Cash and Carry Management March 23

Far-reaching benefits

Consumersarestillbeingvery carefulabouthowtheyspend theirmoney.Barclays,which seesnearlyhalfofthenation’s creditanddebitcardtransactions, revealsthatspendingongroceries increasedbyjust6.6%inFebruary–wellbelowfoodpriceinflation–as68% ofBritssaidtheyarelookingforwaysto reducethecostoftheirweeklyshop.

Almosthalf(49%)oftheseshoppers arecuttingdownonluxuriesorone-off treatsforthemselves,whileasimilar proportion(48%)arebuyingmore budget/valueranges.

Localstoresplayanimportantrolein helpingconsumerstomanagetheir moneyandsaveonfuelandothertravel costs,andwholesalersaredoingtheir bitbyofferingkeenpricesonproprietarybrandsandown-labelproducts.

Indeed,morefoodanddrinkwholesalers(66.8%)paidhigherpricesto suppliersinJanuarythanpassedprice riseson(49.6%),accordingtotheOffice forNationalStatistics.

Inthisissue,wereportonNisa’s decisiontoinvest£6millioninreducing thewholesalepriceofmorethanathousandbrandedlines(page7).Thisinvestmentfollows1,000pricereductionsfor NisaretailersonCo-opown-brandlines.

Althoughmanypeoplehavecutback ondiningout,whentheydoeatout,they wantvalueformoneyaswellasmeals thatgobeyondthedishestheyprepare athome,reportsBidfresh(page14).

Thewholesalerhasidentifiedkey freshfoodtrendstohelpchefsand foodserviceoperatorsplanfortheyear ahead.Oneofthesetrendsisreducing waste,andthishasbecomeapriority formanyfoodanddrinkwholesalers,as wellastheircustomersandconsumers.

Wehavepreviouslyreportedonthe increasedadoptionofappslikeTooGood ToGothatconnectcustomerstorestaurantsandstoreswithsurplusunsold food.Now,twoSPARScotlandstores havebegunatrialwiththeappGander (page10)whichwillreducewastein storeandenableconsumerstobuya selectionoffreshfoodatlowerprices.

Supportfromwholesalersfortheir customersandconsumerscomesin otherforms;forexample,Bestwayis sharingitsexpertisewith,andraising fundsfor,thePlunkettFoundation,a charitythatassiststheestablishment andrunningofcommunitybusinesses (page8).Bestway’smanagingdirector DawoodPervezsaid:“Thevalueof shoppinglocalwithincommunitieshas neverbeenevidencedasstronglyasin today’scost-of-livingcrisis.”

Althoughthereareclearbusiness benefitsforwholesalersinsupporting theircustomers,theassistancethey provideisoftenfar-reaching,andit’s hardtoputavalueonthat.

KirstiSharratt ManagingEditor

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4,448 July2018–June2019

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1.

Charity sweets Greggs franchise

ApplebyWestward has openeditsfirst Greggs franchiseinoneofitsSPAR stores.

TheGreggsoperationisa keyfeatureofa£375,000 capitalinvestmentby ApplebyWestwardinits neighbourhoodstoreat BemertonHeath,Salisbury.

DeanMason,companyownedstoresdirector,said: “Theadditionalfootfalltothe sitethattherefitandGreggs willbringareexpectedto increaseturnoverby7%in thecomingyear.”

Newsalesdirector

readyforgrowth.Jonishere tohelpusseizenewopportunitiesandtopushthebusinessforwardevenfurther.”

ApplebyWestwardhas 140company-ownedstores intheregionandplansto introducemoreGreggsoperationsaspartofastrategyto expanditsbusinessthrough complementarypartnerships. InSalisbury,theGreggsoperationhascreatedeightjobs.

1000thstore

OneStop –asubsidiaryof Tesco –hascelebratedits 1000thstoreopening.

TheshopisinSilverton Way,Wolverhampton–an appropriatelocationasOne Stopstartedasamarketstall inthesamecitynearlyhalfa centuryago.

OneStopmanaging directorSarahLawlersaid: “Itisgreattolookbackat whatwe’veachieved.Partof thisisthegrowthofourfranchisebusiness,which,eight yearsago,didn’texist.”

ThomasRidleyFoodservice –acquiredbyBidcorpearlier thisyear–hasappointedJon Matthewsassalesdirector.

Matthews(above)has28 yearsoffoodserviceexperienceatBidfood,wherehe wasmostrecentlyheadof sales.Beforethathehelped hisfamilyrunasuccessful pubinBlyford,Suffolk.

PaulKnight,commercial directoratThomasRidley, commented:“Nowisan optimumtimeforJontojoin theteamas,hereatThomas Ridley,we’veemergedfrom thepandemicfit,strongand Thefirstfoodservicevehicle tocarrythe‘ClimateStripes’ graphichasbeenintroduced by Brakes.

Chargedwithfurther developingThomasRidley’s strategyforgeneratingnew business,Matthewswillalso befocusingondelivering morevalueforexistingcustomersaswellasstrengtheningthecompany’sperformanceinkeysectorsand expandingthesalesteam.

Commentingonhisnew role,Matthewssaid:“After almost30yearsatBidfood, it’sbeenabigchangetojoin theteamatThomasRidley butI’mverykeentotakeon thisnewroleandlearnall aboutthebusinessandwhat makesitdifferentwithinthe foodservicesector.It’sa companyI’vealways admiredforitsvalues,supportoflocalandBritishbusinessesanditsrenowned customerservice.”

BondsofLondon –afield salesdistributionservicefor confectionerytoover8,000 independentretailers–has addedthreenewvariantsto itsCandyCuprange,with 10pfromeachsalebeing donatedtoTheHoneypot Children’sCharity.

Honeypot isanational youngcarerscharity andsupports childrenaged between5and 12years.

Thethree newlinesare BondsTeddyBears’Picnic, PirateAdventureand MagicalForestCandyCups. Eachcontainspick&mix confectionery.Thepackagingiscurbsiderecyclable andmadefrom30%recycledmaterials.

Designedtoraiseawareness

TheClimateStripeswere createdbyProfessorEd HawkinsattheUniversityof Readingandaredesignedto showhowglobalaverage temperatureshaverisen overnearlytwocenturies.

Speakingatthelaunchof theClimateStripesvehicleat theBrakesdepotinReading, PeterJackson,CEOofSysco inGB,said:“Weareona journeytocreateafuture whereadeliveryofsustainableproducearrivesonan electricvehicle,chargedwith solarpanelsatthezerocarbondepot.Thisisanimportantstep.Butwecannotdo

thisaloneandweneedto workinpartnershipwithcustomers,manufacturers,governmentandtherestofthe foodserviceindustry.”

Brakeshasalsolaunched anewvehicleliveryto encouragewomentoconsideracareerinwholesale.

Thevehicle,whichis designedinpurple,the

colourofInternational Women’sDay,featuresthree womeninwholesaleroles.

MargaretGooch,HR directorforSyscoinGB, said:“Womenareunderrepresentedinwholesale andwesawInternational Women’sDayastheperfect opportunitytogetourlatest vehicleontheroad.”

Grossprofitmarginincreasesto20%

KitwaveGroup increased revenuesfrom£380.7million to£503.1millioninthe12 monthsended31October 2022.Profitbeforetaxrose from£2.1millionto£17.8 million,andgrossprofit marginincreasedfrom18% to20%.

PaulYoung,chiefexecutiveofficerofKitwave,commented:“Thestrongperformanceduringthefirsthalf oftheyearcontinuedinto thesecondhalf.Thegroup’s strongperformancehascontinuedintothefirstthree monthsofthenewfinancial year.”

Headded:“Kitwavehas madesignificantprogress, bothoperationallyandcommerciallyduringtheperiod, despitethechallenging macroenvironmentbackdrop.WhilsttheCovid-19 pandemicismostlybehind

onthis.Thesuccessofour acquisitionstodatehas demonstratedtheviabilityof thisstrategy,withthegroup continuingtolooktoidentify acquisitionopportunitiesto combinewithitsinitiativesto driveorganicgrowth.”

servicessothattheycanbe accessedquicklytohelp savelives.

Theinitiativebuildson thegroup’sworkwiththe BritishHeartFoundation–DavidBrind,Kitwave’schief financialofficer,helped establishthe‘Heartofthe Tyne’campaigntoimprove awarenessofhearthealth acrossthelocalbusiness community. us,itsknock-oneffectsstill linger.Weremaincognisant ofUKcost-of-livingissues; however,thegroupiswell placedtocombattheseand, assuch,weareconfidentofa positive2023tradingperiod.”

Youngconfirmedthat Kitwavecontinuesonits acquisitiontrail:“Theboard recognisesthesignificant marketopportunitywithinthe fragmentedUKwholesale market,andKitwave’sstrategyisfocusedoncapitalising

Kitwave’smostrecent acquisitionwasWestCountry FoodHoldings,aspecialist freshproducewholesalerto thefoodservicesectoroperatingintheSouthWestof England.

Inothernews,Kitwave Grouphasinstalleddefibrillatorsatall30ofitssitesto safeguardthehealth,safety andwelfareofits1,400 employeesacrossthegroup.

Allthedevicesareregisteredon‘TheCircuit’,which isanationalnetworkthat mapsdefibrillatorsacross theUK,connectingthem automaticallytoambulance

Wholesalepricesofover1,000linesreduced

Nisa isinvesting£6million intothewholesaleprice (WSP)ofmorethanathousandbrandedlines,aspart ofitsstrategytofurthersupportitsretailers.

Usingmarketdatato identifykeyproducts,Nisa hasreducedtheWSPon productsinthemostimportantambientcategories–beers,wines,spirits,soft drinksandtobacco–tosymbolandindependentswithin theconveniencemarket.

Thesavingsinclude£6.62 offacaseoffour-pack CarlsbergExport(pint),£5.97 offacaseofHardysVR Chardonnay,£1.48offacase ofJPSPlayersRealRedKing Size,and£1.95offacaseof 24Coca-ColaRegular330ml.

PeterBatt,therecently appointedmanagingdirector

ofNisa,hascommittedto furtherdevelopthecustomer offeraspartofthegroup’s missiontobetheindependentretailer’spartnerof choice.Hesaid:“Weknow weneedtoinvestinprice duringthesechallenging times,andthat’swhywe’re

pleasedtobeabletoprovide betterwholesalepricesin categorieswhichdrivehigh footfallforourretailers, allowingretailerstoprotect theirmarginsatatimewhen mostbusinesscostsare escalating.

“Thispriceinvestmentis

onlythebeginningofthe supportwearecommittedto providingourretailersduring 2023andbeyond.”

Inothernews,Nisa’s MakingaDifferenceLocally (MADL)charityhaslaunched a£100,000roundofthe HeartoftheCommunity Awardstohelpcommunities celebratetheCoronation.

Nisaretailerscannominatealocalgroup,charityor goodcausetoreceiveupto £500infunding,tohelpcommunitiescelebratethehistoricoccasionwithevents suchasstreetparties.

Nisaretailerscanalsoput forwardalocalgroupor goodcausetoreceiveupto £500tosupportlocalvolunteerssothatvolunteering canbeundertakenaspartof theBigHelpOuton8May.

PaulYoung:‘Kitwavehas madesignificantprogress.’

Fishin schools

Throughits M&JSeafood brand, FreshDirect isbackingthe‘FishinSchoolHero’ campaign,whichgives pupilsachancetoprepare, cookandeatfish.

Thewholesalerisdeliveringarangeoffreshfishto schoolsacrossthecountry.

Thecampaign,whichis organisedbytheFood TeachersCentreinassociationwiththeFishmongers’ CompanyFisheriesTrust,is directedparticularlyat schoolsinthemostdeprived areas,andthereisnocostto theschoolstakingpart.

Lastyear,morethan900 schoolswereinvolvedinthe initiativeandmorethan 13,000childrenbenefited.

Glasgowmanager

Plunkett partnership

Bestway hasformedanew partnershipwiththe Plunkett Foundation, acharitythat supportscommunitiesacross theUKtosetupandrun communitybusinesses.

Hancocks haspromoted AliceMorantomanagerof itsGlasgowstore.

Moran(pictured)has workedforHancocksin Scotlandforthelast25 years.Shejoinedthebusinessasacashierinthe Glasgowbranchwhenitwas onitsoriginalsiteinPort Dundas.SheworkedasVDU operatorintheofficebefore becomingcustomerfacing asasupervisor.

Inhernewrole,shetakes overfromKerrMclarenwho

Stonehousemember

Applegreen, whichoperates 620forecourtsitesand employsaround15,000peopleacrossIreland,theUK andAmerica,hasjoined independentwholesaleand retailgroup Stonehouse Marketing, whichisbasedin Blackrock,CountyDublin.

membercompanies–all family-runbusinesses–and atotalof18warehousesin Ireland.Italsoownsthe Homesteadretailbrandand theWhiteHatbrand,developedbychefsforchefs.

Thegroup’scurrentmembersemploymorethan600 staffandhaveaturnoverof approximately €500million perannum.

Aspartoftheagreement, Applegreenwillnowjointhe Stonehousemembersbuyinggroup.

hasmovedtoanewposition internallyasanaccountmanagerforWorldofSweets.

Hancockshasalso announcedthatitisrunning ‘SweetestDay’eventsatall 14ofitsdepotsthroughout theyear.

Customerswillbeoffered one-day,in-store-onlydeals onwell-knownbrandsand own-labellines.Theywill alsobeabletosamplenew productsandhavethe chancetowinavarietyof prizesincludingaToshibaTV.

Bestway’ssupportwill includeparticipationina dedicatedadvisorypanel thatwillallowPlunkett’s memberstoaccessexpert businessadvicefrom Bestwayteammembers.

Therewillalsobe fundraisingactivitiesatkey eventssuchastheBestway RetailDevelopmentAwards andjointcampaignsthatcelebratetherolethatretailand hospitalityplayinlocalrural communitylife.

Bestway’sMDDawood Pervezsaid:“Thevalueof shoppinglocalwithincommunitieshasneverbeen evidencedasstronglyasin today’scost-of-livingcrisis.”

Umbrellabrand

The FWD haslauncheda ‘DiversityinWholesale’campaign,andfromnowon ‘WomeninWholesale’ eventswillbe brandedunder thisumbrella.

Womenin Wholesale’s partnership withtheFWD hassupporteda programmeforthe growthanddevelopmentof women.

Wholesaleprogrammewill remaindedicatedtowomen only.Theseincludethe coachingacademyand speedmentoring event,which takesplaceat TheMermaid Londonon27 April.

Stonehousewascreated in2000astheproductofthe mergerofKeencostCentres (Ireland)andtheNational WholesaleGroceriesAlliance.

Itnowhasanetworkof14

FionaMatthews,managingdirectorofApplegreen Ireland,said:“Becominga memberoftheStonehouse networkwillhelpApplegreencontinuetooptimise ourdistributionnetwork.”

However,inrecentyears, itsfocushasbroadenedto promotewellbeing,age inclusionandmaleallyship. Thisyear’stheme‘Celebrate Difference’willincludealook atdisabilityinclusion.

PartsoftheWomenin

Otherevents suchasthebreakfastbriefings,wellnessgroup,allies,and menopausecaféwillbe brandedunderDiversityin Wholesaleandwillbefully inclusive.

ThemainDiversityin WholesaleConference2023 willtakeplaceat30Euston Square,London,on12 September.

NewsigningforSugro

Sugro hasstrengthenedits membershipwiththerecruitmentofICSUK,adding£120 milliontoitscombinedbuyingpowerof£1.7billion.

othersintheindustrytokeep ourproductpricingcompetitivebystreamliningourprocurementprocess.Welook forwardtocontinuebuilding strongrelationshipswith successfuloutcomesforall.”

Inothernews, Sugro and PepsiCo haveteamedupto improvetheirecommerce performanceaspartofanew splittestingprojectspanning theentirebuyinggroup.

Batleysto Filshill

oneiteration–ensuringthe fairesttestoftheassetsand indicatingwhichapproach hasbeenmostsuccessful.

Anyeditablevariableon anecommerceplatformcan betested,suchascopy, design,imagery,colouror callstoaction.

Bradford-basedICSUK specialisesincateringand packagingproductsandhas joinedSugroUKtoleanon thegroup’sexpertisewithin thegrocery,impulseand cateringcategories.

UsamahBhamji,operationsmanagerofICSUK, said:“WeatICSUKare pleasedtojoinSugroUKand workcollaborativelywith

Thetwocompaniesare using b2b.store’s B2BDigital Advertisingmoduletoruna seriesoftestsinecommerce platforms,withtheaimof discoveringthevariables thatdeliverthebestresults.

Splittesting(orA/Btesting)allowsuserstorunmultipleversionsofanadvertor productlistingsimultaneously, withrandomlysegmented customergroupsseeingonly

“Sellingproductsonline isnowakeypartofany top-performingwholesaler’s business,soanymeansto findoutwhatworksbest onlineiswelcome,”said YuliaPetitt,Sugro’sheadof commercialandmarketing.

“Theinsightwe’llreceive fromrunningthesplittests willbemutuallybeneficialfor ourmembers,PepsiCoand Sugro.”

SugroUK’sannualconferenceandtradeshowwill takeplaceon17-19Mayin Liverpool.

JWFilshill hasstrengthened itsKeyStorebusinesssupportteamwiththeappointmentofLaurenceWardas regionaldevelopmentmanagerfortheeastandnorthof Scotland.

Ward(pictured)joinsthe Glasgow-basedwholesaler after12yearsatBatleys, wherehewasmostrecently operationsmanageratthe siteinNewbridge,Edinburgh.

JJpromotesmeatserviceandupskillsdrivers

JJFoodservice haslaunched a‘SpecialistButchers’campaigntomakeAdvance Ordercustomersfeellike theyhavetheirownpersonal butcher.

“Weworkwithspecialist butcherswhoonlycutthe meatoncetheorderhas beenplaced,”explained chiefproductofficerSezer Ozkul.“Itdoesn’tgetfresher thanthat–it’sjustlikehaving yourownpersonalbutcher.”

Havingalreadyquadrupledinsizesinceitslaunch lastyear,theAdvanceOrder rangeofferspremiumfresh meats,fish,poultry,fruits andvegetables,sourced fromUK-basedsuppliers. Themarketplaceisalso beingusedtotrialnewconceptsincludingchilledmeat andveganlasagne.

Freshlycutsteaksand portionedfreshchickenare allpreparedtoorderthen

vacuumsealedtopreserve freshness.Boxesarelabelled bycustomernameandsent directlytothelocalJJ branchforcollectionor delivery.

Adigitalmediacampaign ishighlightingthe‘Specialist Butchers’conceptacross socialmediaandthewholesaler’swebsite.

Inothernews,JJFoodservicedriversLeventeDeak (right)andMarian-Vasile NastasehavecompletedHGV SkillsBootcamptraining.

GainingtheHGVClass2 licencewillenablethedriverstoprogressfromdriving 3.5-tonnevehiclesto7.5tonnevansandupto32tonnelorries.

Thewholesaler’sHR managerJoannaFlorczak said:“Bothdriversaregreat teamplayers,brilliantrole

modelsandpassedtheir examswithflyingcolours.”

DeakjoinedJJFoodservicein2016,drivinga3.5tonnevanbeforebeingpromotedtodeliveryadministrator,whileNastasestarted atthewholesalerasahelper.

“Forme,thisislifechanging,”commentedNastase. “Workingmywayuptobea fullyqualifieddriverisamazing–I’mreallygratefulto havehadtheopportunity.”

Trading controller

Unitas hasappointedPhil Dawsontothenewroleof tradingcontrollerforfoodservicewithinitsout-ofhometeam.

Dawson(below)was previouslytradingmanager (foodservice)atAF Blakemore &Son, wherehe spenttwoand-a-half years.Prior tothat,he hadvarious rolesinthe foodservice sector,includinggroupcategorybuyeratBakoNorth WesternGroup.

Unitashasalso announcedthatMichael Skelton,CEOof S&W Wholesale, hasresigned fromtheUnitasboard,which hejoinedinNovember2021, tofocusontheS&Wbusiness.

‘Highlightofcareer’

Returnto Aviemore

SPARScotlandwholesaler andretailer CJLang&Son hasconfirmedthatits2023 tradeshowandconference willtakeplaceinAviemore on28Septemberatthe MacdonaldHotels&Resorts.

Theeventisexpectedto attract850delegates,with morethan200suppliers showcasingtheirbrands.

LetitiaRedfern,abutchery developmentmanagerat Booker, hasbeenawarded MasterButcherstatusbythe InstituteofMeat.

Redfern(pictured),who hasworkedasabutcherfor Bookerfor12years,commented:“Achievingthetitle ofMasterButcheristhe highlightofmycareer.Iam incrediblyproudtobeonly thesecondfemalewhohas achievedsuchaprestigious awardwiththeInstituteof Meat.

“IhopethatIcancontinue topassonmyknowledge andskillstofuturegenerationsofbutchers,inspiring morewomentofollowinmy footsteps.”

StuartHyslop,Booker GroupMD–Catering&Small Business,toldRedfern:“We areallveryproudofyou.An amazingachievement!Huge congratulationstoyouand theverybestofluckinyour fieldrole,sharingyour knowledgeandbestpractice acrosstheBookerestate.”

Inothernews,twoSPAR Scotlandstoreshavebegun atrialwithfoodwasteapp Gander.

Thetestwillrunforaminimumof12weeksinSPAR AbronhillandSPARStonehouseandwillgiveconsumersthechancetobuy freshfoodatreducedprices.

CRGnewmemberandpromotion

BrookStreetFoodservice has joined CountryRangeGroup.

BasedinNeedham Market,Suffolk,theindependentwholesalerwas establishedin1990.

BrookStreetmanaging directorMarkThomashasa five-yearplantoestablish thecompanyasthesupplier ofchoiceintheEastAnglia region,fullyutilisingthe strengthofCRGtobecome aneffectivechallengerto nationaloperators,and thereforeensuringthat choiceisavailableforhospitality,educationandhealthcaresectors.

CountryRangeGroup chiefexecutiveMartinWard commented:“BrookStreet

Foodserviceisahugelysuccessfulandtrustedfamilyrunfoodsupplierintheheart ofSuffolk.

“StrategicallyitisimportanttoustohaveaCRG memberinthisarea,especiallyfollowingthehuge demandwehavehadforour CountryRangebrandproductsintheregion.”

GavinJones,commercial

directorofBrookStreet Foodservice,added:“Weare absolutelydelightedtobe joiningagroupofindependentfamily-runbusinesses, deliveringexceptionalservice,qualityandvaluetotheir customersinthefoodservice sector.

“Withrecentacquisitions inthesectorbylargeconglomeratecompaniesunder theguiseofremainingindependent,wefelttheneedto beablepositionourselvesas atrueleadingindependent foodserviceproviderinthe EastAngliaregion.”

Inothernews,Country RangeGrouphaspromoted KatrinaCrabtreetoheadof commercial&data.

Formerlycommercial controller,Crabtree(below) hasbeenwithCRGformore than17years.

Aswellasstillworking withaselectionofbranded suppliers,Katrinawillbe leadingCRG’snewsystems anddataprojectsdepartment,whichisanareaof investmentforthegroup.

Scotland’stopAchievers

ThebestperformersintheScottishwholesalechannelwererewardedfortheirexcellence indevelopingtheirbusinessesandtheircustomersinAchievers’20thanniversaryyear.

Scotland’stopwholesalersand supplierswerehonouredat theannualScottishWholesale AchieversAwardslastmonth.

Arecordnumberofguestsattended theAchieversgaladinnerandawards presentation,hostedbyTVsportspresenterAmyIrons,attheevent’snew venue,theO2AcademyEdinburgh.

Celebratingits20thanniversary, AchieversisorganisedbytheScottish WholesaleAssociationandhighlights excellenceacrossallsectorsofthe wholesaleindustry.

SWAchiefexecutiveColinSmith said:“Thisisour20thyearofthese prestigiousawardsandwehavealotto celebrate,fromtheremarkableindividualswhogoaboveandbeyondintheir day-to-daydutiestomakearealdifferenceinourindustryandintheircommunities,tothewholesalersandsuppliersthatgotheextramiletoprovide exceptionalcustomerservicetoget foodanddrinkdeliveredthelengthand breadthofScotland.

“Thewholesaleindustryisnotfor thefaint-hearted.We’veshowngritand determinationaswe’vestumbledoutof apandemicandintoanewsetofchallengesandturbulenceforthefoodand drinkindustry–risinginflation,falling foodsupplies,spirallingenergycosts andthesearchforskilledworkers.”

SmithpointedtohowAchievershas evolvedovertheyearsyethasretained itsclearpointofdifferenceastheonly awardsschemeforthewholesaleindustrythathasanindependentjudgingpanel.

“WeareveryproudofAchievers,”he said.“Wehavestrivedeveryyearto improvetheawardsbasedonfeedback, andwehavecreatednewawardcategoriesthatreflectchangesthathave alreadyhappened,andthatwewishto encourage,inourindustry.

Achievers2023rollofhonour

GreatPlacetoWork: LomondFoods

BestCash&Carry: UnitedWholesale (Scotland),Queenslie

BestDeliveredOperation–Retail: CJ Lang&Son

BestSymbolGroup: SPAR,CJLang& Son

BestDeliveredOperation–Foodservice: FaílteFoods

BestLicensedWholesaler: United Wholesale(Scotland)

BestMarketingInitiative: CJLang& Son

EmployeeoftheYear: DavidHadden, BookerEdinburghA1

RisingStarofWholesale: Bethany Kennedy,FaílteFoods

BestAdvertisingCampaign: Irn-Bru ‘Let’sJustAgreeItTastes…’(Prom)

BestOverallService: AGBarr

BestFoodserviceSupplier: Unilever FoodSolutions

CCM

“TheScottishGovernmenthas providedfundingforustocreate40 WholesaleLocalFoodChampions,and Iamdelightedtoannouncethatfor Achievers2024therewillbeanew awardforourtopWholesaleLocalFood Champion.”

BestTechnologyInitiative: United Wholesale(Scotland)

CommunityServiceAward: Faílte Foods

SustainableWholesaleroftheYear: LomondFoods

SupplierSalesExecutiveoftheYear: MarkViolet,Kepak

LocalSupplieroftheYear: Summer HouseDrinks

ProjectWholesale: FourLoko,Red StarBrands

WinnerscelebrateattheScottishWholesaleAchievers2023awardsceremony.

FaílteFoods’BethanyKennedyis namedtheRisingStarofWholesale.

Booker’sDavidHaddencollectsthe EmployeeoftheYearaward.

Suppliersthatgotheextramile

Suppliers’outstandingservicetowholesalersnorthoftheborderwasrecognisedat ScottishWholesaleAchievers2023withsixawardsforcompaniesandindividuals.

ScottishWholesaleAchievers 2023includedsixawardsfor suppliers,inrecognitionof thesupporttheygivetothe wholesaleindustryandthegreatpeople whoworkforthem.

AGBarrclaimedvictoryintheBest OverallServicecategory.Thiswasthe fifthconsecutiveyear,andthe10thtime in13yearsofAchievers,thattheIrn-Bru supplierhaswonthiscovetedaward, whichinvolvesScotland’swholesalers firstlynominatingtheirtopsuppliers andthenvotingeachmonthoverafourmonthperiodfortheserviceprovided bytheshortlistedcompanies.

Thesuppliersarescoredondeliveries(includingadminsupport),wholesalersupportandchannel/customer support.Thisyear,AGBarrwonwitha scoreof44.43outof50,aheadofJTIon 43.37andJuulLabson42.89.

Commentingonbeingvotedthetop supplier,AGBarr’sbusinessunitdirectorIanJohnstonesaid:“Whenyouhave wonthisawardforsomanyyearsit bringswithitanadditionalelementof pressureasitisexpectedthatyouwill winagain.

“However,wewillnevertakethe scoringwereceivefromourcustomers forgranted,andwewillcontinueto workhardeveryyeartoimprovein areaswearefoundlacking.

“Beingmeasuredandscoredbyour customersmakesthisawardallthe morespecial;itbecomesatruereflectionofwhatwearebringingtoourcustomers,theindustryandthecategory.

“Iamveryproudofmyteamandthe widerAGBarrbusinessandcontinueto beremindedofjusthowgreatitisto workwithinwholesale,”headded.

AGBarralsowontheBest AdvertisingCampaignawardwiththe Promadvertfromits‘Let’sJustAgreeIt Tastes…’Irn-Brucampaign.TheadvertisingforIrn-Bruhaslonghadareputationforbeingedgyandfunny,andthe company’sPromadvertwasvotedthe bestof2022bywholesalersthroughout Scotland.

Elsewhere,theinauguralLocal SupplieroftheYearawardwentto Aberdeenshire-basedSummerHouse Drinks;theBestFoodserviceSupplier award,whichissimilarinformattoBest OverallService,waspresentedto UnileverFoodSolutions;andProject Wholesale–whichfocusesonsuppliers’wholesale-tailoredactivityin Scotland–waswonbyRedStarBrands foritslaunchofFourLoko.

Lastbutnotleast,theaccoladeof SupplierSalesExecutiveoftheYear wasgiventoMarkViolet,keyaccount manageratKepak.Hewaspraisedby thejudgesforbuildingcollaborative, trust-ledrelationshipswithwholesalers, aswellasforbeinganall-roundgood guy! CCM

TheteamfromAGBarr,includingbusinessunitdirectorIanJohnstone(sixthonleft) andbusinessunitcontrollerSamTalbot(seventhonleft).Theyarepicturedwith SWAchiefexecutiveColinSmith(thirdonleft)andawardshostAmyIrons(right).

ApplauseforMarkVioletofKepak(right)ashemakeshiswayuptothestageto collectthe2023SupplierSalesExecutiveoftheYearaward.

TO ALL OUR CUSTOMERS FOR VOTING AND WORKING SO CLOSELY WITH US IN 2022 WE HOPE TO CONTINUE OUR RELATIONSHIP INTO 2023 AND BEYOND PROUD WINNERS OF SWA ACHIEVERS AWARDS

WE WANT TO SAY A MASSIVE BEST ADVERTISING AWARD OVERALL SUPPLIER OF THE YEAR

Fresh ideas to tempt consumers

Across Bidfresh’s specialist businesses, research has shown that, even in a downturn, consumers still have high expectations when eating out.

The top fresh food trends that are predicted to dominate the hospitality industry this year have been highlighted by Bidfresh in a new report.

Created to support chefs and operators in planning for the year ahead, the report has been compiled using sales data from Bidfresh’s specialist businesses – Campbell Brothers (catering butchers), Direct Seafoods (nationwide fishmongers) and Oliver Kay (fresh ingredient suppliers). Between them, they supply thousands of chefs throughout Britain each day.

The key trends identified are:

Nose to tail: In all sectors of the hospitality industry, chefs are working harder than ever to use every part of the produce they buy, reducing food waste and supporting sustainability, as well as making the most of budgets. This is particularly relevant for fresh meat.

Managing costs: Hospitality businesses are finding themselves in challenging times not only when trying to make margin on menus, but also with labour

shortages and spending pressures. To help manage these challenges, chefs are utilising their knowledge and skills, using meats that can be slow cooked and versatile ‘smart swap’ ingredients.

Sustainability: Despite the pressures on eating out budgets, consumers are still wanting sustainably sourced food, and chefs are committed to protecting food resources. Reducing waste to support sustainability and lower costs, and sourcing locally to reduce food miles, are two of the measures that chefs and consumers are taking to be more green.

British food: With Brexit, Covid-19, pressures on supply due to the invasion of Ukraine, and unprecedented weather conditions across Europe last year, there is more focus on the challenges and opportunities facing British food producers, and how consumers can

look for opportunities to support British farmers and growers.

Wow factor: Consumers want meals that feature produce, flavours and styles that go beyond what they prepare at home and give them a sense of occasion and value for money.

Social media friendly: An important part of the wow factor is ensuring that dishes look fabulous enough to star on social media.

Takeaway and delivery: This is a trend that was seen during the pandemic; however, consumers are continuing to embrace that same level of flexibility, sometimes choosing to order restaurant-quality food to eat at home. Having a menu that features dishes adapted for takeaway and delivery remains popular.

Jane Aukim, head of marketing at Bidfresh, says: “It’s incredibly refreshing to see that although consumers are under much financial strain when dining out, they are still keeping sustainability as a priority in 2023, along with reducing their food waste and supporting local by choosing British produce.”

She adds: “Despite a universal tightening of the purse strings, the ‘wow factor’ trend will allow chefs to use their creativity when building their menus. Dining out has become a highly valued luxury for many, so it will be important for chefs to consider how they can evolve their dishes and adhere to the more mindful choices consumers are making, whilst adding twists and a sense of occasion to their menu options.” CCM

Consumers want meals that go beyond what they prepare at home.

Sourcing locally to reduce food miles is a step that chefs and consumers are taking.

2023

100 SPONSORS

5,000 COLLEAGUES

BOOK ONLINE

Displacedbutnotdefeated

AlmostexactlyayearafterRussiainvadedUkraine,ValerieBondar,marketingassistant atUnitedWholesale(Scotland),spoketoCash&CarryManagement’smanagingeditor KirstiSharrattaboutfleeingherhomecountryandstartinganewlifeinGlasgow.

WhenRussialaunched airstrikesonKyiv,the capitalofUkraine,in February2022,Valerie Bondar(now23yearsold)escapedthe citywithhertwobrothersandstepmother.

Shetold Cash&CarryManagement herstory:“WhenthewarstartedIwas scared.LikeeveryUkrainian,Ididn’t knowwhattodo.Ipackedmystuffin 20minutesandleftmyhome,perhaps nevertogobackagain.TheywerebombingKyiv,soIneededtodothingsurgently.

“Itwasn’teasytogetoutofUkraine. Iwascheckingallthetimeforany opportunitytoleave–anybuses,any trains–andthankfullywegotononeof thelasttrainsfromKyivtoLviv[nearthe borderofPoland],andfromLvivwe transferredtoPolandonthebus.Itwas veryhard.

“IwenttoPolandfirstbecauseIhad towaitforvisaapproval–Ineededa visatocometotheUK.Ihadtostayin Polandforamonth.Idecidedtomove toScotlandbecausemyaunthadbeen inGlasgowfor12yearsandIhadvisited herandherfamilyeveryyearsince2012.

“MytwobrothersstayedinPoland becauseitwaseasierforthem–they don’tspeakEnglishatall–andmy

parentsstayedinKyiv.Theymadea decisionfromthefirstdayofthewar thattheywerenotleaving.Theywanted toprotectthecountry.They’restill workinginKyiv.Mymumisapsychologistandmydadisasoldier.Hewas involvedintheArmybeforethewar,but hemadethedecisionwhenitstartedto beapropersoldier.

“Itwasverystressfulatfirst[knowingthattheyarestillthere],butnowthe situationismorecalm.Theyarefine,

butthereisstillbombing–youjust don’tknowwhattoexpect.EverymorningIstartmydaybyreadingthenews tofindoutwhat’shappening.

“WhenImovedtoScotlandinApril lastyear,Ilivedwithmyauntin Glasgowforthefirstcoupleofmonths. ThenImetmyboyfriendhere.He’s Scottishandwedecidedtolive together.”

BeforeRussia’sinvasion,Bondarhad gainedaBachelor’sdegreeinjournalismattheTarasShevchenkoNational UniversityofKyiv.Aftergraduating,she joinedUkraine’sbiggestmediacompany,1+1,asaprojectmanagerinthe designdepartment.Although1+1is stilloperatingandBondarcouldhave workedonafreelancebasis,shefound thatsheneededtochangeherjob becauseofthehighercostoflivingin Scotlandthanathome.

Bondarsawanadvertisementonline foramarketingassistantroleatUnited Wholesale(Scotland).Sheapplied,was interviewedandstartedthejobin October,reportingtoheadofmarketing NaeemKhaliq.

“Iwasquitesurprisedthatthey decidedtogivemethisopportunity,” shesays.“Thatwasreallyniceand everyonehasbeensofriendly.

ValerieBondar,picturedintheUkrainecapitalKyivandwithhermum.Herdadbecameasoldierwhenthewarstarted.

AphotoofValeriewithherbestfriend Katya,whonowlivesinCanada.

“Thejobisinteresting,”shecontinues.“Inmypreviouspositionin Ukraine,Ididsimilarstuff–workingon designandprintprojects–butIhave moreresponsibilitiesherebecauseitis notonlyaboutdesign,it’salsoabout socialmediaandpromotions,andI needtounderstandthebusinessand ouraudience.”

Bondargoesinearlyeveryday,and invariablystaysbeyondhercontracted hours.Sheexplains:“Ifyoureallylike yourjob,youwanttodoitallthetime, andyoudon’tfeellikeit’sajob,it’s morelikeahobby.Ienjoyit.I’minto design:leaflets,brochures,different socialmediaposts–Iliketocreate somethingspecial.”

Bondar,whoseEnglishlanguageis fluentandevenincludestheScottish ‘aye’(yes)and‘wee’(small),admitsshe struggledwiththeaccentatfirst.“Itwas veryhardformetounderstandbecause Scottishpeoplehavesuchaunique accentandtheyhavealotofslang wordsthatIdidn’tknow,”sheexplains.

“MyboyfriendspeaksRussian–he livedinRussiabeforethewarstarted. WespokeonlyinRussianforthefirst threemonthsbecausehewastryingto impressme!HeworksatGlasgow InternationalCollegeasateacherfor internationalstudents.”

Bondarcontinues:“SometimesI meetpeopleonthestreetswhospeak UkrainianandRussian,andwetalkto eachotherandexchangecontact details.TherearealsosomeUkrainian communitiesonFacebookthatIfollow.

“Ihaveagoodsociallife,”sheadds. “Iamintofootball–lastweekendIwent totheCeltic-Rangersmatch.Ihavealot offriendshereandoftenvisitbarsand cinemas,andexperiencesomeculture.

“ButIreallymissmyUkrainian friends;itwouldbegreattomoveallof themhere.Someofthemalsoleft Ukraine.Forexample,myclosestfriend, Katya,nowlivesinCanada.Another friendlivesinBelgium,somearein Poland.

“Ialsoreallymissmyfamily–that’s themostimportantthingtome–andI wishIhadtheopportunitytovisitmy home–togoforavacation,toshowmy boyfriendmypreviouslife,introduce himtomyfriends,myfamily,myculture,mycommunityinUkraine.It’svery

painfulformetoknowthatIcannotdo thatbecausetheyarestillbombingmy country.”

Bondarisinregularcontactwith membersofherfamily.“Wespeakquite often–usuallyeveryweek,”shesays. “However,myfatherdoesn’thavean opportunitytospeaktomeeveryweek becausehisjobisimportant.Hetriesto callmeeverytwotothreeweeks.”

Despitethefracturingofherfamily andgroupoffriends,Bondarplansto remainintheUK.“Ifeelreallysettled, soyes,Iwanttostay,”shesays,adding: “Thankyouforthisopportunitytospeak aboutmyexperience.I’mtheonly UkrainianworkingatUnited,andIthink itwouldbegoodforpeopletoknow mystory.”

“It’sbeenabreathoffreshairhaving Valerieinthebusiness,” saysChrisGallacher(right), managingdirectorofUnited Wholesale(Scotland).“Not allyoungstersnowadays wanttocomeintoanoffice fivedaysaweekandwork ashardasshedoes.

“Fromaworkperspectivesheabsolutelynails everythingshedoesandshe’san inspirationtopeoplewhoarealready inthebusiness.”

Gallachercontinues:“Forsomeone tobeabletocometoanewcountry

anddoasgoodajobasshe’sdoing withalltheworriesshemust have–herdad’squitehighup intheArmy–isamazing.It’s alsoquitehumbling.”

Headds:“I’mabigbeliever intwothingsinwholesale. Firstofall,you’vegottohave thewilltosucceedintherole thatyoudo.Secondly,you’ve gottohavetheskills,butif you’venotgottheskillsyouwillget themaslongasyou’vegotthewill.One ofthethingsIwouldsayaboutValerieis she’sgotboththewillandtheskills,and she’sgotbucketsofthem.

“IfIcouldgetanother10Valeries knockingonmydoortomorrow,I wouldbringthemintothebusiness withopenarms,”Gallacherconcludes.

HeadofmarketingNaeemKhaliq adds:“It’sgreattoworkwithsucha resilientanddeterminedyoung womanwhohasovercomethechallengesofstartinganewlifeintheUK. Sheisaninspirationtousall.

“Valeriehasalreadydelivered importantcontributionstothemarketingdepartment.Weareproudtohave heronourteamandlookforwardto seeinghercontinuedsuccessand growth.”

‘A breath of fresh air for the business – Valerie absolutely nails everything she does’

ValerieBondarenjoysherjobatUnitedWholesale(Scotland).

VipinPatara,managingdirector,SOSWholesale

Howwouldyoudescribeyourpersonalityandwhatapproachdoyoutakein business(andinlife)?

Abigpartofmypersonalityand approachtoeverythingisaboutbeing caring,loyal,openmindedandempathetic.AlthoughIdoexpectacertain levelofrespectandhardwork,Iamalso veryconsiderateandcompassionate.

Whatisyourfavouritesong/music?

IenjoylisteningtoclassicRnBtracks andPunjabibhangramusicasthis bringsbackamazingmemoriesfrommy youngeryearsandallowsmetorelax.

Ifyouwonaholiday,wherewouldyou goandwhowouldyoutakewithyou?

‘I’venevergivenup’

Whathavebeenyourbiggestachievementsinworkandoutsidework?

ThroughoutthejourneyofmylifeIhave learntmanyvaluablelessons,oneof whichistotakeeachachievement,no matterhowsmallorbig,andbeproud.

Istronglybelievethatyouareyour biggestcheerleader.ImovedtotheUK attheageof17andveryquickly realisedthatthelifeIimaginedfor myselfwouldonlybeachievable throughhardworkanddetermination.I amproudofmyselffornevergivingup.

Followingthesameethosfrommy personallifeintomyprofession,Ijoined thefamilybusinessofSOSWholesale sevenyearsago,andfeltIhadalotto provebecausetheseniorteammembershadknowneachotherfordecades.

Sixyearslater,havingthefullsupportandrespectoftheteam,IwaspromotedtoMDaftertheownerssoldthe businesstoRDCPGroup.Iamextremely honouredbythisachievement.

Whohasbeenthebiggestinspiration toyou?

MyDad.Hismoralsandcorevalues helpedtoguidemeinallaspectsofmy life.MyDad’sbiggestprioritywas alwayshisfamily.HemadesurethatI–

andmytwosiblings–hadagreatlifestyleandeducationbutalsotaughtus theimportanceofworkinghardto understandthevalueofmoney.He taughtustopracticetheidealsofhonesty,equalityandgenerositytoo.Losing myDadfiveyearsagowasbyfarthe hardestchallengeIhavefacedinmylife. Hewasalwaystherockofourfamily.

Whatwereyourambitionswhenyou weregrowingup?

ShortlyaftercomingtotheUK,Igotan admissiontoLoughboroughUniversity tostudylaw.Iwasexcitedtogetahead startinmycareer;however,dueto personalcircumstancesImadethe decisiontoworkfulltime.

Whatareyourinterestsoutsidework andhowdoyoumaintainawork-life balance?

Whenworkingatthislevelitisveryhard tohaveawork-lifebalance.Instead,I takeeverysmallopportunitytoenjoy spendingqualitytimewithmysupportivehusbandandtwoconfidentand beautifuldaughters.Whetherit’swalkingmydog,havingacoffeeormealout withfriends/family,orgoingtothegym withmyhusband,Imakethemostofit!

AluxuriousAfricansafariholidayisdefinitelyonmybucketlist,andIwouldlove tospendthistimewithmyhusband, daughters,andourcockapooSimba.

Whatwouldpeoplebesurprisedto knowaboutyou?

Upuntiltheageof40Iwasunableto swimduetoahugefearofmasswater. Withlotsofhelpandencouragement frommydaughters,Ihavelearntto swimoverthepastcoupleofyears–somethingIamreallyproudof! CCM

Studyoutsidework

Aftercompletingtheequivalentof ALevelswithDistinctioninPunjab India,VipinPataramovedtotheUK andgotajobassales&purchase ledgercontrolleratJKFoodsin 1994.Fouryearslatershebecame PAtodirector/buyeratHyperama, andin2003shewasappointedhead ofUKbuyingatAsiana.Patarajoined thefamilyfirmSOSWholesalein 2016astradingcontroller,waspromotedtotradingdirectorin2018 andbecamemanagingdirectorin Junelastyear.Sheusedeveryspare momentinherearlycareertoget anAATaccountingqualificationand laterearnedanMCIPSqualification andaDirector&LeadershipDiploma.

Performance and engagement [

Unitas Wholesale celebrated the achievements of its member wholesalers and suppliers over the past year at its Annual Awards Dinner held earlier this month in Liverpool.

“These awards recognise the important support of, and engagement in, Unitas central initiatives, along with key relationship with stakeholders,” said Unitas managing director John Kinney.

For each award, the Unitas central team analysed performance based on a set of pre-determined criteria to draw up a shortlist. The shortlisted members

and suppliers were then judged by the relevant Unitas trading committee wholesalers and top performing suppliers. Scores were combined to reveal the overall winner in each category.

Kinney commented: “Huge congratulations to our award winners. What an incredible evening celebrating outstanding achievements throughout 2022.”

All proceeds from this year’s charity raffle were donated to the Brain Tumour Charity, continuing the work of former Parfetts managing director and Unitas board member Greg Suszczenia, who died last year from brain cancer. CCM

Winners of Unitas member and supplier awards

Standard/Specialist Member

Regal Wholesale

Foodservice Member

Faílte Foodservice

On-Trade Member

Small Beer

Retail Member

Joint winners: Lioncroft Wholesale and Parfetts

Environmental & Sustainability

United Wholesale (Scotland)

Digital Innovation

Pricecheck

Employee of the Year – Rising Star

Joint winners: Lawrence Pearson, buyer food, drink & alcohol at Pricecheck, and Holly Parrish, HR & training manager at Parfetts

Foodservice Own-Label Product

Caterers Kitchen Beans in Tomato Sauce – Princes

Retail Own-Label Product

Black Storm Cider, Aston Manor

Brand Campaign

Joint Winners: Suntory Beverage & Food and KP Snacks

On-Trade Supplier

Heineken UK

Foodservice Supplier

Premier Foods

Licensed Supplier

Heineken UK

Impulse Supplier

Nestlé Confectionery

Grocery Supplier

Nestlé Purina

The Unitas awards recognised not only the achievements of member wholesalers and suppliers, but also their support of the group’s central initiatives.

Left to right: awards host Patrick Kielty, Retail Member winners Gurms Athwal of Parfetts and Darren Pugh and Jason Wouhra of Lioncroft, and Unitas’s John Kinney.

Small Beer’s Dan Gadsby (left) and Rob Eastwood receive the award for On-Trade Member.

Faílte Foodservice’s Jim Cummiskey (right) collects the Foodservice Member award from Unitas’s John Kinney.

Regal Wholesale’s Chris Hughes (left) and Gareth Price with the award for Standard/Specialist Member.

CCMChefs’Own-BrandAwards2023

Nowinitssixthyear,theprestigiousCCMChefs’Own-BrandAwardsisrunby Cash&CarryManagementmagazine,inassociationwiththeCraftGuildofChefs.

Weknowthecareandpassionthatgoesintocreatingasuccessfulown-brand.It doesn’tjusthappenbymagic:developmentchefsandsupplypartnersworkhardto bringexceptionalproductsofexcellentqualityandgreatvaluetomarket–products thataredrivenbycustomerneedandprovideinnovationinmanycategories.

Theseawardsgivecash&carriesanddeliveredwholesalerswhoseown-brand productshitthemarktherecognitiontheydeserve,withendorsementfromthe CraftGuildofChefs–theleadingchefs’associationintheUK–whoconductthe judginginblindtastings.

Entriesareopenforproductsinallcategoriesatacostof£125plusVATperproduct, withonefreeforevery10productsentered.

TheclosingdateforentriesisMonday3July2023.Theproductsmustbedelivered onthedateandtothedeliveryaddressthatwillbeconfirmedonreceiptofyourentry. JudgingwilltakeplaceinAugustandthewinnerswillbeannouncedataprestigious awardslunchonThursday2November.

Forfurtherinformation,contactMartinLovellon01342712100.

ProductCategories

BestInnovationoftheYear–Savoury

BestInnovationoftheYear–Sweet

Areyour own-brand products thebestin foodservice?

AfternoonTea:scones,cakes,sweetbakery,muffins,doughnuts,cookies,traybakes

Antipasto

Bakery:baguettes,artisan,bread,rolls,petitpain,burgerbuns,hotdogrolls, doughballs,tortillas,bagels,ethnicbread,savouryhand-held,pies,pasties

Baking

Biscuits

Butchery:poultry,beef,pork,lamb,game

Butter,Fat,Spreads

Canned:vegetables,beans,tomatoes,fruit,fish,meat,lentils,pulses,noodles

Cereals

Cheese

Children’sSelection

Chocolates,Mints,PetitsFours

CleaningProducts

CookingSauces

Crisps&Popcorn

Delicatessen:sandwichfillings,salads,pesto,dips

Desserts:spongepuddings,crumbles,tortes,gateaux,trifles,pies,tarts,flans, pancakes,crepes

EggProducts:omelettes,tortillas,souffles,quiches,Yorkshirepudding

Fish&Seafood:fishcakes,scampi,breadedfish,batteredfish

ForkBuffet:canapes,Oriental,buffetbites,minidesserts

FrozenVegetables&Fruit

Gluten-Free

Gravies,Stocks,Bouillons,Jus

HotBeverages:tea,coffee,hotchocolate

ProductCategories

IceCream,Sorbet,Gelato,FrozenYogurt

Packaging&Disposables:cups,cutlery,plates,napkins,take-awaycontainers

Pizza&Pasta

Plant-BasedFoods

PotatoProducts:baked,chips,fries,mash,hashbrowns,wedges,croquettes

Preserves

ProcessedMeats:bacon,cookedmeats,sausages,stuffing

Areyour own-brand products thebestin foodservice?

ReadyMeals:British,Indian,Mexican,Americas,MiddleEast,Oriental,Italian,pies, bakes,vegetarian/vegan

Rice

Sauces&Condiments:portionpacks,bulk

SeasonalProducts(Christmas,Easter,etc)

SoftDrinks:carbonates,still,juices

Soup

Spices&Seasonings

StreetFood

Vegan

Vegetarian

Wines,Beers,Spirits

Yogurts

Pleasenotethatthislistisnotexhaustive:letusknowifyouwouldlikeanyothercategoriestobeincluded.

Toenter,sendalistoftheproductsyouwishtoenterandthecategory foreachproducttomail.winlove@btconnect.comorcompletetheonline entryformatwww.cashandcarrymanagement.co.uk

Closingdateforentries:3July2023

Wewillthencontactyouwithinformationaboutthenextstage

Lookingformoreenergy?

Theenergydrinkscategorycontinuestobeasignificantprofitdriverinconvenience.Thesegmentis worthmorethan£1.6billionandtherearestillfurtheropportunitiesforwholesalersandretailersto capitaliseontheproducts’popularity,assupplierscontinue todeliveroninnovationandpromotions.Overoneinthree softdrinkssoldinconveniencestoresisanenergydrink, withbigcanenergydrivinggrowthat18%(IRI).

Coca-ColaEuropacificPartners(CCEP) isgearingupfor ‘anotherknockoutyearforitsMonsterEnergybrand’,kicking offwiththelaunchofMonsterJuicedAussieLemonadeand MonsterUltraRosa.

Thenewvariantsaredesignedtofuelcontinuedmomentumbehindthebrand,whichisworthover£500millionand growingby19%(Nielsen),aheadoftheenergydrinkscategory.MonsterJuicedAussieLemonadeisatwistonclassic lemonade,whileMonsterUltraRosacombines aredberryflavourwithafloralfinish.Both variantsareavailablein500mlplainpacks.

PippaCollins,associatedirectorcommercialdevelopment,says:“Monsterhasledthe diversificationoftheenergysectorinrecent years,withinnovationcoveringavarietyof flavours,juiceblendsandfunctionalbenefits thathavehelpedtomakeenergydrinksa mainstreamchoiceforshoppers.”

Seniortradecommunicationsmanager AmyBurgessadds:“Our‘RefreshTomorrow’ softdrinkscategoryvisionidentifiesan

opportunityforfurthersalesgrowthinthenextthreeyears. Zerosugarisakeydriverofgrowthinenergy,withMonster’s zero-sugarUltrarangetheNo.1zero-sugarenergybrandin GreatBritain(Nielsen),highlightingshopperdemandfor great-tastingzero-sugaroptions.”InadditiontoMonster Ultra,CCEPofferstheRelentlessZeroSugarrange,featuring twoflavours,PeachandRaspberry.

Thesupplierhasalsoincreaseditspresenceinthefunctionalenergysubcategorywiththerecentlaunchofanew variant,Mang-o-Matic,intheReignTotalBodyFuelrange.

“Healthierchoicesisanotherkeygrowthdriverinour ‘RefreshTomorrow’softdrinkscategoryvision,”saysBurgess. “Healthierlifestylescontinuetobeapriorityforconsumers, andshoppersareincreasinglylookingforfoodanddrink withfunctionalqualitiesthatcanhelpthemachievemaximumresultsduringsportsorworkouts.Thishasmeantthe performanceenergydrinkssegmenthas growninpopularity.”

TheReignTotalBodyFuelline-up accountsformorethanhalfofthevalueof thefunctionalenergydrinkssubsectorand hasseen16%growth(Nielsen).

ThenewReignMang-o-Maticvarianthas atropicalflavourprofileandisavailablein 500mlplainpacks.AnaccompanyingpromotionisrunninguntiltheendofApriland offersconsumersthechanceto‘Trainwith Reign’andwinafour-dayretreatwithworkoutsinIbiza,withvillaaccommodation,

Energydrinksarethriving,withawidershopperdemographicmovingintothecategory, andbrandownersdrivingsalesandexpandingtheirportfolios.SiobhanKieltyreports.

flights,transfersandexclusivehospitalityperks.PromotionalPoSkitsareavailable frommy.CCEP.com.

“We’reencouragingretailerstoget behindthelaunchandnewpromotion,so thattogetherwecanbringevenmore flavourvarietyandexcitementtotheenergy fixtureandunlockcontinuedgrowth,”says Collins.

BoostDrinks isincreasingitsreachinthe energycategorywithits500mlJuic’drange, whichcontains5%realfruitjuiceandcomes in£1PMPs.“Thisprice-markedpackwill helpretailerstocommunicategreatvalueonfixtureamid increasedconsumerpriceconsciousness,whilestilldeliveringexcellentmargins,”saysAdrianHipkiss,marketing& internationalbusinessdirector.

“Now,morethanever,salesof500mlcansarebooming, with28%growth(IRI),resultinginthe500mlcansegment currentlybeingthefastest-growingcategoryinenergydrinks. Thisgrowthandconsumerappetitepresentsapromising opportunityforBoostDrinkstopenetratethe500mlmarket withitsnewrangeatanimpactful,affordablepricepoint.”

Itisalsoadvisableforwholesalersandretailerstostocka choiceofflavoursaswellasformats.“Flavoursinenergy nowaccountfor38%ofstimulationsalesandhave increased48%versus2020(IRI),showingusthatthere’sa significantthirstforarangeofflavourvariantstosuitall tastes,”Hipkisscontinues.

BoostDrinksrecentlyreformulateditsFruitPunchvariant. Madeupofflavoursincludingpeach,passionfruitand banana,itisdesignedtoofferapointofdifferenceover single-flavourSKUsinthecategory.

BarrSoftDrinks’ IRN-BRUEnergy–theenergydrinkfrom theUK’sNo.1flavouredcarbonatebrand(IRI)–combines theflavourofBRU’ssecretessencewithtaurine,caffeineand Bvitamins.

IRN-BRUEnergyisgrowingat20%,sixtimesfasterthan thetotalenergymarket(IRI).“WeknowitdeliversincrementalsalesashalfofIRN-BRUEnergyshoppersbuyitinadditiontotheirnormalenergyproduct,”saysmarketingdirector AdrianTroy.The productcomesin both330mland 500mlsizes.

Juic’dcomesin12x500mlcasesandisbackedbymarketinginvestmentthatincludesdigitaladvertising,socialmedia andout-of-homeactivity,aswellascreativedepotactivation.

Althoughthesupplierhastargetedtheflourishing500ml opportunity,itisalsoawareoftheimportanceofformat optionstoincreasesales.“BoostOriginalisavailableinonelitre,500mland250ml.Thisrangeofsizesallowsconsumers torelyonusasabrand andpurchaseaBoost thatsuitseveryoccasion, whetheronthemoveor stockinguptoenjoyat home,”saysHipkiss.

“Thepasttwoyears haveseenashiftin energydrinkshopping habits.Despiterestrictionsnoweasingand footfallrising,take-home productscontinuetobe ahugegrowthopportunityforretailersasshopperscontinuouslyseekready-to-drink,on-the-goenergyqualityoptions ateverydayvalueprices.Boostistheonlybrandoperatingin fourfunctionaldrinkcategories–energystimulation,sports drinks,RTDicedcoffeeandproteinshakes–andinthe energystimulationcategoryit’sthethird-largestbrand(IRI).”

BarrSoftDrinks isreportinghigh salesfromits 500mlenergyportfolio,withits RubiconRAW rangenowthe thirdlargestflavouredbigcanenergybrandinthemarket (IRI).TheadditionofanApple&Guavavariantfurther increasedperformance,withmorethanhalfamillioncans soldinthefirstthreemonths.

“Bigcanenergyplaysakeyroleinthecategoryindriving growth,”saysTroy.“Itdeliversagainstmanyconsumer needs–shoppersseeitasbettervalue,therangeofflavours inbigcancaterforthoselookingfortasteandrefreshment, andthebiggerthecanthebettertheboost.

“Thegrowthinflavouredenergyislinkedtoconsumer needschanging,andshoppersarelookingtothecategoryto beexcitingandvariedtokeepthemengaged.Welaunched RubiconRAWtomeettheneedsofthisnewenergyaudience.It’sreallycapturedconsumers’attention,growing aheadoftotalmainstreamenergy(IRI).”

InNovember2022,RubiconRAWannouncedafour-year partnershipastheofficialenergydrinkofGBSnowsport, whichhasafanbaseof11.8millionpeopleintheUK (Nielsen).RubiconRAWwillbesponsoringworld-class

‘Now,morethanever,salesof500ml cansarebooming,withthesegment currentlybeingthefastest-growing categoryinenergydrinks’ AdrianHipkiss,BoostDrinks‘ marketing&internationalbusinessdirector

skiersandsnowboarders,includingelitePara Snowsportathletes.Inaddition,2023willseeaheavyweight campaignofsocialanddigitalsupportforRubiconRAW.

Thisactivityistargetingtheevolvingenergydrinkshopperdemographic.“Theenergymarketisevolvinginlinewith changingconsumerneedsanddemands.Energyisnolonger thepreserveofyounggamers.Whiletheyhavematuredand stayedwithinthecategory,innovationhaschangedtheconsumerbaseandtheaverageageofanenergydrinkerisnow 31–olderthanmanywouldthink,”Troyexplains.

“Duetothisshiftindemographicovertheyears,successfulbrandsmustnowappealtoabroaderrangeofconsumers withawiderangeofinterests.Whilstsomearegamers, they’realsoadventurousandcareer-driven.Theirneeds havemovedonandmoreenergydrinkersarenowlooking fordrinksthathelptofueltheiractivelifestyle.”

“Softdrinksbrandedspendis36%higherthanown-label, suggestingthatshoppersprefertostaybrandloyalandare willingtospendmore,ratherthanreverttoown-labeltosave moneyastheydoinothercategories.

“RedBullcontinuestoinnovateitsportfolio,regularly rotatingflavoursandintroducinglimited-editionvariantsto addexcitementtothecategory,whichhashelpednotonlyto drivesalesbutalsoencouragetrialbyintroducingnewshopperstothesector.”

Withstatisticshighlightingthestrengthofflavoured energysales,RedBullisanothermanufacturertappinginto thepotentialofthismarket.Lastsummer, thelaunchofApricotEditioncontributed 55%ofEditionsgrowthwithsalesof1.8 millionpacks(Nielsen).Thevariantisnowa permanentpartoftheEditionsline-upand thereisanewSKUavailable–theSummer Edition.

Juneberry–aflavourreminiscentofdark cherriesorraisinsandslightlymildblueberries–isofferedin250mlplainpackand PMP,255mlSugarfreeand4x250ml Sugarfreemultipackformats.PoSmaterials fordepotsandstoresaresupportingthe launch.

“Flavoursareessentialindrivingsports&energysales, particularlyoverthesummer,andmanyoftheshoppersare incrementaltothecategory,with24%ofpeoplewhodon’t currentlybuyenergydrinkssayingtheywouldtryaflavour. Additionally,theyappealtoconvertedshoppers,with41%of currentenergydrinkerssayingtheywouldtryaflavour (Mintel).Flavoursalsobringinmorefemalestothecategory,”addsthespokesperson.

Suntory’s LucozadeAlertrange,whichaimstohelpcombattiredness,hasbeengivenaredesign.Thethreevariants–Original,CherryBlastandTropicalBurst–areavailablein plainand£1price-marked500mlcans.

“75%ofLucozadeAlert’ssalesareincrementaltothecategory,meaningthebrandencouragestrialanddrivessales, makingitastapleofthegrowingstimulationenergysegment,”saysAoifeMcGuigan,headofLucozadeAlert.

Whilethedesireforvalueisanimportantsellingpointin theenergysegment,thereisasignificantconsumerbrand loyaltythatisfuellingcategorygrowthandreassuringretailersandsuppliersalike.

“Brandedenergydrinkswillremaintheclearchoicefor shoppers,with85%ofenergyshoppersonlybuying brandedproducts,protectingthecategoryagainstthewider movetoown-label(IGD),”saysTroy.“Financialconstraints haveresultedinconsumerconfidencehittinganall-timelow anddemandforown-labelproductsreachingrecordlevels witha51.6%shareoftotalmarket.Withinsoftdrinks,energy drinksarebuckingthetrend(IRI).”

RedBull alsohighlightsthis,advisingwholesalersand retailerstoconsiderbrandloyaltywhenselectingtheir ranges.“Switchingtoown-labelisakeysavingsstrategy, whichisamplifiedasshoppersspendmoreatthediscounters.Asaresult,own-labelisoutperformingbrandsacross mostcategories,althoughsoftdrinksistheexception,”says acompanyspokesperson.

“Theupdatedpackdesignpresentsafreshopportunityto driveshopperengagement,encouragetrialanddriveadditionalpurchasestohelpincreasesalesevenfurther. LucozadeAlertdrove£1millioninnetsalesvalueintwo monthsatlaunchandnowwe’rebackwithacanthathas evenstrongershelfpresence.” CCM

‘Brandedenergydrinkswillremain theclearchoiceforshoppers,with 85%ofenergyshoppersonly buyingbrandedproducts’ AdrianTroy,marketingdirector, BarrSoftDrinks

GREAT VALUE SMOOTH MARGINS

#1 FASTEST GROWING RTD ICED COFFEE BRAND

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2ND FASTEST GROWING CATEGORY IN SOFT DRINKS

Icedcoffeesalessoar

Thefast-growingicedcoffeecategoryisprovingtobeasalesbooster,andsuppliersare respondingtoconsumerrequirementswithnewvariantsandprice-markedpacks.

Theready-to-drink(RTD)icedcoffeecategoryis growingrapidlyat+34%volumeand+34%value yearonyear,makingitthesecondfastestgrowing categoryinthesoftdrinksmarket.Intotal,thecategoryisnowworth£214million,withsalesthroughsymbols andindependentsaccountingformorethan£42millionof thisvalue.

Fourstyles–latte,caramel,espressoandmocha–make up73%ofsalesvalueand Boost isnowthefastestgrowing RTDicedcoffeebrandintermsofunitsales.

Lastyear,thecompanyaddedaMochavarianttoitsportfoliotocaptureconsumerdemandandprovidemorechoice forcustomers.ItjoinedDoubleEspressowithmilk,Caffe LatteandCaramelLatteflavours,allin£1price-markedcans.

Supportedbyacross-channelmediastrategywithtouchpointsacrossoutofhome,socialandtradeadvertising,the Mochavariantisalsobeingbackedwithdepotactivation.

“Aswelooktowardsthesummermonthswithwarmer weatherapproaching,peopleareseekingicedbeveragesto helpthemfeelmorerefreshedandenergised,” pointsoutAdrianHipkiss,marketing&internationalbusinessdirectoratBoostDrinks.

Thegrowthofthecategoryprovidesa hugeopportunityforthetradetodrawcustomersinandmaximisesales,heinsists.“To successfullyhitthistrend,retailersshould allowenoughfridgespaceinstorestocapitaliseonthefuturegrowthwhilststockingfast growingbrands.”Healsoadvisesthatthey grabconsumers’attentionbyhighlightingthe rangeofproductsonoffer.

Nestlé’s NescaféGoldicedcoffeerange, whichisdesignedtobringthecoffeeshopexperienceto consumersintheirownhome,consistsoftwoproductvariants:IcedCappuccinoOriginalandGoldIcedLatteSalted Caramel.

Theproductscomeinboxesofsevensachets,andtoprepare,consumerssimplyaddcoldwaterandstir.

Bothcoffeeshavebeenmadewithcarefullyselected ingredients,includingthefinestcoffeebeans,fora‘delicious coffeetaste,toppedwithagenerousvelvetyfoam’,accordingtothecompany.

MarsChocolateDrinks&Treats recentlyintroducedMars andGalaxyIcedCoffeeMochaLattesin£1.85price-marked bottles.

Accordingtothecompany,MarsIcedCoffeeMochaLatte ‘dialsupundertonesofmaltandcaramel,synonymouswith theiconicchocolatebar’,whileGalaxyIcedCoffeeLatte ‘leadswiththesmoothcreamytasteofGalaxy’.

Thedrinkscanbestoredinambientconditionsbutare bestservedchilledandthereforeshouldbemerchandisedin thechillerinretailstores.

BothproductsareHFSScompliant,donotcontainany addedsugarandhave99caloriesper250mlbottle.

Coffeeflavouredmilkis worth£207millionandgrowingby20%yearonyear,while chocolateflavouredmilkis valuedat£122million.

MichelleFrost,general manageratMarsChocolate Drinks&Treats,says:“We believethatwehaveawinning formulawithacombinationof thenation’stwofavouritemilk flavours,ourdistinctive brandsandPMPpacks.”

CCM

‘Withwarmerweather approaching,peopleareseeking icedbeveragestohelpthemfeel morerefreshedandenergised’

AdrianHipkiss,BoostDrinks’ marketing&internationalbusinessdirector

Greaterexpectations

Suppliersaremeetingconsumerdemandsbyofferingcleaningandlaundryproducts thatarenotonlyeffective,butalsodelivergoodvalueandhelptoreducewaste.

UsedalongsideACEforWhitesandACEforColours Sprays,whichpre-treattoughstains,theseproductshelp consumersprolongthelifeoftheirclothes,saysHoneyball.

Accordingtothecompany’slatestresearchconductedin 2022,thesecondmostimportantdriverforpurchaseisprice, andACEisonaverage58%cheaperthanotherstain removerbrands.

“In2023weexpecttheretobeacontinuedfocusby householdsontheirbudgetsandonlookingforproducts thatnotonlydelivergreatvaluebutgreatperformanceas well,”saysRobinson.“Wealsoexpectconsumerstocontinuelookingforwaystoreduceplasticconsumptionand recyclemorematerials.”

Atatimewhenhouseholdbudgetsarebeing stretched,itisimportantthatconsumershave accesstobrandsthatdelivergreatvalue,aswell asprovideoutstandingperformanceduringtheir laundryroutines,maintainsMichaelRobinson,managing directorof RobinsonYoung.

RobinsonYoungistheUK’ssoledistributorforACE,the stainremoverbrandthat‘candelivervalueforconsumers withoutcompromisingongreatperformance’.

ThetotalUKlaundryadditivemarketoverthepast12 monthshasgrownby3%involumeandvalue(Nielsen), indicatingthatconsumersareincreasinglylookingforproductstohelptheirclotheslastlongerandkeepthemlooking new.“ThisisreflectedacrossthewholeACErange,which hasseen14%growthinvolumeand15%growthinvalue, clearlyoutperformingthemarket,”saysseniorbrand&categorymanagerChrisHoneyball.

Thecompany’sresearchin2021showedthatthemain factorforpurchasingistoremovestainsandalsohelpkeep clotheslookingfreshandnew.“OurACEUltraforWhitesnot onlyremovesstainsbutwithits‘FibreSafetySystem’it protectsthefibresoftheclothesandwiththe‘WhitePlus Molecule’ithelpsrestorethewhitenessinclothesthathave fadedinthewash,”Honeyballreports.

Meanwhile,ACEforColoursincludesthepatented‘Soil SuspendingPolymer’,whichhelpstoremovedirtandgrime deepfromthefabric,helpingtorestorethebrightnessand vibrancybacktocolouredclothes.

Cleaning: a social media craze

Cleaninghasbecomeoneofthebiggesttrendstobe promotedonline,duenotonlytothepandemicbutalso toinfluencerslikeMrsHinchandLynsey‘Queenof Clean’.LynseyregularlydemonstratestheACErange from RobinsonYoung onITV’s ThisMorning –hermost recentdemonstrationwason3January–andsheis scheduledtodomoreappearancesthroughout2023.

TheACErangewillbeextendedthisyearwithNPDthat helpstoreducewaste,inadditiontoofferingconsumersthe valueformoneyandperformancetheyareseeking.

Lookingtocontinuouslyinnovateinnew waystohelpreduce costs,carbonemissions andpackaging, Delphis Eco recentlylaunched two-litrerefillsfor11of itscleaningproducts.

Therefillsworkalongsidethestandardreadyto-usebottlesusedby householdsandprofessionalcleaningfirms.

“Webelievethatrefillswillhaveanincreasingpresencein thewholesaleandretailstageinmonthsandyearstocome,” saysCEOMarkJankovich.“Pricepointsarecritical,and asideoftimesavingacrossthejourneytopurchase,refills saveonplasticwasteandit’scertainlyfarmoreconvenient totopupbottlesasyourunlow.Thetwo-litrerefillsarealso easiertostorewhenthereislimitedstoragespace.”

TheCheekyPanda hasintroducedanewandimproved versionofitsBiodegradableAnti-BacterialMulti-Surface CleaningWipes.

Inasignificant developmentforthe certifiedBCorp brand,thewipesare nowbeingmanufacturedintheUKasThe CheekyPandamoves tobringallproductiontotheUK,helpingtofurtherreduceits carbonfootprint.

Inaddition,TheCheekyPandahasswitchedthewipes’ packagingtoa30%recycledcontentplasticwrapper.

DCSGroup haslaunchedanewwebsite,corerange.com, tohelpconvenienceretailersnavigatetheirwaythrough severalcategories,includinglaundryandhousehold. CCM

Fillingthegaps

Thesnackingcategoryisonethatcanfillmultiplemissions,withon-the-go,sharingand experientialtrendsallhelpingthisareatoflourishwhenmerchandisedcorrectly.

Whiletherehavebeenalotofchangesinconveniencecategoriesoveratumultuouscouple ofyears,snackinghasfaredwell:thecrisps, snacks&nutsmarketisworth£3.8billionand up8.6%yearonyear(Nielsen).Betweensharingnightsin duringlockdowns,theresurgenceofon-the-gosnackingas societygotbackonthemove,andlookingforaffordable treatsduringacost-of-livingsqueeze,thesnackingsegment remainsonethatshopperscontinuetogravitatetowards.

PepsiCo isfocusingonGenZappealwithitstargeted marketingcampaign‘DevourDoritosYourWay’.TheTV advertisaccompaniedbyanon-packpromotiongivingconsumersthechancetowin £100forabignightin.

“WeknowthatGenZ arelookingforwaysto expressthemselvesand thiscampaignencourages themtodoexactlythat,” saysAlexNicholas,Doritos seniormarketingmanager. “Stayinginisverymuch thenewgoingoutforGen Zconsumers.Recentresearchhassuggestedthatasmany as71%preferittoanightout.Theoccasionisnowworth £2.5billion,showingahugedemandfromconsumerswho arewillingtotradeuponsnackswhenstayingin.”

ThepromotionrunsuntiltheendofMayandfeaturesthe newestDoritosPizzarangealongwiththecorerange,while theTVadvertairsuntiltheendofMarch.

Thesupplierisalsobringingbackitscommunityfund competitionforthesecondyearrunning.Thepromotionis runninguntil5Aprilandoffersthechancefor10retailersto win£2,000eachtosupporttheirlocalneighbourhood.

“Conveniencestoreshavealwaysplayedanimportant rolewithintheircommunities,butneverhasthisbeenmore thecasethanduringthelastfewyears,”saysMikeChapman, headofwholesale.“Weknowthat73%ofindependent

retailershaveengagedinsomeformofcommunityactivity inthepastyearaloneandweexpectthistocontinue.”

Retailerscanenterthecompetitionbypurchasingtwo casesofanyWalkers48g-82g£1.25PMPorKurkure80g£1 PMP.“SharingRRPPMPsaccountfor49.1%ofcrispsand snacksvaluesaleswithinthecrisps,snacks&nutssegment andrepresentanimportantdriverofsavourysnackingsales withintheconveniencechannel.Byfocusingthecompetition onRRPprice-markedpacks,we’re helpingretailerstodrivetheirsnackingsalesfurther,”Chapmanadds.

EnvisSnacks alsohasarangethat appealstoconsumerslookingfor bolder,moreadventuroustastes.The distributorisaddingtoitsline-upin AprilwithChipoys,anewrolledtortilla chipproductwithfieryflavours.“We areexcitedtobringChipoystotheUK inApriltohelpcaptureincremental saleswiththepopularityofboth AmericanitemsandMexicanhotflavours.WehaveFireRed HotandChilli&Limevariantsavailableforpre-ordernow anddemandisalreadyveryhigh,”saysAndyBrown,sales& managingdirector.

Continuedmomentum

“Weareallhopingthat2023isabitmoreofanormalyear andthereforehopeforcontinuedmomentumforthecrisps, snacks&nutscategoryandourbrandswithinit.Ourfocus willbetocontinueto offergreatvalue,differentiationandavailabilitytoaddincrementalsalesandcomplementthebest-sellersinthewholesale andconveniencemarket,”headds.

WhileNPDisstilla bigopportunityfor profitinthesnacking segment,suppliers continuetohighlight theimportanceofastrongandestablishedcorerangeto wholesalers,whomustbedisciplinedwhenconsidering suchafluidandevolvingcategory.

“IntermsofadviceIstillbelievethatkeepinggoodavailability,consistentpricingandstockrotationiskeywithinthe wholesalemarkettoenableretailerstodothesameintheir stores,thenaddsomeexcitementwithnewlineslike ChipoysordifferentiatelineslikeCurlyClassictoaddthose all-importantincrementalsales,”saysBrown.

KPSnacks isalsooptingforboldflavourswithitslatest range,McCoy’sEpicEats.TheNPDisavailableinSpicy SalsaandNachoCheesevariants,inagrabbagformatwith a£1.25PMP.Thelaunchisbackedbyaretailercompetition designedtosupportretailerswiththechancetowinoneof six£2,000prizestocreatetheirown‘epicadventure’.Prizes of£20vouchersandfreecasesofstockcanalsobewon.

“Asapopularbranddeliveringinnovationtothecategory, McCoy’sEpicEatsisperfectlypositionedtoboostsalesfor retailers,”saysLeanneParkes,shoppermarketingmanager. “Wearedelightedtobeofferingourvaluedretailerpartners thechancetowinbigprizesandcreateunforgettablememorieswithanepicadventureoftheirown.”Thepromotion kickedoffon20Februaryandrunsforeightweeks.

“AtKPNuts,wearecommittedtobringinginnovationto thecategory,”saysJennyBlancoBarcia,marketingmanager. “ThenewSourCream&Chivevariantsupportsretailersby directlyfillingagapinthemarketaspreviouslytherewere nodairyflavourswithinthetastynutscategory.OurSour Cream&ChiveFlavourKraversisauniqueandexcitingproductthatwillengageshoppersandboostretailersales.”

pladis isengagingyoungershopperswithcurrentmarketingactivity–theJacob’sMiniCheddarsbrandisfeatured onTVandvideoondemandduringadbreaksonpopular shows,andthe‘WelcomeToCheddarTown’campaignis alsorunningincinemaandonsocialmedia.

Again,wholesalersareadvisedtonotethatcorerangeis paramountinthecrisps,snacks&nutscategory.“Stocking therightcorerange,withahandfuloftherightNPD,will deliverbothvarietyandexcitementtoenticeshoppers,”says MattCollins,tradingdirector.“OurNPDstrategyisalwaysto developsustainablenewproducts,anchoredininsightand deliveredinavarietyofformatstodrivesalesforourcustomers.

“We’reseeingdynamic changeacrossthecategory,and retailerscanbankonbagged snackstodrivesalesandfootfall bystockingtherightrangeand formats,”hecontinues.“Using thestrengthofourbrandportfolio,wecontinuetolooktohelp ourretailpartnersadjusttoshiftingcategorytrendsandretain shoppers.”

Themanufacturerisalso expandingitspresenceinthe nutssegment,withanewSourCream&Chivevariantfrom theFlavourKraversrangelaunchedlastmonth.Therange hasdelivered£2.5millioninsalessinceitsintroductiona yearago,andthisNPDisexpectedtocreatefurthergrowth, particularfromyoungershoppersseekinginterestingflavours.

“Ontopofourloyalfans,ourrangeincreasinglyappeals toyoungershoppersonthelookoutfortrend-ledflavours, plusthosewantingsomethingalittlelighter,”saysAsliÖzen Turhan,chiefmarketingofficer.“Withawarenesssettoreach andall-timehighoverthecomingfewmonths,there’sno bettertimetostockuptodrivesalesgrowth.Plus,wecouldn’t resistusingitasanopportunitytoshowcasethebreadthof productswenowhaveonoffer,thankstoabusyinnovation pipelineoverthepastfewyears.”

TaytoGroup hasidentifiedtheimportanceofvalueinthe currentsocialclimate,andhighlightsthepowerofpricemarkedpackstoreassureshoppersofvaluewhenmaking purchasesinconvenience.

“Incrispsandsnacks,£1PMPsareamust-stock,”says MattSmith,marketingdirector.“Theyhavebeenthemain driverofcategorygrowth,growingmorethantwiceasfast asthemarket.Inflationpressureisforcingmanyotherbrands tomoveabovetheall-important£1pricepoint,butGolden Wonderiscommittedtoputtingconsumersandretailers first.Havingsurveyedbothretailersandconsumers,it

‘We’reseeingdynamicchange acrossthecategory,andretailers canbankonbaggedsnackstodrive salesandfootfallbystockingthe rightrangeandformats’

MattCollins,tradingdirector,KPSnacks

wasclearhowimportantthe£1pricepointistoboth.In thecurrentclimate,consumersarefeelingthepinchand independentretailersneedtoshowcasegreatvaluefor money.Insteadofraisingtheheadlinepriceofour£1PMPs, we’vedecidedtostickto£1.”

AlongwithitsGoldenWonderrange,TaytoGrouphighlightssalesopportunitiesforretailersinthecategoryfromits porksnacksbrands,MrPorkyandMidlandSnacks.“Pork scratchingscandeliversignificantVAT-freesaleswhenmerchandisedcleverly,”saysSmith.“Scratchingsareoftenconsumedwithalcohol,sohangingclipstripswithbeers,wines andspiritswilldeliverincrementalsaleswithouttakingup preciousshelforfloorspace.”

Sweetsnacking

Withthesweetbiscuitmarketgenerating£2.5billionofretail salesinBritainlastyear(Nielsen),thisisanareathatprovides consumerswithaffordableindulgenceascostpressures continuetobite.

Fox’sBurton’sCompaniesUK adviseswholesalersandretailersto takeadvantageofitsexpertise.“Asa newlyformedbusiness,FBCUKis bringingtogetherthebestofFox’sand Burton’sbiscuitsandwiththiswehope tostepuptheamountofworkwedo withwholesalers,”explainsColin Taylor,trademarketingdirector.

WhileMaryland,JammieDodgers andFox’sFabulousCookiesarethe supplier’sbest-sellingbrands,ithas identifiedseveralunder-represented areasinthecategorythatcouldleadto increasedsalesforconvenienceretailers.“Seasonalpacket linesandbiscuitassortmentscanbeanopportunityforall year-roundgifting.WeknowthatassortmentssuchasFox’s Classic275gandPaterson’s1kgassortmentcansellatevents allyearround,suchasMother’sDayandEaster,”saysTaylor.

“Withinsweetbiscuits,thereisabigopportunityto expandontheseasonalandtreatingaisles,whicharecurrentlyunderdevelopedinmanyconveniencestores.There arealsomoreoptionstoincludeadditionalsmallerpackformatsthatcouldbeaddedintomeal-dealpromotions.”

Healthiertreatingisanareainfluencingthebiscuitscategoryand MondelezInternational hasrecentlyintroduceda £1.49price-markedmultipackfortheBelvitaHoney&Nut variant.“Aspartofthebrand’saimtoattractnewshoppers andhelpaddvaluetothecategory,thebelVitaHoney&Nut PMPtapsintothehealthiermultipackspacewithinthe conveniencechannelandcommunicatesvaluetopriceconsciousshoppers,”saysSusan Nash,tradecommunicationsmanager.

Inapartnership betweenOreoand Xbox,Mondelezalso recentlyintroduced sixembossedOreo

XboxSpecialEditioncookies.Byenteringthebarcodefrom anypromotionalpack,shopperscanaccessOreo-themedingamecontentacrossthreeofXbox’stop-playedgames.In addition,therearethousandsofprizestobewonoverthe promotionalperiod(totheendofApril),suchasXboxconsolesandstereoheadsets.Allentrieswillgointoagrand prizedrawforthechancetowinafamilyholidaytoCalifornia.

Thesweetbiscuitcategoryisworth£273millioninconvenience(Kantar)and pladis hasaportfoliodesignedto bringexcitementandincrementalsalestothemarket.“Inthe currentclimate,valueformoneyhasneverbeenmore importantsoaddingbrandedofferingsfromcategoryleadersenhancesvalueperceptions,heightensshopperappeal andencouragesrepeatpurchases,”sayschiefmarketing officerAsliÖzenTurhan.

“Ourbiscuitsarepurchasedbywelloverthree-quarters (81%)ofUKhouseholds(Kantar)andourportfolioofcore bestsellers,coupledwithapipelineofdemand-drivenNPD, iswhatgivesustheedge.”McVitie’sistheNo.1biscuitbrand intheUKandaccountsforsixofthetop10bestselling biscuitsinconvenience.

Themanufacturerhighlightstheneedforwholesalersto ensuretheygiveenoughthought totheiron-the-gooffering.“Now worth£2.5billion(Kantar),the on-the-gosnackingmarketpresentsahugesalesopportunity–andharnessingthepowerof popularbrandsiswholesalers’ tickettomakingthemostofthis,” ÖzenTurhanadvises.

“We’veintroducednewgraband-goformats,alongwithexcitingNPD,undersomeofourbestsellingbrandsinthissubsectortohelpwholesalerstake advantageoftheopportunity.SpanningMcVitie’s,Jacob’s andFlipz,ouron-the-goportfoliocomprisesclassicproducts andnewfanfavourites.”

‘Valueformoneyhasneverbeen moreimportantsoaddingbranded offeringsfromcategoryleaders enhancesvalueperceptions, heightensshopperappealand encouragesrepeatpurchases’ AsliÖzenTurhan,chiefmarketingofficer, pladis

Disposableincome

Thetobaccoandnext-generationproductcategoriescontinuetoseeinnovationas suppliersrespondtoconsumerbehaviourandprovidefreshsalesopportunities.

Thetobaccocategoryisonethatrequiresaparticularlyinformedinputfromwholesalers,asthee-cigarettesegmentevolvesandthetraditionalsmoking segmentrespondstoshoppercostpressureswitha focusonvalue.Whilemanufacturersareensuringthatthey haveanonlinepresenceandsupportavailableforretailers, thisisaprimeopportunityforwholesalerstobethefirstport ofcallforitscustomers.Adepthofknowledgeandavailable rangethatenablesretailerstobestnavigateandmerchandisethecategorywillmaximisesalesallround.

Thevapingsegmenthasseenasignificantgrowthin moderndisposablesoverthepastyear,providingahuge boost,whiledevelopmentofthemarketforclosed-system productsisexpectedtosupportfurthercategorygrowth.

BritishAmericanTobacco isaddressingenvironmental concernswitharesponsibledisposalschemeforitsVivid podrangeandVuseGodevices.Furtherinformationisavailableatvuse.com/takeback.

Themanufacturer’sVuseGoandePod Vividrangeshavearangeofboldflavours thatcoverbothdevicessothatuserscan switchdeviceswithoutaffectingtheirflavour preferences,withmorevariantsplannedover theyeartosuitusersofbothdisposableand rechargeabledevices.

“Innovationisdrivingtheexpansionofthe VuseGoandePodrangestocaterforchangingconsumerdemand,”saysaspokesperson.

“VuseGooffersadultnicotineconsumersthe optionoftrustedqualityamongagrowing, crowded,multi-brandcategory.EPodVivid wascreatedforadultnicotinecustomerswho enjoytheboldflavoursofferedbydisposables butwiththeaddedattractionofrefillsbeingmorecosteffectiveandusedinarechargeabledevice.

“VuseGoandePodVividbothpromisemuch,withplans tointroducemorenewflavoursacrossvariousnicotine strengths,followinglauncheslastyear.Retailershavea primeopportunitytogrowsalesagainthisyear.”

Thesupplier’sVuseGorangeisavailableinboth10mg and20mgnicotinestrengths,withthethreemostrecent additionsbeingthe10mgBerryBlend,BerryWatermelon andGrapeIce.

Categorytrendsandperformance

Salesoftobaccoproductshavedeclinedsharply,with volumesoffactory-madecigarettesdown15.4%androllyour-owntobaccodown19.7%,accordingtoIRIdata fromtheendof2022.Meanwhile,e-cigarettesandnicotinepouchessawgrowthof145%and86%respectively. Thisishearteningnewsfortheconveniencechannel, whichnowgeneratesdoublethesalesvaluefrom e-cigarettesthansupermarketsdo.

PhilipMorris’s smoke-freefuturecommitmentisseeing furtherdevelopmentthroughacquisitionandinnovation. “PMI’sacquisitionofSwedishMatch,oneoftheworld’s largestsuppliersofnicotinepouches,providesoralsmokelessalternatives,suchasZYN,thatmeetneedstatesofadult consumers,”saysKate O’Dowd,headofcommercial planning.

Andnowthecompany haslaunchedVeeba, describedasapremium, responsibleandsustainable disposablee-vapourdevice, developedspecificallyfor usebyadultsmokersand existingadultnicotineusers whoarelookingforabetter alternativetocontinuedsmoking.

Veebahasacompactandergonomicdesignfinishedina soft-touchaluminiumbodythatcanberecycled.Veeba’sliquidcomesinnineflavoursandismadefrompharma-grade nicotineandfood-gradeflavourings,withanicotinelevelof 1.8%(20mg/ml).

Inothernews,thesupplier’sIQOSproduct,aheat-notburnsmoke-freealternative,hasspreadfromitsinitialLondoncentricsalesbase.“In2020,ninein10IQOSkitswerepurchasedinthesouth.In2022,morethanathirdofIQOSkits werepurchasedinthenorthofthecountry,”saysO’Dowd.

JuulLabs recentlyexpandeditsline-upwithBlackcurrant TobaccoJUULpods,whichwork withtheaward-winningJUUL2 system–therecentrecipientof ProductoftheYearforthevaping ande-cigarettescategory.

Thecompanyisparticularly vigilantwhenitcomestoage verification–ithasarobustpolicytoensureadultvapersare purchasingtheirproducts–with allretailersstockingJUUL

productsexpectedtoupholdthecompany’s‘Challenge 25’policy.Retailersareallsubjecttomysteryshopping auditsinordertocheckcompliance.

“Wehavefocusedourresourcesonthedevelopmentof technologiesaimedattransitioningsmokersandcombating unauthorisedandunderageuseofourproducts,”saysJohn Patterson,countrylead.

Thecompanyistriallingatake-backandrecyclingprogrammeforusedpodsanddevices,whichithopestorollout laterthisyear.“Aspartofourgoaltoeliminatecombustible cigarettes,wewillcontinueworkingcollaborativelywith retailersandkeystakeholderstoensureamoreresponsible andenvironmentallysustainablemarketplaceasthesector evolves,”addsPatterson.

ImperialTobacco hasannouncedthelaunchofitslatest nextgenerationvape,blu2.0,intothe wholesaleandconveniencechannels.

Featureupgradesincludeasmooth andrichvapingexperiencethankstoits ceramicheatingpodtechnology,a longerlastingbattery,andbigger1.9ml volumeliquidpods.Alongsidethetechnicalenhancements,blu2.0offersa sleekergonomicdesign,amagnetic lockfeatureand‘powertap’,which enablesuserstocheckthebatterylevel withasimpletap.

Thereisasupportingrangeofsix flavoursofliquidpods,eachavailablein9mg/mland 18mg/mlnicotinestrengthvariants.TheseareGolden Tobacco,PolarMenthol,FreshMint,BerryMix,BlueberryIce andFreshMango.

Theblu2.0devicehasanrspof£9.99,whilepackoftwo liquidpodshasanrspof£6.99.

TomGully,ImperialTobacco’sheadofconsumermarketingUK&I,says:“TheUKvapingmarketisgrowingrapidly andwhileit’salreadyworthanimpressive£1.2billion,it’s expectedtoreach£1.4billioninthenextthreeyears (ECigIntelligence).

“We’veseenawidenumberofretailersseizetheopportunitytotapintothishighgrowthcategorybutinorderto retaintheircustomers,weneedtoensuretheproductson offermeettheirever-evolvingneeds.Throughthelaunchof blu2.0,we’vedevelopedaproductthatlooksbetter,tastes betterandlastslongerthanbefore,toprovideconsumers withthenextgenerationvapeproductthey’relookingfor.”

Imperialissupporting thelaunchofblu2.0with consumerandtradeactivations,aswellasmedia support.

Insightintothesignificantgrowthofthedisposablessegmentprompted blutoenterthecategory withitsblubarvaperange. Thesupplieremphasises theimportanceforwholesalersandretailersofkeeping abreastofcurrentcategorytrendsanddevelopments.

“Wholesalersandretailersshouldensuretheyreview

theirrangeregularlyandprioritisestockingthebrandsthat catertothesefast-movingtrendsinordertoremaincurrent andmaximisesales.Withthisinmind,we’drecommend stockingarangeofleadingdisposableproducts,likeblubar, totakeadvantageofthisgrowingdemand,”saysGully.

Cigars

ScandinavianTobaccoGroup citesthepressuresofthecostof-livingcrisisasasignificantcategoryconcern.“Manyconsumersarebecomingincreasinglypriceconsciousandthis willaffectcigarsandthewidertobacco categorypurchasesjustasmuch asanyothercategoryin-store,so retailersshouldensuretheyare highlightingtheirvaluebrandsto customerstohelpthemsave money,andcash&carriesshould dothesamein-depot,”saysmarketingmanagerNatalyScarpetta.

“Ibelieveitisveryimportantto ensureourproductsaremerchandisedinaway thatitmakesiteasierfortheretailerstonavigate,tofindand purchasethem,”shecontinues.“Ofcourse,consistentavailabilityandcompetitivecostpricesareessential,butkeeping therangeinsightfortheretailertobuywillensurethatwe haveourproductsatthe‘riskofsale’withintheiroutlets.”

Thecigarcategoryhasavalueof£285millionandis largelydrivenbytherapidgrowthofthecigarillosegment, whichnowaccountsof46.7%volumeofallcigarssold.With valueaclearfactorontheconsumerwishlist,STGUKhas directedrecentactivitytoitsMomentsbrand,whichhas seenaredesignofMomentsBlueandMomentsOriginal. Followingthis,newpackagingfortheMomentsPanatellais hittingtheshelvesinMay.

Roll-your-ownandaccessories

RepublicTechnologies highlightstheimportanceofdisplay andinformationinthetobaccoaccessoriescategory.“There areincrementalsalesopportunitiestobetakenforretailers andcash&carrieswhogettheirrangejustright,”saysGavin Anderson,sales&marketingdirector.

“Forsometime,we’vebeeneducatingcustomersonthe benefitsofcreatinganeye-catchingtobaccoaccessoriesdisplay,whichcanactasasignpostforthewidercategoryand highlightinnovativenewproductsorgreatvaluedeals.Our impactfuldisplayunitshave beenareallysuccessfultoolto supportthis.”

Thehighest-valuesegment intheaccessoriescategoryis rollingpapers,whereRepublic Technologies’premiumqualitypaperbrandOCBisthe UK’sfastest-growingmainstreamrollingpaper(IRI).

“Theslim&tipssubcategoryisalsorecordingimpressivegrowthof28.5%year

onyear(IRI)asmoreconsumersoptforpremiumpaper &tipsformats.Growthofthismagnitudeservestoreinforce therolethatbrandssuchasOCBcanplay,notonlyinretainingexistingtobaccoaccessories’consumers,but alsoinattractingnewshopperstothefixture,”addsAnderson.

Filtersarealsoaddingvalueandhave seeninnovationstocircumventlegislativerestrictions.“Adaptingtherangeto includemorevarietywillallowretailers toexpandtheirsalesopportunities,” explainsAnderson.

“Shoppersaremoredemandingand morediscerningwhenmakingpurchases thesedays.Quitesimply,brandsneedto beattheirverybesttomaintainloyalty andtogainnewconsumers.Topqualityproductsthatare consistentandinnovative,alongsideacompetitiveprice point,areallimportant.

“RYOshopperstendtoberepeatpurchasers,sohavinga goodvarietyofgoodvalueproducts,withafullystockeddisplay,willkeepthemcomingback.”

‘RYOshopperstendtoberepeat purchasers,sohavingagood varietyofgoodvalueproducts, withafullystockeddisplay,will keepthemcomingback’ GavinAnderson,RepublicTechnologies’ sales&marketingdirector

Themanufacturer’sSwanFreshBurstCrushballisthe best-performingcapsulefilterinthemarket(IRI)andenables retailerstoexpandtheirsalesopportunities.Withthe tobaccoaccessoriescategorymaintaininggrowthinacashstrappedclimate,wholesalersneedtoguidetheircustomer basetomakethemostofasegmentthathasseenyear-onyeargrowthof4.3%(IRI).

JTIUK hasexpandeditsSterlingEssentialRollingline-up withaproductthatcontainseverythinginoneplace.The resealablezippouchcontainsrollingpapersand featuresanenhanced blend.Thenewformatis availablein5x30gand5x 50gpouchesanditsintroductionissupportedby JTIwithwholesaleindepotactivity.

ImperialTobacco alsorecognisesthegrowingsignificanceoftheRYOshopperinthetobaccocategory,assmokersswitchinsearchofvalue.“Withmoreconsumersnow movingtowardsRYOproducts,retailersarepresentedwith newsalesopportunitieswithintobaccoaccessories.Itis thereforeessentialthatretailerscaterforthisrisingdemand byensuringtheyarefullystockedupwithfilters,papers, lightersandotherflavour-relatedinnovations–forexample,

RizlaXtremeFlavour Cards,”saysTomGully, headofconsumermarketingUK&I.

Themanufacturerhas investedinarangeof updatesandupgradesto itsLambert&Butler brand.Intherolling tobaccorange,L&BBlueRollingTobaccobenefitsfromtips andpremiumpapersthatburnmoreslowly,enablingconsumerstoenjoytheirtobaccoforlongeranddelivervalue.

Cigarettes

Inthefactory-madecigarette(FMC)category,BlueRealBlue andBlueBrightAirFilterhavebeenrenamedasBlueOriginal andBlueBright,tobetteraligntheproductswiththebrand andcreateamorerecognisablepresenceforretailersin depots.Inaddition,L&BBlueBrightandNewCrushnowfeatureFreshProtect,amoreprotectedpackwithapremium resealablefoil.“Throughtheseupgrades,weareoffering consumersmorepremiumproductsforthesameprices, deliveringvaluetoshoppersandhelpingtodrivesalesfor retailers,”explainsGully.

Wholesalersneedtocatertothevaluetrendandbeaware ofsupplieractivitygearedtowardsthis.“Thefutureofthe tobaccoindustryliesverymuchwithinthevalueoftheproductasconsumersseekoutwaystosavemoney.Ifwholesalersandretailers aretosuccessfully catertotheneedsof today’scustomer andincreasesales, thenensuringthey arestockingawide rangeofvalue tobaccoproductsis crucial,”saysGully. Thesub-economy segmentnowmakesup63%ofFMC sales,whiletheeconomysegmentaccountsfor56%of RYO,withthesevaluesegmentsgrowingat3%and5%year onyear(ITUK).

Gullyalsohighlightstheimportanceofconvenienceas wellasvalue.“Whenreviewingtheirrange,it’simportantfor wholesalersandretailerstorememberthatvaluemeansdifferentthingstodifferentpeople,”heexplains.“Somecustomersmightbefocusedonthelowestpricepoint,while othersmaybelookingforadded-valueformatslikePlayers JPSEasyRollingTobacco,whichoffersfiltersandpapersin onepack.Therefore,ensuringretailersstockarangethat catersforthesedifferentvalueneedsisvitalinordertoeffectivelycaterfortheircustomerbase.”

Whilethetradehasaflourishingopportunityfromthe e-cigarettecategory,thetraditionaltobaccomarketshould notbeneglected.“Themarketisnowworth£14billionper year(beforetax)andthereisalmosta50/50marketshare splitacrossfactory-madecigarettesandroll-your-owncategories,at54%and46%respectively,”reportsGully. CCM