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Issue 66 - “Customers are often time rich and cash rich” Fraser Dunlop

Whisky Magazine Issue 66
September 2007


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“Customers are often time rich and cash rich” Fraser Dunlop

Rob Allanson talks to Fraser Dunlop,head of liquor,tobacco,food and tax free items for World Duty Free

The airport retail environment is becoming increasingly different from a shopping centre,except of course for the captivity and excitability of its audience.Hence,Fraser Dunlop's appointment at the end of last year bringing with him a great deal of high street expertise to World Duty Free,BAA's (British Airport Authority) retail subsidiary.Dunlop worked for Sainsbury's for 10 years,where he held a number of roles,including buying positions in fresh produce and beer.He also worked for Sainsbury's in the US before returning to the United Kingdom to manage beers,wines and spirits.

Rob: How does the Travel retail sector differ to other retail world?

Fraser: Alot of customers are looking for the exclusives and the collector's items and we have one of the best ranges in retailing.

Also we have had a series of exclusive launches of expressions, for instance the Singleton of Glen Ord, and also have duty free exclusives too.

In travel retail the big global brands are the biggest sellers, such as Johnny Walker, Chivas Regal and Glenmorangie's Cellar 13 is one of the biggest sellers. A lot of customers are looking to make the trade up to deluxe and premium whiskies, and this happens more when shopping at the airports.

We know that people are buying more expensive whiskies when the travel because of the range we offer. Customers are often time rich and cash rich too when they are waiting for flights.

One customer recently spent £8,500 on three bottles, and this sort of spending ha...

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