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Refresh your tea sales. Review your tea range now!

Head of Sugro Philip Jenkins takes his turn in the Spotlight Programme to register alcohol wholesalers welcomed Country Range targets group turnover of £500m by 2018

That’s better. That’s Tetley. To find out more about Tetley go to: www.tetley.co.uk



Tel: 0800 387227

Deliveries drove 1.7% growth of wholesale market in 2013

The business magazine for cash & carry/delivered wholesalers


s t i f o r p r u o y l Fue o g e h t n o x i b a t with Wee

The UK’s No.1 breakfast brand


is launching a deliciously smooth new breakfast drink 14.9 million adults don’t eat breakfast at home on any given weekday * *

£1 trial price marked bottles available for a limited period Supplied ambient, serve chilled – sell from the chiller to boost your breakfast sales Over

£5m promotional spend including TV

Stock up now by calling 01536 722181 For more information, visit www.weetabixonthego.co.uk

*Source: Nielsen data, 21st December 2013 total market. **Source: Kantar Research, 2012.

Available in Chocolate, Vanilla and Strawberry – 8 x 250ml SRP cases


Criminals still at large One of the most difficult tasks of any trade magazine is eliciting trading results from either a manufacturer, C&C/wholesaler or retailer. Unless this information is openly available because it is a public company and is obliged to release such details, or it is available at Companies House – at a price – or perhaps the company in question has done so remarkably well that it wants to shout it from the rooftops, this data often goes unrecorded. So it is with Christmas. Things were undoubtedly tough out there, but how many in the trade were brave enough to say to what extent? Bestway Group was. In a statement to Cash & Carry Management (see p.5) it openly admitted that sales of licensed goods were a smidgen better than static because of nonduty product hitting the trade. However, it had every reason to be pleased about pretty well everything else. Dhamecha fared better in beers, wines & spirits, while Booker has yet to declare its hand. But based on Bestway’s experience, things would have been far better in C&C/wholesale if cheating was non-existent. We are regularly informed by HM Revenue & Customs and trade bodies that would-be criminals are constantly being intercepted before anything underhand can take place. However, there are many more who have slipped through the net. Let’s hope this year sees even greater efforts to get them convicted. The Government’s plan to introduce a registration scheme for alcohol wholesalers (p.5) is a step in the right direction.

Confirmation of new tax incentives for employee-owned firms has been welcomed by AG Parfett & Sons ... see p.4







in focus


price-marked packs


seasonal gifting


information technology


employment law




products & promotions


Managing Editor

Kirsti Sharratt


John Wood

News Editor

Mervyn Gilbert

Published by Winlove Publications Ltd PO Box 366 EAST GRINSTEAD RH19 4ZE

Features Editor

Amber Aitken

Tel (01342) 712100

Media Sales Manager

Clare Phillips

Fax (01342) 712101

Publishing Director

Martin Lovell

Email mail.winlove@btconnect.com

4,565 July 2012–June 2013 Mervyn Gilbert news editor


ISSN 1352-254X

Cash & Carry Management is available on subscription at £52 per year (single copies £5). Overseas subscription: £80.

Cash & Carry Management

• January 2014 • 3

news IN BRIEF No deal Talks between Bestway Group and Sher Bros, with a view to the nationwide cash & carry/wholesaler buying the Glasgowbased C&C operator (Cash & Carry Management: November), have ended with no positive conclusion. Bestway trading director Martin Race, confirming that talks did take place between the two, said: “There is no truth in any suggestion that an acquisition has taken place or is imminent. If any deal goes through with Sher, or any other wholesaler, then the news will come from us.”

Wrigley’s role Mark Andrews, previously general manager of Mars Petcare in China, is the new UK general manager of Mars subsidiary Wrigley. He succeeds Hamish Thomson, who returns to Australia to take on a new global role within the multinational. Before joining Mars in 2001, Andrews held several marketing positions at United Biscuits UK.

Pointless! The European Union’s proposal to increase the size of warnings on cigarette packs to 65% will make no difference to adults and children, who already understand the health risks associated with smoking, says a statement issued by JTI.


Market up less than 2% Latest research from the Institute of Grocery Distribution shows that the total market value for UK grocery and foodservice wholesaling in 2013 was £29.5bn – up 1.7% on the previous 12 months. This compares with yearon-year data released by the IGD at its recent wholesaling conference (Cash & Carry Management: October) which showed the figure as £27.9bn (2.3% higher). The full-year aggregate is split between delivered grocery wholesaling (£11.3bn, up 2.6%), cash & carry (£11.5bn, plus 0.4%) and delivered foodservice (£6.7bn, 2.3% higher). The IGD’s senior business analyst Patrick Mitchell-Fox said: “It was another challenging year for wholesalers, with overall growth slower than in the previous year. “Consumer demand remained weak. As shoppers continued to focus on value, small business owners were also looking to save money and manage their cash flow carefully, making them highly price sensitive and

Foodservice sector rose by 2.3%.

keen to avoid tying up money in stock.” The heatwave in July brought some respite, said Mitchell-Fox, but once the temperature dropped “consumers quickly tightened their belts once more”.

He added that despite the present trading conditions, “the market is still forecast to grow to £32.2bn in 2018, which represents a modest compound annual growth rate of 1.8%”. Tel: IGD (01923) 857141.

Cigarette fraudster Another attempt to sell a large consignment of cigarettes illicitly has been foiled – this time by Revenue & Customs officers operating in Northern Ireland. Patrick Corrigan, 62, of Drumiskin, Co Louth, was found guilty of carrying more

than one million cigarettes, valued at over £280,000, with a view to avoiding the payment of excise duty. He was jailed for 12 months after a hearing that took place at Newry Crown Court. Tel: HMRC (0300) 200 3700.

‘Thanks Chancellor’: Parfetts The Chancellor’s recent announcement to confirm new tax incentives for employee-owned firms, including an extra £25m funding, taking the figure to £75m each year from April 2014, has been welcomed by AG Parfett & Sons. Owned by its staff since the C&C operator’s family sold 55% of its shares to an employee ownership trust in 2008, the company will benefit from the new measures. Managing director David

• Cash & Carry Management • January 2014

Grimes (right) said: “The economic benefits of employee ownership in terms of productivity, innovation and the wellbeing of the workforce are incontestable. “Employee ownership, with its very high levels of productivity and employee engagement, offers massive potential for the UK to get to grips with its alarming productivity gap. Our staff will benefit considerably from these new measures.” The Parfetts employee

ownership trust is committed to buying the remaining 45% of the shares at a future date. Tel: AG Parfett & Sons 0161429 0429.



Alcohol register thumbs-up Both the the Federation of Wholesale Distributors and Bestway Group have welcomed the Government’s decision to introduce a registration scheme for alcohol wholesalers. The FWD described it as “a giant step towards removing illegal operators from the market”. Chancellor of the Exchequer George Osborne said the Government would tackle tax evasion and illicit trading by criminal gangs and fraudsters, and would increase HM Revenue & Customs’ ability to remove contraband alcohol by introducing a wholesaler registration scheme. The decision follows an HMRC consultation into the measure, which was proposed by the FWD as a way of returning the 9% of beer and 6% of wine currently sold illegally in the UK to the legitimate supply chain. The trade in duty-avoided beers, wines & spirits costs the taxpayer £1.2bn a year in lost revenue. FWD chief executive James Bielby said: “This is a victory for the good guys. We are absolutely delighted that the Government has adopted this scheme. “In the four years since we first put registration forward as a solution, illicit

Sheikh: Culprits have gone unpunished for too long.

operators have deprived the Treasury of over £4bn in duty revenue and made it almost impossible for our members to compete on some product lines. Every one of our members is facing competition from duty cheats.” Bestway Cash & Carry managing director Younus Sheikh said: “For far too long those who bring counterfeit and smuggled product into the UK have largely gone unpunished as HMRC struggles to contain the influx. “The illegal trade in

Swithenbank Fresh & Fine Foods, part of 3663, has opened a new depot in Hoddesdon, Herts, to cope with growing customer demand in the south-east. The wholesaler specialises in fresh and chilled meat, fresh produce and chilled and fine foods. The extra chilled storage and distribution facility on the site means that the business’s capacity for the southeast has increased threefold. Fresh meat is a particularly growing part of the operation. There are nine loading bays at Hoddesdon and 30 vehicle docks. Swithenbank’s managing director Andrew Tiplady said that more facilities would come on stream over the next 12 months. Tel: Swithenbank Fresh & Fine Foods (01274) 470215.

Non-duty paid booze takes toll Non-duty paid drinks flooding the market had an adverse effect on Bestway Group’s licensed business over the Christmas period, with category sales just 0.5% ahead of those for the previous corresponding period.

Hotting up on cold Palmer and Harvey, through its 14 distribution centres, is providing a full range of ‘winter essentials’ to its network of forecourt customers, including anti-freeze, de-icer, screenwash and salt – both branded and own-label. Neil Parsons, general

alcohol puts additional pressure on many legitimate retailers and wholesalers at a time when trading continues to be challenging. “A transparent register of alcohol suppliers will help identify rogue wholesalers. Those who break the law must be brought to book with the strictest penalties and sentences.” Sheikh added that he wanted to see any register go further by clamping down on the grey market. “A huge number of products meant for the export market are finding their way back into the UK – if they ever left these shores in the first place. For responsible wholesalers, such as Bestway, who only buy directly from the legitimate supply chain, this puts us at an incredible disadvantage.” Tel: FWD (01323) 724952. Tel: Bestway Group 0208453 1234.

Expansion in Herts

manager of P&H’s multiple sales, said: “It is important that we are able to meet demand for the products that our customers will need to stock during the winter months.” Tel: Palmer & Harvey (01273) 222100.


It was a different story for best-one drinks, however, with takings up by almost 20%. Particularly pleasing was the demand for 15bottle multipacks. Group trading director Martin Race said tobacco, grocery, confectionery, snacks and soft drinks were also in good growth. The company’s eight branches in London posted double-digit rises, as did its C&Cs in Manchester, Stoke and Aintree. Bestway Batleys Foodservice, which has won a contract with Midlothian Council from next month, had a ’tremendous’ December, with alcohol, meat and

chilled foods all doing well. At Dhamecha, chief executive Pradip Dhamecha said December sales were 3.9% up on the same month in 2012. Confectionery & snacks rose by 5.6%, while beers, wines & spirits were 3.4% ahead. Among the top-selling licensed brands were Martell and Courvoisier (both 70cl), Stella Extra Fill (500ml) and Foster’s cans (500ml). In snacks, 190g packs of Pringles fared particularly well. Tel: Bestway Group 0208453 1234. Tel: Dhamecha Cash & Carry 020-8903 8181.

Cash & Carry Management

• January 2014 • 5

The future of coffee... Lynn Little, Standard Ingredients CBU Lead at NESTLÉ PROFESSIONAL® (in her last of five monthly columns) looks at what’s in store for the out-of-home coffee market… Coffee is big news right now. Over the past five months I have reflected on the explosive growth of a very British ‘coffee culture’ and our emergence as a nation of ‘coffee connoisseurs’ who have come to expect a quality, barista-style speciality coffee wherever, whenever. But what does the future hold for the out-of-home coffee market? And, how can cash and carry customers keep up with growing consumer expectations for the ‘perfect cup’? One thing is for sure, the market is certainly moving fast… ‘Super premium’ is the fastest growing sector in the core coffee market1 and our latest product launch, NESCAFÉ® AZERA®, has received positive reviews since its launch. An instant barista-style coffee, NESCAFÉ® AZERA® recently topped the Which?2 Whole Bean Instant Coffee Taste Test and received a Which? Best Buy. Praised for its ‘malty, treacle, toffee aroma’ and authentic taste’3 , it delivers the same intense aroma and roasted taste that you would expect from a barista coffee, but in the ease of an instant. However, whilst market innovation continues apace, consumers will continue to demand standard coffee like NESCAFÉ® ORGINAL and NESCAFÉ® GOLD BLEND®, and getting the basics right to unlock sales through trends remains key for cash and carries. Essentially, it is all about having the right range, at the right price, with the right level of communication. So, for cash and carry customers who want to profit from coffee, the future certainly looks bright… For further information visit www.nestleprofessional.co.uk

helping you add value At NESTLÉ PROFESSIONAL® we have the knowledge & complete range of solutions to help you to satisfy consumers and drive beverage profits. Find out more at nestleprofessional.co.uk or call 0800 745 845 and quote ‘cash&carry’. Super Premium is the fastest growing segment in core coffee, now worth £42.3M v £27.5M a year ago. IRI MAT to Sep 14th 2013 ii Which? Online Report, 17th July 2013 iii Which? Online Report, 17th July 2013 i

NESTLÉ PROFESSIONAL® is a registered trademark of Société des Produits Nestlé S.A.

Expanded wine range Bestway Batleys Foodservice is, through its Drinks Express division, expanding its wine offer with the launch of three exclusive ranges: Dos Condores from Chile, Marin Hills (United States) and The Old Courthouse (Australia). Bestway group trading director Martin Race said: “The wine selection we currently offer customers is exceptional, but we are continually searching for new styles and vineyards which add variety to our portfolio. “The new additions tick all the boxes in that respect – great wines which allow licensees the opportunity to increase profit.” The Old Courthouse originates from the Murray Darling Basin in Eastern Australia, which is reputably the country’s most important agricultural region and includes many significant

Landmark up 10.2% Business through Landmark Wholesale members in November led to group sales for the financial year to date increasing by 10.2% compared with the previous corresponding period. Licensed goods for the month showed a rise of more than 10%, with ownbrand drinks up 14%. The group’s Lifestyle Value range, which was ahead by 43% for the month, is expected to be further boosted with a new year promotion offering retailers 40% profit on return. Tel: Landmark Wholesale (01908) 255300.

natural heritage features. The new styles are made by Littore Family Wines, a family-owned and run business that migrated from Italy in 1953. The Old Courthouse range includes Chardonnay (13% abv), Pinot Grigio

(11.5%) and Shiraz (13%). Dos Condores, from Chile’s Central Valley, is also produced by a family-owned wine business, established in 1982 by brothers Ricardo and Pedro Toro Espinosa. The two wines are Sauvignon Blanc and Merlot (both 13%). The Marin Hills wines, produced by the Chue Her family in California, are headed by white Zinfandel (10%). Tel: BBF Drinks Express (01738) 646666.

Booze scam foiled Lee Stephenson, a cashier working at Booker ’s Sunderland branch, received a 12-month community order, with 40 hours of unpaid work, for a scam involving unpaid alcohol at the cash & carry. The incident took place on 26 October. The 33-year-old, who had worked at the cash & carry for just under a year, was dismissed for the offence and was also ordered to pay his former employer £150 in compensation.

Sunderland Magistrates Court heard that Stephenson, who was £40,000 in debt, was offered a ‘sweetener’ by a regular customer to allow £300 worth of drink to pass through the till without payment. Another member of staff spotted the attempted theft before it could take place. No charges were brought against the Booker customer. Tel: Booker Group (01933) 371000.

Two Essentials Bestway has added two new products to its Best-in Essentials range. A children’s cereal variety 10-pack comes in a jungle animal themed box, pricemarked at 99p and containing five varieties, each in a 25g serving: Sweet Flakes, Honey Pops, Choc Puffs, Fruity Rings and Alpha Bites. The other new product is

a honey-flavoured spread. Available in a 250g jar, it too retails at 99p. Both lines have an introductory wholesale price of £3.69 per outer of six – a saving on the normal wholesale price of £4.15 and delivering profit on return of more than 36%. Tel: Booker Group 020-8453 1234.


Confex approaches 300 Another positive picture has been painted by Confex, which recently announced that Prime Cash & Carry, of Gravesend, Kent, has joined its ranks (Cash & Carry Management last month). This is one of 11 new members to enrol last year, increasing buying power to over £1.72 billion and bringing total membership to 287. There are also 209 official group suppliers. The additions include Smylie, of Birkenhead, which exports across a wide range of retail and catering categories; Ilkeston-based BJ Supplies, a well-established on-trade wholesaler of alcohol, soft drinks, confectionery and snacks to pubs,

Gittins: ‘We’re really pleased.’

clubs and restaurants; and Redstar Foodservice, of Southampton, which sells to catering and fast-food outlets. Redstar owner Ramazan

FWD swipe at EU A European Parliament proposal to force tobacco wholesalers to track every outer of cigarettes and rolling tobacco is a burden on those operating within the law, rather than a deterrent to those who break it, said James Bielby, chief executive of the Federation of Wholesale Distributors. The directive is intended to strengthen the rules on how tobacco products can be manufactured, presented and sold. It will introduce compulsory record keeping on the movement of tobacco goods through the supply chain ‘in order to strengthen the fight against illicit trade and falsified products’. This, said Bielby, will impose enormous costs on distributors, who already operate on tiny margins. “Tobacco products must be distributed through a

responsible, controlled and duty-collecting supply chain,” he commented. “But our members are already struggling to compete in a market which is overrun by illicit goods. “Asking them to bear the cost of recording the movement of every pack is not the way to combat criminals.” Bielby added: “Combined with the threat of plain packaging, which would make the distributors’ task even more difficult and time consuming, this measure could make it impossible to trade within the law and still compete with those who don’t.” He concluded: “We will be making it very clear to the Government that restrictions on the legitimate supply chain will not contribute to its objective of reducing illicit trade.” Tel: Federation of Wholesale Distributors (01323) 724952.


Yilmaz commented: “After being in business for six years, we were looking to secure better pricing and access to more suppliers with bigger brands. Confex met all our needs to expand our business.” Group business development manager Tom Gittins added: “We are really pleased with the way business has developed. Our broad range of supplier brands and trading terms is definitely one of our biggest strengths. We look forward to 2014.” Despite the gains, like any group, Confex has the occasional loss, such as foodservice specialist Caterway, which has depots in Nottingham, Leeds and Spain, and which recently joined Landmark Wholesale (Cash & Carry Management last month). Tel: Confex (01608) 652333.

Parfetts’ donation AG Parfett & Sons, which has been involved in raising funds for Melanoma UK since losing director Robert Parfett to that illness last year, recently donated a cheque for £2,475 to the charity, presented by Robert’s son Tom. The money was raised as a result of the inaugural Robert Parfett Memorial Golf Day, which was held in September at the Mottram Hall Championship golf course, near Prestbury, Cheshire. Tom Parfett commented: “I am proud to be able to contribute to a charity that is so close to our family and the company. I hope that everyone who attended the golf day, barbecue and raffle will be back again to support us next year.” Tel: AG Parfett & Sons 0161429 0429.

Canned relaunch Bestway is relaunching its entire canned Best-in food range in a new livery. Additional lines are also being introduced, including mango slices and hot dogs (8). All canned products will be dual price-marked, with a single price point as well as

deals offering consumers a saving when buying two. Labelling features the industry-adopted traffic light nutritional information, with allergens in bold text. Nick Brown, category manager, own-label, told Cash & Carry Management: “Bestway signed up to the Public Health Responsibility Deal and took a pledge to take action across the business to improve public health to both our employees and customers. “This included adopting a clear format for nutritional information on own-brand packaging, which exceeds current regulations.” Tel: Bestway Group 0208453 1234.

Cash & Carry Management

• January 2014 • 7


Vintage performance At a ‘secret destination’, which turned out to be the National Heritage Motor Museum in Warwickshire, Blakemore Foodservice played host to 260 caterers, suppliers, sponsors and employees to celebrate its 10th catering awards, held to reward foodservice operators for their initiative, skill and dedication. Before the presentation and comedy from Al Murray, guests had the opportunity to view vintage cars used in such films as Thunderbirds and the latest James Bond film Skyfall. Sales & marketing director Jim Dudley co-hosted the awards ceremony with the comic, with the event’s sponsors and Blakemore Wholesale group managing director Sam Wilcox helping to present the awards.

Blakemore Wholesale group md Sam Wilcox (second right) with comedian Al Murray and representatives of Newcastle City Council.

Among the winners were Newcastle-upon-Tyne City Council, which took the award for the public sector, and the Old Irish Harp pub in Walsall (winner in the private sector). Each received £1,000. A charitable donation of £500 was awarded to the

Filshill/Co-op deal Glasgow-based delivered wholesaler JW Filshill, owner of the KeyStore convenience store brand, has entered into a supply agreement with Clydebank Co-operative. The six-branch Scottish retail chain is ending a 10year arrangement with the Co-operative Retail Trading Group. It was recently announced that the first jointly branded Clydebank Co-op/KeyStore outlet had opened in Glasgow’s West End (Cash & Carry Management: November). Robert Sider, chief executive of Clydebank Co-operative, said: ”By forging this new partnership with JW Filshill, we will rejuvenate our stores and, at the same


The right move: Sider.

time, further modernise the Clydebank Co-operative. “This is a bold move on our part, but absolutely the right one at this point in time.” Projected turnover for Clydebank Co-operative’s food business in 2013-14 is £8 million. Tel: JW Filshill 0141-883 7071.

• Cash & Carry Management • January 2014

Oxford Homeless Pathways residential centre, which helps vulnerable homeless people in and around the Oxford area. Tel: Blakemore Wholesale 0121-526 8400.

Chips promotion In a competition run by Lord Chips, part of the Aviko Group, one lucky caterer can win a year’s supply of chips. Like last year, the supplier is giving away £30,000-worth of product to mark National Chip Week (17-23 February). To enter, caterers simply need to visit www.facebook.com/lordchipsproperchips and click on the Win! button. Mohammed Essa, general manager, said: “We have been supporting proper chip shop chips for more than 50 years; our competition can deliver a real business boost.“ Tel: Lord Chips (01442) 239536.

Puddings quintet... A range of five ‘warming’ puddings has been launched by Fairway Foodservice, under the growing Classics brand. The foodservice group, whose 18 independent wholesale members have a combined turnover of £494m, has improved the puddings selection for its pub and restaurant customers. The varieties are: chocolate sponge, sticky toffee &

butterscotch, syrup sponge, spotted dick and strawberry jam sponge. Richard Ellison, marketing & events manager, said: “We were keen to develop a high quality range of individual desserts for publicans and restaurateurs to have as staples. “We have benchmarked them for their quality, presentation and price.” Tel: Fairway Foodservice (01422) 319100.

...and new website Fairway Foodservice has launched its new interactive website for existing and potential members, caterers and suppliers. The group, based in Hipperholme, Halifax, has improved the site to offer a

wide range of information, including brand data and group facts, in addition to news from member wholesalers and ‘how to’ videos for their customers. Tel: Fairway Foodservice (01422) 319100.


• Galaxy® reading-based promotions prove to be the most successful on-packs – driving category growth of 30%* • Supported by £10.4m media investment plus £2.5m TV ad**

*Source: IRI Supermarkets, 4 w/e 7th September 2013. **Source: MMS Equivalent, IRI Major Multiples 2013. e-book Ts&Cs: UK, 18+. Closes 29/06/2014. Amazon account required. Register code online. Selected e-books only. For full Ts&Cs, visit www.galaxychocolate.co.uk. AmazonEU SARL is not a sponsor of this promotion. Kindle Ts&Cs: UK, 18+. 8am-8pm, 28/01/2014-20/04/2014. Late-entry draw 29/06/2014. Text to win; see back of pack. Proof of purchase & registration required www.galaxychocolate.co.uk. Max 1 prize/person. See website. Galaxy® Smooth Milk is a registered trademark. ©Mars 2014.


sponsored by

Never-give-up attitude This month’s article features Philip Jenkins, managing director of Sugro. What has been the major milestone or turning point of your career? I started working in export as a shipping clerk, but the real turning point for me was moving into the food industry and becoming a buyer. This not only resulted in me developing a strong new career but also meant I became a nomad around the UK, living in no less than 14 locations over the years. Who has been the biggest inspiration to you? I have had many people influence my thinking and share experience and knowledge with me, but inspiration is different. After great thought, I am going to say Peter Garvin and Dudley Ramsden from the late ’80s to the mid ’90s. Why? You have to have a good understanding of the wholesale market at that time and the growing disadvantages that the multiples were putting the independent sector under to truly appreciate why. They started the business from nothing – they still ran their own companies while building Nisa-Today’s into a multi-billion-pound business and making millionaires out of many members. So they inspired me – because of their drive, determination and that never-give-up-just-find-another-way attitude to

Corgi to Co-op: a key move Philip Jenkins started his career in export shipping of Corgi Toys worldwide. He joined the Co-op Distribution Group in the stock control department and worked his way around the UK in various roles, leaving to join NisaToday’s. In 1995 he moved to Spar-Landmark and then in 1998 he ran his own consultancy for four years before taking up his current post of managing director of Sugro.

business that many would say I have now. Maybe I inherited some of that from them both. How do you maintain a work/life balance and how have developments in technology affected this? I don’t maintain a very good work/life balance and anyone in a senior position like myself would be lying if they said they do. The demands of the position mean that communication is always on, and conversations, advice and decisions are always required. Workaholic? Me? Nah! What most frustrates you in business (and in life generally)? Apathy – people taking for granted that someone else will always do it and then becoming blameless when it doesn’t get done. Memo to managers, beware if you work for me! If you were able to retire tomorrow, would you, and if so, how would you spend your time? I wouldn’t retire, I’m enjoying it too much. Also I’ve been married for 36 years but only home for seven years, so such continuous contact would be a disaster, darling! What advice would you give someone starting his/her first job? Listen to the people with experience – they are not always right but they do have knowledge that will help your career. Don’t see people as a hindrance to your career – they are part of the journey so respect them and learn from them. Remember, ‘Be good to those on the way up the ladder otherwise they won’t be very kind to you if you fall back down’. What type of business would you have gone into if it wasn’t C&C/wholesale? I like consultancy, whether it’s training or problem solving for businesses, so I would use my network of people with experience and develop a consultancy business.

Philip Jenkins as a very convincing Blofeld!


• Cash & Carry Management • January 2014

If you had a million pounds to invest in business, how would you spend the money? Property – it’s the only guarantee of income when you’re old as the government will have taken away nearly all of the pensionable benefits and the pension companies will sweep up the rest.


in focus

Rose blossoms Mervyn Gilbert was one of 170 guests at Country Range Group’s 21st birthday celebrations. Outside of its annual conference, it was the biggest event ever staged by Country Range Group and by far the most expensive – and for a good reason. In the banqueting arena that is the East Wintergarden, in London’s Canary Wharf, it was an opportunity for the Burnley-based amalgam of 16 wholesalers to celebrate its 21st anniversary in style and present a clutch of awards. Not only that, it was the chance for newly-appointed managing director Coral Rose to show, in the presence of 170 guests – including Martin Williams and John Searle from Landmark Wholesale, with which CRG has been associated for two years – that she is made of stern stuff, with ambitious plans to increase CRG’s share of the foodservice purse. Unlike her predecessor Colin Birchall, who now has the title of chairman, she was only too willing to rattle off statistics. “In 2013,” she said, “our turnover was £360m. And by 2018, I am confident of us reaching £500m. “Our members totalled 330 field sales and telesales staff and had 490 delivery vehicles on the road. And while we handled over 700 own-label lines, brands still represented 70% of our sales.” Instilling further confidence, Rose said that data assimilated from suppliers showed that it was only independent foodservice wholesalers who were growing, not the majors. “Our three keys to success are discipline, largely through promotional support; added value, to lock in loyalty; and co-ordination – not just in buying, but in discussions with our customers. We also have in place a five-year programme.” Rose added: “Data is vital for us to convert into valuable insight. We want you all here tonight to engage with us. We

Coral Rose puts the CRG message across.

are looking for your commitment.” And then, controversially, she told suppliers: “You’re not close enough to our business. There are plenty of gaps. Come and talk to me.” As a token of the group’s appreciation of the years of service carried out by Birchall, he was presented with an award by group trading director Mike Watson. A raffle in aid of Save the Children raised £1,658, which CRG doubled to £3,316.

Nestlé Professional national account manager Neil Carter (centre) collects the national account manager award from Mike Watson and Jeremy Vine.

Award winners

CRG chairman Colin Birchall (centre) receives a special award from group trading director Mike Watson (right). Also pictured is after-dinner speaker, TV presenter Jeremy Vine.


• Cash & Carry Management • January 2014

• Marketing excellence: Nestlé Professional. • Business relationship: Major International. • Service performance: British Pepper & Spice. • Newcomer of the year: HB Ingredients. • Own-brand supplier: d’Arta. • Frozen food supplier: Kara Foodservice. • National account manager: Neil Carter, Nestlé Professional. • Branded supplier: Unilever Foodservice Solutions. www.cashandcarrymanagement.co.uk

We now deliver

to our retail outlets from 4 a.m. with silent refrigerated containers. Peter Dorne

Logistics Manager

Portable insulated containers for transport of chilled or frozen products. Hold temperature for 24 hours or more. GLкеHUHQWPRGHOV to meet your needs.



SNACKS & BISCUITS The March issue of Cash & Carry Management will include a feature on Snacks & Biscuits

To advertise in this issue, contact Martin Lovell on (01342) 712100

price-marked packs

A mark of progress Once sceptical retailers are embracing in record numbers the opportunity presented by price-marked packs, and suppliers are putting prices on an ever-widening range of products. Price-marked packs have experienced a remarkable rise in popularity among cash & carry and wholesalers’ customers. Only a few years ago PMPs were restricted to occasional appearances on a minority of independent retailers’ shelves as most of them felt they restricted their freedom on pricing. But in a harsh economic climate, where consumers insist on value for money and perceive PMPs as providing it, these packs have become an essential part of the sales mix. And while price marking was once limited to categories such as confectionery, soft drinks and tobacco, manufacturers have been introducing it far more widely.

Giving consumers confidence An example of this is household and personal care products provider McBride, which now offers three PMPs in its range of laundry products under the Clean N Fresh brand. Its 13-washes laundry powder bio, non-bio, and 2 in 1 Lavender are all marked at £1. Nicola Bradbury, brand manager at McBride, says: “Our price-marked washing powder products are hugely successful in the cash & carry sector, and independent retailers understand the benefits of offering value products alongside premium ranges in the laundry section. Value for money is high on every shopper’s agenda so having PMPs gives consumers the confidence that their purchase is cost-effective and can also help to maximise impulse purchases. It’s worth stocking PMPs as standard all year round to encourage repeat custom and drive sales.

Price marks stand out in the laundry sector.

“The laundry sector is a crowded one with many big brands and new product formulations vying for shelf space but it’s worth offering a range of products at different price points to cater for all budgets,” she adds. “Offering budget brands with PMPs really gives the shopper the perception they are getting value for money. We predict that the trend for price marking will continue as depot managers and their customers increasingly understand the benefits for themselves and their shoppers.”


• Cash & Carry Management • January 2014

Boost launched a limited edition in the run-up to Christmas.

An essential part of strategy Boost provides a range of PMPs for its customers, most recently adding a limited-edition 49p 250ml Boost Energy can in all five variants – Original, Sugar Free, Cola, Citrus and Orange & Mango – in the run-up to Christmas. Al Gunn, sales director of Boost, comments: “As a champion of the independents, price marking forms a major part of our business and marketing strategy and will continue to do so. “Boost’s aim is to price our products at a point which offers the consumer great value for money to drive sales and increase brand loyalty, while at the same time ensuring great profit margins for retailers. “Price marking provides reassurance for everyone that they are getting the best value for money at a consistent price. The recent negative publicity about the major multiples and special offers means this is even more important for the independent sector – price marking confirms that the brand and its value can be trusted. “All of our products are available in both price-marked and unpriced packs as we believe it’s important to offer choice across the range. When it comes to foodservice outlets there is also the opportunity for an increased profit margin, depending of course on the type and location of the outlet, which we support. “Our PMPs feature our regular price points, rather than offer prices, as again we believe it’s essential to retain the value and trust placed in our brand.” Gunn continues: “Across our entire product range there is a 60/40 split in favour of PMPs which reflects the importance of offering a choice and the diversity of retailers’ needs. However, when it comes to our 250ml cans, 80% of sales are from PMPs which is why price-marking remains an essential part of our strategy as a business.”


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price-marked packs Focusing on 40s and 80s John Sutcliffe, out of home and convenience controller at Taylors of Harrogate, says: “We have had a PMP range in the wholesale and convenience channel for about five years now and we have developed this to include the standard Yorkshire Tea product, as well as Yorkshire Gold, Yorkshire Hard Water and Decaf variants. “The price-marked range focuses on the 40s and 80s pack sizes, which remain the two leading pack sizes for the tea category in the convenience channel. The 80s pack size is the best performing sku for Yorkshire Tea. “They have been beneficial in building our range and distribution across independent and symbol store operators as they provide a level of trust for the consumer and they are priced competitively in the market versus the multiples. We also ensure that the wholesaler and retailer are offered a good deal for their margins as well.”

Core range Jordans & Ryvita has a core range of six PMPs which it drives over any other skus in convenience: Crispbread Dark Rye 200g, Crispbread Original 200g, Crackerbread 125g, Country Crisp Strawberry 400g, Country Crisp Nut 400g and Crunchy Oat Granola Raisin and Almond 500g. Category controller Rob Lemon says: “Getting the right pack, in the right place, at the right price point, is one of our main objectives at J&R, and PMPs represent a big opportunity for growth in both the cereals and the savoury biscuit markets. The convenience sector is the fastest growing sector and has a wide variety of products suitable for a number of different meal and consumption occasions in and out of home.

Price marking has been successful for Ryvita.


• Cash & Carry Management • January 2014

BUYER’S VIEW FROM HQ Martin Race, group trading director at Bestway, says: “Price marks breed confidence in the store, comfort consumers that they are not overpaying and drive loyalty. At the heart of price marking is value – value across the supply chain. There has to be a value proposition for the consumer, giving the retailer and wholesaler more value sales and growing the category. So when properly executed, PMPs are a real winner for independent retailers. “PMPs can also be effective in stopping duty fraud and limiting the grey market, particularly in alcohol. If a retailer’s chiller is full of PMPs then we know he is buying from legitimate sources as the price mark will be in sterling. “However there is a growing trend to use PMPs as a price identifier. PMPs must be used as a promotional mechanic – not to communicate the rsp. Suppliers also need to get their timing of price-marking strategies spot on as neither wholesalers nor retailers want to be running conflicting price marks across the same period. “PMP margins on branded products will always give a lower cash margin than non PMPs but it is crucial that the percentage margin should be maintained and in most cases bettered. The commercial argument for PMPs is that you will make less per item sold but you will sell more and therefore get more cash in the till. Problems arise as percentages don’t pay bank loans, mortgages, school fees, etc. It is only cash that does that. So for retailers it is important that PMPs actually do increase unit sales, otherwise they are losing out. The same principle applies to wholesalers. We all need a good shared margin to make price marking work. “Pricing is also crucial. There is no point in putting a 95p price mark on a product if it is being offered in another channel at ‘3 for £2’. All this does is drive customers out of the independent channel and promotes channel switching as the retailer seeks the best deals.”

“On Jordans, we adjusted the pack weight on our Super Granola range to hit a £3.99 price, and we are now driving a 55%-75% uplift across accounts.” Lemon continues: “Since launching our two price-marked Ryvita Crispbread lines, Ryvita has become the fastest growing top five brand in convenience, with value growth of 6.6%, and a driver for the total 2.2% growth within the savoury biscuit category, which has a total value of £419.3m. “Convenience stores also currently under trade in savoury biscuits but are the fastest growing channel for them, which therefore represents a huge opportunity for our PMPs within the category.”



price-marked packs

Helping to drive sales Mondelez International makes use of PMPs across its confectionery and hot beverage ranges. In confectionery its £1 range of sharing bags and tablets (120g-140g) includes Cadbury Eclairs, Cadbury Dairy Milk Giant Buttons, Maynards Winegums, Maynards Sports Mix, Bassetts Jelly Babies and Bassetts Liquorice Allsorts. In coffee, last year it introduced to the convenience trade PMPs of its successful Kenco Eco Refill range, including Kenco Millicano – the UK’s leading wholebean instant brand (Nielsen, total MAT to 5/10/13). The range includes 100g Kenco Rich and Smooth pricemarked £3.29, Decaf Eco Refill at £3.59 and 85g Kenco Millicano Eco Refill at £3.29 rsp. With research by him! showing that hot beverage shoppers spend double the amount of the average shopper in convenience stores, and with 95% of shoppers saying they would buy a coffee PMP from their convenience store, these packs can help independent retailers to drive value sales and boost their coffee range. Susan Nash, trade communications manager at Mondelez International, says: “Instant coffee refill packs are performing very strongly across retail, and these convenience-specific PMPs provide a great opportunity for wholesalers’ customers to get a part of the action. “To make the most of the latest trends in the instant coffee market, from refills to premiumisation, convenience stores should ensure that growing sectors, such as premium, super premium and wholebean instant, are all represented on shelf, both in jars and refill packs – and they can use these PMPs to help grow their range.”

Generating footfall Tobacco is one the categories where PMPs are most prevalent. Greg Fuller, head of route to market at Imperial Tobacco, says: “Increasing excise duty rates coupled with adult smokers seeking greater value from their tobacco purchases have made PMPs a popular option for both the trade and consumers within the tobacco category. “Around one in three


• Cash & Carry Management • January 2014

packs of cigarettes sold in the UK are price-marked. Furthermore, PMPs now account for around 60% of total volume sold within independent outlets. This figure is up by more than 6% over the same period in 2012. “Ultimately, products supported by PMPs offer value to tobacco shoppers, and retailers can utilise them to increase their footfall and protect turnover. It is therefore essential that staff at cash & carry depots are aware of local market trends in order to be in a position to accommodate the tobacco buying needs of their retail customers and stay one step ahead of the competition.” Fuller says that to support the on-shelf visibility of PMPs, Imperial Tobacco provides the distributive channel with sticker tabs to place on the unit. Imperial’s recent PMPs include Player’s Smooth, available in King Size and Super King Size 19s, with the current PMP price set at £5.99 for 19 cigarettes. In the roll-your-own market, the new GV Smooth range is available in PMPs across all pack variants, from the 8g Handy Pack at £2.58 to the 50g pouch at £15.51, which also includes quality cutcorner papers.

Signalling value “British American Tobacco strives to provide the adult consumer and the retailer with the best possible value, and the inclusion of PMPs within the portfolios of all our key brands is one of the ways we do this,” says Anna Petrova, BAT group brand manager, UK & Ireland. “PMPs also help the adult consumer to navigate between offers in difficult economic times.” Petrova adds: “As you would expect, more valuecentric offers such as Pall Mall, Rothmans Value and the growing RYO category account for a higher proportion of the PMP volume. Retailers should also consider incorporating capsule variants into their existing PMP ranges to offer the adult consumer the right balance between choice and value.” In October, Pall Mall was the first brand to include a capsule across its entire range of cigarettes, at no additional cost to smokers. The whole Pall Mall range will continue to be available in PMP format.

For further information: Boost (0113) 240 3666 British American Tobacco (01296) 335000 Imperial Tobacco (0117) 963 6636 Jordans & Ryvita (01767) 318 222 McBride (0845) 605 6073 Mondelez International (08702) 400861 Taylors of Harrogate (01423) 814008


A proven promotion checking service for suppliers to the C&C/wholesale sector from Cash & Carry Management For further information: www.cashandcarrymanagement.co.uk tel: 01342 712100

seasonal gifting

’Tis still the season... Stock up early to capitalise on spring gifting. Easter is the third biggest event in the year and a major opportunity for retailers, with 76% of gifts consisting of chocolate (Shoppercentric Easter research 2012). Last year Easter eggs were worth £304m, and sales grew by 5.5%. The top two brands were Mondelez International’s Cadbury Creme Egg and Cadbury Mini Eggs, which combined to make up 37.9% of the value of total Easter in symbols and independents. Susan Nash, trade communications manager, says: “Last year, our Seasons Made Simple campaign supported independent retailers in growing confectionery sales, and we think the figures show how successful it was. We’re back again with hints and tips to help make the most of the Easter opportunity.” Cadbury Creme Egg is the number one chocolate countline during the season. In Easter 2013, Cadbury Creme Egg single format saw a 44% year-on-year increase in unit sales in January (Nielsen, total unit sales 7 January 2012 – 28 January 2012 vs 5 January 2013 – 26 January 2013), bringing in 20% more consumers throughout the total season (Kantar Worldpanel, combined panel data 12 w/e 17 March 2013 vs a year ago). This year Cadbury Creme Egg’s ‘Gooless’ promotion runs until Easter Sunday and one winner every day will unwrap a gooless egg and win up to £1,000. Mondelez will match the prize for the retailer from whom the winner buys their egg in either Mondelez stock vouchers or Love To Shop vouchers. Mini Eggs were worth over £25m in 2013 – making the product the second biggest brand at Easter after Cadbury Creme Egg. “We recommend that retailers stock 77g £1 price-marked packs of Mini Eggs to encourage impulse sales. This year, they’re available in smaller 12-unit cases, which are ideal for new and smaller retailers,” says Nash. Cadbury Dairy Milk Caramel Bunny is now available in a new 20g self-eat format. Cadbury Dairy Milk Egg ‘n’ Spoon achieved sales of £6.1m last Easter, making it the biggest new product development of spring 2013 (Nielsen, total value to w/e 30 March 2013). Egg ‘n’ Spoon will further


• Cash & Carry Management • January 2014

benefit from a £3 million UK marketing investment. Mini Filled Bags have a new look and two new variants: Cadbury Dairy Milk and Cadbury Dairy Milk with Daim. Cadbury shell eggs account for eight of the top 10 skus. All data Nielsen, total value to w/e 31 March 2013, unless otherwise stated.

The ‘Say it with Cadbury’ gifting range includes heartshaped boxes that feature a ‘with love’ message and are filled with Cadbury milk chocolate heart-shaped pralines and a flower-shaped ‘thank you’ box with flower-shaped pralines. Each product is available in 48g and 180g packs, ideal for Valentine’s Day and Mother’s Day gifting. Cadbury Milk Tray is the UK’s number one everyday gifting sku (Nielsen, MAT total year to w/e 17 November 2012). The brand is benefiting from new packaging and two new variants: white chocolate truffle and hazelnut truffle. Cadbury Roses is the second biggest brand in the category (Nielsen, total value MAT to w/e 11 May 2013), and also has two new flavours: Coffee Escape and Signature Truffle.

Big brand extensions Chocolate confectionery company Ferrero has launched new seasonal skus for the Ferrero and Kinder brands. A multi-million pound marketing campaign, including TV advertising, will run throughout the spring season alongside special in-store solutions to help independent retailers capitalise on the £1bn boxed chocolate sales opportunity created by Valentine’s Day, Mother’s Day and Easter (Nielsen Scantrack, total coverage, total boxed chocolates, 12 wks to 30 March 2013). Levi Boorer, customer development director, says: “Ferrero’s performance was exceptional during spring 2013, with sales up 30.7% year on year to £11.3m (Nielsen, total coverage, 13 wks to 30 March 2013). Key drivers of growth were the Ferrero Rocher 16 and 24-pack, proving that it’s the all-year-round bestsellers that need to be at the heart of the display area during seasonal events.” Building on the success of the 100g Ferrero Bunny in 2013, the company is launching a 60g moulded Bunny this spring. Price is a key driver for consumers in the current market and this new line, says Ferrero, offers a great value treat with an rsp of £1.99. The manufacturer’s new premium Easter offering is a 3D egg-shaped seasonal gift pack containing 16 Ferrero Rocher at an rsp of £5.49 – a luxurious alternative to traditional Easter eggs. The new seasonal gift pouch pack of Raffaello, which contains 27 almond and coconut treats, features a fresh spring design making it an ideal seasonal present, particularly for Mother’s Day.


seasonal gifting With an rsp of £5.99, it is set to build on Raffaello’s 52% growth year-on-year (Nielsen Scantrack, 52 wks ending 2 November 2013). Kinder, the world’s second largest confectionery brand (Nielsen Scantrack, kids confectionery, singles, total coverage, value sales MAT 22 June 2013) has given the Kinder Surprise Bunny a makeover with a new shape and, for the first time, a surprise toy inside. The product has an rsp of £2.50. Kinder Surprise delivers £5.9m sales during the spring season alone and is worth £21.3m annually as the number one children’s single chocolate product (Nielsen, 52 weeks to 13 October 2012 and 14 weeks to 7 April 2012, total coverage). Kinder Surprise Pink and Blue eggs will be available from February, with exciting toys from Marvel Heroes and Disney Princess. Every egg will feature a licensed toy, while each three-pack will contain one licensed toy and two Kinder Surprise toys. This spring, Kinder is also launching 100g Kinder Surprise Pink and Blue Easter Eggs containing Polly Pocket and Batman toys. A 10-second tag on the Kinder Surprise TV ad will announce the new limited-edition toys.

In with the old and the new Mars Chocolate UK’s Easter range includes a number of new products, as well as the return of some bestselling favourites. As the fastest growing manufacturer in 2013 (SIG extended snack outlets, value sales, 16 w/e 20 April 2013), last year Mars Chocolate outperformed the Easter market in both the traditional Easter and boxed categories. The company’s bestselling range embraces classic branded medium and large eggs, as well an updated range of luxurious eggs. Returning favourites also include a selection of self-eat products and boxed indulgences, which are ideal for a personal treat and for gifting. Mars advises retailers to stock up on Easter treats early in order to tap into higher consumer spend during the season. Maltesers is currently number one in the bitesize category (IRI all outlets, 52 w/e December 2012) and the MaltEaster bunny is the biggest and fastest growing self-eat treat. It is currently worth £16.6m, having enjoyed 34% growth since its launch five years ago (IRI, SIG extended snack outlets, 16 w/e 20 April 2013). The product is available as a single chocolate-covered honeycomb rabbit, and in a sharing pack of MaltEaster Mini Bunnies.


• Cash & Carry Management • January 2014

The award-winning confectionery NPD brand Maltesers Teasers is also making an appearance as a large egg. Following the rebranding of the entire Galaxy range in 2013, Mars Chocolate’s new Easter range has redesigned packaging with bolder colours, classic tones and contours that emulate flowing melted chocolate.

Shopping missions are key Last year, 43.3% of Easter seasonal impulse sales took place in the early part of the season (SIG integrated snacks outlets w/e 29 December 2012 to w/e 16 February 2013). According to Nestlé Confectionery, many supermarket shelves display Easter products from the beginning of January and so convenience retailers should stock up early – especially with seasonal impulse lines – to attract their share of sales. Impulse novelties like the Smarties Choc Chick and Milkybar Bunny also generate a higher average spend from shoppers compared with traditional filled eggs (KWP TH data 2014 w/e 31 March 2013). Sales for Smarties Choc Chick were up 22% versus 2012, while Milkybar Bunny delivered over £1.2m (SIG integrated snacks outlets,13 wks to w/e 30 March 2013). Impulse confectionery is the convenience retailers’ heartland, and seasonal impulse products are a must-stock area. However, other key shopping missions such as distress and top-up missions should also be catered for with a core range of Easter eggs. Shoppers are also looking for the nostalgia of their own childhood, which is where brands like Smarties and Milkybar, and for adults, Quality Street and After Eight, do so well, points out the company. Formats such as the insider eggs, which have the sweets inside the chocolate egg, also have nostalgic appeal for consumers. Nestle Confectionery’s advice to maximise seasonal sales this spring is to focus on packs that are ideal for convenience shopping missions like last-minute, top-up gifts or impulse treats. In-store ranges should utilise seasonal novelties and big brands to attract shoppers.

For further information: Ferrero (01923) 690300 Mars Chocolate (01844) 262517 Mondelez International (08702) 400861 Nestlé Confectionery (01904) 604604






information technology

Ensuring all-round benefits The C&C/wholesale sector continues to update its IT functions to progress and offer customers an improved service. The latest Sanderson online ordering system has been implemented at the multi-award-winning Regal Wholesale, of Bromborough, Merseyside. The company is a longstanding customer of the IT specialist and uses the Swords wholesale solution, continuing to gain substantial benefits across its business. The new online ordering system is enabling the operator to strengthen customer service by offering a faster, streamlined ordering process, with more choice and control over delivery schedules and order tracking. It allows Regal Wholesale’s customers to place orders at their convenience, 24 hours a day. New features include an advanced product search facility with category and brand filtering, updated order screens displaying individual product images and a real-time shopping basket. These functions further enhance the customer ordering process, saving valuable time. Additionally, an improved ‘favourites’ page stores frequently ordered items for customers to include at the click of a button. Following implementation, 89% of customers have responded positively. As a result, the wholesaler is expecting more to order online, so increasing sales. Regal Wholesale managing director Chris Hughes says: “The Sanderson online ordering system looks great and works very well and, most importantly, our customers agree. It’s a big success! Having a user-friendly website is essential for helping us to retain customers and increase sales.” Also benefiting from use of the Sanderson system is independent wholesaler Preston Beer. Swords has transformed the company’s stock operation and generated significant cost savings. Robust pricing control, real-time stock visibility and highly usable management data are just some of the other advantages. Monthly stocktakes are now a thing of the past, with managing director Tony Oxley commenting: “The data is accurate and immediate. The way Swords manages stock is fantastic. It saves us £5,000 a month, which makes a huge difference to a business our size.” The beers & wines wholesaler has also implemented the Sanderson Mobile CRM solution, enabling field sales representatives to deliver a faster, more efficient service to customers. Quotations, stock and customer account information is available to the sales team via smartphones and tablet PCs, allowing live orders and account queries to be run remotely. “The system gives our sales team real-time data at their fingertips,” says Oxley. “It’s absolutely brilliant and enables us to raise the bar on service even higher.”


• Cash & Carry Management • January 2014

One of Sanderson’s loyal C&C/wholesale customers.

Such has been the transformation in operational efficiency that Preston Beer has already recouped its investment more than three times over. “We’ve been able to improve our margin by 2% since implementing Swords,” says Oxley. “That’s a threefold payback resulting from better efficiency within the business and better informed decisions.” Another happy Sanderson wholesale customer is Londonderry-based Express Foodservice. The system is helping to increase sales and improve efficiency by streamlining processes such as sales order processing. The Swords wholesale system integrates all areas of the company, providing improved visibility of information across the business. The telesales team is also benefiting from instant access to real-time stock, pricing information and current promotions, providing opportunities to up-sell and cross-sell. In addition, accurate stock information is helping Express Foodservice to make cost-effective purchasing decisions, maximising use of warehouse space. The company has also selected the Sanderson Business Intelligence module, which offers powerful reporting tools and allows the wholesaler to accurately measure business performance at any time, ensuring an immediate response to any potential issues. Additionally, it has implemented Radio Frequency (RF) scanners at goods-in, which instantly match deliveries against purchase orders and highlight discrepancies, so eliminating costly errors and ensuring 100% stock accuracy. Express Foodservice managing director Gerard Lafferty says: “We have seen real business benefits following implementation of the Sanderson system. The Swords software has improved our processes and, with visibility of stock information, we have boosted our customer levels.”

Handling complexities According to whisky specialist and wines & spirits wholesaler Gordon & MacPhail, implementation of BCP’s Accord Voice WMS at its warehouse in Elgin, Morayshire, has enabled it to successfully handle its complex requirements and


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information technology delivered improvements across the whole operation, including productivity increases of 50%. The family-owned and managed concern still has the iconic retail shop on South Street on the site where the business began in 1895. Since then it has grown significantly and has interests in bottling, exporting and distilling, as well as wholesaling. Since its foundation, Gordon & MacPhail’s policy has been to send casks to distilleries throughout Scotland, fill them with ‘new make’ spirit and mature them either at the distillery of origin or in the firm’s own bonded warehouses in Elgin. Largely acclaimed as ‘the world’s leading malt whisky specialist’, G&M bottles more than 300 styles of single malt whisky under various names, selling throughout the UK and to more than 50 countries. It owns Benromach Distillery on the outskirts of Forres. Established in 1898, it went through many changes of ownership and closures before being ‘rescued’ by G&M, which purchased it in 1993. After a five-year period of improvement, it was officially opened by Prince Charles in 1998. One of the UK’s leading independent specialist wholesalers and distributors, the company stocks over 4,500 products, including an extensive portfolio of wines, spirits and specialist beers and ciders. Referring to IT enhancements, Neil Urquhart, director of logistics & facilities, says: “The main driver for bringing in a Voice system for our business was looking at excellence of service within our wholesaling operation.” The Scottish concern was using a paper-based system in the warehouse and was looking to modernise, improve efficiency and visibility, and have the capacity to effectively handle future growth of the business. It undertook an intensive selection process, examining a range of diverse Voice systems, with site visits to businesses around the UK, to learn and understand both the advantages and potential pitfalls of investing in Voice. What made G&M select the BCP system was its flexibility and ability to provide an integrated warehouse management solution that would deliver proven Voice functionality across the whole warehouse. Urquhart comments: “Accord WMS was a big plus for us, but we also considered BCP as a company. Was this a company we wanted to deal with? Was the culture right? Did they

understand us? Did we understand them? Could we forge a good working relationship? Obviously, the answer to all these questions was ‘yes’.” A lot of planning and preparation was undertaken before the Accord implementation, with comprehensive information given out to staff. At the actual ‘go live’ there were a few challenges to address, but, says Urquhart, “working closely with the BCP team on site, these were quickly ironed out and the system was up and operational as planned”. G&M’s requirements are complex because the wholesale operation supplies an array of products to a range of UK customers. For instance, one bottle of wine could be for a high street pub, a pallet of one product could be destined for a multiple’s national distribution centre, or a pallet of 250 various items, cases and bottles could be going to a specialist wines & spirits wholesaler. Says Urquhart: “We have a complex offering with over 4,000 products, which we sell in full cases, loose bottles or any combination demanded. We needed a system that had the flexibility and functionality to accommodate that complexity. “Accord has proved to be well up to the job, having the functionality that allows us to do all that and giving us the visibility and efficiencies we need to deliver exceptional quality of service.” One of the main benefits of Accord Voice has been increased productivity – a 50% increase in the number of cases picked per person and a 43% rise in the number of lines per person. Picking accuracy – already good – was also improved, with only the occasional mistake. Urquhart adds: “With the Accord system, we now have full visibility of exactly when there’s an order picked and who picked it, so if we do have picking errors occurring we can quickly identify exactly why they happened and go back, retrain and minimise that happening in the future.” Operations across the whole warehouse have been streamlined and the system has also allowed simplification of administration behind the scenes and reporting on all the orders that have left the business. This means that invoicing can be done promptly to improve cash flow. Savings on paper costs alone are now running at £2,000 a year. When asked ‘If the Voice system was switched off would you like to go back to paper?’, the emphatic answer from G&M was ‘No’. Not only does the system help operators to work more efficiently and accurately, but it also means that new staff and temporary staff can be trained to pick orders much more quickly than with the old paper-based system.

Flying start

Major improvements with the BCP Accord system.


• Cash & Carry Management • January 2014

Ivan Durkin, managing director of STL Technology Solutions, says 2014 has got off to a flying start, with the company already embarking on several significant projects. They include installation of an end-to-end solution for a cash & carry operator (unnamed), incorporating both the wholesaler-designed STL Merchandise Management System (MMS) and Sales Order Processing (SOP) solution. It is also helping West Country operator Jones Wholesale achieve its e-commerce ‘dream’.




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information technology like the fact that we were provided with more extensive outof-hours support than we’ve had before.” STL has also signed an exclusive agreement to bundle its tilling software with NCR’s RealPOS hardware. Long term, it is claimed, this hardware will have significant advantages over the consumer grade desktop PCs that most wholesalers use for tills.

Data analysis specialist

Durkin says that STL has embarked on several significant projects already this year.

Says Durkin: “The major installation at Jones Wholesale came after the company had become increasingly frustrated by an ageing system whose rigidity was hampering its expansion plans. It tasked STL not only with introducing efficiency, flexibility and scalability throughout its store-based enterprise, but also with creating a robust foundation for its new e-commerce venture.” The result was that a ‘modern, dynamic and open’ solution, designed specifically for wholesalers, was provided. It incorporates STL’s Windows-based tills, MMS, SOP system, online ordering software Order Wizard and MM3 hand-held terminals. All this, says Durkin, has enabled Jones Wholesale to establish efficient e-commerce processes, improve warehouse effectiveness, fulfil orders more accurately, track stock levels in real time, make well-informed decisions and reach a new customer base. “Employees are particularly enjoying their improved access to operational data. For example, with STL on their hand-helds, pickers can now receive accurate picking sheets, make real-time product enquiries, pick in a timely manner, log goods-in, capture barcodes, conduct stocktakes and immediately confirm order status. “All data input from the warehouse automatically updates STL MMS in real time, keeping the entire company up-todate on merchandise levels, sales and order progress.” Jones’ director Simon Allitt comments: “We spend a lot of time and money putting quality data into our systems. By enabling us to collate, query and extract data from across the business as meaningful information in different formats, STL is effectively helping us to integrate and inform our entire team. That’s a powerful return on investment. “I’ve done a lot of go-lives in my time, and this was a good one. The integration and data transfer were really smooth. “The STL team was also very helpful, and we particularly


• Cash & Carry Management • January 2014

Although it was formed just under two years ago, The Whole Sale Company, headed by former Landmark executives Mike McGee and Tanya Pepin, has established itself as a force in data analysis in the C&C/wholesale channel. Reflecting on how they set up the business, they say: “We recognised that suppliers were investing a lot of money in acquiring wholesale data, but not using it due to lack of resource and expertise. “What we do is work with any wholesale data that suppliers purchase to understand their market position, issues and opportunities, as well as emerging trends. “Rather than produce reams of spreadsheets, we transform our analysis into short presentations, sales plans and targets. We find that the suppliers we work with get real value from the headline summaries we produce about current activity in their category. In short, we ensure they get value from the data they buy.” The Whole Sale Company covers all sectors in what it describes as ‘wholesale convenience’ and is entirely focused on this core service. Because of confidentiality agreements, the two partners cannot disclose the identities of most of their clients. But one that is pleased to openly associate itself with the company is Boost Drinks, which has a major presence in the C&C/wholesale channel. “For this customer,” say McGee and Pepin, “we undertake both one-off projects and ongoing analysis services. We find that many companies value a longer association and see return on investment in a retained relationship. “Our lengthy experience of wholesale enables us to add real and unique value to data analysis. We understand the sector really well.” As for its involvement with the data concern, a spokesman for Boost Drinks says: “The Whole Sale Company has made a real difference to our sales performance and our understanding of the C&C/wholesale channel.” McGee and Pepin describe Boost’s senior staff as “multifunctional and experienced in sales analysis and the industry.” And summing up the service The Whole Sale Company offers the trade, they say: “Where data is detailed and accurate, it can be a hugely valuable tool, benefiting suppliers and C&C/wholesalers alike.”

For further information: BCP 0161-355 3000 Sanderson (0843) 636 2895 STL Technology Solutions (0844) 472 4727 The Whole Sale Company (01296) 711011


employment law

Take care with redundancy HR expert Cate Ritchie (below) answers your questions on employment law.


We have an employee who is currently on maternity leave. We are considering closing the department she works in due to a reduction in work, in which case her role would be made redundant prior to the end of her maternity leave. If there is an alternative role available, would we have to give it to her?


The Maternity and Parental Leave Regulations 1999 provide that when an employee on maternity leave is to be made redundant before she is due to return to work, where there is a suitable alternative vacancy with her employer, successor or associated employer, she is entitled to be offered it before the end of her existing contract. Whether or not a role is a ‘suitable’ alternative depends on the individual facts. In deciding this, it is important to seek the employee’s opinion about the role and whether she believes it is suitable for her. It must also be on terms that are not substantially less favourable than those relating to her original role. If the outcome is that the role is suitable, you should offer it to her (rather than making her apply). If you do not, she could claim that she has been automatically unfairly dismissed, and that she has been discriminated against because of her sex. If the role is deemed unsuitable there would be no obligation for you to give her the job without competition. She would, however, be able to apply for it as per any normal fair procedure you may have. As with any recruitment and selection process, it would be advisable to keep an accurate note regarding the process in the event that the decision is challenged at a later date.


We operate a nightshift within the business and wondered if there are different break rules for night workers. Is there a specific number of breaks that our workforce need to have and do they need to work a certain length of time before they can have a break?


Night workers have the same rights to breaks as day workers. Workers should get an uninterrupted break of at least 20 minutes if they are due to work for six hours or more. The break cannot be at the beginning or the end of the shift. Aside from this there are no other rules stating when the break should be. Keeping the above in mind, an employer should also be careful to ensure the health and safety of its workers. If the work is difficult or strenuous, then it may be safer (and more productive) to give the employees longer or more frequent breaks. This is dependent on the organisation and the nature of the work, and so it is left to an employer’s discretion to give longer and/or additional breaks if they wish.

and I would like to give her the opportunity to work at our company. As this is only work experience, do I need to pay her or not?


There are a number of factors that you need to consider to determine if this university student is entitled be paid at least the National Minimum Wage (NMW). Firstly, you need to establish if the student is doing this work experience as part of a further/higher education course. If this is the case, and the work experience/internship is for less than one year and is part of a UK-based course, then the student will not qualify for the NMW. However, if the work experience is not part of a UK-based further/higher education course, then there could be a liability for the NMW, depending on whether he or she is deemed to be a worker or not. If the student will actually be performing work of value for the company, then he or she would qualify for the NMW for the 8-week period as he or she would be considered a worker. However, if the student is shadowing team members and observing – gaining a feel for workplace life – then he or she would not be classed as a worker and therefore will not qualify for the NMW. Payment of the NMW is just the first consideration if your student is deemed a worker. In addition to the above, the Working Time Regulations would also apply, entitling the individual to regular rest breaks and pro rata accrual of the statutory minimum holiday entitlement for the duration of the work experience placement. If you wish to talk to Cate about these or any other HR issues, you can contact her at cate@121hrsolutions.co.uk or phone (0792) 121 3890.


A university student has written to us requesting eight weeks’ work experience over the summer holidays next year,


Cash & Carry Management

• January 2014 • 29


Continuing to deliver The soft drinks category is proving to be more resilient than most in these tough economic times and innovation is continuing in pack sizes and product development. After a hot summer which helped to drive sales, total soft drinks value in impulse is £1.9bn, 4.4% up year on year, and Coca-Cola Enterprises’ share of that is worth £616m, reports Dave Turner, trade communications manager at CCE, citing Nielsen total impulse MAT to 28/9/13. “One of the key things to note about soft drinks is that it is a highly resilient category,” he says. “While other categories have slowed in growth in the face of economic challenges, soft drinks continue to deliver sales for wholesalers and retailers.” Cola is worth £448.2m in impulse, with CCE’s Coke brands taking £353.4m of that. Coca-Cola and Diet Coke are the top two performing brands overall. Turner adds: “Coke Zero is another brand performing exceptionally well and one that retailers can really capitalise on.” In the impulse channel, the 1.75-litre pack size for CocaCola, Diet Coke, Coke Zero, Cherry Coke and Vanilla Coke was introduced to capitalise on shoppers making a single bottle mission to their local convenience store. Easier to transport than the traditional two-litre bottle and with a lower rsp of £1.79, the 1.75-litre bottle is designed to make take-home packs of cola more accessible by offering value to convenience shoppers. The new format is also available as a £1.79 price-marked pack. Last summer CCE also introduced a slimline 250ml can format across Coca-Cola, Diet Coke and Coke Zero to drive sales of soft drinks in on-the-go environments. Pressures on disposable income have contributed to a fall in convenience shoppers buying immediate consumption soft drinks over the last three years. As a result, the 250ml

Slimline 250ml cans of Coke introduced the Spotify logo.


• Cash & Carry Management • January 2014

1.75-litre packs are designed for the impulse channel.

can has been designed to bring these consumers back into the category by offering greater affordability and increased choice. The 250ml format comes in a plain can and a 45p price-marked pack. The launch was supported with a targeted marketing campaign featuring a new TV commercial, outdoor and online media, as well as a new augmented reality partnership with Blippar. The Blippar activation allows consumers to ‘blipp’ the can for a 3D interactive experience and to access music tracks via their mobile devices. CCE reports that the can, which features a new music design, was the first to carry the Spotify logo, as part of Coke’s global partnership with the music provider. CCE also refreshed the Fanta range with the addition of two new flavours rolling out across all channels, plus a new pack design to create a rainbow colour effect in store, with the aim of providing better shelf stand-out across the whole portfolio. In addition, CCE launched the Fanta Peach & Apricot variant, which is is available in all pack formats, including twolitre, 330ml can and 500ml PET as well as 6 and 8 x 330ml can multipacks. Fanta also rolled out previous customer exclusive variant, Fanta Red Fruits to all channels and made the previous year’s limited edition Mango & Passion Fruit a permanent addition to the range.





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carbonates PMPs in impulse One of the key trends driving growth in the soft drinks sector is price marking, according to Guy Gissing, national impulse controller for AG Barr. He says: “Price marking is a winning strategy for wholesalers and retailers. It drives footfall and rate of sale, builds shopper loyalty and, when managed correctly, is a proven way to drive incremental category growth. “Price-marked packs work for both consumers and retailers. Research has shown that 98% of consumers would buy a soft drink in a price-marked pack from a convenience store, with 44% saying they would be more likely to buy a product in a PMP. Retailers are also seeing the benefit of price-marked packs, with 65% saying that their sales of PMPs have risen in the last 12 months and 76% thinking that PMPs improve a store’s price image. “The soft drinks market in impulse is worth £1.8bn (Nielsen Scantrack, value sales, MAT to 14.9.13, total impulse) with half of all the growth being driven by pricemarked packs. This varies significantly by category, with the biggest growth coming from carbonates at +60% (Nielsen Scantrack, PMP unit growth, MAT to 14/9/13, total impulse).”

‘Price marking drives footfall and rate of sale, builds shopper loyalty and, when managed correctly, drives category growth’

“However, there is currently little consumer choice available in this growing sector and the launch of Rockstar Pure Zero 500ml can will fulfil the demand for both a low-calorie option and great-tasting flavoured energy.” Troy says that Rockstar is currently up by 66% year on year and is now the UK’s fastest-growing, fastest-selling big can energy brand. He adds: “The launch of Rockstar Pure Zero will fill a genuine need in the market.”

Extra support In the summer Britvic Soft Drinks unveiled a variety of case formats exclusively for cash & carries, as part of its support for the impulse channel. Britvic says its smaller cases of 12s instead of 24s for J2O, Pepsi and 7UP 5-600ml were in response to stock limitation and cash-flow management issues facing retailers in the channel. The company points out that the smaller cases will also allow retailers to extend the flavour choice they offer to shoppers. In addition, Britvic introduced a 49p price-marked pack for cases of 24 x 330ml cans of Pepsi, Pepsi MAX and Diet Pepsi to bring the Pepsi range in line with the existing 49p PMPs across the fruit carbonates cans range, which includes 7UP and Tango. Nigel Paine, commercial director of impulse at Britvic, says: “The move to 12-count cases enables retailers to stock a more comprehensive range of soft drinks to meet consumer demand for variety.”

Guy Gissing, national impulse controller, AG Barr Gissing recommends stocking up on price-marked packs to make the most of the opportunity. All of AG Barr’s popular brands, including Irn-Bru, KA, Rubicon, Barr and Rockstar, are available in price-marked packs throughout the year. AG Barr is building on the success of the Rockstar brand with the launch of a new flavoured zero sugar big can energy drink, Rockstar Pure Zero, in Fruit Punch flavour. The energy category is growing at 7%, ahead of the soft drinks market, reports Adrian Troy, the company’s head of marketing. “Within this, big can formats are growing at 15% year on year, but it is flavoured energy which is driving the increase at +43% year on year,” he says. “Rockstar is leading this growth, and seven out of the top 10 fastest selling big can skus are Rockstar flavours.” Another big trend in the energy market is the rise of lowcalorie variants at 17% year on year, he continues. The lowcalorie energy market is currently worth £43m for retailers and AG Barr expects it to grow to £200m over the next five years.


• Cash & Carry Management • January 2014

Smaller case sizes were introduced by Britvic.

For further information: AG Barr (01204) 664295 Britvic Soft Drinks (08457) 581781 Coca-Cola Enterprises (08457) 227222


products & promotions One in six chance

Hot choc change MONDELEZ – Cadbury has unveiled contemporary new packaging for its hot chocolate drinks. The redesign affects Cadbury Drinking Chocolate, Instant and Highlights. Susan Nash, trade communications manager, says: “We’ve improved differentiation between the skus in the range, particularly Highlights and Instant, so that customers can shop the fixture more easily.” In a separate development, Cadbury has introduced a 100g block (rsp £1.42) of Bournville, packed 15 to an outer. The Bournville brand is now worth £12 million and the new 100g block joins the existing 45g and 200g bars. The 200g format is the best-selling dark chocolate sku in the country. Data: Nielsen MAT to July 2013.

Tel: Mondelez International (08702) 400861.

Vending launch NORTH WEST TEA – Lyons Gold Roast Freeze Dried Coffee has been launched into the vending sector to sit alongside the range of Lyons instant coffee tins for catering. Aimed at capitalising on the successful relaunch of the instant coffee brand in the retail sector, the range features a complete redesign of the packaging and imagery. The new look and advertising portrays the Lyons heritage as a humorous nod to our Great British tradition of good taste and reserve. It is designed to appeal to the fast growing ‘silver’ consumer base and to link into younger coffee drinkers. The complete vending and catering range of Lyons instant coffee products is available from specialist wholesaler North West Tea. Tel: North West Tea Services 0151-703 0044.

MARS CHOCOLATE – Back by popular demand is Mars Chocolate’s ‘1 in 6’ promotion, which offers consumers a one in six chance of winning a free chocolate bar. Now in its second year in the UK, the giveaway is featured on seven core best-selling singles lines: Mars, Snickers, Bounty, Milky Way, Twix, Galaxy Minstrels and Maltesers Teaser. The promotional packs feature a ‘1 in 6’ flash. Winning wrappers contain a congratulatory statement and barcode, and the wrapper can be used by the consumer to obtain a free bar of any of the promotional lines at participating retailers. Each redemption counts as an additional sale for the retailer. The campaign is being supported by a £1m media spend, which includes TV advertising, PR and PoS material to drive sales in store. Tel: Mars Chocolate (01753) 550055.

Cinema exposure PERFETTI VAN MELLE – Smint is sponsoring cinema’s ‘Awards Season’ in a four-month deal. Spanning 15 blockbuster films, all of which are contenders for awards in various categories, the campaign runs until the end of March and is guaranteed to be seen by three million cinema goers on more than 1,000 UK cinema screens. The sponsorship follows an advertising campaign last month in the London Underground, as well as a linkup with Breast Cancer Care which has raised over £65,000 in the past two years. Tel: Perfetti Van Melle (01753) 442100.


Brand switch UNITED BISCUITS UK – In a major switch of its brands, the manufacturer has announced that McVitie’s will be the overall name for all its sweet biscuits while Jacob’s will be the figurehead for its savoury range. The McVitie’s label, which is already headed by such products as Penguin, Digestives, Hobnobs and Jaffa Cakes, will also now include the former Jacob’s Club range. Meanwhile, among the new Jacob’s lines will be Mini Cheddars. Overall, the supplier is spending £12 million on a multi-media campaign, including a new advertising strategy. There will also be investment in new products and pack redesigns. One of the aims is to make McVitie’s, which is currently a £400 million brand, into one that is valued at £600 million within five years. Among the new product development is the reintroduction of McVitie’s Chocolate & Orange Digestive – back after a four-year absence. It has an rsp of £1.50 for the 300g pack. Amid all the changes, UBUK, which has a major presence in the everyday, healthier and savoury sectors, will be keeping its go-ahead! range under that label. UB is the leading UK biscuit manufacturer and claims to be No.2 in the Netherlands, France, Belgium and Ireland. Within the McVitie’s Cake Co, new products include Hobnob Milk Chocolate Slice and Digestive Caramel Slice. Both are available in packs of six individually-wrapped slices, with an rsp of £1.65. Meanwhile, McVitie’s Hobnob Flapjacks (also £1.65 rsp) have become ‘more Hobnobbly’ with larger chunks and they boast a new pack design. From the end of March, the Eat Now selection will also benefit from a new look, as well as the launch of McVitie’s Digestive Slice (rsp 75p). A recent addition to the range was Double Chocolate Muffin (£1). Tel: United Biscuits UK 020-8324 5000.

Cash & Carry Management

• January 2014 • 33

products & promotions Thick and thin

Angry Birds link

MCCAIN FOODS – Two new frozen potato products have been added to McCain’s premium Signatures range for the foodservice sector. Aimed at casual dining outlets, the Gastro Thick Cut Chip and the Skin-on Fry (an extra thin chip) come in cases of 4 x 2.5kg and can be cooked from chilled or frozen. Tel: McCain Foods (01723) 584141.

BRITVIC SOFT DRINKS – The company has linked up with Angry Birds, one of the most popular games among adults and children, for an on-pack promotion for Robinsons Fruit Shoot. The promotion is being featured on Fruit Shoot Low Sugar 200ml multipacks and 275ml single bottles and Fruit Shoot Hydro 350ml and 200ml multipacks and 350ml single bottles. Each pack will have a unique ninedigit promotional code, giving kids access to an exclusive online adventure featuring Fruit Shoot and Angry Birds. The adventure park puzzler, called Angry Birds Skills, will be live until 30 August and the activity will be supported with an Angry Birds tag when Fruit Shoot returns to TV this year. Tel: Britvic Soft Drinks (0845) 758 1781.

‘Pioneering’ WEETABIX – In what is described as a pioneering move for the breakfast category, the company has launched Weetabix On The Go Breakfast Drink. The smooth portable drink has all the energy, fibre and protein of a Weetabix cereal in milk. It is available in a 250ml resealable bottle in three flavours – Chocolate, Strawberry and Vanilla – and contains no artificial colours, flavours or preservatives. The rsp is £1.39. The Weetabix insight team found that one in five adults in the UK skipped breakfast either often or occasionally, with many expressing a desire for a decent breakfast but saying they were unable to get one ‘on the go’. This meant they were forced to compromise on nutrition. Weetabix is investing £5 million in a multi-media campaign to promote the new Breakfast Drink, whilst also continuing to invest significantly in the core cereal brand. The Breakfast Drink can be merchandised in the ambient cereal aisle for shoppers to chill at home or sold ready-chilled for consumers who purchase breakfast whilst commuting. Tel: Weetabix (01536) 722181.


New design SCANDINAVIAN TOBACCO GROUP – A contemporary new look for the Café Crème cigar brand will be unveiled at the end of this month. The design, which will be rolled out across the entire Café Crème range, showcases the brand’s 50 years of heritage by including an on-pack flash ‘Since 1963’. The packs also feature more prominent imagery of the cigar and a bolder lozenge-shaped logo. Alan Graham, head of marketing at STG UK, says: “The Café Crème family now accounts for 40% of the entire UK cigar market and is worth over £74m in the UK alone. “With the arrival of the ‘dark market’ in smaller stores looming ever closer, retailers should ensure they stock up on the redesigned packs now in order to make the most of the improved stand-out and sales on offer as a result.” All data: SymphonyIRI w/e 7.12.13.

Tel: STG (0208) 731 3400.

Limited edition BURTON’S BISCUIT COMPANY – Cadbury Creme Egg Biscuits have been introduced as a limited edition until after Easter. “Cadbury Creme Egg is a national institution, with over 100 million eaten every year in the UK, and it will be a beacon brand on the biscuit aisle,” says chief marketing officer Stuart Wilson. “This is the latest example of Burton’s focusing on genuine categoryboosting innovation.” Cadbury Creme Egg Biscuits come in outers of 12 x 106g packs, with an rsp of £1.79. The brand is being backed by PoS material, including gondola ends and shelf barkers. Tel: Burton’s Biscuit Co (01753) 889822.

• Cash & Carry Management • January 2014

Pub inspiration KEPAK CONVENIENCE FOODS – Two limited editions have been launched under the Rustlers Pub Menu brand: Beef & Pepper Sauce and Chicken & Stuffing Mayo with an rsp of £1. Marketing director John Armstrong told Cash & Carry Management: “The £1 price point provides consumers with excellent value for money and encourages current consumers to increase their frequency of purchase as they like to try new products. “It will also encourage trial of the brand with new consumers. Recent limited editions have resulted in incremental category sales of 98% and we’re confident that the new range will have the same impact.” Tel: Kepak Convenience Foods (01772) 688300.


A better life began here for Sunita and Dhruv,* independent shop keepers.

Sunita and Dhruv had their independent store for 20 years, then everything changed the day Dhruv suffered a massive stroke. Thankfully GroceryAid was there to offer support and pay for the installation of a stair lift. Now the future for Sunita and Dhruv is looking a whole lot brighter. To find out more about your industry charity visit www.groceryaid.org.uk or for welfare advice call 08088 021 122. *The story is real but the names have been changed to protect identities. GroceryAid is the trading name of the National Grocers Benevolent Fund. A registered Charity Re. No 1095897 (England & Wales) & SCO39255 (Scotland). A company limited by guarantee, registered in England & Wales no 4620683



Why stock

this year?

The fastest-growing Bitesize brand in the UK* Brand-new TV ad from 19th January – part of a £7.4m campaign Two massive promotions in 2014 across single & take-home packs


Profile for Cash & Carry Management

C&C Management Jan 14  


C&C Management Jan 14  


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