SPOTLIGHT ON YLVA HAGLUND OF THE SWA
THE BUSINESS MAGAZINE FOR CASH & CARRY/DELIVERED WHOLESALERS
Best in foodservice: winners of CCM Chefs’ Own-Brand Awards
STERLING CHANGE
Paul Lee takes over from Vanessa Cooper CATEGORY INSIGHT
Seasonal Update Price-Marked Packs Information Technology
JANUARY 2024
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Contents
January 2024
This month don’t miss... 04
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Nisa reduces the wholesale prices of hundreds of products.
James Hall & Co wins Post Office award for service excellence.
Ylva Haglund of the SWA enjoys walking and the outdoors.
ESSENTIALS 04
11
Industry News
FEATURES 10
Spotlight Ylva Haglund, head of sustainability & engagement at the Scottish Wholesale Association.
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CCM Chefs’ Own-Brand Awards The top foodservice own-brand products from cash & carries and delivered wholesalers are named by our expert panel of judges.
CATEGORY INSIGHT 20
Price-Marked Packs Update As consumers continue to feel the pinch, PMPs remain important in the mix offered by wholesalers to their retail customers.
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The winners of the CCM Chefs’ Own-Brand Awards were announced at an exclusive lunch at The Royal Horseguards Hotel in London.
Seasonal Update
EDITORIAL Managing Editor Kirsti Sharratt Contributor Siobhan Kielty
Seasonal products provide a bit of excitement for shoppers during the run-up to spring occasions including Easter.
ADVERTISING AND MARKETING Publishing Director Martin Lovell Media Sales Manager Clare Phillips
Information Technology Leading tech suppliers outline some of the solutions that can help wholesalers to improve their business practices and gain and retain a competitive edge.
For media rates and feature lists, visit cashandcarrymanagement.co.uk ISSN 1352-254X
Address Winlove Publications Ltd PO Box 366, East Grinstead, RH19 4ZE Tel (01342) 712100 Email mail.winlove@btconnect.com Website cashandcarrymanagement.co.uk LinkedIn linkedin.com/in/martinlovell-98419436/ linkedin.com/company/cash-andcarry-management-incorporatingdelivered-wholesaler Twitter twitter.com/CandCManagement
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January 2024
03
[ INDUSTRY NEWS ]
Creed Foodservice announces promotions Creed Foodservice has promoted former sales & marketing director Miles Roberts to managing director. Roberts has been with the Cheltenham-based wholesaler for over six years, prior to which he was in a sales strategy role at Brakes. He has also previously worked at PepsiCo for six years and Sainsbury for three years. Commenting on his new role, he said: “I am looking forward to further supporting our great business.” In addition, Richard Shephard has been promoted from head of sales to director of sales. Other changes include the progression of Tom Workman to
Miles Roberts (left) and Richard Shephard.
director of trading, and Lara Bicknell to head of marketing & innovation. The promotions follow the news that Creed Foodservice’s former managing director Philip de Ternant is now chairman of the wholesaler while also taking on the
Wholesale prices cut
Nisa has announced a £1 million price drop campaign to lower the wholesale selling price (WSP) of hundreds of products, as part of its strategy to ensure its retailers remain competitive. The campaign focuses on areas that have been highlighted as a priority by its retailers, including: a Lowering the WSP on 50 branded & Co-op own-brand bread products, with lines being reduced by as much as 30%, until 22 January. a Lowering the WSP on 50 04
January 2024
price-marked pack snacking and impulse products, with lines being reduced by as much as 21%, until 22 January. a Continued price investment in Lost Mary and Elf Bar ranges to lock prices at £18.99 and £18.50, until 20 January. a Weekly deals on tobacco. Crisps, biscuits and confectionery are other product categories that have benefited from drops in the WSP. Ayaz Alam, director of wholesale at Nisa, said: “We invested in our pricing strategy a number of times last year and we wanted to further strengthen our pricing position and give our retailers a positive start into 2024.” In other news, Nisa’s Making a Difference Locally (MADL) charity has launched its first Heart of the Community Awards for 2024. The awards will be supporting food pantries across the UK.
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role of group chairman of Country Range Group. He commented: “It’s a huge honour to be appointed the new CRG group chairman and I’m excited to get started and help our members continue to be as competitive as possible in this
ever-changing and everchallenging industry. “I’ve been a board member at CRG for over 10 years now, so I already feel like part of the family, but I’m eager to work even more closely with the wider team and new members as we all work towards our future plans and ambitious goals.” Creed Foodservice is a founding member of Country Range Group, and was established in 1972. The wholesaler has distribution centres in Cheltenham, Ilkeston, and High Wycombe, offering national coverage to the care, education, leisure destination, and hospitality sectors across the UK.
Marlow is new MD
Thomas Ridley Foodservice has appointed Jon Marlow as managing director. Formerly sales director and interim managing director at Divine Chocolate, Marlow (above) joins the Suffolk-based wholesaler one year after it was acquired by the Caterfood Buying Group. It the largest company within the group. Prior to working at Divine Chocolate, Marlow held a number of sales, marketing and leadership roles in firms that include Carlsberg,
Twinings, Cafédirect, Jordans Dorset Ryvita, and Suntory. Commenting on his new post, he said: “Thomas Ridley is a fantastic company to be joining and I’m really looking forward to bringing my knowledge and experience to the business and helping to guide the Thomas Ridley team through this next part of the company’s chapter. Thomas Ridley is BRCS certified and supplies over 2,000 foodservice customers across East Anglia, London, Kent and the South East.
[ INDUSTRY NEWS ]
Paul Lee becomes Sterling COO Sterling Supergroup has announced the appointment of Paul Lee as chief operating officer. He will replace Vanessa Cooper, who, after 20 years of working for the group (with the last 15 years as chief executive officer), is retiring at the end of January. Lee has worked in the food industry for the last 20 years, most recently as managing director of food broker Brands Direct. John Whitechurch OBE, chairman of Sterling Supergroup, said: “We are very sad to see Vanessa Cooper leave the business. She has successfully steered the group through many challenges, and the group owes a great deal of thanks to her for her excellent stewardship. “Paul Lee’s appointment gives the group an opportunity for a different perspective. Paul has experience of
Paul Lee will replace Vanessa Cooper, who is retiring.
developing and managing own-label contracts to a customer base of major multiples. This brings with it experience in business development, developing senior management teams, category management, NPD and buying experience within major multiples in both ownlabel and branded products. “We are hoping that his
Reynolds deal Braehead Foods has formally announced its partnership with Reynolds Catering Supplies, following the decision of Braehead’s former managing director Craig Stevenson to sell his stake in the business. Braehead Foods is based in Kilmarnock, Ayrshire, and has been supplying chefs across the UK with ingredients for 30 years, while Reynolds Catering Supplies is based Waltham Cross, Herts, and is a national fresh produce wholesaler. The new arrangement sees Stevenson’s older daughter Gill Rae (previously business improvement manager) take over as managing director of Braehead Foods. As 2023 drew to a close,
she said: “I’m looking forward to 2024 and the opportunities that that [partnership] presents for our customer base.” Stevenson said that the deal represents “safe hands taking on the responsibility and my legacy of Braehead Foods for years to come”. He added: “I’m still here and now doing what I’m told! Thank you all for the past 40 plus years in the food and hospitality industry.”
experience will dovetail with our own existing experience and lead to the improvement of our group’s buying performance which will be to the benefit of all our members.” Lee added: “I look forward to further enhancing the outstanding work Vanessa and her team at head office have done, especially over the last
few years with the challenges the whole food industry has had to cope with. The next few months will be really busy getting know the supply base as well as understanding all our members’ needs, and with our Spring Show in March there is a lot for me to get my teeth into!” Founded in 1966, Sterling Supergroup is a members’ buying co-operative, with 36 wholesalers and an annual turnover in excess of £380 million. The membership consists of family-owned wholesale companies located throughout the UK, supplying thousands of catering outlets. The wholesalers within Sterling support a national promotion programme arranged by the head office but retain their individual identity.
Value campaign SPAR UK has launched a £1.25 value campaign on a range of store cupboard staples. The promotion is running in participating SPAR stores in England, Scotland and Wales in the six weeks to 15 February. Shoppers will be able to find a selection of SPAR own-label items, plus household favourites such as Baxters soups and Robinsons squash for £1.25. Suzanne Dover, brand & marketing director at SPAR UK, said: “We know the start of the new year can be tough for a number of shoppers. When we plan and create campaigns, we always start with what our consumers need and develop ideas that
can feed into this. Our January value at £1.25 campaign is no exception.” The symbol group is supporting the new year campaign with in-store PoS and SPAR radio. Across the digital channels, there is a dedicated landing page on SPAR UK’s website featuring a series of nutritious, budget-friendly recipes and food hacks to make January a little bit easier for shoppers. Social media followers can also share their hacks on SPAR social channels for a chance to win prizes.
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January 2024
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[ INDUSTRY NEWS ]
Climate insights Bidfood has announced a strategic collaboration with CarbonCloud as it aims to calculate its climate footprint across the value chain. Bidfood has set targets to achieve net zero carbon emissions by 2045 across all scopes.
It recognises the importance of data accuracy in measuring and reducing its full carbon footprint, including the Scope 3 category Purchased Goods & Services, which is traditionally the least visible and hardest to measure element of a food firm’s carbon footprint. The data required for the calculations is often difficult to pinpoint, but CarbonCloud’s platform streamlines this process.
Costcutter Wine Rack Bestway Retail has opened a new hybrid store – its first ‘Costcutter with a Wine Rack store’ – in Guildford. This follows the introduction of its ‘Costcutter with a Bargain Booze store’ model last year. The new Costcutter Wine Rack opened in December and was formally a Select Convenience with a Bargain Booze store. It is designed to bring together the strength of the Costcutter convenience offer with the premium drinks available from Wine Rack to give a compelling proposition for both retailers and consumers. The Guildford store was taken back to a shell and completely remodelled, representing an investment of £250,000. It now has an artisanal bakery, an extensive
fresh produce offering, and package-free products along with its other grocery convenience categories. The store also continues to be home to the local Post Office, serving customer seven days a week. The new Wine Rack store stocks an extensive range of beers, wines and spirits from around the globe, including
Parfetts expands own-label range
PO award James Hall & Co has won a national Post Office partnership award for Customer Service Excellence in its SPAR stores. James Hall & Co has 39 post offices in its company SPAR store estate across the North of England and the award acknowledges the investment made into Post Office services by the business, and into people operating those services. The accolade also rewarded an improvement in its customer service scores. In the last year, wait times were reduced by 45% to 1.3 minutes and this is reflected in a 16% improvement in customer satisfaction scores. 06
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more than 30 different champagnes and over 50 craft beers. It also offers customers gifting options with a gift-wrapping service. The store plans to host wine tasting and food pairing events. Bestway intends to roll out the Costcutter Wine Rack concept to other stores in the South West.
Parfetts is expanding its own-label range from 125 lines to around 150 by the end of 2024. The aim of the range is to give consumers high-quality products at a low price while delivering impressive margins for retailers. The wholesaler has extended the existing range
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of bagged sweets, launching three Wonder Stix and three gummies variants, all pricemarked at £1. The new products sold out of the initial production in less than a month. The launch of a new white bread SKU sold over 5,000 units in the first three weeks, while a new wine range,
Darwin’s Fox, which features three variants, sold 500 cases in less than a week. The wholesaler has also recently added tinned tomatoes, baked beans, baked goods and a number of other key products to the range. Jamie Ferguson, head of marketing at Parfetts, commented: “Consumers are still feeling the pinch, so it’s essential for retailers to provide value across key product lines. Parfetts is also working hard to optimise margins for retailers, and that’s why we are expanding our own-label range in 2024.” The Parfetts own-label range offers everything from impulse categories to household products. It has seen growth of more than 25% year-on-year to date.
[ INDUSTRY NEWS ]
Charles Saunders takes over Victoria Foods Charles Saunders Foodservice, one of the largest independent foodservice companies in the South West, has acquired Bristolbased Victoria Foods. A family-owned foodservice company, Victoria Foods was set up in 1987 and specialises in supplying nursing homes with a wide choice of products, from fresh and frozen food to cupboard staples. It will continue to run independently, although it will have access to Charles Saunders’ 8,000-strong range, including Fairway Foodservice own-brand lines. “We are thrilled to have acquired Victoria Foods,” says Darren Gaulton, managing director of Bristol-based Charles Saunders Foodservice. “This is something that myself and Victoria Foods founder, Anthony Morris, have been discussing for quite some time and the collaboration of two family businesses always had an attractive appeal for us both. “We have kept everyone on in the business and even signed an extension of the
lease. Moreover, we will be investing in a new IT system to match what we currently have at Charles Saunders, which will be installed by the end of November.” Charles Saunders will also be investing in new temperature-controlled vehicles (joining its current fleet of 30) so that it can offer Victoria Foods’ customers fresh meat, fruit and vegetables, other local products and a wide range of cleaning and hygiene lines. Customers of Victoria Foods will be able to place their orders online and through a newly updated app. They will be able to access their account 24/7, have visibility of all stock, search by brand and product code, and get next-day deliveries if they order by 10pm. Victoria Foods is the fourth company that Charles Saunders has taken over since 2007 when Gaulton completed a management buyout of the firm. He acquired Good Morning Foods and Good Morning Disposables in 2012, and South West Foods in 2019.
Darren Gaulton: ‘We have kept everyone on in the business.’
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January 2024
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[ INDUSTRY NEWS ]
Athletics sponsor SPAR Scotland has been confirmed as an Official Event Supporter of the 2024 World Athletics Indoor Championships. The event takes place in Glasgow for the first time and runs from 1-3 March at the Emirates Arena. More than 700 competitors from around 130 countries are expected to take part. The championships fall within the qualification period for the Paris 2024 Olympic Games. Colin McLean, CEO of SPAR Scotland, said: “SPAR is already synonymous with athletics across the globe, and through our support locally as SPAR Scotland, we hope millions of consumers will watch the televised
broadcasts and see our global brand supporting this high-profile sporting event. In addition to sponsorship, SPAR Scotland will provide products, including sandwiches, yogurt, fruit, and nutrition bars, to the volunteers and staff who will be working at the event. In other news, CJ Lang has renewed its partnership with data consultancy TWC for a further three years. SPAR Scotland SalesTrack gives suppliers access to its wholesale shipments and company-owned stores retail data. IndyTrack gives independent SPAR retailers who share their EPoS data the opportunity to benchmark their performance against others in the group.
Bristol takes title Hancocks named its Bristol depot Store of the Year 2023. The team, led by store manager Daniel Hancock (pictured left), won the accolade for their enthusiasm, hard work and friendly approach. They were also praised for always putting
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the customer first and their ability to embrace new ideas. The award was voted for by employees of Hancocks. Hancock himself was singled out for his strong organisational skills and forwardthinking approach, as well as planning a season ahead.
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CRG winners
Country Range Group (CRG) celebrated the successes of its members and suppliers at its ‘An Evening With’ event in December, held at Abbey Road Studios. Member award winners: a Best Own Brand Performance: Trevors Foodservice a Best Branded Performance: Turner Price a Best Digital Activation: Birchall Foodservice a Sustainability Champion: Caterite
a Telesales Team of the Year: Birchall Foodservice a Member of the Year: Turner Price Supplier award winners: a Marketing Excellence: Unilever Food Solutions a Business Relationship: Premier Foods a Service Performance: d’Arta a CRGInsight Data Champion: Nestlé Professional a Best New Supplier: Three Oceans a Frozen Supplier of the Year: Délifrance a Own Brand Supplier of the Year: Agristo a Branded Supplier of the Year: Premier Foods A raffle at the event raised £4,190 for the CRG’s new charity partner The Natasha Allergy Research Foundation. In other news, CRG has improved its Delight mixes, which come in Strawberry, Chocolate and Banana flavours in 600g packs.
Plant-based options Brakes kicked off its Veganuary campaign with the introduction of a new Sysco Simply Plant Based range. The selection initially consists of five centre-of-plate products that provide alternatives to meat, including Sweet Potato & Red Onion Marmalade Seeded Tart and Chestnut & Seed Roast. Over the next 18 months, Sysco Simply Plant Based will grow to more than 50 products. These will include cakes and desserts, vegan sausage rolls and other meat-free alternatives. In other news, Brakes recently cut prices on around a quarter of its fresh meat
lines – about 70 products. The price reductions of up to 10% are on beef, pork and lamb, and on different cuts from steak to mince. The reductions reflect changes in the global market where the demand for meat and meat products is falling. With the price of feed also coming down and the market adjusting to the challenges of the war in Ukraine, Brakes is passing these savings on to customers.
THE UK’S OFFICIAL NO. 1 BUYING AND MARKETING GROUP* SUCCESSFUL, DIVERSE & CONSTANTLY EVOLVING
18 MEMBERS JOINED THE GROUP IN 2023 18 MEMBERS OVER £800 MILLION INCREMENTAL BUYING POWER
WHY YOU SHOULD JOIN US
We are thrilled with our experience partnering with the Sugro Buying Group! They have provided us with access to topnotch suppliers and promotions, leading to remarkable sales growth. Thanks to Sugro, we now offer a broader range of brands and more competitive pricing, while their enticing incentives and supplier competitions keep us motivated to excel. A truly professional and rewarding collaboration! Ashish Vidani, Director of Nasco UK
Member centric individual approach with a diverse Membership of 95 wholesalers Impeccable Member retention score with many longstanding Members being part of the group since the start Exclusive deals for Retail Club Members Sugro All-in-One B2B Ecommerce Solution with Open Banking, Split Testing and WhatsApp for Business capabilities
FREE WHEN YOU JOIN US Leaflet design and print for each Promotional Period including POS ticket Member personalised App development with Member logo and credentials Website development support
Access to industry leading promotions across Impulse, Grocery, Non–Food and Food Service categories
Attendance to two annual trade shows
As a Member-owned, not-for-profit Buying Group, we give back to our Members annually a share of the Sugro Surplus
Access to Category Information via Educational Drive Your Sale Digital Magazine and Web Portal
100% overrider terms paid to Members in a timely manner
Access to Sugro Insight Service (SIS) Data Portal
Opportunity to stand as a Board Director Access to Central Statement (Sugro centralised terms and billing system to reduce admin-related work and cost to Members) Access to Central Distribution for smaller orders Annual overseas Convention
FIND OUT MORE Shruti Senapati shruti.senapati@sugro.co.uk Sue Hubber sue.hubber@sugro.co.uk
40 YEARS OF TRADING 18 CONSECUTIVE YEARS OF GROWTH £2.5 BILLION TURNOVER AND COUNTING *Based on 2023 Advantage Report Survey
07789 357568
07901 278717
[ SPOTLIGHT ] Ylva Haglund, head of sustainability & engagement, SWA What is your favourite film, book and song/piece of music? It’s very difficult to pick, as I love cinema, and read widely in different genres, including much Scandinavian noir and history. I’ve recently been reading a lot of Neil Gaiman, including his breakthrough 2001 novel American Gods. I very much enjoyed that. If you won a holiday, where would you go and who would you take with you? Yosemite National Park in California, walking in the footsteps of the original advocate for nature and father of environmental campaigning, John Muir. I’d love to explore Yosemite on my own, and then meet up with all my friends in nearby San Fransisco!
‘I love the outdoors’ What have been your biggest achievements in work and outside work? I’ve spent around a decade of my working life to date with food waste reduction as a key focus. This included managing the ‘Love Food Hate Waste’ campaign in Scotland. I’m really proud to have contributed to a reduction in Scotland’s household food waste. I’m also proud to have worked for the European Commission’s Consumer Food Waste Forum, an expert panel with colleagues from across Europe, to produce a compendium of tools, best practice, and recommendations to help policymakers, businesses, researchers, and practitioners to take action to reduce consumer food waste. Outside of work I have taken on some personal fitness challenges for charity. So far, I’ve done two marathon walks in the Trossachs, and somehow got myself around a 10K race! Who has been the biggest inspiration to you? Over the years, colleagues from different walks of life have inspired me to develop, find new interest areas, and work on being better. They are always people who stay true to who they are. 10
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What were your ambitions when you were growing up? Growing up in a small industrial town in Sweden, I don’t remember having great ambitions for what I wanted to be. My interest in environmental and social justice was always strong, though. At 12, I wrote a letter to the Prime Minister of Sweden about the environmental damage to our seas. He responded too! What are your interests outside work? I love walking and the outdoors, which is why I moved to a small town within the boundaries of Scotland’s Loch Lomond and Trossachs National Park. I’m also into the arts, travel and food, and I love trying new things, be it the Argentine tango, which I did for a long time, samba drumming, boxercise, writing, cooking or learning new languages! What approach do you take in business (and in life)? My approach to work, and also to life generally, can probably be summed up as one firmly rooted in a growth mindset. What else can I learn? How can I do things better? How can we improve how we work together? How do we ensure that what we deliver has real impact?
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What would people be surprised to know about you? I’ve had a million jobs, having worked in some form since the age of 12 (I’m not sure that’s legal, come to think of it!) and for six years between school and university. The jobs ranged from working in cinemas and theatres to gardening (I was, and remain, terrible) and sharpening tools in one of Sweden’s CCM nuclear power plants.
Environmental roles Ylva Haglund graduated with a BA (Hons) in Communication from Edinburgh Napier University in 2003, and an MA in International Communications from the University of Leeds in 2004. She started her career in environmental sustainability at Scottish Environment LINK, a forum for Scotland’s voluntary environment community, as a campaigns officer, in 2007. This was followed by roles at Keep Scotland Beautiful and Zero Waste Scotland. She is a board trustee of the social and climate action charity FEL Scotland. Haglund joined the Scottish Wholesale Association in 2022 as head of sustainability & engagement.
Cash & Carry Management in association with the Craft Guild of Chefs announces the
2023 WINNERS CCM Chefs’ Own-Brand Awards
[ CCM CHEFS’ OWN-BRAND AWARDS ]
CCM Awards help wholesalers to guide customers towards top own-brand lines
aced with cost pressures and the demand from consumers for more affordable eating out experiences, foodservice operators are looking to their wholesalers to provide high quality products at a good price. In research commissioned on 4 January exclusively for Cash & Carry Management, consumers told TWC how they plan to combat the cost-of-living challenge when eating out: 38% say they will eat out less frequently. 24% say that they will look for more deals/promotions. 18% say that they will be looking for cheaper places to eat. 18% say that they will be ordering cheaper options. “All of this is evidence of the vital role of own-brand products in enabling foodservice operators to deliver costeffective experiences and keep customers coming back,” said Martin Lovell, managing director of Cash & Carry Management at the CCM Chefs’ Own-Brand Awards lunch, held recently at the prestigious venue of The Royal Horseguards Hotel in London.
F
Now in their sixth year, the awards recognise the best foodservice own brands available from wholesalers. “These awards raise the profile of own brands by highlighting the best product in each category – helping wholesalers to guide their customers towards products that are sure to go down well with consumers,” said Lovell. The judging was conducted in blind tastings by: Andrew Green, chief executive of the Craft Guild of Chefs; Matt Owens, chairman of the Craft Guild of Chefs and head of culinary for Alliance Group; and Jason Gordon, catering manager for the General Medical Council. Two of the products were rated so highly that they were awarded a ‘Best of the Best’ accolade, and this year there was also a new award, ‘Star of the Show’, for the top-scoring product out of all the products judged by the expert panel. A special feature of the awards is that feedback is provided on each and every product entered. “By doing this, we CCM hope to raise the bar even further,” Lovell explained.
Category: Best Innovation (Savoury) Winner: Brakes Sysco La Boulangerie Artisan Super Sourdough Sliced Half Boule
Category: Best Innovation (Sweet) Winner: Caterforce Chefs’ Selections Vegan Chocolate Pecan Pie
Vanessa Baker, senior category manager at Brakes, and Martin Lovell of Cash & Carry Management.
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Eleanor Bright, junior buyer at Caterforce, and Martin Lovell.
[ CCM CHEFS’ OWN-BRAND AWARDS ] Category: Star of the Show Winner: Brakes Sysco Pommes Anna
Category: Butchery Winner: Brakes Sysco Birchstead Reserve Ribeye Steak 28 Day Aged
TOP SCORING PRODUCT
Natalie Phillips, head of food & brand at Brakes, and Martin Lovell.
Category: Afternoon Tea Winner: Country Range Hummingbird Cake
Dean Pendlebury, head of trading at Country Range, and Martin Lovell.
Category: Bakery Winner: Brakes Sysco La Boulangerie Artisan Cheese & Onion Sourdough Loaf
Vanessa Baker, senior category manager at Brakes, and Martin Lovell.
Natalie Phillips, head of food & brand at Brakes, and Martin Lovell.
Category: Butters, Fats & Spreads Winner: Country Range Extra Virgin Olive Oil
Dean Pendlebury, head of trading at Country Range, and Martin Lovell.
Category: Canned Products Winner: Caterforce Chefs’ Selections Skipjack Tuna Chunks in Brine
Rebecca Woollam, own-brand marketing manager at Caterforce, and Martin Lovell.
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January 2024
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[ CCM CHEFS’ OWN-BRAND AWARDS ] Category: Cheese Winner: Mevalco Olavidia
Category: Cleaning Products Winner: Confex CORE Heavy Duty Degreaser
BEST OF THE BEST
Justin Slawson, managing director of Mevalco, and Martin Lovell.
Category: Children’s Selection Winner: Fairway Assured MSC Minced Cod Fish Fingers
Toby Jordon, marketing strategist at Fairway Foodservice, and Martin Lovell.
Category: Chocolate, Mints & Petits Fours Winner: Brakes Sysco La Boulangerie French Macaroon Selection
Vanessa Baker, senior category manager at Brakes, and Martin Lovell.
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Matt Norman, foodservice controller at Confex, and Martin Lovell.
Category: Confectionery Winner: Bestway Buddies Peach Hearts
Bestway’s trading controller Lisa-Jayne Hanson (left) and head of marketing Mindy Mondair and Martin Lovell.
Category: Cooking Sauces Winner: Country Range Katsu Curry Sauce
Dean Pendlebury, head of trading at Country Range, and Martin Lovell.
[ CCM CHEFS’ OWN-BRAND AWARDS ] Category: Desserts Winner: Bidfood Premium Selection Raspberry & Pistachio Semifreddo
Bidfood’s senior brand marketing manager Andy Small and technical manager Abena Nkrumah-Asare and Martin Lovell.
Category: Egg Products Winner: Fairway Assured Quiche Lorraine
Amy Flint-Johnson, graphic designer at Fairway Foodservice, and Martin Lovell.
Category: Fish & Seafood Winner: Fairway Assured Luxury Cold Water Prawns
Amy Flint-Johnson, graphic designer at Fairway Foodservice, and Martin Lovell.
Category: Fork Buffet Winner: Fairway Assured Southern Fried Chicken Goujons
Toby Jordon, marketing strategist at Fairway Foodservice, and Martin Lovell.
Category: Frozen Vegetables Winner: Brakes Sysco Premium Petits Pois
Cathy Lee, food centre coordinator at Brakes, and Martin Lovell.
Category: Gluten-Free Winner: Brakes Sysco Classic Pancetta Alfredo Sauce
Emma Hilbrands, product development manager at Brakes, and Martin Lovell.
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January 2024
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[ CCM CHEFS’ OWN-BRAND AWARDS ] Category: Gravies, Stocks & Bouillon Winner: Confex CORE Tempranillo Red Cooking Wine
Matt Norman, foodservice controller at Confex, and Martin Lovell.
Category: Hot Beverages Winner: Caterforce Chefs’ Selections Drinking Chocolate
Eleanor Bright, junior buyer at Caterforce, and Martin Lovell.
Category: Ice Cream Winner: Bidfood Yarde Farm Tropical Delight
Tony Hackley, commercial manager at Yarde Farm Ice Cream, and Martin Lovell.
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Category: Iced Coffee Winner: Bestway Best-One Iced Coffee Espresso
Bestway’s trading controller Lisa-Jayne Hanson (left) and head of marketing Mindy Mondair and Martin Lovell.
Category: Packaging & Disposables Winner: Confex CORE Baking Parchment
Matt Norman, foodservice controller at Confex, and Martin Lovell.
Category: Pizza & Pasta Winner: Brakes Roquette Pesto Chicken Pasta
Cathy Amos, head of customer marketing at Brakes, and Martin Lovell.
[ CCM CHEFS’ OWN-BRAND AWARDS ] Category: Plant-Based Foods Winner: Brakes Sysco Classic Cannellini Bean Ragu
Emma Hilbrands, product development manager at Brakes, and Martin Lovell.
Category: Potato Products Winner: Unitas Caterers Kitchen Premium A Grade Chips 12/12mm
Phil Dawson, trading controller at Unitas, and Martin Lovell.
Category: Processed Meats Winner: Brakes Sysco Pork Belly Porchetta
Caroline Dorey, technical manager at Brakes, and Martin Lovell.
Category: Ready Meals Winner: Brakes Pulled Beef Chilli
Charlotte Murray, product development executive at Brakes, and Martin Lovell.
Category: Sauces & Condiments Winner: Fairway Assured 70% Premium Real Mayonnaise
Amy Flint-Johnson, graphic designer at Fairway Foodservice, and Martin Lovell.
Category: Seasonal Products Winner: Caterforce Chefs’ Selections Mince Pie Cheesecake Tart
Eleanor Bright, junior buyer at Caterforce, and Martin Lovell.
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January 2024
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[ CCM CHEFS’ OWN-BRAND AWARDS ] Category: Soft Drinks Winner: Bestway Mount Aqua Summer Fruits
Bestway’s trading controller Lisa-Jayne Hanson (left) and head of marketing Mindy Mondair and Martin Lovell.
Category: Soup Winner: Brakes Sysco Classic Maple Parsnip Soup
Natalie Phillips, head of food & brand at Brakes, and Martin Lovell.
Category: Spices & Seasonings Winner: Brakes Spiced Garlic & Herb Seasoning
Category: Street Food Winner: Country Range Signature Seasoned Waffle Fries
Dean Pendlebury, head of trading at Country Range, and Martin Lovell.
Category: Vegan Winner: Caterforce Chefs’ Selections Gluten Free & Vegan Lemon & Berry Dessert
Rebecca Woollam, own-brand marketing manager at Caterforce, and Martin Lovell.
Category: Vegetarian Winner: Brakes Sweet Potato & Red Onion Marmalade Seeded Tart
BEST OF THE BEST
Cathy Amos, head of customer marketing at Brakes, and Martin Lovell.
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Emma Hilbrands, product development manager at Brakes, and Martin Lovell.
Fresh new look, same great taste Your favourite Scottish porridge oats and oatmeal coming soon in recyclable paper bags Grown, milled and packed in Scotland
With 10% added wheatbran
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hamlynsoats.co.uk For all sales enquiries please contact The JFK Partnership 01343 541496 sales@jfkpartnership.com
[ PRICE-MARKED PACKS UPDATE ]
A mark of value for shoppers With the cost-of-living crisis refusing to give up its grip, consumers continue to seek value. By offering a considered PMP range across major categories, wholesalers can help retailers to boost shopper trust and basket spend without compromising margins.
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MPs remain a critical choice for convenience retailers at a time when the cost of living remains high. Shoppers are searching for price assurance more than ever, and finding value locally keeps them loyal to the smaller stores. Some 57% of impulse shoppers buy PMPs (Lumina), with this segment driving £325 million in sales within crisps, snacks & nuts (Nielsen). KP Snacks is continuing to expand its PMP portfolio “with the right products in the right formats to generate consumer demand and create value for our retailer partners,” explains Matt Collins, trading director. “Our NPD is informed by key category insights, including input from our valued retailer SnacKPartners, who we work closely with to learn from their observations and help to maximise their sales.” In the past year, KP Snacks has launched the Epic Eats range from McCoy’s. The £1.25 price-marked bags are available in Nacho Cheese and Spicy Salsa variants, and have recently been joined by Epic Eats Chip Shop Curry Sauce and Bangin’ BBQ flavours. Also at the £1.25 price mark is Nik Naks Scampi ‘N’ Lemon – a new format for an old favourite that has been absent from singles formats since 2008 and multipacks since 2019. “KP Snacks is delivering PMP SKUs to suit all budgets and occasions. Large PMPs are growing in value by 27.8% in crisps, snacks & nuts, and KP Snacks’ large PMPs hold a 43.8% share of the segment (Nielsen),” says Collins. “McCoy’s and Hula Hoops large PMPs are outgrowing the category at 28.9% and 47.8% respectively (Nielsen).” The healthier snacking segment is also flourishing, up 26% in the last year (Nielsen). As nuts are exempt from HFSS restrictions, the £1.25 PMPs of KP Nuts Original Salted Peanuts, Dry Roasted Peanuts, Salt & Vinegar Peanuts, Honey Roast Peanuts and Aromatic Thai Chilli Coated Peanuts present an excellent merchandising opportunity for retailers. Perfetti Van Melle also advises retailers to consider products that support healthier choices. “Confectionery is one of the top five categories purchased on impulse in convenience 20
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stores. Offering a full range that supports the Government’s HFSS guidelines of under 150kcals per pack gives Perfetti the opportunity to be closer to these impulse purchases,” says Mark Roberts, marketing & trade marketing director. Matt Stanton, head of insights at DCS Group, highlights the importance of stocking a robust range of PMPs in the convenience channel. “With shoppers looking to save money, they will plan to shop in a store where they have confidence in the product prices and will avoid stores looking to capitalise on distress missions by charging higher prices. Distress top-up missions account for just one in 10 of total convenience shopping trips, whereas planned top-up missions make up one-third of total and have a much higher basket spend, so these are the missions that most convenience retailers should be prioritising (Lumina).” He adds that the majority of household, health and beauty categories have PMPs available, and the margin on PMPs is generally comparable to the non-PMP packs if sold at rsp. PMPs over-index with impulse shoppers, so NPD can benefit from a launch in this format while brand loyalty can be built with value assurance. Michelle Frost, general manager at Mars Chocolate Drinks & Treats, says: “Price-marked packs help attract impulse purchases from new shoppers and encourage repeat purchase from existing customers.” FrieslandCampina also supports a price-marking strategy. Last year it introduced an inaugural price-marked pack value offer for its 250ml Chocomel cans, and it offers permanent PMP variants of all core and limited-edition YAZOO flavours in 400ml and one-litre bottles. The supplier’s latest YAZOO Thick N Creamy range – the first permanent NPD since 2016 – has a PMP format. There are two flavours: Indulgent Chocolate and Creamy Strawberry. “In the face of the current economic uncertainty, consumers are savvier than ever before whilst also refusing to compromise on taste,” points out Katie Chadd, business unit controller. “In line with this sentiment, FrieslandCampina’s PMP formats offer value, taste and convenience by the bottle, and continue to perform extremely well at this time.” Suntory Beverage & Food GB&I has moved its Lucozade Energy range of 380ml single SKUs to 500ml bottles, with a £1.50 PMP available. “We know price-marked packs are a key driver for shoppers and these bigger packs offer better value,” says Matthew Gouldsmith, channel director for CCM wholesale and out of home.
FROM THE UK’S No.1 RIDGE CUT CRISP
*NielsenIQ, Total Coverage, Value, MAT to 02.12.23
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McCOY’S BRAND WORTH
£176M
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McCOY’S BRAND GROWING
+19%
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[ SEASONAL UPDATE ]
Easter hunt for sales success How can wholesalers best support their retail customers this spring? With early seasonal stock and a close eye on NPD and promotions that are likely to drive sales.
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etailers may still be shifting reduced Christmas stock, but wholesalers need to ensure that their depots are ready with the range to maximise the opportunities from the profitable spring seasonal sales. Easter has long been synonymous with Cadbury Creme Egg, and there is more NPD on offer for spring 2024 from Mondelez. In addition to the return of the ‘Find the Winning Egg’ campaign and a second season for the Cadbury White Creme Egg, this year sees the launch of the Cadbury Creme Egg tablet. “The Cadbury Creme Egg Tablet will see the iconic brand taken into this format for the first time ever in the UK,” says Susan Nash, trade communications manager. “As one of the UK’s favourite Easter SKUs, the Cadbury Creme Egg brand sees buy-in from one in four households during the Easter season, allowing it to achieve an incredible brand awareness of 95% (Kantar).” She adds: “Last year was a brilliant year for Cadbury Creme Egg, as Cadbury White Creme Egg made up 25% of all filled singles. It was the No.1 new product in the market at Easter and resulted in 127 Cadbury Creme Eggs being purchased every minute on average across the brand (Nielsen).” Cadbury Mini Eggs also performed strongly last year, growing by 19% (Nielsen). As well as being a staple seasonal purchase for snacking and sharing, the brand has seen a boost from the popularity of Easter baked treats. This year sees the addition of a 360g gifting format to the line-up.
Top tips for wholesalers “The most important thing that wholesalers can do ahead of the spring holidays is to plan and stock early. Make sure you have all of your orders placed in time to be able to cater to the demand,” says Kathryn Hague, head of marketing at Hancocks. “Ensuring that the seasonal products are displayed and packaged well is a great way to maximise sales and appeal to customers. It’s best to focus on clear and attractive PoS. This way you can be sure that your products will turn the heads of customers and translate into sales.” She adds: “Having open communication with retailers is also a very important way for wholesalers to amplify sales – we rely on our retailers to place repeat orders.”
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Consumers are also heavily invested in Cadbury’s seasonal campaigns and this Easter there are even more cash prizes on offer in the third ‘Find the Winning Egg’ competition. Lucky shoppers who unwrap a half milk chocolate, half white chocolate Cadbury Creme Egg will win a cash prize of up to £10,000. Retailers can also benefit from the promotion, with sellers of a winning egg in the running for a top prize of £1,000 for themselves and their store, with other prizes of £25-£500, as well as Amazon vouchers. Kervan Gida UK has also launched seasonal NPD with its Dexters Dynaegg. The 80g hanging bags contain crispy, candycoated milk chocolate eggs with a chewy gummy centre. “We expect shoppers to buy them for multiple occasions as they are perfect for self-treating, sharing, egg hunts and decorating Easter bakes,” says Jonathan Drake, national account manager. “Stocking up early will ensure an extended selling period, offering multiple purchase occasions. The £1 price point also presents a strong opportunity to drive profit.” While confectionery is the obvious hero category for Easter, retailers and wholesalers should not overlook the other sales opportunities. “As friends and family gather for social events to make the most of the bank holidays, and families look for affordable ways to have fun at home over the Easter break, the bagged snacks category is critical,” says Matt Collins, trading director at KP Snacks. “To capitalise on Easter opportunities, retailers should offer themed fixtures and promotions, and ensure they stock an exciting range of crisps, snacks & nuts products.” Holiday events are the ideal time to encourage trading up, so premium brands such as Tyrrells are a must-stock. Also, family nights in are a chance for cross-category deals and sharing formats, and innovative snacks such as Butterkist Crunchy Hazelnut Chocolate flavour Toffee Popcorn should be prominently sited. “Worth £1.67 billion, sharing is the largest segment in crisps, snacks & nuts and is growing strongly at 13.6% (Nielsen). We are catering to the growth of sharing occasions with a diverse portfolio of snacks that generate demand and CCM drive sales,” Collins concludes.
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[ INFORMATION TECHNOLOGY ]
Innovation motivation
S
TL was founded specifically to develop new, easyto-use and value-adding software for the wholesale sector. Over 20 years, through economic crises, pandemics and market upheaval, it has never deviated from that mission. Ivan Durkin, managing director of STL, says: “We’re still driven by a mantra of ‘new thinking, new solutions’ – it’s what fires us up, gets us out of bed, and keeps us continually innovating. That’s why we’ve always ploughed profits back into software development, talented developers and dedicated services.”
New thinking Even though the launch of its next-generation business management platform, STL Evo, just three years ago has been hugely successful, STL has continued to expand its Evo offering with optional modules – from revitalised Sales Order Processing, Warehouse Management and Android-based stock-process terminals, to an enterprise version of Purchase and Logistics to Trade & Save functionality. And now it has appointed Steve Fowler as its new software development manager – he has been one of the key influencers on the advance of IT for wholesalers over the last decade, according to STL. New solutions STL says that Fowler will be helping it to remodel its software development operation with the aim of further ramping up its product development roadmap for 2024. To sharpen its innovation focus, the company is consulting leading and forwardthinking wholesalers to gain insights into the emerging challenges for the sector. One of STL’s new-year goals is to give more wholesalers more flexibility, so, as well as designing new products, it will be ‘decoupling’ several Evo modules from the Evo platform to enable non-STL users to benefit from them. This continuous evolution is why wholesale giants like
Parfetts, Dhamecha and Stax have rolled their STL solution out across their organisations. New service Underpinning this product ambition is a continuous drive to improve service. STL implemented the Autotask ticketing system with an interactive Customer Portal last year – this has given it new insights which are helping it to improve service efficiency, effectiveness and transparency. Another key innovation was its simplification of the migration process from legacy systems to Evo. One operator benefiting from this is First Choice Foodservice. Its managing director Steve Ainger says: “The idea of moving our operation to a totally new IT platform was daunting. But, with STL’s expertise, we completed the project in just four weeks.” Over the last year, STL has expanded the UK presence of its support team, and ensures each member spends time in the field to get first-hand knowledge of their customers’ operational needs. It is now planning to offer its ‘unique blend’ of wholesale and IT expertise to non-STL software users. New opportunities for wholesalers STL’s ‘continuous improvement’ mindset keeps helping forward-thinking wholesalers gain and retain their competitive edge. Take Sub Ohm, for example. The company had been using paper-based systems for years as it built up a successful smoking products wholesale business. However, when it moved into the vaping sector and experienced explosive growth – of 300% – it knew it needed a more sophisticated approach to business management. After installing STL Evo, it has found that: Picking time has halved Picking/receiving accuracy has increased Order processing is more efficient Forecasting is more accurate, enabling more profitable purchasing Management reports at a click are supporting more effective decisions. Moreover, Sub Ohm ‘became an easier company to do business with’, which has generated even more opportunities. Amair Ahmad, operations manager, says: “By modernising our operations, STL Evo is opening new doors for us – for example, we’re now in conversation with the big superCCM markets who wouldn’t have noticed us before.”
• • • • •
Ivan Durkin: ‘We’ve ploughed profits back into software development, talented developers and dedicated services.’
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The power of a continuous mindset It’s no accident STL has emerged as the dominant provider of IT solutions for wholesalers. For 20 years, we’ve pursued a policy of ‘Kaizen’, the Japanese philosophy of continuous improvement – underpinned by continuous investment in new solutions, skills and services to help power you forward.
Android terminals Our Android-based terminals extend and future-proof your investment. The wearable units simplify picking and reduce errors, while the multi-function handhelds can handle: • Product enquiry • Creation of sales orders • Goods inward • Barcode capture
• Stock taking • Merchandising • Order picking • Queue reduction
Q-Buster Cut queues and customer frustration. Running on a mobile device (including our Android Handheld), this app can scan orders across the depot and send them live to your POS. Kai = change
Zen = good
The power of information We designed STL Evo to help wholesalers better understand, control and strategically plan their operations. Based on Microsoft and SQL technology, Evo makes it easy to query and collate information from the warehouse to the point of sale or delivery. Its library of customisable management reports, ability to export data to documents like Excel or Word, and the Sales Order Processing (SOP) graphical dashboard makes it easy to monitor performance and plan proactively.
Tobacco track & trace split pack This module has automatic split pack handling for half outers (5x packs of 20), allowing you to scan individual pack trace codes at the till when you take your customer’s Economic Operator ID. Guy Swindell, Joint MD of Parfetts, said, ‘It’s a real winwin: it’s made the process faster for our customers at the POS and is less labour-intensive for us whilst keeping us fully compliant with HMRC reporting requirements.’
The power of innovation Evo’s open architecture makes it easy to seamlessly add new functionality as needed and we’re continuously growing our suite of optional modules.
Open banking >L»]L WHY[ULYLK ^P[O ,JOV7H` [V KL]LSVW [OL ÄYZ[ M\SS` integrated card payment/open banking solution for the wholesale POS – providing a faster, easier and more secure way to pay. EchoPay is helping the likes of Lubna Foods, United Wholesale Grocers, United Wholesale (Scotland) and Venus Wine & Spirit Merchants reduce their banking charges from pounds to pence.
Sage API Our latest API seamlessly integrates Evo with Sage Standard. This enabled Bestwines to automatically update its accounts system every minute – eliminating the rekeying chore and the associated risk of human error.
01204 808008
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The power of expert support We’ve hired new talent with wholesale business as well as IT expertise, and fully revamped our UK-based help desk with a responsive, transparent ticketing system – and more real humans! We’ve also streamlined our migration processes to make it even easier to move from legacy systems to the modern Evo platform.
First Choice revolutionises IT in 4 weeks STL’s deep understanding of both wholesale processes and IT helped First Choice Foodservice migrate from its ageing system to the new, functionally-rich STL Evo in just four weeks. Thanks to its open architecture, Evo seamlessly shares information with First Choice’s Sage accounting system, SwiftCloud ordering app and Sales-i sales enablement tool. The many improvements include: • Statement run reduced from 3 days to 2 hours • Increased telesales productivity • Quicker, slicker order processing • ,ѝJPLU[ ZWSP[ WPJRPUN • Consolidated customer invoices and supplier payment • Real-time performance reports
Easier than expected Similarly, STL helped delivered wholesaler Chapple & Jenkins modernise with Evo. It had been struggling with a lack of responsiveness from its legacy system. :;3»Z ZPTWSPÄLK TPNYH[PVU WYVJLZZ HUK ZLY]PJL JVTTP[TLU[ ensured that the transition to STL Evo was completed on schedule and that the business was trading successfully from the go-live. Martin Jenkins, Director, Chapple & Jenkins, said, ‘STL’s team are not only tech experts but understand wholesale. So, while an IT project this big inevitably had some teething issues, STL knew how to minimise their impact. Going with STL and Evo was a great decision.’
Sub Ohm is smoking after going digital Our service experts also helped Sub Ohm embrace 300% growth in the vaping sector by helping it migrate from a paper-based system to STL Evo.
01204 808008
Amair Ahmad, Sub Ohm’s Operations Manager, said, ‘Transitioning from well-established processes to new ones can be a choppy voyage. So it was invaluable having an experienced partner like STL at the helm.’ Key gains have included: • Picking time halved • Increased picking and receiving accuracy • Streamlined order processing • Better forecasting; tighter buying • Attracting new customers
info@stl-solutions.com
www.stl-solutions.com
Time to power your business on
It’s never been a better time to make waves. Next-generation IT is here STL Evo, our dynamic business management platform for wholesalers has proved very successful and is already carrying more than £3b of customer revenues. And our range of optional functionality is growing rapidly thanks to our dedicated development roadmap. Next-level support - based in the UK We’ve hired new talent with wholesale operational as well as IT expertise, and fully revamped our UKbased customer support services with a responsive, transparent ticketing system – and real humans!
Follow in Lubna’s wake Bradford-based bulk distributor, Lubna Foods, has taken advantage of this tax regime to fully fund its investment in STL Evo. Evo gives Lubna tight control of its whole product management process, from sourcing and importation to processing and distribution, even as it expands. Evo’s open architecture has enabled seamless integration with Lubna’s new STL tilling, Track & Trace and picking solutions as well as its existing SwiftCloud eCommerce app. Evo also allows the company to transfer sales data to the Unitas trend-tracking database at a click.
100% tax relief The Full Expensing tax relief scheme, which runs until 31 March 2026, allows you to claim 100% capital allowances for qualifying investments in IT, in one go. This equates to a tax cut of up to 25p for every pound spent.
So don’t delay, contact us today! Find out how we can help you power your I\ZPULZZ VU ¶ HUK ^YP[L VɈ VM [OL JVZ[
01204 808008
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The power of results
+LSP]LYLK LɉJPLUJPLZ Two leading drinks distributors have installed STL Evo to help them reduce operating costs and improve productivity. Venus Wine & Spirit Merchants is impressed with how Evo supports multiple pricing schemes and ad hoc purchases, and integrates seamlessly with specialist systems – like the SwiftCloud eCommerce app, Fourth Hospitality order management platform and Tableau Business Intelligence.
Laki Christoforou, Chairman of Venus, said, ‘We love the fact that STL’s platform is always evolving, which puts us ahead of the curve whatever direction the market moves in.’ Bestwines likes how Evo’s Goods In functionality helps it track high-value products and combat the ever-present threat of theft. Darrpan Chawla, Director of Bestwines, said, ‘STL Evo IBT HJWFO PVS CVTJOFTT B SPCVTU ZFU nFYJCMF QMBUGPSN GPS HSPXUI
Best business decision for Jones Jones Wholesale Business Store updated to Evo from its legacy system which had been thwarting its growth ambitions – and found it so much easier to use, query and navigate. Now users can: • Generate purchase orders from a tablet • *YLH[L J\Z[VT YLWVY[Z VU [OL Å` • (JJ\YH[LS` HUK LѝJPLU[S` WLYMVYT Z[VJR JV\U[Z • Pick faster • Save time on shelf-edge price checks 4JNPO "MMJUU %JSFDUPS PG UIF XIPMFTBMFS TBJE A6QHSBEJOH UP 45- &WP XBT POF PG UIF CFTU EFDJTJPOT XF IBWF NBEF GPS PVS CVTJOFTT
01204 808008
Stax of savings STL Evo has also given Stax Trade Centres, the UK’s biggest non-food cash & carry operator: • Centralised control • Clear, real-time view of operations • Streamlined, accurate order management • Faster checkouts, shorter queues • Total control of stock status • Greater purchasing power • Increased responsiveness
info@stl-solutions.com
www.stl-solutions.com
[ INFORMATION TECHNOLOGY ]
WhatsApp trend
‘A true innovation’
The big trend that b2b.store saw in the wholesale sector during 2023 was the use of the WhatsApp Business Platform to aid sales and marketing. Managing director Rob Mannion (pictured) says: “Our adaptation of WhatsApp’s technology into our B2B WhatsApp product has put us at the forefront of the activity in the industry. “The WhatsApp Business Platform is a lot more powerful than the free version that lots of wholesalers use to communicate to customers already. “For smaller businesses, this is fine because it serves a purpose, but for larger, more professional businesses, the prospect of sending messages to an open group where everyone can reply isn’t fit for purpose, while messages can’t be sent at scale either. “On a basic level, the paid-for WhatsApp solution alleviates these problems and almost guarantees higher engagement than any other communications platform. “What we’re now seeing is businesses developing on this, and these new solutions will be coming into the sector this year. Wholesalers want to turn strong engagement into direct online ordering from within WhatsApp, suppliers are building WhatsApp into their terms and budgets, and there’s innovation from some forward thinkers that taps into the enhanced functionality that WhatsApp offers. It’s a space everyone should be watching with interest as 2024 wears on.”
Jisp has seen its recently launched competition-based shopper activation service Scan & Win gain significant traction globally. Scan & Win requires no downloads or special packaging and relies purely on the scanning of a product’s barcode to activate shoppers. It takes social posts and introduces gamification to engage users and connect them with a product to enter an online competition. UK-based deployments have included a campaign with Suntory Beverage & Food GB&I. “Scan & Win is a true innovation in multi-channel engagement – no one else is currently offering this type of hyper digital instant shopper activation and a global scale,” claims Jisp managing director Ilann Hepworth.
Talysis, which specialises in the analysis, interpretation and application of retail sales data within FMCG categories, marked its 15th anniversary in November with the relaunch of its website Talysis.com. The new-look website is designed to provide visitors with a more defined user-experience and greater visibility of the range of solutions offered by Talysis. Customers and potential clients can also browse the new ‘Your Business’ area that demonstrates the full spectrum of opportunity for each customer segment.
Cash processing
‘Affordable app’
While card processing fees continue to rise, cash processing fees can be easily reduced by investing in the right technology, points out Volumatic. Compared to expensive card handling fees, cash handling can be dealt with quickly and easily for a fraction of the price, and businesses using the CounterCache intelligent (CCi) from Volumatic, for example, typically see a reduction of up to 75% in their cash processing costs. Volumatic offers a wide range of cash handling solutions and points out that, under new government legislation, the facilities to make free cash withdrawals and cash deposits need to be made available within a mile of those living in urban areas and at least three miles from more rural areas, suggesting that cash is once again being taken seriously.
Wholesalers can offer their customers an ‘Amazon-style’ sales experience with a ‘new affordable app-building service that is set to revolutionise the industry by making digital commerce accessible for businesses of all sizes’. The customisable ‘Off The Shelf’ platform has been launched by DueTrade, a technology company helping B2B wholesale businesses to embrace digitalisation. The platform is aimed at those in the industry who want a more efficient way of trading with customers, without the hefty price tag associated with developing a bespoke app. ‘Off the Shelf’ is designed to allow wholesalers to trade goods, share promotions, offer 24/7 ordering, and improve brand awareness through a simple, user-friendly ordering app.
Website relaunch
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[ INFORMATION TECHNOLOGY ]
Understanding the ‘what’ and ‘why’ in independent convenience retail
L
ast year, in partnership with In-Touch Group, TWC Group launched SmartView Convenience, which it believes is the most representative EPoS market read covering independent retail and wholesalersupplied symbol stores in GB. In addition, all subscriptions to SmartView Convenience now include a quarterly insight review of the sector, providing market context to allow subscribers to benchmark their own performance, supported by consumer research to help explain the drivers of performance and get behind the ‘why’ of what’s happening. At a topline sector level, the independent convenience sector is seeing a volume sales decline of 3% on an MAT basis (52 w/e 8 Oct 2023), while value sales are flat as average prices continue to rise. Average basket price increases hit the sector several months after they impacted grocery retail, because there was first a change in mix as high-ticket items such as alcohol and tobacco dropped out of c-store baskets, masking the basket inflation. In the last few months, there has been a rapid increase in average price which has correlated with a significant drop in volume.
The rising costs of doing business right through the supply chain mean that suppliers, wholesalers and retailers have no choice but to pass on price increases to the end consumer. There is some acceptance of this, but consumers are also enjoying price cuts and discounts offered in the multiple grocers through loyalty card deals, which is driving volume performance in these stores (undoubtedly at the expense of the indies). Meanwhile, Aldi and Lidl, which have an increasing presence in all areas of GB, now have almost 20% share of the GB grocery market – significantly more than during the last recession. 75% of independent convenience shoppers also shop at Aldi/Lidl, taking advantage of their relentless focus on price and value. So how can independent convenience fight back? Firstly, ranging. No-one can do truly localised ranging like an independent retailer, points out TWC. Secondly, challenging poor value perception, through strong communication across the path to purchase, including instore displays to drive impulse 30
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sales and PMPs to reassure consumers that they are not being overcharged on the basics. An accurate understanding of what is happening in the market, as well as robust product analysis, is key to maximising performance in the independent channel. By using the right stores to represent the sector, SmartView Convenience provides a true and accurate market read. “Our early adopters have confirmed that the data from SmartView Convenience is telling them things they knew were happening in this part of the market but had previously been unable to see in other data sets due to the way those samples were built and their size,” says managing director Tanya Pepin. “Our start point for SmartView Convenience is the largest sample (around 12,000 stores) of independent convenience retail EPoS data available in the industry (sourced from I-TG). We have then cherry picked a sample of 6,000 stores that is representative of the sector. We’ve removed any outliers; balanced our sample against industry reports; removed any stores with incomplete data or that sit outside of our geography/definition; and only included those that are consistently polling data to ensure stability,” Pepin explains. The sample data has then been split by region/ fascia/product group, and algorithms factor up the sample to balance it against the calculated universe of fascia group and geographical area. It was then checked statistically and sense-checked by industry experts. “The TWC senior team has many years of experience of working with market-level EPoS data, so not only do we have the data science capability to build a credible and robust data set, we also have the industry experience to ensure the numbers are reflective of how our channel trades,” says Pepin. Many businesses have already signed up to the service across vape, licensed, soft drinks and edible grocery. Tom Fender, development director at TWC, comments: “We are delighted with the level of interest there has been for SmartView Convenience – which demonstrates the gap there has been for a reliable, truly representative market read for this part of the market. “The feedback has been outstanding, especially with regards to our market-leading dashboards, which provide CCM quick access to the data and fantastic visualisation.”
GOOD, BETTER,
The best and most representative EPOS market read covering independent convenience retail and wholesaler-supplied symbol stores in GB • A cherry-picked sample of ca. 6,000 standalone convenience stores • Understand the TRUE performance of this previously hard-to-measure channel • Delivered via our market leading dashboards
Request a demo: Call: 01908 101 389 Email: hello@twcgroup.net Visit: www.twcgroup.net