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FEBRUARY 2012

Increase in Bestway export business Three-year restaurant renewal for Bidvest Brakes CEO departs after just one year Achievers’ 10th year of naming best in Scotland

The business magazine for cash & carry/delivered wholesalers


• Maltesers® is the no.1 bitesize chocolate brand in the UK • £8m media spend in 2012 – including a new TV ad* • Worth a huge £156m CSV**

Join the celebration and stock up now!

*Media spend MMS equivalent.**IRI 52 w/e April 2011. Maltesers is a registered trademark. ©Mars 2012.


contents This could be a score draw Eavesdrop on a group of women in a huddle and you could well hear a conversation about their hair, makeup, kids and social life. With men, it’s more about their job, car or football team. Come April, when the now separate Nisa and Today’s teams cross paths at Stoneleigh for the annual exhibition, the football element could be even more in evidence. Bill Laird and his Today’s team, now ensconced in their new home in Doncaster, might – despite who they support individually – be overheard discussing the chances of the local team retaining their place in the Championship. Those at Nisa, engaging in tittle tattle with their former colleagues, could be making comparisons with their own disappointing Scunthorpe FC, fighting to stay up in League 1. It’s a bit like the friendly banter that used to take place between the group’s founders, Dudley Ramsden, a big Grimsby Town fan, and former chairman, and Peter Garvin, a devout follower of Sheffield Wednesday. In its new location, might Today’s Wholesale Services be considering taking a box (the hospitality sort, not one made of cardboard) at Doncaster’s Keepmoat Stadium to entertain business contacts? And if the club is demoted, and Scunthorpe stay put, what better than Nisa and Today’s using next year’s fixture between the two clubs to entertain guests, with pork scratchings and stale beer at half time? It would cement the close contact the two still have, despite the breakup.

The leading foodservice wholesaler, whose chief executive has departed after a year in the job, will be banking on its restructured board ... see p.5

news

4–7 Steep rise in Bestway exports ... £86m restaurant deal for Bidvest ... Change at the top at Brakes ... Henderson Foodservice joins Country Range Group ... Hancocks passes £100m ... Riposte to P&H ... FWD assists crime prevention ... Two jailed for Booker thefts ... Forth Wines expands.

delivered

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in focus

12 Mervyn Gilbert visits Imperial C&C in Edmonton, north London.

products & promotions employment law achievers

14–18 20 22–31 Scottish Wholesale Achievers celebrates its 10th year of recognising the top wholesalers and suppliers in Scotland.

Editor

Mervyn Gilbert

Managing Editor

Kirsti Sharratt

Media Sales Manager

Clare Phillips

Business Development Manager David Ford Publishing Director

Mervyn Gilbert editor

www.cashandcarrymanagement.co.uk

Martin Lovell

4,555 July 2010–June 2011

Published by Winlove Publications Ltd PO Box 366 EAST GRINSTEAD RH19 4ZE Tel (01342) 712100 Fax (01342) 712101 Email mail.winlove@btconnect.com ISSN 1352-254X

Cash & Carry Management is available on subscription of £46 per year (single copies £5).

Cash & Carry Management

• February 2012 • 3


news IN BRIEF STG changes Alastair Williams has been promoted from trade marketing & communications manager at Scandinavian Tobacco Group UK to head of sales and Alan Graham moves from sales controller to head of marketing. Graham replaces Regis Broersma, who is now international marketing manager at STG’s head office in Copenhagen.

Slay moves on Benet Slay, formerly Diageo’s managing director, Northern Europe, will next month become chief executive of Carlsberg UK. Slay, who took over as md of Diageo UK in 2006, previously spent eight years with Walkers Snack Foods.

P&H to SPAR Former regional sales manager for Palmer & Harvey, Mark Steven has joined SPAR UK in the newly-created role of business development controller, responsible for recruiting national retail accounts to the Harrowbased symbol group.

Lang change Mike Leonard, previously trading support controller at CJ Lang & Son, has been promoted to trading controller, handling ambient trading, space management and promotional activity.

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Bestway export boom Bestway Group has increased the value of its exports by 23% to a sum believed to be well over £30m. The range includes core groceries, soft drinks, confectionery, snacks, toiletries, household products, pet foods and catering packs. Dawood Pervez (below), director and head of group exports, said: “We are proud of our long relationship with UK customers. We are working just as hard to offer the same support to all our existing and potential export clientele. “Our past year’s earnings abroad have risen dramatically and we are delighted to have become one of the top

performers in food exports from Britain. It’s what the country should be doing more of! “UK plc is now boasting record exports of food around the world and Bestway is proud to be playing its part in that. “British exports as a whole are in their seventh consecutive year of growth, amounting to £5.8bn.” The group’s leading three export categories, in order, are confectionery, soft drinks and health & beauty, while the top three export suppliers are Kraft/Cadbury, Heinz and Kellogg. Bestway recently exhibited

at the ANUGA food and drink fair in Germany, from where it returned with record sales and interest from international buyers. Umar Sheikh (left), central export buyer, commented: “We are serving customers from around the globe who buy from a range of over 26,000 skus. “No matter whether it is Marmite to Malaysia or bottled water to China, we are supplying it. Products are being shipped to around 50 countries.” The group’s three major export territories in terms of value are Nigeria, followed by Ghana and Pakistan. Tel: Bestway Group 0208453 1234.

No Gondola end for Bidvest! Bidvest Logistics has won a three-year contract extension to supply a multi-temp range of food to Gondola Group’s restaurants. The deal, valued at £86 million, comes into effect in July. It follows a three-month tendering process involving a number of wholesalers. Gondola Group serves almost 40 million meals a year in more than 600 outlets under the Pizza Express, Zizzi, ASK, BYRON and Kettner’s names. Bidvest Logistics will continue to supply the chain with dry, frozen and chilled products. Director of supply chain excellence Henry Godber said: “We are delighted to have won this major account following a rigorous tendering process. “The Gondola Group was

• Cash & Carry Management • February 2012

Manchester); Banbury, Oxon; Hoddesdon, Herts; Taunton, Somerset; and Larbert, Falkirk. Tel: Bidvest Logistics 0161627 0050.

At Hotelympia

One of the major contracts.

looking for a supplier that could prove service excellence, outstanding pricing, dedication to customer service and a thorough understanding of its individual business requirements.” Bidvest Logistics operates from six depots: Royton and Heywood (both Greater

3663 Catering Equipment will be exhibiting at Hotelympia, which takes place at the ExCel centre in London from 26 February to 1 March. For the first time, it will be showing its exclusive White’s range at the show. The selection includes crockery and table-top items. A programme of 3663 evening events will feature a wine tasting. Tel: 3663 Catering Equipment (0370) 366 3000.

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news

Brakes restructure Brakes Group will not be replacing Stefan Barden, who has left the company as UK chief executive officer after a year in the job. A statement from the foodservice wholesaler, which is owned by Bain Capital, said that after a review of the business “we have concluded that a simplified management structure, with shorter reporting lines and accountability, is the best structure”. Personnel previously reporting to Barden will now be responsible to group chief executive Philip Jansen. Commenting on the change, Jansen said: “Stefan has made a significant contribution to Brakes Group, leading the delivery of our fiveyear UK financial plan and our future investment programme. “I am sorry he is leaving as a result of these changes.” Barden, 48, moved to the company from Northern Foods, where he was CEO.

Stefan Barden (left) goes after just a year. He made a ‘significant contribution’, said Philip Jansen (right).

When he joined the wholesaler, Jansen described him as “an experienced and

New CRG member Henderson Foodservice, the Northern Ireland wholesaler which last year acquired Country Range Group member Independent Catering Services, of Newry, with a turnover of £10m, has itself become a CRG member. Damien Barrett, managing director of the Malluskbased concern, which distributes more than 4,500 product lines, said it would

£100m mark exceeded

Hancocks Cash & Carry yearon-year sales rose by 7.5% in 2011 to almost £101 million – the first time the company has beaten the century mark. The 18-branch confectionery chain also saw an 8% rise in active customer numbers. Managing director Mark Watson said: “The year was

talented leader, who will bring a great deal to our business”. He added that Barden’s appointment would enable group chief operating officer Ian Goldsmith to concentrate on international trading. Outside of the UK, Brakes, with a turnover of £2.8bn, has interests in France, Sweden and Ireland. Tel: Brakes Group (0845) 606 9090.

not an easy one by any means, but our total focus and clear determination to develop the confectionery market for our customers has paid off. “We’ve put a great deal of effort into further developing own-label confectionery and exclusive ranges during the last 12 months.” Over Christmas alone, sales were up 10%, much of this attributable to own-label growth, with Watson saying that many brands were not allowing customers to make a decent margin. Tel: Hancocks (01509) 216644.

www.cashandcarrymanagement.co.uk

benefit from Country Range Group’s 700-plus own-label range. “Country Range is a brand we can trust and be proud of. It will also sit well within our current range.” Colin Birchall, managing director of CRG, whose 14 affiliates operate from 24 sites, commented: “Henderson Foodservice is a highly successful company with great heritage and professionalism.” The company, which trades in the Irish Republic, as well as Northern Ireland, has increased its turnover by more than 30% since 2007. Its modern 130,000 sq ft Mallusk site, which stocks frozen, chilled, ambient and non-food products, represents a £14 million investment. Tel: Country Range Group (0845) 519 6181. Tel: Henderson Foodservice (02890) 342342.

Suppliers swell SWA Seven suppliers have joined the Scottish Wholesale Association in the last few weeks, boosting supplier membership of the trade body to over 70. All of the newcomers (Taylors of Harrogate, Macsween of Edinburgh, Wells & Young’s Brewing Co, Swizzels Matlow, Les Grands Chais de France, Lanchester Wine Cellars and Intertissue) attended the SWA’s first-ever networking day, which was held at Hampden Park Stadium, Glasgow. They were also represented at the SWA’s Scottish Wholesale Achievers event, which took place earlier this month at Edinburgh Corn Exchange (see pp.22–31). The organisation’s executive director Kate Salmon said: “We were absolutely delighted with the response from suppliers to our first networking day, both the event itself in terms of the excellent attendance and feedback afterwards.

Salmon: ‘Suppliers’ input is crucial to the SWA.’.

“We are a progressive trade association working on behalf of our industry in partnership with suppliers across the UK. Their input is crucial, as they play a valuable role in the success of our wholesale members’ businesses.” Tel: Scottish Wholesale Association 0131-556 8753.

Cash & Carry Management

• February 2012 • 5


news

P&H claim challenged Specialist confectionery operator Hancocks has reacted strongly to comments made by Palmer & Harvey commercial director Martyn Ward that shopping at cash & carries is costly for independents (Cash & Carry Management last month). The delivered wholesaler’s executive claimed that private traders were incurring costs of £2,500 a year going to a cash & carry and wasting almost five working weeks annually by doing so. Although not directly disputing these statistics, Hancocks’ managing director Mark Watson said that his customers have always benefited from using a specialist confectionery cash & carry service. “With an ever-expanding and evolving range, more than 5,000 branded and ownlabel confectionery products can be found under one roof. “Such specialism ensures that independents no longer need to stick to a core range of branded confectionery, providing a real opportunity for them to shine and be different from every other local store in the vicinity. “And with margins tight

Specialist service appreciated by customers.

and prices on the up, this is exactly how retailers can build their business.” Watson claimed that Hancocks leads the market in terms of knowledge and business advice. “Retailers can actually profit from a one-to-one discussion about their particular business. Such an advantage cannot be achieved on an order form and the positive financial impact can be significant.” He added that customers benefited from meeting other retailers at the cash & carry, even though it might only be to see what they had on their trolley! Watson admitted that

Supplier support Confex is finalising plans for its third, and biggest, trade show, which coincides with its 40th year as a national wholesale trading group. The event, which will be held at the Cotswold Water Park Four Pillars Hotel, South Cerney, near Gloucester, on Thursday 26 April, will be supported by 60 suppliers, covering categories such as foodservice, confectionery,

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drinks and tobacco. As in previous years, a charity golf event and dinner will be staged in aid of Sweet Charity. And, as reported last month, awards will be presented to the top ‘green’ wholesalers. A wide range of ‘excellent deals’ will be available. Tel: Confex Group (01608) 649000.

• Cash & Carry Management • February 2012

while wholesale delivery might be the answer for some product categories, “when it comes to confectionery – a category that is helping large numbers of independents through the economic gloom – a trip to the specialist will always prove to be more profitable than completing the same old order week in week out.” Tel: Hancocks C&C (01509) 216644.

Non-food deals Makro has launched a series of ‘money-saving’ non-food deals. The initial range includes boilers and computer printers. It is also offering up to 27% off a range of catering equipment and has cut the prices of such branded products as the George Foreman grill & griddle, Hoover vacuum cleaners and Silentnight Regal Supreme single mattresses. Commenting on the deals, executive Paul Ramage said: “We are well aware of the financial difficulties facing businesses across the UK.” Tel: Makro UK (0844) 445 7445.

FWD crime prevention The FWD, through its criminal intelligence database led by Isabel Koppel, has been instrumental in four arrests being made in eight days over the new year period. Two of these took place at members’ premises in the Midlands. Details of the other incidents have not been disclosed. In the first a man was arrested after a Ford Focus car, believed to have been involved in 18 criminal acts, was stopped by police in West Bromwich. The second saw three men being held after the FWD provided a description of a suspect vehicle, which was later apprehended by police and found to be containing a large quantity of stolen cigarettes. Said Koppel (pictured): “Immediate and thorough reporting incidents by members and close co - operation with the police meant the suspects were arrested within hours of the theft, with the stolen items still in their possession.” FWD chief executive James Bielby said that up to 10 such incidents are reported each week, including theft from members’ vehicles and suspicious activity such as delivery vans being followed. “Many of the incidents against members involve the theft of tobacco products, which ultimately find their way on to the black market, so we believe there is a strong case to be made for deterring criminals from targeting wholesalers.” Tel: FWD (01323) 724952.

www.cashandcarrymanagement.co.uk


news

Two jailed for Booker thefts Jail sentences of 30 months were given to two men who stole cigarettes from two Booker C&Cs. In a case held early this month at Shrewsbury Crown Court, Delroy Taylor and Jason Price, both from the Birmingham area, were convicted of offences which took place at the Coventry branch last July and the Telford C&C in October. In the most recent offence, the men took £350 worth of cigarettes from a customer loading his vehicle, before driving to Booker’s

IT benefits Today’s Wholesale Services’ member, Maini Wholesale Cash & Carry, of Birmingham, is already benefiting from a recently-installed IT solution from STL Technology Solutions. Director Kamaljit Sandhu said: “The benefits were immediately apparent. “It’s streets ahead of our old system and gives us realtime access to all the information we could want on stock levels, sales performance, customer profiles and promotion management.” Tel: Maini Wholesale 0121666 6016. Tel: STL (0844) 472 4727.

Olympic theme Rayburn Trading, in association with Coca-Cola, showed the Olympic torch on its stand at this month’s Birmingham Spring Fair, as well as Olympic mascot Wedlock, sponsored by Cadbury’s. Tel: Rayburn Trading 0161214 1300.

Shrewsbury cash & carry and stealing a handbag from a car. Another man, Matthew Fitzgerald, who is also from Birmingham, was given a

12-month community order to carry out 150 hours of unpaid work after admitting theft. Tel: Booker Cash & Carry (01933) 371000.

Sales role for Riley Premium spirits supplier Maxxium UK has appointed Mark Riley (pictured) sales director off-trade with effect from 1 April. Presently commercial operations director, he replaces David Everett, a familiar figure at C&C/wholesale events, who is stepping down after 24 years’ service. Riley joined Maxxium UK in 2009 from Beam UK, where he was sales director. Everett will remain at the business until 31 May to

ensure a smooth handover. Managing director Huw Pennell said: “David has been very committed to Maxxium over many years and we wish him all the best for the future. “Mark brings to the role a wealth of industry knowledge and a strong customer focus which will help ensure we remain one of the country’s most dynamic and innovative spirits companies.” Tel: Maxxium UK (01786) 430500.

Drinks takeover Forth Wines has taken over fellow Scottish drinks wholesaler JA Glass, of Dysart, Fife, for an undisclosed sum. JA Glass – including its five staff – will operate from Forth Wines’ premises at Milnathort, Kinross-shire. Director Duncan Glass will continue to be associated with the business in a sales and marketing capacity. Forth Wines md George Thomson said: “There is a great deal of synergy to be gained by bringing the two companies under one roof.” Forth Wines, established in 1961, supplies over 1,100 varieties of wine and around 400 lines of spirits. The company was bought by Matthew Clark in 2001 and then sold in 2010 to a group of investors that included Thomson and chairman Ewen Cameron. Tel: Forth Wines (01577) 866001.

Awards for 650 independents? The My Shop is Your Shop organisers are again looking for local businesses to compete for their Community Retailing Award. Following last year’s campaign, which resulted in 50 independents receiving the award from their local MP, the aim this time is to find one winning store from each of the 650 UK parliamentary constituencies. The accolade recognises the special relationship private retailers have with their customers and the extra efforts they make in the community. David Visick, director of communications at the

www.cashandcarrymanagement.co.uk

Federation of Wholesale Distributors, which is responsible for the initiative, said: “A good relationship with your MP is a massive bonus for an independent store. “In many presentations we made last year, the MP was able to give support and

advice which was of immediate help to the retailer.” Visick added: “By demonstrating what a great job local stores do in their constituencies, we have been able to enlist MPs in our efforts in Westminster to establish a fair and level playing field for the independent sector.” FWD members can nominate stores from among their retail clubs and cash & carry customers. My Shop is Your Shop is supported by all the UK’s leading cash & carry/wholesalers. Tel: FWD (01323) 724952.

Cash & Carry Management

• February 2012 • 7


Last year saw Boost – one of the UK’s leading energy drinks brands - celebrate the major milestone of its 10th anniversary, having gone from strength to strength since it was launched in August 2001. Over the last 10 years, Boost has successfully carved out a corner of the market that it has made its own, with a clear and simple proposition, great value with a competitive pricing structure, as well as offering great taste and quality. To celebrate this landmark year, Boost ran an extensive programme of consumer and trade promotional activity, which included depots from its valued sales network across the country competing to create the best Boost display for the chance to scoop cash prizes. Competitions were held within each group of depots with the judging criteria including the creativity, use of Boost branding and the uplift in sales thanks to the display.

ERCOTES PARFETTS SOMM

BATLEYS NEWCASTLE

RHAMPTON BLAKEMORE WOLVE

BLAKEMORE BIRMINGHAM


boostdrinks.com Boost is delighted to confirm the winners: Bestway Hackney Bestway Derby BA Swansea Batleys Newcastle Batleys Sheffield Parfetts Sheffield United Springburn Batleys Gillingham Blakemore Birmingham Bestway Croydon Parfetts Stockport Blakemore Middlesbrough Bestway Luton Parfetts Sommercotes Bestway Leicester Blakemore Wolverhampton Hyperama West Bromwich

Simon Gray, founder and managing director of Boost Drinks, said: “Reaching our 10th anniversary and achieving continued growth year on year is a major achievement. We wanted to celebrate in style and to say thank you to all of our customers who have played a part in our success over the years. Congratulations to all the winners from our best display competition and thanks to all of those who took part – it was great to see so much enthusiasm and commitment from all the depots and we look forward to running other activities with them in 2012 and beyond.”

UNITED SPRINGBURN

BESTWAY LUTON

BESTWAY DERBY

HYPERAMA WEST BROMWICH

BESTWAY CROYDON

BESTWAY LEICESTER


delivered

End-of-year high for DBC DBC Foodservice enjoyed a very strong Christmas, with total December sales up 8.8% compared with the previous corresponding month. Managing director Chris Horne (right) said there were increases across all customer types – independent catering, high street/profit sector, cost sector and contract distribution. One of the key drivers was the launch of DBC’s new frozen buffet party food and

desserts range, Food for Celebrations, introduced at the end of September. Horne told Cash & Carry Management: “We are extremely pleased with this growth, given the difficult economic climate and tough market trading conditions. “We also witnessed a shift in behaviour in the run-up to

Greater choice Following Birchall Foodservice’s recent takeover of Wrexham-based Willow Foods (Cash & Carry Management: October 2011), customers now have access to over 750 more food products. The additions, which include sandwich fillings, speciality breads, salads, meat products, juices and cakes, are made by such chilled food suppliers as Calder Foods, Village Bakery and Purity Drinks. Keith Horner, Birchall’s sales & buying director, said: “The acquisition has allowed us to massively expand our

dairy and chilled range and secure specialist sources of supply and expertise. “This means that both Birchall Foodservice and Willow Fresh Foods’ customers gain access to what is now one of the most comprehensive, next-day delivery, multi-temperature range of foods for caterers available in the north of England and Wales. “All product ranges, including non-food, are delivered on one vehicle, so helping to reduce the carbon footprint.” Tel: Birchall Foodservice (01707) 323421.

Red Tractor speeds up DBC Foodservice is expanding its range of Red Tractor quality assured products after totalling £600,000 of incremental sales for Red Tractor fresh meat in the past 20 weeks. Its commitment to the initiative comes a year after the appointment of Rob McFarlane as commercial director, meats.

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The existing range includes Farmhouse Champion, a premium, British red meat brand; an EBLEX Quality Standard selection of beef and lamb; and Broadland Farms turkey. Lamb and more beef products, specifically for chefs and caterers, will follow. Tel: DBC Foodservice (01707) 323421.

• Cash & Carry Management • February 2012

Christmas, which saw a contraction in the traditional out-of-home party season, with functions being held primarily in December rather than the usual November through December period.” Horne added that sales were also up in October and November, but the main growth was in the last month of the year. “We are looking forward to an exciting year in 2012 with a number of high-profile additional catering opportunities for eating out-of-home, including the Queen’s Diamond Jubilee weekend and a summer packed with sporting events.” Tel: DBC Foodservice (01707) 323421.

Desserts Four gateaux have been added to the Country Range list of frozen desserts: Belgian Chocolate Truffle, Tarte Au Citron, Peach & Toffee Charlotte and Strawberry & Raspberry Gateau. Belgian Chocolate Truffle consists of layers of chocolate sponge, chocolate truffle and vanilla cream, and it is mirror-glazed; Tarte Au Citron is a ‘classical’ lemon tart made from lemon juice, egg, cream and sugar; Peach & Toffee Charlotte comprises toffee sponge, chocolate truffle, caramel icing and sweet peaches; and Strawberry & Raspberry Gateau has vanilla sponge, white chocolate and cream, with strawberry mousse. Tel: Country Range Group (0845) 519 6181.

Extended range 3663 is extending its ownbrand range, adding a further 100 lines to the existing 668. All will be available over the coming months, the final products being launched by the end of April. The newcomers feature main dishes such as lasagne verdi and curries, and desserts that include Chocolate Tart. Nicky Dixey, own-brand manager, said: “Every one has been through a rigorous testing process to ensure that it doesn’t just look good, but tastes good too.”

A number of products have undergone thorough testing through the Craft Guild of Chefs, which has given them its endorsement. An introductory offer price is being featured in 3663’s Marketplace brochure and the company’s ownbrand range is being included in the Safari loyalty programme. Tel: 3663 (0370) 3663 000.

Drinking drive SPAR UK has launched a responsible drinking campaign aimed at consumers, with accompanying point-ofsale material distributed through the retail network. The drive also features a commercial played on the symbol’s internal SPAR Live radio station to promote the ‘Do you know how many units are in your drink?’ message. Tel: SPAR UK 020-8426 3700.

www.cashandcarrymanagement.co.uk


IT news New 5-user Solution STL is Maini Reason for Better Business Birmingham-based Maini Wholesale Cash & Carry has gained greater visibility and control across its business with a new solution from STL. Comprising STL’s Merchandise Management System, tills and central cash system, it is already benefiting both Maini’s customers and its cost-of-operations. Kamaljit Sandhu, a Partner at Maini, said, ‘The STL solution is streets ahead of our old system. It gives us real-time access to all the information we could want on stock levels, sales performance, customer profiles and promotion management. This will help us make more confident decisions and provide a more proactive service.’

STL has launched STL Foundation, a sophisticated yet easy-to-use merchandise management system specifically for wholesalers with up to five users and 10,000 products. Based on the latest Microsoft development platform, it easily integrates with small business accounting systems such as Sage 50. STL Foundation will be available only through approved UK resellers.

Intelligent Business STL’s Merchandise Management System (STL MMS) is being integrated with a leading Business Intelligence solution from Profitbase (www.profitbase.net). Combined, STL MMS and Profitbase BI Studio will provide a sophisticated ‘sales and inventory cube’ specifically tailored for the information needs of wholesalers. Importantly, this will enable cash & carry and delivered wholesale executives to quickly create custom reports that give them the precise information they need to make sound strategic decisions.

STL Goes Global STL has commenced an international drive to carry its software solutions into emerging markets, such as Nigeria and Tanzania.

1st Reseller Signs to STL SMB Network STL has signed the first reseller to the STL SMB Partner Network, which is being established to sell STL Foundation to small and start-up wholesalers: Niborough Computer Services (NCS). NCS has a long history of supplying complete solutions to small wholesalers and distributors. Ivan Durkin, MD of STL, said, ‘Small wholesalers need a onestop IT solution that takes care of all their hardware, software, installation and training needs, so that they can focus on managing their core business. With NCS’ experience and STL Foundation, we can provide just that.’

Its experience has enabled it to fast-track onto the UKTI’s Gateway to Global Growth programme – a free Government service that helps experienced exporters optimise their export potential. It is also developing a worldwide partner network, and is in advanced discussions with both a global IT organisation and a reseller in Lagos.

See our new video

Follow STL on Twitter @STLTechSolution

Tel: 0844 472 4727 Email: sales@stl-solutions.com Website: www.stl-solutions.com


in focus

Now roll on the 50th! Mervyn Gilbert visits Imperial C&C as the north London operator makes plans for its 25th anniversary. A day after Today’s Wholesale moved into its new Doncaster offices, managing director Bill Laird was on the express train down to London to hear how one of the group’s leading C&C operators is keeping on track in its silver jubilee year. Leading suppliers, fellow Today’s members and the Mulchandani family who run the business were clustered into a room on the Edmonton site to hear managing director John, his brother and fellow director Kali and three of the third generation tell the history of the company and how it will be celebrating its 25th birthday – some of the plans dovetailed with those of Today’s, which is itself marking its 25th anniversary with a programme of events. Imperial, whose turnover last year rose from £54 million to £62 million, began life as a retailer under John and Kali’s late father Ghanshamdas, who had come to the UK from India. John takes up the story: “We got to the stage where we were running six shops, mostly in west London. Our skills included cutting and cooking bacon. Nothing was wasted; even the bones were used by neighbours to make soup. “I remember dad always turning up for work wearing a clean shirt and tie. Mum, too, was an inspiration.”

Strike while the iron is hot During a strike by the leading plant bakers, John found it advantageous to deliver bread from a local bakery to shops in the area. “I was making the equivalent of two or three weeks’ wages in one day, and between £70 and £80 profit!” Despite expanding the retail side by acquiring a number of local sites, including a former Threshers licensed shop and a Cullen’s grocery store, the Mulchandanis had developed a taste for wholesaling. The company had also secured accounts delivering booze to around 25 local pubs and clubs. Says John: “While we were taking £5,000 a week in the shops, over the same period we were getting £22,000 from wholesale.”

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• Cash & Carry Management • February 2012

Managing director John Mulchandani reflects on the company’s history.

In 1987, the first Imperial Cash & Carry opened in Tottenham on an 18,000 sq ft site. The C&C was trading along with the retail chain, but the shops were losing money. So they were sold. Then, in a shrewd investment move, the family spent £450,000 on a depot in Edmonton which had a freehold value of £1.4m, but had been served with a dilapidation order. Ten years later, the Mulchandanis sold the 32,000 sq ft building for “a handsome premium” of £2m. The family moved to the present site – a 45,000 sq ft depot – in 2003, having the C&C up and running in three months when everybody said it couldn’t be done in less than nine months. Imperial, a founding member of Today’s and with a staff of 30, many with over 15 years’ service, and 3,500 regular customers, continues to progress, despite facing competition from two Dhamecha C&Cs, two Bestways, two run by Booker and three independently-owned depots. Now the next generation of the family is having a major input and looking ahead to the 50th anniversary – Nikkita (John’s daughter), who is responsible for the 124-strong retail club, trade marketing and the website; Ravi (John’s son), who handles tobacco, soft drinks, confectionery and data analysis; and Rahul (Kali’s son), who looks after the licensed side, delivered business and technology.

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Get full details at: www.transformyourpatch.com. Voting closes: 31/10/12. Pack shots are representational of brands, varying sizes are participating.


products & promotions New soft drinks

For DIY smokers IMPERIAL TOBACCO – New 50g packs of JPS cigarette tobacco (specially for adult smokers to create their own JPS cigarettes using a ‘cigarette making kit’) are now available to all UK retailers. The new pack format, known as a ‘Ceka can’, contains 50g of loose JPS cigarette tobacco with a foiled seal. It enables smokers to create 20 king size cigarettes for £2.80, after purchasing the cigarette maker and tubes. Head of sales Martin Goodall said: “We continually undertake research into the preferences of adult smokers in the UK and other markets. Insights gathered ensure our category-leading portfolio accurately reflects the preferences of the 12m UK adults that choose to smoke. “The ‘make your own’ proposition provides cost-conscious consumers with a lower priced alternative to both cigarettes and RYO tobacco.” The JPS ‘cigarette making kits’ were launched in November. The 50g ‘Ceka cans’ have an rsp of £13.49. Price-marked packs are available at £12.99. Tel: Imperial Tobacco (0117) 963 6636.

Repackaged P&G PROFESSIONAL – Two laundry products – Ariel and Lenor – have been relaunched with new packaging and formulations. Ariel Professional comes in liquid and powder form for regular and coloured washes, while Lenor Professional is available in three ranges: extra softness, extra freshness and sensitive care. Tel: P&G Professional (0800) 716854.

14

COCA-COLA ENTERPRISES – New Ocean Spray 100% juices, in three styles, and additions to the Appletiser and Capri-Sun range, have been launched by the soft drinks leader. The three brands together have a retail value of £178m (Capri-Sun £91m, Ocean Spray £52m and Appletiser £35m). The Ocean Spray innovations are: Cranberry Blend, Raspberry & Blackberry with Cranberry, and Blueberry & Pomegranate. The one-litre packs have an rsp of £1.75. The new range will be highlighted in a television campaign (part of a £7m marketing budget) and the drinks will also feature in sampling and health public relations activities. The Appletiser additions include a 1.25-litre PET bottle launched this month (rsp £2.49) and a 350ml PET (£1.39) in April. Another innovation sees the launch of Grapetiser, in white and red variants. Both contain 79% fruit juice from concentrate. The white style is available in 1.25litre and 275ml glass bottles only, while the red comes in these two styles as well as a 330ml can format. The Appletiser range will this year be supported by a £3m marketing outlay. Capri-Sun has launched a mango variety in a 200ml 49p price-marked pack and a 200ml 10-pack. The brand is also raising awareness of its 330ml size among teenagers as part of a £3 million budget. Starting in April, and running throughout the year, Capri-Sun is sponsoring satellite tv channel 4Music with 30-second and 10second ads. Tel: Coca-Cola Enterprises (08457) 227222.

• Cash & Carry Management • February 2012

Guess what? WALKERS – The leading crisps and snacks manufacturer is launching a multi-million pound campaign, with tv support, for three mystery flavours under the ‘What’s This Flavour?’ tagline. Consumers are being given the chance to win three £50,000 prizes if they correctly identify the mystery flavour names. For now, they are just named Mystery Flavour A, B and C. The real flavours will be revealed on 12 March. Sales are expected to build on the success of previous campaigns like Walkers Flavour Cup, which was 44% incremental to the category, selling more than 100 million packs (TNS Worldpanel 12 weeks to 11 July) and Clash of the Comics, which raised over £1.2 million for Comic Relief. Marketing director Miranda Sambles said: “We are investing significantly in the impulse channel, working with customers to help them maximise this promotion. “Over 17,000 independent retailers have received mystery flavour teaser bags to drive awareness and excitement for the campaign. We have also created smaller 32 case stackers and ‘ready to sell’ clips strips in mixed cases of 24.” Tel: Walkers Snacks (0118) 930 6666.

Extended deal NESTLÉ WATERS – The Buxton brand will continue to be the official water supplier to the England cricket team for a further two years. It first became an English Cricket Board (ECB) partner in 2008. It is now the exclusive supplier of bottled water to the team for all home international matches until the end of the 2013 season. Tel: Nestlé Waters (01923) 897700.

www.cashandcarrymanagement.co.uk


products & promotions Leisure support

Less fat

BRITVIC – The soft drinks supplier has launched a UK-wide scheme to help create more open spaces for leisure activities. It is being conducted in conjunction with regeneration charity, Groundwork. Between February and October, packs of the company’s leading brands will display the ‘Transform Your Patch’ symbol to heighten awareness of the scheme. Jonathan Gatward, marketing director, said that 11 major regions of the UK had been designated for the scheme, incorporating 165 sites. Each Britvic brand will concentrate on a particular activity, such as Pepsi Cola for football, Robinsons for playgrounds and Liptons for community areas and green spaces. All channels will be involved, with cash & carries featuring “unavoidable visibility”. There will also be price deals during the promotional period. Putting the idea into context, Gatward said that the purchase of one bottle of drink would mean one sq metre of land being transformed. The project will be promoted through a range of media, including partnership with a national newspaper (to be announced), social websites and endorsement by celebrities. Tel: Britvic Soft Drinks (0845) 758 1781.

ARLA – The Lurpak spreadable brand has introduced Lightest, which has just 40% fat (and 27.5% butter content), making it the lowest fat variant in the range. The others either have an 80% or 60% fat content. The 500g container (rsp £2.98) comes in two outers: 16s and 12s. A 250g size is being considered. Brand manager Sam Peel said: “Our UK turnover is £260m (AC Nielsen) and we are growing at 12% year on year. “In the impulse channel, sales are £16m and rising at 5%.” The newcomer has been launched through all channels. The £10m marketing budget covers advertising over the introductory period, as well as further activity in May/June and September. Ads will appear on television, in the press and on rail and poster sites (mainly in London). Tel: Arla Foods (0113) 382 7000.

Rugby partners GLAXOSMITHKLINE – England Rugby has agreed a four-year strategic partnership with Lucozade Sport and Maximuscle. The deal, which also covers the women’s squads, represents the first collaboration between the two since the GSK acquisition of Maxinutrition last year. Tel: GSK Consumer Healthcare 0208047 5000.

UK distributor SCANDINAVIAN TOBACCO GROUP UK – The company has been awarded the distribution rights for the Natural American Spirit (NAS) brand by SFR Tobacco International. The deal will provide STG UK with an increased presence in the growing roll-your-own tobacco market and establish it as a player in the cigarette category. The NAS brand offers consumers a range of quality products that are additive free. The rolling tobacco range comprises three skus available in outers of 10 x 12.5g (rsp £3.83 per pack), 5 x 25g (£7.37) and 5 x 35g (£9.49). There are two cigarette styles: Yellow and Blue 20s, each with an rsp of £6.95. The NAS brand has gained distribution in the major multiples and in cash & carries. Tel: STG UK 020-8731 3400.

Larger format TANGERINE CONFECTIONERY – The Barratt kids’ confectionery brand has added a ‘Max’ variant to the single chews range. The larger format comes in flavours such as Fruit Salad, Black Jack, Bruiser Kola and Bruiser Blackcurrant & Apple, with an rsp of 20p. The standard bar is priced at 12p. Brand manager Laura Burton said: “This key initiative allows consumers the choice of two different sizes on their favourite Barratt chew bars, coupled with a great value proposition. Value and larger pack formats are a key trend supporting the growth of the category.” Tel: Tangerine Confectionery (01253) 761201.

www.cashandcarrymanagement.co.uk

Price-marked PERFETTI VAN MELLE – The confectionery manufacturer has introduced a range of 35p price-marked packs of Mentos Mint roll, Mentos Fruit roll and Fruittella strawberry stick packs. Distributed exclusively through the convenience channel, the new packs will support growing distribution in this sector. Standard formats of Mentos and Fruittella will still be available. Mentos is claimed to be one of the fastest growing mint brands in the UK impulse market, growing by 33% in value, while the fruit style has risen by 8%. The Fruittella brand has been increasing by 22% in value. This year will feature continued investment by Perfetti Van Melle in its leading brands, including national tv coverage for Mentos along with sponsorship of American Idol, as well as national tv support for Fruittella. All data IRI total impulse outlets, value sales, year to 26 November 2011.

Tel: Perfetti Van Melle UK (01753) 442100.

Cash & Carry Management

• February 2012 • 15


• Great new Golden Syrup flavour! • Launches January 2012 • National TV campaign April & September • Also, look out for special £1 launch packs!

All pro produc ducts ts are are also available in non pric price e mark mar ked packs. packs.

Plus Fantastic new case design and some smaller

R NEW FO! 2012

Weetabix Golden Syrup 12’s 10 pks per case

Weetabix 24’s Was 12 pks per er case case NOW 6 pks

Weetabix 12’s Was 18 pks per er case case NOW 10 pks

ROLLING OUT OVER


• NEW Strawberry flavour 375g launches February 2012 • National TV campaign March, May & August • Also, look out for special £1.50 launch packs!

• NEW Cherry Bakewell adds confectionery offering to top-selling Alpen Light Bar range • Launches January in a 30p trial pack

case sizes across the price marked cereal range!

R NEW FO! 2012

Weetabix Minis 375g Was 10 pks per case NOW 6 pks

Alpen Original 375g 6 pks per case

THE NEXT FEW MONTHS

Ready brek 500g 6 pks per case


products & promotions Drinks sub-brand

TV support KEPAK CONVENIENCE FOODS – The manufacturer is renewing Rustlers’ partnership with MTV UK in support of the second series of Geordie Shore. The non-scripted series was a big success when it hit screens in May last year, attracting the channel’s highestever viewing audience. This year’s linkup runs until late March. Consumers are being offered the chance to win a signed photo of cast members and an iPhone 4s on Rustlers’ Facebook page. Tel: Kepak (01772) 421442.

Priced packs COCA-COLA ENTERPRISES – The soft drinks leader is extending its range of price-marked packs for independent retailers across on-the-go and future consumption segments. New in 330ml 59p price-marked cans are Coke, diet Coke, Coke Zero and Cherry Coke, offering retailers 40% profit on return. Powerade Sports in a 500ml 99p can allows a 32% POR. Point-of-sale kits include wobblers, shelf barkers and chiller vinyl posters. CCE’s permanent price-marked packs include on-the-go formats: Fanta, Sprite, Dr Pepper and Lilt (330ml, 55p), MyCoke (500ml, £1.15), Oasis, Fanta, Sprite, Lilt and Dr Pepper (all 500ml, 99p) Relentless and Monster Energy (500ml, £1.39) and Powerade Energy (500ml, 85p). In future consumption, CCE offers: MyCoke (two-litre, £1.99; 1.25litre, £1.39; and 330ml can four-pack, £1.89), Fanta, Sprite and Dr Pepper (two-litre, £1.99), Schweppes Lemonade (two-litre, £1.49), Ocean Spray (one-litre, £1.35) and Five Alive one-litre £1.29). Tel: CCE (08457) 227222.

18

GLAXOSMITHKLINE – A new subbrand, Lucozade Revive, is described as ‘a light, energising, drink’, with just 50 calories per bottle. It comes in three variants: lemongrass with ginger, orange with acai and, sold in Tesco only, cranberry and acai. Lucozade Revive is available in 380ml singles (rsp 99p) and 4 x 380ml multipacks (£2.99). A £6m campaign (from April) will include tv, outdoor and press coverage. Two new limited editions from GSK are Lucozade Sport summer fruits and Lucozade Energy mixed berries, both with a Union Jack design. The Sport style comes in a 500ml unpriced bottle, 99p price-marked pack and 4 x 500ml multipack. The Energy style is available in 500ml and 380ml unpriced containers, 95p price-marked 380ml bottle and 6 x 380ml multipack. Tel: GlaxoSmithKline (08702) 415132.

Single portion HEINZ FOODSERVICE – The company has launched SqueezMe! Amoy sweet chilli sauce. It is claimed to be the first branded sweet chilli portion on the market. Brand manager Shireen Hamdy said: “Sweet chilli has become a favourite over the years and, as such, we are bringing the first portioned offering to market by adding it to our SqueezMe! range. “Not only does it work well with traditional Asian cuisine, but it is also a great accompaniment to other foods such as chips, wedges, chicken and fish.” The Heinz SqueezMe! pods range also includes: tomato ketchup, salad cream, mayonnaise, garlic mayonnaise, tartare sauce and BBQ sauce. Tel: Heinz Foodservice (0800) 575755.

• Cash & Carry Management • February 2012

Multipacks RED BULL – The energy drink brand is launching multipacks next month as part of a new Formula One campaign. They will communicate the introduction of the Red Bull Racing Spy app, which will give consumers the ‘inside track’ on the F1 World Champions. Supported by a £2m marketing package, including integration of Red Bull Racing into a new tv commercial, the campaign focuses on the app’s launch, backed by an in-store campaign to promote purchase. There is also the opportunity to earn summer internships with the racing team by competing in an online test at redbull.co.uk. The new design will feature across all multipacks for Red Bull and Red Bull Sugarfree. Tel: Red Bull 020-7434 5670.

Mythical place CADBURY – Dairy Milk is launching a new long-term communications platform called ‘Joyville’. The move is part of a campaign designed to strongly connect the brand with milk chocolate. ‘Joyville’ lives in the imagination of chocolate lovers and is being positioned as a magical, mythical place where CDM is made just beneath the surface of the world. The company has also launched a commercial for Cadbury Dairy Milk Bubbly – a new-shape aerated chocolate. It is part of a £6m campaign, including tv and outdoor advertising, as well as PR, experiential and digital activity. Tel: Cadbury (08702) 400861.

www.cashandcarrymanagement.co.uk


A V A I L A B L E

12.5G

I N

25G

*Nielsen Market Track Y TD Sep’11 ** Nielsen Market Track Value Y TD Sep’11 *** Nielsen Market Track Volumes Y TD Sep’11 vs. Y TD Sep’10. Introductory price marked packs available through February and March 2012. Whilst stocks last.

STANDARD & PRICE MARKED PACKS

INTRODUCTORY

PRICE

MARKED

PACKS The RYO category in the UK is worth more than £1 billion**

AVAILABLE THROUGH FEBRUARY AND MARCH WHILST STOCKS LAST.

RYO has grown by more than 12%*** Sterling is the No.1 Value cigarette brand in the UK*

Tobacco smugglers stealing your business? If so, contact: Customs Hotline 0800 59 5000


employment law

Get the best person for the job Human resources expert Cate Ritchie (below) discusses common mistakes made by interviewers and answers readers’ questions. In a recent survey, 68% of employers questioned had never received any interview training despite being the frontline ‘first interviewer’ for their company. The most common interviewer mistakes we have seen are featured below, along with our advice to help you make the most out of interviews in order that you can be confident you have selected the best person for the job. 1. Poorly structured interviews Make the most of the allotted time by ensuring candidates are well prepared – tell them in advance what they can expect from the interview so you don’t have to give lengthy introductions to each candidate. Understand what you want to achieve from the interview and make sure that you stick to your plan. Explain to candidates that they will have a chance to ask questions at the end so they don’t interrupt the interview and distract you.

2. Asking candidates different questions Ensure you compare candidates fairly by asking the same questions. This means you need to have the questions planned in advance. Don’t ever be tempted to ‘wing it’. Before the interview, list the core skills and competencies required for the role and design questions around them. Remember to ask questions that will elicit evidence – never use the word “would” as in: “What would you do if...” as this provides a hypothetical answer. Use questions that demand the candidate gives you evidence of what they have done, eg “Give me an example of a situation when...” Make sure you ask each candidate the same questions and score the evidence they have given you so you have a fair comparison.

• •

3. Interviewing a candidate a week

• Try to conduct all interviews over a two or three day

period, ideally sequentially, so that you can remember each interviewee and compare their strengths and the evidence you have gathered from the interviews. Complete the evaluation of each candidate immediately after each interview – unless you have very detailed notes,

20

• Cash & Carry Management • February 2012

each candidate will merge into the next and you will not remember specific details. 4. Losing the focus of the interview Although an interview can be informal, it is still an interview and you need to make sure you get the information you need from the candidate. If you feel the candidate is going off-track, turn the conversation back to the structure of the interview; you can pick up on any interesting points at the end.

Q:

We are in the process of exiting an employee from the business via a Compromise Agreement and they have requested a reference as part of their package. As this is part of the arrangement, what should and should not be included?

A:

You are under a duty of care to provide accurate and factual information which is not misleading. In order to avoid contention it is better not to express personal opinions regarding an employee’s performance or conduct, and only to include information that the employee is aware of. The general points that should be included are: the start and finish date of the employee’s employment with the organisation the employee’s job title or designation a brief description of the employee’s key duties and level of responsibility other jobs that the employee held within the organisation prior to the job he or she held at the date of termination, and the start and finish dates of these jobs. In order to be consistent, the reference provided should be in line with what the company would normally provide.

• • • •

Q:

We have had to put a number of our employees onto short-term working due to a downturn in work and understand that we have to pay a guarantee payment. Are there any qualifying conditions?

A:

The right to a statutory guarantee payment arises if an employee is not provided with work throughout a day or shift on which he or she is normally required to work. Such a day is referred to as a ‘workless day’. There are a few instances where an employer need not pay a guarantee payment: if the employer’s failure to provide work on that day is directly or indirectly attributable to employees’ industrial action if an employee has been continuously employed for less than one month if the employee unreasonably refuses an offer of suitable alternative employment on that day if he or she does not comply with the employer’s reasonable request to remain ‘on standby’ in case work becomes available on that day.

• • • •

If you wish to talk to Cate about a particular HR issue, contact her at cate@121hrsolutions.co.uk or phone (0792) 121 3890.

www.cashandcarrymanagement.co.uk


FREE JOB ADS FOR C&C/WHOLESALERS Struggling to get the right candidate for your job vacancy? Reach every cash & carry and delivered wholesaler in the UK free of charge

www.cashandcarrymanagement.co.uk

Visit the website or contact Martin Lovell at mail.winlove@btconnect.com or 01342 712100

Cash & Carry Management, the Scottish Wholesale Association’s partner in Achievers since its inception 10 years ago, commends all entrants for the high standards shown during the judging process and congratulates all finalists on their success.


achievers

A decade of Achievement

Kate Salmon, executive director of the SWA.

Edinburgh Corn Exchange was the new venue for Achievers 2012.

Scottish Wholesale Achievers celebrated its 10th anniversary in style earlier this month with a glittering awards ceremony at the new venue of Edinburgh Corn Exchange. A record audience of 500 wholesalers and suppliers saw the team from Glasgow-based JW Filshill collect the ultimate accolade, Champion of Champions, for the second year in a row and the sixth time in Achievers’ history. It also picked up two more awards: Best Retail Wholesaler – Delivered and the inaugural Corporate Responsibility Award. Achievers was created a decade ago by the Scottish Wholesale Association (SWA) in partnership with Cash & Carry Management to recognise the best wholesalers and suppliers in Scotland and to improve standards across the industry.

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• Cash & Carry Management • February 2012

BBC Scotland TV presenter Catriona Shearer, host of the awards dinner.

SWA executive director Kate Salmon said: “We think we were ahead of the game when we launched Achievers 10 years ago with the unique feature of the independent judges, who subject all of the awards to close scrutiny. And every year we have tried to stay ahead of the game by acting on feedback and ideas from wholesalers, suppliers and judges alike to enhance our awards. This led us to introduce the Corporate Responsibility Award and Supplier Sales Executive of the Year.” She added: “All of our winners have displayed exceptionally high levels of customer service and invested in their businesses in a financial climate that remains difficult. By taking risks and embracing the partnership ethos that Achievers promotes, they have set themselves an even higher benchmark to aspire to in the coming year.”

www.cashandcarrymanagement.co.uk


achievers

Winning wholesalers Best Cash & Carry Depot

Winner: United Wholesale (Scotland) Queenslie “Had the highest rating from its customers and a laudable strategy for working with local communities on health conscious issues.” Runner-up: Booker, Longstone L to r: Kate Salmon, SWA executive director; Peter Baird, regional sales manager at Kraft Foods; Ali Afsar, impulse grocery director at United Wholesale (Scotland); awards host Catriona Shearer.

Highly Commended: United Wholesale Grocers, Springburn

Best Retail Wholesaler – Delivered

Winner: JW Filshill “An efficient business with technology that helps the retailer and a great understanding of how to engage the consumer.” Runner-up: CJ Lang Highly Commended: Sutherland Brothers

L to r: Kate Salmon, SWA executive director; Andrew Lawrence, account development manager at Diageo; Simon Hannah, managing director of Filshill; awards host Catriona Shearer.

Best Foodservice Wholesaler – Delivered

Winner: 3663 “Has developed customer communication, sourced more local, accredited ranges and introduced an exciting customer campaign.” L to r: Kate Salmon, SWA executive director; Adam Spiers, business unit controller Scotland of 3663; David Scaife, AG Barr’s business development manager HORECA; David Canning, field sales manager of 3663 Edinburgh; Stevie Ramage, AG Barr’s regional business manager; awards host Catriona Shearer.

24

• Cash & Carry Management • February 2012

Runner-up: Fáilte Food Service Highly Commended: Forteith Foodservice www.cashandcarrymanagement.co.uk


achievers Best Licensed Wholesaler – Off-Trade

Winner: CJ Lang “In-house training, a budget range and a commitment to working with local suppliers result in first-class support for its customers.” Runner-up: JW Filshill L to r: Kate Salmon, SWA executive director; Mike Leonard, trading controller of CJ Lang; Julie Dunn, operations director of Dunns Food & Drinks and Currie’s; awards host Catriona Shearer.

Highly Commended: United Wholesale (Scotland)

Best Licensed Wholesaler – On-Trade

Winner: Sutherland Brothers “Has the highest standards in its business, with investment plans to ensure stability and strategies to meet customer needs.” Runner-up: Gordon & MacPhail Highly Commended: Forth Wines

L to r: Kate Salmon, SWA executive director; awards host Catriona Shearer; David Sutherland, managing director of Sutherland Brothers; SHS national account manager Martin Dyer; Ruth Sutherland, buying director of Sutherland Brothers.

Corporate Responsibility Award

Winner: JW Filshill “Has improved efficiency, gives top priority to training, responds quickly to customer requests, forges links to the community.” Runner-up: Gordon & MacPhail L to r: Kate Salmon, SWA executive director; Patrick Toms, head of channel – distributive and vending at Imperial Tobacco; Simon Hannah, managing director of Filshill; awards host Catriona Shearer.

www.cashandcarrymanagement.co.uk

Highly Commended: United Wholesale Grocers

Cash & Carry Management

• February 2012 • 25


achievers Best Retailer Development Programme

Winner: United Wholesale (Scotland) “Supports its retail customers with regular advertising, category knowledge and upweighted activity with local communities.” Runner-up: JW Filshill L to r: Kate Salmon, SWA executive director; Steve Dyas, trading director of JTI; David Wilkins, Day-Today controller at United Wholesale (Scotland); awards host Catriona Shearer.

Highly Commended: CJ Lang

Best Marketing Initiative

Winner: Forteith Foodservice “Food from Argyll is building a sustainable business for both Forteith and local farmers, who benefit from all-year-round demand.” Runner-up: United Wholesale (Scotland) ‘Water for Schools’ Highly Commended: 3663 ‘Safari Rewards’

L to r: Kate Salmon, SWA executive director; John Forteith, senior partner at Forteith Foodservice; Oliver Morton, trading director – impulse route to market at Mars Chocolate; awards host Catriona Shearer.

Champion of Champions

Winner: JW Filshill

L to r: Kate Salmon, SWA executive director; Nick Hannah, director of Filshill; Clare Bocking, wholesaler director of Britvic; Ian McDonald, Filshill’s sales director; awards host Catriona Shearer; Simon Hannah, managing director of Filshill.

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• Cash & Carry Management • February 2012

“By focusing on improving technology, it is driving both efficiencies and business development and giving its retail customers a greater understanding of how to engage with the consumer. Strong supplier relationships again focus on the consumer and ensure impressive retail standards.” www.cashandcarrymanagement.co.uk


achievers

Winning people Employee of the Year

Winner: Jamie Brodie, customer services supervisor, Booker A1

L to r: Kate Salmon, SWA executive director; Jamie Brodie, customer services supervisor at Booker Edinburgh A1; Ross Brown, senior national account manager of Premier Foods; awards host Catriona Shearer.

“Jamie quickly adopted the company standard of PRIDE – Parking, Reception, Inside, Delivery, Exit – raising customer perceptions of his depot. Consequently, he regularly achieves the PRIDE bonus for all depot staff. Internal procedures have also been improved and, as a result, staff morale has increased dramatically. While Jamie has an excellent work ethic, he also manages to enjoy a great work/life balance.”

Runner-up: Kaleem Ullah (right), credit controller, United Wholesale Grocers, Polmadie

Highly Commended: Tom Clarkson (left), Scottish sales manager, Forth Wines

Supplier Sales Executive of the Year

Winner: Steven McGarry, regional business development manager, AG Barr Runner-up: Laura Chilton (right), business development executive, Kraft Foods

Highly Commended: Barrie Davidson (left), customer development executive, Britvic Soft Drinks www.cashandcarrymanagement.co.uk

L to r: Kate Salmon, SWA executive director; Steven McGarry, regional business development manager at AG Barr; Bill Laird, managing director of The Today’s Group; awards host Catriona Shearer.

“If Steven was cut in half, AG Barr would be etched down one side and the wholesale channel down the other – such is his commitment and loyalty to his company’s brand and the wholesale sector in Scotland. He impressed the judges with his enthusiasm, energy and the genuine pleasure he derives from providing excellent customer service – a view unanimously shared by the wholesalers he supports.” Cash & Carry Management

• February 2012 • 27


achievers

Winning suppliers Best Overall Service Winner: AG Barr (34.27 out of 40) Runner-up: Coca-Cola Enterprises (33.77) Highly Commended: Maxxium (32.29)

L to r: Kate Salmon, SWA executive director; Keir Stewart, regional business development manager at AG Barr; Steven McGarry, RBDM at AG Barr; David Gibson, RBDM at AG Barr; awards host Catriona Shearer; Stevie Ramage, regional business manager of AG Barr.

Commended: Britvic Soft Drinks (31.96) See p.29 for complete league tables

Project Scotland

Winner: Coca-Cola Enterprises “Scotland: Positively Different was category driven, featured additional spending for Scotland and included an exclusive 4-pack.” Runner-up: AG Barr, Bru-Jet Highly Commended: Mars Chocolate MaltEaster Bunny

L to r: Kate Salmon, SWA executive director; George Benson, SWA president and chairman of the judging panel; Ken Cameron, sales manager wholesale of Coca-Cola Enterprises; awards host Catriona Shearer.

Best Advertising Campaign Winner: Irn-Bru ‘Phenomenal Summer’

L to r: Kate Salmon, SWA executive director; Stevie Ramage, regional business manager of AG Barr; awards host Catriona Shearer.

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• Cash & Carry Management • February 2012

www.cashandcarrymanagement.co.uk


achievers

Top 30 final results

FOUR-MONTH AVERAGE

For the third year running, AG Barr has won the highly coveted ‘Best Overall Service’ award. Scotland’s wholesalers scored their top suppliers on all areas of service over a four-month period.

POSITION

COMPANY

SCORE (max. 40)

POSITION LAST YEAR

1

AG Barr

34.27

1

36.25

1

2

Coca-Cola Enterprises

33.77

3

35.22

2

3

Maxxium

32.29

6

33.91

3

4

Britvic Soft Drinks

31.96

2

31.26

8

5

Highland Spring

31.39

7

31.81

5

6

Kraft Foods

31.07

32.04

4

7

Tayto

30.67

4 (Cadbury) 22 (Kraft Foods) 8 (Golden Wonder)

31.47

6

8

Whyte & Mackay

30.19

10

31.34

7

9

Imperial Tobacco

29.25

12

28.79

10

10

Nestlé 1st Choice

29.22

9

29.38

9

11

JTI (Gallaher)

28.98

14

28.51

11

12

Heineken

28.37

11

27.15

15

13

C&C Group

28.20

17

26.68

17

14

Tata

27.83

N/A

27.73

12

15

SHS

27.73

N/A

26.76

16

16

Diageo

27.54

5

27.64

13

17

PepsiCo

26.88

16

25.29

23

18

GlaxoSmithKline

26.69

13

27.31

14

19

Mars

26.56

18

24.91

25

20

Red Bull

26.26

N/A

25.93

20

21

Carlsberg

26.00

20

26.44

18

22

AB InBev

25.73

19

25.67

22

23

Unilever

24.79

N/A

26.07

19

24

Bacardi Brown-Forman

24.77

N/A

24.99

24

25

Premier

24.76

N/A

25.79

21

26

Molson Coors

23.77

15

23.12

27

27

Kellogg’s

23.57

N/A

24.00

26

28

United Biscuits

23.35

21

22.86

28

29

Unilever Foodsolutions

23.25

N/A

22.27

29

30

Heinz

22.32

N/A

21.85

30

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Cash & Carry Management

NOVEMBER ’11 score/position

• February 2012 • 29


achievers

Sponsors’ views “Scottish Wholesale Achievers is an important platform, offering rewards to those who are succeeding against all challenges, and the ‘Best Licensed Wholesaler – On-Trade’ category is an important one for SHS Sales & Marketing to be associated with. We know the hard work that wholesalers are investing to reach the on-trade market and their achievements deserve the highest recognition. The on-trade is a rapidly evolving environment but those in the sector are meeting the challenges of uncertainty with bold positivity and innovation. The SWA entries reflect the steadfast resilience and optimism that will power Scottish wholesalers in the year ahead. We wish them all the best of luck.” Martin Dyer, senior national account manager, SHS Sales & Marketing

“JTI is delighted to continue its long association with Scottish Wholesale Achievers and to support this year’s ‘Best Retailer Development Programme’ award. Scotland is an important market for JTI and it is always a delight to see the passion and enthusiasm displayed by all the entrants and winners year in and year out. 2011 was no exception to this and we wish the Scottish wholesale industry continued success in 2012 and beyond.” Steve Dyas, trading director, JTI

“Premier Foods is once again delighted to continue its support of Scottish Wholesale Achievers through its sponsorship of the ‘Employee of the Year’ award. This award recognises the efforts of individuals from a wide variety of roles. Each of the nominees has shown tremendous enthusiasm and skills in their respective roles and they should be proud not only of having been chosen to represent the organisations they work for, but also of their own personal achievements that have led to them being nominated by their managers. I would like to thank the SWA for the opportunity to be part of a vibrant Scottish market place and congratulate all finalists.” Ross Brown, senior national account manager, Premier Foods

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• Cash & Carry Management • February 2012

“'The overall standard of all the entrants was extremely high. All delivered excellent presentations and offered sound reasons why they should win ‘Best Licensed Wholesaler – Off-Trade’. This is the first time Currie’s has been involved in the judging process and I would personally like to thank the independent judge whose retail expertise assisted in a very difficult decision. We would like to congratulate this year’s winner CJ Lang which has really embraced the local initiative, creating partnerships with many Scottish suppliers and local businesses to both promote and support Scottish food and drink products.” Philip McRae, business development manager, Currie’s

“Mars Chocolate UK is proud to sponsor ‘Best Marketing Initiative’ as part of the Scottish Wholesale Achievers awards. The award recognises the passion and commitment the wholesalers have demonstrated to develop a variety of initiatives that allow their customers to offer something different to grow and develop their businesses. All the initiatives demonstrated a wide variety of campaigns, all with extremely high standards. Mars Chocolate would like to congratulate Forteith Foodservice on winning Best Marketing Initiative on its fantastic ‘Food from Argyll’ campaign. It was a real honour to work with the SWA on its Achievers programme and to hear about the great initiatives that are being developed by all the entrants who are a credit to the Scottish wholesale trade.” Jenni McKay, regional account manager IRM Scotland, Mars Chocolate

“Diageo is again delighted to be part of Achievers. Sponsoring the ‘Best Retail Wholesaler – Delivered’ category has given us a great opportunity to gain insights from wholesalers. The standard of entries was very high with each entrant excelling in at least one area. The consumer focus was strong from all entrants and any of them could have won. We wish to congratulate all entrants for their fantastic businesses and wish them, and all involved with the SWA, a prosperous 2012.” Andrew Lawrence, account development manager, Diageo GB

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achievers “Britvic Soft Drinks is proud to continue its long-standing association with Scottish Wholesale Achievers and to support this year’s ‘Champion of Champions’ award. Judging Champion of Champions is a real privilege as the award singles out the outstanding performer in the Scottish wholesale sector. The judging experience has broadened our understanding of our customers and their commitment to continually improving their businesses. We wish our winner JW Filshill many congratulations and thank all the entrants for helping us to understand their business in more detail.” David Knaggs, regional sales manager, Britvic Soft Drinks

“Kraft Foods UK is delighted to have sponsored the ‘Best Cash & Carry Depot’ award this year. Having not sponsored this award for a few years, we were delighted to see a great improvement in standards within depots. The passion shown for their businesses by the entrants was evidence of how important entering the award was. The high standards meant that finding the winner was much more difficult, and in the end it was a combination of customer feedback, current and new initiatives, and community involvement that separated the entrants. We would congratulate all for the standards that they are maintaining.” Peter Baird, field sales development manager, Kraft Foods UK

“AG Barr is thrilled to continue its involvement with the Scottish Wholesale Association through sponsorship of the ‘Best Foodservice Wholesaler – Delivered’ Achievers award. Foodservice is not my forte and having my colleague David Scaife on board to assist with the judging was beneficial. I discovered that there are many similarities between the foodservice sector and the impulse sector, namely the passion to be the best at what they do, to offer their customers the best possible service, offering choice and value whilst ensuring availability, and finally building their business for the future in this difficult economic time. Judging was extremely close and we appreciated the support from the independent judges. All the entrants have exciting plans and initiatives for 2012. Delivering them should ensure a strong and healthy sector for the year ahead. I wish them all the best of luck.” Stevie Ramage, regional business manager, AG Barr

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“2012 is a milestone year for many reasons for Today’s Group. We celebrate our Silver Anniversary this year and we have very recently become a fully independent, member owned buying group. This is also the year we sponsor a new category at the Achievers awards: ‘Supplier Sales Executive of the Year’. This was introduced to recognise the crucial role that positive wholesaler-supplier relationships play in our sector. In a much changed commercial environment, it will be those organisations that form genuine long-term wholesaler-supplier partnerships that will endure and succeed, especially in these tough times. Following an intensive judging process, Steven McGarry of AG Barr emerged as the very worthy winner from a highly competitive list of contenders. We congratulate him and all other sales executives nominated in this new category.” Bill Laird, managing director, Today’s Group

“Imperial Tobacco is proud of its long association with the Scottish Wholesale Achievers awards and to support this year’s ‘Corporate Responsibility Award’. The Corporate Responsibility Award provided us with a valuable opportunity to see the passion and commitment shown by Scottish wholesalers to corporate responsibility. We observed that all the businesses remain committed to their employees, responsible marketing, their community and the environment. For example, companies were making significant adjustments to reduce their transport miles and the energy efficiency of their fleet and property. I would like to congratulate all this year’s entrants for making it such a closely contested contest. I would also like to wish the Scottish wholesale industry continued success in 2012.” Colin Wragg, senior UK corporate & legal affairs manager, Imperial Tobacco

“As always we are truly grateful to our supporting suppliers. A great deal of hard work goes into judging all the awards. Year after year, we are delighted to learn that suppliers have forged closer working relationships with wholesalers as a direct consequence of judging an Achievers category. Indeed, some have signed up completely new accounts. Our supporting suppliers can certainly gain a different perspective and deeper understanding of the Scottish wholesale industry.” Kate Salmon, executive director, SWA

Cash & Carry Management

• February 2012 • 31


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Profile for Cash & Carry Management

Cash & Carry Management  

February 2012

Cash & Carry Management  

February 2012

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