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JUNE 2014

It’s official. Maltesers® Teasers® is Product of the Year 2014!

P&H harnesses technology to give it a leading edge Brakes starts work on a 173,000 sq ft Glasgow depot

• 86% of consumers more likely to buy a Product of the Year winner!* • Teasers® generated an impressive £28.5m CSV in its first year** • Supported by a £2m media plan in 2014

Make sure you have plenty in stock!

Winner Chocolate Category. Survey 11,941 people by TNS.

Parfetts invests in substantial improvements to its C&Cs Spar announces five-year plan to boost own-brand sales by 40% Spotlight on the head of Country Range Coral Rose

*TNS Omnibus Data May 2013. **SIG All Outlets, Latest MAT, Value Sales to 28 Dec 2013. Maltesers® and Teasers® are registered trademarks ©Mars 2014.

The business magazine for cash & carry/delivered wholesalers


As important as ever Just three months now before the people of Scotland vote to decide whether the country removes itself from the rest of the UK. No matter what the outcome, the land of tartan and porridge will be just as important to the cash & carry/wholesale industry as it ever was. The Scottish Wholesale Association will continue to do the fine work for its members that it is renowned for, and the leading operators north of the border will still be doing their best on behalf of their retail and catering customers. The importance of Scotland to our trade is exemplified by recent developments, with a major Glasgow operator deciding to sell out to Bestway Group – what the City men might call a Sher transfer – and Brakes identifying the same city as a prime location for its next multi-temp depot. Other companies that have been busy improving their operation include United Wholesale (Scotland), which has relaunched its Maxwell Road branch in Glasgow and will open a new depot in Edinburgh in the autumn. Also in Glasgow, Glencrest has moved to a more suitable location. Elsewhere north of the border, Bestway and Booker continue to refine their already attractive offer. So, after September, it remains to be seen if it becomes more difficult to ‘import’ various brands of Scotch into England and the rest of the UK and whether home-produced haggis is less prominent at England-based Burns Nights.

AF Blakemore’s logistics arm is offering businesses in Walsall a free recycling service ... see p.6

news spotlight

Brian Calder (left) and Chris Cosh have key roles in the new WallacesTCB team ... see p.7

4–8 10 with Coral Rose, managing director of Country Range Group.



in focus

12 SPAR unveils a five-year plan to increase own-brand sales from 29% to 40%.

employment law


special report

14 Parfetts makes a substantial investment in improvements to its cash & carries.



tobacco & e-cigarettes


food & beverages on the move


products & promotions


Managing Editor

Kirsti Sharratt

News Editor

Mervyn Gilbert

Features Editor

Amber Aitken

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

Editorial Assistant

Michael Catling

Tel (01342) 712100

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Clare Phillips

Fax (01342) 712101

Publishing Director

Martin Lovell

Email mail.winlove@btconnect.com

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


ISSN 1352-254X

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

Cash & Carry Management

• June 2014 • 3

news IN BRIEF Charity race Last month’s Windermere Row, sponsored by Mars UK, raised more than £84,000 for trade charity GroceryAid. The 10.5-mile event attracted 32 teams and featured two races – the first being won by Arla Foods, ahead of Heinz Foods, and the second by Sainsbury, with Mars Chocolate finishing close behind.

Football deal Bidvest 3663 is to continue its sponsorship of Sunderland FC over the next football season. The Bidvest logo will again appear on the team’s home and away kit, which will be unveiled shortly.

Artisan breads New Le Bon Pain artisan breads for Country Range Group are thaw & serve petit pain (70 rolls per box, 51g each) and thaw & serve small baguette, or part-baked (30 per box, 135g each). Le Bon Pain range also incorporates stone-baked ciabatta and panini.

Own-label The Dublin-based SPAR wholesaler and retailer BWG Group is introducing a new range of own-label main meals and desserts supplied by Daily Bake, of Co Armagh. Anticipated first-year sales are 1m euros.


Booker-Makro targets London Three of the next five depots to be transformed into a Booker-Makro combo will be in London – Enfield, Charlton and Park Royal. All are Makro sites. Two other locations have been earmarked by Booker chief executive Charles Wilson, but at this stage he is keeping their whereabouts under wraps. When the work has been completed over the next year, they will join the first three combined sites to receive the treatment – the initial one in Sheffield and subsequent units in Belfast and Preston. Wilson, speaking at last month’s annual results presentation, where he announced a 17.3% increase in sales of £4.7bn for the year to 28 March and pre-tax profit 25% higher at £118.7m, said that while the first three makeovers followed a similar pattern, there are differences.

The Makro name has pride of place in Belfast.

He told Cash & Carry Management: “At Belfast, for instance, the Booker name is not as well known as that of Makro, so the depot operates mainly under the Makro badge. “Conversely, in Preston, there is clear Booker Wholesale labelling. We will also be making a lot more Booker deliveries out of Makro branches over the next five years.” Wilson added that the full programme, covering the

Boardman transfers Mike Boardman (pictured), currently trading director of AF Blakemore & Son, is to join fellow SPAR wholesaler Appleby Westward in November as managing director. Boardman’s appointment follows the announcement that the previous Appleby Westward managing director Mark McCammond would be moving to SPAR Northern Ireland wholesaler Henderson Group in September as retail director (reported in Cash & Carry Management: April). Leo Crawford, group chief executive of Appleby Westward parent company BWG and Appleby Westward

• Cash & Carry Management • June 2014

chairman, said: “Mike’s wealth of experience within the SPAR family at Blakemore, and previously at Somerfield, ensures that Appleby Westward has recruited a top-class retail professional.” Tel: Appleby Westward (017520) 854000.

remaining Makro sites, will probably be completed over a five-year period – at a rate of around five a year. When Booker acquired Makro two years ago, it had just incurred an £18m loss; last year it made an £11m profit. Tel: Booker Group (01933) 371000.

Parfetts’ changes Work has been completed at Parfetts’ Merseyside cash & carries at Aintree and Anfield to improve not only the exterior signage, canopies and roof, but also the reception areas. There has also been investment in new technology to support ‘partnership deals’ with a host of leading suppliers. Additionally, all six branches (including Halifax, Stockport, Sheffield and Somercotes) will have an office staffed by two business development managers, whose main task is to develop the Go Local and Go Local Extra initiatives. Tel: Parfetts C&C 0161-429 0429. See Special Report p.14



£22m contract extension Food logistics provider picked by ACS&T staff. They ACS&T (Associated Cold are then despatched to the Stores & Transport) has chosen depot of the foodserrenewed a contract with vice wholesaler, ‘facilitating a Bidvest 3663 which dates seamless vendor-managed back to 1994. stock and supply service’. Running until 2022, the Mike Rice, ACS&T develnew eight-year arrangement opment director, explained is valued at more than £22m. that the scheme provided ACS&T supplies more not only shared-user collecthan 60,000 hospitality tion, but also vendorindustry customers across managed inventory and the UK and has four depots – warehousing services, with Grimsby (head office), proportional pallet charging Tewkesbury, Wolverhampton for delivery to the Bidvest and Scarborough – with 12 3663 estate. cold stores and three ambient sites. The partnership centres around the pair’s ‘national consolidation scheme’, under which 130 of Bidvest 3663’s suppliers benefit from the shared user platform that ACS&T provides. Products destined for Bidvest 3663 customers arrive at the Wolverhampton site Acting on behalf of Bidvest 3663. and are stored and

He added that this offered suppliers a ‘cost-effective methodology’ to access the wholesaler’s catalogue. Rice said that his company also offered suppliers and customers of Bidvest 3663 synergies of the ACS&T network in other ways, including alternative routeto-market options, such as direct and less than truckload (LTL) deliveries. Jim Gouldie, director of supply chain at Bidvest 3663, said: “ACS&T has always delivered a first-class response to our business needs, adapting readily to our consistently evolving requirements. “It is an integral part of our supply chain and we look forward to continuing our longstanding relationship well into the future.” Tel: Bidvest 3663 (0370) 3663 000. Tel: ACS&T (01472) 358207.

Glasgow operator moves Glencrest, the Glasgow C&C/wholesaler specialising in impulse lines and beers, wines & spirits, has relocated within the city. Run by brothers Ross and Fraser Gourlay, the Sugro member has moved from its original site in Balmoral Street to 20,000 sq ft premises a mile away in Clydeholm Road. Although the former building was larger, it comprised two warehouses that had been combined and, as such, was not ideal as far as the company was concerned.

Whereas the old unit specialised in delivered trade, the present one has introduced a greater cash & carry element (two checkouts), while continuing with the delivered business. Deliveries are made across the central belt of Scotland, using four 7.5tonne vehicles. Founded in 1996, the company has around 3,000 customers covering the educational sector, garage forecourts, pubs, clubs and restaurants, takeaways and leisure outlets. It also uses five vehicles

operating as Confectionery Direct to service 400 customers. The company’s aim is to expand the range of soft drinks, crisps and confectionery that it handles, as well as introducing some additional categories, such as kitchen and toilet disposables. Glencrest also has its own energy drink, Nae Danger, and is planning to launch a range of caffeinated chocolate bars under the AWAKE name. Tel: Glencrest 0141-579 0007.

Filshill’s Simon Hannah with the charity’s Sarah McCulloch (left) and service user Decca Osman.

Helping the homeless Glasgow-based delivered wholesaler and cash & carry operator JW Filshill has raised £10,000 for homeless charity Shelter Scotland. More than 30 volunteers, including staff, suppliers and friends, joined managing director Simon Hannah sleeping overnight in the car park at the company’s headquarters at Hillington. Hannah said: “The ‘Big Sleep Out’ was a challenge, but if the money raised can go some way to getting people off the streets, then our efforts will have been worth it.” Tel: JW Filshill 0141-883 7071.

Symbol surge Sales by the 600-plus members of Bestway Group’s Best-one symbol group rose by more than 16% in the quarter to April compared with the previous corresponding period. This follows increases of 10% and then 15% in the last two quarters of 2013. Tel: Bestway Group 0208453 1234.

Cash & Carry Management has joined Twitter. Follow @CandCManagement for industry updates.


Irish C&C sales up The 10 cash & carries operated by Musgrave Group as MarketPlace (seven in the south of Ireland and three in the north) increased sales by 5.3% last year (to 31 December), reflecting increased investment in this and other parts of the group’s business over the past three years, said group chief executive Chris Martin (pictured). As reported (Cash & Carry Management: April), the Derry branch has been scaled down to become a customer-collect unit, with up to 18 workers losing their

jobs. The delivered part of this business has been switched to the company’s Duncrue (Belfast) depot. The cutback followed the

closure of MarketPlace C&Cs in Belfast and Ballymena, with the emphasis in the north switching to the foodservice sector. Around 3m euros has recently been invested in the C&C business. MarketPlace is part of Musgrave Wholesale Partners, which also includes foodservice and the Spanish Dialsur C&C chain. Overall, Musgrave Group pre-tax profit fell by 16% to 60m euros on turnover little changed at 4.8bn euros. Tel: Musgrave Group (0035321) 452 2100.

Mixed results worldwide The German Metro Group, whose former Makro UK business is now controlled by Booker, is not enjoying C&C success in other parts of Western Europe, although improved sales were seen in

Eastern Europe (based on local currencies) and the Asia/Africa region. In the half year to 31 March, Metro Cash & Carry, now in its 50th year, saw a drop in revenue from 15.7bn euros to 15.4bn euros, with earnings before interest and tax falling from 697 million euros to 583 million euros. The company’s delivered business

Free recycling service AF Blakemore is helping businesses in Walsall in the West Midlands recycle their waste. The SPAR wholesaler is offering a free service to aid companies located on business parks with their cardboard and plastic disposals. The company’s logistics offshoot makes weekly collections and the recycling


takes place at a purpose-built centre at the headquarters in Willenhall. Recycling manager Steve Morgan said that when the service opened up to external businesses 18 months ago, six concerns signed up; now there are 23 on the books. Tel: Blakemore Logistics (01902) 366066.

• Cash & Carry Management • June 2014

lifted sales by 13.4% to 1.3bn euros. In Germany, where there are 107 C&C outlets, sales dropped from 2.49bn euros to 2.44bn euros, while elsewhere in Western Europe they were down by just under 1% to 5.19bn euros, including declining income from the 17 Dutch Makro outlets. However, there were ‘very positive’ movements in France (93 Metro C&Cs) and Spain. The same comments applied to Turkey and Poland in the Eastern Europe region. The group operates C&Cs in 28 countries – 23 in Europe and five in Asia/ Africa, Asked if any further C&C disposals are planned following the Makro UK sale, a Metro Group spokesperson in Dusseldorf told Cash & Carry Management: “Our country portfolio is frequently under review. We only comment on respective plans when a decision has been taken.”

Gateway to the UK Bestway Group’s MAP Trading has linked with the world’s largest rice miller and basmati exporter, KRBL, to launch its flagship India Gate brand into the UK. Gurmail Lal, head of sales at MAP Trading’s World Foods division, said: “Gone are the days when the British public saw rice as a commodity. “Consumers are now becoming more audacious and are looking for different aromas and tastes to complement and complete their meals. “India Gate is a globally recognised, super-premium rice brand that can truly claim to meet the needs of the UK’s demanding ethnic population when it comes to quality, but also provide a superior taste experience for discerning diners who are seeking top quality food.” Tel: Bestway Group 0208453 1234.

Today’s double At an industry awards event for own-label food and drink, Today’s Group’s Select Gingerbread Friends took gold in the biscuits & cookies category and Select Basmati Rice won silver in the rice, pasta & noodles section. Tel: Today’s Group (0844) 247 0700.



Double the size Liveried vehicles outside the Irvine depot.

WallacesTCB team Senior appointments have been announced at WallacesTCB, formed after the recent completion of the acquisition of Scottish drinks wholesaler Wallaces Express by C&C Group, which owns Bulmers and Magners cider. Reporting to chief executive Brian Calder are: Kenny Barclay, finance director; Chris Cosh, procurement director (including thirdparty procurement across C&C Group); Paul Condron, marketing director; Jim Young, sales director – offtrade; and Matt Munro, sales director – on-trade. The management will work towards establishing a business model, supported by a small integration team

from both Wallaces Express and TCB (Tennent Caledonian Breweries). TCB managing director John Gilligan will continue to work with Calder to help shape the business. Calder explained: “These appointments are the next stage in the integration of our businesses and confirm our intention to ensure that WallacesTCB and the Tennent’s off-trade business provide unrivalled service, choice and commitment to customers in all sectors of the trade in Scotland.” Wallaces has six Scottish depots, the head office being in Irvine. Tel: WallacesTCB (01294) 203000.

Two sites for Brakes Brakes has started work on a 173,000 sq ft multi-temp depot in Glasgow – due to open later this year – as well as a 67,000 sq ft building in Toulouse, France. The announcement was made by parent company Cucina Lux Investments

when it gave its first-quarter trading results for its delivered wholesale business. Pre-tax profit during the three months rose by 4.9% to £25.7m on sales 4% higher at £736m. The opening in Glasgow follows those of multi-temp sites last year in Warrington and Reading. The investments are part of a five-year development programme. Tel: Brakes Group (01233) 206000.

Work on transforming the Cambuslang and United former Sher Bros Cash & Springburn. His deputy is Carry in Glasgow – recently Laurence Ward, who previacquired by Bestway Group ously worked for Bestpets at (Cash & Carry Management: the Cambuslang C&C. April) – is due to be comBestway Group’s operapleted next month. tions manager for Scotland Trading has continued David Livingstone said: “It’s while the changes have important that we engage taken place, although the local retail and catering busimanagement admits that nesses to come along and “sales have been inhibited to see the transformation for a degree”. themselves. The response so New external signs, far has been nothing short of which are dual branded phenomenal, even though Bestway & Batleys we are currently working Wholesale, are clearly visible with limited space and are from the M74 motorway. not fully operational.” The major alteration will He added: “What’s really see the trading area more encouraging is that all Lifethan double in size to style and Lifestyle Express 100,000 sq ft – enough for customers have signed up to 7,000 pallets. our Xtra Local retail club, and The C&C has, for the first a few to Best-one.” time, a licensed section, Tel: Bestway Group 020initially carrying a core range 8453 1234. of 150 skus of beer, wine, spirits and cider. This will be expanded once building work has finished. Other new departments are chilled & frozen and world foods. New general manager is Pat Collins, Building work is due to finish next month. formerly with Batleys

Hospice donation Blakemore Foodservice, of Darlaston, West Midlands, donated nearly £5,000 to Compton Hospice, Wolverhampton, to purchase bladder scanning equipment. The money was raised after a year-long programme of initiatives, including bake sales, raffles, sponsored walks, a car wash and a ‘zumbathon’. Blakemore’s ‘community

champion’ Sharon Garner told Cash & Carry Management: “Each year Blakemore Foodservice nominates a charity of the year and this time employees unanimously voted for Compton Hospice, which is a local good cause close to the hearts of many of the staff members.” Tel: Blakemore Foodservice 0121-526 8400.

Cash & Carry Management has joined Twitter. Follow @CandCManagement for industry updates.


Aiming to score Bestway Group’s Best-one chain is offering retailers and consumers the chance to win prizes in a support package for the World Cup in Brazil. For shoppers, there is a ‘Predict the England Score’ competition, for which they have to forecast the results of England’s first-round games. Awards include personalised England shirts, Xbox 360s, Steven Gerrard designed football boots and £50 worth of sports kit vouchers. The initiative, Best-one’s first-ever national text-to-win promotion, will run throughout England’s group matches. Customers can also enter online at a dedicated World Cup microsite at www.best-one.co.uk. The chain has also teamed up with suppliers so that retailers too can win prizes. By purchasing featured products from Coca-Cola Enterprises, Mars, Johnson &

Prizes for shoppers as well as retailers.

Johnson, Molson Coors and Lucozade Ribena Suntory, shopkeepers can claim £500 worth of sports vouchers, World Cup branded sports bags and water bottle sets, as well as a community party worth £750 which they can pass on to their local school or sports club. James Hall, director of symbol at Bestway, said: “Best-one is all about retailers being at the heart of the community, so what better

Charity drive enthusiasts, they will be raising money to help pay for a Sunshine coach for Variety, the charity that aims to improve the lives of sick, disabled and disadvantaged children in the UK. “We have set ourselves a target of £1,500,” Larkin told Cash & Carry Management. The annual ‘Italian Job’ began in 1990. It has since raised more than £2.5m for UK children’s charities. Tel: JJ Food Service (08719) Waving the flag for JJ. 730999.

In October, JJ Food Service group general manager Terry Larkin, together with his wife Muriel, will set off on a charity drive through Italy in their liveried Mini. Joining around 100 Mini


Wine value up 7%

• Cash & Carry Management • June 2014

way to reward shoppers than by offering them the chance to win at the biggest event of the summer? “Community is vital. That’s why we also wanted to offer prizes that were community focused. We’re also offering consumers great deals on licensed and ‘big night in’ products, such as 15packs of lager for only £9.99, multipacks of crisps for £1, £1.79 price-marked Pringles at £1.25 and some really great discounts on wine.” Best-one retailers can also order a pre-filled display unit containing 240 pieces of ‘Come on England’ merchandise. Tel: Bestway Group 0208453 1234.

On-trade drinks wholesaler Matthew Clark achieved 7% value growth in wine sales in the 12 months to 26 January. This was despite the total market experiencing a 13% decline for that period. The company has been concentrating on high quality varieties from smaller, boutique agencies from around the world, including Chapel Down, Te Karainga, Bai Gorri and Herencia Altés. The wholesaler recently held a ‘Discover the Unexpected’ tasting, switching from the traditional trade format. It resulted in customer numbers growing by 65% compared with similar events held previously. Commercial director Ian Smith said: “We wanted to prove to people that we are more than just a reliable wine wholesaler.” Tel: Matthew Clark (0844) 822 3901.

Spring water range A range of spring waters has been launched under the Best-in label. Fruit Aqua comes in still and carbonated forms and in strawberry, lemon & lime and summer fruits varieties. Last year, Bestway Group’s bottled water sales grew by over 20% in both volume and value. Nick Brown, category manager for own-label, said:

“Although British waters continue to do well overall, in flavoured the lead brand is Volvic by some way. I believe that now is the time for an own-label, UK sourced, flavoured spring water range to enter the market.” Fruit Aqua has a single bottle pricemark of 59p or two for £1. Tel: Bestway Group 0208453 1234.



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‘Never stop learning’ This month’s article features Coral Rose, managing director of Country Range Group. What has been the major milestone or turning point of your career? When I left RHM to set up my own consultancy. It was a risk that paid off: it led to some great projects and exposure to many different companies, which strengthened my passion for foodservice and my resolve to progress within the industry. Who has been the biggest inspiration to you? I wouldn’t be doing this job without the support of my family. A constant source of inspiration and encouragement has been my husband, Bledd, who gave up his career when we first had children to allow me to pursue mine. I have worked with some great people throughout my career who have inspired me, but I couldn’t single out anyone. How do you maintain a work/life balance and how have developments in technology affected this? With difficulty! I have worked in foodservice for over 20 years and am passionate about the industry. However, I am a wife and mum of three gorgeous boys and passionate about them too. Technology makes things easier as I can always be

Straight into foodservice After gaining a degree in retail management, Coral Rose went straight into foodservice as marketing manager at Watson & Philip. She stayed for 10 years, during which time W&P was acquired by Brakes and merged with Cearns & Brown. Rose then spent three years at RHM as marketing controller. After having her third son, she left to set up her own consultancy, which she ran for four years until one of her clients, CRG, offered her a job as group marketing & projects manager. Three-and-a-half years later – in October 2013 – she took over as managing director.

contacted and access what I need. I have been travelling away more recently and am really appreciating the benefits of FaceTime to keep connected with the family. It’s a much stronger communication tool than a voice call. What most frustrates you in business (and in life generally)? People not taking responsibility for their actions, the ‘it’s always someone else’s fault’ brigade. It’s difficult to have respect for people who don’t admit when they get it wrong. I have a strong belief, whether business or social, that it’s important to hold your hands up when things don’t go as planned and, essentially, to learn from those experiences. If you were able to retire tomorrow, would you, and if so, how would you spend your time? No, I’m too young to retire now and there is still so much that I want to do. I would like to retire from full-time work in my early 60s whilst I still have good health and reasonable fitness. I would envisage still being involved in foodservice in a non-exec director capacity as I couldn’t leave it completely. What advice would you give someone starting his/her first job? Understand and value everyone’s role within a business. Don’t be afraid to ask questions to ensure you understand what is required of you and never stop learning. And take responsibility for your actions! What type of business would you have gone into if it wasn’t C&C/wholesale? I don’t have any driving ambition to try anything else as my role is so varied and I really enjoy working in foodservice. I would take pleasure in sharing my experience with new people coming into the industry and could, therefore, offer some kind of mentoring and consultancy service.

Coral Rose with her sons Morgan, Tom and Iwan at Portsmouth Harbour on holiday last summer.


• Cash & Carry Management • June 2014

If you had a million pounds to invest in business, how would you spend the money? The population is ageing, yet there is little targeting of this sector. I would invest my money in enterprises actively looking to capitalise on the grey pound: it’s a growing market.



Transforming distribution Thirty two years after hosting its first Pro-retail event without a computer or mobile device in sight, Palmer and Harvey displayed a wealth of technological advancements in Shropshire last month that reinforced its status as market leaders in innovation. Michael Catling reports. A raft of digital developments were showcased at the annual Palmer and Harvey Pro-retail show, as P&H managing director Martyn Ward lauded The Buyco as an “exciting and revolutionary” venture ahead of Costcutter’s impending migration into its 14 distribution depots. Costcutter, which signed an eight-year contract with P&H in 2013, was expected to switch the supply of its Northern Irish retailers to P&H’s temperature-controlled Belfast depot in March, but was forced to scrap plans after technical issues with EPoS and a product file. However, following Costcutter CEO Darcy WillsonRymer’s announcement that the relocation is “just weeks away after a few teething problems”, Ward believes the next 12 months represent an exciting time for all concerned. Ward said: “Working with Costcutter, we have revolutionised the convenience sector by creating The Buyco – an exciting 50/50 joint venture buying company that will leverage more than £5bn buying power. Costcutter is in the process of creating its own market-leading independent range for retailers and our depot network gives us the national coverage to deliver 14,000 products every day. “We are no more than two hours away from any of our customers and our fleet management and route planning systems ensure that specific order times and requests are catered for. There is not a single operator that can match what we do and that is something we are very proud of.” To coincide with an increased focus on customer service, P&H devoted a large stall at its Pro-retail show to its mobile ordering services and exhibited a totally mobile-enabled platform version of the ‘Easy Order’ P&H app. According to head of marketing Rory Brick, the redevelopment is aimed at “enhancing navigation and building on a 40% rise in total online business in 2013”. P&H also utilised a number of stands to highlight its core capabilities, with its voice-activated picking in warehouses,

L to r: P&H’s Martyn Ward; Wrigley’s Jon Eatly, James Kennedy and Andrew Veitch, and compere Dara Ó Briain.


‘There is not a single operator that can match what we do and that is something we are very proud of’ Martyn Ward, managing director, P&H multi-tracking vehicle system and security solutions and loss prevention services garnering plenty of interest. Elsewhere, P&H’s Local Village for small-scale suppliers and producers returned for a fourth year, while the group also relaunched its Retail Club, devised exclusively for CTNs. Ward said: “One big selling point of the Retail Club is that it is the only bespoke solution for CTNs that is news-led. This means they can maintain control of their business, while also receiving the support and expertise of the UK’s number one wholesaler, as well as a market-leading tobacco discount.” The package, which is worth up to £3,500 a year and grants access to 270 suppliers through the Plus Extra scheme, has attracted 70 new customers after successful trials in Haydock, Merseyside, and that number is expected to reach 400 by the end of 2014. Over a two-day period at the Pro-retail event, 6,000 visitors were in attendance. There were guest appearances from Nottingham Forest manager Stuart Pearce and three-time Le Mans winner Allan McNish. Representatives from Coca-Cola Enterprises and Sussex County Cricket Club were also present, after securing partnership agreements with P&H in the last eight months. The event, hosted at the Telford International Centre, attracted 1,600 retailers and suppliers to P&H’s gala dinner and Pro-retail awards, compered by comedian Dara Ó Briain. The Wrigley Co received the Supplier of the Year award, while Republic Technologies and the Cadbury Marvellous Creations Range by Mondelez won the Service Level Excellence and Product of the Year awards respectively. For a full list of Pro-retail winners, see our News Bulletin at www.cashandcarrymanagement.co.uk/blog

June 2014

Cash & Carry Management


in focus

A year to remember Lauded as the largest retail food chain in the world, SPAR has long prided itself on offering ‘quality own-brand ranges’ and ‘unrivalled expertise’. But as Michael Catling found out, it now has the awards to prove it. With a gold statue overhanging the entrance and multiple awards and placards adorning the walls and mantelpieces inside, you could be forgiven for mistaking SPAR headquarters as a walk-in trophy cabinet. Indeed, it seems somewhat ironic that while the England football team is striving to win just one trophy at the World Cup this summer, SPAR is struggling to accommodate 120 brand awards and 47 national retailer awards won since the middle of last year. As one visitor quipped, most convenience retailers would be hard pressed to accumulate half that many in a decade, let alone 12 months. SPAR swept the board at the Retail Industry Awards 2013 in September, winning six trophies including Convenience Retailer of the Year (SPAR Brackenvale). More recently, its exclusive wine range, which has accounted for £2.8m in sales since being launched last April, received two silver and three bronze medals at the International Wine Challenge – taking its total of wine awards to 66 since the turn of the year. Unsurprisingly, there is a refreshing air of buoyancy that greets visitors to SPAR’s offices in Harrow-on-the-Hill and a feel-good factor personified by a 1.05% and 3.6% increase in UK retail sales and like-for-like sales respectively for the year ending April 2014. Some feat, considering its UK store numbers fell by 4% to 2,324. And with global sales rising by 4.1% last year, UK managing director Debbie Robinson believes SPAR’s award success is testament to its differentiation. “We are focused on being the best and there are no branded equivalents where we are developing products. Remaining modern and relevant is imperative and we see that uniqueness as the route to our success,” she says. Building on the success of its branded wine and ‘winterwarmer’ range, which helped to boost incremental sales by £24m in 2013, SPAR has unveiled a five-year plan to rival the multiples and increase own-brand sales from 29.2% to 40%. As part of its ‘Growing Together’ strategy, which is aimed at transforming customer perception, the symbol group has released a new summer collection, including Bite-size Pork

James Hall & Co, based in Lancashire, distributes fresh, frozen and ambient products to over 450 SPAR stores.

Pies, BBQ Rack of Ribs, and Sweet Chilli Noodle salads. The launch, which corresponds with the growth in on-thego consumption, is complemented by a new price-marked handheld ice-cream range, with Indian and Oriental readymeals and stir-fry sauces set to be introduced in September at a two-for-£5 price point. Susan Darbyshire, UK brand director, explains: “Consumer needs are changing and people want good quality products at great prices more than ever before. To meet these new demands, our objectives are clear – to use own brand as a major sales driver for our retailers, increase customer loyalty and grow sales at higher margins.” As part of a £5 million multi-media investment, the launches are supported by social media engagement, sampling kits in-store, a ‘Shop-to-Win’ campaign to encourage repeat purchases and a TV advert, which will air in August. “SPAR is creating a fantastic, profitable own-brand range for retailers that is relevant to customer needs locally and offers excellent quality and prices,” adds Darbyshire. “This is an extraordinary opportunity to develop, merchandise and promote a sector-leading own-brand range, and we know SPAR retailers will grasp the opportunity.” For now, though, SPAR could benefit from investing in a trophy cabinet!

SPAR has unveiled a five-year plan to increase own-brand sales to 40%.


• Cash & Carry Management • June 2014


employment law

The challenge of the Games Human resources expert Cate Ritchie (right) advises employers on how best to deal with employees’ requests linked to the Commonwealth Games. Employers, there are some issues you need to think about in order to reduce the impact that the Commonwealth Games could have on your business. Consult with your employees to gauge the level of interest and have open communications about suggested changes to working practices that meet the needs of staff and the business. Time off Employees who wish to take time off work around the time of the Games should book annual leave in the normal way, as set out in the company holiday handbook/policy. Leave should be booked well in advance of the event, although during the Games the company may, at its discretion, consider late requests for time off work. Employers may also need to consider those who have no plans to take time off during the Games but may either: hope to watch some TV or internet coverage while at work or may wish to discuss some sort of temporary flexible working arrangement get fed up with all the fuss and any perceived favouritism shown to those with sporting interests. Try to be fair and consistent when allowing time off, and remember not everyone is a sporting fan. When considering requests, don’t forget that any temporary changes to rules and policies should be non-discriminatory.

come in a little later or finish earlier, and then agree when this time can be made up. Allowing staff to listen to or watch some events may be another option. It may also be possible to allow staff to take a break during popular events. Managers should, however, be fair and consistent with all staff when allowing additional benefits during the Games period. Managers may allow staff to swap shifts if possible, but any change in hours or flexibility in working hours should be approved before the event. Deal with performance issues There may be problems around staff watching lengthy coverage via their computers. Why not plan for popular sporting events, perhaps giving staff access to a TV during agreed times? If you wish to talk to Cate about any HR issue, including implementing a policy to deal with popular events, contact her at cate@121hrsolutions.co.uk or phone (0792) 121 3890.

• •

Manage attendance It’s time to start talking to your employees about their plans. You may keep your policy simple. One alternative is a ‘first come, first served’ policy for booking leave – but it may help to draw up some guidelines if you believe that this will be perceived as unfair. Organisations’ sickness policies will still apply during this time; these should be operated fairly and consistently for all staff. Levels of attendance should be monitored during this period in accordance with the associated policies. Any unauthorised absence or patterns in absence could result in formal proceedings, so watch for high levels of sickness or late attendance. This should be communicated to staff. Flexibility Whether or not you currently have flexible working in your business, it may be something to consider, even as a shortterm measure. One option that may be agreeable would be to have a more flexible working day, when employees may


Cash & Carry Management

• June 2014 • 13

special report

Liverpool first to score Mervyn Gilbert hears about changes being made at one of the north’s major cash & carry operators. A more welcoming appearance and restyled reception areas are among the improvements being put in place by Parfetts to generate more business, initially in the two Liverpool branches, followed by the Stockport-based C&C operator’s four other outlets. Much of the work is aimed at creating a closer relationship with suppliers. So much so, that at the 105,000 sq ft Aintree branch Parfetts has fitted a nine-screen video wall above the checkouts and 50in screens in the reception area. Another major innovation is the installation of a run of supplier-faced tower ends at this and the 40,000 sq ft Anfield unit, both of which, until now, have included just the odd illuminated display. Among the drinks manufacturers now enjoying a higher profile with Parfetts are AB InBev, Budweiser, Molson Coors, Diageo and First Drinks, alongside others in different channels, such as Nestlé Confectionery, AG Barr and SHS. Says the company’s marketing manager Guy Swindell: “This is the first time we have ever invested heavily in revamping the branches to this level. Until now, we were simply maintaining them to a reasonable standard. “The aim is to make Aintree the blueprint for the rest of the chain, which also includes Somercotes (117,000 sq ft), Sheffield (75,000 sq ft), Stockport (200,000 sq ft) and Halifax (50,000 sq ft).” Improvement work has also been carried out to the canopies and roof, both of which had seen better days, while the reception areas, which were “looking tired”, have been restyled. The company is also giving greater emphasis to its Go Local and Go Local Extra retail initiatives, which managing director David Grimes said recently (Cash & Carry Management: April) have been performing well in an otherwise difficult market.

Three logos instead of one at Aintree.


• Cash & Carry Management • June 2014

Get the message?

Last year, operating profit dropped from £4.6m to £3.7m on sales down by 1% to £299m. Parfetts’ majority stake has been in the hands of employees since a share restructure was announced in 2008. Three years after that, the then managing director Steve Parfett stepped down to become executive chairman, handing the reins to Grimes. Both of the Merseyside branches now carry the Go Local and Extra logos as well as the corporate name on the exterior of the building so that registered customers are instantly aware of the company’s activities. Yet another aspect of the changes is the presence of two business development executives in each of the six branches, largely to explain the benefits of the retail clubs to those considering joining and to maintain relationships with existing members. Because the process is ongoing, any effect on the present financial year, which ends on 30 June, is likely to be minimal. It is in the following 12 months when the benefits will be felt. “There are now over 1,000 shopkeepers taking advantage of the Go Local promotions,” says Swindell. “Of these, more than 100 carry one or other of the fascias, which we unveiled just two years ago. We are also in the process of considering another 100 enquiries from those wanting to join. But it’s not just about building numbers; we’ve got to see that the scheme is right for them.” While the activity is directed largely at retail customers, Swindell points out that catering remains a valuable part of the Landmark Wholesale member, with six-week promotions aimed at customers in this channel. “We also have an on-trade business development manager who regularly visits restaurants and pubs to build business in this sector.” The closer collaboration with manufacturers is being dubbed by Parfetts as ‘360 Activation’ – a reference to the business coming full circle. The management team will be hoping that they have covered most of the angles to produce a more upward curve in the coming years.



Changing drinking patterns UK wine retail sales are worth more than any other category – valued at £5.4 billion per year – but with premiumisation and new grape varietals driving consumer trends, outdated strategies could affect wholesalers’ and retailers’ sales in this sector. Improved ranging and merchandising could help exploit a £200m opportunity in the convenience & impluse channel over the next five years, according to Treasury Wine Estates (TWE). TWE reports that many convenience store retailers are too focused on entry-level wine consumers who, while making up 39% of the consumer base for wine, only account for 27% of total spend, thus missing out on consumers who are willing to pay extra. TWE advises convenience retailers to stock a balanced range of different grape varietals and at different pricepoints, in turn reducing duplication of similar wine types. Shaun Heyes, head of customer marketing, comments: “The key is to stock a selection of wines that cater for different shopper missions and consumer occasions, such as the ‘treat’ and ‘meal for tonight’, which shoppers trade up for and are not always stocked in retailers’ ranges.” In order to educate convenience retailers, TWE has announced it will be running trials with symbol groups, attending depot days and trade shows and producing a raft of category tools such as literature to help boost wine sales.

Nielsen statistics show that 1.8m UK households only drink rosé wine and are resistant to traditional red and white varietals Meanwhile, TWE has revealed it will release a new Pinot Grigio Sauvignon Blanc Vermentino Blend to its Rosemount Estate range in August, as it bids to help retailers tap into the fastest growing wine price bracket (£6-£8), up 21% in volume (Scantrack MAT). The new addition, which will have an rsp of £6.49, coincides with on-trend grape varietals such as Pinot Grigio and Sauvignon Blanc and is aimed at attracting more consumers into the Australian wine segment, which has the highest spend per buyer in the category (Kantar). In July, Rosemount Estate will undergo a packaging redesign, which has shown to double shelf selection and generate higher purchase intent. Heyes adds: “Research shows that taste and quality are the two most important drivers for choosing wine (Wine Intelligence research). We’re confident that with our new addition to the Blends range, along with our new packaging design, we will be able to


unlock £6.5m worth of category growth by converting wine shoppers into higher spending Australian wine shoppers.” Elsewhere, Matua and Linderman have both launched summer promotions, with the latter reintroducing its annual marketing campaign: ‘It’s the Sunshine that makes it’. The initiative is supported by out-of-home and digital advertising, in-store promotions and a competition for selected symbol retailers and cash & carries with the chance to win business-enhancing prizes and stock. Similarly, Matua has revealed an on-pack promotion for its Sauvignon Blanc and Pinot Noir variants. The competition, which runs until September and is exclusive to the impulse channel, offers consumers the opportunity to win a trip for two to New Zealand worth £10,000.

Sun-Kissed additions Percy Fox & Co has introduced Blossom Hill Sun-Kissed Red & White wine varietals to selected retailers, after consumer research identified that 48% of Blossom Hill Rosé drinkers desire a lighter, fruitier wine taste (Millward Brown). Nielsen statistics show that 1.8m UK households only drink rosé wine and are resistant to traditional red and white varietals. Responding to consumer research, the launch is designed to “expand the repertoire of Blossom Hill Rosé drinkers and attract new consumers to the wine category”, according to Percy Fox & Co marketing director Kevin Chinn.

June 2014

Cash & Carry Management


wine The new varietals, which have a recommended offpromotional retail price of around £7, correlate with a packaging redesign across Blossom Hill’s wine portfolio that leverages the brand’s credibility by communicating its distinctive ‘fruitier wine taste’. The new releases are supported by a £2.1m marketing investment, which includes PoS material, sampling, PR and digital promotions, as well as a TV, print and online advertising campaign.

Portfolio upgrade Accolade Wines, the UK’s largest wine supplier, has relaunched its Echo Falls blends range with a number of key quality cues to premiumise its core varietals offering. The collection, which features a premium heavier bottle and a gold neck seal, aims to generate competitor differentiation by providing a clear two-tier range, improving standout in-store and emphasising the femininity and personality of the range. Amy White, marketing controller for Accolade Wines, says: “The new varietals range gives consumers the next step up to a premium selection of wines from the blends that appeal to the entry level. As consumers, we all look for that special occasion wine from time to time so better ranging and offering premium wines can increase sales and profit margins.” Nielsen statistics in April 2013 showed that sales of wines priced over £7 had risen by 16%, while those over £10 were increasing at 18% in the UK off-trade market. To help migrate consumers into premium wine, White recommends that wholesalers utilise www.winningwithwine.com for free advice and PoS material to “make the shopping experience more efficient for their customers”. Elsewhere, Hardys, the number one wine brand in the UK, is giving away cricket tickets every 24 hours with the purchase of eight selected Hardys wines skus. As part of a new three-year partnership with England Cricket, the promotion will feature on three million neck tags until September and will be distributed to multiple retailers and convenience stores. In keeping with the competition theme, Kumala has partnered with Pathé and 20th Century Fox Home Entertainment to celebrate the launch of Mandela: Long Walk to Freedom. The collaboration, which offers consumers an opportunity to win a trip for two to South Africa and an exclusive tasting with Kumala winemaker, Ben Jordaan, is aimed at strengthening Kumala’s 45% year-on-year growth and reinforcing its position as the number one South African wine brand in the UK. The Facebook competition runs until the end of July and is reinforced by advertising in the national press, as well as in-store promotions, sampling and PoS material.

Campo Viejo Tempranillo from Pernod Ricard has been named the third biggest selling wine in the UK by value and the number one red wine (Nielsen). Lucy Bearman, head of marketing at Pernod Ricard UK, says: “Campo Viejo has leveraged its brand strength and performance to help UK retailers tap into this significant category growth opportunity. We can also confirm that the brand’s average price per bottle is the highest in the top 15 wine brands at £6.80. “Campo Viejo Reserva has grown by an impressive 9.5% and our Gran Reserva is up 78.9% in line with our strategy to drive premium growth and provide consumers with an opportunity to explore different expressions of Tempranillo for different occasions.” Across Pernod Ricard’s portfolio, Jacob’s Creek, the official wine of Wimbledon, has released white-inspired limitededition bottles of Classic Chardonnay and Shiraz varietals. The range, which has an rsp of £8.09, also features on-pack promotions across 1.4m bottles of its Classic and Cool Harvest range, offering consumers the chance to win five pairs of Wimbledon final tickets and 500 iPad Mini 2s. Available to independent retailers and cash & carries is a range of PoS material, including in-store branded barkers, display units, tear strips, branded pallet wraps and hampers. A number of on-trade outlets will also be supplied with Wimbledonthemed bunting and branded merchandise to drive consumer awareness.

All data unless stated: Nielsen.

All data: Nielsen.


• Cash & Carry Management • June 2014

Category leader



IBL is an independent and family-owned wine business and our portfolio has been created with independent retailers in mind

International appeal International Brands (IBL) report that South African, Spanish and Argentinean wines are all experiencing double-digit growth, as consumers favour new world wine brands and more adventurous flavours. Paul Hinks, retail sales director at IBL, comments: “Sales of South African wines are up 14% and our Makulu range is actually outperforming this category with 21% growth. I think wines that deliver the best value in the market through leading price points, quality taste and packaging are winning and this trend will continue.” Makulu turnover has risen by 20% over the past 12 months, driven by a packaging relaunch, new product development and key distribution wins.

From the heart of South Africa’s winelands

‘Sales of South African wines are up 14% and our Makulu range is actually outperforming this category with 21% growth’ Paul Hinks, retail sales director, International Brands To help boost consumer awareness of its Makulu and Broadleaf brands, IBL has set aside a £750,000 marketing investment and will focus on developing meaningful joint business plans, with an emphasis on competitive on/offpromotional pricing. This will run parallel to distribution-driving initiatives such as regional van sales campaigns and rate-of-sale driving bespoke incentives at wholesale and retailer level. An on-pack promotion will also feature on Makulu and will offer South African ‘braai’ BBQ hampers as prizes.

An exquisite new range of nine varietal wines from Australia, California and Chile

Refresh your range this summer!

For further information: Accolade Wines (01483) 690000 International Brands 020-8683 4565 Percy Fox & Co (01279) 713400 Pernod Ricard 020-8538 4484 Treasury Wine Estates 020-8843 8400


Explore our wines at iblwines.com or call 0208 683 4565 for more information June 2014

Cash & Carry Management


tobacco & e-cigarettes

Lighting up the market The growth of the roll-your-own tobacco market continues to offset legislative pressures on the tobacco trade, while e-cigarettes offer a glimpse into the future. Michael Catling reports.

A category market update, issued by Imperial Tobacco UK, The average retailer now generates 150 visits from tobacco has revealed that the total value of the UK tobacco market shoppers and more than £310,000 turnover each day. currently stands at over £15bn, with retail sales of roll-yourFuller also reports that sales of sub 12.5g pack sizes of own (RYO) tobacco products generating an estimated RYO tobacco have more than doubled over the past year, £1.9bn. with AMR 2012 research showing that 62% of shoppers Approximately, two in five UK adults now smoke RYO prefer their tobacco to come with papers. tobacco. Imperial Tobacco believes that retailers will become “RYO adult smokers’ search for value has seen reduced even more reliant on wholesale and cash & carry outlets pack sizes become increasingly popular and led to an uplift for category insight amid the 2015 display ban and the in sales of our 8g GV Smooth Handy Packs,” says Fuller. associated increase in sales of illicit tobacco. To enable retailers to capitalise on this growing popGreg Fuller, head of route-to-market, comments: ularity, Imperial Tobacco launched Gold Leaf 9g at the “Wholesalers need to make their cash & carry tobacco end of 2013. Complete with papers, Gold Leaf 9g rooms a clean, dust-free area that have sharp and visual enables adult smokers to make 22 hand-rolled cigarettes point-of-sale displays. When retailers visit tobacco for £2.87 (rsp) and offers retailers margins of rooms, they expect the best-selling brands to 12%. be constantly available and clearly priced. More recently, Golden Virginia Smooth was “Staff members are also a vital communirebranded as GV Smooth, with papers and cation tool and will lead to a retailer buying tips included in selected packs to correspond from you and not your competitors. with consumer trends. Available in 8g, 12.5g, Employees must understand how much out25g and 50g pack sizes, papers are conof-stocks, especially on core categories such tained in the 25g and 50g pack size, while as tobacco, hurt a wholesale business in the papers and tips feature in the 8g ‘handy short and long term in order to motivate pack’ (rsp £2.82). Since the launch, UK them to avoid these at all costs.” sales volumes are up by over 28%. As such, he recommends increasing Imperial Tobacco’s Greg Fuller: ‘Out Imperial Tobacco reports that JPS of stocks hurt a wholesale business.’ RYO is enjoying 20% year-on-year supplies on best-selling brands.


• Cash & Carry Management • June 2014



A Brand You Can Trust, A Taste You Will Love The value of the e-cigarette market is forecasted to almost double over the next two years, with Nielsen reporting that the category could be worth £340 million by 2015 – just below 3% of factory-made cigarette sales. There are now estimated to be over 200 brands in the market but no brand has been developed with strong recognition in the eyes of the consumer...until now. Clipper, which thrives on its promise of reliable and quality products, has produced a new e-cigarette range bringing consumers safe products at competitive prices. The new Brio collection, which features disposable e-cigarettes, a rechargeable starter kit, cartridges, vaporizers and e-liquids, utilises a unique vapflow system to produce more puffs for the consumer’s money and create one of the longest lasting e-cigarettes in the market. A soft filter tip and smooth paper have also been used to create an enhanced and realistic smoking experience, while a flexible non-leakage mouth piece and over-charge protection chip have been integrated for safety assurance. Clipper maintains huge popularity and loyalty throughout the UK and worldwide which, in a market full of questionable brands and a product that we still know so little about in terms of health, is a benefit that money can’t buy!

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tobacco & e-cigarettes growth and is one of the fastest growing RYO tobacco brands in the UK. Available in 50g, 25g and 12.5g packs, JPS offers greater value for money and control and responds to the mounting number of UK cigarette smokers ‘dualing’ with RYO tobacco. The 25g pack is the fastest growing sku in the range but the 12.5g pack has the greatest share of the market. All data: ITUK unless otherwise stated.

Papers and tips fuelling impulse The tobacco market is adapting to major changes brought by the display ban and the rise of e-cigarettes, according to Republic Technologies, with value, choice and flavour options creating a loyalty segment of RYO smokers. The growth of filter tips in the total impulse channel has risen by 11.5% to £40.7m, while the rolling papers market is outperforming other sectors of the impulse market, up 4.2% and valued at £87.8m. “The convenience channel has been the star performer for RYO filters and papers in the last 12 months, as more community-based retailers look to develop this high-margin sector of the market,” says Eleni Koulara, Republic Technologies (UK) marketing manager. Responding to the rising consumer demand for smaller filters, Republic Technologies launched Swan Ultra Slim Filter last year to reinforce its position as Britain’s favourite filter (12.7% year-on-year growth). Billed as the thinnest Swan filter ever, the pack contains 126 filter tips and caters for those consumers looking to reduce smoking due to health or cost factors. Swan Ultra Slim will feature in a 30-second commercial and on display banners on the Professional Darts Corporation (PDC) website until October after becoming the official partner of the PDC for 2014. Elsewhere, Republic Technologies is backing the release of ZIG-ZAG unbleached rolling papers with a music promotion, ‘The Unbleached Sessions’, where six undiscovered bands will qualify to play on the same set as The Mystery Jets in August, with the winning band supporting The Cribs a month later. The sponsorship, which is supported by advertising on Spotify and in

BUYER’S VIEW FROM HQ Richard Booth, category controller at Bestway, says: “Overall, the roll-your-own category is performing strongly with sales up 8% in volume and 11% in value over the past year. With the Chancellor’s budget increases and rsps continuing to rise, consumers are becoming more concerned about price points. As a result, more adult smokers are trading down and reaching for RYO products. “Amber Leaf sits in the top two positions, with the 12.5g pouch outselling the 25g by three to one. Gold Leaf 12.5g is also performing strongly and is the third largest seller in the market. However, I would advise retailers to watch out for Natural American Spirit and Drum brands, which have posted substantial growth over the last year. “It is important that retailers get their range right, and suppliers can now help with micro-planograms for each area to advise customers on best-sellers. Stocking pricemarked packs represents a great opportunity to boost profit margins and communicate value to the consumer in a way that the larger stores cannot do because of the display ban. “Figures show that the vast majority of tobacco products sold through cash & carries are now PMPs, and with the display ban coming into force next year, retailers have to start telling their customers that they will still be able to get their tobacco products in their store. Retailers cannot afford for customers to have an ‘out of sight, out of mind’ mindset.”

Bestway’s tobacco room features a range of bestsellers, PMPs and PoS displays.

NME magazine, offers fans the opportunity to vote for their favourite band online and win free tickets to The Cribs’ gig in London. The endorsement will be displayed on Regular and King Size slim packs until September, with an rsp of 27p for 50 papers and 70p for 50 papers respectively. All data: Nielsen.

International exposure Blu eCigs has launched its product range into the UK market, with two rechargeable kits, a variety of cartridge refills, disposable e-cigarettes and charging accessories set to


• Cash & Carry Management • June 2014


tobacco & e-cigarettes be rolled out across 12,000 retail outlets before the end of June. The blu eCigs range aims to offer unrivalled product quality assurance and pace of product development by utilising its high level of supply chain control, research & development capability, market knowledge and corporate funding. The blue light at the end of the e-cigarette features the blu triangular logo, which glows with every draw, while the black packaging displays a flash of colour to highlight each flavour and create a standout visual. CEO Jacob Fuller comments: “We plan to replicate the success of the blu brand in the USA which, with similar levels of funding, shot from a turnover of $18 million to $250 million in just a year.” The rechargeable kits range, which offers a choice of a blu Starter Kit or a Premium Kit, is available in Classic Tobacco and Menthol variants. The Premium Kit includes a slim rechargeable case and batteries, USB cable and three cartridge refills, while the Starter Kit features a USB charger, rechargeable batteries and two cartridge refills within a durable carry case.

“It is important that manufacturers and retailers demonstrate to customers that they are getting the best possible choice and value when making their tobacco purchase.” Meanwhile, JTI has introduced a new pack design across its existing Old Holborn range, reinforcing the brand’s position as the premium quality offering in the RYO category. According to Blackburn, the redesign is aimed at “strengthening Old Holborn’s 2.3% volume share of the total RYO market and its 10.5% share of the premium-price segment within this”.

‘PMPs account for a 64.3% volume share of the RYO market in independents and symbols’ The Blu eCigs cartridge refills come in a raft of variants, including Tobacco Gold, Rich Tobacco, Cinnamon, Vanilla, Classic Tobacco, Cherry, Menthol and NRG. However, only the latter four flavours feature in its disposable e-cigarettes range. Products are priced from £14.99 for a rechargeable kit, £5.99 for cartridge refills, £5.99 for disposable e-cigarettes and £4.99 for charging accessories.

Reacting to consumer trends Japan Tobacco International (JTI) has urged manufacturers and retailers to respond to the rising demand for greater value for money by utilising PMPs. Nielsen revealed in April that PMPs account for a 64.3% volume share of the roll-your-own market in independents and symbols, and with this segment growing at 4.3% year on year, JTI head of communications Jeremy Blackburn believes that visible pricing information can offer consumers reassurance and encourage associated purchases. He explains: “In recent years, many existing adult smokers have chosen to switch to products that offer greater value for money – a trend which has manifested itself in the considerable growth of the UK RYO market.


• Cash & Carry Management • June 2014

Jeremy Blackburn, JTI head of communications The 12.5g pack, which has an rsp of £4.40, incorporates a ‘new design, same taste’ flash mark, while the 25g and 50g packs, with rsps of £8.62 and £17.09 respectively, display a sticker to indicate the use of ‘zip fresh’ technology. JTI has also announced that its Amber Leaf brand has been named the UK’s number one tobacco product, with an 11% share of the total tobacco market (including cigarettes). All data: Nielsen.

Top 10 RYO products (Nielsen YTD April 2014) 1

Amber Leaf (JTI)


GV green (Imperial Tobacco)


Cutters Choice (British American Tobacco)


Gold Leaf (Imperial Tobacco)


GV yellow (Imperial Tobacco)


Drum (Imperial Tobacco)


JPS RYO (Imperial Tobacco)


Pall Mall RYO (British American Tobacco)


Amber Leaf 3-in-1 (JTI)


Old Holborn (JTI)



tobacco & e-cigarettes

Display ban solution

STG’s Alan Graham: ‘RYO is growing by an incredible 11%.’

Generating footfall The increasing demand for value-for-money tobacco products has created a rapidly growing RYO segment, according to Scandinavian Tobacco Group (STG), as more consumers seek affordable brands such as Salsa over mainstream lines. Figures show the RYO value-for-money sector is growing at 26% year on year and is already worth £329m, with PMPs and new product developments monopolising the market ahead of the display ban in April 2015. Alan Graham, head of marketing at STG UK, comments: “RYO tobacco has continued to grow in popularity with smokers as the tobacco stretches further per pound spent than a packet of cigarettes. As a result, we’re seeing an increasing number of cigarette smokers switch to RYO tobacco, as reflected by figures that show the category is worth just under £2.1bn and growing by an incredible 11%.” STG reports that Salsa value sales are now worth £2m, with its £3.29 PMPs proving increasingly popular with wholesalers and retailers alike as more consumers seek economic reassurance. Graham advises wholesalers to stock niche ranges such as additive-free tobacco, alongside limited-edition packs and marketleading brands, with consumers paying more attention to product descriptors. Natural American Spirit, the UK’s number one additivefree brand, underwent a redesign last year to incorporate an internationally-unified design. It offers retailers an opportunity to “liven up their tobacco gantry” with a thriving niche range, according to Graham. All data: SymphonyIRI.

Portfolio upgrade British American Tobacco (BAT) has extended its Cutters Choice range to help UK retailers benefit from a 23% longterm growth opportunity in the RYO segment (Nielsen). Cutters Choice is the third biggest RYO brand in the UK (GCS Results 2013), and the new Exquisite Blend offers adult


• Cash & Carry Management • June 2014

BAT has pledged to assist retailers in complying with the tobacco display ban by offering solutions via its MOR£ trade partnership programme. Small-store retailers will be forced to comply with the new display regulations from 6 April 2015 and Frank Silva, BAT’s marketing director, believes the initiative will help to alleviate “high levels of confusion and anxiety”. “We’re going to try to provide advice or a solution to help small retailers in our MOR£ programme adjust to the changes required to comply with the retail display ban,” says Silva. “Our experience from other markets around the globe means that we possess a huge amount of expertise about complying with a display ban – and which solutions work best. We can provide advice, guidance and merchandising options, depending on the type of store.” According to Silva, the scheme offers an alternative to BAT’s competitors who “not only ask retailers to sign up to lengthy contracts, but also require stores to devote disproportionately large amounts of their gantry space to a few brands”. Retailers who would like to utilise the MOR£ trade partnership programme should speak to their dedicated BAT sales representative.

RYO smokers a more mature and premium blend within the value-for-money segment. Claire Bodiguel, Cutters Choice brand executive, comments: “For a long time, RYO tobacco was considered a lower-priced option for many adult smokers. Times are changing and adult consumers want high quality products blended by masters – Cutters Choice can now offer the perfect leaf to every adult RYO smoker.” The new line, which is available in 12.5g packs, joins the original Cutters Choice Smooth Blend and the recently launched Cutters Choice – a True Blend. The Exquisite Blend also displays a new packaging design that features across the entire range.

For further information: BAT 020-7845 1000 Blu eCigs (0800) 0149 355 Clipper (01268) 662222 Imperial Tobacco (0117) 963 6636 JTI (01932) 372000 Republic Technologies (01494) 556129 STG UK 020-8731 3400


food & beverages on the move

High expectations Consumers want quality and choice when it comes to quick-service formats. Snacks are worth 22% of the £32.8bn foodservice market, according to foodservice consultancy Horizons. “Demand for food that can be consumed on-the-go has led to the rise of on-trend options such as sandwiches, wraps and American-style fast food – popular due to their portability and ability to be served quickly,” explains Grace Keenan, brand manager for Kerrymaid. The pre-grated format of Kerrymaid Grated speeds up preparation. The product is also heat stable and does not ‘oil out’, resulting in more visually appealing sandwiches and wraps. A 2kg bag of Kerrymaid Grated fills up to 50 sandwiches or wraps, making it well suited to commercial customers. “The rise of food on-the-move is a promising trend for quick-service restaurants,” adds Keenan. “With many outlets now offering extended opening hours, and the fast-food trend extending into wider forms of cuisine, sales of burgers, hot dogs and fries are on the up. Growth is being driven by personalisation and the arrival of gourmet options.” From the end of this year, caterers must include allergen information on the labels of their pre-packed food – a key challenge for the food-to-go market. Kerrymaid Grated and Kerrymaid Original Slices are both suitable for vegetarians and gluten-free consumers.

Less is more Coca-Cola Enterprises (CCE) cites smaller pack formats as ideal for consuming on-the-go as they are convenient and also tend to appeal to cash-conscious shoppers. The 2013 launch of Coca-Cola’s portfolio into an eyecatching slimline 250ml can reflects the company’s commitment to offering pack sizes that meet specific shopper missions or consumption occasions. CCE has also added a smaller 375ml bottle to the CocaCola range and a 250ml can of Relentless Origin to the Relentless selection. Oasis Mighty Drops is a super-concentrated squash that can be added to water while on-the-go to create a juice drink. The product offers shoppers the flexibility to add as much or as little as they prefer, and is convenient to store in a bag.


Following the launch of Oasis Mango Medley last year, CCE has unveiled a Pineapple Rush variant, available to retailers in both plain and £1 price-marked packs. CCE is also using smaller packs, like 330ml cans of CocaCola and Coke Zero, to celebrate the 2014 FIFA World Cup and promote Cola-Cola’s long-held association with the tournament as a key sponsor. Fanta’s latest on-pack promotion, called ‘Play #Fanta100 – 100 ways to play’, aims to increase brand awareness with teenagers by offering them the chance to win a range of money-can’t-buy prizes. It is available on 330ml plain cans and 59p PMPs.

Exotic flavours “Southeast Asian oriental foods are driving double-digit growth and, with the UK now looking to exit the recession, trading for 2014 looks to be strengthening even further with 26% targeted growth,” reports Les Hausen, commercial manager at Oriental wholesale specialist Manning Impex. The company has been trading for over 27 years and the main focus during this period has been to develop long-term partnerships with key suppliers and help them to develop their brands. Manning Impex is in partnership with more than 46 leading brands from Thailand, Malaysia, Singapore, Indonesia and the Philippines. According to Hausen, innovation and development have been the key to building these long-term relationships. “These suppliers rely on our local market awareness in order to aid their development programme and add focus to their brands. “Brand management, and how the brand is perceived by consumers here in the UK, is key. This focused and considered approach has been honed over many years and works extremely well in conjunction with our proactive approach to marketing support. Adding regular promotional offers has also helped considerably to create demand and interest for the products and develop consumer awareness.” Over the last 10 years the UK has seen an increasing demand for world foods. There has been significant growth within smaller retail units, as well as major multiples. These smaller units are

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food & beverages on the move also demanding packaging that is easier to handle and more visibly attractive. In many cases, shops have very little back-up storage which has prompted the development of smaller case sizes as required by the trade.

Hot, quick and tasty Products in the hot, quick & tasty category, which sits within the food-to-go category, are chilled, prepared in under five minutes, need nothing added to them and are for the singleserve occasion. Kepak Convenience Foods recently launched Rustlers Hot Naans range, which comprises Jalfrezi Chicken and Tikka Chicken and takes its inspiration from Indian ready meals, the fastest growing section of the ready meals category, worth £450m (IRI). Kepak has also added Rustlers Noodle Chip Shop Curry variant to its Noodle Pot range. “Our research has highlighted that shoppers are now snacking more throughout the day instead of the traditional three meals a day,” says marketing director John Armstrong. “The hot, quick & tasty category can help retailers tap into this opportunity as shoppers look for warm and substantial eats during the day.” A Kepak branded microwave or hot snack station are inexpensive additions to a store that can boost sales of hot snacking products by as much as 280%. Orders can be placed with RH Hall on (01296) 663400.

Premium snacking According to Empire Dogs, the instant hot snack category generates £197m in sales by value for the foodservice market annually, with consumer demand driven by the growing popularity of high quality street foods and American gourmet cuisine. Hot dogs have become one of the fastest growing menu items, featuring on 85% more menus than last year, and Empire Dogs founding director Mark Yates believes his brand offers an alternative to conventional pre-packed snacks. “Empire Dogs offer wholesalers and cash & carries an opportunity not only to grow their lucrative hot dog sale, but also to extend their hot snack category to meet a more premium consumer demand,” Yates explains. “Wholesalers can offer customers the chance to purchase new, unique and healthier hot dogs that exceed customers’ demands of provenance, traceability, convenience and healthy choices.”


• Cash & Carry Management • June 2014

To correspond with the latest consumer trends, Empire Dogs offers a pre-cooked, portable on-the-go carton pack of hot dogs containing 50% less fat content than any other brand on the market. Suitable for both microwave and conventional ovens, the 100% British hot dogs are available in Bratwurst, Frankfurter, Cajun Chicken, Chicago Beef, Chorizo and Cumberland variants, and are sold in a range of sizes including 35g, 55g, 80g and 140g at a choice of price points. Nescafe &Go is a beverage machine from Nestlé Professional that offers seven hot drink varieties. The standalone machine has a small footprint and is quick, clean and convenient, with no plumbing required. “Coffee poses a huge opportunity for operators,” says category manager Andrew Newson. “Not only is the coffee shop market now worth £5.8bn (Allegra Strategies), but the on-the-go opportunity is considerable as consumers expect access to quality coffee wherever they are, at whatever time of day. The fact that 700 million cups of coffee in the out-ofhome market are currently ‘lost’ each year due to a lack of convenience for the customer helps explain why the selfserve trend is set to really take off (Incite).”

Takeaway tea

Tata Global Beverages offers Tetley On The Go, a serving solution that aims to boost serving standards and profits. Tetley On The Go includes blue branded cups that have double walls to retain temperature and negate the need for paper sleeves. Sip lids reduce the potential for spillages and non-drip drawstring teabags make it easy to remove the teabag. Tetley On The Go includes almost everything caterers need to serve a cup of takeaway tea. “When caterers team up with Tetley, the On The Go branded cups and point of sale give customers the reassurance of enjoying a cup of tea with a taste they know and love,” says Dorothy Sieber, marketing director.

For further information: Coca-Cola Enterprises (08457) 227222 Empire Dogs (0203) 176 5291 Kepak Convenience Foods (01772) 688300 Kerrymaid (0800) 783 4321 Manning Impex (01276) 406888 Nestlé Professional (0800) 745845 Tata Global Beverages (0800) 387227


Perfect for Adventurer Meal ● Excellent for office lunch ● Ready in 7 minutes ● Gluten Free UK & Ireland Imported and Distributed: Manning Impex Ltd. 2 Doman Road, Camberley, Surrey GU15 3DF www.manningimpex.com sale@manningimpex.com Tel: +44 (0)1276406888/7

products & promotions In the zone

Smart launch COCA-COLA ENTERPRISES (CCE) – glacéau smartwater is a new bottled water brand being launched in August. Available in 600ml and 850ml PET bottles at an rsp of 57p and 89p respectively, glacéau smartwater is made using British spring water, which is vapour distilled before electrolytes are added to give it a ‘crisp, clean taste’. The glacéau smartwater brand was first introduced in the USA in 1996 where it is now the leading premium water (Nielsen). Britain is the first market in Europe to launch the brand. Reflecting CCE’s ‘Made in GB’ commitment, glacéau smartwater is produced and bottled in Northumberland in 100% recyclable bottles. Tel: Coca-Cola Enterprises (08705) 336699.

Tea blends TATA GLOBAL BEVERAGES – The new Tetley Mood Infusions range combines ‘favourite blends with on-trend natural flavours’. Launched exclusively for foodservice, the blends include Tetley Calm (chamomile with a squeeze of lemon and a dash of liquorice), Tetley Warmth (Redbush with orange blossom, peel and spices), Tetley Serenity (with a lemon balm and honey base) and Tetley Pick Me Up (strawberries, cherries, raspberries and apples blended with hibiscus and poppy flowers). Available in packs of 20 individually sealed envelopes, all four blends are naturally caffeine free. Tel: Tata Global Beverages (0800) 387227.


LUCOZADE RIBENA SUNTORY – Lucozade, the nation’s biggest sports and energy drinks brand (Nielsen), has launched the Conditions Zone as part of its £10m ‘Fuel to Rule’ campaign. The Conditions Zone is a five-a-side facility in London where amateur footballers can play football in the same heat and humidity that their footballing heroes will face this summer in Brazil. James Young, head of sponsorship, says: “We pride ourselves on our commitment to educating sportspeople on the benefits of isotonic carbohydrateelectrolyte drinks. The Conditions Zone will reinforce Lucozade Sport’s key functionalities, enhancing absorption of water and contributing to the maintenance of endurance performance.” Tel: Lucozade Ribena Suntory 0203727 2420.

Mars cake MARS CHOCOLATE DRINKS & TREATS – The company has entered a new category with the launch of Galaxy Chocolate Cake and M&M’s Chocolate Cake. Galaxy Chocolate Cake consists of chocolate sponge filled and covered with Galaxy buttercream, topped with mini Galaxy Counters and Galaxy Ripple pieces. M&M’s Chocolate Cake has been designed to create colourful standout on shelf and features chocolate sponge sandwiched together with chocolate filling, covered in bright icing and topped with a pool of M&M’s. “The cakes combine some of the nation’s best-loved confectionery brands with great packaging, taste and on-shelf appeal,” says Michelle Frost, general manager. Tel: Mars (0800) 952 1234.

• Cash & Carry Management • June 2014

Themed week GRACE FOODS – As the UK’s number one supplier of Caribbean food and drink, Grace Foods is launching its annual Caribbean Food Week. Taking place from 18 to 25 August, Caribbean Food Week encourages consumers to sample the flavours of the Caribbean and features nationwide promotions, including an advertising campaign and social media activity. Last year, support up to and around Caribbean Food Week saw the Caribbean food and drink category grow by 35.2% and Grace Foods’ category share rise to 35.4% (IRI). A wide variety of recipes will be shared via Caribbean Food Week’s social media pages, featuring Grace Foods’ brands, including Grace, Dunn’s River, Encona Sauces, Nurishment and Brunswick. Tel: Grace Foods (01707) 322332.

New format NESTLÉ PROFESSIONAL – Nescafé Azera is now available in a 500g tin for the out-of-home market. Nescafé Azera recently topped the Which? report as the ‘Best Buy Whole Bean Instant Coffee’. Lynn Little, Nescafé ingredients lead, says: “We are delighted to offer further opportunity for our wholesale customers. As convenience culture grows, the appeal of instant coffee has never been so strong and there is a clear market for fast solutions that genuinely provide a great coffee experience to the consumer.” Super-premium is the fastest growing sector in the core coffee market (IRI). Tel: Nestlé Professional (0800) 745845.


products & promotions Slim can

Super blue

NESTLÉ WATERS – Perrier, the UK’s only sparkling water available in a can, is now available in a 33cl slim can. Insight shows that slim cans are the preferred format amongst consumers, and Perrier’s slim can aims to engage the brand’s target market of styleconscious 18-35 year-olds looking for zero-calorie refreshment. The new-look cans are available in two skus: 6 x 33cl multipacks for the grocery and hotel, restaurant & catering (HORECA) channels and a ‘24 cans for the price of 22’ flash pack for the cash & carry sector. Sparkling water grew by 16% in 2013 (IRI), outperforming plain water. Perrier is the world’s number one sparkling mineral water (Zenith International). Tel: Nestlé Waters (01923) 897700.

AG BARR – The Rockstar SuperSours range has a new Supersours Blue Raspberry flavour. “Within big can energy, flavoured variants are still the key drivers of growth in the category, growing at 52%,” says Adrian Troy, head of marketing. “Rockstar is leading this trend with a 56% share of the flavoured energy market and seven out of the top 10 fastestselling big can energy drinks.” In consumer taste tests, 81% of those asked said they would buy the new variant (LVQ Research). The energy category is now worth £934m and is growing at 7% year on year. Big can energy formats are driving the category with growth of 19% year on year.

Taste of summer DIAGEO – Parrot Bay’s ‘freeze and squeeze’ alcoholic cocktails now include a Passionfruit Caipirinha variant. This new Brazilian cocktail flavour aims to give consumers a ‘taste of South America’ this summer. Innovation director Guy Escolme told Cash & Carry Management: “The introduction of the new Parrot Bay Passionfruit Caipirinha flavour is just in time for summer, providing an easy way for retailers to capitalise on summer passing trade. There’s a big buzz around Brazil for 2014 as well, making the Caipirinha the perfect choice for shoppers wanting to get a taste of the action.” Passionfruit Caipirinha joins Parrot Bay’s existing flavours of Berry Daiquiri, Citrus Daiquiri, Mojito and Pina Colada. Tel: Diageo 020-8978 6000.

Snack on the go MONDELEZ INTERNATIONAL – Barny, the number two children’s biscuit brand, is now available to the convenience channel in an individually wrapped 30g on-the-go format that is suited to smaller stores. Head of biscuits Rick Lawrence says: “We’ve been delighted with the success of Barny – it’s been one of the biggest biscuit launches in four years, and has already achieved more than £7 million in sales in less than 12 months.” The bear-shaped sponge snack contains no artificial colours or preservatives and is supported by a £4m UK marketing investment, including TV advertising. All data: Nielsen.

Tel: Mondelez International (08702) 400861.

Best of both UNILEVER – Gold from Flora is a new blended spread that contains butter, combining the convenience of a spread with the taste of butter. Unilever has also unveiled Bertolli with Butter, which is made with Mediterranean olive oil blended with butter. Patty Essick, brand building director for spreads, comments: “The launches have already got off to a great start in other European countries. We’re confident we will replicate that success in the UK. The two new products give shoppers the taste of butter with less saturated fat than block butter.” Gold from Flora and Bertolli with Butter are available in 400g (rsp £2.49) and 225g (rsp £1.49) tubs. Tel: Unilever (0800) 731 1597.


All data: Nielsen.

Tel: AG Barr (01204) 664295.

Amaretto flavour SHS DRINKS – Orwell’s is a new 5.5% abv amaretto-flavoured cider that combines flavoured cider and spirits, also known as the ‘spider’ category. ‘The traditionally untraditional cider’, Orwell’s comes in a classic brown glass bottle featuring a fusion of traditional and contemporary imagery. The brand’s summer launch campaign will focus on on-trade sampling activity and support for stockists including PoS with shelf-barkers and posters featuring lines such as ‘Amaretto?! Go on. Try it. Seriously. It’s Amazing.’ and ‘It tastes SOOO GOOOD you’ll wonder why it’s never been done before’. Above-the-line advertising, sponsorships and promotions are planned for later in the year as part of a phased rollout for the new brand. Tel: SHS Drinks (01452) 378678.

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#1 AND FASTEST GROWING E-LIQUID SYSTEM* #1 BEST SELLING DISPOSABLE E-CIG AND CARTOMISER* #1 AND FASTEST GROWING DISPOSABLE E-SHISHA* *SOURCE: EDFM EPOS DATA Make sure that you are taking full advantage of the increasingly growing e-cigarette market by stocking one of the UK’s number 1 e-cigarette brands; Vivid Vapour, Nicolites and Craze.

44.6% MARKET SHARE. EDFM DATA Nicolites 27.91%

CRAZE 1.09%

Vivid 15.56%

OTHERS 27.03%

E-lites 19.29%

blu 9.13%

“Since listing Vivid Vapours in early Jan 2014 sales have grown consistantly, bringing valuable incremental sales to my business” Barney Carter, Carters Stores “I’ve got to admit that I was sceptical at first about selling the Vivid starter kit for £19.99, however after only a few weeks, it has become one of my most valuable cash generating lines” Mr Hayer, Hayers Group

Source: EDFM DATA 26/4/2014

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