SPOTLIGHT ON SPENCER HOGGETT OF INTERSTOQ
THE BUSINESS MAGAZINE FOR CASH & CARRY/DELIVERED WHOLESALERS
NOVEMBER 2023
Sue Knowles on Costco’s staff support programme
The key to unlocking the facts about independent convenience market performance
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Trends influencing out-of-home dining
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Contents
November 2023
This month don’t miss... 06
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Family-owned firm Arthur David joins Country Range Group.
Castell Howell MD honoured for commitment to school catering.
Crisps & snacks are performing well in symbols & independents.
ESSENTIALS 04
16
Industry News
FEATURES 10
In Focus Costco’s Journeys programme supports its employees all over the world through education, mentoring and networking.
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Insight Bidfood reveals the results of research into the food and drink trends set to dominate the out-ofhome market in 2024.
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Spotlight Spencer Hoggett, buying manager UK at Interstoq, a surplus stock specialist based in Great Baddow, Essex.
CATEGORY INSIGHT 18 24 26 32
Savoury Snacks Cigars Update Breakfast Christmas Drinks As well as purchasing favourite brands for socialising and gifts, consumers are expected to try new alcoholic and soft drinks this festive season and continue to indulge in cocktails at home.
Spencer Hoggett of Interstoq after his first flying lesson in August this year – the start of his journey to getting his PPL (private pilot licence).
EDITORIAL Managing Editor Kirsti Sharratt Contributor Siobhan Kielty ADVERTISING AND MARKETING Publishing Director Martin Lovell Media Sales Manager Clare Phillips For media rates and feature lists, visit cashandcarrymanagement.co.uk ISSN 1352-254X
Address Winlove Publications Ltd PO Box 366, East Grinstead, RH19 4ZE Tel (01342) 712100 Email mail.winlove@btconnect.com Website cashandcarrymanagement.co.uk LinkedIn linkedin.com/in/martinlovell-98419436/ linkedin.com/company/cash-andcarry-management-incorporatingdelivered-wholesaler Twitter twitter.com/CandCManagement
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November 2023
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Certified winner Bidfood and the Direct division of Seafoods Bidfresh have won the MSC Foodservice Wholesaler of the Year award.
The MSC awards honour outstanding achievements and performances in sustainable fishing across the entire UK business spectrum. The Foodservice Wholesaler award is judged on the number of MSC labelled products, variety of MSC certified species, and volume of MSC certified fish on sale to UK foodservice companies.
Trevors set for March move Trevors Foodservice is moving to state-of-the-art new premises in March 2024. The family-run wholesaler, which recently celebrated its 60th anniversary with its most successful catering exhibition to date, will relocate from its existing base in Mowbray Drive, Blackpool, to its new HQ and warehouse (the historic old Ice Co premises) in Fleetwood, near Blackpool. The announcement about the move was made by managing director Gary Hitchen at the company’s trade show, which attracted over 250 foodservice business owners, chefs, managers, entrepreneurs and front-ofhouse experts. More than 50 suppliers exhibited new products,
Distribution partner Pricecheck has secured a UK partnership with Elida Beauty. As part of the arrangement, Pricecheck will be the distribution partner for Elida Beauty across key channels including convenience, pharmacy, wholesale, and discount retail. The partnership will see brands like Alberto Balsam, Impulse, VO5, Badedas, Brylcreem, and Matey join Pricecheck’s growing distribution service. This builds on the existing agreement the two businesses have on Brut, St Ives and Bed Head in targeted sectors. It is the second major brand partnership that Pricecheck has announced recently, having also become UK exclusive distributor for Church & Dwight, owner of Batiste, in the convenience, 04
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wholesale and key retailer markets. In other news, Pricecheck has won the ‘Outstanding Contribution to Workforce Development’ accolade at this year’s Sheffield Business Awards. Pricecheck has invested heavily in the skills, knowledge and abilities of its team, which has grown from 150 to 350 over the last five years. Since 2021, more than 60 new job titles have been created at the company, with the majority of senior and team managers having progressed from junior positions.
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Gary Hitchen: ‘The perfect foundation for another 60-plus years of success.’
ingredients, innovations, techniques and solutions. There were also chef demonstrations, product samples and exclusive on-the-day deals. Speaking at the event, Hitchen said: “Today was about marking our company’s 60th anniversary in style, thanking our incredible
suppliers and customers, and showcasing our commitment to shaping the future of the catering industry in the north west for the next 60 years and beyond. We’re confident our new HQ and warehouse will provide the perfect foundation for another 60-plus years of success.” In other news, Trevors Foodservice has signed up to support Elmer’s Big Parade Blackpool in aid of children’s hospice Brian House. The event will see David McKee’s children’s character – Elmer the Patchwork Elephant – brought to life as 30 decorated elephant sculptures, which will be placed throughout Blackpool next spring. Trevors has sponsored an Elmer sculpture for the duration of the campaign.
Prices slashed Harlech Foodservice has slashed prices by up to 30% to help hotels, restaurants and pubs to combat soaring costs. The wholesaler has launched its ‘Trust Our Prices’ campaign, with over 300 popular lines having their prices cut or frozen until 1 January. The discounts include over 30% off the price of eggs, 26% off baked beans and tomato paste, 20% off butter and 14% off paper napkins. Harlech head of sales Chris Gregson said: “We review our prices weekly against some of the biggest wholesalers in the UK, saving our customers time as we’ve carried out the price comparison for them. “Our list prices were already very competitive but we appreciate that our customers have found it difficult
Chris Gregson: Making it easier for businesses to plan for the busy Christmas time.
to plan with confidence when faced with a raft of cost increases, so we have listened to them and taken the decision to lock in the prices of many of our biggest selling lines for three months. “This gives our customers the chance to plan in the knowledge that our food prices will not be going up until January at the earliest. They will be staying put or being cut if the prices we pay fall.”
[ INDUSTRY NEWS ]
Sugro strengthens membership Sugro has recruited several new members. Expo Foods (Midlands) is based in Doncaster with an additional depot in London, and has been trading since 2008. The cash & carry/ delivered wholesaler offers a wide range of ethnic impulse, ambient grocery, alcohol and dairy products, as well as fruits, vegetables, processed meat and fish to its customers. It has a turnover of £13 million. Gokhan Koseoglu, director of Expo Foods (Midlands), said: “We joined Sugro for directly contacting suppliers, to find out best deals with the support of Sugro’s buying
team. We are also planning to extend our product range. l believe that Sugro’s extensive supplier base and members network will help us achieve our growth targets.” Another new recruit is Chesterton Food Supplies, of Barking in east London. Established in 2020, the wholesaler now has a turnover of over £10 million. It supplies more than 350 fast-food outlets and provides a wholesale service to van operators and related businesses. Its range includes frozen, chilled and ambient ingredients, soft drinks, and non-food lines including packaging.
Three new directors SPAR UK has made three new director appointments at its central office in Harrow. Former head of grocery Trudy Hills has been promoted to trading director – grocery; former head of trade Simon Mitchell has been promoted to trading director – beers, wines & spirits, fresh and frozen; and former head of SPAR brand Jamie Seymour has been promoted to SPAR brand director.
All three appointments begin with immediate effect, while the search for a managing director continues. Nick Bunker, non-executive chair of the SPAR Food Distributors (SFD) board, said: “We are delighted to congratulate Trudy, Simon and Jamie on their promotions, all of which are a reflection of their continued effort and contribution to the SPAR central office team.”
Left to right: Trudy Hills, Simon Mitchell and Jamie Seymour.
Basharat Khan, a director at Chesterton Food Supplies, said: “By joining Sugro, we have gained access to a reputable and reliable network that offers various benefits. One of the most significant advantages has been an enhanced level of security in our transactions. Moreover, Sugro’s platform has proved to be an invaluable tool for informing our company’s buying decisions.” Luton-based wholesaler MS Foods has also joined Sugro. With an annual turnover of over £10 million, MS Foods has been supplying the fast-food trade since 1996. It offers a wide range of products including food
and non-foods through click & collect as well as a delivery service. Qasim Saleem, director of MS Foods, said: “Our strategy at MS Foods is to expand our product categories with the introduction of new lines and enhance price competitiveness. We are delighted to join Sugro – this gives us the opportunity to access a pool of new suppliers.” In other news, BG Benton, Courtney & Nelson, Glencrest, and O’Reillys Wholesale have gone live with the Sugro Insight Service, powered by TWC. Taylor Wholesale and Youings Wholesale will also be live in a few weeks, and more members will join them in early 2024.
Supplier conference JJ Foodservice is to hold a Supplier Conference on 23 November at 30 Euston Square, London. With the theme ‘Future Foodservice’, the event will focus on the growth opportunities available for suppliers via JJ Advance Order, Home Essentials, and its partnerships with more than 100,000 registered customers. Among the key speakers is Sam Martin, co-founder and CEO of Peckwater Brands, who will address the current landscape of the UK’s virtual kitchen market. Kaylee Herbert, director of Harlees Fish and Chips, will discuss the future of fish and chips. Patrick Mitchell Fox, senior analyst at IGD and event
chair, will provide insights into the UK wholesale sector, while Jill Livesey, MD of Lumina Intelligence, will share the findings from the UK Eating Out Report 2023. Attendees will have the opportunity to enhance their foodie skills with interactive workshops hosted by pizza, olive oil and coffee experts.
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Fresh food offering One Stop – a subsidiary of Tesco – has extended its fresh food offering with its first range reset in over two years. The convenience retailer has brought in a total of 108 new lines to its stores, 16 of which are own-label products. These include leeks, parsnips, Pink Lady apples, grated mozzarella, fresh pickled beetroot and large flat mushrooms. There is also a new range of branded ready meals. The new fresh food selection features products with extended shelf lives, from 23 to 30 days. To further minimise food waste and eliminate products that no longer appeal to customers, One Stop is discontinuing 50 lines.
Bestway award winners
The winners of the Bestway Awards 2023 were named at London’s Marriott Hotel on Park Lane earlier this month. The Bestway Awards are open to all employees of Bestway, from drivers, pickers, telesales teams, store and depot staff to office-based colleagues and departments. Everyone across the retail and wholesale divisions is invited to participate and nominate a colleague who has shown exemplary
behaviour or outstanding achievements. Colleague award winners: a We are one family: Jane Mulroy, central operations depot a Every voice matters: Dhurmesh Vekaria, central income controller a Champion what’s right: Andy Wildman, customer sales representative for Bestway Vans a Be proud of what you do: Koral O’Keefe, marketing
Arthur David joins CRG
Left to right: Arthur David’s Phil David, Jon Evans and Alex Rall with Country Range Group’s Martin Ward.
Family-owned independent wholesaler Arthur David is to join Country Range Group (CRG) on 1 January 2024. Based in Bishop Sutton, Bristol, Arthur David was founded in 1962 and now makes over 42,000 deliveries to caterers and chefs across 06
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the South West every month. The company has over 435 employees and three generations of the David family working within the business. Arthur David MD Alex Rall said: “We’re immensely proud of our independence, we love what we do and
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remain passionate about our customers. The Country Range Group has been carrying the torch for independent wholesale businesses so we’re delighted to be part of the family.” In other news, CRG has signed a three-year partnership with The Natasha Allergy Research Foundation to help drive the delivery of its charitable objectives such as the Natasha Clinical Trial. Focusing on children and young people with milk and peanut allergies, the £2.5 million trial could, if successful, open up potential lifechanging treatments for hundreds of thousands of allergy sufferers at a fraction of the current cost for the NHS. a CRG’s first business development days of 2024 will be held on 30 and 31 January.
manager, Bestway Retail a Office colleague: Valentina Ferlanti, business analyst, IT a Field colleague: Lucy Smith, regional manager, Bestway Retail a Depot colleague: David McKenry, operations manager, Follingsby depot, Gateshead a Store colleague: Jessica Hollingworth, Bargain Booze manager, Market Drayton a Depot of the year: Bestway, Croydon a Store of the year: Costcutter, Canford Cliffs There were also awards for suppliers and retailers. Bestway Wholesale MD Dawood Pervez: “Our retailers’ success are our teams’ success – together we grow, and together we innovate, and it feels appropriate to recognise the power of teamwork.”
New BDM Glasgow-based wholesaler JW Filshill has strengthened its KeyStore business support with the appointment of Kieran Dhinsa as business development manager. Dhinsa (pictured), who was in an EPoS and sales support role at Filshill prior to his promotion, formerly worked in his family’s KeyStore in Mauchline, Ayrshire. He also previously worked as retail development manager at The Federation of Independent Retailers.
[ INDUSTRY NEWS ]
300-store upgrade Nisa is to update more than 300 store fascias over the next three years to achieve consistency across its estate. In 2014, Nisa removed the Store of the Future 1 (SOTF1) specification from its portfolio and replaced it with the Nisa Evolution format, upgrading the fascia from white to grey. Nearly 10 years on, the wholesaler will be supporting retailers with the old SOTF1 fascia to update to Evolution. Nisa has found that retailers who update their store fascia see an 11-13% boost in sales.
Retailers with the old fascia will have six months to commit to updating their fascia to the Evolution format, and stores will be able to use their store development fund for the upgrade. Any store owners who choose not to switch to the Evolution format will be supported in moving to Nisa’s alternative entry fascia branding or assisted in creating their own imagery. Nisa’s format & development team had a dedicated area at its recent Expo event, which attracted hundreds of retailers and suppliers.
Increased funding
The funding band for Supply Chain Warehouse Operative Apprenticeships has been revised upwards to Band 8 (up to £5,000). The revision represents a positive step forward for the industry, according to Clare Bottle, CEO of the UK Warehousing Association (UKWA). “Our sector has long battled with the challenges of labour and skills shortages, which have been compounded by post-Brexit
Tech advancement Confex has extended its data partnership with TWC for four more years. In October 2021, Confex embarked on a collaboration with TWC, with the primary objective to revolutionise the accessibility and utilisation of sales information for Confex’s members and suppliers. The success of the initial term has led to the four-year extension. Jess Douglas, chief operating officer at Confex, said: “Our ongoing commitment to Confex Data Insight service reflects our desire to provide our members with unparalleled resources and opportunities for the foreseeable future. Together with
TWC, we will continue to evolve the service and further embed data-led decisionmaking in our business.” In other tech news, the buying group has launched the first phase of its Confex
Jess Douglas: ‘We will continue to evolve the service.’
Accelerate programme. Cerve, Powered by Confex Accelerate will provide a dynamic platform for suppliers to provide realtime product, pricing and promotions to Confex members, improving communication links, reducing admin, and increasing business development and marketing activities. In addition, the programme gives Confex members the opportunity to receive live updates on orders, including immediate order confirmations, product availability and outages, and changes to delivery schedules – all through a single connection.
immigration caps and the failure of the Government to include warehousing on the Shortage Occupations List,” she said. “Furthermore, the options for further education or training for would-be warehouse workers are still few and far between. The Warehouse Operative Apprenticeship offers a vital route for young people to join a sector that provides social mobility and the opportunity to build a rewarding career.”
Profit up 10% SPAR Scotland wholesaler and retailer CJ Lang & Son increased pre-tax profits by 10.3% to £3.7 million and net turnover by 4.2% to £221.3 million in the year ending 30 April 2023. This was the fifth year of growth in underlying profitability since the development of the company’s customer-facing business strategy under the leadership of CEO Colin McLean. Commenting on current trading, he said: “With record levels of financial investment signed off once again, together with our latest ScotFresh store acquisition, our business is off to a very strong start in the new financial year.”
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[ INDUSTRY NEWS ]
Sheffield manager Parfetts has appointed Peter Jones as the new general manager of its Sheffield depot. He was previously a supply chain manager at the company’s head office in Stockport. Jones (below) has seven years’ experience at Parfetts and 17 years at Morrisons in various positions.
Design for charity School food SPAR and James Hall & Co are giving customers the chance to design the pack of the SPAR brand egg mayonnaise sandwich sold in the symbol group’s stores across the North of England. The winning design will feature for six months, and during that period, every pack sold in a SPAR store owned or serviced by James Hall & Co will contribute 5p to Marie Curie, an increase on the regular 1p per sale pledge that exists across the range throughout the year. In other news, SPAR has
Xmas show success Around 700 people attended Dunns Food and Drinks’ Christmas Market Trade Show, held in Glasgow earlier this month. “We’re delighted with the success of the event which was our biggest yet,” said marketing manager Niall Deveney. “We challenged our supplier exhibitors in the run-up to work with us on developing a set of strong preChristmas deals to entice customers along and it looks to have paid off with great
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footfall and lots of orders generated from the event.” In other news, Dunns, official hospitality partner of Queen’s Park FC, is giving young artists the chance to design a new training top for the football club. The wholesaler has invited young people from Aware Scotland – a Scottish charity that provides experiences to help young people reach their full potential – to submit concepts or drawings, from which one design will be chosen to feature on the shirts.
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renewed its sponsorship of the Lancashire School Games, continuing a successful partnership with Active Lancashire over 18 consecutive years. The Lancashire School Games are being reformatted this academic year, with an increased focus on running events and competitions in three distinct clusters in Lancashire – Coastal, Central, and Pennine. Over the course of 18 years, SPAR, through its association with James Hall & Co, has invested more than £250,000 in the Lancashire School Games.
accolade Matt Lewis, managing director of Castell Howell Foods, has taken home an industry award in recognition of his longstanding commitment to school catering. The LACA Wales Region Awards recognise excellence in the school food sector, and Lewis won the LACA Wales Region Chairs Award. Judith Gregory, national vice chair and director of LACA, said: “Matt’s support for over a decade has been fundamental in the development of the school meals sector. We’re hugely thankful to him and his dedicated team at Castell Howell.”
Journeys to net zero The Scottish Wholesale Association has shared two case studies to help the wholesale sector understand what is needed to decarbonise transport fleets and achieve net zero. One of the case studies focuses on HGVs and the other on decarbonising car fleets. Working with the SWA, the wholesalers – JW Filshill, United Wholesale (Scotland), Lomond Fine Foods and Dunns Food and Drinks – along with Glasgow-based beer supplier Tennent’s, have all trialled and implemented low-carbon and zero-emissions vehicles within their fleets. Aimed at highlighting their achievements, the two case studies also set out to support wholesaler and supplier members of the SWA to take similar action. As identified in the SWA’s recent report ‘Decarbonising
the Scottish Wholesale Sector’, transport accounts for nearly 70% of climate change emissions from the Scottish wholesale sector (67.1%, with HGVs accounting for 63.7%). The case studies can be accessed at: www.scottishwholesale.co.uk/ media/2971/swa_car_fleets_ case_study_final.pdf www.scottishwholesale.co.uk/ media/2972/swa_volvo_case _study_final.pdf
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[ IN FOCUS ]
Advantages of shared learning Costco’s Journeys programme has developed from being a support group for senior women in the business to offering numerous benefits for all of its employees.
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rompted by a Harvard Business Review that highlighted challenges faced by senior women across industry, Costco launched its Journeys programme worldwide in 2007. Sue Knowles, marketing/HR director of Costco UK, Iceland & Sweden, who has worked for Costco for more than 30 years and has been involved with Journeys since the start, explains: “So many industries were seeing senior women leave their posts because they had things going on in their lives that they were expected to take care of, whether children or ageing parents or something else.
“Costco appointed a chief diversity officer named Dick Decerchio and he started looking at how Costco was supporting senior women within the business – that’s where Journeys came from.” Journeys was initially a women’s networking association with the primary function of supporting senior female managers when they relocated to a different Costco branch. “We had somebody who would buddy up with them and say, ‘This is a great school. This is a good doctor. This is a great dentist’ and help them settle into the area,” explains Knowles, who is European divisional chair of the initiative. A couple of years into the programme, Journeys had far broader objectives – it became much more about education, mentoring and networking. “You’ve heard it before, women are really bad at putting themselves forward,” points out Knowles. 10
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Sue Knowles: ‘For any Costco employee, Journeys offers a great opportunity.’
“If there’s a job vacancy, men will say, ‘I can do that’ and apply for the role but most women will look at it and say, ‘I can’t really do that bit of it so I’m not going to bother’. Therefore an important part of the Journeys programme is about educating women that they are capable of doing a lot more than they perhaps think.” Another aspect of Journeys that has evolved is the inclusiveness of the
programme. “It used to be open to women at supervisor level and above, but then in 2020 – right in the middle of the pandemic – we opened it up to every single employee, male or female. To be clear, we’ve never stopped men from joining, and we’ve always had what we’ve called male advocates, but since 2020 anyone within the business can join,” says Knowles. To date, just over 1,600 Costco UK employees – about 18-20% of the UK workforce – have taken part in Journeys, and a quarter of these are men. “The message is getting out there that Journeys is for everyone, and we are now seeing greater attendance from men,” Knowles reports. “Some people dip in and out of it – they get what they need from Journeys and stop – and some who joined many years ago are still members today,” says Knowles. “Being a member is completely voluntary, so people can use it as they wish. That’s what it’s there for.” Along with monthly meetings at the individual warehouses, for which a theme such as wellness or corporate social responsibility is set each month, there are regional symposiums,
The Journeys programme covers various subjects to help members progress at work.
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[ IN FOCUS ]
In addition to monthly Journeys meetings held in individual branches, Costco hosts regional symposiums where employees hear from external and internal speakers.
and although the Covid pandemic stymied these regional events, they are now firmly back on the agenda. Sessions in Reading and Watford have recently taken place and there are others planned for Scotland and North West England early next year. At these regional meetings, Knowles or the country manager gives an update on what’s happening at Costco, along with advice on how people can progress within the business. In addition, external speakers are invited to talk about their own journeys and lessons they have learned along the way. Costco employees are also encouraged to share their experiences. “One particularly memorable presentation,” recalls Knowles, “was by an assistant warehouse manager, who was not only petrified of speaking in public but also had a huge amount of guilt about working the hours that she did. She decided to sit her son and daughter down and ask them, ‘How do you feel about mum working all these hours?’ They replied, ‘We know that you’re not here but that you always put food on the table’ and when she read the letter out, she had everyone in tears. That’s the type of inspirational story I love.” The Journeys programme also includes a website, which has been enhanced to include motivational 12
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videos, self-help modules and training resources on a variety of subjects, from manual handling to hiring for success, and from data protection to leadership development. So what has been the response from Costco employees to the Journeys programme? “Overall good, but it wasn’t an instant success,” Knowles concedes. “It was probably four or five years before people could genuinely see that there were some benefits for them, and that was because we went very slowly – we weren’t doing the monthly branch meetings and we were only holding a couple
of regional meetings a year. It’s really only been since the end of the Covid upheaval that we introduced a theme every month.” As for the benefits, Knowles emphasises the value of talking to colleagues who are up against the same challenges: “If you get lots of warehouse managers together, it makes them realise they’re not alone – they face exactly the same issues, so why try to invent the wheel in tackling them? They may talk to somebody who has already solved the issues. Meeting up also allows people to put names to faces, and it’s much easier to pick up the phone and talk to somebody if you have met them.” Knowles counts herself very fortunate to be able to attend the worldwide Journeys symposiums. “I get to see people like Jim Senegal [co-founder and former CEO of Costco] who’s now retired from the business, but at 87 he still comes in and talks to us about his expectations, he talks about the fact that 40 years ago Costco was hoping to open 12 warehouses. Well, we’ve got 861 warehouses now, and in the next 10 years we hope to have more than 1,000.” Knowles concludes: “For any Costco employee, Journeys offers a great opportunity to meet people they normally wouldn’t get the chance to meet and also to learn what they should be doing to progress within the company. “I’ve come into contact with some really amazing, inspirational people, and I’ve made some incredible lifelong CCM friends as well.”
Distinction betwe een mentoring and sponsorship “Through the Journeys programme, I’ve been able to identify future talent. I’ve been able to sponsor people who are not aware of the fact that I’ve sponsored them,” says Sue Knowles, marketing/HR director of Costco UK, Iceland & Sweden and European divisional chair of Journeys. “Mentoring is great, and I’m more than happy to help when I’m asked. However, I much prefer identifying somebody who’s got potential and then, unbeknown to them, open doors for them to walk through. Now some
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of them don’t walk through those doors, in which case, fine. But if they do, I will continue to be in the background, opening more doors for them. Through that approach, three of those people have been promoted to warehouse manager. “If you put somebody in front of an opportunity that’s outside of the norm and they take it, that shows to me that there’s a willingness,” she adds. “If you mentor someone, they walk in with an expectation that’s not always fulfilled. There is a real distinction.”
[ INSIGHT ]
Adventure, authenticity and health are key trend drivers in out-of-home dining
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idfood has announced the food and drink trends set to dominate the out-of-home market in 2024. The foodservice wholesaler worked with CGA by NIQ to conduct research and a survey of over 2,000 UK adults, including restaurant operators in London and Manchester. Bidfood also worked with a semiotician and futurist, Dr Rachel Lawes, to get a steer on how food and drink trends will evolve over the next two to three years. To support the unveiling of the trends for next year, Bidfood has launched its 2024 interactive guide, designed to help foodservice operators navigate the changing market and consumer behaviours, adapt their menus, and explore the latest cuisines and flavours taking hold of the industry. The report also comes with a range of support tools, including additions to the trends video series, expanded web content and new recipes. The key trends for 2024 identified by Bidfood are: Flavours Less Travelled: Authenticity is one of the key drivers behind this year’s report, with 56% of consumers saying they would pay more for a dish if they perceive it as more authentic. Research has shown that the three global cuisines gaining momentum are authentic Caribbean, authentic Mexican and Eastern European.
ChalkStream Trout and Watercress Garden Salad is a suggested dish that caters to the Rustic & Rural trend.
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British Fusion: 68% of consumers find British fusion food appealing, with over a third (35%) saying that this is because it bridges the gap between the exciting flavours of global cuisines and the familiarity of British classics. Bidfood suggests that foodservice operators try mixing up their Sunday roasts, English breakfasts and even desserts such as crumble with interesting global flavours. Mind, Mood & Body: Almost half (48%) of consumers are looking for foods that directly impact their physical wellbeing, and 71% feel that the aroma of food and drink can help boost their mood. Bidfood encourages operators to take consumers on a sensory journey with appealing and colourful products to enrich their healthy lifestyle experience, but be mindful when it comes to making specific health claims on menus. Rustic & Rural: Consumers are making more mindful choices about where and what they eat when out of home. Farm to fork concepts, provenance and menu
Playful Drinks: With social media taking the world by storm, consumers can’t resist taking a picture of their cocktail to post on their accounts, with 43% of 18-35 year olds doing this every/almost every time. To leverage this trend, operators are starting to take their cocktail offerings to the next level, creating imaginative, theatrical and themed serves. Incorporating dry ice, colour-changing ingredients and even sparklers will give cocktails that wow factor, says Bidfood.
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stories are becoming increasingly popular. Cosy decor, handmade pasta and bakery products, garden salads, heritage produce and open-flame cooking are ways that operators can tap into this trend. Let’s Play: During a cost-of-living crisis, consumers are looking for something to cheer themselves up and something exciting and out of the ordinary. Colour, playful presentation, novel styling and a touch of theatre tick the boxes to offer the experience desired, says Bidfood. Mixing flavours is another way of adding novelty and can really elevate a dish. In fact, 70% of consumers find the idea of flavour contrasts appealing, with sweet and sour being the most popular. Catherine Hinchcliff, head of corporate marketing & insight at Bidfood, commented: “This year we’re excited to see that the trends and flavours surfacing are around adventure and trying something new, as well as comfort, authenticity and provenance, all of which will allow chefs to be creative and have fun when planning their menus for 2024. “Sustainability remains a prominent factor to us as a business and continues to influence consumer decision-making. This year, instead of being a stand-alone trend, we’ve incorporated it into all our trends which reflects the way many chefs weave sustainability into everyCCM day ways of working.”
Whipped beetroot & butter bean hummus with vibrant rainbow salad meets the Mind, Mood & Body trend.
We’re always open
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[ SPOTLIGHT ] Spencer Hoggett, buying manager UK, Interstoq personal and professional situations with an open mind, valuing adaptability and innovation. What has been the biggest challenge you have faced and how did you overcome it? Navigating the market’s price increases in food, drinks, confectionery and grocery. Balancing relationships with suppliers and customers during these fluctuations required a strategic and diplomatic approach. By implementing transparent communication, actively seeking cost-effective alternatives, and negotiating favourable terms, I was able to mitigate the impact of these challenges.
Optimistic outlook What have been your biggest achievements in work and outside work? One of my most significant achievements in my personal life has been the transition from living at home to moving out and planning to get married next year. This signifies not just a commitment to a lifelong partnership but also a new chapter of responsibility and shared goals. In my professional life, I’ve consistently excelled as a buyer for the past 10 years, navigating the intricate landscape of sales and procurement. Who has been the biggest inspiration to you? My grandfather has been an unparalleled source of inspiration – witnessing his entrepreneurial journey as he owned and operated a kitchen manufacturing company in Billericay, Essex. This has instilled in me a deep appreciation for hard work, dedication and the pursuit of one’s dreams. His resilience in the face of challenges and his ability to build a successful business have significantly shaped my own work ethic and aspirations. What were your ambitions when you were growing up? I aspired to follow in my father’s footsteps and become a police officer, 16
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drawn to the idea of upholding justice and maintaining order in the community. However, as I matured, my interests shifted towards the dynamic world of sales and procurement. Over the past decade, I have cultivated a successful career as a buyer, combining my passion for negotiation with the excitement of staying abreast of market trends and making strategic purchasing decisions. What are your interests outside work? I find solace and enjoyment in shotgun shooting and flying model radio-controlled (RC) planes. I am also taking flying lessons in real planes! Engaging in these hobbies allows me to unwind and rejuvenate, providing a crucial counterbalance to a busy professional life. How would you describe your personality and what approach do you take in business (and in life)? I characterise myself as a fun-loving, outgoing and personable individual, always eager to embrace new challenges and learn from every experience. This optimistic and proactive outlook extends into my approach to business, where I believe in fostering positive relationships, continuous learning, and a collaborative spirit. I approach both
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What is your favourite film and song/ piece of music? Your Song by Elton John is my favourite song, with its timeless melody and lyrics. When it comes to films, The Wolf of Wall Street stands out – it captures the essence of ambition and success and the complexities of human nature. What would people be surprised to know about you? CCM I can play the guitar.
Sales and buying On leaving school, Spencer Hoggett pursued a course in Public Services at Chelmsford College, driven by his aspiration to join the police. During his time at college, he worked in a discount retail store owned by Heley International and that led to him being offered a position as a trainee buyer. After two years he was made redundant and so he worked as a car salesman before returning to Heley and progressing to the role of fully-fledged buyer. Hoggett joined Interstoq – a Sugro member – in January 2022 as the buying manager and has since contributed to the overall growth of the company from a £15 million annual business to a £28 million a year enterprise.
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[ SAVOURY SNACKS ]
Grabbing sales opportunities The crisps, snacks and nuts category is flourishing in convenience, so wholesalers should ensure that they utilise supplier tools to guide their retail customers to success.
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he crisps & snacks market is growing by 14% in symbols & independents (Nielsen) and the upcoming festive season provides an additional sales boost. Big nights in are replacing big nights out and retailers should be merchandising to make the most of sales opportunities. Wholesalers need to be up to date with the snacking trends and innovations in the category, as well as well versed in the bestsellers and festive favourites. Tayto Group highlights the importance of price confidence for convenience shoppers, who want reassurance that they are not being overcharged. “Value for money is now the third most important reason for snacks purchase (after flavour and quality), with over 90% agreeing that value for money is important (Norstat). However, convenience shoppers worry that they will pay more for shopping locally and PMPs give them confidence that they are not being ripped off. That’s why PMPs have increased to 77% of snacks sales (Circana),” reports Matt Smith, marketing director. “In crisps & snacks, £1 PMPs are a muststock! They have been the main driver of category growth, growing more than twice as fast as the market. Instead of raising the headline price of our £1 PMPs, we’ve decided to stick to £1, demonstrating Golden Wonder’s commitment to delivering great consumer value whilst offering strong retailer margins.” Golden Wonder’s £1 range has been 18
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expanded with Mega Onion Rings and Mega Spicy Rings. Also new to the line-up are the £1 PMP Saucers Barbecue and Prawn Cocktail variants. “Having surveyed both retailers and consumers, it was clear how important the £1 pricepoint is to both groups. Consumers are really feeling the pinch at the moment and independent retailers are winning where they can offer great value for money,” says Smith. Also proving popular in £1 PMPs are Transform-A-Snack, with growth of 39.9%, and Pickled Bikers, with 11.9% growth in the fun snacks £1 range (Circana). The introduction of £1 sharing bags of the bestselling Golden Wonder crisp flavours has also boosted sales, with new listings as retailers and consumers seek out value favourites. Research has shown that 64% of consumers are willing to switch brands for a lower price (Norstat), so quality, trusted products offering value for money are vital for retailers and wholesalers. Tayto Group also advises the trade to consider the social economising happening across the nation. The number of people visiting pubs have dropped by almost a third in the last 15 months (Norstat) and consumers are looking to substitute their evening at the local with specific drinks and snacks in home. “With a big night in, consumers are looking to recreate the pub experience at home. Scratchings are the perfect partner to a drink and so they should be displayed with beers, wines and spirits and soft drinks, as well
WE’RE STAYING AT £1
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96% of convenience store retailers agree PMP snacks are as, or more, important than ever* 54% of convenience store retailers recommend retaining £1 PMP with less weight (vs 33% moving to £1.25 at current weight)*
STOCK OUR FULLY FLAVOURED RANGE OF GREAT VALUE CRISPS AND SNACKS!
*Source: Plum Ideas Marketing Agency | 70 Convenience Retailers | Apr 22.
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[ SAVOURY SNACKS ]
as with crisps and snacks. We’ve made this easy to do, as our top-selling Mr Porky and Midland Snacks scratchings are all available in both shelf-ready packaging and clipstrips, so there is a solution for every store – no matter how big or small,” says Smith. “With over 20% of pork snackers unwilling to switch to another snack (Norstat), the 42% of stores who are not stocking pork snacks are collectively missing out on £7 million a year (Circana).” Pork scratchings are also a highly impulsedriven purchases, with 65% eaten on the day of purchase versus less than 40% for other savoury snacks (Norstat). PepsiCo has launched a limited-edition range of Walkers festive flavours to help excite shoppers during the Christmas period, with NPD spanning its core offering and the Sensations brand. The new Walkers flavours are Festive Turkey and Pigs In Blankets – available in £1.25 rrp 65g price-marked packs in the convenience channel – and a Christmas Pudding variant. Tapping into demand for more premium options during celebratory occasions like Christmas, the Sensations range features two new flavours, Beef Wellington and King Prawn & Marie Rose Sauce. In addition, the company has released limited-edition holiday-themed packaging for Wotsits Giants Really Cheesy and Sensations Thai Sweet Chilli. KP Snacks also recommends that wholesalers and retailers take into account the sales opportunities from the crisps, snacks & nuts (CSN) category. “In difficult financial times, the CSN category prospers as shoppers look for affordable tasty treats, representing a critical opportunity for retailers to grow footfall and sales. Treat occasions are growing in convenience & independents, currently making up 10.2% of the top missions (Lumina),” says Matt Collins, trading director. “Consumers will continue to shop more locally, turning to convenience and independent stores more often as they look to save on fuel, manage budgets and spend more evenings at home. With one in five baskets in convenience & independents including a CSN product (Lumina) and the bagged snacks segment growing ahead of total grocery at 16.4% versus 7.2% (Kantar), retailers can rely on the category to drive sales.” 20
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The manufacturer provides ranging advice through its ’25 to Thrive’ category guidance. “Providing a core recommendation of SKUs to stock from multiple suppliers, the impartial category-wide advice was developed to provide relevant and effective retailer support in response to the unprecedented challenges of recent years. The 25 recommended core crisps, snacks, nuts and popcorn products cater to priority trends of value reassurance, the role of well-loved brands, big night in occasions and on-the-go snacking with a range of formats running across the entire value spectrum,” explains Collins. “Our KP Snacks range offers the broadest portfolio of tasty snacks across all segments, with something for everyone and all occasions. From popcorn to nuts to pretzels and, of course, crisps, our range creates value and generates demand by meeting all consumer needs with a wide range of products in all formats (singles, multipacks, sharing) up and down the value spectrum and to suit all pockets.”
Ranging advice from Unitas Focus On Crisps, Snacks & Nuts explores which areas of the market are in growth and where the biggest opportunities are. It also provides consumer insight, such as revealing that ‘price’ is still the second biggest reason for making a particular purchase, ranking below ‘flavour’. Retailers can also make use of the guide’s planograms to ensure they are giving multipacks, sharing, nuts, popcorn, dips, and premium lines the appropriate space in store. Five takeaways from Focus On Crisps, Snacks & Nuts: 1 Sharing price-marked packs, singles, nuts, and meat snacks are the four key areas that are in growth. These segments represent the biggest opportunities. 2 Flavour is the No.1 reason that shoppers buy a particular brand. It is the only reason to come above ‘price’, indicating that retailers don’t always have to drive down on cost to grow sales. Offering exciting new flavours can also keep tills ringing. 3 Shoppers socialising at home is boosting sharing bags. Sharing bags, and in particular price-marked sharing bags, are the biggestselling segment of the market. Price-marked packs contribute most of the growth for independent retailers. 4 Walkers, Quavers, Cheetos, Doritos and Nik-Naks are present in the top five bestsellers. Retailers should make sure they’re stocking as many of the bestselling brands as space allows. 5 Retailers should merchandise single crisps & snacks according to need state. This means stocking hearty ‘hunger fill’ options on the top shelf, core range products in the middle and value bags at the bottom.
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[ SAVOURY SNACKS ]
Nuts are gaining in popularity, growing by 13.8% in value (Nielsen) and are exempt from HFSS restrictions. KP Snacks, the leading manufacturer, has released a guide to help retailers navigate the segment. Containing the latest data and insights on market trends, the guide explores how to boost sales by focusing on key occasions, as well as offering clear ranging and merchandising advice. “As we celebrate 70 years of KP, we are keeping our valued retail partners front of mind. We are proud to be using our expertise and category insight as a market leader to help retailers thrive in the segment, driving sales and category growth,” says Collins. To mark its 70 years in the nuts segment, KP is running a retailer promotion. The £70,000 giveaway offers retailers the chance to win one of 70 cash prizes of £700, plus there are 160 stock vouchers to the value of £70 to be won. Running into December in the UK and Northern Ireland, retailers will automatically be entered in a prize draw when they range four cases of £1.25 KP flavoured nuts. Alongside this, KP is donating 10p to Movember for every case sold in November, making up a total donation of £10,000. KP has supported the charity for over four years with a series of different initiatives and campaigns. KP also encourages retailers to trial NPD that complements snacking trends. “Shoppers are always looking for new and differentiated products, and retailers can capitalise on this by stocking a strong core range with a complementary offering of NPD, creating variety and engaging shoppers,” says Collins. “Bringing a kick to the healthier snacking segment, we recently launched Popchips Hot & Spicy. Popchips is a beacon brand in healthier snacking, and the launch taps into the growing trend of spicy flavours to tempt shoppers and boost sales for retailers.” In nuts, two new variants have joined the KP Flavour Kravers range. Available in 130g sharing bags, Crunchy Coated Aromatic Thai Chilli and Crunchy Coated Katsu Curry were launched last month. “We’re excited to be extending the popular Flavour Kravers platform with a new Crunchy Coated texture. Promising big, bold flavours, the two new Flavour Kravers variants will bolster retailer sales as shoppers continue to look for great-tasting snacks to bring excitement to in-home occasions,” says Jenny Blanco Barcia, marketing manager. 22
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Envis Snacks is anticipating festive fiesta-inspired sales from its range of on-trend world flavours. “The key thing for wholesalers is to be well stocked with a good range of different bag sizes and flavours at all times, and also to focus on special occasions and packs for events like Halloween and Christmas in the winter months,” advises director Andy Brown. “The beauty of snacking is that there are so many great opportunities for a snack both out of home either as an impulse item or to share with friends, or at home with big night in occasions.” The supplier’s Mexican Curlys joined the Curly Classic line-up last month with an attractive price point of £1.25. The growing demand for bolder flavours means that the range offered by Envis Snacks is one that wholesalers should ensure they carry. “Keeping good availability of the bestsellers will remain key to success for wholesalers, along with balancing the range with some differentiated lines such as Pomsticks and Curlys, and adding some interest with exciting new lines such as Curly Mexican Chipoys. Getting the balance right will be a big opportunity for the months ahead, with retailers looking harder for lines that will offer good value and choice in their stores,” says Brown.
‘Keeping good availability of the bestsellers will remain key to success for wholesalers, along with balancing the range with some differentiated lines and adding some interest with exciting new lines’ Andy Brown, director, Envis Snacks Snacking supplier pladis has launched two new crackers from its Jacob’s brand – Jacob’s Cheddars Cheese & Pickle savoury biscuits and Jacob’s Rosemary Mediterranean crackers – in a bid to recruit shoppers aged 35 plus into the category. “With 28% of sales coming from new savoury biscuit shoppers, there is a clear opportunity to recruit new fans and we are confident that these two new additions to our range – one offering a tasty new take on a classic combination and another that taps into a popular flavour trend – are a great way to appeal to a new generation of shoppers,” says Asli Akman, marketing director. “In short, we are confident these two additions to our Jacob’s range will drive incremental sales among shopCCM pers who are after trend-led, full-on flavour snacks.”
R O F G N LOOKI ? S LE A S K C A N S & P IS R C Then how about listing some Lorenz products as they: • Offer Differentiation • Have a Long Shelf Life • Provide Great POR‘s
• Add Incremental Sales • Taste Fantastic • Are Much Loved Across Europe
All products ranges available with RSP off £1.25 • Pomsticks 14 x 85g, • Curly Peanut 14 x 120g, • Curly Mexican 14 x 100g • Crunchips WOW 12 x 80g and • Crunchips X-Cut 12 x 75g (Also available in 10 x 130g large sharing bags)
Please contact Envis Snacks on 023 9262 7130 or sales@envissnacks.com to discuss how to become a Lorenz Snack-World product stockist.
[ CIGARS UPDATE ]
Prepare for a festive peak Sales of cigars see a spike in the run-up to Christmas, presenting a chance for wholesalers and retailers alike to capitalise on the increased demand from smokers.
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lthough the total cigar category is fairly static – worth just under £287 million, which is down by 1% in value compared to last year (IRI) – sales of cigars increase in the run-up to Christmas, and wholesalers and retailers are therefore urged to stock up to make the most of the additional sales and attractive margins. “It tends to be larger cigars that people will gravitate towards as a bit of a Christmas treat when they are in celebratory mood and typically have more time to enjoy them,” points out Nataly Scarpetta, marketing manager at Scandinavian Tobacco Group UK (STG UK). “Make sure you have brands like our Henri Wintermans Half Corona in stock as it is the UK’s best-selling medium/large cigar, and a real festive favourite. And on that subject, we’ve just launched a special limited-edition pack of our Henri Wintermans Half Corona, which will hopefully make the brand even more popular amongst adult smokers in the run-up to Christmas.” The limited edition comes in two different colour schemes, which feature a ‘quintessentially British pattern and sophisticated style’. Scarpetta reports that cigars have total sales of £182.6 million versus £104.1 million for cigarillos. However, in volume terms, it is a bit closer, with cigars at 201.5 million sticks per year and cigarillos at 188.3 million sticks (IRI). “In terms of a core range to maximise cigar sales opportunities, I would recommend that cash & carries start with cigarillos as they have been the real success story of the cigar category over the last three or four years. Our Signature Action brand is the second biggest-selling cigarillo on the market, and also the fastest growing at over 41% in the last year, and is proving a popular option for adult smokers who enjoy the peppermint flavour,” says Scarpetta. “Next comes the miniature segment, where STG brands like Signature and Moments are both must-stocks. This summer we have been celebrating the 60th anniversary of Signature and have recently launched a range of limitededition packs to bring excitement and interest to the cigar category. We have also confirmed that the iconic tins are permanently returning for packs of Signature Blue 20s and 24
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Signature Original 20s. Then, retailers would also want to be stocking the top performing brands in both the small and medium/large segments.” Scarpetta draws attention to the importance of recognising value as a consumer trend: “This trend for value has been prevalent in the cigar category for some time now, which is evidenced by the success of our Moments Blue brand. Earlier this year we announced a redesign across the Moments range to help highlight the ‘value but quality’ message.” Flavoured cigars are also growing steadily in popularity, points out Scarpetta. “Obviously, menthol cigarillos have exploded in popularity over the last couple of years, but it’s not the only flavour of choice. Our Signature Red Filter brand is currently the UK’s best-selling aromatic filter cigar, whose smooth taste and vanilla flavour proves consistently popular with those adult smokers who enjoy an aromatic cigar,” she says. According to Ritmeester Cigars UK, the growth of Sterling Dual has demonstrated acceptance of filtered cigarillos in the UK market, aligning with the trend seen in Europe. “Offering alternatives to traditional cigarettes and roll-your-own tobacco products can be a strategic move, especially if there is a growing demand for such alternatives,” says a company spokesperson. Royal Dutch Cigarillos focuses on three aromatic filtered cigarillos, which have shown volume growth of 17% year to date versus the previous year (IRI). Royal Dutch Double Filter is a mild, short smoke available in packs of 10, with plans to launch a 20-pack in 2024; Royal Dutch Filter offers a longer and more full-bodied smoking experience and was recently relaunched in a larger pack size (10); and Royal Dutch Flame is a compact filtered cigarillo designed as an alternative to menthol cigarillos. It also CCM comes in packs of 10.
[ BREAKFAST ]
Set up for an early start Products with health and sustainability credentials, as well as affordable treats, are encouraging shoppers to spend on the breakfast and brunch missions.
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ampaigning and a spotlight on the challenges of the ongoing cost-of-living crisis have highlighted breakfast as an important part of daily life. Whether it’s suggesting ways to upgrade to a lazy brunch, supporting a nutritious start for children or delivering healthy on-the-go options, the breakfast mission is a key opportunity for suppliers, wholesalers and retailers alike. Dole Sunshine Company has announced a redesign across its fruit in juice and fruit in jelly range. Alongside the bold new design, the packs now feature a clear ‘no added sugar’ message on the fruit in juice packs and ‘vegan friendly’ claim due to a recipe change for the fruit in jelly range. In addition, the company recently expanded its line-up with 198g Dole Tropical Gold Pineapple and Dole Tropical Fruit in Juice packs. These have a delivered shelf life of more than 90 days and come with a wooden toothpick for the on-the-go consumer. “As the cost-of-living crisis continues to bite, it’s safe to assume that consumers are likely to continue to change their shopping behaviours and be more conscious of product value for money incorporating quality, waste, convenience and choice, which is where ambient products can increasingly have a role to play,” says Andrew Bradshaw, UK sales director. “Whilst fresh fruit can come at a premium price, shoppers understand that ambient goods not only offer good value and have longer shelf lives but, in the case of our Dole packaged fruit range, can also be one of their five-a-day and a healthy part of their overall diet.” He adds: “We know that healthiness is high on consumers’ radars, with 36% of breakfast eaters saying health reasons have prompted them to change what they have for breakfast over the last 12 months. This drive to be healthier is also apparent with the potential for breakfast foods to shout about calorie content, as 45% of eaters say they consider how many calories are in their breakfast as part of their daily intake (Mintel). “As further evidence of the growing popularity of fruit, Dole fruit cups are up by 4.6% in the last 52 weeks (IRI) versus a flat category,” adds Bradshaw. The Dole range has versatility as a big selling point. “Cash & carries need to understand that consumers are now looking for breakfast items that are not only easy to prepare and healthy, but also convenient and can be consumed on the 26
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go. This is where both Dole’s fruit in juice cups range and Fruit and Cream range can really come into play as credible options, as they can be enjoyed on their own or as a topping on yoghurt, cereal or porridge, but also as a snack on the way to work or even at your desk. “All products in the Dole range can be served either chilled or ambient, giving versatility in both storage and display, and complement other popular breakfast products like porridge, cereal and baked goods perfectly for a wellbalanced breakfast,” Bradshaw concludes. Brioche Pasquier’s range also benefits from a long shelf life and versatility. “Brioche Pasquier’s pain au chocolate and croissants are extremely popular and both are great options for breakfast or to take as a snack on the go. Brioche offers good value, high quality, convenient and family-friendly varieties,” says Andy Smith, retail sales manager. “All Brioche Pasquier products are baked without preservatives, yet maintain a shelf life of 21 days, due to the ‘levain’ in the recipe. This makes it an ideal option for weekly shoppers and monthly planners alike, as they can be confident there will be no unnecessary food waste. This desirable characteristic is key for every part of the sales chain, from wholesalers to retailers to consumers.” Traditional breakfast items (eg crumpets, English muffins) grew by 6.2% in units over the latest year in the impulse channel (Nielsen). “Hovis is well placed to help wholesalers respond to this rising elevated breakfast/brunch trend, with both our Hovis Bakers Since 1886 Crumpets and English muffins (with Barber’s Farmhouse Cheddar) firm favourites for the occasion,” says Alistair Gaunt, commercial director. Toast is still a staple at the breakfast table – where 57% of consumers still eat breakfast, compared to 5% eating breakfast out of home (Mintel). To save money, many families are choosing to simply buy one type of bread for all, and sales of white bread currently account for nearly 75% of pre-packaged bread units sold in the impulse channel. “However, it’s also crucial not to forget to offer choice via other bread types. For example, bread with seeds and grains accounts for 18% of loaves sold and brown/wholemeal for nearly 14% in the total market, so there is an opportunity for impulse retailers to change the mix of what they sell,” says Gaunt.
Nestlé Cereals
RIGHT PACK, RIGHT PRICE, RIGHT SIZE!
SOURCE OF FIBRE NO ARTIFICIAL COLOURS OR FLAVOURS ® Reg. Trademark of Société des Produits Nestlé S.A. Shreddies is a source of iron which contributes to normal energy-yielding metabolism. Shredded Wheat is low in saturated fat. Reducing intakes of saturated fat contributes to maintaining normal blood cholesterol levels, as part of a healthy diet and lifestyle. Cheerios Multigrain is a good source of calcium which is needed for the maintenance of normal bones. It is important to have a varied and balanced diet as part of a healthy lifestyle.
[ BREAKFAST ] “With this in mind, stocking products such as Hovis Wholemeal and Hovis Seed Sensations (the nation’s No.1 brand of bread with seeds and grains) should also be key areas of focus. Health and wellness, as well as great taste, continue to play a key role in helping shoppers decide what to eat. Therefore, stocking both Hovis Best of Both, as well as Hovis Wholemeal, should be considered a key part of any bread range in depots.” Hovis Best of Both has recently been relaunched in a 800g loaf with a refreshed pack design boasting clearer on-pack messaging to give better on-shelf stand-out. Peanut butter is a popular toast topper, being rich in protein and a lower-sugar option. Associated British Foods offers the Proper Nutty brand via distributor RH Amar and has seen value growth of 80% year on year. “Currently worth around £148 million in retail alone, peanut butter accounts for £1 in every £4 spent on jams and spreads (Euromonitor), so it’s important for retailers and wholesalers to make sure they offer a premium option to help maximise sales,” says head of emerging brands Simon Greenwood-Haigh. “Our own research shows that taste is king and that almost half (43%) of shoppers often switch between smooth and crunchy, meaning that it’s important to stock both types as well as catering for the ‘smunchers’ who love both smooth and crunchy in a single sitting.” The Proper Nutty line-up is available in Smunchy, new Slightly Salted Smunchy, Proper Crunchy, Yorkshire Roast, and new Dark Roast (featuring dry roasted, salted nuts for a deeper flavour). The entire range is free of palm oil, contains no added sugar, is suitable for those following vegetarian and vegan diets, and comes in plastic-free packaging. Wholesale promotions and in-store PoS are available. Cereals remain a popular breakfast choice both in-home and at the desk, with a variety of formats available. Notable supplier activity includes Nestlé’s extension of its KitKat brand to the cereal category. The milk chocolate and wafer taste now comes in a crunchy breakfast cereal, in a 330g pack.
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Career commitment by Kellogg’s Kellogg UK has made a commitment to veterans, reservists, and their families by signing the Armed Forces Covenant. The cereal and snacks company actively supports the employment of veterans. Chris Silcock, Kellogg UK managing director, says: “At Kellogg’s we believe everyone should have a place at the table. By signing the Armed Forces Covenant we hope to become a career destination for veterans. We will continue to actively support the employment of veterans, recognising military skills and qualifications in our recruitment and selection process.” Kellogg’s donated 19,000 servings of food over the past year to charities across the UK who state their primary audience as military personnel, veterans or their families. This includes residential settings, training centres, and drop-in and day centres. Kellogg’s also recently removed the requirement for job applicants to the company to have a degree, as part of its drive to become a more inclusive employer.
Weetabix Food Company has had a busy year and remains the nation’s No.1 breakfast cereal (Nielsen). A collaboration between the supplier and Disney saw Disney and Marvel inspired products hit the shelves earlier in the year, with further NPD on the horizon. Additionally, Chocolatey Hazelnut Melts joined the portfolio and, for on-the-go and snacking shoppers, Alpen Delight bars are now available in six variants, updating the Alpen Light range. The launch of Alpen Delight is being bolstered by sampling, both in-person and via the Triyit platform. Other support includes a national PR and social media campaign, ‘Moment of Delight’, and there will be investment within the snack bar aisles across grocery, convenience, wholesale and foodservice, reports Darryl Burgess, head of sales. Weetabix has also refreshed the look of it Original and flavoured products to highlight their sustainability credentials. All wheat grown for the products is sourced from within 50 miles of the Weetabix Mills, and the brand refresh will enable consumers to learn more about the farmers. Alongside this is a traceability website featuring an interactive map enabling shoppers to explore the farms within the Weetabix Growers Group. Both the on-pack redesign and the website have functions produced in collaboration with the Royal National Institute of Blind People to enable blind and partially sighted consumers to follow the growers’ journeys. The new-look 24-pack Weetabix Original joins the 48-pack this month, while the other Weetabix SKUs will be launched by the end of the year. The Weetabix 2023 Sustainability Report is also released this month.
[ BREAKFAST ] Hamlyns of Scotland is also upping its sustainability credentials, repackaging its Scottish porridge oats and oatmeals in sustainable paper packaging – available from January. The in-house change has been made possible by a new state-of-the-art packaging line at the company’s Banffshire mill, which already runs on its own electricity produced from an on-site wind turbine. “People are becoming more and more aware of the environmental impact of their choices, and they want to buy from companies that are doing their bit,” says Alan Meikle, managing director. “At Hamlyns of Scotland, we take pride in our Scottish heritage and our commitment to delivering top quality Scottish porridge oats and oatmeals. But it’s equally important to us to safeguard the environment that has nurtured us for generations. That’s why we’re making the switch to sustainable paper packaging,” he added.
Hamlyns MD Alan Meikle: ‘People are becoming more and more aware of the environmental impact of their choices.’
To raise awareness of the new packaging, Hamlyns is running trade and consumer press activity throughout the winter and spring. Hamlyns’ pinhead oatmeal tin is also being relaunched next spring, with a fresh new design. Hamlyns continues to increase sales, as customers recognise the nutritional benefits of oats, as well as the low cost per serving. “There has been a lot in the media recently about ultra processed foods, with breakfast cereals coming under a lot of criticism, especially for added salts and sugars,” says Meikle. “Oats are a great-value wholegrain superfood. They’re packed with fibre, vitamins and minerals, and have nothing added and nothing taken away – no added salts and sugars, just natural goodness.” Hamlyns has actively promoted the brand through sponsorship of events like the World Porridge Making Championship and the World Haggis Championships.
A morning cuppa For consumers starting their day with a cup of coffee, Taylors of Harrogate is promoting its coffee range with a £4 million campaign featuring a new creative called ‘It takes a big family to make great coffee’. The advert uses an uplifting musical set piece to celebrate the joyful and inclusive nature of Taylors and is showcased through cinema, TV and video on demand. 30
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“While our new campaign is set in a fantastical musical world, it’s very much grounded in truth for us here at Taylors,” says Jack Scott-Paul, brand manager. ”From the people in the factory to the coffee growers we work with around the globe, it’s the shared sense of family values that means everyone goes the extra mile to make the best possible coffee. It’s a message that we hope will connect with coffee drinkers who are looking for a quality cup and, in true Taylors style, we’re delivering it with a good dose of quirky humour.” For consumers who prefer a caffeine-free cup of tea, Lancashire Tea has launched a Decaf blend. Sourced from Rainforest Alliance certified farms, the tea bags are biodegradable and packaged in fully recyclable 250g boxes of 80 tea bags, with inner foil wrap suitable for council food waste bins. “Customers have been asking for a Decaf version of our popular brew for some time,” says Phil Toms, head of marketing. “The new packaging retains the popular Lancashire map but is badged in a bright blue for on-shelf stand-out and brand recognition.” Delamere has announced the launch of a 97ml Oat Drink into the hospitality and catering sector. This follows the success of its 97ml semi-skimmed milk The mini milks are designed for hotel and bed & breakfast hospitality trays and can be used to add to tea or coffee or poured over cereal. The Oat Drink has been developed to offer a plant-based alternative to cows’ milk. Heat treating the product provides a shelf life of up to six months, and once opened it can be treated as fresh milk and stored in the fridge. Each bottle contains the equivalent of eight servings of traditional-style milk pots and can be re-closed and stored by guests, saving staff time on repeat deliveries of fresh milk to rooms. The glass bottles, which have an aluminium lid, are fully recyclable, catering to the requirements of operators implementing responsible waste management practices and committed to eliminating the use of single-use CCM plastic.
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[ CHRISTMAS DRINKS ]
A thirst for seasonal sales With the cost of living impacting many categories, it’s heartening to know that soft drinks and alcohol are still forecast to perform strongly in convenience over the festive period.
F
estive drinks sales are a huge opportunity when ranged and merchandised correctly. Wholesalers and their customers need to consider the trends that have emerged over the past couple of years, as well as the reliable core performers, and use the supplier guidance available to maximise sales.
Festive energy With the rising number of teetotallers looking for interesting and vibrant soft drink options, it is imperative that wholesalers and their customers are prepared for festive shoppers looking for fun and flavour without the alcohol. Boost Drinks highlights the importance of flavour and value to maximise sales in convenience, as well as stocking a full range of formats to accommodate a range of missions. “Boost Original Energy is available in onelitre, 500ml and 250ml, and is rated first for taste among Original competitor products (Wirral Sensory),” reports Adrian Hipkiss, marketing director. “The range of flavour profiles and pack sizes on offer from Boost allows consumers to rely on us as a brand that caters to an array of 32
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consumption moments, whether on the move or stocking up to enjoy at home. “Energy stimulation drinks play a significant role in contributing to the value growth of the soft drinks category, growing 15% year on year and accounting for 26% of all soft drink value sales (IRI),” he continues. “Boost is the only brand that is a top three in three functional drinks categories – energy stimulation, sports drinks and RTD iced coffee. Within this, Boost is the third-largest brand in the energy stimulation category and the fastest growing sports and RTD iced coffee brand (IRI).”
Flavours in the energy segment have shown 48% year-onyear growth and now account for 38% of stimulation sales.
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[ CHRISTMAS DRINKS ] Boost’s range of flavours is another draw for shoppers, with an ever-expanding line-up that this year saw the introduction of Raspberry & Mango Sport and Blood Orange & Raspberry Crush Juic’d. “The expansion of flavours in Boost’s range of sports drinks means the brand, and its retail partners, can harness the importance that consumers place on variety of choice in ‘taste’ when it comes to their purchasing decisions, along with the ever-present great value Boost offers,” Hipkiss explains. “Flavours in energy now account for 38% of stimulation sales and have shown a huge 48% growth year on year (IRI), showing that there’s a significant thirst for a range of flavour variants to suit all tastes.” Also in the energy segment, Barr Soft Drinks has a winter promotion to drive sales of its Rubicon RAW brand. “We know around a third of Rubicon RAW sales come from new entrants into energy (Kantar), so we’re confident that this fantastic competition will help retailers continue driving those incremental sales,” says commercial director Jonathan Kemp.
‘Energy drinks consumers are looking for excitement, innovation and tasty flavours to keep them engaged’ Jonathan Kemp, commercial director, Barr Soft Drinks “We’re excited that Rubicon RAW is The Official Energy Drink of GB Snowsport, reaching millions of snowsports fans across the UK. As part of our partnership, we are driving awareness and excitement with consumers shopping the energy drinks fixture.” The on-pack promotion features on more than two million cans until the end of November and offers consumer prizes including a snowsport lesson with a GB athlete, a week’s skiing holiday in Switzerland and £1,000 cash. The supplier also recently launched NPD from its IRN-BRU brand, with a fourstrong PWR-BRU range of energy drinks backed by a £3 million campaign. Diablo Cherry, Maverick Berry, Dropkick Tropical and Origin Original are predicted to disrupt Scotland’s big-can energy market. “Energy drinks consumers are looking for excitement, innovation and tasty flavours to keep them engaged. We’re confident that our energy offer delivers just 34
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that, enabling our retail partners to drive incremental sales from the energy fixture,” says Kemp. Suntory has extended its range with a big can Lucozade Alert Zero Sugar Mango Peachade – a zerosugar option in a £1 PMP that joins the existing Alert line-up of Cherry Blast, Original and Tropical Burst variants. “Given the continued growth of the stimulation segment, increasing shopper desire for more low or no-sugar options and a bold new flavour from the Lucozade brand name, Alert Zero Sugar will be an important addition to any chiller,” maintains Tom Etherington, senior brand manager. Energy drink manufacturer Red Bull has unveiled its Red Bull Winter Edition Spiced Pear variant. Supported with PoS materials, the NPD is available in 250ml, 250ml PMP and 355ml Sugarfree formats. “The new flavour performed well in trials, delivering strong purchase intent. 76% said they would purchase a festive flavoured energy drink and for 49% of these it was particularly due to the festive flavour,” says a Red Bull spokesperson. The supplier notes that Christmas sales last year showed an increase in flavoured sales. Also, energy consumption as a whole rose, whether in multipack formats for socialising or single serves for an energy boost at work. And while the cost-of-living challenges continue to affect consumer behaviour, energy drinks shoppers are still largely staying with their preferred branded options. ”Soft drinks branded spend is in fact 36% higher than own label, suggesting that shoppers prefer to stay brand loyal and are willing to spend more, rather than revert to own label to save money as they do in other categories,” says the spokesperson. “When looking at sports & energy, and particularly at Christmas, brands are even more essential, accounting for 99% of category value and not showing any signs of movement (Nielsen).”
Unitas puts focus on soft drinks Unitas has launched the latest in its retailer guides, available online and from member wholesalers. Focus On Soft Drinks gives an overview of the fastest-growing areas within the category, as well as revealing the top 10 bestselling sports, fruit carbonates, energy, and iced coffee brands. Retailers can also find shopper insight and planograms. Focus On Energy reveals the top-selling singles and takehome products, and outlines the opportunity for retailers in low-sugar energy drinks. Retailers can access five planograms for different-sized fixtures.
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[ CHRISTMAS DRINKS ] Flavoured carbonates Shoppers may be looking for some mixers to cause a stir or adult soft drinks that offer an interesting alternative for those not choosing alcohol. The soft drinks aisle is increasingly important to convenience retailers over the festive period as more socialisers seek out non-alcoholic options. Boost Drinks’ Rio brand caters to the current demand for exotic flavours with its tropical taste profile, as well as offering the option of low sugar with Rio Tropical Light. “Flavoured carbonates is the thirdlargest category in soft drinks, worth over £291 million and growing 8% year on year (IRI). Tropical fruit is the fastest-growing flavour in the category, growing at 50% and adding £3 million at retail sales value in two years,” reports marketing director Adrian Hipkiss. Refresco’s carbonated grapefruit drink, Ting, has undergone a redesign and rebranding to appeal to a young, diverse audience. “We’re thrilled to offer our consumers the same tasty grapefruit drink that encapsulates the summery Latin vibe Ting stands for. We’re excited to celebrate inclusivity and fun with our diverse audience, establishing Ting as an indispensable part of their lives,” says Jodie Buckley, Ting brand manager. The surrounding advertising activity includes a paid social media campaign to raise brand awareness, along with collaborations with bars and other refreshment venues, targeting key student cities. Ting has also featured as a cocktail mixer in the Craft Gin Club’s Rum Box, and influencers who connect to Ting’s themes are being used to share their personal stories of how Ting fits right into their lives.
Fruit carbonates is also an area that Britvic Soft Drinks flags up for festive attention from retailers. “To tap into unique and trending flavours and offer shoppers a wide range of choice, retailers should consider flavoured fruit carbonates, a popular category at Christmas,” says Ben Parker, GB retail commercial director. Earlier this year, the Pepsi MAX flavours range was 36
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expanded with the launch of Pepsi MAX Mango. It joined Cherry and Lime in the fruit-flavoured line-up and aims to help retailers continue to attract new consumers to the soft drinks category, in addition to keeping existing buyers engaged. “Flavoured cola is growing three times faster than unflavoured cola and Pepsi MAX are leaders within this category in GB (Circana),” reports Parker. To help grow retailer sales, Britvic has a dedicated website for the convenience channel, atyourconvenience.com, which offers a free case of Pepsi MAX Mango and supporting PoS kits. The supplier suggests that when merchandising, retailers also take into consideration other festive opportunities in December, such as New Year’s Eve and Hanukkah. “Consider offering specific promotions and PoS to take advantage of the additional footfall,” advises Parker. “Retailers can maximise their soft drinks sales by focusing on the availability of key categories such as cola, lemonade, mixers and adult socialising drinks. Place festive flavoured soft drinks, including brands such as J2O Glitterberry and Fruit Shoot Merrylicious, in the centre of the fixture to drive inspiration for social occasions.”
Mixers and RTDs With off-trade sales reflecting the increasing consumer preference for in-home socialising, ready-to-drink (RTD) cocktails and pre-mixes are a convenient and affordable option. Britvic highlights the importance of ensuring not only that a range of premium mixers are available for cocktails, but also as stand-alone adult soft drinks for the increasing number of non-drinkers. “One in three adults say they now rarely or never drink alcohol (Lumina) so there is no better time for retailers to re-evaluate their approach and expand the range of soft drinks and alcohol-free options in store. This is an area where premium soft drinks can play in as well, and these should be included as part of a retailers’ no/low offering,” says Parker. “Unique serves and cocktails are popular at this time of year to bring something special to the celebrations. Consumers will also be looking to recreate their favourite serves at home, at a fraction of the cost,” he continues. “It can be beneficial for retailers to stock mixer products such as Britvic and London Essence to tap into the increase of people creating their own cocktails at home.” Britvic has launched its Indian Tonic Water in a multipack (6 x 330ml cans) in classic and zero-sugar variants in retail to help capitalise on the growth of at-home occasions. CCEP also recommends that wholesalers and retailers stock up with trusted brands of premium mixers and innovative flavour selections for on-trend cocktails and mocktails. “With more social occasions in the lead up to Christmas and the New Year, sales of spirits increase. In fact, spirit sales
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[ CHRISTMAS DRINKS ] growth outperformed all other alcohol categories in the four weeks leading up to Christmas day in comparison to the same period in 2021 (Kantar). That means mixers like Schweppes, the No.1 mixers brand in the off-trade by value and volume (Nielsen), will also be popular with those looking to enjoy a festive cocktail or mixed drink,” says Amy Burgess, senior trade communications manager. “Ready-to-drink cocktails offer ultimate convenience and a consistently perfect festive serve. In Great Britain’s convenience market, the alcoholic ready-to-drink section is already a powerhouse, worth nearly £168 million (Nielsen), and it’s gearing up for a significant surge by 2030.” CCEP has launched Jack Daniel’s & Coca-Cola RTD, and also a Coca-Cola Zero Sugar version, for the convenience sector ahead of the party season. Distributor Kingsland Drinks also recommends that wholesalers make space for the rise of the RTD. Its Mix Up range has been expanded to include Mix Up Coffee Rum & Cola, Pink Gin & Diet Lemonade, and Apple Rum, Lime & Ginger Ale. “The new SKUs tap into established and emerging flavour trends in cocktails and RTDs and suit informal Christmas get-togethers, especially for younger consumers,” says Jo Taylorson, head of marketing & product management. She adds: “The smaller format of canned RTDs, their environmental credentials and their appeal across a spectrum of alcohol consumers make canned RTDs one to watch over the festive season.” The distributor has also introduced The Hidden Sea winein-can SKUs to the convenience sector. These are offered as a sustainable choice by an eco-conscious Australian wine brand that has removed more than 22 million single-use plastic water bottles from the ocean in partnership with ReSea. The new products – a Spritz Rosé and a Spritz Pinot Grigio – continue the clean-up commitment because for every can sold, the partnership will remove and recycle the equivalent of four plastic bottles from the ocean. The Hidden Sea cofounder Justin Moran says: “The move into the canned wine market offers wholesalers and cash & carries the option to stock a premium, delicious product which caters for smaller format stores who service a demographic that want responsible brands.” Another festive RTD option is from BuzzBallz Cocktails, featuring eye-catching packaging and bar-strength cocktails. “There’s a clear trend for higher-strength, premium, pre-mixed cocktail RTDs for at-home consumption, and consumers are seeking out simple, versatile, great-tasting serves that elevate the occasion,” says David Relph, country manager UK & Ireland. “The colourful BuzzBallz Cocktails range is a fantastic 38
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option. They are a different, no-mess solution with a strong visual appeal and unique round shape that is perfect for posting on social media – especially the red coloured Strawberry ‘Rita alongside the green Tequila ‘Rita for festive colour coordination.”
Spirits segment Pernod Ricard UK predicts that spirit sales will be resilient against the cost-of-living challenges, with many consumers choosing social celebrating over extravagant gifting. The supplier advises convenience retailers to stock for hosting and gifting, with options on shelves early to allow shoppers the time to spread the cost of Christmas. “In the current economic climate, we are anticipating a significant shift to the off-trade as consumers choose to host at home and manage budgets. This presents a huge opportunity for our customers, and winning in cocktails remains the key to success. For the convenience channel, premium+ spirits offer a point of difference, as the larger supermarkets are increasingly challenged by discounters,” says Chris Shead, off-trade channel director.
‘In the current economic climate, we are anticipating a significant shift to the off-trade as consumers choose to host at home and manage budgets’ Chris Shead, off-trade channel director, Pernod Ricard UK The company is focusing on five of its leading spirit brands – Absolut, Malfy, Malibu, Altos and Jameson. To help convenience retailers upsell to premium spirits and to promote cocktails that are easy to recreate at home, Pernod Ricard has added neck tags to its range that will direct consumers to a dedicated YouTube channel with cocktail inspiration and ‘How To’ guides. The Absolut range also offers shoppers one of 500 cocktail jiggers with purchase. “We’re hugely excited for Christmas 2023, as it’s time for premium spirits to reclaim the occasion after beer dominated during last year’s football World Cup,” Shead declares. Diageo is focusing on the growing low and no segment with a new creative entitled ‘Why You Whying?’ The advert aims to share the message that not drinking should not be questioned, and moderation should be normalised in social settings. It is being run to support the launch of Captain Morgan Spiced Gold 0.0%, Diageo’s first alcohol-free dark spirit.
[ CHRISTMAS DRINKS ] Diageo’s ‘Spirit of Progress’ ambition is to reach one billion consumers with moderation messages by 2030. “We want to use the power of our marketing to make responsible drinking a social and cultural norm, and partnering with viral sensation Nick Fraser helped deliver an important message,” says Samori Gambrah, global brand director. It’s not only consumer health considerations that are reshaping the beers, wines & spirits category. Sustainability concerns are influencing purchasing decisions, and Butterfly Cannon’s tequila range – available through UK distributor Craftwork – supports the Monarch Butterfly Conservation Fund. Tequila is a popular festive drink and the three-strong range is offered as a Christmas gift pack. Also displaying sustainable credentials, Tipplemill Distillery is a windmill-powered premium gin producer in Lincolnshire. The grain is grown on the family farm and the London Dry Gin is the result of a two-year journey. “I set out to create the best possible gin using wheat grown in harmony with nature on our family farm, taking inspiration from our milling heritage and all that the British countryside has to offer,” explains Tipplemill founder Lily Craven.
Another home-grown spirits manufacturer, English Distillery, now has a sherry matured single malt whisky in its core range. Produced in Norfolk, the English Sherry Cask is the result of 17 years of distilling and is 46% abv. “This is a momentous step for the distillery and a big milestone as we continue to demonstrate the skill of our distillers and the depth of our maturing stock,” says Andrew Nelstrop, chairman and son of founder James Nelstrop. Also in the spirits segment, Shanky’s Whip – available through UK distributor Craftwork – is positioned to bridge the gap between Irish whiskey and liqueur, which are two prominent categories during winter and into Christmas. “Historically, it has been challenging for Scotch and Irish whiskey to resonate with younger drinkers, but bringing together a flavour-led modern brand proposition straddling two vibrant, buoyant categories is a great way to make the category more approachable and accessible,” says Tim Dunlop, European commercial director. Shanky’s Whip is a blend of Irish spirits and aged pot-still whiskey. The manufacturer recommends that is it sited in-depot alongside whisky and bourbon. “Consumers branch out at Christmas, buying into new brands and flavour experiences, and Shanky’s Whip fills a gap in the market,” maintains Dunlop.
STL technology keeps sales on track for wholesalers The festive season is an extremely busy time in both the on-trade and off-trade, with wholesalers tasked with providing the right range and pricing for their customers. Bestwines, formed in 1997, has a portfolio of 12,000 fine wines, spirits and other beverages. It delivers to nightclubs, restaurants, hotels, bars and pubs nationwide, and it has added a cash & carry operation in Hammersmith to cater for its growing base of retail customers. Bestwines has installed STL Evo to help streamline key processes, reduce operating costs and improve productivity. The company also notes the usefulness of Evo’s Goods-In functionality for tracking high-value products and combating the ever-present threat of theft. “STL Evo has given our business a robust yet flexible platform for growth,” says Darrpan Chawla, director. Venus is a wholesale operation that has 40 vehicles, 140 staff and an annual turnover in excess of £100 million. Part of its current proposition is its ability to tailor pricing schemes alongside ad hoc ordering, which it needs to manage efficiently and accurately in order to protect its margins. The business has also opted for STL Evo in order to maintain a quick,
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accurate ordering and purchasing service while automatically honouring its numerous pricing schemes, providing cascading options for ad-hoc purchases to optimise sales. STL handheld units are being used in its busy depots to increase the efficiency and accuracy of its goods in and stocktake activities. “STL’s dynamic and comprehensive solution gives us the clear insights we need to keep our prices tight and customer service sharp in an uncertain present, plus the confidence to plan for the future,” says Laki Christoforou, Venus chairman. “We love the fact that its open platform is always evolving too, which puts us ahead of the curve whatever direction the market moves in.” Both operators have capitalised on Evo’s open architecture to seamlessly integrate other business systems. Both have STL’s Sage API, and Venus has also boosted its order management with the Swift Cloud eCommerce app and Fourth Hospitality order management platform – as well as its planning capabilities with the Tableau Business Intelligence system, which feeds off STL Evo to provide actionable insights in just a few clicks.
[ CHRISTMAS DRINKS ] Wizzard’s I Wish It Could be Christmas Everyday is synonymous with festive feelings, and Nelson’s Distillery is celebrating this with a special gin to mark the 50th anniversary of the song. Wizzard frontman Roy Wood has worked with Nelson’s Distillery and Gin School to create a seasonal gin flavoured with cinnamon, nutmeg, allspice, mulled spices, orange, pink peppercorns and juniper. Spirits distributor Mangrove Global is encouraging wholesalers and retailers to make the most of festive sales opportunities. “Since Covid, we’ve all become rather good at home entertaining, and this is especially true for cocktail making. During summer we saw a bit of a renaissance of classic cocktails, and we expect winter to be no different – Christmas is a time for tradition, after all,” says Nick Gillet, managing director. “Winter in the UK often calls for rich and warming flavours, as well as drinks that pack a punch, so I can see classic cocktails made with cream liqueurs, spiced rum, and festively flavoured spirits being popular at home. We’ve also seen some really highquality RTD cocktails enter the market – so even if people don’t fancy mixology, they can still enjoy their favourite tipples at home,” he adds. “When it comes to your range, explore new base spirits, increase the range on your shelf, and introduce the customer to something new.”
Beers and ciders Cider sees a sales uplift at Christmas, with an additional half a million UK households buying apple and fruit ciders during the festive season compared to the summer months (CGA). Value traditional ciders are where Aston Manor Cider is seeing flourishing sales, with its Crumpton Oaks, Frosty Jacks and Knights Cider brands all prioritising affordability. A variety of formats is vital for convenience, with a range of shopper missions to cater for. Frosty Jack’s now has a price-marked 2.5-litre bottle and one-litre bottle in the line-up, offering value for larger-scale entertaining. “Larger multipacks are also important to ensure shoppers can keep their home supply stocked up for the Christmas period,” says Calli O’Brien, head of marketing. “However, it is also worth noting that cider is the impulse drink of choice, so cash & carries must ensure that retailers can respond to this by offering a 100% chilled range, stocking a wide range of options in cans and bottles.” Badger Beers is anticipating a positive festive reception for its redesigned premium bottled ales, which feature Dorset wildlife characters and are supported with a marketing campaign in the run-up to Christmas. “The new bottles tackle head on the main obstacles to 42
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purchase in the premium bottled ales category, namely its homogeneity, old-fashioned image, lack of taste guidance and difficulty to navigate,” explains Giles Mountford, drinks marketing manager. “Craft beers are generally premium priced and have seen huge growth in recent years. When planning a festive beer cash & carry aisle, however, it’s worth remembering that the majority of consumers are purchasing not just for themselves, but for family or friends as well. For this reason, they are more likely to choose a more mainstream beer that will appeal to all their guests, rather than extreme hop-forward craft beers that have only limited appeal.”
BrewDog suggests that cash & carries ensure there is ample room for multipacks, as retailers should prioritise these prior to December. “With socialising and entertaining more frequent over the festive period, larger 8+ can count packs are the key formats for craft beer, with 28.4% of sales going through this format at Christmas versus an average of 19% over the remainder of the year,” says off-trade category development manager Miriam Thompson. “The BrewDog Mixed 330ml can eight-pack, featuring our best-sellers, is a particularly important SKU over the Christmas season. Growing 10.6% versus a year ago it offers shoppers the opportunity to trial different styles of beer.” The supplier also highlights stout as a strong performer last year and has introduced its Black Heart draught stout to the convenience channel in 440ml single cans and multipacks. KBE Drinks has launched an alcohol-free variant of Kingfisher, its biggest brand. Kingfisher Zero is available to retailers in 330ml bottles with a recommended wholesale price of £19.99 for a pack of 24 bottles. Kingfisher Zero is said to embody the quality and flavour of Kingfisher Premium, but without alcohol and without compromising on taste. With 85% of pubs now serving alcoholfree beer (British Beer and Pub Association) and as many as 50% of adults having purchased from the no or low category in the past year (ISWR), it is clear that a growing number of consumers are looking for highquality alcohol-free drinks, whether at home or in pubs, bars or restaurants. Quality and authenticity are also important, and Kingfisher Zero is brewed from only natural ingredients to replicate the taste of Kingfisher Premium. Andy Sunnucks, senior brand manager, says: “After successfully repositioning the brand last year, we want Kingfisher to continue to lead the Indian beer category and have a credible offering to meet the current growth in alcoholCCM free occasions.”
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