Cash & Carry Management April 2024

Kitwave continues acquisition trail with £21m Total purchase

Campaign helps caterers plan with more certainty

MOUTH-WATERING SALES

Contents April 2024

This month don’t miss...

Emma Holden, head of marketing at Country Range Group. In Focus

At Confex’s trade show and awards dinner, CEO Tom Gittins confirms the four pillars that make up the group’s growth strategy.

CCM Chefs’ Own-Brand Awards

Cash & Carry Management outlines the prestigious awards scheme for 2024, run in association with the Craft Guild of Chefs. Have you submitted your entry yet?

CATEGORY INSIGHT

Milk Hot Beverages

Ryan Torrible, operations director at specialist wholesaler NWT FM Solutions, talks about what’s selling in the hot beverage category and how customers can maximise sales and profits.

Big Night In

Emma Holden of Country Range Group says that when she is with her family it’s the one time she can truly switch off from work.

Parfetts now serves 60 Go Local stores in the Birmingham area.

Caterforce unveils the first lines in its Premium Collection.

Mark Taylor is appointed as managing director of kff.

60 Go Locals

On the first anniversary of opening its Birmingham depot, Parfetts has 60 Go Local stores in the region.

The Birmingham-based team of retail development advisors has grown to 10 to support further expansion.

A Birmingham Birthday Bonanza trade week featured offers on 742 lines.

Guy Swindell, joint MD of Parfetts, said: “The success of the Birmingham depot has exceeded all expectations. The experienced team focused on building footfall before rolling out our delivered offer, which extends the reach of the business across the Midlands and down the M40 into Gloucestershire.”

Acquisition trail continues

Kitwave Group has acquired Total Foodservice Solutions for £21 million.

Established over 130 years ago, Total Foodservice offers around 4,000 product lines including chilled, frozen and ambient food, non-food and cleaning products.

The wholesaler’s depots are located in Clitheroe and Huddersfield, and its customers include the licensed trade, restaurants, coffee

NBC annual event

National Buying Consortium (NBC) will host its annual member and supplier event at Whittlebury Park Hotel near Silverstone on 19-20 June.

Now in its fifth year, the event has grown steadily –last year representatives from over 50 suppliers met with NBC members during the two-day event.

shops, sandwich bars, schools, universities and the care industry across the North of England.

For the financial year ended 30 April 2023, Total Foodservice reported a turnover of £25.4 million and profit before tax of £2 million. The acquired balance sheet includes around £4 million of cash, and freehold property with a book value of £2.1 million.

Total Foodservice will be incorporated into Kitwave’s existing Foodservice division, which currently comprises the trading operations of David Miller Frozen Foods, MJ Baker Foodservice,

Westcountry Food Holdings and HB Clark & Co.

Kitwave’s CEO Ben Maxted said: “The acquisition of Total Foodservice enables us to further expand our product range offering across the North of England and in particular Yorkshire and the North West, complementing our existing foodservice offering.

“This acquisition is in line with Kitwave’s growth strategy, and we will continue to seek to identify further opportunities in the UK’s highly fragmented wholesale market to deliver further value to the group and its shareholders.”

Championing football

The finals day of SPAR Scotland’s festival of football for Scottish school girls, called SPAR Future Stars, took place at Broadwood Stadium in Cumbernauld last month.

Academy runner-up, while in the S3/S4 category, the winner was Ross High School, with Ellon Academy in second place.

Colin McLean, CEO of SPAR Scotland, said: “This is the third year we have supported the SPAR Future Stars footballing event for schoolgirls, and the tournament is going from strength to strength.

On the first day, golf takes centre stage, whilst the second day is the main networking event where suppliers have the chance to showcase their brands directly to NBC members. In the evening a gala dinner with awards ceremony is held to recognise the suppliers that have gone above and beyond.

Some 226 teams joined in this year’s tournament, which was the highest number yet – 20 more than last year. In total over 3,000 girls aged 12 to 16 were involved in the competition, with 36 teams (350 girls) making it through to finals day.

The winner in the S1/S2 year category was St Ninians High School, with Braidhurst

“As always, support from our supplier partners and our member shareholders is much appreciated and we would like to thank them in advance for taking time out of their busy schedules to be a part of this brilliant event,” said NBC MD David Lunt.

“We’re already planning for Future Stars 2025, with our objective to encourage even more young girls to get involved and have some fun at a local and national level.”

Managing director

Aylesford-based kff (Kent Frozen Foods) – a subsidiary of Sysco – has appointed Mark Taylor as its new managing director. He replaces Phillip White, who is leaving the company to take up the role of CEO of Scottish whisky business Gordon & MacPhail.

Taylor (pictured) joins kff having spent 10 years working in various roles across Sysco’s British businesses, seven of which were spent at sister company Brakes. Most recently he was regional operations director of Brakes UK and Sysco GB, and before that he was head of inbound – Europe at Sysco.

Commenting on his new role, he said: “I am very excited by the opportunity at kff. The business has an enviable reputation for customer service and product quality. With a talented team already

in place, we have great plans to grow our customer base and continue to develop sales of our fantastic range of locally sourced products.”

kff specialises in providing a wide range of food to local pubs, restaurants, schools and other venues serving food. It has a particular emphasis on supplying local produce from food companies across Kent and the South East.

People position

AF Blakemore & Son has appointed Nicola McIntosh as chief people officer, effective 20 May 2024.

McIntosh (pictured) joins the company from Rotherham, Doncaster & South Humber NHS Trust, where she served as executive board director of people & organisational development. In this role, she led a team of 120 and played a key role in navigating the Trust’s workforce through the Covid-19 pandemic.

Prior to that, McIntosh held leadership positions at Sheffield Teaching Hospitals, Jet2Holidays, and Wm Morrisons Supermarkets, where she established a strong reputation for delivering innovative learning & development programmes, organisational development strategies, and leadership development initiatives.

Appealing to a broader base

JJ Foodservice has launched its new mission statement –‘to make it easy for everyone to enjoy chef-quality ingredients’ – marking a shift in its business strategy to better serve a broader spectrum of food sectors.

MD Mushtaque Ahmed explained: “From catering mainly to fast-food outlets 35 years ago, today we serve every type of food sector, from restaurants and pubs to

hotels and schools.

“Our Advance Order platform has been instrumental in enabling every branch to expand its range of quality products.” In the past year, JJ achieved more than £2 million in sales through its Advance Order platform.

Meanwhile, the wholesaler’s new vision is to ‘be the first choice in sustainable foodservice and make a positive impact on people,

communities, and the environment’.

JJ has also announced new company values, which reflect the guiding principles of its culture and decisionmaking. Its values are:

Friendly

Adaptive

Motivated

Inclusive

Loyal

Youthful

“Our new JJ Family values serve as the cornerstone for how we communicate and interact with customers, suppliers and each other,” said Ahmed.

Looking ahead, the company has disclosed plans to expand its product range significantly over the next 24 months.

McIntosh said: “I’ve loved my time at the NHS but I’m delighted to move back into retail where my experience and knowledge of championing performance can be used across all functions and disciplines.

“I thrive in organisations where the culture prioritises their people and it was clear that AF Blakemore, whilst employing a workforce of over 7,000 people, still retained the family values that are at the heart of its DNA.”

First in range

The first products in the premium tier of Caterforce’s own-brand range have been launched.

Rustic Triple Cooked Chips 19mm, Rustic Chips 15mm, and Rustic Skin On Chips 10mm are now available in the Chefs Selections Premium Collection. These will be followed by a number of cakes and desserts in the coming weeks.

The range is designed to help operators stand out from their competition.

Price campaign

Brakes is holding prices on more than 7,000 products between April and October 2024 to offer value and stability to customers.

The initiative follows a similar campaign last year where Brakes held prices on more than 1,800 products. That campaign received widespread positive feedback from customers.

As part of the Spring campaign, Brakes is also cutting the price of some of its most popular products, such as baked beans, bacon, chicken, crisps and eggs. The products will see an average price reduction of 6%.

Paul Nieduszynski, CEO of Sysco GB, said: “From energy to staff costs, there is still a great deal of uncertainty around the costs that the industry is facing. These price holds provide some longer-term reassurance that will help our independent customers plan with a greater level of certainty.

“At the same time, we want to ensure that we offer our customers the best value, so we’ve looked at the products they buy most often and reduced the prices of many of the most popular products in the range,” he explained.

Another member

Preplica, which is reported to be TikTok’s No.1 food and drink seller in the UK, has joined Sugro.

Based in Caerphilly, Preplica has been trading since March 2021. Its focus has mainly been on the soft drinks category and rapid development of its online platforms with trading via TikTok and Amazon accounts. It now fulfils over 40,000 orders per month via TikTok.

Joshua Walsh, director of Preplica, said: “We’re thrilled to announce our partnership with Sugro UK, marking a pivotal moment for our company’s growth journey. By joining Sugro, we’re empowered to directly engage with top-tier suppliers, unlocking exclusive deals and leveraging the expertise of Sugro’s dedicated buying team. This collaboration enables us to

not only expand our product range but also to enhance our service offerings, ensuring that we continuously deliver exceptional value to our customers.

Sugro’s business development manager Sue Hubber added: “Preplica bring significant knowledge from the fast-developing online sector, rich in data and insight which will be invaluable to the group and our suppliers. They have shown rapid growth with both TikTok and Amazon platforms and add significant opportunities in D2C business. We look forward to working with Preplica as they continue to look for new opportunities to expand their operation.”

Student Chef Challenge winners

A team from West Suffolk College has been crowned the winner of the Country Range Student Chef Challenge 2024.

The three young student chefs – Paulina Litwin, Libby Thistleton and Cecille Youngs – were competing against teams from Loughborough College, Cornwall College, New College Durham and Westminster Kingsway.

Westminster Kingsway’s two teams took second and third place.

Under the watchful eyes of the judges and a live theatre audience, the students recreated their three-course, fourcover menu within 90 minutes. The theme for this year was ‘Love Local’.

All the finalists were graded by the International Salon Culinaire to international judging standards, with Gold, Silver, Bronze and Merit certificates awarded.

As well as claiming the Country Range Student Chef

Challenge title, the team members from West Suffolk College won a unique dining experience and opportunity to work at a Michelin starred restaurant, plus a professional knife. The lecturer of the winning team, Stuart Ascott,

received his own engraved Flint and Flame knife set.

The Country Range Student Chef Challenge has been a key part of developing culinary talent for over 25 years. Run in collaboration with the Craft Guild of Chefs, it provides competitionstandard judging and vital feedback to the students throughout the process.

In other news, Country Range has introduced two new varieties to its Cookie Pucks collection – Country Range Oat, Lemon & Raisin Cookie Pucks, and Country Range Speculaas Spiced Cookie Pucks.

Baked from frozen in just 9–11 minutes, the Cookie Pucks come in packs of 90 x 50g pucks.

The winning team members with their lecturer Stuart Ascott (left) and lead judge Chris Basten from the Craft Guild of Chefs.

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Community Cashback

SPAR has launched its third £100,000 Community Cashback scheme, giving away various grants to local voluntary or community organisations and charities.

Last year, the group received more than 13,000 entries for the grants and rewarded over 20 different local organisations.

Shoppers from all over the UK can apply for a grant for an organisation or charity they feel deserves funding.

Running until 22 May, the scheme offers grants of up to £10,000, with a total pool of grants valued at £100,000.

In other news, 480 independent SPAR retailers and families, national account customers, company-owned store colleagues, suppliers, and RDC and central office staff attended the recent SPAR UK 2024 Conference in Sun City, South Africa.

With the theme ‘Winning in Convenience, the event saw an exchange of ideas, insights and collaborations.

The event culminated in a charity gala dinner where £65,151 was raised and shared between SPAR’s national charity partner Marie Curie and It Belongs To Me, a non-profit organisation that is located near Sun City and supports school girls and vulnerable young people.

Reflecting customer needs

Glasgow-based wholesaler JW Filshill has relaunched its website – www.filshill.co.uk –to meet the demands of the growing number of techsavvy retailers joining its KeyStore fascia group.

The new design and upgrades, which include features that are mobile-friendly, also complement the relocation of Filshill’s headquarters from Hillington to a purposebuilt distribution centre at Westway Park near Glasgow Airport in March 2023.

Filshill’s group marketing manager Sue Man said that the new website offers a contemporary design, with artwork elements that align to the graphics used in the new Westway depot. “Our goal was to create a mobilefriendly platform that is as visually striking as our

custom-built depot,” she explained.

Simon Hannah, chief executive officer at Filshill, added: “As today’s generation of retailers embraces technology and expects cutting-edge solutions to help them stay on top of their businesses – in the shop, at home, or on the move – we have responded to customer needs to make finding products and ordering faster and more straightforward.”

The new website is linked to the Filshill app which features time-saving features such as instant barcode scanning for convenient ordering, user-managed favourites, and instant notification of current promotions.

In addition, customers benefit from online order management giving visibility of orders and delivery tracking, plus account management for payment notifications.

Partnership to help fight hunger

Appleby Westward, SPAR South West’s primary distributor, has partnered with FareShare South West and Gregory Logistics to play a key role in redistributing surplus food to those in need.

With warehouses in Plymouth and Bristol, FareShare South West rescues surplus food from local food suppliers and delivers it to more than 400 charities, food banks and community groups from Gloucester to Cornwall. Last year, the organisation reached 47,500 people in the South West.

Lucy Bearn, CEO of FareShare South West, said: “The charities we support represent many thousands of people living with food insecurity, while good quality, in-date food is often wasted – so we’re delighted

to be partnering with SPAR Appleby Westward to support charities, schools and community hubs across Cornwall and Devon with more food.”

Michal Czynienik, trading manager at Appleby Westward, added: “This

collaboration marks a significant milestone in our efforts to support local communities and reduce food waste. Through this partnership, we will enhance our impact on society while fostering stronger relationships within our community.”

The Plymouth FareShare team thank Appleby Westward.

Grants available

The School Essentials Grant from GroceryAid is providing £1 million of support for grocery colleagues’ schoolaged children this year, after securing funding from The Leverhulme Trade Charities Trust.

Now in its fourth year, the fund provides a £150 nonrepayable grant for every child of school age, up to a

maximum of three children per eligible household, up to the fund total. This year, more than 6,660 children will benefit from the fund, an 11% increase on last year.

Grocery colleagues can apply for the School Essentials Grant on the GroceryAid website from 9am on 18 June 2024, with an extended application window of three days and a closing date of 20 June.

Mandi Leonard, welfare director at GroceryAid, said: “We are thrilled to be able to offer more children than ever before the chance to start school with the essential items they need to have the best start to the school year.”

To apply: groceryaid.org. uk/finances/school-essentials-grant/

Paul Bentley

Paul Bentley Wholesale has announced the death of its founder, Paul Bentley (pictured on his 70th birthday).

Established in 1981, the family-run wholesaler is based in Buckley, Flintshire, and offers a large range of confectionery, crisps, snacks and soft drinks – including a school-approved selection –to businesses within a 100mile radius. The Sugro member also offers worldwide

Four internal promotions

Harlech Foodservice has announced the promotion of four of its employees, including Morgan Jones to warehouse manager.

Ten years ago Jones was a 16-year-old schoolboy looking for a summer job. He joined Harlech as a part-time van driver’s assistant, progressed to HGV Class One driver, transport supervisor and transport planning manager, and now he has a warehouse manager role as the firm expands its operations throughout Wales and the border counties.

He is one of four promotions announced by Harlech at its headquarters near Criccieth.

Tomos Owen, formerly a chef, joined the wholesaler in February and retrained as an HGV Class One driver; Jason Martin, who previously

worked in the company’s butchery department for 10 years before moving into the warehouse and retraining as a driver, has just gained his HGV Class Two qualification; and Shane Parker has moved into the business support team from the telesales department.

Ian Evans, Harlech’s head

export through trade partners.

Paul’s son Andrew Bentley is managing director of the wholesaler.

Commenting on Paul Bentley’s death, a company spokesperson said: “Without Paul we wouldn’t be flourishing as a company like we do now. He started this company with his wife Sue who both worked hard for endless years and we will continue to work hard to keep his legacy going, like he would have wanted.”

Following the announcement, tributes flooded in. Former managing director of Sugro Philip Jenkins said: “So sorry to hear that sad news – a thoroughly successful founder of your business and always a gentleman with a wonderful smile.”

Unitas signing

Unitas has become the first wholesaler/wholesale buying group to sign up to SmartView Convenience (SVC), the market read for independent convenience stores from TWC Group in partnership with I-TG Group.

Unitas trading director Cheryl Hope said: “There has never before been a reflective market read for the part of the market we serve and historically this has made ranging, performance benchmarking and strategic planning challenging.

of operations, told Cash & Carry Management: “These four new appointments are another good example of how the company promotes from within and how there are opportunities to develop new skills and build careers here with Harlech, and that is so important in an area like this.”

“SmartView Convenience will help us develop bespoke category growth plans for our members and their stores and will identify the ‘must-stock’ SKUs based on what is actually selling in independent c-stores. We will also be able to identify high growth products and emerging trends.”

The four recently-promoted employees (left to right): Jason Martin, Shane Parker, Morgan Jones and Tomos Owen.

Agrial Fresh Produce, home to Florette, the UK’s No. 1 salad brand, recently launched its Florette brand into the foodservice arena.

Florette Foodservice provides a range of products that tick all the boxes when it comes to taste and freshness. Foodservice customers will also benefit from consumer awareness, understanding and recognition of the Florette brand in retail.

Florette Foodservice’s range is ideal to meet the needs of culinary teams across all channels of foodservice. Fresh foods always have a place on menus, and diners’ interest in fresh and tasty products is unwavering.

Diners are always looking for great tasting, quality ingredients to inspire everything from buddha bowls, main salads, and sandwiches right through to the salad garnish boosting burgers and complimenting dishes.

For more information on our full range scan the QR code or contact: sales@florette.com01942 219910

We’ve been working successfully within the foodservice arena for many years and have an excellent track-record. In recent times, we’ve been approached by more and more customers looking for high quality products that they can rely on all year round to mitigate the risk of service and quality issues they have experienced due to increased climate and supply chain challenges.

Florette Foodservice caters for operators large and small, with a bespoke range of foodservice products, that are backed by the expertise, supply chain resilience and quality assurance of our parent company Agrial which includes a state of the art dedicated and specialised Foodservice operation here within the UK.

Gwyn Jones, Head of Commercial for Florette Foodservice

FARMER OWNED

Florette comes from three farmer owned co-operatives which have merged together to form a member base of 12,000 farmers which allows us to source our raw materials from a wide and far reaching supply chain to assure supply to our customers.

Our farmers are committed to delivering quality and freshness with everything they grow. They carefully and responsibly manage the soil and monitor water, sunlight and temperature to make sure that conditions are perfect, so our salad can flourish and taste great.

SUSTAINABILITY

As a farmer owned business, Agrial cares for the planet as much as it cares for its salad. Agrial Group has committed to cut direct greenhouse emissions by 50% and reduce its carbon footprint by 35% by 2035.

Agrial Fresh Produce has been awarded a Gold EcoVadis rating, recognising the company’s ongoing commitment to protect the environment and promote sustainable farming methods.

Agrial Fresh Produce has also been working on an exciting initiative with McDonald’s UK and their supply chain partner Martin Brower UK, having secured the company’s first completely electric heavy goods vehicle (HGV) in October last year.

The EV truck was the first step in a plan to increase Agrial’s share of electric vehicles in the fleet. It will expand as the technology allows greater range for nationwide distribution. Agrial is the first Fresh Produce supplier within the UK to deliver to McDonald’s with an electric HGV.

Agrial’s next step on their greener haulage plan includes replacing its current fleet with energy-efficient, third-generation engine vehicles that will help deliver a reduction in the company’s CO2 emissions by 800 tonnes by the end of 2024.

Emma Holden, head of marketing, Country Range Group

‘Family is everything’

What have been your biggest achievements in work and outside work?

On a personal level, nothing gets close to becoming a mum to my daughter Willow. In terms of work achievements, I’m incredibly proud of my work supporting the next generation of young chefs through the Country Range Student Chef Challenge over the past decade. Building my amazing team these past two years and achieving so much together, and for the group, has also been very rewarding.

Who has been the biggest inspiration to you?

It would be difficult to choose one person. I’m blessed to be surrounded by a very large family including strong females who have guided and inspired me from a young age. I’m also incredibly lucky that my CRG role has enabled me to meet so many inspiring people from all walks of life and all business sectors.

What were your ambitions when you were growing up?

Vet, nurse, princess, mermaid – you name it, at some stage I wanted to be it – but the first serious career I set my heart on was a psychologist. While I

didn’t continue down the psychology route after A Levels, how the mind works still intrigues me and plays an important role in marketing. We focus a lot in our Stir it up publications on understanding the changing marketplace including how consumers behave – it’s one of my favourite parts of my job.

What are your interests outside work? Family is everything to me so any spare time I have is spent with them or organising activities to do with them. When I am with my family, it’s the one time I can truly switch off so it’s therapeutic as well as fun. Outside of family, I’m always listening to one podcast or another and I also love going to gigs – there are plenty in the calendar this year, mainly country music. I am also going to see Green Day.

What approach do you take in business (and in life)?

I like to think I am authentic and the same person whether I am at work or not. My friends tell me I can find the positive in most situations and I think that is probably true. I would say I am determined and serious when it is called for but, at the same time, I think having fun is vital in life and business.

What is your favourite film, book and song/piece of music?

The Curious Incident of the Dog In the Night-Time is one of my favourite books of all time. When it comes to films, I do love a horror or thriller but find it hard to pinpoint an absolute favourite. The Room was a good one I saw recently. On the music front, it has to be country and not just the obvious ones like Dolly Parton and Shania Twain. I love some of the more current stars such as Luke Combs, Darius Rucker and Tyler Childers all of whom I will be seeing live this year.

If you won a holiday, where would you go and who would you take with you?

I’d like to do a proper US road trip but the big cities like New York don’t really entice me. The real America for me would be a road trip across the South –taking in places like New Orleans and Nashville and trying local food and drink along the way – with my sister as a singing and travelling companion.

What would people be surprised to know about you?

I can’t ride a bike. However, we bought our daughter her first bike for Christmas so maybe we will both be needing stabilisers at the same time! CCM

University U-turn

Following completion of her GCSEs, Emma Holden studied English Literature, English Language, Sociology, Psychology and Law at Burnley College. Originally deciding to go to university, Emma did a U-turn at the eleventh hour and took employment at Neville Gee – a recruitment company in Lancashire. After several years of working in recruitment, she was asked to fill a role at the Country Range Group. She applied herself and hasn’t looked back. Beginning as a marketing admin assistant in 2012, Emma was made the group’s head of marketing in April 2021.

Four pillars for growth

Confex CEO Tom Gittins presented an upbeat report at the group’s trade show and awards dinner last month and outlined the organisation’s strategy for further progress.

With a combined member turnover of £3.1 billion and 242 wholesaler depots, Confex represents 10% of the UK wholesale industry, according to CEO Tom Gittins.

Speaking at the group’s trade show and annual awards at Cirencester De Vere Hotel last month, Gittins told the 350-strong audience that Confex’s growth strategy features four pillars:

1. CORE – working with Arete for ownbrand growth through ranging.

2. Insight – working with TWC using data to pinpoint opportunities.

3. Accelerate – working with Cerve to drive efficiencies.

4. Savings Club – working with Jisp to digitalise retail execution, described by Confex as a wholesale industry first.

At the trade show, there were 85 supplier stands spanning product categories across retail, foodservice and non food and featuring NPD and exclusive on-the-day deals. Confex’s new Savings Club powered by Jisp was also officially launched at the event.

The trading day was followed by a bigger than ever awards dinner, which celebrated the successes of the group’s members and supplier partners during the 2023 trading year. Confex’s chief operating officer Jess Douglas presented the awards.

Commenting on the event, Woods Foodservice’s deputy managing director Lana Bhika said: “As ever, the Confex trade show and awards was a huge success this year. A brilliant turnout of suppliers and members made the buying event extremely beneficial to business, with unmissable offers on the day.

“The Awards Dinner was thoroughly enjoyed by all and a great opportunity to connect and build relationships throughout the member base,” she added.

Member and supplier awards Member and awards

Retail Member

Millennium Group

Foodservice Member

Holland Bazaar

CORE Own-Brand Member

Waterside Food Services

Social Media Member

Wow Box

Head Office Engagement

Service Supplier CERVE

Digital Supplier

Nestlé Professional – Martin

Robinson

Non-Food Supplier

Wrapex – Matt Wright

Foodservice Supplier

RH Amar – Karen Williams

A spokesperson for Waterside Food Services said: “What an amazing day we had at the Confex trade show and awards! A big thank you to Tom Gittins, Jess Douglas and all the team at Confex and all the suppliers involved.”

Woods Foodservice New Member

Adams Foodservice

Green Wholesaler

Adams Foodservice

CCM

Retail Supplier

Britvic – Gavin Simpson

Own-Brand Supplier

Caterers Choice – Sarah Booth

Holland Bazaar purchasing manager Halil Yayan receives the Foodservice Member award from Confex chairman Martin Williams (left) and CEO Tom Gittins (right).

A team from Millennium Group accepts the Retail Member award from Confex chairman Martin Williams (left), COO Jess Douglas, and CEO Tom Gittins (right).

CCM Chefs’ Own-Brand Awards 2024

Now in its seventh year, the prestigious CCM Chefs’ Own-Brand Awards is run by Cash & Carry Management magazine, in association with the Craft Guild of Chefs.

We know the care and passion that goes into creating a successful own-brand. It doesn’t just happen by magic: development chefs and supply partners work hard to bring exceptional products of excellent quality and great value to market – products that are driven by customer need and provide innovation in many categories.

These awards give cash & carries and delivered wholesalers whose own-brand products hit the mark the recognition they deserve, with endorsement from the Craft Guild of Chefs – the leading chefs’ association in the UK – who conduct the judging in blind tastings.

Entries are open for products in all categories at a cost of £130 plus VAT per product, with one free for every 10 products entered.

The closing date for entries is Friday 12 July 2024. The products must be delivered on the date and to the delivery address that will be confirmed on receipt of your entry. Judging will take place in August and the winners will be announced at a prestigious awards lunch on Tuesday 7 January 2025.

For further information, contact Martin Lovell on 01342 712100.

Cider sales forecast to warm up

The weather and social calendar is set to benefit cider sales this spring and summer. Supplier activity is in place to grab consumer attention, so retailers and wholesalers need to ensure that they have the range and formats to reap the benefits.

With warmer weather on the way and big sporting events and festivals around the corner, it’s time for wholesalers to consider their cider offering in line with current consumer trends.

The off-trade cider category alone is worth £1.11 billion (Westons Cider Report).

Aston Manor Cider has prioritised affordability in its range, ensuring that convenience shoppers feel confidence in value by introducing a collection of price-marked packs for its Frosty Jack’s brand.

“The RRSP range, which features a tiered approach to its prices, includes a one-litre bullet bottle, a 1.5-litre bottle and a two-litre offering,” explains Calli O’Brien, head of marketing.

“In line with the cider brand’s affordability ethos, the PMPs provide reassurance that shoppers are not being overcharged, further strengthening Frosty Jack’s reputation as the market leader in high-strength cider.”

It’s also important that wholesalers stock a range that enables their customers to cater to different shopper missions. “Cider is the impulse drink of choice, so cash & carries must ensure that retailers can respond to this by offering a 100% chilled range of options for customers to buy, take home and enjoy straight away,” points out O’Brien.

“When a shopper buys cider on impulse, having it chilled and ready to drink is often more important than price. However, promotions still play an important role in communicating value for money that will help to win longer-term customer loyalty.”

While cider sales are down over the past year (Nielsen), this is likely to be part of a larger dip in consumer confidence and economic challenges. Aston Manor’s Crumpton Oaks brand is available in a pricemarked format for its fourpack pint cans to offer value reassurance, and is the No.1 value apple cider brand in impulse.

To celebrate the return of the brand’s ‘Straight Outta Crumpton’ advertising to screens this spring, Aston Manor has launched a retailer competition offering the chance for one lucky store to win a branded chiller plus stock.

To enter, retailers simply need to buy a qualifying case of Crumpton Oaks cider, including PMP, plain and PET bottles, and upload a valid invoice to win.crumptonoaks.com before 30 June.

The manufacturer’s Knights cider, which is the UK’s No.1 strong amber cider brand, is also recording positive sales – it has seen a 54% increase in shoppers year on year. “Our range provides shoppers with an affordable solution, without trading down on quality, so shoppers can be assured they are not compromising when needing to spend a little less cash on cider,” O’Brien says.

For the past few years, Westons Cider has focused its off-trade activity on its Henry Westons and Stowford Press brands, both of which are in growth.

“By prioritising these brands, we’ve been able to help independent retailers cash in on category-driving trends, such as the shift towards premium, heritage products,” maintains Sally McKinnon, head of marketing.

The manufacturer advises wholesalers to pay attention to the trends currently driving category growth. “Premiumisation is showing no signs of slowing down, with value up by 3.4% in the total off-trade and 2.6% in convenience compared to this time last year,” she reports. “Taking a deeper dive into the products and subcategories destined to unlock sales, apple flavours and crafted cider are the clear front runners.”

This month sees the start of media activity for both the Henry Westons and Stowford Press brands. A nationwide campaign includes out-of-home advertising in key cities and hand-painted murals. There is also a national Stowford Press partnership across sports and music venues, including 50 music festivals and 11 sponsorship grounds.

“Throughout 2024, we expect to reach around 60% of UK adults with our marketing activity,” says McKinnon. “In depot, we’re also running bespoke activity to grab attention and drive sales, such as at-shelf signposting, shippers and pallet wraps. We’re committed to investing time in our cash & carry customers, making sure they have the most up-todate information for stock and category advice.

Ensuring they are well informed to provide a better service for their customers ultimately creates success throughout the supply chain.”

Westons Cider also highlights the opportunities that sporting occasions and summer socialising bring to the category. “With warm weather on the horizon, stocking fruit cider alongside classic apple variants is essential. While there’s been a shift towards traditional apple cider in recent years – 5.6% year on year and now accounting for 64% of off-trade sales – fruit cider remains a stable and profitable segment of the category. Wholesalers should weight stock in line with fruit cider’s market share, accounting for 32%,” she advises.

Responding to the consumer thirst for different flavours, Westons has launched Henry Westons Vintage Pear. “We know there is an untapped market for those looking for a premium pear option and our new vintage pear variant opens the market to a slightly younger drinker with a ‘drink better’ mindset,” McKinnon explains. “While pear cider and perry currently account for 4.4% of market value, we anticipate significant growth, fuelled by several new pear launches which have created fresh interest in the segment.”

Thatchers Cider also emphasises the importance of consumer trends and seasonal considerations. “When thinking about what to stock over the warmer months, we recommend that retailers stock around 70% apple and 30% fruit cider to get the balance right,” says Martyn Birks, head of off-trade wholesale.

“With a loyal and strong consumer base, premium cider is the best-performing sub-category within the off-trade, with the latest 12 week performance showing 16.6% growth by value and 5.7% growth by volume (Circana).”

Catering to the demand for premium options, Thatchers Vintage has become the fastest-growing premium cider brand in the convenience channel. Last year it was given a rebrand and a higher abv to highlight its premium credentials.

For the fruit cider enthusiasts, Thatchers has a strong line in NPD that sees Thatchers Apple & Blackcurrant Cider joining Thatchers Blood Orange and Thatchers Cloudy Lemon. “Initial data suggests Thatchers Apple & Blackcurrant is recruiting new shoppers. It has already become a top five selling fruit cider brand in its first 12 weeks and will now have a multi-million-pound marketing campaign behind it this spring,” Birks continues.

“Thatchers Blood Orange grew the category following its launch in 2022 to become the No.2 fruit cider brand in Wales, the West and the South West within its first full year.”

‘When thinking about what to stock over the warmer months, we recommend that retailers stock around 70% apple and 30% fruit cider to get the balance right’

Martyn Birks, head of off-trade wholesale, Thatchers Cider

While the NPD is important for wholesalers, the core range remains vital to maintain consumer confidence and should be the heart of the fixture. “Thatchers is the No.1 cider for wholesale value growth, so looking to Thatchers Gold and Thatchers Haze as your muststock packs is a great option. Both of these flagship apple ciders have been in growth for the past year, making them a strong and stable choice for wholesalers,” Birks advises.

“Thatchers Gold is a great option for the outdoor events that spring and summer bring, reflected in it topping the cider charts in both four and 10 multipack formats in the major mults.”

The growing preference for low and no alcohol options is also a consideration for ranging, and Thatchers Zero

•

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is the fastest-growing single bottle cider in the category and the No.1 zero-alcohol apple cider. There is a significant demand now for zero-alcohol grown-up options and convenience retailers should ensure that they stock accordingly.

Brothers Drinks Company is forecasting big summer sales after a major rebrand and promotional activity with the iconic Glastonbury Festival.

“With new liquids, new packaging and new flavours, coupled with a new creative identity, Brothers Cider will look, taste and communicate differently. Our research revealed that consumers are more motivated nowadays by sessionable, easy-drinking flavours, and quality, authenticity and sustainability than by quirky flavours so, much as we’re immensely proud of our long track-record in introducing regular new flavours to the category, we’re focusing on a core range of four permanent flavours going forwards,” says Nicola Randall, head of marketing.

“This will prove to be a landmark year for Brothers Cider, and depots and retailers alike will experience increased throughputs as a result. Our fields sales team is busy working with independent retailers nationwide so wholesalers and cash & carries will reap tangible benefits this spring.”

‘Consumers are more motivated nowadays by sessionable, easydrinking flavours, and quality, authenticity and sustainability’

Nicola Randall, head of marketing, Brothers Cider

The new core line-up comprises App-solutely Pear-fect, Un-Berrylievable, Best of the Zest and Berry Sub-Lime variants. “This new range of recognisable flavours presented in enticing new combinations successfully embodies both the brand’s heritage in interesting flavour development and the consumer need for familiar, appealing products that really deliver refreshment,” she adds.

App-Solutely Pear-fect has a 7.0% abv while the other styles have a new level of 3.4% abv. All come in a can format. “Our relaunch is bold and disruptive – creating a relevant and credible offering for today’s cider drinkers. We’re focusing in on light, refreshing, natural products, and shoppers in independents and convenience stores are really sitting up and noticing what Brothers Cider stands for,” Randall says.

The brand’s longstanding connection with Glastonbury Festival is also being celebrated with a chance to win tickets to the sold-out event until the end of May, via an on-pack, instant-win promotion that is supported by extensive social media and digital advertising activity.

“Festivals are at the very heart of the Brothers Cider brand and this announcement marks the first in a long line-up of festival collaborations this summer. We’re thrilled to be at Glastonbury Festival yet again as official cider and to be able to offer our new flavour range to festival-goers. Our spring promotion can’t guarantee that every entrant will win a prize, but we can guarantee that every purchaser will enjoy the free-spirited taste of Glastonbury in a can,” says Randall.

To support the relaunch, a major campaign of consumer activity will commence in May and run throughout the summer. The marketing package will comprise TV sponsorship, video on demand, festival-related activation, consumer PR, and a major social media campaign. There will also be impactful relaunch PoS support for both depots and retailers.

Heineken has also increased its fruit cider offering in time for summer socialising, with Strongbow Zest joining the brand’s line-up of Original, Rose, Dark Fruit, Cloudy Apple and Tropical. The apple cider has been blended with lime, lemon and orange flavours to bring a citrus twist to cider drinkers.

“Last year we launched Strongbow Tropical, which was crowned Product of the Year and the No.1 cider innovation in 2023, so we know there is an appetite for new flavours in the category,” says Rachel Holms, cider brand director.

“We’re excited to launch Strongbow Zest into the market ahead of the cider season. Through the launch, our ambition is to continue to recruit new consumers into the cider category, particularly those who are on the hunt for fresh innovation and new flavour experiences.”

The Strongbow brand has a 21% market share in the total cider category (Nielsen) and the Strongbow Zest addition to the line-up is supported by a £10 million marketing campaign from next month. The cans are available in 4 x 400ml and 500ml formats, with a 10 x 330ml multipack rolling out in time for summer. CCM

The four brothers from Brothers Drinks Company with Glastonbury Festival’s founder Michael Eavis.

New lines for sweet sales

Manufacturers are fuelling the confectionery category with a flurry of promotions, innovation and activation. Opportunities for strong sales depend upon ensuring your customers having the range and merchandising to make the most of supplier investment.

Confectionery is one of the most conveniencefriendly categories, but it’s vital that wholesalers and retailers keep up with consumer trends and supplier activity to ensure that they are stocking the right range in a competitive fixture.

Swizzels is introducing a new Squashies variant in time for summer. Strawberry & Cream Squashies is available from next month and will be supported with a large-scale marketing campaign that includes depot displays, social media competitions and shopper marketing, along with a TV advert during the summer. In addition, the company will be taking its new Squashies van across the country for a range of sampling opportunities.

Alongside this NPD is a Drumstick Mallows countline for shoppers seeking lower-priced treats. “Due to the success of our Drumstick Mallows hanging bag, we have taken this iconic flavour and created a much-needed countline, which is perfect for those consumers who are still looking for sweet treats within a £1 price point,” says Claire Newton, trade marketing executive.

The supplier recommends that wholesalers make the confectionery aisle easy to shop to ensure that retailers can

stock up on the right items. “The visual merchandising aspect of the shopper experience can help maximise sales. Ensuring that retailers have great availability of products is key, and displaying these products in a coherent way, with the correct amount of shelf space per product group and brand, is a fantastic way of piquing consumer interest,” advises Newton.

‘Ensuring that retailers have great availability of products is key, along with displaying these products in a coherent way’

Claire Newton, trade marketing executive, Swizzels

Perfetti Van Melle has expanded its range of Fruit-tella chews. From this month, Fruit-tella Berries & Cherry comes in single-stick form, containing 10 wrapped chews. The product is vegan, gluten-free and nut-free, making it an inclusive choice.

“Made with only natural flavourings and colourings, Berries & Cherry single-stick chews allow children to enjoy the natural, fruity taste of our best-selling chews and parents to relax knowing that healthy snacking worries have been taken care of,” says Lauren Potter, senior brand manager.

More sugar confectionery news comes from Rose Marketing UK, which has extended its 90g Candy Castle Crew gummy bags range with another six lines. The £1 selection now includes Rainbow Belts, Rainbow Pencils, Assorted Pencils, Fizzy Worms, Fizzy Blue Bears and Bubblegum Bottles.

“It’s crucial for retailers to stay attuned to products and pack formats that really resonate with consumers. The £1 bags have really gained prominence in recent times as they are perfectly aligned to cater for the value-conscious shopper,” says Steven Watt, CEO. “This range responds to contemporary confectionery, flavour and vegan trends while meeting the changing shopper preferences, particularly in these challenging economic times.”

Materials to increase brand awareness include shelf-edge labels and wobblers.

‘Nearly half of confectionery products are picked up from the main fixtures. Retailers should place their confectionery items on these fixtures to increase visibility and drive sales’

Matt Boulter, UK sales director, Mars Wrigley

Mars Wrigley has extended its Wrigley’s Extra gum range with the addition of Extra Sugarfree Watermelon. Available in both bottle and pack format, the gum is part of the supplier’s strategy for marketing to Gen Z consumers. “Mars Wrigley is revolutionising its approach to marketing and advertising when it comes to gum; cut to the launch of the Chewtopia website hub,” says Matt Boulter, UK sales director. “The website includes a range of fun and quirky methods designed to help young people take some time for themselves.”

The launch is part of a marketing strategy that includes a £2.1 million campaign media spend supporting fruity gum, including Refreshers. “Overindexing with millennials and Gen Z audiences, fruity gum is the fastest-growing gum segment, with a 25% increased rate of sale. A third of fruity gum shoppers only buy fruity gum, and 70% of fruity gum growth has been incremental to the gum category,” Boulter adds.

“In terms of merchandising gum, in order to cater for

different shopper missions, stores should look to stock different gum formats and flavours. Singles tend to be popular for on-the-go purchases with consumers, so retailers should ensure that they are stocking popular single SKUs by the till, which in turn will help to boost impulse sales and increase basket spend. Gum bottles tend to be more popular as a sharing option for consumers, ideal for placing on their desks at work or home, or in their cars.”

In the chocolate segment, Boulter highlights another sales opportunity to consider in the category with some premium formats that can be picked up as economical tokens for social events and seasonal festivities. “Gifting has remained a key consumer trend within the confectionery sector. Year on year, entertainment occasions continue to be a large profit driver for retailers, particularly during seasonal celebrations. With gifting remaining an important festive tradition, consumers look to cost-effective ways to provide indulgent treats to loved ones,” he says.

For the summer events calendar, the manufacturer has a Europe-wide campaign for its Snickers brand. The Snickers ‘Own Goal’ multiplatform activity is aiming to position Snickers as the treat of choice for football fans with a light-hearted look at football mishaps. Bukayo Saka and Luka Modric star in the creative, which is designed to generate excitement around the Euros.

Ahead of upcoming sporting events, wholesalers and retailers should ensure that they have identified and utilised relevant promotions to boost summer sales. “Retailers can increase awareness of new campaigns or new products by making use of point of sale in store. Customers will be intrigued by what catches their eye,” Boulter advises.

“Nearly half (45%) of confectionery products are picked up from the main fixtures (Lumina). Retailers should place their confectionery items on these fixtures to increase

Single packs of gum are popular for on-the-one purchases.

NEW NATIONAL CAMPAIGN GIVING YOUR SHOPPERS A CHANCE TO WIN MOOD-BOOSTING BREAKS Fruity gum is the fastest growing gum segment with a 25% increased rate of sale* 1/3 of Fruity Gum shoppers only buy Fruity Gum** 70% of Fruity Gum growth has been incremental to the Gum category***

visibility and drive sales. Additionally, the use of engaging PoS materials will play a large role in increasing basket spend, alongside placing the items at eye level – or ‘buy level’ just below eye level – which has been shown to boost sales by up to 20%.”

Mondelez International also has marketing activity taking place over the year, as Cadbury is celebrating its 200th anniversary.

“Throughout this year, the brand will be engaging in a multitude of activities, promotions and celebrations to mark the landmark anniversary, including heritage limited-edition bars. The 180g Cadbury Dairy Milk Bars, as well as 95g PMP packs, are available in seven different collectable designs, featuring packaging from across the ages, starting as far back as 1915 and running right up to the present day,” explains Susan Nash, trade communications manager.

“The striking, nostalgic packs add real theatre to retailers’ stores, and delight shoppers for whom the Cadbury brand has been an ever-present in their lives.”

There is also a retailer-focused competition, ‘Great Retail Ideas’. This invites retailers to share their ideas around retail success with other store owners through the SnackDisplay trade website. Those submitted could win a cash prize of up to £5,000 from a total prize pot of £25,000.

NPD from the Cadbury brand comes in the form of the &More product range. This is a format that taps into the indulgence trend, offering bigger chunks and new flavours. The launches are Cadbury Dairy Milk &More Caramel Nut Crunch and Cadbury Dairy Milk &More Nutty Praline Crisp.

Also new on the shelves is Cadbury StarBar Duo, expanding from the current single format. “This shopper favourite was launched back in 1976 and is especially popular in convenience stores. It’s currently growing at 12% in singles so combined with the popularity of the Duos range it’s set to be a true star,” says Olena Solodka, brand manager.

“What’s more, the Duos format is not only an attractive proposition for price-conscious consumers but is also another way for retailers to offer shoppers more sharing options.”

Mondelez is supporting the launch of the new format this month with a range of in-store PoS and activation. Convenience retailers should see significant sales from the new SKU, as the Duos format is growing by 36% in the category, with Cadbury Duos outperforming this and showing growth of more than 50% (Nielsen). CCM

Confectionery wholesalers embrace gifting and children’s novelty opportunities

Hancocks has added to its kids novelty range with NPD from several brands. This includes Sweet Bandit Soda Razzle crunchy candy, Wicked Dipper fruit-flavoured lollipop with a sour sherbert dip, and Sour Blast, Sour Flush, Flip Phone Pop and Pooplets.

NPD from Pez taps into this year’s movie and TV releases, with tie-ins with Hello Kitty, Spongebob Squarepants and Super Mario, among others. Novelty products from the Nickelodeon range includes Teenage Mutant Ninja Turtles and Paw Patrol Candy Pops.

“Smaller convenience stores should ensure they are well stocked with kids novelty ranges. To further maximise sales, we’re advising retailers to put emphasis on their in-store merchandising by creating attractive displays and placing the kids novelty products near the tills to boost unplanned purchases,” says Kathryn Hague, Hancocks’ head of marketing.

“All confectionery products should be displayed with clear and appropriate PoS. Themed shelving and displays in store are a great way for retailers to encourage seasonal sales and appeal to customers of all ages.”

World of Sweets has an exclusive partnership with confectionery brand Anthon Berg, owned by Danish confectionery producer Toms International. This year, Anthon Berg is celebrating its 140th brand anniversary and 100 years since the launch of its liquor filled bottle.

The bottle-shaped liqueurs are produced in partnership with well-known drinks, including Famous Grouse, Southern Comfort, Cointreau and Mount Gay Barbados Rum.

The range has now been extended to cater to current trends in alcoholic beverages. The premium Single Malt Whisky collection covers flavour profiles from light and delicate to rich and smoky, and is available in five, 10 and 15-piece gift box formats.

The Chocolate Cocktails collection has been created in partnership with expert mixologists and offers consumer favourites such as Cosmopolitan, Mojito, Espresso Martini, Vodka Mule, Pina Colada and Lemon Drop, and is available in a variety of formats from four to 24 pieces. And the latest collaboration sees dual-branded gift boxes containing luxurious treats combining Anthon Berg milk chocolate and marzipan, and Baileys Cream Liqueur.

“For convenience retailers, we recommend four and five-piece gift box formats. Adding more luxurious gifting items into your range is a great way to maximise sales and appeal to customers looking for something extra special for loved ones,” says Chris Smith, partner brand manager.

Milk in profit in convenience

There are several reasons why wholesalers and their customers should pay close attention to the flavoured milk category this summer. From trend-led manufacturer activity to advertising spend, there’s a shake-up in the category that promises profit.

The flavoured milk category is worth around £285 million and is a growth area that convenience retailers and their wholesalers should consider, as more people look to find lower-sugar beverages. The chocolate flavoured milk segment alone has seen sales of 89.5 million drinks per year, while manufacturers’ new flavours and formats are driving further sales.

FrieslandCampina has invested more than £15 million in the flavoured drinks category in 2023/24. The latest in its above-the-line activity is a Chocomel advert and wave of promotional activity to raise brand awareness and increase penetration.

The advert, which has the strapline ‘When Life Gives You Chocomel’, is set to reach 86% of UK adults via TV, cinema, video on demand and other digital platforms.

The campaign is supported with FoS shippers, in-store PoS, in-depot takeovers and an in-depot competition offering retailers the opportunity to win £8,000 towards a holiday, with runner-up prizes including an iPad and free stock.

“Chocomel has gone from strength to strength since launching in the UK back in 2019. It is now a £10.3 million brand, growing by 30% year on year (IRI),” says Jake Rylands, UK brand manager. “The creative champions spontaneity and fun, building association with the Chocomel brand personality and creating cut-through with consumers with a high visibility and long-lasting 360 above-the-line campaign. We’ll reach 22 million shoppers with this latest wave of activity alone.”

Chocomel is available in both drinknow (250ml) and take-home (one-litre) formats. The brand also offers a plantbased alternative, made with a cashew nut and pea milk formulation, to meet rising consumer demand.

FrieslandCampina is also supporting its Yazoo brand with heavyweight advertising. Running until July, the £6 million campaign shines a light on the HFSScompliant Yazoo Thick N’ Creamy milkshake, which was introduced last September.

Airing on key national TV channels, the

creative will also be shown via targeted video on demand and social media placements on TikTok and YouTube. The campaign is set to reach 93% of 16-54 year olds within the UK, according to the company.

Yazoo currently has a 26.8% share of the flavoured milk market, with a brand value of £79.9 million (IRI) and market penetration of 11.3% (Kantar).

Ali Heal, brand manager at Yazoo, says: “As the No.1 traditional flavoured milk brand, we are perfectly placed to drive category growth through trend-led innovations and abovethe-line investment. We’re going big in 2024 by doubling our media spend to raise awareness of our delicious new Thick N’ Creamy range, as well as continuing to support our existing core portfolio.

“Thick N’ Creamy offers an affordable indulgence that is an ideal treat at any time of day.”

Heal adds: “Sales of flavoured milk peaks in the summer months, and whilst Yazoo already has a prompted awareness of 96%, we’re expecting to reach millions of milkshake lovers this year with our largest ever media investment. Retailers should ensure their shelves are stocked and the chillers are filled to meet demand.”

Müller is targeting further growth in the flavoured milk category with the launch of 950ml Müller FRijj cartons in Fudge Brownie and Strawberry flavours.

As the dairy company continues to target growth in the convenience and wholesale sectors, the business has launched the 950ml cartons in a long lasting ambient recipe.

The Müller FRijj brand will continue to be supported by its multi-million-pound masterbrand TV campaign and, from May, the return of its ‘Feel The URjj’ marketing campaign across radio, out of home and social media.

Mars Chocolate Drinks & Treats has one of the leading chocolate milk brands with its Mars milk range, worth £19 million in sales annually.

“The Mars milk range continues to offer shoppers a variety of iconic flavours. We believe that the combination of our well-known brands and on-the-go sports cap across the 350ml range make them a popular choice for impulse shoppers,” says Michelle Frost, general manager.

“Our eye-catching PMP bottles stand out on shelf and reassure customers of price stability,” she adds.

Delamere Dairy achieved a sales increase of 22% for its flavoured milk range in 2023, and further growth is anticipated after the manufacturer’s December launch of the on-trend Salted Caramel variant in a 500ml format.

The new flavour complements the existing flavours of Banana, Iced Coffee, Strawberry, Chocolate and Vanilla in the popular clear glass bottle format.

Last year also saw the introduction by Delamere of 240ml glass bottles for its Iced Coffee, Chocolate, Banana and Strawberry flavours, increasing the brand’s appeal to foodto-go consumers.

“Flavoured milks offer the consumer an alternative to sugary soft drinks, so while the obvious place to site Delamere flavoured milk might be in the dairy aisle with the one-litre formats, more outlets are selling it from the food-to-go fixture as part of a meal deal – and reaping the rewards,” says John Ord, national account manager.

maximise on this growth area. Delamere Flavoured consumers are incredibly loyal, they know what they like, and once they have a reliable stockist, they will come back for more, often on a daily basis.”

A brand catering to the premiumisation trend that has infiltrated the flavoured milk category is Shaken Udder. Since its 2004 launch, it has become a £29.2 million brand with year-on-year growth of 26.3%. The addition of a 330ml ambient range in 2022 – Chocolush, Vanillalicious and Strawberry Dream – has further increased its traction in the convenience channel.

Research has shown that new shoppers entering the flavoured milk category have boosted the growth of the brand, along with a relaunch that includes highlighting Shaken Udder’s key quality credentials.

“We use superior ingredients, including Belgian chocolate, Madagascan vanilla seeds, real fruit and nothing artificial, to achieve a delicious creamy taste. With less than 5% added sugar, all of our shakes are also HFSS compliant,” points out Jo Abram, marketing director.

Strength in premium brands

To find out what’s selling in the hot beverages category, Cash & Carry Management spoke to Ryan Torrible, operations director at NWT FM Solutions, the UK’s largest independent wholesaler of tea & coffee.

What are the most notable trends in hot beverages?

I think the growth in variations of the herbal tea market has been the tea trend for 2024. Pukka, Clipper and Teapigs have fared much better this year than last as people have become more health conscious since Covid.

In terms of coffee, premium blends have fared extremely well – Lavazza and Kimbo in particular are continuing to grow for NWT while traditional tinand-spoon coffee markets continue to decline.

Which products are performing particularly well at the moment?

Despite the cost-of-living crisis, premium brands seem to be holding up well. I think there are certain sacrifices people will make but tea and coffee brands they favour don’t seem to be one of them. When you work out the actual cost of a premium teabag or coffee serving bought for a home or workplace, it’s still extremely good value compared to a coffee shop.

Has there been any NPD recently or is there any coming up that is exciting for you and consumers?

It’s fairly quiet on the new product development front. I think it’s more a time of consolidation in ranges that have maybe expanded too much. With the shortages of some ingredients in a stretched supply chain, the more uneconomical ranges have been culled.

Are consumers still trying to create coffee-shop style drinks at home? Is home consumption rising or are people still having hot beverages on the go or in cafes, etc?

In our experience the market is growing for both B2C and B2B. A coffee shop latte/cappuccino would cost around £4. If you put that into context for 1kg of Lavazza/Kimbo beans, a serving would be approx 10p, so there is great value having a quality coffee experience at work/home. Nestlé have noticed the rise

in premium coffees, with a whole range of cappuccino and latte style drinks now available.

What advice do you give to help your customers maximise sales and profits in the category?

We generally explain the value in the sector, even for the premium ranges compared with the coffee shop market, as well as the health benefits surrounding the herbal tea ranges.

How seasonal is the hot beverages market nowadays?

Hot chocolate is much more seasonally affected than tea and coffee. Through the summer the on-the-go market seems to do very well. Again, Nestlé have a very good range in this sector built around their &Go machine market. CCM

Trends in hot drinks

a The UK tea market was estimated to reach £874 million in 2023.

a Ordinary teas account for threequarters of volume sales, but only half of UK retail spend.

a Challengers like fruit, herbal and speciality teas have chipped away at ordinary tea sales.

a The ongoing income squeeze has hit volume sales of coffee. However rising inflation has driven retail value sales. This is despite consumers trading down, with own-label instant coffee seeing an almost 20% increase in value sales for 2022/23.

a Coffee market growth is likely to be sluggish in 2024, but value sales are expected to pick up pace after that. Mintel forecasts that the market could reach £2.17 billion by 2028.

a Nescafé continues to dominate the instant coffee segment, accounting for nearly £1 in every £2 spent. The ground/beans segment is far more fragmented, with Taylors and Lavazza the market leaders.

a The better-for-you space holds untapped potential in the hot chocolate segment. Protein stands out as an area to explore.

Source: Mintel

Ryan Torrible: ‘It’s fairly quiet on the new product development front.’

The appeal of staying in

Thanks to the current financial challenges experienced by many consumers, the big night in mission has become a significant sales opportunity for convenience-friendly categories.

Shoppers are choosing in-home socialising as a more economical alternative to going out but they still want an experience that is lifted above the everyday. That’s where inventive cross-category merchandising, appealing promotions and higher-end products with an attractive price point are making their mark in the convenience channel.

Tayto Group has retained its £1 PMP range to attract big night in shoppers. “Golden Wonder is committed to putting consumers and retailers first. Independent retailers succeed by being local and offering great value for money. Having a solid range of £1 sharing snacks will boost big night in sales,” says Matt Smith, marketing director.

‘Having a great range of sharing snacks near your soft drinks and beer, wines & spirits enables retailers to maximise this grab and go mission’

Matt Smith, marketing director, Tayto

“Value for money is now the third most important reason for snacks purchase – after flavour and quality – with more than 90% of convenience shoppers agreeing that value for money is important. PMPs give them confidence that they are not being ripped off, which is why PMPs have increased to 77% of snacks sales (Circana).”

The supplier also highlights the importance of cross-category display to boost impulse buys and secondary sitings to prompt additional spend. “Savoury snacks are almost always part of a big night in, and having a great range of sharing snacks near your soft drinks and beer, wines & spirits enables retailers to maximise this grab-and-go mission,” Smith adds.

Tayto brands Mr Porky and Midland Snacks also benefit from

the big night in mission by enabling consumers to recreate a traditional pub night out in their own homes. This social occasion became prevalent during lockdown and has remained a beneficial alternative for consumers looking to save money.

Research shows that 28% of people are eating out less often and 25% of people are socialising with friends or family at home (Norstat). “Sharing PMPs are now the dominant part of the market, accounting for 56% of all snacks sales (Circana),” Smith states.

PepsiCo is driving big night in sales through its collaboration with Sony Entertainment. Until May, shoppers can win prizes such as cinema tickets, private VIP film screenings, Sony store vouchers and a New York holiday. This is to celebrate the release of Ghostbusters: Frozen Empire and the promotion is featured on Monster Munch, Wotsits, Squares and Quavers brands.

Josephine Taylor, senior brand marketing manager, says: “Together, we are bringing an element of fun to snacking occasions such as the big night in, while also offering shoppers a chance to win exciting prizes.”

Also capitalising on big night in snacking opportunities, KP Snacks has invested in a campaign to spotlight the latest Flavour Kravers variants, Crunchy Coated Aromatic Thai Chilli and Crunchy Coated Katsu Curry.

“Known for its unique and bold products, the KP Flavour Kravers range has performed strongly since launch and this campaign will help to drive further brand penetration,” says Jenny Blanco Barcia, marketing manager.

The occasion is one that wholesalers should encourage retailers to promote strategically. “Dedicated fixtures and promotional offers that make shopping easy are a good way to drive impulse purchases – 51% of shoppers are more likely to visit their local store if they offer themed promotions, eg big night in,” says Matt Collins, trading director. “Encourage trial and boost cross-category buying among shoppers by positioning nuts and crisps in the beers, wines & spirits aisle, for example.”

Mondelez is encouraging big night in sales with its on-pack promotion for its Cadbury Dairy Milk Fingers range. The ‘Fingers Crossed’ promotion offers hundreds of cash prizes, ranging from £50 up to £20,000.

“The campaign comes off

the back of a strong year for Cadbury Fingers, which has incredible heritage and trust with shoppers, and has seen value and volume growth as a result of this,” says Susan Nash, trade communications manager.

“The brand has re-established its emotional connection as the heart of fun shared family moments, which has helped 33% of shoppers believe it is a brand that brings people together.”

The manufacturer is also running a promotion that offers both retailers and shoppers the chance to win cash prizes. The ‘Big Win-Win’ campaign runs until mid-June with prizes of £1,000 and £500 for consumers, and the same amount given to retailers nominated by the winning consumers.

Big night in drinks are an important opportunity to upsell in convenience, so should be merchandised accordingly. Biggar and Leith has introduced its Shanky’s Whip Irish Whiskey Liqueur to the convenience sector through UK distributor Craftwork to appeal to the occasion.

“We’re expecting the trend for at-home cocktails to boom as the warmer weather approaches and evenings in the home and garden bring people to socialise,” says Tim Dunlop, European commercial director. “Cash & carries supplying local, smaller-format stores are perfectly positioned to benefit from impromptu evenings in and impulse occasions, so plan ranges accordingly, highlighting how drinks brands and products fit the big night in occasion.”

Marketing activity includes consumer sampling, out-ofhome advertising, social media and PoS materials.

Kingsland Drinks also flags up the cocktail trend for inhome socialising. “The key is for depots to really understand how different consumer groups are approaching drinking occasions and ensure that they are offering that breadth and depth of choice,” says Jo Taylorson, head of marketing &

Wholesalers should ensure that they flag up category opportunities with available PoS materials.

product management. “Consumers will be looking for convenient, great value drinks and innovations such as fun RTD cocktails and canned drinks which offer contemporary flavours and tastes.”

Kingsland Drinks recently expanded its range to include Mix Up Coffee Rum & Cola, Pink Gin & Diet Lemonade, and Apple Rum, Lime & Ginger Ale. “The beauty of these products is that the single-serve measures encourage trial and experimentation,” Taylorson adds.

Accolade Wines also highlights the importance of a wellmerchandised drinks fixture. “The average time spent in a convenience store is just 4.12 minutes so the wine category has to be clear and easy to navigate for consumers – stock key brands and origins that will catch the eye of consumers and bring them into the category,” advises Tom Smith, marketing director – Europe.

He adds that sauvignon blanc continues to be the anchor for white wine styles in the convenience sector, while Malbec has seen the strongest growth of any red wine varietal. Merlot, Shiraz and Cabernet Sauvignon are also growing.

BrewDog has identified a number of need states within the big night in mission that provide differing sales opportunities and merchandising requirements for convenience retailers. “Big night in can be anything from a night on the sofa with a partner to a group of friends gathering together for a celebration – it’s about making the most of time together at home,” says Caitlin Brown, category executive.

Current budgets and summer socialising are merchandising priorities for retailers. “As shoppers continue to feel the strain on household income, the big night in is becoming more important as consumers choose to socialise in their own homes instead of going out.

“A third of shoppers are now choosing to stay at home to celebrate,” she adds. “This is great news for convenience retailers and therefore wholesalers, especially as many of these occasions are likely to be impromptu, so creating a dedicated display in-store and promotions on linked purchases can drive impulse sales.”

This Spring, BrewDog is offering consumers the chance to win up to £10,000 with its latest crosschannel promotion, ‘Drink Beer. Win Cash’.

Special promotional packs are being shipped out to grocery and convenience until June, with the competition promoted on four-packs of Punk IPA and Hazy Jane and Mixed eight and 12 packs, as well as Mixed Alcohol-Free eight-packs. There are 22 cash prizes in total.

The campaign is being supported in stores and outlets, as well as with digital and out-of-home activity. CCM