DRAM 297 April 2015

DRAM

297 DRAM MAGAZINE MAY 2015 ISSN 1470-241X

DRINKS RETAILING AND MARKETING

HAPPY BIRTHDAY UNCLE BOB

CIDER • THE WATERSIDE • STEWART SPENCE

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DRINKS RETAILING AND MARKETING

WELCOME

T

ime is flying by and already we have had more than 800 entries to this year’s Scottish Bar & Pub Awards. If you haven’t already got your nominations in, head to scottishbarandpubawards.com and do so now. The closing date for entries is 11th June. It’s shaping up to be a record year, and the social media and PR campaign is just about to begin.

This edition of DRAM has a pull out poster in the centre pages to help your customers nominate your venue. Why not pin it up behind your bar?

This month I headed to Aberdeen to catch up with industry icon Stewart Spence of the Marcliffe Hotel and Spa. He was a real gentleman, and it was a pleasure to finally meet him. Meanwhile our new recruit Yasmine Gibb had a busy few weeks – she headed down to Tabac in Glasgow, over to Edinburgh to see the newly refurbished Maison Bleue and Ox 184, before heading to a Daffy’s Gin cocktail competition. She’s now responsible for the News section. Email her at news@mediaworldltd.com if you have any stories you wish to share.

Have a great month.

Susan Young Editor susan@mediaworldltd.com

@dramscotland

/dram.scotland

CONTENTS May

2015

FEATURES

13 19 26 30

AN APPLE A DAY

Cider sales are up - which brands should you have on draught and in your fridge?

SCOTTISH BAR & PUB AWARDS 2015 Vote for your winner now at www.scottishbarandpubawards.com.

LICENSEE INTERVIEW

Susan Young catches up with renowned hotelier Stuart Spence of The Marcliffe Hotel & Spa.

DESIGN FOCUS

Ox 184 and Maison Bleue, Edinburgh and The Waterside, West Kilbride.

REGULARS

04 08 43

NEWS

All the news on pubs, bars, restaurants and hotels.

BRAND NEWS

All the latest brand news.

SUE SAYS

Straight talking from our very own Editor.

DRAM MAY 2015 3

It’s all in the name

L

a Petite Mort has opened in the former spot of Skean Dhu in Edinburgh. This is the first restaurant venture for The Kilderkin Group who also own the attached Bennets Bar and Winter Buffet in Edinburgh. Head chef Neil Connor, who previously worked at Tigerlily and Roseleaf, has created a menu with a mix of Scottish and French dishes. He told DRAM “The treacle cured, cold smoked pulled pork sausage roll is already a firm favourite within the first couple of weeks. I’d say it’s probably accounting for a third of our sales” He added “The name of the restaurant is hopefully what customers experience when they come here. You can google it.” DRAM will save you the hassle... La Petite Mort is how the French refer to an orgasm!

Have you heard?

Craig Bruce of Rosemount Taverns tells us that the rebuild of The Black Bull in Ayr has begun following the fire at the end of 2014. Extensive work is being carried out to restore the damage and he hopes it will be finished by the end of summer.

The return of Jack!

Edinburgh’s Illegal Jacks has launched a crowdfunding campaign to raise funds to re-open the popular eatery after its closure last year due to a leak in their roof. Rebus author Ian Rankin launched the campaign, on STV Edinburgh’s Fountainbridge Show, when he read a eulogy in ode to the Mexican restaurant. The kickstarter campaign, dubbed Jackstarter, is aiming to persuade, old customers and fellow businesses to help raise the £75,000 target. If the target is reached, owner Jack Muir says they could be opening in a new location in St. Patrick’s Square very soon.

VIP launch for Gusto Glasgow

G

usto opened its doors last month with a glitzy party.

The Living Ventures owned restaurant, which inhabits the old Clydesdale Bank on Glasgow’s Bothwell Street, is the first city centre Gusto from the restaurant group. LV have invested £1.3m creating the new eaterie which boasts a huge central bar and classic grand cafe interiors as well as an outside terraced area. At the opening VIP guests and a host of well known faces enjoyed cocktails and canapes.

The BBC Rivercity crew where in party mood - including Gary Lamont who visited the restaurant straight from the set with BBC Waterloo Road star Holly Jack. BBC’s Still Game bar tender ‘Boaby’ aka Gavin Mitchell (top) also joined the party but this time choose not to serve pints from behind the bar.

Britain’s Got Talent Opera star Lucy Kay, TV Presenter Jean Johansson and a number of former Miss Scotland’s as well at some of Scotland’s top male and female models also attended.

Gusto Managing Director Sue Crimes (pictured inset) said, “We’re very excited about Gusto opening, Glasgow is such a vibrant and metropolitan city and we’re very excited to be part of it. We’ve put a lot of time and effort into getting all the little things with the venue spot on, so hopefully the people of Glasgow will enjoy what we have done.” Set out over two floors, designers of Gusto have made plenty of playful nods to modern Italian culture - the solid parquet floor, tan leather booths, luxurious marble table tops, brass detailing and a striking square central bar with touches of art deco styling, oozing the quality needed for the food lovers of Glasgow. The 150 cover restaurant and bar with an outdoor terrace space for 30 has a menu which offers a modern twist on Italian brasserie classics including twelve types of pizza.

Arran Brewing have recently bought over the former Bowers bar in Kilbirnie.

They plan to refurbish the bar and rename it Weavers, a nod to the towns historical weaving industry. Weavers will offer a wide range of Arran Brewery ales and will be a food-led establishment looking to cater to both locals and those passing through the scenic spot. The venture hopes to provide a number of jobs in one of Scotland’s employment black spots.

4 DRAM MAY 2015

NEWS

WWW.DRAMSCOTLAND.CO.UK

If God was a DJ... in the East End of Glasgow The East End of Glasgow is set to come to life shortly with a new community hub in the former St. Lukes Church.

Construction workers Michael and Tony Woods bought the space two years ago to transform it into a music and arts centre.

Manager of St. Lukes, David Brown explains, “This area has so much potential but it doesn’t really have anything in it. We hope St. Lukes will be a catalyst to bring new people to the area and also give back to the community here.” Brown tells us that the venue will have a multitude of purposes, “There’s going to be a bar and restaurant, pre-gigs before the Barrowlands.” He hopes the venue will be ready to open to the public by the beginning of July.

Sugar Dumplin launch

Usquabae Whisky Bar and Larder has recently opened in the basement of Ryan’s Bar in Edinburgh. Bar manager Chris White tells us there are over 400 whiskies on offer with some coming from distilleries that have been closed for over 30 years. Usquabae is also offering customers the unique opportunity to own a bottle behind the bar. If customers like a particular bottle, they can buy it and whenever they come in it will always be there only for them.

DRAM attended the launch of Sugar Dumplin in Princes Square in Glasgow at the end of April. The Caribbean themed bar and restaurant, which holds 180, is a joint venture from Norris Panton, Craig Ince and Ross Mackay. Rum themed cocktails and Caribbean food is a focus at this funky spot, which has a cool and relaxed vibe. The menu includes dishes such as curried goat and plantain chips. It’s also great to see they are supporting local businesses with the staff uniforms from Glasgow based retailers Abandon Ship Apparel who have a shop downstairs in the centre. More on the design next month.

n.b. bar & restaurant

Rare whiskies available below Ryan’s Bar

Edinburgh family run Indian restaurant Kismot is to open up a sister venue on Gilmore Place. The location which was previously home to Iman’s restaurant is undergoing renovations in preparation to open as Killer Restaurant.

Having worked in Kismot for over a decade, son Abdul Ali has decided to break free and begin his own venture. Says Abdul, “We’re bringing a new exciting way of eating Indian food to Edinburgh, more accessible to the younger generation”.

They will also be launching a range of Killer curry sauces so customers can create their own Killer curry at home.

The DiMaggio group have opened the doors of Cafe Andaluz, in Aberdeen. The tapas restaurant, which has three sister sites in Glasgow and Edinburgh, is situated on Bon Accord St in the centre of the city. The location, previously a Waterstones book store, has been revamped into a 200 seater restaurant with a bar area for up to 45 people.

A new sushi and cocktail bar is to open on St. Vincent St, Glasgow, where Riccardos Italian Kitchen used to be. Pickled Ginger is the new venture from established restaurateur Kevin Campbell who runs a number of Glasgow outlets including Yen Rotunda, Rioja and Athena.

It was expected to open at the end of April however work is still taking place to transform the restaurant into a bright Asian dining spot.

DRAM MAY 2015 5

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NEWS The overlooked generation

B

ar owners could be missing out on a potential £16bn by overlooking the older generation. A new report, released

by Barclays, unveils the affect that over 65’s have on the Hospitality and Leisure Sector. The report named ‘An Ageing Population: the untapped potential for hospitality and leisure businesses’ shows that businesses are underestimating the amount of money that seniors are spending. Barclays has reported that over 65’s collectively spent £37bn in the sector in 2014, over a third (36%) more than the average consumer. This is also 27% more than 35-54 year olds who are the second biggest spending generation. The report refers to the over 65 age group as the

“overlooked generation”. With only 5% of businesses in the sector quoting over 65’s as their target customer. As a result, it is estimated that hotels, pubs and restaurants are potentially losing up to £16bn in additional revenues. Mike Saul, Head of Hospitality and Leisure at Barclays said, “It is clear from the report that the over 65 age group is a huge and untapped opportunity for the Hospitality and Leisure Sector with the UK. There appears to be a gulf between the perception and reality of the spending power of over 65s. By not fully focusing on the needs of this generation, and the revenue growth opportunity they represent, businesses may risk missing out on their share of £16bn this year alone.”

Restaurants and other catering operations are the only category of chain operator to have seen unbroken growth in the UK over the last seventeen years, according to CBRE, the commercial property and real estate services advisor. CBRE analysed data supplied by Retail Locations and found that restaurant and food outlet numbers are now 258% higher than in 1998 (8% annual average growth rate) with a total of 17,450 chain branches in operation across the country. This growth far outweighs that of other leisure outlets (such as bingo halls, cinemas and gyms) – which have grown by 90% since 1998, equivalent to a 4% annual average growth rate.

Best Bar None Glasgow launched on 22nd April.

The scheme which is now in its eleventh year has grown significantly in recent years. Speaking at the launch, Paul Walker, Managing Director of Community Safety Glasgow greeted those in attendance. He said, “Each year we receive an excellent response from licensees in Glasgow and we’re hoping that number will be greater than ever this year. The scheme is a great opportunity to promote your venue as a safe community friendly bar.”

Chief Inspector Brian Gibson from one of the schemes sponsors, the Scottish Business Resilience Centre, praised National award winners Bon Accord for their achievements. He said “Bon Accord won the award for best independent bar. What they’re doing is amazing, it’s more like a community hub than a bar - they’re training young people, donating to charities and much more. Well done Bon Accord!” He continued, “Every venue that was nominated for a national award did something new and innovative. I encourage you all to try something different that will catch our eye - that’s the difference between a Gold and silver award.”

Applications for Best Bar None are available online at www.bbnglasgow.com/registration

Innis & Gunn reveal £3m bond scheme for brewery Innis & Gunn have announced a £3m beer-bond scheme to raise funds to build a state of the art brewery in Scotland.

Dougal Gunn Sharp, (pictured) founder and CEO of Innis & Gunn commenting on the beerbond scheme said, “Our stateof-the-art brewery is where we will get even more creative and make epic new beers for craft beer drinkers to enjoy. The BeerBondTM is all about inviting our fans and the craft beer community to invest to help us build this brewery - and we hope they’ll join us on this exciting new venture for Innis & Gunn.”

The BeerBond is a four year mini-bond scheme offering investors an interest rate of 7.25% gross interest per annum for investments from £500. Investors also have the opportunity to opt for ‘BeerBucks’ which can be redeemed on the Innis & Gunn online store.

DRAM MAY 2015 7

速

WWW.MIXXIT.CO.UK

Maxxium UK, Maxxium House, Castle Business Park, Stirling, Scotland FK9 4RT T. +44 (0) 1786 430 500 maxxium.co.uk

BRAND NEWS Vodka

Pimms NO.6 Vodka Cup returns!

Diageo have announced the return of The Pimm’s Cup which was originally released in 1964.

According to Diageo, customers have been crying out for the return of Pimm’s Cup NO.6 after stocks finished last year. The public took to social media and even sent letters to Pimm’s requesting the return of the drink in time for summer. Joanna Segesser, Senior Brand Manager at Pimm’s said “We have been overwhelmed by the outpouring of support for Pimm’s No.6 Vodka Cup and we are delighted to have been able to listen to the British public’s request to bring back the product in time for summer. We want to thank everyone who campaigned for Vodka Cup’s return.”

Heineken have released a new Pomegranate and Strawberry flavour to their range of New Zealand Old Mout ciders. The variant is the fourth release from the brand since its launch in the U.K. last year and will join Summer Berries, Passionfruit & Apple and Kiwi & Lime. Old Mout ciders are to be promoted with a new £4m advertising campaign.

Rum

Appleton Revamped Jamaican rum, Appleton has had a makeover with new bottle designs and new names for the expressions. The new look is in a move to convey the “quality, core and passion” that goes into creating each of the rums. The logo has been recreated to feature a picture of the Appleton Estate landscape and the slogan ‘Crafted in Jamaica’. Master blender Joy Spence said “Although the names and packaging for our three core variants have changed, the award-winning liquid inside the bottle remains the same.”

Bourbon

Buffalo Trace look for a twist Drinks company Hi Spirits believe British bartenders could teach the Americans a thing or two. A new cocktail competition has been launched in collaboration with Buffalo Trace Kentucky Bourbon in a bid to find a twist on the classic bourbon cocktails like the Manhattan and the Old Fashioned.

Finalists will have the opportunity to compete at the Buffalo Trace distillery in Kentucky later this year. Recipes can be submitted at w w w.buffalotrace. co.uk/kentucky2015

Since launching in 2014, Rock Rose Gin has won Best New Launch Design at the World Gin Awards 2015 and Bronze medal at San Francisco World Spirits competition much to the surprise of Mark Murray, founder of Rock Rose Gin, “As a micro distillery based in the far North of Scotland, we’ve been blown away by the critical acclaim our gin has had on an international level, especially as this time last year we only had a field and a dream.” Created at the most northerly distillery in mainland Britain, the craft gin uses botanicals hand foraged from local cliffs and forests.

DRAM MAY 2015 9

BRAND NEWS

ALL THE L ATEST BRAND NEWS

Cocktails Diageo pushes cocktails with new jam jars Diageo have announced a new spirits marketing campaign for summer. 124,000 #LetsCocktail jam jars have been released to the trade this month to help drive sales throughout the summer period. The CGA Cocktails report 2014 showed that having a cocktail menu can increase sales of spirits in bars by up to 36%, so Diageo is encouraging bars to serve tasty cocktails in the quirky vessels to attract new customers and encourage them to stay in their bars for longer. Diageo has released its top tips for increasing summer sales which includes suggestions to give customers sunscreen on hot days and making water more appealing with the addition of cucumber or strawberries. The summer campaign has been launched on social media and encourages customers to get on board by uploading pictures of their summer drinking experiences with the hashtag #LetsCocktail.

Bootlegger Apple Beer has been created as part of the Bootlegger prohibition brand. The apple flavoured spirit beer is a blend of white grain spirit and rich, smooth malt and hops. It’s aimed at those who are looking to expand their knowledge and try new drinking experiences. Richard Clark, marketing director at Halewood International explains, “Bootlegger Apple Beer will capitalise on the increasing consumer demand for spirit beers, whilst delivering innovation to the category as the first fruit offering.”

Beer Kopparberg launch second Swedish beer Swedish cider producers Kopparberg are launching a second beer to the U.K. market this month. Höga Kusten swiftly follows Fagurhelt, Kopparbergs first beer release into the U.K. Höga Kusten is said to be the top selling beer in Sweden and is described as a bridge between lager and ale. It is 5.3% ABV and will be available in 330ml bottles this month.

Jodie Alliss, Brand Manager at Kopparberg says, “Höga Kusten is unique for its mass appeal that will see it find fans amongst the ale category and allow lager consumers to discover new flavours. Alongside the recently launched Fagerhult, also part of the Kopparberg family, it’s exciting to see Swedish beers making their mark in the world beer scene in the UK.”

Whisky

Happy Anniversary Laphroaig distillery

GlenDronach launches Cask Strength Batch 4

In honour of the 200th anniversary of Islays Laphroaig distillery, Beam Suntory have announced the re-release of limited edition Laphroaig 15 Year Old expression. Chosen by distillery manager John Campbell, the release is an homage to the original 1980’s bottle. The release is a nod to requests from enthusiasts to bring back the spirit while also giving new Laphroaig drinkers the chance to try a new whisky.

GlenDronach has launched Batch 4 of its Cask Strength Highland single malt.

Bottled at 54.7% and comprising 17,806 bottles, The GlenDronach Cask Strength, according to the company, “is a delicious, creamy sherry bomb! The whisky explodes on the palate with dark fruit, ginger and oak flavours to the fore, and with gingerbread, barley, roasted coffee beans and a hint of walnut softening to a long, satisfying finish.”

10 DRAM MAY 2015

REVIEW SITES “GET OVER THE HATE”

WHETHER YOU ENGAGE WITH REVIEW SITES OR NOT, THERE IS NO DOUBT ABOUT IT THEY ARE HERE TO STAY. EMMA MYKYTYN REPORTS.

T

he rise of user review websites such as TripAdvisor and Yelp have been criticised for many aspects of their business models, such as algorithms that appear to hide the best reviews and promote the worst, fake negative reviews (sometimes from rival businesses), paid-for positive reviews and attempts to pressure businesses to take out advertising they don’t want, amongst other issues. Despite this criticism, such sites are growing in popularity and influence among consumers.

This rise doesn’t seem to be stopping.

Research shows that 79% of visitors trust review sites with TripAdvisor and Yelp top of the class for hits. This is despite media stories of untrustworthy reviews. Potential customers also visit these sites in huge numbers.

The big review sites are well established and open to a large audience with much of the internet-savvy generation confident in the brand message that the reviews are honest and unbiased which can equate to more visitors to your venue.

One of the benefits is that smaller businesses get to punch above their weight, PR-wise, without the added cost of employing an agency.

So what should you do to maximise the opportunity? First of all develop a plan to utilise the added exposure gained by these sites - think marketing. This potential threat needs to be minimised or used to the benefit of the business. Define measurable goals such as cut the number of three star reviews for your business or double the number of 5 star reviews. Give each goal a timescale and keep on top of these timescales. Social media is not child’s play, this is serious money stuff! Do you need to hire someone to handle this? Someone needs to be responsible and accountable for these goals. Using the cleaner won’t work here, or indeed the overworked and stressed sales director! The goal here is increased customer satisfaction which leads to more income. Increase that revenue by investing in better staff who can control the output.

However, with the benefits of extra publicity comes the disadvantage of not knowing who is posting the reviews. The Guardian reported that KwikChek, an online reputation company acting on behalf of hoteliers, estimate that there is a minimum 27,000 legally defamatory comments on TripAdvisor.

With the switch from producer-led information to consumerled reviews, learning how to deal with the reviews and how you respond is where you get the ball back into your court, and make it work for the business. Your business needs to approach TripAdvisor etc with the same objective marketing head as you would dealing with a face-to-face customer experience.

Guests look at those reviews and the responses from management (if the business has decided to respond to specific points or simply taken the time to thank the reviewer for their feedback) to form an opinion on your business before visiting, so you need to get the response right.

Firstly, get over the hate. Sites like these are here to stay,

so you will have to work with them instead of battling against them. Of course not all the reviews will be positive. You need to remember that this customer took their time out to provide (hopefully valuable) feedback and acknowledging this should be a basic first step. Don’t just jump right in with a standard cut and paste job. This is a chance to be seen by millions of people.

The value of reviews on sites such as TripAdvisor mean that responding isn’t a job to be left to late at night when you are tired or fed up.

Try to respond to all reviews whether good or bad. This is your chance to influence the customer to come back. Take time out to respond to the positive reviews and your customer will remember this. Ask them to say hello next time they come in.

Make the whole experience personal and respond in the same friendly way you would if speaking to them normally in real life.

It’s easy to respond to a positive review, but what about a negative one? Three points to remember: acknowledge their anger, take the conversation offline and resolve the issue. Be brief and polite in your response and take it away from the site to discuss further - no one wants to see a whole online argument.

For moderate reviews, ask the customer for feedback on how you can improve the experience (free business advice).

One of the more technical points is to use Search Engine Optimisation (SEO) in your response - this is probably not the first thing you’d be thinking of. Use the discussion to your advantage and raise your TripAdvisor/Yelp/Blogger business page profile on Google. Don’t make it too obvious and keyword heavy, mention your business name, what is your niche product i.e. are you the best gin joint in town? If so, put it in there! These keywords count.

Use your new marketing strategy to be proactive not reactive.

Actively ask your guests to write a review at the end of their visit. Do you have email addresses of visitors? Remind them to fill in a review when they get home. Try and remember how much revenue review sites can bring in to the business. This will make the effort to keep in touch with your customers and keep on top of your social media presence.

Think of your customer when replying, read the review as if you were a customer. What would you like to hear back?

Develop a plan and measure it. Employ someone to handle your social media, don’t leave it as a last minute end of the day chore.

Be proactive in gaining better reviews. Chase up positive clients and request a review.

Respond to both positive and negative reviews. Make customers feel valued and deal with their feedback appropriately.

To summarise; there are no secrets to handling review sites.

However, with the right mind set, strong backing from your staff and some planning you will succeed.

Emma Mykytyn is Founder of online site Food and Drink Glasgow.

DRAM MAY 2015 11

AN APPLE A DAY CIDER SALES ACCORDING TO MINTEL ARE SET TO HIT 971M LITRES IN 2015, UP FROM 949M LAST YEAR. SUSAN YOUNG TAKES A LOOK AT THE SCOTTISH MARKET, AND THE BRANDS WHO YOU OUGHT TO HAVE IN YOUR FRIDGES AND ON DRAUGHT THIS YEAR.

I

f I was to tell you that it is fruit ciders that are leading the way in Scotland in the on-trade, would you be surprised? I don’t think so. Sales figures clearly show that both packaged fruit ciders and draught fruit ciders are a hit with consumers. In fact the popularity of Strongbow Dark Fruit has meant that draught cider has reversed a declining trend, and is back in growth, albeit by only 1% in 2013/2014.

The packaged market overall in Scotland, at the moment is relatively flat, in fact it is showing a slight decline of 2% according to CGA figures. This is due in part to the fact that beer is experiencing an upturn in sales, due to the popularity of craft beer. Certainly Mintel’s Chris Wisson believes that cider has fallen behind beer when it comes to innovation and driving interest in the category. He says, “Cider is not flattered by comparisons with NPD activity with beer with much cider innovation revolving around flavour variation.”.”

Another issue affecting the category is the fact that older drinkers (the over 35’s) are drinking less cider, so the challenge for cider operators is how to re-engage these drinkers.

While the challenge for licensees is how to ensure the brands behind the bar are selling through. Although 50% of drinkers tend to stick to only one cider, half are happy to select from a variety of different brands rather than just sticking to one. There is also a move to premium ciders and indeed craft ciders are beginning to make their mark. Says Rob Calder, Marketing Director of Kopparberg, “Licensees who put a premium authentic cider on their second cider tap are allowing people to trade up to premium ciders.”

In Scotland one of the premium craft cider brands is Thistly Cross, which is now just over five years old. Founder Peter Stuart comments, “The world of craft is all about choice, and if there is a choice of beer and beer style, then that choice should be applied to cider as well. The craft movement is really our core market place, and America has become our biggest customer. The whole craft movement there means we have been able to gain a foothold.”

Research from analysts Mintel shows that 57% of UK consumers drank cider in the 12 months to October 2014, with more than two in five (44%) drinking apple, 31% pear, and 29% fruit-flavoured cider. The craft segment is considerably less developed in cider

than it is in beer, but 14% of Brits still reported to have drunk a craft cider within the last year.

The biggest packaged supplier to the on-trade is Kopparberg. Its sales in the on-trade are up 10.5%.

Says Rob Calder, of Kopparberg, “Magners created the cider revolution a decade ago – at a time when there was no packaged cider to talk of. Add up all the volumes of all the packaged brands now and it probably equates to the volumes that Magners was doing at the time. But its volume and share of the market has slowly been chipped away.”

However it is not all doom and gloom when it comes to the on-trade.

When it comes to packaged apple cider, Magners still dominates.

Paul Condron, Marketing Director, Tennent Caledonian Breweries, told DRAM, “Scotland is a key region for Magners and the brand continues to be a strong performer despite a decline in the overall Scottish packaged cider market. Apple remains an important segment, with 37%* share of total packaged category. Magners was the number one apple packaged cider, up 14%* in the last twelve weeks.”

However the best selling packaged cider in Scotland is Kopparberg Mixed Fruit. Says Rob Calder, “Fruit is in growth and Kopparberg mixed fruit is No1 in Scotland. It may be seven years old but it is still doing well. A few years ago it was all about apple, pear and a little bit of fruit. Now the sector includes apple, pear, fruit, mulled, low calorie, alcohol free, bag and box and craft. There’s a lot happening in this category, a lot of evolution. In terms of penetration apple is constant, pear is in decline and fruit is growing rapidly. We’ve seen growth of 30% with our fruit ciders.”

One area for growth that cider is missing out on is food matching.

Chris Wisson, Senior Drinks Analyst at Mintel believes that cider is missing out when it comes to food. He points out, “Much of the growth in the pub industry is being driven by catering, underlining the need for alcoholic drink categories to appeal on these occasions.”

He suggests that cider hasn’t managed to capture that segment of the market despite research which shows that almost seven in 10 cider drinkers believe that “cider goes with many different foods.” It still is not the drink of choice lagging behind wine and increasingly, beer, for food-led drinking occasions.

DRAM MAY 2015 13

AN APPLE A DAY Ryan Tierney, GM of The Albyn in Aberdeen, agrees, “Although cider sales, particularly the flavoured variety, make up a generous amount of our sales, no one ever seems to order ciders to drink with food. Due to the really sweet flavours of our cider offering, I can understand why beer and wine still dominate this market.”

Rob Calder explains, “Cider still struggles to be seen as sophisticated. It requires elegant branded glassware, clear food matching suggestions and smaller serves. The category still has some way to go to develop this.”

Currently across the on and off trade Bulmers is the no 1 brand in terms of penetration, followed by Kopparberg, Magners and Strongbow. But Magners is the only brand losing penetration.

Kopparberg is No 2 in terms of penetration across all adults, but is No 1 across 18-34 year olds, although not by much.

Cider is one of the most competitive areas of the on-trade. Rob Calder says, “The category is more competitive than it has ever been – every couple of weeks another brand refresh, or another flavour variant coming out.

We have said, in fact we coined the term, “the flavour conveyor belt.” At some point consumers are going to tire of variation and we believe that is is innovation not variation that is required.”

Recent launches include Bulmers Zesty Blood Orange (which doesn’t look unlike Irn Bru). It is, say the company, “the UK’s first blood orange flavoured cider.” It comes in a 586ml bottle at 4% ABV and, with its vibrant orange colour, certainly stands out.

Old Mout is also launching a brand new flavour, Pomegranate & Strawberry, the fourth flavour for the brand. It joins the current Old Mout range, which includes Summer Berries, Passionfruit & Apple, and Kiwi & Lime.

Says Edinburgh licensee Iain Pert, “Old Mout Kiwi and Lime is flying out everywhere. Quality flavoured cider seems to be the way forward and the Kiwi suits the guys as well, as it’s not pink!

Our sales are up about 10% overall in cider. ” Magners too is evolving. Says Paul Condron, “Exciting developments such as Magners with Irish Whiskey, the spirit cider combining premium apple cider with a hint of smooth Irish whiskey, and our Magners Light range, which delivers the much-loved Magners flavour with 30% fewer calories, shows that Magners continues to adapt to ever-changing consumer tastes.”

Diageo have launched Pimms Cider Cup. A cider blended with Pimm’s – with strawberry and cucumber flavours, and promoted over ice.

The launch is being backed by a £1.1m advertising campaign, and it the new launch aims to take a slice of the fruit cider market.

14 DRAM MAY 2015

Ryan Tierney comments, “Flavoured ciders seem to be a hit, primarily with female customers aged between 20 and 35. For older patrons, Magners and cloudy ciders seem to be more appealing due to their more dry, crisp taste although we have certainly seen a decline in sales of Magners. We have Magners available on both draught and in 500ml bottles and two years ago we would have sold about three kegs per week. Now we barely even sell one. The flavours have taken over.”

Amy Williams, General Manager of Inn Deep in Glasgow, told DRAM, “We currently stock Herrljunga cider in four flavours, Apple, Pear, Strawberry and Lime and Blackcurrant and Lime. These sell really well in summer but are also a slightly quirky alternative to mainstream flavoured cider brands. Although we do have Magners in stock, we have noticed a decrease in sales and customers who would have previously opted for Magners seem to now be more drawn to our draught cider, Black Rat from Moles Brewery. The customers seem to love it and it is great to be able to offer a more dry alternative to our sweet flavours range.”

With Inn Deep bar in Glasgow, being known for it’s extensive range of craft beers, we asked Amy what her opinion of craft cider was. She comments, “I don’t think that craft cider will ever become as popular as craft beer as there seems to be a difference in the type of person who buys cider. Craft beer drinkers tend to be very experimental, and like to try a variety of beers whereas cider drinkers like to go for what they know.”

However Peter Stuart of Thistly Cross is enjoying a knock-on effect from the craft movement. As a result Thistly Cross is now available in Keg, and it has been repackaged. Says Peter, “There are not that many Scottish cider makers, but we are the biggest.

We can provide kegs to order and we also offer a flexible range of ciders at a good price. Also with the new allergens regulations we put the percentage of fruit in fruit ciders on the label.”

“This is an area which could be quite contentious in the future according to Mintel. They believe it is possible that there could be increased legislation around cider terminology in the coming years.

At the moment ciders can be made with the unlimited inclusion of fermentable syrups before the fermentation process. Says Mintel,“Under law, apple ciders in the UK must contain at least 35% apple juice (fresh or from concentrate). While producers are under no obligation to declare their fruit content, previous industry research has calculated that many ciders which are not ‘traditional pure juice’ variants feature a fruit juice content of less than 50%, with the remainder made up of water-diluted fermented sugar

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AN APPLE A DAY syrup. For many larger producers, this is a necessity given their size and difficulties in producing ciders with a high fruit content on a mass-market scale.” Mintel also suggests that there is an opportunity for premium fruit brands to use provenance to appeal to consumers. Says Mintel, “Despite being under no obligation to provide details of their fruit content, cider brands with a high fruit content should be making overt claims about how much fruit juice is in their cider. This would help them to justify a premium price tag in the process, particularly as 58% of cider drinkers would be interested in seeing the juice content on cider packaging. Locationspecific details on labels could help to prove brands’ ingredient credentials too.”

That’s not going to be a problem for Thistly Cross. Peter explains, “We generally speaking use Scottish apples, and the majority of our fruit is British. We have doubled the amount of Scottish apples we use every year, and although we spend a lot of money on advertising, we also offer landowners a deal where we swap apples for cider,

Introducing the new look award winning Thistly Cross Cider.

AVAILABLE IN KEG, CIDERBOX AND BOTTLE.

or juice for money. That word travels very far, and is very effective.”

Chris Wisson of Mintel says, “Talking about the use of specific apple/pear varieties in a similar way as beer is now doing with hops could further build premium cues by strengthening an image of quality ingredients.” He concludes, “Fruit-flavoured cider benefits from being seen as a fashionable and innovative segment of the market, two attributes which have been key in driving growth by appealing to Millennials in particular.”

Certainly fruit is going to continue to do great guns this summer.

The last word goes to Ryan Tierney, who is looking forward to cider sales this summer. “We have a particularly large beer garden which seats over 200, so as you can imagine, Kopparberg Strawberry and Lime still wins hands down as far as overall sales are concerned.

In the height of summer it literally runs out of the door and we sell about 10 cases a week.” Here’s hoping the rest of the trade has as much success with cider. *CGA_Brand Index Data to 21/02/2015 – Total Scotland

THISTLY CROSS HQ: info@thistlycrosscider.co.uk t: 07960962510 UK SALES: Peter Stuart: 07956655123 peter@thistlycrosscider.co.uk

HANDMADE IN SCOTLAND 16 DRAM MAY 2015

MOST SUCCESSFUL SCOTTISH TASTING YET FOR MATTHEW CLARK AS NEW FORMAT APPLAUDED

M

atthew Clark hosted its new-look, cross-category ‘Uncovered’ tasting at The Assembly Rooms in Edinburgh last month and it proved to a great success.

A record number of visitors attended the ‘Uncovered’ tasting and many said it was better than ever before. It was they said, “engaging and easy to navigate”.

Matthew Clark’s award-winning wine list now includes many quirky, boutique and craft producers, and customers were invited to taste these new and exciting wines, sprirts and beers leading to renewed interest in Matthew Clark’s offering. And the new format encouraged visitors to step outside their comfort zones and try something new, with masterclasses and food pairing proving a hit. The Menu Engineering service attracted a lot of interest as did the ‘Design Studio bar - which focussed on how to drive customers profitability. Experts also provided advice on Social Media, Database Management, Digital Wine Lists, Online ordering & E-Billin.

Des Gallagher, RMD for Scotland said, “The event itself was a fantastic success based on customer and supplier reaction and of course visitor numbers. I think the scale and diversity of the tasting along with unique access to world class winemaker, brewers and spirits experts. It was great to showcase so much to our customers in one day, to give them such an on-trade experience, we hope there was something for everyone to take back to their outlet.”

18 DRAM MAY 2015

the

incorporating the

DRAM AWARDS

20 YEARS OF SUPPORTING EXCELLENCE IN THE LICENSED TRADE

In association with

Award for Success

CUSTOMER SERVICE AWARD 1

Customer service is paramount when it comes 2 to running a successful business. BII Scotland is on the lookout for a pub, restaurant or hotel which fully embraces the customer service ethos. Do you know a business that does this? If so, they could be eligible for this award. Judges will look at the measures that are in place to ensure staff are well trained in customer service. Short listing will be done by Mystery Shoppers followed by interviews at a later date by a team of judges.

If you want to put a nomination in, do so now.

Award for SOCIAL

DOG FRIENDLY PUB OF THE YEAR

3 Diageo are on the look-out for pubs, bars and people that embrace social responsibility. Do you know a pub or bar that has developed good relationships with local police, community safety partnerships, community groups, licensing boards and/or licensing forums to help minimise alcoholrelated crime and disorder? Do they go the extra mile to promote responsible drinking; what do they do differently from other bars in the area? Let us know and they could be the proud recipients of this award.

4 The Scottish Bar & Pub Awards are hunting for a pub that provides a welcome for pet dogs. Do you you know a pub or bar that allow customers to bring their friendly pooches inside? Do they provide a water bowl, and the occasional treat? If so, they could be in the running for this accolade.

Judges will be bringing their own dogs on mystery visits (volunteers are queuing up!!) If you think you know a pub or hotel fits the bill - enter it now.

Success stories deserve to be recognised and celebrated. Do you know a licensee/proprietor that has grown their business over the past few years. Perhaps they have successfully continued a family company, or expanded over the past few years, adopted innovation to develop their business, or have grown turnover? This year’s Scottish Bar & Pub Award judges would love to know of any hoteliers, restaurateurs or licensees, who fit the bill. Why not put them forward now to www.scottishbarandpubawards.com

RESPONSIBILITY

NOMINATE NOW AT www.scottishbarandpubawards.com

INDEPENDENT BAR OF THE YEAR

Whisky Bar of the Year

Kopparberg is on the lookout for Scotland’s top 5 independent bar. The Kopparberg team is looking for a bar that has proved to be a success with customers – it doesn’t have to be the most stylish or the biggest, but owners should demonstrate creative forward-thinking and be inclined to think outside of the box when it comes to developing their business.

It goes without saying but good customer service and an excellent range of products behind the bar is essential. Do you know a bar that deserves the title? If so put them forward for the accolade now.

6 Whisky is Scotland’s national drink and this year’s sponsor of Whisky Bar of the Year, MadeBrave is looking for licensees who go to extraordinary lengths to promote Scotch whisky within their own establishment. An excellent range of whisky on the back bar is a necessity and staff should also be well trained and enthusiastic when it comes to recommending whisky to their customers. A good Scottish welcome is also important. Do you know a bar worth nominating?

MIXXIT BAR APPRENTICE 2015

CRAFT BEER BAR OF THE YEAR

7 Maxxium UK’s training and education programme, mixxit, is now in its ninth year of looking for Scotland’s best new bartender. The mixxit Bar Apprentice competition will take 10 bartenders with experience of one year or less on an intensive training programme which will cover all aspects of professional bartending, including mixology, drinks knowledge and service excellence. In June the bar apprentices will face a panel of judges and the best performing bartender will win the accolade mixxit Bar Apprentice of the Year, which will be announced at the SB&P Awards.

8 The judges of this category will be looking for a bar that has an excellent range of quality beer and Craft beers. The bar has to serve and market its beer range well, employ staff who are interested and knowledgeable about beer. An ability to understand beer styles, taste profile and matching beer with food is also fundamental. If you are a bar or know a bar who loves their beer and always looking for the next innovation or new experience of beer enter it now.

NOMINATE NOW AT www.scottishbarandpubawards.com

Gastro Pub/Bar of the Year

PUB OF THE YEAR

It has never been more important to offer your 9 customers good food. It doesn’t have to be fine dining, but quality, freshly prepared pub grub is what we are looking for. It’s not the size of the menu that counts, but the quality of the food and the efficiency of the service. If you think you know a venue that has a great food offer, let us know at www.scottishbarandpubawards.com

10 Scotland’s leading Sunday newspaper is looking for the best pub in the country.

Do you have a welcoming atmosphere?

Do your customers come back, and come back again? Get your customers to fill in the entry form when it appears in the Sunday Mail or online at www.barandpubawards.co.uk and tell us why you think you are eligible for ‘Pub of the Year’.

QUALITY AWARD

COCKTAIL BAR OF THE YEAR

11 A dedication to quality has helped to make Tennent’s the No 1 Scottish Lager brand - and Tennent’s is looking for a pub that shows a similar commitment to quality. Excellent customer service, great beer, a good range of products behind the bar, fine food and a great ambience are all part of the quality experience. If you would like to nominate a pub or bar, do so now.

12 Do you think you know the best cocktail bar in Scotland? Do the bartenders provide good service, and offer good, imaginative cocktails? Are they well trained with a customer focus? Does the ambience reflect the quality of the drinks? If so enter the bar that you think deserves the accolade Cocktail Bar of the Year. Expertly made cocktails, a willingness to experiment and a good knowledge of spirits are essential. www.scottishbarandpubawards.com

NOMINATE NOW AT www.scottishbarandpubawards.com

16

LIFETIME ACHIEVEMENT 13 This honour is bestowed upon the person who during their career, have made significent contributions to the licensed trade. Previous winners include John Gilligan, David Urquhart, Billy Dunn, Bob Taylor, Lord MacFarlane and Angus Meldrum.

FOOD WHOLESALER OF THE YEAR 17

BEST NEW/NEWLY

REFURBISHED VENUE 14

The judges in this category were looking for Scotland’s Best New/Newly refurbished Venue.

This includes new restaurants, bars, hotels and late night venues. As long as the venue opened between May 30th 2014 and May 30th 2015 it is eligible for this award. Do you know a new venue that stands out from the crowd?

It has to look good but also offer great service to match.

Atmosphere, the quality of the venue, and the feel good factor are all important. If you know a venue that took your breathe away enter it now at www.scottishbarandpubawards.com

HOTEL BAR OF THE YEAR 15

Scotland is famous for its hospitality and the first bar many visitors visit is in fact their hotel bar. Do you know a hotel bar that goes the extra mile to make customers feel welcome? Are the bar staff welltrained and prepared to make you a drink of choice? The bar should also have a good selection of beers and spirits as well as a comfortable environment to enjoy a glass or two. If you have a favourite Hotel Bar or you own one, either enter now our get your customers to enter at www.scottishbarandpubawards.com

DRINKS WHOLESALER OF THE YEAR BEER BRAND OWNER / DISTRIBUTOR OF THE YEAR SPIRIT BRAND OWNER / DISTRIBUTOR OF THE YEAR

18

19

NOMINATE NOW AT www.scottishbarandpubawards.com

Help put us on the map

DRAM AWARDS

incorporating the

the

20 YEARS OF SUPPORTING EXCELLENCE IN THE LICENSED TRADE

In association with

www.scottishbarandpubawards.com

Nominate us now for an award at

LICENSEE INTERVIEW

MARVELLOUS MARCLIFFE SUSAN YOUNG PAID A VISIT TO ABERDEEN RECENTLY TO CATCH UP WITH HOTELIER STEWART SPENCE, THE MAN BEHIND THE CITIES FIVE-STAR MARCLIFFE HOTEL & SPA.

T

here is no doubt about it, The Marcliffe Hotel in Aberdeen has been the talk of the steamie for the past couple of years. In fact ever since Stewart Spence revealed he was to retire and sell the building to developers, fans of the hotel have been dismayed. However at the beginning of the year he had a change of heart... and to say his customers are relieved would be an understatement. In fact during our interview, which took place in the reception area of the hotel, umpteen ladies took the time to say how delighted they were that the Marcliffe was staying open.

Although I am not sure how his long-term partner, Doreen, feels about it. Plans for the two of the them to retire and live together have obviously been put on hold.

Stewart tells me, “I worked with my ex-wife Sheila for 25 years and when Doreen and I got together 18 years ago we said we wouldn’t live together until we didn’t work together.”

So why did he decide to put his retirement plans on hold? Says Stewart, “The sale has been hanging over the hotel for seven years. In 2007 a local businessman, Ivor Finnie, approached me to buy the hotel. He got planning approval to build a 200-bedroom Crowne Plaza but then the financial crisis happened and the deal fell through. Then a local developer made an approach about selling the site for development – he would knock the hotel down and build offices – there were planning objections, so the idea to build offices became apartments instead. That company was sold to house developer, Stewart Milne, but all the way along there were planning objections, and these were outwith my control. When it looked like it wasn’t going to happen I decided to take it back into the family.”

He continues, “I have three sons, but in 2009 I lost my daughter, Jackie to cancer. She would have run the Marcliffe if I had retired. She used to say, “Dad, I’ll run it as long

26 DRAM MAY 2015

as your not there.” After she died I was happy to progress with the sale of the site. I was much keener on a developer turning it into apartments rather than someone buying the hotel and running it as such. A lot of people didn’t want to buy the hotel, as it would have been a big undertaking to take it on after it had been run by my family for so long.”

Stewart says, matter of factly, “I am the face of the place.

In fact one of my good friends Donald MacDonald said that no-one would buy it until I started taking a back seat. He told me ‘I’ve 34 hotels and no-one knows me.’ But I have always been the face of every hotel that I have owned and that’s why they have been successful.”

Stewart has been working in the hospitality industry for 53 years now. He started off at the Station Hotel in Aberdeen in 1962 and worked in Paris and London before returning to Aberdeen and buying the families first hotel – The Atholl in Aberdeen in 1972. Since then he has owned and operated six hotels and one restaurant – The Capitol, in Aberdeen.

The Marcliffe Hotel and Spa was opened in 1993 by former Soviet Premier Mikhail Gorbachev, and it remains Aberdeen’s only five-star hotel.

However he is now taking a different approach to the business. Says Stewart, “I have got a new young team and we now have department managers and myself and Doreen. Even though each department manager will have responsibility for their own area, now they will also know about all the other departments too. I want them to know about everything. This means that everyone can work everywhere. We haven’t operated like that before.

But it is time for a step change. Multi-tasking is the secret to survival.”

He continues, “We have always been a busy hotel. Last year we had a £7.7m turnover with only 41 rooms. If we hadn’t been winding down that would have been over £8m. Fred

I HAVE ALWAYS BEEN THE FACE OF EVERY HOTEL THAT I HAVE OWNED AND THAT’S WHY THEY HAVE BEEN SUCCESSFUL. STEWART SPENCE

Image courtesy of The Press & Journal DRAM MAY 2015 27

MARVELLOUS MARCLIFFE Duncan of Grampian Country Foods once told me ‘Delegate but never abdicate’, and that is now my philosphy. Ross, my son, who is also the Head Chef, is a huge asset here, he will take over from his father’s front of house role in the long term and my other two sons – Greg, who works offshore, and Craig who is a landscape gardener, are also very supportive. I also brought an advisor into the equation who was able to help me make the decision to keep the hotel.

“To be honest,” says Stewart, “The idea of golf and dog walking was probably never me.”

Instead, Stewart and his team are about to embark on a refurbishment programme for the hotel. However the hotel will not close during the refurbishment. Stewart explains, “We will do it bit by bit.”

Despite having a new team, not everyone is new. Says Stewart, “So many of our staff had already left at the end of November.

Four are now back. I’ve always been fortunate with my staff. We always paid way above the odds, and staff work for me not for a company. We very seldom lose people to another hotel. But I have one rule and that is I only ever employ nice people. My staff also know that - they also hire only nice people. You can work with, and mould nice people.”

Stewart is also not fazed by the thought of business declining with regard to Aberdeen’s reliance on the Image courtesy of The Press & Journal struggling oil industry.

He tells me, “I operated throughout the 1986 and the 1998 recessions. I know what it is like and I know how to run a business in a downturn. In 1986, the first slump, Aberdeen emptied overnight. Oil went from $40 a barrel to $9. The Americans all went back and houses were empty, and the hotel business had gone. I had been one of the founders of the Aberdeen Hotel Association and we went to see Gordon Hendry who was director of tourism for Aberdeen. We went to his office and he had a smirk on his face. We asked him what could he do for our hotels... they were empty! We asked him where were the tourists? He said, “Gentlemen about fifteen years ago when oil arrived you told every tourist to f*** off.”

What he said was absolutely true. Before oil arrived we had survived on package deals. At that time there was no internet.

And the package providers screwed us into the ground on price. When the oil workers arrived they didn’t ask the price 28 DRAM MAY 2015

of a room. And in 1986 I had Invery House and I thought holy shit what will I do. I realised that we had all our eggs in one basket. Ever since I have embraced tourists. I sell our hotels and Aberdeen as the gateway to Royal Deeside and a base for travelling. I set my tariff and I stick to them – my rates never change for 52 weeks a year. I don’t drag them down, but every other hotel in Aberdeen changes their rates. You can’t build your business and attract tourists if you keep changing your price.

Currently the Marcliffe is rated the No 2 hotel on tripadvisor but says Stewart, Personally I always think of the Marcliffe as No 1. Skene Apartments may be No1 on tripadvisor, but it is not a hotel, but it is classified as one. This is not right.”

Stewart is a member of Connoisseurs Scotland Hotels – a collection of luxury hotels situated here, and one of the perks is that members can stay in each other’s hotels for very attractive rates. Stewart makes the most of this perk.

He tells me, “Because Doreen and I don’t live together we do like to get away on a Sunday night, and stay over at a good hotel. It helps keeps the romance alive. I love Gleneagles.

The staff there are great. Iris who looks after guest relations is unbelievable, and Ahmed who still works in the restaurant at the weekend is a 40+ year employee. It is all about the people and the service. I also like the fact it is dog friendly.”

Says Stewart, “We’ve always been dog friendly. If people who have pets are going away for a weekend they don’t want to put their dogs into kennels. We have ground floor rooms with patio doors that have dog mats and dishes.”

And on that note Stewart spies his grandson, Elliot, who is now eight, but who was only three when his mum Jackie died.

He gets up to have a wee chat with the young fellow who has just been fundraising and has raised £106, no doubt for his mothers charitable trust. Since Jackie’s death Stewart and his family have donated a garden for the local Maggie’s Centre and are paying for its upkeep. A lovely legacy. And for the people of Aberdeen who obviously hold Stewart Spence in high regard, they are just happy that his own legacy, The Marcliffe Hotel and Spa is staying ‘open for business and under his stewardship.’

Stewart concludes, “It was good, but we will now make it better.” Of that I have no doubt.

1 Ferry Rd, Montrose, Angus DD10 8DX Tel: 01674 674207 Fax: 01674 674290

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•Fresh and Prepared Fruit & Vegetables •All Dairy Produce •Wide Range of Breads & Rolls •Selection of Dried & Canned Goods

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Wholesale Fruit & Vegetable Merchants Wholesale Fruit & Vegetable Merchants 1 Ferry Rd, Montrose, Angus DD10 8DX Tel: 01674 674207 Fax: 01674 674290 1 Ferry Road, Montrose, Angus DD10 8DX •EstablishEd 1977• Tel: 01674 674207 Fax: 01674 674290

•Fresh and Prepared Fruit & Vegetables •All Dairy Produce Est.•Selection 1977 • of Dried & Canned Goods •Wide Range of Breads &• Rolls

Quality Produce delivered Daily throughout the North East of Scotland.

01674 674207 Proud to supply The Marcliffe

Proud to supply The Marcliffe at Pitfodels with hot beverage equipment, delicious freshly roasted coffee and fine teas.

Caber Coffee Limited 614 Holburn Street Aberdeen AB10 7JQ

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Telephone: 0845 302 4600 or 01224 212515

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Quality Produce delivered Daily throughout the North East of Scotland

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We are proud to supply The Marcliffe with locally sourced fresh fish and meat produce.

Anne-Marie Bain (Sales Manager) Mobile 0044 (0)7957 689988 Email sales@aberdeenshirelarder.co.uk www.aberdeenshirelarder.co.uk

The Bain family are proud to have supplied Stewart for many years. Wishing The Marcliffe every success for the future.

15 Crombie Road, Aberdeen, AB11 9QQ Tel: 01224 896606 sales@king-foods.co.uk www.king-foods.co.uk DRAM MAY 2015 29

184 Cowgate, Edinburgh EH1 1JJ

OX184

DESIGN FOCUS

T

ucked away in the underground of Edinburgh’s Cowgate lies Ox184, the latest addition to FullerThomson’s successful portfolio of bars and restaurants. The space, which has been home to many nightclubs over the past few years, most recently Capital nightclub, has been stripped of its disco balls and dance floors.

This modern building has been transformed to exude the edginess of a converted warehouse with influences coming from popular Brooklyn haunts Spritzenhaus 33 and Fette Saus. Director Gary Thomson explains, “We wanted it to have that inside/outside feel and we worked closely with KBA&D architects to achieve the look we desired.”

Scents of smoked wood and searing meat will greet you as you enter this spacious late night venue. Floor to ceiling windows fill the room with natural light and the draped velvet curtains framing the windows and entrance add an element of luxury to the venue.

Raw and rustic heavy timber tables fill the more casual downstairs area to allow large groups to share. Glass demijohns hang above the bar top and these can be filled with a gallon of craft beer to share amongst friends.

Similar features of FullerThomson’s other ventures still reside here, “We kept some of our signature looks

30 DRAM MAY 2015

BY YASMINE GIBB like the rotational beer taps but we’re moving things on too,” on,” explains operations manager James Stuart-Gammie. says Thomson. As with their other bars, including The Red Tucked away beside the whisky cages is a wood burning log fire Squirrel and Holyrood 9A, Tempus Brewing Co. in Tweedbank that staff are regularly topping up to heat the room, further are supplying the house beers on accentuating the inside/out tap and there’s an octet of beers on vibes. rotation. Colourful, eclectic art with A cast iron spiral staircase WE WANTED IT TO cattle as the main focus is displayed leads to the cosier, more formal - an ode to the bars location and mezzanine level upstairs. While HAVE THAT INSIDE/ also its menu. downstairs is great for larger OUTSIDE FEEL. WE Large custom built cages house groups. There is also the option WORKED CLOSELY WITH over 100 whiskies. With the to dine in this more intimate drive to create fresh new drinking area. Comfy black leather KBA&D ARCHITECTS experiences with a sense of fun booths fill the majority of the TO ACHIEVE THE thrown in. For example, picklebacks upper level with each booth (a shot of pickling brine served with featuring its own curtains for LOOK WE DESIRED. a shot of whisky) and boilerbacks added privacy.

GARY THOMSON, (beer teamed with whisky) are Also available on the upstairs FULLERTHOMSON on offer. On Friday and Saturday level is a small private area for nights a number of different DJ’s parties of up to 20. The space play underneath the caged whisky has already played host to display. Music varies but you Ox184’s own tasting sessions won’t need to worry about having to shout over loud music to from their whisky library. For this, they have teamed up with converse with friends. “The music is unobtrusive, the DJ’s play Royal Mile Whiskies to offer an exciting array of whiskies from to the vibes in the room. It can be blues one minute and house around the world. “The list is divided into categories to make it the next. It’s there as a backdrop to the buzz and chatter going accessible to everyone. We want to welcome everyone from DRAM MAY 2015 31

young professionals to tourists,” says Stuart-Gammie.

The open kitchen on the mezzanine level also allows for olfactory entertainment and you’ll smell the rich fragrance before your juicy piece of beef even hits the table. Locally based blacksmiths G Fitzsimmons & Son have designed a wood-fired grill for Ox184. The grill uses sizzling hot embers to cook the meat slowly, caramelising the meat and producing more enhanced flavours. The smell is sure to make it hard for anyone who popped in for ‘just a drink’ to resist the mouthwatering BBQ menu.

Locally sourced quality meat is a focus here with well-respected Lauder butcher Shaw Fine Meats supplying a range of prime organic meat, including rare breed beef and pork.

But don’t be mistaken for thinking that Ox184 solely caters for carnivores as around a quarter of the menu offers vegetarian options with the burnt beans already receiving rave online reviews.

Ox184 is clearly a meticulously planned venture, from the interior, to the drinks and the menu. Many different features 32 DRAM MAY 2015

intertwine with each other. The beef stock made in house is also used in their Bloody Mary’s. The pickling brine for the picklebacks is also used to pickle their onions in the kitchen and the smoked bananas used in the banoffee dessert are also used in the banana daiquiri. The staff are also clearly passionate and knowledgeable about the products they are selling which makes the experience even more enjoyable.

The Cowgate area was once famed for its herds of students and stag dos, however Ox184 is part of the movement changing this stereotype.“ The Cowgate is a heritage site that’s being rejuvenated with bars and hotels opening,” says Stuart-Gammie.

“We’re excited to be part of it”.

Director Gordon Fuller sums up Ox184 as “specialising in craft beers, world whiskies, bourbons and barbecue food featuring live acoustic music and DJ sets,” but following a visit, you’re sure to find there’s lots more to this venue no matter what time – day or night – you visit.

Congratulations to Ox 184 and wishing the venue all the success for the future.

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DRAM MAY 2015 33

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Wishing Maison Bleue best wishes for the future.

20 Bright’s Crescent, Edinburgh EH9 2DB Tel/Fax: 0131 662 4299 Mobile: 07716 362579 Email: solutionsbybands@aol.com 34 DRAM MAY 2015

O

ver eighteen years ago, Dean Gassabi invited his former colleague, Pierre Victoire of the French restaurant chain of the same name, and his partner round for dinner. Dean and his late wife Joanna cooked a feast of North African dishes that derived from his Algerian roots. The food was so good, it turned out to be the beginnings of Maison Bleue which is now an institution within the Edinburgh restaurant scene, having fed celebrity guests such as Gwen Stefani and Tom Hanks.

Dean Gassabi and his daughter Layla now own and run the restaurant on Victoria St in Edinburgh which has recently re-opened after a month long refurbishment.

The old interiors have been stripped away to create a shabby chic style restaurant which you could easily mistake for an alluring Marrakech bistro.

The concept for the new look came from Dean himself, however he worked closely with Rough Designs and Solutions

by B & S to create the desired look. Dean explains, “Bruce from SBS was responsible for the fit-out. Everything in here has been created especially for us. It’s individual - like the restaurant.” Interior decorator Grant Rough also played an integral part in the process, sourcing the materials that Dean envisioned when devising the project.

While dad was busy collaborating with contractors and designers, daughter Layla had the dream job of any female

BY YASMINE GIBB – shopping! She says, “I went around a lot of the little antique shops in Edinburgh and picked up what I could. Everything really is a mix and match but it suits the place really well.”

The cosy lounge area downstairs, which holds up to 30 people for drinks, is a relaxing hub and an ideal place to start or finish the night. It now features bright turquoise woodwork which compliments the neon signage that reads ‘Food first then morals’. The panelling which was previously floor to ceiling has been stripped away to reveal the original stonework of the centuries old building.

The restaurant interior is clearly a celebration of the historic building that it resides in while also playing homage to the families North African heritage. The spiralling iron staircase leading to the upstairs area is another original feature which has been reinstated. Original 300 year old wallpaper features on the walls upstairs but it is protected by neon blue rimmed glass which prevents it from rotting.

The original stonework and wooden floors create a minimalistic vibe, drawing your attention to the extra little details dotted around - like the thistles on the tables and the intricate mirrors on the walls while traditional North African tiles, that you can imagine finding in a souk, provide the flooring in the bar area on both levels.

Metal caged lights, specially designed by SBS contractors, hang from different heights around the room. Along with candles and

hints of neon lighting the perfect ambiance for a relaxed dining atmosphere is created.

Father and daughter insist that the work is purely for the pleasure of their customers. Since spending six figures on the refurbishment, no prices have changed on their menu of French, North African and Scottish cuisine. The transformation is already a success according to Layla, “It’s just given the place a massive surge of energy. As soon as people come in they have their phones out and are taking pictures of all the details. It’s very ‘instagram-able’.”

Along with the refurbishment came the announcement of their new dish, The Bedouin Mechoui feast. The feast is a quarter lamb roast for a minimum of four people and has to be ordered 24 hours in advance. Says Dean, “When we started no-one was doing street food or anything like that. Everyone is doing it now but we were the first. The feast is something no one else is doing. It’s been described as the perfect antidote to the fast food culture, that’s definitely what it is.”

Dean says that Maison Bleue is privileged to be located in such a prime spot in Edinburgh - Victoria St was recently voted 2nd coolest street in the U.K, the only street in Scotland to be mentioned. Dean concludes, “Pretty much every tourist who comes to Edinburgh goes down this street, the bright blue exterior catches a lot of peoples eye and once they come in and try our food I know they’ll come back!”

DRAM MAY 2015 35

Ardrossan Road, Seamill, West Kilbride KA23 9NG

THE WATERSIDE HOTEL AND SI! SHACK

DESIGN FOCUS

W

hen I first visited SimpsInns Waterside Bar and outdoor furniture and have new outdoor heaters. There are rugs Restaurant a few years ago I loved its Cape Cod-style that we put out for diners to go over their legs, to ensure they beach feel and the fact it had an amazing view over the are kept warm. We also have weather-proof, transparent ‘sails’ sea to Arran. At the time owner Malcolm Simpson told me his all along the verandah to protect customers from the elements vision for The Waterside included yet still enjoy the views.” a seafood Shack, a hotel and Si! Shack has French windows beach house and says Malcolm, leading out to the garden, as well THE END OF THE “The end of the project is in as floor to ceiling windows with a PROJECT IS IN SIGHT. sight. It was a five-year plan, and dining bench, which looks directly I am delighted that we are nearly on to the beach. It’s casual dining IT WAS A FIVE-YEAR there.” with a nautical feel. It has white PLAN, AND I AM The Si! Shack, situated to the left clapperboard walls, a wooden DELIGHTED THAT WE of the restaurant, is a seasonal floor and simple but striking venue that re-opened at the mismatched furniture. A variety ARE NEARLY THERE. beginning of April. “Si! Shack is of copper, wooden and zinc-topped open from Easter to October and tables are accompanied by leather MALCOLM SIMPSON, its purpose is threefold – it feeds and upholstered chairs. Cushions SIMPSINNS the garden, it offers ‘posh fish and are scattered liberally and there chips’ to carry outs, and is also a are lots of wee quirky touches like quirky seafood style restaurant,” the hatch out to the beach, which explained Malcolm. allows beach walkers and passers by to pick up their fish n’ chips.

You can get to the Si! Shack either by walking along the large But while it was lovely to see the Si! Shack, what actually brought wooden verandah from the main restaurant or from the car park. me to West Kilbride on a miserable April day was to see the new In fact outdoor dining at The Waterside is possible all the way hotel, just prior to opening. From the road you can’t quite grasp along the verandah. Malcolm explains, “We’ve bought lots more the scale of the building... and I totally underestimated the size of

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BY SUSAN YOUNG the building. “It’s really deceiving. I don’t think anyone realised how much land we actually had.” Said Malcolm: “We built the hotel and Kyle Suite around the panoramic views. In fact the entire hotel with the new second phase of bedrooms, conference and banqueting has been designed to make the most of our location.”

However the nautical theming in the Waterside bar and Restaurant has been toned down for the 23-bedroom hotel.

Malcolm comments: “We had to be quite subtle with the design in the hotel as it is a wedding venue, so we need to hold back a bit. If we had made too big a design statement it wouldn’t have had the same appeal to brides, we had to find a balance.

The hotel has two entrances; a reception area which takes you through to the rooms and has a similar feel to the restaurant next door with a marble topped reception desk and nautical nods. But there is also an entrance for weddings, conferences and other functions. This is quite different.

As soon as you walk through the glass doors of the wedding reception area – the pebble flooring on either side is quirky and unusual, but totally fits a seaside feel. There’s also a compass on the floor further through. And the first room you come to, on the right, is what Malcolm calls ‘The Bride’s Room’. “We have a Brides Room at The Gailes Hotel (The Waterside’s sister property in Irvine). It’s a room that the

CRGP Ltd wish The Waterside every success for the future - Architecture - Building Surveying - Cost Consultancy - Insurance Reinstatement - Interior Design - Principal Designer P - Project Management - Project Monitoring - Quantity Surveying

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bride can use for her own private time, to collect herself, as well as acting as storage space for wedding gifts.”

Further through, and like American-style hotels, the corridor is very wide; there are the toilets – all kitted out with Porcelanosa tiles. “It’s all the very best quality, granite, marble – top of the range. A few years ago we decided that if we were going to do things well we were going to use the best quality we could. And we have,” added Malcolm.

You soon come to the first of the Kyle Suite’s two bars. “This is another lesson we have learned from the Gailes. When we built it we didn’t put in a big circulation area for guests to mingle. But we have here. The bar has a great view and the space is substantial.”

But while the first bar looks impressive it is put into the shade by the Wedding Suite itself. It has a very definite ‘Wow Factor’. The 260-seater suite is totally encased in glass – with floor to ceiling glazed windows and doors – all of which open, either out to the bar area or the private garden. The views are exceptional. It is located in front of the second bar – but with glass doors which divide the bar from the Suite. Malcolm explains the thinking: “Not every bride wants to have the bar in the suite itself, but for those that do, the glass doors open. There is also an acoustic partition in the middle of the suite, which means we can divide the room into to suit all capacities. We have a state of the art audio-visual system and drop down screens – it’s all about being versatile and meeting modern day demands. We still have a feature chandelier to go in, 38 DRAM MAY 2015

it’s a bit different because a traditional one wouldn’t have worked.”

There’s also the stunning, hexagonal Ailsa Lounge, a room which holds 100, with once again floor to ceiling windows and doors, which has Arran as its backdrop. A statement fireplace with reclaimed, authentic wood will make for the perfect photo opportunity. This space also looks out into garden where the suite has a large open verandah all the way along the front.

The colours throughout are quite subtle and stylish with splashes and shades of blue – from teal to a blue/grey and bright warm yellows.

Even the carpets are shades of grey with a gold sand-like colour interspersed. Of course there are nautical influences from the artwork to distressed wood, but the overall impression is of subtlety.

The whole of the downstairs area flows – from the bars to the main Kyle Suite, or indeed back into The Waterside Restaurant, making the whole of the venue accessible.

This has been planned. “I wanted to have connectivity. The venue had to have a flow. It’s easier to create that when you are starting from scratch, but we have been able to do it here because we had the overall vision. If you have a venue that doesn’t flow, it will never work,” said Malcolm. “The venue is versatile. We can have, for instance, three events going on at the same time. Obviously we wouldn’t have two weddings, but we could have a corporate function, a private dine and a wedding.”

The additional 23-bedrooms are on the first floor and can either be accessed by a modern lift or up a bright staircase – the

Est 1992

Main Contractor RDK/RobertRyan Another Huge Congratulations to Team Simpsinns,and all the staff who sail with them on their New Flagship Venue at The Waterside, Seamill, North Ayrshire. Billy and Robert Kirkwood once again would like to personally and publically thank Malcolm and Karen Simpson for their continued belief in their ability in delivering the shared vision. A big thanks is also due to all our employees and sub-contractors whom have made the completed project possible.

If you have a vision to share please contact Billy Kirkwood on 07831 159 305 or e-mail billykirkwood@aol.com or robertryantimber@btconnect.com 2 Sharphill Estate, Saltcoats, North Ayrshire, KA21 6NH. Tel 01294 472966

www.robertryanhomes.co.uk

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walls of which are bright yellow and shades of blue.

The rooms are situated around an internal Atrium Lounge with two garden terraces. This can be used by guests as a relaxing lounge, for private dining or a corporate event. The flooring, which looks like distressed beach wood, is actually a fire-retardant material that not only looks good but is weather-proof too. “It’s quite unique and it cost a fortune, but you don’t have to touch it ever!”

The rooms are spacious and all feature luxurious bathrooms.

They either have a sea view or overlook the Ayrshire countryside.

Quirky, bespoke artwork, French windows and colour schemes that reflect the seaside vibe are common to all, but each room is individual. All feature Jacuzzi-like baths and some also feature walk-in showers. But my favourite has to be room 323 – the Penthouse. It has three balconies – all of which are large enough to dine on, plus its own dining and seating area plus spectacular views at every turn. The bathroom has two sinks, a sauna, huge Jacuzzi-style bath and wet room shower built for two. The openplan Penthouse is the size of a small flat – and I’d buy it!

The new Waterside Hotel really is delightful and Malcolm and wife Karen are to be applauded. They had a vision and their designers THR3 have certainly brought that vision to life. “I’m really pleased with it. We have worked with the same team for a few years now and they totally understand where we were coming from,” says Malcolm. “We had to maximise the views – it is all about the location here. The project is nearly completed but the final bit of the jigsaw puzzle, the beach house, will only be built when I can ensure that it won’t spoil the view for our guests. I believe we have created a destination venue that offers different things to different people. We cater for everyone from tourists, to dog walkers, seafood lovers to brides, the corporate market, locals and the family market too. I think we have, in part, re-invented the seaside holiday.”

I think they have brought a little bit of American’s Cape Cod to North Ayrshire… and done it better than the Americans!”

40 DRAM MAY 2015

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WHAT GOES DOWN, MUST COME UP INTEREST RATES – ARE YOU READY?

OVER THE NEXT THREE ISSUES SIMON WATSON, PARTNER AT BEGBIES TRAYNOR GROUP WILL TAKE A LOOK AT THE LIKELY FINANCIAL IMPACTS THAT WILL BE FELT ON THE GROUND, AND HOW YOU CAN PREPARE AND PLAN FOR THEM.

I

t’s not a question of if, interest rates will rise. Weekly predictions keep the topic current and in the front of everyone’s minds but have you really planned and prepared for rates going up?

What will it mean for your trade, for your finance costs and the sector overall?

Rising interest rates are inevitable; the historic average is about 5%; we have been at 0.5% for 6 years and are looking at a rise to as much as 3% over the next two years (based on the current predictions), with a return to average levels (or more) after that. The rise will be gradual – that is something all commentators agree with, but a potential doubling of base rate every 18 months is likely to be a reality and this has big implications for the UK. When rates will rise and how gradual this will be has been the big talking point in the press – both economically and politically, but less publicised is what businesses and individuals are actually going to do. The low base rate for most of the last decade has kept many a family and company afloat in the UK; this is about to change.

The big problem for many businesses and consumers is that we have become hooked on the medicine of low interest rates and not used that spare cash to pay down debt, for many businesses with debt it has been simply about surviving.

Sure, the banks have been rebuilding their balance sheets and have taken the opportunity to charge a much higher margin on almost all credit, but the overall cost of borrowing is still very low for most. Banks would routinely compete on 1% margins (on top of base rate) in the commercial lending space before 2009, now margins of 3 or 4% on top of base rate are the norm for equivalent lending.

Businesses and individuals are used to a ‘cost of borrowing’ that has been at an unsustainable level for years. Assuming margins remain the same, an increase in base rate (which drives most other lending rates: LIBOR etc) to 3%; still a very low rate – will see an almost 50% increase in total finance costs, putting extreme pressure on overall performance and free cash.

42 DRAM MAY 2015

Debt repayment hasn’t been the focus in many cases as interest savings have been used to counter other industry issues; declining market, rising TV costs, drink drive limit changes – so debt hasn’t fallen and there is even less scope to pay this down going forward.

In addition to this, and of equal relevance, is the double whammy of customers also being impacted on a personal level (mortgages, loans, finance etc). This will pressure disposable incomes impacting all operators – whether they have debt or not.

The impacts of rising interest rates on the sector are all very obvious – but what can we do to prepare for them?

How can we reduce the costs of borrowing and other finance costs?

Businesses and individuals needs to shop around and negotiate the best terms – but they need to be in a position to do so.

Focusing time and attention on the overall lending proposition – how the business looks to lenders (financially and operationally) is important, as is the approach made to lenders and the ‘pitch’ for new finance.

Just as you would run the business for an impending sale, a refinance or bank negotiations needs to be treated in the same manner – the business needs to look its absolute best. Forward planning and managing your business in advance of an approach to a new bank is critical, as is having a clear strategy for the business and projections to match.

With so many changes in bank appetite and criteria for lending, knowing who is lending, what types of facility and terms are being offered are all factors that will impact whether you can secure a good finance deal (with a current or new lender) – and prepare for the rate rises when they come.

Interest rate rises will have big ramifications for the sector whether you have debt or not – but there are steps you can take to prepare and manage the risks, and more importantly, there is still time to get the house in order in advance of rates going up.

SUE SAYS @dramscotland

T

/dram.scotland

alk about a ‘Pig in a Poke’. The row is rumbling on between Michele Pagliocca and Colin Beattie over the ‘Pop up Pig’ in Partick. Now the Evening Times has a run a story too.

Michele has taken umbrage over Colin calling the Partick pub ‘The Pop up Pig,’ he suggests Colin is trying to fool customers into thinking it is still associated with ‘The Butterfly and Pig’.

While Colin was not impressed by the state Michele left the pub in when he vacated it: he says it was a ‘pig sty.’ The ‘Pop up Pig’ has a variety of pigs on display in the pub including a rather large hairy one of the Italian variety! Says Colin, “It’s my favourite one.”

It was ‘Uncle’ Bob Taylor’s 70th the other night. I tell you if I have his energy at 70 I will be very happy indeed. This cycle-riding veteran champion got a great turn out from some of the best known names in the trade. It was a great night but as with most late nights out involving the pub trade it did involve shots... tequila! I blame Fiona Brown and Senga Love!

This month we start a series of financial articles by Simon Watson of Begbies Traynor. He tells me that although the property market is picking up and that financial institutions are lending again, the licensed trade is still lagging behind. Could this be because of all the negative PR that is put out in order to gain political kudos. It is not easy in the licensed trade, but then again it is not easy in any industry these days... look at retail, newspapers, manufacturing... business is not guaranteed.

What is guaranteed is if that we keep painting this oh so bleak picture of the future of the licensed trade who on earth would want to lend to it?

Well done to Crabbie’s and its activation of its Grand National sponsorship. It’s a very long time since I’ve seen an event branded by the sponsor so well. It didn’t matter where you looked – there was no doubt about it that it was Crabbies sponsoring.

There was even a giant can.

Kopparberg’s Ben Turner, it’s Customer Marketing Manager has left to take up a role at Fuller’s brewery, and now Rob Calder, Marketing Director of Kopparberg, has revealed he is moving on to pastures new too. The moves come just a week or so after the trade press were invited to London by Kopparberg to see the unveil of Kopparberg’s new frozen variant (off-trade at the moment). I hope it was not a day out with the trade press that caused them to move on? Best wishes to them both.

BrewDog are doing it again... going for more crowd funding.

This time they aim to raise £25m. That is a fair whack

on top of the £7m or so they have already spent. They say their plans for the future include a Craft Beer Hotel – with rooms with beer taps and a craft beer sex shop underneath their Soho Bar. The mind boggles! However while their press releases are all upbeat the Scottish launch of its latest crowd funding scheme was not... there was such a poor turnout of its existing ‘punks’ the pub was able to remain open to the public.

I went down to see the new Waterside Hotel and I loved it. Malcolm Simpson is right when he says he need to make the most of the location. It is really lovely, even when it is lashing with rain.

I missed the Cocktails and Cupcakes BEN day at Oran Mor recently, but I hear it was a success with the lovely Cleo Rocos, of AquaRiva, one of the guests. Well done to Iain McPherson of Matthew Clark who rose to the challenge of interviewing her and a few of the other guests on the stage.

It takes a brave man to attend a lunch predominantly made up of women!

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ROUND UP Phil MacHugh orchestrated the launch of the Glasgow’s newly opened Gusto, and very glamorous it was too.

COVER STORY The infamous ‘Uncle Bob’ Taylor celebrated his 70th birthday with a bash at 29 in Glasgow and some well known faces helped him party! These included James and Rena Mortimer, Dario Franchetti, Siobhan Edwards, Paul Waterson, Senga Love, Colin Barr and many others too. A great night was had by all.

Our front cover shows Bob with Fiona Brown from the Rekorderlig team. Thanks to Craig Young for the photographs.

DRAM DRINKS RETAILING AND MARKETING PUBLISHED BY MEDIA WORLD LIMITED UPPER FLOOR / FINNIESTON HOUSE, 1 THE STABLES YARD / 1103 ARGYLE STREET, GLASGOW / G3 8ND t. 0141 221 6965 e. dram@mail.com web. www.dramscotland.co.uk Editor Susan Young • Chairman Noel Young Editorial Jasmine Gibb, Emma McDonald • Advertising Manager Lucy McGovern • Advertising Vicky Corrieri, Robert McManus Published by Media World Ltd. Subscriptions: DRAM is available by subscription for all other qualified persons involved in the Scottish Licensed Trade at the rate of £52 per annum including the DRAM Yearbook. The publishers, authors and printers cannot accept liability for errors or omissions. Any transparencies or artwork will be accepted at owner’s risk. All rights reserved. No part of this publication may be reproduced in any form without the written permission of the copyright holder and publisher, application for which should be made to the publisher. Articles published in this magazine do not necessarily reflect the opinions of the publishers. © Media World Limited 2015.

Printed by Stephens & George Print Group.

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