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CJ Lang & Son LtdCHIEF EXECUTIVE
Contents
FWB PARK BROWN | EXECUTIVE SEARCH CJ LANG & SON LTD | CHIEF EXECUTIVE
1. THE COMPANY . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1
2. THE ROLE . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6
3. CANDIDATE PROFILE . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7
4. SUMMARY . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8
5. HOW TO APPLY . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9
FWB PARK BROWN | EXECUTIVE SEARCH1 CJ LANG & SON LTD | CHIEF EXECUTIVE
C J Lang & Son Ltd (hereafter CJ Lang) is a family owned Scottish business, and with a turnover of £200m and directly employing circa 2000 people, is one of Scotland’s largest independent companies.
Mrs. Joan Scott—Adie, grand-daughter of the
founder Charles J Lang, is the current Chairman,
and together with immediate members of her
family as Non-Executive Directors, along with
the Chief Executive and Finance Director, form
the Board.
Headquartered in Dundee, CJ Lang both supplies
and operates 119 of its own retail convenience
stores, as well as supplying a further 180
independently owned convenience stores
operating under the SPAR Scotland franchise.
CJ Lang is one of the 5 independently owned
companies operating the SPAR UK business.
1. The Company OVERVIEW
FWB PARK BROWN | EXECUTIVE SEARCH2 CJ LANG & SON LTD | CHIEF EXECUTIVE
Charles J Lang established the business in 1919 with the purchase of a food brokers in Dundee, importing food from both the United States and Canada, and by establishing strong trading links with Holland, the business grew beyond its original beginnings.
His son C G Lang, father of the current
Chairman, joined the business in 1927,
and in recognition of his contribution
the company name was changed to that
of today – C J Lang & Son Ltd.
Post war expansion continued in both
retail and wholesale operations, and
the business established its first Cash
& Carry operation in Dundee. From
these beginnings, a further five Cash &
Carry outlets were established under
the Martex name. These continued
until 2010, when due to increased
competition, the then remaining Martex
operations were sold. The SPAR brand
continued to be developed by CJ Lang
across the two-thirds of Scotland it
covered.
SPAR Scotland was established in
1993, and having acquired the SPAR
Scotland franchise CJ Lang is now
responsible for operating both its own
retail convenience stores under the
SPAR brand, and for developing and
growing the brand through wholesale
distribution to all the independent
convenience stores throughout
Scotland also operating under the SPAR
Scotland franchise.
Further acquisitions have cemented
CJ Lang’s position as the leading
Independent Food Wholesaler & Retailer
in Scotland.
1. The Company HISTORY
CHARLES J LANG
FWB PARK BROWN | EXECUTIVE SEARCH3 CJ LANG & SON LTD | CHIEF EXECUTIVE
1. The Company
Today the business consists of three key trading divisions:
• 119 owned retail convenience stores operating across Scotland with a
full range of branded and SPAR own label grocery, alcohol, tobacco and
newspapers/magazines. Approximately 60% also operate as Post Offices,
and in addition a sizeable number of these stores provide ‘Food to Go’
under the SUBWAY franchise. Retail owned stores account for circa 44%
of total company revenues.
• Spar Independents number approximately 180 stores, and are operated
by their individual owners. CJ Lang supply these stores direct with
products from the Longtown RDC. SPAR Independent sales account for
approximately 54% of company revenues.
• Bulk Trading accounts for approximately 2% of company revenues. This
division exploits and leverages suppliers’ promotional volume pricing
opportunities, making a small margin, to trade on the “grey market” with
other retailers, including the UK multiples.
CJ LANG TODAY
FWB PARK BROWN | EXECUTIVE SEARCH4 CJ LANG & SON LTD | CHIEF EXECUTIVE
1. The Company STRATEGY
STRATEGY
The Company’s stated twin
stream strategy is to continue
to grow both its owned retail
estate, and increase the number
of independent retailers operating
under the SPAR Scotland franchise
supplied by CJ Lang.
The Company will seek to add
to its retail estate either through
the acquisition of existing trading
stores, or by building Greenfield
sites. A retail development
financing facility from the Royal
Bank of Scotland exists to facilitate
this growth.
Growing the number of SPAR
independents supplied by CJ
Lang represents an opportunity
to continue to develop the SPAR
brand, without owning the retail
fixed assets, whilst at the same
time profiting from the wholesale
margin generated from these sales.
Bulk Trading is an opportunistic
trading activity, operating with
slim margins, and by its nature is
volatile. Although contributing
to sales revenue and bottom line
profit, it is not a significant business
driver.
Although the Company has these
stated strategic aims, it does not
have a current three year business
plan. The Board expects the Chief
Executive to lead the Operating
Board to address this issue as a
priority.
CURRENT TRADING
POSITION
The Company continues to trade
profitably, albeit behind 2017/18
budget due to the performance
of its owned stores. Sales to
Independents and Bulk Trading
are in line with budget. The
company has added three new
owned stores to its portfolio in
the current year, and continues to
review opportunities. Currently,
management (and therefore the
Board), are unable to determine
the Return on Capital Employed
by profit stream, and clarity on
this will guide future strategy and
investment.
Planned increases in the Minimum
Wage from April 2018, coupled
with continued margin pressures,
and potentially further legislative
changes on the sale of alcohol in
Scotland, will require well thought
through strategies to mitigate the
impact on both revenue and profit
in the coming years.
The UK Grocery market is
continuing to undergo significant
change. Consolidation moves such
as the Tesco/Booker merger and
the CO-OP acquisition of NISA will
add increased price pressure.
FWB PARK BROWN | EXECUTIVE SEARCH5 CJ LANG & SON LTD | CHIEF EXECUTIVE
1. The Company THE OPERATING BOARD
The Operating Board manages the day to day
activities of the Company under the delegated
authorities from the Board of Directors, and
is led by the Chief Executive. In addition, it
consists of:
• Trading Director - responsible for Bulk
Trading, Procurement, Marketing and SPAR
UK liaison.
• Sales Director - responsible for sales to SPAR
independents, including the acquisition of
new SPAR independents.
• Retail Director - responsible for the
management of company owned stores and
development thereof.
• Distribution Director - responsible for
warehousing and distribution operations.
• IT Director - responsible for all company IT
operations.
• Of note is that there is currently no Finance
Director or HR Director, or representation of
either function, on the Operating Board. This
will need to be addressed.
FWB PARK BROWN | EXECUTIVE SEARCH6 CJ LANG & SON LTD | CHIEF EXECUTIVE
2. Role Overview
Reporting to the Chairman, CJ Lang is looking to identify an individual who will recognise the potential within the business, and develop and implement the necessary business plans that the Board requires, with passion and enthusiasm.
Working with the Main Board and leading the
Operating Board, the Chief Executive will be
both a strategic thinker, as well an exceptional
operational leader. They will be commercially
aware, advising on the best path of growth
for the business, and will have day to day
control and responsibility for all aspects of the
company’s profitability and long-term growth.
They will be an effective communicator who
presents with energy, passion, and will have the
gravitas and inner confidence to support the
Board of Directors.
KEY RESPONSIBILITIES
• As a key member of the Board of Directors,
assess, manage and deliver organisational
performance against both the annual budget
and Company’s long-term strategy.
• With the Operating Board develop options for
future strategy and present to the Board of
Directors.
• Lead and deliver the business strategy once
agreed by the Board of Directors.
• Develop a high performing Operating Board
and senior management team, with succession
planning embedded as a way of working.
• Ensure a smooth flow of high quality
information on business performance to the
Board.
• Communicate and participate in key decisions
pertaining to strategic initiatives, operating
models and operational execution.
• Establish and maintain strong relationships with
senior executives to identify their needs and
seek full range of business solutions.
• Ensure strong corporate governance and risk
management processes and procedures to
protect the CJ Lang business.
• Represent CJ Lang on key external matters and
manage the interface with SPAR UK.
• Seek out and present to the Board
opportunities to develop and grow the CJ Lang
business.
• Build and lead an effective set of Company
values for CJ Lang.
FWB PARK BROWN | EXECUTIVE SEARCH7 CJ LANG & SON LTD | CHIEF EXECUTIVE
EXPERIENCE
• The role requires a highly experienced
commercial individual with a background
in Retail/Wholesale/FMCG with strong
leadership qualities, and a flair for innovation
and ingenuity.
• Excellent analytical and abstract reasoning
skills.
• Significant experience of strategy
development, execution of tactical solutions,
and continuous improvement management
principles.
• Competent in pro-active measures whilst
concurrently capable to analyse problems,
identify and present alternative solutions and
implement recommendations for resolution.
• Previous exposure to corporate development
and post-acquisition integration.
ST YLE
• Commercially astute, articulate, strong,
dynamic, insightful and influential leader with
the ability to operate at both strategic and
operational levels.
• An excellent communicator with exceptional
interpersonal and leadership skills, combined
with a commercial approach and the ability
to work well under pressure, whilst balancing
priorities to achieve deadlines.
• Solutions driven, strong can-do mentality,
creative problem solver.
• Demonstrates a high level of integrity,
openness and dependability with a strong
sense of urgency and results orientation.
• High energy, drive and ambitious, with a
focus on results, self-sufficient.
• Has an enquiring mind with a passion for
excellence and innovation in pursuit of
business growth and success.
3. Candidate Profile
FWB PARK BROWN | EXECUTIVE SEARCH8 CJ LANG & SON LTD | CHIEF EXECUTIVE
This role represents an opportunity to join CJ Lang
at a key point in its development. The company is
faced with increased competition, but is positioned in
a growing part of the Grocery market – convenience
retailing. The company now needs to develop a fresh
and clear vision for the future, and with a renewed
sense of its own potential.
The critical next steps for the business are to bring
into CJ Lang the required skills to allow the business
to flourish by developing and deploying the right
strategies. Crucially, for the Chief Executive, not
losing sight of the strategic growth possibilities
for the business, and constantly working with the
Executive team to ensure that CJ Lang seizes these.
The Chief Executive will have to rapidly develop a
sense of how all the elements of the business fit
with each other, and then scope out and agree with
the Board of Directors and the Executive Team the
necessary changes and improvements that will have
to be introduced.
4. Summary
Longtown Distribution Centre, 78 Longtown Road, Dundee DD4 8JU
Tel: 01382 512 000 | WWW.CJLANG.CO.UK
CJ Lang have retained the services of FWB Park Brown to support them with this appointment.
Applications should be made via :
FWB Park Brown Ltd
19 Alva Street,
Edinburgh EH2 4PH
Tel: 0131 539 7087
FAO Willie Finlayson
5. How to Apply
WWW.FWBPARKBROWN.COM
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