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SPOTLIGHT: DAVID MENENDEZ, FOUNDER OF MEVALCO

THE BUSINESS MAGAZINE FOR CASH & CARRY/DELIVERED WHOLESALERS

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Frank Khalid: overcoming legislative challenges to grow in licensed market

CORE FOCUS

Sales increase as Booker promotes key lines to retailers ALL THIS INSIDE...

4Sales/Marketing & Brokerage

4Seasonal Special 4Buying Groups Update

SINCE 1923

SEPTEMBER 2017


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Contents

September 2017

This month don’t miss... 08 6

JW Filshill increases profit and implements a succession plan.

10

12

Sue Knowles wins Costco’s ‘Inspiring Woman’ award.

Bestway and Booker are both concentrating on core lines.

ESSENTIALS 05 06 27

16

Editor’s Comment Industry News Products & Promotions

FEATURES 12

In Focus Siobhan Kielty reports from the IGD Wholesaling Conference.

14

Behind the Scenes With a renewed focus on cash & carry services, Elbrook is building on its position as one of the best specialist licensed drinks operators in the UK.

16

Spotlight featuring David Menendez, founder and director of Spanish fine food importer Mevalco.

Mevalco’s David Menendez, pictured with his wife Cristina, on how his ‘working holidays’ allow him to learn more about food and producers.

27

14

OPINION 22

Product of the month

Employment Law HR expert Cate Ritchie advises employers on their obligations regarding work breaks for staff.

CATEGORY INSIGHT 18 28 38

Sales/Marketing & Brokerage Seasonal Buying Groups Update

Tobacco legislation has been a challenge for Elbrook, like others.

French and Italian bestseller now available in the UK.

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September 2017

03


WN O SH E TB O N N A S C N T O S EN A M E E R S I L T A R E EG V L D A R O S I F TH


[ EDITOR’S COMMENT ]

Learning on the job amilies with young children across the UK will by now have said goodbye to their little Emily or Edward as they step into the world of education at their new school. At this stage, there will be little thought of how the child’s learning might determine what career path he or she will take. But if they don’t turn out to be another Theresa May or Stephen Hawking, and they decide to enter the world of food and its various channels, it’s good to see that when they leave school there are opportunities for them to improve their knowledge. Even the august pillar of learning, the University of Cambridge, has an online short course available called The Future of Food, devised by its offshoot, the Institute for Sustainability Leadership. The eight-week course costs £1,800. Yet apart from the Cambridge programme, other universities appear to offer little or no food subject matter. A random check of what is offered by the University of East London, Birmingham University and Durham University found nothing to do with the food trade on the curriculum, let alone cash & carry or delivered wholesaling. Some of our leading C&C/wholesale operators offer training to those who are already employed by these concerns, enabling them to gain certificates and making them suitable for promotion and a higher salary.

F

SPOTLIGHT: DAVID MENENDEZ, FOUNDER OF MEVALCO

Exclusive

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#

& "

CORE FOCUS

SINCE 1923

It's been a long time since I was at school, but I was wondering if the likes of Booker, Bestway, Parfetts, Brakes and JJ Food Service are thinking of shaping the next generation of board members when giving youngsters who have just left education the chance of work. Who knows – they may just find the managing directors of the future. Many cash & carries and delivered wholesalers offer jobs to family members of existing staff, reasoning that the knowledge passed on by mum or dad is invaluable. There are also websites that specialise in finding suitable apprentices – those who would benefit by on-the-job training rather than splash out on expensive university degree courses, which wouldn’t necessarily guarantee a position – even a lowly one – at the end of it all. Taking a stand at exhibitions aimed at new business entrants might also attract employees of the right calibre. But that’s expensive. As one who never went to university, I’m biased. Start at the bottom in C&C/wholesale, with willing helpers around you, and you’ll soon realise that college education is not necessarily the way to succeed.

Mervyn Gilbert News Editor

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Sales increase as Booker promotes key lines to retailers '''

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September 2017

05


[ INDUSTRY NEWS ]

Christmas dinner’s on us! Bidfood has released an infographic as part of its Christmas Gift campaign, which launches next month. It highlights the fact that 92,000 hospitality professionals work on Christmas Day.

As part of the drive, the foodservice wholesaler is calling on its customers to nominate individuals who give up their own Christmas Day to make the festive period special for others. The six winners, to be announced on 1 December, will be chosen by a panel of judges, including Bidfood’s group sales & marketing director Andy Kemp. Each will receive Christmas dinner provided by the company. a Bidfood (01494) 555900

Flag waver Brakes Group is among those supporting British Food Fortnight (23 September to 8 October) by hanging red, white and blue bunting across its sites. British-themed meals are being provided for the workforce and celebrity chef Mark Sargeant is hosting a cookery morning at the wholesale company’s Covent Garden site. a Brakes (01233) 206000 06

September 2017

Tourist academy sponsor Harlech Foodservice has entered into a sponsorship deal with North Wales’ first regional tourism academy. The arrangement ensures that membership will be free for the first 18 months. Go Wales Tourism & Hospitality, launched by North Wales Tourism in partnership with universities and colleges across the region, is aimed at encouraging more youngsters to seek careers in the sector. During the first year, the virtual academy will launch a web portal showing job opportunities and connect students and pupils to work experience posts. It will stage behind-thescenes visits to tourism businesses and deliver workshops on hospitality-related topics at the North Wales Tourism headquarters in Colwyn Bay and other places

Harlech Foodservice managing director Andrew Foskett (centre) with Pam Everley, project manager of the academy, and Jim Jones, managing director of North Wales Tourism.

across the area. Harlech Foodservice, of Criccieth, Gwynedd, and with branches in Chester and Shrewsbury, is a member of Fairway Foodservice. It has a turnover of £32 million and a staff of 217. The company’s managing director Andrew Foskett said: “We supply hundreds of hotels, cafés, pubs and restaurants all over the region. We talk to our customers all

the time and know there are already shortages of chefs and front-of-house staff. “We were approached to help fund this portal for people looking for training courses and careers in tourism hospitality. It’s a pioneering initiative, and we are pleased to do something positive to say thank you and support our customers.” a Harlech Foodservice (01766) 810810

Meat supplier expands offer Glasgow-based Lomond – The Wholesale Food Co, has expanded its meat range to butchers across Scotland. It has also added to its distribution facilities. This move follows its takeover of Hall’s Direct, of Livingston, West Lothian (Cash & Carry Management: June). The selection now includes “high quality” British beef, pork and Scottish whole chickens, with UK beef and Scottish whole chickens being the bestsellers of the year so far. The company also believes that value-added products will increase in popularity during the remainder of the year and throughout 2018. As a result of Lomond’s

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purchase, it has secured a 25,000 sq ft distribution hub in Glasgow, serving 300 butchers. It will enable the company to continue to provide its growing customer base – split between independent retailers and wholesale

butchers – with quality produce. Next-day delivery is now available for most items. Sam Henderson, managing director of Lomond – The Wholesale Food Co, said: “Our range provides the retailer butcher with a great choice of products for his shop, ensuring all customers are catered for.” The company was established in 1997 by Sam and Barbara Henderson as a foodservice wholesaler. As well as supplying butchers, the Landmark Wholesale member delivers chilled and frozen products to cafés, sandwich bars, restaurants and hotels. a Lomond – The Wholesale Food Co 0141-353 6777


[ INDUSTRY NEWS ]

Filshill veteran retires Possibly the longest-serving employee in the Scottish wholesale and retail trade is to retire early next year. Ian McDonald, 64, who has worked for Glasgowbased JW Filshill for 41 years in a number of executive roles – latterly as sales director – has been largely involved in developing the KeyStore brand both in Scotland and the north of England. There are now 175 stores with this fascia, around 20 of which have joined the chain in the past two years. Between now and when he steps down, McDonald will be working on a number

McDonald (left) to step down as Brown (right) becomes sales director.

of company projects. Managing director of the cash & carry/wholesaler Simon Hannah said: “Ian has made an invaluable contribution to us and there can be few delivered wholesalers across the UK, let alone Scotland, fortunate enough to have an individual of Ian’s

calibre driving and developing their retail business.” News that McDonald is retiring coincides with the announcement that Craig Brown, 43, is filling the newly-created role of sales director, with responsibility for all sales activities within the company. Brown, until recently coowner of retail, food and drink consultancy Ross & Brown, previously worked for leading retail multiples, including Sainsbury, Tesco and Safeway. The turnover of Today’s Group member Filshill is £142 million. a JW Filshill 0141-883 7071

Tobacco disappoints again Booker Group’s sales in the 12 weeks ended 8 September rose by 1.1% compared with the previous corresponding period. On a like-for-like basis, they were 1.3% up. Yet although nontobacco income increased by 5.8% (like for like by 6%), tobacco business continued to decline – by 9.7% (9.4%).

Despite the tobacco dip, chief executive Charles Wilson (left) said that it had been a “solid quarter” for the company in terms of both customer satisfaction and cash profit. Progress continued to be made by Booker Direct, Chef Direct, Ritter and the Indian operation.

Wilson said that he was also encouraged by the performance of the Premier, Budgens and Londis retail chains. He commented: “Our plans to focus, drive and broaden Booker Group are on track. “The competition review of the planned merger with Tesco is progressing.” a Booker Group (01933) 371000

Sysco donation Brakes Group owner Sysco Corporation, of Houston, Texas, is donating “at least” $1 million to the flood emergency appeal following the impact of Hurricane Harvey. Half of this sum has already been handed to the American Red Cross. The delivered wholesaler’s CEO Bill DeLaney said: “We have a long history of providing aid in times of disasters, helping communities prepare and recover by delivering food, water and emergency supplies.” In addition to the main appeal, the company is directly helping clients hit by the severe weather. a Brakes (01233) 206000

Conference Caterforce, which has eight member wholesalers and a turnover of more than £480 million, is holding a conference at the Celtic Manor resort in Newport on 16 November. The agenda will include a business review of the past two years and a look at the future. a Caterforce (01625) 440188

Co-op makes approach for Nisa The Co-op has replaced Sainsbury as front runner in the takeover race for Nisa, with a figure of £140 million being mooted for the business. Sainsbury, whose name had been linked with the Scunthorpe-based wholesale and retail concern for some time, is reported to have withdrawn its offer after

a request seeking a longer period of due diligence was rejected. There are also believed to be several other companies interested in pitching for Nisa, which delivers to around 3,500 stores. If there is a successful outcome to the Co-op bid, with all, or most, Nisa retailers agreeing with the deal, it

would create a combined retail chain with well over 6,000 outlets (around 2,800

of these under the Co-op name). Meanwhile the intended amalgamation of Booker and Tesco remains unresolved. Despite overtures by Booker for the Competition & Markets Authority to reach a decision on the deal soon, the likely outcome to talks is early next year. a Nisa (01724) 282028

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September 2017

07


Profit up £200,000

w e n y t s a t A e h t o t n o i t i d ! d y A l i m a f x i b a t Wee

Although its independent retail customers still face “highly competitive and challenging” conditions, and there was a continuing decline in tobacco business, Glasgow food & drink wholesaler JW Filshill managed to increase pre-tax profit from £900,000 to £1.1 million in the year to 31 January on sales down by 0.5% to £142 million. The development of its core C&C/wholesale operation continued, along with growth in the craft beers and spirits business and international division. Filshill, which supplies 175 KeyStore convenience outlets in Scotland and the north of England, continued

Hannah: ‘Evolving market.’

to operate tight cost controls across the company while investing in IT, data analysis, marketing and health & safety. Money was also spent on new vehicles and an extension of the Hillington office complex to accommodate more staff as well as training facilities. Managing director Simon Hannah said: “Our market is evolving, with further changes to tobacco sales regulations likely to drive the same trend for coming years, forcing convenience operators to focus more heavily on growth areas such as local sourcing, food to go and fresh and chilled foods.” An ownership succession plan has also been implemented to ensure that succession from chairman Ronald Hannah to the next generation of the family happens in a “positive, structured and organised manner”. Hannah added: “This will help to secure the long-term future of the business and provide stability and clarity to all of our stakeholders.” a JW Filshill 0141-883 7071

Equality & diversity

Weetabix Additions now Weetabix available in priceAdditions marked now 12 packs. available in price 12 packs. It all adds up tomarked more sales. It all adds up to more sales.

Blakemore Group HR director Ian Diment (below) will speak about the wholesaler’s new equality and diversity strategy at the ‘Women in Wholesale’ conference in London on 19 October. Last year the company launched a ‘Women in Business’ survey to identify the perceptions of females within the business at all levels. This year it is embarking

on a new programme to support equality and diversity, starting with a leadership workshop for its directors. Diment said: “Equality and diversity is a subject we are very passionate about. While we are only at the start of our journey, we’re delighted to be able to share our experience to date.” a Blakemore Group (01902) 366066


Left to right: Browns Food Group MD Wayne Godfrey; Brakes Scotland’s operations director John McLintock; and Masterchef the Professionals 2016 champion Gary Maclean.

Fresh Scottish 11 Scotch Beef PGI (Protected Geographical Indication) is being made available by Brakes Scotland. The 28-day aged meat, from Scottish Gourmet, of Biggar, has been sourced from farms throughout Scotland. The range will initially include 11 Scotch beef products. Scottish Gourmet, and parent company Browns Food Group, have been working with Brakes since 2004, supplying cooked meats and fresh turkey products, as well as seafood and poultry since 2010. Browns’ managing director Wayne Godfrey said: “Our relationship with Brakes has gone from strength to strength over the past few years – from a peripheral to a preferred supplier.”

The first products in the range are: a Whole Scotch Fillet Ex Chain (1 x 2-2.5kg) a Whole Scotch Striploin (1 x 5-7kg) a Whole Scotch Ribeye (1 x 2-3kg) a Cuts of fillet, sirloin and ribeye steak in 6oz, 8oz and 10oz. John McLintock, Brakes Scotland’s operations director, said: “Scotch beef has been requested by our customers for some time now – understandably so, with its great reputation.” The wholesaler has 639 employees In Scotland where it serves more than 11,000 customers from four sites (Inverness, Oban, Dundee and Newhouse). a Brakes Group (01923) 206000

Brand’s 21st year Tropical Sun, one of the major brands handled by east London AfroCaribbean C&C/ wholesaler Wanis, is celebrating it 21st birthday. To mark the occasion, £21,000 is being donated by the company to worthy causes. More products are

being introduced and there is a record budget on a new marketing campaign. The current range comprises lines not just from Africa and the Caribbean, but also from Asia, the Middle East and South America. a Wanis 020-8988 1100

u o y e v a H ? s r u o y d ha


[ INDUSTRY NEWS ]

‘Inspiring woman’ Sue Knowles (below), marketing & admin director of Costco UK, received the ‘Inspiring Woman’ award at the parent company’s annual conference in Seattle last month. The award was given to Knowles for her work in developing the wholesaler’s internal association, ‘Journeys’, whose mission is to help women succeed through educational, mentoring and networking opportunities. She was also praised for her involvement in chairing the UK branch of the LEAD network (Leading Executives Advancing Diversity), which encourages aspiring female leaders in UK retail, FMCG and wholesale to meet at free networking events. Knowles has been with Costco for 24 years, having previously worked as PR manager for Booker. Dominic Flanagan, HR training & development manager at Costco, is one of the speakers at the ‘Women in Wholesale’ conference in London on 19 October. a Costco UK (01923) 213113

‘Easier’ app JJ Food Service has introduced fingerprint ID and a card-scanning function to its app “to make online shopping even easier for customers”. Previously, users needed to physically type in their email and password to activate the system. a JJ Food Service (0843) 309 0991 10

September 2017

Changes at P&H subsidiary Steve Wilkinson, former managing director of Palmer & Harvey subsidiary WS Retail (Central Stores), and Tony Start, who was commercial director, are to leave the business with effect from 10 October. Andy Davis, ex-trading director of BP, will replace Wilkinson in the role of chief convenience officer. P&H did not respond to Cash & Carry Management’s There are 119 outlets, mainly in the south-west. questions as to why Davis has a different title to Hants, acquired by P&H in Tony Reed said: “Steve and Wilkinson and whether any2011, operates mainly in the Tony have made a one has been chosouth-west and has 119 great contribution to sen to replace Start. stores. Turnover is £55 million. WS Retail. Davis began his Two of the directors “They have built career at Sainsbury’s named on a third-party weba strong legacy, with before moving to csite are Chris Etherington, Central Stores store chain Circle K, who recently left Palmer & becoming the UK’s where he became Harey after several years as fastest growing conbuying director. He Andy Davis CEO, and Jonathan Moxon, venience store chain joined BP as trading who quit the delivered under their leaderdirector in 2003 and wholesaler as finance director. ship. They depart with our was later appointed head of very best wishes.” European trading. a WS Retail (Central Stores) WS Retail, of Ringwood, Palmer & Harvey CEO (01425) 483227

Brakes’ $5.2bn annual sales Final-quarter returns posted by Houston-based Sysco Corporation show that its Brakes subsidiary contributed sales of $1.3 billion in the 13 weeks to 1 July. The directors reported: “Quarterly sales increased by 5.7% to $14.4 billion. Excluding Brakes (acquired in July 2016) they rose by 3.4% to $13.1 billion.” For the full year, Sysco increased sales by 9.9% to $55.4 billion. Without Brakes’ contribution, they rose by 1.6% to $50.2 billion, meaning the UK and European foodservice business had an income of $5.2 billion for the 12 months. In terms of gross profit,

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the group achieved $10.6 billion (up 16.8%). Not counting Brakes, the figure was $9.2 billion (4.1% higher). Referring to the international foodservice operations, the directors commented: “The improvement

in both sales and adjusted operating income (for the fourth quarter and the full year) is primarily attributable to the Brakes Group acquisition.” a Brakes Group (01233) 206000


[ INDUSTRY NEWS ]

Now Searle quits Landmark John Searle, the Landmark Wholesale veteran who had been tipped to succeed former managing director Martin Williams, will leave the Milton Keynes-based group at the end of the year. His forthcoming departure comes just months after the announcement that John Mills, former MD of ownlabel tea supplier Keith Spicer would be replacing Williams (Cash & Carry Management: April). Searle has been with Landmark for 22 years over two periods. He was trading controller between 1990 and 1995, rejoining seven years later as senior trading controller. He became trading director in 2004. Commenting on his departure, Mills said: “We are saddened to say farewell to John Searle. On behalf of central office, our members and the board, I would like to thank him wholeheartedly for the continued loyalty, hard work and determination he has given to Landmark and wish him every success and happiness in the future.” He added: “Landmark (turnover almost £3 billion)

A turkey ballotine has been added to the Christmas food range from Brakes. The turkey breast (3kg) is hand-rolled with a glutenfree pork, sage and onion stuffing, covered with streaky bacon and encased in Savoy cabbage. For vegetarians, the wholesaler is introducing a gluten-free butternut, brie & beetroot tart (18 x 220g). Finance director Andrew Thewlis (centre) remains. Ex-MD Martin Williams (left) has gone and trading director John Searle will follow at the end of the year.

remains the strongest buying group in the industry. We will continue to build on the success of the past 45 years. “We remain dedicated to providing the best terms, promotions, own brands and category advice for our members. “Our focus on our growth strategy is clearly paying off, with latest figures showing that we are currently experiencing 6% growth at a time when many of the competition are reporting losses or are standing still.” Mills said that in the short

term, the group would not be looking to recruit a trading director and that Jim Brown and Jon Burton, senior trading controllers, would both report to him. Searle will be the third senior Landmark executive to leave in two years. In addition to Williams, who spent 33 years with the group and is now doing some consultancy work for the Federation of Wholesale Distributors, business development director Chris Doyle quit in 2015. a Landmark Wholesale (01908) 255300

Blakemore apprentice scheme AF Blakemore has selected 30 apprentices who it feels could make useful employees for the cash & carry/ wholesale and retail business. And to ensure the smooth running of the programme, it is working in conjunction with training company Performance Through People, of Cannock, Staffs. The scheme follows the introduction

Christmas newcomers

in May of the National Apprenticeship Levy, which requires companies to contribute 0.5% of their payroll to fund the training of apprenticeship provision. Blakemore’s director of corporate affairs Paul Cowley (left) said: “We have identified a number of creative and innovative ways to use our levy contribution

over the remainder of the financial year. “Our apprenticeship strategy will encompass both the recruitment of new employees and the introduction of new development programmes to up-skill existing colleagues.” Additionally, the company has enrolled 40 new starters on a warehouse & distribution course. a AF Blakemore (01902) 366066

New gluten-free butternut, brie & beetroot tart.

Desserts include a new ‘luxury’ Christmas pudding (12 x 160g). It is filled with fruit and nuts laced with rum, cider, sherry and brandy. Other first-timers for the festive season are five French mountain cheeses. a Brakes Group (0345) 606 9090

Sustainability Bidfood is to host a second plate2planet Live! summit at The Crystal in London’s Docklands on 2 November. The inaugural event last year resulted in 100 professionals coming together to share best practice and discuss the key sustainability issues facing the foodservice sector. On the agenda this time are food waste and poverty, together with sustainable menus. a Bidfood (01494) 555900

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September 2017

11


[ IN FOCUS ]

IGD conference calls for forward thinking

Johnson: ‘Set the price to sell.’

Core in Every Store shows progress Booker Group’s trading director Colm Johnson revealed some promising early figures following the launch of the company’s ‘Core in Every Store’ initiative in June. Sales of the core lines have already grown by 16% in impulse, with fresh foods up by 32% and alcohol by 35%. The company’s goal is to improve the rate of sale by one case a week, with retailers forecast to see an extra £5,000 per year through the initiative. The need for smaller case sizes, promotions on core in symbol groups, distribution-targeted offers and pricing strategies to encourage everyday low prices, PMPs and better POR was identified. Importantly, 100% availability is the requirement for these core lines – a goal currently missed by 23 products every week.

Tech advances Coca-Cola European Partners’ digital and ecommerce manager for wholesale Alice Gheissari highlighted the strength of online sales, which are showing year-on-year growth of up to 15% in C&C and 55% in foodservice and reflecting the advantages of a service that allows out-of-hours browsing and ordering, and personalised and cross-category marketing. RNF Digital Innovation’s chief technology officer Mike Mannion spoke of using smartphone (native) apps to increase basket spend and push notifications for customer engagement, targeting customers as a “demographic of one”. The company has received a grant to provide an artificial intelligence module for its wholesale customer engagement platform BEAM.

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September 2017

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t the IGD Wholesaling Conference in London earlier this month, the message was of tentative optimism, with a call to consider change in order to progress. Although the cash & carry industry has shown a drop of 1.7%, delivered wholesale is in growth – both in grocery (0.3%), and in foodservice with a notable increase of 2.1%. The IGD expects current trends to continue into 2021, with compound annual growth rate predicted in delivered grocery of 0.5%, delivered foodservice of 2.5%, and a more conservative 0.1% for C&C, giving a figure of £31.1 billion forecast for the total wholesale sector. According to the IGD’s chief economist James Walton, non-traditional customers offer an opportunity, and the importance of chilled, fresh, premium, alcohol and food-to-go categories should be considered in any strategy. Glasgow-based wholesaler JW Filshill has tapped into the craft beer category while recognising the drivers that attract the millennial shopper – 87% of whom would support environmental/ social products. Managing director Simon Hannah said the Brewgooder brand represents an initiative that aims to provide one million people with clean water and has already resulted in two wells being built in Malawi. A point of difference to attract consumers was also brought up by the NFRN’s chief executive Paul Baxter, who asked for choice to allow independents to offer uniqueness. By contrast, the importance of core SKUs and

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a tight range was a key wholesaler and supplier message at the conference. For example, Bestway’s group symbol director James Hall has implemented a 26% range cut to concentrate on the core lines. Wholesalers are also revising depot layouts to make them easier for retailers to navigate. Poor availability was one of the concerns repeatedly raised by wholesalers, whose attempts to boost customer satisfaction are being hindered by out-ofstocks. While a focus is on providing retailers with a choice of the most effective and category-enhancing SKUs, an improved category management model requires full availability of the range selected – a service that wholesalers are not seeing from suppliers. The Tesco-Booker merger raised its head once again, with managing director of Store Excel David Gilroy pointing out the consequences for the wholesale pricing strategy. However, he identified consumer habits as the biggest area of change that the industry must adapt to, rather than the current climate of consolidation. P&H’s managing director Martyn Ward predicted that the future will incorporate more blurred lines in the wholesale channel. Meanwhile, Bestway’s James Hall called for price-marked packs to be “honest and relevant” to compete with the multiples. Suppliers do appear to be heeding this request – Bird’s Eye has incorporated higher-margin PMPs into its strategy, and all 20 core lines (representing 60% of Birds Eye’s sales in the CCM sector) are price-marked.

Foodservice has lifted the wholesaling sector – IGD.


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Today’s gold standard Showing an appetite for business that has remained unabated since his entry into wholesale at the age of 16, Fukhera Khalid has created one of London’s most successful C&Cs. Staying relevant and diversifying has allowed him to negotiate the economic landscape, with plans now to place Elbrook at the forefront of the alcohol category.

B

ack in 1985, Fukhera (Frank) Khalid bought a 25,000 sq ft unit in Barking for £185,000. More than three decades later Khalid is heading a group of businesses, with Elbrook Cash & Carry showing a turnover of over £73 million last year and looking at the same target this year. The customer base for the 35,000 sq ft depot in Mitcham, south London, is 80% off-trade retailers and the C&C services more than 4,000 customers, run by a staff of 40. This year, the business updated its STL stock controlling system and introduced the top 50 grocery lines, and Khalid is still looking for ways to expand. “We were concentrating on export and now have focused our attention solely on the cash & carry,” explains Khalid. “We’ve introduced deliveries and set up a retail club, which we want to expand on this year. We have over 120 members and we have a few fascias out there that we want to build on, together with getting more members on board.” 14

September 2017

The wholesaler is affiliated to the Today’s Group, where Khalid serves on the board, and Elbrook has previously been named the Today’s Group Member of the Year. “Today’s helped us by pushing up Elbrook Cash & Carry’s profile and giving us better relationships with suppliers,” he says.

‘You never give up on improving yourself; you are never the finished article’ The performance of the C&C has led to multiple awards and inclusion on The Grocer’s list of Top 30 Wholesalers, a huge accolade in a highly competitive industry. “As an independent that’s an achievement one can justly be proud of,” he says, “along with all the awards we’ve won, and being the highest sales per square foot cash & carry in the UK.” While the wholesaler’s performance

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is one that shows consistent success in a fluctuating and competitive industry, Khalid’s entrepreneurial spirit continues to seek opportunities: “My ambition is to become one of the best specialist C&Cs in the UK, focusing on being the biggest alcohol stockist by variety,” he states. “I recently became partners with (US celebrities) Mark Wahlberg and P Diddy in a new water they are launching in the UK, so I’m expanding my business interests in other areas, too.” This year has been a tough one for wholesalers, with legislation and politics taking their toll. “The legislations are the biggest challenge,” Khalid reflects. “For example, with the Alcohol Wholesaler Registration Scheme (AWRS), we are having to do our own due diligence for every business we deal with – which, in turn, uses manpower and therefore sees our costs going up.” The tobacco legislation has also proven challenging, as is the case throughout the sector. “Sales have gone down and this has affected our profits,” he admits.


[ BEHIND THE SCENES ] While times are challenging for wholesalers, Khalid’s 30-plus years in the industry and eye for further opportunities have enabled him to remain excited about what’s around the next corner. “I’ve learned that in business, and in life, you learn new things throughout your career so you never give up on improving yourself; you are never the finished article,” he states. Khalid’s ability to head up a industryleading C&C while looking after other parts of a diverse business portfolio and fulfilling family responsibilities are a testament to a work ethic and ‘can-do’ attitude that have led to some bold choices. In addition to Elbrook Cash & Carry, Khalid has a banqueting and conference facility called Chak 89, and West London Film Studios. The glitz of these latter two companies may not be obvious partners for a cash & carry, but the three do run harmoniously alongside each other: “All three of my businesses have complemented each other in one way or another, due to the nature of the businesses,” explains Khalid. While Chak 89 won Restaurant of the Year South & West London at the inaugural Asian Food and Restaurant Awards this year, Elbrook Cash & Carry took away the trophy for Cash & Carry of the Year. Khalid’s business acumen has also been a valuable benefit for the charity sector, where philanthropic activities have played a large part in his life for a number of years. His second child was diagnosed with autism and subsequent responsibilities and priorities have shaped many of his decisions since. “My average week consists of waking

Negotiating the tricky waters of post-legislation alcohol and tobacco sales has been a challenge this year throughout the wholesale industry.

up daily at around 6am and doing all the hours possible making sure my three businesses are all running smoothly, giving some time to Touch Sky Group (a football agency that Khalid is a partner in), spending some time with my wife and children, and looking after my disabled son,” he says. With all this to be packed into a week, there appears to be no spare time for further activity – yet the seventh Elbrook Gala Night is next month and there are several other projects that Khalid has contributed to. “I’ve been involved with the British Asian Trust for the last few years raising money for charities, and Elbrook Gala Night benefits the National Autistic Society, Sue Ryder and many more,” he says. “In reality, my average CCM week is non-stop.”

With a renewed focus on C&C services, Elbrook aims to tap into its 4,000+ customer base to grow with initiatives such as a new retail club.

Khalid’s contributions

Frank Khalid is not only a muchrespected member of the wholesale industry, he’s also a major figure in the Asian community. Awards that he has received for his personal and business contributions include Star of Pakistan, Businessman of the Year, Entrepreneur of the Year, Outstanding Contribution to the Community, Role Model of the Year and Lifetime Achievement Award. His charity work and annual Elbrook Gala Dinner have raised over £150,000 for charity, with the help of his Chak 89 celebrity connections.

www.cashandcarrymanagement.co.uk

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[ SPOTLIGHT ] David Menendez, founder and director of Spanish fine food importer Mevalco

sponsored by

‘Success is down to people’ What has been the major milestone or turning point of your career? In the last years of my veterinary degree I was involved in some research around rural development where we were invited to put forward strategies on how we could improve the way of life for farmers. We realised that the successful strategies only had one thing in common – an energetic person who drives them forward – so I realised then that it is much more about people than ideas!

What most frustrates you in business (and in life generally)? Dishonesty. I tend to think that people are honest by default, and even if that isn’t always the case, I always try looking on the positive side.

Who has been the biggest inspiration to you? Probably Dr Carlos Buxade, an authority on food production in Spain. After a conference in my home town, we exchanged emails and he was the one who advised me to go to the UK and set up Mevalco.

If you had a million pounds to invest in business, how would you spend it? I have the great pleasure to work with some passionate chefs and restaurateurs and we always talk about crazy ideas, so it would be great fun to invest in some of them to create new concepts around Spanish and healthy food.

How do you maintain a work-life balance? Not very well – just ask my wife Cristina! (pictured with him above). Luckily, I thoroughly enjoy what I do – discovering and learning more about food and producers is an integral part of my ‘working holidays’. (He is pictured, above left, looking for cherries and chestnuts in Sierra de Gredos, Spain.) Cooking, swimming, walking in the 16

September 2017

countryside, reading Ian Rankin or any crime novel, and watching the odd football match of my team (Real Oviedo), helps me to switch off and put things into perspective.

What advice would you give someone starting his/her first job? Look at how you can learn, how you can add value, and explore which areas you enjoy the most. You will probably be more successful if you are mainly doing something you are naturally good at and enjoy. What type of business would you go into if it wasn’t C&C/wholesale? Probably producing old cow beef or organic blueberries in the mountains of Asturias or in Cadiz. And I always dreamt of learning how to make great ice creams! If you were able to retire tomorrow, how would you spend your time? Setting up a food production business in remote areas in Spain. Oops, maybe that isn’t retiring? I would certainly ride CCM my bicycle more often though.

From the source: vet to food supplier David Menendez’s first job was as a vet for a beef co-operative and as a health inspector (looking after public health) for his local council. He moved to England in 2001, having been hired by the Department for Environment, Food & Rural Affairs (DEFRA) as an

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official veterinary surgeon. Six years later he founded Mevalco, selling fine food to restaurateurs from two containers in a field in Cheltenham! Now the specialist business operates from a 4,000 sq ft site in Avondale and has a turnover of around £2 million.


[ SALES/MARKETING & BROKERAGE ]

Dedicated salesforce gets results Brand owners who want to provide a good service but don’t have the resources in-house can benefit from using a specialist agency for their sales, marketing and logistics. n the fast-changing wholesale and retail marketplaces, brand owners who choose to outsource their sales, marketing and logistics to specialist companies do so knowing that the expertise and focus of their partner will often produce better results than they can achieve in-house. Robinson Young, a specialist non-food FMCG distributor with an annual turnover of £50 million, has been providing these benefits for 45 years. Managing director Michael Robinson (below) says: “Analysing the market, and having a high-quality sales team with unrivalled relationships and understanding of buyers’ and wholesalers’ needs, is key to success.” He continues: “The recent growth of the convenience market means that being able to supply the wholesale cash & carry sector is crucial to any brand’s success. Being one of the few companies left with a dedicated salesforce serving the sector across household, health & beauty and foodservice categories, means that we are uniquely placed to help brand owners develop strategies to make the most of this growth, whilst helping wholesalers to have access to both the brands and the dedicated specialist service they need.” Robinson Young’s success and reputation for good service in the wholesale sector is well documented. In November last year, the company was named ‘Supplier of the Year’ at the Landmark Wholesale Awards. “Winning such recognition and appreciation from our customers whilst simultaneously delivering impressive sales growth for clients clearly demonstrates our credentials,” says Robinson. For example, since taking on laundry additive and stain remover brand ACE in 2014, Robinson Young has doubled the brand’s market share and achieved year-on-year growth of almost 25%. This has been delivered through imaginative marketing campaigns, a data-analysis based sales approach and tailored trade marketing. “This growth has been achieved as a result of our excellent sales team’s understanding of

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Robinson Young’s key clients a

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Household: Zoflora, ACE, Tiger Tim, Scotchguard, Bizzybee. Health & beauty: Covonia, Wilkinson Sword, Bodyform, Tena, Soft & Gentle, Vosene, Simple, Harmony. Stationery: Velcro, Masterlock, UHU, Uniball. Catering/foodservice: Caterpack, Finesse, Scotchbrite, Solo, Dart.

September 2017

www.cashandcarrymanagement.co.uk

both buyers and the market needs, alongside the efforts of our creative marketing team,” points out Robinson. Other brand owners have shown interest in working with Robinson Young as a result of its success in the non-food sector. Last year, the company was appointed exclusive UK distributor by Indian conglomerate The Godrej Group for its flagship brand Soft & Gentle, and since then it has achieved substantial growth for the brand in what is a mature discountdriven category. The success in delivering consistent sustainable growth for brands such as Covonia and Zoflora backs up this track record. Robinson Young maintains that for non-food FMCG manufacturers, using a sales and distribution partner that owns no major brands itself and whose specialism is non-food is a real benefit. “We can provide the focus, insight and passion for non-food brands that many companies with other bigger priorities can’t match,” explains Robinson “Furthermore, our reputation helps us to open doors others often can’t. Our shared services model, covering sales, marketing, and logistics through our own warehouses, can be tailored to suit different brand owners’ needs.” Robinson concludes: “Our experienced sales team with established relationships, coupled with our expertise at developing both consumer and trade marketing programmes, gives brand owners a simple and proven winning combination, whilst cash & carries and wholesalers benefit from great service. Having a partner who understands both wholesalers’ and brand owners’ needs and can adapt strategies to exploit the opportunities is key to a brand’s ongoing CCM success in this rapidly changing environment.” Robinson Young (01284) 766261


Successfully growing Non-Food brands for over 40 years.

We provide an award winning UK sales, marketing & logistics service for non-food FMCG manufacturers; helping brands and wholesalers grow together. To find out how we can grow your business contact Managing Director Michael Robinson on 01284 766261 or email m.robinson@ry.tm W I N N E R

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L A N D M A R K

Robinson Young Limited Ibson House, Eastern Way Bury St Edmunds Suffolk. IP32 7AB Tel: 01284 766261 S U P P L I E R

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www.robinsonyoung.co.uk


DCS ADVERTISING FEATURE

23 years of successive growth

DCS is the leading name in the household, health & beauty categories with an annual turnover exceeding £210m. Uniquely appointed to sell and distribute global leading power brands from our principals Colgate Palmolive, PZ Cussons, SC Johnson, Procter & Gamble, Reckitt Benckiser and Unilever, DCS has delivered 23 years of successive growth. Growth is at the core of the business and with the company outgrowing its previous site at Stratford-upon-Avon, the new purpose-designed distribution centre based at Banbury was officially opened in July 2017. Located on the M40, the new facility is ideally located with great connectivity to the UK motorway network. The move into this new 25-acre site with 200,000 sq. ft. of hi cube warehousing space is designed to facilitate further growth both for customers and brand partners. It also enables DCS to grow by being able to attract new brand partners across different categories. Apart from sales and distribution, DCS offers its customers and brand partners a range of added-value services. Group Commercial Director Rob Smith explained: “Our commercial team work closely with our brand partners to manage investment and maximise return to accelerate growth. The DCS category management team works collaboratively with customers and brand owners to unlock category growth opportunities and increase basket spend and shopper frequency. Operating our own in-house creative design department, we are able to offer bespoke design solutions to our customers and brand partners, making packs fit for purpose and eye-catching point-of-sale displays to disrupt the shopper journey and drive incremental sales. “In-house design concepts are made reality by the DCS repack division who are experts in packaging and display. Their services are used by brand partners to provide displays not only for DCS customers but also for the major multiples and in categories outside our heartland. Off-shelf executions are a major retail tool in unlocking sales, particularly for NPD and secondary promotions not on gondola end.” Rob Smith continued: “Our channel aligned sales and support team have full coverage across the major multiples, DCS opens a larger warehouse. discounters, convenience

DCS Group’s key clients

• • • • •

Household: Procter & Gamble, Unilever, SC Johnson, Reckitt Benckiser, Duracell Health & Beauty: Procter & Gamble, Unilever, Colgate Palmolive, PZ Cussons, Reckitt Benckiser Paper: Kimberly-Clark Pet: IAMS Foodservice/Professional: Procter & Gamble, SC Johnson, Reckitt Benckiser, James Briggs

and wholesale (both cash & carry and delivered), specialist retail, online and the out-of-home market. Our model is of major benefit to customers who can place one order for delivery across many brands, experience shorter delivery lead times and benefit from lower stockholding. This is a win-win for customers and brand owners alike and in turn we are able to increase brand distribution and therefore sales. “Particularly important in cash & carry is field coverage – DCS operate a team of field-based merchandisers offering our brand owners national coverage. This team supplement the work of the account managers by developing relationships at depot level, securing implementation of agreed initiatives, running sales days and representing DCS on the ground.”

DCS Chairman Denys Shortt OBE in the new facility. Denys Shortt OBE, Chairman, comments: “This is a very exciting time for DCS as we enter a new era in our story of growth. The Banbury site is perfect and allows us to handle so much more volume. With our track record of delivering growth year after year and the new state-of-the-art facilities alongside our highly energised and experienced team, DCS is looking forward to more big wins in 2017 and beyond.” DCS Group (UK) Ltd Tel: 01789 208000 www.dcsgroup.com


www.dcsgroup.com

GROUP

The UK’s largest distributor of health, beauty & household brands


[ EMPLOYMENT LAW ]

Company culture and values: ensuring staff give their best of the company, is not easy. Company cultures reflect the attitudes and influences of senior managers and this must not be forgotten. Employee engagement only occurs when the right conditions exist so that all staff give their best each day, behaving in a way that shows their commitment to their organisation’s goals and values and their motivation to contribute to organisational success. The right conditions also give employees an CCM enhanced sense of well-being.

Meet the HR expert Cate Ritchie, 121 HR Solutions Cate Ritchie is a fellow of the Chartered Institute of Personnel and Development

he culture of any business drives employees towards their goals and can determine the success or otherwise of that business. A strong company culture will help employees understand how they ought to behave and what they are expected to do to be successful at work. Here are some tips on building a strong and effective culture:

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1. Have a clear purpose and know your company values Aligning behaviour with values and standards will help determine a cohesive culture. Be clear about the aspirations and ethics of your business. This is key to engaging employees. Communicate the values at every opportunity. Make sure people understand what they mean and how their behaviour reflects those values.

after the well-being of your staff is an important element of creating a strong company culture. Developing a strong culture, while ensuring people engage and feel a part

Work breaks and the law Are you aware of your obligations to staff with regard to work breaks? A breakdown is below: All employees are entitled to at least 11 consecutive hours’ rest in every 24hour period. Employees aged under 18 should take at least 12 consecutive hours’ rest in every 24-hour period.

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2. Lead by example Leaders in the workplace should reflect these core values and the company culture in a way that drives and engages their teams. Management should be approachable and work alongside employees when necessary. 3. Listen to your employees Encourage employees to share ideas and input. If you ask for opinion, act on it. Employee engagement surveys are a useful tool for this and allow the business to seek anonymous views on specific areas of working. 4. Look after your employees In order for employees to fully embrace company culture, they need to feel engaged, valued and respected. Looking 22

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121 HR Solutions provides employers of all sizes with professional, cost-effective human resource support. If you would like further guidance about the issues covered in this article, or need advice on any other HR matter, contact Cate at cate@121hrsolutions.co.uk or phone (0792) 121 3890.

All employees are entitled to at least 24 consecutive hours’ rest in every seven days or one period of 48 hours over a period of a fortnight.

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All employees are entitled to a rest period of at least 20 minutes after six hours of work. Those aged under 18 years are entitled to a rest period of at least 30 minutes after 4.5 hours of work.

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Employees are entitled to a rest away from their usual workstation.

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Opt-outs If the total time worked is more than 48 hours a week, employers should ensure that employees sign an agreement to opt out of the regulations. If employees refuse, the employer might have to consider reducing their hours to comply. Breaches Failing to allow employees the specified time off to rest may result in tribunal claims and awards of compensation. Those who are dismissed or suffer a detriment as a result of taking their rest breaks may also complain to an employment tribunal. The Health and Safety Executive can issue ‘improvement’ or ‘prohibition’ notices to employers who breach the regulations, and the worst offenders can be fined up to £5,000 on conviction in a magistrates’ court or an unlimited amount in the crown court.


Digital solutions for your wholesale business

Introducing digital solutions for today’s wholesalers Issue 21

Transform your business with our revolutionary digital solutions suite In a first for the wholesale market, we are excited to launch our new suite of digital software solutions, which run independently of your existing IT system. The use of technology is picking up pace in the wholesale and cash & carry industry. If you are looking to increase competitiveness, efficiency and customer loyalty and implement the latest systems for your business, our digital suite is the solution for you. The suite benefits wholesalers who require standalone solutions to enhance their current system. Comprising of five solutions, the suite includes: mobile customer ordering app, online ordering, electronic proof of delivery, mobile CRM and van sales software, all designed to help today’s wholesalers make life easier for their customers, as well as boosting sales and efficiencies for their businesses. This dynamic move demonstrates our commitment to offering innovative software solutions to meet the demands of an evolving wholesale sector. Wholesalers and cash & carry businesses are embracing new technology in light of rising customer expectations and are reappraising the way their customers want to shop with them. The use of technology is instrumental in achieving future success. Business priorities include new ways to attract and retain customers via mobile and ecommerce channels, delivering higher levels of service and

www.sanderson.com/digital-wholesale

offering increased convenience, such as click & collect. Identifying this movement is Joanne Denney-Finch, IGD chief executive, who recently said: “Online will remain the fastestgrowing channel over the next five years with an increase of 53.8% by 2022. With nine out of 10 shoppers claiming to have visited a convenience store in the last month, it’s not hard to see why we believe this will remain the third-fastest growing grocery channel.” Adding to this, the latest report from HIM research & consulting organisation states that 87% of retailers say online is the main method they use to place their wholesale orders. The wholesale industry is set to grow to £49bn in 2019 (IGD) and growing with it are emerging technologies continuously reshaping the wholesale industry. Sanderson supports wholesalers with a range of solutions to future proof their businesses, drive sales and increase productivity. In addition to the digital solutions suite, Sanderson offers the specialist wholesale software, Swords. Renowned for its high performance and rich functionality, Swords provides software for sales, purchasing, warehouse management, delivery, finance and reporting.

Tel: 0333 123 1400

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Digital solutions for your wholesale business

24/7 Digital solutions to transform you

Offer greater flexibility with our new mobile ordering app The new customer app is the latest addition to the digital suite. It is designed in response to the rapidly evolving wholesale sector. For use by wholesalers’ customers, the app targets the ‘always-onthe-go’, next-generation technology user. Designed to increase sales with 24/7 ordering, it provides ultra-convenience for retail and foodservice customers whilst sharpening the wholesaler’s competitive edge. Sanderson is delighted that one of its most progressive customers, JW Filshill, has successfully launched the app at its own customer trade show. The multi award-winning wholesaler, with over 1,600 retail, cash & carry and delivered goods customers, said that its customers were amazed at the app’s simplicity which resulted in rapid a take-up with more than 150 downloads of the app on the first day of the show.

“At Filshill we are committed to providing our customers with an excellent service and the app is helping us to strengthen this. Our customers are impressed with how intuitive the app is and now use it to trade with us. It saves time for our customers and provides us with another channel to communicate with them. The app is becoming invaluable already and is proving to be a powerful sales tool.” JW Filshill. The Sanderson app makes life much easier for wholesalers’ customers with time-saving features such as instant barcode scanning for convenient ordering on-site; user managed favourites; and instant notification of current promotions. Customers also benefit from online order management, visibility of orders and delivery tracking, plus account management for payment notifications. Furthermore, using the app, customers are able to search the wholesalers’ full product range and view essential product information such as allergens, ingredient and nutrient information. They can also quickly place orders and view all their account history and much, much more. The app is available for both iOS and Android devices.

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Tel: 0333 123 1400

www.sanderson.com/digital-wholesale


Digital solutions for your wholesale business

ur wholesale and cash & carry business

Automate your deliveries with ePOD

delivery errors and enhancing your customer service.

Would you like to reduce operating costs and increase productivity with our Electronic Proof of Delivery (ePOD) system?

Automating your delivery process increases staff productivity by reducing paper-based processes and improves the accuracy of the delivery process by eliminating lost or incorrect delivery documents.

The ePOD system is a multi-dimensional delivery solution enabling staff to capture customer acceptance signatures and carry out delivery amendments whilst at customer sites. ePOD also improves the operational efficiency of your deliveries by reducing costly

Accelerate sales with online ordering

The ePOD system also optimises journey routes and offers efficient vehicle management with a typical return on investment in less than six months.

web ordering system and there’s no need to manually re-key orders.

Today’s wholesalers are continuously searching for ways to grow sales whilst saving time and streamlining their operations. With the addition of an online sales channel you are increasing the number of potential customers and sales opportunities.

Customers can manage their account online, track orders, check available delivery dates and print invoices and statements – reducing administration time and postage costs.

Our ecommerce solutions allow customers to order 24/7 at their convenience. Using lightweight mobile scanners, users scan barcodes of required products and upload them directly to the

“Sanderson helped us to develop online ordering. From a standing start 18 months ago, the web now accounts for 16% of our revenue – around £7.5m.” Savage & Whitten.

www.sanderson.com/digital-wholesale

Tel: 0333 123 1400

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Digital solutions for your wholesale business

Maximise revenues with new van sales software

Empower your field sales team with our new van sales system. Using the system, your team has access to essential tools and information required to help them work more efficiently, visit more customers and improve order delivery times. A wireless barcode scanner captures orders instantly, saving time by eliminating manual processes and leaving more time to visit customers. Each handheld is updated daily ensuring the most up-to-date

information on customers, pricing and stock availability, enabling your staff to deliver an efficient service by answering stock queries, taking orders and processing payments on the spot. The system offers secure payments for van sales representatives whilst out on the road, with instant payment notifications sent directly to your credit department.

Facilitate great customer service with mobile CRM Our mobile CRM solution offers 24/7 access to your system via mobile devices, equipping your staff with vital information when they need it, wherever they are. Access to real-time system information helps to increase staff knowledge and productivity, and hold more informed meetings when visiting customers. Mobile CRM is proven to increase service levels, helping you to quickly retrieve invoices and statements, view sales history, check stock availability, submit return requests and much more.

“Mobile CRM suits the way we do business and allows us to maximise face-to-face time with our retailers for example, answering stock queries and providing quotes which increases our productivity.� Hardy Brothers.

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Tel: 0333 123 1400

www.sanderson.com/digital-wholesale


Ferrero NPD urges retailers to B-ready

[ PRODUCTS & PROMOTIONS ] Retro activity

Ferrero’s Nutella brand is entering the countlines category with Nutella BReady. The new product has already performed well in France and Italy – where it was named Product of the Year in 2016 – and is set to tap into the midmorning snack market in the UK. A £2.8 million multimedia campaign is supporting the launch and includes TV, video on demand, out-of-home advertising, and social and in-store media. There is also accompanying PoS materials for retailers to order from Ferrero’s trade website www.yourperfectstore.com. The bar (rsp 56p) contains less than 120 calories and comprises a wafer shell, Nutella filling and puffed wheat crispies. “Our initial UK trial has proved incredibly successful. We ranged at the till in a selection of convenience stores

and Nutella B-ready ranked as the fourth best-performing sweet snacking line during the period,” says Ferrero’s customer development director Levi Boorer. This new offering should further strengthen the Nutella brand, which is worth £50.8 million and has grown at 55.8% in the past four years (Nielsen). “Nutella B-ready is a complementary addition to the Ferrero range, offering shoppers more sweet snacking solutions during the day,” adds Boorer. Ferrero 020-8869 4000

Marketing activity from Grace Foods is embracing the trend for retro for its Nurishment nutritionally-enriched milk drink brand. The #OLDSKOOLNEWCOOL brand campaign is forecast to reach more than 10 million consumers this year and includes a dedicated gaming app, competitions and video content, along with a series of animated short films. Until the end of the year, outdoor advertising is supporting the campaign and an instantwin promotion will run in November. “The explosion in retro gaming is driven by the penetration of smartphones, and retro gaming is an ideal fit for Nurishment drinkers,” says head of marketing Nyree Chambers. Grace Foods UK (01707) 322332

Boost bonus wins

Cheddar variants

Additional appeal

Boost Drinks is offering shoppers a chance to win part of a £25,000 prize fund through its on-pack promotion offering cash, cinema tickets and Amazon vouchers. On the 500ml PET bottles are codes that consumers enter into a Boost microsite. All entrants are also placed into a prize draw for a £2,500 Virgin gift card. In addition, 12 retailers will each win £1,000 by sending an on-case token to enter a weekly prize draw from 29 September until 15 December. Out-ofhome, digital, PR and social media marketing is backing the campaign. Boost Drinks (0113) 240 3666

Pladis has extended its Jacob’s brand, following on from its ‘Choose Your Cheese’ campaign. Jacob’s Mini Cheddars Crispy Thins are available in Toasted Cheddar, Cheddar & Chive, and Cheddar with a hint of Chilli variants, in multipacks (7 x 23g) with an rsp of £1.88. The NPD is supported by a national shopper marketing campaign, TV advertising, and digital, social media and PR activity into 2018. “We’re confident the latest addition to the Jacob’s range will appeal to a new audience,” asserts marketing director Steve Monk.

Weetabix is launching its new Weetabix Additions range in the convenience channel. The range comprises Apple & Raisin and Coconut & Raisin variants in 12-biscuit and 24-biscuit packs (rsps £1.79 and £2.99 respectively). Weetabix Additions has already delivered incremental growth to the breakfast cereal category in the multiples. “Whilst Weetabix Original is a muststock item for many retailers, displaying Weetabix Additions can add excitement and growth to the category,” says head of brand Kevin Verbruggen.

Pladis 020-8234 5000

Weetabix (01536) 722181

PRODUCT OF THE MONTH

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[ SEASONAL ]

Celebrate with sales growth Seasonal opportunities are booming for forward-planning retailers and wholesalers, with consumers starting their shopping earlier, celebrating more occasions and trading up. Supplier activity is plentiful, so ensure you know what to expect this year.

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alloween is another American-led trend soaring in popularity here in the UK. Consumer spend continues to grow year on year, and last year confectionery was the number one purchased category at Halloween, with an additional 1.3 million households buying into confectionery for this occasion (Nielsen). “Value-for-money trends loom over Halloween. Success meeting spending habits at Halloween is reliant on the perfect stock – the more spooky the better,” advises Paul Siviter, sales & marketing director at confectionery specialist Hancocks. “While 2016 Christmas sales were as successful as ever, it was Halloween that stole the limelight, with sales sitting approximately 10% higher than 2015; this supports data indicating the ever-growing value in the Halloween segment.” The wholesaler is focusing on a fast-expanding range of American confectionery and is expecting further growth. “For this year, especially given investment in research & development and NPD, it’s expected that Halloween will see a further increase in sales,” predicts Siviter. Mars Chocolate’s M&M’s performed strongly last year, driving growth in the bitesize category by 6.6% and incorporating a digital media campaign that received more than 100 28

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million impressions on YouTube and Facebook. This year, Mars has invested £1.5 million in digital media for Halloween, with activity commencing towards the end of this month. “From late September people will be thinking about how to celebrate Halloween, so retailers should showcase sharing packs and fun-size packs they have available from then. Combining this with an in-store Halloween display is a great way to boost spending and add excitement around the season,” advises trade communications manager Bep Dhaliwal. “Seasonal occasions are a crucial time for retailers to maximise sales in-store and Halloween is no different.” Mondelez International also shows strong sales at Halloween, with the top-performing self-eat product – Cadbury Ghoost Egg – driving £600,000 of impulse sales in the self-eat category. Close behind this, as the third most popular Halloween SKU, the Cadbury Crunchy Spider is valued at £400,000. This year, NPD from the supplier has tapped into the everpopular ‘trick or treat’ tradition. Maynards Bassetts Creepy Chews are individually-wrapped chew sweets with soft-filled centres in orange and strawberry flavours. “Trick or treat is the biggest occasion at Halloween so provides an incremental opportunity,” says Susan Nash, trade communications


[ SEASONAL ] manager. “Total Halloween is now worth double what it was a decade ago and provides a huge opportunity for retailers to capitalise on consumer demand.” Also capitalising on the popularity of trick or treating is Wrigley, whose range of Halloween confectionery this year has been extended. Skittles Fruits and Sours Tubs have been released to the convenience sector, after trialling in Tesco last year. The tubs contain 29 individual packs of Skittles Fruits and Skittles Crazy Sours, and have an rsp of £5. Alongside this is Skittles Darkside, a special-edition 152g pouch containing Forbidden Fruit, Midnight Lime, Blood Orange, Pomegranate and Dark Berry flavours. This year, the pouch format is joined by 11 x 18g funsize bags. Rsps are £1 and £1.39 respectively. The Starburst brand has also been included in Halloween activity with a 165g Trick or Treat sharing bag (rsp £1) containing a combination of sweet and sour flavours. All of the limited-release Halloween sweets are available until 21 November and join the Skittles Fruits Funsize bags, which were the No.1 contributor to total confectionery funsize growth during Halloween 2016 and are available throughout the year. To bring seasonal products front of mind for shoppers, Wrigley has created a bespoke suite of Halloween-themed PoS including dedicated cardboard units and clipstrips, reports confections marketing manager Dan Newell. Swizzels also sees sales rise during Halloween, and is supporting this growth with a ‘Halloween Sorted’ consumerfacing campaign. “Swizzels is the second-biggest sugar confectionery brand, outperforming the market at Halloween to achieve a 15% market share,” says sales director Mark Walker. “Seven of the top 10 Halloween sugar confectionery lines are from Swizzels.” The manufacturer has targeted the occasion with its Trick or Sweet bag, which features traditional Swizzels sweets with Halloween-themed wrappers and packaging to create a sense of occasion. Walker’s Nonsuch products are not only well-suited to sharing at Halloween, they also prove popular for Bonfire Night celebrations. “Treacle Toffee’s a real winner, particularly across the M62 corridor and northern regions; the pre-packs are a great purchase at convenience to include in last-minute party plans and gatherings,” says export and marketing director Emma Walker. “Our vibrant packaging adds to eye-catching displays in cash & carry and grabs the attention of retailers.” 30

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While confectionery is a mainstay of Halloween, it’s not the only category to benefit from the event. “The season attracts families and young adults, with half of 16-35 year-olds contributing to the overall spend,” says Jess Ali, seasonal marketing controller for Mr Kipling and Cadbury Cakes at Premier Foods. “Particularly within the cake category, Halloween products are in growth – seasonally themed cakes last year were worth more than £8 million (IRI). Mr Kipling and Cadbury Cakes own 73% share of this market and saw growth of 23% and 12% respectively, which can be attributed to new flavours and larger pack formats that are perfect for trick or treating.” Premier Foods is adding to its Halloween cake range – which include the market’s top five best-selling Halloween cakes – with new variants and formats. Cadbury Mini Rolls feature a Cadbury Blackcurrant Mini Roll variant this year, while Mr Kipling Chocolate & Slime slices are available in a snack pack, and Angel Slices are available for Halloween in a larger 12-unit snack pack. “We recommend that retailers stick with a targeted core cake range, as the seasonal window is shorter than occasions such as Christmas or Easter and this will help stores limit wastage,” says Ali.

‘Halloween is the fourth biggest retail event in Great Britain and represents a huge opportunity’ Simon Harrison, customer marketing director, Coca-Cola European Partners The festivities don’t end at trick or treating – further sales opportunities exist in the soft drinks category, as recognised by Coca-Cola European Partners. “Halloween is a calendar moment that is increasingly celebrated by adults,” says Amy Burgess, trade communications manager. “Halloween party hosts may look to create some ghoulish cocktails and mocktails for their guests, and mixers are a key ingredient for this,” she adds. “There’s also a huge opportunity for cross-merchandising soft drinks with popular party foods, as well as Halloween costumes.” CCEP is running a Halloween campaign on its Fanta brand that includes Hancocks’ Halloween bestsellers 1

Kingsway Dracula Teeth 3kg

2

Kingsway Fizzy Dracula Teeth 3kg

3

Kingsway Jelly Bones 3kg

4

Kingsway Mini Teeth Fangs 3kg

5

Slimer Edible Ectoplasm


Winner Chocolate Category. Survey of 11,637 people by TNS.

Ž Celebrations is a registered trademark. Š Mars 2017. Source: *Nielsen, Total Coverage, Total Chocolate MAT w/e 26th Dec 2015. Celebrations Pouch. Winner Chocolate Category. Survey of 11,637 people by TNS


[ SEASONAL ] packaging designed by artist Norma Bar, limited-edition 12 x 150ml multipacks of Fanta Orange Zero and Fanta Fruit Twist Zero, and codes for Halloween-themed Snapchat filters and lenses, all supported with advertising and experiential activity. “Halloween is the fourth biggest retail event in Great Britain and represents a huge opportunity for retailers and brands alike,” says customer marketing director Simon Harrison.

Counting down to Christmas Christmas spending needs to be considered strategically to make the most of the opportunities, so wholesalers should be prepared early for retailer requirements. With £824 million spent on confectionery alone for the festive period last year (IRI), having the right range for the right shopper mission is vital. “Given that the festive period focuses on gifting, there is a high demand for products such as luxury chocolates or nostalgic favourites. However, there is still a resounding demand for value for money, which means convenience stores must consider this when stocking up,” advises Hancocks’ sales & marketing director Paul Siviter. Mondelez International is at the forefront of Christmas confectionery sales with a 27.1% share (EPOS tracker) and offers retailers a time frame to follow to maximise sales. The manufacturer recommends that retailers put an initial focus on self-eats in October, followed by advent and novelty sharing lines in November and selection boxes, gifts and sharing lines in December. Festive PoS materials are integral to successful sales, and Mondelez also suggests offering choice under the £1 mark to increase impulse spend on stocking fillers and self-eat treats. This price point includes NPD for this season of the Cadbury Snow Bites carton, which has an rsp of 60p. Sharing and gifting ranges have also been extended by Mondelez this year. NPD for 2017 includes Cadbury Snow Bites Cracker and Cadbury Heroes Cracker (rsp £2.99), Maynards Bassetts Juicy Chews Festive Jar (rsp £5.19) and Cadbury Fudge Minis tube with free child entry to Cadbury World (£1.42). Cadbury’s Milk Tray, a brand with £17 million in value sales last Christmas (IRI), has been redesigned with a space-saving double layer, supported by the return of the Milk Tray Man. Additional advertising spend includes a £10 million Cadvent campaign. Ferrero’s activity includes investing £8.2 million in Christmas. “We’re committed to developing an all-yearround range that also caters for the explosion of special occasions during the festive season,” says customer development director Levi Boorer. Seasonal activity includes a 32

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£1.1 million Christmas campaign for the Nutella brand with a TV creative, festive snowman sleeves on 400g, 750g and 1kg packs, and digital, social and experiential activations. Kinder NPD includes Kinder Joy collectable winter eggs, an imaginative Kinder Chocolate Letter to Santa (rsp £3) and the Kinder Mix Advent Calendar (rsp £5). Meanwhile, the Thornton’s range will benefit from a seasonal campaign to highlight its quality credentials and encourage trade-up, while advent also sees premium activity with the new Snowman and Snowdog advent calendar (rsp £10). Another supplier with advent NPD is Swizzels, which is the fastest-growing sugar confectionery manufacturer over the Christmas period (IRI). This year, its novelty advent calendar joins the festive range of cartons, tins, tubs and tubes that contain the iconic brands. Last year, Swizzels festive tins and tubs showed growth of 25% year on year. “As well as variety, consumers seek out value-for-money gifts over the Christmas period, particularly when it comes to confectionery,” says sales director Mark Walker. Trading up is also a key area to push profits at Christmas. “Wholesalers should take into account the opportunities for early seasonal purchase as well as trade-up opportunities,” advises Andy Mutton, sales director at Storck UK. “Cash & carries should continue to support bestsellers that have high loyalty among consumers and provide for those looking for top-up solutions to cater for last-minute purchases from shoppers thinking of stocking-filler options, token and special gifting, as well as celebration items.” Recording 12.1% growth is the Bendicks brand. The Toffifee brand, which showed growth of 23% (IRI), features a new festive design on the 100g pack, supported by TV advertising. Often in convenience, where space may be an issue, PoS displays need to be compact as well as impactful. Walker’s Nonsuch takes its customers into account with marketing materials for its Christmas favourites such as the toffee hammers: “Branded freeHancocks’ Christmas bestsellers 1

Cadbury Milk Tray

2

Ferrero Rocher four-pack

3

Walker’s Nonsuch Toffee Duo Hammer Pack

4

Kingsway Stars

5

Walker’s Nonsuch Luxury Toffee Selection Pack


This Halloween our packs will be given a ghoulish makeover by renowned artist Noma Bar. There’s a full range of spooky formats to stock, plus exclusive snapchat filters and lenses on-pack for your customers to collect. The multi-million pound campaign kicks off this Sept. It’s going to be a chiller! Get in contact to find out more at connect@ccep.com or call 0808 1 000 000. ©2017 The Coca-Cola Company. All rights reserved. FANTA is a registered trademark of The Coca-Cola Company.


[ SEASONAL ] standing display units are available to display the hammer packs in cash & carries and retailers, designed to highlight the product range without taking up shelf space,” says export and marketing director Emma Walker. “Packs are sold individually and not in full cases, giving flexibility to retailers, who can buy anything from one to multiple packs. This reduces residual stock and controls spend.” Mars Chocolate has also focused on PoS impact, with new and improved display materials for its Celebrations range – which was the bestselling tub and pouch brand last Christmas (Nielsen). There are also new designs for Galaxy Minstrels and Maltesers tubes and the Mars advent calendar to drive on-shelf stand out. The manufacturer increased its share of the confectionery category by 2.6% last Christmas and its NPD in gifting taps into consumer willingness to spend over the festive period. New lines for this Christmas includes a Maltesers Teasers gift box and a Snickers selection box. The Snickers NPD aims to provide a relevant gift for men, while the Maltesers gift box reflects the importance of the boxed format, which makes up three-quarters of total Christmas confectionery sales in the final week leading up to Christmas Day. “This year Mars looks set to continue its strong seasonal performance with a wide range of products across different formats and price points, as well as brand new innovations that provide a seasonal twist on consumers’ favourite bestselling brands,” asserts the company’s trade communications manager Bep Dhaliwal. There are plenty of opportunities for retailers beyond confectionery during the festive period. Nuts are a traditional Christmas treat and the California Walnuts Commission is prepared for high demand this Christmas, with more California walnuts being imported into the UK in the first half of 2017 than during the whole of 2016. With sales of nuts reflecting growth of £31.7 million in 2016 (Kantar), snacking trends, the rise in home baking and festive premiumisation are all factors expected to drive demand over Christmas and produce another year of strong growth. In the biscuits category, Pladis has invested £1.3 million in its McVitie’s, Jacob’s and Carr’s seasonal campaign. Activity includes PoS display materials, an in-store experience for shoppers and an on-pack promotion. Alongside the campaign comes NPD from all three brands. McVitie’s Digestives White Chocolate festive Nibbles sharing pouches are available for a limited period with an rsp 34

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of £1.99. The traditional biscuit tin has been given a seasonal twist with McVitie’s Milk Chocolate Digestives Postbox Tin (rsp £10) and the premium-packaged McVitie’s Moments (rsp £10) is aimed at the younger consumer. Savoury snacking has also seen NPD with Jacob’s Cracker Crisps Sour Cream and Chive Caddy (rsp £3.49) and Carr’s Batons (rsp £1.49), which come in Cheddar & Onion, Tomato, Emmental & Herb, and Rosemary & Sea Salt variants. Soft drinks are also an integral part of seasonal requirements. Belvoir Fruit Farms has added Festive Fruit Punch (rsp £3.20) to its line-up, along with Christmas Cordial (rsp £4.70). Either can be served as a warming winter soft drink or spiked with alcohol for a festive alternative. This category is another area where consumers are willing to trade up – Nichols highlights that premium soft drinks are seeing distribution rise by 34% year on year (CGA). “Shoppers usually want to serve products that are a bit more special during the festive season, so premium products often perform best as the year draws to a close,” says Ed Jones, senior customer marketing manager at Vimto Soft Drinks.

‘Premium products often perform best as the year draws to a close’ Ed Jones, Vimto Soft Drinks’ senior customer marketing manager Nichols’ Feel Good drinks brand also benefits from the post-Christmas health drive adopted by many consumers looking to counteract the festive indulgence, and has shown a 20% increase in value sales after a brand overhaul last year. Christmas celebrations, and therefore sales opportunities, now incorporate pets in the UK, with care & treats and premiumisation driving growth in the category. “Festive pet care and treat products should be displayed in prime locations throughout the store from early November,” says Roberto De Felice, strategic demand director at Mars Petcare UK. “Research has found that 73% of owners consider their pet a family member and so often buy their pet a Christmas present, and almost a quarter of non-pet owners treat the pets of their loved ones (Mintel),” he adds. Mars Petcare has revised its festive range of its Pedigree, Whiskas and Dreamies brands, with packaging and contents updates as well as the launch of the Dreamies stocking. The Christmas range is supported with TV, online and in-store advertising.


[ SEASONAL ] Diwali presents a golden opportunity An occasion experiencing growth in sales and profit potential in the UK is Diwali. The five-day Festival of Lights falls on 19 October this year. A total of 65% of retailers state that boxed chocolates are most commonly bought as a gift during Asian festivals (Ferrero external research), with more than 800,000 Hindus in the UK looking for tokens to exchange with family and friends. However, Ferrero’s research also revealed that 71% of retailers don’t actively engage with the occasion with shoppers. Ferrero has targeted Diwali as a growth opportunity with promotional activities and eye-catching PoS displays for Ferrero Rocher, as well as assistance with execution – last year its efforts increased sales by an average of 27% for retailers. “It’s important that retailers plan in advance to keep up to date with what events are coming up in-store and look for ways to maximise them. Whether it’s by creating theatre in-store, secondary sitings or via social media channels, it’s important to let their community know about occasions that are coming up to get the most out of sales during this period,” advises customer development director Levi Boorer. Refresco’s Sunpride brand is also suited to the occasion, with a new range of exotic flavours now launched and activity planned: “We’ll be promoting the new Sunpride drinks through tastings banners and flyers in wholesalers in the run-up to Diwali,” says commercial director James Logan. “Retailers start thinking about the event early as shoppers

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tend to stock up in advance. Value for money is front-of-mind around Diwali, so promotions are sought out.” AG Barr has tapped into the occasion with celebration packs of Rubicon, the No.1 Asian soft drinks brand (TNS). “Food and drink are at the heart of festival celebrations, with sales of exotic juice drinks increasing by 42% at this time (Kantar/AG Barr),” says head of marketing Adrian Troy. “Diwali is celebrated by 1.3 million people throughout the UK, representing £80 million in incremental sales and a huge profit opportunity for retailers.” Nestlé Foods has also recognised the opportunities available during Diwali, showing an uplift in sales of its Carnation Sweetened Condensed Milk during the festival. The bestselling condensed milk brand (IRI) is used in many popular Diwali treats and the website www.carnation.co.uk features Diwali recipes such as Malai CCM Peda and Mawa Kheer.

For further information: AG Barr (01204) 664200 Belvoir Fruit Farms (01476 870286) California Walnuts Commission www.comeintothegarden.co.uk Coca-Cola European Partners (0845) 722 7222 Ferrero 020-8869 4000 Mars Chocolate UK (01753) 550055 Mars Petcare (01664) 410000 Mondelez International (08702) 400861 Nestlé Foods 020-8686 3333 Nichols (01925) 222222 pladis 020-8234 5000 Premier Foods (01727) 815850 Refresco (01555) 662886 Storck UK (01256) 340300 Swizzels (01663) 744144 The Wrigley Co (01189) 317030 Walker’s Nonsuch (01782) 321525


CALIFORNIA WALNUTS NOT JUST FOR CHRISTMAS THE SUPER NUT ON EVERYONE'S LIST QUALITY, VALUE AND TASTE… CONSISTENTLY.

Great quality always gives outstanding results. California walnuts, perfect in baked goods, confectionery products and much much more. California Walnut Commission walnuts@comeintothegarden.co.uk 01628 535 755 www.californiawalnuts.uk


[ BUYING GROUPS UPDATE ]

Profile: Landmark What are Landmark’s main objectives? Landmark’s focus has always been to negotiate central commercial terms and marketing initiatives for our 38 members in order that they can focus on their customers and grow their business locally – this remains our main objective. What services and benefits do you offer your members? Which of these services are most valued by your members? We offer our members a wide range of services and benefits, such as group buying terms, national promotions, award-winning catering/foodservice and retail own-brand ranges, category and core ranging advice, and retail club support through our Lifestyle Express symbol fascia format. We also offer invaluable insight data. Landmark’s longstanding and focused commercial relationships with key suppliers allows its independently owned members to receive buying terms and marketing initiatives that enable them to compete effectively in the marketplace. What differentiates Landmark from other buying groups? At Landmark – which is run by members, for members – we pride ourself on offering our members the very best support in the business. We strive to be engaged, responsive and interactive with our members. We invest heavily in time spent face to face, to create strong, lasting relationships. This is set against a backdrop of our highly competitive terms package that

Landmark Wholesale group was formed 45 years ago, and today has 38 members.

includes everything from wholesale prices to a full and varied marketing and promotions programme. For foodservice members, we recognise the complex challenges and demands faced by those in delivered wholesale so we provide an invaluable platform for their businesses. Caterer Connections brings together wholesalers, suppliers and foodservice and promises to enhance their profitability. What developments has Landmark made in the past year? We are continuing to develop our awardwinning Lifestyle Express fascia, which enables wholesalers to offer retailers Cash Back and highly successful in-store promotions. The Lifestyle Express retail development programme has been a

huge success, achieving significant sales uplifts in all converted stores. We launched over 100 foodservice SKUs in the last year, focusing on the growing frozen category, with another 50 being added to the range this year. What are your plans and targets for the next 12 months? Throughout 2017 and beyond, our focus will remain on competitive terms, national promotions, category and core ranging advice, own-brand ranges and retail club support. Wholesale is an incredibly competitive environment, especially at the moment, and we recognise the current challenges and work closely with members and suppliers to provide what our CCM members need to thrive.

Head office: Milton Keynes Website: landmarkwholesale.co.uk Tel: (01908) 255300

Landmark fast facts Landmark members: 38 Combined member turnover: £2.8 billion Head office staff: 40 Newest Landmark members: Inspira Trading Ltd, Beer Warehouse Retail fascia: Lifestyle Express Developments in foodservice: Over 100 foodservice SKUs launched in the last year; another 50 to be added this year.

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Landmark testimonial: Jones Food Solutions, Midsomer Norton, Somerset “As one of Landmark’s longest-serving members, we have seen many changes in the industry and throughout that time Landmark has been constant and at the forefront of our industry, providing us with excellent service and sound advice. Membership is the cornerstone of our business, with family values akin to our own. Landmark’s negotiated pricing

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enables us to be competitive and joint business plans allow us to grow our business through clear, collaborative strategies. The spirit of Landmark membership has been a strong feature of the group since the beginning and we greatly benefit from our interaction with like-minded members.” Martin Jones, chairman


THINK OUTSIDE THE BOX At Landmark Wholesale, we pride ourselves on thinking creatively to help our members grow. We offer excellent trading terms, industry-leading

To find out how you can join

own brands, an award-

team contact Andrew Thewlis,

winning fascia, innovative foodservice business development programme

Finance Director, on 01908 255304 or andrew.thewlis@lmkcc.co.uk WINNER

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[ BUYING GROUPS UPDATE ]

Profile: Confex What services and benefits do you offer your members? Which of these services are most valued by your members? We give the smaller wholesaler the marketing capabilities to become a larger wholesaler. A full promotional programme spanning CTN, discount, foodservice, grocery and alcohol allows Confex members to remain competitive with the national wholesalers. We provide an online brochure facility where members can personalise their deals in print and web format, and we also operate a central distribution facility, which allows members to purchase thousands of products at supplier direct pricing. This facility helps members to start trading in products where formerly they would be unable to open up direct accounts. How is Confex presently performing? We’ve grown from about £1.7 billion in 2014 to around £2.7 billion this year. In the first half of 2017 we have increased by 16.2% in value, with an average of 10.6% volume growth across our top 50 suppliers. What developments has Confex made in the past year, and how have they helped your members? We’ve just launched an improved online ordering system for Confex Central Distribution. We’re now sharing this ‘back-end’ functionality with those members who wish to develop their online sales. In the pipeline is a Confex member app and also a CRM system that will help members analyse their

Confex’s Tom Gittins talks to Cash & Carry Management.

Members and suppliers benefit from events such as the Confex trade show.

sales data more efficiently, while helping to drive sales. We’re also continuing to develop our member services to include a free helpline on health and food safety, employment law, occupational health, HR and absence management training.

valuable accolade that winning members can showcase, along with a logo, on their products and premises.

What differentiates Confex from other buying groups? It’s free to become a member of Confex as we don’t operate any joining or membership fees. We’re always open to new members and have taken on 12 new recruits already this year. With environmental issues and sustainability now at the forefront of everyday life, the Confex Green Wholesale Awards, run in partnership with environmental consultants and supported by leading sector brand names, are a

What are your priorities, plans and targets for the next 12 months? We’ll continue to develop our head office offering with the addition of new suppliers, along with development of existing supplier ranges. We’ll also carry on focusing on future-proofing our member businesses, helping them to ride the wave of current economic volatility while working to capitalise on the opportunities the implementation of Brexit may present. We’re on course to hit our £3 billion group turnover target by 2020 and we’ll continue to develop our member services where they will genuinely aid the CCM individual member businesses.

Head office: Moreton-in-Marsh, Gloucestershire Website: confex.ltd.uk Tel: (01608) 652333

Confex fast facts Wholesale members: 238 Combined member turnover: £2.69 billion Head office staff: 21 New members in 2017: Allan Wilson, All Drinks C&C, Best Catering, Currie Hindley, Dunsters Farm, Elm Valley Foods, Imperial Food & Packaging, Mellcrest, Parkview Provisions, Peacocks Wholesale Provisions, R&B Drinks and Ray’s Supplies.

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Restructuring has taken place at Confex head office this year. Tom Gittins is now business development director for foodservice, while David Lunt is business development director for retail. Jess Douglas is lined up to replace Gilly Hunt – who is retiring after 13 years with the company – as marketing manager at the end of the year. “As Confex continues to implement a three-year strategy, further recruitment may well be on the cards for our head office,” says managing director Nicky White.

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Confex testimonial: Hardy Brothers, Northern Ireland “Since attending Confex events we’ve found real benefit, with increased support from suppliers helping us to further develop our business into existing and new categories. We look forward to working with Confex to drive growth in our business.” Declan Hardy, partner and director


Join NOW and get real purchasing power

. . . t s a f g n i w o r g e We’r 67m to 4 £ g n i d d 2.65bn. n 2016, a i £ s t r a e g b n i m d Me now stan , ...13 new r e in 2017. v h o t n r w u o t r g ’s p d the Grou continue o t d r a w for We look

3 Over £2.65bn Member turnover 3 Over 200 Official Suppliers 3 Wide range of product categories 3 Preferential Trading Terms 3 Central Distribution facility 3 Bespoke brochure production 3 Annual Trade Show 3 Growth Incentives 3 Weekly Payments 3 Developed Own Brand 3 No Membership Fee 3 No Joining Fee

“Since attending the Confex events we have found real benefit to our business with increased support from suppliers helping us to further develop our business into existing and new categories. We look forward to working together with Confex in the future to drive growth within our business.”

“We enjoy a long and successful relationship with Confex which works very well due to their understanding of the wholesale market place allied with the needs of their supplier and member base. For us the diversity of their membership continues to create new business opportunities and sustained growth.”

Declan Hardy, Hardy Bros

Matt Norman, Tate & Lyle Sugars Ltd

Call 01608

652333

Membership enquiries welcome enquiries@confex.ltd.uk www.confex.ltd.uk


[ BUYING GROUPS UPDATE ]

Profile: Today’s Group What are the Today’s Group’s main objectives? To negotiate the best terms and excellent deals with suppliers across core grocery, licensed, impulse, on-trade, foodservice and specialist areas. Our wholesale members can then pass the deals on to their retail customers and ultimately consumers. We provide support to secure a future in a tough market place, but give our members the flexibility they need to make their own choices. We look for wholesalers, suppliers and retailers who are committed, ambitious and forwardthinking. What services and benefits do you offer your members? A strong national promotional programme is provided to our members, as well as symbol and retail club deals for their independent retail customers. We also continue to provide a series of networking opportunities, such as our annual conference, trade show and foodservice speed-dating events. We cover all sectors of the industry and so can offer prospective members a huge range of industry knowledge and experience, with expertise gained from retail including the convenience sector and major multiples, wholesale and supplier sectors. With state-of-the-art technology, Today’s is constantly evolving its capabilities to provide members with the most up-to-date information. We’ve worked hard in developing tools to support member’s businesses: the Plan for

Profit app has been improved and provides members’ customers with a range of tools including a deal thread to highlight promotional activity in the depot, a cash and percentage POR calculator allowing customers to calculate POR on the go, together with a wholesaler locator. A link to the Plan for Profit website provides access to extensive information including core range and planograms.

We also have 26 on-trade members, with a buying power of £500 million servicing 19,000 free-trade outlets.

How is the Today’s Group performing? We’re performing strongly, with yearon-year increases in core trading of 5% in value and 4% in volume. Foodservice performance continues to do well and is in growth for the fourth year running, with 4% value and 7% in volume year on year. We have 480 symbol stores across the UK and 2,170 retail club members.

What are your priorities, plans and targets for the next 12 months? We will continue to work with our supplier partners to achieve the greatest benefits for our members, as well as exploring whether already established activities in particular channels will work successfully across other channels of the organisation to the benefit of our CCM members.

What differentiates the Today’s Group from other buying groups? Our strength is in our numbers – with 146 independent wholesale members operating nationwide through 186 sites, we are able to negotiate excellent deals with suppliers on their behalf.

Head office: Doncaster, South Yorkshire Website: todays.co.uk Tel: (01302) 249909

Today’s fast facts Wholesale members: 146 Combined member turnover: £5.7 billion Growth in core trading: 5% in value, 4% in volume Head office staff: 33 Newest wholesale member: Brand Choice, Liverpool On-trade wholesale members: 26 Retail club members: 2,170 Symbol stores serviced: 480

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SK Food & Drinks Today’s Group business development team has worked with Birmingham’s SK Food & Drinks in the past year after SK moved to a new purpose-built site. Planning and relaying the depot into categories to meet the needs of retail, foodservice and on-trade customers, taking into consideration the principles of good ranging, merchandising and adjacencies, has helped customers to locate products more easily.

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Partnerships for success Did you know that the Today’s Group scored 2nd of all Symbol Groups when retailers were asked to rate the relationship with their wholesaler.*

“ Since opening our store 8 years ago, we’ve

been with several Symbol Groups, it’s amazing that we haven’t moved to Today’s Group earlier. It’s thanks to their help with our store refit that we recently won the RIA award for ‘Independent Retailer of the Year’ and we couldn’t be happier. ”

“ The quality of support we receive from our

BDM and our Today’s Group Wholesaler Dee Bee is first rate and helps ensure we always maximise our profits.”

Rob & Brenda Joynson Today’s Local Marshchapel stores and Post Office, near Grimsby Winner - Retail Industry Awards 2016, Independent Retailer of the Year (up to 1,000sq ft.)

As a Today’s Group Symbol Retailer, I get: A strong partnership with a leading wholesaler, backed by the UK’s largest independent buying group

Store re-merchandise to the latest industry leading planograms, a modern fascia and smart store imagery

Unbeatable three-weekly promotions, 17 times a year – supported by free point of sale

Free advice, insights and tools from the ‘Today’s Plan for Profit’ website and mobile app

Expertise on trading, marketing and merchandising from a dedicated Business Development Manager who supports me when I need it

Access to customer-facing digital initiatives like bigDL, giving my store a real point of difference and added footfall

Find out how Today’s Group can help your business call: 01302 249 909 or visit: www.todaysplanforprofit.com

* him! Symbol Track 2016


SINCE 1923

Cash & Carry Management Sept 17