18 minute read
Industry News
Informed campaign
Brakes has launched a pricefocused campaign to help its hospitality customers.
The initiative –informed by research into what matters most to hospitality customers –comprises more than 3,500 price cuts, many of which will be held for six months, plus a cashback style scheme and promotions.
In addition, customers are no longer required to meet a minimum order value.
Customers will benefit from at least 10% cashback on key categories. They will be able to identify the products that will bring them the maximum benefit at a new site, brakescashback.co.uk. a Brakes (01233) 206000
DRS details
Circularity Scotland, a notfor-profit body that represents drinks producers, trade associations and retailers, has been appointed the new administrator for Scotland’s Deposit Return Scheme (DRS), which is scheduled to go live in July 2022.
Circularity Scotland will work with companies across the supply chain, including wholesalers, to deliver a system that is expected to collect at least 90% of drinks containers in Scotland.
Meanwhile, the start of the planned deposit return scheme for England, Wales and Northern Ireland has been delayed until 2024. a enquiries@circularityscot-
land.com
Aylwin on board
Mark Aylwin, former managing director of Booker’s delivered wholesale business, has been appointed non-executive chairman of
Unitas Wholesale.
He replaces Simon Hannah, managing director of JW Filshill, who remains on the Unitas board.
The appointment of Aylwin (pictured) is designed to bring a new perspective to the business – he has worked in the food and drink industry for over 35 years, with experience across wholesale, retail, foodservice and the on-trade.
Earlier this year, it was agreed by the board that now is the right time for the transition to a non-member chair.
Unitas managing director John Kinney commented: “Mark is a great appointment for Unitas Wholesale and is a hugely positive move, demonstrating the strong intentions of the group. Mark brings a wealth of experience to the role that will be incredibly useful as we drive the organisation into its next phase of development.”
Aylwin added: “While there are a number of significant challenges in the out-ofhome market, I am excited to be joining the group at a time when I believe we can make a real difference to our Unitas Wholesale members and their customers.” a Unitas Wholesale (01302)
249909
Alcohol-free site
Dry Drinker, Britain’s leading retailer for alcohol-free drinks, has moved into wholesaling.
The company has launched a new tradefocused site and is offering next-day delivery on orders placed before 5pm.
Owner Stuart Elkington said: “People now expect alcohol-free choices and yet, very often, there isn’t the choice available in cafés, bars, restaurants, clubs, etc.
“We already have the supply chain in place so opening up in this direction is a natural progression for us.”
Dry Drinker stocks more than 200 lines. It delivers six days a week up to 5pm, adopts a ‘no minimum or maximum order’ philosophy, and has an ‘order more – pay less’ scheme in place – trade orders of over £150 can be paid across four payments.
In addition, customers signing up to Dry Drinker’s newsletter get 10% off their next order. a Dry Drinker (0203) 667 7222
Sample Box initiative
Sugro UK has rolled out a new initiative, the Sample Box, in collaboration with one of its members, Approved Food –the UK’s largest online retailer of clearance food and drink at discounted prices.
Packed with NPD from different suppliers, each Sample Box will help the suppliers concerned gain valuable feedback from wholesalers on the products.
Andy Needham, managing director of Approved Food, said: “We are delighted that we have been able to help bring this initiative from concept to launch successfully, and I’m sure that members and suppliers alike will appreciate the fantastic new products that will be delivered on a regular basis going forward.”
Sugro’s head of trading & marketing Yulia Petitt added: “I am delighted with the launch of the Sample Box, which will be a fantastic opportunity for suppliers to showcase their products to wholesalers and to allow members to familiarise themselves with some exciting products and help with making purchasing decisions.
“The new initiative will certainly lead to increased sales across the participating suppliers.” a Sugro UK (01270) 628728
Glasgow-based Lomond –The Wholesale Food Co is repeating its ‘Welcome Back, Give Back’ campaign following its success last year.
Designed to help customers boost margins and rebuild their businesses as they reopen, the promotion will run until the end of the summer.
In addition to offers on food-to-go items, prices will be cut on many of Lomond’s core lines in categories that include bacon, chips, chicken, soft drinks and bouillon.
“The feedback we had from our customers last year was that our Welcome Back, Give Back campaign was a game-changer for them,” said director Barbara Henderson. “It made sense to bring it back to offer support when our customers need it most.”
Barbara Henderson: Helping customers rebuild business.
Lomond credits the monthly promotion for helping its own business too. “Not only did we see sales increase by a minimum of 100% on all key lines on offer, but we also saw a staggering 400 new customers come on board during the campaign, which we’re delighted to have retained,” said Henderson. a Lomond – The Wholesale
Food Co 0141-353 6777
John Mills (pictured), former managing director of Landmark Wholesale and deputy managing director of Unitas, has returned to Hyperama as non-executive chairman – a post he previously held for three-and-ahalf years until 2017.
Marcus Singh, managing director of Hyperama, told Cash & Carry Management that he is delighted to welcome Mills back to the business: “We have a good relationship with John and feel that he adds great value with his years of experience in the channel.”
In addition to his time at Landmark and Unitas, Mills has previously being managing director of Keith Spicer, InterContinental Brands, Gaymer Cider Company, Constellation Wines and Grants of St James’s.
Commenting on his Hyperama role, Mills said: “It is an extremely exciting time to be back at Hyperama after a challenging but strong 2020.
“This year we have a host of plans including a big investment in software systems, which will help with our stock management and reporting and visibility. We also have several other excitingprojects on the horizon.” a Hyperama (0115) 985 1300
50 wholesalers sign up
b2b store, the wholesalespecific ecommerce platform from RNF, has marked its first anniversary with news that 50 wholesalers have now signed up to its services.
RNF has also processed orders worth £235 million over the last 12 months across its digital platforms, which are used by wholesalers including Bestway, Booker and Blakemore, as well as independent operators and members of buying groups Confex, Fairway, Sterling Supergroup, Sugro and Unitas. This represents 60% year-on-year growth.
So far five Confex members have taken advantage of the partnership between the group and RNF. These are Crowndale Food Services of Leicester, Moby Foods (West Yorkshire), KCS Cash & Carry (West London), Caterking (Oswestry) and Fresco (Glasgow).
Confex marketing director Jess Douglas said: “Although it is apparent that technology has been progressing hugely in the industry in recent years, the pandemic has moved this on significantly and we are delighted that our members are able to achieve their ecommerce goals through our partnership with RNF.” b2b.store works across mobile, desktop and tablet with zero set-up costs. a b2b.store (01926) 298867 a Confex (01608) 652333
£2m in price cuts
Nisa Retail has announced a £2 million investment in price.
The wholesale prices of many Co-op own-brand products, including chicken fillets, baked beans and flour, have already been reduced, and there is additional investment in branded items.
Ken Towle, CEO of Nisa Retail, said: “We are always looking for ways to ensure our partners can adapt and grow in a fast-evolving market; this significant investment in price will ensure our partners stay competitive across a basket of goods, helping to drive sales and margin in key categories.”
Nisa measures its competitiveness using a price index across thousands of comparable product lines. Overall, Nisa is consistently cheaper than its major national competitors across 3,000 branded lines.
In other news, Nisa’s Making a Difference Locally charity has launched a second round of its Heart of the Community Awards initiative, which will support a number of community projects with donations totalling £150,000. Nominations from Nisa retailers are invited until 30 April. a Nisa Retail (01724) 282028
Dessert selections
Country Range Group has launched two frozen bitesized dessert selections, each comprising 3 x 10 treats.
Country Range Mixed Dessert Selection features blueberry crumble cheesecake, chocolate salted caramel torte, and lime & meringue pie.
The Cheesecake Selection consists of lemon cheesecake, raspberry ripple cheesecake and marbled chocolate cheesecake. a Country Range Group
(0845) 209 3777
New £12.5m distribution site
LWC Drinks, described as the UK’s largest independent drinks wholesaler, has opened a new 173,000 sq ft bonded distribution centre in Chadderton, Oldham.
The wholesaler has also introduced the Blue Yonder warehouse management system (WMS) and duty management system at the new site, to help standardise operations and ensure that they are as efficient and effective as possible.
The new systems will also provide improved inventory management and forecasting accuracy for the distribution teams on the ground, cutting-edge voice recognition technology, improved levels of service, and a better customer experience.
Ebrahim Mukadam, managing director of LWC Drinks, said: “We are absolutely thrilled to announce that our new site is now officially open and operational for business – just in time for the reopening of trade.
“Throughout the pandemic, our logistics teams in Manchester have been working incredibly hard – and with limited resource – to relocate the business from one site to another, and integrate our new WMS.”
He added: “In what has been an incredibly turbulent and difficult 12 months for our industry, we hope that this monumental step in LWC’s journey will provide some reassurance, optimism and hope not just to our customers, but also to the wider hospitality industry, demonstrating that we are confident and looking towards a brighter future.”
The new £12.5 million site – located just 10 miles from Manchester city centre, and 1.5 miles from junctions 20 and 21 of the M60 – is twice the size of LWC’s previous Openshaw site. a LWC Drinks 0161-438 4060
Two guides
Unitas Wholesale has launched two new Plan for Profit category guides: the first on Impulse and the second on Grocery, Non-Food, Chilled & Frozen.
Tracey Redfearn, Plan for Profit category controller, said: “The category guides feature the key products we advise retailers to stock in order to maximise their sales and profits.
“Each guide is compiled using information provided by our supplier partners, industry experts and member wholesalers, which means that we truly offer a credible core range tailored to the needs of the independent retailer.” a Unitas Wholesale (01302)
249909
The 2021 Wholesale & Convenience Industry Charity Bike Ride in support of landmine clearance charity MAG will take place in the UK in June and July.
The annual ride was launched by Tom Fender (of TWC), Neil Turton (Sugro) and Raj Krishan (Select & Save) in 2015 and so far five rides have taken place, raising £673,000 for MAG.
Turton said: “While we would normally love to visit a country where we have the chance to witness clearance first-hand in the field, the switch to UK rides in 2021 means that more people in the industry can join us this year as we have up to 150 places available.”
The schedule for this year’s ‘Bikes Against Bombs’ ride is: 24 June – Newcastle 25 June – Glasgow 1 July – Bristol 2 July – South Wales 7 July – Midlands 9 July – London 15 July – Yorkshire 16 July – Manchester
People can sign up for any number of the rides and will need their own bike, helmet and water bottle.
Each ride will be 45-50 miles but done at a comfortable pace with rest stops.
The price per ride is £295, with a commitment to raise at least another £100 in sponsorship. a Tom Fender (07802) 336333 a Neil Turton (07715) 485836
Pricecheck snaps up Goldney
Darren Goldney is joining fast-growing FMCG wholesaler Pricecheck as commercial director.
Due to leave his role as Unitas managing director later this month, Goldney (right) will be involved in the future growth and development of Pricecheck as a key member of the board of directors.
The appointment marks the start of Pricecheck’s next phase of growth as it aims to achieve a £200 million turnover within the next five years.
Debbie Harrison, joint managing director (trading), said: “Darren’s experience speaks for itself. We’ve enjoyed working with him at Unitas and now we are excited to welcome him to the Pricecheck team.
“His arrival showcases our confidence in the future of Pricecheck, and Darren’s knowledge and understanding of branded supplier partnerships will be a crucial piece of our growth plan.”
Goldney commented: “Pricecheck’s growth is one I’ve been following and supporting for a number of years and so I very much look forward to joining the team and playing my part in the journey. With the company’s ambition to double in size, it certainly looks a very attractive place to be for the future.
“My time at Unitas has provided unique and interesting insight into 160 businesses, and Pricecheck has always been one of the many great businesses that stand out, by acting not just as a wholesaler, but as a distribution partner with a range of targeted added-value capabilities.”
Goldney brings to Pricecheck a wealth of industry experience, having led the merger to form Unitas after joining Today’s Group in 2017. Prior to that, he held key leadership roles at CocaCola, Whitworths and Palmer & Harvey.
Pricecheck offers over 8,000 branded products to customers in the UK and to more than 80 countries globally through distribution agreements. a Pricecheck (0114) 244 0887
Healthy can mean wealthy
In a pilot project conducted from its Croydon branch, Bestway Wholesale has shown that retailers can grow their business by selling healthy (low-sugar, lowcalorie) products.
Called the Bestway Good Food Wholesale Initiative, the project is being conducted in partnership with the charity Impact on Urban Health, undertaken by specialist consultancy Rice Marketing, and supported by the FWD.
Bestway developed and marketed a ‘healthier options’ range, ensuring strong availability of the products while making changes to its pricing and promotional activity, increasing shelf labelling and encouraging merchandising options for its retailers.
The results of the trial, conducted in October last year, exceeded expectation on every level, said the company. Volume sales of the healthier options range (excluding soft drinks), increased by 7,277 cases over the promotional period, representing a rise of 17.7%.
The sales volume of Alpro products increased by 21% and of Graze products by 170%. In addition, sales of wholemeal breads were up by 45.9%, fresh foods 13.4%, grocery 45.6%, frozen foods 98.3% and sugar-free confectionery 666%.
It was found that key tactics of pricing, promotion, availability and merchandising have the biggest impact when used in combination.
For the second phase of the Good Food Wholesale Initiative, a taskforce will be appointed to consider the implications of the report and how to tackle the challenges raised. This will lead to more practical trials with wholesalers and suppliers. a Bestway Wholesale 020-
8453 1234
Export partners
Speciality and fine food wholesaler Cotswold Fayre has formed an export partnership with Ramsden
International.
Cotswold Fayre is supplying products from its 4,000strong range to Ramsden International, which exports to retailers in 133 countries.
Paul Hargreaves, CEO of Cotswold Fayre, said: “While we have done a small amount of export business over the years, it makes complete business sense to partner up with an industryleading exporter like Ramsden International.
“Particularly with the complexities of exporting products brought about by Brexit, the timing of this partnership with an expert exporter could not be better. We look forward to making the incredible, quality food from these islands more widely available to the rest of the world.”
Sean Ramsden, founder and CEO of Ramsden International, added: “The fine food that Cotswold Fayre supplies is in high demand throughout our customer base and presents a clear opportunity for us to add value to our range proposition and drive incremental sales.” a Cotswold Fayre (03452)
606060
a Ramsden International
(01472) 315610
More support needed from suppliers
Relationships between foodservice wholesalers and suppliers were put under the spotlight in a survey conducted last month by Zest
Food Partners.
Worryingly, among the 60 respondents, only 12.5% of the wholesalers questioned said that 75-100% of their suppliers understand their business, compared to 34.6% of suppliers. And just 6.5% of wholesalers believe that suppliers understand foodservice in general, compared to 46% of suppliers.
Wholesalers want more insight from suppliers: only 13% are happy with the level and quality of data they currently receive – they are looking for more foodservice-specific data and more operator insight by channel.
“Wholesalers and suppliers should look to provide each other with relevant data,” said Nick Redford, strategy director of Zest Food Partners. “Gathering vital insight will enable smarter commercial decisions.”
In addition, wholesalers and suppliers alike recognise that there is ground to make up in the area of digital support: just 26% of wholesalers are happy with the level they receive from suppliers, and only 31% of suppliers are satisfied with the digital support they offer wholesalers.
“There needs to be more collaboration between wholesalers and suppliers, with joint business plans and digital strategies in place,” advised Redford.
In an industry where wholesaler-supplier relationships are so important, it was disappointing to find that just 26% of wholesalers are happy with the level of contact/communication they are currently receiving from suppliers, whereas 50% of suppliers stated their satisfaction in their contact/communication with wholesalers – a clear mismatch.
Interestingly, 71% of wholesalers said they would prefer to be communicated with via email, whereas 70% of suppliers would prefer to meet in person. However 52% of wholesalers and 38% of suppliers think that virtual meetings “will last forever”.
“Success is reliant on strong relationships and collaboration, and it is important that we all take the time to connect and nurture
Transparent
JJ Foodservice is introducing catch dates on the Frozen at Sea fish that it sells.
Sezer Ozkul, chief product officer, said: “We recommend serving fish as close as possible to the catch date.
“We want to be fully transparentabout when our products were caught. Fresher fish means happy customers.” a JJ Foodservice (01992)
701701
James Hall & Co, SPAR wholesaler for the north of England, is hosting a virtual ‘Meet the Buyer’ event for local businesses on 18 May.
Open to 1,600 members of the North & Western Lancashire Chamber of Commerce, the event will enable local suppliers to meet James Hall & Co’s trading team, who are responsible for sourcing products for over 600 SPAR stores.
Andrew Barnes, trading director at James Hall & Co, said: “We’ve always tried to work with local suppliers but relationships,” said Redford.
The study by Zest Food Partners was designed to find out what support wholesalers and suppliers need from each other to work better together to rebuild foodservice.
The recovery will take some time, according to the respondents: 42% of the foodservice wholesalers questioned think it will be 1224 months before their business is trading at the same level it was pre-COVID, but the suppliers were more optimistic, with 50% predicting it will take 6-12 months for their business to get fully back on track.
“With concerns around product availability from both wholesalers and suppliers, as well as logistical issues and minimum order quantities, it is important that both parties work together to ensure the industry is prepared for the reopening of foodservice and hospitality,” added Redford. a Zest Food Partners (07784)
732756
Listing opportunity Vimto deal
it’s now more vital than ever. It puts money back into local communities, helps reduce food miles, minimises environmental impact and helps develop sustainable, longterm partnerships.” a James Hall & Co (01772)
706666
The IB Group (Hancocks, World of Sweets, Bonds and Bobby’s) has become the licence holder, exclusive distributor and developer of three Vimto products: Chewy Bons, Jelly Beans and Fizzy Rippa.
This deal expands the IB Group’s partnership with Vimto (Nichols), which has been gaining momentum for over 12 months with the launch of several new lines developed by the inhouse IB teams. These include Vimto Juicy Mix-ups, Flying Saucers and Fizzy Mallows. a Hancocks (01509) 216644
