Cash & Carry Management June 21 by Cash & Carry Management

SPOTLIGHT: MARK LAWTON OF HARLECH FOODSERVICE

THE BUSINESS MAGAZINE FOR CASH & CARRY/DELIVERED WHOLESALERS

Noel Robinson and Guy Swindell to become joint MDs of Parfetts

FORMAT OF FUTURE?

HFSS-compliant layout is trialled by SPAR UK

CCM Chefs Own-Brand Own-B rand Awards Awards 2021 2021

CCM Chefs’ Own-Brand Awards 2021: last chance to enter!

JUNE 2021

Passionate about Wholesale and Independent Retail

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Contents

June 2021

This month don’t miss... 06 16

JJ continues to invest as sales reach a record monthly high.

An Amazon-style marketplace for caterers – with credit available.

CJ Lang rolls out support for the Scotland football team.

ESSENTIALS 05 06 38

Editor’s Comment Industry News Products & Promotions

FEATURES 12

In Focus Parfetts is attracting retailers to its Go Local symbol group and new The Local off-licence fascia with preferential terms and a range of new initiatives.

Spotlight Mark Lawton, commercial director of Harlech Foodservice, a Fairway Foodservice member.

SPAR Conference SPAR UK is aiming to maintain its leading position in the convenience retail sector with a new store format, a focus on own-brand, and clever use of digital technology to drive footfall into stores.

Harlech’s Mark Lawton, pictured with his wife in Malaysia, enjoys taking in different sights, sounds, flavours and cultures.

Product of the month

CCM Chefs’ Own-Brand Awards Have you entered yet?

CATEGORY INSIGHT Handrolling Tobacco, Accessories & NGPs 26 Food & Drink On The Go 32 Mints & Gum 18

The food-to-go category is expected to rebound to growth.

A new flavoured gin from Quintessential Brands.

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June 2021

SOFT

DRINK JJUST GOT EVEN

BIGGA!

, H @BIGGASoda

hen we hear “BIGGA”, the term “Larger than life” comes to mind. It is a word that fills one with pride, exudes self-belief and confidence, epitomizing the Jamaican people and as such the product has often been aligned with Jamaican nationalism. Bold, vibrant, colourful and effervescent – BIGGA Soft Drink is everything Jamaican and we have now increased the size of the packing to a 600mL, giving European consumers more vibes in every bottle. The new portfolio has something for every member of the family with a choice of five sweet or spicy flavours including Ginger Beer, Jamaica Kola, Fruit Punch, Pineapple, and Grape which are great company for any occasion or meal.

The product was developed by The Jamaica Drink Company – A subsidiary of The Wisynco Group Limited in 1996 and launched in the UK by Grace Foods UK Ltd in 2013. The beverage can be found locally in multiples in the World Food sections, the Cash & Carry sector, and the Independent trade sector. The outlook for Bigga is extremely positive. The demand for our product has been growing steadily even with the impact of the Covid-19 pandemic on the market, making it clear that the brand has been embraced by consumers and customers alike. The brand looks forward to expanding its offering with more sizes, packages, and flavours for consumers to enjoy.

Fin F nd ou urr dr dri rinks ks in tth he W he Worl orl or r d Foo oods aisles ood is isl s es es of of all a le leadi ad adi d ng g su sup perm mark ark arkets kets ets s and a nd conve co onv nv nve ve enie nie ie ence n st sto ore re es nati nati at onw onwide d ! Fo For or mor more ore o e inf nform orma mation tion,, v tio ti tion viisit visit s t ww www www. w grac gra acefoo efoods.c ds.c ds.c ds.co.uk co.uk uk | emai uk em mai m a l: l: inf nf @gkco nfo@ gkc gkco g co.com com co

[ EDITOR’S COMMENT ]

Which sector will win overall?

inancial confidence among consumers has reached a new high, with just 19% of people expecting to be worse off in the year ahead, according to the latest research by the IGD. This increased confidence means there is an opportunity to drive additional sales. However, saving money will remain a priority for some shoppers, so it’s important to consider value strategies too, suggests the IGD. In this issue we report on new retail developments from Parfetts and SPAR (pages 12 and 15), which are both focused on meeting the changing requirements of retailers and consumers. Capturing customer loyalty is no mean feat, and while the pandemic brought a rise in convenience store shopping, the further easing of restrictions means that consumers now have more choice about where to spend their money. I recently took a trip to London with my daughter to celebrate the end of her time at university. On the one hand, the streets were quiet and the Tube was half empty even in rush hour; on the other hand, the cocktail bar (Swift Soho) and Japanese restaurant (Shack-Fuyu) were busy and had a great party atmosphere. The contrast made me think of the predictions by Bidcorp’s CEO Andrew Selley (Cash & Carry Management: April 2021) that staycationers won’t be a 100% replacement for international tourists in big cities, but that restaurants will be

Noel Robinson and Guy Swindell to become joint MDs of Parfetts

FORMAT OF FUTURE?

HFSS-compliant layout is trialled by SPAR UK

Kirsti Sharratt Managing Editor

NEVER MISS AN ISSUE...

SPOTLIGHT: MARK LAWTON OF HARLECH FOODSERVICE

THE BUSINESS MAGAZINE FOR CASH & CARRY/DELIVERED WHOLESALERS

less affected by the drop in overseas visitors than people may think. Along with the working-from-home-and-office hybrid that we are seeing, those factors help to explain my London experience and illustrate the changes in consumer habits resulting from the pandemic. Bidfood and Brakes are both running campaigns to advise foodservice operators on enticing customers back to hospitality. One of the recommendations is to embrace sporting events. Retailers are similarly being encouraged to capitalise on events such as the Euros and Olympics, and there is a raft of activity planned to create a buzz around those occasions. The competition for custom is on, and it will be interesting to see which sector emerges as the overall winner. Although I’m English and wouldn’t call myself a football fan, I’m supporting Scotland in the Euros because my kids are Scottish and I like to back the underdogs. Plus the footage of the team celebrating their qualification to the tune of ‘Yes Sir I Can Boogie’ put a smile on my face. And so I will be watching their matches. Whether that’s in a bar or at home is a choice I’ve yet to make but I will certainly be getting the beers in. How many I drink, and the team’s results, will determine whether I do the victory dance. People in my home town of St Andrews, you have been warned...

JUNE 2021

Cash & Carry Management is free to cash & carry and delivered wholesale directors, buyers and managers. The magazine is available to other subscribers for just £74 a year or £7 per copy. Overseas yearly subscriptions are priced at £95. Back issues dating back to 2011 are available online.

CCM Chefs Own-Brand Own-Brand Awards Awards 2021 2021

CCM Chefs’ Own-Brand Awards 2021: last chance to enter!

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Address Winlove Publications Ltd PO Box 366 East Grinstead RH19 4ZE Tel (01342) 712100 Email mail.winlove@btconnect.com Publisher Winlove Publications Ltd EDITORIAL Managing Editor Kirsti Sharratt Contributor Siobhan Kielty Contributor Kevin Whitlock ADVERTISING AND MARKETING Publishing Director Martin Lovell Media Sales Manager Clare Phillips 4,448 July 2018 – June 2019 Audit Bureau of Circulations Printed by Bishops Printers ISSN 1352-254X All media rates, feature lists and deadlines can be accessed online by visiting: cashandcarrymanagement.co.uk

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June 2021

[ INDUSTRY NEWS ]

In-person trade event Unitas Wholesale will host its first face-to-face trading event since the start of the pandemic, on 29 September to 1 October 2021. The event will take place at The Convention Centre, Liverpool, and will include a senior supplier briefing on 29 September. The following two-day trading event (30 September to 1 October) will provide members and suppliers with an opportunity to network, share business plans and negotiate deals.

John Kinney: ‘Important to deliver exclusive events.’

Unitas managing director John Kinney commented: “As we move out of the pandemic, it is important that we continue to deliver exclusive events for our members and supplier partners that give them the opportunity to negotiate and network in a safe environment.” Unitas has also decided to postpone its overseas conference until September 2022 because of the uncertainty of future travel restrictions, and with the aim of keeping delegates safe. In other news, Unitas has introduced four new ‘Focus On’ category guides to highlight opportunities to independent retailers. The new editions feature sports energy drinks, summer drinks, hard seltzers and energy drinks. a Unitas (01302) 249909 06

June 2021

Changes at top of Parfetts Parfetts has appointed Guy Swindell and Noel Robinson as joint managing directors (designate), with a plan for them to take up their full roles on 1 January 2022. Swindell, who was promoted from retail director, has spent over 20 years at Parfetts and worked in every layer of operations. Robinson joins Parfetts from Bestway, where he has spent the last three years successfully relaunching Bestway Vans and taking responsibility for Best Pets. He has held several senior roles within wholesale, including managing director of P&H Direct Van Sales. Parfetts’ current joint managing directors Greg Suszczenia and David Grimes will remain in their roles until 1 January 2022 to ensure a smooth handover. Suszczenia will then become chairman of the executive board and continue to represent Parfetts on the Unitas board, and Grimes will stay

Guy Swindell (left) and Noel Robinson: joint MDs designate.

on the Parfetts executive board as continuity director until June 2022. To ensure further continuity, Suszczenia and Grimes will also take up two new positions on the Parfetts Employee Trust Board from 1 January 2022. In another move, Iain Martin has been promoted to financial director. He was the company’s financial controller for 15 years. Commenting on the changes, Suszczenia said: “I’m super proud of what the company has achieved in the

last 12 years. “Challenges and opportunities never go away, namely how to maintain growth of sales and profitability while keeping our employeeowned status and culture. It sounds easy, but it isn’t and needs renewed vigour and enthusiasm to take our company to its next major milestone of £1 billion turnover; this can only come from a fresh leadership team. In Guy and Noel, we have a wealth of knowledge and talent to do just that.” a Parfetts 0161-429 0429

Team effort: new monthly high JJ Foodservice has achieved record monthly sales of £21.3 million. The achievement represents a 13% rise in sales in May 2021 compared with May 2019 when the figure was £18.9 million.

Head of operations Sedat Kaan Hendekli said: “Our team worked day and night to keep service levels and product availability high throughout the pandemic. “As a result, we managed

The JJ team has worked hard to maintain service levels.

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to win the trust and support of more customers than ever before. Our figures are the best they’ve ever been.” JJ Foodservice reports that customer numbers were up by 45% in May 2021 compared with May 2019. In other news, the wholesaler recently launched a female-friendly driver recruitment campaign to attract at least 20 new HGV drivers. It also invested more than £1 million in 20 new 13.5-tonne Isuzu delivery vehicles to support its continued expansion plans. a JJ Foodservice (01992) 701701

[ INDUSTRY NEWS ]

Dunsters Farm to join Caterforce in July Dunsters Farm is to join Caterforce on 1 July, taking the group’s membership to nine wholesalers. Formerly a member of Confex, Dunsters Farm is a third-generation wholesaler that has been trading since 1963. It supplies chilled and ambient foods to schools, hospitals, care homes, and hospitality outlets across the North from its purpose-built site in Bury, Greater Manchester. “As a well-established family-run business, Dunsters Farm is a perfect addition to our membership,” said Gary Mullineux, Caterforce managing director. “Forward-thinking and progressive, Dunsters Farm combines a modern business with traditional family values, and its ambitious plans for growth align perfectly with

Left to right; Dunsters Farm’s commercial director Tom Mathew and joint MDs Jeremy Mathew and Hannah Barlow.

ours. We’re delighted the Dunsters Farm team has chosen Caterforce to support it in its next phase of development.” Hannah Barlow, joint MD of Dunsters Farm, said: “Caterforce has an excellent knowledge of the market. Just like us, the group has

ambitious growth targets and we are delighted to be joining members who all exhibit best practice in our industry. “We are keen to utilise Caterforce’s buying expertise to strengthen our position and increase the range we offer, including hundreds

Achievers awards are back Scottish Wholesale Achievers, the prestigious awards scheme that rewards outstanding performance across the wholesale trade in Scotland, is to return in 2022, the Scottish Wholesale Association has confirmed. There are two new awards for wholesalers: a Community Service Award will recognise the efforts of wholesalers in supporting their customers, staff and communities during the pandemic. a Best Technology Initiative will reflect the way in which wholesalers are investing in digital and tech systems. Best Business Initiative replaces the previous Best

Marketing Initiative while the two new awards introduced for 2020 – Rising Star of Wholesale (open to employers aged 26 and under) and Green Wholesaler of the Year – are back for 2022. Meanwhile, a special supplier award has been added for 2022 that recognises a company, team or individual who went above and beyond anything expected of them during the last year. This award is not restricted to support of wholesale but could include fundraising, charity work or community activity. Colin Smith, SWA chief executive, said: “Achievers is back with a full face-to-face

event in Edinburgh on 10 February next year – dependent on any COVID legislation at the time. “This will be our first big physical event since the first lockdown in March 2020 and it will enable our wholesale and supplier members, stakeholders and others to once again celebrate everything that is great about the wholesale sector in Scotland.” Entries open on 14 June at www.scottishwholesale. co.uk. Supporting suppliers will judge the wholesale categories, supervised by an independent panel of judges with cross-sector experience and knowledge. Any wholesaler with a depot in Scotland may enter the competition. a SWA 0131-556 8753

of key frozen lines, which has been one of our priorities for 2021.” In a separate development, Dunsters Farm has appointed Gary Lumby MBE as its first non-executive director. He will be working with the wholesaler on a strategic level, helping to navigate developments such as new range additions and expansion in its B2C offering. Between 2009 and 2011, Lumby was director of small business banking at Clydesdale and Yorkshire Banks and he also previously worked at Barclays. In the last decade he has provided consultancy for a large number of businesses, and in 2008 he was awarded an MBE for services to the finance industry. a Caterforce (01625) 440188 a Dunsters Farm 0161-763 7900

Non-exec role

Former Booker CEO Charles Wilson (above) has acquired approximately 10% of the share capital of Menzies Distribution and joined the board as a non-executive director. In December 2020, Menzies acquired Bibby Distribution, unlocking geographic potential for Menzies by adding 38 new operating sites and a large, young fleet. a Menzies Distribution (0330) 024 8896

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June 2021

[ INDUSTRY NEWS ]

Electric vehicles Birchall Foodservice has begun trialling electric vans from VMS Fleet Management. “Electric vans produce zero tailpipe emissions and could play a huge part in helping us become more environmentally-friendly in the coming years,” said a company spokesperson.

“Early reports from our team of drivers suggest that the vehicles are great to drive and are economic to run, so they could be rolled out in the near future.” The Burnley-based firm has also started trials of electric Teslas for its ‘grey fleet’ of sales team vehicles. a Birchall Foodservice (01282) 429446

Amazon-style marketplace Turner Price has launched what it claims is the UK’s first foodservice marketplace, giving caterers instant access to more than 10,000 products from trusted and verified third-party sellers in an Amazon-style format. Online customers can now add catering equipment, accessories, tableware, kitchenware, clothing, specialist food & drink and other items to their Turner Price order. To make the process as easy as possible for its customers, the wholesaler has added a new payment method called ‘Pay by Invoice’. This means that eligible customers can buy

marketplace products on their credit account on the same terms as for their Turner Price purchases. The Hull-based Country Range Group member explained to its customers: “Leading the way in digital innovation within the sector, we are dedicated to using the latest technology to guarantee we can supply you

Tackling food waste

Winners SPAR is celebrating 44 medal wins from five award bodies for products from its own-label wines and spirits range. Multi-award winners included SPAR’s Prosecco Superiore Valdobbiadene DOCG (rsp £9.99) and Wildflower Pinot Noir (£7.49). Other winners were SPAR’s Regional Selection Languedoc Red (£7.49), Harmonist Gin (£19.99) and London Dry Gin (£12.19). a SPAR UK 020-8426 3700 08

June 2021

Dee Bee Wholesale is tackling food waste by collaborating with digital platform Gander in its companyowned Today’s convenience stores. The Gander app enables retailers to automatically display to shoppers, in realtime, all reduced-to-clear food on the shelves within their Today’s Local, Today’s Express or Today’s store. The app also sends personalised notification alerts to shoppers, ensuring that they are among the first to know about reduced-price

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local stock. To use the technology, Dee Bee Wholesale retailers integrate Gander’s onboarding model into the EPoS system Re-Scan used in Today’s stores. Consumers simply download Gander via the Apple or Android app stores. John Heagney, non-executive consultant for DeeBee, said: “With the Ganderlytics tool we are able to see essential insights into which reduced foods are selling in each store and how this is having an impact.” a Dee Bee (01472) 313200

with the very best range of products. “Knowing how valuable your time is and how important convenience, competitive pricing and choice are as part of your buying experience, we’re welcoming you to the UK’s first online marketplace dedicated to foodservice. “Offering thousands of new products from trusted sellers, and adding new products each month, you can now shop everything from crockery to furniture, PPE and more – without opening another browser window.” a Turner Price (01482) 577100

Seasonal Nisa has launched a digital Halloween and Christmas pre-sell event for its retailers. Jonny Lambert, Co-op brand planning & communications manager (wholesale), explained: “People are looking forward to celebrations more than ever and we want to arm Nisa partners with everything they need to make the most of it and unlock the trading opportunities. “Along with insights and category information from the experts, Nisa partners can scroll through all the different categories for both seasonal events and select the products they want to have in stock later this year.” A printed 260-page presell Halloween & Christmas brochure is also available. a Nisa Retail (01724) 282028

[ INDUSTRY NEWS ]

Summer food festival online Brakes has launched a virtual Summer Food Festival to help caterers from every sector make the most of the summer and plan for the rest of the year with confidence. Running until 31 July, the event at www.brake.co.uk/ virtual-food-event focuses on menu inspiration, new food, and market insight. It also features webinars on key topics such as Natasha’s Law, ways to reduce food waste, key trends for 2021 and food and wine pairing, as well as tips on how operators can harness the power of social media to promote takeaway options, drive footfall and build their customer base. Visitors can explore 40 stands containing helpful information, downloads and over 900 products from Brakes, plus a host of other

leading brands. They also have a chance to win £500 of Brakes vouchers. New for this Summer’s event are: the ‘Brakes Event Village’, featuring sector-specific stands for hospitality, care & health, education, and food to go; a personalised home page to improve the visitor’s journey whether they are accessing the site via mobile, tablet or desktop; and an ‘on demand’ YouTube channel and downloadable video and webinar content.

The event also represents the first opportunity to see Brakes’ latest innovation, Virtual Chef Online, a suite of recipe and menu management tools that allows foodservice operators to optimise every aspect of their recipe development process including nutrition, allergens, and costs per serving/per batch. It also automatically calculates the rsp for a dish based on the desired profit margin and tax rate. Virtual Chef Online is underpinned by live product and price data from Brakes’ portfolio of over 12,000 lines. The Summer Food Festival is open to Brakes customers and non-customers, with the former able to buy products directly off the page – with their agreed discount applied. a Brakes (01233) 206000

Prepared for the Euros SPAR Scotland launched TV advertising, marketing, digital and in-store activities on 11 June to support the Scotland team during the UEFA European Football Championships. Since the Scottish men’s team qualified for the delayed Euro 2020 competition, the SPAR Scotland logistics team have been busy preparing to ensure stores will be fit to support customers during the championship. Colin Chapman, CJ Lang’s distribution director, said: “Over the last 12 months we have seen record volumes go through our depot in Dundee. At times it has been a challenge to keep stock flowing but we are very excited to have everything in place to support our

independent SPAR retailers and stores during the Euro 2020 championships. “There are a significant number of in-store activities and promotions planned, and with the addition of new stores, the current good spell of weather and football fans looking to watch the matches from home, we will be working around the clock to ensure availability and delivery to SPAR stores.” SPAR Scotland has recruited new drivers and warehouse operatives in

recent weeks and is investing in a driver apprenticeship scheme to ensure it meets the needs of its growing estate. “The team are working very hard to keep deliveries moving and getting stock into stores. The SPAR Tartan Army is ready to roll out its support for Scotland’s football team,” Chapman added. SPAR Scotland is an official partner of the Scotland Women’s National Football Team and a Grassroots partner of the Scottish FA. a CJ Lang (01382) 512100

New sales director Paul Knight, former managing director of Bidfood, has joined Thomas Ridley Foodservice as sales director. Knight (pictured) worked at Bidfood for 15 years as managing director and director of catering supplies, and before that he spent five years at 3663 in sales roles. He also previously worked for Booker Foodservice, again in sales and business development roles. He founded Foodservice Central, the job board for the foodservice supply community, in July last year after leaving Bidfood. a Thomas Ridley Foodservice (01359) 270536

Post-friendly packaging Hancocks has introduced post-friendly pick-and-mix boxes for online sweet shops and traditional retailers who have taken their business online during the pandemic. The new packaging comes in a variety of formats and includes a new range of Christmas and Halloween children’s boxes. Two boxes for Easter 2022 will also be added to the range. a Hancocks (01509) 216644

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June 2021

[ INDUSTRY NEWS ]

Depot manager United Wholesale Grocers is seeking an ‘experienced, driven and dynamic’ depot manager for its branch in Springburn, Glasgow.

A spokesperson said: “In line with our strategy and vision of expansion and providing our customers with excellent customer service, we are now seeking an accomplished depot manager to join us on that journey. Our cash & carry at Springburn is very successful and runs at an incredibly fast pace.” Anyone interested in the post can see more details, and apply, through LinkedIn, and the closing date for applications is 25 June. a United Wholesale Grocers 0141-557 2255

Briefings Women in Wholesale (WiW) is running a series of onehour mornings briefings on specialist topics to help members to stay motivated and connected. The sessions will cover topics ranging from developing a successful mindset at work to dealing with the menopause and building and nurturing a winning company culture. “We have many inspiring people in our network who have great stories to tell,” said Coral Rose, chairperson of the FWD. “There’s a great appetite for online learning so we’re responding with a monthly breakfast session between now and our October conference.” a info@newerapr.co.uk 10

June 2021

Three key appointments Fine-food distributor Cress Co has created three new roles in its buying and marketing departments. The wholesaler’s assistant buyer Steph Johnstone, who has been with Cress Co since 2016, is now heading up both ambient and seasonal categories. New at Cress Co is Erica Burnett, who joins as a buyer to look after the chilled category after six years of buying experience in the fast-moving world of retail fashion. Finally, taking on the newly-created role of marketing manager is Lucy Paul, who was previously marketing executive at JB Foods. Founded in 2004, Cress Co distributes ambient and chilled speciality foods to independent retail customers, including delis, cafés, farm shops, garden

Left to right: Lucy Paul, Erica Burnett and Steph Johnstone.

centres, butchers, fishmongers, bars and hotels. The company started with a small lock-up and a second-hand van, working with five or six Scottish fine food manufacturers who were looking for better distribution throughout Scotland. As the business grew, The Cress Co opened additional depots in

Wetherby, Leighton Buzzard and most recently Telford, and it now offers national distribution. Cress Co will shortly move from its existing 25,000 sq ft unit in Dunfermline to bigger premises nearby – a 78,000 sq ft former Palmer & Harvey warehouse. a Cress Co (0345) 307 3454

‘Celebrate Summer’ campaign Bidfood has launched ‘Celebrate Summer’, a campaign to provide customers with inspiration, hints and tips to tap into trends and entice customers back to hospitality. The campaign at www.bidfood.co.uk/inspiration/summer/ features a wide selection of Bidfood’s products, recipes and insights to help foodservice operators tailor their menus to attract more customers. Bidfood’s key tips for operators this summer include investing in outdoor space, as 76% of consumers are more likely to visit a venue with outside seating as lockdowns are easing; refining menus to take into account that over two-thirds of people would pay more

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for dishes that they can’t make at home; and embracing special occasions such as sporting events. Bidfood also advises foodservice operators to up their low or no-alcohol game because almost a third of UK consumers plan to drink less, or no, alcohol when they return to the out-of-home market compared to what

they drank pre-COVID. The wholesaler also suggests that its customers offer more vegan choices and look at more ways to be sustainable. Laura Mason, senior campaign & brand manager at Bidfood, told Cash & Carry Management: “When planning our Celebrate Summer campaign, 2021 food and drink trends, along with the current landscape and consumer behaviour due to the pandemic, were top of mind. “Over the last year, consumer dining out habits have changed dramatically, as well as their wants and needs, therefore we wanted to create a guide that really helped our customers tap into these new demands.” a Bidfood (01494) 555900

[ IN FOCUS ]

A licence to kill off competitors? In the past 12 months, over 200 retailers have joined Parfetts’ Go Local and with its new off-licence fascia and other new services, the wholesaler aims to attract a good deal more.

new fascia for off-licences, a raft of own-label NPD, and the development of its own ordering app are just some of the initiatives recently unveiled by Parfetts in a bid to extend its symbol group presence while also enhancing the retailers’ offering in-store. The Local off-licence fascia is designed to sit alongside Parfetts’ Go Local symbol group. All participating retailers will benefit from a 2% rebate, free delivery and regular promotions on a wide range of beers, wines and spirits. Parfetts has developed The Local brand over a number of years. It was initially introduced as an offer to the on-trade and more recently was utilised as a branded area within Go Local and Go Local Extra stores. Explaining why Parfetts decided to launch The Local as a separate offlicence fascia, joint managing director (designate) Guy Swindell said: “Offlicence customers visiting our depots have increasingly sought ways to work with us more closely, and retailers

frequently approach us from rival fascia groups. The launch of the new fascia creates a new platform for our retailers’ growth where we are closely aligned with their businesses and focused on delivering great value and logistics.” The Local fascia has no joining fees, minimum spend or store size requirements. Members will also benefit from the support of the wholesaler’s regional business manager network. In other news, Parfetts recently announced that it will introduce more than 130 own-brand lines in the coming weeks, including Boom Pop popcorn in three varieties, seven other snack products, and three more household lines. It has also launched Parfetts Trader, a publication that details upcoming activity including the company’s threeweekly cash & carry offers. The brochure also highlights new lines, own-label developments, product suggestions for boosting margins, themes for special events and category insight. Every featured line is accompanied by its barcode to make online ordering easier.

With online orders now accounting for a third of Parfetts’ business, the wholesaler is continuing to develop new features – such as touch/face ID and push notifications – for both its website and app in order to make the shopping experience easier for retailers.

‘The Local is a great concept and has given me a new lease of life’ Haydn Hicks (pictured) opened the first The Local store in Ulverston, Cumbria. “Having been with Bargain Booze for 22 years, it was time for a change and a new challenge,” he explained. “The Local is a great concept and has given me a new lease of life, along with an immediate increase in margin of 8%. “I have my independence back and the flexibility to use my expertise to work with customers to give them what they want, responding to the latest tastes and trends popular in the drinks world. “I’m introducing the communities I serve to premium-quality, locally-produced beers and spirits. A one-sizefits-all approach to retailing is not a model that Parfetts subscribes to, and this allows independents to flourish.

June 2021

“As a third-generation retailer, it’s great to be working in close partnership with the team at Parfetts. They really

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understand me as an independent business operator and provide all the support and backing that I need.”

[ IN FOCUS ] Parfetts’ customers currently have access to a third-party app, but the wholesaler is testing its own app with a group of retailers and hopes to roll it out soon to its entire customer base. The new app has the same look as Parfetts’ website but with a few more features, notably ‘multiple scan’ functionality. Parfetts is assisting retailers with their own digital activity, as well as continuing with store development. In the past 12 months, over 200 retailers have joined Go Local, which takes Parfetts “within touching distance” of its original aim of 1,000 stores, reported Swindell. “Since we launched Go Local 10 years ago, it’s unbelievable how far we’ve come,” he said. “As we introduced our delivered model GOLD and our web ordering system, it allowed us to go into new areas and recruit new business – and now our symbol customers account for nearly 35% of our turnover. “But we’re not stopping there. We have a really good pipeline of retailers wanting to join the Go Local retail group and we are continuing to help our cusCCM tomers build their business.”

‘I have confidence in Parfetts’ Sasi Patel (pictured) has three Go Local Extra stores in the North-West and he opened his first The Local store in Bacup, Lancs, on 13 May. At Parfetts’ virtual trade show last month, he explained why he switched his allegiance to Parfetts after trying several other symbol groups including Bargain Booze, Premier, Nisa and Family Shopper: “The biggest benefits are the range, the price points, the margins, and the fact that Parfetts now delivers. Parfetts also sends out the promotional leaflets free of charge which helps drum up a lot of business. “The best part of the whole proposition with Parfetts is the very simple operating model: there are no rebates to claim back; instead, I get a credit for all my promotional purchases. “Like most retailers I’m quite price savvy,” he adds. “I have confidence in Parfetts because it’s employee-owned and so is not making that extra profit

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for shareholders. Obviously I keep my eyes open in the market place but I would say that 95% of my £80,000 spend per week across my four sites is with Parfetts.” Other advantages, said Patel, are the drop shipment scheme for chilled and frozen food offered through Parfetts’ partnership with Nisa, and the Go Local and Co-op own-label ranges. He is also looking forward to Parfetts introducing a home delivery solution, which he hopes will be more competitive than the existing services he uses.

[ SPOTLIGHT ] Mark Lawton, commercial director, Harlech Foodservice

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What are your interests outside work? I enjoy walking in the North Wales countryside: we are so lucky to have both the mountains and the sea. The time spent in nature is a great fillip and counters the everyday stresses of life. As I have got older, I have learnt to manage my work-life balance better.

High expectations What have been your biggest achievements in work and outside work? I am very proud of my career, especially some of the company growth I helped to achieve at Woodward Foodservice, Openshaws, The Little Food Company and most recently at Harlech Foodservice. One of my recent achievements has been the onboarding of Hickory’s into Harlech Foodservice and management of our successful relationship. My biggest achievement in my personal life are my children, of whom I am extremely proud. My marriage to my wife is also a great source of pride. We make a great team and she makes me a better person. Who has been the biggest inspiration to you? My stepfather has been a great inspiration to me. He taught me many valuable things in life, and he showed me how to be a good father. In my work life, Jeremy Woodward was a great mentor during my early working career. He took a chance on me, for which I will always be grateful. He deliberately progressed me around all different departments at Woodward. This gave me a fantastic grounding in my career. I also must 14

June 2021

mention Sir Malcom Walker, who was a great inspiration during my first role as a company director. I found his dynamic personality and enthusiasm very infectious. Even now I still refer to some of the management books he gave me. What did you want to be when you were growing up? It was a long time ago, but I do remember wanting to be a solicitor. What meant the most to me, more than a specific role, was to leave my small hometown behind and to learn about life. I wanted to see different places, people, cultures: my mind was a like empty space waiting to be filled. The desire is still there today, but the space is a lot smaller. How would you describe your personality and what approach do you take in business (and in life)? I am an optimist and a good listener. I believe in loyalty and respect and how they are both two-way. I am very driven, and I have high expectations of myself and those around me. I believe the best way of managing people is through engagement – everybody works better when they feel part of something.

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What is your favourite film, book and song/piece of music? I really enjoy the high-quality American TV shows, like The Sopranos, Boardwalk Empire, Homeland, and Game of Thrones. I enjoy reading: some of my favourite authors are Ian Rankin, Stieg Larsson and Dan Brown. I have a broad taste in music but since my early teens I have been an avid David Bowie fan. He was so much more than a musician to me: he was a window to the wider world. If you won a holiday, where would you go and who would you take with you? I enjoy touring holidays, taking in the different sights, sounds, flavours, and cultures, so I would say a tour of South America with my wife, who is a likeCCM minded travelling partner.

Summer shift From Llandrillo college, Mark Lawton spent a summer working at Woodward Frozen Foods and stayed there instead of going to university. Within a couple of years he was running the nightshift, and he subsequently moved to project management when Woodward became part of the Iceland group. As Woodward’s grew into a national company, he was promoted to operations manager, set up new sites and managed the integration of acquisitions. After nearly 16 years, he joined Openshaws in 2005 as operations & buying director. Since 2008, he has been managing director of several firms including wholesaler The Little Food Company. He joined Harlech in 2016, where he is now commercial director.

[ SPAR CONFERENCE ]

£125 million investment A new HFSS-compliant store format is among the initiatives designed to drive growth across the SPAR UK estate in the coming year.

PAR UK is investing £125 million in the business in the year ahead: £100 million on stores (new builds, rebuilds and refrigeration) and £25 million on improving supply chain and IT capability – everything from Blakemore’s new Bedford depot to vans and electric bikes for home delivery. “It’s a massive vote of confidence in the huge potential of our business,” said Lee Johnson, strategy & operations director at SPAR UK. He was one of several speakers at SPAR UK’s virtual conference, which took place last month. The group’s managing director Louise Hoste told delegates: “SPAR is the most compelling and competitive convenience proposition in the UK. We are part of world’s largest food retail voluntary chain and benefit from best practice sharing. “By using data, we have a modern approach to delivering profitable store formats and propositions. Our marketing and digital activity is driving consumer consideration, footfall and increasing basket spend. Our own-label range, SPAR Brand, delivers growth. It is worth over £350 million annually and is the 20th biggest selling food brand in the UK.” SPAR UK now has a convenience market share of 5.8% and is outperforming the competition, Hoste added. For March 2021 its value growth was 20.4%, compared to symbol groups as a whole at 17.5% and the convenience sector at 6.4% (Nielsen). SPAR’s growth was driven by fresh (up 59%), alcohol (+153%) and impulse categories (+32%). Compared to the same period two years ago, SPAR UK’s retail sales in March 2021 were ahead by 8.5%, while wholesale sales were up by 9.8%. Although footfall has declined by 15.6%, baskets are 37% bigger than

Louise Hoste: ‘The most compelling and competitive convenience proposition.’

they were two years ago. A total of 425 SPAR stores in the UK now deliver, equivalent to 18% of the estate, and the average online spend is around £27 versus £7 for an instore basket. To build on its growth, the group has unveiled several initiatives. These include a new store format currently being tested at the 2,600 sq ft shop at Carnon Downs in Cornwall. Working with Appleby Westward – one of the five SPAR wholesalers in the UK – the group has developed the store layout to be compliant with the planned HFSS (High in Fat, Salt or Sugar) legislation. In addition to a wide range of local products, the store includes a butchery counter branded in the Cornish language and a fresh food area near the entrance. There is also a refill station where customers can bring their own containers and buy loose products such as nuts, cereals, pulses, rice and flour. Local wines, craft beers and an artisan bakery are other features of the store. Commenting on the new design, retail director Ian Taylor said: “It has clear customer missions. It has an emphasis on sustainability, on local, and on the community.” Brand & marketing director Suzanne Dover said that the group wants to be better at communicating what SPAR stands for, “so that SPAR goes from just being the shop around the corner to being meaningful and distinctive for customers; from consumers ‘maybe using’ to being the preferred choice; from impulse purchasing to a destination shop; and from being perceived as pricey to being worth the money.” To this end, SPAR UK is devising a

new brand positioning and communications strategy, which it will unveil in September. Meanwhile, the group is continuing its national ‘Low Prices Every Day’ campaign, supported by a value identity across point-of-sale and digital communications, and it has an annual programme of ‘market-leading’ pre-sold deals. ‘Make It Your Summer’ is the theme for its 2021 summer campaign. SPAR UK utilises digital technology to drive footfall into the stores; for example, it uses Google My Business store listings to create ad campaigns across Google Maps, Display, Search and YouTube, and it uses Facebook’s geo-targeting of ads to convert ‘store locator’ searches into shop visits. “We are driving awareness of SPAR offers through different ad formats that engage our consumer audience, and the great thing is that all this investment in digital is completely measurable,” said Dover. For the SPAR own-brand, the group is looking for new volume opportunities – for an entry price-point tier and a premium tier, said head of SPAR brand Jamie Seymour. He added: “We have an ambitious and stretching NPD plan for 2021/22. Our five-year goal is for 35p in every £1 to be SPAR Branded and for 40% of products to be SPAR Branded.” Concluding the conference, Hoste said: “SPAR is the No.1 symbol group convenience retailer and we have shown how we will continue to be best placed in the market. We look to benefit from our scale, whilst adding value to the local communities we serve.” CCM

The new store format, on trial at Carnon Downs, includes a butchery counter.

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June 2021

CCM Chefs Own-Brand Own-B rand Awards Awards 2021 2021

CCM Chefs’ Own-Brand Awards 2021 ENTER ONLINE www.cashandcarrymanagement.co.uk

CCM Chefs’ Own-Brand Awards 2021 Now in its fourth year, the prestigious CCM Chefs’ Own-Brand Awards is run by Cash & Carry Management magazine, in association with the Craft Guild of Chefs. We know the care and passion that goes into creating a successful own-brand. It doesn’t just happen by magic: development chefs and supply partners work hard to bring exceptional products of excellent quality and great value to market – products that are driven by customer need and provide innovation in many categories. These awards give cash & carries and delivered wholesalers whose own-brand products hit the mark the recognition they deserve, with endorsement from the Craft Guild of Chefs – the leading chefs’ association in the UK – who conduct the judging in blind tastings. Entries are open for products in all food & drink categories at a cost of £115 per product, with one free for every 10 products entered. The price has been held at last year’s level. The closing date for entries is Thursday 1 July 2021. The products must be delivered on the date and to the delivery address that will be conﬁrmed on receipt of your entry. Judging will take place in August and the winners will be announced at a prestigious awards lunch in October. For further information, contact Martin Lovell on 01342 712100.

[ HANDROLLING TOBACCO, ACCESSORIES & NGPS ]

Cater for consumer choice The UK tobacco market is worth £2.5 billion after tax. Although factory-made cigarettes still make up the majority of sales, the roll-your-own market now accounts for 45% of tobacco sales and there is a rise in dual users. Siobhan Kielty reports.

ver the past year, the increase in consumer demand for economy products has boosted the roll-your-own (RYO) category. Wholesalers need to ensure that their product range takes into account this demand for value, and also offer guidance to convenience retailers to adapt and expand their ranges as shopper trends emerge. The decline in the use of factory-made cigarettes (FMC), a drop that has been further fuelled by the ban on menthol cigarettes, has enabled the roll-your-own market to capitalise on the limitations and offer alternative innovations. Republic Technologies UK recently introduced NPD from its leading filter brand, Swan. With the UK’s £310 million tobacco accessories market (IRI) thriving as consumers are spending more time at home, the manufacturer responded to demand with a range of Flavour Fusion Cards. These cards enable adult smokers to create their own level of flavour in a packet of cigarettes or tobacco in one hour. Two variants are available: Fresh Burst and Menthol. The cards have an rsp of 39p, with 25 cards per outer.

‘Within the tobacco accessories category, the right product range and display are key for driving sales’ Gavin Anderson, head of sales, Republic Technologies UK “Following the change in legislation last May, there has been a considerable rise in the number of consumers making a conscious decision to find competitively-priced flavour alternatives to menthol cigarettes,” says Gavin Anderson, head of sales. “Our new Flavour Fusion Cards let cash & carries help retailers offer even more choice in flavour and format. The cards not only provide shoppers with the ultimate in flavour impregnation, but they also enable retailers to capitalise on the growing interest in RYO flavour innovation.” The NPD follows last year’s introduction of Swan Fresh Burst Crushball – already the bestperforming menthol capsule filter in the market (IRI) – and Swan Cool Burst Crushball and Swan Cool Menthol Extra Slim filters. To capitalise on this innovation, Anderson advises that wholesalers pay close attention to their tobacco rooms, and 18

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With more smokers turning to the RYO segment, there are new sales opportunities for tobacco-related accessories.

ensure they benefit from the promotional materials available from suppliers. Swan-branded pallet displays and free-standing four-shelf displays are rolling out across cash & carries, with units already sited in Dhamecha, Bestway and Batleys. “Generating stand-out in cash & carries remains a key priority for us and this underlines the importance of the convenience/independent trade to the tobacco accessories market,” says Anderson. “Within the tobacco accessories category, the right product range and display are key for driving sales. Increasing awareness and signposting the tobacco category by stocking innovative NPD and products that deliver on quality, brand assurance and a strong margin will continue to boost profits.” Shoppers are also prioritising environmental consideration, opting for products using ethical and sustainable materials. OCB Virgin Slim & Tips and OCB Organic Hemp Slim & Tips are unbleached and 100% vegan, and the increased interest in premium paper & tips formats has seen OCB become the UK’s fastest-growing mainstream paper brand (IRI). Also bringing new products to market is JTI, with a new addition to the Sterling brand. Launched last month, Sterling Rolling Tobacco Essential offers the lowest price point in the Sterling Rolling range at an rsp of £12.35 for 30g. “The new Essential format aims to offer a great-value tobacco option for customers, while staying true to

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[ HANDROLLING TOBACCO, ACCESSORIES & NGPS ] Sterling’s reputable quality,” says Stephane Berset, head of marketing. “It also offers our first Sterling Rolling product with a whole leaf blend, where less leaf waste is generated in its manufacture.” The NPD also comes in a paper insert pouch packaging, which contains less aluminium, and does not include papers or filters. “We’re confident that Sterling Rolling Tobacco Essential will become a strong driver for future Sterling Rolling growth, while providing retailers with an even more competitive product for existing adult smokers, driving incremental sales,” Berset adds. JTI’s Sterling Rolling Tobacco is currently the UK’s fastest growing tobacco brand (IRI). With 8.3 million kilograms of rolling tobacco sold in the UK each year (IRI), this category offers a significant opportunity, the company points out. Price remains a key factor, and JTI has recently repositioned its Kensitas Club Rolling Tobacco with rsps of £11.95 for 30g 3-in-1 – the lowest rsp for a 3-in-1 rolling tobacco product in the UK – and £19.60 for the 50g pouch format. “Our decision to lower the rsp reflects consumer demand for value RYO tobacco, which is currently leading the RYO price sector with a 50.2% market share (IRI),” explains Ross Hennessy, sales vice president. .

Category advice from Imperial Know the market Vaping is a large and rapidly growing market. Wholesalers and suppliers need to work together to educate retailers on the best-selling products and where the growth areas are, to help them harness the opportunity. Ranging and availability Wholesalers should make sure that they stock a comprehensive range of products that includes both best-selling lines and innovative new products that are likely to see growth. Maximise supplier relationships To remain on top of the latest trends in the vaping category, wholesalers should cultivate their relationships with suppliers to ensure that they have access to the latest data on consumer trends, products and regional sales. Create buzz Wholesalers can do a number of things to drive sales in the vaping category, such as ensuring that they display and promote vaping products in and around their stores in areas of high footfall and at point of sale, not just in tobacco rooms. Contact your reps to see what display options are available to help drive sales. Drive footfall Wholesalers should consider in-store activations to promote interest and understanding of the vape category, as well as promotions and rewards schemes that create excitement among existing and potential customers.

Different products for different occasions Imperial Tobacco also highlights the opportunities arising for wholesalers to guide their customers to additional sales: “We’re seeing a rise in dual users buying both roll-your-own and factory-made cigarettes for different occasions, as more shoppers move to a nicotine portfolio approach. In fact, figures show a quarter of consumers are now dual smokers,” says Duncan Cunningham, UK corporate affairs director at Imperial Tobacco & blu With the RYO segment expanding its market share, now accounting for 45% of tobacco sales (Imperial Tobacco UK), the economy RYO sub-sector is showing an increase in demand. Imperial has a strong position in this area and recently added several new products to its ranges. JPS Players Easy Rolling Tobacco is available in 30g and 50g formats (rsps £11.95 and 19.60 respectively), including rolling papers, and features lower levels of moisture. Following the launch in April, Imperial Tobacco’s National Ambassador Program is supporting the product with visits to 22

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around 480 outlets each month in more than 30 cities across the UK. From the Lambert & Butler RYO brand, launched a year ago, comes two new formats and a limited-edition design. The anniversary packs feature an improved freshness seal and come in an eyecatching branded outer. The packs are exclusively for the independent channel and offer a 30g format with 60 filter tips and 60 high-quality papers, and a 50g format that includes 100 papers. “Every depot is different so it’s important for wholesalers to consider what products are proving popular with customers, alongside the latest trends, to assess the right range for them,” says Cunningham. “Ultimately, we’d recommend stocking as broad a range as space allows and then fine-tuning this in the weeks and months that follow, according to customer feedback and sales,” he continues. “The wholesalers who can remain agile will be in the best position to cater for their customers and grow their nicotine sales as a result.”

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[ HANDROLLING TOBACCO, ACCESSORIES & NGPS ]

As convenience stores have picked up customers over the past year from specialist vape stores, they must ensure that they are up to date with this fast-moving category.

Vaping systems Alongside the increasing interest in the RYO sector, vaping is continuing to boost sales in convenience. The category is worth around £1 billion in the UK (ECigIntelligence) and about 30% of vaping sales are made in traditional retail stores. While open systems have traditionally dominated the vaping category and currently make up 81% of the market, (ECigIntelligence), the introduction of pod-mod devices like Imperial Tobacco’s myblu in recent years has seen closed systems continue to trend upwards. The growth of nicotine salts as the preferred liquid for pods has been a key trend in traditional retail. “There is a huge variety of devices and liquids available on the market today, so for retailers that are new to the category, deciding what to stock can be a daunting task,” says UK corporate affairs director Duncan Cunningham. “Wholesalers are therefore in an excellent position to provide advice to retailers on what products they should be stocking, as well as offering important reassurances on key areas like quality.” Ross Hennessy, sales vice president at JTI UK, adds: “Vapers are looking for convenient and easy-to-use devices that they can experiment with in terms of flavours and strengths to find the right fit. Our premium pod device, Logic Compact, offers a convenient and modern alternative to traditional vaping products.” The most popular vaping flavours are fruit (31%), menthol (21%), and tobacco (20%) (Kantar). ”Wholesalers should stock up on the UK’s most popular flavours to complement their range of best-selling devices. There are many different flavours to choose from, so a good place to start is with the most sought after,” advises Hennessy. British American Tobacco UK is also reacting to the consumer interest in closed systems, with its new Vuse brand. Taking BAT’s existing Vype brand to the next level, Vuse brings the same high-quality vaping and flavours – but offers innovative new features to devices and comes in new eyecatching packaging. Both brands have 100% compatible devices and the new Vuse eTank Mini device offers vapers a further option for pairing with the recrafted Vuse e-Liquid range. In addition, the ePen3 and ePod devices are now sleeker and faster to charge. 24

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“Many independent and convenience stores have had an influx of vaping customers since the closure of vape specialists,” says a company spokesperson. “BAT UK has invested significantly to achieve its leading position with Vype. Vuse is the next stage and a fantastic opportunity for retailers to further grow next-generation sales. In the fast-moving, fragmented vaping sector, retailers who educate themselves on new products and trends will become valuable to vaping customers and build trust to help ensure repeat visits and sales.” In line with consumer desire for increased sustainability, the Vuse brand has less plastic used in the packaging. It also features an award-winning design for on-shelf impact and BAT is investing in product upgrades and launches to help independent convenience retailers attract more customers. BAT advises keeping the Vype and Vuse vaping range together, and the BAT gantry makes this easy for stockists. For convenience retailers, it is also useful to offer a simple-to-stock, simple-to-sell vaping solution. Vape brand Dinner Lady, from GM Group, offers a disposable Vape Pen with a range of premium flavours, and global forecourt business EG Group has become the first major national supplier of the disposable product. Vape Dinner Lady, which was launched in 2016, offers nicotine salt e-liquids in a simple, premium vape category solution. Priced at £4.99, the disposable Vape Pen is available at around half the price of a packet of cigarettes, encouragCCM ing adult smokers to make the switch.

For further information: British American Tobacco (UK) 020-7693 6999 GM Group UK (01254) 865915 Imperial Tobacco (0117) 963 6636 JTI (01932) 372000 Republic Technologies (01494) 492233

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Life is back on the move While the FMCG industry couldn’t have predicted the recent retail landscape, it’s now time to adjust to new shopper habits and ensure that convenience retailers still have the products and support to maximise sales as restrictions are eased. Siobhan Kielty reports.

uring this past year, there have been obvious challenges for the food-to-go mission – namely that most shoppers have been going nowhere. However, the convenience channel has once again proved its resilience and agility, and as we face fewer restrictions wholesalers and retailers are anticipating a different but profitable sales landscape. Indeed, growth of 31.6% is predicted for food to go this year, taking the value to £15.3 billion (Lumina). Despite the lockdowns implemented last year, food-to-go segments such as crisps, snacks and nuts grew by 5.3% (Nielsen), largely driven by demand for larger pack formats. Shoppers are now purchasing snacking products in bulk but health remains a priority for many, explains Jon Wood, commercial director at Calbee UK. “Operators should stock a range of healthier alternatives. ‘Better for you’ is important to the overall category as it attracts a younger, more affluent shopper than the total crisps, snacks, nuts and popcorn category.” Products from Calbee that fit the bill include ovenbaked pea snaps under the Yushoi’s and Paw Patrol brands.

For the convenience channel, it is essential to understand the shopper mission and tailor ranging and merchandising accordingly, says Tayto Group marketing director Matt Smith. “With the pent-up desire to socialise, a summer of sport to enjoy and people being able to open up their homes to guests, it’s a time when the impulse channel can cement its place in shoppers’ store repertoire,” he says. With a 10.1% growth in pork snacks, it’s also currently an effective time for Tayto’s marketing campaign for the Mr Porky brand. This incorporates national radio coverage and upweighted regional activity in the Midlands featuring out-ofhome, radio and digital advertising. This complements the company’s ongoing digital activity that is bringing more people into the Mr Porky brand and the wider category. Another supplier reacting to shifting consumer habits is PepsiCo, which has updated its Hero 25 range of core products to include a number of PMPs, singles, multipacks and sharing formats to cover the different shopper missions. “2020 saw a number of major changes to how people shop in the impulse channel, with many of these shifts impacting 26

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food and drink on the go,” says Matt Goddard, wholesale trading director. “More than half of shoppers now use a convenience store every week (Lumina Intelligence). It’s not just shopper footfall that has risen either, as consumers are spending more, with basket spend increasing by 11%.” The past year has been a tough one for many people, and value for money is increasingly a priority as the financial implications of the pandemic rumble on. Suppliers have responded with a focus on larger-pack promotions and value PMPs. PepsiCo has added 20% extra free to £1 PMP snacks including Quavers, Wotsits, Monster Munch, Squares and French Fries. The supplier has also introduced two new convenience-specific £1 PMP SKUs: Funyons Onion Rings and Cheetos Footballs. KP Snacks similarly advises wholesalers and retailers to take into account current shopper habits to reinvigorate sales over the next few months: “As recessionary conditions are likely to prevail, operators will need to offer the right product mix to deal with economic disruption and consumer confidence, delivering and demonstrating great value and unlocking more cautious spending through promotional purchasing,” says Matt Collins, trading director.

Convenience without the calories Nearly a third (30%) of people say that health has become a higher priority to them since COVID. With the government highlighting its strategy to tackle obesity, the pandemic evidencing the benefits of maintaining a healthy weight, and the struggles that many consumers have had with stress eating and boredom ‘picking‘ during lockdown, many people are looking to break unhealthy patterns. Retailers and wholesalers have an opportunity to support their shoppers with convenient formats straddling the ‘better for you’ and on-the-go missions. Source: Mintel

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“Food to go is a long-term, resilient growth trend. The category is insulated for recovery and we expect the market to rebound to growth as restrictions ease and footfall and frequency returns, with ‘starved’ consumers re-emerging as the UK slowly makes its return to some semblance of a new normality.” KP remains committed to driving sales of singles packs, which suffered a decline of 24% during the pandemic, according to the company. To help its customers boost their singles sales, KP is currently running a promotion on Hula Hoops, McCoy’s, Skips, Nik Naks, Discos, and Wheat Crunchies in grab bags and £1 price-marked packs. Running until 12 November, the ‘WIN £2021’ campaign offers shoppers the chance to ‘win the year in cash’ by texting a number that is highlighted on special packs. Over the course of the promotion, there are 24 cash prizes to be won. Collins says: “Core brands play a critical role within singles and meal deals, and account for 97% of singles sales. Our new lunchtime initiative looks to recognise this, focusing on our core brands rather than NPD, with the aim to drive purchase repertoire and frequency.” With easing of lockdown measures from late May and phased return to workplaces, Saputo Dairies has observed short shoots of recovery for its Cathedral City grab-and-go snacks, with rate of sale climbing back towards pre-lock-down levels. Anca Lazar, senior brand manager, told Cash & Carry Management: “We need to prepare for the gradual return to the workplace and an increased freedom which will bring new impacts on the way we eat on the move. “With international travel restrictions likely to be in place for some time, the staycation and family favourites such as the traditional picnic could be high on the priority list for free time this year, so snacks will inevitably be a core part of the weekly shop.” Last summer’s launch of the Cathedral City Cheddar Minis five-pack is available exclusively in the convenience and discounter channels and carries the attractive £1 price point. Mondelez points out that balance and wellbeing was a massive trend over the last year. “In particular, cheese snacks are viewed by consumers as ‘better than’ snacks,” says Susan Nash, trade communications manager. More Dairylea snacks will move to under 100Kcals this year to attract shoppers looking for portion control for their families. Meanwhile, the healthier biscuits category represents 21% of the biscuit market (Nielsen), and Mondelez claims that its belVita and Cadbury Brunch Bar are ideal for 28

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consumers seeking more functional attributes and looking for treats that help keep them going. For healthier afternoon treats, Graze has launched a new cake bar format that contains under 90 calories per bar, sold in a 5 x 24g multipack. Available in Lemon Drizzle, Chocolate Hazelnut and Salted Caramel variants, the Wow Bakes range has an rsp of £2.69 and contains no artificial colours, sweeteners, flavours or preservatives. In addition, Graze has relaunched its Oat Boosts range with new packaging and two new flavours, Cherry Bakewell and Chocolate Cookie. Each pack has an rsp of £2.50 and contains 4 x 30g bars. The new variants have been introduced in response to demand for more indulgent flavours. “Not only does the range deliver on rich flavours that shoppers love, it does so while offering a healthy alternative to traditional snacks, with at least 45% less sugar than the average cereal bar,” said a company spokesperson. Hot snacking has also seen consumers looking for healthier selections. “While we have seen broader ‘positive’ health trends across food in general, in snacking calories remains a really important benchmark for consumers,” says Kevin Butterworth, marketing director at Symington’s. He adds: “As lockdown eases and many industries reopen, consumers are seeking healthy and convenient lunch options to enjoy at work. Operators should ensure they stock a range of products to meet this demand.” It’s not only calorie counting that is shaping consumer diets. Many shoppers are now looking for options that support a flexitarian, vegetarian or vegan lifestyle, and food to go needs to consider this trend. Dr Oetker Professional (UK) has tapped into the growing market with new developments. Under the Chicago Town frozen pizza brand is a new vegan Smokey Bac’n & Mushroom 10 inch takeaway stuffed crust pizza, which joins the Pizza to Go range. The manufacturer has also unveiled a range of self-serve solutions developed in partnership with leading food-to-go equipment suppliers – the self-serve packaging and PoS solutions are designed to help retailers drive awareness.

P U R E W O P S E L A S R U YO T YOND THIRS E B R E W O P A

OUR SMARTER, BOLDER CANS AND BOTTLES STAND OUT ON THE SHELF. WITH THE SAME GREAT FLAVOURS AND UNBEATABLE PRICE CONSUMERS LOVE.

[ FOOD & DRINK ON THE GO ] Energy to bounce back In beverages, an easing of restrictions over the summer should pave the way to positive sales figures as consumers look for on-the-go refreshment. The energy drinks sector continues to be one of the bestperforming areas of the soft drinks market, currently worth £1.5 billion (IRI), and wholesalers need to ensure they have the stock to offer a strong range for retailers. Red Bull, which has seen value growth of 18.8% (Nielsen), launched its latest Summer Edition, Cactus Fruit, in March. “With Red Bull Editions growing by 83.7% in value last year, now is the perfect time for retailers to stock up on new flavours to maximise sales over the summer,” says a company spokesperson. “The Summer Edition Cactus Fruit will continue to drive category growth across sports & energy while satisfying energy drink consumers who would try a tropical fruit flavour. Red Bull Summer Edition in 2020 proved so popular with shoppers that it has now become a permanent SKU – the Red Edition.” Suntory Beverages & Food GB&I has also recently unveiled new lines. As well as the launch of Ribena Sparkling in 330ml cans to join the 500ml bottles, it has introduced Lucozade Energy Raspberry Ripple. “As restrictions continue to change and consumers’ shopping habits evolve, wholesalers can help retailers drive food to go through meal deal offers,” says Matt Gouldsmith, channel director, wholesale. “Retailers should also monitor changes in shopper buying habits and both local and national coronavirus restrictions to ensure they can appropriately judge when it’s time to scale up their food-to-go offer to previous levels.” Also in the energy category, Refresco Beverages’ Emerge brand has been given a redesign to increase consumer appeal and is set to benefit from a marketing campaign incorporating a competitive promotional strategy, trade events and activation. “Emerge is always innovating and reacting to meet the demands of the category – in recent years we have introduced many different flavours and formats into multiple categories within energy, the most recent of which is the successful launch of our 500ml Cherry Isotonic,” says Nick Partridge, commercial manager. “The summer months mean people will be increasingly on the go, and as restrictions are lifted consumer confidence in retail is expected to return.” Emerge Isotonics offer a strong sales opportunity, especially coming into the summer months, as the range now includes five flavours and promotes good hydration support for sport and leisure activities. Meanwhile, Refresco’s Old Jamaica brand is celebrating summer freedom with a £1.5 million advertising campaign on Channel 4 and All4, as well as social and digital activity. 30

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The ‘Get The Sunshine Vibe’ campaign aims to build brand awareness and bring the carnival spirit of Jamaica to streets all over the UK, and is being reinforced with shopper, trade and experiential activations. Over at Boost Drinks, the company recently expanded its range with a Mango 250ml Energy SKU. The company celebrates its 20th birthday this year and has diversified its portfolio from its energy base to include Boost Protein and Boost Iced Coffee. In March, Caramel Latte Iced Coffee joined this latest range. “The RTD iced coffee market is worth £26 million, growing at 42% volume and 41% value year on year (IRI), so we anticipate a strong summer for the category, particularly as 30% of hot coffee drinkers are opting for iced variants during the warmer months,” says founder and managing director Simon Gray. Arla, which offers the Starbucks ready-todrink range, points out that there is a surge in demand for plant-based options in the chilled coffee category. “With a record-breaking 560,000 people signing up to the 2021 Veganuary campaign this January, plant-based options offer innovative and intriguing SKUs to consumers, helping to encourage new shoppers into the category,” says Adam Hacking, head of beverages. FrieslandCampina predicts a lean to previous shopper habits over the longer term, and wholesalers need to advise their customers to stock accordingly. “Dedicate space to both best-selling flavours and new launches from reliable brands,” says Wayne Thompson, business unit controller, out-of-home. “We know lunchtime and on-the-go consumers are highly impulsive, and that flavoured milk is first and foreCCM most a taste-led category.”

For further information: Arla (0113) 382 7000 Boost Drinks (0113) 240 3666 Calbee UK (0330) 660 0015 Dr Oetker Professional (0113) 823 1400 FrieslandCampina (01403) 273273 KP Snacks (0845) 601 7583 Mondelez International (01214) 582000 PepsiCo (0118) 930 6666 Red Bull (0203) 117 2000 Refresco (01278) 441600 Saputo Dairies (01372) 472200 Suntory Beverages & Food GB&I 020-3727 2420 Symingtons (0113) 270 6061 Tayto (0845) 305 6999

BRAND GROWTH OF +14% VALUE YOY FASTEST GROWING FLAVOUR DELIVERING GREAT CASH MARGINS DON’T MISS OUT, STOCK UP NOW! www.drinkrio.com *IRI Marketplace Data Symbols & Independents 52 weeks Total Soft Drinks 21st February 2021

[ MINTS & GUM ]

Fresh ways to make a mint Pandemic-driven changes in the way shoppers view and consume mints and gums provide wholesalers with plenty to chew on. Kevin Whitlock reports.

ow times have changed! Back in the 1970s, kids (and adults, for that matter) chewing gum or blowing bubbles was regarded as unseemly, and certainly not something one should be doing in school. Although masticating in class is still probably not acceptable, chewing (sugar-free) gum, is now seen as actually having oral health benefits, as it produces saliva, which is nature’s great antiseptic. Victoria Gell, fruity confections portfolio director at Mars Wrigley, owner of the iconic Wrigley brand, concurs. “Our gum portfolio is worth over £248.6 million (Nielsen), and 97% of that is sugar-free, specifically the Extra brand, which is worth £203 million – in fact, it is the UK’s fourth-biggest confectionery brand. Sugar-free is definitely driving the category, which is growing in volume terms.” Gum, like so many other categories, has been hit by the pandemic – especially the restrictions on travel. But Gell says that the market has adapted: “During lockdown we saw traditional ways of consuming gum changing. Although ‘freshening’ is the primary reason to chew, many new occasions have been identified, including a move away from purely on-the-go purchases. “Gum has stayed central to lots of consumers – even at home. 42% of gum consumers said their top reason for chewing gum was to feel relaxed, with 30% of gum occasions taking place whilst relaxing in the afternoon/evening (Kantar, data before COVID-19). This occasion most often occurs around activities like watching TV or browsing the internet and it is characterised by unwinding, either alone or with family, driving the occasion of in-home gum consumption. “While we are all currently required to wear face masks in retail outlets, consumers have highlighted the need for gum to help freshen breath underneath face masks. Research has indicated that as consumers wear masks more often, they

‘Demand is certain to rise again’ In recent months wholesalers may have pulled back on the space dedicated to mints and gums as sales slumped during lockdown. “Demand is certain to rise again so ensure you are prepared, and consider which products are likely to remain popular, even if further restrictions are put in place,” says Valeo’s marketing & category director Russell Tanner. “We expect demand for more premium sweet-like mints to remain stronger than that for more functional products. Wholesalers should be focusing on brands which are already well established, with correspondingly better awareness and consumer loyalty.”

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are also chewing more gum than previously, ensuring that retailers should continue to meet demand throughout 2021.” Back in January, Mars Wrigley launched ‘Get Your Ding Back’, a multimedia campaign created to drive chewing gum consumption in home; last month the company kicked off a two-month TV campaign which aimed to demonstrate how Extra gum ‘can bring back confidence’. Comments Gell: “Following lockdown restrictions over the past year, two occasions have been identified as most valuable for gum: ‘9-5’ and ‘relaxing at home’. The campaign will continue to innovate to reflect the changes in key consumption occasions.” Mars Wrigley has also launched a personalised on-pack campaign for its Extra chewing gum range. Enhanced from 2020’s ‘Find Your Other Half’ initiative (which saw flashed pack sales increase by 13.3%), the activity sees core flavour singles, bottles and multipacks of Extra featuring an initial – urging consumers to pair a pack with partners, friends or family. The brand is also partnering with the latest series of ITV2’s hit reality TV series Love Island, and high-visibility PoS and display assets are available for both retail and wholesale.

‘A need for excitement’ Over at Mentos maker Perfetti Van Melle, trade marketing executive Jas Ghag agrees that the past year has been a difficult one for the market. “With the decline of shoppers on the go over the last year, the gum category has inevitably seen losses across the board. There is a need to bring point of difference and excitement through innovation to stimulate growth,” she says. “Our mission [with Mentos Pure Fresh Gum, Smint and Mentos] is to increase the relevance of refreshment by providing retailers with great quality mints and gum formats, at competitive price points, that respond to consumer needs by bringing excitement to the sector through innovation and driving sales.” Ghag adds that innovation (along with sugar-free formulations) is key to maintaining future growth: “Gum singles account for 51% of the market and are declining by 20% year on year,” she says. “Fruit-flavoured gum currently occupies a 20% share of the chewing gum market and recruits new and existing users by tapping into a more indulgent refreshment moment. The merging of fruit flavours with traditional, functional gum occasions increases category penetration and is proven to build incremental sales.”

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SINGLES SALES £25.3m

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UK’s BEST LOVED MINT BRAND 2

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[ MINTS & GUM ] A Bubblefresh bottle and Cherry roll recently joined the Mentos Pure Fresh fruit gum portfolio, with Tropical, Cherry and Bubblefresh available in a 50-piece bottle and eightpiece roll. “Bottled gums support new ‘stock-up’ shopper habits, which are becoming more popular, while the rolls tap into the impulse purchase, to assuage an immediate need for a quick, tasty pick-me-up,” says Ghag. Kim McMahon, product manager at Mentos, adds: “There are 30 million gum chewers in the UK, but we have seen a decline in frequency, driven by a reduction in travelling and commuting. With the wider gum market mainly focusing on two reasons to chew gum – fresh breath and clean teeth – we want to open up more occasions to consumers, such as for enjoyment, as a snack, or to satisfy a sweet craving.”

‘Shoppers trust and recognise the well-known brands for their quality’ Levi Boorer, Ferrero’s customer development director Of course, it’s not just gum that drives this market: mints are a related/important segment too. One of the best-selling mint brands is Ferrero’s Tic Tac, whose famous clear plastic boxes are as much a fixture on impulse displays as gum. “Shoppers trust and recognise the well-known brands for their quality, and by stocking a strong core range, wholesalers can provide retailers with relevance all year round,” says Levi Boorer, customer development director at Ferrero. “The three biggest flavours that retailers are looking for are mint, fruits and extra-strong mint. Our Fresh Mint flavour is arguably what Tic Tac is most recognised for, and the ever-present product has been joined by Intense Mint as part of the core range. Both of these products recognise the growing demand for mint products, and are available as T1 and T100 packs. “The sugar confectionery category is very impulsive, so retailers need to ensure they have a varied offering on shelf. Product availability is therefore key for wholesalers,” adds Boorer. “Now, more than ever, shoppers have a functional approach to their visits, and have a clear idea of the products they need before entering a store. By having leading sugar confectionery products available in store, wholesalers can enable retailers to pick up something extra to treat their shoppers.” Susan Nash, trade communications manager at Trebor owner Mondelez International, says that mint sales are up by 1.4% (Nielsen), and growth is being driven by products like Trebor multipacks and Cool Drops. She reports that Cool Drops delivered more than £500,000 in sales in the first six months on shelf. 36

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Nash adds: “Pricemarked packs are a key part of the mint category to help drive impulse sales. Research shows that PMPs offer a number of advantages for shoppers and retailers alike. They offer reassurance to shoppers, while contributing to an overall positive price perception. For cash & carries, the perception of improved value, convenience and trust from their customers make stocking PMPs a good option – with 20% of shoppers even going as far as to say they would choose a particular convenience store if they knew it stocked PMPs (HIM).” Valeo Snack Foods’ Fox’s Glacier Mints and Fox’s Mint Collection are being relaunched to take on both the challenges of, and opportunities presented by, market developments since 2020. Russell Tanner, marketing & category director, elaborates: “Fox’s Glaciers will spotlight the iconic Peppy the polar bear on pack, and the new packaging draws on the brand’s rich history. While we haven’t changed our recipes, we have taken the opportunity to highlight the fact that Fox’s are already vegan-friendly, and the rebrand was managed with sustainability in mind, enabling a plastic reduction of more than 10%. “We launched Mint Collection because we know consumers love our mix of different fruit flavours and wanted to offer consumers the same experience in mints, driving excitement by focusing on flavours rather than functionality.” Valeo is supporting Fox’s with a marketing campaign, including TV, online and print advertising as well as sampling. New to all packs is the addition of the strapline ‘100 Years of Taking it Slow’, a nod to the brand’s heritage. Tanner notes that although mints are often seen as a functional breath freshener, consumers are increasingly seeking new flavour and taste experiences instead. He also highlights the increased consumer interest in vegetarian sweets, individually-wrapped sweets which can aid portion control, and premium products. “Making mints into more of a premium treat than a functional breath freshener will create additional eating occaCCM sions and drive sales,” he says.

For further information: Ferrero 020-8869 4000 Mars Wrigley (01753) 550055 Mondelez International (01895) 615000 Perfetti Van Melle (01753) 442100 Valeo Snack Foods (01977) 692500

Refresh your sales with Tic Tac As seen on TV

scan to order POS & learn how to maximise your sales

the gentle refreshment of tic tac

[ PRODUCTS & PROMOTIONS ] PRODUCT OF THE MONTH

Black cherry style Quintessential Brands has launched Greenall’s Black Cherry Gin. The company conducted consumer research to find the next big flavour that would appeal to both current and potential gin shoppers, and just over half of respondents said that cherry would be an appealing flavour. The new variant is made with natural black cherries and without the addition of sugar or sweeteners. It comes in a 70cl bold purple bottle (rsp £15) and joins Greenall’s existing Wild Berry, Blueberry and Blood Orange & Fig flavoured gins. Stacey Kong, global marketing manager for Greenall’s Gin, comments: “This is the first black cherry flavoured gin that will be available to the public, and we are confident it will do well.” Quintessential Brands (01925) 286400

Sours variant

Spain’s No.1 beer

Mars Wrigley has introduced Skittles Giants Crazy Sours. Following the success of Skittles Giants, which were launched last year, the Sours variant is designed to appeal to a wider range of shoppers. It comes in three pack formats: a £1 pricemarked treat bag (125g), a 141g value pouch (rsp £1) and a 170g grocery pouch (rsp £1.49). The NPD is being supported in-store with digital and traditional point-of-sale to maximum the impact and excitement around the launch, as well as a digital media campaign. Mars Wrigley (01753) 550055

Budweiser Brewing Group will be responsible for the sales, marketing and distribution of Mahou beer in the UK across all channels from 19 July. Mahou Cinco Estrellas is the flagship brand of Mahou, Spain’s No.1 beer in the on and off-trade. Paula Lindenberg, president of Budweiser Brewing Group UK&I, says: “World lager is the fastest growing beer segment. We’re excited to offer a truly authentic and super-premium Spanish world beer, bolstering our portfolio to provide the strongest brands to best fit evolving consumer trends.” Budweiser (0870) 241 1124

Legoland tie-up

Pack upgrade

Pro campaign

Coca-Cola European Partners has brought back its popular ‘Kids Go Free’ on-pack promotion for Capri-Sun in partnership with Merlin Entertainments. Five million special packs of CapriSun can be used to obtain a ‘Kids Go Free’ voucher, entitling one child to free entry to Legoland Windsor Resort when accompanied by a full paying adult. The promotion runs until 30 August, and vouchers will be valid until October 2022. The initiative will be supported by social media advertising and in-store activation. CCEP (0808) 1000 000

Imperial Tobacco has upgraded the packaging for its Embassy Signature Gold and New Crush variants. New features include a handy resealable foil tab and a stronger box. Chris Street, market manager UK, says: “Our new ‘fresh protect’ Embassy Signature packs can withstand the hustle and bustle of everyday life. Thanks to the new features, the contents will remain just as fresh as the day the pack was first opened.” Embassy Signature Gold and New Crush each have an rsp of £9.50 per pack of 20 and £47.50 per pack of 100. Imperial Tobacco (0117) 963 6636

Red Bull is encouraging consumers to learn from elite athletes in its new Red Bull Pro campaign. As part of the initiative, Liverpool and Red Bull athlete Trent AlexanderArnold will offer a never-before-seen view of his daily life. The campaign will run during June and July. The promotion is being featured on Red Bull single 250ml cans, as well as four, eight and 12-can multipacks. It will involve an activation website www.redbull.co.uk/pro, and will incorporate sampling, advertising, social media, field activations, and in-store PoS. Red Bull (0203) 117 2000

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