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SPOTLIGHT: ANDY NEEDHAM, OWNER OF MORRIS & SON

THE BUSINESS MAGAZINE FOR CASH & CARRY/DELIVERED WHOLESALERS

Unitas ‘Brand Box’ NPD scheme will use picture portal to show compliance

CORONAVIRUS CRISIS

Wholesalers collaborate to help customers, the public and one another CATEGORY INSIGHT

4Hot Beverages 4Big Night In 4Confectionery 4Flavoured Milk

APRIL 2020


Contents

April 2020

This month don don’’t miss... 07

Parfetts moves to 24/7 operation and pays staff bonuses early.

09

Thomas Ridley increases focus on online ordering and click & collect.

12

Nadeem Azam is voted Bestway’s Unsung Hero by his peers.

ESSENTIALS 05 06 23

24

Editor’s Comment Industry News Products & Promotions

FEATURES 12

Bestway Performance Awards The hard work and commitment of Bestway and Batleys employees are recognised at a special dinner.

14

Interview Unitas managing director Darren Goldney looks back at the past year and outlines his plans for growth.

24

Spotlight Andy Needham, owner and MD of Morris & Son, which has depots in Barnsley and Stockport.

CATEGORY INSIGHT 25

Andy Needham takes a well-earned break from his busy working life as managing director of Morris & Son and director of Approved Food.

23

14

Product of the month

Hot Beverages British consumers are becoming ever more discerning in their demands for a brew.

30 34 36

Flavoured Milk Big Night In Confectionery Innovation remains a key sales driver in confectionery, and suppliers are responding with NPD to meet consumer preferences.

An effective way to get NPD into stores is unveiled by Unitas.

A new tropical flavour from Nichols’ Levi Roots brand.

www.cashandcarrymanagement.co.uk

April 2020

03


[ EDITOR’S COMMENT ]

Permanent changes?

T

hose of you reading this from a fortified location where the Coronavirus cannot strike should be aware that I, too, am staying indoors, writing this earlier than usual while the bug is still at bay. With the situation constantly changing, when you read these pearls of wisdom it is likely that anything I have written here will have been overtaken by events. It is to be hoped that at that stage there will be some glimmer of hope that the pandemic is showing signs of abating. It won’t come too soon for the UK and for the rest of the world struck down by the contagion. While cash & carries and delivered wholesalers have been doing their best to continue as normal, the situation is as abnormal as it could possibly be. Some foodservice and licensed wholesalers are facing an uncertain future with the enforced temporary closure of many of their customers’ businesses, such as pubs and restaurants. Some are targeting alternative customer bases, including the public, and others have been able to utilise our own free online service to advertise surplus stock. Meanwhile, hard-pressed independent retailers have – like consumers – been finding denuded shelves for some products, particularly toilet rolls. My local CTN retailer, who shops at a Booker branch, confirmed that he has been forced to look elsewhere for

Unitas ‘Brand Box’ NPD scheme will use picture portal to show compliance

CORONAVIRUS CRISIS

Mervyn Gilbert News Editor

NEVER MISS AN ISSUE...

SPOTLIGHT: ANDY NEEDHAM, OWNER OF MORRIS & SON

THE BUSINESS MAGAZINE FOR CASH & CARRY/DELIVERED WHOLESALERS

certain goods. When he switched to the nearest Costco, he was confronted with queues round the building, so he set off elsewhere. He finally found much of what he needed, but not everything. A distant relation, who is employed by Warburtons, has been working his socks off – as have his colleagues – to keep all sectors of the trade fully supplied with the staff of life. These are scenarios that are being played out wherever you look. C&C operators and delivered wholesalers have been communicating with customers online and in-store, frequently updating them on the evolving situation. Some, like JJ Food Service, are encouraging, and experiencing, a sharp switch to payments online so that staff do not have to handle money that has passed through several hands. Confex has set up a division that enables member wholesalers to diversify into new product areas in the frozen, chilled and ambient sectors. Could changes enforced by the Coronavirus lead to a greater switch in purchasing long-term, with customers being less inclined to come into contact with others on C&C visits and ever more preferring delivery drivers to drop off their order?

APRIL 2020

Cash & Carry Management is free to cash & carry and delivered wholesale directors, buyers and managers. The magazine is available to other subscribers for just £65 a year or £6 per copy. Overseas yearly subscriptions are priced at £95. Back issues dating back to 2011 are available online.

Wholesalers collaborate to help customers, the public and one another CATEGORY INSIGHT

4Hot Beverages 4Big Night In 4Confectionery 4Flavoured Milk

Email mail.winlove@btconnect.com or call (01342) 712100 for more information.

Address Winlove Publications Ltd PO Box 366 East Grinstead RH19 4ZE Tel (01342) 712100 Email mail.winlove@btconnect.com Publisher Winlove Publications Ltd EDITORIAL Managing Editor Kirsti Sharratt News Editor Mervyn Gilbert Deputy Editor Siobhan Kielty ADVERTISING AND MARKETING Publishing Director Martin Lovell Media Sales Manager Clare Phillips 4,448 July 2018 – June 2019 Audit Bureau of Circulations Printed by Bishops Printers ISSN 1352-254X All media rates, feature lists and deadlines can be accessed online by visiting: cashandcarrymanagement.co.uk

THREE WAYS TO GET INVOLVED THIS MONTH 1. ONLINE Catch up on all the latest news via our website, including developments from wholesalers and suppliers, and view our current online magazine edition, as well as back issues. cashandcarrymanagement.co.uk cashandcarrymanag ement.co.uk

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3. TWITTER Follow us to receive breaking news, plus live updates from industry conferences. @CandCManag @CandCM anagement ement

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April 2020

05


[ INDUSTRY NEWS ]

Volume pressure Glasgow-based wholesaler JW Filshill has been working closely with suppliers to ensure availability is being maintained, although achieving the necessary levels has been “challenging”, reported Craig Brown, retail sales director.

Craig Brown: ‘Challenging.’

He added: “The main pressure has been volume. There have been replenishment issues and it’s fair to say that everyone is struggling to keep up with demand.” Working with suppliers, Filshill is making deliveries to its 185 KeyStore outlets, delivered customers, key accounts and through its click & collect service at the Hillington depot, where a 50 case cap has been imposed. “We’re not accepting any new accounts,” Brown added, “and we have put restrictions on orders via the website and app – again to allow everyone to get what they need.” Retailers are being kept informed of changes to delivery times, and ‘sneeze screens’ have been provided for KeyStore outlets. a JW Filshill 0141-883 7071

Wholesale ‘under-performance’ Faced with ‘a tough trading environment’ in the wholesale sector, Bestway Group’s pre-tax profit fell by 20% to £227.7 million (from £283.5 million) in the year to 30 June. Turnover, however, rose by 7% from £3.2 billion to £3.4 billion. The major division, Bestway Wholesale, lifted sales from £2.1 billion to £2.3 billion, but the EBITDA figure (earnings before interest, tax, depreciation and amortization), was largely influenced by absorption of a raft of retail businesses, resulting in a dip from £39 million to £31 million – the third year running the total

has dropped. Cash & Carry Management requested the profit and like-for-like sales figures for Bestway Wholesale, but the company declined to give these figures until the accounts are published. Group chief executive Lord Zameer Choudrey highlighted the ‘under-performance’ by Bestway Wholesale and by the cement business

as well as integration of the retail concerns. He commented: “Market conditions in the wholesale sector are continuously under pressure from the grocery multiples. “While this has traditionally been in the convenience retail space, it has now broadened and intensified with Tesco (now linked with Booker), Morrisons and Asda all entering the wholesale market.” In the catering sector, company sales rose by 2.5% to £162 million, with online customers growing from 62,000 to 81,000. a Bestway Group 020-8453 1234

SPAR shops triple sales SPAR shopkeepers, of which there are around 2,600 in the UK, have seen sales of food treble despite the severity of the Coronavirus situation, said the group’s managing director Louise Hoste. In this respect she heaped praise on the five participating wholesalers: Henderson Group, CJ Lang & Son, James Hall & Co, AF Blakemore and Appleby Westward. Hoste reported that there have been volume rises of up to 200% in ambient, fresh and frozen food and that staff have been working long hours to meet the demand. “Our SPAR stores are open, the shelves are

Helping to keep the shelves stocked.

stocked and we are meeting demand,” she said. “We urge the general public to shop local, little and often. We have a very good supply of food, drink and non-food essentials, as long as people do not panic buy. We can continue to meet the

needs of local communities. “The future of independent retailing and wholesaling is in our hands and every one of our wholesalers is fully committed to providing every store it supplies with the best service.” a SPAR UK 020-8426 3700

Hancocks C&Cs closed until further notice The 19 C&C branches of Hancocks closed on 29 March until it is deemed safe to reopen. Before it shut the doors, 06

April 2020

the confectionery specialist encouraged its customers to stock up using its click & collect service, which involves a “contactless

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pick-up” from the C&C. The company is still offering deliveries through www.hancocks.co.uk. Temporarily, the minimum

spend has been lowered to £35 while the minimum free delivery threshold has been reduced to £250. a Hancocks (0800) 319 6951


[ INDUSTRY NEWS ]

Delivering to the vulnerable What bad Bidfood and Brakes have joined forces to support a government initiative to ensure that vital food supplies reach the most vulnerable people during the Coronavirus crisis. The two companies are working together to deliver weekly care packages to the doorsteps of people at high risk from the virus who are unable to get easy access to food at this challenging time. In a joint statement, the CEOs of Brakes and Bidfood, Hugo Mahoney and Andrew Selley, said: “Moving at record pace, we have worked with government departments to create a service capable of reaching every corner of England

through our national depot networks. Our securitychecked, professional delivery drivers are hugely motivated and proud to be playing their part in serving their local communities in this fantastic endeavour.” This initiative followed the foodservice firms’ secondment by food ministry DEFRA to extend their services to the public while the pandemic is at its height. When Cash & Carry Management telephoned the

Harlow, Essex, branch of Bidfood we were told by the receptionist: “We have begun a service direct to householders with a minimum order charge of £100. We are evaluating the situation as we go along. “We also have a click & collect service available for those who register with us.” At Brakes a spokeswoman for the company (whose Ashford, Kent, office has been temporarily closed) said: “Our Reading and Portbury depots are offering a click & collect service to the public.” She understood the minimum order to be £100. a Bidfood (01494) 555900 a Brakes (0345) 606 9090

timing!

The Scottish Wholesale Association has welcomed deferment of Scotland’s deposit return scheme (DRS) from April 2021 to July 2022. But it has questioned the timing of the announcement amid the COVID-19 crisis. Cabinet Secretary for the Environment, Climate Change and Land Reform Rosanna Cunningham MSP said: “Extending the ‘go live’ date will give businesses more time to prepare their premises for the scheme and crucially provides flexibility in the immediate term as the whole country prepares to deal with COVID-19.”

Parfetts working round the clock Employee-owned Parfetts has moved its operation on to a 24/7 footing while keeping its standard opening hours at its seven depots. It has also recruited more people to cope with demand and absence through sickness and selfisolation. Field-based staff and some from the Stockport HQ have been deployed at branches to restock shelves and complete picking duties. The company is carrying out deep cleaning at its sites and is “rigorously” adhering to government guidelines.

Joint managing director Greg Suszczenia said: “I couldn’t be prouder of our colleagues and how the company has reacted. “The most important thing for me right now is that our suppliers meet this change in demand and do not prioritise bigger customers.

For me, it’s the reverse. “We are urging our retailers to maintain their standard pricing structure.” the To recognise “extraordinary efforts” by staff at the present time, Parfetts brought forward the payment of its annual bonus from July to 9 April and did so at what it describes as “the maximum level”. Sales excluding cigarettes in the week to 21 March were exactly double the figure for the same period last year. a Parfetts 0161-429 0429

Drink firm’s warning Coronavirus will have “a material effect” on annual results for C&C Group, the Dublin-based drinks distributor which includes Matthew

Clark and Bibendum. A spokesperson said: “While we are unable to accurately quantify the expected impact on our trading performance

at this stage (20 March) we expect a material reduction to our prior expectations.” a C&C Group (003531) 506 3900

Colin Smith: ‘Critical time.’

SWA chief executive Colin Smith said: “Our members and their customers are working round the clock to cope with the challenges presented by the most serious health and economic crisis since the Second World War. “At this critical time, when retailers and hospitality businesses are facing considerable uncertainty over the future viability of their businesses and are trying to do their best for their customers and staff, it seems strange the Scottish Government would choose now to publish the regulations.” The DRS scheme will include PET and glass bottles, and aluminium and steel cans. A 20p deposit will be applied each time one is sold. a SWA 0131-556 8753

www.cashandcarrymanagement.co.uk

April 2020

07


[ INDUSTRY NEWS ]

Iannotti Bros closes Iannotti Bros, established 51 years ago and operating as a cash & carry and delivered wholesaler in Ayr, has closed. The company. with a turnover of £3.5 million and a staff of six, was in the same family ownership since being founded by four brothers. In recent years it has been under the control of MD Roberto Iannotti, 57.

He told Cash & Carry Management: “The building is now being rented by an engineering company. “We accept that the trade is no longer a viable proposition for small independent wholesalers like us. It’s a symptom of the market.” Iannotti was critical of the way his company had been treated by suppliers, highlighting one that had suspended deliveries “because we didn’t meet their size criteria. We were simply informed by email, not even a telephone call”. He added: “Outside of this business, we have a fish & chip shop in Ayr, which we will continue to run.” The C&C/wholesaler, which traded in confectionery, soft drinks, biscuits and cereals, was a longstanding member of Sugro, whose managing director Neil Turton (see page 10) is staying with the group longer than planned due to the coronavirus situation. a Iannotti Bros (01292) 265110 08

April 2020

Redistribution effort Confex is helping with the redistribution of food in the UK during the Coronavirus outbreak. MD Tom Gittins said that foodservice wholesalers were holding stock that would potentially go out of date. They needed to sell this quickly to survive. He added that retail wholesalers might be running out of stock, unable to purchase the quantities they need from suppliers. He commented: “In an effort to bring wholesale together during this crisis, Confex has decided to open out its wholesaler marketplace to all wholesalers across the UK. “There are no costs, no fees and no commission, with wholesalers able to buy, sell and hold wholesaler discussion in an online environment.” Those who want to avail themselves of this service should go to www.confex. ltd.uk/marketplace. Gittins added: “Wholesalers are experiencing

diametric fortunes since the foodservice wholesaler, start of the outbreak. Those many of our vehicles are selling to retail are experiencparked up right now while ing unprecedented demand food retailers can’t keep up due to panic buying and they with the surge in demand. cannot keep enough stock to “There is enough food in satiate consumer demand. the supply chain for every“On the other side of the one if we can co-ordinate the coin, foodservice wholeredistribution. salers have lost up to 95% of “We hope that the wholetheir customers as cafés, saler marketplace can go pubs and restaurants close some way to helping with their doors during this.’’ the shutdown. Dunsters Farm, founded in 1963, “Confex memdistributes food to bers felt that they schools, universiwanted to help ties, hospitals, save our industry.” other wholesalers Tom Mathew, and delicatessens Confex board member and com- Tom Mathew: ‘We across the north hope the wholeof England. mercial director of saler marketplace a Confex (01608) Dunsters Farm, in can help.’ 652333 Bury, said: “As a

Diversity under the spotlight Russell hosted a Q&A panel service Caoire Blakemore, The first ‘Women in with head of trading Jo and group marketing direcBlakemore’ event saw a Wrate, retail area manager tor Sarah Ellis. batch of speakers highlight Managing director of Ruth Mutton, HR officer the importance of diversity wholesale distribution James Ramandeep Kaur and wareand the company’s empathy house manager Chloe towards all under-repreBall. sented groups. Group commercial Over 170 delegates – MD Jerry Marwood male and female – from concluded the event across all areas of the by saying: “We need business, heard how to create opportunities important diversity is to attract new talent culturally and commerby being more flexicially. ble. In the future I see Blakemore speakers a more diverse AFB.” included group HR and a AF Blakemore & Son strategy director Ian Q&A with leading women from Blakemore. (01902) 366066 Diment, head of food-

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[ INDUSTRY NEWS ]

Liverpool team at the top Three chefs from the City of Liverpool College won the final of the Country Range Group Student Chef Challenge. The competition, run in conjunction with the Craft Guild of Chefs, was held at the Hospitality, Restaurant and Catering Show last month. The winning trio were Chi-Hin Cheung, Talent Sibindi and Beth DisleyJones, under the tutelage of lecturer Ian Jaundoo. The competition required entrants to focus on classic techniques and skills to make the most of ingredients, while reducing food waste. After advancing through to the grand final, the

All smiles after the announcement.

Liverpool team competed against nine others from colleges in the UK and Ireland. The winning menu was: Filets de Sole Bretonne with Beurre Blanc Sauce, Vegetable Julienne, Turned Mushroom and Lace Tuile, followed by Cajun Spiced Pork Medallion with Savoy

Bestway Retail managing director Adam Burnett said: “Our strategic partnership with APS Group has provided us with valuable

Bury St Edmunds foodservice wholesaler Thomas Ridley has increased resources behind its online ordering and click & collect services. Ecommerce director Darren Osborn said: “Our service is open to all. You do not need an account to order on our website.

Milanaise, Pork and Apple Croquette, Buttered Mash and Robert Sauce and dessert of Lemon Tart with Sesame Sable, Italian Meringue, Lemon Gel and Raspberry FoamChi-Hin Cheung. a Country Range Group (0845) 209 3777

Bestway marketing arrangement The retail arm of Bestway, which includes Bargain Booze, Select Convenience and Wine Rack outlets, is working with marketing services provider APS Group to create an ‘end-to-end’ marketing and print services solution. The two-year contract will also make use of an on-site creative services team and is aimed at greater efficiency producing point-of-sale material.

Increased resources

insight into how we can improve our service to franchised and company-owned stores. “They are just as focused on getting it right first time and on time as we are and they have quickly become an invaluable extension to our team.” Bestway Retail has more than 800 companyowned and franchised stores. a Bestway 020-8453 1234

“People can choose the click & collect option at checkout to collect items from our warehouse. Alternatively, we use a courier service for customers further afield. “We are experiencing a surge in demand, especially from non-trade customers: families, people who are selfisolating and anyone who is trying to get groceries. “We have put more resource into our operations to help to meet the demand.” a Thomas Ridley & Son (01359) 270536

‘Pay online’ JJ tells customers JJ Food Service has been encouraging businesses to order and pay online to minimise social interaction and reduce cash handling as record numbers of shoppers visit branches to buy household essentials in bulk. During the 13-15 March

weekend, customer numbers more than doubled. Head of operations Sedat Kaan Hendekli said that the sharp increase created extensive queues and a fivefold increase in demand for some products. “Ordering and paying

online reduces the need to wait around. Customers can be in and out of a branch much faster, helping to minimise risk,” he explained. Cash payments at the 11 JJ Food Service branches are already in decline, following the launch of Pay

Online by Card promotions last year, which have seen the level of cash transactions drop by 40%. This scheme is being extended until the end of the year. a JJ Food Service (01992) 701701

www.cashandcarrymanagement.co.uk

April 2020

09


[ INDUSTRY NEWS ]

Turton not going yet Neil Turton, who recently resigned as Sugro managing director (Cash & Carry Management: February) and who was due to leave at the beginning of May, is staying with the group longer than planned due to the Coronavirus situation. Efforts by the Nantwich, Cheshire, concern to find a successor have been put on hold. Turton, who has occupied the Sugro post for 18 months, previously worked for Nisa, where he was group CEO. He also had senior roles at the Co-op, HIM International and the My Local store chain. a Sugro UK (01270) 628728

Extra staff Musgrave Group in Ireland held a recruitment day for additional workers in its distribution and retail (SuperValu, Centra and Daybreak) divisions to cope with increased demand for food during the Coronavirus epidemic. a Musgrave Group 0035321-4522100

NW businesses combine Blackburn-based Provider Cash & Carry has been sold to Supreme Ltd, of Manchester, for an undisclosed sum. Formed in 2001 by Andrew and Carol Cockburn, Provider sells toiletries, household goods, over-thecounter medicines, healthcare lines, health & beauty products, paper goods, confectionery, drinks and petfood. The company also offers one-off deals, end of lines and short-dated food. In recent years it has established an export arm. Supreme, whose premises are around 25 miles from

Provider’s, claims to be the country’s leading domestic battery distributor. It also handles sales of 88 Vape, claimed to be the UK’s leading vaping brand. Like Provider, it also sells medicines, healthcare lines, hair & beauty products, dental items and paper goods. Supreme’s commercial director Andrew Beaumont told Cash & Carry Management: “We will be retaining

Provider under that name but will probably delete cash & carry from its title because it is really a distribution company. “Our business has a turnover of £108 million worldwide, of which 70% to 80% is in the UK.” The Cockburns said: “We knew that now was the right time to pursue other business opportunities.” a Supreme Ltd 0161-872 5151

Impulse guidance for retailers Unitas Wholesale has launched the first in its series of Plan for Profit category guides for 2020, focusing on the core range for the key impulse sectors. It features the major lines that retailers are advised to stock in order to maximise sales and profits within impulse. For those who have the space to stock a wider variety,

an extended list and larger planograms can be seen at www.planforprofit.co.uk or on the Plan for Profit app. The guide, including confectionery, sweet snacking,

crisps & snacks and soft drinks, has been compiled using information from suppliers, industry experts and member wholesalers. A non-food and chill & freeze edition of the booklet will be released in the summer followed by one for the licensed & tobacco sector in late autumn. a Unitas Wholesale (01302) 249909

More than £700,000 for those in need More than 160 companies from throughout the industry attended last month’s GroceryAid Ball, raising around £712,000 for the charity, including £250,000 from a silent auction. Charles Wilson, Booker CEO and GroceryAid president, told guests: “Last year we helped over 15,700 people through the helpline, from factories, wholesale, retail – 10

April 2020

all parts of our grocery trade. “We recently made awards to many companies

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in attendance tonight. With 49 gold, 35 silver and 52 bronze trophies, a huge

thanks and congratulations go to all award winners.” GroceryAid then went on to show a case study, entitled Martin’s Story. The charity’s chief executive Steve Barnes commented: “We did something tonight that we have never done before – one of our beneficiaries told his story in front of over 1,000 industry colleagues.” a GroceryAid (01252) 875925


[ BESTWAY PERFORMANCE AWARDS ]

‘Colleagues are biggest asset’ Recognised by their peers, the winners of the Bestway Performance Awards came from the length and breadth of GB to be honoured for their achievements at a special ceremony.

T

he hard work and commitment of employees throughout Bestway Wholesale’s business were recognised last month at the Bestway Performance Awards. The awards were judged by fellow employees (excluding senior management). All winners were given a trophy, with employee winners also receiving a one-off bonus. There were also three accolades for suppliers. At the event, which was held at the Marriott Grosvenor Square Hotel, London, managing director Dawood Pervez said: “We have more than 4,000 colleagues across over 60 sites who continue to work hard to support our customers. Our colleagues are our biggest asset, and this was the greatest way to publicly celebrate each of them.” Among the winners were Parvez Choudhary of the Tottenham branch, who took the title ‘Depot Manager of the Year’. He was praised for focusing on ‘people development and exemplary store standards, resulting in a strong financial performance’. Also celebrating was senior finance manager Charlotte John, who won ‘Head Office Colleague of the Year’ – she has worked for Bestway for 25 years and was described as an ‘excellent people manager, who always delivers on her promCCM ises and gets problems solved’.

Roll of honour Hub Depot of the Year Batleys Southampton Collect Depot of the Year Bestway Team Valley Depot Manager of the Year Parvez Choudhary, Bestway Tottenham Head Office Colleague of the Year Charlotte John, senior finance manager Depot Colleague of the Year (North West) Chris Cox, delivery team leader, Darwen

12

April 2020

Head Office Colleague of the Year Charlotte John with Bestway MD Dawood Pervez.

Depot Manager of the Year Parvez Choudhary of the Tottenham branch with Dawood Pervez.

Robbie Reid of Bestway Team Valley is presented with the Collect Depot of the Year award.

Glenn Underwood of Batleys Southampton collects the Hub Depot of the Year award.

Depot Colleague of the Year (North) Aftab Mohammed, operations manager, Batleys Sher Glasgow Depot Colleague of the Year (London) Gaurav Brahmbhatt, operations manager, Croydon Depot Colleague of the Year (Midlands) Sajja Amer, operations manager, Oldbury Depot Colleague of the Year (South) Selwyn Bruton, delivery driver, Swansea Unsung Hero Nadeem Azam, operations manager, Birmingham

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Retail & Pets Salesperson of the Year Kevin McLelland, best-one business development manager, Scotland Catering & Telesales Salesperson of the Year Rob Walne, catering sales manager, Birmingham Bestway Vans Direct Customer Sales Representative of the Year Kevin Watts, Barking Most Improved Supplier Budweiser Brewing Group UK&I Most Innovative Supplier Mondelez International Supplier of the Year Coca-Cola European Partners


THE ORIGINAL ROSÉ BEST SOLD CHILLED Perfect for any occasion. Lightly sparkling with refreshing hints of red fruits. LOO FOR K OUT NEW THE CAS E!

Available in 187ml and 750ml bottle formats.


[ INTERVIEW ]

Time to pull together Unitas MD Darren Goldney (above) talks to Cash & Carry Management’s managing editor Kirsti Sharratt about the group’s first full financial year and the impact of COVID-19.

T

he evening before Unitas’s trade show was due to start, Cash & Carry Management spoke to the group’s managing director Darren Goldney about having to cancel the event and the actions being taken to support members, both in relation to the Coronavirus outbreak and more generally.

As the Coronavirus situation worsens, how are you assisting your wholesaler members and their customers? For our 172 wholesaler members, we are recommending that they follow government advice in terms of hygiene and trading. We are also pushing for grants for wholesalers. The interest-free loans (as of end of March) still appear inaccessible to wholesalers who, for generations, have worked to create an asset value that may preclude these loans and force a situation where they can borrow but at commercial rate and with no 14

April 2020

guarantee of debts to them being paid in the future. If the Government underwrites the debts, suppliers can extend credit in confidence. For our wholesaler members’ retail customers, we have put together a briefing document, advising them to make sure they signpost their services, range and availability – particularly of cleaning products, dry packaged groceries, etc – through Facebook, social media and consumer leaflets. We have also produced posters giving consumer advice for the retailers to display in store, and we are reminding them that consumers want to see good hygiene standards put into practice, such as regular cleaning of the surfaces of ATMs. A lot of these retail stores serve some of the most vulnerable people in society, who perhaps don’t have the money to panic-buy even if they wanted to. Therefore we don’t want the retailer or the consumer to see any sudden

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inflation in pricing – which is a risk in times of shortage – so we are continuing to work with suppliers to ensure that we offer value in the form of businessto-business and business-to-consumer promotions. A big worry of our wholesaler members and their customers is whether the multiple retailers will be given priority by suppliers. I am sharing stories of how independent retailers are going the extra mile to serve consumers, just to make sure our supplier partners understand that it might be an easy solution to send a full trunker to a multiple retailer’s warehouse but it might not be the best solution for getting product to the most needy. For example, there was a report in The Independent about a Day-Today Express in Stenhousemuir giving people over the age of 65 in the local community free face-masks, antibacterial hand gel and cleaning wipes.


THANK YOU... ...to all the delivery drivers, pickers, goods-in staff, forklift operators, shopfloor staff, admin staff, telesales teams, sales development reps, supervisors, managers and directors keeping the wheels of the wholesale food & drink trade turning during these challenging times. You are appreciated! If you have any surplus stock you want to sell, or have job vacancies, you can highlight these free of charge on our website: www.cashandcarrymanagement.co.uk. This free service has already resulted in several wholesalers being able to sell off some of their excess stock.

For more information, call (01342) 712100 or contact mail.winlove@btconnect.com www.cashandcarrymanagement.co.uk

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[ INTERVIEW ] How are you helping your foodservice and on-trade members? While some of our members service different types of customers and have seen a pendulum effect from foodservice/ on-trade to retail sales, wholesalers who are primarily focused on foodservice/ on-trade are feeling extreme pressure. For example, one of our members services cruise liners and obviously that’s not a great business to be in at the moment, so we are trying to operate as a conduit, connecting members that are over-stocked to those that are understocked. It could be that one foodservice specialist services pubs and restaurants and has had a big decline in trade while another foodservice specialist services care homes and hasn’t been hit as badly. There is obviously a very healthy secondary wholesale network between members anyway, but we are in exceptional times, so we are even beginning to talk about how wholesalers might share products across channel boundaries – perhaps products for foodservice being turned into consumer-facing products for retail where legally labelled appropriately. How much of a hit is Unitas taking by not being able to hold the trade show? Our two big events – the trade show and the conference – are not profit generators. Staging the trade show is a big investment, but we tried to replicate the benefits and give suppliers a return on investment by holding a virtual trade show. Members could shop the deals

• Our

central services, whereby we negotiate a group rate on around 50 items such as credit card charges, fuel, uniforms, banking charges and electricity, have saved our members and their retail customers £750,000 in the past year. Around 70 of our members now take advantage of these central services – up from 50 last year.

• Unitas costs less to run than Today’s

Around 115 members are now using the promotional compliance tool.

they would have been offered at the event; we asked them to keep the two days free to talk to the suppliers. You were going to deliver a progress report at the trade show. What are the key points you were going to highlight? We sent members and suppliers a virtual presentation with voiced commentary, which covered these key points: Our supplier partners reported an aggregated 4% sales increase (excluding tobacco) in 2019, and we have 330 supplier agreements (business plans) in place to drive growth.

Independent retailers are going the extra mile to serve their customers.

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and Landmark separately, as we now have one office instead of two, and the money saved has been reinvested back into the membership against criteria like promotional execution and participation in our data programme. For example, around 115 of our members with 130 depots are now using the Picture Portal tool to prove promotional compliance. This compares to 50 members with 80 depots when the scheme first started in April. For every depot that these members have, if they execute a promotion on day one to the right level, they earn a payment from the centre for each promotional cycle.

More than 80 wholesaler member depots are now involved in the Plan for Profit core range programme, and they have generated over 90% compliance. In turn, more than 9,000 independent retailers are engaging with Plan for Profit across web and app.

Around 4,000 retail stores (symbol and retail club) now participate in the Unitas retail promotional programme. When will Brand Box, the NPD programme giving suppliers access to 1,000 stores at launch, start and what will it involve? It will start in May. It offers a low-cost and effective way for suppliers to get their NPD into our symbol group stores (Today’s, Lifestyle and Day-Today). They will send free stock to a pick-up point, and we will split the cases, put the products into the retail stores, and use Picture Portal to show compliance. The third-party field sales force that we use will manage that process initially, but the long-term aim would be for the retailers themselves to use the Picture Portal. The benefit to our wholesaler members is that the retailers will use them to replenish their stock.


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[ INTERVIEW ] Meanwhile, the members want suppliers to recognise the valuable role they play, and they feel that the levels of investment shouldn’t be predicated on too much conditionality. The sweet spot for Unitas is for the members to be proactive in order to access the best investment level, and for the suppliers to acknowledge the progress being made (although they would like even more) and encourage us on the journey.

The Brand Box idea could also work really well in foodservice outlets such as cafés, so we will consider rolling out the initiative once it is established in retail. Are you pleased with the response you have been getting from suppliers to the work you have been doing? I’m really pleased overall. I think suppliers would commend us on the work we have done on Picture Portal; I think they would say we are making a much better job of having a chunky data service – we are offering insight on over £1 billion of sales data; and I think they would say we are best in class at communication, whether through our events or the supplier council. At the same time, I think suppliers would probably want us to do more work on getting the right core range in the right environment. We send merchandisers in on a quarterly basis to site 50,000 pieces of point-of-sale material, and we are up to 90% compliance in the wholesaler depots, so now we are working hard to improve compliance of the core range recommendations in the retailers’ stores. We are also highlighting products in our Take Stock magazine that are suitable for different types of out-of-home outlets – so we are making a start on core range in that sector too. Is a perfect balance between supplier and wholesaler aspirations achievable? The job of Unitas is quite difficult in that suppliers will always want, quite rightly, a higher return on investment with a greater ability to influence core range, new product development and promotional execution, and they see the role of Unitas to challenge our members to deliver those things. 18

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How well is the supplier scorecard working? We focus on the top 40 suppliers and we issue their scorecards to our members quarterly (it used to be monthly but that was too frequent). At central office, we score them red, amber or green on supply chain, category support, financial administration and competitive investment programmes. There is a section for wholesale members to state if the suppliers’ performance differs locally. In every meeting we have with those suppliers the scorecard is the first thing we discuss. Because it is not just about money, it gives the account manager more substance to talk about with other departments in their business. In the future, we might broaden the scorecard scheme to other suppliers, and make it more bespoke to our wholesaler members according to which customer sector/s they operate within.

Unitas is working hard to improve core ranging in retailers’ stores.

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Unitas members respond to COVID-19 challenge United Wholesale (Scotland) has used social media to encourage people to shop locally and has helped retailers prioritise their more vulnerable customers with home deliveries and click & collect. UWS has donated handwash, cleaning products and toilet roll to some of Scotland’s mosques and Gurdwaras. Wilds Premier Drinks of Oldham has used social media to highlight that it is offering products direct to end users, with free delivery and click & collect options. Robinson’s, on the Isle of Man, has introduced a Home Care Box Scheme for customers who are unable to get to the shops. There are four different boxes: fruit, veg, meat and everyday essentials. In addition, Robinson’s five Shoprite stores are offering protected shopping times for the over 70s. Agrimark, also on the Isle of Man, is closing early some days in order to prioritise orders and deliveries for nursing homes and hospitals.

What is your key message to suppliers? Around 99% of our members’ sales are of brands, and we want suppliers to reward that positioning. When you look at 10 of our key members, in 2019 they operated at an average of just over 1% net margin and were growing at just over 9.4%. By contrast, the top five national operators – Booker, Bestway, Costco, Bidfood and Brakes – which are much more own-label orientated, operated at just over 2% margin and were growing at just under 5% (The Grocer). We are there to deliver what brand owners want but it is quite challenging to compete with the national operators as they appear to be getting a higher level of support. We are champion of brands and of independents, and if we can demonstrate better compliance – through Picture Portal, for example – surely we are earning the right to be given the same level of investment as CCM the national operators?


NEWSLETTER

Filshill increases web sales by 20% after launching online and mobile ordering services Convenience wholesaler, JW Filshill, is using Sanderson digital apps with great success.

is heading further online, and we wanted to be the first Fehad Shehzad, IT Manager, Filshill

“Prior to partnering with Sanderson, we had to design, print and post all our promotions. Now we can be much more immediate –

Adding web and mobile ordering wasn’t an attempt to replace existing channels, but to give Filshill customers greater choice and convenience in the way they placed orders. “We have very few customers that interact purely through one channel,” Fehad explains. “They’ll call our telesales customer services team or Regional Development Manager if they need to ask questions, but head online if they want to quickly place an order. It enables us to offer a joined-up approach, which is very efficient in terms of meeting our customers’ needs.” One of the most successful new features is the barcode scan function, which allows retailers to easily gap fill from the shop floor. The application suite is integrated so that mobile and web baskets can be shared, meaning Filshill customers can start an order on their smartphone but finish it on their PC.

with new channels of engagement such as the mobile app, where we can highlight key offers through push notifications,” adds Sue Man, Group Marketing Manager.

featured products.” “We’re also able to work closely with our suppliers, offering ‘app takeovers’, where they can showcase their products exclusively through our online channels for a few days.” Since investing in the Sanderson online and mobile ordering apps, Filshill has seen its web sales increase by 20% year-on-year. Plus, the transition to digital ordering has made a fundamental impact on the company’s strategic direction.

In addition to increasing convenience and efficiency, digitising the customer ordering process has created new promotional opportunities for Filshill, offering new channels for showcasing offers and NPD.

“Last year, we replaced our cash and carry to focus on our click & collect service – something which is hugely supported by the Sanderson apps,” Sue continues. “We have had a lot of positive feedback from customers from adopting this approach.” Within the business, both apps are having a positive internal impact, as orders are automatically uploaded to the system in real-time, reducing need for manual data entry – something Filshill hopes to completely eliminate in future. “All in all, we’ve had great uptake among our customers,” Fehad concludes. “We’re always looking for a point of difference between us and other wholesalers, and the online and mobile ordering applications enable us to offer retailers a better purchasing experience.”

Keen to learn more? Visit sanderson.com/digital-wholesale


How can wholesale businesses keep pace with digital customer demands? The digital revolution has fundamentally changed the retail industry’s set-up, and now it’s time for the wholesale sector to follow suit. There is still a huge amount of untapped potential when it comes to engaging with customers online, and – as we’ve seen with recent, unprecedented global events – wholesalers must adopt a modern multi-channel approach if they want to offer digital ordering channels and maintain profitability in a challenging climate.

When the personal becomes professional We’re very used to technology being part of our essential lives, but the culture of ‘tapping and swiping’ doesn’t always exist in our

Convenience converts to cash flow

business encounters. Businesses buying goods from some wholesalers are still having to engage with complex paperwork and email exchanges to order products, when the whole process could be a lot quicker and simpler. Next-generation products like the Sanderson digital application

Convenience is the most important currency in modern wholesaling, and there’s nothing more convenient for end customers than being able to place orders on the devices they use every day in their personal lives.

suite are enabling wholesale businesses to take advantage of new online opportunities, without having to replace their entire back-office system in order to make it work. The key for wholesalers is to embrace cloud applications like the ones developed by Sanderson, as these can be easily integrated with existing operational technology, without making the business back-end slower and more complicated to operate.

Ordering on the move Giving customers the option to order or reorder goods online can have a transformational impact on business revenue, as companies can place orders 24/7 - whenever they need to – not when they remember to fill out a form or spreadsheet. Applications like the Sanderson mobile ordering app are creating new profit opportunities, as businesses can tap in an order from any location and scan-in barcodes, rather than having to manually enter information.

Visit www.sanderson.com/digital-wholesale

In addition to encouraging repeat spend and greater loyalty, wholesalers can use the rich functions of online ordering systems to increase customer value. For example, some applications have built-in features like automatic alerts if a customer forgets to reorder a regular purchase, or push notifications to highlight the latest promotional offers. With tangible bottom-line benefits, wholesale business can quickly get ROI for any new technology purchases, and create a future-facing strategy for ensuring business processes keep pace with digital customer demands.


New digital solutions drive profit potential for wholesalers Customer value is king in the wholesale industry, and IT software provider, Sanderson – part of the Aptean portfolio of companies – has launched a new suite of digital solutions to help wholesalers increase customer service, loyalty and spend.

There are six cloud-based applications in total, which can be used individually or as a combined suite, and integrate with any back-office IT system. Each app has been created to enhance key aspects of modern wholesaling, from offering convenient online services to customers, to improving operational efficiency and staff productivity.

Mobile ordering Allows customers to order faster via their smartphone and use barcode scanning options whilst on the shop floor.

Online ordering Reduces paperwork via web orders and increases revenue with item reminders and promotions.

Electronic proof of delivery (ePOD) Streamlines scheduling, order amendments and signature capture. Increases delivery capacity and speed of deliveries.

Mobile CRM Connects staff to essential business data in any location, so they can access customer details and place orders when out on the road.

ePOD saves us 4 hours of admin each day and we’ve saved £5,000 on invoice printing costs.

Van sales Enables faster, smarter selling and focused customer service. Helps colleagues to work more efficiently, visit more customers and improve delivery times.

Delivering to customers has never been quicker.

Business intelligence (BI) Empowers wholesalers to understand critical data in greater detail, including sales figures, purchasing, stock and cash flow, in real-time via an online dashboard.

To find out more about these new digital solutions visit www.sanderson.com/digital-wholesale

Mobile CRM saves valuable time and helps staff quickly answer stock queries and provide quotes.


For technology to add value, good integration is critical Tech is supposed to make our lives easier, yet adding new software can sometimes make business infrastructure more fragile and complex. To embrace new opportunities in the safest, most effective way, wholesalers need to put system integration at the forefront of technology investments.

Look for cloud-based software explains Martin Beatty, Technical Director at Sanderson. Wholesalers should focus on finding software that operates in conjunction with current systems – so that additional functionality doesn’t come at the cost of wider business operations. “It’s important that wholesalers think through the entire project to

where data can be brokered. This is a great starting point from which to build an integration path between two systems, enabling new software to be deployed in a flexible, scalable manner.” Martin Beatty, Technical Director, Sanderson

come up with a connected solution,” Martin urges.

Sanderson recently launched a suite of six cloud-based applications, which offer wholesalers new functionality including online and mobile customer ordering, business intelligence analytics and electronic order tracking and proof of delivery.

Technology only works if it integrates Look behind the curtain of most wholesalers’ operational set-ups, and you’d be surprised how many are using manual work-arounds to bridge system gaps. Many companies are having to manually extract and manipulate data because their various pieces of software can’t converse directly – and this leaves them vulnerable to mistakes and inefficiencies.

Critically, these digital apps can integrate with any back-office IT system, so wholesalers can increase the power of their existing business ecosystem.

Bring exciting new features to the table It’s easy for software companies to sell wholesalers a dream, without highlighting any of the challenges that come with onboarding new technology, but creating a well-defined integration path at the start of the project can ensure new systems

on people to keep it working properly,” Martin advises. “Any set-up reliant on human intervention is fragile, and open to

are added with minimal disruption, to quickly start generating a return on investment.

mistakes that can impact profitability, productivity and reputation. “When you take into account the manpower involved in keeping disconnected systems working together, the ongoing operational costs quickly outweigh the benefits. Suddenly that exciting new piece of software is not delivering the intended efficiencies or value for money!”

integration path must be top priority,” Martin concludes. “Sanderson has developed a suite of cloud-based digital applications that wholesalers can integrate with any back-office system, to ensure a joined-up approach that delivers operational efficiencies and data sharing opportunities, as well as bringing exciting new business features to the table.”

Learn more about how Sanderson digital wholesale solutions can deliver benefits for your business - call 0333 123 1400


[ PRODUCTS & PROMOTIONS ] PRODUCT OF THE MONTH

Cool summer

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Nichols is launching a summery new flavour from its Levi Roots brand. Tropical Punch is a mix of pineapple and sweet mango, available in a convenience-focused 500ml PMP. The latest variant joins the existing Caribbean Crush and Jamaican Sunset flavours and is set at the attractive £1 price point. “Sales are up 3% year on year, with the brand consistently adding value to the category,” says Sally Forbes, brand manager. “We’re bringing something fresh and new to our key target audience of 16-35 year olds.” Nichols (01925) 222222

Quorn is back on TV this month, with a campaign highlighting the importance of sustainable food choices. The advert heroes Quorn Wonder Grains, part of the brand’s ambient range. The line-up of Wonder Grains, Bowls and Strips has generated £2 million in sales since its launch a year ago. The new creative is airing for eight weeks from its debut on 7 April. The message to consider food choices in the fight against climate change will be echoed by the ‘Farm to Shop’ carbon footprint data that will appear on packs from June. Quorn Foods (01642) 710803

JTI has announced a new range of alternative products, ahead of the menthol and capsule cigarette ban. The ‘New Dual’ range comprises Sterling New Dual, Benson & Hedges New Dual, Benson & Hedges New Blue Dual and Sovereign New Dual. The packs contain a distinctive tobacco blend in a unique dual pack of two sections of 10 cigarettes. The tobacco blend will also feature in Sterling New Superkings Green, Benson & Hedges New Superkings Green, Berkeley New Superkings Green and Mayfair New Green. JTI (01932) 372000

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For healthy bakes

Quality campaign

Global Brands has an eye-catching addition to its ready-to-drink Hooch brand with the launch of Pink Hooch. The 4% abv alcoholic raspberry lemonade is available in 275ml bottles, 440ml cans and 70cl bottles in pricemarked and non-price-marked formats. The brand will be engaging with consumers through digital advertising on YouTube, web advertising, and social media and influencer activity. The NPD has been introduced to tap into the trend for pink drinks while adding a bold, edgy twist through its #notprettyinpink campaign. Global Brands (01246) 216000

Doves Farm has launched an Organic Coconut Flour and unveiled a new design for the brand. “In addition to adding new tastes and textures to bakes, the flour provides a number of nutritional benefits, which will appeal to health-conscious consumers,” says company founder Clare Marriage. The new-look range features a bold, contemporary design to communicate Dove Farm’s organic heritage, boost brand and product stand-out and help make the organic flour segment more accessible. Doves Farm (01488) 684880

KP Snacks is supporting its premium Tyrrells range with a £2 million marketing investment. The £50.3 million crisp brand will be highlighted in a ‘Tyrrellbly, Tyrrellbly Tasty’ TV advert running until May, along with supporting print, radio, digital and social media activity. “Quality is at the heart of the Tyrrells offering, making it the perfect product for consumers looking for a premium sharing experience,” says Dan Winslet, global Tyrrells marketing controller. “The campaign aims to raise awareness and drive sustainable value growth.” KP Snacks (0845) 601 7583

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[ SPOTLIGHT ] Andy Needham, owner and managing director, Morris & Son affecting everyone – the way we live, socialise and work. At the time of writing this I’ve no idea if we have overcome it, but I do know the world will never quite be the same going forward. How would you describe your personality and what approach do you take in business (and in life)? Typical Yorkshireman. I am very down to earth and straightforward; I try to view each situation with common sense. My tolerance for bullsh*t has diminished over the years and I tend to call it out much more now I’ve got older and wiser.

‘Typical Yorkshireman’ What have been your biggest achievements in work and outside work? I recently oversaw the relocation of both of my businesses, Morris & Son and Approved Food, into one unit in Barnsley. It was a huge undertaking but one that has set us up well for the future, reducing costs significantly but also laying the foundations to take advantage of some pretty unique capabilities we have across B2B and B2C marketplaces. Outside work, my biggest achievement is bringing up my two lovely daughters, Alex and Poppy, who both work in the business – sometimes! Who has been the biggest inspiration to you? Bob Priestley, my old boss from 30 years ago in engineering. He showed how hard work and inspirational leadership can make such a difference to a business. What are your interests outside work? Huddersfield Town plays a big part: I love the club and the people involved, and I have made many friends there over the years through thin and thinner times! I also like cricket: local league, Yorkshire and England. I try to keep weekends for relaxing with family and friends. 24

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What were your ambitions when you were growing up? I wanted to a) run my own business and b) have the ability to decide what to do and when to do things for myself. I have managed part a) so far! What has been your biggest challenge? This has occurred in the last few weeks. I never thought, in my lifetime, we would experience such horrendous times

What would people be surprised to know about you? I have been engaged for 35 years but have managed to avoid the expense of a wedding so far! What is your favourite book and song? My favourite book recently was In For a Pound by Chris Edwards – a fascinating life story that intertwined with my life in Yorkshire and my business career. My favourite song is Three Little Birds by Bob Marley – the words ‘Don’t worry about a thing, ’cause every little thing gonna be all right’ have resonated for over 40 years, starting at exam stage at school, and now I just love the Caribbean CCM when I get a chance to go!

Engineering to venture capital to wholesale Andy Needham’s first job – at 11 years old – was working in his family’s selfservice shop in Elland, West Yorkshire, stacking shelves, serving customers, delivering Sunday papers and going on numerous trips to wholesalers like Batleys and Elmsley & Collins. He left school at 16 and went into engineering with David Brown of Aston Martin DB7 fame, working there for six years and also doing a degree in Mechanical Engineering at the University of Bradford. He then worked as a product marketing manager at electric motors company Brook Crompton

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before joining his family’s caravan site business; he left there after two years to do an MBA at the University of Huddersfield and an eight-year spell in venture capital, learning the ropes regarding deals, finance, legal agreements, etc. Needham bought Morris & Son (Leeds) Ltd in 2003 – his first wholesale job was owner/MD and he remains in that role today. He also became a director of discount food & drink online retailer Approved Food Ltd in 2009 and around the same time acquired manufacturer Stockleys Sweets Ltd. He sold Stockleys in 2016.


[ HOT BEVERAGES ]

Something good is brewing There is still a loyal base for a traditional cuppa but consumers are increasingly looking for more than the standard offerings. From functional teas to speciality coffees, there is growing demand for suppliers to bring something extra to the hot beverages category.

T

he hot beverages category has been innovative and flexible for some time, and this year is proving no different. With British consumers becoming evermore discerning in their demands for a brew, suppliers are continuing to invest in brand messaging and new lines for changing tastes. Tata Global Beverages has expanded its Tetley range in both retail and foodservice to cater to current trends. “Consumers are continually exploring and trialling new hot beverages blends out of home and expect operators to provide them with a selection of new flavours to choose from,” says Michelle Jee, senior brand manager. “Consumers are opting more frequently for speciality blends, which are seeing growth of 2.4% year on year (SalesOut).” As well as traditional black tea now available in a decaffeinated version, Tetley has responded to health demands with products such as its Blueberry & Raspberry, Strawberry & Raspberry, and Mango & Pineapple Super Tea envelope range, offering health benefits from reducing fatigue to supporting a healthy immune system. “With consumers becoming increasingly health conscious, not just in their choice of

drink at home, but across all out-of-home locations, operators should clearly label the health benefits of different blends to help encourage purchase and meet this growing demand,” advises Jee. “It’s important for wholesalers to promote their product offering to customers through point-of-sale material as this can help drive visibility – and, as a result, sales.” The supplier provides a range of PoS, including pallet wraps, shelf strips and aisle flags, to assist with in-depot display. Jee also recommends setting up taste-testing opportunities to boost sales. “For easy navigation it’s crucial that different teas are displayed in a clear sequence where consumers can distinguish what’s on offer – this allows customers to find exactly what they are looking for,” she adds. Twinings Foodservice has also steered its latest developments to those looking for health benefits. “Operators need to provide an exceptional experience to encourage sales,” says Claire Fluen, shopper marketing executive. “Tea sales are soaring towards £329 million, with growth of nearly 9% (Allegra), and consumers’ expectations are increasing. Tea out of home needs to be premium and offer something different to a cuppa at home.” www.cashandcarrymanagement.co.uk

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[ HOT BEVERAGES ] The supplier has identified an opportunity highlighted in the Allegra tea out-of-home report for the after-lunch 1pm tea sales spike. “Consumers are now driving the market towards a focus on health and wellbeing – 24% intend to increase their tea consumption due to this,” says Fluen. “Twinings has responded with a new range for the foodservice sector: Superblends.” The products have been branded to clearly highlight the claimed benefits, with the range consisting of Digest, Focus, Calm, Glow and Sleep. “There’s been a huge increase in competition in the tea space and operators have the opportunity to really drive sales in this area by offering an extensive range of speciality herbal and fruit teas alongside the more traditional black and green options,” she notes. In addition to the consumer rise in health benefits, sustainability and ethical factors are guiding purchasing decisions. English Tea Shop has refreshed its brand identity with new packaging that highlights the company’s sustainability and organic credentials.

Consumers look for ethical consideration in hot beverages Ethical consumerism is the most important consumer trend affecting the coffee industry, according to Allegra’s Project Café UK 2020 report. It also said that the top initiatives that UK coffee shops should widely adopt to address sustainability challenges in 2020 and the coming decade are conducting proper recycling and ensuring greater supply chain transparency. Becci Eplett, marketing manager of Huhtamaki UK, which provides responsible takeaway options for operators, says: “The UK beverage scene has made a considerable commitment to sustainability, in the sourcing of products such as coffee beans, tea and chocolate as well as in the takeaway cups they use.” The Paper Cup Recovery and Recycling Group states that there is now capacity to recycle all paper cups used in the UK. Manufacture is another element of sustainability that warrants attention: “All paperboard packaging such as paper cups for coffee and hot drinks or takeaway food cartons should carry the PEFC (Programme for the Endorsement of Forest Certification) or FSC (Forest Stewardship Council) endorsement so that operators can be confident in the products they are using,“ says Eplett. “Local sourcing is also really important, and an operator should inform customers that they support British businesses by sourcing products locally. Huhtamaki manufactures its paper cups and food containers in the UK, so choose a supplier that supports the local economy.”

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The new-look packaging has also been redesigned to limit waste and is now free from plastics and overwrapping. The supplier also has Soil Association certification. “We wanted to create a consistent visual identity across the globe, to help people recognise the products more easily, and also to highlight our farm-to-cup story, which will become the unifying concept for the brand,” says Suranga Herath, CEO. Also showcasing a brand update is Typhoo Tea, which has emerged from a complete restructure and refocus. ”Typhoo Tea Ltd is now ready to face both business and category challenges head on, confidently driving a long-term vision focused around simplification and efficiency within the company and with its key retail partners,” says Liz Kerr, trade marketing manager. “The next stage in Typhoo’s journey is to rebuild ‘brand love’ by engaging shoppers with a long-term communications campaign to reinvigorate its bold personality, which was historically always laden with British humour.” An important element of the activation plan will be sampling the blend improvements. The blend standard was reset ‘back to its best’ alongside the packaging redesign in 2019. Typhoo is also launching core range extensions at the £1 price point. The packs of 20 teabags include English Breakfast, Earl Grey, Camomile, Peppermint and Pure Green variants. For the core black tea, the One Cup has increased on-shelf standout with its new design, and Typhoo Decaf One Cup is also being relaunched in response to growth in sales of everyday decaf – 7.2% in total grocery (Kantar).

Counting beans for coffee sales Taylors of Harrogate continues to highlight its Coffee Bags, which are now available to wholesale in packs of 80 for the catering industry. The product is being backed with an advert airing this month, as well as a range of out-of-home, digital, PR and sampling activity. “C&Cs can maximise sales and profits by ensuring that best-selling brands are readily available to the hotel sector, especially products that can boost their overall reputation, such as Taylors of Harrogate Coffee Bags,” says Greg Harvey, channel controller. “In consumer research looking into hot beverages served in the hotel industry, it was found that only 25% of people who have stayed in a hotel in the UK would describe the in-room complimentary coffee offering as being of good quality (YouGov).” UCC Coffee UK and Ireland’s Lyons Coffee brand also offers a coffee bag solution to the wholesale channel, now in a convenient pack size of 10 in fully recyclable packaging. “Aligning to the trend for convenience and quality evident within the category, the coffee bags sector is now worth £6.9 million and growing at 49.2% (Nielsen),” says Marcus Swift, commercial director. “With sustainability becoming more and more important in customers’ purchase decisions,


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we’re also pleased to now offer fully compostable coffee bags and sachets.” Lyons is also unveiling a new portfolio that sees a redesigned look along with an expansion of blends and formats. Two new additions are Perkadilly and Rockadero, while the No.3 blend has been renamed Go-Joe – a nod to founder Joseph Lyons – and the decaffeinated variant is now Decaf Dreams. A supporting marketing campaign, incorporating media, social, digital, out-of-home and print, was launched last month. “We know today’s coffee consumers desire more than just a caffeine fix; they want full-bodied flavours and formats to suit their needs, at an affordable price,” states Swift. Premium coffee supplier Lavazza Group is also benefiting from the rising expectations of coffee drinkers, and its Lavazza brand is now supplied by North West Teas to the Confex buying group.

‘The upturn in consumer drinking habits has led to a requirement for premium coffee’ Ryan Torrible, North West Teas’ business development manager “The upturn in consumer drinking habits following the coffee shop boom has led to a requirement for premium coffee,” says Ryan Torrible, business development manager at North West Teas. “We have had a successful number of years with Lavazza UK, where we have developed the supply chain into many office products companies who previously only wanted to supply instant coffee brands.”

enable this to happen now at an accelerated rate,” says founder Stuart Wilson. The new site will house a dedicated speciality coffee training facility providing experience days, tastings and training for the company’s wholesale partners. Jacobs Douwe Egberts has explored the opportunities arising from the demand for speciality style coffees, adding to its range of ‘instant speciality coffees’. Joining the Kenco Cappuccino and Kenco Latte offerings is the latest launch, 1kg Instant Flat White. The Kenco instant specialities range is outperforming in retail, showing value sales of 31.3% (Nielsen). “There’s a genuine opportunity for outlets and shops of all kinds to maximise the opportunity by better meeting the needs of consumers. To grow sales further, it’s important that wholesalers provide a selection of top quality products,” says category marketing manager Martyn Bell. As we head for the warmer months, retailers and operators should ensure that they’re stocking options that cater for the cold coffee segment: “A rapidly growing interest in the cold and iced coffee category saw iced coffee becoming the sixth most popular drink ordered in coffee shops (Allegra),” says Bell. The Kenco instant specialities range has been extended with 1.2kg Instant Iced Latte – again enabling operators to quickly and easily emulate the coffee shop offering. Nestlé Professional is also highlighting the cold-hot opportunities with a range of Nescafé Azera Nitro ready-todrink cold coffees. Double Shot Flat White is ‘bold and smooth’; Latte is ‘smooth and velvety’; and Salted Caramel Latte is ‘sweet and creamy’. With fewer than 100 calories per can, the drinks are designed to attract younger shoppers and are tailored to CCM growing consumer health and pleasure needs.

For further information:

Speciality coffee roaster Lost Sheep Coffee has recently expanded to larger premises. “We’re looking to grow our wholesale operations at a gradual rate of expansion in order to ensure the quality of service to our customers and partners, and our new larger roasting premises in Whitstable will 28

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English Tea Company (01454) 534022 Huhtamaki (02392) 512434 JDE Professional (0845) 271 1818 Lavazza Professional UK (0800) 0323 444 Lost Sheep Coffee (01227) 230444 Nestlé Professional (0800) 745845 North West Teas 0151-703 0044 Tata Global Beverages 020-8338 4000 Taylors of Harrogate (01423) 814000 Twinings Foodservice (01452) 378500 Typhoo Tea (0800) 633 5650 UCC Coffee UK & Ireland (01908) 275 520


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25 coffee varieties from 15 different countries: every year we accurately select the best mix of beans from all around the world.

THE ART OF BLENDING Over 120 years of coffee history lead us today to the unison of state-of-the-art blending and the most innovative roasting techniques, in order to promote the elegant harmony of the blends.

THE ART OF ESPRESSO When the 120-year experience of Lavazza meets sophisticated espresso culture, the authentic Italian espresso comes to life. It’s balance between body, aroma, and taste reaches a state of perfection.

IN PARTNERSHIP WITH LAVAZZA FOR UK DISTRIBUTION www.northwestteas.co.uk


[ FLAVOURED MILK ]

Get the taste of success With 42.1% household penetration (Kantar), milk drinks are already enjoyed by many UK consumers but there is clearly a big opportunity for further growth, particularly as the category within convenience is outperforming the market as a whole (IRI).

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he total milk drinks category is growing by 8.4% in value and 4.7% in volume and is expected to continue delivering a compound annual growth rate of 10.4% in value and in 6.3% volume (Nielsen), indicating that there is still significant potential. To tap into this, suppliers are introducing new flavours and formats to appeal to consumers. “In recent years, we’ve seen the fixture evolve from core flavoured milk to one that covers yogurt drinks, breakfast, coffee and protein, and this has definitely opened up the category to new shoppers, with new consumption occasions and motivations for purchasing,” says Joel Barlow, senior category marketing manager at Müller Milk & Ingredients. “We’re also seeing overall category reliance on promotions decreasing, and this is driving a realisation of more value (Kantar),” he adds. “Big brands are certainly facing increased competition from private-label milk drinks, but retailers are also unlocking more space in store. This is creating more of a destination for the category and driving further consumer awareness.” The company’s FRijj brand is exempt from the sugar tax because it contains more than 90% fresh milk. “However we are working towards Public Health England’s voluntary guidelines, and we’ve already taken proactive steps to reduce the overall sugar content by introducing an on-the-go 400ml portion,” says Barlow. “We know that consumer snacking operates on a needs spectrum, from full health to full indulgence, and on that spectrum we must provide options and choice.” FrieslandCampina has launched a new limited-edition flavour of YAZOO, the UK’s number one flavoured milk brand. Choco-Hazelicious, “a deliciously nutty-flavoured drink”, has no allergen risk and is suitable for nut allergy sufferers. This is the third limited-edition YAZOO variant that has been launched in the last two years: Choc-Mint and ChocCaramel generated £1 million and £1.2 million of sales respectively for the brand within just five months. YAZOO Choco-Hazelicious comes in four formats to ensure it can be consumed both on the go and at home. The 400ml standard pack and matching £1 PMP version are accompanied by a one-litre bottle (standard and £1.69 PMP). YAZOO’s one-litre milk drinks – available in the most popular core flavours of Chocolate, Strawberry and Banana – are growing at 31% year on year – ahead of the market rate. Commenting on the launch of the new Choco-Hazelicious 30

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Boosting tak take e-home pack sales FrieslandCampina offers advice that C&C/wholesalers can give to their retail customers: a Stock one-litre bottles to target the consumers who enjoy sharing their flavoured milk, taking it home as part of a big night in or to pour into glasses for a refreshing drink throughout the day. a Offer exciting new flavours and products from trusted brands to help keep the offering different and allow consumers to choose goodness and taste when selecting a dairy drink to take home. a Site take-home flavoured milk packs within the dairy fixture. One-litre packs work best when sited alongside other milk products to tap into the take-home occasion. a Use branded merchandise such as chiller trays and barkers to increase product visibility to shoppers.

variant, Wayne Thompson, business unit controller (out of home) at YAZOO, says: “We know limited-edition products perform very well and we want to ensure that ChocoHazelicious is so popular that people are coming into store actively seeking it out. “We undertook extensive consumer research to help us reach a conclusion on the right flavour for this limited-edition launch. As 48% of flavoured milk sales are chocolate based, we knew this should inform our choice. We surveyed 2,500 people, garnering their opinions on 32 different flavour options, and chocolate hazelnut came out as one of the top three. We’re really confident it delivers on taste and will bring excitement to the category this Spring.” Thompson adds: “In a core flavoured milk category worth £260 million, YAZOO has driven 57% of the growth in 2019, which is more than other suppliers combined, and our penetration has risen from 9.7% to 12.5% since the beginning of 2017, adding more than three-quarters of a million people into the brand (IRI).” In November, YAZOO KiDS was relaunched with a new look, highlighting the goodness of milk as well as the flavours. The bottles feature fun illustrations of strawberries, bananas and chunks of chocolate to ensure strong stand-out on shelf.


[ FLAVOURED MILK ] The recipe is the only one of its kind, claims the company. By splitting the lactose during the manufacturing process, the sweetness of the product is heightened naturally by four times, which means no additional sugar or artificial sweeteners are needed. The recipe contains the same natural sugar levels of a glass of semi-skimmed milk. Grace Foods has launched Nurishment in bottles, with the aim of bringing new shoppers into the category and building a prominent presence in the ambient and chilled milk aisle.

The new 300ml bottles (rsp £1.40) are a refrigeratorfriendly version of the trademark ring-pull canned drink, which remains available. The bottles come in the brand’s four hero flavours of Vanilla, Strawberry, Chocolate and Banana. With the environment in mind, the bottles are produced from 100% recyclable materials, just like the cans. Following last year’s packaging redesign, the Nurishment range expansion is designed to capture new and lapsed consumers. It will allow the brand to capitalise on the most common purchasing occasion for single-serve milk drinks and the preferred chilled taste experience of milk drink consumers. Bridging the gap between nutritional and indulgent milk drinks, Nurishment is high in protein and essential vitamins and minerals (including Vitamin C, B2, B3, & B12). It is one of the UK’s top 10 flavoured milk drinks. With its creamy, caramel taste, it is described as perfect for a mid-morning pick-me-up or a sweet treat with an added boost. YOP, the UK’s leading drinkable yogurt brand from General Mills, has been revamped with a new design, as well as new formats and flavours. The 500g bottle format, which currently includes Strawberry and Raspberry variants, will be joined by a 4 x 180g pack. In addition, a new Tropical flavour has been added to the YOP line-up following consumer testing, which found that it was particularly popular with teenagers. The new look is also designed to appeal to teenagers and features natural cues with brighter colours to ensure stand-out on shelf. With the recognisable Yoplait logo on all packs, the design also highlights that the new bottle is 100% recyclable. Rosanne McDonnell, brand manager for YOP, comments: “At YOP, we’re on a mission to create the perfect nutritious 32

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and tasty yogurt drink for teens. Yogurt drinks are a major area of opportunity for the dairy industry and we felt it was the right time to re-evaluate our portfolio and elevate it to meet the changing needs of the consumer.” YOP contains no colourings or artificial flavours and is a source of calcium and vitamin D. Specifically targeted at the breakfast market is the Fuel10K range of protein breakfast milk drinks. Presented in 330ml packs with a price-mark of £1.29, the drinks contain 20g of protein, as well as fibre and no added sugar. They are available in four varieties – Strawberry, Banana, Chocolate and Vanilla – and were developed in response to research showing that 73% of 16-34 year-olds eat breakfast alone and 76% of that age group questioned agree that breakfast is a functional meal. In addition, 58% of Fuel 10K consumers questioned are seeking more protein and 68% are concerned about their sugar levels. Last year, Mars Chocolate Drinks & Treats added a Twix milk drink to its 350ml PMP range, which offers consumers the taste of confectionery brands in a chocolate milk drink. It joined Mars, Galaxy, Mars Caramel, MilkyWay, Bounty, Maltesers and Snickers flavours, all of which have no added sugar. Mars Milk also comes in a 702ml bottle for at-home consumption. More recently, in the dairy alternatives category, Mars Chocolate Drinks & Treats launched Galaxy Oat and Bounty Coconut drinks. Registered with the Vegan Society, the drinks are available in a 250ml format. Alpro UK & Ireland has added a gluten-free Oat variant to its ‘For Professionals’ range, offering coffee shops a new opportunity to tap into the surging demand for plant-based options out of home. David Jiscoot, marketing director at Alpro UK & Ireland, says: “Traditionally, we’ve found that the texture and flavour of other oat drinks often overpower the coffee, so we really wanted to create a product which let the coffee be the hero. The upgrade means that Alpro Oat For Professionals now has a creamier texture, is even easier to work with, and has a more subtle flavour which really lets the fruitiness of the coffee shine through.” The Alpro For Professionals line-up, which also includes Soya, Coconut and Almond, has benefited from a new packaging design with ingredient-specific colours to help baristas CCM with allergen management.

For further information: Alpro UK & Ireland (0333) 300 0900 FrieslandCampina (01403) 273273 Fuel10K (01349) 865505 General Mills (01895) 201100 Grace Foods (01707) 322332 Mars Chocolate Drinks & Treats (01256) 471500 Müller Milk & Ingredients (01355) 244261


h t i w k in r d k l i m y t s a t e Th

more


[ BIG NIGHT IN ]

Something for everyone These are certainly not the circumstances that families would be choosing as a daily pattern, but normality will eventually be restored and staying in will be a choice again.

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he Big Night In is a great profit generator if convenience retailers get their merchandising and ranging right. It can add basket spend to a top-up shop, encourage footfall around sporting events, and spur on impulse buying through strategic cross-category merchandising and promotional offers. The sharing segment is a sales driver, with tools such as the £1 price point and multibuy mechanisms adding incentives. Consumer habits are changing with the growth of streaming services and in-home entertaining, and campaigns such as the Swizzels Big Night In and the Nestlé Now TV promotions have tapped into this trend. Matt Collins, trading director at KP Snacks, says: “The sharing category is worth £1.1 billion – the largest within crisps, snack and nuts – and is currently experiencing growth of 7.6%. Nielsen figure show that 33% of all snacking occasions are sharing, which creates a significant number of opportunities for retailers to capitalise on sales.” For older consumers, Mondelez has introduced two new products this year: Cadbury Darkmilk Giant Buttons and Cadbury Darkmilk with Crunchy Cocoa Pieces. The launches are supported by a marketing campaign that includes PR, TV and out-of-home advertising, along with a social media influencer campaign. “Cadbury Darkmilk has been a tremendous success with shoppers over 45 years old,” says Pippa Rodgers, brand manager. “This demographic under-indexes in sharing bags and by bringing a brand they love to them in a format that is loved by shoppers, we are confident that we can help retailers drive sales for the Darkmilk brand.” Perfetti Van Melle is focusing on the ‘better for you’ market to ensure that its sugar confectionery options can cater to this consumer group in the Big Night In occasion. “Choice is crucial and we’re dedicated to providing people with just that,” says Mark Roberts, trade marketing manager. “Our latest innovation, Chupa Chups Good For You is a sugarfree smaller lollipop made with natural, premium quality Stevia, with only vegetable and herb 34

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extracts used for colouring. Aimed at those who want to both treat their families and reduce sugar where possible, the lollipops also contain added fibre and vitamin C. Chupa Chups sharing formats are growing at 10%.” General Mills also caters to those seeking lighter options, with its Häagen-Dazs Gelato well. Collection performing However, while trends are providing more sales opportunities, range discipline is still important. “Every retailer has a different size store and, as a result, different ice cream offerings. We see that the large mults are able to stock our whole range, while some independents can only fit a few in, which is why we need to ensure that they’re always our best-selling flavours: Salted Caramel, Strawberry Cheesecake and Pralines & Cream,” says Kat Jones, marketing manager. Coca-Cola European Partners recognises that there are different target markets for the Big Night In, from family movie nights to grown-up soirées, and from indulgent options to low-sugar treats and alcohol-free choices. NPD Diet Coke Sublime Lime and premium brand Appletiser are recommended as ideal Big Night In soft drink choices, while the ever-reliable Schweppes brand continues to play a prominent role in the occasion: “Schweppes Tonic and Schweppes Slimline Tonic one-litre PET bottles are muststocks for big nights in,” says Amy Burgess, senior trade communications manager. For families looking for mimimal clearing up, resealable 330ml pouch formats of Capri-Sun Blackcurrant are also now on the shelves. The new variant joins the Orange and Cherry flavours in the £21 million 330ml Capri-Sun CCM range (Nielsen).

For further information: Coca-Cola European Partners (0808) 1000 000 General Mills (01895) 201100 KP Snacks (0845) 601 7583 Mondelez International (01214) 582000 Nestlé Confectionery 020-8686 3333 Perfetti Van Melle (01753) 442100 Swizzels (01663) 744144


s e l a s r u watch yo h t i w ft-off

Li p o t y t new twis rAnt.

Blackcurrant is GB’s No.1 on-the-go juice drink flavour* The entire Capri-Sun range contains NOTHING ARTIFICAL The Capri-Sun 330ml range is in consumer demand, growing by 37%**

stock up now!

Supported by a wider £6m Capri-Sun marketing campaign for 2020. Get in contact to find out more at connect@ccep.com or call 0808 1 000 000.

the taste of fun

Source: *Nielsen MAT wk 02.10.2019 IC Juice Drinks **Nielsen Value 24W Wk 02.10.2019 CAPRI-SUN© and the Pouch Shape™ are trade marks of the Capri-Sun group.

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[ CONFECTIONERY ]

Keep impulse shoppers sweet In the confectionery category, health, taste, sustainability and value are all seeing focus by suppliers to enable the market to continue appealing to consumers.

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he confectionery category – a staple for convenience retailers – is one that is stepping up to consider trends and shopper priorities. Total confectionery is in growth, with sales last summer showing a rise of 4.5% in a year (Nielsen), and suppliers are adapting their ranges to allow wholesalers and retailers to answer current demand. Mondelez International has responded to the growing health considerations from shoppers with two approaches. The first is through the development and merchandising of lower sugar products in its confectionery brands. The company offers 30% Less Sugar variants of the Cadbury Dairy Milk and Maynards Bassetts brands, and Sugar-free Trebor Extra Strong Minis are now available in two pack formats: a 12.6g dispenser pack and a 44.5g pot of 100 mints. “Wholesalers can help retailers tap into this sales opportunity by promoting reduced sugar confectionery ranges in depot,” says Susan Nash, trade communications manager. The second approach to health considerations is through portion control, which the supplier has considered particularly with regard to its children’s treats. “This year, we’ve pledged to bring 100% of our chocolate and biscuit products typically bought for children to under 100 calories,” says Nash. Mondelez has also introduced a new pack format for convenience retailers, with Cadbury Dairy Milk Mini Bars. The single bars come in counter-top dispenser units. Another area of focus is the changing tastes of shoppers. Bournville is benefiting from the rise of dark chocolate, and the re-emergence of Bournville Old Jamaica Rum & Raisin bar at the start of the year is the latest in a number of activations from the brand. Nestlé Confectionery has repeated last year’s on-pack promotion for its KitKat brand, offering 10 instant-win holiday prizes with winning tickets featuring the name of a dream holiday destination for a trip worth up to £8,000. Last year, KitKat delivered 16% of category growth (IRI) in the first 12 weeks, equating to £7 million growth. Another major trend affecting all categories is consumer interest in the environment. Along with sustainability pledges from major confectioners such as Mondelez and Nestlé, smaller companies are prioritising ethical and green commitments. One example is Montezuma’s Chocolate, whose entire range is now fully biodegradable or recyclable. 36

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Merchandising tips for customers a As consumer demands change, be sure to increase visibility: consider a dedicated seasonal display or stock spring confectionery items near the till point or on entry.

Clear signposting is key for confectionery, as 80% of sales are purely based on impulse: it helps shoppers make a conscious choice when selecting their purchase. a

a As more and more consumers are buying chocolate confectionery for sharing and snacking, there is an opportunity for wholesalers to capitalise on this trend. a The key is offering choice: look at the top performers and what can add breadth to your core range. Sugar-free and vegan products are a great example of this.

Source: Perfetti Van Melle

“We believe we are the first chocolate company to offer 100% sustainable packaging on our entire range. We’ve carried out a whole redesign, which was underpinned by the packaging material,” says Bruce Alexander, marketing director. “We’ve also done as much as we can to make sure that we re-use or re-purpose, so that we’re not throwing anything away. We’re still using some plastics and while we’d love to get rid of them altogether, our biggest challenge is the fact that food needs to be packaged safely. We’ve taken as many steps as we can, but we’ve made sure that any plastic we do use is totally recyclable.” In the sugar confectionery segment, there is also strong performance and supplier activity to maintain momentum. “The sugar confectionery market is worth £1.07 billion and growing at 1.6% (IRI),” says Mark Roberts, trade marketing manager at Perfetti Van Melle. “Being such an impulse category, the key to driving confectionery sales is breadth of offering, providing excitement and supporting those brands performing well.” The manufacturer also highlights the growing opportunities from the ‘better for you’ segment, recommending that retailers incorporate Fruittella 30% Less Sugar Chews and Fruittella Sugar Free Fruit Drops as part of their muststock range. “The better for you market is now worth £45.3 million and we only expect the growth of better for you to continue in the spring season as consumers look to start making healthier decisions going into the summer months,” Roberts adds.


[ CONFECTIONERY ] Swizzels recommends that wholesalers and retailers also cater to the rise in vegetarianism and veganism. The British manufacturer has adapted many of its standard and seasonal products to be suitable for these dietary requirements – the Choos, Drumstick Refresher, Parma Violets and Love Hearts brands all include products clearly marked as vegan friendly, as is the Easter Spring Selection variety bag. Mark Walker, sales director, comments: “Developing a confectionery offering that provides value-for-money products as well as breadth of choice is key for cash & carries and wholesalers looking to entice retailers within the category. Swizzels offers a range of sugar confectionery that caters to growing consumer trends, as well as changing dietary needs.”

‘Developing a confectionery offering that provides value-for-money products as well as breadth of choice is key for C&Cs and wholesalers’ Mark Walker, sales director, Swizzels Nichols, which produces soft drinks brand Vimto, has announced a collaboration with confectionery distribution giant IB Group to create Vimto Juicy Mixups (rsp £1 for 140g). The sweets bring together the taste of Vimto with two popular Vimto Remix flavours – Watermelon, Strawberry, Peach and Mango, Strawberry, Pineapple – to create a soft treat. Containing real fruit juice and all-natural colours, Vimto Juicy Mixups feature retro sweet shapes including a fried egg, bottle, watermelon slice, ring and pencil.

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Vimto is growing ahead of the soft drinks category in the UK, increasing over 10 consecutive years to reach £90.8 million (Nielsen). In sugar confectionery, Vimto-licensed products have been growing in popularity in the last 12 months. Helen Hartley, brand licensing manager at Vimto, comments: “Millions of people around the country love the classic taste of Vimto and our partnership with IB Group means we can continue to create refreshing new ways for them to enjoy it.” Mars Wrigley has been concentrating on areas where consumers are looking to broaden their experiences from traditional confectionery staples. One such innovation is Skittles Giants, which are three times the size of a standard Skittle and available in single and sharing formats. “Innovation remains a key sales driver in the confectionery category. However, where previously innovation focused on introducing new flavour varieties, Mars Wrigley is now differentiating flavour profiles, textures and formats to bring completely new taste sensations to market,” explains Victoria Gell, fruity confections portfolio director. “Consumers are seeking new taste experiences and continue to expect their favourite confectionery brands to innovate and offer something new. We are developing products that will succeed far beyond a limited-edition run and will become consumer favourites by drawing on market insight CCM and consumer testing.”

For further information: Mars Wrigley UK (01753) 550055 Mondelez International (01214) 582000 Montezuma’s Chocolate (01243) 510514 Nestlé Confectionery 020-8686 3333 Nichols (01925) 222222 Perfetti Van Melle (01753) 442100 Swizzels (01663) 744144


f o d l r o w a Explore

c i t n e h t u a flavour

Dip, stir-fry, add, taste, celebrate. ®

Reg. Trademark of Société des Produits Nestlé S.A. All rights reserved. †Serving suggestion.

Profile for Cash & Carry Management

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