HOW TO PREPARE FOR THE 12 DAYS OF CHRISTMAS
THE BUSINESS MAGAZINE FOR CASH & CARRY/DELIVERED WHOLESALERS
Revealed!
FWD Gold Medal award winners
Under the spotlight: Caterforce’s Nick Redford
FESTIVE CHEER
Premier Foods dazzles Bestway Manchester with Christmas display ALL THIS INSIDE...
4Christmas disasters 4E-cigarette focus 4Movember madness 4Wholesale quiz
DECEMBER 2014
WN O SH E TB O N N A S C N T O S EN A M E E R S I L T A R E EG V L D A R O S I F TH
C ntents
December 2014
Merry Christmas and a Happy New Year to all our readers 07
Bidvest 3663 opens a 170,000 sq ft RDC in Chepstow.
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Caterforce MD Nick Redford is put under the spotlight.
Smoke signals: why it’s time to take notice of e-cigarettes.
ESSENTIALS 05 06 26 32 38
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Editor’s Comment Industry News Achievers Products & Promotions Festive Fun Test your knowledge with our bumper crossword.
OPINION 18
Employment Law Partying responsibly: how to prevent a New Year hangover.
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Legal Advice Understand the dangers of festive goodwill and combat complacency.
A night to remember: the FWD’s annual awards evening featured appearances and messages from some of the country’s top brass.
FEATURES
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Special Report
Product of the month
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A comprehensive round-up of this year’s highest achievers at the FWD Gold Medal awards. 16
Spotlight featuring Nick Redford, managing director of Caterforce.
CATEGORY INSIGHT 22
E-cigarettes The latest innovations taking the market by storm.
Coca-Cola Enterprises has unveiled a raft of Christmasthemed packs and campaigns.
Trials and tribulations: Tom Gittins relives his Glastonburyesque Christmas ‘experience’.
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December 2014
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£2.4m spend across all advertising media 90% campaign reach within the UK MALTESERS® is the No.1 best-selling Bitesize brand* No.3 Chocolate brand in the UK, worth £180m CSV* 5p donation to Red Nose Day from every special pack sold
SPECIAL PACKS AVAILABLE FROM 25th JANUARY 2015 *Source: IRI SIG Extended Snack Outlets 52 w/e 03/14. Comic Relief, registered charity 326568 (England/Wales); SC039730 (Scotland). Maltesers® is a registered trademark. © Mars 2015.
[ EDITOR’S COMMENT ]
Delve deeper into own-label ack in the days when churches were full at Christmas and children were pleased with the tangerine-filled stocking that Santa had left them at the end of their bed, I recall interviewing the persuasive chief executive of one of our leading cash & carry groups (then operating under a different name) who was insistent that I try a sip of one of its leading own-label products. I took a swig of the lemonade he poured out of the two-litre PET bottle and swallowed. It was nothing more than plain, sugared water. If fruit flavourings had been added in the production process, I couldn’t taste any. Lyingly, I told him how good it tasted. After eating well at a swish restaurant near the group’s central office, I didn’t have the nerve to say otherwise. Thankfully, own-label has come a long way since those days of ‘make it cheap, sell it cheap’. Indeed, in the leading supermarkets, the in-house label has been known to account for around half of all food products sold. In some instances, the own-brand is responsible for greater sales than the proprietary, heavily advertised, equivalent. If the quality was anything less than reasonable, that wouldn’t happen, since price is not the only factor for consumers. A new survey from Nielsen reinforces this trend, saying that own-label lines equate with 54% of UK supermarket
B
sales and that 71% of those interviewed believe that quality has improved over time. It’s a shame that the detailed study concentrates on the retail sector to the exclusion of C&C/wholesale. It would have been interesting to see the opinions of not just the independent retailers buying these own-label lines from their cash & carry (or, indeed, restaurateurs from their foodservice wholesaler), but also these purchasers’ own customers – the ordinary man in the street. Certainly, in-house labels continue to play an important role in our sector’s marketing mix, with names such as Landmark’s Lifestyle foods and Prince Consort spirits, Today’s Essentials and Select ranges, Bestway’s Best-in, and Booker’s Lichfields and Chef’s Larder. Yet while they, and many others like them, maintain a level of quality which usually matches supermarket ownlabels, they do not enjoy the level of dominance in the C&C/wholesale channel as their counterparts do in the retail trade. Wouldn’t it be interesting to know just what percentage they account for in our market and how the quality, pricing and margins are perceived by customers? Researchers, get cracking.
Mervyn Gilbert News Editor
NEVER MISS AN ISSUE... Cash & Carry Management is free to cash & carry and delivered wholesale directors, buyers and managers. The magazine is available to other subscribers for just £52 a year or £5 per copy. Overseas yearly subscriptions are priced at £80. Back issues dating back to 2011 are available online. Email mail.winlove@btconnect.com or call (01342) 712100 for more information.
Address Winlove Publications Ltd, PO Box 366, East Grinstead RH19 4ZE Tel (01342) 712100 Email mail.winlove@btconnect.com Fax (01342) 712101 Publisher Winlove Publications Ltd EDITORIAL Managing Editor Kirsti Sharratt News Editor Mervyn Gilbert Features Editor Amber Aiken Editorial Assistant Michael Catling ADVERTISING AND MARKETING Publishing Director Martin Lovell Media Sales Manager Clare Phillips 4,560 July 2013-June 2014 Audit Bureau of Circulations Printed by Bishops Printers ISSN 1352-254X All media rates and feature lists can be accessed online by visiting: cashandcarrymanagement.co.uk
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December 2014
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[ INDUSTRY NEWS ]
Growing group relocates Better accommodation for Country Range, freehold site and members’ expansion. Country Range Group has purchased a new 6,000 sq ft site at Altham Business Park, near Accrington, Lancs. The buying combine – a member of Landmark Wholesale – is growing by 12% year on year and is projecting around £400 million in the current trading period through its 16 wholesalers operating 25 depots in the UK and Channel Islands. The expanding group, which has a central office staff of 13, has already vacated its leasehold 4,200 sq ft headquarters half a mile away in Burnley. As well as providing improved accommodation, the new building will, in the
Rose: ‘An amazing time.’
near future, also include a development kitchen. CRG managing director Coral Rose said: “It’s been such an amazing time for us. We celebrated our 21st anniversary last year and we are still growing at a fantastic rate, putting us in a position to expand in this way.
“Unlike most buying groups, we decided not to continue to rent, but buy a property, purchased by CRG on behalf of the complete membership.” Members whose premises or businesses are undergoing expansion include Thomas Ridley, Turner Price and Birchalls, which is buying a new site. The group, which markets major brands as well as an increasing own-label range, has also developed its K2N software programme. Said Rose: “Our ongoing success is about bringing added benefits to the independent caterer. Selling points such as K2N are what make us stand out as a buying group.” a CRG (0845) 209 3777
New logo JJ Food Service has launched ‘a brighter and more contemporary’ logo in time for the new year. Mustafa Kiamil, managing director, said: “We had our old logo for some years, but as we expand to new sectors, including gastro-pubs and hotels, we felt it was the perfect opportunity to refresh.” In addition to vehicles, the new look is being rolled out to the website, packaging and promotional material. a JJ Food Service (0843) 309 0991
MP tours Batleys C&C
Left to right: Bestway Group’s CEO Zameer Choudrey and chairman Sir Anwar Pervez OBE, Sir Tony Hawkhead CBE of Action for Children, and Bestway Wholesale’s md Younus Sheikh.
£100,000 better off Bestway Group has donated £100,000 to Action for Children – the main beneficiary of its Royal Ascot Charity Race Day. Chief executive Zameer Choudrey said: “The Asian community has traditionally placed family above all other aspects of life and the community is extremely fortunate to have these bonds, which sometimes we may 6
December 2014
take for granted. “Many people, however, do not have these unions, often through no fault of their own. As a nation, we need to give children a sense of security and belonging. They are our future leaders.” The race day, which is in its 21st year, has raised millions of pounds for charity. a Bestway Group 020-8453 1234
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Almost 3,000 small firms in and around Doncaster rely on the local Batleys cash & carry for their food and drink supplies, Rosie Winterton MP discovered on a visit to the depot last month arranged by the Federation of Wholesale Distributors. The C&C, which includes a butchery and petfood section, is under the control of general manager Tony Hirst and a staff of 65, who serve independent stores, restaurants, cafés and other caterers. Customers have the option of visiting the C&C themselves or having the goods delivered to their premises. The local MP, who met Batleys staff and clientele, commented: “This depot is not only an important local
employer, but it also plays a vital role in the local economy and the diversity of our high streets by supporting small independent shops and restaurants.” She was accompanied by James Bielby, FWD chief executive, who said: “All over the country there are wholesalers like this who make sure there is an alternative to large supermarket and restaurant chains. “Batleys does a great job working with Doncaster’s entrepreneurs to ensure the town has a choice of excellent, locally-owned shops and places to eat. “In Yorkshire alone, the sector employs 4,800 people and adds £200 million gross value to the economy every year.” a FWD (01323) 724952
[ INDUSTRY NEWS ]
Revised terms tempt customers
From Hancocks’ website.
Confectionery cash & carry/ wholesaler Hancocks is not imposing a delivery charge on those who spend more than £150 (ex-VAT) online. Orders totalling less than
Chepstow depot Bidvest 3663 has opened a 170,000 sq ft regional distribution centre in Chepstow at a cost of £16 million. It is the wholesaler’s largest RDC. The development, which serves customers in South Wales and the West Country, follows consolidation of the company’s Bristol and Severnbridge sites. Midlands managing director Dave Hodgson said the new depot would also support other locations with frozen products. He added that the Swansea operation has been relocated to a refurbished site nearby. The Chepstow building carries around 5,100 product lines and has a fleet of 30 vehicles making around 1,700 drops a week and delivering more than 70,000 items. This and the Swansea opening follow those in Wakefield and Bicester. a Bidvest 3663 (0370) 3663 000
that will be charged a £10 fee. If drinks are included in the £150-plus transaction, there is a £40 surcharge. But if the total order is over £500, this add-on is excluded. These changes replace a scale that was previously based on the number of cases ordered, not on their value. Chief executive officer Mark Watson said: “Delivery (only available online, not through the 20 C&Cs) is a real cost to bear and we know that many customers see it
as a barrier to purchase. “We have therefore worked to achieve a scenario where we can offer free delivery across the majority of the UK, so long as a certain order size is placed.” In the Highlands & Islands of Scotland, the Isle of Man, Northern and Southern Ireland and the Isles of Scilly, Hancocks’ terms are slightly different. The company’s e-commerce website features over 2,000 products and serves thousands of businesses. Online sales are currently growing by 65% year on year – well ahead of target. Over the Christmas period, business has been particularly brisk through this format. a Hancocks C&C (01509) 216644
Bidvest duo leave Two top executives at Bidvest 3663 have left the company – group commercial director Ian Crawford and group financial director Ian Uren. Crawford, who has taken early retirement, had been with the foodservice wholesaler for 15 years, previously occupying the roles of purchasing director and buying & marketing director. Uren, who joined 18 years ago as an accountant, later became financial controller (1998), director of finance for frozen, fresh & chilled (2000) and then group finance director in 2004. Bidvest 3663’s Andrew Selley, who recently took
Selley: added duties.
over from Alex Fisher as chief executive (Cash & Carry Management: July) has assumed additional duties in relation to group commercial activities, while commercial finance director Alison Brogan is now head of all financial matters. a Bidvest 3663 (0370) 3663 000
Nick Redford at the group’s conference last year.
New FWD recruit Caterforce has joined the Federation of Wholesale Distributors as a full member, reflecting the trade body’s increased focus on foodservice. The buying group has eight members with combined turnover of more than £400 million and nearly 50,000 independent catering customers. The combine has a growing presence in the cost sector. FWD chief executive James Bielby said: “Adding such a prestigious group to our membership helps us to demonstrate that we speak for all food and drink wholesalers in our work in Westminster. Foodservice is increasingly the focus of growth for wholesalers.” Caterforce is the second new FWD member this year, after Country Range Group joined in January. Caterforce’s managing director Nick Redford, who will join the FWD council of members, said: “Changes in legislation are now upon us and the need for the sector to work together on industry solutions will become increasingly important. “Caterforce is continuing to outpace its ambitious growth plans.” a Caterforce (01625) 440188 a Federation of Wholesale Distributors (01323) 724952
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December 2014
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[ INDUSTRY NEWS ]
Success during On air in ‘state of turmoil’ Scotland Toor: seasonal advice.
Bestway deals More than 400 branded and exclusive label products are featured in Bestway Group’s ‘Christmas Deals’ brochure. They are available until 31 December and include both price-marked and non-PM packs. Roopinder Singh Toor, licensed controller at Bestway, is advising retailers to stock up on promotional multipacks rather than singles, have a range of party drinks at various price points and take advantage of gifting. a Bestway Group 020-8453 1234
Greek sale by Metro The Dusseldorf-based Metro Group continues to reduce its global cash & carry interests with the disposal of its Makro business in Greece. The purchaser of the nine branches – some of which are freehold – is retail chain Sklavenitis, which has paid 65m euros for the properties. The Greek business, said a Metro spokesman, was one of its C&C operations which did not offer a ‘long-term growth perspective’. The sale follows those of 19 Metro C&Cs in Vietnam and the Makro UK chain to Booker. 8
December 2014
The refurbished depot at Killingworth, Newcastle upon Tyne.
C&C operator and SPAR wholesaler AF Blakemore & Son increased pre-tax profit from £7.1 million to £7.6 million in the year to the end of April on sales up from £1.14 billion to £1.19 billion. Chairman Gwendoline Blakemore said that assets had also grown – by just under 11% to £78.6 million – by virtue of three Lowries C&Cs in the north and the two BA C&Cs in Wales. She commented: “The food retailing scene has been in a state of turmoil
over the past 12 months as retailers struggle to adapt to changing market conditions. “The c-store market continues to grow as consumers shop more frequently locally and less at large hypermarkets. But there is growing competition as the major multiples continue to open new stores.” Blakemore added that “good, solid progress” has been achieved in the current trading period. a AF Blakemore & Son (01902) 366066
The KeyStore group of 163 convenience stores, serviced by Glasgow-based wholesaler JW Filshill, is running a festive radio campaign this month. Radio Clyde listeners have the chance to win a range of prizes, the top one being £12,000. “This is the second year we have teamed up with the radio station for this campaign,” said Ian McDonald, Filshill’s sales & marketing director. “Last year we experienced an excellent uplift in sales, with retailers benefiting from increased footfall.” Among the leading brands featured in this year’s promotion are Irn-Bru, Pringles and Foster’s. “The campaign will add value to the KeyStore brand and highlight the benefits of shopping locally,” said McDonald. Listeners have to send in a simple text, with the winner drawn at random. a JW Filshill 0141-883 7071
Hair-raising achievement Four of Today’s Group’s Doncaster head office staff last month took on a ‘fantashtic’ new look to raise money for the Movember prostate and testicular cancer charity. They were managing director Bill Laird, finance director John Schofield, trading director John Baines and retail director John Kinney. Their efforts proved worthy to the cause. With the help of generous contributions from the trade, they managed to exceed
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Left to right: John Schofield, John Kinney and Bill Laird. The fourth of the hirsuted team, John Baines, was preening himself when this picture was taken.
their original fundraising target of £7,000 by £489.
Today’s Group (0844) 247 0700 a
[ INDUSTRY NEWS ]
Online service Bidvest 3663 has launched a ‘SmartQuote’ service that allows online customers to negotiate a price in the same way as those ordering through the telesales team. Head of e-commerce Nicholas Weber told Cash & Carry Management: “We wanted to offer all customers the same benefits, whether they choose to order over the phone or online. They can order 24/7 in a way that suits them, knowing that they are getting the best price available.” Prices of selected items are based on the amount of cases ordered and how long customers want to commit themselves to that price. The frequency of purchase is also taken into account. a Bidvest 3663 (0370) 3663 000
Christmas display In its ongoing support of the C&C/wholesale channel, Premier Foods last month set up a Christmas display at Bestway’s Manchester C&C. It features seasonal favourites such as Ambrosia, Bisto, Bird’s and Paxo, all available in price-marked packs. Darrell May, the supplier’s channel director, impulse & wholesale, said: “Retailers have the potential to sell 20% more of our seasonal brands in the 12 weeks before Christmas, so we encourage wholesalers to create bays to ensure there is high visibility.” Haleem Sadiq, Bestway Group’s category controller, grocery, household, health & beauty, commented: “We are continuously looking for ways to help our customers improve sales and it is great to work with Premier Foods
Job well done! Depot manager Sajid Mahmood (right) and deputy Brian Phillips.
to create displays like this to highlight the importance of stocking big household brands in their stores over the key Christmas trading period. “We always champion price-marked packs as they really work well in the C&C/wholesale sector.” a Premier Foods (01727) 815850 a Bestway Group 020-8453 1234
Children are the beneficiaries Children’s charity Aberlour received a cheque for £4,600 after generous contributions from members, suppliers and guests at the Scottish Wholesale Association’s annual conference. One of Aberlour’s ambassadors, Scotland’s Olympic rower Katherine Grainger CBE, was the event’s motivational speaker. The charity each year provides help to over 6,000 of Scotland’s most vulnerable children, young people and their families. Sarah Nicholson, senior fundraising executive, commented: “We would like to thank the SWA members, suppliers and guests at the conference for digging deeply into their pockets.” 10
December 2014
SWA president Asim Sarwar with Aberlour’s Sarah Nicholson.
SWA president Asim Sarwar, who presented the cheque, said: “We are particularly impressed with the work of Aberlour and its commitment to caring for Scotland’s young people.
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“We are delighted to make this presentation to such an important and long-established children’s charity.” a Scottish Wholesale Association 0131-556 8753
Meat counter JJ Food Service, which has been increasing its meat range, is planning to introduce a fresh meat counter at its Enfield headquarters. The company’s chief product officer Ali Guvemli said that it would probably be unveiled some time next year under the control of what is being dubbed a ‘meatologist’. Guvemli added: “He will cut and prepare meat, creating fantastic theatre for customers who come to place their order on-site. New fully-traceable (Red Tractor) meat products from the foodservice specialist are boneless pork shoulder and neck ends, priced at £1.99 per kg. a JJ Food Service (0843) 309 0991
More household SHS Sales & Marketing has added the Zip firelighter and Vileda cleaning products range to its portfolio sold through the cash & carry/delivered wholesale and convenience channels. Zip is claimed to be a £14 million brand, of which £3 million comes from the cash & carry/ wholesale and convenience sectors. It has been established for more than 70 years. The Vileda range of mops, brushes, cloths, scourers and laundry care lines is valued at £3 million. a SHS Sales & Marketing (01452) 378500
SALES BOOST FOR DEPOT IN CAT MAN PROJECT A three-month project which boosted sales of the UK’s best-selling micro snacks at a cash and carry in Gateshead, has grown profitability by nearly 350% and been hailed a success.
“We’ve truly seen the benefit of working with Kepak, and it just goes to show what can be achieved by getting things right in depot.” As part of the project, Kepak also worked with Vacaas Ali, owner of Best-One Columbia food store in Washington, Tyne and Wear, to re-merchandise the HQT fixture. Ali had previously found it difficult to drive visibility of this space in-store.
Kepak Convenience Foods, the Hot, Quick & Tasty (HQT) snack and meals specialist teamed up with the Bestway depot in Gateshead, working with depot general manager Junaid Arif to re-mechandise the HQT fixture and boost micro-snacking sales. Key elements of the project included offering practical advice to staff for keeping the fixture maintained in the long-term, installing new POS in the chiller to freshen up its appearance, giving more priority shelf space to category bestsellers such as the Rustlers Quarter Pounder and Rustlers BBQ Rib, and working with a retailer to help them merchandise their HQT products effectively.
As well as looking at the range and position of Kepak products on-shelf, Kepak advised Ali of the importance of having a dedicated food to go space.
Vacaas Ali - Best-one store owner
As a result, both the depot and local retailer saw positive results, with sales of HQT products up by 5.18% and 50% respectively.
Angela Daulby, Kepak Convenience Foods’ Channel Director, said the success of the project had shown how cash and carry depots can boost sales by following “simple steps to ensure that their HQT was properly merchandised and effectively signposted to drive customers to the fixture.”
Junaid Arif, depot general manager at Bestway Gateshead, said: “Kepak have proven that effective merchandising and strong, eyecatching POS are effective motivators for shoppers looking to purchase HQT products.
She added: “By working with a depot and a retailer in unison, you can see how simply remerchandising the space can offer long-term benefits for both parties.
“Perhaps the biggest achievement to come from the project is the benefit of waste control. With the help of Kepak we have achieved an outstanding 350% increase in profitability, while the distribution of Kepak lines has also risen by nearly 28%. “Our customers were definitely drawn to the space as a result of the changes to the layout. It’s also been an education for our customers, as the new POS really helps highlight the best-selling products, giving them a clearer idea of which products will give the best results in their store.
The Rustlers ‘Super 6’ range – which includes bestsellers such as the Rustlers Quarter Pounder, Rustlers BBQ Rib and Rustlers Chicken Sandwich – was blocked out with shelf trays and point of sale to increase visibility, siting them next to similar heat and eat products such as pasties, pastries and cold sandwiches to maximise the category opportunity for food to go in-store.
New fixture layout - Best-one store
“The depot has seen a huge increase in profitability, and a boost to sales, while in turn the retailer can effectively navigate the fixture in-depot and identify those market-leading brands that are going to give real stand out on shelf and, ultimately, drive sales of HQT in their chiller.”
For more information on our range, category management advice and more... www.kepaktrade.co.uk
01772 688 300
@kepaktrade
[ INDUSTRY NEWS ]
Pluses balance with minuses
Retail advice David Charman (above) has joined the retailer advisory panel of Partners for Growth, Unilever’s category advice programme. The panel was launched in 2009 to help convenience retailers improve business and category performance. Multi-award winner Charman recently doubled the size of his store – a 24hour SPAR forecourt in West Malling, Kent. It offers fresh, local produce from about 60 suppliers and includes a butchery counter with two full-time specialists. Partners for Growth has offered advice to convenience retailers for 10 years and has helped them improve sales by up to 42%. The programme was voted ‘best merchandising advice’ by C&C/wholesalers six years in a row in Cash & Carry Management’s AWARDS scheme. a Unilever (0800) 010109
Wine deal Wine wholesaler Matthew Clark has become the on-trade supplier for Te Awa chardonnay, sauvignon blanc, syrah and cabernet merlot from New Zealand, working alongside UK agent Hatch Mansfield. a Matthew Clark (0844) 822 3910 12
December 2014
Today’s Group, whose members have combined buying power of more tham £5.7 billion, has reported a ‘level’ like-for-like trading performance in the year to 31 March. Trading director John Baines said that while foodservice income rose by 4.4% and tobacco by 2.1%, impulse was little changed at plus 0.7% while licensed offtrade dipped by 2%. Edible grocery was static, but there was a sharp decline in non-edible grocery (household, health & beauty). During the year, more than 750 products were promoted nationally every three weeks, while four specialist brochures were distributed covering non-food, seasonal confectionery (Christmas and Halloween) and, for the first time, Christmas drinks. WOW deals were a feature of the Today’s Retail
Club and efforts were made to secure more than a 40% margin for the promotions featured in the group’s national brochures. “Excellent negotiations generated savings of over £2.5 million,” said Baines, “and this will continue to be a key area of focus during the coming year.” He also highlighted longer-term joint business partnerships with suppliers. a Today’s Group (0844) 247 0700
Foodservice on the up A newly-produced monthly report for foodservice wholesalers shows good growth across all key channels, including drinks up by 21.9% and chilled food by 7.1%. Compiled by the Federation of Wholesale Distributors in conjunction with CGA Strategy, the service is being made available to all FWD members and other participating wholesale businesses. The report concludes that the combined contributors drove growth in the channel by 6.6% in MAT value terms in the period to October. FWD chief executive James Bielby said that the
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consultancy firm would create a ‘performance benchmarking solution for wholesalers’. He added: “Foodservice offers good growth opportunities for both suppliers and wholesalers, but in order for stakeholders to take full advantage they have to be able to measure the effectiveness of their investment in the channel. “By bringing together our wholesaler members and CGA, we are creating a robust read of the market, giving them the tools to make the most of the potential in this customer base.” a FWD (01323) 724952
Doo ya wan’ it? Brakes has introduced nduja (pronounced endoo-ya) paste, made from Calabrian pork, red peppers and extra virgin olive oil. The paste can be used as a dip or pizza topping, with pasta, burgers or bread, or added to mayonnaise. a Brakes Group (01233) 206000
Bank on us! A team of 18 working in the finance department of SPAR wholesaler AF Blakemore & Son recently spent a day with 100 youngsters bidding to win the AF Blakemore and Barclays Enterprise Trophy. It is the first time the wholesaler and the bank have combined on an education-based project. The schoolchildren were split into groups to set up an ‘innovative retail business’. a AF Blakemore & Son 01902 366066
‘Competitive’ October cigarette sales by Landmark Wholesale members went up by 16.8% over the previous corresponding month, while licensed returns increased by 6.9%. Overall, there was a near10% rise in the MayOctober period. MD Martin Williams referred to the group’s ‘keen focus on competitive pricing’. a Landmark Wholesale (01908) 255300
[ SPECIAL REPORT] By Michael Catling Editorial Assistant FWD Gold Medal awards review
Prime Minister joins food and drink wholesale celebration ith all the expense and effort involved in putting on an awards evening, it seems a shame that so many of these events over the festive period merge into one big blur. Some blame the free bars for clouding memories, while others single out disorganisation, bland food or distasteful comperes in delivering a forgettable experience. There was an expectation that the FWD Gold Medal awards would break the norm, but few could have foreseen former Nisa-Today’s chairman Peter Garvin clambering onto a London Bus inside the HAC Royal Artillery Garden marquee, with a pineapple-shaped cocktail glass in hand. Indeed, it was unfortunate that the event was not hosted at Halloween – such were the amount of amusing and unexpected sights to keep everyone entertained. Although few dared to sport a selection of fancy-dress props scattered around the room, there was a commendable amount of Movemberinspired facial hair on display to invoke comparisons with a Freddy Mercury tribute night. But while a rendition of ‘We Are The Champions’ would have been slightly misplaced, FWD chairman Martin Williams (pictured inset) could not hide his satisfaction after David Cameron sent a personal message praising the “hard work, commitment and success” of wholesale distributors over the last year. The Prime Minister wrote: “You make an important contribution to the economy, supporting jobs and skills directly and indirectly in the supply chain. It is clear that you play a decisive role in ensuring the competitiveness of the UK.”
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Echoing Cameron’s sentiments, Williams told the 728 guests in attendance: “Tonight is all about rewarding talent in our sector. We have some amazing people in this industry: brilliant, enthusiastic and ambitious people, from the boardroom to the shop floor. “In the vans and trucks, on the telephone, out in the field with the customers and around the negotiating table with suppliers – these people are driving businesses with their talent and energy.” A dozen wholesale awards were presented to individuals, teams and
companies by entertainer Hugh Dennis, with Landmark Wholesale and Today’s Group members triumphing in three categories apiece. Bestway Wholesale won the Wholesale Service to Retail award, while Creed Foodservice scooped the Wholesaler Service to Foodservice trophy after receiving recognition for its out-of-stock monitoring and driver debriefs after every delivery. To conclude the presentation, Nisa’s corporate events director David Cullen was honoured with the Lifetime CCM Achievement Award.
Wholesaler Gold Medal award winners 2014 Delivered Wholesale Driver Martin Hancox (Blakemore Food Service) Customer Support Claire Bucknall (Dee Bee, Grimsby) Cash & Carry Depot Team Bestway Team Valley Depot Team Member Clive Coward (Booker Eastleigh) Wholesaler Service to Retail Bestway Wholesale Wholesaler Service to Foodservice Creed Foodservice Cash & Carry Manager Atif Rashid (Alfa Wholesale) Delivered Depot Manager Simon Hannah (JW Filshill) Environmental Initiative in the Wholesale Channel KP Snacks Green Wholesaler of the Year Bidvest 3663 Young Wholesaler of the Year Marcus Singh (Hyperama) Lifetime Achievement David Cullen
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five-star team
At Landmark Wholesale, we know that a great team leads to great results and we pride ourselves on having a five-star team. And we’re not the only ones who think so. With five top awards won in the space of just a week, the wholesale industry obviously agrees.
So what are you waiting for?
IAA
Responsible Retailer of the Year 2014
FWD
Gold Medal Wholesaler Service to Foodservice 2014
FWD
Gold Medal Young Wholesaler of the Year 2014
FWD
Gold Medal Delivered Wholesale Driver 2014
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w te inn am in g
If you want excellent trading terms, industry-leading own brands, an award-winning retail development programme, exciting foodservice business development programme and a proven track record, come and join Landmark Wholesale and be part of a winning team.
Asian Trader
Responsible Retailer of the Year 2014
To find out more, contact Martin Williams, Managing Director, on 01908 255313 or martin.williams@lmkcc.co.uk
[ SPOTLIGHT ]
sponsored by
Nick Redford, managing director of foodservice buying group Caterforce Outside of work, can you imagine being a Man City fan watching dross home and away for over 30 years, and then just as you get married and have children, they get taken over by one of the world’s richest men and start winning? I still have my season ticket but I only manage a few games a season and I will have to wait a few years before I get to do the European trips!
Nick Redford now and as a youngster practising his pub skills at his dad’s house!
‘The status quo is there to be broken’ What has been the major milestone or turning point of your career? Without a doubt, joining Caterforce. Moving from a completely corporate environment to one working with very entrepreneurial family-run businesses has given me the freedom to put my own ideas into action. The board have supported me wholeheartedly and my learning curve has been immense. Who has been the biggest inspiration to you? It has been different people at different stages: in my early years my parents, and then various colleagues throughout my working life. The stories of the early years at some of our member wholesalers are quite humbling. Their dedication, hard work and self-belief show what can be achieved when you believe in something, yet have almost nothing. How do you maintain a work/life balance and how have developments in technology affected this? I live over 70 miles from the office, which is challenging, but today’s technology means we can continue to work wherever we are. I am a people person though, so I still spend most days in the 16
December 2014
office. Having a three-year-old daughter means I still need to be a little flexible and work over one day, and then pinch a bit back another. What most frustrates you in business and in life generally? In business, people who play it safe. The status quo is there to be broken and you will never achieve that without risk and a few bloody noses! I once launched a two-tone toilet roll, which flew on promotion but I priced it wrongly off promotion and couldn’t reignite the initial buzz. However, it will never stop me looking at new ways of doing things.
If you were able to retire tomorrow, would you? I guess it sounds like a nice prospect but I have so many friends through work that I’m not sure I could retire right now. What advice would you give someone starting his/her first job? Wherever possible, don’t let money dictate the direction of your early career. The early years are about finding something you enjoy, working hard, learning and developing. This will provide a sound foundation for the rest of your career. What type of business would you go into if it wasn’t C&C/wholesale? I have always been curious about what life would be like on the other side of the table – what I could do as a supplier. Other than that, I was a budding actor when I was young! If you had a million pounds to invest, how would you spend the money? I would buy a well-placed but poorly run pub and transform it. Not sure if my wife CCM would trust me in a pub though!
Summer job led to career in buying Nick Redford joined Makro in 1997 after working as an administrator in the buying department during a summer break from university. He progressed through the trainee buyer programme before becoming edible grocery buyer in 2001. Two years later, he switched to buying laundry, household and paper products, and in 2007, he was promoted to head of
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buying for alcohol, impulse and grocery. Redford’s talents were recognised when he won the Makro buyer of the year award in 2005 and 2007 (he was runner-up in 2006), and he was also named in The Grocer’s ‘Six of the Best’. He left Makro to become buying director of Caterforce in 2010 before taking on his existing role of managing director in 2011.
Available at Most Retailers & Superstores
HYPERAMA
WHOLESALE
Trade enquiries welcome
and many other leading wholesalers.
Tel: 0208 575 3700
[ EMPLOYMENT LAW ]
Happy Christmas party! and to be able to discipline employees for being too drunk or late for work the next day, you need to make it clear exactly what behaviour is acceptable. So if you expect all your staff to be at work by 9am the next day, make this clear. Better still, try to organise your event at a weekend when staff may not have to attend work the following day. If your party is held at an outside venue, it is important that staff understand that the company’s reputation may be put at risk if things get out of hand.
Meet the HR expert Cate Ritchie, 121 HR Solutions Cate Ritchie is a fellow of the Chartered Institute of Personnel and Development
n the majority of cases, the festive season presents a great opportunity to recognise the hard work your team have put in over the year, and is often a time for staff to ‘let their hair down’. However in some cases it can create problems for employers once the partying is over. So here are some tips to help you prevent your Christmas partying becoming a New Year hangover!
I
Remember your responsibilities You have a duty of care to your employees. When it comes to harassment, as an employer you are responsible for the actions of your employees at Christmas parties, even if they are outside work. This includes behaviour which is sexual in nature. Comments made at Christmas parties have resulted in high pay-outs at tribunals in the past, so make sure your employees know that unwelcome comments to colleagues will not be tolerated. You should remind staff of the harassment and discrimination policies
that you have in place, and the consequences of failing to adhere to them. Take any grievances seriously If you receive a grievance from a member of your staff, ensure that it is dealt with as soon as possible and ensure that you adhere to your Disciplinary and Grievance Procedures. If in doubt, call 121 HR Solutions for advice. Make sure your team know the ground rules Although it may appear a little ’Bah Humbug’, it is worthwhile circulating the ground rules to staff before the event, such as an email to all employees or a notice on the staff notice board. To prevent the festivities getting out of hand
Interviewing candidates with a visa Q:
We have invited an individual for an interview but have since found out that he only has 16 months of a working visa left. As this is a permanent/ long-term position, we would like to withdraw his application from the interview process. Where do we stand on this?
A:
If you stop the individual from attending the interview after you have invited him to participate, depending on his ethnicity, you may run the risk of a race discrimination claim. It would be safer for you to interview him with all of the other candidates you have
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December 2014
shortlisted, with a view to appointing the best applicant. This will give you the opportunity to talk to him afterwards about the length of the visa and remind him that it is his responsibility to ensure the visa extension/ renewal is requested prior to expiry. Remind him that if he does not have the right to continue working in the UK, he could not continue with his employment at that stage because it would be breaking the law. You must also make it clear that you are not in a position to act as a Sponsoring Employer, in case he expected that you would do this.
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Limit free alcohol you provide to staff and feed them well Employers will often provide free alcohol at Christmas parties as a way of saying thank you, but make sure that this is not excessive. It is also important to ensure that there are non-alcoholic alternatives available for those individuals who do not wish to drink. Remember that some people may not drink on the grounds of their religious beliefs, and it is important to ensure that they do not feel uncomfortable with abstaining from alcohol. Consider organising a bus or taxis for staff to get home to avoid people being tempted to drink and drive If staff are expected to be at work the next day, it is worth reminding them about the effects of drink driving the next day, particularly if they require a driving licence to fulfil their job requirements. Limit your own alcoholic intake It is important that you model the behaviour that you expect from your employees. Avoid being tempted to talk business at these events and don’t promise employees something that you CCM would later regret!
121 HR Solutions provides employers of all sizes with professional, cost-effective human resource support. If you need further guidance about staff behaviour or any other HR issue, contact Cate at cate@121hrsolutions.co.uk or phone (0792) 121 3890.
A variety of ways to increase your sales
On
TV
Free The Joy!
with the Nation’s Favourite* • Heavyweight media 2015 • Encouraging shoppers to explore our varieties
Make sure you’re fully stocked! Innovating and investing to help you drive your sales... *Source Nielsen 01/11/14
[ LEGAL ADVICE ]
The 12 days of Christmas: keep your business running smoothly Meet the legal expert Helen Jenkins, Legal Edge Helen Jenkins is a legal counsel to small and medium businesses
n the 1st day of Christmas my HR director said to me, ‘It’s the office party next week and you remember the fracas last year?’ Set some ground rules. You have a duty of care to your employees so email your staff with a polite reminder that normal and appropriate rules of behaviour apply at the party. On the 2nd day of Christmas my sales director said to me, ‘I’ve just signed our largest contract ever with a new customer’. Great news. Did the sales director follow a sign-off and authorisation process? You should be involved in approving larger contractual commitments and verifying new customers to ensure they are legitimate. On the 3rd day of Christmas my accounts controller said to me, ‘I’ve just stopped a cheque for the batch of faulty materials’. Not necessarily a good idea.
O
popular, but I got a letter from Scrooge Inc telling us to stop selling it because the branding is the same as theirs’. Did anyone do a trademark search before the launch to check that the branding wasn’t the same or similar to someone else’s? Time to check and take action if needs be. On the 6th day of Christmas my pensions manager said to me, ‘I’m not going to bother with this new automatic pension scheme as our staff don’t want to be part of it’. That is not an option. There are clear deadlines by which staff must be enrolled. Make a plan and talk it through with your employees.
‘Think twice before you accept invitations. You should check your gift and hospitality policy. A lavish gift could be viewed as an illegal bribe’ Talk to the supplier instead as stopping the cheque means they may be able to take legal action against you, and faulty goods may not be a valid defence. On the 4th day of Christmas my personal assistant said to me, ‘Our biggest competitor wants to talk to you about what we should do about the new depot that just opened down the road’. Consider carefully before doing so. Talking to competitors about influencing or restricting competition may be illegal. On the 5th day of Christmas my product manager said to me, ‘Our new 5 Gold Rings product range is proving 20
December 2014
On the 7th day of Christmas my office manager said to me, ‘We’re short of office space so I’m going to get rid of those old boxes of files and paper’. Think before you act. Documents like board minutes, contracts and job applications have to be kept for minimum time periods. Ensure you have a document retention policy and that staff know about it. On the 8th day of Christmas my IT manager said to me, ‘I’m going to replace that stolen laptop. No point in reporting it to the insurers as it will only bump up next year’s premium’. Check
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the insurance policy first. If you don’t report certain issues, there is a danger you could invalidate the policy for future claims. On the 9th day of Christmas my office administrator said to me, ‘We don’t process any data now as it’s all done by our external supplier, so I won’t bother renewing our Data Protection Act registration’. Your office administrator is very likely to be wrong. Holding and passing on information about staff to a payroll provider, for example, means you must maintain your registration. On the 10th day of Christmas my marketing manager said to me, ‘The 2015 advertising campaign is ‘The Biggest, Best Buys’. Be careful. Don’t make claims you can’t support. Unless the statement can be substantiated and qualified, it may be misleading and could result in a complaint to the Advertising Standards Authority or worse. On the 11th day of Christmas my health & safety officer said to me, ‘I’ve seen the broken convex mirror at the end of aisle seven, I’ll fix it when I get back from holiday’. Don’t leave it. Repair it now, remove the hazard or risk breaching your health and safety obligations. On the 12th day of Christmas a supplier said to me, ‘I’d like to invite you and your family to my holiday home for the New Year’. Think twice before you accept. You should check your gift and hospitality policy and probably decline. A lavish gift could be viewed as an CCM illegal bribe.
The in-house lawyers at Legal Edge are an experienced team who provide a commercial approach to minimising legal risk. They can ‘health check’ your business and put in place the simple policies, procedures and training your business needs. Contact Helen Jenkins at helenjenkins@legaledge.co.uk.
OFFICIAL BREW OF ENGLAND CRICKET
[ E-CIGARETTES ]
The Great British Vape Off A little over a decade after a Chinese pharmacist invented the first battery-powered vaporizer, the e-cigarette category continues to grow in popularity as smokers seek healthier, cost-effective and convenient alternatives. Michael Catling reports. he e-cigarette market grew by 340% from an estimated £44 million in 2012 to £193 million last year, a report by Mintel has revealed, with 32% of users citing e-cigarettes as a good alternative to tobacco. This growth can be attributed to consumers looking to quit smoking altogether, with 56% of ex-smokers and 32% of current smokers favouring vaporizers as a smoking cessation tool (ASH – Action on Smoking and Health). As a result, e-cigarettes rank as the most popular method to treat nicotine addiction and withdrawal ahead of nicotine replacement therapies (NRTs) (Smoking in England). To help differentiate from an estimated 200 brands currently operating in the market, V2 Cigs has launched a premium three-in-one vaporizer – the first of its kind in the UK. The V2 Cigs PRO Series 3 Vaporizer, which can detect interchangeable E-Liquid, Loose Leaf or Essential Oil cartridges, has an rsp of £80, with an initial promotional price of £49.99 – “half the cost of its nearest competitor”, claims Paul Hunt, UK managing director at V2 Cigs. Available in three colours – black, silver and blue – the portable V2 PRO Series 3 Vaporizer comprises a steel vaporizer, magnetic USB charger and an e-liquid cartridge. Hunt comments: “Our new V2 Cigs PRO Series 3 Vaporizer is a truly unique and revolutionary product. For consumers, this multi-functional product provides choice, power and control when vaping, and for retailers, this development allows them to offer a fantastic electronic cigarette at great value for money.” The launch, which is supported by digital and social media campaigns, follows the October release of the V2 Cigs, V2 Cigs PRO Series and Vapour Couture portfolio into the UK market for the first time. All of these products deliver an average profit margin of 40% for retailers. The range, which is stocked by Palmer and Harvey Plus Extra and Confex cash & carries, includes Classic Flavour Cartridges & Batteries, EX Series Cartridges & Batteries, Shisha Pens and Refillable E-Liquid Mini-Tank style Cartridges, and E-Liquid Flavour Bottles, plus the Soft Tip V2 Cigs Disposable Electronic Cigarette. To give added transparency and reassurance, all products
T
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December 2014 www.cashandcarrymanagement.co.uk
Did you know? The e-cigarette market is expected to be worth £340 million by 2015 (ASH).
containing e-liquids have been code stamped with a batch number, which consumers can view and track online. Retailers who stock V2 products are able to order a free branded counter-top display unit, available in two sizes, by calling the company direct.
Igniting interest E-cigarette usage among UK adults has tripled from 700,000 to an estimated £2.1 million in the last two years (ASH), with just under 20% of current or ex-tobacco smokers using e-cigarettes on a regular basis. According to John Dunne, head of sales at Gamucci, “petrol stations and convenience stores are increasingly recognising that they must take a category approach to electronic cigarettes”. In response, Dunne advises wholesalers to adopt a category approach in line with retail by stocking a range of brands, rather than just three or five. He adds: “Wholesalers and retailers should sell electronic cigarettes in branded fixtures alongside traditional tobacco products where possible. Alternatively, they also sell well in the health and beauty section of the store.” To assist smokers in switching to electronic alternatives, Gamucci has recently released a Vitesse USB Starter Kit and an ultra-premium e-liquid range. Supplemented by educational support and PoS material, the starter kit (rsp £19.99) contains one free bottle of 10ml Ultra Premium E-Liquid, a rechargeable lithium battery, a USB charger and a Clearomizer with two replaceable VaporCoils. The 10ml e-liquid bottles (rsp £4.99)
A Brand you can trust. AA A taste you will Love
AVAILABLE NOW
by
The complete range of E-Cigarettes
Promo Checker is a website reporting national promotional activity from suppliers in key wholesale outlets
“Promo Checker enables me to quickly get a rounded view of all the relevant promotional and competitor activity. This is mainly down to its concise and informative format.� John Sutcliffe, Out of Home & Convenience Channel Controller, Taylors of Harrogate
For further information:
www.cashandcarrymanagement.co.uk tel: 01342 712100
[ E-CIGARETTES ] are compatible with all refillable e-cigarettes and are available in 10 different flavours, ranging from Cappuccino to Mango. Six Ultra Premium E-liquids are sold in Flavour Mix and Tobacco Mix bundles, both of which retail at £24.99. A Vitesse Starter Bundle (£39.99) is also obtainable and features the USB starter kit, alongside one Mix Bundle.
Puffing profits Sales of electronic cigarettes, worth £91.3 million a year, are offsetting a 11.2% decline in manufactured cigarette sales (Citi research), with the number of current smokers using e-cigarettes on a regular basis rising from 2.7% in 2010 to 17.7% in 2014 (ASH). Vapestick reports that e-cigarettes have now reached a “tipping point” and are in “pole position” to become a destination choice in convenience stores. This corresponds with the release of Vapestick’s Advanced Vaping System (rsp £17.99), which is marketed as helping to fulfil an “established gap in the marketplace between rechargeable e-cigarettes and refillable tank-based vaporizer systems”. The new system, which incorporates prefilled v-tanks for added convenience, contains 2.4ml of Vapestick’s v-liquid in a choice of flavours and is backed by a £12 million multi-channel marketing campaign. Michael Clapper, co-founder of Vapestick, adds: “We believe this is a game-changer, bringing all the performance benefits of the latest vaporizer devices but without the hassles that come with self-filling and open access to e-liquids.”
Buyer’s view from HQ Altaf Khan, category manager – non-food at Bestway, comments: “Customers tell us that there are too many brands around and this is adding to the confusion. Because there is a limited understanding among retailers, some are simply stocking what a consumer asks for, rather than taking into consideration category management that they would adopt in other areas of their store. “We work with suppliers to educate retailers in-depot on the products and supply them with literature that they can use and display in their shops to educate consumers. Like every other category, it is all about taking a disciplined approach, stocking the major brands, analysing rates of sale and communicating to customers in-store. “What we have found is that brands that shout the loudest in terms of marketing and PoS stand out. However, because the category is still relatively new, companies cannot sustain the marketing across the entire year, so they all benefit when they promote and then seem to slide when not on promotion.”
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December 2014 www.cashandcarrymanagement.co.uk
A total of 47% of rechargeable e-cigarette users purchase products with pre-filled cartridges.
Full steam ahead Republic Technologies (UK) has introduced OCB, continental Europe’s best-selling rolling papers brand, into the UK’s e-liquids market. Although e-cigarettes have the highest penetration of initial usage, e-liquids have the biggest penetration (41%) in terms of ongoing usage, according to ASH. The 10ml range, which has an rsp of £3.99, offers vaping enthusiasts a choice of six flavours, which currently account for 80% of the market, in four nicotine strengths. John Catania, managing director of Republic Technologies UK, says: “At a time when the market is flooded with brands with a lack of proven credentials, consumers are looking for vaping brands such as OCB to provide reassurance in terms of the source of production, quality of manufacture and safety of usage.” Catania believes the products will help to alleviate health concerns, with one in five e-cigarette users admitting that they will only be safe when they receive NHS approval (TGI). The OCB e-liquids range includes Original, American Tobacco, Oriental Tobacco and Menthol flavours. Two variants, Coffee and Red Fruits, are also available as nicotine-free options. To encourage new entrants into the category, Republic Technologies also offers an OCB starter kit (rsp £14.99), which incorporates a battery, clearomizer, coil, suction cup, plastic case and instruction manual. A selection of cartomisers, coils and chargers complete the OCB portfolio, which is supported by dedicated display stands, posters and window stickers to increase consumer awareness and drive traffic in-store. CCM
For further information: Gamucci (0870) 471 7569 Republic Technologies (01494) 556129 Vapestick (0800) 011 4312 V2 Cigs (01733) 555555
[ ACHIEVERS ]
Vote for best advertisement Cash & carries and delivered wholesalers across Scotland have named their favourite advert of 2014 for the Achievers ‘Best Advertising Campaign’ category. The trade will now vote on the top nominations (see below). Other products/companies nominated were: Ben and Jerry’s, Arbikie Potato Vodka, Carling, Casillero del Diablo, Foster’s Lager, Guinness, McVitie’s, Müller Rice, Snickers, Southern Comfort and Whyte & Mackay. Foster’s Radler ’Good Call – Volleyball’
Irn-Bru ‘Irn in our Blood’
Haig Club ‘Welcome’
Stella Artois ‘The Perfect Serve – Poolside’
Company .....................................................
Best advert .............................................................
Contact name ..............................................
................................................................................
Please email your vote to kirsti.sharratt@virgin.net or fax the form to (01334) 479695 by 30 December.
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December 2014
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[ ACHIEVERS ]
Can AG Barr be caught? AG Barr is now the front runner in the race for the Achievers ‘Best Overall Service’ title.
COMPANY
SCORE (max. 50)
1
AG Barr
43.14
41.27
1
2
Whyte & Mackay
41.86
40.43
3
3
Maxxium
41.29
39.21
4
4
Heineken
41.00
37.94
6
5
Tunnock’s
40.46
41.21
2
6
C&C Group
40.36
38.05
5
7
Tayto
40.11
36.75
8
8
Diageo
39.59
36.48
9
9
Red Bull
38.53
33.65
17
10
Imperial Tobacco
37.20
37.39
7
=11
Premier Foods
36.73
30.63
25
=11
Unilever
36.73
34.80
14
13
Highland Spring
36.47
32.15
22
=14
Coca-Cola Enterprises
35.98
34.67
15
=14
Nestlé 1st Choice
35.98
33.47
19
16
Mars
35.56
36.22
10
17
JTI
35.41
36.12
11
18
Lucozade Ribena Suntory
35.00
35.40
13
19
AB InBev
34.43
31.89
23
20
Cott Beverages
33.58
33.50
18
21
PepsiCo
33.39
33.85
16
22
Mondelez
33.35
35.61
12
23
Molson Coors
33.25
30.49
26
24
United Biscuits
32.90
31.01
24
25
Pernod Ricard
32.29
33.16
20
26
Danone
32.26
30.16
27
27
Kellogg’s
32.25
32.57
21
28
Bacardi Brown-Forman
31.01
29.07
29
29
Britvic Soft Drinks
30.31
29.35
28
OCTOBER PERFORMANCE 28
SEPTEMBER score/position
POSITION
December 2014
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WN O SH E TB O N N A S C N T O S EN A M E E R S I L T A R E EG V L D A R O S I F TH
[ ACHIEVERS ]
Final round of voting Wholesalers in Scotland are asked to rate each supplier on its performance in November. NOVEMBER PERFORMANCE
Deliveries inc Admin (max. 15 points) write N/A if not direct
Supplier Contact (max. 15 points)
Scottish Focus (max. 15 points)
Packaging & Merchandising (max. 5 points)
TOTAL (max. 50 points)
AB InBev AG Barr Bacardi Brown-Forman Britvic Soft Drinks C&C Group
(inc Magners/Tennent’s)
Coca-Cola Enterprises Cott Beverages Danone Diageo Heineken Highland Spring Imperial Tobacco JTI Kellogg’s Lucozade Ribena Suntory Mars Maxxium Molson Coors Mondelez Nestlé 1st Choice PepsiCo
(retail/confec)
(inc Walkers)
Pernod Ricard Premier Foods
(inc Foodservice)
Red Bull Tayto
(Golden Wonder)
Tunnock’s Unilever
(retail)
United Biscuits
(McVitie’s)
Whyte & Mackay
Contact name & company ...........................................................................
30
December 2014
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Please email your completed form to: kirsti.sharratt@virgin.net or fax to 01334 479695
Coca-Cola Enterprises are proud to sponsor Scottish Wholesale Achievers
BRING YOUR PROFITS TO LIFE • Coca-Cola Life is our first lower-calorie* cola sweetened with sugar and stevia leaf extract • It has the great taste you’d expect but with a third less sugar and a third fewer calories* • Coca-Cola Life contains only natural flavours and no added preservatives • It offers more choice for people who are looking for a great-tasting cola with fewer calories* • Available in 330ml, 500ml & 1.75L plain and price marked packs
STOCK UP NOW! *Reduction by one third of the calories than full sugar colas in GB, due to 37% sugar reduction, thanks to the presence of Stevia extract. ©2014 The Coca-Cola Company. Coca-Cola Life, the Dynamic Ribbon Device and the Contour Bottle are registered trademarks of The Coca-Cola Company.
[ PRODUCTS & PROMOTIONS ]
Coca-Cola celebrates Christmas with fun-filled festive activity COCA-COLA ENTERPRISES – To build on the success of its ‘Share a Coke’ campaign this summer, Coca-Cola has unveiled a selection of Christmasthemed 500ml packs of Coca-Cola, Diet Coke and Coca-Cola Zero. Soft drinks represent the top performing seasonal category at Christmas, with more shoppers buying from the Coca-Cola range than any other brand (Kantar). The special-edition packs are designed to drive incremental sales by encouraging shoppers to ‘Share a Coke’ with Rudolph, Blitzen, Comet, Cupid, Dancer, Dasher, Donner, Prancer or Vixen. Festive graphics have also been added
to 330ml, one-litre, 1.25-litre, 4 x 1.5litre, 1.75-litre, 6 x 330ml and 8 x 330ml packs of Coca-Cola and Diet Coke, while a new e-commerce platform has been introduced to increase online engagement. By visiting www.cokezone.com, consumers can send a personalised Christmas gift pack, card or video message to family and friends. Elsewhere, the soft drinks brand has sought to publicise its global partnership with game manufacturer Ubisoft by incorporating an on-pack promotion across its 250ml CocaCola slimline can portfolio – the second fastest selling instant consumption pack in independents and symbols (Nielsen). The new campaign, which runs until March,
is supplemented by PoS material and gives consumers access to exclusive content for the video game Just Dance Now. The special packs coincide with the release of the brand’s ‘Holidays are Coming’ TV commercial and the return of The Christmas Tour Truck, which is visiting over 40 locations. a Coca-Cola Enterprises (01908) 822228
‘Chocolatey Cheer’
Celebrity madness
Multimedia mix
UNITED BISCUITS (UB) – McVitie’s has unveiled its first Christmas advertisement in over three decades, as part of a £1 million investment to boost its presence within the UK’s £63 million premium assortments market (Nielsen). The 60-second advert, which is being aired until Christmas Eve, is designed to publicise the new McVitie’s Victoria Biscuit Selection 700g (rsp £10) and 300g (rsp £5) hinged boxes. The commercial is the latest addition to the ‘McVitie’s Sweeet’ multimedia campaign, which was launched in February. a United Biscuits 020-8234 5000
MONDELEZ INTERNATIONAL – Cadbury has teamed up with ITV to release five seasonal short films starring six British celebrities. The unscripted ad-break specials, which will be aired on ITV and ITV Player until the end of December, feature the likes of Fearne Cotton, Keith Lemon and Phillip Schofield showcasing the best (and worst) of their talents. As part of the collaboration, Cadbury will also sponsor a selection of ITV Christmas Special TV programmes, including All Star Family Fortunes. a Mondelez International (08702) 400861
BRITVIC SOFT DRINKS – A multimillion pound marketing campaign, entitled ‘There’s Joy in the Blend’, has been unveiled to help reinforce the versatility and mixology of J20. The £2.3 million investment, which includes two TV adverts and online and experiential activity, is designed to “break down any pre-conceived perceptions of J2O”, says Jonathan Gatward, GB marketing director. This aligns with Britvic’s plans to invest in a wider variety of drink serve sizes, in turn targeting the hospitality industry and at-home social occasions. a Britvic Soft Drinks (0800) 032 1767
PRODUCT OF THE MONTH
32
December 2014
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THE UK’S No.1 FLAVOURED CARBONATE PROUD TO SPONSOR
‘GREAT PLACE TO WORK’ FOR SCOTTISH WHOLESALE ACHIEVERS
*Nielsen Scantrack, Vol Sales, MAT to 11.10.14, Total Impulse.
Call us on 01204 664 295
*
[ PRODUCTS & PROMOTIONS ]
Football funfair
Sugar-free fix
Golden surprise
KP SNACKS – McCoy’s, the UK’s number one ridged crisp (Nielsen), has teamed up with Sky Sports as the Official Crisp Partner of the Football League to unveil an on-pack promotion. Designed to target the brand’s core younger male demographic, the initiative gives consumers the chance to win two-for-one Football League tickets, plus an array of ‘money-can’t-buy’ prizes, until mid-April. The promotion, which is backed by a TV advertising campaign, currently features on 50g bags of McCoy’s three core flavours, and will be extended across the full 50g range, including PMPs, from January. a KP Snacks (0845) 601 7583
KERRY FOODSERVICE – To help consumers recover from over-indulging during the Christmas period, DaVinci Gourmet is offering a range of Sugar Free syrups. Available in Caramel, Hazelnut and Vanilla flavours, the variants are specifically targeted towards the 42% of consumers who associate sugar-free products with healthiness (Mintel). To capitalise on increased January demand, brand manager Steph Goldie advises foodservice operators to promote ‘Guilt Free’ hot beverages in front windows, while also pairing drinks with healthy food options to harness crosscategory purchasing. a Kerry Foodservice (01784) 430777
JTI – The company has hidden 200 golden tickets in price-marked outers of 20g Amber Leaf Signature Blend tobacco. A total of 15 retailers will win £500 worth of Amber Leaf stock, with the wholesalers who sell the outers sharing £7,500 in cash prizes. Meanwhile, B&H Dual has undergone a redesign to help reinforce its status as the fastest growing sub-premium cigarette brand (Nielsen). The new blue 10s and 20s packs will be supported by a ‘text to win’ competition in January, giving 80 retailers the chance to win £250 worth of B&H Dual stock. a JTI (01932) 372000
Bite-size bonanza
Packing a punch
Special tribute
FERRERO – Snack-sized bags of Kinder Choco-Bons, Chocolate Mini and Chocolate with Cereal Mini have been launched to correspond with the growth of sharing and on-the-go treating. The variants include individually wrapped bite-sized chocolates (rsp 54p), with the larger sharing options (rsp £1.55) featuring a convenient resealable tab. In January, the launch will be supplemented by above and below-theline activity, including a £1.3 million TV advert, tailored in-store promotions, shopper media and sampling. a Ferrero (01923) 690300
EHL INGREDIENTS – The spice and condiments manufacturer has released a 20-strong range of new herb and spice blends, rubs, marinades, coatings and seasonings – its largest product launch to date. Tapping into the growing popularity of international cuisines, the versatile blends include four dry marinades, six speciality blends, three textured coaters, five everyday seasonings, a complete burger mix and a complete sausage mix. Allergen-free and organic variants are also available upon request. a EHL Ingredients 0161-480 7902
IMPERIAL TOBACCO – To commemorate the 113th anniversary of Lambert & Butler, the UK’s number one tobacco manufacturer has introduced a new limited-edition pack design. The artwork, which communicates the brand’s longevity, is printed on the external rayophane of Silver 10s and 20s packs, with rsps of £6.74 and £6.79 respectively. Imperial Tobacco advises stores to stock up on its premium brands, such as Lambert & Butler, Golden Virginia and Embassy, as consumers traditionally trade up over the Christmas period. a Imperial Tobacco (0117) 963 6636
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[ PRODUCTS & PROMOTIONS ]
Contemporary look
Younger target
Shrinking solution
GREENE KING – The Old Speckled Hen family, the UK’s number one premium ale (Nielsen), has a contemporary new look for its cans, bottles and multipacks to attract the next generation of beer enthusiasts. The redesign, which features across packs of Old Speckled Hen, Old Golden Hen, Old Hoppy Hen and Old Crafty Hen, displays clearer beer descriptions and is designed to enhance the brand’s standing in the premium ale category. Backed by a £2 million annual multichannel marketing spend, the packaging update follows the news that the Hen Family has generated over £53 million in off-trade sales, up 19% (Nielsen). a Greene King (01284) 763222
HALEWOOD INTERNATIONAL – The UK’s largest independent drinks manufacturer (Nielsen) has announced the first major marketing campaign for its cloudy apple cider brand Lazy Jack’s. To appeal to younger, 22 to 30-yearold consumers, Halewood will be hosting in-store and car park sampling until the end of December. This will be supported by PR initiatives, fronted by DJ BBQ, and digital and social media activity, plus advertising outdoors. To increase exposure in the offtrade, a range of activation kits are being distributed, including Lazy Jack’s branded free-standing display units. a Halewood International 0151-480 8800
MAXXIUM UK – The company has introduced smaller case sizes and new fractional packs for its premium brands including Courvoisier, the UK’s number one cognac in impulse (Nielsen). With nearly half of the spirits sold in convenience packaged in sizes smaller than 375ml (Nielsen), Maxxium UK is now offering 20cl bottles of Courvoisier VS and 35cl bottles of The Macallan Gold, Highland Park, Jim Beam and Courvoisier VS and VSOP. To help retailers reduce their cash outlay and to present spirits in accessible formats, case sizes of Courvoisier, The Macallan Gold and Highland Park have also been reduced to four. a Maxxium UK (01786) 430500
Double delight
Energy evolution
Digital interaction
DIAGEO – To build on the success of its Parrot Bay ‘Freeze and Squeeze’ cocktail pouches, of which five million units have been sold in the UK, Diageo has introduced three Parrot Bay flavoured spirit drinks ahead of the Christmas party season. With an rsp of £13, the 19% abv 70cl drinks come in Strawberry, Coconut and Passion Fruit to appeal to the sweet taste preferences of the brand’s female 18 to 25 target demographic. This follows the launch of Tanqueray No.TEN special-edition gift packs, which have an rsp of £33. a Diageo 020-8978 6000
GLOBAL BRANDS – KICK Energy is set to undertake a major rebranding campaign after changing its name to KICK Start. To promote its new identity, the energy brand has signed a deal to sponsor the 2015 Ginetta Junior Championships – the only motorsport series for young racing drivers. Global Brands will be supporting the launch of KICK Start with updated PoS material, a range of new serves for the on-trade, in-store activation in the offtrade, on-pack promotions and social media activity throughout 2015. a Global Brands (01246) 216000
SHS DRINKS – WKD has announced two Christmas campaigns, running throughout December, to engage consumers via social media. Under the ‘Tag A Mate’ theme, the category-leading RTD (Nielsen) will be encouraging its online followers to win mystery gifts for their friends by tagging them in an online post. The second promotion, which will be displayed in prime nightlife locations across 10 UK cities every Saturday night, will instruct consumers to ’Tweet a pic of this sign’ for #WKDSurprises to win a mystery prize from SHS Drinks. a SHS Drinks (01452) 378555
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sor d to sponWholesale Achievers u o r p is s ood ottish Premier F odservice, for the Sc
tion - Fo red Opera e v li e D t Bes
P
IS WNORTH W * RIZE
0 0 £6
S RITY CHA O T GIFT £400 P LU
Bring the UK’s most loved and trusted brands to your kitchen this Christmas Enter online now www.premierfoodservice.co.uk @PremierFoods_FS
will be donated to Hospitality Action in your name and with the other £600 we’ll buy gifts of your choosing * £400 to either treat yourself, family or friends this Christmas. Competition closes 1 December 2014. Registered Charity Number 1101083
Hospitality Action is the industry’s charity, visit www.hospitalityaction.org.uk for more information.
[FESTIVE FUN ]
Merry Christmas and a Happy New Year to all our readers
Christmas Crossword 2014
Christmas tales: trials and tribulations 1
“I remember the first year after we got married, my wife and I decided that we would try to see both families on Christmas day as they only live about an hour apart. ”We had Christmas lunch at my parents and everything was going smoothly when we set off to drive to my wife’s parents. But about halfway through the journey, we realised we had not brought our overnight bags. Instead of turning back, we carried on so as not to miss the evening update of Eastenders. ”We spent the next two days in the same clothes, before returning home on the 27th December as if we had been on a weekend at Glastonbury festival!” Tom Gittins, business development manager at Confex
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BENSHAL CRIPPLE DREAMYIRK EXERTFINE GASCUMIN
December 2014
6. ICEPOPS 7. TEACOLT 8. UNVEILRE 9. VOMIT 10. WAXIBEET
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Across 1. Largest UK cash & carry (6) 3. Ex director general of the FWD, John (6) 6. Abbreviation for pricing strategy (3) 7. Dutch multinational retail chain (4) 10. Wine manufacturer whose brand sponsored The Grand Départ 2014 (11) 12. Number of WKD Drinks’ Christmas campaigns running this December (3) 13. Supermarket chain under criminal investigation for overstated profits (5) 14. Celebrity face of Glaceau Smartwater, Jennifer (7) 18. Scandinavian dairy co-operative (9) 20. Research company operating since 1909 (3) 21. Member organisation for UK wholesalers (3) 22. Host city for Today’s Group’s 2015 conference (6) 23. Global healthcare company (3)
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Down 1. Owner of Accord (3) 2. Recommendation from suppliers (3) 3. Former name for Snickers (8) 4. HIV charity recently partnered with Mars Chocolate (3) 5. American discounter (6) 8. Bestway own-brand range (6) 9. Lancashire-based buying group founded in 1992 (12) 11. Independently-owned symbol group (4) 15. Buying group with a combined turnover totalling nearly £3 billion (8) 16. North-of-the-border trade governing body (3) 17. Location of Brakes Professional Food Market (7) 18. The Dark Market will come into force in this month next year (5) 19. Acorn equivalent for larger wholesalers (5)
Crossword answers Across: 1. Booker 3. Murphy 6. PMP 7. Spar 10. Concha y Toro 12. Two 13. Tesco 14. Aniston 18. Arla Foods 20. IGD 21. FWD 22. Monaco 23. GSK Down: 1. BCP 2. RSP/RRP 3. Marathon 4. (RED) 5. Costco 8. Best-in 9. Country Range 11. Nisa 15. Landmark 16. SWA 17. Croydon 18. April 19. Sugro
1. 2. 3. 4. 5.
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Anagrams answers 1. Bahlsen 2. Clipper 3. Kerrymaid 4. Freixenet 5. Sunmagic 6. PepsiCo 7. Cloetta 8. Unilever 9. Vimto 10. Weetabix
Supplier Anagrams
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“We have a family tradition of buying a board game to play over Christmas – this tradition normally ends in a huge argument as we are all so competitive but it’s still good fun. “Last year I found a game called the Gender Wars – with four ladies against two men we considered it one-sided, but in good spirits we proceeded to play. “Needless to say, it ended badly but a cocktail or two later, Christmas was back on track!” Philip Jenkins, managing director of Sugro UK
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