*vs next best selling non-concentrated product in Cash & Carry.
The merger of Fairway Foodservice and Confex has created a new buying group with combined member turnover of £4.47 billion.
Spotlight Paul Nieduszynski, CEO of Sysco GB.
Caterforce
With 8% like-for-like growth year on year, Caterforce is in good shape to address market challenges and make further progress.
Supplier
The merger of two existing buying groups to form a new, larger organisation has been predicted for some time, and now it has happened with the launch of The Wholesale Group.
Fairway Foodservice and Confex have joined forces to form The Wholesale Group. Described as the buying group for the future by its leadership team, the new organisation will be officially launched on 1 January.
Cash & Carry Management can confirm that all members of Confex and Fairway Foodservice have agreed to be part of the new group.
The organisation will be led by joint managing directors Tom Gittins and Jess Douglas, with Martin Williams and Coral Rose as co-chairs. To date, it has not been confirmed if the chair positions are non-executive roles.
The retail buying team will be headed up by retail controller Kirsty Winkel, while the foodservice buying team will be led by foodservice trading director Troy McKee. Tabitha HunterSmale and Kish Ramasamy will both be sales development managers, and marketing strategist Toby Jordan will head up the marketing department.
The head office will be at Confex’s current premises at the Cotswold Business Centre, Upper Rissington, Gloucestershire, with a hub and development kitchen in Huddersfield –Fairway Foodservice’s existing location.
A decision on whether to retain the own brands from both Confex and Fairway has yet to be made, said Douglas: “The Wholesale Group will be led on own brand by a foodservice board which will make these decisions. This hasn’t yet been decided, and if and when packaging needs to be run down, this will take time. As soon as things have been decided, we will communicate and share plans wider.”
The Wholesale Group has been
created to provide extensive retail and foodservice support for independent wholesalers as they navigate the changing dynamics of the wholesale landscape. The senior executives of the organisation would not be drawn on whether the expansion of Caterfood Buying Group had any bearing on the decision to form The Wholesale Group.
“Put simply, this is the buying group that the sector needs,” said Gittins. “The Wholesale Group will be the only UK buying group to offer an extensive retail and foodservice range and expertise, alongside logistics efficiency via central distribution. It has an award-winning foodservice own brand supported by bespoke, coordinated member marketing and retail member support. There are no membership fees and every member receives a share of the profits.”
Douglas added: “The sector has changed dramatically and it is crucial that we do things differently to accommodate these changes for both our members and suppliers, and The Wholesale Group will lead the way.
Driven by data and technology and with a crystal-clear focus on service, it will be the largest delivered buying group, the largest foodservice buying group and the second largest retail buying group in the UK.”
The Wholesale Group will represent more than 12% of UK wholesale. Combined member turnover will be £4.47 billion. There are 253 member depots across the UK serving more than 349,000 customers.
The benefits brought by the group will be felt across the supply chain. “For our supplier partners, The Wholesale Group provides an efficient and powerful route to market through enhanced scale and capability,” said Rose.
“For our members, it is clear that Confex and Fairway have long held similar cultures and ethos, focused on celebrating and championing family businesses with members at the heart of everything we do. By coming together, we retain this member-centric approach but are even stronger, while building for the future.”
Williams added: “While the foundations of The Wholesale Group are built upon years of expertise and specialist knowledge of the sector, this is a buying group created for the future.
“This is the solution for the independent wholesaler. It will provide something no other group can, and this will enable us to become the genuine home of independent wholesalers. We look forward to an incredibly exciting future.” CCM
JJ Foodservice reported a 7% decline in turnover to £249.6 million for the year ending 31 March 2024. Profits were also down –from £19.5 million to £11.2 million.
“The past year has not been easy for the restaurant and catering sector,” said Mushtaque Ahmed, JJ’s managing director. “High inflation made it challenging for our customers to manage costs and while inflation has eased, we’re still seeing an impact with fewer hospitality venues in operation.”
In response, JJ Foodservice has focused on quality and service. This approach included acquiring Asian specialist wholesaler Gatelands Supplies to support Thai, Japanese, Korean and Chinese outlets, and buying
a freehold warehouse in Wimbledon to better serve premium restaurants.
“Our priority is quality and service, and our customers are integral to this journey,” Ahmed explained.
“The Gatelands acquisition has opened up new sectors and allowed our existing customers to add fresh Asian
flavours to their menus – this diversification is key to our growth,” he added.
The focus is already paying off, with sales to Thai restaurants doubling since last year. “Our goal is to extend this approach to other cuisines, including Japanese, Korean, Turkish and Italian.”
In other news, JJ Foodservice has been officially accredited as a Great Place to Work.
The organisation Great Place to Work uses a rigorous, data-driven approach to measure employee satisfaction. This certification shows that most surveyed employees consistently feel positive about their experience at JJ Foodservice, with scores in some branches as high as 86%.
Lynas Foodservice has launched ‘Order Your Way’ –a new service designed to help customers.
“We know our customers are all struggling with time so we are launching Order Your Way with one goal – to make our customers’ lives easier,” said Andrew Lynas, group managing director.
“Customers can choose how and when to send their order. This could be by email or a WhatsApp message. They can send us a photo of a handwritten list on a notepad or the whiteboard in the kitchen. They can send us an Excel file, Word document, note or PDF – we will even be taking orders by WhatsApp voicenote in the coming months! And, of course, orders can also be placed on the website or by
talking to our sales team on the telephone and on a dedicated app.
“It’s about what works best for the customer and, crucially, saves them valuable time.”
Lynas Foodservice is working with specialist platform Choco AI to use artificial
As Cash & Carry Management went to press, members of the Unite and GMB unions were considering a revised pay offer from Bidfood.
The two unions had previously rejected the wholesaler’s £12.50 per hour proposal and were preparing options for a jointly coordinated industrial action ballot.
However, Bidfood issued a revised pay offer for its lowest-paid employees to the two trade unions, and GMB was recommending acceptance of the deal.
intelligence to streamline order processes. It transforms all emails, messages, images and voicemails into integrated orders, capturing and processing in real time into the Lynas enterprise resource planning (ERP).
Lynas said: “This is a simple but substantial move for us to evolve our offer and our customer service, but also really make a difference to customers day to day. We believe this will drive the whole UK and Ireland foodservice sector forward.”
Based in Coleraine in Northern Ireland, Lynas Foodservice was established more than 70 years ago. Still run by the same family, the wholesaler is now the largest family-operated foodservice company in Ireland and has expanded into Scotland.
“The new offer addresses the issue of the lowest rate of pay across 10 depots and for the majority of cleaners and some PI [perpetual inventory] operatives,” said a GMB spokesperson. “For the rest of our members, the offer remains as it was, a 50p per hour increase.”
The revised element of the offer would take the lowest rate of pay, currently £12 per hour, to £12.70 per hour – an increase of nearly 6%.
This offer impacts warehouse workers at the following depots: Bradford, Edinburgh, Gateshead, Glasgow, Inverness, Larbert, Liverpool, Manchester, Nottingham, Oban, Penrith, Wakefield, Wolverhampton, and Worthing.
In addition, PI operatives at the following depots will receive the uplift to £12.70 per hour: Birmingham, Bradford, Gateshead, Lee Mill, Liverpool, Manchester, Penrith, Salisbury, Wakefield, Wolverhampton, and Worthing.
The last 12 to 18 months have seen strong revenue growth for NBC’s member companies – over £8 million year on year – and a significant investment in resourcing the organisation, reported managing director David Lunt at NBC’s AGM.
Following the appointment of Mohsin Bootwala, managing director of MB Distribution (Blackburn), NBC now has a full complement of member directors. “The appointment of key roles supporting suppliers, members and marketing activities is essential to continue with our collaborations,” said Lunt.
He added: “Since the group started, we have distributed over £12 million in member terms, 100% in full and on time, which is a
significant financial benefit of membership of NBC.”
A topic discussed at the AGM was the status of consolidation plans by suppliers and how these will affect the ability of independent firms to retain access to brands.
NBC chairman David Longfellow said: “Whilst we understand the commercial challenges that our suppliers are facing, we wish to support
Cash & Carry Management magazine, in association with the Craft Guild of Chefs, will announce the winners of the CCM Chefs’ Own-Brand Awards at a prestigious awards lunch at The Royal Horseguards Hotel, London, on Tuesday 7 January.
The event will start with a drinks reception at midday in The Churchill Bar followed by lunch at 12.30pm in The River Room. The awards will be announced at 1.30pm.
Cash & Carry Management’s managing director Martin Lovell commented: “At the awards lunch, we will give cash & carries and delivered wholesalers whose own-brand products hit the mark the recognition they deserve.
“It will be also be a great opportunity for manufacturers and wholesalers alike to benchmark their offering against the top own-brand products in the market.”
The awards were judged by the Craft Guild of Chefs –the leading chefs’ association in the UK – who conducted blind tastings of every product. To add further value to the awards, feedback will be given by the chefs on each item tested.
To book tickets, email mail.winlove@btconnect.com or phone 01342 712100.
them in providing solutions that benefit suppliers, members and consumers.
“By working collaboratively and developing our route-to-market solution –NDN – we can support suppliers and provide our members with access to great brands, at great net pricing, in realistic minimum order quantities. Since the group started, NDN has delivered over £20 million worth of net pricing benefits.”
Members present at the AGM were given a demonstration of the NBC Toolkit –the group’s free marketing services package that gives members access to digital stationery, digital social media campaigns, print and email campaigns, and PDF tools to customise activation
of activities. According to the group, this Toolkit is appealing to existing and prospective members.
Concluding by highlighting the advantages of NBC and NDN, Lunt said: “The financial benefits are clear –sales achieved by getting access to great brands; member terms delivered on time and in full; net pricing benefits from NDN; realistic minimum order quantities; no annual management fees; and being a shareholder of the business.
“All of this is achieved by people working with people – we may not be the biggest, but we are here, we are approachable, and we consider ourselves to be The Alternative Buying Group for those that share our values.”
CJ Lang & Son’s former trading director Richard Collins (above) has come out of retirement to take on a new role as head of trading at UK Food & Drink Wholesale.
Part of the Intamarque Group which focuses on the health & beauty sector and is based in Tewkesbury, UK Food & Drink Wholesale currently offers a limited range of products compared to other wholesalers.
Collins is tasked with
developing the company’s wholesale food and drink business across many bestselling UK and international grocery brands.
Admitting that he ‘needed to be active again’, Collins commented: “I have started a new, exciting role. If you’re a supplier and want to discuss how we can help drive your product sales forward then please contact me at richard.collins@intamarque.com. I’d be very pleased to hear from you, arrange to catch up and to put plans in place to successfully develop our mutual business.”
Collins has decades of experience in retail, wholesale and export. In addition to previously working at CJ Lang, he has held senior roles at Costcutter, Ramsden International, and Bells Stores.
Sysco GB has acquired Campbells Prime Meat, a leading specialist meat and fish supplier in Scotland.
Established in 1910, the family business will continue to operate as a separate entity under Sysco’s ownership.
Campbells Prime Meat currently employs 325 people at its Linlithgow site and supplies meat, fish and deli products to food businesses and consumers in Scotland and through online sales across the UK.
CEO of Sysco GB Paul Nieduszynski commented: “We are delighted that Campbells Prime Meat will be joining Sysco GB. It is a great business with a fantastic reputation for producing high quality meat, fish and deli items, combined with exceptional levels of service and championing independent customers in Scotland. We believe that it is a brilliant
fit for Sysco and will bring a huge benefit for our customers by strengthening our Scottish proposition.
“We’re very keen to work with high quality and complementary businesses like Campbells Prime Meat, which can add value to Sysco and enhance our customer proposition. We look forward to welcoming Campbells Prime Meat colleagues to the Sysco family.”
Christopher Campbell, CEO of Campbells Prime Meat, said: “Sysco is the perfect partner for the next stage in Campbells Prime Meat’s development. Over the past century, we’ve worked tirelessly to build a
RD Johns Foodservice has announced the purchase of a new depot in Andover, Hampshire.
“This strategic expansion will enable us to continue our growth across the Home Counties and the South East,” explained a company spokesperson.
The building on Walworth Industrial Estate will require a complete refurbishment as well as the installation of a
new freezer, chiller and racking.
“We anticipate this will take approximately 12 months to complete and we have a target to be operational from January 2026,” said the spokesperson.
A Unitas member, RD Johns Foodservice has been trading for more than 50 years and is based in Newton Abbot, with an additional depot in Midsomer Norton. It stocks more than 5,000 product lines and offers six-days-a-week delivery to customers, including hospitality venues, schools, colleges and universities, and care homes. It prides itself on having no minimum order requirement.
reputation as the leading catering butcher in Scotland, and we’ve been impressed at how Sysco wants to support and encourage us to continue that journey.
“With the additional route to market that Sysco offers, we can bring our quality meat, fish and deli products to an entirely new audience. We are looking forward to an exciting new phase in the company’s development.”
In other news, Sysco GB companies M&J Fresh Seafood and Brakes have won the 2024 MSC UK Foodservice Supplier of the Year award.
The award, which Sysco GB has won a record 10 times, reflects the organisation’s dedication to sustainable sourcing and, with around 120 MSC branded lines available, its leadership of responsible fish and seafood sourcing.
Hancocks is holding a Black Friday event from 8am to 8pm on 28 November.
The wholesaler is cutting the prices of confectionery treats, seasonal sweets, novelty favourites and big brands including Millions, Cadbury and Haribo.
On the classic Swizzels range, Hancocks is giving customers the chance to buy six products and save £10, while the purchase of any three Kidsmania lines offers a £5 saving. There is also a multibuy deal on Kingsway pick and mix favourites.
With the departure of its former head of retail Steve Moore, Parfetts has announced that his replacement is John O’Neill, who has been promoted to the new role of retail operations controller to support the continued growth of the Go Local fascia.
O’Neill has been with
Parfetts for more than 17 years, most recently as retail sales controller.
The wholesaler supports its retailers with a network of 50 regional development advisers and four store development managers, and O’Neill will also work closely with national sales controllers Steve Miller and Joe Tindle.
Reporting directly to the board, the team will continue to focus on the growth of the symbol group, with the aim of reaching 2,000 retailers.
Joint managing director Guy Swindell said: “John brings a passion for how we work at Parfetts and puts retailers at the heart of everything he does.”
Glasgow-based wholesaler Lomond: The Wholesale Food Co has acquired Clarks Speciality Foods, of Penicuik.
The move will enable Lomond to hit a record turnover of £55 million in 2025 and expand further into the hotel and restaurant sector in Scotland.
Clarks Speciality Foods was founded around 25 years ago, and its portfolio includes cheeses, charcuterie, meat and fish, antipasti, and a wider frozen, chilled and ambient range.
“We have wanted to expand our presence in the high-end hotel and restaurant sector for some time and Clarks is the perfect acquisition to enable us to do this in an impactful and meaningful way,” said Sam Henderson, managing director of Lomond: The Wholesale Food Co.
“Clarks stock and distribute some of the finest foods available to the very
Unitas Wholesale’s on-trade wholesalers have gained exclusive national on-trade distribution of Swinkels Family Brewers’ Bavaria Premium Imported 5% Pilsner and 3.4 Lager. The partnership will promote the products, which are supplied in 50-litre kegs, to more than 26,000 on-trade outlets.
top tier of Scotland’s thriving hotel and restaurant trade. They have long been a specialist in the sector and we recognise the team’s expertise and passion for delivering exceptional customer service, which aligns with our own. We look forward to working with them and driving the business forward.
“With our highly efficient warehouse and distribution network and our diverse range of foodservice products, we feel we can enhance
the service and availability to Clarks’ existing customer base. We will also be able to offer our existing Lomond customers the fantastic range of quality products that Clarks is so well known for.
“Not only will this acquisition bolster our turnover, but it will also create a strong foundation for further growth as we work towards our ambition to hit £90 million turnover by 2028.”
The acquisition follows Lomond’s investment to
expand its Port Dundas headquarters. This has doubled the storage capacity at the 36,000 sq ft warehouse, and the business can now store up to 4,000 pallets.
Now in its 28th year, Lomond: The Wholesale Food Co was founded by husband and wife team Sam and Barbara Henderson. The couple focused initially on servicing the lunchtime market but in recent years have diversified into wider foodservice and out-of-home sectors, with a significant focus on supporting a sustainable, local supply chain in Scotland.
The wholesaler, a member of Unitas Wholesale, also has its own £5 million bakery, Cake, which supplies wholesalers across the UK.
Lomond hosts annual food innovation trade shows such as Taste at Lomond. In 2025, it is taking this one step further by partnering with ScotHot, which takes place at SEC Glasgow on 26-27 February.
Bestway Retail, which operates retail brands including Costcutter, Best-one, Bargain Booze and Wine Rack, has announced three senior appointments to its retail team.
Nick Russell has rejoined the business, taking up the role of head of symbol with responsibility for leading the independent best-one and Costcutter estates.
From 2013 to 2021, Russell worked for Costcutter in the field and was latterly head of new business & acquisitions. He subsequently spent three-and-ahalf years at Wm Morrison
Supermarkets, where he was most recently head of independent franchise and new business for Morrisons Daily.
Bestway has also brought Steve Moore back to lead the Midlands and South Wales team from January 2025 in
his new role as regional controller for Costcutter and best-one. He previously worked for Costcutter for 16 years before joining Parfetts as head of retail in 2021.
Rodney Tucker has also rejoined the organisation. He becomes part of the new business & acquisitions team and will drive the recruitment of new business in the South West and South Wales.
For nearly 14 years until 2020, Tucker held regional management roles at both Costcutter and best-one. He then moved to Appleby Westward, where he was group sales director.
Q Catering has acquired fresh produce specialist RJ Kingsland & Son.
Established in the 1950s, RJ Kingsland & Son is a thirdgeneration family-run business based in Maidstone. It serves catering and retail customers with fresh and chilled produce across Kent.
Following its acquisition, RJ Kingsland & Son will move to a purpose-built temperature-controlled unit at Q Catering’s headquarters in Sittingbourne where the initial focus will be to align its back office functions with those of Q Catering.
Managing director Simon Kingsland will remain in his role and the business will retain its branding and continue to serve its existing customer base as an independent fruit and vegetable wholesaler.
Q Catering, which is also a family-run business, has been supplying caterers in
the south east for more than 20 years, providing chilled, ambient and frozen products in addition to food packaging and cleaning essentials.
With a customer base that covers education and foodservice, such as leisure outlets, cafés, restaurants, coffee shops and pubs, the addition of an extensive fresh produce offer will complement Q Catering’s
existing range.
“At Q Catering, we pride ourselves on providing our customers with the best products to suit their needs,” said Steve Clarke, managing director.
“Joining forces with Kingsland means that now, more than ever, we can provide our customers with a genuine one-stop shop for top-quality produce. Not
only will this make their lives easier, but they can be assured of the same fantastic service that we provide already.
“By teaming up with another local, family-run business, we will continue to place the customer right at the heart of what we do. Kingsland, like us, offers flexibility and a personal service, and this partnership will enable us to continue growing and achieve our ambitious goals for the future.”
Kingsland added: “This new partnership will ensure the future growth and expansion of the business. Steve Clarke and the team at Q Catering understand the value of family-run businesses and the heritage and passion that comes with them, and they recognise the importance and value of a workforce that understands both the business and the products it sells.”
Michael Fletcher, the newly announced managing director of SPAR UK, will take up his role on 22 November.
Fletcher (pictured) previously spent 22 years at Tesco plc, where he held numerous senior commercial roles in the UK, Ireland and Asia. He then joined Co-op Retail, where he stayed for nine years as chief commercial officer before moving on to become CEO of Nisa Wholesale, a role he held for 10 months in 2022.
Since leaving Nisa, Fletcher has taken on several non-executive director and board advisory roles. He is also the founder and CEO of Sleet Brush, which focuses
on designing and implementing innovative solutions to complex retail and wholesale challenges.
Nick Bunker, non-executive chair of SPAR Food Distributors, commented: “Michael has outstanding credentials in commercial, retail and FMCG sectors,
with experience across various trading environments. His professional capabilities and high standards consistently drive excellent business performance and operational resilience. We are delighted with his appointment and look forward to his lasting and positive contribution to the SPAR business.”
Fletcher added: “SPAR is a globally recognised and respected brand, and I am thrilled to join the team. I look forward to supporting the ongoing strengthening and development of the SPAR proposition in the UK.”
In other news, an exclusive 1kg bag of Pick ’n’ Mix sweets is now being sold in
SPAR stores across England, Scotland and Wales.
Available in two varieties –Jelly Mix and Fizzy Miz – the new 1kg bags from Uniflex feature a wide selection of popular sweets, including gummies and jellies.
The 1kg bags, which have an rsp of £4.99, are resealable to keep the sweets fresh for longer.
UP TO 1000* PUFFS PER POD. RECHARGEABLE.
Stuart Hyslop, managing director of group catering at Booker, is one of several industry leaders who will take to the stage at Destination 2026, a conference in aid of the charity Mines Advisory Group (MAG).
Back for its second year, the event aims to inspire and challenge delegates to think about the future of the wholesale industry and the role they play in shaping it.
The conference will take place on 21 January at the Coton Centre, Tamworth, and will have the theme, ‘Leading For Good: Profit and Purpose’.
Speakers include Gary Mullineux, MD of Caterforce;
Debbie Robinson, CEO at Central Co-op; Paul Dobson, convenience director at Wm Morrisons; and Andrew Selley, CEO of Bidcorp UK.
The conference was conceptualised by Clare Bocking, MD at Immediate Impact, and had a successful
Pricecheck has reported 16% growth in turnover to £151.7 million and a rise in operating profit margins from 1.42% to 2.77% in the year ended April 2024.
The FMCG international distributor is attributing the margin increase to strong revenue growth combined with cost control measures and reduced bad debt.
Mark Lythe, joint managing director, commented: “We have continued to grow at a fast pace in the new financial year, with the team expected to achieve revenue growth of at least 20% for the year ending April 2025.
Operating margins are also improving as we start to realise the benefits of our investment in infrastructure, people and technology.”
He added: “The business has shown great resilience during the challenges of the last five years. Revenue growth during this period has averaged 14% per annum and we have firmly established ourselves as a trusted distribution partner for a growing portfolio of FMCG brands.
“We couldn’t achieve this growth without continued focus and determination from our team, and gaining independent accreditation from Great Place to Work in August 2024 further cemented our dedication to building a culture which enables, supports and celebrates our people.
“Overall, we’re very confident about the future prospects for Pricecheck.”
first year with ‘Destination 2025’ where over £67,000 was raised for MAG.
Bocking commented: “After last year’s conference, where those in the wholesale industry had a chance to inspire, learn and laugh together, it made complete sense to bring the event back for a second year.
“This year, our line-up of speakers is even bigger, and we hope to continue to motivate attendees – all whilst raising valuable funds in aid of MAG.”
All ticket proceeds go to MAG. To buy tickets and see the full agenda, visit: https://www.eventbrite.com/ e/destination-2026-tickets1001310285017
Women in Wholesale (WiW) has launched an online Menopause Café in response to sector-specific requests for more education and support around menopause in the workplace.
A recent WiW Menopause Survey of over 100 respondents revealed that 76% of women who are experiencing menopause struggle with mental symptoms at work; 51% reported emotional symptoms; and 46% faced physical issues.
WiW has teamed up with Mondelez to launch the online café. For details of the one-hour sessions, visit: https://www.fwd.co.uk/wiw/
James Hall & Co and Active Lancashire have renewed their partnership to bring back the SPAR Lancashire School Games for a 19th year.
Last year’s Games saw a new blueprint, with an increased focus on events being delivered in three distinct clusters in Lancashire –Coastal, Central, and Pennine – ensuring schoolchildren enjoy a programme of activity better aligned to local needs. The 2024-25 Games will be delivered in the same format.
The 2023-24 Games
engaged 26,000 children in sport and activities across Lancashire through 27 events and competitions.
Philippa Harrington, marketing manager at James Hall & Co, said: “We are very pleased to continue our partnership with Active Lancashire.
“Year in and year out we see the value of SPAR’s sponsorship, and we look forward to another year of supporting physical activity and developing the life skills of young people living in communities in Lancashire.”
Bestway Wholesale honoured outstanding contributions from its employees, retailers and suppliers at The Bestway Awards 2024, held at the Marriott Hotel, Park Lane, London.
Hosted by sports broadcaster Gabby Logan, the event included the Bestway Colleague Awards which recognised team members who embody Bestway’s core values, such as ‘We Are One
Family’ and ‘Be Proud of What You Do’. There were awards for office and field colleagues and store and depot teams, as well as Depot of the Year and Store of the Year.
The Bestway Supplier Awards acknowledged the support of suppliers in delivering high-impact products and innovations. Supplier of the Year was AG Barr.
The evening culminated
with the Bestway Retailer Awards, celebrating retailers for their exceptional customer service and extraordinary contributions to their local communities.
Awards covered various products categories, and there were also two Special Recognition Awards for exemplary service and dedication – these went to Costcutter featuring Bargain Booze @ triple ‘a’ Foodhall, Nuneaton, and Bargain Booze, Macclesfield.
Bestway Wholesale managing director Dawood Pervez said: “These awards honour those who go above and beyond, demonstrating excellence and a passion for serving and inspiring communities and customers across the UK.”
The Dougall Group has renewed its supply contract with Nisa for an additional five years.
The Dougall Group has four stores, including one that opened in Leamington Spa in September, and the renewed contract solidifies a relationship that began in 2010. The shops will continue to benefit from Nisa’s extensive product range, including access to Co-op own-brand items.
At Foodservice Online, we believe firstparty ecommerce is the key sales and marketing channel for wholesalers aiming to control their brand, drive growth, protect margins, boost customer loyalty, and introduce innovative services.
When a business sells products directly through its own websites and apps, it’s using a ‘first-party ecommerce’ model. This approach gives wholesalers full control over the buying experience, from brand presentation and customer interaction to data privacy and product display. This model is increasingly important for wholesalers looking to maintain a direct, personal connection with their customers and avoid the risks of being bypassed by third-party marketplaces and procurement platforms.
In 2023, nearly half of Foodservice Online clients’ revenue came through their own websites, up from 10% in 2020. By 2030, we expect industry leaders to handle about 80% of orders through their own digital channels, and Foodservice Online is ready to support wholesalers with this future-focused vision.
Ordertools, developed by Foodservice Online, is a specialised first-party ecommerce platform for foodservice wholesalers. It offers enterprise-grade features, consistent updates, and personal support for internal teams. The platform is fully responsive, ensuring optimised web experiences on any device, and includes native iOS and Android apps.
Ordertools provides a powerful Admin Panel, AI-powered SEO, analytics, and marketing tools. Customers enjoy easy re-ordering, real-time chat, and modern payment options. Wholesalers benefit from efficient catalogue management, a user-friendly CMS, ERP integrations, and consent management. With integrations like Akeneo PIM, Algolia Search, OpenAI, and a comprehensive CDP, Ordertools is built for scalability and connectivity.
Field and telesales teams are equipped to attract, assist, and retain customers, while marketing teams have a solid foundation for digital campaigns and generating advertising revenue. By offering a high-quality first-party ecommerce experience, Ordertools helps wholesalers stay competitive in a digital-first world.
Foodservice Online & Ordertools are already delivering impressive results. Tom English, Head of Digital & Marketing at Turner Price, said, “Our choice to move to Ordertools was easy. Foodservice Online has helped us increase our online sales from 10% to 63% of total revenue. They have our trust and are vital to our success.”
Jade Jones, Brand Ambassador at Woods Foodservice, added, “Ordertools has transformed our business, keeping us ahead in foodservice technology and making ordering simpler for our clients.”
Ordertools is gaining popularity among foodservice wholesalers, with launches at Turner Price, Dunsters Farm, Savona Foodservice, Woods Foodservice, WestCountry Foodservice, and Total Foodservice. Six more wholesalers are set to launch in 2025, and upcoming features like voicemail, email, and EDI order processing will help consolidate orders from multiple channels into a single system.
Founded in 2018, Foodservice Online is a trusted technology partner for wholesalers across the UK and Ireland. We’re a passionate team, proud to be foodservice professionals who understand the industry’s needs. If you’re a wholesaler focused on growth, innovation, and partnership, we’d love to connect.
‘I’m
What have been your biggest achievements in work and outside work?
Throughout my career I’ve been fortunate to lead some fantastic businesses and I’m very proud of the way I’ve worked with my teams to transform and grow organisations in Travis Perkins, Bunzl and now, Sysco GB.
I also love the challenge and opportunities of acquisitions. We’ve just done a fantastic one for Campbells Prime Meat. It’s great to look back and see how some of the investment decisions I’ve made have delivered a lasting, positive impact for customers and colleagues.
I’m also delighted when I see people I’ve supported through mentoring, coaching and development go on to do incredible things and realise their true potential.
Outside of work, having competed in gymnastics to a GB level, I understand the positive benefit sport can have. After Covid, I set up a Junior Squash Club for children in my local town and we now have 20 kids attending. For me, that is a great achievement for a not particularly well-known sport, but with it making the Olympics in 2028 for the first time, it may well get a boost.
Who has been the biggest inspiration to you?
I work at a great business, powered by people doing amazing things. I’m so in awe of what they achieve that they inspire me to keep delivering for each other and for our customers.
What were your ambitions when you were growing up?
As a teenager, all I wanted to do was be a gymnast. I was very disciplined, training for 20 hours a week before and after school. When I left school, my education was science-based and I read biochemistry and molecular biology for my degree. However, I quickly found that although I enjoyed the theory, the practical side didn’t play to my strengths. I joined a grad programme after uni, and as soon as I did, I knew that I wanted to run a business. I was fascinated by every aspect of it – strategy, value propositions, customers – and I wanted to be responsible for a business’s growth.
What are your interests outside work?
At the weekends, I love spending time with my family, and I enjoy food and socialising. I’m still a fitness fanatic, circuit training at F45, running the Junior
Squash Club and also, more recently, running to raise money for Meals & More, the charity set up by Brakes.
How would you describe your personality?
I’m hard working, determined and competitive, but what I love most is connecting with people at an emotional level, right across an organisation, regardless of their role. As my career has developed, I’ve taken more time to get to know people, find out what motivates them and help them to achieve their ambitions. I get a lot of satisfaction from that.
What is your favourite film, book and song/piece of music?
Film: The Usual Suspects (I like the twist). Book: Turn the Ship Around! by L David Marquet. Music: Spotify latest hits and The Diary of a CEO podcasts.
If you won a holiday, where would you go and who would you take with you? I love adventure and experiencing different cultures, so it would definitely be something fairly extreme like SpaceX.
What would people be surprised to know about you?
I won a GB silver medal on pommel horse when I was 18. CCM
After studying Biochemistry & Molecular Biology at the University of Leeds, Paul Nieduszynski joined a grad scheme at an FTSE 250 group, which later became part of Travis Perkins. He worked through various product, marketing and sales roles to become product & marketing director at Buck & Hickman and then director, general manager at Birchwood Price Tools. Following several years as managing director of Travis Perkins and then Bunzl, he joined Brakes in 2018 as commercial director, rising to CEO of Sysco GB in September 2023.
Delegates at the Caterforce conference in London heard how the group, which has achieved 8% like-for-like year-on-year growth, plans to deliver further success.
Caterforce is not only growing ahead of the market, it also continues to offer suppliers the most cost-effective route to market compared to other buying groups, insisted managing director Gary Mullineux (pictured) at the organisation’s conference earlier this month.
The event, which had the theme ‘Delivering Success’ and was held at Wembley Stadium, attracted 350 members, suppliers and central office staff.
“Caterforce this year will deliver turnover of £800 million. That’s 8% likefor-like growth year on year and is more than double the market performance, according to the latest IGD report,” he stated. “Since 2019, we’ve grown by 41% versus the market at 25%, and we expect that to continue – achieving £900 million in the next two years. That’s genuine, organic, like-for-like growth.”
He continued: “We over-indexed in frozen and under-indexed in ambient and chilled. Caterforce has a market share of 6% but our share within frozen is actually 11%, and if we can increase our ambient, chilled and non-food categories to perform the way frozen does, Caterforce has the potential to be a £1.5 billion turnover business.”
Mullineux reported that the group’s members have boosted their customer numbers. “Our biggest growth sector has been schools, which have increased by 20% year on year – which is about £13 million in additional sales. However, restaurants and coffee shops/cafés are still our two biggest sectors. Across our total customer base we are delivering 1.3 million cases every single week.”
Highlighting the benefits that the organisation offers suppliers, Mullineux
said: “Caterforce offers full coverage across the whole of the UK and Ireland, with the fewest distribution points of any buying group, meaning we are the most cost-effective route to market. Our average turnover per wholesaler is nearly double that of our closest competitor and six times bigger than our smallest.”
So what’s next for Caterforce? “We’re open to the idea of new members but they must be the right fit, with willingness to invest in their business and desire for growth,” he insisted.
The organisation will continue to invest in central services and its ownbrand range, and it will offer more digital assets, he added. Group marketing director Lucy Boland announced that brand impact campaigns will be enhanced through several new initiatives for suppliers next year. These include animated web banners, publicity on members’ social media channels, and recipe pages on members’ websites.
Emphasising the important part that suppliers have to play in Caterforce’s success, Matt Lewis, chair of Caterforce and managing director of Castell Howell, said: “The onus to deliver success rests upon our members and, by extension, upon you, our suppliers.
“What we require from you is not merely competitive pricing, product quality and reliability. The most distinguished suppliers are those who drive innovation not only through product development to support our customers but also by offering solutions to their
challenges; also through better use of existing products to increase sales.”
Commenting on measures announced in the Budget, he added: “We all support paying hard-working people in hospitality and the supply chain a fair wage,” he said. “However we must confront the reality surrounding the new Living Wage and national insurance contributions. It is now more vital than ever that we support our customers through their challenges.”
On that note, Lewis said that, following the Caterforce conference, the organisation is donating £20,000 to The Burnt Chef Project, a non-profit social enterprise that provides mental health support and education for the hospitality trade worldwide.
Caterforce wholesalers support their fellow members too, he pointed out: “During my tenure as chair of Caterforce, I have encouraged collaboration between our members – there are many examples of shared learning. We genuinely want all members to flourish and grow by offering help and support.
“Caterforce is a unique group of truly independent family businesses where values and culture truly mean something. In the ever-changing market, one group remains strong, remains reliable and provides real stability – that’s Caterforce. Rest assured, our members are committed for the long haul.”
Venue: The Royal Horseguards, Whitehall, London
Date: Tuesday 7 January 2025
Midday – Drinks reception, Churchill’s Bar 12.30pm – Lunch, River Room 1.30pm – Awards announcement
As well as developing robust relationships with wholesalers, Inspire Field Marketing uses its expertise and resources to ensure pull-through to retailers.
What proportion of your business goes through the cash & carry/delivered wholesale trade?
A total of 60% of our business works with the independent convenience channel. This requires us to pull stock from cash & carries when the brand owner requests this, and we look after all of the Unitas members. Over 50% of this requires working with cash & carries direct.
Why is the service you offer so important to manufacturers and C&Cs/delivered wholesalers?
With so many brands in the market it is important that retailers get the right education on what to stock and where to place it in store. Inspire Field Marketing offers the right level of service to manage this, with expertise in every area in store, the best products to invest in, and education on the right route to market to restock.
How have you adapted your offering/ service in light of current market challenges?
We have had to offer a flexible service for the brand owners to ensure we have a model that suits all needs. We have circa 65 vans selling directly to convenience retailers with two logistics solutions:
a pick up stock from wholesalers or stock delivered directly to Inspire’s distribution centre in Coventry.
a Education, van sales, and point-ofsale placement.
Which brands do you represent in the C&C/delivered wholesale channel?
Kellanova
Tayto
Mondelez Trip
Hell
Bacardi
Unitas
Juul
Lindt
Linney
XIX
William Grant
Can you give an example of a recent success in C&C/delivered wholesale in terms of increasing product distribution and/or sales of a brand you represent?
A very recent success that comes to mind is the Kellanova CheezIt launch –we not only covered the major wholesale depots, but we also created a platform to visit 10,000 independent convenience stores across the UK, ensuring that each store knew where to top up and buy additional stock of the biggest launch of 2024.
How many salespeople do you have visiting C&Cs and delivered wholesalers and how many visits do you make to these customers in an average month?
This very much depends on the activity we have running for our different clients; however, on average, we have about 65 sales people visiting all the major wholesalers at least once over a four-week period.
How are you looking to develop your business through the C&C/delivered wholesale trade?
C&C/delivered wholesale is at the heart of our business. We understand that retailers have so much choice nowadays, and Inspire Field Marketing wants to educate them on the best products to stock in each category and be a driving force for the right route to market for our customers. Developing relationships with our C&C/delivered wholesalers, providing new and exciting initiatives, as well as loyalty programmes and first-to-market options, is a way we will develop in 2025 and beyond. CCM
37,000 +
15,000 +
650,000 +
Widely touted as the most important meal of the day, breakfast comes in various forms to meet consumer demands, and wholesalers can benefit by offering a well-chosen range.
From a bowl of cereal to a full English with a wide range of options in between, breakfast provides a key opportunity for suppliers, wholesalers and retailers alike. A focus on upgrading dishes to offer a more premium and indulgent experience can also add value to the breakfast and brunch missions.
The ready-to-eat cereal category, valued at £1.51 billion annually, has experienced a 1.1% increase in value sales compared to the previous year (Circana). “For a large number of regular consumers, breakfast cereals are a beloved, quick and delicious go-to option,” points out Sarah Fordy, head of marketing at CPUK, manufacturer of Nestlé Cereals.
To cater to taste demands, in 2023, Nestlé Cereals launched KitKat Cereal, created to bring the taste of the popular chocolate bar straight to cereal bowls. “We developed the cereal for consumers who are looking for an occasional, indulgent breakfast option that can be enjoyed as part of a balanced diet,” Fordy explains. KitKat Cereal is now available in a price-marked pack.
Recognising consumer interest in sustainability when it comes to breakfast options, Nestlé launched its Wheat Plan in 2022. Promoting innovative sustainable farming initiatives, the plan has bolstered its sustainability efforts by forming key partnerships with British wheat farmers. And now the company has added details about its Wheat Plan to the packaging of its Shredded Wheat brand.
Health, taste and sustainability continue to be driving trends in the breakfast category. Nestlé Cereals has carried out significant recipe redevelopment since 2003, and in 2023, 87% of its portfolio was classed as not high in fat, salt and sugar (non-HFSS).
“Providing breakfast options with fibre and key micronutrients to millions of people in the UK, our products remain a top choice for consumers,” says Fordy.
The packaging for the Cheerios range has been updated to showcase the products’ key nutritional attributes, highlighting the multigrain and high-fibre contents.
“Wholesalers should increase their health focus to boost core range sales,” Fordy advises. “Despite UK Government dietary recommendations highlighting the importance of fibre in our diet, most people in the UK do not consume enough. By emphasising this nutritional aspect and expanding our product range to include more tasty and convenient options, we ensure our products remain highly trusted and favoured by consumers.”
Cereals with the easily identifiable Nestlé green banner have whole grain as their primary ingredient. “This ensures that consumers can easily choose our breakfast options that contain whole grain when shopping,” says Fordy.
Meanwhile, the company’s chocolate breakfast cereals –Nesquik and KitKat Cereal – feature the Nestlé Cocoa Plan and Rainforest Alliance cocoa seals, showcasing the sustainable sourcing of their cocoa.
Also focusing on sustainability, Hamlyns of Scotland has relaunched its core product range of porridge oats and oatmeals in eco-friendly paper packaging.
The new packs of Hamlyns Scottish Porridge Oats, Scottish Oatmeal, and Scottish Porridge Oats & Bran come in cases of 10 and are presented in shelf-ready packaging.
Managing director Alan Meikle says: “We know that today’s consumers are looking for brands that align with their values. Today’s consumer is looking to preserve and enhance their environmental credentials, and that agrees with ours. We have been producing our own electricity at our mill in Banffshire for over the last 10 years through our onsite wind turbine, and our products require minimal processing. Our switch to recyclable paper packaging is the next step in our journey to reduce our environmental impact.”
He continues: “The new design is fresh and modern, but not too far away from our existing designs so consumers should be able to easily make the switch.”
‘Stand- out performer in hot cereals’ ‘Stand-out in hot cereals’
Porridge is the stand-out performer in the UK hot cereals sector, with a steady increase in volume of 2.2% over the 12 months to September, and value growth of 10.3%, reports Alan Meikle, managing director of Hamlyns of Scotland.
“This sustained growth demonstrates the ongoing demand for porridge, driven by its appeal as a healthy, versatile choice that fits well with current consumer priorities around nutrition and convenience,” he says.
“For cash & carries and wholesalers looking to maximise their sales, stocking a range of both traditional and speciality oat products can be key,” he advises.
Hamlyns is investing in a marketing programme to support the relaunch and boost sales in the important winter months. The campaign will include advertising and features in trade and consumer publications in print and online, instore promotions, and social media activity.
Seasonal offers will be available for cash & carries and wholesalers to encourage bulk buying and increase profits.
“By offering competitive promotions and investing in marketing and PR, we aim to boost sales and profits for wholesalers and retailers, ensuring that Hamlyns products remain a top choice for consumers,” says Meikle.
Hamlyns Scottish Oatmeal continues to be the leading oatmeal brand in Scotland, and the company’s porridge oats is one of the fastest growing brands.
Hamlyns is working on expanding its product offering further, with new products in the gluten-free and organic sector expected to hit the market in 2025. These products will cater to growing consumer demand for dietary-specific options while maintaining Hamlyns’ commitment to premium quality.
Some nine out of 10 consumers eat breakfast every day (Kantar), making it the largest meal occasion in the UK, and a major opportunity for wholesalers.
“Success comes down to stocking the brands and products that consumers want,” says Louise Reynard, customer development director UK at St Pierre Groupe. “The ongoing financial pressures have made the shopping audience more discerning, but when it comes to breakfast, there’s a real mix of indulgence and impulse buys that are driving sales in the sector.”
According to Reynard, St Pierre is the fastest-growing bakery brand in breakfast, delivering almost 60% growth in value sales, 80% growth in volume and, most notably, value to the breakfast bakery category worth 13%, despite only having a 2% share of the market (Circana).
Meanwhile, Baker Street Sliced White and Brown and Seeded Rye and Rye & Wheat loaves meet the need for everyday bread that delivers convenience and taste. The range’s extended life allows the trade to offer shoppers a broader range without concerns about wastage often associated with baked goods.
In today’s fast-paced world, nearly half of consumers (48%) now opt for breakfast on the go (Mintel), driven by busy schedules.
Zest Food Partners reports that Kingsmill has made its mark in the wholesale market through the Kingsmill Professional brand, allowing caterers to offer familiar, highquality bread options in the out-of-home environment.
Upgrading traditional sliced bread to premium bloomerstyle bread, such as the Kingsmill Professional White with Sourdough Bloomer and Malted Bloomer, has proven to elevate even simple breakfasts, meeting the demand for more premium breakfast experiences. In addition, Kingsmill Professional Breakfast Muffins are now available to foodservice customers.
The Kingsmill Professional range is suitable for vegan, vegetarian, Halal, and Kosher diets. Additionally, all products are frozen at optimum freshness to maintain the quality whilst also helping reduce waste.
Meanwhile, Arley’s has a range of products, including plant-based sausages and sausage patties, that meet the needs of consumers looking for plant-based breakfast options. Arley’s products are made with sustainably sourced, non-GMO ingredients, are a source of protein and fibre, and are low in saturated fats.
Biona has added three new products to its bakery range: a twin-pack of ready-to-bake Rustic Seeded Sourdough Baguettes, a four-pack of ready-to-bake Oat Topped Wholemeal Rolls (both with an rsp of £3.79), and a sliced Power Protein Bread rsp £3.99). The baguettes and rolls can be baked in just 4-6 minutes.
All three products are not only organic, but also vegan, high in fibre and made with sourdough. CCM
The festive season is the ideal time for wholesalers and convenience retailers to make the most of the savoury snacking category. With a 36% rise in the category over the Christmas period, there are plenty of opportunities for incremental sales and upselling.
During the festive season, snacking is an integral part of socialising and a prime opportunity for wholesalers and retailers, with shoppers increasing their savoury snacking spend by 36% over the Christmas period (Kantar). This is a time for premiumisation and limited-edition flavours, with suppliers bringing out a broad selection of NPD to maximise sales in convenience.
PepsiCo has introduced two limited-edition festive flavours under its Sensations brand. Last month saw the launch of Sensations Honey Glazed Roast Ham and the return of Sensations King Prawn & Marie Sauce variants in 150g sharing bags with an rsp of £2.50.
Walkers and Sensations packaging has also undergone a festive redesign across sharing bags and large multipacks. In addition, PepsiCo’s multibrand Christmas campaign kicks off this month, spanning out-of-home, digital and social media activity.
“With new shoppers entering the category and existing customers buying more in preparation for the holiday season, Christmas is a crucial opportunity for retailers to be driving their savoury
snacking sales. During this time, shoppers look for extra special snacking options that will elevate their celebrations, such as limited-edition flavours (Kantar),” says Wayne Newton, senior marketing director at Walkers. “Our festive reskins will support retailers in offering consumers familiar, much-loved snacking favourites with a festive look and feel, while also introducing premium seasonal flavours.”
Kellanova has brought a new snack brand to the UK. Cheez-It baked snacks are available in Cheese & Chilli and Double Cheese flavours in several bagged formats, while a Cheese, Sour Cream & Onion variant joins the line-up in sharing bags – the ideal format for the festive season.
“Cheez-It is in the midst of an exciting autumn/winter period with the launch of its £18 million integrated marketing campaign, which forms part of a wider marketing strategy to launch the billion-dollar brand to 25-44 year-old snack enthusiasts across Europe,” says Rebecca Worthington, Cheez-It marketing activation lead.
The UK&I marketing campaign, ‘Cheez-Hit? Cheez-It’ shines a light on how the snack range is baked with 100% real cheese. The
integrated campaign spans TV, social, radio and out of home, with ads running until December 2025.
Cheez-It is also being supported with retailer PoS, including freestanding display units, to help create theatre instore and engage shoppers. In addition, the company has engaged in depot takeovers with sampling and has developed a trade microsite to assist wholesalers and retailers with Cheez-It merchandising.
KP Snacks recommends that retailers keep in mind the power of the PMP. The supplier’s snacking range includes several innovations in its popular £1.25 PMP range, including McCoy’s Epic Eats Grilled Cheese and Flamin’ Fajita SKUs. These are inspired by American diner flavours and feature an on-pack promotion offering shoppers the chance to win an American road trip.
‘Consumers will continue to shop more locally, turning to convenience stores more often as they look to save on fuel, manage budgets and spend more evenings at home’
Matt Collins, sales director, KP Snacks
Most recently, the company announced the launch of Space Raiders Saucy BBQ £1.25 PMP. Stuart Graham, head of convenience & impulse, says: “At KP Snacks, we are committed to delivering NPD in the right formats and flavours to support our retailer partners and drive consumer demand. The launch of Space Raiders Saucy BBQ £1.25 PMP leverages the strength of this format and the popularity of barbecue flavours to drive impulse sales.”
The manufacturer has also recorded a milestone for its KP Nuts brand, reaching £100 million in retail sales value. The
line-up includes the Flavour Kravers sub-brand and Original Salted Peanuts. Recently launched are Honey Roast Peanut Snack Packs, combining a popular flavour with a portioned format to drive permissible daytime snacking occasions.
“Crisps, snacks and nuts is a strong and resilient category with huge scale, worth over £5.23 billion and growing in value,” says Matt Collins, sales 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 crisps, snacks and nuts 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.”
Christmas savoury snacking from pladis includes a new Jacob’s Crinklys Cheese & Onion Christmas Caddy. The HFSS-compliant product joins Jacob’s Treeselets, Jacob’s Mini Cheddars Original and Jacob’s Mini Twiglets, which saw double-digit growth during last year’s festive season.
Another holiday favourite is the premium Carr’s Seasonal Selection, which, along with the Jacob’s The Festive Selection and Savours Selection, offers a clear sales opportunity for convenience retailers.
“Last year, take-home sales hit the roof as spend-conscious shoppers chose to celebrate in the comfort of their own homes versus going big on eating out. When doing so, they were of course opting for our festive favourites that have been part of family festivities for over a century, which led to 7.8 million packs of Jacob’s and Carr’s crackers being sold last December alone,” says Asli Akman, marketing director – savoury.
“The cost of living is still high, so we’re expecting to see the same patterns this year. That’s why we’ve focused on bringing back some of the best-selling classics we know will be sought out by shoppers, while also introducing popular products from our core portfolio to inject extra excitement into this year’s seasonal line-up,” she explains.
Mondelez has launched an on-pack promotion for Ritz with a cash prize of £10,000 and a range of experiential prizes with a Christmas theme. The competition will benefit from extra stand-out on the shelves due to a limited-edition design for the 150g pack featuring a Christmas cracker flash. Standard and PMP formats are available to offer choice to retailers.
“Ritz has always been synonymous with this time of year as shoppers stock up on savoury treats and nibbles, so this far-reaching promotion has been specially tailored to help retailers tap into this opportunity as much as possible,” says Emma Holt, brand manager for Ritz.
Tayto introduced Marmite snacks earlier this year and is promising more NPD in 2025. “The response to Marmite snacks has been fantastic. The new range ignited consumer excitement with ‘lovers’ taking to social media about the great Marmite taste,” says Matt Smith, marketing director.
“We’ve seen strong Marmite Crisps sales across all channels, including PMP in the convenience sector. The launch of Marmite Tortillas has opened up the brand to younger consumers, with sales ahead of our expectations.”
‘We know how important the £1 price point is to both consumers and retailers. By sticking to this key price point, we have continued to deliver great tasting, great value snacks with strong retailer margins’
Matt Smith, marketing director, Tayto Group
The supplier is promoting its pork snacks range with its sponsorship of PDC darts tournaments on Sky Sports. More than 300 million viewings of the campaign will raise further awareness of the Mr Porky (the No.1 brand) and Midland Snacks (the No.2 brand) (Circana).
Tayto recommends that retailers ensure they are well stocked with sharing PMPs over the Christmas period. With a surge in get-togethers and big nights in, there is an opportunity to capitalise with strategic siting and cross-category merchandising. The £1/£1.25 range should be displayed near the entrance or till, the company advises.
“We know how important the £1 price point is to both consumers and retailers. By sticking to this key price point, we have continued to deliver great tasting, great value snacks with strong retailer margins. A highlight is our Transform-A-Snack £1 PMP, which is outperforming the market with 22% growth, helped by the on-pack promotion in partnership with the Transformers One movie,” Smith reports.
“With 64% of consumers willing to switch brands for a lower price (Norstat), the opportunity to profit from Golden Wonder’s £1 PMP has never been greater!”
Envis Snacks caters to the rising demand for strong flavours with value with its range of sharing snacks.
“Sharing bags continue to be the driver of sales within the category and we are pleased we can offer both smaller 75g sharing bags with an rsp of £1.25 along with large 130/140g sharing bags with higher rsp to allow retailers to maximise cash margin. We have, in fact, brought out two exciting new big bags this year, in Hot & Spicy and Sour Cream, to help drive sales in this area,” says Andy Brown, director.
The supplier has found incremental sales growth from bolder flavours and believes that these should be factored into ranging for festive snacking fixtures.
“In terms of category-wide advice, I stick to the basic principles of making sure that there is a good mix in the range of core best sellers along with lines that add incremental sales –and above all maintain good stock rotation and availability, which is also a key thing for us in terms of our service to wholesalers,” says Brown.
“Another good way to keep retailers interested in ranges is to have a strong promotional plan on core lines to attract additional purchases and back this up with a range of lines on an everyday low pricing basis that retailers know they can buy week in week out to help manage both their stock rotation outside of promotional buy-ins and also help to maintain good overall profit margins.”
Envis Snacks’ best-selling lines in wholesale are 75g £1.25 rsp Crunchips X-cut. Outside of core lines it is seeing incremental sales growth from bolder flavours, like WOW Jalapeno and Cream Cheese, and lines that are a little different, such as Pomsticks or Curly Classic, which both offer good margins for wholesalers and retailers at £1.25 rsp.
Burts has brought back its Maple Pigs in Blankets potato chips for a limited period. Last year’s consumer demand of this flavour has paved the way for this year’s anticipated
• Offer Differentiation
• Have a Long Shelf Life
• Provide Great POR‘s
Then how about listing some Crunchips X-Cut as they:
• Add Incremental Sales
• Taste Fantastic
• Are Much Loved Across Europe
Crunchips X-Cut range available in both 75g with £1.25 RSP and 130g larger sharing bags.
Please
success, with sales projected to grow by more than 100% year on year for the 2024 festive season.
The product has an rsp of £1.25 per 40g bag. Offering a combination of smoky sausage and bacon flavours, balanced with the sweetness of a maple glaze, the crisps are handcooked in Devon.
As with all Burts products, the limited edition is gluten-free and contains no added MSG, artificial colours or flavours.
Sas Horscroft, head of marketing at Burts Snacks, says:
“Our Maple Pigs in Blankets crisps have become a seasonal favourite and last year’s demand exceeded our expectations. With a 106% increase in sales forecasted, we’re confident that this festive flavour will be bigger than ever in 2024. The increased distribution this year ensures even more consumers will enjoy this delicious festive treat.”
While social snacking is an integral part of the Christmas holidays, there is also a significant demand for quick and convenient snacks on the go.
With protein snacking a rising favourite as a fuss-free and effective way to appease hunger, Jack Link’s has the UK’s leading meat snacking brand with Peperami. The range has grown by 7% in value and accounts for nearly one in two meat snacks bought in the UK, showing double-digit growth and a 46% market share in convenience (Nielsen).
“Peperami remains the No.1 chilled meat snacking brand, driving innovation in the meat snacking market and becoming a £120 million brand,” says Shaun Whelan, convenience/wholesale and out-of-home controller.
“Chilled meat snacking has emerged as one of the fastest growing categories and plays a significant role in convenience, grocery, wholesale and cash & carry, meeting the demands of customers seeking easy, tasty options.”
Due to its rapidly increasing popularity, Peperami is available in several new formats and flavours. The BBQ Lunchbox Mini pack has joined the food-to-go offering, while a multipack promotional mechanic of ‘2 for £2’ drives further sales in the core range and Peperami Chicken Bites in Roasted and Tikka variants have been added to the line-up.
An advertising campaign featuring the recognisable ‘Animal’ character further increases brand awareness.
In the beef jerky and biltong segment, sales are also reflecting a consumer desire for protein snacking. Jack Link’s has redesigned its packaging to showcase the quality and nutritional benefits of the products, and offers retailers and wholesalers clip strips and category advice. The manufacturer has also increased its presence in the category with Ham Snack, made with 100% lean pork.
There is much talk about HFSS, with further restrictions coming into force in October 2025.
“The challenge is that, whilst plenty of non-HFSS products have been launched, many have failed to live up to consumers’ expectations and so sales have struggled,” points out Matt Smith, marketing director at Tayto UK. “Consumers understand that snacks are a treat and they expect them to taste great – even the healthier ones!”
He adds: “At Tayto, we have taken millions of calories and tonnes of salt out of our portfolio, but only where it doesn’t compromise on taste. We will only move to a non-HFSS product when we’re confident there is no compromise, such as with Golden Wonder Tangy Toms and Spicy Bikers which still deliver the same taste as before.”
“The opportunity for retailers to unlock additional sales is huge. The jerky and biltong meat category has nearly doubled in value over the last five years and has the headroom to double again as still less than one in 10 households buy it,” Whelan continues. “High-protein meat snacks is a highgrowth opportunity retailers cannot afford to miss.”
Kepak also caters to food-to-go opportunities and particularly highlights the opportunities that Gen Z represents. “Retailers should ensure they are promoting their food-togo offerings on social media to connect with Gen Z shoppers. This is the place where consumers expect to hear from the brands they love. Two-thirds (67%) claim to often hear about food or drink on social media while 63% claim to often talk about food or drink with their friends (IGD),” says Ross Davison, head of convenience.
“New products are key for this age group. 70% of Gen Z shoppers say they like trying new and different foods. This generation views food as fuel, making protein and energypacked food to go critical to this age group. Gen Z are more likely to view food as functional. 50% of shoppers strongly agree that food is important to them because they need it for energy, while only 38% agree food is important to them for other reasons.”
Kepak is looking to fill the gap that a budget-conscious slowdown in out-of-home consumption is producing. The Rustlers range offers breakfast, lunch and dinner solutions at a price designed to challenge traditional quick-serve restaurant options. Quarter Pounder is the No.1 SKU, accounting for nearly 20% of category sales (Nielsen). CCM
A rise in demand for cigars over the festive period presents an opportunity for wholesalers and retailers to boost their sales in this profitable category.
Sales of cigars increase in the run-up to Christmas, and wholesalers and retailers are therefore encouraged to stock up to make the most of the additional sales and attractive margins.
“It’s really important for retailers and cash & carries to get their range right so they can take advantage of those extra sales opportunities,” emphasises Prianka Jhingan, head of marketing at Scandinavian Tobacco Group UK (STG UK).
“It’s typically 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.
“My advice to cash & carries is make sure you have brands like our Henri Wintermans Half Corona in stock as it is easily the UK’s best-selling medium/large cigar and tends to be a real festive favourite.”
STG has introduced a limitededition pack for Henri Wintermans Half Corona. This brand is now the UK’s fifth biggest selling cigar in value terms, with annual sales worth £16.3 million (IRI).
The new limited-edition ‘Gentleman’ pack is designed to add a personal touch to the brand and celebrate its long heritage and success. It has a pinstripe suit design, with the logo and information ‘stitched’ into the fabric.
“Our Henri Wintermans Half Corona is always a big seller at this time of year, and this limited issue Gentleman’s edition pack should only increase sales further,” says Jhingan.
The launch of the special pack follows the introduction of two limited-edition designs for 10-pack tins of Signature Blue and Signature Original. The ‘Signature 1963 Edition’ tins, which feature limited-edition liners, were designed to offer real stand-out on-shelf and reflect the brand’s history, heritage and quality.
“It’s always important to take advantage of limited-edition packs as they are well received by consumers by elevating the brand’s appeal and providing a touch of exclusivity,” Jhingan points out.
It
The total UK cigar category is worth £318.8 million in annual sales, which is a value increase of 10.8% compared to the same time last year (IRI).
“It’s definitely cigarillos which are the current success story within cigars. The category barely existed four or five years ago but sales are now worth over £137 million (IRI) and they account for more than half of all cigars sold in volume terms,” points out Jhingan.
“But cigarillos are not the only cigar segment showing a positive story, as both the miniature and medium/large segments are currently showing some small value growth too.”
STG’s Signature Action brand is currently the fastest growing cigarillo, experiencing sales growth of 44.7% versus the same time last year. In the miniature segment, brands like Signature Blue, the UK’s best-selling ‘traditional’ cigar, and Moments Blue, are both described as must-stocks.
‘It’s always important to take advantage of limited-edition packs – they elevate the brand’s appeal and provide a touch of exclusivity’
Prianka Jhingan, head of marketing, Scandinavian Tobacco Group UK
Flavoured cigars are also growing steadily in popularity, reports STG, which is promising some news relating to this segment early next year.
“Obviously, menthol cigarillos have exploded in popularity over the last few years within the cigarillo segment, but it’s not the only flavour of choice,” says Jhingan. “Our Signature Red Filter brand is currently the UK’s best-selling aromatic filter cigar – its smooth taste and vanilla flavour proves consistently popular with those adult smokers who enjoy an aromatic cigar.”
Jhingan makes an important point about price in the cigars market: “Whilst value can, of course, be a motivating driver of purchase in the cigar category, many adult smokers do often like to take the opportunity to trade up to more premium or larger format cigars. One such cigar is, of course, our Henri Wintermans Half Corona brand, which is often given as a gift on special occasions like birthdays, Father’s Day, or Christmas.”
CCM
Christmas is a hugely important time for drinks. From on-the-go energy to festive socialising, there is a variety of shopper missions – and both wholesalers and retailers need to tailor their range and activity carefully to make the most of the occasion.
The festive period is a vital chance for retailers to maximise profits with larger formats and upselling. To make the most of the category, they should be aware of the current trends and demands shaping consumer consumption and gifting. Suppliers have taken into account the demand for lower abv options and adult soft drinks, current cost considerations and the need for extra flair over Christmas, and wholesalers and retailers should plan their stock accordingly.
“Price will always be important but, increasingly, the occasion should also be considered,” says Danny Harding, head of route to market at Rémy Cointreau UK Distribution. “We have seen a significant growth in fractional sales, particularly on Rémy Martin VSOP 35cl, as people like the convenience of buying a smaller bottle at a lower price for their own consumption.”
The festive period is, however, a prime occasion for upselling and pursuing gifting opportunities. The Rémy Martin VSOP also comes in a festive limited-edition pack, featuring a bright red, modern design for maximum on-shelf stand-out. “To celebrate or gift a bottle, the 70cl would be the bottle size most consumers would buy,” Harding continues. “This is a trend that has been growing consistently over the past two to three years.”
Kingsland Drinks reiterates the need for festive-specific formats and styles over the period. “We anticipate more socialising in the home in the weeks leading up to Christmas, so value and quality are the order of the day. The key to a successful season is for depots to really understand their shopper profiles, and to understand the current mood around alcohol consumption,” says Jo Taylorson, head of marketing and product management.
The growing popularity of the bag-in-box format has led to several new propositions from Kingsland Drinks. The Andrew Peace Black Label range has introduced Shiraz and Chardonnay wines in a 2.25-litre bag in box, while the White Label existing Signature Shiraz and Chardonnay offerings now come in a 1.5-litre format.
The competitively priced Campaneo brand also features a new bag-in-box format for Tempranillo and Sauvignon Blanc.
“New consumers to the bag-in-box category realise the benefits in terms of convenience, freshness and quality. It’s a great format to have in the house over Christmas – bag-inbox wines stay fresh for six weeks so can cover the whole festive period,” points out Taylorson.
Virtus Brands, a UK drinks collective, is catering to the rising number of teetotallers and drinkers cutting down on alcohol consumption with its Brunswick Aces gin range. The Australian gin firm has created 0% abv and 40% abv versions of its Hearts, Diamonds and Spades gin. The bottles feature an inbuilt jigger to measure every pour.
Another response to the rising growth in adult alcoholfree choices, London-based start-up Mocktology has produced a range of syrups created to elevate the senses.
The fivestrong range consists of Blue Acre, Cherry on Top, Mojito Moves, Candy Carousel and Sunset Bay variants, available in onelitre, 200ml and 50ml bottles. An accompanying social media channel provides drink recipes to create a range of quality cocktails and mocktails throughout the festive season.
Also catering to the rising cocktail and mocktail demand, TeaJoy – available through Zest Food Partners – aims to tap into the surging popularity of bubble tea, which is particularly popular with the Gen Z demographic.
“We know that cocktails are popular in the run-up to Christmas and consumers are curious about new trends and enthusiastic to try new things. It’s important that operators are constantly innovating, especially when it comes to soft drinks and cocktail/mocktails,” points out founder Ning Ma.
The bubble tea can be served as a standalone drink or as an innovative base for cocktails and mocktails, and TeaJoy offers an online series of recipes to inspire mixologists and drinks operators.
The Dorset Ginger Company has launched Spiced Ginger Punch and Mellow Ginger drinks in time for Christmas. Both come in 75cl and 330ml glass bottles and are suitable for gluten-free and vegan diets. They can be served alone or with spirits for a warming festive tipple.
Craft beer sales rise at Christmas, with gifting and socialising highlighting the need for retailers to make space for larger packs. BrewDog’s mixed 330ml can eight-pack performs well over the festive period, along with BrewDog Black Heart stout. Flagship brand BrewDog Punk IPA also sees value growth (3.9%) in the run-up to Christmas. Again, lower-strength options, such as BrewDog’s 3.4% abv Cold Beer, are recommended for festive ranges. “Offering lower-abv products that meet the Government’s new duty level is just one way to deliver value back to shoppers,” advises Caitlin Brown, off-trade category development executive.
This month, Greene King is helping out with Christmas budgets by offering a chance to win Kindle e-readers, Sony noise-cancelling headphones, a home-gadget pack and annual subscriptions to Audible and Paramount+. The ‘relaxing at home’ promotion, running until the end of the month, features QR codes on four-packs and 10-packs of Abbot Ale.
SHS Drinks has expanded its WKD X sub-brand with the launch of Purple Grape and Citrus Ice variants. Available in £2.99 price-marked 500ml cans, the WKD X line-up contains caffeine, guarana and taurine, placing it in the ‘enhanced RTD’ segment. An autumn campaign raising brand awareness through out-of-home poster displays, social media and influencer activity is also under way.
“WKD X has proven to be a great success since its introduction. The 18 to 24-year-old core target audience has really bought into what the range stands for: a convenient way to get a caffeine fix. Consumers are well versed in mixing alcoholic drinks with energy drinks but WKD X delivers the convenience of a pre-mixed format from a nationally recognised brand,” says Alison Gray, head of brand.
In the energy category, Red Bull also notes a rise in multipack formats over the festive period. “As occasions get bigger, shoppers are also looking to trade up. Last year penetration of functional energy multipacks grew by 7% in December versus the average month, as shoppers traded up to higher volume packs, making multipacks a core way to capture shoppers looking for more volume at home (Kantar),” says a company spokesperson.
“Soft drinks are essential to get right at Christmas. In
Yorkshire’s Black Sheep Brewery has announced the exclusive launch of its new smooth ale, Black Sheep Smooth, in partnership with the UK’s largest independent drinks wholesaler LWC.
Black Sheep Smooth – a sessionable ale with a 3.4% abv – is already in more than 60 sites and is now available to pubs, bars and other venues nationwide, as part of LWC’s ‘Signature Brands’ range.
Jo Theakston, executive director of Black Sheep Brewery, says: “This exclusive launch highlights the dedication we pour into every brew and the high standards of quality that our beers represent. Black Sheep Smooth is a fantastic addition to our portfolio, offering beer lovers a smooth, easy-drinking ale with a rich flavour profile that is sure to please.”
2023, sales in December were 17% greater than the average month in 2023. Energy is a key category to deliver value at Christmas, accounting for 17% of all soft drink sales over the festive period and gaining share each Christmas (Nielsen).”
Flavours are also an important festive consideration, with shoppers looking to elevate socialising and athome experiences. Last year, Red Bull launched the limited-edition Red Bull Winter Edition Spiced Pear, which drove 35% of Edition’s growth within the first 12 weeks of launch into independents and symbols. This year, Red Bull Winter Edition Iced Vanilla Berry was introduced last month and showed a high purchase intent in consumer testing.
“Flavoured energy drinks continue to be an important sector for convenience stores, helping to drive category growth. They now sell 27% more units per store than two years ago and 71% of new energy shoppers buy into flavours (Kantar), meaning many sales are incremental to the category,” adds the spokesperson.
More activity in the energy segment comes from Boost Drinks, which has launched £1 PMP 500ml cans in three variants. “We’ve identified the trend in consumer demand for larger, on-the-go formats, with 500ml showing huge growth in the sector, so to be able to launch our Original flavour, also in Sugar Free, alongside Red Berry is huge not just for consumers looking for a bigger can on the go, but also for retailers, who can now enjoy XL profits,” says Adrian Hipkiss, commercial director. He adds: “We’re forever committed to innovation and excellence within the soft drinks category and are excited to see the new cans roll out across wholesale and convenience.”
* Based on NielsenIQ RMS data for the Nicotine Pouches category for the 18-month period ending 30/12/2023 for the UK total retail market (Copyright © 2023, NielsenIQ). ** This product is not risk-free and contains nicotine, an addictive substance. For adult nicotine consumers only.
