Cash and Carry Management Aug 23

SkipMehtaonthe family irm’ssoaring salesandambitions

FESTIVEWISHLIST

Consumers’plansand prioritiesforeatingout

CATEGORYINSIGHT BacktoSchool/Freshers

Redfearn innewrole

TraceyRedfearn,formerly PlanforProfitcategorycontrollerat Unitas, hasanew grouprole–headofmarketingandcommunications.

Refurbishmentroll-out

Hancocks hasrelaunchedits branchesatLoughborough andBristolaspartofarefurbishmentprogrammethatis beingrolledoutacrossall14 ofitsstores.

Assoonascustomers enterthestore,theyaremet withawelcomeboardthat displaystheteamandinvites themtoscanaQRcodeto viewcurrentdeals.

Shoppersareencouraged toapproachstaffmembers withanyqueries,asthe employeeshaveundergone additionaltrainingtomake suretheygivecustomersthe bestservicepossible.

availablenearthereception. Inaddition,thereareSweet Dealsareaswithdiscounted productsneartillpoints, alongsidealargeclearance section.

displayexamplesand brandedbaseboardsshowcasingoffers.

Redfearn(above)began herwholesalecareerin1990 atNisa-Today’s,whereshe spentmorethan23years.In 2014RedfearnleftToday’sto joinNisaRetail,andin2020 shemovedtoUnitas.

Unitasiscurrentlyrecruitingareplacementforthe categorycontrollerrole.

DiWevent

ShaunaghBrown(pictured), formerEnglandrugbyplayer, willbetheguestspeakerat the DiversityinWholesale (DiW) conference,which takesplaceon12September at30EustonSquare,London.

Thethemeoftheeventis ‘CelebrateDifference’and theline-upalsoincludes HollyPennington,HR&trainingmanagerofParfetts,and VipinPatara,MDofSOS Wholesale.Inaddition,workshopswillcoverparental leaveandage&menopause.

Thewholesalernow offersretailersamorefamiliarshoppingexperiencewith directionalsignsonthetops ofallaisles,similartothose usedinmostsupermarkets.

Customerscanalsotry certainlinesbeforebuying, withaselectionofpick-andmixandicelollysamples

Specialistareas,which arehighlightedin-storewith newheadersandbanners,are dedicatedtobestsellers,new products,vegansweets,kids novelty,multi-buyoptions, sweetdealsandclearance.

Biggerbrandsalsohave specificsectionsandaisles, withpromotionalscreens,

Boxedproductsnow havea‘lookwhat’sinthe box’labelwhichclearly showswhatsweetsare includedinthebox.

JonathanSummerley, chiefoperatingofficerat Hancocks,said:“Ourgoal wastomakeiteasyforretailerstonavigatethestore fromthemomenttheyenter untiltheyreachthecheckout.”

BestwaylinkswithDeliveroo

Bestway and Deliveroo have formedanewpartnershipto offerrestaurantsaccessto cheapereverydayproducts andacashbackdeal.

Theagreementwillhelp restaurantstocutcosts–on averageanindependent restaurantcouldsave £5,000.Thesavingsare availableonrestaurant essentials,includingsoft drinks,flour,rice,sugarand dairyproducts.

Restaurantpartnersare alsoeligibleforadiscount schemethroughaquarterly paidcashbackdealbasedon spendandspecialpricing tiers.

Restaurantswhospend morethan£13,000aquarter areeligibleforupto8%cash

back–arebateofmorethan £1,000tospendasthey wish.

Theofferwillbeavailable to1,700partnersitesin ScotlandfromBestway’s Aberdeen,Glasgow,Dundee andEdinburghdepots,as wellas6,800partnersitesin CentralLondon–bothwitha deliveryserviceoption.

Deliveroorestaurantpartnershavealreadysignedup totheschemeinLondon, Dundee,Glasgowand Edinburgh,withtheremainderofthepartnership expectedtoberolledout acrosstheUKfrom2024.

DawoodPervez,managingdirectorofBestway Wholesale,told Cash&Carry Management: “Asweenter ournewfiscalyear,wehave ambitioustargetstogrow ourpartnershipandour marketsharewithDeliveroo customers.

“Ourcollaborationis basedonsynergisticvalues–wewanttohelpourcustomersgrowandmakemore profit.Thatway,weallbenefitandgrowtogether.”

DawoodPervez:‘Ambitious targetstogrowmarketshare withDeliveroocustomers.’

Gloucesterwillbe30thUKsite

Costco istoopena250,000 sqftwarehousein Gloucester–its30thUK branch.Adatehasnotyet beengivenfortheopening.

ThewarehouseatCentric Park,EasternAvenue,ison an11.5-acresitepreviously occupiedbyInterbrew.

JustinParker,directorat ChaseCommercial,which hasbeenretainedbyCostco (alongsideColliersInternational)todeliversuitable sitesintheUK,said:“Weare delightedtohavesecured thisprominentsitein Gloucesteronbehalfof CostcoWholesale.

“Thedealisreflectiveof Costco’sperformancetrack recordandtheirabilityto movedecisivelyoncesuitable

sitesareidentified.Costco areentirelyself-funded.”

CostcoWholesaleis activelyseekingfurther6-12 acresitestoprovide150,000 sqftbuildingswith650parkingspacesandtheabilityto developapetrolstationwith EVcharging.

Itisparticularlylookingat

Own-brandrange

thefollowinglocations: Chelmsford,Colchester, Exeter,Oxford,Cambridge, Maidstone,Brighton, Portsmouth,Bournemouth/ Poole,Preston,South Glasgow,SouthEast London,Wolverhampton/ NorthWestBirmingham,and SouthWestBirmingham.

Abbey Road

With2023signifyingthe10th anniversaryofthe Country RangeGroup’s first‘An EveningWith’annualcelebration,thisyear’seventis expectedtosurpassallothersafterAbbeyRoadStudios wereconfirmedasthevenue.

Takingplaceon14 December,theeventwill includeachampagnereceptionandathree-coursedinnercreatedbytheClink Charity.Inaddition,someof theguestswillbeinvitedto bepartofaspecialtrack beingrecordedespeciallyfor thecelebrations.

Thenightwillalsoincorporatethegroup’sannual supplierandmemberawards.

Twomoremembers

SugroUK hasrecruitedtwo retailer/wholesaleroperators: Sheffield-basedOzmenand Edinburgh-basedMargiotta.

Ozmenspecialisesinthe distributionofimpulse,groceryandhouseholdgoods, aswellasoperatingcaféand bakeryfacilities.Ithasbeen servingtheSheffieldcommunitysince2010.

Margiottahasserved Edinburghsincetheearly 1970s,andthe£18million turnoverbusinessnowoperates10conveniencestores withfood-to-goservices acrossEdinburghandEast Lothian.Italsostocksimpulse products,grocerylines,alcoholandnon-fooditems.

JJFoodservice haslaunched anewown-brandprofessionalcleaningrange–Clean Choice.

Theselectionof21productsincludesdisinfectant sprays,surfacecleaners, floorgelsandwashing-up liquids,andissuitableforuse inallindustries,including restaurants,hotels,schools andhealthcarefacilities.

Withthepurchaseof CleanChoiceproducts,JJ offersacomplimentary

posterthatservesasavisual reminderandguide,helping businessestocomplywith health&safetyregulations.

SunaDurakoglu,category manager,said:“Weunderstandtheimportanceofmaintainingasafeandhealthy environmentforemployees andcustomers.Ourfreewall plannerisjustonewaywe offeradditionalsupport.”

Own-brandsalesatJJ Foodservicenowaccountfor arecord41%ofturnover.

DirectorAlteyOzmen said:“JoiningSugrowillgovernourpowertomaximise andupliftourservicesin ordertogainaccessforour futuregrowth.Gainingsuch anetworkwillallowusto expandOzmenFoodCentres allaroundtheUK.”

DirectorJosephMargiotta said:“Asanindependentit canbetoughtosecurethe bestpricesandpromotions fromsuppliers.Beingpartof theSugroteamenablesusto bemuchmorecompetitive forourcustomers,along withdealingwithsomegreat brands.”

Fleet expanded

PioneerFoodservice has investedmorethan£300,000 inexpandingitsfleet.

Sevennewrefrigerated vanswillbeusedtoservice customersacrosssouthern Scotlandandnorth-westand north-eastEngland.

Thevansfeaturethecompany’srecentlyintroduced logo,alongsideanewcreativedevelopedespecially forthevans.

“Tocopewithdemandwe neededtoaddtoourexisting fleetofvehicles,”saidJonny Forsyth,operationsdirector.

LWCtoopenAylesburydepot

LWCDrinks isopeningits 17thbranch–anew116,000 sqftdepotinAylesbury, Buckinghamshire–in October.

JoiningLWCSloughand therecentlyopenedLWC Andover,Aylesburywillbe thethirddepotinthefamilyownedwholesaler’sportfolio toserviceLondonandthe HomeCounties,followinga periodofsignificantgrowth.

Thenewdepotfeaturesa state-of-the-artwarehouse managementsystemthat willallowforimproved inventoryandorderaccuracy, thecapabilitiestooffersame ornext-daydelivery,andthe supportofateamofWSETqualifiedaccountmanagers.

EbrahimMukadam,MD ofLWCDrinks,said:“Iam delightedtobeannouncing planstoopenanewdepotin Aylesbury,andanothersignificantstepforwardin LWC’sgrowthjourney.

Experiencedadviser

Parfetts hasappointedHelen Moretontoitsemployee trustboard,whichsitsseparatelyfromtheexecutive boardandrepresentsthe interestsofthewholesaler’s 1,000employees.

Moreton(pictured)isthe founderanddirectorof BoomboxConsultingand hasbeenanactivepartofthe employee-ownedsectorfor over20years.

Shespent18yearsat JohnLewisPartnershipin variousindependentand strategicrolesandnow workswithseveralother employee-ownedbusinesses, includingGoApe,Riverford OrganicFarmers,Turley, HockleyMint,Lush, ArchitypeandEspace.

MartinRace,chairof Parfetts’employeetrust board,said:“Iamdelighted towelcomeHelentothe employeetrustboardand amsurethatwithherexperienceofemployee-owned businessesshewillproveto beagreatassettoParfetts.”

Parfettsbecamefully employee-ownedin2018.

“LondonandtheSouth Eastisanotoriouslybusy anddemandingarea,andan areainwhichwehavehada footingforsometime.

“However,asourcustomerbasehasgrown,itis imperativethatwemaintain thesamehighstandardof serviceourcustomersand partnershavecometo expect.Thismeansinvesting inourlocalinfrastructure andfacilities,aswegrow,to future-proofandprotectour servicelevel.

“Wewouldneverwant ourbusinesssuccessesto riskcompromisingourservice–thefoundationofour business–whichiswhywe willalwaysreinvestwhere wecan.”

LWCoffersarangeof morethan8,500productsto over14,500customers.It hasanexclusiveportfolioof beers,wines,spirits,soft drinksandwine,aswellas 40pubsandrestaurantsof itsown,whichhelpsitto understandtheindustry.

JohnSchofield

JohnSchofield,former financedirectorandacting managingdirectorofthe Today’sGroup,hasdied.

Schofield(right)wasintegralinthemergerofToday’s andLandmarktoform Unitas, andbeforethathe wasthefinancedirectorat Nisa-Today’s.Heretiredafter theformationofUnitas.

Schofielddevelopeda braintumourandpassed awayfollowinganillness. Tributeshavefloodedinfollowinghisdeath.

Unitasmanagingdirector

JohnKinneysaid:“Ihave tremendousrespectfor

John;hewasnotonlyan excellentfinancedirectorbut alsoagenuinelytruegentlemanandfriend.Ihavevery

fondmemoriesofmytime workingwithJohn.Hewill besadlymissedandmy deepestcondolencesgoto Dawnandfamily.”

ColinGraves,founderof Costcutter,said:“John,you willbesadlymissedby everyonebutyouwillnever beforgotten.Restinpeace myfriend.”

Anothertakeover

SavonaFoodservice has acquiredDebonoFoods, supplierofhigh-quality foodsandingredientsto chefsinLondonandthe SouthEast.

Thedevelopmentfollows Savona’stakeoverofEFG Foodservice’sgoodsand servicesin2022. Aspartoftheacquisition ofDebono,Savonamerged twooperationsintooneand completedamovetonew premisesinBeckton. Customerpricingandproductavailabilityremained consistent,asdideachcustomer’sdeliverydriverand salescontact.

Savonaenablescaterers toorderthousandsofingredients,finishedproductsand non-foodessentialsviaits

Schoolgamesfinale

onlineorderingsite,telephoneorthird-partyprocurementplatforms.The wholesalerpartnerswith hundredsoflocalandglobal supplierstoservicecustomersofallsizesandtypes.

Customersarenotifiedat eachstageoftheirorderand cantrackdeliveriesviaalive map,allowingthemtoplan theirdayaccordingly.

Savona’smanagingdirectorMikeMorgantold Cash& CarryManagement: “We’re astraight-talking,down-toearthteam,whoaredeterminedtobringinnovation andoutstandingserviceto theindustry.

“Ourgrowthoverrecent yearsreflectsthepassion anddedicationofourentire team,andoursightsare firmlysetonevolvingfurther withonegoalinmind–providingeffortlessconvenienceforthecaterer.”

Atotalof1,500children competedacross14different activitiesandeventsatthe SPAR LancashireSchool GamesFinale.

HeldatStanleyPark, Blackpool,theeventinvolved childrenfromprimary,secondaryandspecialschools.

Alongsidethephysical activities,winnerswere announcedfortheSPAR LancashireSchoolGames eco-trainerdesigncompetition,andchildrenfromboth AnchorsholmeAcademyand

MillfieldScience& PerformingArtsCollegein Blackpoolperformedtheir successfulactsafterwinning therecentdancefinalsheld atBlackpoolOperaHouse.

TheLancashireSchool Games,whicharerunby ActiveLancashireandthe SchoolGamesOrganiser Network,havebeensponsoredbySPARsince2006 throughitsassociationwith JamesHall&Co, SPAR’sprimarywholesaleranddistributorfortheNorthofEngland.

Syscoown-brandsnowavailableintheUK

Sysco haslaunchedanew rangeofown-brandproducts,availabletoallof Sysco’sBritishbusinesses, including Brakes,kff(Kent FrozenFoods) and Medina Foodservice.

TheSyscobrandsportfoliohasthreetiers–Sysco Essentials,SyscoClassicand SyscoPremium–allbacked bySysco’sbest-in-class qualityassuranceguarantee.

Therangealready

includes337productsand thiswillcontinuetogrow. Thereare229linesin Classic,69inEssentialsand 39inPremium.

SyscoPremiumoffers superiorproductsthatare intendedtostandoutforthe qualityoftheiringredients.

SyscoClassicprovides qualityproductsthatare designedtobeamatchfor anybrandedproduct,while givingmorevalueforthe price.Thisextensiveselectioncanbefoundinallcategories,fromstorecupboard staples,freshandfrozen foodstopreparedproducts.

SyscoEssentialsarepositionedasofferingfantastic value,whiledelivering greaterconsistencythan othereconomybrands.

Merchandisingdirector forSyscoinGB,StuartSmith said:“TheSyscobrandis hugelysuccessfulintheUS, whereithasbuiltastrong reputationforqualityand value.

“Thenewrangewe’ve introducedinGreatBritain willhelpcustomershere moreeasilyidentifytheproductstheywant,whilegiving themconfidencethatwhat they’reselectingisbackedby thequalityandvalueyou’d expectfromtheworld’sleadingfoodservicesupplier.”

Inothernews, kff hascreatedapermanentreminder oftheimportanceofrecognisingandembracingdiversity,witha‘ProgressPride’ pedestriancrossingatits Aylesfordheadquarters.

AspartofSyscoGB,kff raneventsthroughoutthe PridemonthofJunebutit wantedtoshowsupport acrosstheentireyear.

Inadditiontoinstalling thecrossing,kffhasintroducedanon-demandtrainingcoursetohelplinemanagersbetterunderstandthe specificneedsofLGBTQ+ colleagues.

Moresupportinstoreandincommunities

SPAR hasenteredthe flavouredspiritsmarketwith anewown-labelraspberry flavouredvodkaina£14.99 price-markedbottle.

AdamGeorgiou,senior brandmanagerforown-label beer,wine&spiritsatSPAR UK,said:“Flavouredvodka isagrowingsectorofthe spiritsmarket,andwithinthe category,raspberryhas proventobetheconsistent crowdfavourite.”

Otheradditionstothe SPARown-brandrangeare 400gtinsofricepuddingand custard.Eachproducthasan rspof95p.

Allthreenewproducts arebeingsupportedwith PoS,internalandexternal

communications,anddigital comms.

Inothernews,SPARis currentlyrunningasummer campaign,SpinnerWinner, incollaborationwiththe YouTuberMrBeastand Feastableschocolatebars. SPARistheexclusiveconveniencepartnerforthe products.

Thecampaign,which continuesuntiltheendof thismonth,offersconsumers

Cross-sellingfeature

Bidfood hasintroduceda new‘companionproducts’ featureonitsonlineshop, BidfoodDirect.

Thecompanionfeature getstoworkassoonasthe customerstartssearching, informingthemwitha‘You mayalsoneed…’message. Onceclicked,theywillsee uptofourproductsthat complementtheirchosen item.Forexample,ifshoppingforacoffeecup,they wouldseethelid,sleeveand cupcarrierthatfitthatcup.

Bidfood’stelesalesteams

willalsobeabletoviewthe companionproductsvia theirorderingplatform, allowingthemtosuggest andcross-sellcomplementaryproductswitheasewhile takingordersoverthe phone.

BidfoodDirectrecently wontheB2BEcommerce WebsiteoftheYearawardat theUKDigitalGrowthAwards. Theawardwinrecognised Bidfood’sstrongimplementationoftechandinnovation throughitsMyRecipesand MenuPlanningsupporttools.

adailyopportunitytospin awheelandwinprizes instantly,aswellasbeing enteredintoagrandprize draw.Theprizepoolexceeds £150,000andthereareseveralbigprizesincludinga £50,000carand£10,000in cash.

Aswellastheonlinegame, 41SPARstores(servicedby AFBlakemore&Son)are hostingin-storeeventsat whichcustomerscanwin extraprizes.

SPARhasalsoannounced thewinnersofitssecond £100,000CommunityCashbackscheme.

AllfiveSPARUKwholesalersparticipatedinthe scheme,andthewinnersof

£10,000grantswere:

a TyHapusCIOin AF Blakemore’s region

a RainbowHubin James Hall’s region

a Fox&Friendsin CJLang &Son’s region

a AirAmbulanceNIin HendersonGroup’s region (pictured)

a ApplebyWestward chose 18localrecipientstoreceive asliceofits£20,000fund.

Verticallyfarmed

FreshDirect –partofSysco SpecialityGroup–haspartneredwithverticalfarming firmFischerFarmstolaunch arangeofBritish-grown herbsandleafygreensfor foodservicecustomers.

FreshDirectwillsellverticallyfarmedfreshproduce, includingbasilandwatercress,growninFischer Farms’biosecurevertical farminNorwich.

Thefour-acrefarmcan producethesameamountof foodas1,000acresofconventionalfarmland.

Poweredbyrenewable

energy,FischerFarms’ processesuselesslandand water,andnopesticides, herbicidesorinsecticides. Theproduceisgrownall yearround,independentof extremeexternalweather conditions,whichhave causedshortagesofsome importedcropsthisyear.

TomBartlett,tradingmanageratFreshDirect,said: “Thepartnershipwith FischerFarmswillleadthe wayinthefoodservice industry.Itwillhelpto deliveryear-roundquality andconsistency.”

50% Longer Rolls

Even more cushiony softness

Bidfood’sfestiverangeandmenuadvice satisfyconsumers’eatingoutpriorities

For57%ofpeople,costwillbe thebiggestfactorwhendecidingwheretoeatoutduringthe festiveseason,accordingto researchcommissionedbyBidfood.

However,therecannotbeacompromiseonquality,asalmosthalf(47%) saythisisalsohighontheirprioritylist.

TheBidfoodstudy,whichinvolved 2,000adultsandtookplaceinFebruary, alsofoundthat44%ofconsumersplan togooutforfoodanddrinkatleast onceaweekthisyear.Infact,withone inthreestatingthatfoodanddrinkis typicallytheirmainwayofsocialising andcatchingupwithlovedonesduring thefestiveseason,tappingintothiswill beessential,advisesthewholesaler.

Inlinewiththesefindings,Bidfood’s 2023festiverange–whichcomprises over600products–featuresdishesthat provideasenseofluxurywithoutbreakingthebank.TheseincludeSlowcookedShortRibofBeefwithrich FrenchoniongravyandStickyToffee ChristmasPuddingdrizzledwithtoffee sauce.

Therearemorethan70newlines, includingPremiumSelectionMiniPork, Apple&BlackPuddingPieinthebuffet section;Turkey&SmokedHamHock Pieinmains;andPotatoGratinwith WhiteTruffleinaccompaniments.

AlsonewisSmokedPulledTurkey,a versatileproductidealforChristmas sandwiches,festivetacosorasatoppingforaseasonalpizza.

Aswellasvalueformoney,consumerswanttoseechoiceonthe menu.Withthisinmind,foodservice operatorsareadvisedtohavearangeof non-festiveoptionstoaccompanythe moretraditionaldishes.Bidfood’srange alsoincorporatesavarietyof‘winter warmers’,suchasaheartySlowcookedLamb&RootVegetableBroth.

Thewholesalerrecommendsthat foodserviceoperatorsofferastrong selectionofmeat-freeoptionsthis Christmassinceaquarterofpeoplesaid theywouldfindanon-meatdishappealing.Thisstretchesfurtherthanjustvegetariansandvegans–sustainabilityand

health-consciousnesshavecontributed tothemeatreductiontrend.Bidfood’s rangetapsintothistrendwithanumber ofveganandvegetarianoptions,such asnewWildMushroom&ConfitOnion Tartlet;ButternutSquash,Lentil& AlmondWellington;andPremium SelectionLemonBerryDelice,whichis bothveganandgluten-free.

VickyTripp,campaign&brandmanager,says:“TheBidfood2023range aimstoassistoperatorswiththeir Christmasmenudevelopmentplansas wellasofferinggreatfoodtoconsumers asweheadintothewintermonths.

“Withover70newproductsacrossa numberofcategoriesrangingfrom meat-freeandseafood,luxuryand indulgencetoon-the-goitems,there reallyissomethingforeveryoneinour range.Andonceagainwe’repartnering withFareShareviaWorkforGood.”

Foreverycasesoldofthenew PremiumSelectionRaspberry& PistachioSemifreddo(invoicedbetween 1Septemberand31December)£1will bedonatedtoFareshareviaWorkfor Good.Inaddition,someoftheChristmas crackersavailableprovidea£2donation percasetotheTrussellTrust.

Tosupportitsfestiverange,Bidfood isgivingregisteredcustomersupto 5,000extrapointsintheirSafariloyalty rewardsaccountwhentheybuyproductsfromdifferentsectionsofthe Christmasdealsbrochurefrom1 Novemberto31December.

CCM

SmokedPulledTurkey,idealforputting amoderntwistonChristmasmenus.

NewfromBidfoodforthisseason: PotatoGratinwithWhiteTruffle.

StickyToffeeChristmasPuddingisone itemthatbalancesluxuryandvalue.

Foreverycasesoldofthisnewdessert, £1wilbedonatedtoFareShare.

Surplus happens

What you do with it matters now more than ever.

FareShare

fights hunger and food waste by redistributing surplus food to 9,500 frontline charities and community groups in the UK.

“ When you have a full belly, it makes a huge difference to your overall wellbeing. We have really brought the community closer together, and we literally wouldn’t be able to do any of it without FareShare.

We believe that good food should go to people, not waste.

We take edible surplus from right across the food and drink industry and get it to people in need.

Ellie Phillips, Matthew’s House

Give us food and make a real difference to people in need.

” Or visit: fareshareuk.com/FDM

‘Anexcitingnewchapter’

Midlands-basedMonmore Confectioneryisingreat shapeasitcelebratesits 21stanniversaryunderthe ownershipoftheMehta family,headedbymanaging directorSkipMehta(right).

A33%increaseinturnover, alongwiththeopeningofa largeextensiontoitscash& carry,theacquisitionofconfectionerywholesalerSuperbSweets andtherecruitmentof20moreemployeeswithinthelastyear,illustratethe successofMonmoreConfectioneryin drivingsalesfromitsbaseinBilston, Wolverhampton,anditsconfidencein achievingfurthergrowth.

ManagingdirectorSkipMehtaspoke to Cash&CarryManagement’s Kirsti Sharrattabouttheriseofthefamilybusinessanditsambitiontobecomethe UK’slargestconfectionerycash&carry.

Whataretherootsofthebusiness?

In2002,mywifeSantandIacquired MonmoreConfectionery,whichwas establishedin1962inMonmoreGreen, Wolverhampton.Withabackgroundin retail,wesawwholesaleasthenatural progressionandwewereveryeagerto takeonMonmoreandexpandthebusinesstothebestofourabilities.

MonmoreConfectionery: fastfacts

Turnover(2023v2022): upby33% yearonyear

Headofficeanddepot: 50,000sqft premisesinBilston,Wolverhampton

Numberoflines: 3,000

Numberofcustomers: Over25,000 (tradeandonline)

Splitofbusiness: Onlinesalesareup by26.5%yearonyearandaccount for53%oftotalturnoverbut wholesaleB2Bsupplystillremainsa vitalpartofthebusiness

Numberofemployees: 55

Sizeofdeliveryfleet: twodelivery vehiclesforlocalorders,withthird partiesusedforallotherdistribution www.monmoreconfectionery.co.uk

Afterthreebusyyearsweoutgrew ouroriginalpremisesandmovedto OxfordStreetIndustrialEstate,Bilston. Thatsameyear(2005)wepurchased ourfirststate-of-the-artmulti-head weighingmachinetostreamlineour packagingprocess.Thisenabledusto meetourcustomers’needsandexpand ourpre-packedbagrange.

Withincreasingsales,weproceeded tooutgrowthosepremisestoo,eventuallydecidingtomovetoamuchlarger siteinLoxdaleStreet,Bilston,in2008. Thisiswherewearecurrentlybased andwherewehaveexpandedthedepot from20,000to50,000sqft.

In2017,myeldestsonSanjayjoined thebusinessaftercompletinghis MastersinPharmacy.FollowingSanjay’s entry,myyoungestson,Aneil,quickly

puthisMastersinComputerScience intopracticebyimplementingourERP (enterpriseresourceplanning)system. BothSanjayandAneilnowserveas directors,leadingayoung,diverseand enthusiasticteam.I’mproudtosaythat MonmoreConfectionerytrulyisa family-runbusiness.

Withthehelpofanewlyappointed generalmanagerSunnyMall,ouronline e-commercestorewaslaunchedin 2010.Mostrecentlywehaveseen 26.5%growthyearonyearofouronline sales.Theonlinestoreopenedustoa wideraudience.

Whatrangedoyouofferandwhat customersdoyouserve?

Currentlywestockarangeofover3,000 productswhichhasdoubledinrecent years.Theselectionofproductsisvast andstretchesfromchildhoodfavourites tothelatestsocialmediacraze. Everyonethatwalksinhasthat‘kidina candyshop’feeling!

Formbarwasfoundedin2005followingthe break-upofamuchlargerbusiness.Formbar retainedthesupplyanddistributionagreement contractswithselectedconveniencestore symbolgroups.

WecontinuetoworkcloselywithMarsanz,oneofthelargest trolleymanufacturersinEurope.Marsanzisafamily-owned businesswhichhasbeentradingforoverfiftyyearsacross Europewithaworldwidenetworkofdistributors.

In2019HannahLewistooktheopportunitytopurchasethe businessafterworkingforthecompanyforover10years. Sincethischangeofownership,Formbarhasdemonstrated substantialgrowthinthefirstthreeyearsbyattractinga comprehensiverangeofnewcustomerswhilstintroducinga rangeofinnovativehybridtrolleys.

OurheadofficeislocatedinSouthOxfordshire,withour 30,000squarefootwarehouselocatedbetweenBicesterand Aylesbury.Wemaintainhighstocklevelswhichenablesusto deliveritemspromptlytostoresacrosstheUKwithoutthelong deliveryleadtimesassociatedwithdeliveriesfromtheFarEast.

Ourwarehouseteamfittrolleyhandles,wheelbrakes, travelatorcastors,£1coinlocks,corporatebrandinglabels beforepackinganddispatchingourorders.Thisensureswe canofferindustry-leadingdeliverytimes.

Formbarsourcesthehighestqualitymaterialsfromselected companiesintheUKandSpain.Thisenablesustomaintain continuityofdesignandsecurityofsupply.

Wecurrentlyhaveover25,000trade andonlinecustomers.Oursales channelsincludewalk-incash&carry customers,deliveredwholesale,and onlinethroughmultiplewebsites.90% ofoursalesaredistributedacrosstheUK usingseveralcouriernetworks.Wealso haveextensiveexperienceexportingto Europeandhavefulfilledordersto countriesasfarasAustralia,New ZealandandBermuda.

Contractpackinghasalwaysbeena partofouroperationsfollowingthepurchaseofourfirstbaggingmachinein 2005.Wepackagesweetsforavariety ofcustomersincludinglargeretailers withmultiplestores,independentsellers,onlineretailersandotherwholesalers.Asubstantialgrowthareaforus wasintroducingourcorepre-packed rangeandwehavecontinuedto increaseourselectiontoover150differentlines.Eachbagisrecognisedby oursignatureredandwhitestripes.

Whywasthedepotexpansionneeded andhowareyouusingtheextraspace? Haveyoutakenonanynewstaff?

Theexpansionfrom20,000sqftto 50,000sqft,whichopenedon1June 2023,wasfuelledbyamultitudeofreasons,withtheprimarygoalofenhancingourservicesandofferingstobenefit ourvaluedcustomers.

Oneoftheforemostreasonsbehind ourexpansionwastocatertothegrowingdemandsofourcustomers.By increasingthesizeofourcash&carry, wecannowaccommodateamore extensiveanddiverserangeofproducts.Forexample,wearenowableto ventureintonewproductareas,suchas softdrinksandsnacks,offeringour customersevenmorechoices.

Therenovationofthepremises allowscustomerstoenjoyamodern, spaciousandbrightenvironment,and wehavealreadyseenthemincreasing theiraveragespend.

Theextendedcash&carryincludes anenlargedpickingarea,whichstreamlinesourorderprocessingsystem.This enhancementensuresthatcustomer ordersarehandledefficiently,leadingto fasterturnaroundtimesandimproved customersatisfaction.

Withtheexpansioncametheopportunitytobringinnewtalent.Wehave increasedourworkforcewith20new staffwithinthelastyear,takingthetotal to55employees.

Wearethrilledwiththeexpansionof ourcash&carry,whichmarksanexcitingnewchapterinourjourney.Weare committedtocontinuallyimprovingand evolvingtomeetourcustomers’needs andexceedexpectations.

Whathavebeenotherrecentdevelopmentswithinthebusiness?

Asaresultofrecentmarketpressures, wehavebeenincreasingourfocuson importinggoodsfromaroundthe world.Wearecurrentlygrowingour ownbrands–ourCandycraverange featuresover50newandexciting vegansweets.Wealsohaveatraditional,premiumandsugar-freeboiled sweetsrangeknownasPells Confectionery.

InApril2023,weacquiredtheconfectionerywholesalerSuperbSweets encompassingthebrandsMrVegan andAladdin.TherecentlyjoinedmanagementteamatSuperbSweets (previouslybasedinSmethwick,West Midlands)hasover24yearsofindustry experienceandtheacquisitionhasled tonewandexcitingopportunities.

Sincethestartoftheyearwehave alsoexpandedourofficefamily,growingourcustomerserviceteamto ensurethatourcustomersremaincentraltoourmission.

Withtheexpansion,wehavealso broughtinanewheadofoperationsCal Corrigan,whohasabackgroundin wholesaleandfoodservice,addingto ourmanagementteam.

HowisMonmoreConfectioneryperformingthisfinancialyear?

Year-on-yearturnoverisup33%,witha 26.5%increaseinonlinesalescontributingtothisfigure.Wearealsoseeinglargegrowthinspecialityareassuch asveganandHalalsweets.

Therenovationofthecash&carryhasproducedaspaciousandbrightenvironment.

Monmore’sexclusivecorepre-packed rangenowincludesover150lines.

Theown-brandCandycraverange featuresmorethan50veganlines.

THIRSTY TO TRANSFORM YOUR SOFT DRINK SALES?

YAZOO remains the UK’s number one traditional flavoured milk1 brand at £75m2 RSV - with one in nine households purchasing a bottle in the UK3. It comes in four core flavours: Strawberry, Banana, Vanilla, and Chocolate, as well as the limited-edition Choc Mint. Chocolate and Strawberry are still the most popular flavours in the dairy drinks category, whilst limited editions bring excitement and novelty to the market.

Summer is a notoriously busy season for flavoured milk drink sales, and YAZOO is bringing a burst of freshness back to TV screens, representing a significant £3m investment. Revolutionising the mundane and injecting moments of fun into everyday life, the hero advert aims to evoke nostalgia from existing fans whilst increasing brand awareness and visibility amongst new shoppers. As YAZOO’s biggest TV investment to date, the campaign is set to reach 67.6% of UK adults at least once, whilst a quarter of the population will encounter the ad an estimated five times.

OFFERING CONSUMERS VALUE, TASTE, AND CONVENIENCE BY THE BOTTLE

In the face of the current economic uncertainty, consumers are savvier than ever before, whilst also refusing to compromise on taste. As a consumer preferred brand, YAZOO price-marked packs (PMPs) deliver a great value, deliciously refreshing treat every single time.

YAZOO offers permanent PMP variants of all core flavours as well as across its limited-edition flavours, meaning the range can be tailored to whatever best suits the store. Retailers can stock the flavours and sizes they know sell well in their locale, whilst communicating great value to shoppers and maintaining that point of difference - especially as the weather heats up and consumers are looking for a milk drink fix to quench their thirst.

Currently, YAZOO occupies a staggering 27.9%4 share of the flavoured milk market, with 95% top of mind awareness amongst consumers, and this promotional activity will cement YAZOO’s position as market-leaders and foster even more appreciation for the brand. With YAZOO on tv screens in millions of homes across the nation, it will be more visible than ever before, and retailers should stock up to ensure teens, kids and adults alike can readily access their dose of deliciously refreshing flavoured milk.

27.9% 55%

Now more than ever, consumers are turning to trusted brands, but still want to see value and innovation from them. YAZOO offers consumers something new with its limited-edition flavours and PMPs are a great way to introduce new products to market, especially when shelf space remains at a premium and products have to stand out.

Within the convenience channel specifically, YAZOO is the number one flavoured milk brand, with PMP stock representing 55%5 of these sales in symbols and independents. YAZOO’s larger format 1 litre bottles are available as a £1.99 PMP, whilst the core 400ml bottle is available in a £1.49 PMP. The 400ml PMP is a great option for the impulse and drink now occasion, whilst the 1 litre bottles are perfect for take-home and sharing moments, meaning there really is something for everyone.

Howimportantistechnologytoyour business?Doyouhaveanyplanstooffer onlineorderingfortradecustomers?

Technologyhasbecomeavitalpartof ourbusiness.In2021,ourITteam implementedanERP(enterprise resourceplanning)systemwhichhandlesallofourbusinessprocessesinone place.Thiscertainlyincreasedefficiencyaswewereabletocutdownon manymanualprocesses.Thesystem alsofeatureshandhelddeviceswhich thedispatchteamusetopickorders, increasingspeedandaccuracy.

Withtheadvancesintechnologyand onlinesales,ourmarketingandecommercedepartmenthasgrown.Byutilisingvariousplatformswearealways updatingproductsandcontent.

Thenextprojectwillbeabrandnew websitewhereweplantoofferonline orderingforB2Bcustomersand improveusabilityfornewandreturning websitevisitors.

Howareyoumanagingcurrentmarket challenges?

We’remakingaconcertedeffortto absorbpriceincreasesfromsuppliersin ordertoenableourproductstoremain

competitiveinthemarket.Butmost importantly,weunderstandthatthe cost-of-livingcrisisisaffectingeveryone,andwe’restrivingtokeepproducts affordableforourcustomers.OurvariousrangesofferretailersastrongPOR andourcorepre-packedrangecan incrediblystillberetailedat£1.

Whatareyourplansforthebusiness thiscomingyearandfurtherahead?

Wehavebigambitionstobecomethe UK’slargestconfectionerycash&carry, showcasingtoagrowingaudienceand continuingtobuildbrandawareness online.Wehaverecentlypurchaseda fifthproductionlinetoenhanceefficiencyandincreaseoutputforpacking. Wearealsokeepinganeyeoutfor futureacquisitions.

WhatwouldyousayisMonmore Confectionery’sUSP?

Weareworkinghardsourcingthehighestqualityproductsnotcurrentlyseen intheUK,addinganewdimensionto thetraditionalpick&mixmarket.Our innovationsarechallengingconvention; weareusingtechnologyandexperiencetodisrupttheindustry.

Weseebeingafamilybusinessasa strength–itenablesustoadaptquickly andofferamorepersonalisedcustomer experience.Weprideourselvesonpersonalone-to-oneservice.RatedexcellentonTrustPilot,westandoutfrom competitorsonefficiency,customer serviceandspeedofdeliveryfromthe momentofordering.I’mproudtosay thatwehaveareallygoodteamhereat MonmoreConfectionery.

HowhasMonmoreConfectionerycelebratedits21stanniversary?

Tocelebrateour21stanniversary,we hostedathree-dayopeningevent,invitingcustomers,suppliersandfamilyto visitourcash&carry.Weofferedspecial dealsandgaveawaygoodybagsto everyonewhosteppedthroughthe door.Partoftheeventwasafamilyfun daywithabouncycastle,pizzeria,ice creamvan,andDJforallagestoenjoy.

Itwasheartwarmingtoseemanyof ourlong-termcustomersbringtheir familieswiththem–itfeltliketheperfecttimetogivesomethingbacktoour loyalcustomers.Itwasanunforgettable experienceandwelookforwardto manymore.

ManagingdirectorSkipMehta(thirdonleft)alongsidehiswifeSantMehta,whotogetheracquiredMonmoreConfectioneryin 2002.Theyarepicturedwithfellowdirectorsanddepartmentsupervisorsattherelaunchofthecash&carryon1June.

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to receive your free delivered sample

ChrisMorgan,managingdirector,WatersideFoodServices

awayeverymonthindifferentspots aroundtheUKwherewecanswitchoff andenjoythesightsanddifferentfoods. Howwouldyoudescribeyourpersonalityandwhatapproachdoyoutakein business(andinlife)?

Iamaverydrivenpersonandamcontinuallysearchingforopportunitiesto makeourservicesbetterforourcustomersandtogrowourbusiness.Ihave alwaysbelievedinthesaying,‘Treat peoplehowyouwouldliketobe treated’.ThatisanapproachIencourageinallofourWatersideteam,andI believethatishowwehavegottowhere wearewiththeserviceweoffer.Our mainethoshasalwaysbeenserviceand quality,wherethecustomercomesfirst.

Whatisyourfavouritefilm?

AnyofGuyRitchie’sfilms.

attitudeinspiresme’

Whathavebeenyourbiggestachievementsinworkandoutsidework?

Withinwork,mybiggestachievementis buildingthebusinessfromtheground upwiththehelpofmyfamilyandstaff. MywifeLorrainerunsourfinance department,mysonKierenispartof ourpurchasingteam,andmydaughter Rebeccadoesallofourhealth&safety andmarketing.Ittrulyisafamilybusinessthroughandthrough!Outsideof work,mybiggestachievementismy family.[Morganispicturedleftwith Kieren,whenMorganwasinhisearly thirtiesandhissonwasaroundfive yearsold–about20yearsago.]

Whohasbeenthebiggestinspiration toyou?

Mybiggestinspirationismyfather, Pete,ashehasbeenintheindustryfor over50yearsnow.Heworkedforafew differentfrozenfoodcompaniesfrom theearly’70s.Heis77yearsoldandstill intheindustry,workingpart-timeasone ofWaterside’ssalesteam,chattingwith customerswhohavenowbecomehis closefriends.Hisnever-say-dieattitude inspiresmebecauseovertheyearsin

thetradehehasn’tgotdiscouraged,no matterwhathasbeenthrownathim.

Whatwereyourambitionswhenyou weregrowingup?

Fromayoungage,Ihavealwayshadan interestinfoodwholesaleandhave workedinmanyrolesontheladderto gettowhereIamnow–frompart-time intheschoolholidaystothenjoining theindustryattheageof16inthewarehouse/freezersonaYTS(YouthTraining Scheme).Growingupsurroundedby thetrade,ithasalwaysbeenanindustry Ihavehadalotofpassionfor,andI knewIwantedtomakemymarkinit.

Whathasbeenthebiggestchallenge youhavefacedandhowdidyouovercomeit?

Buildingthebusinessandkeepinga solidwork-lifebalanceintheprocess.

Whatareyourinterestsoutsidework?

Ienjoybeingdownatthelocalrugby clubtowatchthegames;Ialsotryto traveldowntoTwickenhameveryyear towatchtheinternationalgameswith mywife.Wealsotrytohaveweekends

Ifyouwonaholiday,wherewouldyou goandwhowouldyoutakewithyou? Iwouldlovetogoonsafariwithmy wife. CCM

Accidentalmove

AfterschoolChrisMorganhad plannedtogointofurthereducation butthisplanchangedwhenhewas involvedinamotorbikeaccidentat theageof16.Oncehehadfully recovered,hewenttoworkata small,local,familyfrozenfooddistributor.Heworkedinalldifferent areas,fromwarehousingtodriving andfromansweringthephonesto stockcontrol.Hestayedwiththe businessfortwodecadesuntilit wastakenover.In2015,alongside hiswifeandparents,hestarted WatersideFoodServiceswithone vanandaround150lines.From there,theRugeley-basedbusiness hasgonefromstrengthtostrength toreachitscurrentpositionwith eightvehiclesandover3,500lines. WatersideFoodServicesisamemberoftheConfexbuyinggroup.

‘Dad’snever-say-die

It’s an offence to sell tobacco to any person under 18 years of age. For tobacco trade use only. Not to be left in the sight of consumers.

Smoking kills

Keepingupwiththemarket

Whetherit’sofferingaddedvalueforadultsmokersorprovidinginnovationforpeople makingthemoveintothevapingcategory,suppliersareaimingtomeetshopperdemands.

Despitethechallengesfacedinacost-of-living crisis,tobaccosalescontinuetobeadominant forceforconvenienceretailersandavaluablecategoryforwholesalers.

ImperialTobacco highlightstheimportanceofacomprehensivevaluerangeforthegrowingnumberofadultsmokerslookingtomakesavings.“Withmoreconsumerslooking forwaystoreducespendingamidsoaringhouseholdcosts, we’reseeingashifttowardslow-pricedpropositionsacross theentiretobaccocategory,”saysTomGully,headofconsumermarketingUK&I.

“We’renowseeingthelowerpricetieredproducts accountforthelargestproportionoftobaccosales.For example,thesub-economysegmentnowmakesupfor63% offactory-madecigarettesales,whiletheeconomysegment accountsforjustoverahalf(56%)ofroll-your-own,and thesesegmentsareshowingstronggrowthat3%and5% yearonyearrespectively(ITUK).”

Thesupplierrecommendsstockingaccessoriesforrollyour-own(RYO) tobaccothatoffer notonlyvaluebut alsoconvenience. Accessoriesisalso anareawhere brandloyalty remainshigh,so establishednames suchasRizlaare performingwell. Oneproductthatis provingpopular withvalue-savvy tobaccocustomers isRizlaKingSize CombiSilver.With anrspof£1.20,it offersbothpapersandtipsinonepack.

“Whileit’simportantthatwholesalersstockawiderange ofdifferenttobaccoaccessoriestocatertodifferentcustomers–suchasfiltertips,papersandflavourcards–given theprevalenceofbrandloyaltyintobaccooverall,it’seven moreimportantthattheyarestockingthemostpopular brandsthatconsumerswillbelookingfor,”Gullyadvises.

Whilethetobaccocategoryisnoexceptiontothetrend forvalue,itisanareathatrequiresknowledgeofcustomer habitsandpreferencesinordertostockeffectivelyfroman ever-increasingarrayoftobaccoproducts.“Withhousehold billsandinflationsoaring,weexpectvaluetoremainthe dominanttrendshapingsalesacrossallnicotinecategories. Butit’sreallyimportantforwholesalerstorememberthat valuemeansdifferentthingstodifferentpeople,”Gully explains.

“Forsome,conveniencewillremainapriority,withshoppersseekingouteasy-to-usevapingproductslikeblubar,or tobaccosolutionsthatofferaddedvaluesuchasEmbassy Signature’spremiumfeatures,ortheadditionofpapersand tipsinRYOlikeweofferthroughPlayersJPSEasyRolling TobaccoandRizlaCombiforaccessories.

“Otherswillbelookingforaleading brandthatoffersthe reassuranceofabrand nametheyknowthey cantrustthatalso deliversonprice. Thankstoourwide portfolioofleadingbrandsthatdeliveronvalueacrossevery category,we’reinastrongpositiontohelpwholesalerscater forthesetrendsinthemonthsandyearsahead.”

RepublicTechnologies alsohasastrongpresenceinthe tobaccoaccessoriescategory,withbrandssuchasOCBand Swanprovidingbothvalueandpremiumchoices.

“Asdemandforfactory-madecigarettescontinuesto decrease,tobaccoaccessoriesareverywellplacedtooffer consumersqualityandavaluealternative,buttheymustbe effectivelydisplayed,”saysGavinAnderson,sales&marketingdirector.

“Wholesalersandcash&carryoperatorswhocreatean eye-catchingdisplaywhilestockingbrandssuchasSwan, ZIG-ZAGandOCBstandtobenefitmost,”headvises.

RepublicTechnologieshasembarkedonanational wholesaleandcash&carrydisplaydrivetosupportitsbestsellingSwanrange.

Thecompanyhasupdateditsrangeofbrandedpalletdisplayswithnewdesigns.Thebespokeunitsfeaturetheiconic SwanimageandpacksofSwanMentholandSwanExtra Slimfilters,tomaximisestandout.

Andersonsays:“We’vealwaysbelievedinthepowerof effectivedisplayinthiscategory,andthisisequallyasimportantinwholesaleandcash&carryasinretail.SwancontinuestobethebrandofchoiceformostRYOshoppers

Brandloyaltyisstrongintobacco accessories,somerchandising shouldflagbest-sellingbrands.

RepublicTechnologieshasembarkedonanational wholesaleandcash&carrydisplaydrive.

andimplementingthisnationalroll-outofournew displayunitswillhelpustobuildonthissuccess.

“We’reconfidentthatbestpracticemerchandisingofthis kindwillbeamajorcontributorinraisingawarenessofthe Swanbrand,alongsidetherestofRepublicTechnologies’ bestsellingportfolio.Ultimately,thiswilldrivesalesacrossall channels,filteringthroughtotheconveniencesectortoo,a keytradingchannelforusasit currentlyaccountsformore thanhalfofalltobacco accessoriessales(IRI).”

Rollingpapersarethe highest-valuesectorinthe tobaccoaccessoriescategory,standingat£105million,whiletheslim&tipssubcategoryhasvaluesalesofalmost £30million(IRI).RepublicTechnologieshighlightstheappeal ofthepremiumformat,co-existingwiththevaluetrend.

Again,thesupplieremphasisesunderstandingcustomer needsandrangingaccordingly.“Shoppersaremore demandingthanever,lookingforqualityandvalueinevery purchase.Topqualityproducts,displaysandinnovationare important,complementedbybroadavailabilityanddistribution,buttheimportanceofacompetitivepricepointshould notbeunderestimated,”Andersonconcludes.

Cigars

Figuresforthecigarsegmentshowthatthecigarillossubcategoryisexperiencinggrowth(up0.7%onlastyear), againstadeclineof3.4%inthecategoryoverall(IRI).At ScandinavianTobaccoGroup, theSignatureActioncigarillo brandhasseensalesgrowthof53%inthelastyear.The manufactureralsonotesthegrowingpopularityofflavoured cigarsandcigarillos.

“WhilstperhapsnotasprevalentaselsewhereinEurope, flavouredcigarsaregrowingsteadilyinpopularityherein theUK,”saysNatalyScarpetta,marketingmanager. “Obviously,mentholcigarilloshaveexplodedinpopularity overthelastcoupleofyears,butit’snottheonlyflavourof choice.OurSignatureRed Filterbrandiscurrentlythe UK’sbest-sellingaromaticfiltercigar,whosesmoothtaste andvanillaflavourproves consistentlypopularwith thoseadultsmokerswho enjoyanaromaticcigar.”

Tomarkthe60thanniversaryoftheSignaturebrand, STGUKhaslaunchedarangeoflimited-editionpacks.“Cash &carriesshouldtaketheopportunitytostockup,as

Morethan27millionillicitcigarettesand7,500kgofhandrollingtobaccowereseizedunderOperationCeCeinits firsttwoyears, HMRevenueandCustoms(HMRC) and NationalTradingStandards haverevealed.

Thefigureswerepublishedasnewpowerscameinto force(on20July),withthepotentialforpenaltiesofupto £10,000foranybusinessesandindividualswhosellillicit tobaccoproducts.ThesanctionswillbolstertheGovernment’seffortstotackletheillicittobaccomarketand reducetobaccodutyfraud.

ThenewpowerswillalsoseeLocalAuthorityTrading Standardsgiventheabilitytorefercasesofillicittradingto HMRCforfurtherinvestigation.HMRC,whereappropriate, willadministerthepenaltiesandensurethattheappropriatesanctionisappliedandenforced.

InJune,illegalcigarettescalculatedtobewortharound £5.3millioninunpaidtaxes wereseizedby HMRC and BorderForce atBelfast Port.Thecigarettes(pictured)werefoundpacked incardboardboxesinsidea containerthathadbeen scannedbyBorderForce.

Anindependentreport intotheconsumptionof counterfeitandcontraband cigarettesacrossthe

EuropeanUnionandtheUKby KPMG, commissionedby PhilipMorrisInternational(PMI), revealsthatconsumptionintheUKhasrisen,increasingto3.61billionin2022–thehighestvolumeseenbythestudysinceitwaslaunched in2011.

Despiteoverallcigaretteconsumptiondeclining,illicit consumptionroseby3.1%in2022toreach21.2%inthe UK.Inotherwords,oneinfivecigarettessmokedintheUK isillicit.

Thisriseinillicitcigaretteconsumption,particularly counterfeits,spotlightstheincreasingnumberofadult smokersturningtoillicittobaccoasamoreaffordable optioninthisperiodofeconomicuncertaintyandpressure, saysPMI.Nearlyfourin10smokerssayincreasedliving costshaveimpactedtheirpurchasinghabits,wherethey arenowchoosingtobuy‘cheaper’(illicit)tobacco.

Whilethereportfocusesoncigarettes,PMI’stestpurchasevisitsacrosstheUK–carriedoutbyaspecialist teamtohelpgatherevidenceandintelligenceon illicitproducts,whichis thenpassedtoTrading Standards–havehighlightedthatproductsdevelopedintheblackmarket haveevolvedbeyondtraditionaltobaccoproductsto includeillegaldisposable vapingdevicesaswell.

HMRC and Trading Standards crack down on growing illicit tobacco trade

limited-editionpacksusuallyprovepopularwithregular smokersandwillbeindemand,”saysScarpetta.“Infurther excitingnewsforthebrand,wehavealsorecentlyconfirmed thattheiconictinsarepermanentlyreturningforpacksof SignatureBlue20sandSignatureOriginal20s.”

Themanufacturer’sMomentsBluebrandisalsoamuststockasavalueoption,particularlyaftera redesigntohelphighlightthe ‘valueandquality’message.

“Manyconsumersaregoingto beincreasinglypriceconscious, andthiswillaffectcigarsandthe widertobaccocategorypurchases justasmuchasanyothercategoryin-store,socash&carries needtobestockingthosebrands andretailersshouldensuretheyarehighlighting theirvaluebrandstocustomerstohelpthemsavemoney,” advisesScarpetta.“Thetrendforvaluehasbeenprevalentin thecigarcategoryforsometimenow,whichisevidencedby thesuccessofourMomentsBluebrand.”

Smoke-freealternatives

PhilipMorrisLtd hasnotedtheeffectsofthecost-of-living crisisonthetobaccocategory,followingitsresearchinto consumerhabitsandpreferences.

“Whilethebestchoiceanyonecanmakeistoquitcompletely,convenienceretailersagreethatmanyadultsmokers arelookingtooffsettherisingcostoflivingbychoosing smoke-freealternativesthatareabetterandmoreaffordable choicetocigarettes,”saysKateO’Dowd,headofcommercial planningUK&Ireland.

Earlierintheyear,themanufacturerenteredthedisposablee-vapesegmentintheUKwithitsVEEBAbrand.The productisavailablein nineflavoursandis packagedspecificallyto appealtoadultsmokers.

“Wehavepurposely notlookedtocompete withthecurrentmarket’sofferingsinterms offlavoursandpopularity,asourmoralpositioningwithinthecategoryholdsmorevalue tous,”explainsO’Dowd. “Subtlecoloursandfunctionalflavourdescriptorswork togetherwithPML’syouth-accesspreventionprogrammeto focusonprovidingadultnicotineusersandadultsmokers withaccesstoVEEBA.”

Themoveintothedisposablevapingcategoryispartofa $10.5billioninvestmentbyPMLintothedevelopmentofits smoke-freeportfoliosince2008.

ImperialTobacco highlightsthecurrentincreasein demandfordisposablesandhascateredtothiswithitsblu barvaperange.“Followingthesuccessfullaunchofourblu bardisposablevapebrand,werecentlyannouncedthe expansionoftherangewithnewflavourstohelpwholesalers

tapintoseasonalsalesthis summer,”saysTomGully,head ofconsumermarketingUK&I.

“WithBlueberrynowthetopsellingdisposablevapeflavour andBerrygrowingrapidlyby 60%monthonmonth(ITUK),we haverespondedtothisdemand byaddingBlueberryIce, BlueberrySourRazz,BerryMix andGrapeIcetotherange.”

ThebrandnowalsoseesTropicalMix,AppleIceandMint Icevariantsjoiningtheline-up,followingconsumerflavour demandsandthetoptastetrendsinthemarket.“Witha rangeof13differentflavoursnowavailable,ourblubar rangeprovideseverythingretailersneedtocaterforawide rangeofconsumertastepreferences,”headds.

Themanufacturerhasalsointroducedtheblu2.0device tothepodsystemsegment,whichaccountsfor17%ofthe UKvapingmarket(ITUK).

“Wholesalersshouldensuretheyreviewtheirrangeregularlyandprioritisestockingthebrandsthatcatertothese fast-movingtrendsinordertoremaincurrentandmaximise sales.Withthisinmind,we’drecommendstockingarange ofleadingdisposableproductslikeblubarandpod-mods suchasblu2.0,”Gullyadvises.

“Bybeinginformedaboutthemarketandfamiliarising themselvesandtheirstaffwiththedifferentproducts,terminologiesandmarkettrends,wholesalerscanprovidemuchneededguidancetoretailersaboutwhatconsumersarebuying,”hecontinues.“Thereisahugevarietyofdifferentproductsavailableonthemarkettoday,sodecidingwhattostock canbeadauntingtask.”

JTInamesnewgeneralmanager

CCM

JTI hasappointedTomOsborneasUKgeneralmanager. Havingjoinedthecompanyin 2003asagraduatetrainee, Osborne(pictured)workedinsales andmarketingintheUKbefore leadingJTI’smarketingdepartmentinMalaysia.Hesubsequently heldvariousleadershiprolesinternationally,mostrecentlystrategic projects&initiativesvicepresident atthecompany’sHQinGeneva.

‘Wholesalersshouldreviewtheir rangeregularlyandprioritise stockingthebrandsthatcaterto fast-movingtrendsinorderto remaincurrentandmaximisesales’ TomGully,ImperialTobacco’s headofconsumermarketingUK&I

Cateringtosqueezedbudgets

Forfoodserviceoperatorstomaximisetheirprofitpotential,theyneedtoappealto consumerdesireforapremiumexperienceatacompetitiveprice.SiobhanKieltyreports.

Whilethecurrenteconomicsituationisundeniablyaffectinghouseholdbudgetsacrossthe nation,thefoodservicesectorstillhasanumberofopportunitiestoboostappealandsales.

TaylorsofHarrogate suppliestheleadingdecafteaandis astaplebeverageofferingonfoodservicemenuswithits YorkshireTeabrand.

sustainabilityisaconsiderationforanincreasingnumberof customers.“Oursourcingapproachallowsustotacklethe sustainabilitychallengesthatteasuppliersface,”saysHarvey.

Tomeetthedemandfordecaffeinateddrinks,Yorkshire Tea’sDecafisnowavailableinataggedandenvelopedformat.“Forconsumerswholooktoincludenon-caffeinated beveragesintheirdrinksrepertoire,oneofthemainconcernsistaste,andwhetheritcanmatchtheflavouroftheir caffeinatedbrew,”pointsoutHarvey.

“YorkshireTea’sofferingisaspeciallycreateddecaf blend,whichhasreceivedaGreatTasteAwardforitsflavour. Webelievethat’swhywe’retheUK’snumberonedecaftea brandwithanalmost30%share(IRI).”

“Consumersaretighteningtheirpursestringssotheywill beparticularlydiscerningwhenitcomestowhatdrinksthey purchaseoutofhomeandwillbelookingforqualityandvalue formoney,”saysGregHarvey,outofhomesalescontroller. ”Catererswillbelookingtoserveahigh-qualitybrewand knowthattheircustomerswillbereassuredtoseeYorkshire Teaonthemenu.”

Thecompanyalsorecognisesthat,alongwithquality,

Cash&carriesareadvisedtostockarangeofproductsto meettheneedsofavarietyofcateringbusinesses.Forexample,TaylorsofHarrogateCoffeeBagsareidealforhotel rooms,conferences,travelandworkplaces.Availablein packsof80,theyareindividually wrappedandcontainfreshroastand groundcoffee.Theyworklikeateabag, brewinginjusttwominutes.

ValeoFoods’ RowseHoneyisnow availableinnewrecyclablesingle-portionsachets,withawiderangeofapplicationsforbothretailandfoodservice.

DevelopedbyRowse,the‘PaperSnap& Squeeze’packagingsolutionis

‘Consumersaretighteningtheir pursestringssotheywillbe particularlydiscerningwhenit comestowhatdrinksthey purchaseoutofhome’

GregHarvey,outofhomesalescontroller, TaylorsofHarrogate

designedtomaximiseconvenience.Itcomesin14gand 22gformats,withaninnovativefoldandsnapactionto enableeasyandmess-freedispensingofasingleservingof honey.TheproductisalreadyonofferinPretstoresacross theUK,whereitisprovidedwithPretporridge.

“PaperSnap&Squeezeisaningenious,mess-free, hygienicandhighlyconvenientwaytoprovidesingleservingsof100%pureandnaturalRowsehoneyincafés,restaurants,canteens,delis,hotels,hospitals,foodboxes,anda rangeofotherfoodsettings,”saysSamanthaMacNamara, seniorbrandmanageratRowseHoney.

“WedevelopedPaperSnap&Squeezeinresponsetocustomerandconsumerfeedback,andknowthatconvenience isakeydriverofpurchasewhenitcomestofood.Thisnew solutionunlocksseveralnewpotentialchannelsforRowse Honey,consideringthattheUKfood-to-gomarketisforecast tovalue£22.2billionin2023withagrowthrateof4.1% (Lumina),”MacNamaracontinues.

Foodserviceoperatorsneedtolookatcurrenttrendsin botheatingoutandthegrab-and-gomission.Whileindulgenceisstillasalesdriverforthatout-of-hometreat,consumersareincreasinglyconcernedwithnutritionalbenefits.

EatNatural,thefruitandnutbarsrangefrom Ferrero, is nowavailabletothefoodservicechannel,helpingbusinessestoboosttheappealoftheiron-the-goofferingandtap intothedemandforsnacksoutofhome.EatNaturalbarsare madeusingsimpleingredientssuchasdriedfruit,nutsand seeds,andarefreeofadditivesandpreservatives.

Thegluten-freerangeincludesAlmond&Apricotwith YoghurtCoatingandProteinPackedwithPeanuts& Chocolatevariantsincasesof12bars,aswellasa28-bar assortedpack.TherangealsoincludesSimplyVegan PeanutsCoconut&Chocolate,alongwiththeEatNatural RawRange,in casesof12bars.

Forapremiumsweet treat, LaLorraine BakeryGroup hasexpandedits tartsandpastries selectionfor foodservice.

Thetartlets

onofferincludeFrangipane,RaspberryCrumbleand RhubarbLemonvariants,andforachocolatehit,theCocoa TartletBaseChocolateFillingproductcombinesacocoaflavouredshortcrustbasewithaBelgianmilkchocolate mousse.Thereisalsoanoptionforoperatorstocreatetheir ownflavoursusingready-to-fillbuttershortcrustpastrybases.

Inthecakerange,aLemonPoppySeedCakeisnowavailableandisconvenientlypre-sliced.Finally,twonewButter Croissantshavebeenaddedtothepastriesrangeonoffer.

“Despitethecost-of-livingcrisis,consumersstillwantto treatthemselvesbutarelookingformorefromtheirfood experiences.Ourkeyfocusistoensurethatallourindulgencesareworthit,makingsureingredientsareofthehighestquality,creatingproductsthataredeliciousintasteand totallyrichinflavour,”saysKevinHughes,generalmanager UK&I.“Ibelievethateveryoneofthesesweettreatscanadd realvaluetoanycateringset-up,offeringrealopportunities forbusinessestodrivefootfall.”

Forchefslookingtocreatedishesin-house, Henley Bridge haslauncheddeZaanStellarCocoaButterDrops.

Sustainablysourcedandavailablein1kgbags,the pressedorganic100%cocoabutterdrops offeraversatileformatforuseinrecipes orchocolateproductionprocesses,with easymeltingandhandling.

SamanthaRain,HenleyBridge’s developmentchef,says:“DeZaan’s StellarCocoaButterDropstrulyare incrediblyversatileandcanbeusedto adjustchocolatefluidityandviscosityto createaglossyfinishandenhanced snap,aswellasbeingtheperfectbase forspraygunapplications.

Foodserviceoperatorscanbenefitfromaconvenient brandedrangeforthegrowinggrab-and-gomission.

‘Despitethecost-of-livingcrisis, consumersstillwanttotreat themselvesbutarelookingfor morefromtheirfoodexperiences’

KevinHughes,generalmanagerUK&I, LaLorraineBakeryGroup

Addingfinaltouchesin-housetocost-effective pre-madeproductscanhelptoprotectprofitmargins.

Migrate swiftly to a better IT system

STL Foodservice

Your customers never quite know what quantity of which items they’ll be needing each day – but when they need them, they need them NOW so they don’t lose potential business. The STL Foodservice management system is designed to help you respond with a fast, helpful and error-free service in the

To ensure the upgrade from legacy systems to this next generation solution is swift and smooth, we’ve also streamlined our migration processes. So now nothing is stopping your

STL Foodservice features include:

Auto-converts quotes to contracts

Its Unique Customer Pricing facility automatically converts Order Processing system without rekeying, saving time and reducing potential errors.

The system draws on this ‘scheduled (contract) pricing’ data every time your customer makes a new order, ensuring they get the prices they expect whilst you protect your margins.

Easy repeat orders

The customisable Price List Order Forms (PLOFs) draw on a customer’s order history to create a suggested shopping list, automatically updated with current pricing and promotions. This can be set up to email out on a regular schedule or on demand. The customer then simply compares this against their current stockholding, and sends an edited order by return email.

No more forgotten items and last-minute panics.

order at the click of a button into your management system for picking and invoicing – no rekeying required.

Split picking and pricing

The system allows you to split your picks by product categories such as frozen, chilled and ambient yet consolidate them under a single invoice. This allows your pickers not only to increase their productivity but also maintains the quality of the food goods whilst minimising paperwork for you and your customers.

The system also allows you to manage split packs and weighted items under single product codes, helping you protect your margins whilst responding to customers’

“Being100%purecocoabutteralsomeansthey’resuitablefor vegans,makingthemtheideal baseforplant-basedicecreams andfrozendesserts.”

Disposablepackagingsupplier Herald hasuppeditsproduction andstoragecapabilities,enabling itscustomerstoorderinsmaller quantitiesmoreregularly.

Thesupplieroffersbrandsthat includeAll-Guard,AluFast,Aqua, Jazzcafe,Crystaline,Brochette, Carizma,ChefMaster,Lacette,Fine Dine,Tuzcani,Windzer,MicroFast,RootierandMrChip.The productsavailableincludewatercups;paperhotcups,lids

andstirrers;polyethylene(PE), vinylandnitrylgloves;microwave tubs;chefhats;PEaprons;and otherworkware.

“Allsectorsareundertremendouspressuretocutcostsand Heraldoffersawideandvaried, competitivelypricedselectionof disposablestosuiteveryneed,” pointsoutYogestPatel,managing director.

“Followingsubstantialinward investment,wehavebeenableto expandourwarehousespaceand committoextramachinerywhichmeanswecanbothstore moreandmanufacturemore.” CCM

Expansioncanbeextremelychallengingforanybusiness, butespeciallyinthefoodservicesectorwherecustomer demandsandmarketvariablescanfluctuatewildlyfrom daytoday,pointsout STL. “Thiscanmakeitdifficultto maintainahard-wonreputationwhilstbattlinggrowing pains,”saysmanagingdirectorIvanDurkin.

Havingconfidenceindecisionsrequireseasyaccessto up-to-dateinformationonallaspectsofoperationsand marketdynamics,aswellastheabilitytoanalyseitandto swiftlychangecourseasneeded.However,accordingto STL,manyoperatorsclingtotheiroriginalwaysofmanagingtheirbusiness–whethertheybebasedonmemoryand spreadsheetsoradecades-oldITsystem.

Durkinsays:“We’vefoundthatevenwhentheyareconvincedthatanew,modernITsystemwillmaketheirworkinglivessomucheasier,executivesputofftheinevitable fortworeasons:initialcostsandfearofdisruptiontotheir business.”

Inresponse,STLhasbeenworkinghardto“smash theupgraderoadblock”bystreamliningitsmigration processesandhiringadedicatedresourcetosupportcustomerstransitioningfromoutdatedITsystemstothenextgenerationsolutionSTLEvo.

Thisinfluenced FirstChoiceFoodservice totakethe plunge.Thewholesaler’smanagingdirectorSteveAinger says:“STL’steamworkedhardtogetusship-shapeforthe migrationby,forexample,prioritisingouroperational requirementsandtidyingupoursourcedata.Theythen helpedusnavigateanyissuesastheyarose.”

Asaresult,themigrationtoSTLEvowascompletedin justfourweeks.

NowFirstChoiceis benefitingfromSTL Evo’sabilitytoseamlesslyintegrateand dynamicallysharedata withitsotherbusiness systems,includingits Sage200accounting software,SwiftCloud

orderingappandsales-isalesenablementtool.Thishas putcustomerhistory,pricingandpromotionsatthefingertipsofthetelesalesteam,makingthesalesprocessfaster andmoreproductive.FirstChoice’sexecutivesarealso benefitingfromEvo’sreal-timekeyperformancemanagementreports.

Therearemanymorebenefits,saysSTL.Forexample, whereasFirstChoiceusedtoprint,scan,consolidateand emailstatementstocustomers,itnowsimplyclicksabutton,shrinkingtheprocessfromthreedaystotwohours.

Chapple&Jenkins hasalsoseenrewardsinfunctionality,productivityandcostsavingsaftergoinglivewithSTL Evo.DirectorMartinJenkinssays:“No-onelooksforward toabigITproject,butthestreamlinedmigrationprocesses madeitfareasierthanexpectedtogainallthebenefitsof amodern,responsiveITsystem.”

Meanwhile,anewtaxregimeallowswholesalersto claim100%capitalallowancesforqualifyinginvestments inIT.

Multi-nationalbulkdistributor LubnaFoods tookadvantageofthistowriteoff100%ofitsinvestmentinSTLEvo.

Designedbywholesalersforwholesalers,Evooffers built-insuperiorfunctionalityformerchandisemanagement,salesorderprocessingandgoodsinwardmanagement,andatLubnaitisseamlesslyintegratedwithSTL’s PointofSale,Track&Traceandhandheldpickingsolutions.

Evo’sopenarchitecturealsoallowsittoseamlessly sharedatawiththird-partysystems,fromLubna’sSwiftCloud eCommerceapptotheUnitastrend-trackingdatabase.

Inaddition,Evo’sintuitivemanagementtoolsandintelligentdashboardenables

Lubnatobenefitfrom broadvisibilityacrossits operationsaswellasthe abilitytodrilldownfor incisiveinsightsthatwill helpitreducecosts, increaseefficiencyand respondquicklyto opportunities.

Overcoming the obstacles to introducing a more modern IT system

‘Backto’basicsfortopmarks

FromAugusttoOctober,thereisaprimeopportunityforwholesalersandretailersto capitaliseontheback-to-schoolandfreshersmissionsbyeducatingthemselveson supplieractivityandtrendsshapingstudentandparentpurchasesforthenewterm.

Summersalescanbegivenaboostbytimerestrictedandbudgetingparentslookingforconvenient,healthyproductsforpackedlunches. Meanwhile,studentsheadingtohighereducation arehigh-valueshoppersfortheconveniencechannel.Both demographicsbenefitfromcorrectrangingandmerchandisingfromretailerswhounderstandtheprofitpotentialthatthe newacademicyearbrings.

Productsforpackedlunchesareanimportantsalesdriver inconvenience.While Hovis recommendsthatretailersand wholesalersstockbetterfor-youoptionssuchas HovisBestofBothand HovisWholemeal,it emphasisestheimportanceofwhitebread.

“Salesofwhitebread currentlyaccountforover 55%ofpre-packaged breadunitssold(NIQ).

Giventhecurrenteconomicclimate,manyshoppersarebuyingfewerdifferent typesofbreadfortheirhouseholdsandareincreasingly movingtowardspre-packagedwhitebread,whichismost likelytosatisfytheneedsofmultiplepeople.Itistherefore clearlyimportantforretailerstostockwhitebread,”says commercialdirectorAlistairGaunt.

“Creatingaback-to-schooloccasiondisplaycanreally helptodriveimpactin-depot.Forexample,displayinga rangeoflunchboxessentials,suchaspre-packagedbread, sandwichfillersandfruit,nexttoorclosetoeachother,and offeringcross-categorypromotionscanhelptoboostsales.”

KPSnacks highlightsthepotentialsalesupliftsincrisps, snacksandnutsavailablethroughtheback-to-schoolopportunity.“Baggedsnacksareastapleinchildren’slunchboxes,makingtheback-to-schooloccasiona criticalopportunityforretailersto drivecrisps,snacks&nutssales,” saysMattCollins,tradingdirector.

“Formanufacturersandretailers lookingtogainsales,itiskeythat theyareofferingacorerange boostedwiththerightpromotions andin-storemerchandising.”

Thesupplier’sPom-Bearbrand,growinginvalueat24% (Nielsen),appealstoshopperscateringtoagluten-freeand wheat-freediet,andispurchasedby5.7millionhouseholds everyyear.“Healthremainsatoppriorityforconsumers, withparentsseekingouthealthieroptionsfortheirchildren’s lunchboxesandafter-schoolsnacks,”Collinsadds.

Plan for Profit retailer guide

UnitasWholesale haslaunchedaPlanforProfitFocusOn guideforthebacktoschool/backtohighereducation occasion.Theguide,whichisavailableonlineandin selectedUnitasWholesalememberdepots,provides insightsfromcategoryexpertsuppliersandretailers.

TraceyRedfearn,formerPlanforProfitcategorycontrolleratUnitasWholesale,says:“The‘backtoroutine’ periodisoneofgreatupheavalfortheUK’s19million familiesandthreemillionstudents.We’redelightedto offersuchacomprehensiveguideforretailerstomaximisetheirsalesandprofitsduringthiscrucialtime.”

Fivetipsfor‘backtoroutine’sales:

1.Createback-to-schoolgoodybags. “Theback-toschoolperiodisverybusyforus,”saysAsiyahJavedof Day-TodayAlloaRoad,Stenhousemuir,Falkirk.“We’ll handoutfreegoodybagstochildreninthefirstweek back.Thebagswillcontainabottleofflavouredwater, fruitandsnacks.Theydon’tcostusverymuchtomake, buttheloyaltyitfostersmakesitinvaluable.”

2.Caterforpocket-money budgets. “Duringthebackto-schoolperiod,wefind retailershavemoresuccess whenstockingsugarsingles suchasChewBars,tocater forthoseconsumerswho haveasmalleramountto spend,”saysBenCooper, nationalaccountcontroller atSwizzels.

3.Cashinonthegrowthof sweetbags. Thedrivingforcebehindthisgrowthis medium-sizesharingbags,whicharenotonlythe biggestsegmentintermsofsalesbutdeliveringthemost growthtoo–£33millioninthepastyear(IRI).

4.Offerhealthierchoices. Healthremainsasignificant purchasedriverforcustomers,andthisbecomeseven moreimportantintheback-to-schoolperiod,asparents andguardiansseektoembedhealthyhabits.

5.Targetthelunchboxopportunity. PepsiCopointsto the100millionlunchboxesinSeptemberthatdonot containsnacks,describingitasa“greatopportunity”for convenienceretailerstodrivesalesin2023.

Thecost-of-livingcrisisisnotonlyaffectingfamily households.Adultstudentshavetodealwithaccommodationcosts,highinflationandtuitionfees,sovalueisalsokey forthisdemographic.

AstonManor hasintroducedanewrangeof FrostyJack’spackformats,offeringmore affordability.ThenewFrostyJack’sPMPs includea2.5-litre£5.99bottleandaone-litre £2.99bulletbottle.“Wearehereforshoppers, helpingthemtosavewithouraffordablecider,” saysGraceAnthony,marketingmanager.

“TheintroductionofournewFrostyJack’s packformatsprovidesshopperswithan affordablesolution,withouttradingdownon quality,sotheycanbeassuredtheyarenot havingtocompromisewhenlookingtospend lesscash.”

Tayto recentlyintroduceditsbest-sellingGoldenWonder crispflavoursin£1PMPpacks.Cheese&Onion,Spring Onion,Salt&VinegarandChipShopCurryareavailablein thenewprice-markedformatandareawelcomesymbolof valuewhenthecostofhighereducationisleavingmany studentswithlimitedoptionsforsocialspending.

MattSmith,marketingdirectorofGoldenWonder,says: “Thesqueezeonconsumersmeansindependentretailers mustgivetheircustomersconfidencethattheyaregetting greatvaluethroughPMPs.Insteadofraisingtheheadline priceofour£1PMPs,we’restickingwith£1.”

Headdsthat£1 PMPsareamuststock–theyhave beenthemain driverofsnacks categorygrowth overthepastfour years,growing overthreetimes fasterthanthe marketand

accountingforhalfofallsales(Circana).

Inflationarypressureisforcingmanybrandstomove abovethe£1price-point,butGoldenWonder’scommitment to£1hashelpedits£1PMPsnacksrangeoutperformthe market(+22.6%versus+9.9%,Cicada).

Withthepopularityofthispricepoint,andsomanystudentscitingmoneyworriesasamajorpartofuniversitylife, the£1rangeisidealforsocialsnackingonabudget.Such strongsaleshaveledTaytotoexpandits£1PMPline-upwith newMegaRingsandMegaSpicyRings.

Meanwhile,inthe£1.25price-marketformatcomes WheatCrunchiesSpicyTomato, from KPSnacks. Thesupplier’s£1.25 PMPportfolioisgrowingaheadofthe overalllargePMPmarketincrisps, snacks&nutsat+53.4%.

“Byexpandingourmarket-leading PMPrangewewillcontinuetotempt andengageshoppers,drivingretailer sales,”saystradingdirectorMatt Collins.

Another£1.25PMPcomesfrom pladis,withtheintroductionofJacob’sCrinklysSalt&Vinegarnon-HFSSbags.The recipereformulationfortheCrinklysbrandmeansthatthey nowhave30%lessfatthanfriedpotatocrispsandhave Oven-Bakedflashesontherange.

Convenientandbudget-friendlymealsolutionsarealsoa vitalrangeforconveniencestoresservicingcollegesand universities. Kepak, withitsRustlersbrand,hasarangethat tapsintothe‘fakeaway’trendandprovidesquick,messfree,budget-friendly optionsthatappealto youngadults.

MarinaraMeatball Subrecentlyjoined Rustlers’hot-eatsandwichrangeintheconveniencechannel,withanrspof£2.30.

“Asmanystudentsshopalonelookingforaffordable, single-servemealswhichsuittheiron-the-golifestyle, brandssuchas£107.1millionRustlershaveakeyroletoplay inattractingthemtostores,”saysRossDavison,headofconvenience.

“Stockedbymorethanhalfofconveniencestoresinthe UK,wholesalersrecogniseRustlers’pullingpoweramong youngadults.Studentshoppersareextremelybrandloyal and,coupledwiththefactthatpeopleaged16-24arethe mainconsumersofRustlers,wholesalerscanstockRustlers withtheknowledgethatitwillappealtoyoungadultswho shopattheircustomers’stores.”

TheGenZagegroupisalsothetargetaudiencefor FrieslandCampina’s currentactivityforitsYazoobrand.

The£3millionpromotionaladvertisingcampaignruns untillateAugustandaimstoincreasebrandawarenessof theflavouredmilkrangebyairingonkeynationalTVchannelsincludingITV,ITVBe,SkyMediaandChannel4,and appearingontargetedvideoondemand.Theadvert,which utilisesthe’90siconographytrend,isestimatedtoreach 67.6%ofUKadults.

Thecampaignissupportedinretailthroughpromotions, secondarysites,competitions,in-depottakeoversand at-fixturePoS.ThereisfurtheramplificationacrossYazoo’s socialmediachannels,particularlyTikTok,whichhasthe brandencouragingfollowerstotakepartinalip-syncing trendusingnew-lookYazoobottles.Theupdatedpackaging hasamorecontemporarylookandfeel,withalargerfocus onsustainabilityandtastecredentials.

Bigsalesforsmallerbudgets

Withtighteningpurse-strings,aqualityeveninginisnowadesirableandbudget-friendly alternativetoanightout.Theriseofthebignightinisatrendthatissticking.

Thedeclarationthat‘stayinginisthenewgoingout’ hasrungtrueforsometimenow.Consumershave lessdisposableincomeandoverthepastthree yearshavediscoveredanalternativewayofsocialisingthathasfuelledtheriseofthe‘bignightin’mission. Fromdinnersonlapsandafamilymovietococktailnights withfriends,therearemultipleopportunitiesforretailersto tapintothesalesopportunitiesallyearround.

AstonManor highlightstheimportanceofvalueand choiceforbignightinproducts,andencouragesthetradeto considertheimportanceofimpulsepurchasinginconvenience:“Cash&carriesshould providetherangeretailersneedtoensurethey offeravarietyofchilleddrinksforcustomers tobuy,takehomeandenjoystraightaway,” saysCalliO’Brien,headofmarketing.

Themanufacturer’sKnightsCiderbrand hasseenasharpincreaseindemand,with salesupby54%(Nielsen).TheUK’sNo.1 strongciderbrandhasalsoseenasignificant increaseinnewshoppers–up11%year-onyear(Nielsen).

“Thisyearhascausedmanytopaymoreattentionto whattheyarespendingtheirhard-earnedmoneyon,”says GraceAnthony,brandmarketingmanager.

“Ourrangeprovidesshopperswithanaffordablesolution, withouttradingdownonquality,sotheycanbeassuredthey arenotcompromisingwhenneedingtospendalittleless cashoncider.”

Thesupplier’sFrostyJack’sandCrumptonOaksbrands arebothbeingpromotedwithmediacampaignsthissummer.TVadvertsformpartofwidermulti-channelmarketing activationsforthetwobrands.Inaddition,theStraightOutta Crumptoncampaignisofferingretailersandwholesalersthe chancetowin £1,000until 31August,by scanningthe QRcodefound onanycase ofCrumpton Oaks.

O’Brien pointsoutthat athirdofshoppersonlyeverbuyciderincans,“soitisimportantthatcash &carriesstockbothbottlesandcanstoprovidechoicefor retailersandconsumers”.FrostyJack’sandCrumptonOaks Cidercomeinbothpackformats.

Heineken similarlyemphasisestheopportunitiesofthe bignightinforwholesalersandretailersthroughabreadthof formatsandpricepoints.“Whileshoppersareattemptingto makesavingsacrosslargeexpenditures,suchashousehold

billsoreatingout,smallerpurchaseslikealcoholareone areawhereconsumersarehappytospendalittlemore,with thelargestpurchaseoccasionforlagerintheimpulsechannelbeingasatreat(Lumina),”pointsoutAlexanderWilson, category&commercialstrategydirector.

Heineken’sciderbrandsincludeStrongbow,whichhasa newdesignandanewvariant,StrongbowTropicalCider.

Cocktailsareapopularchoiceforabignightinandthe riseinvarietyandqualityofpremixedoptionscontinues.

KingslandDrinks recentlyaddedCoffee Rum&Cola,PinkGin& DietLemonade,andApple Rum,Lime&GingerAleto theMixUpline-up.

“There’srealprofit potentialforcash&carries asRTDsaresettobeabig growtharea,”saysJo Taylorson,headofmarketingandproductmanagement. “Thebeautyoftheseproductsisthatthesingle-serve measuresencouragetrialandexperimentation.”

SchlossWachenheim notesthegrowingimportanceofthelow/noalcohol sector.“Alcoholhasalwaysbeenseenas acorepartofthebignightin,butthere hasbeenaclearshiftinappetitefor alcohol-freeoptionsthatisbuilding momentumbytheyear,”sayskey accountmanagerDanHarwood.

EisbergSelectionisanewrangeof premiumalcohol-freewinesthatare vegan,alcoholfreeandlowerincalories,whileofferingarichercharacter andflavour.

Alsotargetingtheadultsoftdrinkmarketis Bottlegreen, whichhasintroducedanewcordialflavourandthreenew sparklingpressévariants.

Orange&LemonCordialhasanrspof£4.05fora500ml glassbottle,whileBloodOrangeSpritz(alimitededition), RaspberryLemonadeandGingerBeer(bothlightvariants) haveanrspof£3.20fora 750mlglassbottle.

SarahLawson,headof marketing–softsatSHS Drinks,says:“Bottlegreen isknownforitsiconicshapedgreenbottlesand high-qualityproducts,and ournewvariantswillfurtherenhancethebrand’s strongreputationamong consumers.”

THE UK’S NO.1 STRONG AMBER CIDER BRAND

Fortherisingnumberofconsumersreplicatingthe diningoutexperience, StPierreGroup adviseswholesalers andretailerstostockpremiumbakeryproductssuchas briochebuns.

“Bignightsinofferanaffordablealternativetogoingout, spurringconsumerstochooseaffordablepremiumoptions astheylookforwaystotreatthemselveswellathomerather thangoingout,”saysJoshCorrigan,customerdevelopment director.“Shoppers’hungerforpremiumisationcontinuesto grow,sosavvywholesalersshouldprovideabroadrangeof good,better,andbestbignightinoptionsacrossthecategories,tosuiteverypocket.”

Retailerviewpoint

Howhavesalesofproductssuitableforabignightin performedduringthecost-of-livingcrisis?

Thestorehasseena25%salesincreaseonourbignight inrangecomparedtolastyear.

Whichproductsinparticulararesellingwell?

Forthebignightin,ourcustomerswanttoindulgeforthe premiumexperience.Forexample,theyarebuyingpremiumbrandsofcrispsandsnacks.Theyarealsobuying multi-cansoflager,avarietyofwinesandRTDs.Our frozenfoodmealrange,Cook,remainsafavouritewith ourcustomers.Ourfrozen pizzasareflyingoffour shelvestoo.

Doyoudoanythingin yourstore(suchascrossmerchandisingitems)to promotethebignightin?

Wehavespecialpromotionsincluding‘choose fiveproductsfromthe frozenmealrangefor£6’. Theofferincludesthe mainmeal,sidesanda dessert.Ourcustomerssavearound£7withthemeal deal.Wechangethepromotionandrangeeverythree weeks.Thefrozenmealproductsaremerchandised together.Weusepromotionalmaterialsincludingshelf talkerstohighlightourfrozenmealpromotions,andwe useanoutdoordisplaystandtopromoteourCookrange. WealsohaveoffersonourpizzarangeandBudweiser, andwemerchandisethesetwoproductstogether.

Hasthebignightinbecomethenormnow?

Thebignightinhasbecomethenorm–wehaveseena 50%increaseofsalesinourchocolatesharingbars.The storestartedwith15brandrangesofconfectionery,and thishasnowincreasedto35.Thebiggersharingbagsof confectionery–includingPMPs–arealsosellingwell, andtheready-madepopcornrangeisbecomingpopular.

PeterJuty(pictured),Costcutter,Culverstone,Kent

Kepak similarlyrecognisesthebignightinasanalternativetoeatingout.”With29%ofconsumersplanningtohave fewertakeawaysto curbspend,theriseof the‘fakeaway’trend (recreatingeat-out favouritesathome)is settocontinue,with manyplanningto increase‘entertainingathome’occasions(TWC),”says ElaineRothballer,headofmarketingconsumerbrands.

“PMPscontinuetoprovideavitalreassuranceofvalue. However,valueisn’tjustconfinedtothepriceofasingle product;mealdealsandbundleoffersarepopularwithshoppersseekingsavings.”

Salesoffrozenfoodsarealsorisingaspeoplewatchtheir spendingandtrytoplanaheadandavoidwaste.Foratreat night,dinnerandamoviecanbeaweekendindulgence wherehome-cookedcanreplacetake-awayoptions. Pukka haslaunchedasingle-servefrozenshortcrustchickenpie,in a£1.49price-markedpack–aformatproventoboostsales intheconveniencechannel.

PepsiCo hasanexpansiverangetocatertothebignight inmission,andiscurrentlysupportingindependentretailers’ snacksales.Untiltheendofthe month,independentretailers andoperatorscanenteradraw towin£2,000bypurchasing threecasesofanyqualifying productinasingletransaction.

Withthegiveawayincluding RRPprice-markedpacks,the supplierishelpingretailersto tapintodemandforthepack formatatatimewhenconsumersareseekingreassurance.SharingPMPsaccountfor42%ofsaltysnacksvalue salesandaregrowingat20.1%versusthepreviousyear.

KPSnacks alsoemphasisesthesignificanceofthesharingsectorandthebignightinoccasionforretailers.“49%of consumersseesnacksasamust-haveforaneveningin (Mintel).Snackshavebecomeincreasinglypopularasconsumerscontinuetospendmoretimeat homeduetotrendstowardsmorecautiousspending,”saysMattCollins,tradingdirector.“AtKPSnackswe’retappingintotherisingconsumerdemand forsharingwithadiverseportfolio.”

Headds:“Weknowthereisahigh demandforpremiumlinesasconsumerslooktoreplicatenightoutexperiencesinhome.46%ofshoppersare moreinclinedtotradeuptopremiumfoodanddrinkoptions whendiningathome(Kantar).”

Fox’sBurton’sCompanies highlightsthepotentialofpremiumtreating.“Theconveniencechannelhasgrownpremiumtreatssalesby£7.9million(+14.0%)yearonyear–significantlyaheadofthetotalmarket(NIQ),”saysColin Taylor,trademarketingdirector.