Cash and Carry Management July 23

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THEBUSINESSMAGAZINEFORCASH&CARRY/DELIVEREDWHOLESALERSJULY2023 SPOTLIGHT:ANNEO’REILLYOFO’REILLYSWHOLESALE HarlechFoodservicewins three-yeardealtosupply groceriestoWelshNHS NETZEROBY2040 FWDandSWAsetout planstoreachtarget CountryRangerefreshes andextendsown-brand Next level heated tobacco is coming. SEPTEMBER 2023 Thi Th s m mate a riaal i l lis r s est estriricted ed d to o t thhoose se ose w who a o re e involvved in t the bussiiness of the sale or diiststrtribution n of tobacco w owwho ho h are e aggeed 1 18 8 years s a annd d o over. Thhis is mat m eriial shooulld d not be made avvaaiailabl a e to t the e public i or r seennt t t to o anyoonone ne e e elssee. IQOS is not no risk f free a and d is for adult t u use only n
Contents July2023 Thismonthdon’tmiss... AnneO’Reilly(thirdonleft)ofO’ReillysWholesalewithfamilymembers, includingherParisiangranddaughterswhomakeher‘beamwithjoy’. 05 JamesHall&Colaunchesits ownreadymealsinSPARstores. 06
FEATURES CRGConference CountryRangeGrouprevealedits refreshedown-brandportfolioatits annualexhibitionandconference. SPARRetailShow BlakemoreTradePartnersshowcasedseveralinitiativestosupport itsretailersattheSPARRetailShow. Spotlight AnneO’Reilly,headofbusiness atO’ReillysWholesaleofNewry, NorthernIreland. FWDConference Industrychallenges,wholesaler strategiesandplansfortheindustry toreachnetzerowerediscussedat theFWD’sannualconference. SupplierStrategy PuertodeIndiasissupportingUK wholesalersinthepromotionofits naturallyflavouredgins. 10 12 14 16 22 www.cashandcarrymanagement.co.uk July2023 03 Harvestannounceswinnersof InterCollegeCulinaryChallenge. 14 24 32 36 41 Price-MarkedPacks ChocolateUpdate InformationTechnology RTDsUpdate CATEGORYINSIGHT 20 EDITORIAL ManagingEditor KirstiSharratt Contributor SiobhanKielty ADVERTISINGANDMARKETING PublishingDirector MartinLovell MediaSalesManager ClarePhillips Formediaratesandfeaturelists,visit cashandcarrymanagement.co.uk ISSN1352-254X Address WinlovePublicationsLtd POBox366,EastGrinstead,RH194ZE Tel (01342)712100 Email mail.winlove@btconnect.com Website cashandcarrymanagement.co.uk LinkedIn linkedin.com/in/martinlovell-98419436/ linkedin.com/company/cash-andcarry-management-incorporatingdelivered-wholesaler Twitter twitter.com/CandCManagement ESSENTIALS 04 IndustryNews
Parfettsinstallssolarpanelsat severalofitswarehouses.

Operations director

TotalFoodservice haspromotedPeterKozlowskito operationsdirector.

Formerlygeneralmanager, Kozlowski(pictured)has spent19yearswiththe wholesaler,whichisbasedin Clitheroe,Lancs,withaseconddepotinHuddersfield.

DealtosupplyWelshNHS

HarlechFoodservice has wonacontracttohelpfeed 11,000Welshhospital patientseveryday.

Thethree-yeardealto supplytheWelshNHSwith grocerieswillcreatenine newjobsandprovidecontinuedstabilityfortherestof the200-strongworkforce.

Thecompany,whichcelebratedits50thanniversary lastyearandhasitsheadquartersinCricciethin Gwynedd,willbedelivering 450linesofdrystoreproductslikecannedgoods, pulsesandriceto120locationsacrossWales,including generalhospitalsandcommunityhospitals.

homesacrossNorthandMid Walesandhasseengrowth inthatsectortoo.

narroweraisles.

Inhisnewrole,hewill collaboratewithMDSimon Howarthtoimplementinnovativeideas,developoperationalstrategies,andachieve outstandingcommercial resultsforcustomers.

Networking

Agolfdayandnetworking eventheldrecentlyby NationalBuyingConsortium (NBC) enabledmembersand supplierstounderstandthe opportunitiesthatexistfor developingtheirbusinesses.

NBC’smanagingdirector DavidLuntsaid:“Itwasfantastictoseeeveryoneinthe sameroomwitharealsense ofenergy.Wewereableto introducethefullteamwe nowhave,aswellassomeof thenewermemberstothe group:TheAtrium,Northern RetailGroup,MarionTrading andCandyHero.”

IntheeveningNBChelda dinnertorecogniseaselect groupofsuppliersthathad gonetheextramile,and SuntoryBeverage&Food GB&Iwonasupplieraward.

Aswellasitstraditional customerbaseinthehospitalitysector,Harlechsupplies schoolsacrossthesixcountiesofNorthWalesandinto theNorthWest.

Inaddition,Harlechisa majorsuppliertocare

Asaresult,thecompany isoncourseforrecordsales thisyearandaspartofits growthstrategyhasinvested £500,000toincreasestorage capacity,reconfiguringthe rackinginitsgiantfreezer andbuying‘bendy’forklift truckstonavigatethe

OnwinningthenewbusinessfromNHSWales, Harlech’shealth,care&educationdirectorMarkLawton said:“Itprovidesuswith greatstabilitythroughoutthe yearwhichisabighelpin rebalancingourtraditional corebaseofcustomersin hospitalitywhoarebydefinitionlargelyseasonal.”

SevenStarssix-figureinvestment

expanditschilledstorageat itsdistributioncentre.

Overthelast12months, thevolumeofproductsthat SevenStarsstockshasrisen by30%to1,300.Itexpects thenewinvestmenttohelpit increaseturnoverby50% thisyear,anditisplanningto bolsterthisbyadding10new stafftoits15-strongteam.

Croydon-based SevenStars Cash&Carry isexpanding itsoperationwithsupport fromasix-figurefunding packagefromLloydsBank.

Establishedin2018,the businessstartedwithjusta £36investment,sellingeggs andbreadtolocalcafés.

Today,SevenStarssupplies over1,000restaurants,takeaways,supermarketsand foodanddrinkwholesalers acrosstheUK.

Thefirmapproached LloydsBanktosecurefundingtoaddthreenewdelivery vehiclestoitsfleetand

NaveedAhmad,director atSevenStars,said:“We strivetoalwaysmakesure thatourproductsandservice areofthehighestquality. LloydsBank’sbacking meansthatthisapproach remainsapriority,andwe’re abletoexpandouroffering tomeettheneedsofrestaurants,takeawaysandfood retailersalloverthecountry.”

[ INDUSTRYNEWS ] 04 July2023 www.cashandcarrymanagement.co.uk
Lefttoright:Harlech’shealth,care&educationdirectorMark Lawton,MDDavidCattrall,andheadofoperationsIanEvans.

Bookerdelivers8.1%increaseinsales

Booker achievedan8.1% increaseinsalesto£2,276 millioninitsfirstquarter(13 weeksended27May2023).

Onalike-for-likebasis,retail saleswereupby6.3%while cateringsalesroseby10.8%

Excludingtobacco,retail salesgrewby15.6%,“supportedbystrongavailability andcontinuedfocuson choice,priceandservice, withagreatrangeofpromotionsandaccesstofastgrowingcategories,”saida tradingstatementissuedby Booker’sownerTesco.

Cateringsalesaresignificantlyoutpacingthemarket, addedthestatement,withthe On-tradeClublaunchedin Mayalreadyserving800pubs andrestaurants,buildingon

thesuccessoftheFastFood Clublaunchedin2021–this nowhasaround28,000customersasmembers.

Thetradingstatement alsopointedoutthatcatering customersbenefitedfroma

Own-brandlaunch

catering.“It’sbeensuccessfulinbothpartsofitsmarket; cateringparticularlystrong. Thewatchwordhereisnot necessarilypriceperse,but valueformoney.

Anewrangeofhome replacementmealshasbeen launchedexclusivelyin NorthofEnglandSPAR stores–thefirstproducts underanewClaytonPark Kitchenbrandmanufactured by JamesHall&Co.

Therangeincludes10 mealsthatprovideoneserving,withafurtherfourmeals designedtoservetwo,with sixsidedishescomplementingtheoffer.Thesingle mealsarepricedat£4.95,

withmealsfortwoat£6.95, andsidesrangingfrom£1.75 to£2.49.Customerscanalso takeadvantageofanintroductory‘twofor£8’offeron thesinglemeals.

ThelaunchoftheClayton ParkKitchenlabelhasmeant atransformationofthefood manufacturingareaatthe SPARdistributioncentrein Preston,withinvestmentin newequipment,aswellas therecruitmentofsevennew full-timeemployees.

furtherpricefreezeonmore than500products,introducedinMarch.

KenMurphy,chiefexecutiveofTesco,commentedon the“verystronggrowth”by Bookeracrossbothretailand

“WhatBookerhasbeen incrediblysuccessfulatdoing ishelpingcaterersmanage thevalue-for-moneyequation,whichissupplyinggreat productandmenucombinationsthatallowrestaurants, pubsandbistrostomaintain theirmarginbutofferagreat valuepropositiontocustomers,andthey’rethecustomersthatareparticularly doingwellinthemarket.And they’recustomersthatseem tobeinasweetspotwith Bookerandthey’redriving mutualperformance.”

Reducingcardcharges

Unitas hasformedapartnershipwithEchoPaywiththe aimofhelpingitswholesale memberstosaveupto£6.5 millioninbankingchargesin thenextyear.

EchoPayenablesbusinessestotakepayments throughopenbankingrather thanmorecostlydebitand creditcardproviders.

OutoftheUnitascombinedmemberturnoverof £8.5billion,theserviceis alreadyintegratedwithbusinessesthatmakeup£1.3billion.Thiswillbeworth£1 millioninsavingsthisyear.If theservicerollsoutacross theentiremembership,itwill generate£6.5millioninsavingsformemberseachyear.

EchoPayprovidesUnitas memberswiththreeservices totakepayments: a Brandedapps,wherea wholesaler’scustomerscan payviatheirsmartphone.

a Creditmanagementdash-

boardsthatenabledelivered wholesalerstorequestpaymentsbyemailorWhatsApp viaabrandedwebpage.

a Handheld‘Clover’terminalsthatwholesalerscanuse totakeface-to-facepaymentsusingaQRcode.

Wholesalerscanencouragetheircustomerstouse EchoPaywithanewloyalty competition,VIPayer,exclusivetoUnitas.Eachmonth, retailersandfoodservice operatorscouldwinoneof fivegiftvouchersworthupto £100.InDecember,one£500 voucherwillbeupforgrabs. Eachtransactionover£50 willcountasanentry.

[ INDUSTRYNEWS ] www.cashandcarrymanagement.co.uk July2023 05

Powered bysolar

JJFoodservice hasinstalled morethan2,000solarpanels ontheroofsofits Basingstoke,Bristoland Leicesterbranches,generatingover1,100,000kWhof renewableenergyannually.

“Beinganationalbusinessservingthousandsof customers,itisourresponsibilitytodobusinesstheright way,”saidKaanHendekli, chiefoperatingofficer.

JJisontracktohaveall depotsequippedwithsolar panelsbytheendoftheyear.

Thewholesalerhasalso introducedanew‘CSR& Sustainability’webpage,outliningits‘PlanetPlan’and progresstowardsreducing carbonemissions.

Inothernews,JJhas introducedTabakiExtra VirginOliveOil,anownbrandoliveoilfromTurkey.It comesintwo-litretins.

FreemansrejoinsSugro

SugroUK hasstrengthened itsmembershipwiththe re-recruitmentofWalsallbasedwholesaler Freemans ConfectionerySupplies. The developmenthasadded£20 milliontoSugro’scombined turnoverof£1.9billion.

FreemansConfectionery Supplies,whichwaspreviouslyamemberofSugro between2016and2020,isa wholesaleranddistributorof ambientfoodproducts.

Withahistoryofover30 yearsasafamily-runbusiness,ithasextensiveexperienceinprovidingdelivered servicesforretailproducts acrosstheUK.

Thewholesaleralsooperatesacash&carrydepotin Bloxwichandisthesole nationaldistributionagentfor Huntley&Palmersbiscuits.

Children’sfoodaward

DirectorThomasFreeman said:“Freemansarealongestablishedthird-generation family-runbusinessalready supplyingstockacrossmost oftheUK,andsincejoining Sugroweareconfidentthat thiswillprovideuswiththe requiredrange,pricingand supporttoachieveour growthobjectives,adding theextraproductrangesto complementouralready largeproductportfolio.”

Inothernews,SugroUK recentlyannounceditsmemberandsupplierawards.

YouingsWholesalewon theRetailMemberofthe Yearcategory.

Otherwinnersamongthe group’swholesalermembers were:

a Environmental&SustainabilityAward:Morris&Son a DigitalInnovationAward: R&IJones

a CommunityChampion Award:RATrading

a RisingStarAward:Nasco UK

a SpecialistWholesale Award:ForrestFreshFoods ForrestFreshFoodsis nowofferingcentraldistributionservicestoSugromembersforMarsproducts.This benefitsmemberswhowere previouslyunabletoopen directaccountsormeet minimumorderquantities imposedbyMars.

Challengewinners

EastleighCollegehaswon theInterCollegeCulinary Challenge,sponsoredby HarvestFineFoods.

HeldatCityCollege

Southamptoninitstraining kitchensandAspire Restaurant,thecompetition involvedmorethan70studentsfromfivecolleges.

JamieRoweofEastleigh College

a VegetableCuts:Oliva Leigh,EastleighCollege

a MysteryBoxChallenge: JontyKing,FarehamCollege

a RestaurantTableLayUp: MaddisonLipscombeof EastleighCollege

Llanelli-based CastellHowell hasbeenrecognisedforits significantcontributionto 4theregion’s‘GowerFields toForks’projectatthe Children’sFoodAwards.

Theprojectwonthe ‘YummyAwardfortheBest LocalInitiativeImproving Children’sFood’.

CastellHowellcollaborated

withlocalfarmsand BishopstonComprehensive Schoolfortheproject,which gavepupilstheopportunity tolearnaboutlocalfoodproduction,sustainability,cooking,marketingandagriculture.CastellHowellsupplied vegetablesgrowninthe Gowerfieldsanddelivered themtotheschool.

InadditiontoEastleigh CollegeclaimingtheOverall Collegeprize,thewinners were:

a JoeAbbessMemorial Award(namedafterastudentfromCityCollege

Southamptonwhotragically diedearlierthisyear):Oliva Leigh,EastleighCollege

a PastaClass:FionaKing, CityCollegeSouthampton

a GalloRiceRisottoDish:

a MocktailorCocktail Making:SamJurd,Eastleigh College.

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06 July2023 www.cashandcarrymanagement.co.uk
PeterYouings,proprietorof YouingsWholesale,winner oftheRetailMemberaward.

Online ordering

QCatering haslauncheda newonlineorderingsystemin partnershipwithSwiftCloud.

Theapp-basedsystem enablesonlineshoppersto placeordersatanytime.

Customerscancreate multiplesavedshopping lists,idealforrepeatordering,andcanseefullproduct descriptionsincludingsizing andallergens.Thesystem alsoallowscustomersto makecreditcardpayments.

Ordersaredeliveredon thenextscheduleddate, unlessrequestedotherwise, andcanbeeasilymanaged bothintheappandona desktopcomputer.

Focusontoplines

retailersarealbusiness advantageandgreatervalue throughretainingcompetitivepricingandmoresales mechanics.”

Wilson aCBE

Bestway hasintroduced BestwayProfitDrivers–an initiativethatidentifiesand promoteskeytop-selling retaillines.

Theselines–around300 SKUs–willreceivecontinual focus,visibilityandmarketingsupportfromBestway.

Grouptradingdirector KentonBurchellsaid:“These linesarebeingcontinually benchmarkedagainstcompetitors,bothnationallyand regionally.Theyarepricecheckedeveryweekandwill giveourretailersconfidence thattheyarestockingthe rightproductsattheright price.

“Thisisamajorlaunch withinourall-year-round promotionalandpricing propositionandwillgiveour

Bestway’stradingteam hasbeenbenchmarkingand calibratingpricesacrosskey retaillinesforthepastfew monthstoenableittolaunch theinitiativefromaposition ofknowledgeandstrength.

IthasledtoBestway increasingitsstockholdingof thekeylines,andthisinturn hasensuredcontinuedavailabilityalongsideincreases insalesforthesuppliers concerned.

Burchellcommented: “Theselinesarethebedrock ofourretailers’businesssoit isenormouslyimportantto usthatweensurecontinuity, availabilityandcompetitive advantage.

“Todothat,wehave workedcollaborativelywith oursuppliersandtakena forensicapproachtothese keyprofit-drivinglines.”

CharlesWilson,formerCEO of Booker, hasbeenmadea CommanderoftheBritish Empire(CBE)inthe2023 King’sBirthdayHonours.

Wilson(above)retired fromBookerin2021after15 yearsatthehelm,including afterthecompany’sacquisitionbyTescoin2018.He waspresidentof GroceryAid from2020to2021.

Thecharity’sinterimCEO MarkWilliamsonsaid: “GroceryAidisdelightedthat CharlesWilsonhasbeen awardedaCBEforservices toBusinessandPhilanthropy.”

SWApromoteslocalsourcingandAchievers

Atotalof14peoplefrom several ScottishWholesale Association(SWA) members havenamedaWholesale LocalFoodChampionaspart oftheAssociation’srecently launchedtrainingprogramme,aninitiativefunded andsupportedbythe ScottishGovernment.

Theseindividualsare taskedwithidentifyinglocal sourcingopportunitiesand workingwithScottishproducerstohelpthemaccess newmarkets.

ThenextWholesale Championsworkshopswill takeplaceon26-27July. Thesehalf-daysessionswill bedeliveredonlineandatno

costtoSWAmembers. Wholesalerscanregisterat: www.surveymonkey.co.uk/r/ foodchampiontraining

Inothernews,theSWAis encouragingwholesalersin

Scotlandtocelebratetheir businessesandrecognise theeffortsoftheirstaffby enteringtheAchievers Awards2024.

Thereare13wholesaler

awards,includingtwonew categoriesfor2024:Best InnovationandWholesale LocalFoodChampion.There arealsosixsupplierawards.

Supplierswilljudgethe wholesalecategories,supervisedbyanindependent panelofjudgeswithcrosssectorexperience.Any wholesalerwithadepotin Scotlandmayenterthecompetitionviawww.scottish wholesale.co.ukandentries willbeopenuntil31July, withjudgingtakingplacein SeptemberandOctober.

Theawardsdinnerwillbe heldattheO2Academy Edinburghon22February 2024.

[ INDUSTRYNEWS ] www.cashandcarrymanagement.co.uk July2023 07
JamesStewart,abuyeratwholesalerMarkMurphy,isone oftheWholesaleLocalFoodChampions.

Brakeseducatescaterersonplantforward

Brakeshaslaunchedaset ofresources,includinga newsectiononitswebsiteto helpBritishcaterersunderstandandcapitaliseonthe useofplant-basedfoods.

Brakes haslaunchedanew campaigntohelpcaterersin schools,collegesanduniversitiescapitaliseonthenew ‘plantforward’trend.

Plantforwardisastyle ofcookingandeatingthat emphasisesplant-based foodsbutisnotstrictly limitedtothem,anditis growinginpopularityacross theworld.

Thecompanyhasgiven nutritionalinformationabout thebenefitsofaplantforwardapproach,alongside menusuggestions.

Inaddition,thecompany ishighlightingitssupportfor MenusofChange,which beganinAmericaandestablishestheprinciplesofplantforwardcatering.Theinitiativeisincreasinglybeing seeninUKuniversities.

Inothernews,Brakeshas installedasolararrayatits Aylesforddepot.

Thenew2,400solarpanel systemwillprovideonemillionkWhofrenewableenergy –almostaquarterofthe site’senergyrequirement–andwillsavetheequivalent ofapproximately200tonnes ofcarboneveryyear.

TheAylesfordprojectfollowsaninstallationatBrakes’ Harlowdepotlastyearandis partofaprogrammethatwill

seethefirmgeneraterenewableenergyatitsGBsites.

Meanwhile, SyscoGB has enteredintoathree-year strategichealthpartnership withTheNatashaAllergy ResearchFoundation,helpingtosupporttheorganisation’sgoalofpreventingand eradicatingfoodallergies.

Acrossitsoperatingcompanies(CountryChoice,kff, MedinaFoodservice,Brakes andFreshDirect),SyscoGB hadalreadybeenworkingto raiseawarenessoffood allergiesandprovidecustomerswithsolutions.Now, allSyscoGBoperatingcompaniesplantoraisefurther awarenessthroughevents, webinarsandvideo.

Familyfirmaward 35thbirthdaydinner

PioneerFoodservice has wontheWholesalercategory attheNorthWestFamily BusinessAwards.

GrahamJenkins,managingdirectorofPioneer,said: “Asafamily-ownedand operatedbusiness,wehave alwaysbelievedinfostering strongrelationships,notonly withinourbusinessbutalso withourvaluedcustomers andpartners.Thisaward reaffirmsthatourcustomer-

centricapproach,combined withourunwaveringcommitmenttoquality,innovation andreliability,setsusapart inthewholesaleindustry.

“Weowethisaccomplishmenttothepassionandhard workofeachmemberof ourteam.Theirdedication, expertiseandwillingnessto goaboveandbeyondforour customershavebeeninstrumentalinhelpingusachieve thisremarkablerecognition.”

ImperialCash&Carry, of Edmonton,London,hascelebrated35yearsoftrading withaGalaDinneratthe MeridianGrandinLondon.

The‘UndertheSea’ themedeventattractedover 400guestsandraised £20,000fortwocharities, MindandtheVahinsa Foundation.

AUnitasmember, ImperialCash&Carrystarted outwithjustoneoff-licence andhassinceevolvedintoa 70,000sqftwholesaleoperation,offeringmorethan 6,000productstoits2,000

tradecustomers.Described asLondon’spremierwholesalewines,spirits,alcohol& softdrinkcash&carry,the businessremainsfamily-run andnowemploys35people.

DirectorKaliMulchandani commented:“We’reincrediblypassionateaboutwhat wedo,andwecouldn’tbe proudertoreach35years doingwhatwelove.We’d liketothankalltheguests whojoinedusattheGala Dinner,helpingusraise muchneededfundsfortwo charitiesthatareveryclose toourhearts.”

[ INDUSTRYNEWS ] 08 July2023 www.cashandcarrymanagement.co.uk
Lefttoright:David,LizzieandGrahamJenkinsofPioneer, whichhasdepotsinCarlisle,WorkingtonandGateshead.

‘Ontracktodo£1bnby2026’

Data,sustainabilityandown-brandcontinuetobeintegralpartsofCountryRangeGroup’s growthstrategy,asitassertsitspositionasanorganisationfor‘trueindependents’.

Thebenefitsthat“trueindependentwholesalers”bringto themarketplacewerehighlightedseveraltimesoverat CountryRangeGroup’sannualexhibitionandconference,heldlastmonthat ManchesterCentralConventionComplex.

Theorganisation’schiefexecutive MartinWardsummarised:“Wework closelywiththecustomers.We’re dynamic.We’recost-effective.Andwe gothatextramile.Whetheryou’rea supplieroracustomer,we’reeasyto dealwith.Andwecare.”

Wardwasmakingapointtoreinforcehisassertionthatnotallbuying groupsareequal:“Oneofourmajor nationalcompetitorsisbuyingindependentwholesalersandthentelling customersandsuppliersthatthey’re remainingindependent.Tome,itall soundsalittlebitdisingenuous.Allof oursuppliersandallofourcustomers knowthatthey’renotindependentbusinesses,andtheycan’tpossiblyoperate inthewaythatwedo.”

Headded:“Welostacoupleofour trueindependentsthisyear,butwe didn’thavelongtowaittoreplacethem withacoupleofreallyfantasticwholesalers[HarlechFoodserviceandBrook StreetFoodservice].”

Over500delegatesand100 exhibitorsattendedCRG’sannualexhibitionandconference,andordersworth over£3millionwereplacedontheday.

WardtoldtheaudiencethatCRG,

whichisinyeartwoofafive-yearplan, isstillontargettodoonebillionpounds inturnoverby2026.“Bytheendofthe year,thegroupisontracktoturnover intheregionof£800million,whichis absolutelyfantastic,”headded.

Integralpartsofthegrowthstrategy aredata,sustainabilityandtheCountry Rangebrand,whichisnowworthover £150millioninsalesvalue,encompassesover700lines,andhasbenefitedfromsignificantinvestment.

HeadofmarketingEmmaHolden explainedthat,followingextensive research,anewbrandstrategywas developed.“Theonethingthatcame outtimeandtimeagainintheresearch wasthewordquality,andthatreallyis ourcorebrandtruth.

“Theotherfindingswerethatthe CountryRangenamewouldstay,but everythingelseneededarefresh.We neededacompellingpositioning strapline.Therewasalsoauniversal positivereactiontotheideaofintroducingapremiumrangeofproducts.”

CRGhasthereforerelaunchedits own-brandportfoliowithanewlogo, newpackagingandanewstrapline, ‘CreatedfortheMakers’,whichreflects thereasonwhythebrandexists–to meettheneedsofcatererswhotake prideinmakingfoodforpeople.

Inlinewiththegroup’sfocusonsustainability,thebrandrefreshisbeing rolledoutinphasestoensurethatthere isnowastageofthecurrentpackaging.

CRGhasalsointroducedanew premiumtierofproductsunderthe CountryRangeSignaturebrand.The packaginghasasilverlogotodifferentiatethelinesfromtherestoftheownbrandrange.

Inaddition,saidHolden,CRGtook theopportunitytodevelopavaluetier ofproductstomeetcurrentmarketplacerequirements.“It’scalledCatering Essentials,butitisnotCountryRange CateringEssentials,”shepointedout.“It isaseparatebrandinordertonot devalueCountryRange.”

Holdenannouncedthat,withher marketingcolleaguesanddevelopment chefPaulDickson,shewillshortly embarkonaMemberRoadshow,visitingmembersacrosstheUKandIreland overthreemonthstodeliverpersonalisedpresentationsontheCountry Rangebrandandproducttastings.

Holdenalsorevealedthatthe10th Anniversaryof‘AnEveningWith’the CountryRangeGroup,whichincludes theorganisation’sannualawards,will takeplaceinDecemberatAbbeyRoad StudiosinLondon.

a AcharityraffleheldatCRG’sannual exhibitionandconferenceraisedover £2,000forHospitalityAction.Inaddition,CRGworkedwithFareShareto ensurethatallthesurplusfoodfromthe exhibitionwasredistributedtocharities andcommunitygroups. CCM

[ CRGCONFERENCE ]
MartinWard:‘Welostacoupleoftrue independentsthisyear,butwedidn’t havetowaitlongtoreplacethem.’
10 July2023 www.cashandcarrymanagement.co.uk
TheCountryRangebrandhasanewlookandnowincludesaSignaturepremiertier.

50% Longer Rolls

Even more cushiony softness

NEW!

Takingcareofthe‘heavylifting’

The2023SPARRetailShow, hostedbyBlakemoreTrade Partners(BTP),focusedonthe themeof‘SustainableGrowth’.

HeldatTelfordInternationalCentre, theeventbroughttogether1,300retailers,suppliersandindustryguestsfora tradeshow,conferenceandawards.

Theconferenceprovidedaplatform fortheBTPteamtooutlinetheirplans fortheupcomingyear.

LouisDrake,commercialdirector, said:“Conveniencecontinuestoexperienceformidablegrowth,offering opportunitiesforallourpartners.Our focusisonprovidingtherightpropositionforourcustomers,differentiating ourselvesfromthecompetitionand deliveringoutstandingresults.”

MattTeague,managingdirectorof BlakemoreRetail,tolddelegatesthatthe companyrecentlyconductedatimeand-motionstudyacross12storesof differentsizes,monitoringmorethan 2,000tasksoversixweeks.“Wefound thatwespend30%moretimeon administrationthananyofourmajor competitors.25%ofthemanager’stime wasspentinthebackoffice,notfacing

ourcustomers,and23%ofallcolleague timewasspentplacingorders.”

Inresponse,BlakemoreRetailis goingtoautomatetaskssuchasdistributionofshelf-edgelabels“sothatit givescolleaguesmoretimeincustomer-facingopportunities–bettercustomerservice,betterreplenishment, betterfreshness–allofthosethings thatreallymattertogrowprofitability,” saidTeague.

Automatingtaskswillalsodeliver savings,headded,suchasaround£8 perweekoflabourbyusingelectronic shelf-edgelabelsand38hoursperweek byhavingselfcheck-out.

“Wehaveawholedossierofprocess improvements,”hetoldtheaudience. “LetBlakemoreRetaildoalltheheavy liftingforyou.”

BlakemoreTradePartners’sales directorBevBaileyspokeaboutthe StockandSell(SAS)initiative,which wasintroducedlastyear.Retailerswere askedtoimplementpromotionalactivityandintroduceacorerangeofproductsinreturnfor£10,000worthoffree stock.“MembersoftheStockandSell schemeimprovedcomplianceinstore andsawapromotionalupliftinsalesof 44%,”shereported.

“Theseretailerssawtheircashprofit improvebyanextra£7,800yearonyear versusnonStockandSellstores.”

Baileyannouncedthatthefreestock willbeworth£15,000thisyeartoStock andSellmembersandthattheSASinitiativewillbeextendedtosmallerand on-the-goclusterstores,whichwillhave accessto£10,000worthoffreestock.

Baileystatedthatretailerswhowent

throughtherefitprogrammelastyear sawanaveragesalesincreaseof12%.

“However,werecognisethatnotall storescandothisandsomeofyoujust needabitofsparkleinyourstores.So wehavecreatedanopportunitywhere youcaninvestinyourstoresinan affordableway,”shetoldtheretailersin theaudience.“Thisyearyoucaninvest upto£15,000inyourstore.Ifyouwish tospendevenmore,youcanhave accessto£150,000usingyourfuture rebates–andthegoodnewsisthatitis allinterest-freeloans.”

Otherspeakersattheconference includedgroupmarketingdirector SarahEllis,whounderscoredtheimportanceofsocialmediaintoday’sconveniencesector,andnewly-appointed CEOCarolWelch,whotookthestageto highlighttheBlakemoreWay,which connectspeopleandpartnershipsto “createunique,trustedrelationships whererealpeopletakeaninterestinall aspectsofretailers’businesses”.

Inaddition,DavidCooke,group commercialdirectoratAFBlakemore, focusedoncategorygrowthandthe significanceofinvestinginfreshproduce.HehighlightedSPAR’s‘exceptionalperformance’inthetotalconveniencemarket,particularlyinfresh, chilledandteatimecategories.

BlakemoreTradePartnersserves690 independently-ownedSPARstores,and BlakemoreRetailconsistsof262company-ownedSPARstores.

a SatDeoofSPARWathuponDearne wonBlakemoreTradePartners’Big InvestmentAwardof£100,000to develophisbusiness. CCM

[ SPARRETAILSHOW ] 12 July2023 www.cashandcarrymanagement.co.uk
Theemphasisof Blakemore’sSPARRetail Showwasonsupporting retailerstogrowprofitable andsustainablebusinesses. Thetradeshowfeatured220supplierstands. MattTeague:‘Wehaveawhole dossierofprocessimprovements.’

AnneO’Reilly,headofbusiness,O’ReillysWholesale

Howwouldyoudescribeyour personality?

Determined,passionate,motivatedand confidentasaleader.Iwouldhopethat ‘kind’wouldcomeontothislistasI thinkkindnessisthemostunderrated attribute.IdohavetoreigninmyimpulsiveapproachattimesbutIthinkIhave learnedtodothatasI’vearrivedintothe autumnalyearsofmylife.

Whatisyourfavouritefilm,bookand song/pieceofmusic?

Film:forescapism, TheHoliday, andfor acleverscript, Sleuth (there’saJude Lawthemegoingonhere!).Another favouriteis TheSiegeofJadotville mainlybecauseoftheinjusticeofthe truestory.Myfavouritebookis Marching Powder byRustyYoung.Withregardto musicithastoberock–PinkFloyd, FleetwoodMacandStereophonics.

Whathavebeenyourbiggestachievementsinworkandoutsidework?

WhenIjoinedmyhusband’sfamily businessin2016,Ineverexpectedto stillbeworkingalongsidehimandthe teamsomesevenyearslater.Tothisday I’msohappyIstayed.I’mpartofa supertopteam.Likemostbusinesses, westruggledthroughthefirstpartof theCovidscenariobutquicklywegot intoourstrideandthankfullyweare nowheadingfora£50millionturnover.

Outsidework,mygreatestachievementishavingfoughtandbooted breastcancertwice.

Whohasbeenthebiggestinspiration toyou?

I’vebeeninspiredbymanypeople–my rebelliousnaturewasinspiredbymy IrishpaternalGrandmotherwhofought intheIrishCivilWar,myloveoffamily wasinspiredbymyItalianmaternal Grandmother,butmyentrepreneurial spiritwasnurturedfromaveryyoung agebymyFather.Heshowedmethat anythingwaspossibleifItrulybelieved inwhatIcouldachieveandhewas alwaysonhandtoguideandchallenge me.Inowfindmyselfthinking‘What wouldmyDaddo?’whenI’mfacedwith adifficultdiscussiontomake.

Whatwereyourambitionswhenyou weregrowingup?

FromaveryyoungageIwasgreatly motivatedbytravelandso,notsurprisingly,myfirstaspirationwastobea pilot.However,thatchangedasImet myhusbandDerek(pictured)whenI was16andlovewastokeepme groundedforafewyearsuntilwecould traveltheworldtogether.Theformer Yugoslavia,nowCroatia,wasourhoneymoondestinationandwasstillunder communismrule.Itwascertainlyan interestingfirstholiday!Imaynothave becomeapilotbutIcanhonestlysay we’vetravelledtheworldsince.

Whatareyourinterestsoutsidework?

Myinterestsarestilltravel,artandculture.I’malsoareader.Iloveachallenge anddecidedanumberofyearsbackto takeonacancercharitychallengeof trekkingtheIncaTrailinPeru,arrivingat MachuPicchuafterfivedays,totally exhaustedbutecstatic.

Myfriendsareasourceofsuchgreat funandtruefriendshipandalways managetokeepmelaughing.Mygreatestjoynowismytwobeautifullittle ParisiangranddaughtersZoéandElla, whomakemebeamwithloveandjoy andgratitudeeveryday.

Whatwouldpeoplebesurprisedto knowaboutyou?

Ihaveatitle–LadyAnneofKinarvel (mysongiftedmeonesquarefootof landonaScottishestate).I’veonlyonce usedthetitleandthatwastoobtainticketstotheBelfastOperaHouse.Ithink theycaughtontomeafterthat! CCM

Entrepreneurial

At18yearsold,AnneO’Reillyjoined theNorthernIrelandCivilService.At 23,hercareertookadifferentdirection:shetrainedasabeautytherapistandwentontomanagetwo busysalons.Afterayearoutto spendtimewithherthirdchild, O’Reillydecidedtouseherentrepreneurialattributeandopenavending business.Sheranitsuccessfullyfor 21yearsandthensolditafterher first‘fisticuffs’withcancer.In2016 O’ReillyjoinedO’ReillysWholesale asprincipal(asupportiverole)and shewasappointedtohercurrent role,headofbusiness,in2022.She alsograduatedfromUlsterUniversity aged42aftertakingupdesign.

[ SPOTLIGHT ]
14 July2023 www.cashandcarrymanagement.co.uk
‘Iloveachallenge’

Challengesandstrategies

AttheFWDconference,speakersaddressedthetheme‘SellMore,ToMore’,whilethe FederationgaveanupdateonitsworkandlaunchedaWholesaleNetZeroRoadmap.

Sustainability,promotingwholesale,andthecostofdoing businessarethreeareasof focusforthe FWD atpresent, chiefexecutive JamesBielby toldthe370 delegatesattheorganisation’sannual conferenceinManchesterlastmonth.

Heoutlinedsomeoftheissuescomingupthatcouldaffectwholesalers, includingtheWindsorFramework, whichconcernsthemovementof goodsbetweenGBandNorthern IrelandandtakeseffectinOctober. “We’vealsogotnewborderchecksthat comeintoforceon31October–these willmeanthatpriceswillgoupand choicewillbelimitedonthingslike meatsandcheese,andproductwillbe slowertoreachshelves,”saidBielby.

“TheLivingWageisverymuchdrivinginflation,”headded.“TheGovernmenthasatargetof£11.08anhourby 2024.Obviously,thatwillincreasethe costtodobusinessforallwholesalers thatpaytheLivingWage.Andalthough thelabourissuesonHGVsthatwe talkedaboutacoupleofyearsagohave stablised,we’reseeingapotentialshortageofworkerslikemechanics.”

Onsustainability,Bielbyspokeofthe new‘WholesaleSectorNetZero Roadmap’(page20)andgovernment policiesthatarecausingbusinessesto lookathowtheyoperateandtheircosts.

Theseincludetheextendedproducerresponsibilityforpackaging.“One oftheissuesthatwe’reanimatedabout forwholesaleistheclassificationofwaste

thatisprimarypackaging,”hesaid.This hascostimplicationsforwholesalers becauseitemscouldpotentiallybeclassifiedashouseholdwastewithinthe foodservicesectorwhentheywillactuallybecommercialwaste.“It’sanissue thatiskeepingpeopleawakeatnight.”

AnothermatterthatisgettingattentionfromtheFWDisthecosttoservethe publicsector.“We’vebeencampaigning againstamovebytheCabinetOfficeto introduceasinglesuppliermodelwhich wouldhavepotentiallyimpactedwholesaleandcontractsthatarealreadyin place.We’vehadsomereasonablygood progressonthat,”Bielbyreported.

Onpromotingwholesale,hereferred totheFutureLeaders’Forum,which givesavoicetoup-and-comingleaders inthesector,andhealsohighlightedthe worktheFWDisdoingondiversityand inclusion:“TheWomeninWholesale networkhasbeenreallysuccessful,but we’vetakenittoanewlevelthisyearby havingawidernetworkofnotjustgender,butalsoethnicity,class,disability, sexuality–allsortsofdifferentareas. We’vegottheDiversityinWholesale conferencecomingupinSeptember.”

Amongtheotherpresentationsatthe FWDconference,thosebyseniorexecutivesfromtwoofthebiggestplayersin wholesale–BookerandBidcorp–naturallygotdelegates’undividedattention.

JonnyMcQuarrie, chiefoperating officerof Booker, gavetheaudiencea

flavourofwhatthe£8.7turnovercash& carryoperatorisfocusingonthisyear.

“Inbranches,therearefourthings weaskareamanagerstolookat,”he said.“Numberoneisavailability.Ifyou’re notfull,customersdon’tcometoyou. Tobackthatup,youmusthavevolume. Westartedourvolumepushforthe warmweatherinJanuary.Bytheendof Marchourbrancheswerereadytodo summertrade.Thisapproachmeans wedon’tsmoothstockorturnoffsub categoriestofeedadifferentcategory.

Focusontopcustomers

“Thesecondpointiscustomerservice: we’vegottoserveourcustomersbetter everyday.Ourareamanagersvisittheir topcustomerseverysingleweekto makesurethey’vebeenservedproperly.

“Thenextpointiscolleagues,”he continued.“Welaunchedwhat’scalled EveryVoiceMattersthreeyearsago, whereweaskeveryoneofourcolleaguestheiropinionsofthebusiness. It’squitealengthysurvey,andwe spendayearworkingonthatfeedback.

“Thelastpointispriceandquality. EveryMondaywereviewourpricingto seethatwecanbecompetitive.On quality,ourJack’srange,forexample,is helpingcustomerstogrowfreshfood wheretheycouldn’tbefore,andour Blackgatemeatisthebestqualitybeef, lambandporkinthemarket.”

16 July2023 www.cashandcarrymanagement.co.uk
[ FWDCONFERENCE]
FWD’sJamesBielby:addressingissues thatkeepwholesalersawakeatnight.
#1 250ML FLAVOURED ENERGY DRINK BRAND * ENERGY DRINK FLAVOURS +15% YOY * TASTE & FLAVOUR #1 FOR SHOPPERS ** *IRI SYMBOLS & INDIES/NI CONVENIENCE 52WE 28/11/22. **DOHLER, MINTEL GNPD & GLOBAL DATA, 2021 MAKE YOUR MARGINS ZING *I NEW

McQuarrieaddedthatBookeris “gainingreallygoodshareincatering”.

“It’snotjustaboutsellingproductto caterers,”hesaid.“Ourbutchershelp themwiththeirmenuselectionand diversifytheirmenus.We’vegotthe highestnumberofmasterbutchersin theUKworkinginBooker.”

Thecash&carryoperatoralsooffers caterersthechancetosignuptoitsFast FoodClubandJustEatClub,aswellas itsrecentlylaunchedOn-tradeClub–all ofwhichofferincentivessuchasspecial pricingandbetterretropayments.

Ontheretailfront,Bookerlastyear recruited451newretailers.“Ournew Premierconceptstoresarepropercuttingedge–theyareremarkableshops,” McQuarriecommented.“Weopened oneinGranthaminthelastweekfor oneofourbiggestcustomers,andhe’s seena50%upliftintrade.”

Inadditiontopromotingthenew Premierconcept,BookerwillkeepdrivingFamilyShopperandBudgensand willrefreshLondis.

“Londisisgoingtogetabitofan updatetoitsbranding–anewdigital exterior,anewlookandfeelwithinthe store,anewfood-to-goarea,”hesaid. “Tencustomersaresigneduptothat, anditwilllaunchinthecomingmonths.”

Bookermayalsoconsideropening newhubdepots–“darkstores”–to servicePremiercustomers.McQuarrie explained:“Weopenedtwohubs,in StokeandExeter,inthelast18months. ThereasonwasthatinStokeandExeter wecouldn’tgrowquicklyenoughin catering,soweworkedoutthatifwe deconstrainedthebranchestofocuson cateringandputPremierinadarkstore, thebusinessescouldworkwelltogether.

“Thesedarkstoresarenowupand

runningandtheyproducethebest deliveredavailabilityinthecompany: ourcustomersalsogetbetteron-time [deliveries],andit’samoreprocured rangeof3,800lineswhichgivesusbettersustainabilityofthevolumeaswell. Soourhubsaregoingreallywell.”

Theobjectivefor BidcorpUK isto providethebestsolutiontoeveryfoodservicecustomerintheUK,saidCEO AndrewSelley.

Thereareover20operatingcompanieswithinthe£2.5billionturnover BidcorpUKbusiness.Theseinclude Bidfood;theBidfreshdivision,which incorporatesfirmssuchasOliverKay, DirectSeafoodandCampbellBrothers; andmanufacturingbusinesses.

BidcorpUKalsonowhassevendifferentbusinesseswithintheCaterfood BuyingGroup.“Otherbuyinggroups daretosaythatwe’renotaproperbuyinggroupor,indeed,thatwe’renottruly independent,butIthinkweareaproper buyinggroup,”insistedSelley.

“Independence,tome,isaboutattitudeandaptitude,it’snotaboutownership.Andifyou’vegotabusinesswhere youcansellwhatyouliketowhomyou like,forwhateverpriceyoulike,and deliverithowyoulike,Icallthatan independentbusiness.SoCaterfood BuyingGroupisagrowingpartofour business,andwethinkitwilldovery nicelyforusinthefuture.”

CollectivelyBidcorpUK’soperating companiesserve55,000customers, split55%nationaland45%localcustomers.QSR(quickservicerestaurant) andeducationbothaccountforabout 20%ofturnover,whiletraveland leisure,hotels,pubs,workplace,and healthcareeachgeneratebetween7% and11%ofturnover.

Selleycommented:“Ithinkthat throughBidfood,BidfreshandCaterfoodBuyingGroupwehaveeverycustomercovered,butitonlyworksdueto thedecentralisationofthebusiness. Everyoneofour20plusbusinesseshas itsownPandL(profitandlossaccountability),andeverysingleBidfooddepot hasitsownPandL.Thatapproach reallyhelpsustohaveamoreentrepreneurialanddynamicmanagementteam.”

Customershavetheoptionoftradingwiththedifferentoperatingcompaniesindividuallyortheycanaddtheir produce,seafoodand/orbutcherylines totheirBidfooddelivery.“Forsome customers,that’sabsolutelywhatit’s about:everythingononetruck,one invoice,onestatement,”saidSelley.

Moredepotopenings

BidcorpUKisplanningtoopenmore Bidfooddepots.“Whenadepotgets full,wejustopenanotheronenearby,” Selleyexplained.“Wehavejustdone thatinGlasgow,we’reopeningin Bedfordlaterintheyear,andthennext yearwe’llopeninWorcester.

“Wewillmakeacquisitionsin CaterfoodBuyingGroup.We’renotan aggressivebuyer,butwearewell knownasanattractiveexitroutefor founderswho’vemadeafantasticbusinessandeitherwanttoexitorwantto getthevaluethatthey’vecreatedout andcarryonrunningthebusiness.

“We’llalsohavenewdepotsand acquisitionsinfreshandacquisitionsin manufacturingwhereitmakessense.”

Onthetechnologyfront,Bidcorpis developingacustomerportal–anapp andwebsitewherecustomerscanplace orders,accessstatements,obtainmarketingcollateral,andgetpersonalised promotionsandadvice.“Witheverythingthereatoneclick,itwillbeapoint ofdifferenceforus–itwillcreatereal customerstickiness,”saidSelley.

Bidcorpplanstointegratetheportal withAmazonWebServices(AWS)and AI(artificialintelligence).“Lookatthe stuffthatgoesonbehindAmazon,such as‘peoplewhoboughtthisalsobought that’.Whenyougetapersonalisedoffer, youthink,‘That’sbrilliant’,andthat’s whatwewanttodo,”heexplained.“By usingAWS,wecanstarttogettheright offersattherighttimeinfrontofthe rightcustomers.”

CCM

Booker’sJonnyMcQuarrie:‘Every Mondaywereviewourpricing.’
18 July2023 www.cashandcarrymanagement.co.uk [ FWDCONFERENCE]
Bidcorp’sAndrewSelley:‘Ithinkwe haveeverycustomercovered.’

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Wholesalemovestonetzero

IftheUKwholesaleindustryistoachieveitstargetofnetzeroby2040,theentire supplychainwillneedtoact,aswillgovernmentsnorthandsouthoftheborder.

The FWD and ScottishWholesaleAssociation(SWA) have setouttheirplansforthe wholesaleindustrytoreach netzeroby2040.

DelegatesattheFWDconference weretoldthattheFederationworkedin collaborationwiththeSWAonthe projectandcommissionedsustainabilityconsultant3KeeltoproducetheUK ‘WholesaleSectorNetZeroRoadmap’. AlongsidetheFWDreportisacomplementarySWAreport,‘Decarbonising theScottishWholesaleSector’,which providesadditionalinsightsanda Scottishcontext.

TheUKWholesaleSectorNetZero Roadmapconsistsofthreekeyelements: a Acalculationofthecarbonfootprint oftheUKwholesalesector.

a Acarboncalculator,whichwillbe freeforallFWDandSWAmembersto keeptrackoftheirownemissions.

a Acomprehensivestep-by-stepclimateactionguidetohelpwholesalers reduceemissionsandultimatelyreach net-zerotargets.

TheUKreportrevealsthattheUK wholesalevaluechain(whichconsists ofmanufacturers,wholesalers,retailers andfoodserviceoutlets)wasresponsibleforproducing18milliontonnesof CO2 equivalentsin2021.

However,wholesalersareonly directlyresponsibleforapproximately 4%oftheseintheoperationoftheir businesses(referredtoasScope1and 2emissions),withthemajorityofthe emissions‘upstream’iningredient

productionandmanufacturingprocesses (referredtoasScope3emissions).

Whenfocusingonemissionscreated fromwholesalers’directoperations,the reportshowedthatthemajorityof impactcomesfromvehicleuse,at63% ofScope1and2emissions,followedby electricityuseat17%,refrigerantsat 7%,andfueluseforbuildingsat6%.

TheSWAresearchidentifieskey sourcesofoperationalgreenhousegas (GHG)emissionsfortheScottishwholesalesectorasroadtransport–particularlyHGVs–at67.3%,followedbyelectricityat17.7%,refrigerantsat6.5%, thenuseoffueltoheatbuildingsat8.6%.

Government’sZeroEmissionTruck Taskforce,commented:“TheSWAand ourmembersaresectorleadsindecarbonisingourfleetemissionswithin Scotland’sfoodanddrinksupplychain.

“Thisreportisanimportantstepon oursustainabilityjourney,duringwhich theSWAwillworkhardtodriveajust transitiontoanet-zeroeconomythat canbenefitallofScotland’swholesale sector.

Parfetts isoneexampleofawholesalerthatisinvestinginitsbusiness toloweritscarbonfootprint.

ItisputtingnewLEDlightinginto itsHalifaxandSheffielddepots,with Anfieldtofollow.SolarpanelinstallationisnowcompleteatitswarehousesinSheffield,Stockportand Anfield,andadditionalsolarpanels arebeinginstalledattheHalifaxsite.

TheFWDandSWAreportsboth includerequestsofgovernment.The FWDcallsforaclearstrategyforroad freightdecarbonisation,along-termlegislativeplanforcommercialandindustrialbuildingdecarbonisation,and incentivisationofgreateravailability, consistencyandqualityofScope3 emissionsdata.

Meanwhile,theSWAasksthe ScottishGovernmentforcapitalcost supportforaswiftvehiclefleettransition,investmentinzero-emissiontransportinfrastructure,andsupportfora rapidtransitiontorenewableelectricity.

ColinSmith,chiefexecutiveofthe SWA,whichsitsontheScottish

“Whilethereportshowsthatwholesalersoverwhelminglyarewillingto takeactiontoachieveajusttransitionto netzero,theupfrontcapitalinvestment requiredisthekeybarrier,whichiswhy thatisoneofourkeypolicyasksof government.”

FWDchiefexecutiveJamesBielby added:“Itisclearthatwholesalersare actingacrossallareasoftheirbusiness, butmorehelpandencouragementis neededtoenablethesectortofully measureprogresstowardsnetzero. Thisisnolongeranaddedextra,it’sa businessessentialforawholesalechannelwhichissustainable–inbothsenses oftheword.”

TheFWDhasbeeninvitedtopresent theUKreporttotheDepartmentfor Environment,Food&RuralAffairsand theDepartmentforEnergySecurityand NetZero. CCM

20 July2023 www.cashandcarrymanagement.co.uk
[ FWDCONFERENCE]
Reducing carbon footprint

Surplus happens

What you do with it matters now more than ever.

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fights hunger and food waste by redistributing surplus food to 9,500 frontline charities and community groups in the UK.

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Scan:

‘Wholesaleisafocuschannel’

PuertodeIndiasismarketleaderin Spain’sstrawberryginsegment,anda pioneerincreatingthefirstginfrom naturalstrawberries.ThePuertode Indiasmainvarietiesofginare StrawberryandBlackberry.Theycome in70clbottles(rsp£27),sixtoacase.

Whichcash&carriesanddelivered wholesalersareyousupplyinginthe UK?

Weareworkingverycloselywiththe cash&carryGlobalFoodsinSouth Wales,andBookerthroughitsonline shop.Theaimistoincreaseourcash& carrypartners,andtargetslikeBestway, CostcoorBookerintheirphysicalvenuesarethemainobjectives.

Regardingwholesalers,wearelisted bythemainones,withLWCand MatthewClarkBibendumthemost importantoneswithnationalcoverage. Wehaveveryimportantprojectsalso goingonwithregionalwholesalerslike HBClarkcoveringmainlyYorkshire; TennentCaledonian,DunnsFood& Drinks,andInverarityMortonin Scotland;andNectarImportsinthe SouthandVenusinLondon.

Doyouhaveagentsappointedtosell foryouintheUK?

Likeineverycountry,wehavean exclusiveimporter,withasalesforce thatcoversallthemarket.Inparticular intheUK,sinceitisoneofourmost importantmarkets,wehavePuertode

Indiasfullydedicatedstaffemployedby ourdistributor.

Whatmakesyourproductsstandout fromothersintheUKmarket?

Madewithrealstrawberriesandpacked withintensenaturalflavours,thePuerto deIndiasflavourcapitalisesonconsumers’growingpreferencefornonartificialflavours.AndtheStrawberry flavourisapopularchoiceamongstthe Brits,havingbeenvotedastheUK’s favouriteginflavour,especially amongsttheyoungerdemographic,

withoverhalfof18-24year-oldsratingit astheirfavouriteflavour*.Puertode IndiasBlackberrykeepsitsnaturalpersonalityandistheresultofseveralartisanalprocedures.Onthisoccasion,a carefulselectionofingredientscreatesa sweet,unique,smoothandfreshgin. *PuertodeIndiasand3GemUK ConsumerResearch

Whatsupportwillyougivetothe wholesalemarket?

Thewholesalemarketisveryimportant toPuertodeIndiasintheUKandisa focuschannelforus.Weplanpromotionalperiodsatstrategicpointsofthe year,alongsideaccount-specificsupportbothcommerciallyandtoincrease visibilityforthebrandinaccount.

Samplingiskeytopromptconversiontosalesandthereforesomething wearealwayshappytosupport.AdvertisingandPoSpromotionsareavailable todrivevisibilityandraisebrandawarenesswithbothretailersandconsumers.

Thesummermonthsareakeyfocus; howeverwesupportaccountstokeep PuertodeIndiasrelevantandappealing throughouttheyear. CCM

[ SUPPLIERSTRATEGY ]
22 July2023 www.cashandcarrymanagement.co.uk
RaúlBlanco,areamanagerUKforPuertodeIndias,explainshowthecompany issupportingUKwholesalersinthepromotionofitsnaturallyflavouredgins.
*Source: Circana All Outlets & KWP Discounter, Total Hot Coffee Volume Sales for 52 w/e 25th March 2023 ®Reg. Trademark of Société des Produits Nestlé S.A. STOCK UP ON THE UK’S NO 1 COFFEE BRAND*

Stillhittingthemark

Thedesireforvalueisapriorityforshoppersinalmosteverycategorynow.Istheroleof theprice-markedpacktolevelthepromotionalplayingfieldfortheconveniencechannel–and,ifso,isitattheexpenseofretailerandwholesalermargins?SiobhanKieltyreports.

Fortheconveniencechannel,theperceptionof valueiskey–andnevermoresothannow.As shoppinghabitschange,independentretailers needtoconsidertheirrangesinallcategories andensurethattheyarecateringtotheneedsof today’sconsumers.Pricereassuranceisincreasingly importantascostsrise,soprice-markedpacksshould beconsideredaspartofrangingandmerchandising strategies.

Inthesoftdrinkscategory,milkdrinkshaveperformedwellinbothtake-homeandon-the-goformats, largelysupportedbythetrendforpremiumisationin flavouredmilks.Thishasboughtnewconsumersto thecategoryandhelpedwidergrowth.

FrieslandCampina isincreasingthevisibilityofits Chocomelbrandthrougha£10millionTVcampaignthatis expectedtoreach80%ofadultseighttimes.Withtheboost inbrandawarenesspredicted,therecentlyintroducedPMP formatforthe250mlChocomelcanswillreassureconsumersofavalueoffering.

“Designedtohelpretailersboosttheiron-the-gobeveragesales,driveimpulsepurchasesandbringincremental shoppersintothecategory,Chocomel’slatest£1.69offering iscurrentlyavailableinconveniencechannels,”saysDan Chesborough,UKsalesdirector.“Chocomelwillnowbe morevisibletoconsumersthaneverybefore,meaning there’sneverbeenabettertimeforretailerstostockup.”

Withinretail,thelaunchisbeingsupportedbyvansales todrivedistribution,in-depottakeoversinpartnershipwith customers,andquickcommercesupport.

GabriellaSudall,marketingmanagerNPD,says:“As Chocomelperformssostronglyacrossconvenienceand

impulseshoppers,wesawatrulyexcitingopportunity tofurtherincreasecategoryfrequencywithanexciting newPMPoffer.

“Aswellasthis,we’repleasedwecancontinueto offergreatvaluetoconsumersinthischannelwiththe PMP,protectingretailermarginswhilstensuringapositivepriceperceptionamongshoppers.Aspursestrings tighten,it’simportantthatwedelivercompellingand competitivevalueformoneyforourcustomers,and supportretailersindrivingtheirpremiummilkdrink sales,whilstremainingfrontofmindwiththoselookingforadeliciouslyindulgent,premiumdrink.”

Thecompanyplanstoextendtheprice-marked formattoChocomelsharingpacksoverthesummer.

TheYazoobrand’sprice-markedactivityseesthereturnof thelimited-editionChocMintvariant.The400mlbottlesare availableinbothstandardandprice-markedformatsand havestrongon-shelfpresence,withpackagingdesignedby artistandillustratorTomasDogg,alongwithinputfrom Yazooconsumers.

“Visibilityiskey,andstorescanconvertmoreshoppersto buyintothesupportedbrandandgeneratecategorygrowth ifthebrandsareeasytofind,”saysChesborough.“Retailers shouldalsoconsidertransitioningfromtraditionalsoftdrinks toenergyandcoffeedrinkstogo.Milkshakesare theperfectproducttoplacebetweenthesetwo areas.”

MarsChocolateDrinks&Treats alsorecommendsthatindependentretailerstakeinto accountthestronggrowthintheflavouredmilk category.Thetotalcategoryisworth£585million(IRI)andhasseengrowthof18%overthe pastyear,withcoffee-flavouredmilkleadingthe subcategories.

Thecompanyhasexpandeditsrangewith twobrandedofferingsinthesegment:Marsand GalaxyIcedCoffeeMochaLatte.

“Webelievethatourrangeoffersawinning combination;iconicbrandsineye-catching

[ PRICE-MARKEDPACKS ]
24 July2023 www.cashandcarrymanagement.co.uk
‘Wecancontinuetooffergreat valuetoconsumersinthischannel withthePMP,protectingretailer marginswhilstensuringapositive priceperceptionamongshoppers’ GabriellaSudall,marketingmanagerNPD, FrieslandCampinaUK
• £1 PMPs have been the main growth driver of Total Crisps sales1 • 64% of consumers would switch brands for a lower price2 OUR BEST-SELLING FLAVOURS ARE NOW AVAILABLE IN £1 PMPs MORE CRISPS, MORE PROFITS! Sources: 1. Circana Market Advantage Symbols & Independents Scotland Total Crisps Value 19.0% share to 46.7% share | 52 w/e 01-Oct-22 versus 4 Years Ago. 2. Norstat Jan 23 2,137 respondents. NEW £1 SHARING RANGE • NEW £1 SHARING RANGE DON’T MISS OUT ON MORE PROFITS STOCK UP NOW!

price-markedpacksthatcanbeenjoyedonthego,” saysMichelleFrost,generalmanager.“Ourrangeofmilk drinksenablesconsumerstoenjoysomeoftheirfavourite confectionerybrandsinaconvenientformat.”

ThesupplierechoestheimportanceofastrongPMP offeringintheconveniencechannel.Inarecentsurvey,twothirdsofrespondentsaged18-44saidtheywerelikelyor extremelylikelytopurchaseaprice-markedpack(Mortar Research).

Takinghomevalue

Coca-ColaEuropacificPartners hasexpandeditspricemarkedrangeforthetake-homemission,anareainconveniencethatflourishedduringlockdownandisholdingstrong aspeoplearemorecautiouswiththeirbudget.

“We’veaddedtoourPMPrangebyrollingoutpricemarkedSchweppesone-litrePETbottlestohelp ourconveniencecustomersreapthebenefitsof PMPswiththechannel’sbiggestmixersbrand,” saysAmyBurgess,seniortradecommunicationsmanager.“Ourbest-lovedbrandsareall availableinPMPsandplainpacks,sowholesalerscanchoosethebestoptionfortheir stores.”

Again,whilemarginsneedtobeweighedup bytheretailerconsideringtheirprice-marked offering,theformatisundeniablyattractivetothe consumer.

“Shoppersperceivetheyaregettingbetter valuewhentheypurchaseprice-markedpacks inconvenience.PMPsgivethemafeelingof gettingthesameforacheaperprice,helpingto drivesalesforwholesalers.Italsooffersapointofdifference consumerscan’tgetinlargerstores,”sheadds.

Oneinthreeshoppersaremorelikelytobuysoftdrinksif theyareinaPMPand75%ofconvenienceshoppersare moreinclinedtobuyPMPs(Lumina).“Intimesofrecession whenshoppersaremorecarefulaboutwhattheyspendtheir moneyon,andlookingforsavingsonpremiumbrands,PMP isapurchasedriver,deliveringaperceptionofvalue,”saysa RedBull spokesperson.

RedBullEnergyDrink250mlisthebest-sellingPMPSKU insportsandenergy,worth£67.8million(Nielsen),and EnergyDrink355mland473mlarethetoptwofastestgrowingPMPSKUSinsports&energy,upby13.1%and25.9% respectively(Nielsen).

TheRedBullspokespersonpointsoutthatsports& energyisakeysectorforpricemarkedpacks,delivering £48.5millioninvaluegrowth yearonyear.Withinsoft drinks,sports&energycontributestooverhalfoftotal PMPperformance,andRed Bulldelivers50%ofsports& energyPMPgrowth,adding £24.3millioninvalue,upby 13.1%versusayearago (Nielsen).

Clearcommunication

For BoostDrinks,valueisakeypartofthecompany’sethos and,assuch,PMPsareastaple.Earlierintheyear,Citrus Zing250mlEnergydrinkwasreformulatedandrebrandedas Lemon&LimeEnergy.“Availablein75pprice-markedpacks, theproductcontinuestoenableretailerstocommunicate greatvalueamidstincreasedconsumer price-consciousness,whilestilldelivering excellentmargins–somethingtowhich Boostremainscommitted,”saysAdrian Hipkiss,marketingdirector.

“Intermsofhowweseeourrangeof energydrinksbenefitingourcustomers,they shouldprioritisestockingBoostasaleading brandwithinthesoftdrinkcategory,andone thatprovidesadiverserangeofaffordably pricedPMPformats,flavoursandtake-home offerings.Thiswillensureretailersaremeetingtheneedsoftheircoreconsumergroups, resultingintrustedrelationshipswiththeir customerswhileguaranteeingmaximumprofitscanbe made,”headds.

BudweiserBrewingGroup highlightstheimportanceof price-markedstockforbothconvenienceretailersandshoppers–68%ofindependentsareinfavourofPMPsandthe figureisaboutthesameamongstconsumers,accordingto Budweiserresearch.

Asconsumerspendinghabitsevolve,convenienceretailerscanusethepricereassurancetoencouragebasketspend thatresonateswithvalue-seekingshoppers.Importantly, “60%ofconsumersbelievethattheprice-markedproducts theyseeonshelvesareaspecialpromotion,somethingthat willbecomeevenmoreessentialasthecostoflivingplaces pressureonconsumers,”explainsSunnyMirpuri,director forwholesale&convenience.

“Thecurrenteconomicclimateishavinghugeimpactson thewaypeoplearespendingmoney.Asconsumerslookto cutbackontheirspendingandreducetripstopubsand restaurants,weareexpectingtoseethemtreatthemselves athomeinstead–presentinganopportunityforretailersto encourageshopperstotradeup.Wholesalerswillhaveto relymoreheavilyonbrandsandproductsthatconsumers alreadyknow,andneedtobepreparedforthisdemand.”

Thecrisps,snacksandnuts(CSN)categoryisonethatis particularlyattractivetoimpulseshoppers,andalsoonethat stronglyshowcasestheeffectivenessofprice-markedproductsforconvenienceretailers.

26 July2023 www.cashandcarrymanagement.co.uk [ PRICE-MARKEDPACKS ]
Accordingtoresearch,60%ofconsumersbelievethatthe PMPstheyseeonshelvesareaspecialpromotion.

right pack,

WHOLE GRAIN IS THE NO.1 INGREDIENT SOURCE OF FIBRENO ARTIFICIAL COLOURS OR FLAVOURS

® Reg. Trademark of Société des Produits Nestlé S.A. Non-PMPs are available and pricing is at the sole discretion of the retailer.
right price, right size! Nestlé Cereals
JU T OK R H E G E N A N R

TaytoGroup hasintroduceditsbest-sellingGolden Wondercrispflavoursin£1PMPpacks.Cheese&Onion, SpringOnion,Salt&VinegarandChipShopCurryarenow availableinthenewprice-markedformat.

Smithadds:“Convenienceshoppersworrythattheywill paymoreforshoppinglocallyandPMPsgivethemconfidencethattheyarenotbeingrippedoff.That’swhyPMPs haveincreasedto75%ofsnackssalesinsymbols&independents(Norstat).”

Smithalsopointsoutthatmechanicssuchasmultibuy price-markedpromotionsareaneffectivemerchandisingtool. GoldenWonder’sentrypricepointofferingslikeTangyToms andSpicyBikershaveanon-pack‘2for60p’promotionalong witha35ppricemark.“Witharedemptionrateof80%,this offerisgreatnewsfortheconsumer,andindependentretailers,especiallyinacost-of-livingcrisis,”hesays.

Thelaunchfollowsthecompany’sdecisiontosticktothe £1pricepoint.“Havingspokentoretailersandconsumers, theimportanceofstickingtothe£1pricepointcomes throughloudandclear,”explainsMattSmith,marketing directorforGoldenWonder.

“Thesqueezeonconsumersmeansindependentretailers mustgivetheircustomersconfidencethattheyaregetting greatvaluethroughPMPs.Insteadofraisingtheheadline priceofour£1PMPs,we’restickingwith£1–demonstrating GoldenWonder’scommitmenttomakinggreat-tasting snacks,withgreatconsumervalue,whilstalsodelivering strongretailermargins.”

‘Convenienceshoppersworrythat theywillpaymoreforshopping locallyandPMPsgivethem confidencethattheyarenotbeing rippedoff.That’swhyPMPshave increasedto75%ofsnackssalesin symbols&independents’ MattSmith,marketingdirector,Tayto

Headdsthat£1PMPsareamust-stock–theyhavebeen themaindriverofsnackscategorygrowthoverthepastfour years,growingoverthreetimesfasterthanthemarketand accountingforhalfofallsales(Circana).

Inflationarypressureisforcingmanybrandstomove abovethe£1pricepoint,butGoldenWonder’scommitment to£1hashelpedits£1PMPsnacksrangeoutperformthe market(+22.6%versus+9.9%,Cicana).

KPSnacks hasawiderangeofprice-markedproductsin sharingandsmallerformats.“PMPsareahugelyversatileformatthatcatersformultiplemissionsandoccasions,whether thatbehungerfillorsharing,”saysMattCollins,tradingdirector.“70%ofbaggedsnacksshopperspurchaseitemsonimpulse andPMPsdrivethesesalesthrough clearmessaginganddisplays.

“Worth£317million(crisps, snacks&nuts),thisformatispopular withretailersandconsumersalike, with40%ofsnackshopperssaying theyaremorelikelytobuyaproduct inaPMP.ThePMPformatisnow thelargestformatwithincrisps, snacks&nutsacrosssymbolsandindependents.”

Worth£100.5millionandgrowinginvalueat49.6% (Nielsen),KPSnacks’portfoliooflargeformatPMPsisextensiveItalsooffersawiderangeofsmallerformatPMPs, includingSkips,DiscosandWheatCrunchies,whichare availableas50pPMPs,andSpaceRaiders,whichcomesina 40pformat.“SmallerformatPMPsareperfectforconsumers lookingforaquickandaffordablesnackthroughouttheday,” Collinspointsout.

MondelezInternational nowoffersitswidest-everrange ofPMPsacrossitsbrandsandformats.“Thishelpsthese best-sellingbrandsstandouton-shelfwiththeconvenience ofclearon-packpricingtohelpdriveadditionalsales,”says SusanNash,tradecommunicationsmanager.

“Thisyear,morethan ever,manyshoppers willbelookingforvalue fromthecategory,and PMPsareagreatway forcash&carriestoprovidethisreassurance.A fifthofshopperssay theywouldchoosea particularconveniencestoreiftheyknewitstockedpricemarkedproducts,and56%ofretailerssaytheyhavebeen sellingmoreprice-markedpacksduringrecenttimes.”

Themanufacturerhasintroduceda£1.49price-marked multipackformatinitsbelVitarange.“Aspartofthebrand’s aimtoattractnewshoppersandhelpaddvaluetothe category,thenewbelVitaHoney&NutPMPtapsintothe healthiermultipackspacewithintheconveniencechannel andcommunicatesvaluetoprice-consciousshoppers,” Nashexplains.

28 July2023 www.cashandcarrymanagement.co.uk
[ PRICE-MARKEDPACKS ]

“BelVitaHoney&Nutisthebest-sellingflavourinthe conveniencechannel,soaddingaPMPformatiscertainlyset tohelpcash&carriesbenefitfromthissuccessevenfurther.”

Affordabletreats

Anothernewprice-markedpackfromMondelezisa£1.69 150gformatofLULePetitChocolatbiscuits.

CharlotteParkes,seniorbrandmanager,says:“Weknow thatshoppersareseekingaffordable,delicioustreatsduring challengingtimes(IGD).Wealwaysstrivetosupportretailers byincluding ourtop-selling productsas PMPsandthe newlaunch willhelpfurtherestablish theLUbrandwithintheconveniencechannel,aswellas encouragetrialofthewiderrange.”

TheLUrangewastheNo.1brandlaunchinadultsweet biscuitsin2022andithasa32%repeatrate(Nielsen).Le PetitChocolatalreadyranksinthetopfiveinthespecialtreat segment(Nielsen).

Inthesugarconfectionerycategory,theincreasingconsumerdemandforaffordabletreatsisfuellinggrowth.At PerfettiVanMelle,price-markedformatsinareasincluding sugar-free,sharingandmintrefreshmentensurethatvalueis communicatedacrosstheportfolio.

Must-stockPMPlines,accordingtothecompany,are MentosFruit,MintandTropicalvariants,FruittellaJuicy Chews,StrawberryMix,DuoStixandSummerFruits(allin 135gbags),andChupaChupsMinisbag90g.

“Stockavarietyofflavours, texturesandformatstoofferchoice intheleadingbrands–theyprovide peaceofmindandalwayssellfirst,” advisesPaulRobinson,controller–convenienceandwholesale.”

Sugarconfectionerysupplier KervanGidaUK isrollingoutnew productsina£1PMP.FizzyVegan PeachHeartsandFizzyVeganRing Mixareplant-basedsweetsina150g sharingformat,joiningthecorerangeof£1PMPbags.They arecertifiedveganandHalal.

“Thecost-of-livingcrisisislikelytomaintainthesugar confectionerytrendofenhancingat-homeleisureoccasions, assweetsareconsideredtobeanaffordabletreatforconsumers,”pointsoutGabriellaEgleton,seniorbrandmanager.

“Price-markedpackshavespreadtoalmosteveryproduct fixturebecausetheyarepopular withconsumers,arelikedbysuppliersandhavewonthesupportof themajorityofretailers,who appreciatetheirbusinessvalue,” sheadds.

“PMPscontinuetobesuccessful inkeyconveniencecategories,particularlyconfectionery,because theyclearlycommunicateavalue dealtoshoppersthatencourages impulsepurchasing.WithHFSS regulationscomingintoforceinretailenvironments,PMPs willhelptodrivethoseimpulsebuysthatwillbelostfromtill points,FSDUsandpercentage-offoffers.” CCM

Price-markedpacks:aneedtobalancebeinggcompetitivewithbeinggsustainable

Researchintoprice-markedpackscarriedoutby TWC on behalfofthe FWD revealedthefollowing:

a 80%ofretailersagreethattheirshopperswouldstillbuy PMPsifsuppliersincreasedtheprice.

a 27%ofretailersagreethatthemarginsofferedonPMPs haveimprovedinthelastsixmonths.

a Only37%wishthattheycouldbuymorenonpricemarkedpacks.

a 91%ofretailersagreethatconsumerslikePMPs.

a 80%arestockingPMPsinmostmajorcategories.

a 85%thinkthatPMPsdemonstrategoodvalueformoney.

a 52%ofretailersagreethatPMPsallowthemtocompete onpriceversusotherstores–withanother25%qualifying ‘insomecategories’.

TomFender,developmentdirectoratTWC,pointsoutthat 73%ofsuppliershavemaintainedmarginsonPMPsto wholesalers.“Manywholesalersfeelthisequatestomargin erosionasmarginshaven’tstayedlevelpeggingwith inflation/cost-of-livingincreases.”23%ofsuppliershave increasedmargins;4%havedecreasedmargins,headds.

“TWC’sviewisthatsuppliersshouldbepushing throughhigherPMPpriceswithhighermarginstobe sharedbetweenwholesalersandretailers.

“Thekeychallengethesectorfacesistobalancebeing competitivewithbeingsustainable,andthereneedstobe sufficientmargintoachievethiswithoutpushingtheprice toohigh.”

30 July2023 www.cashandcarrymanagement.co.uk
[ PRICE-MARKEDPACKS ]

THIRSTY TO TRANSFORM YOUR SOFT DRINK SALES?

YAZOO remains the UK’s number one traditional flavoured milk1 brand at £75m2 RSV - with one in nine households purchasing a bottle in the UK3. It comes in four core flavours: Strawberry, Banana, Vanilla, and Chocolate, as well as the limited-edition Choc Mint. Chocolate and Strawberry are still the most popular flavours in the dairy drinks category, whilst limited editions bring excitement and novelty to the market.

Summer is a notoriously busy season for flavoured milk drink sales, and YAZOO is bringing a burst of freshness back to TV screens, representing a significant £3m investment. Revolutionising the mundane and injecting moments of fun into everyday life, the hero advert aims to evoke nostalgia from existing fans whilst increasing brand awareness and visibility amongst new shoppers. As YAZOO’s biggest TV investment to date, the campaign is set to reach 67.6% of UK adults at least once, whilst a quarter of the population will encounter the ad an estimated five times.

OFFERING CONSUMERS VALUE, TASTE, AND CONVENIENCE BY THE BOTTLE

In the face of the current economic uncertainty, consumers are savvier than ever before, whilst also refusing to compromise on taste. As a consumer preferred brand, YAZOO price-marked packs (PMPs) deliver a great value, deliciously refreshing treat every single time.

YAZOO offers permanent PMP variants of all core flavours as well as across its limited-edition flavours, meaning the range can be tailored to whatever best suits the store. Retailers can stock the flavours and sizes they know sell well in their locale, whilst communicating great value to shoppers and maintaining that point of difference - especially as the weather heats up and consumers are looking for a milk drink fix to quench their thirst.

Currently, YAZOO occupies a staggering 27.9%4 share of the flavoured milk market, with 95% top of mind awareness amongst consumers, and this promotional activity will cement YAZOO’s position as market-leaders and foster even more appreciation for the brand. With YAZOO on tv screens in millions of homes across the nation, it will be more visible than ever before, and retailers should stock up to ensure teens, kids and adults alike can readily access their dose of deliciously refreshing flavoured milk.

27.9% 55%

Now more than ever, consumers are turning to trusted brands, but still want to see value and innovation from them. YAZOO offers consumers something new with its limited-edition flavours and PMPs are a great way to introduce new products to market, especially when shelf space remains at a premium and products have to stand out.

Within the convenience channel specifically, YAZOO is the number one flavoured milk brand, with PMP stock representing 55%5 of these sales in symbols and independents. YAZOO’s larger format 1 litre bottles are available as a £1.99 PMP, whilst the core 400ml bottle is available in a £1.49 PMP. The 400ml PMP is a great option for the impulse and drink now occasion, whilst the 1 litre bottles are perfect for take-home and sharing moments, meaning there really is something for everyone.

1. IRI Infoscan, Total Market, Volume Sales, Flavoured Milk, 52 w/e 25 Feb, 23 2. IRI Infoscan, Total Market, Value Sales, Flavoured Milk, 52 w/e 10 Sept, 22 3. Kantar Worldpanel,
Penetration, 52w/e 19-Feb-23 4. IRI EPOS data Latest MAT ending 26.05.23 5. IRI EPOS data, Value sales, Latest MAT ending 26.05.23
YAZOO
p

Consumersturntochocolate

Today’srisingcostsareinevitablyaffectingshoppinghabits.Fortunately,consumers stillgainpleasurefromlow-costtreats–andformany,chocolatefitsthebill.

Althoughshoppersarelookingtomaketheir moneystretchfurtherasthecostoflivingcontinuestobite,theyalsowanttotreatthemselvesand theirlovedones.Chocolateistheidealcategory tocatertothisconflictingwishtowatchthepenniesand investinalittleindulgence.

Consumersareincreasingly lookingforsustainabilityimprovementsfromsuppliersandDanish confectioneryproducer Tom’s Group hasrespondedaccordingly.

ForitsAnthonBergbrand,a packagingrefreshforChocolate LiqueursandChocolateCocktails hasincludedtheremovalofplastic windows,andthechocolatieris movingtocomplete100% RainforestAlliancecertificationof itschocolatebytheendoftheyear.Thebrandhasalsoseta targetof100%recyclablepackagingby2025.Thechanges tothepackagingarenotonlyimprovementsonthesustainabilityfront,theyarealsoaestheticallypleasing.

UKdistributor Worldof Sweets predictsasalesboost. PartnerbrandmanagerChris Smithsays:“Thechanges madetothepackagingwill haveamassiveimpact.The productinstantlystandsouton theshelf,lookingluxurious, andwilltemptexistingand potentialnewcustomers.This isgreatnewsforretailerslookingtostocktheproductforseasonalorout-of-seasonsales.”

TheChocolateCocktailsrangeandChocolateLiqueurs rangehavebeencraftedusingpopularspiritsbrandssuchas Cointreau,MountGayBarbadosRum,SouthernComfortand Drambuie.Avarietyofboxsizesensuresthatthereisasuitablehigh-endgiftingoptionforanyoccasionorbudget.

MondelezInternational isseeinggrowthfromcurrent flavourtrendsandisfocusingitsNPDaccordingly.Sincethe successoftheCadburyCaramilklaunch,therangehas expandedtoincludeaButtonsformat.Likewise,theCadbury DairyMilkSaltedCaramelrangenowincludesatablet, ButtonsandCadburyFingersformats.

“Whetherit’ssaltedorcaramelisedwhite,caramelisthe No.1best-sellingchocolateflavour.We’verolledoutseveral excitingnewcreationsinthisflavour tohelpretailers catertothisgrowing consumertrend acrossvarious

headofmarketing, Hancocks

Whatarethelatesttrendsinthechocolatecategory?

Orange-flavouredproductshavebeenahugeconsumer trendforthechocolateconfectionerycategory,withbags ofBondsChocolateOrangessellingsuccessfullyalongsidebrandedlineslikeKitKatOrange,CadburyTwirl OrangeandOrangeYorkie,whichhavebeenhugely popularamongretailers.

There’salsoanincreaseddemandforchocolatefor specificdietaryrequirements.Wehaveawideselectionof veganchocolateandwe’reencouragingretailerstostock uponveganoptionstocatertotheircustomers’needs.

Wehavealsonoticedmid-premiumbrandssuchas LindtExcellenceandLindtLindorgrowingasthey’reconsideredpremiumchocolateataccessibleprices.Growth inpremiumisexpectedtocontinuefortheforeseeable future,assalesforpremiumgiftingandblockshaverisen.

Whichchocolateproductshaveexcitedyourcustomers sofarthisyear?

We’renowstockingthebrandnewHershey’sCookies’N’ CremeSaltedCaramelflavouredchocolatebars.They comein£1.25price-markedpacks,providingagreatway toaddvaluetoan Americanoffering.

We’realsovery excitedtointroduce somelimited-editionflavourstopopularchocolatebrands.CadburyTwirlisnowavailablein mintflavourandtheclassicYorkiechocolatebarnow comeswithahoneycombflavourtwist.

Whicharethemostimportantpackformats?

Withthecost-of-livingcrisisandinflation,manyhouseholdsaretryingtomakecutbacksontheirspending. Becausechocolateisstillanaffordabletreatforalotof families,weexpectconfectionerysalestobeontherise. Totakeadvantageofthischangeinconsumerbuying habits,retailersshouldfocusonimpulsepurchasing, snackingproductsandsharingbags.

Retailersshouldalsoincreasetheirvalueofferingto givecustomersgreatvalueformoney.Price-marked packsaredoingespeciallywellinthecurrentclimate.

[ CHOCOLATEUPDATE ]
32 July2023 www.cashandcarrymanagement.co.uk
ViewfromHQ
KathrynHague,

LET THE BATTLE OF THE BREAKS BEGIN LET THE BATTLE OF THE BREAKS BEGIN

formats,pricepointsandoccasions,”saysSusanNash, tradecommunicationsmanager.

“On-trendandrelevantnewflavoursareakeygrowth driverinchocolate,accountingfor28%ofcategorygrowth (Nielsen)andattractingincrementalyounger adultconsumers.”

Mindfultreating isanotherarea whereMondelezis respondingtoconsumertrends.Thesupplierhasinnovated toencourageresponsibleconsumption,introducing‘Twist Wrap’packagingtotheCadburyDuosrangelastyearto assistwithportioncontrol.Theformatisreflectingdoubledigitgrowth,aheadofstandardsingles.Recentexpansionto theformatcomesintheformofTwirlXtra.

Inlinewiththesupplier’sapproachtoflavour-ledNPD, CadburyTwirlisalsonowavailableinaMintflavourasa limited-editionbar.“Mintisanincrediblypopularflavour amongshoppers,asoneofthetopfiveflavoursforstandard chocolate,”saysNash.

“Withthemint chocolatecategory asawholeworth £66millionatretail salesvalue(Nielsen),itpresentsasignificantopportunityfor retailers–especiallywhenpairedwiththenation’sfavourite chocolate.”

Mars hasunveiledaMalteserson-packcampaignto supportthenation’sworkingmums.Theinitiative,which reinforcesthelaunchofthebrand’s‘Let’sLightentheLoad’ platform,raisesawarenessofthechallengesfacedbyworkingmotherswithspecialpackdesigns.

Attheheartofthe ‘purpose’ campaignisapledgeby Malteserstodonate£500,000toComicReliefandcollaboratewiththecharitytosupportorganisationsthathelp womenthrive.

LeahDyckes,Maltesersbranddirector,says:“It’shardfor workingmums;societytellsthemtheycan‘haveitall’,but therealityisoftenverydifferent.

“Bygivingupourpackstotellstoriesofrealwomeninthe workplace,wehopetoraise awarenessoftheneedfor spaceswheremumsaresupported.

“Wealsoknowthatdoingthe rightthingandraisingawareness ofissuesthataffectourconsumersinfluencespurchasedecisions.77%ofUKconsumersare morelikelytopurchasefrom brandswhosevaluesalignwith theirown,and72%believetheycanvotewiththeirwallets tosupportbrandsthataregoodcitizens.”

Shoppersareinvitedtopickupapackandscantoget involved.Thewebsiteincludeshintsandtipsonhowconsumerscansupporttheworkingmumsintheirlives.

Thecampaignisbeingsupportedbymediapublicity, includingretailerbannersonline,aswellas‘Let’sLighten theLoad’FSDUs(free-standingdisplayunits),dumpbins, gondolaends,aislefinsandshelfbarkers. CCM

34 July2023 www.cashandcarrymanagement.co.uk [ CHOCOLATEUPDATE ]

Sectorunderstanding

Technologyspecialistsarenotonlydevelopingsolutionstohelpwholesalersimprove theiroperations,theyarealsoenhancingthesupportservicestheyprovide.

Fromimprovingaccuracyandefficiencytoincreasing productivityandunderstandingofcustomerrequirements,therearemanywaysthatITsolutionscan helpwholesalerstoachievebusinessoptimisation andinmanycasesacompetitiveedge.

No-onelooksforwardtoamajorITproject,withitsattendantpainstakingprobeofcodecompatibility,dataquality, reportformatsandinternalprocesses.Toeasethetransition, STL hasspentthelastyearimprovingthewayinwhichit deliversprojectsalongsideitscontinuousprogrammeof productdevelopment.

Itfirstworkedwithlegacysystemexpertstostreamline theprocessofmigratingcustomers’datafromagingsoftwaretoitsnext-generationwholesalemanagementplatform, STLEvo.

ItalsocapitalisedonEvo’sopenframeworktodesign‘prefab’interfaces(APIs)forpopularthird-partyproducts,suchas Sageaccountingsoftwareandtheb2b.storeecommerceapp. Thelatterisclaimedtohavedeliveredthefirsttrulyseamless andreal-timeomni-channelorderingsolutionforwholesalers,completewithbarcodescanning,abasketbuilder, in-appadvertisingandproductplacementfunctionality.

IthopedthatSTLEvo’sbuilt-inbestpracticeswouldhelp itreducecostsandincreaseproductivityinmerchandise management,improvetheaccuracyandefficiencyofits orderandpurchaseprocesses,andoptimiseitssaleswhilst protectingitsmargins.

Chapple&JenkinsparticularlylikedEvo’s:

a GoodsInwardsDiary,whichwouldboostpickerefficiency byadvisingwhat’sdueinbywhen,oroverdue.

a Combinedreplenishmentandpurchaseordercreation facility,whichwouldtimeandimproveaccuracy.

a Abilitytodynamicallyappointcustomerstothemostcostefficientrouteswhilsthonouringservicecommitments.

a AutomaticdatatransferwithSage.

Morerecently,STLhasintroducedtwonewservicerelatedpolicies:thefirstmakesitscustomersupportteam thepointofentryfornewrecruits,thesecondseesthemparticipateinsitevisitswheretheyexperienceSTLsolutions operatinginhigh-pressure,real-worldenvironments.

IvanDurkin,managingdirectorofSTL,says:“Ourproductssupportourcustomers’businessessowellbecauseSTL wasfoundedbycareer-wholesalerswholearntfirst-hand whatmattersontheground.Thisnew‘incubator’strategy willensurethatthenextgenerationofSTL-ershasthissame deepunderstandingofourcustomers’needsbeforethey’re involvedinproductdesign,salesoraccountmanagement.”

Thiscustomer-centricapproachhelped Chapple& Jenkins completeitsmigrationtoSTLEvoonschedule.

TheBristol-baseddeliveredwholesalersuppliesawide rangeofgoodstoschools, carehomes,hospitality providers,andlargescaleevents.Ithadmanagedtomaintainaqualityservicethroughoutthepandemic butcontinuingindustry-wideissuesinrecruitment,thesupplychainandcustomerconfidenceontopofsharpcostrises hadhighlightedtheshortcomingsofitslegacysystem.

However,thecompanywantedtoretainsomeofits uniqueprocesses,suchasitspickingoperationwhichbegins withatraditionalpaper-basedlistbeforeapalletscannerbasedsystemchecksforandanalysesanymis-picks.

ThankstoEvo’sMicrosoftcore,STLcouldeasilycustomiseitforChapple&Jenkins.CombinedwithSTL’ssimplifiedmigrationprocessandnewEvoAPIs,thisenabledthe companytomeetitsdeadlinesandtradefullyfromthego-live.

MartinJenkins,directorofChapple&Jenkins,says:“STL arenotonlytechexpertsbutclearlyunderstandwholesale. WhileanITprojectthisbiginevitablyhadsometeething issues,theyknewhowtominimisetheirimpact.”

SimonAllitt,directorof JonesWholesaleBusinessStore, agreed,saying:“I’vedonealotofgo-livesinmytime,and EvowasagoodonethankstoSTL’sfantasticsupport.”

Northampton-basedJonesWholesale hadturnedtoSTLtosupportitsgrowth strategy–thecash&carrynon-foodoperatorwantedtoextenditsreachthrough ecommerce.However,therigidityofits legacysystemwasmakingitdifficultto extractdataindifferentformatsfordifferentpurposes,orto addnewfunctionality,devicesandusers.

[ INFORMATIONTECHNOLOGY ] 36 July2023 www.cashandcarrymanagement.co.uk
‘STLwasfoundedbycareerwholesalerswholearntfirst-hand whatmattersontheground’
IvanDurkin,managingdirector,STL
STLhasintroducedtwonewservice-relatedpolicies.

New tax scheme can fast-track your IT plans

STL is the only provider developing modern IT solutions –designed by wholesalers for wholesalers. And now, thanks to new tax rules, qualifying expenditure is fully deductible from your tax bill, in one go. This equates to a tax cut of up to 25p for every pound spent.

Yes, you read that right!

Full Expensing Tax Relief Scheme

Running until March 2026, the new Full Expensing scheme allows you to claim 100% capital allowances for qualifying investments in IT, in one go.

Qualifying expenditure for this scheme will include:

• All capital licence fees for STL and integrated partner software*

• Hardware provided as part of STL’s solutions including tills, card machines, picking devices and scanners

• STL services relating to initial project stages, including commissioning, installation, customisation and integration

In short, this means that your new STL solution is now fully tax-deductible.

So don’t delay, contact us today!

Find out how we can help you drive your business forwards

Lubna uses tax scheme to upgrade IT

Bradford-based bulk distributor, Lubna Foods, has taken advantage of this new scheme to invest in our nextgeneration business management platform, STL Evo.

The move will enable Lubna to keep tight control of the whole product management process, from sourcing and importation to processing and distribution, as it continues to expand.

Lubna likes Evo’s intuitive, Windows-based management tools and dashboard which require minimal training, and open architecture which enables seamless integration with Lubna’s new STL Point of Sale, Track & Trace and handheld picking solutions as well as its existing SwiftCloud eCommerce app.

Evo will also allow the Unitas member to transfer sales data to the buying group’s trend-tracking database at the touch of a button.

01204 808008info@stl-solutions.com www.stl-solutions.com * Only the capital licence fees qualify for Full Expensing, not monthly/periodic subscriptions which are already fully tax deductible under other tax schemes.

Again,STL’ssectorknowledge,migrationprocessand itsspecialistAPIforSAPCrystalReportsmadethedifference,enablingthewholesalertomovetothenewplatform withoutsignificantdisruption.

Evo’sadaptabilitytodifferentdevicesmeansthatJones Wholesale’steamcannoweasilycollate,shareandquery information–evenwhenonthemove.Onhandheldterminals,itcutsthetimerequiredforshelf-edgepricechecks, stockcountsandpicking,anditsautomaticupdatesfromthe warehousetoheadofficeensurethattheentireorganisation hasaccesstothelateststock,salesandorderdata.

Allittparticularlylikestheabilitytocreatepurchaseorders fromhisphone:“Byenablingustocollate,queryandextract datafromacrossthebusinessasmeaningfulinformationin differentformatsandondifferentdevices,STLishelpingus tointegrateandinformourentireteamsowecanrespond morequicklytoanychangesinourtradingenvironment.”

Streamlineoperations

Inthefast-pacedworldofwholesaleandcash&carry,meetingcustomerexpectationsandscalingabusinessismore importantthanever,maintains BCP.

Anordermanagementsystem(OMS)canstreamline operations,meetcustomerexpectations,andelevateacompany’secommercebusiness.

Inaworldwherealmosteverythingisavailableon demand,fast,reliableorderfulfilmentiscrucialformeeting customerexpectationsandscalingabusiness.Thistrendis notsimplespeculation,saysBCP.Recentdatashowsthat customersexpectfasterdeliverytimes,with62%ofshoppersexpectingtheirfreeshippingorderstoarrivewithin threebusinessdays.

WiththeglobalB2Be-commercemarketprojectedto growby20%by2030,thetimetoscaleabusinessisnow, arguesBCP.Sohowcanacompanymeetthesedemands whileprovidinganexceptionalcustomerexperience?The answerliesinautomation.

AnOMSenablesawholesalertostreamlineitsorderfulfilmentprocessfromstarttofinish.Resultsincludeimproved accuracy,efficiencyandfulfilmentspeed,withreal-time inventoryupdates,automatedwholesaleprocessesandoptimiseddeliveryroutes.Thesefeatureshelpawholesalerto buildcredibilityandcustomerloyaltybyconsistentlydeliveringordersquickly,givingacompetitiveedgeinthemarket.

‘Wholesalecustomerexpectations forasmooth,efficientandtimely servicearebeinginformedbytheir experiencesintheretailspace’ AndyPratt,BCP’s businesstransformationspecialist

IntheB2Barena,efficientordermanagementisparamount.AndyPratt,businesstransformationspecialistatBCP, emphasisesthat“wholesalecustomerexpectationsfora smooth,efficientandtimelyservicearebeinginformedby theirexperiencesintheretailspace”.

BCPoffersacomprehensiveordermanagementsystem thatsimplifiesstockmanagement,optimisesorderprocessing,andensuresseamlessfulfilmentacrossallchannels.Its featuresincludecentralordertracking,real-timeinventory management,andefficientshippingandreturnshandling.

“Don’tmisstheopportunitytoleveragethepowerofan OMSandstayaheadinthedynamicworldofwholesaleand cash&carry,”Prattconcludes.

Trackperformance

In TWC’s view,therehasneverbeforebeenareliable‘marketread’ofUKindependentconveniencestoresforsuppliers totracksectorperformanceandquantifygaps.Thatisuntil now–TWChaslaunchedwhatitbelievesisthemostrepresentativeEPoSmarketread coveringindependentconvenienceretailandwholesaler-suppliedsymbolstores inGB,whichithasbranded ‘SmartViewConvenience’.

WhatmakesTWCsoconfidentthatitsreadisthemost representative?Itstartedbycherry-pickingaround6,500 storesfromalargerpoolof12,000stores–itremovedany outliers,storeswithincompletedataandthoseoutsideofits geography–anditbalancedagainstleadingindustryreports suchastheACSLocalShopReport.Itthenbrokedownthe sampledataintoregions,fasciasandbyproductgroupand factoredituptothetotaluniverseusingalgorithms.These willcontinuouslyupdatetorebalancetheread.

AccordingtoTWC,severalotherfeaturesdistinguishits marketread.Itnotonlycheckedthedataforstatistical

[ INFORMATIONTECHNOLOGY ] 38 July2023 www.cashandcarrymanagement.co.uk
BCPoffersanOMSthatsimplifiesstockmanagement, optimisesorderprocessingandensuresseamlessfulfilment.

robustnessbutalsoputitpastindustryexperts,within andoutsideoftheTWCteam.Itsdataqualityteamcleaned thedatatoensureitisaccurate,whilealsoallowingclientsto structurethedatatotheirowndefinitionsofthemarketso thatitcanmatchinternalreportingstructures.

SmartViewConveniencewillallowbusinessesoperating withintheindependentconveniencesectortounderstand thetrueperformanceofthispartofthemarket,claimsTWC. Companieswillbeabletotracktheirownperformance againstwhat’shappeninginthemarket,quantifygaps,and identifythetruetopsellers.

Itcanbeusedtactically,topluggapsandensurefairshare onshelf,aswellasstrategically.SmartViewConveniencecan providetheammunitiontosecuremoreinvestmentintothe sectorandtomeasurereturnoninvestmenttojustifycontinuedsupport.

ThedataisaccessedviaTWC’sSmartViewreportingplatform,whichisalreadyusedbyover150supplierswho accessthewholesaleshipmentsdataservicesitmanageson behalfofmostofthemajorbuyinggroupsintheUK.

Usingshopperdata, SnappyShopper candetermine whichproductsarethebest-sellinginspecificlocations.This informationcanbetakendirectlytobrandownerswhose productsarebeingoutsoldbycompetitorsinordertowork withthemtoofferSnappyShoppercustomerspromotions.

“SnappyShoppercanalsousethisinformationtoinform itsretailerswhichproductsareunderperforming,meaning theyareabletopushthoseitemsuptheironlinemenusto helpincreasevisibilityandsales,”pointsoutheadofmarketingDaelLinks.

Usingheatmaps,SnappyShopperisabletopinpoint exactlywhereeachstore’s‘sweetspot’isandwhereeach storeisunderperformingintermsofpenetrationinitsradius ofdelivery.“Retailerscanusethisinformationtoorganise targetedmarketingcampaignsinthoseexactlocations, spendingtheirtime,moneyandenergyeffectivelytohavea higherrateofsuccessforimpactingsalesgrowth,”saysLinks.

SnappyShopperneverinflatestheshelfprice,soonline pricesarethesameasin-store.

Elsewhere, Jisp hascontinuedtoseeconveniencestores signuptoitsScan&Saveapp.Retailersachievedover£1.17 millioninsalesthroughtheappintheyeartotheendofMay, alreadya52%increaseontotalsalesfor2022.

Jisp’smanagingdirectorIlannHepworthcomments:“We giveback,itisthatsimple.20%ofbrandpartnerinvestment isshareddirectlytostoresbycampaign.”

SunnySinghof Nisa LocalCourthouseGreenadds:“Jisp Scan&Savehasbeenahugesuccessforourstore.Ithas allowedustoofferpromotionalpricesthatareworthshoutingaboutandshareonsocialmedia.Weofferpriceswhich thebigsupermarketscannoteventouch,bringingincrowds ofnewcustomerswhovisitdaily.” CCM

SugroUK hasalreadyrecruitedsevenofitsmembersonto itsnewSugroInsightService(SIS)poweredby TWC. Theyare BGBenton,Courtney&Nelson,Glencrest,RA Trading,R&IJones,O’ReillysWholesale, and Taylor Wholesale. Moremembersarelikelytocomeonboard aheadoftheformallaunchinthesummer,saysthegroup. Thenewdataserviceisdesignedtoprovideareliable readofthegroup’ssalesperformancetotheheadoffice team,itssuppliersandmembers.

Inothernews,Sugro,whichpartneredwith b2b.store inFebruarytorolloutB2BOpenBanking,hasfoundthat theserviceisbenefitingmembersmorethanbysimply cuttingcostlycardtransactioncharges.

Somewholesalersthathaveintroducedthepayment servicehavereportedadecreaseinthequantityofcash beingusedtosettleinvoices,creatingsaferconditions foremployeesindepotsandmakingdeliveries.

OneSugromember, R&IJones, decidedtostop acceptingcashfordeliveriessinceintroducingB2BOpen Banking.DriversfortheWelshwholesalerwouldregularlytakeupto£2,000incashonanormaldeliveryrun andwhileemployeesneverencounteredanydirect threats,switchingtoopenbankinghasremovedthatrisk.

Customersarenowencouragedtopaywithonline banking,withQRcodesandlinksincludedoninvoices andorderconfirmations.Thewholesaleralsoranan onlinepromotionofferingafreecaseofwaterforthefirst timeacustomerusedthetechnology.

“Whenpeoplehaveusedopenbankingonceandsee howeasyitistouse,theycontinuetouseit,”saysdirectorAledRoberts.“We’retakinglesscashandhavesaidto ourcustomersthatusedtogiveusmoneyupondelivery thatwe’renolongergoingtotakeit,whichisalotsafer forourdriversandmuchbetterforinsurancepurposes.”

TWC’sisofferinga‘reliableread’ofUKconveniencestores. Tech benefits for Sugro members
[ INFORMATIONTECHNOLOGY ] 40 July2023 www.cashandcarrymanagement.co.uk
SnappyShoppercandeterminewhichlinesarebest-sellers.

Readyforsummersales?

Supplierinnovationcontinuestogenerateexcitementintheready-to-drink(RTD)category, andcansaresellingparticularlywell,upby6.1%yearonyearintheoff-trade(Nielsen).

Summerisakeyseasonfor salesofready-to-drinkproducts(RTDs),andcash&carriesanddeliveredwholesalersshouldlooktomaximisecategoryuplifts,maintainsAlisonGray, headofbrand–WKD,at SHSDrinks.

“With LoveIsland onTVscreens acrossthesummer,depotsshould maketheverymostofWKD’scontinuedassociationwiththehitseries,”sheadvises.

WKD,theUK’sNo.1RTD(Nielsen),iscelebrating athirdyearastheOfficialAlcoholPartnerof Love Island withanewtake-homeflavourandanonpackpromotionacrossarangeofco-branded LoveIsland SKUs.

“Extendingatopicaltropicaltheme,WKD Orange&Passionfruitistobeourheroflavourfor 2023andisavailableasalimited-editionvariant,” Grayreports.

Offeredin700mlglassbottleswitha Love Island design,andin250mlslimlinecansinWKD variety10-packs,the2023additiontothetakehomerangedrawsontheflavour’ssuccessintheon-trade whereitisthebrand’ssecondfastest-sellingvariant(CGA).

‘ThewiderRTDcategoryhasseen morethanitsfairshareofNPD entrants(andexits)overthe decades,yetWKDhascontinually adaptedandevolved’ AlisonGray,headofbrand–WKD

The700mlbottlesareprice-markedat£3.79andavailable exclusivelytowholesalersandindependents.Anecklabelsignalsthatthenewvariantisincludedinthe‘2for£6.50’offer currentlyrunningacrosstheentireWKD700mlPMPrange.

SHSDrinksisbackingWKDthissummerwithitsbiggest LoveIsland promotionsofar.RunningacrossWKDBlue4x 250mlcan£5.49price-markedpacksandWKDBlueand WKDvariety10x250mlcanmultipacks, theinstant-winpromotiongivespurchasersthechancetowinMediterranean islandholidaysandthousandsofother prizes,includingco-brandedWKD Love Island merchandiseand£3-off-nextpurchasevouchers.

Promotionalmultipacksutiliseexisting barcodesandreplacestandardformat counterpartsthissummer.

Asidefromthespecialpacks,SHS DrinksisleveragingWKD’sexclusive OfficialAlcoholPartnerstatuswith depotdisplayswithsupportingPoS andextensivesocialanddigitalactivity, workingwithkeyinfluencersRonand Lana,whowererunners-upinthe previousseries.

“Thisexcitingsummer2023activity comesatatimewhenWKDsalesareat aten-yearhighandthebrandleadsthefieldastheNo.1RTD inboththeon-tradeandtake-home(Nielsen/CGA),”says Gray.

“Alltheindicatorsprovethat LoveIsland iswithoutdoubt ‘ABigThing’forourcore18to24-year-oldconsumers:they loveitwithapassion,andourimpactful2023activitywill furtherdrivesalesfordepots.”

WKDintroducedcansinarangeofmultipackformatsthis springinresponsetocontinuedgrowthinconsumeracceptanceofcansasaconvenientandflexibleformat.Thesleek 250mlcanscomeinWKDBluefour-packand10-packformats,andinWKDvariety10-packs.

“Cansarenotonlyconsideredashighlyconvenientbyourcore18to24-year-oldconsumers,but thesedrinkersalsoseetheslimlinestyleasafun formatwhichfitsverynaturallywiththeWKD brand,”reportsGray.“Our250mlofferingopens upadditionalusageoccasions,andhelpsdrive furthersalesforcash&carriesandwholesalers.”

AlsoavailableundertheWKDbrandareWKD Cocktails,5.5%abvpre-mixeddrinksin700ml fully-sleevedbottlesforthetake-homemarket. TheyareofferedinBlueLagoon,TropicalSunrise andBerryDaiquirivariants.

“ThewiderRTDcategoryhasseenmorethanitsfairshare ofNPDentrants(andexits)overthedecades,yetWKDhas continuallyadaptedandevolvedinordertomeetthechangingneedsofconsumersanddeliverongoingvaluetocustomers,”saysGray.

“ThelaunchandgrowthofWKDCocktailsoverthelast twoyearsisonefurtherillustrationofhowthebrandendures byremaininginnovative,activeand–aboveallelse–relevanttotoday’s18to24-year-oldconsumers.”

FollowingasuccessfullaunchinNUS venuesandnightclubsandatrialinsertioninTescomixedpacks,VK&Soda, from GlobalBrands, hasbeenintroduced totheoff-tradeina330mlcanformat.

Thedrinkcomesintwovariants–VK& SodaBerriesandVK&SodaLime.The productisclaimedtodelivermoreflavour thanhardseltzerswhilestillhavingzerosugar.A 330mlcanhas69calories,fewerthanthecoreVKrange.

[ RTDSUPDATE ]
www.cashandcarrymanagement.co.uk July2023 41

Thelaunchcomesasresearchshowsthat78%of18-35 year-oldUKconsumersareconcernedabouttheamountof caloriesinthealcoholtheydrink(Reach).

CharlieLeaver,headofbrand,says:“VK&Sodaisthe pre-mixeddrinkdeliveringfullflavourandazesty,crisptaste, with69caloriesinthenew330mlformatandzerosugar. Consumerscanhavethepartyvibesandfruitinessthatcome withaVK,withfewercaloriesthanouriconicNo.1drinkfor students.

“At3.4%itappealstoconsumerslookingformoderation andhealthierdrinks–theperfectproductforGenZconsumerslookingforzerosugarandlowercalorieoptions, cross-sellingexistingcustomersandattractinganewsegmenttoRTDs.”

Lastyear,thecompanyrelaunchedtheentireVKrange, strengtheningtheidentityofeachflavourintheline-up.Last month,VKunveiledalimited-editionflavour,VKKiwi& Pineapple,ina70clformat.StockistsincludeUnitedWholesale Grocers,UnitedWholesaleScotlandandJWFilshill.

Tappingintoflavourtrends

KingslandDrinksGroup hasaddedthreenewSKUstoits rangeofRTDspirit-basedpre-mixeddrinks,MixUp.The variantsareMixUpCoffeeRum&Cola,PinkGin&Diet Lemonade,andAppleRum,Lime&GingerAleandtherspis from£1.25fora250mlcan.

Accordingtothecompany,MixUphasprovedpopular amongtheGen-Zmarket,fuelledbycampaignsmakinga playforsummerdrinkingoccasions,theproduct’saccessible pricepointandaward-winningtaste,andgrowthofRTD cocktailsintheUK.

Thenewvariantsaredesignedtotapintoestablishedand emergingflavourtrendsincocktailsandRTDs.Coffeeisnow oneofthebiggestgrowingsegmentsinthebeverageindustry,andtotalrumsalesnowamountto13%oftheoverall spiritscategory,reportsthecompany.

JadeFowles,seniorbrandmanager,says:“WiththeRTD marketbooming,MixUpisperfectlypositionedtoattract Gen-Zdrinkersastheyseekoutconvenient,on-the-godrinks

withflavourprofilesthatwillbringnewconsumersintothe category.

“Atanaffordablepricepointthatdoesn’tcompromiseon greattasteandquality,thecorerangeandNPDhavebeen developedforinformaldrinkingoccasionswithflavoursthat playintomajordrinkingtrends.”

In2023MixUpisbeingsupportedwithamulti-channel marketingcampaigncalled‘HackyourSummer’thattaps intotrendsonsocialmediacentredonat-hometipsand trickstoelevateadrinksexperience,alongwithsampling, events,PRandinfluenceractivity.

BuzzBallzCocktails,availablethroughdistributor HammondsofKnutsford, arecurrentlybenefitingfroma heavyweightcampaigntargetingtheUK’sindependent, communityandconvenienceretailsector.

Trademarketing,advertising,socialandPRaredesigned todrivewideawarenessoftherangeandtheopportunities forretailersandstoremanagers.Theactivityfocusesonhow thecompanyiscarvinganewpositioninthecategorywith itshigherabv‘bar-strength’premixedcocktailsinasingleserveformat.All200mlballsare13.5%abv,witha£3.99rsp.

AkeypartofitsstrategytowintheUK’sconveniencesectorisasmallfleetofBuzzBallzCocktailsbrandbuilders–a dedicatedteamchargedwithtravellingthecountryinvehicleswithanewlivery,takingthebrandintoconvenience retailers,independentstoresandofflicences.Theywill increasebrandawareness,securefurtherdistribution,advise onbestmerchandisingpractice,andhosttastings.BuzzBallz Cocktailswillalsotakespaceatkeytradeshowsandevents.

Thecompanyisalsoofferingretailersbright,branded PoS,includingfree-standingdisplayunits,wall-mountedfixtures,counterandchillerracks,signageandshelftalkers.In addition,arangeof12-packswithconvenientshelf-ready packagingwaslaunchedinApril.

DavidRelph,BuzzballzCocktailscountrymanagerUKand Ireland,says:“ConvenienceisacriticalchannelforBuzzBallz Cocktailsandoffthebackofimmediatesuccesssincelast summer,we’reexpeditingourstrategyandplacingincreased focusonthechannel.”

Headded:“Summer2023willbekeyastherewillbeso manyopportunitiestotapintooncethegoodweatherkicks in.Thinkbignightsinandcocktailsinthehome,movieand sportsviewings,parties,BBQs,pizzanightsandsummer gatheringsinthegarden.Theon-the-goopportunityishuge tooforRTDswithinconvenience,whetherfortakingtoa festivalorevent,ortoenjoyinaparkorpicnic.” CCM

[ RTDSUPDATE ] 42 July2023 www.cashandcarrymanagement.co.uk
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