1. Knowledge – Insight - Solutions Making Local Food a Reality – A Food Service View Ian Crabtree Managing Partner

2. Knowledge – Insight - Solutions ‘Leading solution-provider of knowledge, insight and strategic advice across all sectors of the Food Service Market.’ Who is The Foodservice Partnership?

3. Knowledge – Insight - Solutions Research Project Management Delivery Networks & Insight Innovative Product / Concept Development Strategy A unique mix of skills Performance Improvement Operations Supply Chain Marketing

4. Knowledge – Insight - Solutions By both problem solving and providing proactive solutions aimed at increasing our clients’ revenue streams and profitability. How do we operate?

5. Knowledge – Insight - Solutions 4th largest UK market £26bn Sales £9bn Purchases 270,000 outlets 10m meals pa 35% of the food £ … and it’s Growing at 15% pa Market Overview

6. Knowledge – Insight - Solutions Market Overview Fragmented Difficult to Measure Dynamic & Inert Lack of bespoke insight Disciplines and Controls ‘Big 3’ rule does not apply …and it always imitates Retail!

7. Knowledge – Insight - Solutions Buyer, Kitchen, Finance, Marketing, Training, Production, HR, Sales … ! Food is Secondary to Core Lack of Research / Resources Full of Contradictions Nature of Supplier Relationships …it is NOT an extension of Retail! Food Service Characteristics

8. Knowledge – Insight - Solutions Scope of Foodservice

9. Knowledge – Insight - Solutions Profit Sector 175,000 outlets £22bn Sales £6.15bn Purchases Pubs Hotels Restaurants QSRs Leisure Market Sectors - Profit

10. Knowledge – Insight - Solutions Cost Sector 90,000 outlets £2.5 – 4bn Sales £2.75bn Purchases Business & Industry MOD Education Local Authorities Healthcare Market Sector - Cost

11. Knowledge – Insight - Solutions Time Convenience Provenance Indulgence…. and HEALTH Price The Food Service Market - Trends

12. Knowledge – Insight - Solutions Market understanding is limited Complex market - fragmented sectors & sub-sectors Data is poor, often adapted to suit user / company needs Clouded by Organic, Health, Fairtrade, Local Provenance, Recyclable The Food Service Market - Considerations

13. Knowledge – Insight - Solutions Who will pay? Business needs overide consumer needs Key decision considerations Availability, continuity of supply, quality, price, cost The Food Service Market - Considerations

14. Knowledge – Insight - Solutions Downturn Effect – a lesson from the past! 1990 Wrapped in cling film Hand written label Unappetising 20% of lunch time sales 1993 Wrapped in Plastic Cassettes Printed labels Great Products 40% of lunch time sales