Insight Retail Edition 15

EDITION 15 | FEB - APR, 2017

YOUR RETAIL BUSINESS INTELLIGENCE PUBLICATION

Technology Trends Retail Six Solutions Retail Events

Franchise

in Retail

INSIGHT RETAIL #15 | FEBRUARY - APRIL, 2017

www.insightpublication.org

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SUPERMARKETS | BOUTIQUES | BAKERIES & BUTCHERIES | PHARMACIES | FURNITURE & ELECTRONIC STORES

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uni industries East Africa Limited

Baking equipment

Refridgeration & Deli

Mandev Complex, Mombasa Road | P.O. Box 30223 - 00100 Nairoi Kenya #15 983 | FEBRUARY - APRIL, 2 Tel:INSIGHT +254 RETAIL 738 703 | +254 727 2017 762 242 | Email: info@uni-eastafrica.com | www.uni-eastafrica.com

WHY LEASING IS A GOOD OPTION FOR YOUR BUSINESS. For business capital requirements business owners needs to consider many factors before they can conclude on decisions on how to fund the acquisitions. Choosing between cash purchases, Asset finance and Leasing the assets could involve very technical analysis.

Businesses world over are increasingly taking preference on Leasing. Rentworks East Africa Limited, the pioneers in leasing for the region and leading independent leasing provider, has proven to have the ability to help businesses achieve their goals. They lease a variety of business equipment which includes: Supermarket equipment (Trolleys, Shelves, Coolers and Cash registers) Generators, Air-Con units, Construction Equipment, Agricultural, ICT-, Medical – (including Dental and laboratories), Mining, Vehicles and transportation and Security equipment, office furniture and special business furniture for restaurants and salons.

There are many benefits to leasing, No upfront deposits, reduced cash requirements and Tax savings but it also matches the usage of the equipment to the actual cash flows and benefits.

At Rentworks East Africa customers are guided through a business supporting model and tailor-made solutions allowing organizations to optimize its performance.

For more information on how leasing can benefit you, feel free to contact us: E-mail: info@rentworks.co.ke

Asset Leasing Specialists INSIGHT RETAIL #15 | FEBRUARY - APRIL, 2017

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07 / NAKU SACCO 08 / LEASING CASE STUDY - TUMAINI 10 / TOMBAKE ENTRY TO KENYA

CONTENT

12 / BAKE CONSULTANCY – BAKE CONSULT

PG 6

14 / ONE STOP BAKERY SOLUTIONS SHOP 15 / BAKERY ACCESSORIES

EDITION 15 FEBRUARY - APRIL 2017

PG 8

16 / OMNI CHANNEL RETAILING 19 / OIL DISPENSING CONCEPT

20 / WORLD CLASS SERVICE - WELLS FARGO 21 / WATER DISPENSING CONCEPT

Pg 6.

Automation Trends 26 / GETTING BAKERY RIGHT FOR RETAILERS Pg 8.28 / RETAIL LossLEADERSHIP Management 29 / RETAIL FORUM 2015 CALENDAR

Pg 11.

Retail Management

30 / RETAIL IN UGANDA

Pg 12.

Customer Care 31 / RETAIL STATISTICS 34 / RETAIL CONGRESS Pg 16.

Franchise Insights

PG 12 Subscribe for your next Issue: details on on Pg. 3318 See See details See details onPg. Pg. 19

+254.735.350.690 +254.725.350.690

PG 16 Is Now

Mandev Complex, Mombasa Road | P.O. Box 30223 - 00100 Nairoi Kenya Tel: +254 738 703 983 | +254 727 762 242 | Email: info@uni-eastafrica.com | www.uni-eastafrica.com 4

INSIGHT RETAIL #15 | FEBRUARY - APRIL, 2017

EDITOR’S NOTE EDITION 15 | FEB - APR, 2017

556001 772305 9

SUPERMARKETS | BOUTIQUES | BAKERIES & BUTCHERIES | PHARMACIES | FURNITURE & ELECTRONIC STORES

ISSN 2305-5561

15

Now available in...

YOUR RETAIL BUSINESS INTELLIGENCE PUBLICATION

Technology Trends Retail Events

Franchise INSIGHT RETAIL #15 | FEBRUARY - APRIL, 2017

www.insightpublication.org

Happy New Year and welcome to the 15th edition of Insight Retail Magazine; a quarterly business publication for the retail sub-sector in East Africa. The magazine focuses on an array of retail issues, insights and other emerging trends as well as best global practices that retailers could benchmark on.

It is important to note that the retail business is not only synonymous with the modern day ‘supermarket’ but today includes pharmacies, stand – alone bakeries and confectionary outlets, beauty and cosmetic shops as well as furniture and electronic stores among others. This is the reason that Insight Retail Magazine has cast its net wider into these and more audiences.

Retail Six Solutions

in Retail

Dear Reader,

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EDITORIAL & ADVERTISING

Insight Retail East Africa CONTRIBUTORS Jasper Ouma Raymond Healy EDITOR Mutuku Munyiva DESIGN/LAYOUT Judith Okong’o 0721496922

PUBLISHER Insight Retail East Africa

This edition takes a keen look at how retail franchise works and its impact on shaping the modern Eastern Africa retail scene. A franchise is an agreement between two parties which allows one party – the franchisee, to market product or services using the trademark and operating methods of the other party - the franchisor.

A well-executed franchise program can expand a sound business concept into a worldwide organization. If you are operating a business with multiple locations you may have a good model for franchising. Growth can be accomplished by utilizing the capital and motivated management provided by franchises. On the flip – side, franchising can be a double-edged sword. Mistakes made in a faulty franchising program can turn a successful business into a disaster – not to spell doom on any ongoing or future franchise.

As we all strive to build a stronger retail sub-sector, I take this opportunity to acknowledge our esteemed suppliers not forgetting the innovative solution providers who have ensured that retailers are able to run efficient and effective businesses. As a way of building your brands, you have also supported our retail workshops which we managed to host at the regional and national levels. It has been humbling to share the various business related platforms with all of you. These unique workshops are scheduled to commence soon.

© 2017 Insight Retail All material is strictly copyright and all rights were reserved.

To all our esteemed readers, we welcome you subscribe to this publication and join our wide network assuring you that there is something for everyone. Finally, we would like to you all for your enormous feedback and support.

Reproduction in whole or in part without the written permission of Insight Retail is strictly forbidden. The greatest care has been taken to ensure the accuracy of information in this magazine at the time of going to press, but we accept no responsibility for omissions or errors.The views expressed in the magazine are not necessarily those of Insight Retail or Retail Interchange Centre.

Happy reading!

Retail Interchange Centre Ltd P.O. Box 36106 City Square 00200 Nairobi, Kenya +254 725 350 690 +254 735 350 690 email: info@insightretails.com www. insightretails.com www.insightpublication.org

Managing Editor – Titus Korir

QUOTE OF THE SEASON “Ask your customers to be part of the solution, and don’t view them as part of the problem. “ Alan Weiss, Author “Million Dollar Consulting” We welcome your feedback and suggestion through our email: retail@insightretails.com.

INSIGHT RETAIL #15from | FEBRUARY APRIL, 2017 Our publication is also available online the web -links below www.insightretails.com | www.insightpublication.org

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AUTOMATION TRENDS

Cost Management: Nakumatt’s warehouse automation system commences The integration is one of sub-Sahara Africa’s most advanced systems.

focus on the delivery of an auto replenish system; which will easily, place the retailer on a top pedestal as an information technology reliant chain. This is expected to help the organization to significantly raise its operational efficiencies and reduce stock out incidences at all its 64 branches and central warehouses across the region, for the customers benefit.

The installation of the platform, has also seen a massive skills transfer at the retailer with more than 800 staff members currently undergoing specialized user training.

Nakumatt Holdings Warehouse Executive, John Githinji scanning a dispatch consignment using a handheld scanner. Nakumatt Holdings has deployed an automated warehousing solution, to boost its supply chain efficiencies, across East Africa.

R

egional retailer, Nakumatt Holdings, has announced completion of the first phase of a Warehouse Management System (WMS) integration project at its Nairobi logistics hub.

The project, featuring one of the most advanced WMS systems in sub-Sahara Africa, will now see Nakumatt, deploying an automated warehousing solution, to boost its supply chain efficiencies, across East Africa.

Speaking when he confirmed the project completion, Atul Shah, the Managing Director, Nakumatt Holdings said the WMS is part of the firm’s cost containment strategies.

Its advantages include providing a suitable cash flow management solution as it helps to curb and manage over stocking challenges and optimum stock holding which enables the organization avoid unnecessary holding of capital which will ultimately assists the business to grow.

Mr. Shah added that the WMS integration project provides Nakumatt with a much needed corporate transition from manual, to new generation automated

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Milestones As part of the project rollout milestones, staff at the central warehouses, have managed to cut their official working days to six from seven, while significantly raising the firm’s stock inventory accuracy.

stock management systems as well as offer the retailer with a much needed supply chain transformation solution and platform to support growth.

“The system has also managed to process more than 5 billion shipments monthly up from an average of 3 billion previously,” Mr. Shah disclosed.

The solution is developed by Zensar Technologies, powered by an Oracle Retail Enterprise Resource Planning (ERP) software and incorporates hardware solutions by Zebra Technologies.

At the same time, supplies to the Nakumatt Central Warehouse, are now electronically scanned, verified, loaded and shipped to the respective branches.

Prior to the WMS integration, goods were manually loaded and delivery notes generated which are characterized with poor rates of accuracy.

The completion of this first phase WMS project, further confirms Nakumatt’s commitment to maintain cutting edge information technology solutions, Mr. Shah noted.

“At its optimum performance level and with added features including an auto replenish system, we hope to enjoy maximum savings on our average dispatch value per day while managing shrinkage risk more effectively,” he explained adding that, “This world-class system provides us with a clear dash board to track our stocks from supplier delivery to customer pick up on the shelves allowing for proper business planning.”

At the next phase of the integration project, Nakumatt Holdings, has set its

INSIGHT RETAIL #15 | FEBRUARY - APRIL, 2017

Technically, the WMS also enhances warehouse storage space optimization through system defined storage locations by department and the nature of products.

Generally, the Oracle Warehouse Management systems helps retailers improve operation efficiency, increase inventory accuracy with intelligent task management, create a distributed warehouse to service multiple companies, deploy and integrate advanced robotic warehouse equipment along with maintenance services and also monitor and manage warehouse personnel performance and efficiency.

INSIGHT RETAIL #15 | FEBRUARY - APRIL, 2017

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LOSS PREVENTION

Loss Prevention in Retail Inventory management tools Staying on top of the inventory is critical to loss prevention. Poor stock control leads to more misplaced products and unchecked discrepancies, which is why it is important for a retailer to arm himself with a robust inventory management system that will make it easy to track merchandise.

One thing to look for when choosing inventory management tools is the capability to conduct frequent and partial stock counts.

It is also beneficial to compare multiple completed inventory count reports with the aim of seeing patterns and discovering root causes of the discrepancies.

Reduce shrinkage with these powerful tools and technologies During a recent tour of the newly opened expansive Two Rivers Mall in Nairobi, most of the stores were evidently still on their set up stage. Amidst this process, the clamor for clients – characterized by massive discounts and customer treats was going on is some stores with various buy one get one free offers to reduced prices!

Notably absent in most of these stores was an anti – loss prevention mechanism. There were no sensors at the exits, some items had no tags; clear signs that shoplifting could easily take center stage. One can only hope that in days to come, the stores will invest in loss prevention machinery.

To any retailer, pilferage of any kind continues to be a major concern for retailers hence the need for them to be more vigilant. There are a number of technologies that stores can easily install and even though they may require some big investment, they could save a retailer from running into millions of losses.

Shoplifters Beware Signage Installing security signs in your store is a low-cost way to deter shoplifters and shady characters. Anti-theft signs should be installed close to the entrance and near the fitting rooms.

As for the content of the signage, a retailer would want to remind people that shoplifting is not tolerated with dire consequences expected. The anti-theft signs should “emphasize on prosecution”. Take note that the best way to discourage shoplifters and keep the business from being tagged as an

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easy mark is to take a get-tough attitude and prosecute on the first offense.

Cameras Retailers willing to invest a bit more in store security should consider installing surveillance cameras. Doing so will allow easy monitoring of the store activities 24-7; giving recordings that can be revisited if necessary.

Depending on the store and the security system already in place, a retailer may be able to integrate the cameras with the store’s point of sale, foot traffic solutions, and other loss prevention programs.

Mirrors Not too sure about using cameras in-store?

Consider mirrors instead, which can serve as inexpensive yet effective tools when it comes to monitoring the store for shoplifting and other suspicious activities.

Do a quick walkthrough of the store to see in search of any blind spots. If some are spotted, then a retailer may want to install security mirrors to monitor such areas. Common blind spots include corners that are not too visible from the cashier’s side, as well as areas which are blocked by fixtures or shelves.

POS system Most modern point-of-sale systems allow retailers to set user permissions to enable or restrict certain tasks from being carried out.

At the same time, retailers should be especially vigilant with voided sales and who can perform them, as this is a very easy way to steal stock.

INSIGHT RETAIL #15 | FEBRUARY - APRIL, 2017

RFID Radio Frequency Identification comes in the form of chips embedded in product tags or packages. These chips contain product information and enable retailers to track items using their stock control system, so merchants can gain real-time inventory visibility and accuracy.

When used correctly, RFID technology can help prevent losses in various stages of the supply chain as well as prevent theft and misplaced products in-store.

Retailers that affix these tags right after manufacturing can track products as they move from one stage of the supply chain to the next. This allows them to prevent losses during the distribution process.

When implemented in-store, RFID enables merchants to locate items and ensure that products are in the right place, at the right time. The technology can also help retailers catch shoplifters. If someone attempts to walk out of the shop with RFID tags still attached to the merchandise, the store’s security sensors could go off and alert your staff.

Additionally, RFID makes counting much easier. Rather than handling items one by one, inventory counts with RFID can be done with a handheld reader while items are still in their boxes or in their shelves. Associates would simply have to walk to the display with their reader and the software will display the necessary product information.

While the solutions can definitely help in increasing store security and reducing shrink, retailers should remember that the success of the anti-shrink initiatives lies not just in these tools, but in their use.

Additional information: Vend Limited

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KENYA | Karuna Hse Commercial/Enterprise rd Junction Industrial Area, Nairobi Tel: +254.728 607 000 e: info@securityworldtech.com UGANDA | Ntinda Ind. Area Plot M275, Opp, Britania Kampala Tel: +256 414 223 1767 Cell: +256 782 115 464 e: info@securityworldtech.co.ug RWANDA | Kigali , Remera, Kisimenti Tel: +250 252 581 741 Cell: +254 788 382 626 e: info@securityworldtech.co.rw TANZANIA | Hifadhi EPZ Ubungo, Of Morogoro Rd , Dar Es Salaam, Tel: +255 22 277 3391 Cell: +255 767 607 000 e: info@securityworldtech.co.tz

INSIGHT RETAIL FEBRUARY | - APRIL, 2015 25 INSIGHT RETAIL #15 | FEBRUARY - APRIL, 2017 9

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INSIGHT RETAIL #15 | FEBRUARY - APRIL, 2017

RETAIL MANAGEMENT

The Basics of Retailing Anyone familiar with the retailing business will tell you about the five P’s or the basics of retailing; • People • Product • Price • Placement • Promotion With the advent of e-commerce, it seems most retailers have strayed away or forgotten these vital P’s assuming that they are no longer relevant to their businesses. Take a look at how some businesses offer their services to clients in the respective stores – the interaction could clearly bring out a lack of focus in training, development as well as a sense of follow up to ensure that the high quality standards trained are actually implemented.

People - also means that the customer and what focus is placed on him when making any retail decision nowadays. Questions that linger around this include; do we start with the end in mind or do we start with the bottom line in mind chasing paper exercises.

If customers do not spend, you have no bottom line!

One could also go through the P’s and do

any number of store mystery shoppers to determine he has applied these and also find out the status of the bottom line looks.

It is against this background, that Retail Six Solutions (RSS) was established – to assist smalls and medium sized retailers. The 5 P’s form the foundation of Retail Six Solutions DMCC business focus, and the effort would be to work with clients to establish a strong foundation in each of these areas.

Retail Six Solutions DMCC has partnered with Interconnection Trading Group from Brazil to bring Brazilian Brands to the region and also partnered with TALEO Consulting from South Africa for People development and Retail Company Strategy.

We also work with Designboxz from UAE to do specific product and seasonal lines for retailers and facilitate the sourcing of fashion and footwear and in discussion with Groups from the UK, Italy and India to bring great concepts to Africa and help in building the retail offering for the consumer.

Why Retail Six Solutions DMCC for your business in Africa?

RSS understands the challenges and opportunities within the African retail scene

and how to manage them both. The company works with clients to establish a clear and well thought through strategy to develop or improve their businesses.

RSS has an established network in all retail verticals allowing it to call on support for its clients and work with them to deliver success. As reflected in its logo and name, RSS remains passionate about retail taking into consideration the dynamism of the subsector to deliver as per the expected promise.

Africa – the last frontier No doubt, all the major global retailers are playing a wait and watch with Africa and some have even ventured close to entry. So what does this mean for retailers currently doing business in Africa? As long as the landscape is still not attractive for potential larger investors to set shop, existing retailers ought to be making their businesses work better and making sure that future competition does not sway away one’s current client loyalty.

In simple terms, revisit your 5 P’s to find out whether you the best retailer you can be for the market you are in.

Raymond Healy – Director, Retail Six Solutions DMCC. www.retailsixsolutions.com

Retail Six Solutions DMCC Retail Six Solutions is a boutique advisory services firm based in Dubai.

Our focus is to assist the retailer in optimizing their operations and bring in efficiency by leveraging the experience of a small dedicated retail core team and their network of vertical experts.

With experience of more than 25 years in retail, we are able to work with you and identify opportunities for operational and process improvement.

We have an extensive network that supports us and gives you the results you are looking to achieve. What makes us different is our focus and dedication to seeing projects from inception to success.

What we do: • Management Consultancy • Sourcing and Procurement • Cost Control & Risk Management Services

• Feasibility Studies • Quality & Standardization Consultancy • Human Resources Advisory and Development

We’d love To Meet You In Person Or Via The Web! Mobile: +971 56 676 2751 | +971 56 521 7253 Email: info@retailsixsolutions.com | www.retailsixsolutions.com INSIGHT RETAIL #15 | FEBRUARY - APRIL, 2017

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RETAIL INSIGHT

A retail cashier’s world: Become a good cashier about it. If you share the register with these employees and some cash goes missing, everyone who is on that register (including you) might face disciplinary action.

I am not good communicator, should I continue being a cashier? - This will be a challenge. Being a cashier requires direct interaction between you and your customers.

Moreover, you want to give each and every customer a personal approach, not just blurt out the same generic line to everyone. Please work on your communication skills.

S

mile and be nice – The till is the last point of contact for the customer, who may either be extremely happy because they have just encountered a customer service fanatic, or utterly disgusted because of the shop experience. A smile may help soothe the situation even if a customer does not reciprocate.

Are you having a good day? - Listen and acknowledge their response. When they are walking out of the store, they will feel properly acknowledged to come back in the future.

Call for backup - If your store has a protocol to call for backup when the queue is too long, do exactly that. A cashier should not try to rush through the entire queue on his own.

Avoid talking to packers or other cashiers when service is required - Customers feel uncomfortable at best and disrespected if cashiers keep chatting around or over them while being served. This is your job, and just as other people do not chat away at work constantly, neither should you. Learn to drop and pick up conversations when it is appropriate.

Explain when a challenge occurs – “PASSWORD” There are retail stores where that word has become familiar when a cashier is stuck. A supervisor quickly appears to sort the issue and “VOILA” things are back again. Let your customer understand.

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Get to know the basics of your cash system - Whether it is an old manual cash register or a state-of-the-art computer system, a cashier should know how to do all the basic things that will come up at least once every three or four customers.

Know the store’s products well enough to make suggestions and compliments - Even if you are only a cashier and never expected to work on the floor, you are still an employee and might be asked questions at the till.

What goes through the mind of a cashier?

Dealing with rude customers - Stay calm and explain to the customer what the store policies are; never raise your voice or get angry. If the customer continues to give your trouble, ask a manager to help you with the situation. As soon as the customer leaves, take a deep breath, and try to clear them from your mind.

If a customer gives me lots of coins, should I ask them how much they gave me, to enable a faster service? – Do not ask. No matter how long the queue is, count the change to make sure it is correct What happens if my cash does not balance at the end of my shift? - It depends on how much money is missing from the register, and how often. If it is only a few cents, no need to worry.

I share my register with employees whom I am aware are stealing - Speak to the manager

INSIGHT RETAIL #15 | FEBRUARY - APRIL, 2017

Do not think aloud!

• Never take your frustrations out on a cashier – he is not the cause nor therapist • It is considered rude not to empty your handheld basket and instead, damp it on the cashier’s table and expect him to empty it • Just because I see you daily does not make me your friend, stop chatting intimately with me, my supervisor will admonish me after you leave!

• Treat me with respect and I will treat you with respect. Treat me with kindness and I will treat you with kindness. Treat me like garbage, well then do not expect any good treatment from me • Yelling at me will not solve anything, even if it makes you feel on top!

• It is considered rude to be on your phone during checkout. I, personally, do not care if you are on your phone when I am serving another customer; but if I am taking care of you, then I do consider it rude if you are still on your phone.

• Please do not tell me what I should do with my life. Yes, believe it or not I have had people tell me what I should wear, how I should comb my hair, to make myself look better, etc. I do not need this from you please • Stop trying to impress me with all those big bills and yet you are only buying cents, as a cashier I see it all.

• I do not support your soccer team or your political party • I also have a life!

In the end the customer is always right; so long as they do not cross the barrier and break the human rights code.

By Jasper Ouma DMS Trainers Additional source: several retail articles TEL: 0722726055, jasper@dms-train.com

RETAIL OUTSOURCING SPECIAL

DISCOUNTS AVAILABLE FOR 2017

INSIGHT RETAIL #15 | FEBRUARY - APRIL, 2017

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TECHNOLOGY INNOVATIONS & TRENDS

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RETAIL STATISTICS 2017 MULTI - NATIONAL STORES

RETAIL STATISTICS 2014 One Branch

One Branch

8 Stores Coming Soon

TIER 01

(HAVING 15 BRANCHES AND ABOVE)

RETAIL STATISTICS 2014 TIER 01

(HAVING 15 BRANCHES AND ABOVE) 60Branches Branches 52 15 Counties (Ke) 12 Counties 4 Countries 4 Countries

20 Branches

36 Branches(Ke) 5 Counties 71 Counties Countries 3 Countries

52 Branches 12 Counties 4 Countries

36 Branches 7 Counties 3 Countries

TIER 02 TIER 02

(HAVING BETWEEN5-15 5-15 BRANCHES) (HAVING BETWEEN BRANCHES)

TIER 02

Chandarana (HAVING Supermarkets 10 Branches 2 Counties BETWEEN 5-15 BRANCHES) Chandarana Supermarkets 8 Branches Saltes Supermarkets Branches Saltes Supermarkets 78Branches Chandarana Supermarkets 8 Branches Saltes Supermarkets 6 Branches 7 Branches Cleanshelf Supermarkets Ukwala Supermarkets 8 Branches Cleanshelf Supermarkets 6 Branches Eastmatt Supermarkets 6 Branches Eastmatt Supermarkets 6 Branches Tumaini Supermarkets 8 Branches Selfridges Supermarkets 6 Branches Selfridges Supermarkets 6 Branches Ukwala Supermarkets6 Branches 6 Branches Ukwala Supermarkets Khetia Supermarkets 8 Branches Tumaini Supermarket 6 Branches Tumaini Supermarket 6 Branches Khethia Supermarkets 5 Branches Magunas Supermarkets 8 Branches Khethia Supermarkets 5 Branches Magunandu Supermarkets 5 Branches Mulley Supermarkets5 Branches 5 Branches Magunandu Supermarkets Powerstar Supermarket 8 Branches Mathai Supermarkets 5 Branches Mulley Supermarkets 5 Branches Budget Supermarkets 7 Branches 5 Branches Mulleys Supermarkets Mathai Supermarkets 5 Branches Cleanshelf Supermarkets 5 6Branches Branches Budget Supermarkets

2 Counties 2 2Counties Counties 2 Counties 2 Counties 4 Counties 5 Counties 4 Counties 3 Counties 3 Counties 5 2Counties Counties 2 Counties 5 Counties Counties 3 5Counties 3 Counties 3 Counties 3 Counties 4 Counties 3 Counties 4 Counties 1 County Counties 2 4Counties 4 Counties 1 County 3 Counties 4 Counties 4 Counties 4 3Counties Counties

Eastmatt Suppermarkets

3 Counties

6 Branches

38 Branches Branches 30 12 Counties (Ke) 13 Counties 1 Country 1 Country

56 Branches 14 Counties 2 Countries 56 Branches 14 Counties 2 Countries

TIER 03 TIER 03

30 Branches 13 Counties 1 Country

(HAVING BELOW4 BRANCHES) 4 BRANCHES) (HAVING BELOW

TIER 03

Ngooni Supermarket 1 (HAVING BELOW 4 BRANCHES)2 Branches Kassmatt Supermarkets 4 Branches 2 Counties Karrymart Supermarket 2 Branches 1 Setlight Supermarkets 4 Branches 2 Counties 3 Counties Kassmatt Supermarkets 4 Branches Nairobi Mart 2 Branches 1 Setlightmatt Supermarkets 3 Counties Quick Supermarkets 4 Branches 3 Counties1 Jacmil Supermarket 4 Branches 2 Branches Quick matt Supermarkets 4 Branches 3 Counties Leestar Supermarket 3 Branches 1 Woolmart Supermarket 3 Branches 1

6 Branches MORE STATS3 Counties Quickmart Supermarket 6 Branches 4 Counties IN THE EAST AFRICA RETAILERS DIRECTORY Society Stores 6 Branches 4 Counties MORE STATS & SUPPLIERS GUIDE Kassmatt Supermarket 6 Branches 2 Counties Selfridges Supermarkets

IN THE EAST5 Branches AFRICA 4 Counties FOR ADVERTISING AND DIRECTORY LISTING RETAILERS Budget Supermarkets DIRECTORY 5 Branches 3 Counties 725 350 690 / 735 350 690 &CALL+254 SUPPLIERS GUIDE retail@insightretails.com Mathai Supermarkets

FOR ADVERTISING AND DIRECTORY Get your supermarket listedLISTING

CALL+254 725 350 690to/ 735 350 690 Send details subscription@insightpublication.org retail@insightretails.com 14

INSIGHT RETAIL #15 | FEBRUARY - APRIL, 2017

Get Listed

County County County County County County

OUTSOURCING IN RETAIL

PRODUCTS ON TAP

THE OIL DISPENSING CONCEPT

SING

T

oday, many city residents have fast embraced the concept of dispensing milk through the now all popular auto

machines (ADMs)and whichbenefit have given from: milk consumers an opportunity to purchase clean and affo Get ourdispensing milk dispensers fresh milk. Behind the ADM- Italian borrowed concept is Farming Solutions Limited, a company which has dive the dispensing concept further.

1) Guaranteed constant quality milk supply.

According to Geoffrey Gitonga, the company’s chief executive, retailers can invest in ADMs not only for milk but al retailing edible oil, yogurt and fermented milk popularly known as ‘Mala’. This quest to diversify has seen Farming Sol ispensing milk the now all popular automated venture into through an oil dispensing pilot project.

“Our feasibility studies have shown that customers are in need of affordable, and quality edible oil,” he explains.

2) Technical support 24/7 3) Free maintenance

mers an opportunity to purchase clean and affordable ming Solutions Limited, a company has diversified During a recent retailers’ conference which held in Mombasa County, while

visiting some of the local retailers, the opportun further roll out the concept was presented to replace the manual oil dispensing practice that the retailers have been us enable consumers purchase the commodity.

Our Automated Dispensing Machines provide five distinct value Dispensers’ innot retailonly s can Benefits investofin ADMs forasmilk but also for benefits to include Retailer follows:la’. This quest to diversify has seen Farming Solutions shown that customers are in need of affordable, clean

visiting some of the local retailers, the opportunity to CROWD PULLER PRODUCT PRICE NO COINS NEEDED pensingThepractice that the retailers have been using to automated dispenser REDUCTION The new automated

y nt t

increases traffic into your shop. Consider this; milk is a must-buy item for most people – this translates into increased sales of other items in the shop.

The automated dispenser eliminates the process of packaging, thus allowing for the product to be sold at a much cheaper rate.

dispensers are operated using a digital display control panel. One simply needs to input the amount required and the product is dispensed.

AFFORDABILITY Automated dispensers sell small quantities of essential commodities (like milk) for as little as Kshs. 1.00. This not only makes it affordable but is able to cater for clients on varied budgets and needs.

ECO-FRIEND The automated dispe eco-friendly as the c can reuse or refill plastic or glass con This reduces polluti environmen

Celian House, Embakasi Village Next to Total Petrol Station Mezzanine Floor, Room No. 6

+254 722 249 600 www.farmingsolutionsltd.com

AFFORDABILITY Automated dispensers sell small quantities of essential commodities (like milk) for as little as Kshs. 1.00. This not only makes it affordable but is able to cater for clients on varied budgets and needs.

info@farmingsolutionsltd.com

INSIGHT RETAIL | ISSUE 08 | OCTOBER - DECEMBER 20

ECO-FRIENDLY The automated dispensers are eco-friendly as the customer can reuse or refill using plastic or glass containers.

This reduces pollution of the environment.

Village Next to Total Petrol Station

+254 722 249 600

INSIGHT RETAIL #15 | FEBRUARY - APRIL, 2017

15

FRANCHISE INSIGHT

Franchising in Kenya Still, Franchisopedia.com notes that the use of the internet by prospective franchisees is a current trend in Kenya.

The franchisees will browse the website of the franchisor to collect the necessary information to help them make informed decisions.

Thirdly, diversification in the franchising market is being experienced in Kenya since major business growth has been noted in the livestock industry.

L

ately, franchise businesses are being established through outlets in major shopping malls countrywide.

The international franchise market in Kenya continues to grow extensively.

Thanks to devolution, investment prospects outside of Nairobi are likely to emerge in the future. There are currently A franchise is a privilege or right officially granted to offer specific products or services under explicit guidelines at a certain location for a declared period of time.

According to Franchisopedia.com, there are many franchise companies in Kenya

that cover almost every industry, from well-known national brands to smaller and local opportunities. Franchises in the food, restaurant and beverages are among the most popular. A considerable number of international franchisors with established operations in the Kenyan market. These include; KFC, Nandos, Subway, Debonairs, Pizza Inn, and Steers.

Franchise trends The franchising market in Kenya is steadily growing and evolving from single-unit owners to multi-unit operators employing professional staff of field and unit managers, while they focus on strategy and growth.

Key impediments to franchising include lack of support by the judicial system in terms of Intellectual property protection and timely resolution of related cases.

The availability of local supply that meets required quality standards, frequent infringement of the franchise agreement, and lack of commitment by the franchisees, perceived lack of a “critical mass” customer base, and a lack of understanding of the franchising concept in general also present challenges.

Requirements and Legal Framework There are no specific franchise laws in Kenya; therefore, investors must rely heavily on existing commercial laws and various applicable business laws, which include; Common Law • Law of Contract Act 0f 2002(revised 2012) • Copyright Act of 2011 • Competition Act of 2010 • Intellectual Property Law • Consumer Protection Act 2012 Most Franchisors have benefited from the trademark Act (Cap. 506) which makes specific provisions in section 31 for the “recognition of license user agreements”.

The registered user (licensee) would be the franchisee while the franchisor is actually the legal owner or proprietor of the trade mark.

Immigration laws and work permits governing foreign investors also apply. Additionally, there are licensing requirements that are peculiar to particular businesses. It would therefore

16

INSIGHT RETAIL #15 | FEBRUARY - APRIL, 2017

FRANCHISE INSIGHT be wise for the franchisor to protect his intellectual property by registering the patent, trade mark or trade name or any other intellectual property of the franchise in Kenya.

QUICK SALE!!

Some of the advantages of franchising include; • Franchisor provides training, equipment, and support marketing activities.

• Franchisees invest time and finance, and follow copy and media guidelines of franchisor.

• Franchisees are motivated to ensure good customer service and high-quality service operations.

On the flip side, disadvantages of franchising include; • Loss of control over delivery system and how customers experience actual service.

• Effective quality control is difficult.

• Conflict between franchisees may arise especially as they gain experience In spite of lack of a comprehensive legal framework that deals with franchising, various legal experts in the field note that the developments in this field are impressive. It is growing rapidly even though in the recent past it had been slow and limited to foreign firms partly due to lack of intellectual property enforcement in most African countries, which hampers the process of branding that is required for successful franchising.

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Thanks to our partners who made our events successful in the year 2016.

ASSET LEASING SPECIALISTS

We look forward for your continued support in 2017.

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Retail Event Calendar 2017 Retail Interchange Centre Ltd T/A/ Insight Retail East Africa will continue to do the regional and national events for retail Industry come 2017 as per of our annual programmes to creating a platform with an aim of sharing with retailers the new trends, technological changes, training solutions as the supplier get to network and offer solutions to the industry based on the new developments in the industry.

Who should attend: Retail owners, Managers, Head of Departments / supervisors from retail outlets within the regions covered Duration of the event: All our 2017 events will be a whole day (1Day) per region/ Cluster exceptional cases apply on Retailers Forum & Conventions which may be 2days

Country Kenya

Month Retailers Convention 2017 - 15-16 June 2017 Retailers Forum + Retail Awards 2017 – 15th Dec 2017 ON HOLD ON HOLD

Uganda Tanzania

Region

Seminar Period

North Rift Region Central Rift Region Central Kenya (Mt. Kenya)

09th Mar 2017 (Coming Up) 24th Mar 2017 (Coming Up) 21st Apr 2017 (Coming Up)

Event Venue Eldoret Nakuru Nyeri

Mt. Kenya Eastern Region

16th May 2017 (Coming Up) 14-15 Jun 2017 (Coming Up) 12th Sept 2017 (Coming Up)

Western & Nyanza Region

17th Oct 2017 (Coming Up)

Kisumu

Coastal Region

14th Nov 2017 (Coming Up)

Mombasa

South Rift & Nyanza Region Nairobi Regions

Kisii Nairobi Meru

Towns to be represented by Retailers & adjacent Towns Kapsabet, Nandi-Hills, Kitale, Iten, Kabarnet, E/Ravine, Eldoret & Its adjacent towns Naivasha, Gilgil, Nyahururu, Olkalau , Njoro, Elburgon, Molo, E/Ravine, Nakuru & Its adjacent towns Muranga, Embu, Nanyuki, Nyahururu, Karatina, Narumoru , Nyeri & Its Environs Kericho , Sotik, Bomet, Narok, Keroka,Migori, Homabay , Rongo, Kendu bay, Oyugis, Kisii & Its adjacent towns Machakos, Thika, Limuru, Nairobi & will be Open for Retailers from other towns who could wish to attend...

Embu, Nkubu, Chuka, Maua, Chogoria , Isiolo, Meru & Its Environs Kakamega , Mumias , Nambale, Busia, Bungoma, Webuye, Malaba, Siaya, Ugunja, Vihiga, Kisumu & Its adjacent towns Voi , Kilifi, Diani , Malindi, Mtwapa ,Mombasa & Its adjacent towns

 Respective dates to be confirmed in due course***

RIC Ltd, P.O. Box 36106-00200 Nairobi - Kenya; +254.735 350 690/0725 350 690; events@insightretails.com / www.insightretails.com INSIGHT RETAIL #15 | FEBRUARY - APRIL, 2017 21

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RETAIL EVENTS

NORTH RIFT 19TH FEB ‘15

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UPCOMING EVENTS: UPCOMING CONFERENCES EVENTS: FORUMS

CONFERENCES CONVENTION NORTH RIFT CENTRAL RIFT CENTRAL REGION RD EASTERN 13-14 MAY ‘15 23 APR ‘15REGION25TH MAR ‘15 ‘15 19TH FEB 11 - 12 JUNE ‘15 NYERI - 9TH JUL‘15 MERU - 23RD JUL ‘15

13-14 MAY ‘15

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UGANDAT: +44(0)203 T: +44(0)203 033 2020 KENYA 033 2020

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