“Holding approximately 45% of the modern trade market share with supermarkets and convenience stores, etc.” --An interview with a director of a Sri Lankan leading modern retail company
2016/12/26(Mon)13:30
(Sri Lanka/スリランカ)
Cargills (Ceylon) PLC
Mr. L. Sajith Sameera (Chief Information Officer)
Sri Lanka
Many business people from abroad including the emerging countries have participated in HIDA training programs. Positions of the targeted audience vary with the programs, and there are some programs aimed for top executives.
This time, we interviewed with a person who runs a leading retail company under the brand name of stores, “Cargills Food City” in Sri Lanka.
--Please explain your company profile first.
- There are over 300 “Cargills Food City” supermarkets and convenience stores.
- There are over 27 KFC Restaurants.
- We have mass market distribution and supply 50,000 groceries.
- There are over 10 vegetable and fruit collection centers island-wide and we distribute products to each supermarket from there.
- We purchase products from more than 10,000 registered vegetable and fruit farmers, and from more than 15,000 registered dairy farmers.
- There are 22 chilling centers and we distribute to manufacturing plants from there.
- We have over 8,000 employees excluding farmers from across the island.
--Do you think of any challenges that hinder your company business to grow and develop further? What kind of actions do you think need to be taken to address the above-mentioned “challenges”?
--Are you planning to expand your business overseas? What does your company consider important and wish to focus on to lead your business overseas to a success?
Cargills will consider new business opportunities in the global market. Cargills is a food company which manufactures and sells dairy milk products, cheese, spices, mineral water, sauces, jams and juices using fresh fruit/fresh milk. In addition, Cargills is one of the largest fresh vegetable and fruit collectors in the country through our country-wide collection center network. So we have the potential to export any of these items to international markets with some value additions.
--Please tell us about the current market environment of your business in your country.
- Modern trade market, meaning supermarkets in Sri Lanka:
Modern trade remains at around 15% of total trade in Sri Lanka. As such the potential for growth and penetration is tremendous. Cargills Food City, established in 1983, has spearheaded the transformation of modern trade in Sri Lanka and has led the upward movement of consumers towards seeking out better shopping experiences focused on quality, price reliability and food safety. The company currently operates in each of the island’s 25 districts and currently has 307 outlets, which are in supermarket and convenience store formats. The modern trade universe also includes competitors such as Keells Super, Laugfs Sun Up, Arpico and state-operated Sathosa, which is a welfare model intended to keep the cost of living in check through the control of commodity prices. In terms of revenue Cargills Food City currently holds nearly 50% of the modern trade market. - Revenue share of retail business in 2015/2016 is as follows:
・Cargills – 44%
・Lanka Sathosa – 22%
・Arpico – 17%
・Keels Super – 17% - Opportunities in modern trade in Sri Lanka can be shown in the following:
・Modern trade only 15% of total trade
・Aggressive outlet expansion beyond Colombo
・Increasing awareness and demand for food safety and quality
・Surge in economic growth outside the western province of Sri Lanka
・Growing per capita income and emerging middle class
・Price leadership strategy to drive footfall - The situation of Cargills Manufacturing (FMCG) is as follows:
The FMCG segment of the Group, led by dedicated Operational Heads, has eight production units and one primary processing facility along with 22 collection centres for the sourcing of fresh milk. The Group’s FMCG Brands are national brands that have led industry innovation and are largely distributed within Sri Lanka with limited exports to India, the Maldives and the Middle East. The main source of our raw material is local small farmers ensuring freshness and quality and commitment to regional growth.
- Fifty seven percent of Cargills Manufacturing comprises the dairy business with a comprehensive portfolio of products including ice cream, pasteurized and UHT (Ultra-Heat Treatment) milk in both plain and flavored form, yoghurt, curd and cheese.
- We are present in Agri processing through a range of categories including nectars, juices, jams, sauces and cordials (turnover in agri-foods is 19%).
- We have a meats facility catering to fresh and processed meats including sausages, meat balls and other culinary products (turnover in the meat sector is 16%).
- We are present in the confectionaries category through our biscuits and wafers plant (turnover in this sector is 8%).
--What is your impression about Japan and Japanese companies? Please share with us an episode or experience that surprised or touched you.
This is my third visit to Japan. The first time I came to Japan was in 1999 and my second visit was in 2007.
The most noticeable thing I see in Japan and Japanese companies is that everything in Japan is done very methodically. They plan very thoroughly before doing anything. They consider even minor details in the planning process. At the implementation level, everyone knows what has to be done at what time. There is a plan or schedule with a clearly defined methodology and guideline and people just have to follow it. There are so many examples that can be given even in this HIDA training program.
On the other hand, Japanese people follow and adhere to the plan and set standards without any force or regulator. They do not deviate from the original plans or standards. Thus implementation of any plan is easy as Japanese people obey what was decided at the planning level. They stay focused on what they should do as per the plan and do not become sidetracked. Therefore they could maintain the consistency in everything they do and always could achieve what was planned. This is what I noticed in every place I visited, be it a public place or a private company. Therefore Japanese people and companies are able to maintain the high quality standard in their products and services consistently. That is why people before purchasing ask “Is it made in Japan?”
Even in the road, railway stations, shops, manufacturing companies, agricultural farms, everywhere Japanese people follow the set standards and set rules. There is no exception to different people, even the company chairman or lower grade worker follow the same standard, and they do not deviate from it. One example is that they queue on the left hand side when moving up the escalator, so any person in a hurry can overtake the queue without any problem. I know this is not a law in Japan but people just follow it by practice as they do believe it is a good custom set by Japan, although I do not know whether any other country has this type of custom.
Therefore, in my opinion, thorough planning and adhering to those methodologies, plans and guidelines is one of the critical factors for success in Japan and Japanese companies in maintaining their quality of products and services consistently throughout the period.