When you consider that The Convenience Shop started out as a humble store in Zebbug just over 10 years ago, it is doubly impressive that the Group is now positioned as one of the largest food retail businesses on the island, says CEO Martin Agius.

Joining the company in December 2018, the CEO is relatively new to the family-run business, and describes the role as “enterprising, vibrant and challenging”, adding that he is lucky that the directors “are very open to change in order to take their business forward to a higher level.”

Prior to joining The Convenience Group, Martin held the position of sales and marketing manager at General Soft Drinks for over two decades, so the decision to make the switch certainly wasn’t an easy one.

“It was clear that the shareholders of The Convenience Shop had a defined vision to take the chain to different heights. It was tough to leave my former post, but their drive and determination to succeed had great appeal. I consider myself to be a visionary leader, very enterprising and results-oriented, so there was a good fit,” Martin says.

Having since settled in, Martin describes a typical day in his business life as one that is mapped out and meticulously planned.

“I wake up quite early, and by 6.00am I would have already gone through all my pending emails. By 8.30am I am normally visiting some of our outlets, as I like to live and feel the market. I get to the office by 9.30am with a very clear agenda to tackle.”

Being systematic enables the CEO to find the right balance between business and his personal life, where he prioritises family above all.

“Now that I am a grandpa, I want to enjoy my grandchildren in a way that I didn’t manage to do with my children,” he says. “At the moment I am also the president of Santa Lucija Football Club, a position which presents other challenges that I welcome!” he continues, explaining that he took the club from Third Division to Premier League in just four years.

“I used to play for the club when I was younger, and it was always my dream to show my managerial and leadership qualities within a sports setting,” he smiles.

In his previous role, it was crucial for Martin to think strategically and plan ahead in all his initiatives.

Today, he is doing what he loves most: defining the company’s strategy and projecting long-term vision. “I’m living the pulse of the company, and that really motivates me.”

The biggest challenge, in his view, is to bring about a cultural change in the company’s systems as the business continues to grow.

“The challenge here is to shift the whole Group from people-dependent systems to system-dependent systems.

“We have to adapt technology, systems and procedures, and most importantly help people to make the transition, and to endorse these changes,” the CEO affirms Looking at the primary factors behind the Group’s incredible success story, Martin believes that, while the origins were humble, the vision was always present.

“The directors saw quite quickly that more and more people were looking for convenience, and that there was an opportunity for growth,” he says, explaining that what started off as a single outlet continued to expand with a specific formula: that of a genuine, family-run business.

“The focus is on delivering a customer relationship and local feel. The stores still have wooden shelves – it’s a traditional look, presented in a way that captures shoppers’ emotions,” he maintains.

“Since then, the economic situation in Malta blossomed, and today, everyone’s in a rush,” Martin explains, affirming that, as a result of the changing socio-economic situation, people have little time for shopping and want outlets that are within easy reach.

“That is where the Group started to grow to meet our shoppers’ demands, and, if the economy continues to blossom in this way, the next step will be further penetration of the shops into different towns and villages.”

Looking back at the company’s key focuses for 2019, the CEO puts emphasis on the challenges presented by its expansion plan. The company is thus investing in a sophisticated IT infrastructure to ensure its workforce has the necessary information to efficiently analyse market information and take the right strategic decisions.

The Group is also committed to buying its stock from local distributors and suppliers. “We do not engage in parallel trading; we support local businesses and believe in the importance of nurturing close relationships with them,” Martin says.

The Convenience Group places significant emphasis on human resources – it already has 750 staff on its books – and acknowledges their contribution to its success.

“The company wouldn’t have gotten anywhere without them and we consciously operate an equal opportunities policy that has at its heart diversity and inclusion. We invest in training and emphasise to all our employees that we can offer not just a job, but a career.

“We are training our people in customer care, merchandising, and food preparation. Several of our people started off as stackers and have made it to management positions, so the opportunities are there.”

In line with its growth, the Group is also focusing on creating a solid corporate governance structure.

Along with shareholders Ivan Calleja, Joe Pace and Manuel Piscopo, there was the recent addition of lawyer Kevin Deguara who brings with him a wealth of experience from a corporate legal and financial perspective. It has also appointed two independent directors, Benjamin Muscat and Charles Scerri, who have extensive experience in the retail, real estate, accounting, and corporate finance sectors.

“Our mission is to be the best convenience retailer in Malta by consistently serving the changing needs of consumers and by ensuring the company has a sound administrative backbone to support our expansion,” Martin says.

Environmental considerations are also high on the list of priorities, as The Convenience Shops’ chain of outlets seeks to be a champion in waste management. “We want to be at the forefront of environmental initiatives,” he shares.

Corporate social responsibility is an integral part of the Group’s philosophy too, and it recently opened a Convenience Shop for Puttinu Cares in Qormi through which it will donate all profits from the operations of this outlet to the Puttinu Cares Foundation, which offers support to cancer patients and their families.

“Our business is not just about profits. We want to play an active role in the community and this initiative is just one way of giving something back. We will provide support for good causes wherever we can. We believe in sharing and support towards the community,” the CEO adds.

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