Lyndsey Cambridge, head of external affairs at the FWD.
At its recent conference and trade show, SPAR Scotland’s CEO Colin McLean told guests that the modern convenience model needs to be a tech-enabled, health-driven food hub rooted in the community.
Chefs’ Own-Brand
Andrew Green and Jason Gordon explain how the CCM awards help chefs make an informed choice by flagging up
Managing
Publishing
Media
Rugby legend Jonathan Davies at LWC’s Glamorgan depot opening.
The FWD’s Lyndsey Cambridge with her husband and daughters.
Fair success
The Wholesale Group’s second Foodservice Fair, held recently at Stratford upon Avon Racecourse, saw more than 105 suppliers host stands in order to connect with 82 different wholesale businesses.
The average spend per member increased by 36%, with suppliers averaging 12 new member leads for new business.
The Wholesale Group added new elements to the show, including a marquee to showcase Chef Approved and Chef Prestige, the group’s own-brand product
range, as well as a Food Truck Village promoting outdoor event catering and food-to-go products.
The group’s chairman Mark Aylwin said: “As my first event since becoming chair on 1 September, I was hugely impressed by the passion and commitment shown by members and colleagues.
“The energy in the room, the level of supplier engagement, and the clear focus on growing independent wholesale all reinforced that this is a market-leading collective, setting new standards for what a buying group can achieve.”
Eight join scheme
Bidfood has added eight more suppliers to its SME scheme, Open Doors, taking the total number to 23 since the programme was introduced in 2023.
Aimed at small food and drink suppliers, the Open Doors Programme aims to identify the most innovative businesses trying to establish themselves within the industry and raise awareness of their products so they can make their mark in wholesale.
Bidfood engages and supports smaller suppliers as they start their foodservice journey, gives its team and customers visibility of the new suppliers, and provides a platform for growth for those suppliers that are best in class.
The latest suppliers to have joined the scheme are: a Howies Cider – craft cider that is grown, pressed and bottled entirely in the UK a Icesupp – nourishing frozen supplements for the care and healthcare sector
a Wibble – better-for-you desserts
a Wildthingz – lower-sugar, organic sweets
a CBD One – premium CBD ‘shots’ for drinks
a Kwerky – powdered plant milk made with oat and pea protein
a IBIS Rice – rice with a conservation focused supply chain
a Northern Pasta – UK produced pasta from regeneratively farmed ingredients
Tim Adams, sales & marketing director at Bidfood, said: “The Open Doors programme does exactly what it says on the tin – it opens doors and creates pathways for those smaller suppliers who would often not be afforded the opportunity. I’m excited to see the latest group incorporated into this industry-leading initiative.”
Booker promotes Stuart Hyslop to COO
Booker has promoted Stuart Hyslop to chief operations officer. His appointment follows the departure of predecessor Jonny McQuarrie in June.
Former managing director – catering & small businesses, Hyslop (pictured) has consistently delivered strong results for the cash & carry/wholesaler.
For example, the Booker Catering division achieved 25.2% growth to £2.11 billion in the 2022/2023 financial year, while in 23/24 catering sales were up by 10.2%. Most recently, in the 24/25 financial year, core catering
like-for-like sales increased by 2.1% despite a challenging market backdrop.
Hyslop has worked for Booker for more than 32 years. After completing an HND in Consumer & Business Services at Glasgow Caledonian University, he
started on the checkouts of Booker in 1993 and worked his way up to branch management before becoming area controller in 2002. Between 2003 and 2014 he held the roles of head of operations support, regional director and sales director.
In 2014, Hyslop was appointed managing director of Makro and led its turnaround after its acquisition by Booker. He was then appointed to his most recent post of managing director –catering & small businesses in 2015. In that role, he has been responsible for £2.5 billion sales to 440,000
independent and group caterers and 500,000 small businesses from the 190 Booker/Makro branches in the UK.
A Booker Group executive committee member, Hyslop is also a companynominated pension trustee. In addition, he is a lead male ally within the Women @ Booker network and was named in the INvolve HERoes Global Role Models List 2024.
As a result of Hyslop’s promotion to COO, Leigh Baker, Booker Catering’s sales director, will step in to lead the Catering team on an interim basis.
Parfetts to leave Unitas Wholesale
Parfetts is to leave Unitas Wholesale on 31 December 2026. Until that date, Parfetts will continue to trade under Unitas supplier terms.
Unitas CEO John Kinney said: “This move is a natural progression. Our role is to give Unitas members the support they need to evolve and expand, and we recognise that some may eventually choose to operate as stand-alone operators outside a buying group model.
“We will continue to provide a fitter, fairer and faster service for our wholesalers. Our priority is to the members who remain within Unitas to ensure we continue to deliver growth for them, year on year.”
The decision comes as Parfetts continues to expand its national presence, with
turnover expected to pass £1 billion in the next three years.
Guy Swindell, joint managing director at Parfetts, said: “We’re thankful for the support and connections we’ve built through Unitas which have helped to shape our growth journey so far. However, as we approach 2,000 symbol stores under our Go Local fascia and with
a growing national network, our ambitions now naturally extend beyond the buying group model.
“Our growth has been phenomenal, and we want to continue to maximise value for our suppliers. As an employee-owned business, we can clearly demonstrate return on investment and move quickly whilst aligning
LWC opens new Glamorgan depot
LWC has officially opened its new 42,000 sq ft purposebuilt distribution centre in Glamorgan, Wales.
It follows LWC ’s acquisition of Glamorgan Brewing Company’s wholesale arm in 2024.
The new site is located in Tonyrefail and replaces Glamorgan’s previous depot.
With increased capacity, improved logistics, and a broader product range, the depot is designed to meet the evolving needs of customers and support longterm growth in the area.
The new site has already created over 30 new roles, with further recruitment underway. In total, the depot is expected to support nearly 100 jobs locally.
Since Glamorgan Brewing Company was acquired
by LWC, the Glamorgan team has continued to operate but with the support of LWC ’s national infrastructure.
Former Welsh rugby player Jonathan Davies attended the opening: “It’s fantastic to see a business like LWC investing in South Wales and backing our hospitality industry,” he said. “This new depot is a real boost for the
region, and I’m honoured to be part of the celebrations.”
Ebrahim Mukadam, managing director of LWC, added: “This isn’t about changing what makes Glamorgan special. It’s about backing it. We’re here to support the team, the customers, and the community – and this new depot gives us the space and tools to do that even better.”
closely with the needs of our suppliers.”
Noel Robinson, joint managing director at Parfetts, added: “We already enjoy strong supplier relationships, with successful execution of initiatives across our cash & carry, online and retail platforms recognised by the industry, but we’re ready to go further, working hand in hand on joint strategies and category innovation.”
Along with Dhamecha, Parfetts is one of Unitas’s largest members.
In other news, Parfetts has awarded its staff a combined 14% bonus in recognition of a record-breaking year.
Employees will receive a 10% profit share bonus in addition to the 4% sales bonus paid in July.
Olives range
JJ Foodservice has launched a range of Field Favourites olives, adding to its ownbrand range.
Sourced from partners in Turkey, the olives come in 1.7kg and 4.2kg jars.
The range includes: Cracked Bodrum Green Olives, Cracked Green Olives (Kalamata Style), Scratched Edremit Green Olives, Gemlik Black Olives, and Scratched Black Olives (Kalamata Style).
Own brand accounts for 43% of the company’s sales.
In other news, JJ has recorded a 30% increase in counter-area sales following the introduction of self-service kiosks in April.
Kiosks are now available in all 12 JJ branches, giving counter customers access to the same deals offered through click and collect.
Noel Robinson (left) and Guy Swindell, joint MDs of Parfetts.
‘A new standard for wholesale’
United Wholesale Scotland (UWS) claims to have set a new standard for wholesale in the UK with the opening of its 82,000 sq ft cash & carry depot in Rainham, London.
The launch followed its acquisition of Rainhambased Time Wholesale Services in July and represented UWS’s first expansion beyond Scotland where it has two depots in Glasgow and one in Grangemouth.
A multi-million-pound refit turned the Rainham site into a modern, tech-enabled warehouse designed to meet the needs of London’s diverse retail landscape.
“This depot looks spectacular,” said Chris Gallacher, managing director of UWS. “We lead the way in Scotland, and it was vital that we bring that same level of innovation and energy to London. It’s safe to say we’ve delivered.”
The depot stocks more than 10,000 product lines, mirroring the range available at other UWS sites while also
including tailored local ranges.
The new site is also a springboard for UWS’s symbol group expansion, with 10 stores already in the pipeline to launch under the DayToday and Usave fascias by the end of October, and a further 30 conversions planned shortly after.
“There’s something for everyone here,” said Anshu Chandra, commercial director of UWS. “Whether it’s a quick top-up shop, full delivered service, or joining
one of our symbols, we are flexible and scalable – supporting retailers of all sizes.”
A dedicated Rainhambased sales team of five will strengthen United’s relationships on the ground, expanding both collect and delivered services.
Commenting on the depot opening, Asim Sarwar, chairman of UWS, said: “This is a monumental moment for independent retail and caterers across London. Rainham is just the
beginning of our journey in England, and we are here to deliver the same innovation, investment and customer focus that has made us the market leader in Scotland.”
The Rainham launch drew an ‘exceptional turnout’ of customers and suppliers, many of whom described the event as unlike any other depot opening.
Guests were treated to live entertainment from DJs, acrobatic performers, and a special appearance by artist Apache Indian, while also enjoying exclusive promotions, competitions and complimentary food.
While the Rainham opening represents a landmark step, UWS remains focused on long-term growth.
“Our priority is growing the business sustainably across the UK,” Gallacher said. “Right now, our full attention is on supporting our customers in Scotland and London, delivering the best possible value, service and experience.”
Brakes’ Countdown to Christmas campaign
Brakes has launched ‘Countdown to Christmas’, a campaign designed to help operators make the most of the festive period, with a range of new products, deals and supporting activity.
The wholesaler has over 1,000 products in its Christmas portfolio, including more than 130 new lines. These range from premium desserts like Chantilly Patisserie Jaffa Orange Dome to innovative ingredients such as Browns BBQ Shredded Turkey and Cranberry (pictured).
There is also a new range
of Christmas-focused tapasstyle sharing dishes to help operators capitalise on the trend of social eating.
Brakes has created some guides on its website to help chefs carefully plan the runup to Christmas. There are also a number of 70% margin costed set menus,
including traditional, gastro, vegan and gluten-free, to suit a range of budgets.
As part of its support programme, Brakes will be providing a wide range of cashback, link and save, and festive giveaways to return value to customers through mybrakes rewards.
The wholesaler is also bringing back its popular ‘Meat & Vodka’ deal, offering a free bottle of Smirnoff Vodka with the purchase of certain meat products.
Paul Nieduszynski, CEO of Sysco GB, said: “A successful Christmas is critical for
any food business, and our focus has been on making sure our customers can achieve that.”
In other news, Brakes has launched Sysco Classic Bubble Waffles.
Bubble waffles, which originated in Asia, have been setting social media alight, and now Brakes is making them available to foodservice operators without the need for any specialist equipment.
Traditionally served sweet, Sysco Classic Bubble Waffles can also be served with savoury fillings.
Host of CRG event
Broadcaster Vernon Kay (pictured) is to host the Country Range Group’s annual ‘An Evening With…’ celebration on 11 December at the National Gallery in London.
The event will be attended by over 200 people, including the owners and senior management of the group’s members, supplier partners and industry guests.
Guests will be treated to a special drinks reception and a three-course dinner that has been specially created for the evening by caterers Rhubarb.
The event will also include the presentation of the group’s 2025 member and supplier awards.
In other news, Country Range has added Tiramisu to its selection of desserts. The frozen dessert contains 16 portions and just needs to be thawed before service.
Another recent addition to the group’s portfolio is Thai Sweet Chilli Sauce, which comes in 2.27-litre bottles.
SPAR sourdough
James Hall & Co has launched six new sourdough lines – made by its Clayton Park Bakery – into selected company-owned SPAR stores and SPAR independent retailers in the North of England.
The launch is being supported by digital marketing and new in-store PoS highlighting the handmade nature of the products and Clayton Park’s heritage as an Accrington baker.
The new sourdough lines are: Half Sliced Sourdough Boule White 450g, Half Sliced Sourdough Boule Malted Flake 450g, Half Sliced Multiseed with Sourdough Boule 450g, Whole Unsliced Sour-
dough Boule White 900g, Whole Unsliced Sourdough Boule Malted Flake 900g, and White Farmhouse Loaf with Sourdough 800g.
Barry Thomas, founder & managing director of Clayton Park Bakery, said: “We have been working hard to get the taste and texture right with our loaves, and we are thrilled with the result.”
Relaunch of own brand, app and website
Booker is relaunching its own-brand catering portfolio with new branding and price tiers, and the first category to go live is frozen chips and fries, with 10 new products.
The Chef’s Essentials, Chef’s Menu and Chef’s Premium brands have their own identity and positioning, giving chefs and operators three clear pricing tiers and a good, better, best option.
The top tier Chef’s Premium range of frozen chips comprises Super Crispy Skin-On Fries, Super Crispy Fries and Triple Cooked Chunky Chips, created for a handmade look and feel.
Under the mid-tier Chef’s Menu, Booker is offering five products – Crispy Straight Cut Chips (10mm and 12mm), Crispy Steak Cut Chips, Crispy Julienne Fries, and Crispy Skin-On Straight Cut Chips – all identifiable with colour-coded packs, signposted chip sizes in
millimetres, and transparent windows to view the product inside. The five Chef’s Menu products are lightly coated to lock in flavour and to retain heat, shape and texture.
The Chef’s Essentials range features two entrylevel products – uncoated Chunky Chips (14mm) and Straight Cut Chips (10mm) –presented in black and white checker board boxes.
All products in the new frozen chips portfolio come in 2.5kg bags as standard and can be deep fried.
Karen Poole, head of own brand and product, said: “We strategically decided to lead our Chef’s brand overhaul with our frozen fries and chips core proposition. This is the first in a series of range reviews and we’re working on relaunching several other
key categories this year.”
In other news, Booker has relaunched its website and app with the aim of delivering a faster, smarter digital experience for its customers, suppliers and employees.
The platforms are supported by new corporate branding.
Customers can access visual shopping lists, personalised homepages tailored to their fascia or sector, and product recommendations. The website also offers smarter ordering tools, better search functionality and improved print layouts for lists and favourites.
There is a new insights and inspiration hub.
An improved checkout experience means customers will now see product images appear on their shopping list during checkout for added clarity, combined with one-click add-tobasket functionality.
Building business Butcher acquired
Sysco GB has acquired Fairfax Meadow, one of the UK’s leading catering butchers, from Hilton Foods.
The acquisition marks the latest stage in Sysco GB’s strategy to grow its centreof-plate proposition and become the UK’s leading fresh meat supplier to the foodservice sector.
Fairfax Meadow has been established for more than 50 years. The company, which employs 360 people, operates from premises in Derby, Enfield and Eastleigh.
It will add additional meat manufacturing capability to Sysco GB and build on the
recent acquisition of Campbell’s Prime Meat, which operates across Scotland and the north of England, giving Sysco GB a national meat distribution network.
Fairfax Meadow will continue to operate as a separate business, but will now have the added benefit of specialist foodservice support, with Sysco’s operating companies offering new routes to market.
Paul Nieduszynski, CEO of Sysco GB, said: “The acquisition of Fairfax Meadow is a crucial next step in our plan to build leadership in the critical meat category.”
More than 700 meetings took place between Sugro UK’s members and suppliers at its latest Networking Event and Business Conference.
At the event, attendees were introduced to the latest products and technologies, as well as given insights into AI, data and sustainability.
Sugro reports that significant business was secured, positioning it for another year of double-digit growth.
The two-day event commenced with a business conference, where Sugro’s leadership team outlined the group’s key initiatives and highlighted its accomplishments over the past year.
Other speakers included James Bielby from the FWD, Tanya Pepin from TWC, Natalie Smith from My Emissions, Rob Mannion from b2b.store, and Steve Pailthorne from Iconic Digital.
There was also a video featuring member Sandea on e-commerce and WhatsApp opportunities.
In addition, Member Anniversary Awards were presented – to Courtney & Nelson on its 65th business anniversary and Northern Confectioners (60th).
In other news, Sugro UK has signed a service agreement with My Emissions to deliver Scope 1 and 2 greenhouse gas (GHG) emissions reporting to its membership.
Under the agreement, each Sugro member will be able to generate Scope 1 and 2 GHG reports for free. These reports will be in line with the GHG Protocol, the globally recognised standard for carbon accounting.
Members will also have the option to add Scope 3 reporting at a discounted rate.
In addition, Sugro head office will receive access to a central group dashboard to view aggregated emissions data across its membership.
AI courses for members and suppliers
Unitas Wholesale has officially launched its new AI Academy.
Offered in partnership with PAIR, an AI educational platform used by global brands, the Unitas AI Academy offers its members and suppliers three courses. These are led by experts and designed to give individuals a solid starting point to develop their confidence and capability in using AI through the lens of the wholesale sector.
The courses –Fundamentals, Proficiency and Mastery – provide the essential tools and techniques needed to support
businesses to explore and adopt the latest AI opportunities in order for their teams to save time, improve efficiency and stay ahead of the competition.
Belinda Parkinson, head of marketing at Unitas, said: “As the UK’s largest buying group, we wanted to lead the way in AI and provide our members and supplier partners with the skills and
confidence to embrace AI and futureproof their business.
“The Unitas AI Academy not only provides insight into how the latest technology can be utilised to elevate your business performance, but because the training is personalised and contextual to meet the specific needs of your team, your business and the wholesale sector, it uses real-world examples
which means it delivers genuine business impact, which is invaluable.”
Before officially launching the Academy, Unitas trialled the approach and content with a number of wholesale members, including Lioncroft Wholesale, RD Johns, Pricecheck, Robinsons Fresh Foods and Filshill. Each of them had varying levels of experience using AI to ensure the Academy delivered results at each of the three levels.
“We have been delighted with how our members have benefited from taking part in the trial,” said Parkinson.
Supply arrangement
Swansea hotel group The Morgans Collection has struck a supply deal with Harlech Foodservice.
The owner of the Morgans Hotel, Morgans Townhouse and The Georgian Swansea will be using Harlech Foodservice to stock its kitchens with homegrown ingredients.
In the next couple of years, the company will be
opening another property in the Swansea Marina area.
Head of marketing at The Morgans Collection Molly Dowrick said: “The Morgans Collection is very independent, very proudly Welsh. We have plans to expand further in the next few years and Harlech would be one of our recommended preferred food suppliers for that expansion.”
Golf fundraiser
For the third year running NBC has sponsored The Arthingworth Open, a local, fun golf day supported by a charity raffle in recognition of a former winner, Cathy Newman, who died of cancer several years ago.
Speaking about his role as sponsor, NBC’s managing director David Lunt said: “I have spent most of my life supporting charities, particularly through the 100+ marathons myself, and when I was asked to help it was a very easy answer.
“This fun golf day embodies everything you can imagine about community spirit –like-minded people getting together for a few holes of golf, celebrating the winners with a dinner and presentation evening, and raising funds for charities with a raffle. What more could you ask for?”
The competition was held at Cold Ashby Golf Club, followed by a presentation dinner at The Bull’s Head in Arthingworth.
The competition included both men’s and ladies individual trophies, a team trophy and a newly included juniors section.
The teams were named in recognition of the many supplier partners that work with NBC, and the team trophy went to Walkers Snacks.
The charity raffle raised £1,000, which will go to Cancer Research UK.
Sterling Supergroup appoints new chairman
Sterling Supergroup has appointed Nigel Chadd as its chairman.
Chadd, who sold his business, Chadd’s Foodsmiths, to fellow Sterling member J&R Foodservice earlier this year, replaces John Whitechurch OBE of J&R Foodservice, who steps down as chairman after eight years.
The announcement was made at the group’s AGM, which saw record attendance and discussions about data (with a presentation from TWC), sustainability and future plans.
The AGM followed Sterling Supergroup’s 59th annual conference and exhibition.
The theme of the conference, ‘Future-Proofing Foodservice: Wellbeing as a Competitive Edge’, reflected
a growing recognition that wellbeing isn’t just a people priority, it’s essential for all businesses. In line with this theme, attendees joined a session led by Jemma Willins from Seismic Change.
Sterling also shared the progress it has made over
the past 12 months, including the launch of its Sterling Caterers Essentials marketing tools for members.
The event also included an annual award ceremony. The winners were: a Member of the Year – J&R Foodservice
a Supplier of the Year –Unilever Food Solutions
a Sterling Caterers Essentials Member of the Year –Cool Cuisine Foodservice a Sterling Caterers Essentials Supplier of the Year –Martin Mathew & Co a Sustainability Member of the Year – Strachans a Sustainability Supplier of the Year – Marshfield Farm Ice Cream
Daniel Larkin, chief commercial officer of Sterling, said: “After a year of drawing interest and elevating awareness of all our group’s assets, it was a real pleasure to see the Sterling community in full swing. The theme for this year’s conference really hit the mark. We also saw a record number of entrants and nominations for our awards.”
Morgans Hotel head chef Dylan Evans (right) takes a delivery from Nikki Morgan and Nick Sullivan of Harlech Foodservice.
Daniel Larkin, CCO of Sterling (left), with Yan and Nicky Whitechurch from J&R Foodservice – winner of Member of the Year – and Nigel Chadd, Sterling’s new chairman (right).
Bestway at 50: Powering the future of independent retail
50 years strong and still setting the pace
As Bestway Wholesale celebrates its golden anniversary, the business is proving that it’s not just looking back at five decades of success but firmly focused on the future. Across summer 2025, Bestway has delivered a series of high-impact campaigns, exclusive product launches and insight-led activations that demonstrate why it remains the number one partner for independent retailers.
At a time when independents face intense pressure from supermarkets and discounters, Bestway’s role is clear: to give retailers the tools, value and innovation they need to win.
Bestway’s Golden Weeks and Golden Days activations have transformed depot visits into engagement opportunities, creating a rhythm of excitement and value across the summer season, with Golden Weeks and Golden Days set to run through to the end of the year.
Retailers benefited from sharp tailored pricing, PMP led formats, and immersive depot theatre designed to boost basket spend and highlight the best offers. Collaborations with leading suppliers from AG Barr, Costa Coffee, Peroni (Asahi), Heineken (Cruzcampo and Strongbow) to Premier Foods ensured standout deals across everyday essentials and highmargin categories.
“Golden Weeks aren’t just promotions; they are about driving sustained growth and giving independents a genuine competitive edge.”
Big rewards for retailers in AG Barr’s seasonal campaign
To boost sales during the high season, AG Barr launched an exciting retailer incentive campaign with a generous £20,000 prize pot up for grabs. Retailers earned an
automatic entry into the prize draw for every purchase of five cases of Irn-Bru during the qualifying period, giving them a chance to win big while stocking up on their favourite AG Barr products. Prizes ranged from £250 to £2,000.
Costa Coffee’s depot promotion brews up double sales success!
With the RTD segment continuing to grow as consumers turn to chilled coffee options during the summer months, Bestway was delighted to showcase a strong example of category development from Costa Coffee. The brand’s in-depot summer campaign for its Classic Latte and Caramel Latte Iced Coffee not only captured seasonal demand but also inspired retailers with fresh ways to drive sales in this thriving category.
“This latest depot promotion week was nothing short of exceptional, delivering double the usual weekly sales for two weeks in a row thanks to the stellar performance of promotional products,” said Dawood Pervez, Managing Director, Bestway Wholesale.
Week One kicked things off with a caffeine-fuelled surge:
+96% uplift in sales (vs. average sales of promotional SKUs)
+99% uplift in volume (vs. average volume of promotional SKUs)
Week Two kept the momentum brewing:
+18% uplift in sales
+19% uplift in volume
With results like these, Costa Coffee’s promotion proves that the right blend of offers can perk up both sales and customer excitement.
Retail promotions from Peroni & Ferrari
Bestway celebrated its 50th anniversary with exclusive retailer promotions, including standout activity from Peroni Nastro Azzurro and its partnership with Ferrari.
Retailers purchasing a case of Peroni received a Ferrari-branded Peroni Nastro 0.0% ½ pint glass, while those buying two cases were entered into a draw to win Ferrari merchandise – both designed to reward the trade and boost in-store appeal.
Retailers could also pass on further value to shoppers through Peroni Nastro Azzurro’s £4m consumer on-pack campaign with Secret Escapes and Antler. Prizes included five luxury holidays to Italy, plus 600 Antler travel accessories.
As Bestway marked 50 years of supporting independent retailers, the summer of 2025 proved to be one to remember, with standout brands, unbeatable deals, and a party spirit that will carry on throughout the year.
Cheers to 50 Years: Drinks that Deliver
Nothing says celebration like a toast, and Bestway brought the party to its depots with drinks activations that made summer 2025 unforgettable.
Depot visitors got a taste of Spain with Cruzcampo, the country’s number one draught beer, which brought sunshine vibes and theatre into depot, tapping into rising consumer demand for premium world beers. Alongside it, Strongbow cider made a splash with its crowd-pleasing range, from the crisp Original to fruity favourites Strawberry, Tropical and Dark Fruit.
These activations didn’t just spotlight customer favourites; they also underlined Bestway’s commitment to helping retailers drive sales during key seasonal moments. With impactful promotions, tastings and in-depot experiences, it was a celebration that delivered for suppliers and customers alike.
The results spoke for themselves, with the first Golden Week of Heineken driving a 61% uplift in promotional SKU sales, 69% uplift in promotional SKU volumes, 11% uplift in total sales and a 6% uplift in total average volume compared to the weekly average year-to-date.
Premier Foods: Cricket, Community and Commerce
Premier Foods returned with the third year of its popular Summer of Cricket campaign, proving how sport and retail can unite to deliver impact.
Showcasing brands such as Bisto, Loyd Grossman, Fuel, Oxo, Sharwoods, Batchelors, Ambrosia and McDougalls, the initiative tapped into a key retailer passion point, and for every five cases purchased, retailers had the chance to win some fantastic prizes including a meet-andtrain session with England star Jos Buttler.
The campaign also supported national charity Chance to Shine, with 10p from every case funding over 10,000 hours of cricket coaching for children.
“For 50 years, we’ve been the trusted ally of independent retailers. Our mission now is
to keep innovating, keep investing, and keep giving retailers the confidence to thrive against any competition.”
Dawood Pervez, Managing Director, Bestway
Wholesale
Get ready for the biggest Christmas countdown yet
Bestway is pulling out all the stops to celebrate 50 years in business with an unmissable campaign: 50 consecutive days of exclusive one-day deals. Every single day, retailers can unlock a brand-new oneday-only offer – building unstoppable momentum towards a showstopping finale to the trading year.
This is Bestway at its very best: delivering unbeatable value, maximising profits, and helping customers win big in the most crucial sales season.
As Bestway marks five decades of growth and success, it’s saying thank you the only way it knows how – by putting retailers front and centre and giving them the edge to finish the year stronger than ever.
50 years forward
From dynamic depot activations to exclusive launches and community-linked campaigns, Bestway’s 50th anniversary is more than a celebration – it’s a statement of intent.
With over 100,000 retailers served nationwide, £12.5m invested in price in 2025 alone, and a growing portfolio of first-to-market exclusives, Bestway continues to redefine what partnership in wholesale looks like.
Peroni offered complimentary glasses.
Premier Foods linked retail with sport.
Rise in profit on stable turnover
Glasgow-based wholesaler
JW Filshill saw turnover remain stable – in line with the overall market trend – at £214 million in the year ending 31 January 2025.
Operating profit rose by 18.7% from £4.2 million to £5 million, while profit before tax increased by 22.8% from £4 million to £4.9 million.
Filshill, which supplies KeyStore convenience stores and independent retailers across Scotland and the north of England, and national accounts including the Scottish Prison Service, continued to deliver against a clearly defined corporate strategy and ambitions for the future, as well as driving efficiency across the business.
Keith Geddes, chief financial and operating officer, said: “This improved efficiency is more essential than ever given the increase in costs driven mainly by
changes to fuel, living wage and employers’ national insurance costs.
“The company has also invested heavily in the upskilling of many employees to take full advantage of advancements in artificial intelligence.
“We also continue to push forward with heavy investment in other areas of technology such as the innovative use of data, tracking software, and industry-
New contracts
Co-op Wholesale has announced a multi-year partnership with forecourt operator Tankerford.
Co-op Wholesale will become the primary supply partner for the 11 Tankerford forecourt convenience stores, delivering a range of Co-op own-brand products for onthe-go shoppers.
In addition, Co-op Wholesale and Roadchef
have confirmed the next stage of their multi-year partnership, to supply WHSmith stores at motorway service areas nationwide.
Co-op Wholesale will supply a selection of ambient, chilled and frozen food and drinks, a mix of branded and Co-op own brand, to 31 WHSmith stores at Roadchef sites from this month.
Meanwhile, the UK’s seventh largest independent forecourt operator Ascona Group has signed a new fiveyear contract with Co-op Wholesale, cementing a partnership that began in 2020.
The agreement will see Co-op Wholesale continue to supply all 62 Ascona forecourts in the UK.
specific opportunities such as electronic shelf-edge labels.”
Geddes added: “During the year, we made a number of key changes to improve our impact on the environment, including switching our delivery fleet fuel from diesel to hydrotreated vegetable oil (HVO) at our Westway site, and now have two fully electric 19-tonne vehicles out delivering every day.”
Geddes said that Scope 3 measurement and bench-
marking have been a particular focus for the company. “This is a difficult project that we have invested much time, effort and money in this year, engaging with the Scottish Wholesale Association and Federation of Wholesale Distributors, as well as software suppliers, to begin measuring the carbon footprint of the thousands of products we buy and sell, as well as the impact of packaging and staff travel.”
Filshill measures CO2 usage in grams per case delivered. “We are pleased to report that this has declined by a further 21% in the past year on top of the 14% decrease the previous year.”
Geddes said that Filshill continues to work hard on its supplier partnerships, as well as employee safety, health and wellbeing. It is also a long-time supporter of charities and good causes.
Premium octopus
Mevalco, the Bristol-based importer and wholesaler of Spanish fine foods, has introduced a new premium range of octopus.
The launch features the Royal Salcombe Octopus, landed off the South Devon coast, and Octopus from the Cantabrian waters of Asturias, sourced through Mevalco’s partner, El Viejo Pescador.
From Devon, chefs can now access:
a Royal Salcombe Octopus Leg (300–330g), frozen, packed 15 units per case
a Imperial Salcombe Octopus Leg (340–390g), frozen, packed 15 units per case
From Asturias comes MSC Cantabric Sea with a 3* Great Taste Award rating:
a MSC Cantabric El Viejo Pescador (350g) chilled, three legs per pack.
a Cantabric El Viejo Pescador (350g) chilled, four legs per pack
David Menendez, MD of Mevalco, said: “By uniting two coasts and two cultures, we’re offering chefs a product that embodies both sustainability and excellence.”
Keith Geddes: ‘Improved efficiency is more essential than ever.’
Lyndsey Cambridge, head of external affairs, FWD
‘I
retrained at 32’
What have been your biggest achievements in work and outside work?
My biggest achievement in work is a difficult one to call. Initially I thought it might be how I learned shorthand at 100 words per minute at journalism school after my seven-year maternity leave, but then I remembered giving evidence at the Home Office retail crime select committee last year. My dad mentioned that in his father of the bride speech earlier this year, so maybe I should go for that one.
As for an achievement outside of work, I’m a mother so I suppose I should say surviving the baby and toddler years. But I actually think that the real challenge is how to support your children through the turbulence of the teenage years. With my daughters the ages they are, I fear my biggest achievement is yet to come!
Who has been the biggest inspiration to you?
I am incredibly fortunate as I have a really inspirational family. I have two sisters, two brothers, four parents...the list goes on! All of them have stepped up and inspired me at different times of my life, with their shared determination
and grit, and they know how to keep me afloat when inspiration escapes me.
What were your ambitions when you were growing up?
I can clearly remember how I desperately wanted to work on the till at the local Co-op when I was really young. I called the till operatives ‘moneyers’. Maybe it influenced me in some way as I ended up with a career in food and drink, just not quite as I’d initially planned.
What are your interests outside work and how do you maintain a work-life balance?
I absolutely love having people over and hosting at home. I’m in my element when I’m planning menus and thinking about table settings. (She is pictured front right at a family dinner.) As for maintaining a work-life balance? Spicy margarita!
How would you describe your personality and your approach to work and life?
I don’t know that anyone can answer that easily, so I opted to ask a colleague. She described my approach as ‘like a puppy on heat!’, from which I assume she means that I’m enthusiastic, positive and full of energy!
What has been the biggest challenge you have faced?
Getting through a divorce with two young children while launching a career at the same time. At 32, I made the decision to retrain as a journalist, and to get experience I worked for free day and night at local radio stations and local newspapers, selling stories (or trying to) to the national papers – it was a slog. Juggling exams and a divorce lawyer was certainly a challenge and while it could have been the end of me, it turned out to be just the beginning.
What is your favourite film, book and song?
Film: The Sound of Music – it’s the ultimate classic. Book: There are too many to choose from, but probably anything crime or murder related. I read a lot. Song: You’re So Vain by Carly Simon.
If you won a holiday, where would you go and who would you take with you? I would love to travel all over India, right from the top to the bottom. It’s on my list of places I’m desperate to visit, and I would take my lovely husband James. We got married this summer so it could be our belated honeymoon!
What would people be surprised to know about you?
I speak Russian!
CCM
Wholesale reporter
After studying Business and Humanities at Oxford Brookes University, Lyndsey Cambridge worked in recruitment for a while. At 32, she retrained as a journalist, achieving the NCTJ qualification. She then worked in the local press before moving to The Grocer in 2019 where she reported on wholesale and got to know the industry. Cambridge joined the FWD in 2022, initially as head of engagement & communications. She was promoted to head of external affairs in January this year.
‘The business to back’
CJ Lang & Son is using a combination of operational excellence, disruptive tactics, and experienced bets on future growth to drive momentum of its SPAR Scotland business.
The SPAR Scotland business has come a long way in the last few years, but its convenience model now needs to change –and at pace.
That was a key message from Colin McLean, CEO of SPAR Scotland’s wholesaler and retailer CJ Lang & Son, at the company’s annual tradeshow and conference, which was held in Aviemore last month and had the theme ‘Inspiring Success’.
Nearly 900 guests, including company-owned store managers and independent SPAR retailers, attended the event, where they heard how the marketplace is changing and how SPAR Scotland is responding.
From advertising on STV to its partnership with the Scottish Football Association, and from its CJ’s food-togo offer to its Barista Bar coffee campaign, CJ Lang prides itself on its ‘local touch’.
“But it’s certainly not easy out there at the moment,” reported McLean. “Our volumes are broadly level with last year, our company store sales are in growth, and SPAR Scotland continues to be the best performing UK mainland RDC in terms of like-for-like sales performance over the last six months.
“But so what? With the relentless
growth of the discounters and the grocery market leaders stretching out of the pack, driving like-for-like volume growth is really challenging for the rest of us.
“Consumer confidence is low, customer footfall is flat or down but inflation is rising and continues to squeeze already tight margins. So retail market growth is at best stagnant.”
On top of that, there is further legislation coming that will need to be addressed. This includes HFSS [regulations in Scotland on products that are high in fat, salt or sugar will be aligned
with the rest of UK in 2026] and the UK deposit return scheme [set to take effect October 2027].
Transformational approach
To ensure that CJ Lang is addressing challenges and exploiting opportunities in the fast-changing marketplace, its board and executive team reviewed its strategy earlier this year.
“I’m sure we’re not alone in requiring a transformational approach,” said McLean. “All retailers are facing intense competition, with shifts in technology transforming how and where customers shop: for example, GenAI enabled shopping, social media selling, and a blended digital experience.
“Our customers tell us that we do have a good offering,” he added. “They do get the good deals, they do understand we’re community driven, they do notice the change with food to go. There are far more positives than negatives, but we need to help them with a much stronger SPAR Scotland value package and help them to shop with confidence.
“Once the customer is through our doors – physical or digital – we need to make every visit count.”
The importance of value
Offering value is paramount, reiterated senior brand manager Mark Spalding. “Food inflation was at 4.5% in June –the highest it has been since February 2024. This has put further pressure on the cash in customers’ pockets, and, as such, they are now very promiscuous in terms of their spending, and it’s got harder since the single-use vaping ban came into effect on the 1st of June,” he explained.
“As convenience store retailers, we were buoyed by the rapid growth in vaping, which made such a positive impact on both sales and profits. However, in the first four weeks after the ban being introduced, total vape sales declined by 32.5%.
Colin McLean: ‘No one should be able to do Scotland better than SPAR Scotland.’
“With this pressure it’s more important than ever that we stay focused and do our bit to raise our value perception,” said Spalding.
CJ Lang recently introduced a Tobacco Price Match initiative and will shortly launch a Vape Club, which will involve its business development managers highlighting key deals in the vape category.
It has invested heavily in its Value Deals, which include a loaf of bread for £1 and a pack of six eggs for £1, with a blended 20% margin for SPAR retailers, and now it intends to build on these deals with the introduction of a new value campaign in January.
The company also has ‘huge plans’ for its Barista Bar coffee brand, which was launched in Scotland two years ago in partnership with Henderson Group, SPAR Northern Ireland’s RDC.
Already the second largest coffee brand in Scottish convenience retail, Barista Bar coffee is now offered in more than 100 of SPAR Scotland’s 113 company-owned stores and over 20 of its 200+ independent customers. Sales are up 10% year to date, and over 5,500 customers bought the £3.25 ‘breakfast morning roll and hot drink deal’ in a single week last month.
The CJ’s food-to-go brand is also performing strongly, reported head of food to go Stephen Brown: “From a standing start five years ago, there are now CJ’s food-to-go counters in all of our company-owned stores. Food to go now represents over 10% of our retail sales, and this figure would increase to 13% if tobacco and vaping were excluded.”
A loyalty app, branded with either CJ’s or Barista Bar, will be launched shortly into the SPAR Scotland company-owned store estate as a way of
Investment in digital
The new loyalty app is one example of CJ Lang’s investment in digital, which also includes Facebook, WhatsApp and gamification. Almost 30 companyowned stores now have their own Facebook page, made possible through CJ Lang’s partnership with SocioLocal to strengthen digital marketing across the network of SPAR Scotland retailers. In a single week recently there were over 85,000 impressions – and TikTok is coming next.
As for gamification, following the ‘Win with Every Goal’ campaign this summer, CJ Lang is planning to launch a ‘Spin into Spring’ initiative. This will run from 12 March to 22 April and feature free products, money-off rewards, and a £10,000 cash prize winner.
CJ Lang also remains steadfast in its objective to stand out from its competitors with new product development. “NPD creates excitement in convenience retail and we want to be better at it,” said chief operating officer Sonya Harper. “We’re small enough to work at pace but big enough to make an impact. Put simply, we want to be first.”
Addressing suppliers directly, she added: “We can get your stock to 300 stores for a day-one launch without breaking an embargo. Not many wholesalers can commit to that.”
Inbound service levels
Harper also urged suppliers to work more closely with CJ Lang on product supply. “We’ve made big strides in demand planning and forecasting, moving from limited capabilities to an industry-leading system supported by a dedicated team. Our focus is on ensuring that the 300 SPAR Scotland stores we serve get the best possible service levels backed by accurate forecasts and smart ordering. But we cannot succeed alone. We need your partnership.
“Last week, inbound service levels, after adjusting for late deliveries, were only 93.5%. Our inbound ‘on time and in full’ was 84.3%. Across our top 40 suppliers in the year to date, inbound availability is only 91%.
“We need consistency and reliability of supply: sporadic shortages undermine the system. Work with us proactively to solve bottlenecks before they become a critical problem.”
Embracing change
In addition to focusing on availability and reinforcing its existing shopper proposition, CJ Lang recognises and intends to respond to evolving customer needs.
“Customers expect convenience, immediacy and flexibility,” said McLean. “Widespread use of GLP-1 drugs like Ozempic means that people are reducing overall intake of snacks, and there
connecting with the 450,000 customers that go into the stores every week.
CJ Lang matched the wholesale price on more than 100 tobacco lines.
Barista Bar coffee is now offered in more than 120 SPAR Scotland stores.
is shifting demand towards smaller packs and higher quality fresh and protein items. So we need to adapt our product mix, our delivery options and marketing tools. We need to embrace change but we need to do so profitably.
“We will use a combination of operational excellence, disruptive tactics, and experienced bets on future growth to drive momentum. No stone can be left unturned to take our fortunes forward. The modern convenience model needs to become a trusted, tech-enabled, health-driven food hub rooted in the community.”
Investment for long term
He added: “Unlike many other organisations, as a successful family business we can take the right investment decisions for the long term, through both the good times and the difficult times. We’re focused on where we need to be up to 2030.
“We’re going places, and SPAR Scotland is the business to back north of the border. We believe there’s no
other wholesaler or retailer in Scotland on a scale that even comes close to us.”
CJ Lang’s ongoing ‘Discover SPAR Scotland’ campaign is designed to attract new independent retailers by showcasing the benefits of joining SPAR. Fully funded places for prospective retailers were offered in the run-up to the Aviemore event, providing first-
hand insight into the tools, infrastructure and support behind the brand.
McLean concluded: “We are investing in the future of convenience retail in Scotland, and we are calling on our suppliers and independent retailers to join us. Together, we can continue to raise the bar for what SPAR can deliver –locally, nationally and beyond.” CCM
The ‘Discover SPAR Scotland’ campaign is designed to attract new retailers.
‘Through these awards we can help chefs make an informed choice’
The judging of the CCM Chefs’ Own-Brand Awards has been completed, and judges Andrew Green and Jason Gordon had their work cut out assessing a record number of entries in blind tastings and giving feedback on every single product.
There were some outstanding products, but wholesalers will have to wait until the awards lunch on 6 January 2026 to find out which have got top marks!
“The awards are going from strength to strength and there are more wholesalers that are entering products each year,” said Green, who is chief executive of the Craft Guild of Chefs – the leading chefs’ association in the UK. He has been involved with the CCM awards since their inception in 2018.
“Through these awards we can help chefs make an informed choice, giving them confidence to at least try the products,” he added.
“Chefs are always looking at price. The cost of utilities is going up, food
CCM Chefs’ Own-Brand Awards 2025
produce is going up, so they are looking for the most cost-effective products. But first and foremost they still need the quality. We now see quite a lot of ownbrand items that stand up well against the big brands – the quality is there and at a lower cost.”
Gordon, who is catering manager for the General Medical Council and has
also been a judge for the awards since the start, believes that products that are good quality and offer cost and multiuse benefits are particularly appealing to chefs and caterers.
“Own brands tend to be cheaper, and as long as the quality endures, they really help catering professionals,” he remarked.
Green praised the CCM awards in promoting quality own brands to the trade: “Having an award-winning product gives wholesalers a chance to put it in front of customers who may not normally have opted to look at it.
“If you browse through a brochure or website and you can see that an item has done well in the awards, you are more likely to try it.
“All we want is good products out there,” he added. “It’s pleasing when we see a product making a return to be judged again – I like to think that’s when companies have seen our critique and have tweaked the product because they want to get perfection.” CCM
Judges Jason Gordon (left) and Andrew Green tested the products in a blind tasting, and wrote feedback on each item.
Good Food Retail Network
Bestway Wholesale makes healthier choices more accessible with national Good Food Retail Network
In September, Bestway Wholesale announced the launch of the Good Food Retail Network, working in collaboration with Impact on Urban Health and Rice Marketing. The national initiative set out to improve access to healthier, affordable and culturally relevant food in independent convenience stores – becoming the first programme of its kind in the UK.
For millions of families, particularly in lower-income communities, the convenience store was the shop they relied upon most. Yet when healthier choices were missing, communities were left with limited options, often defaulting to less healthy diets. The Good Food Retail Network set out to tackle this challenge head-on by enabling independent retailers to stock and promote healthier ranges that customers trusted and could afford.
The launch took place at a pivotal moment, as Government was developing its Ten-Year Health Plan and considering extending HFSS (High Fat, Salt and Sugar) restrictions to the convenience sector. The initiative had already attracted Government interest as a practical model for driving healthier food choices at store level.
From pilot to national movement
The Network built on pioneering work that began in 2019, when Rice Marketing and Impact on Urban Health, with Bestway as wholesale partner, trialled healthier
ranges in independent stores. A 2020 pilot run through two London Bestway depots saw over 100 healthier lines promoted across chilled, frozen, grocery, bakery, confectionery, soft drinks and snacks. Backed by point-of-sale material, promotional activity and clear shelf-labelling, the pilot showed that simple changes in pricing, placement and promotion could significantly influence purchasing behaviour –with knock-on benefits for health outcomes.
Thanks to Bestway’s unrivalled national footprint, with 70 depots and over 100,000 retail customers, the pilot learnings were scaled into a movement that had genuine potential to change the way convenience stores operated across the UK.
Scaling up: a national blueprint
By launch, the Good Food Retail Network already included more than 220 engaged retailers across Costcutter, best-one, Londis, Nisa, Premier and SPAR. Supplier backing came from leading brands such as Danone, Kind Snacks, KP Snacks, Mars and Nestlé, alongside the support of 13 local authorities. Research partners, including the University of Oxford’s Healthy Sustainable Places team, had also signalled their interest in the model.
Kenton Burchell, Group Trading Director at Bestway Wholesale, said the company was proud to be the first national wholesaler to implement the
model: “Together we proved that healthier products could drive sales through smarter placement and promotion – and this became a blueprint for the industry. No other wholesaler had the scale and relationships to deliver this at pace, and that was why Bestway led the charge. For us, this work was central to our ESG commitments. By supporting public health while helping independent retailers grow sustainably, we were making a real difference to families who needed affordable, nutritious food most.”
Stephanie Rice, Director of Rice Marketing, added: “This was more than a campaign; it represented a long-term shift in how the sector could operate. By uniting wholesalers, suppliers, retailers and local government, we created a scalable blueprint that was already driving real, lasting change.”
Launch event and depot roll-outs
The official launch event was hosted by Peter Babudu, Executive Director of Impact on Urban Health. It brought together wholesalers, suppliers, the Association of Convenience Stores (ACS), the Federation of Wholesale Distributors (FWD), councils and retailers. Attendees heard the results of the first-year external evaluation and were invited to join the Network.
Following the event, Bestway organised a series of one-day trade shows across seven London depots. Backed by supplier partners, the shows featured deep-cut promotions on a wide selection from the ‘Healthier 100’ range. These incentives were designed to encourage even more retailers to join the movement, while helping those already engaged to benefit from attractive margins.
The Good Food Retail Network marked a milestone in UK wholesale and convenience, showing how collaboration across the supply chain could improve health outcomes while supporting commercial success.
Stephanie Rice (left) of Rice Marketing, a partner in the Good Food Retail Network, with Helen Highley of Bright Purpose (centre) and Mindy Mondair of Bestway.
Be er Choices for Healthier Profits
HELP LEAD THE FUTURE OF HEALTHIER RETAIL
MAKE A DI ERENCE
Get involved and grow your sales and support healthier choices in your community.
The Good Food Retail initiative is our way of helping you o er healthier products at more a ordable prices. These fast-selling, healthier lines are widely available, price-matched against major supermarkets, and promoted more frequently with deeper discounts.
BOOST YOUR PROFITS
High-margin, fast-selling products in a growing category.
STABILISE SALES
Broaden your o ering and reduce the impact of seasonal slowdowns.
CONNECT WITH COMMUNITY
Align with local initiatives and healthier living goals.
MEET RISING DEMAND
Give shoppers exactly what they’re looking for.
Meeting coffee drinkers’ tastes
An understanding of consumer preferences is shaping development in hot beverages, and wholesalers can utilise suppliers’ knowledge and support to drive category performance.
Coffee is holding its own in the convenience channel, with value up slightly (TWC), and Nestle’s Nescafé brand remains the clear leader in pure soluble coffee with a 57.6% share across symbols and independents in the year to date (Circana). What’s more, a quarter of Nestlé’s coffee business goes through the wholesale and convenience channel.
Nescafé Gold Blend is its stand-out best-seller in wholesale, followed by Nescafé Original. Both are available in 95g jars, price-marked at £4.79 and £4.19 respectively.
Other strong sellers in the supplier’s portfolio are ‘2 in 1’ and ‘3 in 1’ packs of six single sachets containing coffee and milk, or coffee, milk and sugar. Last year Nestlé took the decision to reduce the price-mark of these products from £1.10 to £1. “That was a good move, with wholesalers backing it, and these products have performed very well for us, particularly in the current independent retail landscape,” says Ollie Richardson, wholesale & convenience controller.
Nestle’s frothy range, comprising Cappuccino, Latte, and new Caramel Latte, which are pricemarked at £2.49, are also popular with shoppers. “The grocery channel in wholesale and convenience is quite challenged but what we’re finding is that the impulsive formats in our range – such as Nescafé frothy and ‘in 1s’ – are doing really well,” he reports.
“They form a focus for us as a business – it’s important that we drive more of our impulsive range to capture shoppers and ultimately help retailers get that extra basket spend.”
The Nescafé product that has been growing the fastest through wholesale this year is its super-premium soluble coffee brand, Azera, available in a 75g £4.49 PMP.
“Consumers are buying into super-premium coffee, and because Azera is a fine ground coffee, they can use it in hot or cold drinks very easily. We had a summer campaign where we showed shoppers they can use Azera to make their chosen coffee drink at home,” says Richardson.
All of the Nescafé products available to wholesalers come in price-marked packs. “In this day and age, getting the shopper’s confidence is absolutely critical, and price-marked packs fulfil that role,” he states.
Currently backing the Nescafé price-marked range is ‘A Chance to Win £1,000’ promotion, which is running until 21 December. There are 12 £1,000 awards, and retailers simply buy a case of Nescafé coffee and text the campaign
line to be included in the draw. The incentive is being communicated through trade media, by Nestlé representatives in cash & carries, and through displays in depot and online activity.
“We know that up to 47% of retailers order online through EB2B, so our ecom team are building visibility on online portals and apps to ensure our campaigns are 360 degrees,” he adds.
The ‘A Chance to Win £1,000’ retailer incentive will be followed in the New Year with a repeat of the company’s popular ‘Win a Salary’ consumer promotion in the wholesale and convenience channel. Running from January to March, this will be featured on all Nescafé PMPs and offer consumers the chance to win up to £40,000 in a prize draw, with a further 1,500 cash prizes up for grabs.
Also coming up is the launch of Nescafé Espresso Concentrated. Already a hit in the multiples, this will be available to the wholesale and convenience channel in Iced Classic, Iced Caramel and Iced Vanilla variants. Each 500ml bottle contains enough concentrate to make 16 servings of iced coffee.
“We recognise that household income is stretched but that coffee culture out of home is still performing well,” says Richardson. “If you look at coffee shops, some drinks now go beyond £5, so we’re offering shoppers the opportunity to create that out-of-home coffee experience in home at a significantly lower price.”
In order to maximise the opportunities offered by coffee, wholesalers and their customers need to offer the right range. To help with this, Nestlé provides range recommendations, taking an impartial view of the category and identifying the correct formats, flavours and pack sizes. With a core range in place, wholesalers and their customers are advised to take account of local preferences.
To inform its product development, Nestlé often holds retailer forums. “We will spend
Ollie Richardson: ‘We encourage wholesalers to work with us.’
Text ‘CASH’ to 80800 together with the last four digits from a qualifying case of NESCAFÉ product for a chance to win £1,000. 12 PRIZES AVAILABLE TO BE WON* *T&Cs apply. Open to Wholesale shoppers/Convenience Store Owners in UK only. 12 prizes of £1000 available to be won in total. Max. one entry per Product type/per Wholesale shoppers/Convenience Store Owners. Max. one prize per person. Purchase of one of the qualifying products required to enter (retain receipt). Free entry via Text only from 01.10.25 to 23:59 on 21.12.25. See below for more details. Abridged Terms and Conditions: UK Wholesalers customers & Convenience Store Owners, 18+ only. Normal exclusions apply. Employers/employee consent required to participate. Open from 01.10.25 to 21.12.25. Purchase a qualifying case of NESCAFÉ Original £4.19 PMP; NESCAFÉ Original Decaf £4.19 PMP; NESCAFÉ Original £2.49 PMP; NESCAFÉ Gold Blend £4.79 PMP; NESCAFÉ Gold Blend Decaf £4.79 PMP; NESCAFÉ Azera £4.49 PMP; NESCAFÉ Latte £2.49 PMP; NESCAFÉ Gold Cappuccino £2.49 PMP; NESCAFÉ 2in1 £1.00 PMP; NESCAFÉ 3in1 £1.00 PMP; NESCAFÉ 3in1 Caramel £1.00 PMP; NESCAFÉ Dolce Gusto Americano PMP £3.99; NESCAFÉ Dolce Gusto Cappuccino PMP £3.99 from a participating wholesaler and text the word “CASH”, and the four last digits from the barcode of a case of a participating product, to 80800 to be entered into the prize draw for a chance to win. Participants must retain a valid till receipt/invoice showing the purchase of a qualifying product during the stated promotional dates. 12 prizes of £1000 (payable as a BACs transfer) to be won in total across the duration of the promotion. Texts should be free of charge to send but participants may wish to check with their service provider if in doubt. Participants may enter once per qualifying product type, supported with a new till receipt/invoice showing the purchase of a qualifying product made during the promotional period. However, a maximum of one prize/win per person. Visit https://www.nescafe.com/gb/about-us/wholesaler- text-to-win-2025/terms/ for more details and full terms and conditions.
Promoter: Nestlé UK Ltd, Nestlé House, Haxby Road, York YO31 8TA
...make the fixture perfect
time understanding their businesses and some of the challenges they’re facing, as well as any opportunities. Then we will make sure our portfolio is supported with whatever insight we’re getting,” says Richardson.
He urges cash & carries and delivered wholesalers to engage with Nestlé to build business together. “Cash & carries are vibrant places, and they play a vital role in how we bring our brands to life. We can really create some theatre around our brands with digital tower ends and cardboard displays that are ethically sourced as part of our commitment to sustainability and our global journey to net zero emissions by 2050.
“We also do digital mailouts, using WhatsApp, and we educate the wholesalers’ field teams where they have them to pass on the messages to retailers. We recognise the power of e-commerce – it a big focus for us, so we look at things like digital shelf scoring, optimised imagery, naming conventions and, of course, marketing taxonomy. We have a team of people optimising that across our wholesale space.”
Richardson manages 10 national account managers who solely focus on the Nescafé range in wholesale and convenience, and Nestlé also has a 14-strong multi-category regional team. “Both teams have the tools and contacts to help wholesalers get the most out of our brands, and we encourage wholesalers to work with us for mutual benefit,” he concludes.
Hot beverage insights
This data shows the performance of hot beverages based on TWC’s SmartView Convenience (MAT, data up to 10/08/25). It covers both value sales (£118.7 million, down 1.22% on last year) and unit sales (48.7 million, down 4.38% on last year).
Coffee dominates the category, holding over 65% of value and showing slight growth in value (+0.07%) despite a small decline in volume (-0.66%). Tea, milky drinks and other hot beverages all declined in both value and volume.
The UK coffee scene is in the middle of a transformation, according to David Cutler, head of training & SCA certified coffee expert at Lavazza.
“Speciality coffee and the third-wave movement are no longer niche – they’re everywhere,” he told Cash & Carry Management. “Customers now want to know the story behind their cup, from farm to processing method, with terms like single origin and natural process part of everyday conversation.”
He adds that personalisation is key: oat milk has gone from alternative to default, and cafés now cater to an everwider range of flavour preferences and dietary needs.
Coffee has become a ritual shaped entirely around the individual, and it’s also a lifestyle choice, with people posting latte art, following roasters like fashion brands, and investing in coffee kit that rivals professional set-ups.
Sustainability and quality are driving a ‘trade-up’ mentality, with consumers happy to pay more for better coffee and better experiences.
What’s more, innovation is everywhere: lighter roasts, new origins, and creative brewing methods, alongside iced coffees and functional drinks infused with wellness ingredients.
Looking to the future, Lavazza expects menus to feature signature serves, seasonal specials, and crossovers with cocktail and wellness culture. “Now is the time for the industry to experiment and surprise!” advises Cutler.
Up-to-date statistics on the market that wholesalers and their customers should be aware of include:
a Decaf growth: Decaf coffee is growing rapidly, five times faster in volume and four times faster in value than standard coffee (Nielsen). This suggests opportunities for evening or wellness-oriented coffee options.
a Sustainability: Lavazza’s Rainforest Alliance Certified blends (including La Reserva de Tierra Selection) and commitment to ethical sourcing resonate with 70% of consumers who recognise certification and 50% who are willing to switch brands for better sustainability (Allegra).
a Iced coffee: The third most popular drink among Gen Z, iced coffee is growing at 2% despite price increases, and remains accessible price-wise (Allegra). Industry leaders see iced coffee as having the highest growth potential in UK coffee shops, ranking as the third most popular drink among Gen Z (YouGov).
a Customisation remains key: 67% of consumers opt for flavoured coffees (Allegra).
a Younger demographic: Coffee is overtaking tea as the preferred daily beverage among 18-34 year-olds (YouGov).
a Social media: 53% of 18-24 year-olds use social media to discover cafés, reinforcing the importance of Instagram worthy drinks (Allegra). CCM
Seasonal and beyond
Festive spirit will be firing up confectionery sales over the next couple of months, and trend-led supplier NPD should be added to the mix for a sustainable category boost.
The confectionery category, a vital part of the convenience offering, is heading into the highly profitable festive season. Suppliers have ensured that products are available for all budgets and tastes, suitable for both festive and year-round sales.
Ferrero has launched a multipack format for its Kinder Bueno brand. The £1.99 pack has been created exclusively for the convenience and wholesale channel and features five individually-wrapped bars in Classic Milk and White Chocolate variants. The launch is supported by digital and PoS activations in-depot.
“The new format really responds to what shoppers want and their growing need for premium treats without compromising on taste. Designed exclusively for the convenience and wholesale channel, it provides retailers with a good value option to offer shoppers in their local store,” says a company spokesperson.
While the confectionery category in general remains a priority for convenience retailers, seasonal opportunities are now coming to the fore.
Confectionery suppliers such as Mars Wrigley advise wholesalers to address the need for various formats and highlight opportunities bought about by NPD, which continues to attract consumers.
“Christmas 2024 affirmed the season’s importance within the confectionery market, with chocolate continuing to play a central role in festive rituals, from advent calendars to lastminute gifting and shared moments,” says Laura O’Neill, senior brand manager, Christmas.
“Despite the ongoing inflationary environment, shoppers remained engaged, with both value and unit sales increasing at 8.5% and 4.5% respectively (Nielsen) across the total category, highlighting that demand for seasonal confectionery remains resilient.”
She adds: “Last year Mars Wrigley saw strong performance across multiple segments, including singles and advents, while sharing formats were a particular standout.”
NPD from the supplier this year includes Maltesers Reindeer Gingerbread, Maltesers Christmas Mix, M&Ms Crispy Santa five-pack and Maltesers Truffles Calendar.
“Refreshing product ranges with new flavours and formats is essential during the festive season. Innovation is a key driver, with new product development contributing 27%
of Christmas 2024 growth. During this time, shoppers naturally turn to trusted brands for moments of nostalgia and indulgence,”says O’Neill.
“By combining nostalgic flavours, exciting innovations, accessible price points and premium choices, Mars Wrigley is providing retailers with the tools they need to drive sales, grow their audience and make the most of the festive trading period.”
Events such as Halloween also provide strong confectionery sales, particularly with sharing formats and individually-wrapped sweets. Swizzels urges wholesalers and retailers to stock comprehensively with favourites such as the Trick or Treat Lolly Mix and the Swizzels Sweet Shop Favourites Tub. Careful range consideration from retailers can avoid post-event wastage, with sharing confectionery that is suitable for year-round sales as well as themed products that celebrate calendar events.
Clare Newton, trade & shopper marketing manager, says: “Halloween has become one of the biggest seasonal events and this year it falls on a Friday, meaning retailers should stock up in preparation for bigger celebrations across the weekend and expect heightened demand for sharing formats for parties and events.
“Alongside our themed products and sharing tubs, Swizzels’ Halloween portfolio has something for everyone, helping retailers maximise seasonal sales.”
Mondelez has extended its sugar confectionery offering from its Sour Patch Kids brand. A limited-edition Sour Patch Kids Blue Raspberry flavour will be on the shelves for a year, joining Original, Cola, Fruit Mix, Cola, Watermelon and Strawberry variants.
The sugar confectionery category is showing growth and represents 23% of the total confectionery market (Nielsen). Sour candy continues to be a growth driver and is recommended as a must-stock for retailers.
Another trend that continues to gain traction is nostalgia, which the Maynards Bassetts brand has tapped into with its latest addition to its line-up. The non-HFSS Classic Fruit Mix is rooted in British heritage and features the consumer favourite
flavours of apple, cherry, strawberry and blackcurrant.
More nostalgia news from Mondelez is the return of advertising for the much-loved Bournville brand. The campaign is a witty take on dark chocolate elitism and has been rolled out across out-of-home, radio, YouTube, video-on-demand and social channels.
“Bournville is a fabric of the nation brand. With this campaign, we’re bringing Bournville back into the national conversation, but in a way that reflects the times,” says Elise Burditt, senior marketing director.
Meanwhile, Mondelez has announced a charitable partnership with BBC Children in Need that has transformed Cadbury share bags into ‘care bags’. A total of £150,000 will be donated by Mondelez to BBC Children in Need with proceeds from share bags of Cadbury Dairy Milk Caramel Nibbles and Cadbury Dairy Milk Buttons.
The Bitesize Giving Initiative is supported by a campaign across social media and PR until the end of November.
Dark chocolate is featured in the new snack range from Windmill Organic’s Biona brand. Three new additions to the line-up are Salted Caramel Dark Chocolate Almonds, Dark Chocolate Coated Raspberries and Dark Chocolate Coated Ginger. These come in fully recyclable paper packaging.
“We’re delighted to add three more chocolate-covered snacks to the range launched earlier in the year. The UK snack market is evolving, with sweet fruity flavours becoming increasingly popular alongside nuts, which are valued for their heart-healthy fats and protein content,” says Carmen Ferguson, brand manager.
“We’re confident all three products will prove popular as not only are they delicious, they will also particularly appeal to those health-conscious consumers looking for a sustainably packaged treat.”
Hancocks showcases special deals
Hancocks is hosting a trio of confectionery events in the run-up to the festive season, taking place on 9 October, 6 November and 27 November, with doors open from 8am to 8pm.
The first event is an in-store Christmas Trade Showcase, with early access to deals on Christmas lines, and exclusive discounts only available in-store on the day. Offering complimentary hot chocolate and sweet treats, free festive goody bags and seasonal samples to visitors through the door, the event is marketed as an ideal chance to discover what’s trending for Christmas 2025 while unlocking great savings on core seasonal stock.
Following this, on 6 November, Sweetest Day returns with big savings across iconic lines in-store and online. Retailers will benefit from standout deals, including £7.50 off KitKat Chunky Duo and £5 off the newly launched KitKat Chunky Funky.
Other offers include the trending Brain Licker at £6.79, Haribo share bags at £7.29, Rowntrees pouches at £4.99, and £3 off Mars, Snickers and Twix bars.
Hancocks’ extensive range of pick and mix favourites will also feature heavily, with a £3 saving on Swizzels 3kg bulk and a double discount deal on Kingsway pick & mix – customers buying 10 or more bags will save 40p per bag, with savings increasing to £1 per bag on 20 or more.
The final event of the season takes place on 27 November and is themed around Black Friday. Hancocks will roll out its deepest discounts of the year across hundreds of lines, including seasonal confectionery, bestsellers, drinks and impulse buys.
“Our trade events are a big hit with customers who are able to take advantage of some incredible deals, sample exciting new products and speak directly to brand representatives,” says Kathryn Hague, head of marketing.
“From discovering new product launches to picking up merchandising tips and speaking with our knowledgeable team, we support independent retailers with more than just great prices. These events are all about celebrating our customers and giving them the tools to succeed.”
Trust in big brands
By stocking an over-the-counter remedies range that covers the most common winter ailments, wholesalers and their customers can meet the seasonal surge in demand.
As the UK enters the colder months, demand for OTC remedies is set to rise sharply, warns Lanes Health. Some 84% of adults choose self-care as their first option for healthcare, and 75% of GP appointments for self-treatable conditions result in advice to use OTC medicines (PAGB). This consistent demand, especially during colder months, makes OTC a valuable category.
This year, marketing support for Olbas includes a winter campaign featuring TV ads, digital advertising and educational PR to highlight how people care for themselves when suffering from ailments, and the benefits of Olbas products.
“To help wholesalers maximise sales, we recommend stocking up early in the season to ensure full availability ahead of peak demand,” says Rachel Ramsden, Olbas brand manager.
“Creating seasonal care bundles, such as pairing nasal sprays with menthol pastilles, can add value for customers and encourage multi-product purchases.”
She adds: “To meet a seasonal surge in demand for winter remedies, wholesalers should focus on stocking a core range that covers the most common winter ailments. This should include trusted decongestants, soothing nasal sprays and natural OTC solutions that can cater to all age groups.”
Olbas is the nation’s favourite decongestant oil (Circana). Products like Olbas for Children offer a gentle option for younger customers, while convenient formats such as Olbas Nasal Spray with added aloe vera and Olbas Breathe Easy Patches provide quick relief for busy, on-the-go lifestyles.
“Wholesalers should also consider complementary products such as Olbas Menthol Pastilles, which ease throat irritation and help clear airways,” advises Ramsden.
In 2024, 93% of people purchased over-the-counter remedies, with more than a third (36%) buying them several times (Statista).
“With 80% reporting a cough and 72% suffering from a sore throat in 2024 (Statista), it’s clear that keeping a good variety of products, especially throat lozenges, on shelves is more important than ever,” says Elizabeth Hughes-Gapper, Jakemans senior brand manager at Lanes Health.
The Jakemans line-up was recently extended with a limited-edition Spiced Cola variant. In addition, the company extended its permanent sugar-free offering with a Sugar Free Summer Berries flavour.
These new products sit alongside Jakemans’ permanent variants: Throat & Chest, Throat & Chest Sugar Free, Honey & Lemon, Cherry, Peppermint, Blackcurrant, Menthol & Eucalyptus, and Blueberry.
An autumn PR and social campaign is currently backing Jakemans, which come in shelf-ready packaging.
In the year to 8 March 2025, Fisherman’s Friend performed ahead of the throat sweets category, with value sales up by 8.7% and volume by 1.4%, versus a 0.1% rise in volume and 3.8% increase in value for the whole category (Nielsen).
Fisherman’s Friend believes that its year-round relevance sets it apart from other throat sweets. “OTC sales typically peak during the cold and flu season, but people also reach for our lozenges for relief of hay fever symptoms, or just to freshen their breath,” reports Jon R White, regional business manager. “This year-round versatility drives long-term loyalty.”
In impulse, Fisherman’s Friend’s volume share stands at 37% compared to 28% for the category (Nielsen), and its ex-factory sales grew by 12% in the first half of 2025.
“In convenience stores, where products are typically bought on impulse, winter remedies like throat sweets are often purchased with intention,” says White. “Shoppers head to these stores because they’re more convenient, easier to shop and typically nearer home, which is ideal when you’re sick. This is why Fisherman’s Friend over-indexes in impulse.
“When people are unwell, they make a deliberate choice to buy our lozenges, especially our 25g packs, which are available in all eight variants.”
To help wholesalers capitalise on this demand, the company works closely with its cash & carry partners by introducing exclusive flash-marked packs, offering cases of 24 packs for the price of 22 during peak months like September, October, January and February.
In addition, a PR and influencer campaign is lined up for the cold and flu season, alongside fresh content on the brand’s social channels, to keep Fisherman’s Friend front of mind. CCM
