It’s so annoying when you order some food and you know you could have made a better dish yourself.

Food is important at the pub but it also needs to match the occasion. In our bar we offer easy, instant dishes with a lower price point, such as our famous scotch eggs, and it’s very different to the food we offer in our restaurant space. You want the people who are eating and those who are drinking to feel comfortable – there’s nothing worse than going to a pub which is laid up for food and there’s nowhere to just sit and have a drink.

A strong team is also vital. They need to know their stuff and be able to bring the offering to life – I don’t want to ask a member of the bar staff what beer they recommend and be told that they don’t know as they don’t drink beer themselves. The team need to know the offering like the back of their hand.

I think people want to support British pubs but they expect a high standard. They can drink a bottle of Budweiser on the sofa so why would they come to the pub and spend more to do it there? You need to offer them food and drink they can’t pick up at the supermarket. The issue is quality – I understand why pubs open post offices etc. in their site and it is fine if it’s helping the community but it’s not solving the issue. It’s not the way a pub should be thinking if it wants to improve its offering and drive sales. Having a post office on site doesn’t make me want to come for a drink, having the opportunity to try a delicious beer, perfectly poured with some fantastic food that I couldn’t do for myself does.

Everyone has a story to tell and I would argue it is the same for pubs. With 48,000 pubs in the UK, that’s a lot of stories. As the great British pub drives ever further down the winding road of evolution - for better, for worse – and let’s be honest, everyone has their opinion – to me the perfect, most enduring and engaging pubs are the ones that are best at getting their story across.

It might be through the place. Within moments of walking through the unassuming front door of The Grenadier in Belgrave Square, I could feel the antiquity ooze from the walls and seep under my skin. I could see Wellington and his officers quaffing beer and at the same pewter bar 200 years ago. It is living history.

It may be through food and drink. The bar offer in a great pub is the library of the landlord and products can easily stir emotion. Personally, I feel at home anywhere I see the Woodfordes Wherry on tap (but then my heart does lie in East Anglia). The food has to be honest and well executed. The simple beauty of a good ham and mustard sandwich, thick cut slices in between soft, doughy bread with a well-baked crust will always appeal to me as much as 3 star Michelin does.

It is most probably through the people. As I think back to my early years in the trade, I remember one of the first barmen at The White Horse, Brancaster Staithe, who could hold the whole bar in the palm of his hand as he recounted everyday experiences with Shakespearean wit and guile. He had the power to breakdown social barriers and make anyone feel welcome and that, for me, is the cornerstone of the perfect pub.

James Nye will be part of the PUB15 Business Sessions, within ‘TASTE THE FUTURE’ on 18 February.

I’m sure you all remember the Batchelors’ Cup-a-Soup ads with their catchphrase “A great big hug in a mug” and those slightly creepy, blue, furry arms waiting to pounce on some poor unsuspecting housewife, should she risk putting the kettle on in some far flung place? How about the time when those pesky furballs skied all the way down a mountain to her log cabin?

What, you may ask, has some dodgy marketing campaign got to do with the perfect pub? In the Salisbury Pubs’ world, it’s everything. Obviously it’s important to get all the key parts of your business bang on: honest and tasty food, superlative beer, interesting wine and efficient service, there’s nothing unusual in that. We all know it helps if your pub is clean and well-kept and the staff are welcoming, but to this you must add one more thing. Yep, you got it, that great big hug in a mug!

It’s how we make our customers feel, it’s how our staff engage with and care for those guests, regular or not, that turns a good pub into a great or perfect pub. It’s all about the emotional recharge you’ve received and the lasting glow when you leave. Hopefully longing to come back again soon and repeat the whole thing, feeling like you have just had the best hug ever.

Getting your staff to understand this simple concept is the biggest challenge in our sometimes formulaic pub world. Some seem to do it effortlessly, and by now I hope you are all having that proverbial “hug in a mug” feeing, thinking of that very special pub that makes you feel so good.

Contributed by Richard Holmes,Co-Owner, Pint Shop

Contributed by James NyeMD, Anglian Country Inns

Contributed by Becky SalisburyDirector, Salisbury Pubs

Register for PUB15 at thepubshow.co.uk


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PUB15 On-Tap: Essential Show Information

PUB15 Business Talks

PUB15 is a new event with a new approach for a new look industry. These are changing times for the UK pub industry, which is exactly why this event is needed to bring the industry together with a focus on sharing ideas, industry issues and knowledge.

At PUB15, we understand that informative, paid forconferences can be a big ask in these financially challenging times.

Which is why PUB15 is delighted to announce two days of free-to-attend business talks from some of the biggest names in the industry.

Key Sessions not to miss:

Wednesday 18th February

Pub Food GuruWith Tom KerridgeMove over Jamie Oliver and Raymond Blanc, we find out what’s next in the making for inspirational chef and pub owner of the Hand & Flowers, and The Coach.

Taking it OnlineWith Mark Daniels, Inapub; Adam Church-Millward, Enterprise inn; Mitch Adams, The Bull & Rosie Akenhead, YelpDoes your establishment cut it digitally? Our panel discusses the importance of having a social media strategy and offers hints and tips to ensure that you’re always a positive part of the conversation.

Other seminars include:

The Race to find the Perfect PropertyWith Paul Charity, PropelYour guide to setting your sights on the perfect site.

The Crafty PintWith Sophie Atherton & Pete Brown, Guild of British Beer Writers; Nick Miller, Meantime Brewery; Roger Clayson, Cask Marque What does the microbrewery boom mean for UK pubs?

Taste the FutureWith James Nye, Anglian Country Inns Ltd; Ian Parsons, Lockheart; Richard Holmes, Pint Shop Forecasting the food trends to know, now.

Thursday 19th February

State of the NationWith Kate Nicholls, ALMRWhere are we as an industry? Our industry leaders will give an honest up front and frank assessment of the industry and where it is heading and evolving.

Go Premium to Pimp Up your ProfitsWith Matt Eley, Inapub; Tim Foster, Yummy Pub Company; Steve Carter, FrobishersYour guide to getting the investment you need. Our panel of experts review the old and new ways of raising capital from family offices to crowdfunding and offer advice and inspiration to cash in on!

Other seminars include: Show Me the MoneyTim Kirk, Liberis; Philip Richardson, Hospitality and Leisure Team Barclays Bank Your guide to getting the investment you need.

Refining the VineKevin Pollard, BoutinotCreating the right wine list for your pub.

The Great Talent Shortage DebateLee Cash, Peach Pubs How to find and keep the best industry talent.

View the full line-up of over 30 speakers and 10 Business Sessions at thepubshow.co.uk

Book your session:Simply register free for the show at thepubshow.co.uk, then reserve your space from the link within your confirmation email.


Supported by

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PUB15 - The Venue

Features

Everything you need to know

PUB15 is at Olympia, London

Famous for its stunning Victorian architecture, Olympia London boasts a rich history of successful events dating as far back as 1886. Currently, being one of the only remaining exhibition spaces within the heart of the capital, Olympia is home to almost 100 shows per year, including the Independent Hotel Show, which began in 2012 with similar beginnings to PUB15. The Independent Hotel Show has since grown year on year to now host over 5000 of the hotel industries top representatives, becoming the focal point of this industries calendar.

Taste Table sponsored by British Premium Meats

Learn exciting, new approaches to make your food offering stand out, with intimate tastings and expert opinions from the best in the business. Book your sessions now at thepubshow.co.uk

@TheBar supported by Inapub

The central networking hub of the show, @TheBar is the perfect setting to meet your fellow publicans and experts.

Careers Zone Packed full of expert insight and advice, the Careers Zone provides the perfect stepping-stone for those wanting to make an impact in the industry, providing them with a hotbed of unrivalled networking and business generation opportunities from major PubCo’s, who share a focus on recruiting bright new talent.

‘As organisers we are delighted to be hosting PUB15 at London’s most iconic exhibition venue, Olympia. From our previous experience hosting Art and Independent Hotel Show here we know the venue provides an impeccable backdrop for a prestigious show, as well as being easily accessible from across the country.’

PUB15 is FREE TO ATTEND for the Pub industry, simply register at www.thepubshow.co.uk

Event Dates & Opening TimesWednesday 18 February: 10:00 – 17:00Thursday 19 February:10:00 – 17:00

Location: Olympia West, Olympia Exhibition Centre, Hammersmith Road, London W14 8UX


Adande Refrigeration/ Charvet Premier Rangeswww.adande.com/wordpress.charvet.co.ukAllied Drink Systemswww.ads-coffee-supplies.co.ukAzteQ www.azteqsolutions.com

BFBiwww.bfbi.org.ukBianca Tradingwww.biancatrading.co.ukBleep UK Plcwww.bleepplc.comBlistering Woodfired Ovenswww.blisteringwoodfiredovens.co.ukBlue Ice Machinesblueicecreammachine.co.ukBoutinotwww.boutinot.comBrewfittwww.brewfitt.comBrilliant Business Solutionswww.brilliantbusiness.solutionsBritish Beer & Pub Associationwww.beerandpub.comBritish Premium Meatswww.britishpremiummeats.comBrown Bag Crisps www.brownbagcrisps.co.ukBundaberg Brewed Drinkswww.bundaberg.comBuzz Cateringwww.buzzcateringsupplies.com

Casio www.casio.co.ukChegworth Valley Juiceswww.chegworthvalley.comChurchill’s Tablewarewww.churchillchina.comClear Brewwww.clearbrew.co.ukClearcraftwww.clearcraft-catering.co.ukCo2 Gas Company Ltdwww.co2gas.co.uk Compufixwww.compu-fix.comConcorde BGWwww.concordebgw.comConsoliswww.consolis.comC.P. Hartwww.cphart.co.ukCPL Training www.cpltraining.co.ukCrafti’s Ltdwww.craftis.co.uk

D-Media Communication LTDwww.d-mediacom.comDC Paymentswww.dcpayments.co.uk

Enterprise Innswww.enterpriseinns.com

Fracinowww.fracino.comFragrance Delivery Technologies Ltdwww.oxygenpowered.comFrobishers Juices Ltdwww.frobishers.com

GGD Globalwww.ggdglobal.comGreene Kingwww.greeneking.co.uk

Hi-Spirits www.hi-spirits.comHigh Level Softwarewww.high-level-software.comHIT Training Ltdwww.hittraining.co.uk

Inn Control Chartered Accountantswww.inn-control.co.uk

Jake Eastman Photographerwww.jakeeastham.co.ukJoelson Wilson Solicitorswww.joelsonwilson.com

Kimbowww.kimbo.co.ukKP Snackswww.kpsnacks.com

Luscombe Organic Drinkswww.luscombe.co.uk

MAJIsignwww.majisign.co.ukMangrove UKwww.mangroveuk.comManitowoc Beverage Systems UK Ltdwww.manitowoc.comMr Filbert’swww.mrfilberts.comMr Trotterwww.mrtrotter.com

NBB Ltdwww.recycledfurniture.co.ukNestle Beverages www.nestle.co.ukNicoccinowww.nicoccino.co.ukNisbetswww.nisbets.co.uk

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PUB15 Exhibitor Listing

Your one-stop-shop featuring all the essentials needed to run a profitable pub, handpicked to add value to your business.

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C.P. HartThe source of bathroom inspiration

FrobishersWe know juice

KimboThe Neapolitan Culture of Coffee; Revolutionising Pubs Across the UK

Concorde BGWAward winning design and build specialists


Norfolk Cordialwww.norfolkcordial.comNSM Music Ltd/Mediathemewww.nsmmusic.com/www.mediatheme.com

One Way Wholesalewww.onewaywholesale.co.ukOrderella www.orderella.co.uk

PackProwww.packpro.co.ukPaull’s Mattingwww.paullsmatting.co.ukPeekswww.peeks.co.ukPentairwww.pentair.comPerfect Pintwww.perfectpint.co.ukPhillon Nutswww.buzzsweets.comPipers Crisp Cowww.piperscrisps.comPlus Onewww.plusone-dg.co.ukPortable Floormakerwww.portablefloormaker.co.ukPremium Loyaltywww.premiumloyalty.co.ukPropercornwww.propercorn.comPunch Tavernswww.punchtavernsplc.com

Ready Steady Veg Ltdwww.rsveg.comRegalewww.regale.co.ukRexmartinwww.rexmartins.comRimex Metals (UK) Ltdwww.rimexmetals.comRoslyn’s Accountingwww.roslyns.co.uk Rough Stuffwww.roughstuffoak.co.uk

Sawday’s www.sawdays.co.ukSipsmith Independent Spirits www.sipsmith.comSKY www.sky.comSmokowww.smoko.com

The Beer Academy www.beeracademy.co.ukThe British Institute of Innkeeping www.bii.orgThe Malting Boxwww.maltbox.comThe Patchwork Traditional Food Companywww.artisanfoods.co

The Real Pork Crackling Companywww.gts-ltd.com The Tracklement Co Ltdwww.tracklements.co.uThistly Cross Ciderwww.thistlycrosscider.co.uk

United Managed Office Services www.united-uk.comUNOX UK Ltdwww.unox.com

Vivreau Ltdwww.vivreau.co.uk

Walkers Crispswww.walkers.co.ukWaypoint Corporationwww.waypointdistributors.comWebstockwww.onlinestocktake.com

Yarrow Art & Designwww.yaad.co.ukYELPwww.yelp.co.uk

For the full, up to date exhibitor list please visit www.thepubshow.co.uk

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· Technology · Design & Interiors · Premium Spirits & Wine · Craft Breweries & Beer · Food and Drink

· Bar & Kitchen Tablewear · Business Support Services · Marketing & Brand Awareness · Staff Recruitment · Training, Legal & Finance

SawdaysHandpicked pubs with passion

Punch TavernsWe are passionate about our pubs

SipsmithAward winning, small batch spirits of uncompromising quality


Exhibitor categories include:

The full exhibitor list can be found at www.thepubshow.co.uk, but you can expect to see...

What do you consider best practice for provenance and food sourcing?I like to meet the supplier, for me the province of the food is extremely important. Not only does it have to taste good, but I like to meet the animals and see where they are being reared.

I like to see the conditions they live in, what feed they are being brought up on – I feel this makes a huge difference to my food chain. I use 4 different vegetable suppliers, and let them do the talking on what vegetables are in season and this helps me to create my menus.

What are customers currently looking for in a menu? Customers are always looking for value for money!

What is the biggest challenge in your business at the moment? At the moment it is keeping up with the volume of business, we are always trying to improve ourselves be it with our food dishes or the building itself.

What are your aspirations?To feel proud of every single dish and service - I love to go out and see the place full and full of happy faces!

What piece of technology would you most like to help you run the pub?In the kitchen we are looking to move to induction rather than gas – gas is very expensive to run and we feel that induction is a lot more environmentally friendly, cheaper to run and quickens the speed of service. In the front of house our till systems also could be improved!

What’s your favourite tipple? Honestly, a glass of red wine! We also have our own Apéritifs which were created for us by a couple called Jared and Anastasia who are spirit experts in the industry. They do the most amazing rhubarb one – it’s really delicious!

Contributed by Andrew Ball, Head of Hospitality at Chartered Accountants, Hays-Macintyre

1 Write a business plan – it’s important to plan, in particular to produce financial projections and

cash flow forecast. If you are looking for outside investment, this will be expected and if not it will give you a clear path to follow.

-2 Don’t dive into

incorporating a company – in this day and age, incorporating a company

online is easy, unfortunately getting it wrong is equally as easy. Speak to your accountant first and make sure that the way you are structuring your operation both achieves your goals and is tax efficient for you and any investor.

-3 Consider how you are

going to fund a project – what is the split of family, friends, outside investors,

bank loan, finance lease etc. Make sure that you are aware of FCA regulation regarding approaching potential investors.

4 Take time to fully analyse your capital spend – at present there are 100% capital

allowances in place on the first £500,000 of qualifying spend.

-5 Cash is king – it’s an oldie

but a goodie. Cash is vital to the ongoing success of a business, in the pre-

opening and early post-opening period this should be monitored on a daily basis. This can move to a weekly basis with time and experience.

-6 Look after your

staff – staff are the lifeblood of the pub, there are many financial

and non-financial ways of looking after them.

-7 Run a tronc scheme – as

long as you are paying national minimum wage, running a tronc system is

a no-brainer for both yourself and your employees.

8 Margin is easier to win than turnover – so many operators chase top line increases at

all costs. Margins, through improved cost control, is generally easier low hanging fruit to improve bottom line.

-9 Perform full due

diligence when opening a new site – far better to spend an extra week

reviewing the pros and cons of a new site, than to end up with an onerous lease that can destroy all your hard work to date.

-10 Consider exit

planning at an early stage – the exit from your

company may be one of the biggest decisions that you ever make. Don’t rush it and consider all the options.

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Many people feel that they can run a pub, but the dangers are there to trap you. Andrew Ball reviews the top ten financial pitfalls.

Top 10 Financial Pitfalls

Q&A with Emily Watkins

Contributed by Emily Watkins, Chef Proprietor, The Kingham Plough, Oxfordshire


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#1Make sure your address and opening hours are correct. When overlooked, it can make the difference of whether

I choose your pub.

#2Post videos/photos rather than text.

I far prefer to see and hear the vibe of your pub than read about it - a picture

really does say 1,000 words.

#3Show me the best bits of your menu.

(Make sure the picture is mouth-watering – a photo-editing app will help!)

#4Encourage reviews. I like to know that other people rate your pub. It gives me a level of confidence that I will have a

fun time.

#5Add upcoming events and/or

promotions, this way I can plan my party around what’s happening at your pub.

_

Pete is co-founder of One From Me, a mobile app that allows people to

send a drink to a friend. Make sure you get your free drink by registering at

www.thepubshow.co.uk

Pete Masters will be on One From Me’s Stand Number 8

A soft sell without the hard stuff

Contributed by Vicki Patterson, Account Director, Custard Communications

Research conducted by Pub & Bar Magazine reveals that only 50% of operators specifically promote their range of soft drinks – disproportionally lower than for wine, spirits and beers. However, evidence suggests that consumer preference for non-alcoholic drinks in bars and pubs is growing, as is their desire to discover new brands and flavours. Too often operators stick to offering the same repertoire of soft drinks which in turn leads to unadventurous and uninspired choice for consumers and, more importantly, unrealised profits for pubcos.

With UK alcohol consumption continuing to fall, smart operators are jumping on the juice and soft drink bandwagon, providing their customers with booze-free beverages that stretch their soft drink sales and drive additional value and profit to their business.

The industry barometer from Britvic, Soft Drinks Sales Review 2014, raised a glass to the success of premium soft drinks, driving value and volume sales growth compared to their mainstream counterparts. Juice brand Frobishers was billed as ‘one to watch’, offering premium, not from concentrate natural juices that added greater value to operators’ businesses.

Adult targeted soft drinks were praised as providing the greatest growth opportunities according to food and drink consultancy Zenith International, with brands such as Fentimans capitalising on retro inspired Dandelion & Burdock and Curiosity Cola.

New entrants Zeo matched consumer demand for innovation and health with a bold and flavoursome mix of sparkling drinks all under 45 calories, whilst brands such as Fever-Tree capitalised on the ‘mixers’ sector of the market, promoting ultimate G&Ts and adding on-trend flavourings such as elderflower to their tonics.

Having a strong and considered soft drink portfolio demonstrates to consumers that you take this sector of your business seriously, value the customers who are targeted within it and view soft drinks as an integral offering within your business.

PERFECT SERVE

Presentation is everything. Serve your soft drinks with the same attention to detail and care that you would serve any high price alcoholic beverage. Correct glassware, ice and garnish all add to the feel of a quality, premium product that in turn can command premium pricing.

PREMIUMISATION

Premium soft drinks command premium prices, increasing your potential cash margin by up to 15% to 20% compared to mainstream ‘made from concentrate’ brands.

PROMOTION

Make use of the point of sale and merchandise material available from your suppliers to help drive your soft drink sales. Menus, glassware and table talkers all offer eye catching opportunities to inspire your customers to think beyond the usual soft drinks line up.

PORTFOLIO

Offer a greater range of soft drinks and be brand proud.

PROFIT SHAKE-UP

Make money from mocktails, a great way to upsell soft drinks, offering the possibility to increase your profits by around 40% per drink.

Want to find out more?Join premium juice producer Frobishers, Yummy Pub Co. co-owner Tim Foster, and editor of Inapub magazine, Matt Eley, for a discussion on how to ‘pimp up’ your profits with premium products.

Where?The PUB15 Theatre Supported by Elliotts, Thursday 19 February at 1.45pm

Contributed by Pete MastersCo-Founder, One From Me

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Frobishers will be at PUB15

Stand Number 114

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Cask Marque’s top five tips for reducing wastage & improving cask quality

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Finetuning your wine list for the winter months

THROUGHPUTS

Each cask needs to be sold within 3 days to maintain its quality. If there are too many beers on the bar and these throughputs aren’t achieved, the quality of the beer will suffer, guests will drink elsewhere and beer will be wasted. Reduce the range and stock familiar brands to give guests confidence.

INVEST IN EQUIPMENT

Investing in auto tilts will help increase yields. Investing time in maintaining cellar equipment, such as topping up Ale Python Units, and cleaning beer lines every 7 days, will ensure great quality beer, increased sales and repeat customers.

TRAIN YOUR STAFF

Incorrect dispense techniques and overpouring are one of the biggest causes of beer wastage. Spend some time training staff how to pour the perfect pint, or book a training session with a professional company like Cask Marque.

HARD PEG BEER OVERNIGHT

Beer loses its condition (fizz and flavour) if it’s left open overnight. A hard peg inserted into the shive will seal the container against contaminants and air borne microbes and maintain its quality ready for the next day’s trading.

THE CELLAR ENVIRONMENT

Cask beer is an unpasteurised food product. Make sure the beer cellar is kept at a constant temperature, between 11 to 13° centigrade – it will reduce fobbing or flat beer. Treat your cellar like a kitchen and make sure the floor, walls, and all equipment is scrupulously clean. Contaminated beer is unpleasant to drink, will lead to loss of custom and wasted beer.

Sell price is keyKnow your market. The majority of wines sell for between £15 and £25, so don’t go top heavy. Entice your customers to read the list rather than list the cheapest first, giving them an easy option to spend less.

Arrange your wine list ‘By Style’This is a really great way of assisting your customers in choosing wines they will know they like.

Move percentage of GP to the bottom of the list and Cash margin to the TopWe understand managers are under pressure to make margins, because that’s what the Boss wants! There is really no point in listing a Saint-Émilion Grand Cru (for example) at £60, then only selling one bottle a month. Why not list it at £45, then sell 6 bottles a month?

Have a well-balanced list... ...and buy for all your customers tastes…

Not just yours! Grape varieties sell bottles - think about the grapes and vary them throughout the wine list.

Show a varied selection of countries... ...and include different wine regions on the list.

Highlight wines on the list in order to promote them with specific dishes that you make good margin on.For example ‘’This Merlot is terrific with our house burger’’ or ‘’Picpoul de Pinet and our Prawns - a match made in Heaven’’.

Offer quirky or funny tasting notes that are easily understood by the majority of your drinkersFor example, ‘’This Malbec is silky, smooth and suave. George Clooney in a glass!’’

Staff Training is a mustGet your merchant involved. It’s a great way to bring confidence into the team and they’ll also sell with more passion!

Boutinot will be on Stand Number 52, and part of the PUB15 Business Sessions, within ‘REFINING THE VINE’ on 19 February.

Contributed by Kevin Pollard, NationalOn-Trade Sales, Boutinot Wine

Cask Marque will be part of the PUB15 Business Sessions, within ‘THE CRAFTY PINT’ on 18 February.

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Although not yet on the statute book - and despite the move being less than welcome in some quarters - MPs’ support for the end of the ‘beer tie’ could see publicans free to stock any beer they want. How should they decide what to put on the bar in light of this increased choice?A wise publican - who runs a very busy and successful pub - once told me his customers always wanted to be able to have their usual, but also the option to try something new. He keeps a range of permanent cask and keg beers and a regularly rotating selection of guests. I concur with his view! Unless already very well aware of the sheer variety of beer now available publicans will need to boost their knowledge, and that of their staff.

A good way to start will be seeking out new breweries, talking to brewers and sampling their wares. From there publicans need to find a range - including different styles such as stouts, porters and darker brews, as well as bitter, golden ales and lagers - to offer customers already beginning to demand a wider choice of beer. The end of the beer tie is likely to further increase customer expectations already raised by increased coverage of beer online and in traditional media.

Will the end of the beer tie enable publicans to make more profit from beer and is this good or bad news for drinkers?I’d like to think it would enable publicans to make a better living. If they are savvy to what customers want and are willing to pay - but also brave enough to experiment - then the chance to stock beers of their own choosing, from wherever they care to buy is bound to assist in maintaining existing customers and attracting new ones at a time when beer is more popular than it’s ever been.

What’s more important, having a wide range of beers or having high quality beers?There’s no point in stocking a dozen different beers if you can’t look after and serve them properly. One or two perfectly served beers will win the day over a bunch of out of condition pints which reached the bar through grubby lines to be slopped carelessly into any old glass that comes to hand.

As well as being 100% on top of their cellar - in terms of hygiene, conditions and efficient stock management - publicans need knowledge of which brewers make the best quality beer and should avoid buying from any that are below standard. Brewers and publicans should be working much more closely and perhaps the end of the beer tie will facilitate that. The best brewers are keen and able to advise how best to look after and serve their beer and the best publicans are eager to listen.

Have you any other top tips for successful beer selling orpredictions for the next beer trend?Top tip: Publicans who want to do beer well need to embrace the idea of appropriately sized and shaped glassware. The right kind of glass is crucial; serving beer in the wrong glass can completely alter its flavour to the point of ruination.

Prediction: Traditional best bitter - with lip-smacking levels of earthy, peppery British hops - will make a comeback but not at the expense of American style IPAs and pale ales.

Sophie will be part of the PUB15 Business Sessions, within ‘THE CRAFTY PINT’ on 18 February.

At the bar with Sophie Atherton

Sophie Atherton is one of the country’s leading beer sommeliers and was the first woman in the UK to achieve the qualification. She says she’s been going to pubs literally for as long as she can remember and beer has been her favourite tipple for more than 25 years. Who better to advise PUB15 on how to make the most of beer? We quizzed her on some hot beer-related topics creating both excitement and challenges for publicans.

Contributed by Sophie AthertonLeading Beer Somelier


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