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Question 1 ­ Merchandising Merchandising is about using space, position and displays to drive sales because, once in the bar, the biggest factor affecting drink choice is visibility. Merchandising is crucial because: A ‑It makes the bar look presentable; B ‑45% of consumers are influenced by display; C ‑It gives the staff something to do during quiet periods.

Question 2 ­ Quality Giving people a "quality" experience is essential if you want to generate repeat business. The quality threshold is forever moving upwards as consumers become more quality-conscious and their choice of leisure options grows. Why is it so important to get quality right? A ‑Your customers will switch to drinking tap water in future; B ‑It's not important. No-one cares about getting a bad pint; C ‑An average of 33% of consumers will not return to the outlet if given a bad pint.

Question 3 ­ Staff recommendation Your employees are the front-line sales people and they can have a significant impact on the nature of your business because of the influence they can have on consumer purchasing decisions. Interbrew UK research shows that: A ‑51% of consumers will consider a brand recommended by staff; B ‑Most consumers rely on bar-staff's advice on how to sort out their personal problems; C ‑A self-esteem guru should be employed to train your staff to sell more beer.

Question 4 ­ Price Pricing is of fundamental importance because it has such a major impact on the performance of the business and its profitability. Why are licensees not necessarily making the most of this? A ‑They should be charging at least £10 per pint; B ‑72% of consumers don't know the price of their drink pre-purchase; C ‑People expect to pay the same amount in pubs as they do in supermarkets for their beer. Finally, answer the following question (in no more than 30 words): I would benefit from a visit from Interbrew UK's PoP team because: ... Send your entry on a postcard (marked MA Category Manage-ment Competition) to: Gemma Harrison, b2b communications, 81 Barwell Business Park, Leatherhead Road, Chessington, Surrey KT9 2NY. Please state what type of outlet you run and whether you are a tenant, manager, free trader or other. The closing date for entries is 17 January 2003. Normal Morning Advertiser competition rules apply. The editor's decision is final and there is no cash alternative.