SWA 2014 yearbook

2014 YEARBOOK the voice of the Scottish food, drink and allied trades

contents

Scotland’s chance to shine ... see page 14

A business built on trust ... see pages 20-23

Valuable advice ... see page 32

4

foreword: Kate Salmon

26

mentoring

6

leader: Asim Sarwar

28

lifelong learning

8

viewpoint: Julie Dunn/Chris Gallacher

30-31

profile: WallacesTCB

10

who’s who: council members

32

legislation & HR support

12

conference

33

lobbying

14

2014 highlights

36

profile: Makro/Booker

16

achievers

38-39

employment law

18

supplier benefits

40-51

background

20-23

profile: United Wholesale Grocers

52-55

directory: wholesaler members

24-25

training

56-59

directory: supplier members

editor

Kirsti Sharratt contributing editor

Karen Peattie

Published on behalf of the Scottish Wholesale Association by Winlove Publications Ltd PO Box 366, East Grinstead, RH19 4ZE Tel: (01342) 712100 email: mail.winlove@btconnect.com website: www.cashandcarrymanagement.co.uk

editorial assistant

Michael Catling

Front cover design by Alisdair Binning of Tapestry AV

publishing director

Scottish Wholesale Association 30 McDonald Place, Edinburgh, EH7 4NH Tel: 0131-556 8753 email: kate.swa@btconnect.com website: www.scottishwholesale.co.uk

Martin Lovell media sales manager

Clare Phillips

www.scottishwholesale.co.uk

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scottish wholesale association

3

foreword

The benefits of collaboration FOR any trade body – particularly one that is as longestablished as the Scottish Wholesale Association – the challenge is to ensure that it remains relevant to its membership.

Some wholesalers and suppliers ask: ‘What’s in it for us?’ and I do my best to convince them that we have a great deal to offer in terms of our main functions, which we call our pillars: liaison between members and suppliers, training, lobbying, legislation, Achievers, and the annual conference.

As an association we’re in rude health. Our Council is robust and well-prepared for the future, having appointed both a senior and junior vice-president. We’ve also recently welcomed Alan Halliday onto Council – as a former supplier he will bring a new dimension to our discussions in his role as divisional director for Brakes in Scotland and also guide us on the needs of our foodservice members when it comes to training, for example.

Training is, of course, one of the SWA’s key pillars. Our Mentoring Programme has been hugely successful but I would take this opportunity to remind members that our ongoing training workshops and seminars, run by 121 HR Solutions, also serve a valuable purpose – thanks to our suppliers for their support, too.

Kate Salmon, executive director

121 HR Solutions, as well as facilitating our training programme, advises on employment law. This advice is FREE to wholesale members so please take advantage of this added-value service if you have any issues within your business that you would like clarified.

Meanwhile, Scott Brady of ecos is doing sterling work on our behalf when it comes to lobbying and legislative issues. We have also been collaborating closely with the tobacco companies to ensure the Scottish Government is aware of the adverse implications of new legislation on the businesses of our members and their customers.

‘It remains my mission to head up a resilient SWA that is brave, forward-thinking and relevant’ I speak often about collaboration and its benefits, with our suppliers and also with other trade associations. Our highprofile Parliamentary Reception in January to highlight the detrimental effects of illicit trade in counterfeit goods was a prime example and saw us work in partnership with the Scottish Grocers’ Federation and the Scottish AntiIllicit Trade Group.

As for Achievers, we couldn’t stage such a successful event without the support of our suppliers who sponsor the awards and provide feedback to our members after the judging process. We recently surveyed our members and they told us how important feedback is – it is our USP. Our conference is another great example of collaboration between wholesalers and suppliers. The generous support of suppliers enables us, year after year, to hold one of the most relevant and enjoyable trade conferences in the UK. The conference is also the ideal backdrop for our final pillar – liaison between members and suppliers.

There’s definitely buoyancy within our industry and the excellent attendance at Achievers and the conference backs this up. It’s also great news that many of our members are expanding – a sign that the economy is picking up and a marker of confidence in the wholesale sector.

But the marketplace is still challenging and it remains my mission to head up a resilient SWA that is brave, forwardthinking and relevant to our members and industry.

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www.scottishwholesale.co.uk

AB-InBev is proud to support the Scottish Wholesale Association.

AB InBev are proud to be the number one supplier of Beer and Cider to the Scottish off trade* Thank you for making: • Budweiser No2 brand in Scotland* • Stella Artois No3 brand in Scotland* • Beck’s Blue is the No1 non alc beer and has grown 14.1%* • Cidre is the No2 Premium Cider and the fastest growing top 15 brand in beer and cider.

It was the most successful new product at the Retail Industry Awards 2012

© 2013 AB InBev UK Limited, all rights reserved *The source is: Nielsen; Total Market Scotland; MAT to 02.03.13

PLEASE DRINK RESPONSIBLY

leader

A strong collective voice You are now moving into your second year as president.

How have you found the experience so far?

It’s been exciting, challenging and a lot of fun. I’ve taken time to get to know how the Association operates and I realise how much hard work goes on behind the scenes.

It is great to be part of such a forward-thinking organisation with like-minded individuals who want to work collaboratively for the best interests of the industry.

What has been your biggest achievement to date as SWA president?

A highlight for me was the Parliamentary Reception we held at the Scottish Parliament to underline the escalating economic and community costs of the illicit trade in counterfeit goods. It definitely helped the SWA raise its profile and reaffirmed our commitment to lobbying on the serious issues that affect our members. By joining forces with the Scottish Grocers’ Federation (SGF) and Scottish Anti-Illicit Trade Group (SAITG), we also showed our willingness to work in partnership with other trade associations and to share information.

In what other ways has the SWA stood out?

We’ve made particularly good progress with training. The Mentoring Programme has really struck a chord with our members and we’re getting excellent feedback from our mentees and mentors. This year’s Gap training in association with Mars Chocolate was also successful and took our training function to a whole new level.

Achievers and the annual conference were also well attended and we will continue to develop both events.

They go from strength to strength, which is a huge vote of confidence in the SWA at a time when our members and suppliers have to keep tight controls on budgets.

The SWA has appointed both a senior and junior vice-president. Why? The Council decided to look seriously at succession planning. We’re a strong, healthy trade body but it’s important to have the right people in place to ensure a seamless handover when a president’s term of office has been completed. Our Council is the most diverse it’s been for some time and we have a great team of forwardthinking wholesalers with fresh ideas. I’m also delighted to welcome Alan Halliday, ex-Coca-Cola Enterprises and now divisional director for Brakes in Scotland, as our newest Council member. It is good to have even stronger representation of our foodservice members.

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Asim Sarwar, president What’s on the agenda for your second year in office?

We’ve done well engaging with suppliers and building relationships but the reintroduction of our strategy meetings with suppliers has been welcomed, and I would hope that during the coming months we will be able to persuade more to join the SWA. Suppliers that have joined us in the last year include Blu, Burton’s Biscuit Company, KP Snacks, Nicocig and Philip Morris.

We will build on our reputation as a trade association that provides relevant and highly subsidised training for our members, small and large. We’re currently having discussions about investing more resources in training.

Lobbying, of course, will stay high on our agenda – we have a strong, collective voice so we must use it to get our views across. It’s not just the big issues like tobacco and licensing legislation that are important. There’s a whole raft of legislation that we need to be on top of – the introduction of the carrier bag charge in October, for example, plus packaging waste regulations.

We’ve also joined forces with the SGF, Scottish Licensed Trade Association, Scottish Beer & Pub Association and BII Scotland to offer advice on the mandatory training requirements for Personal Licence Holders.

www.scottishwholesale.co.uk

OFFICIAL BREW OF ENGLAND CRICKET

viewpoint

Make membership work for you

by Julie Dunn, senior vice-president FOR Julie Dunn, membership of the Scottish Wholesale Association is a “no-brainer” if you have ambitions to grow your business and be part of a forward-thinking trade organisation that is enjoying its highest-ever profile.

Operations director of the Lanarkshire-based wholesaler Dunns Food and Drinks, Julie was appointed senior vice-president of the SWA in January, accepting the invitation to support president Asim Sarwar as “a great opportunity” for the Dunns business.

“With any trade association it is natural for people to ask, ‘What am I getting out of my membership?’ so my advice is to view the SWA as something positive, a group of likeminded companies and individuals who have the same

issues and challenges as you,” suggests Julie. “By being an SWA member, you then have access to these people and the opportunity to attend some of the best networking events in the wholesale industry anywhere in the UK. We’re a small industry in Scotland so why not collaborate for everyone’s benefit?”

All the same, Julie would like to see more engagement with smaller wholesalers, as well as those involved in the licensed trade and foodservice. “There’s much more crosschannel trading now and the SWA needs to do a little bit more work to engage with some of these wholesalers.”

Julie, meanwhile, believes that the SWA has gone through a period of reinvigoration. “Under George Benson’s presidency we introduced our ‘pillars’ which gave us the opportunity to make it clear that we are increasingly focused on key areas such as training and lobbying,” she says. “This has been tremendously beneficial for our members. The creation of the Mentoring Programme and Training Trust was viewed as groundbreaking within our industry.”

Leading from the front

by Chris Gallacher, junior vice-president SWA junior vice-president Chris Gallacher couldn’t be clearer: “When you’re involved in the SWA you understand what you have to gain from membership.”

Chris, retail development controller in Scotland for Booker, also points out that the SWA is there for all members, regardless of their size. He explains: “There are many aspects of what the SWA does that are extremely beneficial for wholesalers across Scotland.”

independent adviser Scott Brady, Chris recently had an “excellent meeting” with Fergus Ewing MSP, Minister for Energy, Enterprise and Tourism.

Highlighting legislation, he says: “Scots law is very different and because legislation is moving at a different pace from south of the Border, it is extremely useful for wholesalers to have a voice on this and someone who can pass on relevant information.”

“The SWA has reached the stage where we are leading from the front,” says Chris. “We used the opportunity to raise key concerns. We consulted our members beforehand and had specific questions to ask about fuel, empty shops on the high street and the imminent carrier bag charge.

Mr Ewing left with a better understanding of who we are and what our problems are, and he has now accepted an invitation to attend our Council meeting in August.

Lobbying and legislation are his areas of SWA responsibility and, with fellow Council member Simon Hannah and

“This is a pivotal year for our industry, with many challenges and opportunities. We must all rise to it.”

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www.scottishwholesale.co.uk

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

who’s who

The council members are representative of the diverse nature of the Scottish wholesale industry and bring to the SWA a variety of skills and experience.

JOHN FORTEITH council member John is depot general manager of Forteith Foodservice (3663 Alba Ltd).

ASIM SARWAR president Asim is managing director of United Wholesale (Scotland).

ALAN HALLIDAY council member Alan is divisional director (Scotland) at Brakes.

JULIE DUNN senior vice-president Julie is operations director of Dunns Food and Drinks.

SIMON HANNAH council member Simon is managing director of JW Filshill.

CHRIS GALLACHER junior vice-president Chris is retail development controller Scotland of Booker.

IAIN HILL council member Iain is managing director of Iain Hill Ltd.

KATE SALMON executive director Kate looks after the day-to-day running of the SWA.

BILL LAIRD council member Bill is managing director of Today’s Group.

ALI AFSAR council member Ali is impulse grocery director of United Wholesale (Scotland).

DAVID LAMB council member David is trading director of CJ Lang.

JAMES BIELBY council member James is chief executive of the Federation of Wholesale Distributors.

MARTIN RACE council member Martin is trading director of Bestway Group.

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www.scottishwholesale.co.uk

conference

Going for Gold every time YEAR after year, the feedback from the annual conference confirms that it is the premier networking event for the wholesale industry in Scotland, and this year is shaping up to be no exception.

With a particularly impressive line-up of speakers making presentations on the theme ‘Going for Gold’ in the year of the Commonwealth Games in Glasgow, Ryder Cup at Gleneagles, Homecoming Scotland and, of course, the referendum on independence, the debate promises to be lively, inspirational, emotive but, as always, relevant to the wholesale industry in Scotland.

Not surprisingly, speakers will be talking about the opportunities presented by major events taking place during one of Scotland’s most important years – a year when the eyes of the world are looking on. In keeping with SWA tradition, there will also be keynote presentations from high-profile individuals from outwith the wholesale sector.

John Howie, chairman of CBI Scotland and managing director of Babcock’s marine & technology division, will discuss ‘Politics and Partnership’. Another perspective on business will come from Tamlin Roberts, managing director of digital specialist Mercurytide and Bolt Learning.

“It is important that our members hear views from people operating in different business sectors,” says Kate Salmon, SWA executive director. “Our members are always open to new ideas and often garner inspiration for trying something new within their own organisation when they hear presentations from business leaders from outwith wholesale.

“The conference is also a unique networking occasion, providing members and suppliers with an opportunity to have informal discussions in a relaxed atmosphere.”

Also speaking at the 2014 conference will be Peter Lederer CBE, chairman of Gleneagles Hotel and director of Diageo, and Jill Livesey, director of him! Wholesalers addressing the audience will include: Julie Dunn, operations director of Dunns Food and Drinks and SWA senior vice-president; Bill Laird, managing director of Today’s Wholesale Services; Philip Jenkins, managing director of Sugro; Martin Williams, managing director of Landmark Wholesale; and Chris Gallacher, retail development controller Scotland of Booker and SWA junior vice-president.

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Above: Katherine Grainger CBE will be the motivational speaker this year.

Picture courtesy of Newsquest (Herald & Times)

Suppliers are also represented, and delegates can look forward to thought-provoking presentations from: Nick Dawson, customer director of Kellogg’s; Stephen Glancey, group chief executive of C&C Group; James Barge, head of regulatory affairs, and Martin Inkster, managing director, at Philip Morris; Jamie Dunning, vice-president sales at Mars Chocolate; Bryan Donaghey, chief executive of Whyte & Mackay; Martin Glenn, chief executive of United Biscuits; and Jonathan Kemp, commercial director of AG Barr.

Meanwhile, the SWA’s groundbreaking mentoring programme will take centre stage at this year’s conference when mentees Paul Dickson of Booker and Stuart Harrison, of JW Filshill, talk about their experience, along with businessman and ex-Bellevue owner Graham Benson, one of the mentors.

This year’s motivational speaker is Dr Katherine Grainger CBE, the world-class rower who won a gold medal at the London Olympics in 2012.

The conference takes place at Crieff Hydro from 13-15 June and is open to all wholesalers and suppliers.

www.scottishwholesale.co.uk

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2014 highlights

A landmark year for Scotland SCOTLAND has a chance like no other to shine in 2014, according to Peter Lederer, chairman of Gleneagles Hotel and director of Diageo, who describes this landmark year as a “once-in-alifetime opportunity” for the Scottish business community.

a Londoner who has been in Scotland now for over 30 years. “Much of the talk is about the Commonwealth Games this summer and the Ryder Cup in September but it’s also the Year of Homecoming. Lots of events have been taking place, with the organisers working really hard to showcase our country in the best possible light.

In the year that Scotland hosts both the Commonwealth Games and Ryder Cup, the eyes of the world are indeed on Scotland. But add to the equation the fact that Scotland goes to the polls to vote on independence on 18 September, and the nation has been elevated even further into the global spotlight.

“My message is this: we all have a role to play in telling the world that Scotland is great, Scotland is welcoming and Scotland is a great place to do business.

Everyone working in tourism, hospitality, retail and wholesale has a role to play.”

“We’ve been talking about 2014 for so long but now it’s happening and we can’t afford to get it wrong,” says Peter, Above: The Ryder Cup will attract more than 250,000 spectators.

Below: AG Barr’s senior management team promote the firm’s sponsorship.

The economic benefits for Scotland from both the Ryder Cup and Commonwealth Games are hugely significant. Building and revamping Glasgow 2014 Commonwealth Games venues and the athletes’ village has resulted in a £52 million boost to the economy, with 1,000 jobs on average created in each of the past six years, according to a Scottish Government report. One million tickets have been sold, 43% to people outside Scotland, and over the 11 days of competition there will be a global audience of 1.5 billion people, including a UK audience of 42 million.

As the only food and drink company linked with the Games, ‘Proud Supporter’ AG Barr is investing £12 million in its sponsorship. Commercial director Jonathan Kemp says: “With the Ryder Cup and the referendum, this will be a momentous year for Scotland. But at the heart of it will be the Commonwealth Games, and we are incredibly proud to be a sponsor. People coming to the Games will get the warmest welcome ever.”

The Ryder Cup will attract more than 250,000 spectators from 75 countries and a daily global TV audience of approximately half a billion. It is estimated that the economy will receive a boost in the region of £100 million.

Diageo is an official partner of the event, while Highland Spring, Moët & Chandon, Mouton Cadet and Nespresso are official suppliers.

“My hope is that both events will be a catalyst for growing pride and self-confidence in Scotland,” says Peter. “This year will be one we all remember.”

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www.scottishwholesale.co.uk

LET THE JOY BEGIN GIN! OV9603

achievers

Standardised feedback THE feedback element of Scottish Wholesale Achievers remains as important today as it was when the awards were launched 13 years ago.

However, it is not easy to get it right. Some wholesalers have said that the feedback has not been detailed enough, and occasionally a company has reacted negatively to the views expressed by the judges instead of taking on board the constructive criticism with a view to improving its business.

Although a key aim of Achievers is to raise standards within the Scottish wholesale industry, this clearly should not be at the expense of harmonious wholesaler/supplier relationships! Therefore, the Scottish Wholesale Association, having sought opinion from a large number of wholesalers and suppliers, has introduced a standardised format for giving feedback: The criteria is sent out to the entrants before the judging takes place.

While visiting each entrant, the judges complete a score sheet.

After the awards are announced at the dinner, each company that has entered a category is sent its score sheet. This shows the marks it gained for each aspect of the criteria and the maximum that could have been achieved, along with the judges’ explanations.

Below: Winning an award – in this case Best Cash & Carry Depot 2014 – is not the only point in entering Achievers. Feedback is important too.

If wholesalers have any queries about the scoring, they can contact the suppliers direct. Since both the criteria and the judging will have been verified by the independent panel, wholesalers can be confident that the results are accurate and fair.

“While we recognise that we can never please all of the people all of the time, we will never stop striving to perfect Achievers – and that includes the feedback,” says SWA executive director Kate Salmon. “We are optimistic that the new format will provide the entrants with valuable information on which they can act to enhance their business.”

The 2015 Achievers awards dinner will be held on 12 February at the Sheraton Grand, Edinburgh.

WHOLESALERS’ VIEWS ON FEEDBACK “I’m looking for constructive feedback that will enable me, or help me, to improve the business, customer service and, most importantly, sales throughout Scotland. I’d like to see the scores in a standard format based on the criteria.”

“Feedback – not just assumptions made by us internally – gives our business focus on those areas where we need to improve. It indicates that the supporting supplier genuinely looks to help improve our business by passing on its observations and working collaboratively.We have gained significantly from those suppliers who have followed up with feedback.”

“Feedback is a very important part of the process. Our past experience is that the feedback has been lacking in any substance. This means we couldn’t work out, for example, why we were awarded three points out of a possible five for something.”

Managing Performance “In past years we have always looked forward to the feedback – it is an opportunity for people external to your business to provide you with a different perspective. When you are very involved in the business, it is most interesting to hear what an outsider thinks.

We also share the feedback with our staff and we proactively look to improve on any negative areas.”

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www.scottishwholesale.co.uk

Strongbow Citrus Edge is a new, refreshing fruit Cider cut with lemon + lime

*

Source: IRI Total Store, MAT to 14th Sept, 13

Strongbow Dark Fruit, the most successful alcoholic drinks launch of 2013*

supplier benefits

What’s in it for me?

ONE of the main questions prospective supplier members frequently ask the Scottish Wholesale Association is: “What’s in it for me?”

Suppliers considering joining the Association, however, would be advised to ask existing members as well. Take Graeme Clark, for instance. The managing director of Scot Serve, whose central Scotland-based company became a member eight years ago, is very clear on the benefits.

“At the time, it was quite a big thing for us to join the Association because we’re not a huge company with deep pockets,” he points out. “We were building the business, but very early on could see the value of joining the SWA. As members, we would then be in a position to demonstrate to our clients the importance of wholesale in Scotland.”

reflection of the hard work and commitment of our sales team.

“We really have got so much out of being part of the SWA, and my advice to any supplier swithering over whether or not to join is: join up and start reaping the benefits,” says Graeme. “It’s not always about a quick fix – it’s about building relationships with wholesalers and looking to long-term growth.”

Working together has to be the way forward for the wholesale industry, so having a strong trade association at its core can only have long-term benefits for everyone, suggests Simon Harrison, wholesale sales director of Coca-Cola Enterprises.

Graeme explains that he also wanted to change wholesalers’ perception of sales agencies. “Not everyone always fully understands what we do, and through our membership we have been able to meet wholesalers at events like Achievers and the conference and tell them face-to-face,” he says. “Fifteen minutes chatting to someone at a drinks reception at the conference can lead to business down the line – why wouldn’t we want to expose ourselves to those sorts of benefits?”

From his own business’s perspective, Simon states: “All suppliers to the independent market face similar issues and the SWA is there to help us get our messages across.

“The SWA gives us the opportunity to meet wholesalers outside our normal trading meetings and to discuss the wider challenges and opportunities that exist in the independent market in Scotland.”

Based in Alloa, Scot Serve has been a major player in food and drink sales consultancy in Scotland for 40 years.

Clients include FrieslandCampina UK, Perfetti Van Melle, Butcher’s, Bahlsen and Highland Spring. In fact, it was a campaign involving Yazoo, FrieslandCampina UK’s milk drink brand, that secured the prestigious Project Scotland award for Scot Serve in Achievers 2014.

Graeme says: “We were runner-up in Project Scotland in 2013 – the first time we had entered Achievers – so to win the category, in which we were judged against larger, national suppliers, is a

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“In an age of constantly changing legislation, it is crucial that wholesalers have a central point where they can go for advice,” says Simon. “The SWA does this very well and lobbies on behalf of its members on all the important issues, as well as the lesser-known legislation that’s being enforced in the background.”

Above: Graeme Clark of Scot Serve (top) and Simon Harrison of Coca-Cola Enterprises reap the benefits of SWA membership.

2014

Simon concludes: “Strength by numbers has never been more important, and with the SWA’s willingness to work in partnership with suppliers and other trade associations for the benefit of Scottish wholesalers, CCE continues to support it in its sterling work. The SWA is very proactive in getting its message across and its standing within the industry is something we as a company want to be associated with.”

www.scottishwholesale.co.uk

Proud to support the Scottish Wholesale Association

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profile

A business built on trust ASK Nabeel Ramzan why United Wholesale Grocers (UWG) has increased its turnover to £140 million from £80 million in just four years and he states: “Our customers know and trust us. We strive to offer the best possible service and are helping our customers grow their businesses.”

everywhere. Says Nabeel: “Yes, business is tough, as it always is in Glasgow, but we are growing and working hard to strengthen relationships with customers and suppliers. I do believe that being a long-established family business helps you build trust.”

For Nabeel, managing director of Glasgow-based UWG, this impressive growth does not mean that he is content to rest on his laurels. On the contrary, his family-run business, which operates two cash & carries in the city, is investing – the Polmadie depot has been extended, taking advantage of its prime position just off the M74.

UWG is currently looking to expand outwith its core Glasgow customer base. “We see a huge opportunity within a 50-mile radius of the city,” explains Nabeel’s brother, Amaan Ramzan, operations director for the company. “You can’t sit still – you need to keep looking to the future.

We’re very ambitious,” he says.

“We’ve not physically extended the building,” Nabeel explains. “What we’ve done is reconfigure the space internally. We’ve knocked down some walls and put offices on top of the cigarette room – we’ve grown by about 25% just by changing the layout and without having to invest in extending externally.”

That ambition is mirrored by UWG’s trophy cabinet, which is filling up fast. The Springburn depot won Best Cash & Carry Depot in Scottish Wholesale Achievers 2013 and was runner-up in Achievers 2014, and the business has won a number of other prestigious trade awards in recent years – something that always boosts staff morale.

It’s a clever tactic that enables the wholesaler to keep moving forward at a time when business is challenging

Crucially, the company has reacted to feedback from the Achievers judges by improving signage in the car park at Springburn and putting photographs of key personnel in reception. “We have learned from Achievers and have taken the feedback on board,” Nabeel points out. “It’s invaluable getting an outside, unbiased opinion – that is what is unique about these awards.”

Above: Nabeel Ramzan: ‘Business is tough but we are growing.‘

Below: The Springburn operation has won a number of awards.

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www.scottishwholesale.co.uk

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

profile

Making changes, however small, are important. “You have to find a good balance in your business and we have a great team here,” says Nabeel. “We brought in David Reilly, ex-JW Filshill, who has been a real asset to us and helped us drive the business – you need fresh ideas and it’s good to do things differently. You sometimes need to change your focus and when you make changes that improve your business, even minor ones, your staff become more engaged.”

Amaan agrees: “Look around you and you see supermarkets opening up, often getting services like the Lottery straight away when your customers are not. That’s frustrating for us and with the supermarkets increasingly moving into town centres, that’s even worse for small shops which are already struggling. It’s really quite an unfair playing field.

“This is why it’s so important for wholesalers to work even more closely with retailers to help them be more Below: UWG has increased its turnover to £140m from £80m in just four years.

disciplined and show their customers that they are not more expensive than the multiples, which is often the public perception when, in fact, it is the other way round.

That’s where our Retail Club comes in.”

With over 220 retailers now sporting the ShopSmart and Lifestyle Express fascias and benefiting from an average 29% increase in sales by adopting more disciplined standards, Nabeel feels that there is considerable optimism among customers.

‘We’re very hands-on. You’ll always see us on the shop floor – we want to be accessible to our customers’ Nabeel Ramzan, managing director, United Wholesale Grocers “We’re pushing hard with our Retail Club,” he confirms. “It’s difficult to build a brand but we’re investing heavily and striking a chord with retailers. Some retailers want to be disciplined and are happy to get behind the full package but others don’t want that – it can be a challenge for us getting the message across that if their store has high standards, it makes for a better experience for their customers who will spend more in the shop.

“When a retailer has the right range, services and promotions for their store, not to mention professional equipment, fixtures and fittings plus a recognisable brand name above the door, it sends out the message that this is a professional store where the shopper is going to get excellent service.”

UWG is also ramping up its catering and foodservice business, experiencing excellent growth over the last two years in particular.

Nabeel’s appointment as vice-chairman of Landmark Wholesale last November, meanwhile, has been a pivotal development for UWG. At 31, he is the group’s youngest board member and has been described by Landmark’s managing director, Martin Williams, as a “strategic thinker”.

“It was a great honour and I believe that a strong Landmark is vital to the future prosperity of individual members,” says Nabeel. “It also gives me access to

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www.scottishwholesale.co.uk

profile

wholesalers from all over the UK and allows me to spend time with people I might not otherwise have the chance to meet – that’s invaluable. We’ve been members of Landmark since 2001 and joining the group has been an excellent move for us. Likewise, when you attend events like Achievers and the SWA conference, or Landmark events, you can pick up ideas from other wholesalers.”

Nabeel was appointed managing director of UWG when his father Mohammad Ramzan, who founded the business 38 years ago, retired in 2009. He plays down his achievements, his quiet and unassuming manner hiding a gritty determination to take the business to the next level.

“It’s very much a team effort,” he points out. “We’re very hands-on. You’ll always see us on the shop floor because we want to be accessible to our customers – that’s our great strength and that’s what will help us grow the business in the future.”

Above: UWG has reconfigured the space at its Polmadie branch.

Promo Checker is a website reporting national promotional activity from suppliers in key wholesale outlets

“Promo Checker enables me to quickly get a rounded view of all the relevant promotional and competitor activity. This is mainly down to its concise and informative format.”

John Sutcliffe, Out of Home & Convenience Channel Controller, Taylors of Harrogate

For further information:

www.cashandcarrymanagement.co.uk tel: 01342 712100

www.scottishwholesale.co.uk

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training

Tap into tailored training FOR the Scottish Wholesale Association there has been a realisation that training is playing an increasingly important role in the success of its members and, in the last few years, more focus has been placed on putting in place a training programme that is both relevant and stimulating.

Training, of course, is one of the SWA’s key pillars, and this year the programme has really picked up pace with the Essential Negotiator, an intense two-day residential workshop in conjunction with Mars Chocolate and The Gap Partnership. This took place in Edinburgh in April and offered just 12 places.

The workshop’s objective was to develop delegates’ skills in order to help them be stronger negotiators. Sandie Holmes, principal consultant at 121 HR Solutions, which

WHOLESALERS’ VIEWS ON SWA WORKSHOPS Social Media Strategy & Implications “Useful day out of the business.”

Gerry Welsh, CJ Lang & Son “Very good – a worthwhile course. I would recommend it for anyone undertaking social media responsibilities.”

Stephen Shek, JW Filshill “A very detailed yet easily digested seminar on aspects of best practice around social media.”

Graeme Broom, Wine Importers Edinburgh Managing Performance “It gave me confidence in how to deal with situations I may find when dealing with employees.”

Robert Ion, JW Filshill “Very helpful and very informative.”

Fraser Gourlay, Glencrest “Very professionally run. It was conducted in a friendly, informal atmosphere which encouraged attendees’ openness and involvement.”

Mark Spalding, CJ Lang & Son

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manages the SWA’s training programme, explains: “The workshop focuses on key areas – how to prepare and plan for negotiations, how to identify and control the balance of power, and how to question and listen to others.

“The facilitator, Mars Chocolate’s sales training manager, Aron Adams, spent time on each of these areas and worked with the delegates to help identify where they perhaps lacked confidence or needed to rein in aspects of their approach. Later, the workshop devoted time to developing and presenting creative proposals, and tutored delegates to be confident in future negotiations using an eight-step process.”

Feedback has been excellent, confirms Sandie, with 50% of delegates describing the workshop as “excellent” and 50% judging it as “very good”. When asked if they would change their approach to negotiating as a result of attending the event, delegates said they would be “better structured in future”, “more focused”, “less aggressive” and “more confident”.

Gordon Airth, trading controller at CJ Lang & Son, commented: “If you get the opportunity to take part in this type of training, do so.” His colleague, Stewart Ferguson, added: “This was an excellent course – I learned some valuable skills not only to use in the work environment, but also in my personal life.”

Meanwhile, Neil Rutland, buyer at Dunns Food and Drinks, said: “This was a very good workshop and well worth the investment in time.” At JW Filshill, buyer Stuart Harrison commented: “I got more out of this workshop than expected.”

www.scottishwholesale.co.uk

training

SWA president Asim Sarwar, who also attended the Essential Negotiator workshop, described it as a “good learning experience which gave insight into how suppliers pitch and how to create value and maximise benefits”.

The SWA is hoping to hold a second Essential Negotiator workshop this year. Members attending the April session were: Batleys, Bestway, CJ Lang, JW Filshill, Sutherland Brothers, United Wholesale Grocers, and United Wholesale (Scotland).

“The feedback has been extremely positive so we are using that to gauge how we can make improvements and adjustments to a second Gap workshop in the second half of the year,” confirms Sandie. “We survey delegates after every training event we facilitate on behalf of the SWA as this helps us tailor the programme to the precise needs of members.”

For further information about SWA training or HR support, please contact Sandie Holmes on (0800) 9995 121 or (07921) 213892 or email train.swa@btconnect.com.

COST-EFFECTIVE COURSES FOR SWA MEMBERS Training is an area that all wholesalers should focus on, and with the SWA’s own survey indicating that members want access to a wide choice of workshops and seminars, the challenge for the Association is to create a programme that reflects their varying needs.

As Sandie Holmes, principal consultant at the SWA’s training partner, 121 HR Solutions, explains: “There is not ‘one size fits all’ when it comes to training and this is especially true with regards to the SWA, which has a very broad membership comprising multi-national companies and independent, family-owned businesses.

“However, we have found that even for those larger companies with their own in-house training divisions, there is still a role for the SWA,” she continues. “Some of our courses, such as Selling & Negotiation Skills for Telesales, are targeted at a very specific group of employees, so often it suits the bigger companies to use our training programme, particularly if the timings are convenient.

“Another aspect of our programme has been to occasionally regionalise it, so we have held training workshops in parts of the country that make travelling less cumbersome and costly for members in the more remote locations. Most courses, however, do tend to take place in Edinburgh, Glasgow and the central belt.”

Training workshops held over the last year include: Social Media Strategy & Implications; Managing Performance; Presentation Masterclass; Supervisory

www.scottishwholesale.co.uk

Skills; Employment Law; and Selling & Negotiation Skills for Telesales.

Courses planned for the coming months include: repeats of Selling & Negotiation Skills for Telesales and Social Media Strategy & Implications; Category Management; and Brand Selling, Selling with Impact.

“We would encourage wholesalers to let us know what training they need,” says Sandie. “This enables us to gauge interest among other members. Our programme offers an extremely cost-effective way of providing wholesalers with the training that they need and want.”

Support from suppliers has been excellent, according to Sandie, with Diageo and Mars Chocolate among those contributing to the training programme. In addition, legal firm Dundas & Wilson (which recently merged with CMS Cameron McKenna) has facilitated the workshops on Employment Law.

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mentoring

Investing in our people AHEAD of the game is where all professional wholesalers want to be, so employing the right people with the right attitude and the right skills is crucial – and the reason why the Scottish Wholesale Association embarked on its Mentoring Programme two years ago.

The much-lauded programme has set out to identify talent and retain that talent within the industry in Scotland. So far, seven individuals – or mentees – have participated, each carefully matched to a mentor who is tasked with both nurturing and challenging that person.

One of the mentees is Waqas Khawaja, systems developer at the Maxwell Road branch of United Wholesale (Scotland), and his mentor is Christian Barden, head of sales at Cott Beverages. Waqas feels that mentoring is ideal for meeting and learning from people outside your own organisation. “It’s a great opportunity to see how others tackle different situations in different ways,” he says.

“The process has been excellent and I’ve found every single person I’ve dealt with along the way to be very professional, particularly Christian who is a great guy with lots of positive attitude,” Waqas continues. “I’ve learned so much from him – he comes up with some great examples for me to think about.”

Waqas says that his confidence levels have soared as a result of his sessions with his mentor. “I’m doing things in a more efficient manner now,” he points out. “I’m much Below: Waqas Khawaja (left) of United Wholesale (Scotland) and businessman David Sands, a mentee and mentor respectively in the SWA scheme.

more confident, I have developed my analytical skills and I’ve learned to react in a more timely way.”

As a result of participating in the programme, Waqas would advise any young executive to consider applying.

“You don’t have to devote loads of time to it – you can fit it around your schedule quite easily,” he says.

From a mentor’s perspective, experienced businessman David Sands maintains that there are advantages for both mentor and mentee. David, who has recently returned to the retail sector after his family sold their award-winning David Sands convenience store business, was paired with Atif Rashid, a director of Glasgow-based Alfa Wholesale.

‘It’s a great opportunity to see how others tackle different situations in different ways. I’ve learned so much’ Waqas Khawaja, systems developer, United Wholesale (Scotland) “The relationship is now at the stage where he can pick up the phone at any time if he has an issue he wants to discuss,” says David. “There is a real element of trust between us and I’ve noticed a significant difference in Atif.

He will also challenge me, which is exactly how a mentormentee relationship should be.”

David returns to the benefits for the mentor: “I’ve had a number of formal and informal mentoring relationships over the years and found them all beneficial, but I didn’t get involved in the SWA’s programme thinking I would also gain from the experience. While its key purpose is to nurture the mentee and help him or her develop professionally and personally, there is definitely much to be gained for the mentor.

“In my opinion, the SWA has been ahead of the game with this,” he continues. “If you take the view that life is about lifelong learning then why wouldn’t you jump at the chance to learn from someone else’s business experience? This is a superb initiative.”

For further information on the Mentoring Programme, which is facilitated by 121 HR Solutions, please contact Kate Salmon on 0131-556 8753.

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lifelong learning

Giving young people a chance JUST as the Scottish Wholesale Association is investing in training and mentoring to motivate and develop people employed at all levels of the industry, so too are suppliers, with initiatives that are making a tangible difference. One of these is Diageo’s five-year programme, Learning for Life Scotland.

Designed to help equip young, unemployed people with the skills needed to work in Scotland’s food and drink sectors, Learning for Life Scotland provides valuable technical training and work-based experience, opening the door to a wide range of career opportunities in areas such as on-trade hospitality and off-trade specialist retail.

The scheme is part of Diageo’s long-term commitment to support Scotland’s economy and to help to tackle youth unemployment. Future plans for Learning for Life include courses in retail, manufacturing and entrepreneurship.

The programme is being led for Diageo by Peter Lederer CBE, who has contributed 30 years of service to Scottish hospitality since becoming general manager of Gleneagles Hotel in 1984. Peter is a director of Diageo in Scotland and chairman of Gleneagles.

An impressive 90% of the graduates from the inaugural bartending and hospitality programme have gained fulltime, permanent employment in bars and restaurants.

He says of the scheme: “With Learning for Life Scotland we want to help create opportunities for young people throughout our industry. This includes supporting participants, for example, to work with our wholesale supply chain, in our partners’ bars and restaurants and at our own historic Gleneagles venue.”

Learning for Life participants also benefit from advice on matters such as interview preparation, teamwork and communication – helping to boost their confidence in support of their journey to employment. To help with this, experienced Diageo staff are getting involved as programme ambassadors and mentors.

Learning for Life was first introduced by Diageo in 2008 in Latin America and the Caribbean, where the lives of thousands of people have since been transformed.

Scotland was the first European country to launch the initiative at the start of 2014, and there are plans to roll it out across all markets around the world.

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www.scottishwholesale.co.uk

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Working in partnership with our customers

profile

Newest one-stop drinks shop IN a move earlier this year that perhaps took the trade by surprise, C&C Group, the owner of Glasgow-based Tennent Caledonian Breweries (TCB), took full control of Wallaces Express – a year after acquiring a 50% stake in the drinks wholesaler.

At Ayrshire-based Wallaces, however, it is business as usual, although the name of the newly enlarged company – WallacesTCB – is gradually being rolled out and managing director Brian Calder has been appointed chief executive of Tennent Caledonian Breweries. With 40-plus years at Wallaces under his belt, Brian brings a wealth of skills and experience in the multi-beverage drinks industry to what is one of the top jobs in the Scottish on-trade.

Meanwhile, John Gilligan, managing director of Tennent Caledonian Breweries, has made it clear that he wishes to “wind down” and is currently working with Brian until this critical transition period is complete. Both Wallaces and TCB are continuing to trade independently, although both sets of customers are benefiting from a broader product range and enhanced levels of customer service.

For procurement director Chris Cosh, son of the founder of Wallaces Express, this is an exciting period of change.

“It’s obviously going to take a bit of getting used to but it’s a great opportunity for the Wallaces business,” he says.

“We had already been growing the business quite Above: Brian Calder (left), the new CEO of Tennent Caledonian Breweries, and Chris Cosh, procurement director of WallacesTCB.

Below: WallacesTCB’s 90-strong fleet promotes key brands.

substantially before TCB acquired a 50% stake. And the two companies had been working together for around four years and have a relationship going back over 30 years, so there were a lot of synergies there.

“C&C always had an option to buy the remaining 50% for TCB in a couple of years but we all came to the conclusion that the time was ripe to forge ahead with the second tranche of the deal – there seemed little point in waiting.

C&C had made no secret of its desire to be a multibeverage wholesaler and that is our area of expertise, so it’s a joining of like-minded companies.”

Wallaces of Ayr was founded by Chris’s father, David Cosh, and started life as a grocer’s shop in Ayr. The business was very successful in its early years which led to the opening of more shops and diversifying into pubs. David then started up the wholesale division to supply his growing stable of outlets. In 1990, he built his first depot in Ayr. Growth came by acquisition and “a lot of hard work”, with TB Watson of Dumfries, Express Vintners in Glasgow and Woodrow’s of Dunfermline among those bolstering the Wallaces business to make it Scotland’s largest independent drinks wholesaler in Scotland.

“Everything we did was strategic and our way of thinking chimed with TCB’s way of thinking,” says Chris. “Brian and I both live in Ayr, as does John Gilligan, so the early negotiating was quite convenient for us. However, our biggest concern was making sure that our staff were on board, so from the initial announcement we were upfront with them. It’s important to ensure the stability of the staff.”

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profile

Dublin-based C&C, meanwhile, burst onto the Scottish drinks scene with its high-profile Magners brand in 2004.

Little could anyone have predicted its rapid growth and position as an industry driving force. “In our industry there’s always change and that keeps everyone on their toes,” says Chris. “At Wallaces we have always looked ahead and strived to do what is best for our customers.

our customers are benefiting from new brands. TCB customers can also now tap into the knowledge and expertise of our dedicated wine experts. This is an area we’ve put considerable resource into – it’s about adding value to everything we do and providing as much information as we can to help our customers be more profitable and successful.”

In fact, the new WallacesTCB business can boast some 400 “The new WallacesTCB entity is great news for our staff, a portfolio embracing 3,000 SKUs and a customer customers,” he continues. “TCB’s strength in beer is base of 7,000, serviced by a 90-strong fleet and supported complemented by our strength in wines and spirits, so

by Wallaces’ six depots: in Irvine there are opportunities for cross(incorporating the head office and selling. What has been created, in ‘TCB’s strength in beer is a bonded warehouse), Coatbridge, effect, is a one-stop shop for Dumfries, Lanark, Kintore and alcoholic and soft drinks in complemented by our Inverness.

Scotland. It also sends out a really strength in wines and spirits’ loud message that we see a great “At the end of the day, though, it’s future for the on-trade.”

Chris Cosh, procurement director, all about people,” Chris insists.

WallacesTCB “Brian took a summer job working TCB customers now benefit from for my dad and decided to stay.

Wallaces’ membership of buying The Wallaces approach has always been to put people co-operative Merchant Vintners and can choose from first and that’s a philosophy adopted by TCB too, which is hundreds of wines under the La Barrique Fine Wines label. important when you are dealing with the hospitality Wallaces has also introduced the C&C-owned IWS wine industry.” portfolio to its customers with well-known brands such as Oliver & Greg, Moondarra and Trulli.

What does the arrival of WallacesTCB mean for the wider industry? Says Chris: “A major change like this makes your “Both companies are bringing their own strengths to the competitors look more closely at their own businesses table,” says Chris. “We’re stretching TCB’s distribution and and that can only be a good thing. And, of course, it’s great news for customers who have access to more Below: products than ever before, as well as more expertise.”

Wallaces has six depots, including a bonded warehouse in Irvine.

www.scottishwholesale.co.uk

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legislation & HR support

Expert advice offered to members IN partnership with 121 HR Solutions, SWA members have access to a wide range of human resource support at no extra cost.

The benefits are: A comprehensive training programme, advertised by the SWA and exclusive to members.

Specific training for line managers to enhance their skills in leading, managing and developing their teams.

Unlimited access to telephone case management support from HR professionals. This is aimed at resolving day-to-day issues and includes back-up documentation.

Additional employment law and HR workshops to allow members to be up to date with employment legislation, employee performance management and dealing with conflict in the workplace.

Monthly newsletter update and top employment and HR tips on the SWA website.

An exclusive email facility for employment queries – receive comprehensive advice from 121 HR Solutions.

Members wishing to know more about any aspect of this service can talk to an expert via the 121 HR Solutions website at www.121hrsolutions.co.uk.

Guidance for licence holders PERSONAL Licence Holders have a vital job because they authorise the sale of alcohol in both on and off-sales businesses and ensure that each and every sale is legal.

In this article, SWA independent adviser Scott Brady LLB MBA offers guidance on the mandatory training requirements under the Licensing (Scotland) Act 2005.

As a Personal Licence Holder, you must complete refresher training and pass the Scottish Certificate for Personal Licence Holders (Refresher) exam within FIVE YEARS of your Personal Licence being issued.

If you don’t complete your training in time: Your Personal Licence will be revoked. This means you will no longer be able to authorise or supervise the sale of alcohol.

Once your Personal Licence has been revoked, you cannot apply to be a Personal Licence Holder for a further FIVE YEARS. If the business you are working in does not have a Personal Licence Holder, it cannot legally sell alcohol and must stop doing so immediately.

You can avoid these problems by completing your training within five years of the date of issue of your licence.

Please remember: It doesn’t matter where you are – training is available in your area. You can complete your training at a college, training centre, your workplace or even online.

You might not pass the exam first time so don’t leave things until the last minute.

Once you have completed your training and passed the exam, you need to send your SCPLH Refresher award certificate and an application form to the local Licensing Board that issued the licence. Please bear in mind that notification procedures may vary – for example, some Licensing Boards may wish to see your personal licence.

Licensing Board staff are there to help you, so if you are unsure about anything, get in touch with them.

Please look out for the guidance leaflets coming into your depot and encourage your customers to pick one up. You can also visit www.scplh.info for further information.

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lobbying

SWA heads fight on illicit trade president Asim Sarwar, SGF chief executive John Drummond, and police inspector Alan Dron, SAITG chair.

The audience included MSPs like Kenny MacAskill, the Cabinet Secretary for Justice, as well as wholesalers, independent retailers and key individuals from enforcement organisations.

Jenny Marra emphasised that for every £1 spent on illicit goods, £1 is taken away from the businesses that “play by the rules”. She also spoke about the potential danger to health of these products, stating: “You don‘t know where they have come from and what is in them.”

Asim Sarwar told the reception: “The illicit trade of goods that have been imported illegally, or are counterfeit products, is already hurting Scottish wholesalers, leading to lost profit for our members and their retail customers.

Above: SWA president Asim Sarwar addresses the Parliamentary Reception.

COLLABORATING with other trade bodies is very much a priority for the SWA and a perfect example of this was a Parliamentary Reception at Holyrood in January, when the Association joined forces with the Scottish Grocers’ Federation (SGF) and Scottish Anti-Illicit Trade Group (SAITG) to highlight the escalating economic and community costs of the illicit trade in counterfeit goods.

Hosted by Jenny Marra, the Dundee-based MSP for northeast Scotland, the event featured presentations from SWA

“With the support of our law-enforcement and business partners, we need to say: enough is enough. Collectively, we can help tackle this problem by raising awareness and changing perceptions. We must influence the public not to buy illicit or counterfeit products while supporting legitimate businesses. This will make Scotland a hostile environment for serious, organised criminals.”

Alan Dron added: “Criminals have no scruples – all they care about is making money. It would be naive of anyone to think they are bothered about the consequences of selling dangerous products to unwitting consumers.”

STRONGER LINKS WITH PARLIAMENT As part of its lobbying work, the SWA met with Fergus Ewing, Minister for Energy, Enterprise and Tourism and MSP for Inverness and Nairn, to discuss legislative issues.

Last year, the SWA set up a Lobbying & Public Affairs Working Group comprising Simon Hannah of JW Filshill, Chris Gallacher of Booker and James Bielby of the Federation of Wholesale Distributors. As Chris explains: “Scots law is very different and because legislation is moving at a different pace from south of the Border, it is extremely useful for wholesalers to have a voice.”

Simon adds: “The meeting with Mr Ewing was excellent.

He was very knowledgeable about the wholesale sector

www.scottishwholesale.co.uk

and keen to learn about our problems. We will meet him again in August when we will discuss a range of topics, including tobacco legislation, the National Minimum Wage and food labelling. There is a lot of legislation going on that doesn’t make the headlines, yet it is still hugely important for SWA members.”

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SCOTTISH RETAILERS REACH NEW HEIGHTS Sir Ranulph Fiennes announces 2014 Today’s Group Member Award winners Intrepid explorer Sir Ranulph Fiennes was the star guest at The Today’s Group Member Awards 2014 at Stoneleigh Park; however, when it came to top performers in the independent sector it was Today’s Scottish members who reached new heights and were honoured for their superb contribution to wholesaling.

Today’s Group managing director Bill Laird was full of praise for the winners. “What a fabulous night for our Scottish wholesale members and what a superb effort by our winners”, he said. “These awards demonstrate the commitment our members’ make to the industry and this year we have seen well-established names as well as newcomers winning awards. Our members have set some supremely high standards across Scotland and the independent sector. Warmest congratulations to them all!”

Stoneleigh Awards Winners 2014 Corporate Social Responsibility Initiative

Retail Development Programme

IT Initiative of the Year

2014 Special Recognition Award

Highlighting wholesalers with a conscience

Recognising wholesaler contributions to symbol stores and Today's retail club

Rewarding expertise in digital technology

WINNER

WINNER

WINNER

HIGHLY COMMENDED

Alfa Wholesale

M9 Cash & Carry

JW Filshill

Alfa Wholesale demonstrate true family spirit offering staff flexible working arrangements, extended leave and interest free loans to assist with unforeseen events in their lives. When a fire devastated their depot in 2012 and with no on-going trade for a number of months they continued to pay their staff.

Alfa’s newly rebuilt depot has been designed to include a number of eco-friendly features including a range of energy-saving technologies such as super-insulation, under floor heating, automatic LED lighting and solar panels.

Today’s Retail Club was developed to support independent retailers in providing strong promotional activity and this award recognises the efforts of M9 Cash and Carry who, in less than 12 months has developed a network of 72 retailers who are now successfully operating as retail club members. To fully support their customers M9 has embarked on a rapid period of change, enhancing marketing, merchandising and store compliance as well as the overall infrastructure of the wholesale business.

JW Filshill has continued to make major investments into electronic point of sale and digital voucher systems and is providing its symbol group stores with a real competitive edge by keeping them at the forefront of digital technology.

Read about all the 2014 Today's Group Award winners at todays.co.uk

George Kirkpatrick, James Wilson Cash and Carry, Orkney George Kirkpatrick has been a loyal Today’s Group member since 1987, and has flown the Today’s Group flag in the Orkneys for 27 years, supporting every initiative that the Group has developed.

He is hugely respected by both suppliers and customers and is known to go the extra mile to help someone in need.

George is a very astute businessman and works on the old principle of trust and honour.

He commits 100% to everything he does and has battled some very stiff competition and challenging trading environments in the Orkneys.

To learn more about Today’s Group membership and how being part of the UK’s largest independent wholesale buying group could benefit your business, please contact us on 0844 247 0700 or visit our website at www.todays.co.uk. We look for partners who are committed, ambitious and forward-thinking. If you share our values, our first discussion with you will always be about the potential to grow your business.

What a difference

make

www.todays.co.uk

Gold and Silver winners at world's largest own label competition We are delighted to report our Gold and Silver Medal wins at The Grocer Own Label Food & Drink Awards 2014.

Today’s Select gingerbread friends

Today’s Select basmati pilau rice pouch

Gold medal winner in the Biscuits and Cookies category

Silver medal winner in the Rice, Pasta & Noodles category

"Up against the great and the good of the food and drink industry, this really is a wonderful result!"

Bill Laird, Managing Director, Today's Group

www.todays.co.uk

profile

Aiming for the best of both IT’S a busy Friday at Makro Glasgow but store general manager Michael McCrosson is happy to provide a guided tour. His presence on the shop floor allows him to help customers and support colleagues, while also serving to remind staff that his role is very much hands-on. “I wouldn’t ask anyone to do something I’m not prepared to do myself,” he says, “and I have really enjoyed getting to know our customers.”

Booker’s £140 million acquisition of Makro was given the green light by the Competition Commission in April 2013, almost a year after the deal was first announced, creating a wholesaler with sales of around £4.7 billion and a network of more than 200 branches. Booker is the largest cash & carry operator in Scotland, with 22 depots and over 1,000 employees.

The company has 330 Premier retailers north of the border.

For Michael, the opportunity of taking on the long-established store at Hillington – it has been trading since 1978 – was one he couldn’t refuse.

This is, after all, the man who jumped at the chance to head east to India to manage one of Booker’s branches in Mumbai – delegates at last year’s SWA conference will remember Michael’s fascinating story of his Indian adventure. And now he is overseeing the integration of the Makro branch into the Booker group. At 150,000 sq ft, Makro Glasgow is the largest of the three warehouses in Scotland: Aberdeen and Edinburgh are both 100,000 sq ft.

Above: Michael McCrosson speaking at the SWA conference last year.

Below: Makro stocks 35,000 lines versus Booker’s 18,000 and boasts a huge non-food range.

Makro is, on many levels, a very different business to Booker. In addition to a comprehensive food portfolio, Makro offers a broad range of non-food items, such as stationery, office equipment, furniture, catering and cleaning equipment, clothing, general maintenance products, electrical appliances and seasonal goods. In total, it stocks 35,000 lines compared to Booker’s 18,000.

“I’ve had time to understand the Makro business,” says Michael. “I had a two-month induction and travelled to various branches meeting key people and also spending time at Makro’s support centre in Eccles. I went through every department and that was really valuable. It’s only when you’re actually inside that you start to understand it.”

In Glasgow, Michael has adopted a “back to basics” approach. Availability has increased, and the branch now has a more customer-friendly flow. Michael has also implemented Booker’s PRIDE strategy for improving the parking, reception, internal area, delivery and exit.

“A large proportion of our customer base is made up of small business customers who use us for non-foods as well as food,” says Michael. Good examples of this are fresh fish and wine, which Makro does “exceptionally well”.

Many high-profile Glasgow restaurants, in fact, use Makro.

“Our B2B catering business here is strong and growing.

We’re dealing with some very professional and switchedon business people. Our job is to ensure they get the choice, price and service they expect.”

Michael adds: “We’ve been able to boost the Makro range by taking in some of the lines from Booker that work well there, so it all adds up to a great range and service for our customers.”

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Celebrating 25 years

The Black & White brand launched in 1989, and has since gone on to become one of the top Milk brands in the UK*. Delivering for our customers is our top priority and that’s why quality of service and product are as important today as they were at the beginning. Here’s to the next 25 years.

®

*Source: The Grocer Top Products survey 2013 in association with Nielsen.

www.muller-wiseman.co.uk

The professionals in milk

employment law

Keeping you on your toes

by Finlay McKay (right), partner at CMS Cameron McKenna 2014 is set to be another busy year in employment law. Although a number of the key reforms came into force in April, and also in January with the amended TUPE regulations, further changes are planned for 30 June when the extended right to request flexible working comes into force. It’s not just the legislation that keeps us on our toes; case law can prove to be just as significant or – as in the recent holiday pay case of Lock v British Gas – perhaps more problematic than all the others combined!

The key reforms that took place on 6 April are set out in the table opposite. With the introduction of fees, it seems likely that many employers will want to wait and see whether claimants are prepared to pay the tribunal “issue fee”. Fees are already making a significant impact, with the latest figures showing a 79% reduction in claims.

Holiday pay The case that will be dominating the minds of many employers in the coming months is Lock v British Gas. The Court of Justice of the European Union (CJEU) has ruled that holiday pay should be calculated by including commission and other elements of variable pay.

Employees who receive variable pay that is “intrinsically linked to their contract of employment”, including overtime and shift allowances, should now be paid basic salary plus contractual variable pay during a period of annual leave. We would recommend that employers take immediate steps to review their holiday pay arrangements and take legal advice before determining historic liabilities.

Depending on pay arrangements, this decision may have significant financial implications for employers and will also involve changes to payroll systems for holiday pay. In addition to the immediate difficulties this case presents, there is the concern regarding historic liabilities.

Employees could bring deductions from wages claims, seeking to recover sums from as far back as 1998 when the Working Time Regulations 1998 were introduced, although there may be ways to limit the scope of the

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exposure. Additional domestic cases dealing with other aspects of variable pay, including non-contractual overtime, are due to be heard by the Employment Appeal Tribunal later this year.

Flexible working On 30 June the revamped right to request flexible working will come into force, supplemented by the (very) flexible “Acas Code of Practice on the extended right to request flexible working”.

All employees with over 26 weeks’ service, regardless of whether they are parents or carers, will be entitled to request flexible working. Since many employers already cover all employees, this may not prompt a great deal of additional work. Of greater interest to larger employers will be the abolition of the statutory request procedure and the timescales surrounding the right to make a request. Employers are now under a duty to consider requests in a reasonable manner. What amounts to reasonable is outlined in the Code, with examples of good practice set out in the accompanying Acas guidance.

Employers should respond to a request (including holding an appeal) within three months, unless an extension can be agreed. If a meeting is necessary, then this should take place “as soon as possible”. The existing reasons for refusing a request still apply. In terms of legal status, the Code is designed to provide guidance for employers but “will also be taken into account by employment tribunals when considering relevant cases”.

A new section in the Code sets out what information must be included by an employee: the request should be in writing and should state when the change is to take place, the impact on the business, that it is a statutory request and that no previous request has been made in the last 12 months. Where an employee does not attend two consecutive meetings without a good reason, then the request is deemed as being withdrawn, although how that will work in practice may prompt litigation, particularly if it is part of a broader indirect sex discrimination claim.

To obtain further information or legal advice, contact Finlay McKay at CMS Cameron McKenna on 0131-200 7632 or log on to www.cms-cmck.com.

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employment law

EMPLOYER PENALTIES

For tribunal claims raised after 6 April, when an employer loses a claim, the tribunal will have powers to impose a financial penalty where there are any “aggravating features” present in the case.The tribunal will have the power to impose a penalty of between £100 and £5,000 (halved if paid within 21 days), which would be paid to a government fund and not to the claimant. It is likely that factors such as the size of the employer and the extent of the breach will be considered as features that could amount to “aggravating features.”

DISCRIMINATION QUESTIONNAIRES ABOLISHED

The statutory discrimination questionnaire process was abolished and replaced with informal Acas guidance: “Asking and responding to questions of discrimination in the workplace”. Previously, employers had to respond within eight weeks to a statutory questionnaire, and if they either failed to respond or provided evasive or equivocal answers, then a tribunal could draw an adverse inference from this. The Acas guidance is quite lengthy and fairly detailed – there is a template for the questioner and a six-step process that they recommend following for employees and a three-step process for employers. The guidance states that the failure to respond may amount to “a contributory factor” in a tribunal’s decision at any subsequent hearing. Therefore, there would be a risk in not treating seriously requests for pre-litigation information regarding discrimination.

EARLY CONCILIATION

The new Early Conciliation (EC) scheme from Acas became operational on a voluntary basis from 6 April 2014 before it became mandatory on 6 May 2014. Claimants are now required to complete an early conciliation form online before lodging a tribunal claim.The obligation is only to make contact with Acas; there is no obligation to conciliate if the employee does not want to. The EC scheme pauses the clock on the time limits for raising a tribunal claim. Where both parties wish to conciliate, the conciliator will have a period of one month (plus an additional fortnight, if agreed) to try to achieve settlement between the parties. Whilst there can be advantages in some situations to achieve an early settlement, employers may prefer to wait and see if an employee is serious about pursuing litigation and prepared to pay the tribunal issue fee.

CHANGES TO RATES AND LIMITS

Increases to the cap on a week’s wage for redundancy purposes and the basic award in unfair dismissal cases, traditionally implemented in February, were delayed to bring them into line with statutory rate increases in maternity and sick pay.

The rate of statutory maternity, paternity and adoption pay rose from £136.78 to £138.18.

The rate of statutory sick pay increased from £86.70 to £87.55.

The cap on a week’s wage for redundancy purposes and the basic award in unfair dismissal cases is now £464 from the previous rate of £450.

The maximum compensatory award for unfair dismissal increased to £76,574 from the previous maximum of £72,000, or 52 weeks’ salary, whichever is the lower.

RECLASSIFICATION OF SOME EMPLOYMENT TRIBUNAL FEES

When the fee regime was introduced in July 2013, equal pay claims were classified as Type A claims, attracting the lower fees of £160 followed by a £250 hearing fee.The government has now decided to reclassify many claims that were previously Type A as Type B. The following claims will now attract the higher Type B fees of £250 followed by a £950 hearing fee: sex equality in pension schemes, failure to inform or consult under TUPE, failure to allow compensatory rest under the Working Time Regulations 1998, and breach of the right to request time off for training.

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Wholesaler profiles 3663 established 1999 3663 is one of the UK’s largest foodservice wholesalers and has four depots in Scotland, including a 91,000 sq ft state-of-the-art unit at Newbridge, Edinburgh, and a 25,000 sq ft frozen and fresh depot at Larbert utilised as a frozen hub for the Edinburgh branch.

3663 also has a shared facility with Inverness Farmers, which operates as a separate business and services the area from Skye to Nairn and up to Wick, and in 2012 it added Oban-based Forteith Foodservice to its portfolio of companies.

Part of the international Bidvest Group, 3663 services around 4,000 accounts in Scotland, such as schools, hospitals, hotels, pubs and restaurants. Customers can choose from 9,000 foodservice lines, including grocery, frozen, fresh and speciality foods, plus beverages, cleaning products, disposables and catering equipment, which are available for next-day delivery.

3663 provides a full selection of wines, beers and spirits through dedicated wine specialists ViVAS, and it also offers local Scottish produce and a recently improved fresh meat range, which is showing impressive growth.

The wholesaler continues to drive forward the provision of healthy product choices, supported with fact-based advice and nutritional information. It is also developing its service and product ranges in line with customers’ focus on provenance and their demand for more locally sourced foods.

In Edinburgh and Glasgow, 3663 offers a service called City Express. This enables new customers to receive guaranteed morning deliveries with no minimum spend.

In the 2014 Achievers awards, 3663 was joint winner of the Great Place to Work award. It has also won the Best Delivered Operation – Foodservice category eight times in the past 11 years.

In the coming year, the company is aiming to expand its presence in Argyll by utilising Forteith Foodservice.

ALFA WHOLESALE LTD established 1982 Alfa Wholesale, which describes itself as Glasgow’s friendliest cash & carry, has been serving convenience retailers, caterers and fast-food operators in the city since 1982.

The cash & carry re-opened in March 2013, a year after fire destroyed the original 16,000 sq ft premises, where turnover was £30 million. Building work cost the company around £1.5 million.

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Alfa Wholesale stocks a wide range of traditional FMCG lines, alongside catering supplies, household goods and chilled & frozen foods. It is also an ethnic foods specialist, offering ‘Scotland’s broadest selection’ of African, Arabic, Chinese, Indian, Kurdish, Malaysian, Pakistani and Turkish ingredients – from exotic spices to fresh vegetables. Alfa carries an large range of halal products too.

A Today’s Group member, Alfa prides itself on its service excellence – the owners are on the shop floor every day in order to stay in touch with customers’ needs. There are 30 staff and four directors/owners: Atif Rashid, his father Abdul (who started the business), and brothers Shahid and Zahid Nasim.

In the past year, Alfa has managed to achieve non-tobacco trading volumes that are similar to the levels it had before the fire.

A number of initiatives have supported this growth, most notably a new, regular promotional schedule and a delivery service that is in its infancy but growing rapidly.

Alfa hopes to see further success by maintaining low overheads, a nimble buying operation and a unique product range. It is also focusing on efficiency and customer flexibility by investing in improvements to its IT system.

ALLSON WHOLESALE established 1984 Allson Wholesale is an independent wholesaler to the licensed trade with a turnover of £30 million and 60 staff, including 12 field sales representatives.

Based in Buckhaven, Fife, the company sells branded beers, ciders, wines, spirits, soft drinks, snacks and confectionery, as well as its own-brand draught soft drinks. It delivers to around 3,000 pubs, clubs, hotels and caterers throughout central Scotland.

Allson Wholesale has evolved from being a general wholesaler into a company that also supplies a wide range of sales and marketing solutions. It plans to extend relationships with its trading partners and brand owners, and help them to increase their market share in the Scottish independent on-trade.

BATLEYS established 1958 Batleys has eight branches in Scotland following its acquisition of the Sher Bros cash & carry in Glasgow earlier this year. The depot, which is in the heart of the city, will be dual branded Bestway

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Batleys. The Sher unit joins the existing portfolio of Batleys branches in Cambuslang, Newbridge, Edinburgh city centre, Stirling, Dundee, Perth and Aberdeen.

In excess of £1 million is being spent to upgrade the Sher depot.

Major building work is under way to transform the site into a 100,000 sq ft state-of-the-art cash & carry.

Batleys has invested heavily in the past year, rebranding its existing depots, working with its Xtra Local retail club members to install new fascias, providing a new chilled delivered service for Best-one customers and introducing an online ordering facility for retailers and caterers.

It also recently launched the My Reward loyalty scheme for Bestone retailers and re-introduced the Core promotion/discount scheme, offering customers iconic brands at heavily discounted prices.

In Scotland, over 250 retailers participate in the Xtra Local retail club, while the Best-one symbol group has more than 80 members.

The Drinks Express business, which delivers to foodservice businesses, in particular restaurants, clubs and bars, goes from strength to strength. It carries a range of more than 5,000 products and has in excess of 1,000 customers throughout Scotland.

Batleys Foodservice now operates out of 17 national sites, including four in Scotland: Glasgow, Newbridge, Aberdeen and Perth. In the past year, the division, which offers 18,000 lines and utilises 25 vehicles, has won multi-million pound contracts in both Scotland and North East England. Most recently it was awarded the Edinburgh City and Midlothian Council contracts.

Batleys has a dedicated Scottish office at its Bellevue branch.

David Livingstone looks after cash & carry, while Frank Fraser is responsible for Batleys Foodservice and Drinks Express. Both report to Martin Race, trading director of Bestway Group for the whole of the UK. The Scottish head office team is completed by Gerry Fraser, who negotiates Scottish national promotions and Xtra Local retail deals, and Steve Irons who manages Batleys Foodservice’s Scottish contracts.

Batleys’ Scottish operation generates more than 20% of the company’s £800 million turnover and employs 450 staff.

BOOKER established 1957 see page 36

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BRAKES established 1958 As the UK’s leading supplier to the foodservice industry, Brakes offers a comprehensive range of products, including grocery, frozen and chilled food, non-food and equipment, to a wide variety of customers, such as independent pubs, restaurants, hotels, schools, hospitals, contract caterers and national chains.

In Scotland, Brakes serves both independent caterers and contract clients from three multi-temperature sites: a 45,000 sq ft depot at Uddingston, a 44,000 sq ft depot at Inverness and a 45,500 sq ft warehouse at Dundee. All sites are fully accredited to ISO 14001 standards. The wholesaler employs more than 600 people and has a turnover of over £200m in Scotland.

Brakes has a family of specialist businesses. These include M&J Seafood; Country Choice, which supplies frozen, chilled and ambient in-store bakery and retail foodservice lines; Pauleys (fresh fruit and vegetables); Wild Harvest (fine food from around the world); Prime Meats; and Brakes Catering Equipment.

The wholesaler offers various services for caterers, including 24-hour online ordering and sector-specific tools for menu suggestions and nutritional advice.

Brakes has renewed its partnership with Hospitality Industry Trust Scotland for the coming two years and continues to sponsor the Federation of Chefs Scotland. Dedicated to recognising and rewarding the talent of young chefs, it also invests heavily in the development of its annual Student Team Chef Challenge.

CJ LANG AND SON LTD incorporated in 1934 CJ Lang, which first started trading in Dundee in 1919, is Scotland’s largest independent wholesaler. It employs over 2,000 staff across the country, with more than 400 based at its head office and distribution centre in Dundee.

The company owns and operates the SPAR fascia in Scotland, and SPAR Scotland is the largest symbol group north of the Border. CJ Lang supplies goods and services to over 300 stores, including 117 that are company owned.

A package of incentives has been developed to encourage independent retailers to join the SPAR Scotland group. This includes up to £20,000 per store to help with conversion, free store refit project management and a full merchandising service.

Advertising support worth £2,500 is provided to launch new stores, and the retailers can also participate in the new store

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induction scheme and fresh food sales project. New recruits receive free membership in year one, as well as free training.

In the past year, recruitment has hit a five-year high. Along with refurbishments of existing stores and the launch of a multi-media advertising campaign, this has helped boost like-for-like sales.

The stores are serviced by the largest Scottish-based sales team within the symbol sector. SPAR’s sales plan for 2014/15 includes heavyweight national TV advertising, themed events (capitalising on, for example, the Commonwealth Games and the Ryder Cup), and free leaflets and distribution. Stores can also take advantage of the group’s successful value initiatives, such as £1 pricing and three weekly promotions.

An enhanced terms package is now available for existing and new members. This includes lower cost prices and additional margin opportunities through overriders on all purchases (excluding tobacco products).

In the 2014 Achievers awards, CJ Lang won Best Delivered Operation – Retail.

COSTCO WHOLESALE UK LTD established 1992 The first membership cash & carry warehouse club, Price Club, was founded in San Diego, California, in 1976. Seven years later, Costco Wholesale was established in Seattle, USA. Costco Wholesale merged with Price Club in 1983 and came to the UK in 1992.

The UK operation – now wholly owned by Costco Inc – encompasses 25 warehouse clubs, three of which are in Scotland: at Glasgow, Edinburgh and Aberdeen.

Out of its Aberdeen warehouse, Costco provides a delivery service for trade-only members in recognition of the significant distance many travel to the branch. There are no plans to offer delivery from any other Costco warehouse.

All three Costco warehouses in Scotland – their staff, members and suppliers – made another major contribution to the company’s chosen charity, Children in Need, during 2013. Over the last 13 years, Costco UK has raised around £5.6 million for this excellent cause.

Costco sells a wide range of top brand goods, covering ambient, chilled and frozen food categories, as well as an extensive choice of non-foods, from computers and office supplies to furniture,

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power tools and TV/audio equipment. The company also has its own Kirkland Signature private label portfolio and the products are guaranteed to offer better quality than named brands.

Each branch operates its own butchery, bakery, service deli, produce and food court, together with an optician, a photo lab and a tyre fitting facility.

Paid membership is available to businesses and specific professional employment groups. Worldwide, the company has in excess of 195,000 employees and a turnover of approximately US$91 billion, trading out of 651 warehouse clubs in 10 countries.

In 2012, Costco UK launched an online service for the general public. Those shopping online can choose from a wide variety of products in more categories than are available in the branches.

However, unlike the company’s Trade and Individual members, they are not able to visit the stores.

DUNNS FOOD AND DRINKS LTD established 2001 Delivered wholesaler Dunns Food and Drinks operates from a 70,000 sq ft depot in Blantyre and services over 2,000 customers with a range of 4,000 products, including 600 recently-added lines.

The privately-owned company provides a one-stop shop for the licensed and foodservice sectors in Scotland and its operations include manufacturing, warehousing, distribution and sales.

Dunns is also the largest and oldest independent drinks dispense company in Scotland. Its flagship soft drink, Currie’s Red Kola, will be advertised on buses and on Radio Clyde this summer.

With a turnover of over £21 million and around 100 employees, Dunns has made improvements across the business, including a complete makeover of the offices, which now incorporate training facilities and new kitchens where cooking demonstrations can be carried out.

Dunns recently extended its wine portfolio and it now stocks over 300 wines. It produces wine menus for customers free of change and offers free training for all employees and customers through its new Wine Academy.

Recent developments also include a new website, online ordering and promotional flyers that are sent directly to customers’ inboxes on a weekly basis.

Dunns’ aim is to be the number one recognised wholesaler for quality, pricing and range.

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FÁILTE FOOD SERVICE established 2004 Independent wholesaler Fáilte Food Service sells a wide range of chilled and frozen foods, groceries, confectionery, soft drinks and non-foods to sandwich bars, fast-food outlets, burger vans and other mobile caterers.

Fáilte is based at a 58,000 sq ft warehouse and offices at Glasgow’s fruit & vegetable market in Blochairn. At the end of August, the company will further expand its Fáilte Produce operation, which offers prepared fruit & vegetables, by moving it into a dedicated 20,000 sq ft building in Blochairn. Fáilte now buys its own fruit & veg direct from all over Europe.

The wholesaler has around 2,500 customers, mainly in Scotland, although it also delivers once a week to England. Deliveries account for 80% of its sales, cash & carry/collection the remainder.

Every day, the company’s trucks go out at 4am and are back by early afternoon. Fáilte now has 50 multi-temp vehicles, having invested over £1 million in its fleet and new machinery last year.

A Today’s Group member, Fáilte Food Service employs 120 staff and in the past year it has increased its turnover by over £10 million to around £24 million. It also gained the BRC Global Standards certificate for Storage and Distribution.

In the 2014 Achievers awards, Fáilte Foods won Best Delivered Operation – Foodservice.

In the coming year, the wholesaler plans to upgrade its IT system, including the website, and will introduce online ordering.

FORTEITH FOODSERVICE (3663 ALBA LTD) established 1955 Forteith Foodservice, which was acquired in July 2012 by longstanding partner BFS Group (3663), offers a delivered service to retailers and caterers from a 22,000 sq ft multi-temperature warehouse in Oban. Its customer base extends from Glengarry in the north to Luss and Campbeltown in the south and from Callander in the east to the islands off the west coast.

The depot is headed by John Forteith and services 1,200 catering accounts, including independent caterers, small groups of hotels, west coast ferry operators CalMac, and Argyll & Bute local authority. It also supplies 300 retailers.

Using 12 multi-temp vehicles, the company offers a wide range of products, such as butchery, ambient, licensed, tobacco, chilled and frozen foods. In total it has access to over 35,000 lines through its links with parent company BFS Group and partners

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with which it has distribution arrangements. These include Landmark, Delice de France and Cuisine de France.

The wholesaler prides itself on the range of local produce it offers.

This includes Argyll wild venison, pork, hill lamb, beef and freerange eggs, biscuits from Island Bakery Organics, Soaves ice cream, and local ales from Oban, Mull and Colonsay.

Forteith has been working closely with Scotland Food & Drink and local producers to improve the marketing, distribution and availability of local produce. In the last few years, the wholesaler has listed numerous local and Scottish suppliers. It intends to continue developing products and services that best fit the west coast of Scotland. Much of the produce is processed on site at its own butchery cutting plant.

The company’s links with the local community are reinforced by its sponsorship of the world stone skimming championships, which take place every year on Easdale Island, near Oban. It runs the award-winning West Highlands & Islands trade show – one of the largest food and drink exhibitions in Scotland. It also recently launched the Lochaber Food & Drink trade show in Fort William.

The wholesaler has made exceptional progress, despite the challenging times. It puts this down to a focus on core competencies of service, quality and range and on understanding its unique market place and offering added-value solutions to its customers.

In April this year, Forteith was accredited with Higher Level BRC Global Standards for Storage and Distribution. With sister company Bidvest 3663, it plans to continue to expand and develop new logistics solutions to service the West Highlands and Islands.

GIZZI CASH & CARRY established 1991 Gizzi was founded by Norman Gizzi as an ice cream manufacturer before being sold to the present owner William Clark. William now works part-time in the 8,000 sq ft depot, while his sons and business partners, Alan and Andrew, are responsible for the dayto-day operation.

The company still manufactures ice cream on the premises but its clientele has broadened to include caterers of all kinds, as well as the original base of ice cream vans. Gizzi has also expanded its range to incorporate frozen and chilled foods, soft drinks, crisps, snacks, confectionery and tobacco. Cash & carry now accounts for two-thirds of sales, deliveries the remainder.

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A Today’s Group member, Gizzi employs 10 people and has a turnover in excess of £6 million. Last year, it introduced a website and a regular promotional programme.

GLENCREST LTD established 1996 A family business run by brothers Ross and Fraser Gourlay, Glencrest delivers soft drinks, confectionery, crisps, snacks, beers, wines and spirits to a 3,000-strong customer base that includes schools, colleges, universities, forecourts, pubs, clubs, restaurants, takeaways and leisure outlets.

In May, Glencrest moved to a new 20,000 sq ft depot in Glasgow where it has added a cash & carry operation to its delivery service.

The company expects the cash & carry element to account for 20% of its sales.

The van sales side of Glencrest’s business trades under the name of Confectionery Direct. Using a fleet of five custom-fit vehicles, it provides excellent service levels to its 400 regular customers.

Last year, Glencrest launched a new energy drink, Nae Danger, which has already established itself on the retail scene. Following the success of Nae Danger, the company will introduce a new range of caffeinated chocolate bars, AWAKE, in August.

Glencrest Tailored Solutions, which offers various sales solutions to brand owners, including tactical sales activity, in-store audits and merchandising, trade days and sampling campaigns, continues to grow, with an ever-increasing client base and order book.

GORDON & MACPHAIL established 1895 The family owned and managed firm of Gordon & MacPhail is located in Elgin. The iconic retail shop on South Street, where the company was established, still thrives today. Since those early days, the business has grown into one of Scotland’s leading independent whisky specialists through wholesaling, bottling and its own distillery in nearby Forres.

The £23.8 million turnover company is regarded as the world’s leading malt whisky specialist. Today, Gordon & MacPhail bottles over 300 expressions of single malt whisky aged from five to 70 years and vintages from 1936 to more recent times. Its products are enjoyed throughout the UK and in over 50 markets worldwide. In 2013, Gordon & MacPhail won the prestigious Queen’s Award for Enterprise: International Trade for the second time (the first in 2009).

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The company owns and manages Benromach Distillery in Forres.

Benromach is exported to over 35 markets and sales grew by 30% in 2013. The beginning of 2014 has seen whisky production double, and new warehouses are being built to meet future demand. In April, Gordon & MacPhail revealed a new look to the packaging for Benromach 10 Years Old, supported by an integrated marketing campaign.

Gordon & MacPhail is one of Scotland’s leading independent wholesalers with a portfolio of over 3,000 lines, including 180 micro-brewed bottled beers, a selection of speciality rums and vodkas, 600 wines and a wide selection of smaller format whiskies, gift packs and sundries. Around 60% of wholesale sales are to the offtrade and 40% to the on-trade.

The company was named Drinks Wholesaler of the Year at the Drinks Retailing Awards for the third time in 2014. It also won Best Delivered Operation – On-Trade in the 2014 Achievers awards.

Gordon & MacPhail is accredited to ISO 9001 and employs 137 staff. In 2012, it gained Investors in People Bronze status – an award that recognises organisations at the leading edge of best practice.

The business is owned and managed by the Urquhart family.

Third-generation member, Michael Urquhart, is managing director, with fourth-generation members, Stephen Rankin and Neil Urquhart, director of UK sales and director of logistics & facilities respectively. Completing the executive team are nonfamily directors Ewen Mackintosh (chief operating officer) and Norman Ross (finance director).

Fourth-generation Urquhart family members, Stuart Urquhart and Richard Urquhart, have completed their management training and are working in key roles, while Laura Urquhart joined the business in 2013 and is progressing through a management training programme.

HUGHSON BROTHERS established 1923 Hughson Brothers is the trading name of John Tulloch (Shetland Products) Ltd, which was originally founded as a knitwear manufacturer.

The company moved into wholesaling in 1978 with the acquisition of Lerwick firm Hughson Brothers, and in May 2012 it was bought by its accountant, Robert Boulton, who invested £150,000 in upgrading the 15,000 sq ft depot with a new roof and warehouse cladding.

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Hughson Brothers is involved in cash & carry, delivered wholesaling and ship chandlery and services retailers and caterers throughout Shetland with a wide range of products incorporating ambient, chilled and frozen foods, soft drinks, confectionery, cigarettes, nonfoods, wines, beers (including kegs) and spirits. It also has its own butchery department selling fresh and frozen meats.

For its delivered service it uses six vehicles branded with the company logo and Today’s logo. A total of 17 of its retail customers are members of Today’s retail club.

Earlier this year, the company held its best-ever trade show, with nearly 40 suppliers represented at the event.

Hughson Brothers has 16 staff and a turnover of £7.5 million. It is planning to invest in a new computer system that will allow it to offer online ordering.

Around 75% of Iannotti Brothers’ business is delivered, the rest cash & carry. The company, which employs 10 staff, has four delivery vehicles. Although it originally focused on sweets, crisps, soft drinks, alcohol and ice cream mixes, it has added a selection of catering products and packaging to target the hot food sector.

The wholesaler’s two reps now have company vans, which they use not only to carry out their daily calls but also to do some van sales of new and existing lines. Monthly sales meetings with the reps have also been introduced, with a view to sharing customer feedback and identifying additional sales tools.

The company delivers Dunn, Barrs and Currie drinks in returnable glass. It also supplies a full range of the drinks in plastic bottles, supplementing this service with goods such as confectionery, to accounts in the KA postcode area and also now in Stranraer.

Iannotti Brothers takes part in Sugro’s Quidzin programme, which enables retailers to sell a range of products at £1 and at good margins. This has proven to be very successful for the wholesaler and its customers because consumers see that their local store is offering competitive deals and return to shop there.

IAIN HILL LTD established 1990 Iain Hill Ltd is privately owned and specialises in the delivery of crisps, snacks, confectionery and soft drinks to independent retailers. It has five 18-tonne trucks to service its 600-strong customer base, which covers Glasgow, Renfrewshire and Ayrshire.

Iannotti Brothers is aiming to buy products smarter and increase the margins it gets from suppliers so that it can better compete in the market place. It is also developing its retail club.

JAMES WILSON (ORKNEY) LTD In 2013, the wholesaler relocated to Linwood, Renfrewshire. At 47,000 sq ft, the warehouse, which was an old paper mill, is nearly four times the size of its former depot in Glengarnock, Beith.

Iain Hill, which is a member of Sugro, operates a successful retail club, with 53 retailers reaping the benefits of membership. The company has also been actively promoting Sugro’s Quidzin £1 initiative, resulting in over 150 customers introducing Quidzin/£1 zones in their stores.

The business has 19 staff and a turnover of £7 million.

established 1996 The cash & carry and delivered wholesaler is based at a 20,000 sq ft purpose-built warehouse at Stromness and services retailers and caterers throughout Orkney with a 6,000-strong range of food, soft drinks, alcohol and non-food lines.

James Wilson commenced trading in 1927, and in 1996 George Kirkpatrick, who has been with the company for 51 years, took it over in a management buyout with his wife Helena.

The company has 20 employees and a turnover of £5.5 million.

Retailers account for two-thirds of the business, caterers the rest.

Of the 60 or so retail customers, 12 are members of Today’s retail club. Hand-held scanners are used by the 15 customers who order electronically.

IANNOTTI BROTHERS LTD established 1967 Sugro member Iannotti Brothers operates from a 17,000 sq ft depot in Ayr, offering more than 5,000 lines to off-licences, pubs, clubs, licensed grocers, CTNs and mobile shops.

Managing director Roberto Iannotti and his cousin Tony, who is company secretary, hold equal shares in the business, having taken over from their fathers and uncles.

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Despite another tough winter, the Orkney economy is showing some signs of recovery. The expanding global supermarkets and discount stores have been detrimental to smaller businesses in Orkney but more people may be realising the importance of their local shop to island and community sustainability. Tourism and visitor numbers are ever important and, with continued media interest in the archaeological excavations at the Neolithic World Heritage Site at Brodgar, James Wilson remains optimistic.

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JB FOODS (SCOTLAND) LTD established 1963 JB Foods is one of Scotland’s largest family-owned wholesalers, operating from a two-acre site at Loanhead, Midlothian. The company offers more than 2,800 lines of frozen, chilled, ambient and non-food products to independent caterers, with a 2,000strong customer base stretching from as far north as Elgin to south of Newcastle. In recent years, it has significantly increased the size of its range, particularly in the grocery and non-food categories.

Since its acquisition of Double A Ices in 2008, the CMi-accredited wholesaler has developed the retail side of its business by supplying impulse ice cream and frozen retail products to convenience stores, including all Scottish Co-ops, and other wholesalers. Such has been the success of this element that retail now accounts for 35% of its £15 million turnover.

Ice cream sales span both foodservice and retail accounts, with JB Foods’ designated customer base (it is a member of Ice Cream World) covering an area from Newcastle to Edinburgh and Glasgow to Perth.

Also affiliated to Caterforce, JB Foods has 25 multi-temp vehicles branded with the distinctive company logo and employs up to 100 people during the peak season.

Four years ago, the wholesaler acquired the 1.5-acre site adjoining its premises. Its longer-term plans are to develop the two sites and it is targeting a 30% rise in turnover over the next five years.

The website www.keystore.co.uk provides information on the symbol group, including new products, competitions, promotions and a store finder. This continues to be very popular with consumers, attracting thousands of hits each month. The wholesaler prides itself on enabling KeyStore retailers to create effective in-store theatre, using special deals and competition prizes negotiated with suppliers to draw consumers in.

Filshill has an EPoS system called Re-Scan, which is supplied to retailers free on loan. Re-Scan carries individual retailers’ selling prices, which automatically change when the cost of goods change – this is of major benefit to the retailer’s margin. The stores can also access three-weekly consumer promotions which are created at Filshill’s head office.

As well as its KeyStore members, Filshill services 1,600 independent retailers. They can take advantage of Smart Buy, featuring a package of impulse, grocery and alcohol lines with window bills and shelf talkers.

Smart Buy and Profit Maker promotional activity, which is available to customers every three weeks, has proved to be very successful. Profit Maker includes category information, planograms and special deals.

Web-based ordering is available via www.filshill.co.uk where customers can also access details of promotions, new lines, category information and their account balance.

Filshill, which provides employment for 210 people, has a turnover of £168 million. The company plans to enhance its technology in order to provide an even better customer experience.

JW FILSHILL LTD established 1875 JW Filshill operates from a 170,000 sq ft warehouse at Hillington, Glasgow, and it also owns two retail shops: at Renfrew and Kirkcudbright.

The company provides a comprehensive product range of confectionery, soft drinks, tobacco, alcohol and convenience lines. A cash & carry facility is available but 90% of sales are generated by the delivered wholesale arm. Although most of its customers are in Scotland, Filshill has a rep working in England and services customers as far south as Leeds. Orders are trunked down overnight and delivered by two vehicles based in England.

Filshill’s symbol offering is KeyStore and there are currently 165 stores, some operating under the KeyStore Express format, which is suitable for forecourt and high street locations. KeyStore Express has its own promotional package, which is more impulseorientated than the standard programme.

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JWG PLC established 1983 The company’s wholesale operation began in 1983 when George and Anna Hepburn bought JW Gray & Co, a small locally-based wholesaler. Since 2000, the business has been run by their son-inlaw Iain Johnston, who now holds the post of partner and operations director.

The business comprises two wholesale depots offering both cash & carry and delivered services, a bonded facility, and a leisure division. The wholesale division’s 37,000 sq ft warehouse in Shetland stocks 14,000 lines, including licensed products, soft drinks, tobacco, non-foods, fresh meat, catering goods, fresh fruit and vegetables, and frozen foods.

The 20,000 sq ft depot in Orkney also offers a wide range. In 2009, JW Gray acquired the business interests of its main on-trade

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competitor on Orkney – Orkney Wholesalers Ltd. This has resulted in increased turnover and an enlarged customer base, giving the Kirkwall depot stability.

There are six members in Scotland: Forteith Foodservice, JW Gray, Lomond Fine Foods, Sutherland Brothers, United Wholesale Grocers, and William Yule and Son.

A member of Landmark, JWG aims to be a one-stop shop for retailers and caterers. It has a total turnover of £18.5 million.

MAKRO SELF SERVICE WHOLESALERS LTD

In recent years, the company has picked up several key foodservice contracts at both depots.

This follows its largest ever contract win, which involves supplying and assisting Compass Catering with all foodservice and porterage provision for the Laggan Tormore accommodation facility at Sella Ness, Shetland. The deal is expected to last for at least four years.

Ships stores foodservice and provision supply is another growth area. In partnership with Compass Catering, JWG has been commended for this service. In addition, the International Ships Suppliers Association awarded the company its highest standard quality mark.

The wholesaler has continued to enlarge its retail customer base, with local deals aimed specifically at its retail club members.

Consumer offers from the retailers on Orkney and Shetland are publicised in the local media.

JWG has recently made significant improvements to its infrastructure, including new refrigerated vans and HGV vehicles equipped with the highest standard of temperature control and monitoring equipment.

established in the UK 1971 see page 36

MATTHEW CLARK established 1996 Matthew Clark’s Scottish operation contributes more than £80 million to its total UK turnover of £750 million. The company delivers to over 16,000 on-trade premises in the UK from 14 regional depots. In Scotland, it has an 80,000 sq ft distribution centre in Glasgow and a 15,000 sq ft satellite depot in Dundee.

The wholesaler boasts a 4,000-strong range that incorporates over 1,200 wines, 575 of which are exclusive. As part of its onestop-shop approach, it also offers an extensive choice of spirits, beers, soft drinks and ciders. Matthew Clark operates a drinks agency division, Catalyst Brands, which trades in both the on and off-trade, representing brands such as Skyy Vodka, Wild Turkey, Greenalls Gin and Herrljunga cider.

Matthew Clark is committed to giving its customers excellent back-up. This includes bespoke point-of-sale merchandise, advice on drinks lists, and themed promotions. It also holds a series of annual wine tastings across the UK.

JWG is a City & Guilds training centre and it runs accredited ServeWise courses. This training is delivered in-house by sales & business development manager Michael Johnston. The company offers both on-trade and off-trade customers industryspecific electrical testing in line with workplace safety legislation.

First aid training is now also available.

The company invests heavily in training. Its sales team and telesales staff have all attained qualifications from the Wine & Spirit Education Trust, and its customers are offered training in products, hospitality and labour scheduling.

In the coming year, JWG plans to improve quality standards, due diligence and staff training in order to further enhance its service.

In September 2013, Matthew Clark and Molson Coors announced a joint partnership in Scotland, resulting in the wholesaler supplying Coors products to independent bars and hotels.

LANDMARK WHOLESALE

More recently, Matthew Clark acquired a 51% stake in a marketing agency, Elastic. The wholesaler had previously used Elastic to help run the London Wine Tasting and a series of Uncovered events.

established 1972 Landmark was formed in 1972 to provide a centralised trading and marketing operation on behalf of independent wholesalers.

Today, the group has 37 members operating 109 depots with a combined turnover set to exceed £3 billion this year.

www.scottishwholesale.co.uk

PALMER AND HARVEY established 1925 Delivered wholesaler Palmer and Harvey has been serving Scottish retailers for more than 80 years and it now has over 2,500 customers in Scotland.

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It is one of the largest independently-owned companies in the UK, with an annual turnover of over £4 billion, and it is owned by former and current employees, who all share in its success.

Palmer and Harvey provides a one-stop shop to independent stores and its services include retail advice, web-based ordering and direct van sales for snacks and sweets. The company has a fleet of over 1,000 vehicles and it makes more than 60,000 deliveries across the UK every week. It also provides logistics and supply chain solutions to multiple retailers and manufacturers.

From its distribution centre in Dunfermline, Palmer and Harvey offers retailers a comprehensive range of confectionery, tobacco, alcohol, chilled and frozen products. Customers also have access to more than 60,000 lines via Plus Extra, its third-party drop shipment scheme involving around 300 of the biggest and best suppliers and services.

The wholesaler claims to have unbeatable prices on tobacco through its tobacco initiative, whereby retailers’ non-tobacco orders count towards a discounted tobacco price.

Palmer and Harvey plans to extend its specialist training for staff throughout all departments at branch level. Furthermore, it is committed to enhancing its green credentials.

SUGRO UK established 1984 Sugro UK is celebrating 30 years as a fully operating buying group, providing its members with terms and service aimed at giving them a commercial advantage in the marketplace.

Sugro has 74 members distributing to 16,000 independent retailers throughout the UK. Combined turnover is £870 million.

In Scotland, there are 10 members operating within Sugro and its sub-group Acorn: Allan Wilson (Snack Sales), Apex Cash & Carry, Clydebank Cash & Carry, Glencrest, Iain Hill, Iannotti Brothers, K2 Snacks, Paul Burton Drinks, Roman Trading, and Taylor Vending & Wholesale.

Sugro has a successful retail group initiative called Sweetbreak, with over 1,300 stores throughout the UK running promotional programmes and merchandising agreements. In Scotland, there are 162 stores taking part in this scheme.

Sugro also operates a national contract supply network through Sugro Distribution.

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SUTHERLAND BROTHERS LTD established 1892 Family-owned Sutherland Brothers operates from a custom-built 36,000 sq ft depot in Wick and offers more than 4,000 lines across all categories, including an extensive selection of chilled goods.

The wholesaler delivers to around 900 customers in the Highlands and Western Isles, an area covering 400 square miles and equivalent to one-quarter of Scotland but containing just 4% of the population. The customer base is split equally between retail and catering, and the business now has a strong on-trade focus, supplying 350 pubs.

Sutherland Brothers attributes its solid performance partly to Landmark’s Lifestyle Express programme, which runs in most of the 30 stores that belong to its own retail club.

The wholesaler has a successful online customer ordering facility at www.suthbros.co.uk. It now does 30% of its sales online, and it expects to boost this to 50% in the coming year.

In 2013, the company launched an on-trade wine division called Strathnaver, which is now one of the main drivers in the overall business. Last year, the wholesaler’s total sales grew by 11.2%, with most of this growth coming from the on-trade. In 2012 and 2013, Sutherland Brothers won the Achievers Best Delivered Operation – On-Trade award.

Sutherland Brothers utilises a new replenishment and put-away voice-activated system to provide efficiencies and further improve customer service. It operates a back shift for picking and loading, which allows it to offer next-day delivery, and it has a timed delivery system, allowing it to offer more frequent drops.

The wholesaler is developing new CRM (customer relationship management) and office systems. It is changing its core system to open source ERP software, and it expects to be able to make improvements to its service and efficiency with few constraints in the future. The wholesaler has two 12kW wind turbines which, together with solar panels, make it self sufficient in energy.

In the 2014 Achievers awards, Sutherland Brothers won the Corporate Responsibility Award.

TODAY’S GROUP established 1987 Today’s Wholesale Services is the largest wholesale buying group in the UK. Trading as the Today’s Group, the organisation has buying power in excess of £5.7 billion and operates across

www.scottishwholesale.co.uk

Support when and where you need it Our significantly expanded UK employment team operating from London and Scotland can provide you with high quality local employment advice, supported by international co-ordination and the wider CMS Network. www.cmslegal.com

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grocery, licensed, on-trade, impulse, health & beauty, and specialist product sectors.

The Today’s Group has 171 wholesale members trading out of over 200 depots. There are 15 members in Scotland.

More than 400 retail stores have a Today’s or Day-Today fascia, and around 1,600 independent retailers take advantage of Today’s Retail Club promotions.

UNITED WHOLESALE GROCERS LTD established 1982 see pages 20–23

UNITED WHOLESALE (SCOTLAND) LTD established 2002 Glasgow-based United Wholesale (Scotland) operates a 170,000 sq ft cash & carry, distribution centre and bonded warehouse at Queenslie and a 40,000 sq ft cash & carry in Maxwell Road.

Together the depots serve 2,500 customers.

The company offers a comprehensive product range, including groceries, impulse lines, soft drinks, toiletries, beers, wines and spirits. In May, it relaunched the Maxwell Road depot with a new licensed range and additional space for existing brands, having invested £2.2 million to more than double the size of the warehouse. Catering products and Asian food may be introduced at Maxwell Road at a later stage.

United Wholesale (Scotland) is also opening a 65,000 sq ft cash & carry in Newbridge, Edinburgh, in September. Representing a £2 million development, the former hardware depot will offer a delivered service as well as cash & carry, which will be licensed.

A member of Today’s Group, United Wholesale (Scotland) services 275 Day-Today and Day-Today Express stores located from Glasgow to Dumfries, with over 30 in Edinburgh. Of the retailers signed up to the symbol group, around half sport the standard fascia and half the Express banner. A further 20 have the black Day-Today fascia, designating them as elite members.

Around 450 retailers are expected to be Day-Today members by the end of 2015.

In support of Day-Today, the wholesaler has opened a 600 sq ft showroom within its Queenslie branch to highlight to retailers best practice in ranging and merchandising. The company has an innovative marketing programme, with many of its promotions including the local communities that the stores serve. It also has 25 members of its own retail club, U-Save.

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United’s website www.uniteduk.co.uk offers online ordering and allows retailers to print posters, shelf talkers and tickets for over 7,000 lines. The website has regular updates from the Scottish Grocers’ Federation and planograms for all types of stores.

The company, which employs 200 people, had a turnover of £212 million last year. Around 70% of the turnover comes from cash & carry, with 30% from delivered trade – a fast-growing segment. By the end of 2015, it expects to achieve over £300 million.

Last year, the company launched an export division embracing a wide range of products. The main destinations are the Middle East and Africa, and United estimates that first-year export turnover will be around £8 million.

In the 2014 Achievers awards, United Wholesale (Scotland) was crowned Champion of Champions. It also won Best Symbol Group and Best Marketing Initiative, and was joint winner of Great Place to Work.

WALLACESTCB established 1875 see pages 30–31

WILLIAM YULE AND SON LTD established 1866 The family-owned business of William Yule and Son is a specialist foodservice supplier serving independent and local authority outlets in central Scotland.

Based in Kirkcaldy, it delivers dry, chilled and frozen goods, kitchen equipment and a wide range of exclusive foodservice products using its fleet of multi-temperature vehicles.

A Landmark member, William Yule employs 43 staff and has continued to expand its business in the care and education sectors, having successfully tendered for several important contracts.

William Yule offers an extensive range of services – from cost control to nutritional analysis – to independent caterers to assist them in managing their catering operations.

The wholesaler exceeds 99.5% order fulfilment to independent trade customers and 99.9% to contract customers. This has been a major contribution to its success.

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In 2013, the company enjoyed healthy growth in turnover and improved margins. With its relentless focus on quality and service, William Yule is confident of maintaining its position as the leading foodservice supplier to independent caterers in the care sector throughout central Scotland.

WINE IMPORTERS LTD established 1975 Wine Importers is the Scottish agent for many notable wine producers such as Torres, Antinori, Graham’s Ports and Masi. It offers an extensive portfolio of wines – 1,200 lines – from around the world, surpassing most UK merchants. New wines from Macedonia are generating interest in the Scottish market.

The company, whose motto is ‘The Most Reliable Wine Wholesaler in Scotland’, is based at an 18,000 sq ft temperaturecontrolled warehouse in Livingston. It has five vans that deliver to the central belt and Aberdeen; carriers are used for other areas of Scotland and the Border counties of England. The company also owns Cockburns of Leith, Scotland’s oldest wine merchant for supplying private clients.

Sales are divided equally between the on-trade (mainly hotels and restaurants) and independent retailers. Because of the agencies it holds, Wine Importers also supplies other large wholesalers throughout Scotland. This year the company is selling wines from Mouton Cadet that are branded with the Ryder Cup. An innovative marketing campaign featuring its Scottish Connections range, which links wines with local heritage, is proving popular with foreign visitors.

To complement its wines, the company stocks craft ales, including Fyne Ales, Archerfield Ales and Six Degrees North from Stonehaven, and it is looking to develop this part of its business.

It also offers a premium choice of glassware from Schott Zwiesel and prestige wine storage units for restaurants by Liebherr.

Every two years, Wine Importers holds its unique Epicurean Event – a wine tasting that marries food and wine in a market-style emporium – at Gleneagles Hotel, one of its major customers. In alternate years, the company hosts a roadshow that takes in cities and towns around Scotland.

Wine Importers has over 20 employees and a turnover in excess of £5.5 million. The business is continuing to grow as an increasing number of customers seek a reliable local wine supplier, and sales of better quality wines are improving as the economy picks up.

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Wholesaler members 3663 Buckingham Court Kingsmead Business Park London Road High Wycombe Bucks HP11 1JU Tel: (0370) 3663 100 email: advice_centre@ 3663.co.uk website: www.3663.co.uk

Alex Fisher, managing director wholesale division Norman Wemyss, managing director region 1 (Scotland and North) Keith Jackson, regional operations director wholesale Scotland and North Jon Mack, regional sales controller wholesale Scotland and North Adam Spiers, business unit controller Scotland

Alfa Wholesale Ltd 111-115 Lancefield Street Glasgow G3 8HZ Tel: 0141-204 1483 email: info@alfawholesale.co.uk

Abdul Rashid, managing director Atif Rashid, director Shahid Nasim, director Zahid Nasim, director

Allson Wholesale Station Road Buckhaven Fife KY8 1JH Tel: (01592) 715545 email: info@allsonwholesale.co.uk website: www.allsonwholesale.co.uk

Colin Drysdale, managing director John Scanlon, operations director Kevin Brereton, factory manager

Batleys 977 Leeds Road Deighton Huddersfield HD2 1UP Tel: (01484) 481150 website: www.batleys.co.uk

David Livingstone, operations manager cash & carry Frank Fraser, operations manager foodservice/ Drinks Express Gerry Fraser, senior trading manager Steve Irons, senior foodservice contract manager

Booker Equity House Irthlingborough Road Wellingborough Northamptonshire NN8 1LT Tel: (01933) 371000 website: www.booker.co.uk

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Charles Wilson, chief executive Andrew Thompson, commercial director Steve Fox, sales director – retail Stuart Hyslop, sales director – catering Pat Foy, regional director Chris Gallacher, retail development controller

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Brakes Enterprise House Eureka Business Park Ashford Kent, TN25 4AG Tel: (01233) 206000 email: customer.service@ brake.co.uk website: www.brake.co.uk

Alan Halliday, divisional director, Scotland Arlene Bonomi, regional sales director, Scotland Lynne Wells, regional sales manager, West Scotland Stephen Currie, regional sales manager, East Scotland Donald Owens, regional sales manager, North Scotland

CJ Lang and Son Ltd 78 Longtown Road Dundee DD4 8JU Tel: (01382) 512000 email: email@cjlang.co.uk website: www.cjlang.co.uk www.sparscotland.co.uk

Scott Malcolm, managing director John Leitch, distribution director David Lamb, trading director Jamie Buchanan, own stores director Bill Mair, sales director Graham Murdoch, IT director

Costco Wholesale UK Ltd Hartspring Lane Watford Herts WD25 8JS Tel: (01923) 213113 website: www.costco.co.uk

Steve Pappas, managing director Steve Barnett, trading director Sue Knowles, marketing & admin director Nick Deeks, international real estate director Magan Chauhan, finance director Towfick Agowun, IT director

Dunns Food and Drinks Ltd 32 Glasgow Road Blantyre G72 0JY Tel: (01698) 727700 email: jdunn@dunns foodanddrinks.co.uk website: www.dunns foodanddrinks.co.uk

Jim Rowan, managing director Julie Dunn, operations director Neil Rutland, buyer Alan MacPherson, business development manager, food & drinks David Rowan, business development manager, wholesale & soft drinks

Fáilte Food Service East Warehouse Glasgow Fruit & Vegetable Wholesale Market 130 Blochairn Road Glasgow, G21 2SW Tel: 0141-548 6170 email: jim@failtefoods.com website: www.failtefoods.com

Jim Cummiskey, joint managing director Grant Rennie, joint managing director Robert Duff Jnr, general manager David Carmichael, sales development manager Sarah McCann, administration manager Stephen Kyle, goods-in manager

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Forteith Foodservice (3663 Alba Ltd) Glengallan Road Glenshellach Oban Argyll, PA34 4HG Tel: (01631) 569100 email: enquiry@forteith.co.uk website: www.forteith.co.uk

John Forteith, depot general manager Ernie McInnes, operations manager

Gizzi Cash & Carry 15 James Street Righead Industrial Estate Bellshill Lanarkshire ML4 3LU Tel: (01698) 841122 email: andrew.clark4@ btconnect.com

Alan Clark, partner Andrew Clark, partner William Clark, partner

Glencrest Ltd 150 Clydeholm Road Glasgow G14 0QQ Tel: 0141-579 0007 email: sales@glencrest.co.uk website: www.glencrest.co.uk www.nae-danger.com

Ross Gourlay, managing director Fraser Gourlay, director Kenny Tonner, sales manager Kari Gourlay, tactical sales manager

Gordon & MacPhail George House Boroughbriggs Road Elgin Moray IV30 1JY Tel: (01343) 545111 email: info@gordonand macphail.com website: www.gordonand macphail.com www.benromach.com

Michael Urquhart, managing director

Hughson Brothers Gremista Industrial Estate Lerwick Shetland ZE1 0PX Tel: (01595) 693150 email: carl@hughsonbros.co.uk

Robert Boulton, owner Carl Cross, director/buyer Drew Tulloch, director

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Iain Hill Ltd 32 Napier Street Linwood Renfrewshire PA3 3AJ Tel: (01505) 684499 email: iain@iainhill.co.uk website: www.iainhill.co.uk

Iain Hill, managing director Robert Millar, general manager

Iannotti Brothers Ltd 62 Viewfield Road Ayr, KA8 8HH Tel: (01292) 265110 email: iblayr@btconnect.com

Roberto Iannotti, managing director Tony Iannotti, company secretary

James Wilson (Orkney) Ltd Garson Industrial Estate Stromness Orkney KW16 3JU Tel: (01856) 850234 email: info@wilsonsorkney.co.uk

George Kirkpatrick, managing director Helena Kirkpatrick, director

JB Foods (Scotland) Ltd Edgefield Industrial Estate Loanhead EH20 9TB Tel: 0131-448 2888 email: jbfoods@jbfoods.net website: www.jbfoods.biz

Lee Brown, managing director Gary Black, operations director Tony Boyle, commercial director

JW Filshill Ltd Hillington Road Glasgow G52 4HE Tel: 0141-883 7071 email: filshill@filshill.co.uk website: www.filshill.co.uk www.keystore.co.uk

Simon Hannah, managing director Fraser Harrison, finance director Ian McDonald, sales & buying director Nicholas Hannah, director

JWG plc Gremista Industrial Estate Lerwick Shetland ZE1 0PX Tel: (01595) 693749 email: iain.johnston@ jwgplc.co.uk website: www.jwgray.co.uk

George Hepburn, managing director Iain Johnston, partner and operations director Steven Hutton, assistant to operations director Michael Johnston, sales & business development manager Kevin Sandison, warehouse foreman Ninian Carter, administration manager

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Landmark Wholesale 7 Davy Avenue Knowlhill Milton Keynes MK5 8HJ Tel: (01908) 255300 email: landmark@lmkcc.co.uk website: www.landmark wholesale.co.uk

Martin Williams, managing director Andrew Thewlis, finance director John Searle, trading director Chris Doyle, business development director

Sutherland Brothers Ltd Site 11 Airport Industrial Estate Wick KW1 4QS Tel: (01955) 605070 email: david@suthbros.co.uk website: www.suthbros.co.uk

David Sutherland, managing director Ruth Sutherland, trading director Evan Sutherland, operations director Elaine Fraser, credit control & accounts

Makro Self Service Wholesalers Ltd Liverpool Road Barton Moss Eccles Manchester M30 7RT Tel: (0844) 445 7445 website: www.makro.co.uk

Steve Blan, managing director Michael McCrosson, store general manager, Glasgow Phil Davies, store general manager, Edinburgh David Gordon, store general manager, Aberdeen

Today’s Group 3 Carolina Court Wisconsin Drive Doncaster South Yorkshire DN4 5RA Tel: (0844) 247 0700 email: firstname. surname@todays.co.uk website: www.todays.co.uk

Bill Laird, managing director John Schofield, finance director John Baines, trading director John Kinney, retail director

Matthew Clark Whitchurch Lane Bristol BS14 0JZ Tel: (01275) 891400 email: enquiries@ matthewclark.co.uk website: www.matthewclark.co.uk

Des Gallagher, regional managing director Dennis McDermott, customer development director Lindsay Cargill, senior regional sales manager Liam Dunn, wine development manager Ross Dickson, depot manager Jackie McLaughlin, customer service manager Iain McPherson, sales & marketing planning manager

United Wholesale Grocers Ltd 246 Flemington Street Springburn Glasgow G21 4BY Tel: 0141-557 2255 email: info@uwgl.co.uk website: www.uwgl.co.uk

Mohammed Ramzan, chairman Nabeel Ramzan, managing director Amaan Ramzan, sales & trading director Waqas Badar, trading director David Reilly, commercial director

Palmer and Harvey 106-112 Davigdor Road Hove East Sussex BN3 1RE Tel: (01273) 222100 email: marketing@palmer harvey.co.uk website: www.palmer harvey.co.uk

Chris Etherington, chairman and chief executive Martyn Ward, managing director Paul Hagon, group strategy & development director Jim Newsome, managing director – direct van sales Julian Streeter, managing director – operations Kevin Bell, distribution centre manager, Scotland

United Wholesale (Scotland) Ltd 110 Easter Queenslie Road Queenslie Industrial Estate Glasgow G33 4UL Tel: 0141-781 6600 website: www.uniteduk.com www.day-today.co.uk

Asim Sarwar, managing director Mel Saxton, operations director Stephen Gray, financial director Anshu Chandra, licensed director Ali Afsar, impulse grocery director

Sugro UK Whitewell House 69 Crewe Road Nantwich Cheshire, CW5 6HX Tel: (01270) 628728 email: info@sugro.co.uk website: www.sugro.co.uk www.acornbuying.co.uk

Philip Jenkins, managing director David Milligan, head of trading Ian Irvine, head of retail & business development Peter Carrell, business development manager (Scotland)

WallacesTCB Crompton Way North Newmoor Industrial Estate Irvine, KA11 4HU Tel: (01294) 203000 email: b.calder@wallaces express.com website: www.wallacesexpress.com

Brian Calder, chief executive Chris Cosh, procurement director Paul Condron, marketing director Jim Young, sales director – off-trade Matt Munro, sales director – on-trade

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William Yule and Son Ltd 8 Park Road Kirkcaldy Fife KY1 3ER Tel: (01592) 651988 email: administrator@ williamyule.co.uk website: www.williamyule.co.uk

Mike Patterson, managing director James Dick, trading director Joyce Johnstone, admin director Dawn Lyczak, buyer Brian Kirkpatrick, office supervisor

Wine Importers Ltd Thistle House Caputhall Road Deans Industrial Estate Livingston EH54 8AS Tel: (01506) 468900 website: www.wine-importers.net

Billy Bell, managing director Gordon White, administrative director Neil Renton, sales director

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Supplier members AB InBev UK Ltd Porter Tun House 500 Capability Green Luton Beds, LU1 3LS Paul Scrimgeour Tel: (01582) 391166 email: paul.scrimgeour@ ab-inbev.com

BAT (UK) Ltd One Eton Street Richmond upon Thames London TW9 1EF Roger Jones Tel: (020) 8439 2500 email: roger_jones@bat.com

Britvic Soft Drinks Ltd Breakspear Park Breakspear Way Hemel Hempstead HP2 4TZ Trystan Farnworth Tel: (01217) 111102 email: trystan.farnworth@ britvic.co.uk

Accolade Wines The Guildway Old Portsmouth Road Guildford Surrey GU3 1LR Tom Wallis Tel: (01483) 690000 email: tom.wallis@ accolade-wines.com

Baxters Food Group Fochabers Moray IV32 7LD John O’Donnell Tel: (01343) 820393 email: johnodonnell@ baxters.co.uk

Burton’s Biscuit Co Charter Court 74-78 Victoria Street St Albans Herts, AL1 3XH David Grant Tel: (01727) 899700 email: david.grant@ burtonsbiscuits.com

Blu (UK) Ltd/ Cygnet YK Trading Ltd Concorde House Trinity Park Solihull B37 7UQ Brenda Shaw Tel: 0121-647 7373 email: brenda@blucigs.co.uk

Carlsberg UK Jacobsen House 140 Bridge Street Northampton NN1 1PZ Jim Logan Tel: (01604) 668866 email: jim.logan@carlsberg.co.uk

AG Barr plc 4 Mollins Road Westfield Cumbernauld G68 9HD Guy Gissing Tel: (01236) 852400 email: guygissing@agbarr.co.uk Allied Bakeries 180 Glentannar Road Glasgow G22 7UP Robert Wilson Tel: 0141-347 4222 email: robert.wilson@ alliedbakeries.co.uk Bacardi Brown-Forman Church Green Close Kingsworthy Winchester SO23 7TW Steve Lindsay Tel: (01962) 762100 email: slindsay@bacardi.com

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Boost Drinks Oakwood House 637 Roundhay Road Leeds LS8 4BA Al Gunn Tel: (0113) 240 3666 email: al.gunn@boostdrinks.com British Sugar plc Oundle Road Peterborough PE2 9QU Jan Walden Tel: (01733) 563171 email: jan.walden@the silverspooncompany.co.uk

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Coca-Cola Enterprises Ltd Enterprise House Bakers Court Uxbridge Middlesex, UB8 1EZ Norman Weir Tel: (01895) 231313 email: nweir@cokecce.com Concha Y Toro 6 Ashurst Court London Road Wheatley Oxon, OX33 1ER Simon Doyle Tel: (01865) 873713 email: sdoyle@cyt_uk.com

Cott Beverages Ltd Citrus Grove Side Ley Kegworth Derbyshire DE74 2FJ Steve Corby Tel: (01509) 674915 Danone Waters (UK & Ireland) Ltd 2nd Floor International House 7 High Street Ealing London W5 5DW Scott Graham Tel: (020) 8799 5800 DCS Europe 1 Timothy’s Bridge Road Stratford-upon-Avon Warwickshire CU37 9YL Bill Smith-Coats Tel: (01789) 208000 email: bill@dcseurope.com Diageo Lakeside Drive Park Royal London NW10 7HQ Roy Adams Tel: (020) 8978 6000 email: roy.adams@diageo.com E&J Gallo Winery Europe Swan House Cowley Business Park Uxbridge Middlesex UB8 2AD Mark Tinsley Tel: (01895) 813444

www.scottishwholesale.co.uk

directory

Ferrero UK Ltd Awberry Court Hatters Lane Croxley Business Park Watford Herts, WD1 8PA Neil Swift Tel: (01923) 690300 email: neil.swift@ferrero.com First Drinks Brands Form One 17 Bartley Wood Business Park Bartley Way Hook, RG27 9XA Justin Lyle Tel: (01256) 748100 email: justin_lyle@ first-drinks-brands.co.uk FrieslandCampina Ltd Denne House Denne Road Horsham West Sussex RH12 1JF Richard Kemmis-Betty Tel: (01403) 273273 email: richard.kemmisbetty @frieslandcampina.com GM Marketing (UK) Ltd Lesley House 25 Wellington Place Belfast, BT1 6GD Billy Fairley Tel: (02890) 267080 email: billy@gmmarketing.co.uk Greenstreets Environmental Resources U25 Guinness Enterprise Centre Taylor’s Lane Dublin 8 Ireland Michael Byrne TEL: +353 (0)1 4100 618 email: michael.obyrne@ greenstreets.ie

www.scottishwholesale.co.uk

Halewood International Ltd Sovereign Distillery Wilson Road Huyton Liverpool L36 6AD Des Ewing Tel: 0151-480 8800 email: des.ewing@ halewood-int.com

Heineken 2–4 Broadway Park South Gyle Broadway Edinburgh EH12 9JZ Dan Robinson Tel: 0131-528 1000 email: dan.robinson@ heineken.co.uk

Highland Spring Ltd Stirling Street Blackford Auchterarder Perthshire PH4 1QA Simon Oldham Tel: (01764) 660500 email: simon@highland springgroup.com

him! Research & Consulting 10 Ely Place London EC1N 6RY Jill Livesey Tel: (0845) 072 7667 email: jill.livesey@him.uk.com

HJ Heinz Co Ltd South Building Hayes Park Hayes Middlesex UB4 8AL Paul Stringer Tel: (020) 8573 7757

Imperial Tobacco Ltd PO Box 525 Winterstoke Road Bristol BS99 1LQ Greg Fuller Tel: (0117) 963 6636 email: greg.fuller@uk.imptob.com

Intercontinental Brands 4 Sceptre House Hornbeam Square Harrogate Yorkshire HG2 8PB Mike Carthy Tel: (01423) 872747

Intertissue/Sofidel UK Brunel Way Baglan Energy Park Briton Ferry Neath SA11 2HZ John Hughes Tel: (01639) 825380 email: john.hughes@ intertissue.co.uk

JH Brand Associates Titan Building Aurora Avenue Glasgow G81 1BF James Hutton Tel: 0141-951 3420 email: james@ brandassociatesuk.com

JTI (Gallaher Ltd) Members Hill Brooklands Road Weybridge Surrey KT13 0QU Rupert Hinde Tel: (01932) 372000 email: rupert.hinde@jti.com

2014

Kellogg Marketing & Sales Co (UK) Ltd The Kellogg Building Talbot Road Manchester M16 0PU Vicky Hynd Tel: 0161-869 2000 email: victoria.hynd@kellogg.com

Kepak Convenience Foods PO Box 883 Kirkham Preston PR4 2UW Angela Daulby Tel: (01772) 688300

Kimberly-Clark Ltd 1 Tower View Kingshill West Malling Kent ME19 4HA Mike Navarro Tel: (01732) 594002

KP Snacks Ltd Hayes Park Hayes End Road Hayes Middlesex UB4 8EE Crispin Newborough Tel: (0845) 6017583 email: newboroc@kpsnacks.com

Lucozade Ribena Suntory Ltd 2 Longwalk Stockley Park Uxbridge Middlesex UB11 1BA Andrew Howell Tel: (0800) 096 3666 email: andrew.howell@ lrsuntory.com

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directory

Macsween of Edinburgh Dryden Road Bilston Glen Loanhead Edinburgh EH20 9LZ Philippa Stewart Tel: 0131-440 2555 email: philippastewart@ macsween.co.uk Magners GB Wellpark Brewery 161 Duke Street Glasgow G31 1JD Jim Young Tel: 0141-552 6552 email: jim.young@tennents.com Mars Chocolate Dundee Road Slough Berkshire SL1 4JX Fiona Nisbet Tel: (01753) 550055 email: fiona.nisbet@ effem.com Mars Food Dundee Road Slough Berkshire SL1 4JX Shonaidh Jack Tel: (01753) 550055 email: shonaidh.jack@ effem.com Mars Petcare The National Office Waltham on the Wolds Melton Mowbray Leicestershire LE14 4RS Joe Lawson Tel: (01664) 410000 email: joe.lawson@ effem.com

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Maxxium UK Ltd Maxxium House Castle Business Park Stirling, FK9 4RT Mark Riley Tel: (01786) 430500 email: mark.riley@ maxxium.com McCurrach UK 74 Waterloo Street Glasgow G2 7DJ Peter Steele Tel: 0141-248 7596 email: info@mccurrach.co.uk Molson Coors Ltd Stadium House Alderstone Road Livingston EH54 7DN Hazel Mitchell Tel: (01506) 602516 email: hazel.mitchell@ molsoncoors.com Mondelez UK Ltd Bournville Place Bournville Lane Birmingham, B30 2LU Peter Baird Tel: 0121-458 2000 email: peter.baird@mdlz.com Müller Dairy UK Ltd Shrewsbury Road Market Drayton Shropshire, TF9 3SQ Joe Stewart Tel: (01630) 692000 Müller Wiseman Dairies 159 Glasgow Road Nerston Village East Kilbride Glasgow, G74 4PA Sandy Wilkie Tel: (01355) 244261 email: sandy.wilkie@ muller-wiseman.co.uk

scottish wholesale association

2014

Nestlé 1st Choice 1 City Place Beehive Ring Road Gatwick West Sussex, RH6 0HA Graham Harkness Tel: (020) 8686 3333 Nestlé Professional 1 City Place Beehive Ring Road Gatwick West Sussex, RH6 0HA Val McIntosh Tel: (020) 8686 3333 email: val.mcintosh@ uk.nestle.com Nestlé Purina Petcare 1 City Place Beehive Ring Road Gatwick West Sussex, RH6 0HA Andrew Harding Tel: (020) 8686 3333 Nichols plc Woodlands Park Ashton Road Newton Le Willows WA12 0HH Paul Weston Tel: (01925) 222222 Nicocig Ltd 19 Wainwright Street Aston Birmingham B6 5TJ Jeff Cobley Tel: 0121-382 2285 email: jeff@nicocig.co.uk PepsiCo UK 1600 Arlington Business Park Theale Reading Berks, RG7 4SA Alan McCaffer Tel: (0118) 930 6666 email: alan.mccaffer@ intl.pepsico.com

Pernod Ricard UK 3 Lampton Road Hounslow Middlesex TW3 1HY Alan Pattison Tel: (020) 8538 4000 email: alan.pattison@ pernod-ricard.com Philip Morris Ltd No 1 Parkshot Richmond upon Thames Surrey TW9 2RD Richard Cook Tel: (020) 7076 6000 email: richard.cook@pmi.com Premier Foods Premier House Centrium Business Park Griffiths Way St Albans Herts AL1 2RE Ross Brown Tel: (01727) 815850 email: ross.brown@ premierfoods.co.uk Procter & Gamble UK The Heights Brooklands Weybridge Surrey KT13 0XP Andy Gore Tel: (01932) 896000 email: gore.a@pg.com Red Bull Co Ltd The Terrace 155-171 Tooley Street London SE1 2JP Joss Bamber Tel: (020) 3117 2000 email: joss.bamber@ uk.redbull.com

www.scottishwholesale.co.uk

directory

Republic Technologies UK Ltd Sword House Totteridge Road High Wycombe Bucks HP13 6EJ John Catania Tel: (01494) 533300 RSS Ltd Merlin House Suite 21 Mossland Road Hillington Park Glasgow, G52 4XZ Allan Reid Tel: 0141-882 7100 email: allan@rssscotland.com Scot-Serve Ltd Forrester Lodge Inglewood Alloa FK10 2HU Graeme Clark Tel: (01259) 720800 email: sales@scot-serve.co.uk SHS Group Manderson House 5230 Valiant Court Delta Way Brockworth Gloucestershire GL3 4FE Marcus Freer Tel: (01452) 378500 email: sales@shs-salesmkting.co.uk Swizzels Matlow Ltd Carlton House New Mills High Peak Derbyshire SK22 3HA Simon Mair Tel: (01663) 744144 email: smair@swizzelsmatlow.com

www.scottishwholesale.co.uk

Tata Global Beverages 325/347 Oldfield Lane North Greenford Middlesex, UB6 0AZ Brett Grimshaw Tel: (020) 8338 4000 Taylors of Harrogate Plumpton Park Hookstone Chase Harrogate, RG2 7LD John Sutcliffe Tel: (01423) 889822 email: john.sutcliffe@ bettysandtaylors.co.uk Tayto Group Princewood Road Corby Northants, NN17 4AP Tavis McCabe Tel: (01536) 204200 email: tavis.mccabe@ tayto.com Tennent Caledonian Breweries UK Ltd Wellpark Brewery 161 Duke Street Glasgow, G31 1JD Jim Young Tel: 0141-552 6552 email: jim.young@tennents.com Thomas Tunnock Ltd 34 Old Mill Road Uddingston Glasgow, G71 7HH Boyd Tunnock Tel: (01698) 813551 email: sales@tunnock.co.uk Unilever Food Solutions Unilever House Springfield Drive Leatherhead Surrey, KT22 7GR Chris Hales Tel: (01372) 945000 email: chris.hales@unilever.com

Unilever UK Unilever House Springfield Drive Leatherhead Surrey KT22 7GR Ian Toft Tel: (01372) 945000 email: ian.toft@unilever.com

The Wrigley Co Ltd 3rd Floor 1420 Arlington Business Park Theale Berkshire RG7 4SA Jon Eatly Tel: (01189) 317030

United Biscuits Hayes Park Hayes End Road Hayes Middlesex UB4 8EE Dave Cutler Tel: (020) 8234 5000 email: dave_cutler@ unitedbiscuits.com

Weetabix Ltd Station Road Burton Latimer Kettering Northants NN15 5JR Chris Rice Tel: (01536) 722181 email: cwr@weetabix.co.uk

Wells & Young’s Brewing Co Havelock Street Bedford MK40 4LU Richard Garden Tel: (01234) 272766 email: info@wellsand youngs.co.uk

Whyte and Mackay Ltd Dalmore House 310 St Vincent Street Glasgow G2 5RG Peter Wells Tel: 0141-248 5771 email: peter.wells@ whyteandmackay.com

2014

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