an advertising supplement John Lusty Group plc Lancaster Way Business Park Ely Cambridgeshire CB6 3NP Tel: 01353 661999 Fax: 01353 666199 E-mail: Key personnel Group Joint Managing Directors Derek Wilson Geoff Wilson Marketing Director Martin Wathes Group Technical Director John McElhinney Sales Director ­ Trustin Unimerchants Mike Wilson Commercial Director ­ Trustin Unimerchants Jim Conlin Sales Development Directors ­ Trustin Unimerchants Colin Wright Roger Dann Director ­ The Foodfinders Mike Cook General Sales Manager ­ The Foodfinders Chris Mann Director ­ Ryne Quality Confectionery Ltd Peter Sheehan General manager ­ Ryne Quality Confectionery Ltd Graham Collins Key brands Boulevard; Cacao Barry; Classico; Duc d'O; Fragata; Gaea; Gille; G Gundersen; Hershey; Hormel; Iceland Spring; Leche Pascual; Montegrappa; Motts; Nabisco; Nando's; Okenagan; Panrico; Playtex; Royal; Sanpellegrino; Shikar; So Good; Sweet n' Low; Viatello; Ybarra A can do winning attitude "Integrated sales and marketing is the new focus of the John Lusty Group," says marketing director Martin Wathes. "We now add greater value to the supply chain with separate dedicated supplier and customer teams to bring the manufacturer closer to the consumer." John Lusty Group, with a turnover of £67m, consists of three sector focused member companies ­ Trustin Unimerchants, The Foodfinders and Ryne Quality Confectionery. Joint md Derek Wilson says: "The group has the ability to drive in-depth distribution through all major multiples, no less than 2500 independent retail outlets, including cash and carry, wholesale, convenience stores and CTNs, as well as accessing the foodservice market. With this expertise in servicing all trade channels, together with a b2b strategy and a complete basket of low-cost value added services, we are able to fulfil our speed to shelf philosophy. "We adopt a total team approach ­ everyone carries a bag, a quality team with a can-do winning attitude. We like to think that we offer the best sales, marketing and service solutions to both our suppliers and customers." Brand development success stories include Sanpellegrino sparkling water ­ one of the top 20 fastest growing soft drinks which grew 35% last year. Duc d'O, Belgium's leading quality praline house, has enjoyed 122% more truffles sales over the last 12 months with the group, while, as the UK's leading olives importer, its close co-operation with international suppliers Camacho of Spain and Gaea of Greece, has dramatically increased listings and market share for their ranges. In addition, sales of Oreo ­ the world's most successful biscuit ­ enjoyed a UK increase of 59% last year. "Superior marketing, category management and product development tactics have been given full rein in the successful repositioning of the Boulevard premium adults snacks range, with the relaunch of no less than 11 varieties with new packaging and introduction of new flavours," says Wilson. And the story doesn't end there. Among non food grocery, John Lusty Group secured a host of listings last year for new client Playtex's Banana Boat Suncare range. As to the future of the market, Martin Wathes says experience demonstrates that global brands need sales and marketing companies. "The manufacturer needs to think internationally, but plan specifically for the local market. We enable them to do just that." {{Z SUPPLEMENTS }}