Maximising sales in the channel we know best

Rowan are the discount channel experts, growing your sales, maintaining brand equity

Delivering value and growth in the discount channel

Rowan has been delivering value and growth in the discount channel for over 25 years. Based in the UK, but with operations across Europe, our professionalism, scale, knowledge and channel penetration are unrivalled.

Top brands put their faith in our expertise to manage their portfolio through this thriving, yet fragmented channel. Rowan consistently delivers incremental growth either at retail Head Office or wholesaler level, always maintaining brand integrity.

And we’re investing in our infrastructure, doubling the capacity of our distribution hub in Essex. Our team is expanding too, developing channel relationships that are more strategic, less transactional.

Nobody understands the discount channel better than Rowan

Turnover

2007 2012 2015

£35million

£57million

£120million(target)

“It’s the professionalism of our people that allows our supply partners to grow their business in the discount channel.”

Alan Saywell Chief Executive

Rowan’s international distribution hub

3

They’re shopping in three distinct tiers of discounter…

Across Europe, the channel is going from strength to strength. Retailers are investing in range and customer experience. Manufacturers are seeing the opportunity to get their brands in front of more customers, more often, without harming their sales in traditional channels.

This is Rowan’s strength. We deliver this opportunity, driving incremental sales by creating trial and bringing customers and brands together in a flourishing market.

Nobody takes your sales in the discount channel more seriously than Rowan

Tier A Hard discounters

Tier B Fascia Discount Stores

Tier C Independents

1,138 stores£5.1 billion

1,014 stores£1.9 billion

7,000 stores£1 billion

•<1,000 lines

•Own and exclusive labels

•Limited brands

•Price focus

• Integrated supply chain

•Circa 4,000 lines• Including fresh and convenience•Balance of domestic and

parallel stock•Mix of direct and indirect

procurement

•4,000-7,000 lines•Heavy non-food• Indirect procurement•High reliance on parallel imports

Aldi, LidlHome Bargains, Poundland,

JA Woll, Action, Thomas Phillips, Zimmerman

Pound Stores, Euro Stores

Discount is big, it’s growing and it’s not what you thought it was

“If you thought the only people who shop in the discount channel were hard-pressed, low earners, think again. It’s the well-educated, savvy shoppers who are driving the real growth.”

James Evans Senior Sales Manager

The discount channel is Europe’s fastest growing and most dynamic retail sector. It’s also fragmented and hard to reach. The age of austerity has revolutionised the way millions of consumers shop and the channel is evolving rapidly to meet surging demand.

6.7£billion

7.0£billion

8.0£billion

9.0£billion

9.9£billion

10.7£billion

11.4£billion

2010 2011 2012 2013 2014 2015 2016

“ I shop for own label and promotions in supermarkets and the brands I love in discount outlets.”

Discount channel size

5

31% of shoppers plan to use the discount channel more frequently over the next 12 months IGD research

Creating sustainable opportunities in the channel we know best

“Our relationships with brand owners are increasingly long-term, strategic and multi-layered. It’s all about ongoing sales growth, whilst maintaining brand and price integrity. It’s far more than residual stock clearance.”

James Russell Commercial Director

The discount channel is growing rapidly. Retail experts predict it will be worth £11.4bn by 2016, up from £7bn in 20111. That’s a massive opportunity for your business, but unlocking it demands the time and sales resources that even the largest brand manufacturers don’t have.

Rowan acts as your discount channel partner, an extension of your own sales team, with standards as professional as yours. We live and breathe the channel, reaching out to both national discounters and independent discount retailers, all with an appetite for selling your products.

AsaRowansupplypartner,youwillbenefitthrough:

Nobody gets more brands into more hands in the discount channel than Rowan

Maximising your ongoing sales as we extend your reach into new outlets and achieve incremental growth

The provision of a professional, outsourced Head Office sales function to major discount chains

1 A rapid response to meeting your short term sales targets by creating additional volume

2

3 Expert, residual stock disposal that won’t compromise your brand or affect ongoing sales

4

1 IGD research. 7

15% of shoppers who trial a product in a discount store go on to buy it at full price in conventional outletsP&G Research

“Our scale and supply network meansweofferourwholesaleand retail customers continuity of supply and great value across an unrivalled range of leading brands.”

Duncan Mastin Sales Director

More branded suppliers come to Rowan to put their products on shelves in the discount channel than anyone else. Why? Because we’re the best at what we do.

If you want to give your customers the best range and the best value, you should be talking to us too.

Ourwholesaleandretailcustomersbenefitfrom:

Dealing with Rowan on a regular basis allows you to enjoy these benefits continuously, improving the service you can offer your customers and growing your reputation and your business.

Nobody gives you a better range at better value than Rowan

1 Continuity of supply across key categories like food & beverage, health & beauty and household

2

3 A fast, efficient service with reliable logistics, keeping you stocked with the right products at the right time

4

The discount channel’s No.1 supplier to wholesalers and independent retailers

Top name availability at all times, so you’ll always be able to offer great brands to your customers

The best possible value across the best range of products, keeping your business competitive in a challenging environment

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Why should you trust Rowan to drive volume growth in the discount channel? Here’s why.

“Rowan adds value and leadership in the supply chain. Protecting our brand equity is vital to our operations and Rowan consistently delivers new solutions to manage our requirements. What started as an ad-hoc need to clear residual stock has developed into a strategic partnership that has taken our market development to a new level.”

Johnson & Johnson

Our team calls the discount channel home.

Understanding what makes customers and retailers tick in the channel helps Rowan deliver the additional volume you need. Here’s the proof.

We work with dozens of Europe’s top grocery suppliers, all demanding the highest standards and expecting us to treat their brands as if they were our own.

We make sure their product reaches new customers through a network of non-conflicting wholesalers and retail customers, all expertly managed by Rowan.

Our team calls the discount channel home. We live it and breathe it. The growth in our team has seen many executives recruited from leading brands, top people who know grocery as well as you do.

And we have people dedicated to our wholesale and retailer customers, spending time in the channel, so they always know what’s needed and when.

Nobody knows the discount channel better than Rowan

In 2012, outlet penetration increased by 17%

Rowan Internal Research

Rowan covers over 95% of Tier B & Tier C outlets within the UK and over 75% of outlets across EuropeRowan Internal Research

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Rowan International LtdEndeavour Drive, Festival Business ParkBasildon, Essex SS14 3WF

Tel +44(0)1268 592 000 Fax +44(0)1268 592 001info@rowan.eu.com www.rowan.eu.com