K3: Kay Spencer: Thursday 25th
2.40pm Distribution Shifts - Winners and Losers
The winners and the losers in the retail distribution shifts will be the subject presented by Kay Spencer, managing director of Australia's largest independent buying group, National Associated Retail Traders of Australia (NARTA).
NARTA holds a dominant position on the retail scenes in both Australia and New Zealand. Its members include stores such as David Jones, Bing Lee, Clive Peeters, JB Hi-Fi and Teds.
Speaker: Kay Spencer, National Associated Retail Traders of Australia
Chairperson: Richard Robertson, Ted's Camera Stores (Vic) Pty. Ltd.
Background Kay Spencer
SHARP CORPORATION
During time at Sharp, Kay Spencer progressed through a variety of roles within the company:
- Product Manager
- Marketing Manager
- National Sales Manager
- General Manager - Sales and Marketing
During the time as General Manger was appointed as a Director of Sharp Corporation in 1996. Was the first woman to be given a directorship by Sharp Worldwide or by any Japanese company in Australia.
Primary Functions
- Negotiate product and budget requirements for the Australian Market with Japanese based head office
- Coordinate and lead trips to Japanese factories
- Oversee local Sales and Marketing teams
- Responsible for negotiating with major retail accounts sales objectives and financial arrangements and the achievement of sales and profit targets
Highlights
- Introduced the Microwave Oven concept to the Australia market
- Was lead member of the team that took Sharp to Number 1 in the Australian Marketplace
NARTA
In 1998 approached to join Narta, the National Associated Retail Traders of Australia. Narta is a Consumer Electronics buying group, Narta’s membership represents leading electrical retailers who offer specialist service and premium brands.
Narta is unique in the Consumer Electronic Market as it is comprised of competing but allied retailers, which Narta services by returning additional profit to members that they could not achieve in their own right while working with suppliers offering a central contact and logistical efficiencies. The best way of describing the group is that we are a Cooperative
| Super Stores | David Jones, Clive Peeters, Clive Anthony’s, Bing Lee, Mitchell & Brown, Radio Rentals, Soundy’s Electrical |
| Cooking Specialists | E & S Trading, Camberwell Electrics, Winning Appliances, Kosmos, Spartan, Status Plus, Whitfords of Five Dock |
| Audio Visual & Digital Imaging Specialists | Videopro, Michaels Cameras, JB Hi-Fi, Nuance, Tasman AV, Wills the Quadrant, Ted’s Cameras, Diamond’s Cameras |
| Generalists | Warehouse Sales, Bi-Rite, Keith Bowden Electrics, Winfield’s, RT Edwards, |
| Rental/Finance Specialists | Radio Rentals Australia, Coogans, Radio Rentals SA |
In 1998 the group had experienced significant losses and needed someone to rebuild and strengthen both the membership and infrastructure.
Since the appointment as Managing Director Narta has experienced a revival.
| 1998 | 2008 | |
| Turnover | $350 million | $3.4million |
| Member Retailers | 12 | 30 |
| Total Market Share | 5.0% | 25.9% |
Primary Functions
- Maintaining the overall image and professionalism of the group
- Liaise with senior management of retailers and suppliers to ensure group objectives are achieved
- Arbitrate between members and suppliers
- Advise and coach members
Skills
- Communication
- Observation
- Persistence
- Negotiation
- Presentation
An accomplished public speaker, often called upon by those within and outside the industry to present on topics ranging from retail trends to market demographics.