Cash and Carry Management Oct 23 by Cash & Carry Management

SPOTLIGHT ON ASHLEY HOPWELL OF HOPWELLS

THE BUSINESS MAGAZINE FOR CASH & CARRY/DELIVERED WHOLESALERS

Rayburn Trading surpasses £100 million in annual turnover

OCTOBER 2023

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FAMILY DRIVEN

Next level tobacco. Next level sales. Trevors Foodservice marks 60th anniversary CATEGORY INSIGHT

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Contents

October 2023

This month don’t miss... 05

Kirsty Cooper to join Unitas next month as commercial director.

JJ Foodservice to open a depot in Wimbledon in the new year.

More than 220 cyclists raise over £416,000 for GroceryAid.

ESSENTIALS 04 30

Industry News Products & Promotions

FEATURES 10

News Extra Trevors Foodservice is celebrating its diamond anniversary with a trade show next month.

Own-Brand News Unitas introduces Local Living own-brand range as a replacement for Lifestyle. The group also reveals a new look for LSV energy drinks.

In Focus Double-digit sales growth and further investment of £10 million illustrate CJ Lang & Son’s successful performance and commitment to future growth for SPAR Scotland.

Spotlight Ashley Hopwell, commercial director of Hopwells, which acquired fellow family business Windsor Foodservice earlier this year.

Ashley Hopwell (right), commercial director of family firm Hopwells, with one of his heroes, the ‘awesome’ chef Marco Pierre White.

EDITORIAL Managing Editor Kirsti Sharratt Contributor Siobhan Kielty ADVERTISING AND MARKETING Publishing Director Martin Lovell Media Sales Manager Clare Phillips

CATEGORY INSIGHT 18 20 22 26

Biscuits Update Confectionery Update Hot Beverages OTC Remedies

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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October 2023

[ INDUSTRY NEWS ]

Rise in turnover, profits and net assets JW Filshill saw turnover increase by 2% to £203 million in the year ending 31 January 2023. Operating profits rose from £2.7 million to £2.9 million. Glasgow-based Filshill, a fifth-generation business that supplies KeyStore convenience stores, independent retailers and national accounts including the Scottish Prison Service, recorded gross profit of £19.4 million, up from £17 million. Meanwhile, net assets increased from £17.1 million to £18.9 million. Filshill relocated to new premises at Westway Park near Glasgow Airport in March, having outgrown its previous site at Hillington. Chief financial & operating officer Keith Geddes said that

Filshill chief executive officer Simon Hannah (left) with Keith Geddes, chief financial & operating officer.

he was “particularly pleased with the results, given that they were achieved against the context of the rebalancing of the economy in the aftermath of the Covid pandemic and also the significant delay in moving to our new facility which had restricted the group’s ability

WestCountry signing

Fairway Foodservice’s Coral Rose with WestCountry’s (l to r): Alex George, Roger Rossignol and Tom Moody.

WestCountry/Essential Food has joined Company Fairway Foodservice. Based in Falmouth, with depots also in Newton Abbot and St Austell, WestCountry supplies caterers throughout Devon and Cornwall with a comprehensive range of fresh produce, plus ambient, chilled and frozen products. Managing director Roger Rossignol said: “Membership 04

October 2023

of Fairway will help provide the platform from which we can continue to serve our customers with a marketleading delivery service, including the highest levels of customer care, a unique daily delivery service offer, and an ever-expanding product portfolio.” Fairway Foodservice now has 19 members with a turnover of £970 million.

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to grow revenue”. Geddes added that the positive results had been achieved “despite increases in operating costs absorbed by the business in supporting employees through the cost-of-living crisis, fuel price increases and recent rising inflation”.

“Significant resource was also spent preparing for the move to the new site in Renfrew which was successfully completed just after this financial year end in March 2023,” he said. “This move is transformational for the efficient operation of the business and sets the foundations for our planned growth over coming years.” Simon Hannah, Filshill’s CEO, said: “The long-term success of the company is central to everything we do. We invest in long-term return projects to protect future revenue streams and this includes constantly updating our technology, equipment and vehicle fleet – an approach that has resulted in greater efficiencies and customer satisfaction.”

£100m milestone Manchester-based Rayburn Trading has surpassed £100 million in turnover. Reflecting on the milestone, director Howard Goldman said: “My grandad, Benny, founded Rayburn Trading seven decades ago as a small enterprise, characterised by dedication, integrity and a strong sense of community. Though he did not witness our transformation into what we are today, I believe he would take pride in our collective achievements.” In recent years, Rayburn Trading has made substantial investments in infrastructure, including the acquisition of a state-of-the-art warehouse, which significantly expanded its storage capacity. It has also extended its product range with new lines in cosmetics, fragrances and skin

care. Most recently, it has implemented a night shift in its continued pursuit of expansion. The family-run business offers household goods, toiletries, drinks, confectionery, petfood, toys, stationery and giftware to businesses in the UK and over 40 countries worldwide. It also specialises in buying and selling clearance lines and stock lots.

[ INDUSTRY NEWS ]

Team and member boosts Unitas Wholesale has announced the appointment of Kirsty Cooper as commercial director following the departure of Aoife Kenny, who held the post for 18 months. Cooper, who will join the group on 13 November, is currently commercial director at Acosta Europe. Prior to that, she held senior roles at Capri-Sun, Britvic, CCEP, Red Bull, Greene King and Ramsden International. Unitas Wholesale has also strengthened its trading team over the past few months to improve member support, enhance supplier relationships and deliver collaborative initiatives. Under the lead of trading director Cheryl Hope, the team now includes Lee Wharton as on-trade trading controller, Alex Trotman as licensed trading controller

Raj Samani of Premier Exports London (left) with Mitesh Dhokia of Unitas.

(retail), and Martin Shears as procurement manager – central services. In other news, Lutonbased Premier Exports London has joined Unitas Wholesale. Formerly a Sugro member, Premier Exports London was established in 2010. It is

a delivered wholesaler that supplies more than 550 international customers (95% retailers), primarily with grocery, confectionery and ambient products. The business operates from a 23,000 sq ft depot and had a turnover of £47 million in the past financial year. Kieran Samani, managing director of Premier Exports London, said: “Unitas Wholesale is the ideal strategic partner for our business to support our ambitious plans for growth. “In the next year we are aiming to focus on range extension and growing our overall business by 15%. We are looking forward to working with Unitas and other members within the group to achieve these goals.” The new recruit takes the group’s total membership to 155 businesses.

Golfing fundraiser NBC’s sponsorship of a local community golf day and raffle helped to raise £1,000 for Cancer Research UK. The Arthingworth Open was played at The Cold Ashby Golf Club and the prize presentation and raffle were held at the Bull’s Head pub in Arthingworth. This is an annual event which now incorporates a charity raffle in memory of a previous winner, Cathy Newman. David Lunt, managing director of NBC, commented: “It was a really great day (despite my golf swing) and it was an absolute pleasure to support a fun event but more importantly help to contribute to the charity that can make such a difference to people’s lives through its work.”

Small supplier support Profit share bonus Bidfood has launched a new initiative – Open Doors – to identify and support the most innovative and interesting brands from small food and beverage suppliers trying to establish themselves in the market. With inflation taking its toll on the industry, small business owners in the food sector have seen a near 20% dip in confidence that their business will grow (Federation of Small Businesses). Bidfood’s Open Doors Programme aims to help small suppliers overcome such obstacles by helping them to increase their presence in the wholesale space and, ultimately, their selling power.

Andrew Allen, an SME expert and former supplier to Bidfood, will be working with the wholesaler’s technical services, buying, procurement and marketing teams to create a range of activities designed to nurture, champion and accelerate emerging suppliers. An Open Door conference took place earlier this month. At the event, small business suppliers were able to gain insight into the strategic aims of Bidfood, its customers and what it takes to build a winning proposition within the channel.

Employee-owned wholesaler Parfetts is awarding colleagues a 10% profit share bonus to recognise their contribution to the continued growth of the business. The move follows Parfetts’ announcement that sales topped £634 million in the last year. The wholesaler has grown rapidly, expanding its Go Local fascia to over 1,100 stores and opening a new depot in Birmingham. Like-for-like sales rose by 4.7% on £605 million in the previous financial year. The profit split comes after all qualified Parfetts employees received a 4% tax-free sales bonus in July. Guy Swindell, joint MD, said: “As an employee-

owned company, our people are at the heart of everything we do. It is their hard work that is driving the business forward and supporting retailers across the UK.” Noel Robinson, joint MD, added: “All of our dedicated colleagues deserve praise for the outstanding service they provide all year round.”

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October 2023

[ INDUSTRY NEWS ]

Supplier focused Sugro UK claims to have become the first wholesale buying group to launch a supplier-funded B2B Whats App initiative to send messages directly to retailers. The group endorsed b2b.store’s communications solution for its members to use earlier this year. After witnessing the high engagement it delivers, it has now secured support from a host of suppliers to fund promotional WhatsApp messages that will be sent to retail customers of members that have opted into the scheme, with the aim of boosting sales. There will be a further benefit to wholesalers supporting Sugro’s initiative – they will receive a profit share of revenues generated by the WhatsApp messages.

‘Fantastic resilience’ AF Blakemore & Son achieved a 3.9% rise in sales to £1.24 billion in the year ending 30 April 2023. Peter Blakemore, chairman, commented: “The group has demonstrated fantastic resilience, despite facing national supply chain challenges last year.” EBITDA (earnings before interest, taxes, depreciation and amortisation) increased by 65% from £14.8 million to £24.4 million. “This strong growth is largely attributed to our SPAR retail performance, enhanced by improved stock availability and significant productivity within our supply chain,” said Blakemore. “As one of the only independent convenience wholesalers and retailers in the UK, our store teams have delivered exemplary customer

Peter Blakemore: ‘Trajectory reflects upward momentum.’

service and made a notable contribution to the communities in which we operate. “SPAR stores have consistently invested in customer needs for fresh food to go and convenient fresh food for later categories, alongside innovative promotions and new to market product launches, such as Prime Hydration. These initiatives have contributed to a notable increase in like-for-

Approved supplier to NUS JJ Foodservice has become an approved supplier to the National Union of Students. The move follows several new school contract wins earlier in the year, helping JJ to more than double its business with education caterers from £5 million in 2022 to £12 million in 2023. JJ has launched a new Schools & Higher Education microsite Go.jjfoodservice. com/EducationSchools as it continues to build its presence and visibility with education caterers. In other news, JJ’s Advance Order (JJAO) initiative has generated sales worth over £2 million. JJAO provides caterers with a wider choice of fresh foods from UK suppliers. “Customers can order for 06

October 2023

next-day delivery and collection without the need for us to physically stock the items,” said chief operating officer Kaan Hendekli. More than 8,800 customers use the JJAO service, which is available in Dagenham, Bristol, Leicester, Doncaster, Newcastle, and Aston. Plans are under way to roll out the service to the

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remaining branches by the end of the year. JJ expects the initiative to add £5 million to sales yearly. JJ is to open a new depot in Wimbledon – its 12th branch – in January 2024. The site includes a 33,965 sq ft warehouse and 3,950 sq ft of modern offices, and the opening will create more than 50 new jobs.

like sales,” he added. Blakemore also highlighted the successful evolution of the company’s logistics network with the opening of a new facility in Bedford, and recovery of its foodservice and wholesale volumes to pre-pandemic levels. He added: “Our trajectory in the current financial year already reflects an upward momentum.” AF Blakemore recently announced the promotion of Matt Teague to managing director, retail, to lead both Blakemore Retail and Blakemore Trade Partners (BTP). Teague was previously MD of Blakemore Retail only, while former AF Blakemore CEO Jerry Marwood had group responsibilities (including BTP) until he retired in May this year.

Charity cycles More than 220 cyclists from across the grocery industry have raised over £416,000 for GroceryAid. In July, the Coast to Coast Cycle saw 70 riders cycle from Whitehaven into the city of Harrogate and on to Whitby. During the threeday ride, cyclists ascended 5,426m and raised more than £189,000 for GroceryAid. The charity’s London to Brussels Cycle Challenge took place on 7-9 September. A total of 152 riders spent three days pedalling to Brussels – they rode part of the North Sea Cycle Route, across the Delta Works and up the famous Nokerberg, before finishing at the Atomium. They raised over £226,000 for the charity. Next year’s events: www. groceryaid.org.uk/events/

[ INDUSTRY NEWS ]

Delivering solutions Brakes has launched a campaign for Christmas aimed at helping under-pressure kitchens make the most of the occasion. The ‘Festive Favourites’ campaign puts a twist on traditional Christmas foods, for example elevating salmon with some on-trend flavours, including Smoked Salmon with Orange & Fennel Pollen. There are easy-to-understand guides on festive classics like turkey and salmon, as well as freezer-to-plate ideas, which can be served in as little as five minutes to reduce waste and cope with fluctuating demand. With the challenges that surround the sector, making the most of foodservice’s most popular period is critical, and Brakes has created a range of menu options that deliver 70% margin across different price points. There are also almost 150 new products for the season.

In addition, Brakes has created sector-specific content for the care and education sectors. Leon French, Brakes’ customer marketing director, said: “For many professional kitchens, this year is going to be a challenge to meet the demands of Christmas, which is why we’ve taken a much more wide-reaching approach to our Christmas campaign. “Our mission is to support our customers and this year that is as much about delivering solutions as it is about delivering new products.”

Destination 2025 A new industry conference, ‘Destination 2025’, will bring wholesalers together to look at building the best business strategy for 2025 and beyond. All ticket proceeds are in aid of the charity Mines Advisory Group (MAG). Conceptualised by Clare Bocking, MD of Immediate Impact, and industry experts, ‘Destination 2025’ is being hosted by Central Co-op in Lichfield on 25 January 2024. Speakers include executives from Henderson Group, Booker, Unitas, Caterforce, Bidcorp, Country Range Group and TWC, with a programme designed to offer valuable financial, customer and consumer insight.

Bocking said: “The wholesale industry has always been a rapidly evolving market, but the current climate truly shines a light on the importance of coming together and planning ahead to future-proof businesses. We have a fantastic line-up of speakers to inspire attendees and ensure we’re shaping solid strategies based on detailed insight and analysis from the experts.”

Foodservice Fair

Over 200 people attended Confex’s Foodservice Fair held at Stratford-upon-Avon last month. A total of 75 suppliers had stands, and Confex also showcased its Core ownbrand range. “What a fantastic day we had for our third Foodservice Fair at Stratford Racecourse,” commented the group’s chief operating officer Jess Douglas. “There was a huge buzz in the air, a brilliant and diverse range of products on display from all our supporting suppliers,

and member engagement was high throughout the day. This is now a firm entry in the Confex events annual diary.” Chris Morgan, MD of Confex member Waterside Food Services, said: “This year’s Confex Foodservice Fair was really insightful. There was some fantastic showcasing of new lines and fantastic deals on the day.” Andrew Kirby, commercial director at Holland Bazaar, added: “With reference to the Confex Foodservice Fair, one word comes to mind, ‘Excellent’.”

New event success Thomas Ridley Foodservice, which is now part of the Caterfood Buying Group, recently held its first ‘eat. with Thomas Ridley’ trade show at Ipswich Town Football Club. More than 150 people attended the event, which featured over 100 different food and drink trade stands. Jon Matthews, sales director of Thomas Ridley Foodservice, said: “The eat. with Thomas Ridley trade show was a great day and we were really pleased to see so many local customers, and many potential customers, take the time to come along and join us at this brand new event.

“We found that a couple of hours here with so many wonderful and knowledgeable suppliers – and, of course, Thomas Ridley staff members on hand to help provide solutions for their business and answer questions – is exactly what the customer needs to get the most out of a trade show like this. We’re already looking forward to making plans to hold the event next year.”

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October 2023

[ INDUSTRY NEWS ]

SPAR makes a Big Deal of Christmas SPAR UK has launched ‘Big Deals of Christmas’ – its largest national brand campaign to date. The initiative involves all four SPAR wholesalers in GB: Appleby Westward, CJ Lang, Blakemore, and James Hall). The campaign started in SPAR stores in England, Scotland and Wales on 5 October and will run until the end of the year, with a new ‘Big Deal’ every two weeks. These will include Absolut Vodka 70cl at £15.99 and Doritos 150g at £1.49. Suzanne Dover, SPAR UK brand & marketing director, said: “After a challenging year, our shoppers deserve some festive treats. We have worked with some of the biggest brands to bring incredible value to our shoppers this Christmas. We know we are going to help

them make a big deal of Christmas with our latest initiative.” The Christmas campaign is being supported with a national media plan, including a £500,000 digital spend, in-store PoS, and upweighted activity across the participating regions, including TV in

Contract extended Nisa has renewed its contract with convenience chain LA Foods Group for a further five years. LA Foods Group has now been working alongside Nisa for over 20 years and has 16 London-based stores currently under the Nisa fascia. The community-based retailer has donated almost £70,000 to date through Nisa’s Making a Difference Locally (MADL) charity, with

October 2023

local sports clubs, schools and foodbanks some of the beneficiaries. Haroon Hussain, shareholder at LA Foods Group, said: “One of the reasons behind extending the contract is the certainty of supply and product availability at Nisa. We haven’t had any issues with deliveries, and the Co-op own-brand products were also an appealing factor.”

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the South West and Scotland. The campaign has been brought to life through a series of animations that centre on Santa Claus and his elves, Norty and Näice, who are on a mission to bring the ‘Big Deals of Christmas’ to SPAR shoppers. Each of the seven deals

will have their own animation, and are voiced by Brian Blessed, renowned for his big voice. Through a ‘Big Deals of Christmas’ display incentive, SPAR UK is also giving stores the opportunity to win a pair of tickets to the SPAR national conference taking place in South Africa in March. In other news, SPAR is partnering with the charity FareShare to provide the equivalent of one million meals through local charities across the UK, as part of the ‘Giving One Million Meals’ SPAR project. The campaign started on 21 September and will run in SPAR stores around the UK until 1 November 2023. According to FareShare, seven million people in the UK are struggling to afford to eat.

Mohammed Ramzan Mohammed Ramzan, chairman and founder of United Wholesale Grocers, passed away suddenly at his residence in Pakistan last month. Established in 1977, United Wholesale Grocers grew to become one of the largest privately owned companies in the UK. The cash & carry operator now has three branches – two in Glasgow (Springburn and Polmadie) and one in Gateshead – and a turnover in excess of £220 million. Ramzan (pictured) is survived by his wife, children and grandchildren. His sons Nabeel and Amaan both joined United Wholesale Grocers in 2005, and Amaan has been managing director over the past decade. Commenting on Ramzan’s

death, retail director Tom Slaven said: “He will be remembered for his astute business acumen and philanthropic qualities along with his charitable work that he did throughout the UK and also in his homeland of Pakistan. “He never faltered in his passion and desire to help others, and his endeavours will be sadly missed by all.”

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[ NEWS EXTRA ]

Looking to the next 60 years Described as Blackpool’s leading foodservice supplier, Trevors Foodservice is marking its diamond anniversary with a trade show next month.

revors Foodservice is celebrating its 60th anniversary with a trade show at Bolton Stadium on 2 November. At the event, catering professionals and businesses from across the North will be able to celebrate the Blackpoolbased company’s rich history, while seeing, tasting and testing the latest culinary trends and innovations. The company expects to welcome business owners, chefs, catering managers, front-of-house experts, procurement specialists and students from the public catering and hospitality sectors. More than 50 suppliers will showcase their latest products, techniques and solutions with chef demonstrations and samples. Visitors will also benefit from a wide selection of exclusive onthe-day deals, and there will be a charity raffle and a host of giveaways, with up to £1,000 in prizes to be won. Gary Hitchen, Trevors Foodservice managing director, said: “This will be our first trade show since the pandemic and, with it aligning with our 60th anniversary celebrations, it’s going to be a huge day for our team, our guests

Directors of the family-owned business (left to right): Dianne Whitehead, Heather Hitchen, Gary Hitchen and Matthew Hitchen.

and caterers across Blackpool and the North West. “A chance for us to thank our valued customers and suppliers for their ongoing support these past 60 years, the event will also play a key role in helping caterers learn, share insights and prepare for the festive season plus the challenges to come in 2024.”

‘The trade show is a chance for us to thank our valued customers and suppliers for their ongoing support these past 60 years’ Gary Hitchen, MD

L to r: Gary, Heather and Ken Hitchen.

October 2023

Matthew Hitchen, the wholesaler’s purchasing and operations director, added: “With foodservice businesses under intense pressure these past few years following the pandemic and then the recent rising costs and labour shortages, attendance is not just about finding the latest products and trends to survive and hopefully thrive in 2024, but it’s also a commitment to play a role in shaping the future of the catering industry for the next 60 years and beyond.” Trevors Foodservice celebrates its

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60th anniversary on 2 November 2023. Ken Hitchen, who joined as a 19-yearold in 1963, quickly made himself indispensable to the company and became a shareholder along with his wife Heather in 1969. The business was initially retail focused, and the Hitchens were instrumental in spearheading the company’s move into delivered wholesale in the ’80s to take advantage of Blackpool’s thriving hospitality scene. When founder and majority shareholder Trevor Tasker retired in 1983, the Hitchens remortgaged everything they owned to acquire his shares and have since turned the business into what is described as Blackpool’s leading foodservice supplier. Their children Gary and Dianne are now driving the business forward along with the third generation (grandchild Matthew). Trevors Foodservice continues to supply food and drink to schools, colleges, hospitals, care homes, pubs, restaurants, hotels, B&Bs, cafés, leisure centres and other catering businesses across Blackpool, Lancashire and the wider North West. The wholesaler offers online ordering, next-day deliveries and competitive pricing, and ‘combines an extensive and fully traceable portfolio of over 2,500 frozen, chilled and ambient goods with the finest customer service, support, CCM advice and innovation’.

[ OWN-BRAND NEWS ]

Local Living replaces Lifestyle Unitas Wholesale is confident that the introduction of the Local Living range will build on the 29% year-on-year sales growth of its existing own-brand portfolio.

nitas Wholesale has unveiled its new own brand, Local Living, which replaces the former Landmark own label,

Lifestyle. The roll-out of Local Living begins this month as 90 SKUs are transitioned from Lifestyle to the Local Living branding over several months. The range will also benefit from an ongoing new product development strategy that will see 24 new items launched in the next three months, with a target for Local Living to be home to 200 SKUs. The new own brand has been developed following extensive member and consumer research to provide shoppers with the quality and value they are looking for. Unitas points out that quality is the foundation of Local Living – it promises exceptional standards – and it pledges to focus on core range, with products that consumers are looking for across various categories. The group, which asserts that it ‘understands the importance of the bottom line’, is also committed to providing its members and retailers with valuepriced products that help them remain competitive in their market. Tracey Redfearn, head of marketing & communications at Unitas, said: “Local Living is not just a brand; it’s a 12

October 2023

promise. It’s a guarantee to our members and retailers that we can offer them margin-boosting products at prices their customers expect. “Affordability is vital to success, and quality will keep shoppers coming back for more. “Following months of extensive market research, we’ve carefully curated a member and consumer centric range of products. Our aim is to offer our members and retailers products that exceed their customers’ expectations on quality and price.” She continues: “Own brand is a big opportunity in convenience as it continues to grow its share in stores (TWC). Local Living will allow our members and retailers to be part of this growth, delivering a range of essentials that still provide the best margins and profitability. “We’re confident that Local Living will build on the success of Unitas’ own brands that are already enjoying sales growth of 29% year on year.” Local Living sits alongside Unitas’ other own brands, which have recently benefited from updates: a LSV energy drinks are going through a full brand refresh, which will be completed by February 2024. To trial the new branding, a limited-edition Cherry Isotonic was

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introduced to the range in September in a 75p price-marked bottle. Donna Barnett, trading controller at Unitas, said: “We know that limitededition flavours can be a real profit driver, as shoppers love the ‘get it before it’s gone’ experience, and our research highlighted that the new-look range will be very popular at fixture. “With our average consumer buying energy drinks from at least three different outlets each month, including local independent convenience stores, petrol forecourts and supermarkets (TWC), the opportunity for incremental sales is there.” She added: “Our focus is always on helping our members and retailers grow, particularly as we are in such a quickly evolving economic environment. The redevelopment of our ownbrand products ensures that we’re modernising where necessary, and delivering quality, margin-boosting products which give shoppers great value.” a Prince Consort licensed range has enjoyed success with the launch of vodka in a £14.99 70cl PMP. a Santa Loretta has a new look alongside the addition of 75cl Bianco and Rosé Frizzante, which are available in £7.99 PMPs, and CCM 20cl Santa Loretta Prosecco.

It’s an offence to sell tobacco to any person under 18 years of age. For tobacco trade use only. Not to be left in the sight of consumers.

Smoking kills

[ IN FOCUS ]

‘SPAR Scotland is flying’ With a further £10 million investment signed off, CJ Lang & Son is building on strong growth and further enhancing the SPAR Scotland business. Kirsti Sharratt reports.

PAR Scotland is “flying as a business at the moment”, with strong double-digit sales growth in the year to date being achieved across the group’s 104 company-owned stores and 203 independent SPAR stores. The upbeat announcement was made by Colin McLean, CEO of SPAR Scotland’s wholesaler and retailer CJ Lang & Son, at the company’s Tradeshow in Aviemore last month. Some 870 guests – a record number – attended the event, which featured business updates from SPAR Scotland senior executives, presentations from SPAR retailers, a tradeshow with more than 200 supplier stands, and a gala dinner at which the SPAR Scotland Awards were presented. Although full financial results for the year to 30 April 2023 will not be confirmed until next month, McLean was able to report positive growth in sales and profits. As a result, the board has signed off a further £10 million investment in the business in its new financial year. The investment will be put into systems, stores, vehicles and distribution.

CJ Lang & Son acquiires ScotFresh CJ Lang & Son has acquired convenience chain ScotFresh Group. The deal involves the nine ScotFresh branded stores in Glasgow and the central belt of Scotland and their 130 employees. Colin McLean, CEO of CJ Lang, said: “ScotFresh has an excellent reputation in the industry and is a well-recognised brand with significant customer loyalty and strong relationships with suppliers. “For now, the stores will remain branded as ScotFresh, and we will run the operation as a separate business unit within our own business so we can share best practice.”

October 2023

CEO Colin McLean was upbeat as he delivered a report on CJ Lang’s progress.

“We’re on an exciting journey!” said McLean. “We’re doing well and learning a lot.” The business is in the right market sector for future growth, with sales via the convenience channel predicted to grow from £50.1 billion in 2023 to £61.9 billion in 2028 (IGD). However, McLean warned that through a combination of rising fuel prices, the annualisation of rising inflation, the introduction of Prime soft drinks, and vaping, market conditions in the company’s second half were expected to be tougher. To put SPAR Scotland in the best position to withstand market challenges and capitalise on opportunities, the CJ Lang senior management team continues to focus on improving its overall customer offer. Barista Bar, the biggest coffee brand in Northern Ireland – owned by fellow SPAR wholesaler Henderson Wholesale – has been taken on exclusively in the convenience channel in Scotland by CJ Lang. Costa Coffee

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machines will be replaced with a Barista Bar in all company-owned stores over the next 15 months, and independent SPAR stores are also being encouraged to transition to the new proposition. Across SPAR Scotland, food to go “has got a key part to play in making 30% the new 20% [average overall retail margin],” said McLean. An enhanced ‘food-to-go 2’ proposition – which includes freshly-made baguettes and sweet treats as well as a full breakfast menu – was put into the company’s SPAR Garthamlock store six weeks ago and sales have already doubled. That ‘food-to-go 2’ format will be rolled out to other selected company-owned stores shortly. In addition, January 2024 will see the introduction of a new loyalty scheme, ‘More for More’, across independent SPAR Scotland retailers. Based on Blakemore’s successful ‘Stock and Sell’ initiative, ‘More for More’ will reward retailers on a quarterly basis with free stock in return for commitment to

[ IN FOCUS ] several key measures. The free stock will be worth up to £10,000 annually for each store. Technology is another key focus for CJ Lang. SOLUM electronic shelf labels are already being used in 39 of its company-owned stores and will be rolled out across all 104 stores over the next 18 months. This will save an average of eight hours per week that would otherwise have been used by staff pricing products manually. CJ Lang’s partnership with SOLUM also extends to a trial of its digital LED screens in-store and use of its AIMS (advanced information management system) solution to manage pricing centrally from head office. Graham Murdoch, IT director at CJ Lang, said: “I think this is the single biggest technology investment the company has ever made, and the return on investment will probably be greater than from anything else we have done.” Also new in the technology arena is the SPAR Scotland IndyTrack data portal, a sales analysis tool developed in conjunction with TWC. Suppliers who have a local joint business plan in place with CJ Lang, and those independent SPAR retailers who provide CJ Lang with their EPoS data, will get free access to the platform, which includes information on category performance, brand performance and range gaps. Trading director Richard Collins, who confirmed that he is to retire later next year, urged suppliers to help CJ Lang offer SPAR Scotland shoppers good value. “We are in a period of sales deceleration and we need to ensure we are able to pass on the savings to our

CJ Lang is investing in stores, systems, vehicles and distribution.

Barista Bar, the coffee brand owned by fellow SPAR wholesaler Henderson, will replace Costa Coffee in all CJ Lang owned SPAR Scotland stores. Pictured are Keavy O’Mahony-Truesdale and Mark Stewart-Maunder, both of Henderson Foodservice.

customers quickly. Some of our key suppliers were very quick to ratchet up prices when oil and other commodities were on the rise. It would be nice to see those same suppliers ensure that the commodity price falls we are seeing now make their way to the shelves in our stores.” Citing strong sales growth with many impulse suppliers, in particular CocaCola and Red Bull, Collins recommended that other suppliers set ‘breakthrough’ sales growth targets and push hard to achieve them. He also encouraged suppliers to join forces with SPAR Scotland to bring NPD and exclusive products to market: “The multiples don’t always have to be first. It does sometimes feel that we’re second-class citizens. Please consider convenience as part of your launch strategy and, better than that, come to SPAR UK to launch with us first in the channel.” Although CJ Lang did have problems supplying some products – particularly confectionery lines – to SPAR Scotland retailers during the summer, it boosted its inbound availability in the first 20 weeks of the year by around three percentage points against the same period last year. “We have made good progress but we know we can do better,” said Collins. To the suppliers directly, he added: “We’re investing a record £2.2 million with RELEX to put in place a world-class forecasting and demand planning system to provide you with improved stock

forecasts 90 days out, take slow-moving stock out of our business, rationalise the number of suppliers we deal with by removing duplication, and place orders with you in a much more efficient manner.” He added that the company is currently trialling the RELEX system with 10 suppliers, having gone live last week, and more will follow soon. Company stores will go live in the new year. Collins concluded: “There’s a lot going on but there are still some huge opportunities for us all to grow in this most dynamic of channels. We’re always open to ideas. Back convenience. Back Scotland. Back CJ Lang!” Other news and updates from CJ Lang: a 50% of products on SPAR Scotland store shelves are sourced from Scotland. a CJ Lang is now offering its employees double discount (up to 20%) off all products in its SPAR stores. a SPAR signage was removed from 12 stores in the last six months because the retailers were not adhering to the required ‘grow or go’ standards. a CJ Lang is working with an energy consultant with the aim of reducing emissions and energy consumption at SPAR Scotland’s Dundee distribution centre and head office by around 20% in the next two years, with various options being scoped, including solar power and voltage optimisation. a The 2024 SPAR Scotland Tradeshow will take place on 26 September in CCM Aviemore.

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October 2023

[ SPOTLIGHT ] Ashley Hopwell, commercial director of Hopwells What approach do you take in business (and in life)? I’m pretty relaxed and I believe that you need to give people the opportunity to shine, and also to make mistakes, learn and move on. I also believe that if you’re able to make hard choices, you get better results – if you take the easy choice, then the chances are that your life will become more difficult later. What has been the biggest challenge you have faced? Losing my dad at 18 was hard to deal with and by far the most difficult period of my life.

‘I’m pretty relaxed’ What have been your biggest achievements in work and outside work? Our acquisition of Windsor Foodservice had been an aspiration and now is a work in progress, forming a key piece to our growth strategy. From being predominantly a frozen foodservice wholesaler, we are now a formidable ambient, chilled and drinks company too. Throughout our near 50-year history, this is possibly the most exciting time to be part of the business. Who has been the biggest inspiration to you? Without a doubt, it’s my wife Liz and my two children Ava and George (pictured). Every day they inspire me to be a better person. My mum and dad have also been a great source of inspiration – very entrepreneurial in their approach but also encouraging me to make my own way in life, make mistakes and learn the hard way. Professionally, I’ve been blessed to have worked with so many great people, including my brother Tristan. I’m so proud of how far he has taken The Hopwells family of companies forward since joining in 1993. Andy Breffit, my predecessor at 16

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Hopwells, was another inspiration – from him I learnt the important lesson: to never ‘over promise and under deliver’! Recently, I attended an evening with Marco Pierre White. They say that you shouldn’t meet your heroes, but he more than fulfilled my expectations. I thought he was awesome. What were your ambitions when you were growing up? Footballer or a musician. Unfortunately, I lacked sufficient skills to make either into a career. Food was also an early passion, and I would often sift through my mum’s cookbooks and prepare dishes for the family. What are your interests outside work? We have a touring caravan that we often use for weekends (or longer). We take the bikes, paddleboards, go for hikes, or just enjoy visiting new places. As an ‘out of home‘ supplier, I get to use this as a reason/excuse to eat out for ‘market research’. To counterbalance ‘thoroughly’ researching the latest food and drink trends, I run and swim a couple of times a week, usually before heading into work. I also play football with the school dads once a week.

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What is your favourite book? I read Setting the Table by Danny Meyer a fair while ago, but I remember being engrossed. Another book I found enthralling was Boo Hoo: $135 million, 18 months…a dot.com story from concept to catastrophe by Ernst Malmsten. What would people be surprised to know about you? I would love to have my very own (foodled) pub! And I collect recipe books. I CCM literally have hundreds.

Operating with Zest After graduating in Business Studies from Leeds Metropole University, Ashley Hopwell became a marketing assistant at Derbyshire Chamber of Commerce. He subsequently held marketing roles at several public sector organisations before taking a gap year, travelling around South America with his now wife, Liz. He then set up a fruit & vegetable wholesaling business called Zest in 2010 in Derby. Alongside being a director of Zest, Hopwell became commercial director of the family business Hopwells in 2017 and a director of Windsor Foodservice, which Hopwells acquired earlier this year. Hopwell is also a director of the British Frozen Food Federation.

® Reg. Trademark of Société des Produits Nestlé S.A. Serving Suggestion.

[ BISCUITS UPDATE ]

NPD and core lines in demand Winter’s coming and consumers are looking for small ways to treat themselves and banish the winter blues. From the everyday to something special, the biscuit category is perfectly placed to weather the cost-of-living storm and increase basket spend.

here is a robust market for sweet biscuits, which last year saw sales of more than £3 billion. It’s an important category for convenience, worth £273 million in the sector (Kantar), and one that sees frequent NPD alongside standard favourites. Earlier in the year, pladis launched McVitie’s White Chocolate Digestives, including a convenience-exclusive £1.99 PMP format. Following this, August saw the addition of McVitie’s Jaffa Cakes Rockin’ Raspberry to the Jaffa Cakes line-up. “With an established history of success behind us when it comes to launching new flavours for our Jaffa Cakes brand, we know that convenience retailers will want to get their hands on this latest launch – especially when you consider that tangy red berry flavours are among the hottest trends,” says Aslı Özen Turhan, chief marketing officer. “We’re constantly looking at ways to help our wholesale and convenience customers inject excitement and additional sales opportunities through trend-led, demand-driven NPD.” A new format in the McVitie’s Digestives range is also hitting the shelves over the coming weeks. McVitie’s Digestives Milk Chocolate Minis will be coming to convenience as sharing pouches and multipacks, with a PMP format available. “We’re confident that McVitie’s Digestives Milk Chocolate Minis will drive a new generation of snackers to the biscuit aisle, and open the door to new sales opportunities for retailers in the process,” Özen Turhan asserts. While this year’s launches have brought excitement to the category, retailers need to ensure shelf space for the core range. “We’re incredibly proud of the fact that McVitie’s accounts for five of the top 10 bestselling biscuits in convenience, including McVitie’s Milk Chocolate Digestives, McVitie’s Jaffa Cakes, McVitie’s Milk Chocolate Hobnobs, McVitie’s Original Digestives and McVitie’s Rich Tea,” says Özen Turhan. “And with £1 in every £4 spent on a top 10 brand, both retailers and shoppers expect to see these products on offer when stepping into depot, ordering online, or when shopping in store – so wholesalers not keeping on top of the hottest products to stock could be missing out on a big sales opportunity.” 18

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To ensure that wholesalers and convenience retailers continue to see strong sales, pladis has launched an advertising campaign to remind consumers that McVitie’s is the category leader. “Earlier this year, we launched our biggest ever Masterbrand campaign platform, ‘True Originals’. Our first wave of activity was a huge success, helping us double sales of our bestselling biscuits, so now we’re building on this by taking things even further with a multi-million-pound abovethe-line campaign,” says Özen Turhan. The creative ’There Is Only One’ runs until 11 November on TV, cinema, broadcaster video on demand (BVOD) and online video (OLV) advertising, supported by social and shopper marketing. Mondelez International has introduced a price-marked pack for Le Petit Chocolat range from French biscuit brand LU. “Le Petit Chocolat already ranks in the top five in the special treat segment, with 49% (Kantar) of Le Petit Chocolat shoppers buying it in addition to their current basket,” says Susan Nash, trade communications manager. “The launch of the PMP format is set to benefit retailers’ sales by offering shoppers more choice.” She continues: “Four in five shoppers consider themselves price-conscious, making value for money more crucial than ever (IGD). The new packs are price-marked at £1.69 and in a convenient format, helping drive incremental sales across the adult sweet biscuit category.” Biscuit brand Walker’s Shortbread has unveiled its limited-edition calendar and 2023 festive collection. The Everyday Festive range includes Shortbread Festive Shapes, Shortbread Gingerbread Men and Festive Mini Bags, while the Prestige range of shortbread tubes and gifting tins includes Cranberry & Clementine Rounds and Christmas Spiced Rounds. The latest addition to the company’s seasonal line-up is Chocolate Orange Squares. “Over the years we’ve expanded our festive range, bringing new seasonal shapes and variations to customers, with products to suit a variety of needs and occasions,” says managing director CCM Nicky Walker.

[ CONFECTIONERY UPDATE ]

A sweet season for retailers With a huge uplift expected from seasonal sales, wholesalers can help their retail customers merchandise the confectionery category strategically and effectively.

onfectionery is a category that the convenience sector should pay particular attention to. From consumer trends to seasonal sales, there are multiple sales opportunities for those who get their range and display right, with suppliers supporting the category with NPD and advertising spend. Sugar confectionery is a significant profit driver in convenience, and one that can negotiate the HFSS restrictions. At Perfetti Van Melle, development is a large part of the continued strength of its brands. “Confectionery is one of the top five categories purchased on impulse in convenience stores. Offering a full range that supports the government’s HFSS guidelines of under 150 kcal per pack – something most manufacturers can’t do – gives Perfetti the opportunity to be closer to these impulse purchases,” says Mark Roberts, marketing and trade marketing director. “As we further develop our product portfolio, we continue to bring a wide range of products to consumers with new flavours, packaging and textures.” The supplier’s Smint brand is the focus of an advertising

Retailer advice Kathryn Hague, head of marketing, Hancocks All confectionery products should be displayed with clear and appropriate PoS to maximise sales. Themed shelving and displays are a great way for retailers to encourage promotional sales. Aisle-end displays are perfect for eyecatching novelty and easy-to-grab impulse items, placed at a low height so that children can spot them. Seasonal events offer unmissable opportunities to drive sales, so it’s important to plan and stock up early. To make the most of seasonal sales, retailers should focus on effective merchandising and PoS as customers are overwhelmed by choices. We recommend grouping all seasonal products together to create eye-catching displays and position them at the end of aisles for optimum impact. Gifting is a huge consumer trend during seasonal sales periods, especially in the run-up to Christmas. Group together branded gifting items. Our seasonal and long-term branded merchandising options are designed to capture shoppers’ attention in any in-store environment. In light of the cost-of-living crisis, shoppers will be looking for lines offering great value for money, so it’s important to incorporate clear and obvious signage for low-price ranges such as price-marked packs.

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campaign that includes out-ofhome advertising and digital radio activity. “We have seen Smint grow massively over the past year; it’s a brand that is now worth £11.9 million (IRI). We are looking forward to building on our success with our mindful outof-home campaign,” says brand manager Caroline Grimshaw. Recent developments in Mondelez International’s chocolate confectionery line-up have also been geared towards consumer trends in the confectionery category. The addition of a limited-edition Twirl Mint capitalised on the popularity of the £66 million retail sales value of the mint chocolate segment (Nielsen), while the launch of Cadbury Darkmilk Praline added to the range developed for older consumers. The bars contain 40% cocoa, catering for consumers who find milk chocolate a little too sweet and dark chocolate too bitter. “It was specially crafted after research identified that taste buds change as we go through life, with consumers increasingly looking for a richer tasting chocolate as they get older,” explains trade marketing manager Susan Nash. Mars Confectionery has its sights set on festive sales with a £2 million spend on its Celebrations advertising campaign alone. Brand activity to boost Christmas spending includes TV, audio, out-of-home, online and social media advertising. The Maltesers Truffles brand will see more than £700,000 in promotional investment, while the M&M’s Santa range has a £400,000 boost. New lines include Maltesers Assorted Truffles and Maltesers Christmas Mix, which contains mini Maltesers Reindeers in milk chocolate and mint flavours and Teasers. “Similar to 2022, we expect to see shoppers prioritising value for money this Christmas, comparing products and stockists, including discounters, to ensure they are saving money where possible,” says Cybi Capaldi, senior brand manager Christmas at Mars. “This shift in focus leads shoppers to consider a wider range of formats when seeking confectionery that fits their budget and has caused a move from boxed chocolate shoppers into both sharing and tins/tubs,” she adds. “To ensure no profit opportunity is missed, retailers should stock a wide CCM range of brands, products and pack sizes.”

[ HOT BEVERAGES ]

A hot topic for the trade There is nothing more traditionally British than a good cup of tea. However, there is a growing hot beverages market for shopper missions from health to indulgence, and wholesalers need to ensure that they are catering to more diverse consumer requirement.

he tea sector is one that has seen changes in the recent past, due to consumer behaviour. Whether it’s the health benefits of functional teas or the substitution of decaf for regular, shoppers are making switches and re-evaluating decisions.

‘Despite the cost-of-living crisis, we are seeing shoppers continue to purchase premium brands’ Helen Boulter, Yorkshire Tea multi-sector sales controller, Taylors of Harrogate At Taylors of Harrogate, the Yorkshire Tea brand has the leading decaf in the £4.8 million sub-segment (Kantar). “This is part of a wider trend of health that is now polling as the second most important issue facing the country behind the economy. There is increased consumer understanding of the importance of sleep to our overall health and, in turn, our mental wellbeing,” says Helen Boulter, Yorkshire Tea multi-sector sales controller. 22

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The category is one that benefits from brand loyalty, even during economically challenging times, so price-marked formats remain a sure-fire way to offer price assurance in the channel and retain customer loyalty. “Despite the cost-of-living crisis, we are seeing shoppers continue to purchase premium brands, so ensure you’re offering retailers a trade-up product – our Yorkshire Gold 40s PMP is a great option to complement the rest of the Yorkshire Tea range,” says Boulter. “It will come as no surprise amidst cost-of-living challenges that consumers are increasingly price conscious, and retailers know that PMPs are a great way of communicating value. Cash & carries should prioritise stocking our best-selling lines within convenience – our 40s and 80s PMPs. If a retailer has limited space on fixture, they will be prioritising these lines.” As well as tea and coffee sales, wholesalers and their customers need to take into account the importance of other hot drinks. The food beverages category is worth £200 million, with hot chocolate representing 70% of this. Mars Chocolate Drinks and Treats has the second-largest hot chocolate brand with its Galaxy range, worth £21 million (Kantar). “The strength of the brand combined with the delicious taste of our Galaxy Hot

[ HOT BEVERAGES] Chocolate encourages our loyal customers to continue to purchase,” says Michelle Frost, general manager. “Hot chocolate is no longer purely a seasonal product; instead it has become a frequent purchase all year round.” With consumers increasingly replicating coffee-shop experiences in-home, Müller is increasing awareness of its Good Stuff Barista Milk through a £2 million advertising campaign. “This advertising campaign injects a bit of humour into the category, and presents us with a great opportunity to leverage even better results for our customers, and expand into new areas,” says marketing director Helen Priestley. “In the UK, we consume 100 million cups of coffee every day. Our mission is to make the milk part of every coffee as delicious as it can be.” The Müller Good Stuff sub-brand was launched earlier in the year, and further developments are planned for 2024. Petty Wood is the distributor for Ahmad Tea, which has unveiled its Christmas collection for this year. Products

include teabag and loose-leaf caddies, a loose-leaf infuser mug set, a bauble caddy and even an advent calendar for tea lovers. The 24 Days of Tea Advent Calendar features 24 foil-fresh teabags with a different flavour to try every day, including Darjeeling, Cardamom, Mango & Lychee Green Tea, Apple Refresh, Camomile & Lemongrass, Honey & Vanilla, Rooibos & Cinnamon, and Berries & Hibiscus. The gifting line-up also benefits others, adding to the Christmas spirit. “Beyond great tasting tea, an Ahmad Tea gift is also one that gives back, as we donate 20% of our profits to local grassroots projects to help tea communities around the world,” says Gary Winslade, UK business development manager. With hot beverage suppliers increasingly tapping into today’s consumer priorities and desires – from health and sustainability to gifting and taste experimentation – it’s important for wholesalers to provide the optimum range for their retail customers. While brand loyalty will ensure solid sales from longstanding favourites, innovation in the cateCCM gory should not be overlooked.

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[ OTC REMEDIES ]

Profits rise over the counter Medicated confectionery and over-the-counter remedies have shown strong growth over the past year, as consumers prioritise health and seek out natural solutions.

lthough the increasing intensity of flu season is not great news for the nation, it is providing a buoyant over-the-counter remedy category. Last year, the category grew by 11.6% above inflation (Mintel) and England saw its worst flu season in over a decade. Additionally, since the pandemic, consumers are paying more attention to their health and the need to kill off germs as quickly as possible in a household. With convenience stores best placed as the obvious solution for consumers needing a speedy remedy, wholesalers and retailers should ensure that they are stocking trusted brands and formats. There has been a 26% increase in sales of Fisherman’s Friend lozenges in the convenience channel (Ceuta Healthcare), nearly double the figure of total retail (13.5%). “We can attribute this growth to a couple of things,” says Jon White, regional business manager. “Firstly, shoppers are visiting stores more often to top-up. In fact, there were 45 million more shopping trips made last year (NielsenIQ), which is good news for impulse-led products – such as individual packs – which consumers tend to grab on the go.

‘Essentially, now is not the time for experimenting when it comes to making purchases – we’re living in an era of unpredictability so shoppers want to see the brands they love and trust’ Jon White, regional business manager, Fisherman’s Friend “Fisherman’s Friend sales growth can also be attributed to the fact that our packs offer great value, containing a high number of individual lozenges at a competitive price, providing relief for longer than many competitor brands. “A third of our sales come through the impulse channel (39%) (Nielsen) but convenience store owners shouldn’t rest on their laurels,” he adds. “Wholesalers can help independent retailers to avoid disappointing shoppers by making sure their depot is well-stocked with the right brands at the right time. This will encourage repeat visits and repeat purchase.” The market for lozenges and pastilles has seen a 30% value sales increase in the past year (Nielsen). “As a nation, we’re continuing to become more exposed to higher – and indeed 26

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more normal – incidences of cold and flu post-Covid, but also we are giving greater priority to our health and personal care,” says White. “Virtually every consumer in Britain – young and old – has a level of familiarity with Fisherman’s Friend, so it’s important to stock a range of flavours from our portfolio that will appeal to a wide range of age ranges,” he continues. “For example, our bestseller Original Extra Strong – which accounts for more than 68% of sales (Ceuta) – is ideal for our long-standing fans, as well as newcomers who enjoy the taste of our original menthol and eucalyptus flavour. “Meanwhile, our Sugar-Free Blackcurrant variant, which accounts for 15.2% of sales (Ceuta), is the perfect choice for younger audiences who are generally looking for something more subtle and soft, whilst Sugar-Free Honey & Lemon is another popular choice.” He adds: “Due to the high levels of menthol in our products, not only do they help to keep airwaves clear, but they also keep breath fresh, and there is a huge pool of shoppers who are using Fisherman’s Friend for the purpose of the latter alone – particularly when socialising.” The brand will benefit from an integrated marketing campaign over the autumn and winter, which will bring the ninestrong range front of mind to consumers during cold and flu season using the successful ‘Whatever the Day Throws at You’ creative. “Stocking brands consumers know

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[ OTC REMEDIES]

and trust can have a huge impact on sales – particularly in times of economic uncertainty when shoppers will be thinking twice before parting with their cash. Essentially, now is not the time for experimenting when it comes to making purchases – we’re living in an era of unpredictability so shoppers want to see the brands they love and trust, and which offer good value. Your range should reflect this,” White advises. Mondelez International’s relief candy brand Halls has also seen significant sales over the past year, with 35.1% growth (Nielsen). “Whether it be for menthol clearing or gentle soothing, shoppers look for brands they know and trust in-store. Singles are the most important format across the category, as shoppers look for a quick fix to get over whatever ails them so they can get back to living their life as quickly as possible,” says Susan Nash, trade marketing manager. “Relief candy sales peak in winter with the onset of the traditional cough and cold season, but the category has more than continued to justify its place on store shelves year-round in recent years.” The Halls line-up, which includes the Halls Soothers range, will feature a new design from next month to enhance stand-out on shelf and modernise the brand. Medicated confectionery brand Jakemans added a sugarfree Throat & Chest 50g bag format to its range earlier in the year. It joined 73g packs in all seven flavours, and 160g bags and 41g stick packs in the top three flavours – Throat & Chest, Honey & Lemon, and Cherry. All Jakemans products are sold in shelf-ready packaging, and they meet the growing trend for natural ingredients. More than half (53%) of adults advocate the use of natural ingredients in cold and flu remedies (Mintel). As consumer demand for OTC remedies rises over the coming months, Jakemans will benefit from a TV, radio and PR campaign to ensure the brand is front of mind. “Trust remains a key factor for consumers, especially within the winter remedies OTC category (Mintel), and well-known, trusted branded products continue to perform strongly,” says Elizabeth Hughes-Gapper, senior brand manager. “Jakemans is the No.1 cough/throat lozenge brand (Kantar), and whilst some brands may have seen a decline in sales, sales of Jakemans have increased by 16.2% since 2022 (Circana). This proves that consumers hold expertise, trust and reputation highly when it comes to choosing branded products.” 28

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She continues: “In 2022, the cough, cold, and flu remedy category grew due to the lifting of social distancing measures and weakened consumer immunity after strict hygiene practices during the pandemic. This trend has continued in 2023 and we are continuing to see an increase in ailments as consumers have not fully regained their pre-pandemic immune health. Unsurprisingly, experiences of colds, flus, sore throats and coughs have all risen (Mintel).” Looking ahead, she says: “As we are about to enter the colder months, we will see an increase in sales for winter remedies as consumers feel more confident treating winter ailments at home. Cash & carries and wholesalers need to ensure they are meeting the increased demands from consumers and tap into their desire for reliability, quality and effectiveness as well as choice in format and flavour.” Lanes Health has a range of menthol products that include bath oil, nasal spray and menthol pastilles under its Olbas brand. “One area that is seeing the biggest opportunity for innovation is meeting the interest in natural ingredients, as over half (53%) of adults agree more brands should use natural ingredients in cold and flu remedies,” says Claire Campbell, Olbas senior brand manager. This year, Olbas Breathe Easy Patches have joined the range, with an rsp of £6.99 for six patches. These are infused with a blend of oils and can be applied to bedding or clothing, releasing vapours during sleep. An integrated marketing campaign, including TV and PR activity, will raise brand awareness as more consumers seek OTC remedies. “The essential nature of cold and flu products, coupled with the value consumers place on their health, means that the category is fairly well protected from the common spending patterns and behaviours we’ve seen emerge in response to the cost-of-living crisis,” says Campbell. “The pandemic has fundamentally shifted consumer behaviour and we now prioritise our health and that of our family more than we have ever done. This has resulted in the winter remedy and broader OTC category remaining far CCM more buoyant than others in the grocery channel.”

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[ PRODUCTS & PROMOTIONS ]

On-trend taste

£1m campaigns

Mayfair changes

Forest Feast is building its presence in the mindful indulgence category with the launch of Valencia Orange Milk Chocolate Dipped Almonds. Bronagh Clarke, marketing director, says: “The UK consumers are big fans of orange, especially when paired with chocolate. We wanted to bring this ontrend taste to the snacking category.” The new orange variant is being joined by two more products – Salted Dark Chocolate Dipped Cashews and Belgian Dark Chocolate Brazil Nuts. All are available in a 40g impulse pack and a 120g share pack format. They will be supported by instore media, consumer press, sampling and social media.

KP Snacks has announced a £1 million media investment for popchips, and a further £1 million campaign for the McCoy’s Epic Eats product range. The activity for popchips runs until next year and includes a programme of cinema activity with Pearl & Dean and Digital Cinema Media (DCM), supported by out-of-home advertising. The Epic Eats campaign, which runs until early December across multiple channels including radio, out of home and social, is designed to drive awareness of the brand’s latest additions: McCoy’s Epic Eats Chip Shop Curry Sauce and McCoy’s Epic Eats Bangin’ BBQ.

JTI has expanded its ultra-value range of cigarettes with Mayfair Gold. With price remaining a key factor for smokers, Mayfair Gold King Size and Superkings 20s join Mayfair Silver with an rsp of £11.60 as one of JTI’s lowest priced cigarette brands. As well as having a premium quality Virginia blend, Mayfair Gold packs feature rounded corners and modernised outer packaging. This is also available for Mayfair Silver. The new Mayfair Gold and new-look Mayfair Silver outers are currently being supported with special introductory promotions at participating wholesalers.

Fresh packaging

Limited edition

Zero-sugar variant

FrieslandCampina has introduced fresh packaging for Yazoo across its core 300ml, 400ml and one-litre portfolio. The updated bottles are made from 100% recycled PET (r-PET), meaning that every part of every bottle, besides the sleeve and cap, has been made with plastic that has not only already been recycled but can be reprocessed again to produce new bottles. In order to mitigate waste, the new bottles are being phased in during October and November. The refresh will be supported by organic social content and paid digital marketing activity, as well as in-depot PoS in the out-of-home channel.

Scandinavian Tobacco Group UK has unveiled a new limited-edition pack for its Henri Wintermans Half Corona brand for the run-up to Christmas. There are two colour schemes, which both offer stand-out on shelf with their ‘quintessentially British pattern and sophisticated style’. The Henri Wintermans Half Corona is the UK’s best-selling medium-large cigar, with annual sales of £16 million. UK marketing manager Nataly Scarpetta comments: “It’s well known that sales of cigars, and larger cigars in particular, go up in the run-up to Christmas, so these smart new packs should prove especially appealing.”

Suntory Beverage & Food GB&I has extended its three-strong Lucozade Alert range with the launch of its first zero-sugar drink, Zero Sugar Mango Peachade. The new variant is available in 500ml cans, including a £1 price-marked option, with 12 cans to a case. The launch is being supported by instore activation, a video-on-demand campaign and sampling. Tom Etherington, senior brand manager, says: “Lucozade Alert has more than doubled its retail sales value in the last eight months, demonstrating the momentum behind the brand from retailers and shoppers.”

October 2023

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