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The business magazine for cash & carry/delivered wholesalers
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A waste of space? Specialist confectionery operator Hancocks has opened its second branch featuring a less comprehensive range than in its main, larger, cash & carries. While there are reasons specific to this company that motivated the decision, it throws up the possibility of other C&C concerns following a similar route. In, say, an 80,000 sq ft building, split into numerous product categories, there are those that generate big income and profit and those that are simply ‘tolerated’ because there is a small percentage of niche customers who would go elsewhere if what they wanted was withdrawn merely for financial reasons. It’s a sticky subject, which can perhaps be likened to a confectionery display where the top half dozen skus bring in well over 50% of the income for that area. Many’s the time executives of the leading three suppliers in this sector have called for C&C operators to be more selective in what they offer, particularly at Christmas and Easter. Similarly, c-stores, with limited footage to play with, are constantly accused of wasting space by accommodating slow-moving lines in what is, after all, an fmcg business. How many general C&C operators have opened large depots with a range to suit Jacks of all trades, only to find, in a matter of months, that this ‘supply all to everyone in sight’ policy needs some adjustment? With all the internal IT data at their disposal, such errors shouldn’t occur. But regional variations can create uncertainty.
Soft drinks sales grow by almost 3% ... see p.5
Today’s director John Baines talks to Cash & Carry Management ... see p.14
4–8 Booker hits £4bn mark ... Second compact C&C for Hancocks ... Irish operators join Landmark ... Top brass at FWD event.
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John Wood Amber Aitken
Media Sales Manager
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4,560 July 2011–June 2012 Mervyn Gilbert editor
Cash & Carry Management is available on subscription at £52 per year (single copies £5). Overseas subscription: £80.
Cash & Carry Management
• April 2013 • 3
news IN BRIEF Accidental An inquest at North Somerset coroner’s court concluded that the death in December 2011 of Ann Brennan, a warehouse assistant at Booker’s Avonmouth cash & carry, was accidental. She was crushed by a forklift truck.
IoD role Jason Wouhra, 35, of Landmark Wholesale member East End Foods, has become chairman of the Institute of Directors in the West Midlands region. The law graduate is a director, company secretary and head of operations of the cash & carry concern’s Aston Cross depot on the site of the former HP sauce factory in Birmingham, where East End Foods has invested £11m.
Landmark up Landmark Wholesale members increased sales by 10.7% in February, meaning an overall 26.6% rise for the year to date. Own-brand income grew by 9% for the financial year to date from May 2012. Group md Martin Williams said: “We are continuing to achieve good sales figures despite there being no easing of the tough trading conditions. The contribution from our members is already significant and will help us to maintain this momentum for the foreseeable future.”
Booker reaches £4bn sales Booker, which is anticipating final clearance from the Competition Commission for the takeover of Makro by the end of this month, continued on an upward curve for the 12 weeks to 29 March, although there was a dip in tobacco sales. The figures show revenue for that period (excluding Makro) rose by 2.3%, with non-tobacco business ahead by 4.3% and tobacco down by 0.8%. That brought sales for the latest 52 weeks to £4bn (up
Second ‘compact’ Hancocks has opened its second ‘more compact’ confectionery cash & carry, just a month after the unveiling of its first – a 7,500 sq ft branch in Leeds (Cash & Carry Management: March). The latest, the company’s 20th outlet in all, is in Dundee. The 10,000 sq ft building has a staff of 12. Chief executive officer Mark Watson said: “Dundee is an excellent choice for us. Many businesses in the east of Scotland currently travel to Glasgow in order to buy from us, so a Dundee C&C should be favourable to quite a large area, reaching up to Aberdeen and down towards Edinburgh.” The Dundee branch stocks a full range of branded and own-label confectionery, including pick & mix sweets, seasonal ranges, drinks and snacks. It is located close to Booker’s C&C in Dunsinane Park. Tel: Hancocks Cash & Carry (01509) 216644.
• Cash & Carry Management • April 2013
Final clearance by end of April.
3.5%). Like-for-like nontobacco income rose by 4.5% over the year and tobacco by 1.3%. Sales to caterers grew faster than those to retailers: 6.2% against 2%. Chief executive Charles Wilson reported that customer numbers increased by 5% to 504,000 and that internet sales rose by 11% to £704m. “Our delivered wholesale businesses are progressing and our expansion in India continues with the opening of our third branch in
Mumbai,” he said. Net cash at the end of the year for the once heavily indebted company was around £77m, compared with £63m for the previous 12 months. “Profits are in line with expectations,” said Wilson, who added: “We remain confident that the combination of Booker and Makro will improve choice, prices and service for caterers, retailers and small businesses in the UK.” Tel: Booker Group (01933) 371000.
Over 40s fortifies As part of its 40th anniversary celebrations, Landmark Wholesale has been running a ‘40 Great Groceries’ retail promotion this month, offering its best-selling core Lifestyle grocery products at over 40% profit on return. This is additional to a POR of over 30% for the rest of the range this month. Over the promotional period, Lifestyle Express retailers have also been able to earn £40 cash back for increasing the number of Lifestyle grocery lines they
stock in their stores. The group’s business development director Chris Doyle said: “With no sign of any end to the recession, shoppers want the best possible value for money from their retailers. “Lifestyle is an extensive range of quality own-brand products. We are constantly looking at ways to help retailers deliver value to their customers and maintain healthy margins for their business.” Tel: Landmark Wholesale (01908) 255300.
Landmark doublin’ in Ireland Two Irish foodservice operators have joined Landmark Wholesale, swelling this growing side of its business. In the Republic, the group has signed Corrib Food Products, whose headquarters are near Athenry, Co Galway, where it operates from a 20,000 sq ft warehouse. The family-run business also has a depot at Ballycoolin, near Dublin (25,000 sq ft) and Ballincollig, near Cork (5,000 sq ft). CFP, with a turnover of £38m, has a fleet of 40 refrigerated vehicles, which deliver to hospitals, universities, schools, butchers, hotels, restaurants and cafés throughout the Republic. Sales director Adrian
A Corrib Food Products flyer.
Lawless, one of five brothers in charge of the company, said: “We chose Landmark because of the strength of its own brands, its commitment to the future of catering and foodservice, and the quality of its membership.” The second new Landmark member is
Soft drinks hit £7.2bn The newly-published Britvic Soft Drinks Review shows that sales in the grocery, convenience and impulse channels reached £7.2bn last year, growing by 2.8% (£200m). This was largely driven by the ongoing demand for cola, ‘recovery’ of plain water and continued success of glucose stimulant drinks. Using data compiled by Nielsen and CGA, the study says that total market sales were £9.9bn, including £2.7bn from pubs & clubs (up 1.5%). Cola maintained its lead, accounting for 22% of takehome sales, and glucose stimulant drinks grew by nearly 10% in volume and value. However, own-label soft drinks dipped by 3.6% in volume.
Grocery multiples generated more than threequarters of total revenue. The impulse channel achieved 1.6% value growth, aided by demand for glucose stimulant drinks. Paul Graham, Britvic customer management director, said: “Even with consumers facing the continued challenges of an uncertain economy, the increased demand for affordable treats and the popularity of ‘big nights in’ with friends and family meant that soft drinks performed well in 2012. “The Pepsi brand, led by Pepsi MAX, successfully capitalised upon this trend by linking deals with snacks for bespoke ‘big night in’ displays in-store.” Tel: Britvic Soft Drinks (0845) 758 1781.
Express Foodservice (NI). Trading from Londonderry, it was created by Donegal-based foodservice wholesaler Gerard Lafferty when he bought BAP Express Foodservices and renamed it. Managing director Lafferty declined to say what the company’s sales are, nor did he disclose the area of the premises, which are split into delivered, cash & carry and retail. “Delivered wholesale, throughout Northern Ireland, is a big part of our business,” he told Cash & Carry Management, “but we want to get more through the cash & carry. “We handle chilled, frozen and ambient foods and have a fleet of eight vehicles delivering to schools, cafés, restaurants and retail shops. “Part of our growth plan is being associated with a major wholesale group.” Tel: Landmark Wholesale 01908 255300.
Wine for restaurants Scottish delivered wholesaler Sutherland Brothers has amassed around 300 accounts after starting a new wine division for the restaurant trade. Managing director David Sutherland told Cash & Carry Management: “We already sell wine to retailers but, with the demise of Waverley Vintners, we saw the opportunity to offer wine to restaurateurs too. “We are supplying styles from around the world, of a more upmarket type than our retail range. “The new division is called Strathnaver – an area in Scotland where my ancestors lived.” Tel: Sutherland Brothers (01955) 605070.
Irish C&C to reopen Irish wholesaler and retail group BWG Foods has spent 2m euros to rebuild its Castlebar, Co Mayo, Value Centre cash & carry after a fire caused it to close last summer. The new building is due to open in June. While the C&C has been out of commission, customers have been served by the Galway branch and a temporary depot near Castlebar. The Value Centre C&C is one of 22 operated by BWG. They range in size from
12,000 to 50,000 sq ft, the larger ones (Dublin, Cork and Galway) also offering a multitemp foodservice facility on the same site. The chain has more than 17,000 customers of all kinds, many of the retailers trading as XL and Xpress Stop. BWG also has the Mace and SPAR franchises in the Republic of Ireland. Tel: BWG Foods (003531) 409 0300.
Cash & Carry Management
• April 2013 • 5
Well represented Executives from some of the C&C/wholesale channel’s leading concerns are due to speak at the FWD’s annual conference and awards dinner, taking place at the Belfry, West Midlands on 11 July. Opening proceedings will be James Bielby, FWD chief executive, followed on stage by head of Booker, Charles Wilson; Nikkita Mulchandani, Imperial Cash & Carry marketing & project manager; Tim Adams, 3663 director customer development; Simon Hannah, JW Filshill md; Debbie Robinson, Spar UK md; James Lowman, Association of Convenience Stores’ chief executive; Grace Chung, British Hospitality Association marketing & sales director; Tom Fender, him! managing director, and Jill Livesey, the
Meat range Bestway Group has launched a meat range for the convenience channel, offering 25% profit on return. ‘Butcher’s Farm’ products, exclusively packed for Batleys and Bestway customers, feature 12 ‘competitively priced’ lines, including: beef meat balls, 12 x 25g; chicken fillets, 285g; beef mince, 500g; and diced chicken, 280g. Tel: Bestway 020-8453 1234.
Old friend resurfaces Bestway and Batleys have relaunched the Buddies own-label confectionery brand with an extended range of 85 products.
The list includes new lines in pick ‘n’ mix, countlines, jars and price-marked share bags. There is also a different logo. The selection is being supported in-depot through displays and a promotion that allows 50% POR.
Pictured just a year ago – Julien Loffet at Confex’s annual trade show with daughter Nicky White, the group’s managing director.
research agency’s shopper insight & marketing director; Darren Goldney, CCE sales & development director, impulse & route to market; and Guy Farrant, md of Booker C&C. Tel: FWD (01323) 724952.
“The Buddies brand has evolved,” said Best-in ownlabel manager Nick Brown. “We have developed a label that represents quality confectionery at an affordable price – for shoppers and retailers alike.” The selection includes ice pops, carbonated pops, still cup drinks and a range of 1p to 10p sweets. In the pick ‘n’ mix style, 26 products are available in 2kg and 3kg formats. There are also 46 products in tubs (1p, 2p, 5p and 10p countlines); in jars there are five products in a 3kg drum format; and there are eight share bags, all price- marked at 69p. All the jelly products are Halal certified. Tel: Bestway Wholesale 020-8453 1234.
• Cash & Carry Management • April 2012
Confex co-founder The death was announced last month of Julien Loffet, 84, the former confectionery manufacturer who cofounded Confex 41 years ago with Birmingham wholesaler Sidney Lumley. Starting with just seven members, it has become one of the most diverse UK buying groups, with turnover of £1.62bn. However, reflecting Confex’s history, soft drinks, crisps, snacks and confectionery remain the core categories. In the early 1990s, catering/foodservice and grocery were added and, by the late
1990s, members were again diversifying – this time into alcohol. Over the past 10 years, chilled and frozen food began to play a more prominent role. This summer the group moves from Chipping Norton, Oxon, to new offices at Moreton-in-Marsh, Glos. Nicky White, the daughter of Julien Loffet and his widow Jill, is Confex managing director; son James is logistics director, central distribution; and grandson Tom Gittins is business development manager. Tel: Confex (01608) 649000.
Parfetts director The youngest member of the Parfetts Cash & Carry family, Robert, passed away last month aged 53 after a battle with cancer. After graduating in 1981, Robert joined the company that was founded by father Alan in 1980 and where
brother Steve was making his way up the ladder, becoming managing director in 1989. At various times, Robert had responsibility for the non-licensed and fresh food aspects of the business. Later he took charge of personnel, staff development and IT. Tel: Parfetts C&C 0161-429 0429.
In happier times. Robert (left) at the FWD 2011 awards event with father Alan and brother Steve.
y 2012 r e c o r G r a e Y d of the n a r B l a d e ulse* p M m I n i h • Gold t i w d y bran g r e n e l a n o i t c • No.2 fun UK e h t n i d n a r b inks • No.12 soft dr ce and n a m r o f r e p t a re • Great taste, g margins even greater
*Sales out for year to 31st August 2011 (based on wholesale sales to more than 30,000 independent stores).
Wine volume declines
Greater competition for independents.
Although total turnover of wine consumed in the UK rose marginally by 1.3% over the past year, volume declined by 2.4%. Data compiled on behalf of wine shipper Treasury Wine Estates, which markets the Wolf Blass and Lindemans labels, shows that sales in the 57 weeks to 2 February rose to £5.4bn, largely due to tax and duty increases.
Of this, grocery accounted for 81% (£4.3bn). This figure includes convenience stores operated by the leading multiples, which, says the report, have put the independent impulse sector under pressure, leading to a 0.6% drop in income from this channel to around £1bn. The average price per bottle in impulse is £5.90, compared with £4.80 in the grocery sector.
Major expansion Sun Mark, the Greenford, Middlesex wholesaler specialising in ethnic foods, has spent £6m on purchasing a new site next to its headquarters, constructing a 100,000 sq ft building. Due to open in 2015, it will include a distribution depot, underground parking, covered vehicle bays, automated picking facilities and extra office space. Without disclosing the company’s turnover, chairman Dr Rami Ranger MBE said that sales are growing by more than 30%, continuing a 10-year upward trend for the Landmark Wholesale member. Apart from the initial cost, the centre would require further investment of £5m.
A section in the report based on figures produced by both Nielsen and Kantar shows that Australia produces the most wine consumed in the UK (20%), followed by Italy on 17%, USA 13%, France 12% and Spain 10%. According to the Treasury Wine Estates study (Nielsen data 2/2/13), Hardys is the leading brand, followed closely by Blossom Hill. In third place is Echo Falls, with Gallo in fourth spot. Tel: Treasury Wine Estates 020-8843 8400.
Imps head Eugene Walsh has taken over from Amal Pramanik as UK general manager for Imperial Tobacco. Pramanik, who has held the post for four years, becomes the company’s divisional director. Walsh, who joined the tobacco giant from Diageo 10 years ago, previously held senior roles for Imperial Tobacco in Russia, Ukraine and Moldova. Tel: Imperial Tobacco (0117) 963 6636.
Rising from the ashes ‘Glasgow’s friendliest cash & carry’, which is how Alfa Wholesale describes itself, has re-opened a year after fire destroyed the original 16,000 sq ft building, where turnover was around £30m. Director Atif Rashid told Cash & Carry Management that building work has cost the company around £1.5m. “We are hoping to retain our customers, who have shown great loyalty. We have been taking regional advertisements and sending out flyers to announce our return.” The cash & carry operator, which has a staff of 25, has also become a member of the Scottish Wholesale Association. Founded in 1982, the company draws its business from the independent retail, catering and fast food sectors. The re-opening has also seen an expansion of the C&C’s chilled and frozen range, as well as its heavy concentration of ethnic food and ingredients. Tel: Alfa Wholesale 0141204 1483.
Red Bull director Dr Rami Ranger MBE: ‘Sales up by over 30%’
“We will be able to reduce loading times by 30% and unloading times by 50%.” Sun Mark, which exports to 110 countries, claims to be the only UK company to have won the Queen’s Award for Enterprise in International Trade for four consecutive years. Tel: Sun Mark 020-8575 3700.
• Cash & Carry Management • April 2013
Jon Hughes has become director, off-trade, at Red Bull – a newly-created role. He formerly worked for top fmcg companies, including Kimberly Clark and Heineken
UK, where he headed teams across the grocery, C&C/ wholesale and impulse channels in sales, supply chain and marketing roles. Tel: Red Bull 020-7434 5670.
Mars Petcare role Mike Hemming, former sales director for Green & Blacks at Mondelez International, is the new pet specialist and convenience channel director
for Mars Petcare, replacing Alastair Smith, who moves to a new Mars role. Tel: Mars Petcare (0800) 738800.
Impressive response to crisis Now that consumer confidence in the supply chain is recovering after the horsemeat scandal we can look back with some satisfaction on how the issue was handled by the wholesale sector.
by James Bielby
SOFT DRINKS The May 2013 issue of Cash & Carry Management will include a feature on Soft Drinks
To advertise in this issue, contact David Ford on (01342) 712100
Even though there was no risk to public health, it was completely unacceptable for incorrectly-labelled products to go to the consumer, and it was our job at the Federation of Wholesale Distributors to ensure that our members did everything they could to prevent this. At the request of the Secretary of State at DEFRA, we compiled and collated data from all the tests carried out by wholesalers on their own-brand processed beef products. Under pressure to reassure the public, FWD members acted quickly to carry out the necessary tests, and we were able to update the Government each week as results came in. Over two weeks we reported more than 150 negative horse DNA test results, with no products withdrawn from sale in cash & carries. The FWD also spoke for the sector during this time, going on national television and radio to demonstrate how seriously wholesalers
were taking the issue and how swiftly they were responding. Our members reacted to a crisis that was not of their making with impressive speed and responsibility, and this incident demonstrated the value of the FWD as the hub of communication between the wholesale sector, the Government, the media and the public. Perhaps now the public is a little more aware of the high price of cheap food, and that constantly driving value out of the supply chain is not sustainable. The publicity led to an immediate change in shopping habits, which is great news for the thousands of small businesses our cash & carry members support. Now we have to ensure we give those businesses the back-up to build on this opportunity. Tel: Federation of Wholesale Distributors (01323) 724952.
FEDERATION OF WHOLESALE DISTRIBUTORS
Cash & Carry Management
â€˘ April 2013 â€˘ 9
Dual recognition 3663 has won two industry awards – one gold and one silver – for its own-brand frozen products in the BPEX Foodservice Pork Product of the Year 2013 competition. BPEX is an organisation that represents pig levy payers in England. The first place was for the wholesaler’s Slow Cooked
Frozen gateaux Country Range Group has launched a new range of frozen gateaux. The selection consists of: Caramel Toffee Crunch (1 kg, 14 portions, about 70g each), Tiramisu (1.3kg, 93g), Rhubarb & Raspberry Frangipane (1.5kg, 107g) and White Chocolate & Forest Fruits Charlotte (1.3kg, 93g). Brand manager Martin Ward said the value of the UK desserts market has grown by 14% since 2007. Tel: Country Range Group (0845) 519 6181.
New forum P&G Professional has launched an online Academy (www.pgpro.co.uk/academy) to enable business owners, professionals and industry experts to share best practice. The three sections are for hoteliers/B&B owners; cafés/take-aways and restaurant owners; and pub and bar owners. The site will provide industry trends, bespoke advice and other expertise. It will also include training videos. Tel: P&G Professional (0800) 716854.
British Pork Belly with Apricot & Thyme, with a runner-up position occupied by its Barbecue British Pulled Pork with Jalapenos. Additionally, the pork belly product was shortlisted for an award in the Best Ready Meal Category, due to be announced this month at an event at Butchers Hall in London.
3663 own-brand manager Nicky Dixey said: “Both of these products use pork sourced from British farms, embracing the trend for British produce as well as using more affordable cuts of meat. “They have already received endorsement from the Craft Guild of Chefs.” Tel: 3663 (0370) 3663 000.
‘Premium’ hot dog A new gourmet hot dog concept has been developed by Brakes in answer to latest UK restaurant trends. It uses sausages (delivered chilled) containing ‘high quality, naturally oak wood smoked British pork’, which can be heated in their pouch in boiling water or in the microwave – suitable for establishments with minimal catering facilities. The rolls are delivered frozen and pre-cut. Customers can choose their own additions, such as jalapenos, pickles, fried onions or chilli con carne. The Brakes hot dog can also be served as part of a platter or in a holder. Independent marketing director James Armitage
commented: “The current trend for high quality street food is showing great growth and there is a massive opportunity for operators from all kinds of businesses – from pubs to universities – to capitalise on it. “This is a great way for operators to diversify their
menu and drive excellent profit margins.” Tel: Brakes Group (01233) 206000.
Online sales grow More than 20% of Pedigree Wholesale’s orders have moved online since the pet products wholesaler implemented BCP’s Accord web ordering system. Based in Nottingham and founded
• Cash & Carry Management • April 2013
over 40 years ago, it is one of the UK’s key pet products wholesalers servicing the independent sector, with annual sales nearing £48m. Tel: Pedigree Wholesale (0115) 982 3900.
Growing pub sector Managed pubs are showing the most dynamic growth in the UK’s foodservice sector on the back of keen pricing, effective marketing and by attracting a wider clientele, according to a new report by researcher Horizons. It says that managed pub restaurants now hold a 22% share of the popular eatingout market (pubs, restaurants and quick service outlets) – up from 18% in 2008. The percentage is expected to rise to 26% by 2016. The managed pub restaurant sector consists of almost 17,000 pubs, with combined food and beverage sales worth £4.8bn in 2012 – 39% of their total turnover. Leading operators include Mitchells & Butlers, JD Wetherspoon, Whitbread, Greene King, Spirit and Marstons. Breakfast has become a growing revenue stream, accounting for 6% of all managed pub meals, with sales now worth £280m a year, while sales of midday meals – both weekdays and weekends – have risen in value from £855m in 2006 to almost £1.5bn last year. Horizons md Peter Backman said: “Managed pubs are doing a brilliant job appealing to consumers by being flexible in their offer and price sensitive.” “The managed pub restaurant market is dynamic. It leads the way in giving old favourites a new twist and capitalising on the latest trends.” Managed pubs served 453 million meals in 2012, the average price for a main course being £5.48. Tel: Horizons (0844) 800 0456.
NE W Embark on a taste adventure of sharp zings, citrus and warming spices. A refreshing, zingy ginger beer with a splash of The Famous Grouse whisky will quench your thirst and ignite your taste buds. Just pour over ice and add a wedge of fresh lime. •
New refreshing alcoholic ginger beer (4% ABV) containing a splash of The Famous Grouse whisky – a first for the category
Now available in 500ml boles throughout the UK, following successful Scotland launch
EXCLUSIVE premium 8 pack case designed for Cash and Carry
Consumer and trade investment plan, including heavyweight TV advertising, in excess of £4million
Widespread sampling campaign during the summer at key events, festivals and in bar.
LIKE US AT GINGER GROUSE
‘This trade is all I’ve known’ This month’s article features Martin Williams, managing director of Landmark Wholesale.
A young Martin Williams.
What has been the major milestone or turning point of your career? Joining Spar Consort (which evolved into Landmark Wholesale) back in 1983, then being offered the managing director role in 2002. Who has been the biggest inspiration to you? Three people stand out. Firstly, Steve Denny for the way he ran Consort and then Landmark. He was a great believer in developing teams of people and we had a great team spirit. Steve could give you a bollocking but still make you feel great at the same time – such were his people skills. What a knack he had! Secondly, Steve Parfett, who has shown great leadership as chairman of Landmark and has become a great friend at the same time. He has also shown massive commitment to the group and support to me personally. Finally, Fred McLaughlin, who is now long retired but was one of the best negotiators I ever met. He put his arm around me and taught me all he knew when I was a young up-and-coming lad.
38 years in grocery Martin Williams joined Fine Fare from school in 1975. He stayed there for eight years and then fancied a buying role so joined Spar Consort in 1983 as an assistant buyer. The organisation became Spar Landmark in 1985 and then demerged in 1998, with Landmark moving to Milton Keynes. Williams was trading director for five years before being promoted to his current role of managing director in 2002.
• Cash & Carry Management • April 2013
How do you maintain a work/life balance and how have developments in technology affected this? I don’t, and technology like smart phones makes it even worse. You end up on call almost 24/7. People expect answers in minutes, rather than days, as everything is so instant now. What most frustrates you in business (and in life generally)? Negativity. My glass is always half full. Life is too short, so get on with things and get them done. There are too many moaners and gripers in the world. If you were able to retire tomorrow, would you, and if so, how would you spend your time? No idea. Work tends to be my life outside of my family and super Luton Town, of course! I love the job and the people; long may it continue. What advice would you give someone starting his/her first job? Listen and learn. You have two ears and one mouth, use them in this proportion. Show respect to everyone you meet. Treat people how you would like to be treated and never be late! What type of business would you have gone into if it wasn’t C&C/wholesale? This is all I’ve known: 38 years in the grocery trade since the day I left school. I would be lost without it. If you had a million pounds to invest in business, how would you spend the money? Make that several million and I would buy Luton Town and run it as a fan for the fans.
NEW FLAVOURS ARE
• £2.5m marketing support including TV, digital, PR and sampling • Two new full-on flavours in 6x175g cases of price-marked packs • 50% incremental sales expected from new Pringles Xtra launch* • £13m sales opportunity - stock Pringles Xtra alongside your core range** For more information call the Pringles Trade Careline on 0800 731 4994. * **
Estimated incremental sales based on previous launches Estimated size of business based on previous launches
Another £400m buying power It’s all going well for Today’s Wholesale after a year in its new Doncaster home. Mervyn Gilbert finds out just how well. Today’s Group has signed one of its largest members in the form of the growing and ambitious 99p Stores chain, based in Northampton. The retail operator, already a Nisa member, currently has a turnover of around £400m. That is set to increase considerably through expansion, with 30 more branches due to open, including six in Scotland – its first move north of the border. That will bring the total estate to 250. Securing this operator will be a major fillip for Today’s, whose buying power already stands at £5.5bn, from 171 members trading from more than 200 depots. Trading director John Baines, talking from the annual Stoneleigh exhibition, told Cash & Carry Management that membership is split equally between the north, where Stuart Hill is business development manager, and the south, where
Andrew Kirby has similar responsibility. “While it’s difficult to divide our membership by category, foodservice represents about one-third, with 20% of the turnover. The remaining 80% is from delivered wholesale, cash & carry (in which Dhamecha is the largest member) and wholesalers specialising in such categories as health & beauty, toiletries and licensed goods.” Major developments continue to take place within the group, notably the opening of a 70,000 sq ft Blackburn depot by Khanjra International Foods, and a similar-sized operation by Dhamecha in Lewisham, south-east London. Today’s, following its parting from Scunthorpe-based Nisa, has been in its new Doncaster home under managing director Bill Laird for just over a year. With a staff of 30, is it planning to add more to the payroll? “Everyone we need is now here,” said Baines. “We have always been fairly tight with our headcount. We don’t put everybody into boxes; we all support each other. “Things have gone absolutely great since the move, with every team member growing in stature. Own label, pound lines, promotions and leaflets are all going well.” Baines dismissed reports that this will be the last year that Nisa and Today’s share space at Stoneleigh, Warks, otherwise known as the National Exhibition Centre. “We still have an association with Nisa, and it is highly likely that Stoneleigh will be another joint event in 2014 as this format works extremely well for both organisations.” Two new own-label ranges launched towards the end of
Stalwart takes well-earned bow After four years as chairman of Today’s Group, Rodney Hunt is stepping down to be replaced by Mark Windebank, current board member and owner/managing director of Savage & Whitten in Northern Ireland. Hunt has been involved with the group for over 25 years and was its first md when it was formed in 1987 until his retirement in 2009. He then became non-executive chairman of the then Today’s Group council and was instrumental in the separation from Nisa in January 2012. Hunt became chairman of the newly created TWS Ltd board. Commenting on his move, he said: “I have enjoyed a long, enjoyable and very productive career with Today’s Group and I have made many good friends within the industry along the way. I am proud to leave the business in great shape and I wish Mark every success in his new role.” Paying tribute to Hunt at the group’s annual awards dinner and exhibition, group managing director Bill Laird said: ”Rodney Mark Windebank has been an excellent ambassador for the independent wholesale sector for over a quarter century. “His personal contribution to the growth and development
• Cash & Carry Management • April 2013
of Today’s Group, both as md and, more recently, as chairman, has been outstanding. It was highly appropriate that we formally recognised this at our silver anniversary awards dinner this time last year. “I would like to express my personal thanks for the support and wise counsel he has provided me with during the last four years. We wish him every success for the future. “Our board, my team and I are delighted to welcome Mark as our new chairman and we look forward to maintaining the momentum we have created in recent years as our business has grown to become the No.1 in the UK.” Windebank responded: “I have thoroughly enjoyed working with Rodney as a fellow board member for almost eight years and I am very much looking forward to assuming the role of chairman. I would like to thank Rodney for all that he has done for the business over many years. “I am excited about our future even in this very competitive enviRodney Hunt ronment. We have highly entrepreneurial and forward-thinking members both on the board and across our wider membership. We also have an enthusiastic and ambitious executive team based in Doncaster.”
in focus Award winners
On course for 250 branches throughout the UK.
last year – one called Today’s Select and the other a value selection under the Today’s Essentials banner – are being gradually developed. “We initially had 41 lines in the two ranges,” said Baines. “Now we have around 80 and we are looking to increase the pairing to about 100 – 65 Select and 35 Essentials. “Those doing particularly well are the sort of products you would expect, like two-litre carbonates, paper products, washing-up liquid and tomatoes. And our choc-chip cookies are being lined up for a trade award. “What we want is a core range. We are not aiming for 1,000s; independents simply couldn’t take them. We are both looking at new categories and expanding in others where we already exist. Having said that, we have very close links with our branded suppliers.” As far as promotions are concerned, Today’s operates a series of 17 three-weekly national deals aimed at all types of retail outlet, and the same frequency for those in the group’s retail club and symbol chains. “We presently have 1,600 retail club stores, who take our posters and leaflets,” said Baines, “and 360 symbol members operating under such fascias as Today’s Express and Day Today. The 68 BDMs within our membership are always being bombarded with enquiries for fascias, but we have never simply played the numbers game.” Foodservice director Matthew Oxley added: “We also run 11 monthly foodservice promotions, while at Christmas we double up. The deals are split into cash & carry catering on the one hand and foodservice on the other. We offer branded and own-label goods.” And while Today’s is acutely aware of the benefits of signing new C&C/wholesale members, Baines said: “We vet everyone. We don’t want to take someone simply because they want to join and we then find they take everything we’ve got. We want something from them, too!” Meanwhile the latest member is very much looking forward to being part of the group. 99p Stores commercial director Hussein Lalani said: “Today’s is dedicated to the C&C/wholesale trade and, while we are ostensibly a retail chain, our volume is just like a wholesaler’s. We will certainly benefit from this association.” More than 60% of the company’s goods are from leading brand owners, such as Walker’s, Coca-Cola, Mr Muscle and SC Johnson, while 40% are food products. Its own brands include Deli-Fresh (food), Brite (cleaning products) and Good Land (gardening).
Member of the Year: Regal Wholesale. Highly commended: Wanis. Outstanding Contribution to UK Wholesale: Dhamecha Foods. IT Initiative: HT & Co (Drinks). Highly commended: Dee Bee Cash & Carry. Foodservice Wholesaler: Lynas Foodservice. Highly commended: W Wing Yip & Brothers Trading Group. Retail Development Programme: Savage & Whitten. Highly commended: Thames Cash & Carry. Rising Star: Intamarque. Highly commended: Cert-MST. CSR Initiative (sponsored by Heineken): JW Filshill. Highly commended: Dhamecha, Lewisham.
L to r: impersonator Debra Stephenson, Regal Wholesale managing director Chris Hughes and chairman Bill Hughes, Today’s Group finance director John Schofield and former chairman Rodney Hunt. Left: Manish and Pradip Dhamecha with the outstanding contribution award.
Right: Stephen Shortt, commercial director of Intamarque, with Today’s John Schofield and Rodney Hunt.
Debra Stephenson pictured with HT & Co (Drinks) managing director Prakash Thakrar and head of buying Dharmesh Trivedi, John Schofield and Rodney Hunt.
Cash & Carry Management
• April 2013 • 15
Quality is driving growth Instant – the largest coffee segment in impulse – is growing by 4.4% and is currently valued at more than £71m (Nielsen MAT 17/11/12). The sector includes ‘mainstream’ (powders and granules), ‘premium’, ‘super premium’ and the latest descriptor, ‘wholebean instant’. This month, Kenco Millicano is enabling out-of-home operators to make the most of changing consumer preferences – without compromising on convenience – with the launch of a new 500g tin. Susan Nash, trade communications manager at Mondelez International, says that higher quality formats are driving growth in the coffee sector (Kantar Worldpanel year to August 2012), thanks to consumer demand for a better quality drink. “This has been fuelled by growth in coffee-shop culture, where consumers enjoy the qualities of roast and ground coffee as an affordable luxury. But the continuing growth in the instant category shows that convenience is still important. “What’s more, consumers now also expect their hot beverage to have ethical credentials, making it increasingly important for operators to serve a sustainable offering.” Nash claims that Kenco Millicano brings together these trends in one convenient product, allowing consumers to enjoy the qualities of roast and ground plus the sustainable benefits of a product with all beans sourced from Rainforest Alliance certified farms. In retail, the product is worth £19.7m and is growing at 49% (AC Nielsen MAT 26/1/13). Nash adds: “Kenco Millicano is helping to bridge the gap between customer expectations and cost efficiency. It’s a super-premium offering with 15% roast and ground content
A ‘super premium’ coffee.
• Cash & Carry Management • April 2013
– the highest of any whole bean instant in out of home (versus Nescafé Allegria). “Serving it means that operators can benefit from real quality without compromising on convenience.” A new tv commercial for Kenco Millicano was aired towards the end of last month. The ad is part of an £8m total UK marketing investment for the brand this year. The package also includes press and outdoor advertising, PR, sampling, social media and in-store activity. Kenco brand manager Steph Okell says: “Kenco Millicano is a wholebean instant coffee that is so good that life’s little niggles won’t faze you. We think our new ad is the perfect way to get our message across!” Mondelez International, whose portfolio also includes Carte Noire, claims that its Kenco Rich and Smooth Eco Refill packs (150g) have a total UK value of £9.1m, of which more than £1m is in impulse (Nielsen). The supplier has also launched the Kenco Rewards Club, allowing consumers to collect for a range of prizes.
Roast & ground booming According to John Sutcliffe, out of home & convenience controller at Taylors of Harrogate, the UK coffee market has doubled in size since 2005 to reach an estimated turnover of £2.1bn. Citing Nielsen research, he says that sales of roast and ground coffee in UK multiples rose by 13.1% to £220.2m last year. The statistics are also “great news” for the out-of-home market, Sutcliffe adds. A 2012 report from Allegra Strategies suggests that the UK branded coffee shop market has grown at a rate seven times faster than the British economy, reaching £5.8bn turnover this year. “As with retail, the report concludes that the UK’s burgeoning love affair with good coffee is unchanged. What has changed are the places we now go to for our fix. The three leading chains – Costa, Starbucks and Caffè Nero – share some 54% of the market, yet pub company Whitbread recently revealed that it is coffee, and not alcohol, driving its profits, while JD Wetherspoon is also one of the largest UK providers of coffee in the UK.” Sutcliffe comments that, with 4% coffee growth last year, the UK market is ripe for C&C/wholesalers looking to profit. “Taylors of Harrogate is the UK’s No.1 coffee brand and commands a leading 17% share of the UK market by both value and volume. We have the highest brand penetration (5.7%) and are the fastest-growing name in the London market, having increased sales by 31% against general market growth of 14%. C&C customers stocking our Lifestyle coffee are doing very well.” The supplier recently launched an improved range of Pour & Serve filter coffee portion pouches, bringing its Lifestyle range to foodservice.
Make * £6,300 extra turnover... ...by giving your customers their favourite drinks on the go. Quick and simple, this self service option will refresh your customers AND your business sales. With each cup individually sealed for freshness, all your customers need to do is pull the foil tab, pour on hot water and enjoy.
£99 + VAT To order a NESCAFÉ® &GO® machine or to find your nearest stockist please call 0800 745 845 and quote &GO C&C 2013 * RSP £1.10 per cup. RSP is NESTLÉ® recommendation only. Resale prices are at the sole discretion of the reseller. Calculation is based upon selling 20 cups per day, 6 days a week, 48 weeks a year. ® Reg. Trademark of Société des Produits Nestlé S.A. All rights reserved.
coffee “They can kick start their morning in style with our Hot Lava Java – a powerhouse blend, with an intense caffeine kick – or our Take it Easy blend of regular and decaff, inspired by the delis of New York, and our After Dark blend, which is a velvety smooth coffee with a rich chocolatey flavour.”
Recognisable image in the out-of-home sector.
Says Sutcliffe: ”Following research establishing that 65g is the optimum amount of filter coffee required for a 1.5litre jug, the new look pouches have been specially developed for filter coffee machines, allowing caterers and operators to create beautifully balanced and consistently great coffee.” The pour and serve Lifestyle range includes Taylors of Harrogate’s popular retail blends and features Rich Italian, a gutsy and velvety full-bodied roast that is the best-selling branded filter coffee in the market, along with Taylors’ smooth and aromatic Lazy Sunday and lively, classic Café Imperial blend of South American and Kenyan coffee beans. “To help drive sales for our cash & carry customers, we are giving away a free case of branded drip mats with every order,” says Sutcliffe. “Cash & carries are very important to our category,” he continues. “They are a crucial link to end users, especially with convenience retail customers and the foodservice industry, which are large fragmented markets. “C&Cs do a fantastic job selling our range, particularly when passing on promotional discounts to retailers and caterers.” He offers these tips to the C&C channel: Point-of-sale and promotions are great for attracting new customers and driving sales. Customer magazines, as well as mail-outs direct to the customer base, are key ways of informing customers of the product range and any offers available. Whether foodservice or retail, stocking a full range across the category is essential. Consumers are demanding more in the way of choice, so customers will be looking to expand their range on offer and it’s their cash & carry they will be turning to. Referring to the versatility of coffee, Sutcliffe says: “Our Lifestyle range of filter coffees has been crafted to match a moment or time of the day when consumers want to enjoy great coffee.
• • •
• Cash & Carry Management • April 2013
“Coffee is big business, with the coffee shop market now worth £5.8bn,” says Lynn Little, ingredients lead at Nestlé Professional. “So it’s a sector with huge potential to cash in and deliver a strong and sustainable contribution to profits.” She adds that, for the cash & carry/wholesale channel, the key is understanding the drivers that motivate consumer behaviour and ensuring operators have a broad-placed offer in place. Consumer research conducted by the company has identified these core drivers of coffee category growth: Encouraging more under-25s to drink coffee. Catering for the consumer’s own personal choice quickly and conveniently. Continuing to improve quality through premiumisation. “For operators,” says Little, “this all boils down to providing consumers with what they want, when they want it. “And for cash & carries, it is about communicating and selling a product range that meets the needs of both the consumer and the channel, in terms of formats and solutions. Trusted brands like Nescafé are pivotal to this.” In this context, Little picks the Nescafé Original and Gold Blend 750g catering lines. “They may be perfect for an independent café or small work place as they are easy to serve and contain over 400 serves in one tin. But an independent retailer or convenience store may be better suited to a self-service machine, like Nescafé & Go, which, with its individually sealed branded cups, allows them to capitalise on the growing demand for on-the-go hot beverages. “At the other end of the spectrum, the newest addition to the range, the Nescafé Alegria A510 machine, continues to perform well across the work place, pub and hotel channels, catering to the premium coffee trend.” The Alegria A510 is a table-top coffee system that uses a micro-grind product capable of delivering five café style coffees: cappuccino, latté macchiato, Americano, lungo and espresso – all from the same coffee cartridge.
• • •
* This is a fictitious award created for the purposes of this advert
New Starter of the Year
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coffee Pack redesign Douwe Egberts Professional has redesigned the packaging of three of its espresso bean products to raise awareness that they are now 100% UTZ certified. The trio, Intense Selection, Extra Dark Roast and Dark Roast Decaffeinated, incorporate not just a new design but also the ‘Taste Navigation Tool’. This enables customers to easily choose the beans to suit their preferred taste based on five flavours: smooth & mild, smooth & powerful, harmonious, characterful & delicate and characterful & rich. The UTZ certified quality mark is an assurance that the user is helping farmers to learn better farming methods, improve working conditions and take better care of their children and the environment. Trade marketing manager Martyn Bell says: “With the growing popularity of the high street coffee shop, it is no surprise that the sale of espresso beans across C&C/wholesale continues to go from strength to strength. The British public have fast become a nation of coffee aficionados, expecting a great cup of coffee no matter where they go. “Now they can enjoy their great-tasting, quality cup of Douwe Egberts coffee with the knowledge that the beans are sourced ethically.” Intense Selection espresso consists of 100% of the best Arabica coffee beans from South and Central America. Says Bell: “The long and dark roasting of this superior blend ensures a cup of coffee that is rich in taste and packed full of flavour. The blend is perfect for a very short ristretto, a real Italian espresso and long black coffee. It can also be used as a base for speciality drinks such as cappuccino, latté or macchiato.” Extra Dark Roast espresso comprises washed Arabica and quality robusta coffee beans. The long and dark roasting process and blend composition give the coffee a smooth and powerful taste, with a sweet and spicy aftertaste. It is said to be an ideal base for cappuccino or macchiato. One of three styles with the UTZ certified logo. Dark Roast Decaffeinated espresso includes decaffeinated Arabica coffee beans from South and Central America, combined with a small amount of quality decaffeinated robusta beans. The long roasting time and blend composition give the coffee a smooth, powerful taste and high roast characteristics. It is suitable for an espresso and makes a full-flavoured cappuccino or café latté.
• Cash & Carry Management • April 2013
Marketing director Paul Freeman comments: “With the British high street coffee market almost entirely bean-based, it is important to ensure that the products themselves can be sustainably and ethically sourced. “The UTZ programme is a great initiative to help ensure better farming methods, working conditions, care for the environment and future generations.” He adds that, despite the current state of the UK economy, high street coffee market growth continues steadily – a 7.5% rise was recorded in 2012. “This is particularly significant, given that the latest Office of National Statistics report revealed that the UK economy fell by 0.3% in the final quarter of last year.” Douwe Egberts has more than 260 years’ experience blending and roasting quality espresso beans and prides itself on being a leading supplier to the cash & carry/wholesale channel.
UK coffee week The trade has united to celebrate UK Coffee Week (22-28 April) and, in so doing, raise money for Project Waterfall, the charity working in partnership with WaterAid to provide sustainable clean water projects to some of the poorest communities in African coffee-growing countries. A meeting in London to finalise plans for the event was represented by more than 40 concerns in the UK coffee industry. It was organised by the Allegra Foundation. Those attending included executives from Starbucks, Kenco Millicano, Taylors Street Baristas, Lotus Bakeries, La Marzocco, Lavazza, Solo Cup, Sodexo, Ozone Coffee Roasters and Nude Espresso. Trade marketing manager for Lavazza UK Claudia Galetta said the meeting provided an excellent opportunity for the coffee industry to come together to discuss the project. Programme manager Hannah-Polly Williams added: “It was great to see so many high profile organisations from the UK coffee sector uniting to support such an important initiative.” She added that several ideas that were discussed would be implemented during the Coffee Week. Last year, a similar event was supported by around 360,000 people who donated the price of their coffee, hosted a fundraising event or participated in activities such as Coffee@Work. To date, more than £130,000 has been collected to make life easier for African communities.
For further information: Douwe Egberts Professional (0844) 257 1840 Mondelez International (08702) 400861 Nestlé Professional (0800) 742842 Taylors of Harrogate (01423) 814006
OFFICIAL BREW OF ENGLAND
Time critical This month, John Wood is in Bristol to talk to traders about the wholesalers they use. Kanagalingam Jeevarasa Monika’s, Cotham (convenience store) Wholesalers used: I go to Bestway sometimes but mainly I shop at Booker – that’s where I buy most of my groceries, alcohol and confectionery. Bestway has a lot of spicy stuff like Indian food that Booker doesn’t have and is good for alcohol as well. I only took over the shop two months ago, and at the start I was going to Booker seven days a week because I didn’t know which stock was selling quickest. Now I go about five days a week, and I think in the future maybe four times will be enough. I visit Bestway about once a week. Plus points: Booker is close to my house. It is very quick compared to Bestway and is easy to shop. If I can’t find anything, the staff will help. If there is a queue they will call other staff on to the tills. Both are the same on price, I think, but some of my friends tell me that Bestway is cheaper than Booker. Suggestions for improvement: At Bestway I have to wait a long time at the tills. Time is important. When I go to Bestway, it takes an extra hour compared with Booker.
Plus points: Makro is cheaper and there is more variety than at Costco. I can get everything I need under one roof. I mainly buy disposables and ingredients such as mayonnaise. The prices are good at Costco, too, but the range is limited and I think it caters more for individuals than for businesses. The staff at Makro are helpful and friendly. Suggestions for improvement: When I am walking around Makro I see a lot of promotions that offer very good value but they don’t really cater for my business. I’ve never queued longer than a couple of minutes at Makro, but at Costco I can queue for up to half an hour.
Zargham Usmani Broadwalk Off Licence Wholesalers used: I use Bestway, Booker and Costco. I visit Bestway the most – about twice a week. At other times I order online. I like Bestway because I have a good credit limit, it will deliver to me, and the depot is nearer. Booker and Costco are about the same distance as each other from me, but they are a lot further than Bestway. I usually go to Booker fortnightly and to Costco weekly. Plus points: I use Costco for cigarettes and wines. It has a range of very good wines that no-one else has, and it also has some brands such as Brancott Estates that are cheaper than at other cash & carries. Bestway has more variety, although Booker has been increasing its range and now it has everything too. Costco has a more limited range, but it has the best prices, followed by Bestway and then Booker. They all do good promotions and this helps make Booker’s prices better. The staff at Bestway are helpful. Basically shopkeepers don’t have just one trolley; they have three or four and leave each trolley at the till to be processed while they continue shopping. I have never faced delays at Bestway.
Fast service is important to the owner of Monika’s.
Tracey Stones Blue Pig Sandwiches (caterer) Wholesalers used: Makro and Costco are the two cash & carries that I use. Costco is actually a lot closer to me than Makro, but I use Makro mostly because it ticks all the other boxes. I go there once or twice a week. I get my bread delivered from Herberts Bakery.
• Cash & Carry Management • April 2013
This shop uses different wholesalers for different products.
. issue 69
the newsletter of the scottish wholesale association
Independence: for or against? ‘THE BIG Debate’ on Scottish independence will open the SWA annual conference at 11am on Friday 14 June. In a change of format, all delegates – suppliers and wholesalers alike – are invited to the debate, which will be chaired by Bill Jamieson, executive editor of The Scotsman newspaper. “Bill Jamieson, who writes and commentates on economics, politics and current affairs, is one of the most respected journalists in Scotland,” says SWA executive director Kate Salmon. “He will discuss what independence – or retaining the status quo – might mean for businesses based in Scotland and the UK, and the potential implications for southern-based companies supplying Scottish wholesalers. It is important for our members to hear both sides of the argument.” A panel of speakers will give their own views on the pros and cons of Scottish independence, the referendum for which will be held on 18 September 2014. The panel includes the University of Dundee’s vice principal, Professor Chris Whatley, whose recent book, The Scots and the Union, has been described as essential reading for anyone who wants to understand the making of modern Scotland. After the formal speeches, the debate will be opened to the floor, when delegates can express their own opinions and put questions to Bill Jamieson and members of the panel.
L to r: James Withers, chief executive of Scotland Food & Drink; Bill Jamieson, executive editor of The Scotsman; Billy Bell, managing director of Wine Importers. SWA president George Benson believes that The Big Debate will prove to be a powerful start to the conference. “Whatever your personal view on independence and whatever the outcome, there will undoubtedly be implications for Scottish businesses, UK businesses with divisions in Scotland and the suppliers with which our wholesaler members do business,” he says. “Would independence change the way we all do business? Or would it create opportunities? And if Scotland chooses not to go down the independence route in 2014, what does that mean? These are some of the issues we will be discussing in The Big Debate.” The SWA annual conference, which takes place at Crieff Hydro, has two business sessions – the first on the Friday
(14 June) and the second the following day. After The Big Debate, the speakers will be: James Withers, chief executive of Scotland Food & Drink, an industry body tasked with increasing the value of Scotland’s food and drink sector. John Forteith, partner at Oban-based wholesaler Forteith Foodservice. Jeremy Blackburn, communications manager at JTI (Gallaher). Craig Lear, general manager – catering, cleaning & waste, at Glasgow 2014, the organising committee of the Commonwealth Games in the city. Richard Porter, director of national accounts at Carlsberg. Robert Sider, chief executive of Clydebank Co-operative Society and president of the Scottish Grocers’ Federation. Colin Blair, owner of Buzzworks Holdings, an award-winning pub group in Ayrshire. Billy Bell, managing director of Wine Importers, a delivered wholesaler based in Livingston. For details of the business session on Saturday, see page 3.
• • • • • • • •
Crieff Hydro is the venue for the SWA annual conference, to be held on 14-16 June.
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L to r: Falklands veteran Simon Weston OBE; entrepreneur Chris van der Kuyl; SWA president George Benson. TWO high-profile speakers from outside the wholesale industry – Falklands veteran Simon Weston OBE and entrepreneur Chris van der Kuyl – will address delegates on the Saturday (15 June) of the annual conference. In 1982, when the Sir Galahad was destroyed in Bluff Cove just off the Falkland Islands, Welsh guardsman Simon Weston suffered 46% burns. His subsequent struggle to overcome his injuries and redefine his role in life hit the headlines around the world. Simon, who endured years of reconstructive surgery, including 70 major operations or surgical procedures, is a prolific charity supporter. He has written
Other speakers on the Saturday are:
• Jayne Harvey, director of leadership
development at Diageo. Her mentoring role is of particular interest to delegates, given the SWA’s own focus in this area through the launch of its Mentoring Programme. Al Gunn, commercial director at Boost Drinks. Michael McCrosson, area manager at Booker Longstone. Michael spent a year working for Booker in Mumbai and has a fascinating story to tell about life and work there. Jonathan Kemp, commercial director of AG Barr, the first confirmed official sponsor of the 2014 Commonwealth
We have a particularly strong business programme this year George Benson
three autobiographies and has been the subject of five BBC documentaries. His motivational message of triumph over adversity will be shared with delegates at the conference. The second guest speaker, Chris van der Kuyl, epitomises the new generation of entrepreneur in Scotland. Rising to prominence in the late 1990s when he founded computer games firm VIS Entertainment, Dundeeborn Chris was later headhunted by publishing giant DC Thomson to take the helm at brightsolid. This digital publishing and technology company owns an impressive portfolio of family history websites including Friends Reunited, ScotlandsPeople.gov.uk – which it manages for National Registers of Scotland – and findmypast.co.uk.
Games in Glasgow. SWA president George Benson, who will host the ‘Inspiring Scottish Wholesale’ themed business sessions, says: “We have a particularly strong business programme this year but our conference goes further than that – it’s a valuable networking opportunity and also a family-friendly event with a varied social programme for everyone to enjoy.” There will be a Mexican Night on the Friday, complete with a mariachi band and a drinks reception sponsored by Jose Cuervo tequila and Sol beer. Fancy dress is encouraged. Saturday’s business session will be followed by lunch and a range of leisure activities, including quad biking. Anyone wishing to play golf can do so at the hotel’s Culcrieff course. “We strive to offer something for all ages,” says SWA executive director Kate Salmon. On the Saturday evening, a formal Highland banquet will be held for adults only. A live band will play into the early hours, and the SWA’s famous champagne breakfast will be held at 1.30am. A conference booking form can be found at www.scottishwholesale.co.uk. Alternatively, please contact Kate Salmon or Margaret Wilson on 0131-556 8753.
Great start for mentees THE SWA’s Mentoring Programme, which is being delivered in conjunction with 121 HR Solutions, has got off to a great start. Four mentees – each endorsed by his/her manager – have begun a 12month period of mentoring to help them develop their skills and knowledge and to encourage them out of their comfort zones. The mentees are: Paul Dickson of Booker Wholesale Stuart Harrison of Filshill Waqas Khawaja of United Wholesale Scotland Fiona MacFarlane of Forteith Foodservice. The programme started with a workshop aimed at self analysis and goal setting. This ensured that the mentees were ready to make the most of their first mentoring session. Since then all of them have had at
• • • •
least one meeting with their appointed mentor and identified initial development needs and supportive actions. Over the year, meetings will take place both on and off site to allow the mentors to observe the mentees in their workplace and also to ensure that some meetings are held free of work-related distractions. The mentors involved in the programme are: Peter Baird of Kraft Foods Christian Barden of Cott Beverages Graham Benson, former wholesaler Chris Dale of Chris Dale Management Scott MacDonald of AB InBev Spencer Marshall of Britvic Soft Drinks David Sands, former retailer. After completion of the mentoring process, the mentees will have the opportunity to work towards a professional qualification through the SWA.
• • • • • • •
Colin Wragg (pictured), Imperial Tobacco’s head of corporate & legal affairs, explains what the Chancellor’s Budget means for the tobacco industry and why the new SWA display ban guide will assist retailers. He also highlights product development news.
‘Duty increase doesn’t make sense’ Post-Budget statement Commenting on the 5.3% increase in tobacco duty in the recent Budget announcement, Amal Pramanik, Imperial Tobacco’s divisional director, said: “This excessive increase doesn’t make sense. Nearly a quarter of the cigarettes consumed in this country evade the already high level of UK duty and this will only make the illicit trade problem worse.
“The Chancellor could have made a stand against the criminals by implementing a duty freeze or, at worst, an increase in line with inflation. Instead, he has given them a helping hand. “As a result, the Treasury will continue to lose billions of pounds each year to the counterfeiters and smugglers. This cannot be acceptable, particularly in the current economic climate.” Join the GVolution Imperial Tobacco is delighted to announce that the Golden Virginia Smooth range has evolved into a new generation brand for a new generation of adult smokers. From mid-March, an exciting new GV Smooth range has been available which has replaced the Golden Virginia Smooth range, but offers the same great Virginia blend with a smooth flavour. The new portrait design will also make it easier for retailers to merchandise and provides a clear differentiation in the roll-your-own category. Fingertip guide
A new GV Smooth range was launched in mid-March.
editor: Kirsti Sharratt publishing director: Martin Lovell Published by Winlove Publications on behalf of: The Scottish Wholesale Association 30 McDonald Place Edinburgh EH7 4NH tel: 0131-556 8753 e-mail: email@example.com web: www.scottishwholesale.co.uk For full details on membership of The Scottish Wholesale Association, contact executive director Kate Salmon
Imperial Tobacco has been extremely proud to support the Scottish Wholesale Association in creating a new display ban booklet which will help give Scottish
New members The SWA has recruited two new members: Alfa Wholesale, of Glasgow, and Gizzi Cash & Carry, of Bellshill. Alfa re-opened its 16,000 sq ft cash & carry in Lancefield Street on 25 March after suffering severe fire damage in April last year. The company serves convenience retailers, caterers and fast-food operators with groceries, chilled & frozen foods, catering supplies and household goods. It is also an ethnic foods specialist. From an 8,000 sq ft depot, Gizzi offers caterers frozen and chilled food deliveries and provides ice cream vans with a cash & carry and delivered service. Its range includes soft drinks, crisps & snacks, confectionery and tobacco.
retailers, in a bitesize and digestible format, all the key information they need to know on the tobacco display restrictions. Retailers will be able to find out what they have to comply with and by what date; furthermore, there is a series of questions and answers on shop-related issues that need to be considered within the display ban environment. This fingertip guide is also being turned into a mobile app so wherever you are, you will be able to access the information. Imperial Tobacco’s dedicated trade website is at www.imperial-trade.co.uk.
LEGAL UPDATE The latest issue of the SWA’s monthly review includes details on proposed legislation to let 16 and 17-year-olds vote in the Scottish independence referendum. The review also points out that new waste regulations come into force in Scotland in January 2014.
FINGERTIP GUIDE The SWA, in partnership with the Scottish Grocers’ Federation, has produced a free fingertip guide to the new tobacco display laws. Available to every wholesaler and retailer in Scotland, the guide is supported by BAT, Imperial Tobacco and JTI and endorsed by the Scottish Government.
Engage employees to succeed HR expert Cate Ritchie (below) emphasises the importance of good employment relations. Good employment relations is about the relationship between understanding what motivates and engages employees and being clear about what part you play in making the employeeemployer interaction positive and productive. Employee engagement is about the positive attitude or behaviour of someone at work. At 121 HR Solutions we believe that engagement is likely to be higher if you focus on the four main drivers of employee engagement: Leadership that transmits vision and values how the individual contributes. Giving employees a voice to express their views and concerns. Line managers who empower rather than control their staff. Behaviour that is consistent with stated values leading to trust and integrity.
• • • •
An engaged employee will: take pride in their job and show loyalty towards their manager or company go the extra mile, particularly in areas like customer service, or where employees need to be creative, responsive or adaptable.
• trust in management • satisfaction in the job itself • satisfaction in the decision-making process • quality of relationship between managers and employees • fair rate of pay and safe working environment • job challenge • sense of achievement • being treated with respect. Be proud of your principles when it comes to promoting equality and fairness Your attitudes and values need to be demonstrated in the way you behave at work – for example, by promoting equality, giving encouragement to staff, being open and accessible, and giving people responsibility to help develop their skills. Recognise the process of give and take at work In return for loyalty, good performance and an understanding of the bigger picture, your employees may expect, amongst other things: genuine consultation, a sense of purpose and direction, equal opportunities and fair treatment, and opportunities for flexible working. Reach compromises In difficult times, it may be harder to maintain good relationships with your employees. To protect customer services, boost productivity and nurture the ‘goodwill factor’ of your employees: try to make joint decisions about problems reach compromises – for example, some companies have agreed with their employees to a pay freeze in exchange for no redundancies.
Failing to engage with your employees can lead to: reduced productivity and poor customer service less motivated and committed employees mistrust and lack of co-operation from employees employees being absent or leaving and possible employment tribunal claims.
Create a vision for the future This does not have to be very complex – you could just write down your business targets on one side of A4 if that’s all that’s needed. Your vision should set out what your company does, where your business wants to be in the future, and what principles matter to you/your business.
Tackle the factors that limit engagement These include job insecurity, repetitive work, high stress levels, poor working environment, unfairness, bullying and poor career progression.
• • • •
Give employees a voice Employee voice can be expressed in many ways, for example, individually in one-to-one meetings with managers, in teams, or via employee representatives and trade unions, representing the interests of employees. If employees feel their concerns are being listened to, they are more likely to identify with the aspirations of the business.
Remember what makes people tick It is often the seemingly unimportant details that concern people most, so address issues around working environment – such as accessibility, office layout, health & safety and car parking – and behaviour – for example, do you have any specific rules about timekeeping, dress, and use of mobiles and computers?
Understand what motivates employees Some of the factors most linked to engagement are:
If you wish to talk to Cate about any HR issue, please contact her at firstname.lastname@example.org or phone (0792) 121 3890.
Cash & Carry Management
• April 2013 • 27
Bags playing a major role Leading suppliers are capitalising on the strength of their top brands through NPD. New product development and night-in sharing occasions are fuelling growth in the chocolate segment, while demand for sugar confectionery is also on the rise. Mondelez International claims leadership in chocolate with its brands valued at £1.3bn, giving it more than 37% of value sales. Of this total, Cadbury products account for more than £1.1bn (Kraft labels the remainder) and are growing at 7.1% year on year. According to trade communications manager Susan Nash, bags contribute almost £530m to the sugar segment, and are growing at 4.9%, boosted by the launch last year of Maynards Sour Patch Kids (160g and 45g sizes). Other Mondelez International brands covering sugar bags are Maynards Wine Gums, Bassetts Jelly Babies, Liquorice Allsorts and Murray Mints, The Natural Confectionery Company Jelly Snakes and Maynards Sports Mix and Midget Gems. Early this year, Cadbury Dairy Milk announced the launch of ‘innovative’ Bubbly, a 120g tablet made with aerated CDM chocolate. The new product is primarily targeted at young female adults. Nash comments: “Research shows that consumers see block chocolate as safe and traditional; it also means that some can see it as a bit functional. The launch of CDM Bubbly (there is also a mint variant) was the biggest block launch in five years, generating over £17.9m in its first 11 months.” Another innovation saw the manufacturer introduce Cadbury Dairy Milk with Oreo, consisting of a creamy filling with pieces of Oreo cookie, coated in CDM milk chocolate. It is already worth more than £3.5m. In chocolate bags, Cadbury Bitsa Wispa, launched a year ago, enjoyed sales of £4.2m in its first six weeks. The company’s bitesize range also includes Cadbury Clusters, Raisins and Peanuts, Caramel Nibbles, Crunchie Rocks, Cadbury Dairy Milk Giant Buttons, and Twirl Bites. Nash says: “We One of a range of new products from Mondelez International. expect sharing bags
• Cash & Carry Management • April 2013
Market statistics The total value of confectionery is almost £4.9bn, of which chocolate contributes around £3.5bn (including sharing bags worth £367m) and sugar and chewing gum over £1.4bn, of which sugar bags account for £530m. (Nielsen total coverage MAT 26/1/13).
to be every bit as important to the success of the chocolate category next year as they have been to date.” Yet another newcomer is Cadbury Crispello. The 120g bag contains 12 individually wrapped pieces of crispy wafer shells, filled with a creamy centre and covered in milk chocolate. It has an rsp of £2.03. Within 12 weeks of launch, the product has amassed sales of almost £3m. It is being supported by a £6m marketing investment in the first half of this year, including tv, outdoor, digital and in-store sampling. Marketing director Matthew Williams says: “We saw an opportunity to bring growth to the bitesize category with a new crispy eat attracting new consumers to the format.” In February Mondelez International unveiled Halls XS in lemon and peppermint flavours (rsp 75p). It is being backed by a £2.5m marketing investment this year, including tv and outdoor advertising. The launch followed a successful 2012 for the Halls brand, which saw a citrus variant introduced and a £1.3m ‘Breathe Deep, Stay Cool’ campaign being staged. Nash offers this advice to the C&C/wholesale channel: “Showcase core products with great displays. Confectionery is a highly impulsive purchase, so the stronger the display, the stronger the sales. “To achieve the best results, it is important to stock the right range and flag the confectionery category with key brands. And to make the most of chocolate sales, you should ensure you have considered the visibility and availability of popular, core brands such as Cadbury Dairy Milk, Wispa and Twirl. The location of the main fixture is crucial.” All data AC Nielsen.
‘More chocolatey’ Mars Chocolate has created Maltesers Teasers, claimed to be a ‘more chocolatey way’ of eating the chocolate-coated honeycomb balls in a first-time block format. Available in single and sharing styles, it is described as the first major new product to roll off the company’s production line since it invested £6m in a modern research & development facility last year. Trade communications manager Bep Dhaliwal says: “Maltesers (launched in the UK 76 years ago) remains one of the nation’s top brands. The launch is set to re-energise the block category and attract new customers who are looking for a treat or for sharing with friends and family.”
*Recommended price only, you are free to charge a different price
Major product launch from Mars Chocolate.
Dhaliwal also refers to the “huge success” of the Malteaster Bunny. Teasers is being supported by a £4m through-the-line campaign, including advertising which began this month. The budget is additional to increased expenditure on the core Maltesers brand. Mars Chocolate also recently launched a new tv commercial for Galaxy, featuring an Audrey Hepburn lookalike and using the strapline: ‘Why have cotton when you can have silk?’ The campaign has also been supported by press ads, sampling and digital activity.
Supplier’s first snacking bar The latest product from Swiss chocolatier Lindt is Lindor Treat Bar. The brand’s first single snacking size bar (38g), it consists of six segments with a smooth, melting centre. Says a company spokesman: “The Lindor Treat Bar has been developed to take advantage of consumer demand for accessible, yet premium indulgence. “Its size is ideal for on-the-go snacking and consumption over several occasions, with each segment able to be broken off.” Lindt bars are valued at almost £30m and the company claims it has the fastest growing chocolate brand, up 12.5% year on year (Nielsen MAT value share 16/6/12). The new countline is being supported by a heavyweight marketing campaign, including national television advertising, in-store PoS and consumer PR activity. Lindt Treat Bar has an rsp of 69p and is available in cases of 24.
Soft and chewy Swizzels Matlow, the children’s confectionery specialist, whose brands include Love Hearts, Drumstick Lollies, Fruity Pop, New Refreshers, Rainbow Drops, Double Lolly, Squashies, Bumper Bag, Lots of Lollies and Chew Crew, is adding to that lengthy line-up.
The High Peak, Derbyshire, supplier’s latest launch is an extension of Squashies, which incorporates a soft, chewy gum format. Sales director Mark Walker says the new line “capitalises on the gums and jellies market – the largest category in children’s sugar confectionery, and worth approximately £216m (Nielsen MAT total coverage 2/3/13). “We will continue to build awareness of the new Squashies range through sampling, social media and PR activity. Customer feedback has been extremely positive.” The sweet, which is already selling well in sharing bags, now also comes in a 45g size of all four styles (Love Hearts, Refreshers, Drumstick and Double Lollies). Walker comments: “Sharing bags of confectionery such as Squashies are becoming increasingly popular for family and friends hosting a ‘big night in’.” Swizzels Matlow has also introduced a rope style for New Refreshers, which is claimed to be the leading chew bar brand. The fizzy, stretchy rope has a soft lemon fondant centre. Walker offers these merchandising tips: When displaying confectionery, put hanging bags together as consumers are looking for snacks that will enable them to recreate the cinema experience at home. Display bigger bags of sweets, like Squashies, alongside soft drinks and large bags of crisps to encourage a complete night’s snacking and so drive increased sales. Enticing displays should have a prominent front-of-store position to attract impulse purchasers. Innovative confectionery displays, such as those of New Refreshers rope, should be positioned near tills to encourage spontaneous buyers. Walker adds: “Our brands are bright, colourful and guaranteed to stand out in any shop. They are instantly recognisable because of the heritage of our sweets and the retroinspired packaging.”
Snacking size bar from the Swiss chocolatier.
• Cash & Carry Management • April 2013
s e un iec e p fl o c h y lit t tle M alt e s e r s a a ti n l o c g in c o h r e a m y m il k c ®
• A huge new product launch from Maltesers , ®
the third largest UK chocolate brand • Supported by a £4 million launch and bespoke
• Reinvigorating the Block category, bringing in new consumers
Available from 24th March 2013 Maltesers® and Teasers ® are registered trademarks ©Mars 2013. *Source: SIG Grocery impulse Outlets ex MOL & AOI, Value Sales, Total Chocolate, 52 w/e 1st December 2012.
confectionery As part of this activity, new Skittles Confused was introduced. It is described as the brand’s ‘most exciting, heavily invested NPD to date’. Available in 55g bag and 175g pouch formats, the colour of the new Confused Skittle doesn’t match the flavour inside – “surprising consumers every time!” says Austin. The launch programme represented the biggest ever UK investment for the brand, with support from a through-theline marketing drive, comprising in-store activation, mass outdoor sampling, digital and social media engagement, plus a £3m tv campaign. Data Nielsen MAT 23/2/13.
Racing ahead Range extended by Wrigleys.
Top 10 sharing bags The ‘Big Night In’ presents a major opportunity for the trade, says Matt Austin, Wrigley’s European confections business unit director. In this context, he lists the Top 10 sharing bags with their annual value: 1 Maynards Wine Gums (190g) £15.1m 2 Bassetts Jelly Babies (190g) £13.7m 3 Haribo Starmix (160g) £10.5m 4 Haribo Tangfangtastics (160g) £9.5m 5 Skittles Original (174g) £9.2m 6 Rowntree Fruit Pastilles (170g) £9.1m 7 Maynards Sports Mix (190g) £7.7m 8 Rowntree Randoms (160g) £5.9m 9 Starburst Original (192g) £5.5m 10 Haribo Kiddies Supermix (160g) £4.4m Austin adds: “In March, we changed the face of the UK confectionery category with the launch of new Starburst Flavour Morphs, a unique product that changes flavour while you chew. “The launch is being supported by a £3m multi-media campaign that includes tv advertising, social media engagement, mass sampling at UK festivals, as well as a strong in-store execution to drive trial.” The newcomer is available across all channels in a 45g single stick pack and 152g sharing pouch and comes in three flavour combinations: Strawberry to Strawberry Pear; Cherry to Cherry Lime; and Raspberry to Raspberry Pear. In an online activity for another of Wrigley’s brands, the supplier is asking: ‘What would happen if Skittles lovers across the world united to build a giant upside-down rainbow?’ Almost five million global Facebook fans are being encouraged to help build a rainbow made from 100,000 Skittles. Says Austin: “If there’s one thing we know, it’s how to amuse Skittles lovers, which is why it is no surprise that Skittles has the second largest UK Facebook page and 24 million fans worldwide (www.socialbakers.com January 2013).” Earlier this year, the brand was treated to a £5m relaunch, resulting in value sales rising by 17.2%.
• Cash & Carry Management • April 2013
Wrigleys’ chewing gum brand Airwaves has a multi-million pound marketing support package. As part of the programme, it is sponsoring the Motorbase Performance ‘Airwaves Racing’ team throughout the British Touring Car Championship. The activity, including branded cars plus a mass sampling programme, began at the 31 March race. Brand manager Tia Shortall says: “With 20 million people interested in motorsport and almost three million hours watched on tv, this sponsorship ensures we are in poll position to increase sales.” The chewing gum is also returning to tv after eight years, following the launch of the brand’s new 46 pellet bottle, available in a menthol & eucalyptus variety (rsp £1.99). Airwaves also comes in four single stick flavours (10 pellets): blackcurrant, menthol & eucalyptus, cherry menthol and black mint (all 45p).
Not to be missed on the race track!
Resealable pouch Mentos chewing gum, owned by Perfetti Van Melle, has launched a resealable pocket pouch. Brand manager Claire Powley says: “We found that traditional stick pack chewing gum is not the preferred choice; it’s just what is most widely available. “While stick packs have long been the norm, consumers told us that the gum falls out in their pockets, there is a perception that it tends to go stale and the gum itself is too small, so they need to eat two or three at a time.” For these reasons, the supplier has introduced the new pocket pouch containing the ‘Pure Fresh’ chewing gum
£ 1 PRICE MARKed BAGs
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confectionery with liquid centre. “We researched several packaging options,” Powley adds, “but this fitted the bill and addressed the concerns that consumers said they have with the traditional stick packs.” The pocket pouch is available in both fresh mint and spearmint variants, with an rsp of 59p. The Mentos brand is this year being supported by tv advertising, online, social media and sampling activity. Also launched by Perfetti Van Melle is new Fruittella Magics – confectionery that changes flavour as the consumer chews it, going from orange to strawberry or raspberry to lemon. David Leal, brand manager for Fruittella and Chupa Chups, says: “We firmly believe this is the best quality flavour change chew on the market and it adds value to the portfolio. Kids and teens are always looking for new sensations in confectionery and this brings a new dimension to their enjoyment.” Rsps of Fruittella Magics are 44p for a single stick, £1.48 for a multipack and £1.25 for a bag. The launch is being backed by a national tv campaign and sampling in kids’ magazines and with goody bags. The entire Fruittella brand has undergone a packaging makeover.
Old and young followers Chewits, says Stuart Lane, commercial director of Leaf Confectionery UK (whose sales are handled by SHS Sales & Marketing), “has a strong and loyal following from both adults and children”. The supplier offers treat bags, which are recommended for sharing on a family night-in. Lane comments: “Children play an important part in influencing the purchase of shared confectionery for the family. We have identified that they have 94% awareness of the Chewits brand (independent research).” Citing the 4% growth in sugar confectionery, he says that value is important to older consumers, so they are more likely to buy multipacks or share bags to enjoy in the evenings at home. “Children still spend the majority of their pocket money on sweets, but over the last few years they have had less to spend due to the recession. “Despite this, Chewits has experienced growth of more than £1.5m year on year as consumers actively seek out our products, making it the fastest growing brand in the confectionery category at plus 7%. Our strawberry core stick packs are in the top 10 skus in the ‘chewy’ category.” He adds that Xtreme Sour Apple and Tutti Frutti are performing well. “Our Xtreme products attract an older audience (11-14 years old) in comparison to our Chewits stick packs, which
• Cash & Carry Management • April 2013
are favoured by a younger demographic (5-10 years). “This would suggest that the sugar confectionery sector is evolving for an older audience while still maintaining a core younger clientele. Product innovation continues to be the key growth driver, so it is vital that C&C/wholesalers keep their range up to date.” New from the manufacturer is Chewie Gum, a hard bubble gum sweet in three flavours: strawberry & banana, tropical and lemon. All data AC Nielsen, unless shown.
Chewing gum dominance The chewing gum category is dominated by Wrigley’s, with a 90.7% share, and is valued at £266.5m, up 3.2% year on year (Nielsen MAT to 29/12/12). Sue Cobbledick, Wrigley’s senior brand manager, oral care, says: “The oral health care benefits of gum are what drive the majority of chewers, which is why one of our key focuses for 2013 is demonstrating to UK consumers the importance of a healthy, clean and fresh mouth. Our ‘Eat, Drink, Chew’ strategy aims to encourage consumers to chew sugar-free gum whenever they eat or drink to help remove lingering food and help keep teeth clean.” To back this up, the company launched a television campaign in February using a ‘Break Up with Lingering Food’ commercial. Earlier in the year, the supplier unveiled 5 Turbulence, a watermelon flavoured gum. Since then, a ‘delectable’ berry style has been added. Both packs contains seven sticks and have an rsp of 59p. Wrigley also now markets a small bottle format for its Airwaves menthol & Eucalyptus, Extra Ice Peppermint and new Extra White (formerly Extra Ice White). There are 46 pellets in each Hubba Bubba is Wrigley’s ‘unsung’ bubble gum brand. container. Offering advice to the retail trade on siting, UK sales & customer marketing director Tom Jarrett says: “With gum being four time more impulsive than any other impulse category, it should be positioned at the till point to achieve maximum sales benefit. “To maximise incremental sales, the gum unit should be in the shopper’s line of vision while cash is being exchanged. If it’s out of sight – or most importantly out of reach – sales will be affected. “Some 96% of retailers think it is important that the display should be highly prominent. Secondary sitings should be employed wherever possible, for example, next to a
confectionery second till or by a coffee machine so as to drive purchase and, ultimately, maximise sales. Having multiple gum sitings in-store can actually increase sales by up to 55% (internal research).”
Late news... Mars Bars from Mars Chocolate is now available in a bitesized version in a sharing format called Mars Mix, combining soft nougat, chewy caramel balls and milk chocolate. Single packs (rsp 56p) as well as pouches (£2.09) are available. In line with the sharing and ‘Big Night In’ trends, the bitesize chocolate market has seen growth of 40% over the last four years, with over 25% of category sales coming from innovation in 2012 (IRI). A £9m media spend will be channelled into the Mars brand this year.
Bep Dhaliwal, trade communications manager at Mars Chocolate UK, says: “The Mars brand remains one of the UK’s most iconic brands, having another highly successful year in 2012. “Manufactured in Slough for over 80 years, the heritage of the brand resonates strongly with our consumers.”
Peelable strips Nestlé Confectionery is about to unveil its second extension of the year for the Rowntree’s Randoms brand with the launch of Rip’ems. Available from this month, Rip’ems consists of eight peelable strings in four flavours (apple, blackcurrant, orange and pineapple). The bar-shaped format is claimed to be the first of its kind for the sugar confectionery market, rather than the bag or tube of individual pieces in which sweets are typically packed. Each pack has an rsp of 50p. The product contains 25% fruit juice and there are no artificial colours, flavours or preservatives. There is also a 10 x 14g pack (rsp £1.55). The launch is said to be in keeping with Rowntree’s Randoms quirky brand personality. Aimed at 16 to 24-year-olds, Rip’ems offers an ‘innovative, playful product experience’. The new product is being launched with the backing of a media campaign, including television advertising, as well as outdoor ads and a range of high impact point-of-sale material.
• Cash & Carry Management • April 2013
Digital media also forms an important communication route to the social media audience, the brand having Nestlé UK’s biggest Facebook page, with over one million fans. Trade communications manager Graham Walker says: “Innovation is critical to driving fruit singles growth across all ages of consumers, but particularly with a younger audience. “Rowntree’s Randoms Rip’ems is a highly innovative and unique product that is certain to capture shoppers’ attention, as well as their imaginations.”
‘Innovation is critical to driving fruit singles growth across all ages of consumers, but particularly with a younger audience’ Graham Walker, Nestlé Confectionery trade communications manager He continues: “As Rowntree’s is a well-loved and trusted brand, trial of a new product is expected to be high, so we recommend that retailers display off-shelf at launch so shoppers can’t miss them before positioning on shelf next to Randoms.” Part of the Rowntree’s brand, which is worth £114m, Randoms has become a £23.2m brand in its own right since being launched four years ago. The Squidgy Speak sku was introduced earlier this year. Data IRI total market 2/3/13.
For further information: Leaf (SHS Sales & Marketing) (01452) 378500 Lindt & Sprungli 020-8602 4100 Mars Chocolate (01844) 262517 Mondelez International (08702) 400861 Nestlé Confectionery 020-8686 3333 Perfetti Van Melle (01753) 442100 Swizzels Matlow (01663) 744144 Wrigley (01752) 752094
Cheaper and more cheerful Restaurants and pubs might be making a more conscious effort to woo diners-out, but for many consumers, eating in (with a few drinks, of course) is not only less expensive but also more cheerful and relaxing.
Says Daulby: “Kepak’s extensive research highlights that adult consumers are looking for high quality, filling products that are quick and convenient to prepare, and, above all, taste good – perfect for the big night in occasion. “The KCF product range meets all of these requirements, and, as a result, will bring incremental profit to the eating in opportunity.”
The rising cost of dining out is providing a significant boost for the ‘eat in’ market, according to Angela Daulby, channel director for Kepak Convenience Foods. She says that as young adults spend more time at home at night, many are eating hot snacking products such as Rustlers and ZUGO’s Deli Café while watching movies, playing on games consoles or spending time online. “People enjoying a night in, whether it’s a few drinks with friends, watching a film or playing the latest computer games, want tasty, filling snacks that don’t interrupt what they’re doing,” Daulby comments. “That’s where hot snacking products really come into their own,” she says. “One of the advantages of all Kepak products is that they can be cooked in less time than it takes to boil a kettle.” Daulby claims the manufacturer will continue to expand the hot snacking category by maintaining its focus on innovation in relation to new product development and marketing support, taking the most successful foodservice concepts into retail. Such a policy has worked particularly well so far, as shown by the success of Rustlers Hot Subs and Hot Wraps which have achieved sales of more than £37 million since launch. Kepak is capitalising on growing demand for its products with major levels of brand investment, including through tv advertising, major brand partnerships, nationwide sampling and NPD.
Touch of the Orient
Established product in the Kepak range.
• Cash & Carry Management • April 2013
Following the rise in cooking from scratch at home, Amoy has launched two new sauces: Special Selection Soy Sauce and Thai Sweet Chilli Sauce. The aim, explains marketing manager Helen Tarragano, is “to inspire consumers to add some Oriental adventure to their meal times”. The range extension is also in response to ingredients continuing to be the biggest sector in the ambient Oriental market, with strong year-on-year growth rates. Special Selection is the brand’s first premium soy sauce and is being introduced to reinforce Amoy’s leading position in the soy sauce sector, in which it has a 61% UK share. Available in a 250ml bottle with an rsp of £2.99, the soy sauce is claimed to “allow foodies to replicate restaurant-style Oriental cuisine at home”. The Thai sweet chilli style has been developed to meet the growing demand for this flavour of dipOne of the two new ping sauces. It comes in a 150ml Amoy sauces. bottle (rsp £1). Both products are being supported with customised activity to drive trial, including retail neck collars and trade promotions. Tarragano told Cash & Carry Management: “We’ve developed these new sauces in line with the cooking at home trend – to help consumers create authentic Asian meals easily. “As our core customers are confident and passionate foodies with adventurous tastes, they are keen to experiment in the kitchen during the week, but need quality ingredients that deliver a great taste.” All products are sourced from Asia, using authentic ingredients. The company has been producing Oriental foods and ingredients since 1908, when it was founded in the Chinese city of Amoy. All data Nielsen January 2013.
eating in Food accompaniment No meal eaten in is complete without a glass of wine! Over 70% of wine bought in the convenience sector is consumed within two hours of purchase, and sales value has increased within c-stores by 2% (Nielsen sales value MAT 15/9/12). This demonstrates, says a spokesperson for Legacy Wines, that wine is a key category in this sector. “With more and more people opting to stay in, this will evidently drive sales – whether it’s buying a bottle of wine to have with dinner, take to a party, or as a gift. “The average monthly spend on alcohol to be consumed at home has increased by 10% since August 2012, while the average monthly spend on going out has decreased by 2% since that month (YouGov Omnibus Panel February 2013).” She says Legacy believes that, by engaging the younger consumer in the wine category, it can drive this growth further in the near future. “From our launch 14 months ago, we have proved we are committed to creating innovative, high quality wine brands for the younger consumer that are exclusive to the convenience sector and are not available in the groLegacy’s prizecery multiples – a real positive. winning New Zealand “To achieve this, we listened to wine. what today’s younger customers want – a demographic often overlooked in this category. But with 40% of drinkers aged 18-24 mostly drinking at home or at a friend’s house – up from 29% in February 2012 (Nielsen sales value MAT 15/9/12) – this is certainly a category that shouldn’t be ignored.” The wine supplier has responded with a range of high quality fruity varieties with a sweeter style from New World countries, coupled with premium packaging. The Legacy spokesperson comments: “During an extensive campaign of blind tastings, it was proved that all of our brands over-deliver for the price point, resulting in repeat sales for retailers.” She adds: “Our Shorn New Zealand brand won the gold in a wine and spirit design awards competition last year – a fantastic accolade and a testament to our great work in this sector. “We have range extensions planned for Shorn over the next two years, which we believe will add to the success of the brand.” To further interact with younger wine consumers, the company has immersed itself in social media.
• Cash & Carry Management • April 2013
The spokesperson comments: “We have developed Facebook and Twitter accounts for all of our brands, whereby we interact directly with our consumers on a daily basis, holding regular competitions to encourage people to purchase our range. “We also have bespoke brand websites that contain a ‘where to buy’ page, where we can drive shoppers to stores. “On the back label of each of our wine bottles, we have an innovative QR code that consumers can scan with their smart phone which then takes them directly to the brands’ websites. This takes seconds, and can be done at the point of purchase to give consumers more information – another way we add value.”
Mini Cheddar shapes For kids eating in or out, Cathedral City (part of Dairy Crest) has launched Chedds Shapes – mini bags of bite-size cheese shapes made from mild Cheddar. The product contains no artificial colours, flavours or preservatives. Introduced at the same time is Chedds Towers, which comprises pieces of individually wrapped Cheddar in 12g portions. Senior brand manager Jo Huergo told Cash & Carry Management: “There’s nothing like Chedds Shapes on the market. Our research shows the new range will be warmly welcomed by our customers, making snacking fun for the kids in a way that is appealing and acceptable to mums.” Chedds was created in response to consumer demand for a children’s snack made with 100% Cheddar. Specially for kids. The Cathedral City Chedds brand is worth over £8m (Nielsen year to 2/2/13) and is growing at the rate of 161% in value and 190% in volume. The range also includes Cheese & Toasties and Nibbles. The launches are being supported by PR activity, media sponsorship, competitions and in-store activity and promotions. Chedds Shapes is available in cases of six (5 x 16g portions), while Towers comes in cases of seven (9 x 12g portions). Both have an rsp of £1.99.
For further information: Amoy (0800) 072 4090 Cathedral City (01372) 472200 Kepak Convenience Foods (01772) 688 300 Legacy Wines 0161-333 4300
Two-year growth pattern The bottled water category has grown by 6.7% in volume and 6.9% in value over the past two years (Symphony IRI). And, as ever, there are claims and counter-claims about market share. Nestlé Waters finished 2012 with a value share of 22.6%, claiming that its Nestlé Pure Life (12 x 50cl) and Buxton (8 x 50cl) are Nos 1 and 2 in one-shot multi-packs. Retail category controller Silika Shellie comments: “This is significant as 89% of the volume growth in the plain still bottled water market in 2012 came from one-shot multipacks.” She adds that Buxton is the biggest British mineral water brand and second biggest in the plain water segment. “Nestlé Pure Life and Buxton have added more volume and value to the bottled water category than any other brand over the past year. “Additionally, S. Pellegrino is the No.1 premium sparkling mineral water brand and Perrier is the No.2 premium sparkling mineral water brand.” Concurrent with the expansion of the category, says Shellie, the company has recorded 27.2% volume and 21.4% value growth. Citing the Mintel Bottled Water Report 2012, she adds that the top four reasons why people choose to buy bottled water are: To keep themselves hydrated It tastes better than tap water It’s more convenient It’s more refreshing than other soft drinks. “Taking all this into consideration, it is clear that there are three trends driving the water market: consumers perceive convenience as a key factor when purchasing bottled water; health and hydration are becoming increasingly important for consumers, meaning that buying bottled water is now front of mind when shopping in-store; and the availability of the right pack formats at an affordable price is attracting shoppers, as they can buy a trusted brand name at a price that resonates with them.” Shellie says that consumers are demanding smaller, lighter pack formats, especially when they are on the go. No.2 premium sparkling water brand. That’s why Nestlé Waters
has produced S. Pellegrino 4 x 50cl packs and Buxton single in 4 x 50cl sports caps. As regards further initiatives, she reports that Buxton will have some on-pack activity around its ongoing sponsorship of the England cricket team and captain Alistair Cook, focusing on The Investec Ashes this summer. “Perrier will also be launching new products, with some aimed specifically at cash & carry/wholesale, as well as marketing initiatives later this year. All data Symphony IRI 52 weeks to 20/12/12.
British leads the way Highland Spring claims to have become the UK’s leading bottled water brand, which means that “it is the first time a British brand is the biggest selling in the category”. It sold nearly 200m litres in 2012 to take top spot in the bottled water market by volume.
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• Cash & Carry Management • April 2013
Figures released this month by industry expert Zenith International in its 2013 UK Bottled Water Report confirm Highland Spring’s status as the nation’s favourite bottled water, selling more than any other brand. Chief executive of the the Perthshire company Les Montgomery says this signals the end of 30 years’ domination by imported multinational brands. “The Highland Spring brand grew 9% by volume in 2012, driving around 20% of the total packaged water market growth and increasing brand share to 10.6% (2011: 10.2%). Nearly 14% of British households now buy our water, with market penetration increasing.” He claims that the brand has also retained its status as the No.1 sparkling brand, with a share by volume nearly double that of its nearest competitor.
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bottled water “Securing the No.1 position has been the culmination of a long-term growth strategy and £50m investment since we were founded in 1979. It’s a British success story of which we are incredibly proud. “We have fulfilled one of our-long term ambitions of becoming the UK’s biggest selling bottled water brand and we are now looking forward to the next chapter as we build on our No.1 position.” Montgomery adds: “European brands have long dominated the UK bottled water category, having played a pivotal role in its development in the 1970s. But I believe we are seeing a sustained wave of support for British brands, not least because of the residual goodwill that London 2012 and the Diamond Jubliee created last year. “Consumers derive confidence from home-grown brands with strong provenance and traceability and are increasingly choosing these over imported products.” He adds that Highland Spring contributed 26% of last year’s industry growth, bottling 404m litres (including
‘Consumers derive confidence from home-grown brands with strong provenance and traceability’ Les Montgomery, Highland Spring chief executive exports) with such brands as Speyside Glenlivet and Hydr8, as well as Highland Spring and own label. The company also claims to be the largest supplier of bottled water to the UK market, being responsible for more than one in every five litres of unflavoured bottled water consumed in the UK. Production capacity is more than 700m litres a year and group turnover in 2012 was £86.4m.
Quality brands Cash & carries can boost profits by ensuring they stock trusted, quality water brands, available in a variety of pack sizes, according to AG Barr.
• Cash & Carry Management • April 2013
The company’s Strathmore is claimed to be the only brand to offer a full range of glass, PET and flavoured water, giving consumers the widest possible choice. Head of marketing Adrian Troy says that pack format is an important consideration for consumers when choosing water. “We recommend stocking a variety of formats to suit different occasions – from on-the-go packs for children and adults, sports cap packs for active consumers to large take-home packs. “Premium glass packs are also available in individual and share-size formats.” Strathmore, which is sourced from Scotland, attaches great importance to provenance, featuring an onpack message: ‘Strathmore – a source of clarity’, referring to the water’s origins. “Provenance and product benefits are becoming increasingly important to consumers, particularly in relation to water,” Troy comments. Flavoured and from “People are not only looking Scotland. for water brands they know and trust, but they are also increasingly conscious about the source of the water which reinforces the provenance message.” AG Barr also offers a range of flavoured waters under the Strathmore Twist name. “Flavoured water, which was pioneered by Strathmore over 20 years ago, presents an ideal offering for cash & carries,” says Troy. “Strathmore Twist, a Scottish water with a twist of natural fruit flavour, is a trusted, quality beverage which has appeal for people of all ages. It is available in blackberry & strawberry and lemon & lime flavours.” AG Barr claims to be the UK’s leading independent manufacturer of branded soft drinks, with an annual turnover of more than £237m. Established in 1875, it produces a range of soft drinks, including IRN-BRU, Barr, Rubicon, KA and Rockstar energy drink (under a manufacturing and distribution agreement with brand owner Rockstar Inc USA).
For further information: AG Barr (01236) 852400 Highland Spring (01764) 660501 Nestlé Waters (01923) 897700
Hope started * here for Sally.
Sallyâ€™s husband worked in manufacturing all his life, until it was tragically cut short by cancer. With no income and a young child to support life was unbearable. Thankfully GroceryAid was here to help with a regular quarterly payment. Now the future for Sally is looking a whole lot brighter. To find out more about your industry charity visit www.groceryaid.org.uk or for welfare advice call 08088 021 122. *The story is real but the names have been changed to protect identities. GroceryAid is the trading name of the National Grocers Benevolent Fund. A registered Charity Re. No 1095897 (England & Wales) & SCO39255 (Scotland). A company limited by guarantee, registered in England & Wales no 4620683
products & promotions Lowest price
Ginger spirit MAXXIUM UK – A new premium alcoholic ginger beer, Ginger Grouse – from the makers of The Famous Grouse – is launching UK-wide following its successful Scottish debut. Ginger Grouse is a spirit-based alcoholic ginger beer blending a splash of whisky with ginger and citrus. The 4% abv drink is available in 500ml bottles (rsp £2.20) as well as on draught in selected outlets – a first for the category. A bespoke Ginger Grouse tankard has also been created to reflect the brand’s style. Ginger Grouse has signed a threeyear deal as The Spirit of Scottish Rugby and the brand is backed by a £4m marketing campaign. “The success of the Scottish launch is hugely encouraging, and justifies the significant investment that we’ve placed behind our biggest marketing campaign for a Grouse brand to date,” said marketing controller Johna Penman. The UK roll-out will target 2,000 retail stores plus 4,500 on-trade outlets. Tel: Maxxium UK (01786) 430500.
Hot pot KEPAK CONVENIENCE FOODS – The chilled snack supplier is introducing a ‘real meat, lads’ noodle pot’ to the Rustlers range with the launch of Rustlers Noodle Pot Snacks. Available in chicken & mushroom and oriental pork variants, each 300g pack (rsp £1.99) comes with a fork and can be microwaved in two minutes. Tel: Kepak Convenience Foods (01772) 688300.
SCANDINAVIAN TOBACCO GROUP – The company has introduced the lowest price point yet for its Salsa brand with a new £3.15 price-marked pack, positioning it as ‘the cheapest roll-yourown (RYO) product on the market, gram for gram’. The new line is available in a half outer of 5 x 12.5g packs. Head of marketing Alan Graham said: “Price-marked packs are becoming a more trusted way of delivering visible value for money as customers feel reassured that the pricing is backed by the manufacturer.” The value RYO segment is ‘going from strength to strength’ with its volume growth outperforming that of the overall RYO market. Tel: STG (0208) 731 3400.
Fab flavours BURTON’S BISCUIT COMPANY – The Cadbury sweet biscuits brand is launching two new Cadbury Fabulous Fingers flavours – honeycomb and praline – with a £1.2m marketing drive. Chief marketing officer Stuart Wilson said: “Honeycomb and praline are both distinctive flavours, broadening the appeal of a product that attracts consumers to the biscuit fixture by providing a totally new treat experience in indulgent snacking.” Cadbury Fabulous Fingers combine an outer layer of Cadbury milk chocolate with an inner layer of white chocolate, wrapped around a biscuit finger. The Cadbury sweet biscuits brand is now worth £100m (AC Nielsen MAT 2 February 2013). Cadbury Fabulous Fingers is the first sub-brand of the £43m Cadbury Fingers brand which is number three in total chocolate biscuits (IRI, MAT September 2012), and consumed by over one-third of UK households (Kantar, 52 w/e 28 October 2012). Tel: Burton’s Biscuit Company (01727) 899700.
• Cash & Carry Management • April 2013
Ice cream trio MARS ICE CREAM – Mars Ice Cream is building on the success of its core ice cream and chocolate brands by launching three new products: Mars and Snickers Mini multipacks of 10 (rsp £3.49), Galaxy Almond Singles (rsp £1.45) and Mars Chocolate Core (rsp £1.45). Galaxy Almond is covered in Galaxy chocolate and topped with nuts. Mars Chocolate Core is an ‘indulgent’ take on the classic Mars Ice Cream with a dark chocolate centre. It will be available in a six-pack multipack for a limited time only throughout the summer of 2013. Senior brand manager James Hay comments: “With the days getting longer, more consumers will be looking to enjoy ice cream. Mars Ice Cream offers consumer favourites in both single and multipack formats, appealing to both the impulsive nature of ice cream bar purchases and the growing inhome sharing trend. We are particularly excited about our new innovation this year.” Tel: Mars Ice Cream (01753) 550055.
Snack launch WALKERS – A new flavoured nut snack called TigerNuts is set to be the biggest ever nut launch from the snack food company. Available in sweet chilli and smoky bacon flavours and double-coated for a crispy texture, the peanuts have a distinctive tiger patterned shell and come in 40g on-the-go bags (rsp 69p) for ‘anytime snacking’. Business development manager Rosie Bennett-Rees said: “Customers are looking for something different and as a well-loved brand, Walkers is perfectly positioned to bring more adventure to the nut category.” The launch will be supported by national press, digital, radio and instore activation. Tel: Walkers (0118) 930 6666.
products & promotions Return to TV
PREMIER FOODS – Ambrosia Custard has returned to television screens for the first time in over 10 years. The TV advertising launched in March with a £3m spend and shows Ambrosia in a range of everyday and surprising scenarios with the tagline: ‘Ambrosia. This is pudding’. Brand director of Ambrosia Paul Watmore said: “This TV campaign is just the first activity in what will be an exciting year for Ambrosia, with the launch of a multi-million pound advertising campaign and the launch of exciting new products.” Tel: Premier Foods (01727) 815850.
GLAXOSMITHKLINE – The maker of Lucozade Sport is launching a new sports drink through its partnership with Formula 1’s Vodafone McLaren Mercedes team. Champions’ Choice is a blend of glucose and electrolytes for ‘improved physical performance’, with added caffeine for mental performance, combining the benefits of hydration and fuel during sport. The new sports drink is available in mango & passion fruit and lemon & lime and will be supported by a £1m marketing investment. Brand director Simon Freedman said: “As category leaders we are continuing to educate and excite sports participants on the benefits of sports drinks versus water.” Available in 500ml bottles at an rsp of £1.39, Champions’ Choice debuts in a premium limited-edition silver bottle, with the mango & passion fruit variant featuring an image of Jenson Button. Tel: GlaxoSmithKline 020-8047 5000.
Exotic flavours GLAXOSMITHKLINE – Ribena is introducing two new tropical flavours: mango & lime and pineapple & passion fruit. With a £1.2m marketing investment behind the launch, John Price, senior brand manager for Ribena, said: “The latest new tropical flavours from Ribena offer real flavour excitement to consumers. In the last 12 weeks, juice drinks with mango and/or pineapple flavours drove 48.2% growth of the total juice drinks category (Nielsen Scantrack, juice drinks total coverage, 12 w/e 5/1/13) and we are confident that the two new Ribena flavours will be a huge hit with consumers and accelerate growth for customers.” The 500ml readyto-drink (RTD) variants will enable impulse retailers to harness the sales opportunity presented by the exotic flavour sector which is growing at 20% (Kantar: 52 w/e data). Available in a 99p price-marked pack as well as standard packs, the new flavours will debut in bright orange and yellow bottles to help deliver maximum standout. Tel: GlaxoSmithKline 020-8047 5000.
Lofty wines ACCOLADE WINES – A new Californian wine, Geyser Peak, is set to launch into international markets with an extended range and enhanced packaging reflecting its rich heritage. A new varietal tier, comprising a Merlot, Chardonnay and Sauvignon Blanc, will be available in international markets from July. Three additional varietal wines, a Pinot Noir, Cabernet Sauvignon and Pinot Grigio, will complete the range in January 2014. In addition, two new higher tiers will launch in 2014. Ondine Chattan, director of winemaking at Geyser Peak, said this was the first time it had specifically changed the style of its varietal wine range to suit a particular export market. The varietals range will be available in World Duty Free from April, with an rsp of £8.99 for a 75cl bottle. Tel: Accolade Wines (01483) 690000.
Relaunch BACARDI BROWN-FORMAN BRANDS – Southern Comfort will once again be encouraging the nation to own ‘Whatever’s Comfortable’, with the return of its popular TV advert. The advert’s aim is to inspire the ‘awesome attitude’ of people who are completely comfortable with themselves. Launched last year, the campaign was the brand’s most significant marketing spend to date and it will receive 46% more investment for 2013/2014 to increase awareness and drive purchase during the summer months. Tel: Bacardi Brown-Forman Brands (01962) 762100.
Going for gold BRITVIC – The soft drinks manufacturer is introducing its latest J2O limited edition, J2O Pear Gold, in time for summer. The flavour combination of pear and guava aims to provide consumers with a refreshing soft drink alternative to cider. J2O Pear Gold is available now to both the on and the offtrade and will come in a four-pack glass format for the grocery and convenience channels. The J2O Pear Gold style will benefit from increased awareness driven by the overall 2013 multimedia brand marketing campaign, which positions the core brand as being at the heart of ‘Adult Get Togethers’. Tel: Britvic (01217) 111102.
Cash & Carry Management
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BA O 20 N C M T K A V RC
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*Kantar Worldpanel 23.12.12. † GfK NOP, August 2012.
April 2013 issue