SWA Yearbook 2015 by Cash & Carry Management

SCOTTISH WHOLESALE ASSOCIATION

2015 YEARBOOK the voice of the Scottish food, drink and allied trades

CONTENTS

New lease of life for Achievers ... see page 12

Benefits of SWA membership ... see page 16

foreword

training & mentoring

Kate Salmon

26 6

leader

profile William Yule and Son

Asim Sarwar

28 8

viewpoint

whoâ&#x20AC;&#x2122;s who

council officers

achievers

networking event

lobbying

profile Iain Hill Ltd

36 conference

collaboration with the SGF and SLTA

New entry and judging processes for five awards

alcohol new registration scheme for wholesalers

Eddie Lynagh

employment law with Finlay McKay of CMS Cameron McKenna

background

SWA appoints experts to boost political connections

directory

EDITORIAL Managing Editor Kirsti Sharratt Deputy Editor Michael Catling Contributing Editor Karen Peattie ADVERTISING AND MARKETING Publishing Director Martin Lovell Media Sales Manager Clare Phillips Published on behalf of the Scottish Wholesale Association by: Winlove Publications Ltd PO Box 366, East Grinstead, RH19 4ZE Tel: (01342) 712100 Email: mail.winlove@btconnect.com Website: cashandcarrymanagement.co.uk Front cover design: Alisdair Binning of Tapestry AV Scottish Wholesale Association 30 McDonald Place, Edinburgh, EH7 4NH Tel: 0131-556 8753 Email: kate@scottishwholesale.co.uk Website: scottishwholesale.co.uk

supplier members

Celebrating 150th anniversary ... see page 26

2015

Alcohol registration scheme ... see page 28

scottish wholesale association

FOREWORD

Make the most of membership THE Scottish Wholesale Association is in a position of real strength as we reach a significant milestone in our history – our 75th anniversary. Our membership, both wholesalers and suppliers, is robust and has been bolstered by many new members in the past year. Wholesalers that have joined our ranks include Lomond Fine Foods and Country Range Group, while new supplier members are All About Food, Innovate Foods, McBride, Nairn’s Oatcakes, R&W Scott, RH Amar, Royal Unibrew, Sky Throne and Warburtons. A number of these companies have joined the Association as a direct result of our ‘Wholesale Matters’ networking event in Glasgow in April. We have always enjoyed great support from suppliers, but we are aware that there are many more who do not fully understand what we do, or appreciate the unique access to Scotland’s wholesalers that SWA membership can provide. This informal event at Hampden Park gave us an opportunity to outline the aims and objectives of the SWA to suppliers who are not currently members, plus some existing members who wanted an update on what we’re doing in the realms of lobbying, training and liaison. We really do value the input of suppliers. As a trade body, we would not survive without them. Our Council, meanwhile, boasts leading names and heavyweight talent – individuals with many years of wholesale experience and people with the passion and knowledge required to guide our Association in the years ahead. It is their job to ensure that we remain relevant to our membership. With our changing political landscape, it is more important than ever that we listen to our members about the issues that concern them. Caledonia Public Affairs has been tasked with representing us in the corridors of Holyrood and Westminster, ensuring that our voice is heard. We want our politicians – MSPs and MPs – to know who we are. If any issue affecting our members becomes a talking point, we want the Scottish Wholesale Association to be right at the heart of the discussion. In this column last year, I spoke about the optimism within our industry and the fact that many of our members are investing and expanding. One year on, that is still very much the case, and when I see the fantastic turnout at our

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Kate Salmon, executive director two events – Achievers and the annual conference – it confirms to me that both wholesalers and suppliers recognise the value of being part of a trade association that offers something tangible and, crucially, listens to them. This yearbook will update you on our Mentoring Programme and wider training activity, but I would remind you that our seminars and workshops are available to wholesalers at a very low cost. Training, of course, is one of our key pillars and we envisage this service taking on an even bigger role in the coming years. The SWA is your Association so my message is this: use us. Attend our training events, access our free employment law advice service, get involved with Achievers and the annual conference, and tell us what you want us to ask the politicians who are making the decisions affecting your business. In the coming year, we will keep you up to date with all our plans, activities and services, so keep checking our website and look out for our e-bulletin and other news in your inboxes. We are embracing technology, but we will still also pick up the phone from time to time, and we will welcome your calls too. However you choose to contact us, please make sure you do because communication is key to everything we do.

www.scottishwholesale.co.uk

LEADER

Working together for 75 years As your two-year stint as SWA president comes to an end, what have you achieved and learned? It has been a brilliant experience and has allowed me to raise my profile and network more efficiently with suppliers and other wholesalers. In my own business, I am clear on what needs to be done, but running a trade association is different: it is necessary to listen to others, collectively agree strategies and find out the needs of other wholesalers. What is your legacy as president? It’s the way in which the Association has evolved. We’ve definitely raised our profile where it matters, and I refer again to the Parliamentary Reception we held at the Scottish Parliament to highlight the problems facing our industry from the illicit trade in counterfeit goods. The fact that we are increasingly collaborating with others is also significant, and I know that incoming president Eddie Lynagh will build on this over the next two years. Do you think the SWA has been innovative? Yes, without a doubt. Since our groundbreaking Mentoring Programme was launched in 2012, we’ve seen nine young industry executives matched with mentors to help guide their careers and nurture them. We’re fortunate to have so many dynamic individuals working in the Scottish wholesale industry, and it is good to be able to see them develop and become more confident. We’ve also held our second Gap two-day workshop in association with Mars Chocolate. This was a significant departure from our core training practices and introduced us to top-flight training techniques that we hadn’t previously facilitated. It’s been an ambitious move, but we have to embrace new methods and provide more challenging training opportunities for individuals who have the potential to make this a world-class industry. That’s what being innovative is all about. In total, 54 people have attended our courses over the last year. What are the challenges going forward? As an Association, we need to build our membership and convince the many small wholesalers who play a key part in our industry, but are not yet part of the SWA, to get involved. We have welcomed two wholesalers to our ranks in the last year – Lomond Fine Foods and Country Range Group – but we need to be more proactive. From a supplier’s perspective, our recent ‘Wholesale Matters’ event has helped to swell our membership, with All About Food, Innovate Foods, McBride, Nairn’s

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Asim Sarwar, president Oatcakes, R&W Scott, RH Amar, Royal Unibrew, Sky Throne and Warburtons all joining the Association afterwards. And we’re confident that more suppliers will see the value of SWA membership as a result of that event. Recruiting and retaining members, both wholesalers and suppliers, remains one of our biggest challenges. Our membership must be strong if we are to be taken seriously. We’re in rude health but we can’t afford to be complacent, so it is up to each and every Council officer – not just the president and executive director – to court potential new members at every opportunity. What does the future hold for the SWA? We’re in our 75th year and have reached that landmark by adapting to the needs of our members and the market place. Having had the opportunity to really get beneath the skin of the Association, I am clear in my mind that we will become even stronger. By engaging with suppliers and building relationships, we can reach out to all corners of our industry. By collaborating with other trade associations, we have a louder, collective voice. By upweighting our lobbying function, we will gain access to the key decision-makers in government. Let’s not forget that communication – and people – are our trump cards.

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VIEWPOINT

A strong voice is crucial AS Eddie Lynagh prepares to take on the presidency of the Scottish Wholesale Association for a second time, he is quick to point out that the changes within the industry since he last held the prestigious role (2002-2004) have been substantial. But as the trade has evolved over the years, so too has the Association.

However, he warns that the SWA has to be sharper in the way it communicates, with both wholesaler and supplier members. Eddie cites ‘Wholesale Matters’, the recent suppliers’ networking event held at Hampden, as “exactly the type of thing we need to be doing to get suppliers on our side”.

Eddie, who is area manager for Booker based out of the wholesaler’s Greenock depot, will become only the second individual to hold office for a second term – the first was former Bellevue owner, Graham Benson.

“The event was predominately targeted at potential new supplier members, but it also gave us an opportunity to reconnect with those who have been happy to be members but not necessarily get involved,” he explains. “What we really need is suppliers to get involved, get to know us better, understand the wholesale sector and ultimately improve all our businesses.”

“It is an honour,” he says, “but it’s not something I want to make a big song and dance about. In fact, I consider myself fortunate to be taking over at a time when we’re very strong as an Association and have a Council boasting an exceptional calibre of individuals with good ideas and a genuine desire to make our industry a great place to work.” Eddie points to the fact that there has been considerable consolidation in the industry, resulting in fewer wholesalers and suppliers. “We may have lost some of our independent wholesalers but we’re still seeing investment – not just in new depots but also in diversification by members moving into new areas of business,” he notes. “We’ve always been a forwardthinking Association and industry, and that approach is very much reflected in our wide membership.”

Eddie Lynagh, senior vice-president

With a career in wholesale spanning 30-plus years, Eddie knows more than most how quickly the landscape can change. “An acquisition or merger, involving wholesalers or suppliers, can have quite a dramatic impact on the way we do business, so it’s important that we, as an Association, take cognisance of that,” he maintains. He also makes reference to changes to the political landscape in the past year “that have been phenomenal, with more to come”. Eddie says that the Association must be prepared to deal with these changes but, more importantly, be able to influence and challenge them. To that end, he highlights the recent appointment of Edinburgh-based Caledonia Public Affairs to build on and improve the SWA’s lobbying function. “We’ve done a pretty good job at lobbying in recent years, but we need to really step up to the plate now,” he argues. “The Association has wholesale members with operations both north and south of the Border. We also have supplier members, and deal with suppliers, who have UK-wide businesses, so we have to take that on board. It’s absolutely crucial that we have a strong voice.” Eddie will have more to say about his aspirations for the future of the SWA in due course. However, his passion and commitment to the industry, Booker and the Association are apparent for all to see and he is relishing the opportunity to work once again with executive director Kate Salmon. “No president is bigger than the Association and I know from my previous experience that I have to listen to what our members say,” he stresses. “In Booker, the mantra is: if in doubt, ask the customer, and I intend to replicate that ethos with all of our members.”

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WN O SH E TB O N N A S C N T O S EN A M E E R S I L T A R E EG V L D A R O S I F TH

WHO’S WHO

Officers of the SWA Council ASIM SARWAR president Asim is managing director of United Wholesale (Scotland).

SIMON HANNAH council member Simon is managing director of JW Filshill.

EDDIE LYNAGH senior vice-president Eddie is area manager of Booker Greenock.

IAIN HILL council member Iain is managing director of Iain Hill Ltd.

JULIE DUNN vice-president Julie is operations director of Dunns Food and Drinks.

BILL LAIRD council member Bill is managing director of Today’s Group.

KATE SALMON executive director Kate looks after the day-to-day running of the SWA.

DAVID LAMB council member David is trading director of CJ Lang and Son.

JAMES BIELBY council member James is chief executive of the Federation of Wholesale Distributors (FWD).

MARTIN RACE council member Martin is trading director of Bestway Group.

JOHN FORTEITH council member John is head of business development – Scotland at Bidvest Foodservice.

RUTH SUTHERLAND council member Ruth is trading director of Sutherland Brothers.

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ACHIEVERS

New lease of life for Achievers EARLIER this year, the Scottish Wholesale Association conducted a thorough review of each Achievers award, consulting with key wholesalers and suppliers to ensure that all elements of the criteria and judging are aligned to identifying best practice within the industry. Consequently, five categories now have new entry and judging processes: Best Cash & Carry Depot, Best Symbol Group, Best Delivered Operation – Retail, Best Delivered Operation – Foodservice, and Best Delivered Operation – On-Trade. For these awards, wholesalers can enter in the usual manner but suppliers will also be asked to nominate up to five wholesalers (in no particular order) for each of the five categories. Wholesalers who have not entered themselves, but have been nominated by a supplier, will then be asked if they wish to be included in the judging process going forward. Once the entries are in, there will be two stages of judging: The first round will be carried out by the supporting supplier and four other blue-chip suppliers. They will

SPONSORS OF ACHIEVERS 2016 The following suppliers are supporting the awards for wholesalers for Achievers 2016: Best Cash & Carry Depot: Imperial Tobacco Best Symbol Group: Cott Beverages Best Delivered Operation – Foodservice: Premier Foods Best Delivered Operation – On-Trade: AG Barr Best Delivered Operation – Retail: Mondelez Corporate Responsibility Award: Coca-Cola Enterprises Best Marketing Initiative: Britvic Soft Drinks Employee of the Year: Philip Morris International Great Place to Work: Lucozade Ribena Suntory Champion of Champions: JTI There are also four awards for suppliers: Best Overall Service Project Scotland Best Advertising Campaign Supplier Sales Executive of the Year: sponsored by Sugro UK

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Achievers has always meant a lot to both wholesalers and suppliers, and now new entry and judging processes for five of the categories will elevate the awards to an even higher level.

complete a detailed questionnaire on each entrant online using SurveyMonkey. The results will determine who goes through to the next round. The second round will be carried out by the supporting supplier and the independent judges, who will visit the top three or four entrants in each category. The finalists will be asked to make a short presentation on a predetermined theme and to give the judges a full tour of the premises. As always, customer feedback will contribute a significant proportion of the total score in order to reflect the importance of the customer’s viewpoint. For the three delivered categories and Best Symbol Group, the finalists will be required to provide a list of 20 customers, and the sponsor will contact at least five of these to ask about service levels. For Best Cash & Carry Depot, customer feedback will be sought face-to-face during the depot visits. From this information and the visit, the sponsor and independent judges will agree the final result. Feedback will be given to each entrant after the Achievers dinner. This will simply be the scoring sheet showing how the wholesaler was marked by each of the five suppliers, along with their comments. “The revised judging process will breathe a new lease of life into Achievers,” says chairman of the independent

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ACHIEVERS

judging panel Graham Benson. “Involving five suppliers in the first stage of judging will give a broader view of each wholesaler, and the feedback will be more detailed. Achievers has always been highly regarded, and now this will elevate it to an even higher level.” This view is endorsed by Imperial Tobacco, which is sponsoring Best Cash & Carry Depot in the coming year. Lindsay Mennell Keating (right), UK government affairs manager – corporate & legal affairs, comments: “The new approach to Achievers will simplify and strengthen the judging process and enhance the

experience for both sponsoring suppliers and wholesalers alike. Applicants can be confident that their entries will be judged by a cross-industry panel (with up to five suppliers scoring entries in the first round) giving consideration to a range of categories and specialisations.” The organisers of Achievers – SWA executive director Kate Salmon, chairman of the independent judging panel Graham Benson, and Kirsti Sharratt and Martin Lovell of Cash & Carry Management – would like to thank the following for their help with reviewing and enhancing Achievers: Stevie Ramage of AG Barr, Norman Weir of Coca-Cola Enterprises, Andrew Lawrence of Diageo, Peter Baird of Mondelez, and Peter Wells of Whyte & Mackay, as well as Jon Mack of Bidvest 3663, David Livingstone of Batleys, David Lamb of CJ Lang, and Simon Hannah and Derek Cowan of JW Filshill.

CRITERIA IS REVISED FOR TOP SUPPLIER AWARD OF BEST OVERALL SERVICE In consultation with leading wholesalers and suppliers, the Achievers award of Best Overall Service has been relaunched with new criteria.

their supplier contacts to be able to respond quickly to any query or request, even if they have to ask their boss first.”

Cash & Carry Management’s managing editor Kirsti Sharratt, who co-ordinates the judging, explains: “All wholesalers consulted agreed that the most important aspects of a supplier’s service are getting the order delivered in full and on time and accurate paperwork and invoices. When a supplier fails in any of these aspects, it causes a lot of problems and extra work for the wholesaler.”

Channel development (retail/symbol/foodservice/ on-trade) has become more significant for wholesalers, who want suppliers to support them in their efforts. The right packs – PMPs or added value – and the right level of innovation, are also important. Finally, category/market updates are valuable if suppliers can provide them.

Kirsti adds that wholesalers are also looking for suppliers to agree a business development strategy with them, whether formal or informal, monthly or annual.

Deliveries (including admin support): max 20 points Order versus quantities delivered 7 Accuracy of paperwork/invoices 7 Timescale of deliveries 6

Wholesalers also want to be able to speak to their key supplier contacts when necessary, face to face or by email or phone. “A supplier may not have a lot of reps in the field, but that’s not a problem if the key people can be reached,” explains Kirsti. “Similarly, wholesalers want

Whyte & McKay collected the 2015 Best Overall Service award.

www.scottishwholesale.co.uk

With this in mind, the criteria has been revised as follows:

Wholesaler support: max 20 points Business development strategy/plan Accessibility of key contacts Quality of account management

7 7 6

Channel/customer support: max 10 points Channel development Relevant pack strategy (PMPs/innovation) Category/market updates

4 4 2

For help with shaping the new criteria, thanks go to David Livingstone of Batleys, Stephen Clinton of Booker, Jim Cummiskey of Fáilte Food Service, Derek Cowan of JW Filshill, Stevie Ramage of AG Barr, Peter Wells of Whyte & Mackay, and chairman of the independent judges Graham Benson.

2015

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CONFERENCE

Shaping change in industry EVOLUTION is the theme of the Scottish Wholesale Association’s annual conference, which this year takes place from 12-14 June at Crieff Hydro, Perthshire. The event has once again attracted an excellent line-up of speakers, including Booker Group’s chief executive Charles Wilson and Lord Karan Bilimoria CBE, DL, independent crossbench peer in the House of Lords and founding chairman of UK India Business Council. “The business sessions will look at recent developments and will also facilitate wider discussion among suppliers and wholesalers on how they can collaborate to evolve their businesses,” says SWA executive director Kate Salmon. Hosted by SWA president Asim Sarwar and senior vicepresident Eddie Lynagh, the conference will feature several speakers from outwith the wholesale industry. These include Marc Crothall, chief executive of The Scottish Tourism Alliance; Ryan James, chairman of The Glasgow Restaurant Association; and Anx Patel, chief executive officer and founder of GoKart. There are also several wholesalers presenting – Sam Wilcox, chairman of Landmark Wholesale and group wholesale managing director of Blakemore Wholesale; Simon Hannah, managing director of JW Filshill and chief executive of Craft Beer Clan of Scotland; and Coral Rose, managing director of Country Range Group. “I’m very much looking forward to attending my first SWA conference and also delighted that I have been invited to speak,” says Coral (left). “I will be sharing Country Range Group’s philosophy of ‘Evolution not Revolution’. Having enjoyed double-digit growth for the last 10 years, it is important that we protect what we are doing well whilst also recognising what needs to evolve to ensure continued growth and success.

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“Our group vision is for our members to be the wholesaler of choice for independent caterers and brand owners. I hope that our story demonstrates how we will achieve this and inspires suppliers on how they can better support independent wholesalers within the foodservice channel.” Supplier executives on the rostrum include PepsiCo’s sales director Jason Belmont; Philip Morris International’s managing director Martin Inkster and director of UK corporate affairs James Barge; and Jason Milloy, business unit director at Nestlé UK. Commenting on the chance to speak, Jason Milloy (left) says: “The work of the Scottish Wholesale Association is very close to my heart, as I started my career with Nestlé 18 years ago as a field sales territory manager, working with a number of wholesalers and independent retailers across central Scotland. It is therefore a great privilege to present to this audience and reflect on how the market has evolved over that time. “Under the theme of ‘Evolving Together with Confectionery’, we will discuss the importance of confectionery to the wholesale channel, understand how the market is evolving, and consider how manufacturers and wholesalers could work even more closely together in the future to continue to drive a successful confectionery business.” Kate Salmon concludes: “Our conference is longestablished on the trade calendar. It brings together wholesalers, suppliers and other senior industry executives for a balanced mix of business sessions and social activities, and it provides a valuable opportunity to network in an atmosphere that is both friendly and productive. I am confident that delegates will find it most worthwhile.”

www.scottishwholesale.co.uk

DO YOU FEEL VALUED BY YOUR SYMBOL GROUP?

YES Congratulations, you’re probably with Today’s. When asked, 81o/o of Today’s retailers said they felt valued, the highest score out of all 12 symbol groups that took part.*

NO You have our sympathy. If you’d like to develop a great relationship with a Symbol group, talk to us at Today’s and benefit from the support of independent wholesalers who recognise and value independent retailers. To join our winning team visit www.todaysplanforprofit.co.uk or www.todays.co.uk.

*Source: him! Symbol Track 2014

NETWORKING EVENT

Unique access to wholesalers THE networking event hosted by the Scottish Wholesale Association in April highlighted to over 30 suppliers how the trade body can assist them in dealing with Scotland’s wholesalers. Held at Hampden Park in Glasgow, the ‘Wholesale Matters’ meeting enabled the SWA to explain its role and objectives to companies that are not currently members. It also provided a platform for the suppliers to meet SWA Council officers and other key wholesalers. SWA executive director Kate Salmon says: “We are fortunate that the SWA already enjoys incredible support from a large number of leading suppliers. However, there are many more who do not yet fully understand what we do, or appreciate the unique access to Scotland’s wholesalers that supplier membership can provide. “Our supplier members are invaluable to the success of the Association and it has always been our belief that strong links between wholesalers and suppliers are vital to

the continued growth and future prosperity of our dynamic and challenging market place.” Asim Sarwar, SWA president and managing director of United Wholesale (Scotland), told the audience: “Our role is to provide an effective communications channel for our members, both wholesalers and suppliers. We can set up introductions, offer unique networking opportunities and help you understand the challenges wholesalers are facing in the Scottish market – challenges that may be very different from those south of the Border.” The SWA’s lobbying role was also flagged up as being of critical importance to wholesalers and suppliers. Margaret Smith, director of Caledonia Public Affairs, which was recently engaged by the Association, said: “My objective is to build effective partnerships with politicians so that when decision-makers are making policies that affect this important sector, they have a better evidence base and understanding from which to work. Sometimes it will be right to involve suppliers in the representations we make.”

Speakers at the SWA networking event, which has already resulted in several new supplier members for the Association.

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NETWORKING EVENT

BENEFITS OF SWA MEMBERSHIP “For any business, the greatest strength, frequently the greatest weakness, and always the greatest opportunity is its people. The SWA offers excellent industry-specific training.” Julie Dunn, operations director, Dunns Food and Drinks “We use the SWA’s two annual events, the Achievers awards dinner and the conference, to catch up with suppliers and other wholesalers. Scotland is very different to the rest of the UK. Wholesalers here have the unique ability to kick lumps out of each other nine to five, then enjoy a drink together in the evening. Suppliers should utilise the platform that the SWA has created, not only to understand Scotland better, but also as a springboard to success.” Stuart Harrison, senior grocery buyer, JW Filshill

Ross Brown of Premier Foods highlights publicity in Cash & Carry Management as one of the advantages of SWA involvement.

A series of speakers at the networking event outlined the full scope of the SWA’s work. These included Eddie Lynagh, SWA senior vice-president and area manager at Booker Greenock, who urged suppliers: “Come and talk to us – not about delivery times or price, but about strategy and where you want to take your brand. We can point you in the right direction.” As this Yearbook went to press, Kate Salmon reflected on the success of the event: “We have been delighted by the response from suppliers. Several companies have already joined the Association as a direct result of the meeting, and we expect more to sign up shortly.”

“The SWA is totally committed to ensuring that the industry in Scotland prospers, but you only get out of it what you put in. If you operate within the wholesale sector in Scotland, you must be a member.” Graeme Clark (right), managing director, Scot-Serve “The SWA has consistently delivered against the manifesto it has put forward. We were one of the worst suppliers to Scottish wholesalers 10 years ago. What has helped turn that around is the Scottish Wholesale Association – it has given us better understanding of the industry. The SWA is a voice for the trade and that is increasingly important.” Jonathan Kemp (right), commercial director, AG Barr “The SWA conference provides a fantastic opportunity to network with key players in the Scottish marketplace in a non-contentious environment. Achievers opens doors too, and enables suppliers to be instrumental in helping to raise the bar in terms of industry standards.” Ross Brown, business manager – foodservice, Premier Foods

The event at Hampden provided a great opportunity to network.

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LOBBYING

Clout in the corridors of power THE Scottish Wholesale Association, which regularly engages with politicians on issues affecting its members and their businesses, appointed Edinburgh-based Caledonia Public Affairs earlier this year to reinforce its political connections. The agency, which has vast experience in Scottish political and public life, is led by directors Margaret Smith and Devin Scobie. They bring to the Association valuable first-hand insight into the requirements of elected representatives and the importance of building relationships with key stakeholders. Margaret, who was MSP for Edinburgh West for 12 years, is a former Holyrood committee convener, deputy convener and frontbench spokesperson on subjects including transport, education and health. She also has experience of working with trade associations. Devin, who established Caledonia in 2006, has worked in public affairs and public relations for more than 25 years. Kate Salmon, SWA executive director, says: “This is an exciting but challenging time for the wholesale industry given ongoing and imminent legislation, much of which changes pace very quickly. For that reason, we need an experienced, dedicated team to keep abreast of the Scottish political scene.” Supporting Caledonia’s work with the SWA is Euan Robson, former MSP for Roxburgh and Berwickshire.

scottish wholesale association

What is your main objective in your SWA role? The SWA already has a high profile within the food and drink industry and our task is to extend that exposure to the corridors of Holyrood and Westminster by engaging with key decision-makers. It would be unthinkable for the Scottish or UK Governments to make major decisions affecting the food supply chain without engaging proactively with the retail sector. I want us to get to the position where the wholesale industry is among the usual suspects being engaged with. I will seek to build effective partnerships with politicians so that when decision-makers are making policies and taking decisions that affect this important sector, they have a better evidence base and understanding from which to work. There are a number of ways we can go about this, and individual members have a role to play by engaging with local politicians. How can individual SWA members assist your work? We have asked members to send us depot postcodes so we can identify who their local politicians are. MSPs, MPs and MEPs can then be approached, either to visit a depot or to be kept informed of developments that may be of interest. Wholesale businesses are often tucked away in industrial sites and politicians may be unaware of who they are and what they need from government at all levels. It’s important to be able to let politicians know how many of their constituents are employed within the industry, so we’re asking companies to tell us how many employees they have. Many elected representatives are likely to be genuinely surprised that they have hundreds of constituents working in the wholesale sector. Some of my SWA role is strategic, some of it is about directly engaging with government, but I’m also keen to work with individual members and help them build mutually beneficial working relationships with local politicians. What steps have you taken to understand the Scottish wholesale industry? I am meeting Association members on the ground to identify any specific areas that matter to them and their businesses. I have already met with Simon Hannah, managing director of JW Filshill, and Stuart McRoberts, head of operations (Scotland) at Bidvest 3663. I firmly believe that I can represent clients best by getting alongside them, finding out what issues affect them and

Margaret Smith was MSP for Edinburgh West for 12 years.

Margaret Smith spoke to the SWA Yearbook about her role for the Association.

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LOBBYING

On behalf of the SWA, Caledonia will engage with politicians at the Scottish Parliament (left) and the Houses of Parliament, Westminster.

seeing what makes their business tick. I’ve been very impressed with the professionalism, commitment and friendliness of everyone I’ve met. What have you learned so far? Meeting members has helped me to realise that not all wholesale businesses are the same. It’s clear that some of the challenges facing independent family firms like Filshill may be different to those for companies the size of Booker, but a lot of the big issues, such as fuel prices or pension changes, affect everyone. Over the past decade, we’ve seen measures to reduce tobacco and alcohol consumption. That will continue, with a public health bill looking at e-cigarettes and a members’ bill focusing on alcohol. These may have a sales impact on some SWA members but a negligible effect on others. Food labelling and further actions against obesity levels may be more likely to have an implication for all members. How will you build on your knowledge of the Scottish wholesale industry? Executive director Kate Salmon and the SWA Council will identify six Council members who are willing to be policy leads and other members of the Association who are happy to liaise with me. That’s going to be tremendously useful as I build my knowledge. Once we get the input from members, I will put together a public affairs strategy and timetable for the year ahead and make sure we’re talking with the right decision-makers. Which issues have you identified as being most important to the SWA membership? A large part of what I do for the SWA is to monitor what is going on at Holyrood and engage with decision-makers and partners. I recently met with SWA executive director Kate Salmon and Council members Simon Hannah (managing director of Filshill) and James Bielby (chief executive of the FWD) and we identified the following six

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general policy areas of interest to SWA members: Crime & Security Transport & Fuel Business Costs, such as wages, pensions and regulations Sustainability, including energy and packaging Food, including labelling, safety and obesity Alcohol & Tobacco How are you prioritising these issues? SWA executive director Kate Salmon has put together a survey asking members to prioritise these issues in terms of importance to their businesses. I’m looking forward to receiving that information, as well as members’ comments, and feeding it into our engagement plans. What difference will the General Election make? Scottish politics has changed radically. The SNP – with 56 out of the 59 MPs – is pushing for more powers in the Scotland Bill. A majority Tory government means a European referendum. There will also be an early Enterprise Bill. In the short amount of time you have been working with the SWA, have you made any progress? I managed to persuade Alison McInnes, MSP, the Lib Dems justice spokesperson, to table a Parliamentary motion about the importance of the Scottish wholesale industry. And when the Holyrood Economy Energy & Tourism Committee was taking evidence for its inquiry into the Internationalisation of Scottish Business, I picked up on a reference to Simon Hannah of Filshill’s new venture, Craft Beer Clan of Scotland. We followed that up by writing to Committee members with information about how government agencies are assisting Scottish companies to export and also highlighted some of the difficulties involved. Committee members have offered to meet with Simon, and the convener, Murdo Fraser MSP, has agreed to attend the SWA conference in June.

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PROFILE

Breaks are good for business FOR a great example of people who live life to the full, look no further than Sam and Barbara Henderson, the husband-and-wife team who own and run Lomond Fine Foods, the SWA’s newest member. Their business has a turnover of £12 million, they employ 85 people – many of whom have been with the company for a decade or longer – and they have two other successful commercial interests: their own bakery business, Cake, which they launched in 2011, and a 30% share in the Redemption Food Company, which produces Love Soup (see page 21). Busy? You bet. But they still manage to take between 12 and 15 weeks’ holiday a year. “We make a conscious effort to do that because our downtime adds more to the business than not,” explains Barbara. “In fact, it was when we were on holiday in France, sitting by the pool, that we decided to launch our own bakery firm.” This enviable work-life balance is a far cry from the early days, when Sam would deliver pizza on Friday nights and curry on Saturdays to ensure that they didn’t take too much money out of their fledgling business. Now 46 and 44, Sam and Barbara first met in Glasgow in 1988 while Sam was studying accountancy at university. Coincidentally, Barbara was also training to be an accountant. Just two years later they married; another year on, they set up Rolls Royale, a sandwich manufacturing business in a former café in Drumchapel. “Back then, the industry was in its infancy – people were still accustomed to making up a lunch box to take to work, and the thought of paying extra for a packed sandwich was a bit strange,” says Barbara. “It was therefore very difficult to get a margin. There was no such thing as a minimum wage, and we had low paid, unskilled labour, which caused a raft of problems – there was a lot of ‘football sickness’ and we had P45s coming out of our ears.”

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Sam and Barbara Henderson, who own and run Lomond Fine Foods.

Sam’s skills as a salesman generated the contracts with businesses and organisations – such as Shell forecourts, the NHS in Glasgow and the Women’s Royal Voluntary Service (WRVS) – that allowed Rolls Royale to grow from a standing start to the production of 14,000 sandwiches a day. Barbara recalls: “By the time I was 25, we had three children under the age of five and a business that was going full tilt, with double shifting and 80 staff. We had no life – that’s the truth of it. We tried to do everything at once, as you think you can at that age, and to be fair we did. But the children were growing up quickly and we weren’t able to enjoy them.” So the Hendersons sold Rolls Royale in 1996 to take some time out with their children. They also bought “a do-upper of a house” in Bishopbriggs and indeed “did it up” before turning their thoughts again to business. With their background in sandwich manufacturing, they decided the natural move would be to supply their former competitors and so, in May 1997, they launched Lomond Fine Foods.

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PROFILE

LOVE SOUP EXCLUSIVITY GIVES LOMOND ‘HUGE STRENGTH’ IN MARKET As Redemption Food Company’s biggest customers, Sam and Barbara Henderson believed so strongly in the quality of its products that in 2008 they bought a 30% stake in the business, securing sole rights in Scotland for the soups (branded Love Soup), stews, sauces and stocks manufactured by the business, which is based in County Durham.

by 20%, and we are aiming for a similar rise this year. People recognise the brand now. We’ve introduced soup kettles, cups and menu boards to promote the Love Soup name. “One of our biggest successes has been Heriot-Watt University in Edinburgh. The students love our soup, and this has opened the door to other universities.”

Since then, Redemption has grown to have a turnover of £3 million and Lomond has maintained its status as the biggest customer. “Love Soup gives us a huge strength,” Barbara reports. “It’s not the cheapest soup in the market but when people taste it, the freshness and quality make it a no-brainer for them.

Barbara points out that the soup market has been challenging over the years because the palate in Scotland has changed. “Lentil will always be our best-seller in Scotland but people have become more experimental so we’ve broadened the range to include varieties like Chicken Laksa, Chipotle Meatball, and Chicken Gumbo. We’ve done a lot of developmental work; in fact, we now have an NPD chef.”

“We don’t lose soup business, we just gain,” she continues. “Last year, our soup sales through Lomond increased

Sam says: “We bought a pallet of tuna, hired a van, and got on with it. I was doing the driving, the buying and the selling.” The couple leased 2,000 sq ft premises just across the road from their existing site in the Darnley area of Glasgow, and they positioned Lomond as a supplier for the lunchtime market, selling sandwich fillings, bread, cooked meats, cheeses, soup and cakes to a broad customer base, ranging from delis to sandwich shops and from student unions to restaurants. After the first year, turnover hit £300,000 and the company moved to its present 24,000 sq ft depot. Of its £12 million turnover today, around £750,000 is accounted for by Cake bakery products and a similar figure by items like Love Soup, sauces, stews and stocks from Redemption Food Company. “We achieved £12 million turnover four years ago and, although our sales haven’t increased, our profits have as a result of focusing more on control and margin,” says Sam. Barbara interjects: “I’m delighted that we’ve managed to maintain that figure because we probably had 300-400 customers close during the recession. Our team have done a smashing job bringing in new business to fill that gap.”

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Lomond Fine Foods, which earlier this year was rebranded as Lomond The Wholesale Food Co, trades five days a week and offers online ordering to assist busy chefs and caterers. A Landmark member, it has a fleet of 17 vehicles to service customers across Scotland and in Manchester. “We trunker orders down to Manchester five days a week and we have a driver and a sales rep based down there,” says Sam. “Manchester, Liverpool, Leeds and the surrounding towns probably have twice the population of Scotland. We already have a big chunk of the lunchtime market in Scotland, so if we are going to grow, we need a new area.” Lomond is also now responsible for sourcing and delivering local products into the previously neglected delis within 20 branches of the Co-op in Scotland. This arrangement has allowed the company to stock a bigger volume of Scottish products – such as unusual cheeses and more gimmicky items like haggis pakora – that its whole customer base can tap into. Lomond additionally holds exclusive rights in Scotland for a large number of products, such as certain French breads, cooked meats and, of course, Love Soup. “We want to have a point of difference,” explains Sam. “There’s no point in us selling exactly the same products as everybody else.”

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Barbara continues: “Last summer, we were one of the first suppliers to do a full range of pulled meats, and they have been phenomenally successful. We saw the market going that way from conversations we had in London. Superfoods are a big influence. For example, avocado mulch is in Subway sandwiches in Australia, so we are considering its potential here. Beetroot, turkey, rhubarb – the list goes on. For every new product that you try, you will get one that’s a complete disaster and another that just has legs and runs.” So how do Sam and Barbara find the time to search for new products, as well as fulfil their duties at the office? “Going back about five years, we set up a management team of 10 people, including ourselves, which covers all Lomond Fine Foods is a regular exhibitor at trade shows like ScotHot.

IN-HOUSE PRODUCTION IS A WINNER Inconsistent quality and lack of innovation from Lomond’s cake supplier made Sam and Barbara Henderson think that they could do a better job themselves, and so they kitted out part of their depot as a bakery and launched Cake at ScotHot 2011. The Cake range now incorporates 80 lines, and Lomond is in the process of looking for a much bigger site, having outgrown its existing 2,000 sq ft facility. Not only does it supply its own regular customers, but it also sells to other wholesalers. Interest from overseas, namely Malta, France and Dubai, is further validation that the Hendersons made a shrewd move in adding a bakery to their business. Barbara says: “We have control of the supply, quality and NPD. Until recently, we bought empire biscuits from another supplier but we now make our own and the volume has gone through the roof. We also recently launched a new range of scones, including cranachan and raspberry & white chocolate varieties. They have been immensely successful. Our Blueberry scone won the silver innovation award at ScotHot.”

aspects of the business. Everyone on the team is on a profit share and many of them have been with us for years,” says Barbara, adding: “They often second-guess our thought patterns and add their own twist.” Sam is responsible for the company’s strategy, product portfolio and sales, and he also looks after the larger customers, while Barbara’s role is more operational and people-based. Barbara comments: “We still keep our finger on the pulse. Equally, we have the freedom to explore what could take our business to the next level. For example, we recently went on a road trip to visit different companies, and then we went to London for IFE. We did the best part of 2,000 miles in nine days. Without having complete confidence in our team, we could never do that.” Talking to the Hendersons, it is clear to see that their ambition, vitality and positivity pervade not only their work, but also life as a whole. Sam says: “I like the buzz of finding new markets, creating something different and seeing a plan come to fruition. At the same time, we try to ensure that we provide a good working environment so that our staff enjoy their job. You spend most of your time at work. If you can’t enjoy it, then you’re not enjoying life.” Looking to the future, Barbara ponders: “We could sell the business – we have been approached in the past – but we would be bored. We are natural creators. We could bring in a managing director, but that is very unlikely, or one of our children could come into the business. However, we have a few years left in us yet, and while we appreciate our holidays, we really do enjoy working with our team. Not to have that would be very strange. Lomond is essentially our fourth child.”

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www.scottishwholesale.co.uk

WN O SH E TB O N N A S C N T O S EN A M E E R S I L T A R E EG V L D A R O S I F TH

TRAINING & MENTORING

Boosting knowledge and skills THE SWA’s aspiration to make wholesaling a world-class industry means that training and development of staff is crucial. Mentoring also has an important part to play in helping individuals realise their full potential.

Negotiator provides the foundations needed in a competitive world. What sets this workshop apart is its ‘real world’ focus on the most common types of trading negotiation and its structured, logical eight-step process.”

The Association’s training programme is specifically geared to the needs of members. Last year, a survey was conducted to ascertain their requirements. A schedule of courses was then drawn up by 121 HR Solutions, which manages the programme on behalf of the SWA.

Members that took advantage of the Gap training were 3663, CJ Lang, Dunns Food and Drinks, Glencrest, Gordon & MacPhail, JW Filshill, Sugro, United Wholesale Grocers and United Wholesale (Scotland). Other members that have recently benefited from SWA courses include Booker, JB Foods, William Yule and Son, and Wine Importers.

Members will be consulted regularly to ensure that the training package remains relevant and stimulating. Council member Julie Dunn is responsible for the training and mentoring aspects of the Association’s work, and she will visit members to ask what they want from the SWA. One of the most successful courses last year was ‘The Essential Negotiator’, a two-day workshop in conjunction with Mars Chocolate and The Gap Partnership. This was repeated in April this year, and was again a huge hit. The objective of the residential course is to help delegates become stronger negotiators. Sandie Holmes, principal consultant at 121 HR Solutions, explains: “The Essential

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‘Brand Selling’ was another popular training event. Hosted by Coca-Cola Enterprises, it was aimed at those involved in face-to-face customer meetings. One of the delegates, Hamish McDonald of William Yule and Son, comments: “I was reminded of a few things I had forgotten or shelved. Taking time out always reinvigorates the mind.” Zafar Shah of United Wholesale (Scotland) was equally positive. “It was a very good workshop. It was to the point, and there was lots of interaction in a relaxed environment.”

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TRAINING & MENTORING

Other training events organised for SWA members during the past year included: ‘Employment Law Update’, hosted by Finlay McKay of CMS Cameron McKenna. This was aimed at business owners and line managers with responsibility for staff. ‘Selling & Negotiation Skills’, in conjunction with Tennent Caledonian Breweries. This was designed for telesales staff. ‘Social Media’, delivered by 121 HR Solutions. Targeted at those responsible for social media within their business, this focused on the practical side of using Facebook, Twitter and LinkedIn. Sessions planned for the coming year include ‘First-line Manager Skills’ and ‘Customer Service & Sales’. The SWA is also looking at holding an event with Caledonia Public Affairs, which was appointed earlier this year by the Association to reinforce its political connections.

Mentoring Programme Since the SWA embarked on its Mentoring Programme three years ago, nine individuals – or mentees – have participated, each carefully matched to a mentor, who undertakes specific training for the role. The acclaimed initiative, which is facilitated by the Association’s training partner 121 HR Solutions, is designed to identify and retain talented people working in the key areas of buying, sales and management within the Scottish wholesale industry. The mentoring is structured around the needs of the business, so it takes place within the workplace. Although the duration is dependent on the development needs of the mentee, the norm is 12 months.

MEMBERS’ VIEWS ON GAP TRAINING “A challenging but fantastic course. It really pushes you to get the best for yourself and your company. We’re already reaping the benefits.” Seonaid Holsgrove, buying assistant, Gordon & MacPhail “I have gained confidence in my negotiation skills, and have already put them into practice this morning after attending the course!” Karen Kelly, regional account manager, 3663 “The trainer kept you motivated throughout the twoday event. I have benefited from attending in many ways, but in particular by being aware of my body language during negotiations and being confident in making demands.” Patricia Harding, junior buyer, Sugro UK

One of the current mentees is Stewart Ferguson, category manager at CJ Lang and Son, and his mentor is Graham Benson, former managing director of Bellevue Cash & Carry. Stewart comments: “My time with Graham has given me the opportunity to explore other approaches to tackling day-to-day challenges and an insight into how others address different situations in different ways.” A further four prospective mentees (from Booker and Dunns Food and Drinks) have shown interest in the scheme, and the SWA is keen to hear from other ambitious managers and, indeed, potential mentors, who might wish to participate. For further information about the Mentoring Programme, training courses or HR support, contact Sandie Holmes on (0800) 9995 121 or at training@scottishwholesale.co.uk.

Informative and interactive: SWA training courses give delegates enhanced knowledge and skills that they can apply to their own role in the workplace.

www.scottishwholesale.co.uk

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PROFILE

150 years of service excellence COMPANIES frequently claim that they focus on service, but how many actually achieve total customer satisfaction? With an average service level of 99.5%, specialist foodservice supplier William Yule and Son has earned its reputation as one of the best service providers in wholesaling. “Service levels are typically abysmal in our industry,” says managing director Mike Patterson. “I won’t pretend ours are perfect, but they are a hell of a lot better than most.” Mike makes the distinction that Willliam Yule, which focuses on the education and care sectors, sees itself as a service company operating in the food industry, not a food company that gives service on the side. “If a customer wants something, the starting point for my sales team is to answer yes, whether or not we stock it.” Mike cites an example of a catering manager from a housing association asking William Yule to source her a new car. “It wasn’t as daft as it sounds because she knew we had experience in buying vehicles for our fleet. She said she trusted us on everything.” Such exceptional service extends beyond products to guidance on a gamut of issues. Mike explains: “If commercial caterers need something, we want them to ask us first, be that advice on nutrition, how to comply with the new allergen regulations or how to go about building a new kitchen. We can help our customers with all of these things and we won’t charge them extra for it.”

Retail-to-foodservice switch Kirkcaldy-based William Yule and Son has around 430 customers, predominantly in central Scotland but with a few as far afield as Inverness, the Borders and Stranraer. This year, the company is celebrating its 150th anniversary. It began life as a tea importer – there once was a William Yule ship operating from the harbour in Kirkcaldy. Over the years, it acquired several businesses, usually other wholesalers, and switched from serving grocers to specialising in foodservice, in particular the care and education sectors. “The biggest single change happened about 40 years ago,” Mike reports. “Our two major customers were The Salvation Army and the Church of Scotland, and they had a policy at that stage of not dealing with people who sold alcohol and cigarettes. So we stopped selling those products to align ourselves with their demands.”

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Mike Patterson and his son Angus, who has a big part to play in determining the strategy for William Yule’s future, including whether it moves from its existing premises – a 300-year-old building.

Today, 90% of William Yule’s customers operate in care and education, with the remainder in the hotel, pub, restaurant and club sectors. There is a near-even split between free-trade and contract business. For the last 20 years, William Yule has held the contracts to supply dry, grocery and frozen foods to Fife Council care homes and day centres, groceries to Fife schools, and frozen foods to Stirling schools. It also has long-standing contracts with various housing associations and groups of care homes. A chartered accountant by profession, Mike joined William Yule in 1992 when his father-in-law, Graham Carson, who had bought the company in 1968, decided he wanted to step back and concentrate on his other business interests. Just one week after Mike started his new role, he unexpectedly found himself leading a management buyout of a Robert Maxwell subsidiary, Millar & Bryce, where he had been finance director. “Miller & Bryce was part of a very large organisation so it was a bit of a culture shock coming to a small business with as tight margins as you get in the wholesale world.

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PROFILE

William Yule didn’t have the luxury of HR or finance departments; you had to roll your sleeves up and do it yourself,” he recalls. “The business was profitable, but it was drifting a little bit and suffering from a trend that continues today, in that its small customers, such as independent nursing homes, were being swallowed up one after another by large national players. At the same time, although we did have some dealings with Fife Council, we didn’t hold any major local authority contracts because the Council wasn’t that organised.” Mike sat down with his team to identify the strengths and weaknesses of the business and to devise a growth strategy. “We decided early on that we did not necessarily want to be the biggest player, but we wanted to be the best.”

Placing more value on service William Yule then developed a range of added-value services under the banner of ‘The Complete Package’. Initially designed for care homes, this is now accessible by other types of customer. Mike says: “The Complete Package had the desired effect, which was to ensure that customers placed more value on the service they got from us than the price. There is a perception that, because we are a small player, we are not as cheap as the big guys. Although we generally are, I wanted to take the discussion away from price.”

While William Yule has no plans to divert its focus from customer service, Mike does have other pressing matters to attend to: upgrading the company’s technology (both customer-facing and internal), evaluating a possible move to new premises, and dealing with succession planning. To a large extent, all of these issues are linked. “I would like to retire within the next few years, but my son Angus, who has been here for two years as operations manager, is still to decide if he is committed to staying,” reveals Mike. “If he wants to, then we will look at new premises. We are very much constrained by being in a 300-year-old building – it is not ideally suited to future expansion or to technology such as voice picking.” Whether or not the company relocates, Mike believes that it has a bright future. “Being a small operator presents a great opportunity because we can react much quicker than the big firms and we are not subject to the whims of shareholders demanding ever-increasing returns. And as the world gets wealthier and we see increased emphasis on service and added value, there is no reason why we cannot continue to prosper.” When William Yule holds a race day at Musselburgh later this year to mark its 150th anniversary, Mike will encourage all 45 staff to celebrate its status as a wholesaler that is consistently first across the line.

The strategy was a success: William Yule’s turnover rose from £2 million in 1992 to £7 million today and it was voted Landmark’s Foodservice Member of the Year eight years in a row. As part of The Complete Package, William Yule added to its core range of dry, frozen and chilled foods, plus cleaning materials, by linking with fresh food suppliers. Mike explains: “Customers had been phoning to ask if we could provide their fresh meat, so we formed a partnership with a local butcher. Customers place their orders with us, the butcher delivers to them, and we deal with the invoicing and any queries. He is now our second biggest supplier – we do more with him than the likes of Premier Brands or Unilever. We have similar arrangements with fresh fruit & veg, fish and meat suppliers, and with Instock for non-foods and equipment.” The company also keeps its customers up to date with trends and assists them in complying with regulations and targets set by the Government and organisations like Healthcare Improvement Scotland. “Virtually every initiative we have come up with in The Complete Package has been imitated by our competitors,” says Mike. “We just have to keep moving the game forward.”

www.scottishwholesale.co.uk

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scottish wholesale association

ALCOHOL

New registration scheme TO reduce the prevalence of alcohol fraud in the wholesale and retail sectors, which costs the taxpayer approximately £1.3 billion in revenue per annum, HM Revenue and Customs (HMRC) will be introducing a registration scheme for alcohol wholesalers in October. Forming part of the Finance Act 2015, the legislation is designed to identify illegitimate operators, reduce unfair competition and restrict the involvement of criminals penetrating the supply chain. Cash & carries and distributors will be vetted under ‘fit and proper’ criteria, with HMRC reserving the right to ban non-compliant businesses from operating in the beer, wine and spirits market. Who will be affected by the scheme? Businesses that trade wholesale, at or after the point excise duty is payable, need to register. An exemption is made for licensed retailers that make only incidental wholesale sales. HMRC estimates that the initiative could cut the alcohol tax gap by at least 20%. How soon does the legislation come into effect? From 1 October to 31 December 2015, all alcohol wholesalers must apply online to HMRC via GOV.UK to register for the Alcohol Wholesaler Registration Scheme (AWRS). Those who do not apply within this three-month window will be unable to trade legitimately in the alcohol sector from 2016 onwards.

*This list is not necessarily exhaustive.

From 1 January 2016 to 31 March 2017, HMRC will rigorously scrutinise around 20,000 applications and carry out site visits to determine which businesses meet its ‘fit and proper’ criteria. Companies that fail to comply with these standards will be informed that they must cease trading alcohol. There will be a right of appeal. From 1 April 2017, all wholesalers and trade buyers must ensure that any UK wholesalers they buy from are approved by HMRC. An online database will be provided by HMRC for buyers to verify all approved traders. There will also be an obligation for wholesalers to display a unique reference number on all invoices. How serious are the penalties? In addition to existing penalties for duty evasion, a new civil penalty of up to £10,000 will be imposed on wholesalers trading unauthorised, as well as trade buyers caught purchasing alcohol from unauthorised businesses. HMRC will also prosecute the most serious offenders, which could result in fines or even imprisonment.

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Forward planning: new wholesalers looking to trade in alcohol after 31 December 2015 must register at least 45 working days before they intend to start operating.

What are the key conditions to meet HMRC‘s ‘fit and proper‘ criteria?* No evidence of illicit trading. Application is accurate and complete, with no attempts to deceive. The persons involved in the business have no criminal convictions relating to acts of dishonesty. No history of staff involvement in any significant revenue fraud. No connections with non-compliant or fraudulent companies. No outstanding, unmanaged HMRC debts or a history of poor payment. Satisfactory due-diligence measures in place to protect from trading in illicit supply chains. No previous attempts to avoid registration and trade unauthorised. Sufficient evidence of commercial viability and/or credibility. No persistent or negligent failures to comply with record-keeping. What can you do to prepare? Wholesalers are advised to review their processes and supply chains to make sure they are only sourcing legitimate alcohol. Applicants will be assessed on standards of record-keeping, day-to-day checks and safeguarding procedures to avoid exposure to illicit trade. A public notice will be issued later this summer. In the meantime, HMRC is publishing all the details about the scheme on GOV.UK.

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SERVING INDEPENDENTS

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COLLABORATION

Building positive partnerships by Pete Cheema, chief executive, SGF

by Paul Waterson, chief executive, SLTA

THE Scottish Grocers’ Federation and Scottish Wholesale Association already have a very strong track record of working together for the mutual benefit of our members.

LIKE the Scottish Wholesale Association, the Scottish Licensed Trade Association strives to protect and promote the rights and interests of its members.

Last year, both organisations co-sponsored a highly successful reception in the Scottish Parliament which highlighted to MSPs the ongoing work to combat the illicit trade in Scotland. Before that, the SWA and SGF had jointly produced highly practical and user-friendly guides to licensing legislation and the tobacco display ban, and we know that these have been extremely useful to our members.

The SLTA’s membership consists of publicans, hoteliers, restaurateurs, clubs and late-night entertainment venues – many of which are customers of the cash & carries and delivered wholesalers the SWA represents.

In a move explicitly aimed at combating the illicit trade in alcohol, the UK Government is implementing a scheme to have all alcohol wholesalers registered on an approved list with HM Revenue & Customs (HMRC). Crucially for the SGF, retailers will be permitted to buy alcohol only from those wholesalers who have been deemed to be ‘fit and proper’ businesses by HMRC. There is clearly a need for the SWA and SGF to work together – and alongside HMRC – to ensure that our members are given clear and consistent communications about the way in which this scheme will operate. Indeed, the wholesale registration scheme provides an excellent example of how we can work together and why we have to work together. We share members and we share many of the same issues and challenges. The political landscape in Scotland (and indeed in the UK) is changing: both our organisations need to be geared up to respond to the challenges and opportunities this political change will undoubtedly bring. I have always believed that independent convenience stores are vital to our suppliers and to our wholesalers. The need to work together has never been greater.

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It is therefore unsurprising that we have many common concerns. There are obvious synergies between the work of the SLTA and SWA, and combining our efforts makes sense when our views align – it not only gives us a stronger voice when engaging with decision-makers in Westminster or Holyrood, but it also enables us to provide definitive advice to our members. The SLTA and SWA have previously collaborated on issues such as the promotion of responsible drinking messages and rules and regulations on the retailing of tobacco. And now we have other challenges to address, including the Alcohol Wholesaler Registration Scheme, the training of personal licence holders, drink-driving laws, and the general negative attitude to alcohol retailing. We are also involved in the debate about the living wage versus the minimum wage, and about the potential removal of the centuries-old beer tie between big breweries and pub landlords, which the SLTA believes will bring opportunities for licensees and their wholesale suppliers. There is never a quiet moment in the licensed trade, and by building partnerships with key suppliers and trade bodies like the Scottish Wholesale Association, we can ensure that, on matters of mutual concern, we always punch above our weight.

www.scottishwholesale.co.uk

QUALITY

CONSISTENCY

TRUST

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PROFILE

Iain’s ‘stock car’ success story RENFREWSHIRE-BASED delivered wholesaler Iain Hill Ltd is celebrating its 25th anniversary this year with a raft of initiatives designed to lift its turnover from £8 million to £10 million within the next 12 months. Until it moved to its present 50,000 sq ft depot in Linwood two years ago, the company did not have room to expand. Managing director Iain Hill (above) explains: “Our former depot at Glengarnock was just 12,000 sq ft, and because space was so tight, we could buy in only as much as we could sell straight away.” The relocation has given Iain Hill fresh impetus. It currently delivers to a 600–strong customer base of convenience stores, newsagents, cafés and other food outlets in an area centred on Glasgow but reaching northwards to Dunblane and southwards to Ayr. The aim now is to increase its penetration in east and central Scotland. Boosting the spend from existing customers is equally important. The company is investing £100,000 to raise its profile to new heights. In February, it introduced online ordering using Sanderson software, and the value of orders placed

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by this method (as opposed to telesales) has risen by an average of 30%. Iain says: “Suddenly, there is visibility of all the products we offer, whereas previously we were limited by what we could tell our customers in just a few minutes on the phone. By the end of year one, we expect that 20% of customer orders will be made online.” Customers will also be able to take advantage of a click & collect service, which is being launched in the summer in conjunction with the opening of a 1,500 sq ft showroom at the Linwood premises. The showroom will feature key products and highlight recommended displays of the Retail Club promotion and Quidz In initiative that Iain Hill promotes through its membership of Sugro. To enhance its exposure further, the wholesaler will produce a glossy corporate brochure and use social media to communicate all new developments, in particular product listings. A competition for suppliers to design the best side of a truck will be promoted on Facebook, and the design that gets the most hits will be reproduced on the company’s fleet of five 18-tonne lorries.

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PROFILE

Other anniversary plans include events in the summer to thank staff and suppliers for their contribution to the business over the past 25 years. Looking back, Iain admits the beginning was inauspicious. After graduating from the University of Glasgow with a degree in geography, he knew he wanted to have his own business, but he didn’t know what. “I attended a couple of trade fairs in London and walked round every stand asking if they wanted a sales agent in Scotland. Highlander Crisps said I could buy crisps from them and cited Cunninghams [a now defunct wholesaler] as an example of how I could operate. However, when I spoke to retailers they only wanted Golden Wonder or Tudor Crisps. I went into Makro Glasgow and by coincidence there was a one-day special on Golden Wonder.” Iain drove back and forth three or four times in the one day, cramming his yellow Ford Escort with boxes of crisps and selling them on to retailers. “That’s how I started,” he recalls, “but then I panicked because I needed to supply the retailers with stock the following week. I had to shop around all the cash & carries. Fortunately, there always seemed to be someone offering a deal.” At that time, Iain was still living with his parents in Kilbarchan, Renfrewshire, and using their garage as a stock room. After his Ford Escort was stolen – “thankfully not with the stock in the car; that would have been more valuable than the car itself“ – he bought a bright orange bargain of a van.

With the ability to handle more stock came increased sales and, in 1992, he rented a store in Johnstone. Three years later, he moved to farm buildings in Howwood and took on his first full-time member of staff, Robert Millar, who as general manager remains Iain’s right-hand man today. The company stepped up a gear in 2002 with its relocation to a “real warehouse on an industrial estate” in Glengarnock and again in 2013 with its final move to Linwood. Today, Iain Hill provides employment for 20 people. “Before I recruited Robert, I had taken on a couple of YTS guys, but really I was quite happy to be out in the van myself,” says Iain. “Although I didn’t have a business plan, I was always focused on providing a reliable service to my customers. That seemed to do the trick.” As the business grew, Iain directed his energy to finding the right people to work with him. “In this industry, we’re dealing with people. We’re selling exactly the same products as everybody else, generally at the same prices as everybody else, so it’s the people who make the difference,” he says. “All of my employees get on well and many have been here for years. I treat everybody as part of the team. If someone needs help with a job, we all muck in.” This team spirit was recognised in February when Iain Hill Ltd won the Great Place to Work accolade in the 2015 Scottish Wholesale Achievers awards. The company’s business development manager Fiona Seggie also celebrated being crowned Employee of the Year.

Iain Hill now utilises five 18-tonne trucks and a 50,000 sq ft warehouse to service its customers; at the start there was just a yellow Ford Escort!

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Iain values his relationships with suppliers as well, particularly those who have worked with him from the start. Nowadays, he has suppliers knocking on his door, but for a long time it was the other way round. “After a couple of years of buying my stock from cash & carries, I started dealing with Walkers van sales – or Smiths as it was known then,” says Iain. “I really appreciated that they were prepared to take a chance on a start-up and let me open an account with them. Their risk paid off – we did over £1 million worth of business with Walkers last year. We have come a long way since those early days when we used to reverse our vans back-to-back to transfer the stock.” Iain added confectionery and soft drinks to the crisps he offered customers, and those three categories still make up his core range today. However, the exact product listing continually changes. “New product development is very important to us – it drives category growth – and we always try to find some niche products that perhaps the bigger cash & carries don’t have,” he notes. “We like helping smaller companies, having been there once ourselves.” Iain’s roots and conscientious attitude are undoubtedly plus points with customers and staff alike. “We operate

Iain Hill (right) with general manager Robert Millar – who was Iain’s first-ever employee – accepting the Great Place to Work award from SWA executive director Kate Salmon at Achievers 2015.

five days a week, from 7am to 6pm, and I am usually first in and last out,” he says without a trace of self-importance. “My staff know that, in the past, I have done all the jobs, both behind the scenes in the warehouse and dealing directly with customers. I like to think I have set high standards. Our customers deserve the best.”

OUTSELLS HOT CAKES. Scotland’s best selling beer*. So keep your fridge full, the Tennent’s cold and your customers happy.

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ICE V AD RY O G TE CA S EW N ES V * SI U CL EX *

The link between manufacturer and wholesaler

Cash & Carry Management

For more information, call (01342) 712100 or visit: www.cashandcarrymanagement.co.uk

EMPLOYMENT LAW

The lull before the storm? by Finlay McKay (right), partner at CMS Cameron McKenna

From 5 April 2015, parents with one year’s service will now have the right to 18 weeks’ unpaid parental leave up to the child’s 18th birthday. The leave can be taken any time from when the child is born or placed for adoption up to the child’s 18th birthday. This has an obvious impact on parents of school age children who may now choose to take time off to cover school holidays using parental leave. In the past, this leave entitlement has rarely been used, but we expect to see an increase in leave requests.

THE final year of the coalition’s five years in office saw a marked reduction in the volume of new legislation. Perhaps that’s why they chose to save the best for last and introduce shared parental leave this year to give employers time to deal with the complexity of the new system. We are also starting to see the full force and effect of the introduction of tribunal fees, with a 70% reduction in claims. In this article, we consider changes that came into effect in April 2015, as well as the implications of recent case law. Shared Parental Leave Parents of children due or placed for adoption on or after 5 April 2015 are now entitled to opt into the new flexible system of shared parental leave, if both parents are eligible to do so. Maternity leave and pay will remain the default system, and fathers will still be able to take two weeks’ ordinary paternity leave, but additional paternity leave has been abolished. Parents will be able to take leave at the same time or in shorter blocks interspersed with periods of work (known as discontinuous leave). Many employers have had to decide whether to enhance pay for parents taking shared parental leave. While the government guidance has said that there is no legal obligation to do so, there are some risks attached if an employer offers enhanced rates to mothers on maternity leave. We expect that there will be a challenge at some point by a father who has lost out in comparison to a mother on maternity leave. On a more practical level, it will take time for managers to get to grips with the new process, particularly the new patterns of leave, the circumstances for refusing discontinuous leave requests and the forms which set out the various declarations and statutory notices that employees are obliged to provide. Parental Leave Additional changes have also been made to the parental leave regime, which is unrelated to the shared parental leave system. Previously, parents had a statutory right to unpaid parental leave during the first five years of their child’s life.

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Adoption Leave Prior to 5 April 2015, parents wishing to adopt had to comply with different rules from parents taking maternity leave. As a result, changes have been made to various aspects of the adoption leave regime to mirror the maternity leave regime. Parents no longer require 26 weeks’ service to take adoption leave, although the 26-week period remains for parents wishing to take statutory adoption pay, which will now match statutory maternity pay where the first six weeks is paid at the higher rate. Surrogate parents who have applied for a parental order will also be entitled to take adoption leave. Eligible adoptive parents will be able to take paid time off prior to the adoption to attend up to five adoption appointments for a period of 6.5 hours. Gender pay gap reporting Under the Small Business, Enterprise and Employment Act 2015, private sector employers with over 250 employees will soon be obliged to publish information showing if there are differences in the pay of males and females. Regulations will be introduced by April 2016 at the latest. The detail of how the measures will work will be contained within the regulations. It is likely that they will stipulate the descriptions of pay gap information which should be published (for example, whether it is full-time, part-time or across gradings such as managerial staff), the time at which information is to be published (for example, whether this is to be annually), and the form and manner in which it is to be published. Employers who fail to publish this information will face fines of up to £5,000. Fit for Work service The Fit for Work (FFW) service is being rolled out across the UK from May 2015. This government initiative provides free health and work advice through its website

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EMPLOYMENT LAW

and telephone helpline to help with absence prevention. It also offers free referral for an occupational health assessment for employees who have reached four weeks of sickness absence. Employers can make a referral to FFW for an employee to obtain an occupational health assessment if they consider that there is a reasonable likelihood of the employee making at least a phased return to work, although a referral is not mandatory. The employee must consent to the referral. An employer can refer as many eligible employees as it wishes, but each employee can only be referred for one assessment in any 12-month period. The Government has also introduced a tax exemption of up to £500 (per tax year, per employee) on medical treatments recommended to help employees return to work. This covers treatments recommended by internal occupational health teams, as well as the FFW.

Implications of recent case law Calculating holiday pay – the saga continues Lock v British Gas In the latest development in holiday pay, Leicester employment tribunal ruled that holiday pay should include commission. Unfortunately, its judgment is confined to the facts of the specific case and there are still a number of unanswered questions. What we do know from Lock v British Gas is that employers must take into account the commission earned by workers when calculating their holiday pay. This only applies to the four weeks’ holiday pay a worker is entitled to under EU law, and any claims must be brought within three months of the last underpayment of holiday pay.

INCREASES IN RATES AND LIMITS from 5 April 2015 Limit on the amount of compensation awarded in unfair dismissal New limit: the lower of £78,335 and 52 times the claimant’s weekly pay. Previous figure: the lower of £76,574 and 52 times the claimant’s weekly pay. Limit on a week’s pay New limit: £475. Previous figure: £464. Statutory Sick Pay New limit: £88.45. Previous figure: £87.55. Statutory Maternity Pay (prescribed rate) New limit: £139.58. Previous figure: £138.18.

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As of 1 July 2015, backdated claims for underpayment of holiday pay will be limited to two years. We are still uncertain as to whether other forms of variable pay, such as voluntary overtime or bonuses, should be included in holiday pay. Although it seems certain that commissionbased pay should be included in holiday pay, how this should be calculated is still not clear. Collective redundancy – the ‘establishment’ test USDAW and another v WW Realisation 1 Ltd (in liquidation) and others; Lyttle and others v Bluebird UK Bidco 2 Ltd In May 2015, the European Court of Justice (CJEU) confirmed that the old law on the meaning of the word ‘establishment’ for the purposes of collective redundancy consultation still applies. Managers are therefore required to count redundant employees with reference to a local employment unit, rather than across the whole organisation. The decision is helpful for large employers faced with dealing with the realities of multi-site redundancies. For anyone not aware of the confusion in this area, two years ago the Employment Appeal Tribunal (EAT) reached a completely different view on the legal definition of ‘at one establishment’ by deleting the words in the statute, which left employers facing uncertainty. Fortunately, the CJEU has now restored orthodoxy in this area. The CJEU stated that the term ‘establishment’ must be interpreted across EU member states as the unit to which workers made redundant are assigned to carry out their duties. The unit may consist of a distinct entity, having a certain degree of permanence and stability, which is assigned to perform one or more given tasks and which has a workforce, technical means and a certain organisational structure allowing for the accomplishment of those tasks. The unit does not need to have a management that can independently make collective redundancies. It is not required to have any autonomy in a legal, economic, financial, administrative or technological sense. There may be several entities across an employer’s undertaking which meet these criteria and qualify as ‘establishments’.

What does the future hold? The Conservative party manifesto sets out a number of employment law commitments. Of particular note are the proposals to provide protections against “disruptive and undemocratic” strike action, including a turnout threshold of 50% of those eligible to vote before industrial action will be considered lawful. There is also the small matter of the EU referendum and the impact of a ‘No’ vote. To obtain further information or legal advice, contact Finlay McKay at CMS Cameron McKenna on 0131-200 7632 or log on to www.cms-cmck.com.

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Wholesaler profiles

BATLEYS

BIDVEST FOODSERVICE

established 1958 Batleys has eight branches in Scotland – Newbridge, Cambuslang, Edinburgh, Stirling, Dundee, Perth, Aberdeen and Glasgow.

established 1999 Bidvest 3663, which will be called Bidvest Foodservice as of 1 July 2015, is one of the UK’s largest foodservice wholesalers and has four depots in Scotland, including a 91,000 sq ft state-of-the-art unit at Newbridge, Edinburgh, and a 25,000 sq ft frozen and fresh depot at Larbert utilised as a frozen hub for the Edinburgh branch.

During the past year, the company has rebranded its existing depots, installed new fascias for club & symbol members, provided a chilled delivered service for Best-one customers, introduced online ordering and relaunched the Bestway Batleys depot in the heart of Glasgow. It has focused heavily on three main areas: retail club/symbol, foodservice and omni-channel (web and digital) In Scotland, over 300 retailers participate in the Xtra Local retail club, while the Best-one symbol group has more than 100 members. Deal purchase compliance has surpassed 90% across the company’s retail club/symbol network and, with consumers demanding value for money, Bestway Batleys continues to provide retailers with a platform to drive sales, footfall and profit. The Bestway Batleys Foodservice business also continues to grow, with sales to fast-food, takeaway and licensed outlets, plus restaurants and contract customers, going from strength to strength. The division, which offers over 20,000 lines and utilises 40 vehicles, has recently won multi-million-pound contracts in both Scotland and north-east England. Batleys’ Scottish operation generates more than 20% of the company’s turnover and employs over 500 staff. There is a dedicated Scottish office at the Edinburgh branch. David Livingstone looks after cash & carry, while Frank Fraser is responsible for catering. The Scottish head office team is completed by Gerry Fraser, who negotiates Scottish promotions and Xtra Local deals, and Steve Irons, who manages Bestway Batleys Foodservice‘s Scottish contracts.

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Part of the international Bidvest Group, the company offers a City Express service to its customers in Edinburgh and Glasgow. This gives foodservice operators guaranteed morning deliveries with no minimum spend. The company, which acquired Forteith Foodservice in 2012, services around 4,000 accounts in Scotland, such as schools, hospitals, hotels, pubs and restaurants. Customers can choose from 9,000 foodservice lines, including grocery, frozen, fresh and speciality foods, beverages, cleaning products, disposables and catering equipment. 3663 provides a full selection of wines, beers and spirits through dedicated wine specialists ViVAS. It also offers local Scottish produce and a recently improved fresh meat range, which is showing impressive growth. The wholesaler continues to drive forward the provision of healthy product choices, supported with advice and nutritional information. It is also developing its service and product ranges in line with customers’ focus on provenance. At the 2015 Achievers awards, 3663 won the Corporate Responsibility Award.

BOOKER established 1957 Booker is the largest cash & carry operator in Scotland, with 22 branches and more than 1,000 employees. The wholesaler lists over 18,000 lines, covering grocery, fresh and frozen foods, alcohol, soft drinks, tobacco and

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BACKGROUND

non-food items. It also has fully-trained butchers and greengrocers in store. Category manager Stephen Clinton, who is based in Scotland, is responsible for Scottish-specific products and promotions. Of Booker’s customers in Scotland, there are 7,000 retailers, 30,000 caterers and 6,000 other types of businesses. The catering base includes 6,000 fast-food outlets, 5,000 bed-and-breakfast and small hotel operators, and 3,000 pubs. Booker has focused on developing Premier and there are now over 300 Premier retailers north of the Border. The Premier promotional package features 10 Scottishspecific consumer deals that change every four weeks. To meet customer demand, all of the branches in Scotland open seven days a week. Booker also offers its catering and retail customers multi-temperature delivery at cash & carry prices. The company has recently announced the development of three new vehicle types, all branded ‘Booker Direct,’ to improve service for customers.

Bain Capital, owner of Brakes Group, has recently entered into a joint venture with Fresh Direct, which encompasses three of the group’s specialist subsidiaries – M&J Seafood, Wild Harvest and Pauleys. The agreement will allow for a superior product range and an improved delivery service. To make life easier for caterers, Brakes offers 24-hour online ordering, a discounted menu design and print service, and a Nectar rewards system. More than 200 products are on promotion every month, and the Newhouse site features a development kitchen to offer product demonstrations and menu planning. Brakes is a committed partner to a number of Scottish bodies, including the Scottish Wholesale Association, Hospitality Industry Trust Scotland, Scotland Food & Drink, ASSIST and Federation of Chefs Scotland.

Booker’s commitment to customers is to improve customer satisfaction through ‘Choice Up, Prices Down and Better Service’.

BRAKES established 1958 As the UK’s leading supplier to the foodservice industry, Brakes offers a wide range of products, comprising grocery, frozen and chilled food and equipment to a wide variety of customers, such as independent pubs, restaurants, hotels, schools, hospitals, contract caterers and national chains. In Scotland, Brakes has a turnover of more than £200 million and employs over 600 staff, including dedicated area sales managers and telesales operatives. The company services both independent caterers and contract clients from three multi-temperature sites: a new 130,000 sq ft distribution centre at Newhouse, a 44,000 sq ft depot at Inverness and a 45,500 sq ft warehouse at Dundee. All three facilities are fully accredited to ISO 14001 standards. Brakes also provides a selection of specialist products, incorporating high quality seafood, fresh fruit & veg and premium ingredients from around the world. It supplies in-store bakery and retail foodservice products through its Country Choice business, speciality butchery products through its Prime Meats arm, and catering equipment through Brakes Catering Equipment.

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CJ LANG AND SON LTD incorporated in 1934 CJ Lang, which first started trading in Dundee in 1919, is Scotland’s largest independent wholesaler. It employs over 2,000 staff across the country, with more than 400 based at its head office and distribution centre in Dundee. The company owns and operates the SPAR fascia in Scotland, and SPAR Scotland is the largest symbol group north of the Border. CJ Lang supplies goods and services to over 300 stores, including 118 that are company owned. A package of incentives has been developed to encourage independent retailers to join the SPAR Scotland group. This includes up to £20,000 per store to help with conversion, free store refit project management and a full merchandising service. Advertising support, worth £2,500, is provided to launch new stores, and the retailers can participate in a new store induction scheme and fresh food sales project. New recruits receive free membership in year one, as well as free training. The stores are serviced by the largest Scottish-based sales team within the symbol sector. SPAR’s sales plan for

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2015/16 includes national TV advertising, free themed leaflets and distribution. Stores can also take advantage of the group’s successful value initiatives, such as £1 pricing and three weekly promotions. An enhanced terms package is now available for existing and new members. This features lower cost prices and additional margin opportunities through overriders on all purchases (excluding tobacco products). At the 2015 Achievers awards, CJ Lang scooped the prestigious Champion of Champions trophy and won the Best Delivered Operation – Retail title for a second year running. SPAR was named Best Symbol Group.

its own Kirkland Signature private label portfolio and the products are guaranteed to offer better quality than named brands. Each branch operates its own butchery, bakery, service deli, produce and food court. Paid membership is available to businesses and specific professional employment groups. Worldwide, the company has in excess of 194,000 employees and a turnover of approximately $110 billion, trading out of 673 warehouse clubs in 10 countries. In 2012, Costco UK launched an online shopping service for the general public. Unlike its trade and individual members, however, they are not able to visit the stores.

COSTCO WHOLESALE UK LTD established 1992 The first membership cash & carry warehouse club, Price Club, was founded in San Diego, California, in 1976. Seven years later, Costco Wholesale was established in Seattle, USA. Costco Wholesale merged with Price Club in 1983 and came to the UK in 1992. The UK operation – now wholly owned by Costco Inc – encompasses 26 warehouse clubs, soon to be 27 when the newest warehouse in Sunbury opens in August. In Scotland, Costco has sites in Glasgow, Edinburgh and Aberdeen. Out of its Aberdeen warehouse, Costco provides a delivery service for trade-only members in recognition of the significant distance many travel to the branch. There are no plans to offer delivery from any other Costco depot. All three Costco warehouses in Scotland made another major contribution to the company’s chosen charity, Children in Need, during 2014. Over the last 14 years, Costco UK has raised an estimated £5.9 million.

COUNTRY RANGE GROUP established 1992 Country Range Group works on behalf of 13 independent wholesale catering suppliers, including Scottish wholesaler Dunns Food and Drinks. Boasting a combined group turnover of £390 million, the organisation prides itself on offering a combination of local knowledge and services on a national scale. Members have access to the Country Range own-brand, which features more than 800 lines, and a K2N (Key to Nutrients) online resource, which enables foodservice operators to create nutritionally balanced menus and compare them against food-based standards and guideline daily amounts (GDAs). Country Range Group also produces Stir It Up magazine, which provides industry news, menu advice and recipe tips for caterers every month.

DUNNS FOOD AND DRINKS LTD Costco sells a wide range of top brand goods, covering ambient, chilled and frozen food categories, as well as an extensive choice of non-foods, such as computers, furniture and TV/audio equipment. The company also has

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established 2001 Delivered wholesaler Dunns Food and Drinks operates from a 70,000 sq ft depot in Blantyre and services around 2,000 customers with a range of over 4,000 products.

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A member of Country Range Group, the privatelyowned company provides a one-stop shop for the licensed and foodservice sectors in Scotland and its operations include manufacturing, warehousing, distribution and sales. Dunns is the largest and oldest independent drinks dispense company in Scotland. Last August, it purchased Dameck, an independent wholesaler, which supplies Scotland’s largest range of craft beers to the on-trade. Dunns stocks over 300 wines. It produces wine menus for customers free of charge and offers free training for all employees and customers through its new Wine Academy. The company also launched a Beer Academy this year, and will be introducing a completely new refrigeration kit this summer. Other developments include a new website, online ordering and weekly promotional flyers that are sent directly to customers’ inboxes. From a standing start last April, online orders now account for around 24% of revenue. With 106 employees and annual turnover nearing £25 million, Dunns’ aim is to be the number one recognised wholesaler for quality, pricing and range.

FÁILTE FOOD SERVICE established 2004 Independent wholesaler Fáilte Food Service sells a wide range of chilled and frozen foods, groceries, soft drinks confectionery and non-foods to sandwich bars, fast-food outlets, burger vans and other mobile caterers. Fáilte has a 58,000 sq ft warehouse at Glasgow’s fruit & vegetable market in Blochairn. Last August, the company expanded its Fáilte Produce operation, which offers prepared fruit & vegetables, by moving it into a dedicated 20,000 sq ft building in Blochairn. Fáilte now buys its own fruit & vegetables direct from all over Europe. The wholesaler has around 2,500 customers, with the majority based in Scotland. However, it also delivers once

a week to England and recently invested £250,000 in purchasing five new trucks. Fáilte now has 55 multitemperature vehicles, and deliveries account for 80% of its sales. At the 2015 Achievers awards, the company won Best Delivered Operation – Foodservice for a second consecutive year. A Today’s Group member, Fáilte employs 120 staff and has a turnover of about £24 million. In 2014, it gained the BRC Global Standards certificate for Storage and Distribution. Over the next 12 months, the wholesaler plans to spend £100,000 on upgrading its IT systems and website.

FORTEITH FOODSERVICE (3663 ALBA LTD) established 1955 Forteith Foodservice, which was acquired in 2012 by longstanding partner BFS Group (3663), offers a delivered service to retailers and caterers from a 22,000 sq ft multitemperature warehouse in Oban. Its customer base extends from Glengarry in the north to Luss and Campbeltown in the south and from Callander in the east to the islands off the west coast. The depot services 1,200 foodservice accounts, including independent caterers, small groups of hotels, west coast ferry operators CalMac, and Argyll & Bute local authority. It also supplies 300 retailers. Using 12 multi-temperature vehicles, the company offers a wide range of products, such as butchery, ambient, licensed, tobacco, chilled and frozen foods. In total, it has access to over 35,000 lines through its links with parent company BFS Group and partners with which it has distribution arrangements. These include Landmark, Delice de France and Cuisine de France. The wholesaler reports that it has made exceptional progress in recent years. This has been attributed to its core competencies of service, quality and range, as well as offering added-value solutions to its customers. Forteith is accredited to BRC Global Standards for Storage and Distribution. Forteith has been working closely with Scotland Food & Drink, Visit Scotland and local producers to improve the marketing, distribution and availability of local produce. At the 2015 Achievers awards, Forteith was honoured with the Best Marketing Initiative. The wholesaler has listed numerous local and Scottish suppliers over the past few years, and prides itself on the range of local produce it offers. This includes Argyll wild venison, pork, hill lamb, beef and free-range eggs; biscuits

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BACKGROUND

from Island Bakery Organics; Soaves ice cream; and local ales from Oban, Mull and Colonsay. It intends to continue developing products and services that best fit the west coast of Scotland. Much of the produce is processed on site at its own butchery cutting plant. The company’s links with the local community are reinforced by its sponsorship of the World Stone Skimming Championships, which take place every year on Easdale Island, near Oban. It also runs the award-winning West Highlands & Islands trade show – one of the largest food and drink exhibitions in Scotland. The wholesaler has developed a daily link with its sister company Bidvest Foodservice. This gives Forteith easy access to the huge range offered by Bidvest Foodservice, including products already stocked at the Oban facility. Several projects have been completed in the last 12 months, including a fully updated website, a comprehensive reorganisation of the warehouse and numerous training programmes for the company’s employees. It plans to further leverage the support of Bidvest Foodservice and develop new logistical solutions to deliver service excellence to its customer base.

GLENCREST LTD established 1996 A family business run by brothers Ross and Fraser Gourlay, Glencrest delivers soft drinks, confectionery, crisps, snacks, beers, wines and spirits to a 3,000-strong customer base that includes schools, colleges, universities, forecourts, pubs, clubs, restaurants, takeaways and leisure outlets. In May 2014, Glencrest moved to a new 20,000 sq ft depot in Glasgow where it has added a cash & carry operation to its delivery service. The company expects the cash & carry element to account for 20% of its sales. The van sales side of Glencrest’s business trades under the name of Confectionery Direct. Using a fleet of five custom-fit vehicles, it provides excellent service levels to its 400 regular customers. Last year, the company introduced AWAKE – a new range of caffeinated chocolate bars. To continue its investment, the company has just launched Crisps Direct, a van sales operation specialising in crisps and snacks. Glencrest Tailored Solutions, which provides brand owners with tactical sales activity, in-store audits and merchandising, trade days and sampling campaigns, continues to grow, with an ever-increasing client base and order book.

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GORDON & MACPHAIL established 1895 Gordon & MacPhail, which is owned and managed by the third and fourth generations of the Urquhart family, is located in Elgin. The iconic retail shop on South Street, where the company was established, still thrives today. Since those early days, the business has grown into one of Scotland’s leading independent whisky specialists through wholesaling, bottling, exporting and its own distillery in nearby Forres. The £24.8 million turnover company is regarded as the world’s leading malt whisky specialist. Today, Gordon & MacPhail bottles over 300 expressions of single malt whisky aged from five to 70 years and vintages from 1936 to more recent times. Its products are enjoyed throughout the UK and in over 50 markets worldwide. In 2013, Gordon & MacPhail won the prestigious Queen’s Award for Enterprise: International Trade for the second time (the first in 2009). The company owns and manages Benromach Distillery in Forres. Benromach is exported to over 35 markets and sales grew by 21% last year. The beginning of 2014 saw whisky production double, and new warehouses were built to meet future demand. Further investment has continued into 2015, with the completion of an additional warehouse and enhancements to visitor facilities. Gordon & MacPhail is one of Scotland’s leading independent wholesalers with a portfolio of over 3,000 lines, including 180 micro-brewed bottled beers, a selection of speciality rums and vodkas, 600 wines and a wide collection of smaller format whiskies, gift packs and sundries. Around 60% of wholesale sales are to the offtrade and 40% to the on-trade. Gordon & MacPhail is accredited to ISO 9001 and employs 138 staff. In 2012, it gained Investors in People Bronze status – an award that recognises organisations at the leading edge of best practice.

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At the 2015 Achievers awards, Gordon & MacPhail was named Best Delivered Operation – On-Trade for a second successive year.

employs 10 staff, has four delivery vehicles. Although it originally focused on sweets, crisps, soft drinks, alcohol and ice cream mixes, it has added a selection of catering products to target the hot food sector.

HUGHSON BROTHERS

The wholesaler’s two reps now have company vans, which they use not only to carry out their daily calls, but also to promote new and existing lines. Monthly sales meetings with the reps have also been introduced, with a view to sharing customer feedback and identifying additional sales tools.

established 1923 Hughson Brothers is the trading name of John Tulloch (Shetland Products) Ltd, which was originally founded as a knitwear manufacturer. The business moved into wholesaling in 1978 with the acquisition of Lerwick firm Hughson Brothers. In May 2012, it was bought by its accountant, Robert Boulton, who invested £150,000 in upgrading the 15,000 sq ft depot with a new roof and warehouse cladding. Boasting a turnover of around £7.5 million, Hughson Brothers has 16 staff and is involved in cash & carry, delivered wholesaling and ship chandlery. It services retailers and caterers throughout Shetland and supplies a wide range of products incorporating ambient, chilled and frozen foods, soft drinks, confectionery, cigarettes, non-foods, wines, beers (including kegs) and spirits. The company also has its own butchery department, selling fresh and frozen meats. For its delivered service, Hughson Brothers uses six vehicles branded with the company logo and Today’s logo. A total of 17 of its retail customers are members of Today’s retail club. The company has invested in a new computer system and hopes to offer an online ordering service later this year.

The company delivers Dunn, Barrs and Currie drinks in returnable glass. It also supplies a full range of the drinks in plastic bottles, supplementing this service with goods such as confectionery to accounts in the KA postcode area and Stranraer. Iannotti Brothers takes part in Sugro’s Quidz In programme, which enables retailers to sell a range of £1 products at attractive margins. The company remains committed to negotiating smarter deals with suppliers and developing its retail club to improve its competitiveness in the market place.

JAMES WILSON (ORKNEY) LTD established 1996 The cash & carry and delivered wholesaler is based at a 20,000 sq ft purpose-built warehouse at Stromness and services retailers and caterers in Orkney with a 6,000-strong range of food, soft drinks, alcohol and non-food lines. James Wilson first commenced trading in 1927 and nearly seven decades later, long-serving employee George Kirkpatrick and his wife Helena led a management buyout. The duo have since been joined by their sons Colin and Donald as fellow directors.

IAIN HILL LTD The company has 20 employees and a turnover of £5 million. Retailers account for two-thirds of the business,

established 1990 see pages 32-34

IANNOTTI BROTHERS LTD established 1967 Sugro member Iannotti Brothers operates from a 17,000 sq ft depot in Ayr, offering more than 5,000 lines to offlicences, pubs, clubs, licensed grocers, CTNs and mobile shops. Managing director Roberto Iannotti and his cousin Tony, who is company secretary, hold equal shares in the business, having taken over from their fathers and uncles. Approximately 75% of Iannotti Brothers’ business is delivered, the rest cash & carry. The company, which

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caterers the rest. Of the 60 or so retail customers, 12 are members of Today’s retail club. Hand-held scanners are used by the 14 customers who order electronically. The Orkney economy continues to show signs of recovery. Whilst expanding global supermarkets and discount stores continue to pressurise smaller businesses in Orkney, many people realise the importance of supporting their local shop for community sustainability. Tourism and visitor numbers remain increasingly important and, with the archaeological excavations at the Neolithic World Heritage Site at Brodgar recently featured on the cover of National Geographic, the staff at James Wilson remain optimistic.

JB FOODS (SCOTLAND) LTD established 1963 JB Foods is one of Scotland’s largest family-owned wholesalers, operating from a two-acre site at Loanhead, Midlothian. The company offers more than 5,000 lines of frozen, chilled, ambient and non-food products to independent caterers, with a 3,000-strong customer base stretching from as far north as Elgin to south of Newcastle. In recent years, it has significantly expanded the size of its range, particularly in the grocery and non-food categories. Since its acquisition of Double A Ices seven years ago, the NSI-CMiaccredited wholesaler has developed the retail side of its business by supplying impulse ice cream and frozen retail products to convenience stores, including all Scottish Co-ops, and other wholesalers. Ice cream sales span both foodservice and retail accounts, with JB Foods‘ designated customer base (it is a member of Ice Cream World) covering an area from Newcastle to Edinburgh and Glasgow to Perth.

JW FILSHILL LTD established 1875 JW Filshill operates from a 170,000 sq ft warehouse at Hillington, Glasgow, and it also owns two retail shops: at Renfrew and Kirkcudbright. The company provides a comprehensive range of soft drinks, confectionery, tobacco, alcohol and convenience lines. A cash & carry facility is available but 90% of sales are generated by the delivered wholesale arm. Although most of its customers are in Scotland, Filshill has a rep working in England and distributes to customers as far south as Leeds. Orders are trunked down overnight and delivered by two vehicles based in England. Filshill’s symbol offering is KeyStore and there are currently 165 outlets, some operating under the KeyStore Express format, which is suitable for forecourt and high street locations. KeyStore Express has its own promotional package, which is more impulse-orientated than the standard programme. The website (keystore.co.uk) provides information on the symbol group, including new products, competitions, promotions and a store finder. This continues to be very popular with consumers, attracting thousands of hits each month. The wholesaler prides itself on enabling KeyStore retailers to create effective in-store theatre, using special deals and competition prizes negotiated with suppliers to draw consumers in.

In October 2014, the company completed the acquisition of Farm to Freeze based in Berwick, thereby gaining a fresh meat operation. This will form a major part of JB Foods’ strategy in the coming years, helping to push the business into a new trading arena. The wholesaler reports that J Browns Craft Butchery brand is already gaining momentum, with the emphasis being on craft and quality.

Filshill has an EPoS system called Re-Scan, which is supplied to retailers free on loan. Re-Scan carries individual retailers’ selling prices, which automatically alter when the cost of goods change – this is of major benefit to the retailer’s margin. The stores can also access threeweekly consumer promotions, which are created at Filshill’s head office.

Affiliated to Caterforce, JB Foods has 25 multitemperature vehicles and employs up to 100 people during the peak season. Company revenue is in excess of £20 million.

As well as its KeyStore members, Filshill services 1,600 independent retailers. They can take advantage of Smart Buy, a package of impulse, grocery and alcohol lines with window bills and shelf talkers. Smart Buy and Profit

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Maker promotional activity, which is available to customers every three weeks, has proven to be very successful. Profit Maker includes category information, planograms and special deals. Web-based ordering is available via www.filshill.co.uk where customers can also access details of promotions, new lines, category information and their account balance. Filshill, which provides employment for 210 people, has a turnover of around £168 million. The company plans to enhance its technology to provide an even better customer experience.

A member of Landmark, JWG aims to be a one-stop shop for retailers and caterers. It has a total turnover of £22.5 million. The wholesaler has continued to enlarge its retail customer base, with local deals aimed specifically at its retail club members. Consumer offers from the retailers on Orkney and Shetland are publicised in the local media. Ships stores foodservice and provision supply is another growth area. The company recently expanded into ships agency work, and it now holds a quality accreditation mark from the International Ships Suppliers Association. JWG has also made significant improvements to its infrastructure, including new refrigerated vans and HGV vehicles equipped with the highest standard of temperature control and monitoring equipment. JWG is a City & Guilds training centre and it runs accredited ServeWise courses. The company offers both on-trade and off-trade customers industry-specific electrical testing in line with workplace safety legislation. First aid training is now also available. In the coming year, JWG plans to improve its quality standards, due diligence and staff training.

JWG PLC established 1983 The company’s wholesale operation began in 1983 when George and Anna Hepburn bought JW Gray & Co, a small locally-based wholesaler. Since 2000, the business has been run by their son-in-law Iain Johnston, who now holds the post of partner and operations director. The business comprises two wholesale depots offering both cash & carry and delivered services, a bonded facility, and a leisure division. The wholesale division’s 37,000 sq ft branch in Shetland stocks 14,000 lines, including licensed products, soft drinks, tobacco, non-foods, fresh meat, catering goods, fresh fruit & vegetables, and frozen foods. The 20,000 sq ft depot in Orkney also offers a wide range. In 2009, JW Gray acquired the business interests of its main on-trade competitor in Orkney – Orkney Wholesalers Ltd. Since then, JWG has utilised its technical service division to secure several large contracts, and successfully tendered for the local council and NHS fruit & vegetable contracts earlier this year. In addition, the company recently announced that it will commence the foodservice provision for the Total Gas Plant this year, in conjunction with global player ESS. This follows JWG‘s largest-ever contract win, which involves supplying and assisting Shetland FM across both depots with all foodservice and porterage provision for the Laggan Tormore accommodation facility at Sella Ness.

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LANDMARK WHOLESALE established 1972 Landmark was formed in 1972 to provide a centralised trading and marketing operation on behalf of independent wholesalers. Today, the group has 37 members operating across 108 depots, with a combined turnover of around £3 billion. There are six members in Scotland: Forteith Foodservice, JW Gray, Lomond Fine Foods, Sutherland Brothers, United Wholesale Grocers, and William Yule and Son.

LOMOND FINE FOODS LTD established 1997 see pages 20-22

MAKRO SELF SERVICE WHOLESALERS LTD established 1971 Makro has 30 warehouse-style stores across the UK including three in Scotland: Glasgow, Aberdeen and Edinburgh. Makro is part of the Booker Group. The £140 million acquisition of Makro was given the green light by the Competition Commission in April 2013, culminating in the creation of a wholesale network containing more than

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200 branches. Last year, the Booker branch in Shawfield, Glasgow, was converted into a Makro depot, while the original Makro unit in Hillington Road was sold to Arnold Clark. Makro is, on many levels, a different business to Booker. In addition to a comprehensive food portfolio, Makro offers a broad range of non-food items, such as stationery, office equipment, furniture, catering and cleaning equipment, clothing, general maintenance products, electrical appliances and seasonal goods. A large proportion of Makro’s customer base is made up of small business customers. Fresh fish, meat and wine are particular strengths within the wholesaler’s offering. Two of Makro’s Scottish stores – Glasgow and Edinburgh – offer an extensive foodservice range, with catering customers able to take advantage of delivery direct to their premises. The general public can buy a wide range of non-food products online without the need to have a Makro trade card. In order to give customers an improved shopping experience, the Aberdeen and Edinburgh stores were refurbished in 2012. This included wider aisles, brighter lighting, improved signage and simpler point-of-sale messages, as well as the removal of entrance turnstiles.

MATTHEW CLARK established 1996 Matthew Clark’s Scottish operation contributes more than £80 million to its total UK turnover of £750 million. The company delivers to over 16,000 on-trade premises in the UK from 14 regional depots. In Scotland, it has an 80,000 sq ft distribution centre in Glasgow and a 15,000 sq ft satellite warehouse in Dundee. The wholesaler boasts a 4,000-strong range that incorporates over 1,200 wines, 575 of which are exclusive. Recent additions include Willi Opitz (Austria), Chalk Hill (Australia) and San Salvatore (Italy). As part of its one-stopshop approach, it also offers an extensive choice of spirits, beers, soft drinks and ciders.

listings of low and non-alcoholic products. This includes Alhambra Sin, the first non-alcoholic beer available in draught. As the premium spirits market gains further momentum, particularly through the medium of cocktails, the group has also extended its range of gin, rum and tequila products. Matthew Clark is committed to offering the best in-class service for the Scottish on-trade by providing innovative solutions. These include bespoke point-of-sale merchandise, advice on drinks lists and themed promotions. In addition, the company holds a series of annual wine tastings across the UK and recently hosted its Uncovered event at the Assembly Rooms, Edinburgh, for the first time. To help outlets adapt to changing consumer demands, Matthew Clark offers training in products, hospitality and labour scheduling. All of its sales team and telesales staff have also attained qualifications from the Wine & Spirit Education Trust. In September 2013, Matthew Clark and Molson Coors announced a joint partnership in Scotland, resulting in the wholesaler supplying Coors products to independent bars and hotels. More recently, Matthew Clark acquired a 51% stake in marketing agency Elastic. The wholesaler had previously used Elastic to help run the London Wine Tasting and a series of Uncovered events.

PALMER AND HARVEY

In 2012, Matthew Clark launched a drinks agency division called Catalyst Brands. The business currently represents and supplies brands such as Skyy Vodka, Wild Turkey bourbon and Greenall’s gin to the on and off-trade channels.

established 1925 Delivered wholesaler Palmer and Harvey has been serving Scottish retailers for more than 80 years and it now has over 3,000 customers in Scotland. It is one of the largest privately-controlled companies in the UK, and is owned by former and current employees, who all share in its success.

Following the introduction of further drink-driving legislation, Matthew Clark has responded with more

Boasting a turnover of over £4 billion, Palmer and Harvey provides a one-stop shop to independent stores.

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SUTHERLAND BROTHERS LTD established 1892 Family-owned Sutherland Brothers operates from a custom-built 36,000 sq ft depot in Wick and offers more than 4,000 lines across all categories, including an extensive selection of chilled goods.

Its services range from retail advice and web-based ordering to logistical support and supply chain solutions for retailers and manufacturers. The company has a fleet of over 1,300 vehicles and it makes more than 60,000 deliveries across the UK every week. It also offers direct van sales for snacks, sweets and foodservice. From its distribution centre in Dunfermline, Palmer and Harvey offers retailers a comprehensive range of confectionery, tobacco, alcohol, chilled and frozen products. Customers also have access to more than 60,000 lines via Plus Extra – a third-party drop shipment scheme, which involves around 300 suppliers and services. The wholesaler claims to have unbeatable prices on tobacco through its tobacco initiative, whereby retailers’ non-tobacco orders count towards a discounted price. Palmer and Harvey plans to extend its specialist training for staff throughout all departments at branch level.

SUGRO UK established 1984 Sugro UK is a fully operating buying group, providing its members with terms and service aimed at giving them a commercial advantage in the marketplace. Sugro has 74 members distributing to 16,000 independent retailers throughout the UK. Combined turnover is estimated at £870 million.

The wholesaler delivers to approximately 900 customers in the Highlands and Western Isles, an area covering 400 square miles and equivalent to one-quarter of Scotland, but containing just 4% of the entire population. The customer base is split equally between retail and catering, and the business now has a strong on-trade focus, supplying 350 pubs. Sutherland Brothers attributes its solid performance partly to Landmark’s Lifestyle Express programme, which runs in most of the 30 stores that belong to its own retail club. The wholesaler has a successful online ordering facility at www.suthbros.co.uk. It now does 30% of its sales online, and it expects to boost this to 50% in the coming year. Sutherland Brothers utilises a replenishment and putaway voice-activated system to provide efficiencies and further improve customer service. It operates a back shift for picking and loading, which allows it to offer next-day delivery, and also has a timed delivery system. The wholesaler is developing new CRM (customer relationship management) and office systems. It is changing its core system to open source ERP software, and it expects to be able to make improvements to its service and efficiency with few constraints in the future. The wholesaler has two 12kW wind turbines which, together with solar panels, make it self sufficient in energy.

TODAY’S GROUP In Scotland, there are 10 members operating within Sugro and its sub-group Acorn: Allan Wilson (Snack Sales), Apex Cash & Carry, Clydebank Cash & Carry, Glencrest, Iain Hill, Iannotti Brothers, K2 Snacks, Paul Burton Drinks, Roman Trading, and Taylor Vending & Wholesale. Sugro has a successful retail group initiative called Sweetbreak, with over 1,300 stores throughout the UK running promotional programmes and merchandising agreements. In Scotland, there are 162 stores taking part in this scheme. Sugro also operates a national contract supply network through Sugro Distribution.

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established 1987 Today’s Wholesale Services is the largest wholesale buying group in the UK. Trading as the Today’s Group, the organisation has buying power in excess of £5.7 billion and operates across grocery, licensed, on-trade, impulse, health & beauty and specialist product sectors. The Today’s Group has 171 wholesale members operating out of over 200 depots. There are 15 members in Scotland. More than 400 retail stores have a Today’s or Day-Today fascia, and around 1,600 independent retailers take advantage of Today’s Retail Club promotions.

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beers, wines and spirits. In May last year, it relaunched the Maxwell Road depot with a new licensed range and additional space for existing brands, having invested £2.2 million to more than double the size of the warehouse. The company also launched an export division in 2013. United Wholesale (Scotland) is opening a 65,000 sq ft depot in Newbridge, Edinburgh, in the second half of 2015. Representing a £2 million development, the former hardware warehouse will offer a delivered and cash & carry service.

UNITED WHOLESALE GROCERS LTD established 1982 Landmark member United Wholesale Grocers is a familyrun business with two cash & carries in Glasgow – a 110,000 sq ft depot including a distribution centre and head office in Springburn and a 40,000 sq ft depot at Polmadie. The company offers a wide range of lines across all the main product categories, with a particularly extensive choice of catering items available at Polmadie. In 2013, the Polmadie depot was reconfigured – walls were knocked down and offices were put on top of the cigarette room, effectively creating 25% more space for the range. United Wholesale Grocers now has more than 220 symbol group members whose shops are branded with Landmark’s Lifestyle Express fascia or its own ShopSmart design. In addition to pushing hard with its retail club, the wholesaler is continuing to promote its delivered business via the foodservice and catering sector. It now has a fleet of 10 delivery vehicles. United Wholesale Grocers has 166 staff and a turnover in excess of £150 million. At the 2015 Achievers awards, the branch at Springburn won Best Cash & Carry Depot.

A member of Today’s Group, United Wholesale (Scotland) services 275 Day-Today Elite, Day-Today and Day-Today Express stores. The company also offers its own U-Save retail club fascia, which has been adopted by around 100 stores. In support of Day-Today, the wholesaler has opened a 600 sq ft showroom within its Queenslie branch to highlight to retailers best practice in ranging and merchandising. United’s website (uniteduk.co.uk) offers online ordering and allows retailers to print posters, shelf talkers and tickets for over 7,000 lines. The website has regular updates from the Scottish Grocers’ Federation and planograms for all types of stores. The company, which employs 200 people, had a turnover of £220 million last year. Around 70% of sales come from cash & carry, with 30% from delivered trade – a fast-growing segment. By the end of 2015, United expects to achieve a turnover of more than £300 million.

WALLACESTCB established 1875 WallacesTCB is a brand-led, multi-beverage wholesale supplier to the Scottish on-trade. The company was formed in 2014 following the acquisition of Wallaces Express by C&C Group, owners of Tennent Caledonian Breweries.

UNITED WHOLESALE (SCOTLAND) LTD established 2002 Glasgow-based United Wholesale (Scotland) operates a 170,000 sq ft cash & carry, distribution centre and bonded warehouse at Queenslie and a 40,000 sq ft cash & carry in Maxwell Road. Together, the depots serve 2,500 customers. The company offers a comprehensive product range, comprising groceries, impulse lines, soft drinks, toiletries,

www.scottishwholesale.co.uk

Now called WallacesTCB, the Ayrshire-based business is one of Scotland’s largest drinks wholesalers, supplying the licensed trade throughout much of central Scotland, the South West, the borders and Cumbria. Both Wallaces and TCB are continuing to trade independently, although both sets of customers are benefiting from a broader product range and enhanced service levels.

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WallacesTCB has a 90-strong fleet promoting key brands and serving the licensed trade across Scotland.

Founded in 1875 as a grocers shop in Ayr, Wallaces evolved in the mid 1980s into a drinks wholesaler and now sells around 3,000 lines, including beers, wines, spirits, tobacco, soft drinks, crisps & snacks, confectionery, glassware and cleaning products. Supported by six depot sites – Irvine, Coatbridge, Dumfries, Lanark, Kintore and Inverness, the company services 7,000 on-trade customers via a 90-strong fleet. The quality of WallacesTCB’s offering, in terms of both range and service, means the company claims to deliver unrivalled choice to its customers. Its commitment to the Scottish on-trade is enhanced through the provision of loan funding to support customers with cash flow, refinancing and growth investment.

owns Cockburns of Leith, Scotland’s oldest wine merchant for supplying private clients. Sales are divided equally between the on-trade (mainly hotels and restaurants) and independent retailers. Because of the agencies it holds, Wine Importers also supplies other large wholesalers throughout Scotland. This year marks the launch of a specialist range of cuttingedge spirits, spearheaded by Makar, Glasgow’s first gin. To complement its wines, the company stocks craft ales, including Fyne Ales, Archerfield Ales and Six Degrees North from Stonehaven. It also offers a premium choice of glassware from Schott Zwiesel and prestige wine storage units for restaurants by Liebherr. Every two years, Wine Importers holds its unique Epicurean Event – a wine tasting that marries food and wine in a market-style emporium – at Gleneagles Hotel, one of its major customers. In alternate years, the company hosts a roadshow that takes in cities and towns around Scotland.

WILLIAM YULE AND SON LTD established 1865 see pages 26-27

WINE IMPORTERS LTD established 1975 Wine Importers is the Scottish agent for many notable wine producers, such as Torres, Antinori, Graham’s Ports and Masi.

Wine Importers has over 20 employees and a turnover in excess of £5.5 million. The business is continuing to grow as an increasing number of customers seek a reliable local wine supplier, and sales of better quality wines are improving as the economy picks up.

It offers an extensive portfolio of wines – 1,200 lines – from around the world, surpassing most UK merchants. New wines from Macedonia and its range of alcohol-free wines are currently generating huge interest in the Scottish market. The company, whose motto is ‘The Most Reliable Wine Wholesaler in Scotland’, is based at an 18,000 sq ft temperature-controlled warehouse in Livingston and is celebrating its 40th anniversary this year. Wine Importers has five vans that deliver to the central belt and Aberdeen and the borders. Carriers are used for other areas of Scotland and England. The company also

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DIRECTORY

SWA wholesaler members Batleys 977 Leeds Road Deighton Huddersfield HD2 1UP Tel: (01484) 481150 Website: batleys.co.uk

David Livingstone, regional controller cash & carry Frank Fraser, catering controller Gerry Fraser, senior category manager Steve Irons, senior contract manager

Bidvest Foodservice Buckingham Court Kingsmead Business Park London Road High Wycombe Bucks HP11 1JU Tel: (0370) 3663 100 Website: 3663.co.uk

Andrew Selley, chief executive Norman Wemyss, managing director – North Jon Mack, general manager – Scotland Stuart McRoberts, head of operations – Scotland John Forteith, head of business development – Scotland

Booker Equity House Irthlingborough Road Wellingborough Northamptonshire NN8 1LT Tel: (01933) 371000 Website: booker.co.uk

Charles Wilson, chief executive Andrew Thompson, commercial director Steve Fox, sales director – retail Pat Foy, regional director

Brakes 403 Edinburgh Road Newhouse Motherwell ML1 5GH Tel: (0845) 606 9090 Website: brake.co.uk

Lorna Allison, marketing manager (Scotland) Arlene Bonomi, sales director (Scotland)

CJ Lang and Son Ltd 78 Longtown Road Dundee DD4 8JU Tel: (01382) 512000 Website: cjlang.co.uk sparscotland.co.uk

Scott Malcolm, managing director John Leitch, distribution director David Lamb, trading director Jamie Buchanan, own stores director Bill Mair, sales director Graham Murdoch, IT director

Costco Wholesale UK Ltd Hartspring Lane Watford Herts WD25 8JS Tel: (01923) 213113 Website: costco.co.uk

Steve Pappas, managing director Steve Barnett, trading director Sue Knowles, marketing & admin director Nick Deeks, international real estate director Magan Chauhan, finance director Towfick Agowun, IT director

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Country Range Group 4 & 5 Jupiter House Mercury Rise Altham Business Park Altham Lancashire BB5 5BY Tel: (0845) 209 3777 Website: countryrange.co.uk

Coral Rose, managing director Martin Ward, trading director

Dunns Food and Drinks Ltd 32 Glasgow Road Blantyre G72 0JY Tel: (01698) 727700 Website: dunnsfoodanddrinks.co.uk

Jim Rowan, managing director Julie Dunn, operations director Neil Rutland, buyer Tom Cullen, commercial controller David Rowan, business development manager, wholesale & soft drinks

Fáilte Food Service East Warehouse Glasgow Fruit & Vegetable Wholesale Market 130 Blochairn Road Glasgow G21 2SW Tel: 0141-548 6170 Website: failtefoods.com

Jim Cummiskey, joint managing director Grant Rennie, joint managing director Robert Duff Jnr, general manager David McKenzie, senior sales & business development manager Sarah McCann, admin manager Stephen Kyle, goods-in manager

Forteith Foodservice (3663 Alba Ltd) Glengallan Road Glenshellach Oban Argyll PA34 4HG Tel: (01631) 569100 Website: forteith.co.uk

Gabriella Mackenzie, operations manager

Glencrest Ltd 150 Clydeholm Road Glasgow G14 0QQ Tel: 0141-579 0007 Website: glencrest.co.uk nae-danger.com

Ross Gourlay, managing director Fraser Gourlay, director Kenny Tonner, sales manager Kari Gourlay, tactical sales manager

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Gordon & MacPhail George House Boroughbriggs Road Elgin Moray IV30 1JY Tel: (01343) 545111 Website: gordonandmacphail.com benromach.com

Ewen Mackintosh, chief operating officer Stephen Rankin, UK sales director Neil Urquhart, logistics & facilities director Norman Ross, finance director Ian Chapman, marketing director

Hughson Brothers Gremista Industrial Estate Lerwick Shetland ZE1 0PX Tel: (01595) 693150 Website: hughsonbrothers.co.uk

Robert Boulton, owner Carl Cross, director/buyer Drew Tulloch, director

Iain Hill Ltd 32 Napier Street Linwood Renfrewshire PA3 3AJ Tel: (01505) 684499 Website: iainhill.co.uk

Iain Hill, managing director Robert Millar, general manager

Iannotti Brothers Ltd 62 Viewfield Road Ayr KA8 8HH Tel: (01292) 265110 Website: iannottibrosltd.co.uk

Roberto Iannotti, managing director Tony Iannotti, company secretary

James Wilson (Orkney) Ltd Garson Industrial Estate Stromness Orkney KW16 3JU Tel: (01856) 850234

George Kirkpatrick, director Helena Kirkpatrick, director Colin Kirkpatrick, director Donald Kirkpatrick, director

JB Foods (Scotland) Ltd Edgefield Industrial Estate Loanhead EH20 9TB Tel: 0131-448 2888 Website: jbfoods.biz

Lee Brown, managing director Gary Black, operations director Tony Boyle, commercial director

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JW Filshill Ltd Hillington Road Glasgow G52 4HE Tel: 0141-883 7071 Website: filshill.co.uk keystore.co.uk

Simon Hannah, managing director Fraser Harrison, finance director Ian McDonald, sales & buying director Nicholas Hannah, director

JWG plc Gremista Industrial Estate Lerwick Shetland ZE1 0PX Tel: (01595) 693749 Website: jwgray.co.uk

George Hepburn, managing director Iain Johnston, partner and director of operations Steven Hutton, administration manager Michael Johnston, sales & business development manager/ServeWise tutor Kevin Sandison, warehouse foreman Andrew Devitt, Orkney depot manager

Landmark Wholesale 7 Davy Avenue Knowlhill Milton Keynes MK5 8HJ Tel: (01908) 255300 Website: landmarkwholesale.co.uk

Martin Williams, managing director Andrew Thewlis, finance director John Searle, trading director Chris Doyle, business development director

Lomond Fine Foods Ltd 7-15 Wellbeck Road Darnley Industrial Estate Glasgow G53 7SD Tel: 0141-880 8075 Website: lomondwholesale.co.uk

Sam Henderson, director Barbara Henderson, director

Makro Self Service Wholesalers Ltd Liverpool Road Barton Moss Eccles Manchester M30 7RT Tel: (0844) 445 7445 Website: makro.co.uk

Stuart Hyslop, managing director Michael McCrosson, store general manager, Glasgow Phil Davies, store general manager, Edinburgh David Gordon, store general manager, Aberdeen

Matthew Clark Whitchurch Lane Bristol BS14 0JZ Tel: (01275) 891400 Website: matthewclark.co.uk

Des Gallagher, regional managing director Dennis McDermott, customer development director Lindsay Cargill, senior regional sales manager Ross Dickson, depot manager Sue Buchanan, regional sales manager

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Palmer and Harvey 106-112 Davigdor Road Hove East Sussex BN3 1RE Tel: (01273) 222100 Website: palmerharvey.co.uk

Chris Etherington, chairman and chief executive Martyn Ward, managing director – wholesale Paul Hagon, group strategy & development director Noel Robinson, managing director – direct van sales Mark Leonard, managing director – operations Kevin Bell, distribution centre manager (Scotland)

Sugro UK Whitewell House 69 Crewe Road Nantwich Cheshire CW5 6HX Tel: (01270) 628728 Website: sugro.co.uk acornbuying.co.uk

Philip Jenkins, managing director Ian Irvine, head of commercial development Yulia Goodwin, senior buyer trading Peter Carrell, business development manager Herbinder Kaur, business development manager

Sutherland Brothers Ltd Site 11 Airport Industrial Estate Wick KW1 4QS Tel: (01955) 605070 Website: suthbros.co.uk

David Sutherland, managing director Ruth Sutherland, trading director Evan Sutherland, operations director Elaine Fraser, credit control & accounts manager

Today’s Group 3 Carolina Court Wisconsin Drive Doncaster South Yorkshire DN4 5RA Tel: (0844) 247 0700 Website: todays.co.uk

Bill Laird, managing director John Schofield, finance director John Baines, trading director John Kinney, retail director

United Wholesale Grocers Ltd 246 Flemington Street Springburn Glasgow G21 4BY Tel: 0141-557 2255 Website: uwgl.co.uk

Mohammed Ramzan, chairman Nabeel Ramzan, managing director Amaan Ramzan, sales & trading director Waqas Badar, trading director David Reilly, commercial director

United Wholesale (Scotland) Ltd 110 Easter Queenslie Road Queenslie Industrial Estate Glasgow G33 4UL Tel: 0141-781 6600 Website: uniteduk.com day-today.co.uk

Asim Sarwar, managing director Mel Saxton, operations director Razvan Syyed, chief financial officer Anshu Chandra, licensed director Ali Afsar, impulse grocery director

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WallacesTCB Crompton Way North Newmoor Industrial Estate Irvine KA11 4HU Tel: (01294) 203000 Website: wallacestcb.com

Brian Calder, chief executive Chris Cosh, procurement director Paul Condron, marketing director Jim Young, sales director – off-trade Matt Munro, sales director – on-trade

William Yule and Son Ltd 8 Park Road Kirkcaldy Fife KY1 3ER Tel: (01592) 651988 Website: williamyule.co.uk

Mike Patterson, managing director James Dick, trading director Angus Patterson, operations manager Dawn Lyczak, buyer Brian Kirkpatrick, office manager

Wine Importers Ltd Thistle House Caputhall Road Deans Industrial Estate Livingston EH54 8AS Tel: (01506) 468900 Website: wineimporters.net

Billy Bell Birse-Stewart, managing director Gordon White, administrative director Neil Renton, sales director

www.scottishwholesale.co.uk

The GroceryAid Helpline is totally confidential. Call our Helpline and whatever you want to talk about will remain in strict confidence. This free service offers support 24 hours a day, 7 days a week. For practical support go to www.groceryaid.org.uk or talk in confidence to one of our professional advisors on 08088 021122. Real lives. Real problems. Real help. GroceryAid

@groceryaid

GroceryAid is the trading name of the National Grocers Benevolent Fund. A registered Charity Reg. No 1095897 (England & Wales) & SCO39255 (Scotland). A company limited by guarantee, registered in England & Wales no 4620683

DIRECTORY

SWA supplier members AB InBev UK Ltd Porter Tun House 500 Capability Green Luton Beds, LU1 3LS Gary Bonnington Tel: (01582) 391166 email: gary.bonnington@ ab-inbev.com Accolade Wines The Guildway Old Portsmouth Road Guildford Surrey GU3 1LR Tom Wallis Tel: (01483) 690000 email: tom.wallis@ accolade-wines.com AG Barr plc 4 Mollins Road Westfield Cumbernauld G68 9HD Guy Gissing Tel: (01236) 852400 email: guygissing@agbarr.co.uk

Bacardi Brown-Forman Church Green Close Kingsworthy Winchester SO23 7TW Steve Lindsay Tel: (01962) 762100 email: slindsay@bacardi.com

BAT (UK) Ltd One Eton Street Richmond upon Thames London TW9 1EF Roger Jones Tel: (020) 8439 2500 email: roger_jones@bat.com

Baxters Food Group Fochabers Moray IV32 7LD John O’Donnell Tel: (01343) 820393 email: johnodonnell@ baxters.co.uk

All About Food Ltd The Tree House Maple Court Whitemoss Business Park Skelmersdale Lancs WN8 9TG Clair Horan Tel: (01695) 556427 email: clair@allaboutfood ltd.com

Boost Drinks Oakwood House 637 Roundhay Road Leeds LS8 4BA Al Gunn Tel: (0113) 240 3666 email: al.gunn@boostdrinks.com

Allied Bakeries 180 Glentannar Road Glasgow G22 7UP Robert Wilson Tel: 0141-347 4222 email: robert.wilson@ alliedbakeries.co.uk

British Sugar plc Oundle Road Peterborough PE2 9QU Jan Walden Tel: (01733) 563171 email: jan.walden@the silverspooncompany.co.uk

scottish wholesale association

2015

Britvic Soft Drinks Ltd Breakspear Park Breakspear Way Hemel Hempstead HP2 4TZ Trystan Farnworth Tel: (01217) 111102 email: trystan.farnworth@ britvic.co.uk

Cott Beverages Ltd Citrus Grove Side Ley Kegworth Derbyshire DE74 2FJ Melanie Morrissey Tel: (01509) 674915

Burton’s Biscuit Co Charter Court 74-78 Victoria Street St Albans Herts, AL1 3XH David Grant Tel: (01727) 899700 email: david.grant@ burtonsbiscuits.com

Danone Waters (UK & Ireland) Ltd 2nd Floor International House 7 High Street Ealing London W5 5DW Scott Graham Tel: (020) 8799 5800

Carlsberg UK Jacobsen House 140 Bridge Street Northampton NN1 1PZ Jim Logan Tel: (01604) 668866 email: jim.logan@carlsberg.co.uk Coca-Cola Enterprises Ltd Enterprise House Bakers Court Uxbridge Middlesex UB8 1EZ Norman Weir Tel: (01895) 231313 email: nweir@cokecce.com Concha Y Toro 6 Ashurst Court London Road Wheatley Oxon OX33 1ER Simon Doyle Tel: (01865) 873713 email: sdoyle@cyt_uk.com

DCS Europe 1 Timothy’s Bridge Road Stratford-upon-Avon Warwickshire CU37 9YL Claire Burrows Tel: (01789) 208000 email: claire@dcseurope.com

Diageo Lakeside Drive Park Royal London NW10 7HQ Roy Adams Tel: (020) 8978 6000 email: roy.adams@diageo.com

E&J Gallo Winery Europe Swan House Cowley Business Park Uxbridge Middlesex UB8 2AD Mark Tinsley Tel: (01895) 813444

www.scottishwholesale.co.uk

DIRECTORY

Ferrero UK Ltd Awberry Court Hatters Lane Croxley Business Park Watford Herts WD1 8PA Neil Swift Tel: (01923) 690300 email: neil.swift@ferrero.com First Drinks Brands Form One 17 Bartley Wood Business Park Bartley Way Hook RG27 9XA Justin Lyle Tel: (01256) 748100 email: justin_lyle@ first-drinks-brands.co.uk FrieslandCampina Ltd Denne House Denne Road Horsham West Sussex RH12 1JF Richard Kemmis-Betty Tel: (01403) 273273 email: richard.kemmisbetty @frieslandcampina.com GM Marketing (UK) Ltd Lesley House 25 Wellington Place Belfast BT1 6GD Billy Fairley Tel: (02890) 267080 email: billy@gmmarketing.co.uk Greenstreets Environmental Resources U25 Guinness Enterprise Centre Taylor’s Lane Dublin 8 Ireland Michael O’Byrne TEL: +353 (0)1 4100 618 email: michael.obyrne@ greenstreets.ie

www.scottishwholesale.co.uk

Halewood International Ltd Sovereign Distillery Wilson Road Huyton Liverpool, L36 6AD Des Ewing Tel: 0151-480 8800 email: des.ewing@ halewood-int.com Heineken 2–4 Broadway Park South Gyle Broadway Edinburgh EH12 9JZ Dan Robinson Tel: 0131-528 1000 email: dan.robinson@ heineken.co.uk Highland Spring Ltd Stirling Street Blackford Auchterarder Perthshire, PH4 1QA Simon Oldham Tel: (01764) 660500 email: simono@highland springgroup.com him! Research & Consulting 10 Ely Place London EC1N 6RY Jill Livesey Tel: (0845) 072 7667 email: jill.livesey@him.uk.com HJ Heinz Co Ltd South Building Hayes Park Hayes Middlesex, UB4 8AL Paul Stringer Tel: (020) 8573 7757 Imperial Tobacco Ltd PO Box 525 Winterstoke Road Bristol BS99 1LQ Greg Fuller Tel: (0117) 963 6636 email: greg.fuller@uk.imptob.com

Innovate Foods Boreland Road Barnscraig Kirkcaldy Fife, KY1 2YG Mark Parrish Tel: (01592) 651525 Intercontinental Brands 4 Sceptre House Hornbeam Square Harrogate Yorkshire HG2 8PB Mike Carthy Tel: (01423) 872747 Intertissue/Sofidel UK Brunel Way Baglan Energy Park Briton Ferry Neath, SA11 2HZ John Hughes Tel: (01639) 825380 email: john.hughes@ intertissue.co.uk JTI (Gallaher Ltd) Members Hill Brooklands Road Weybridge Surrey KT13 0QU Rupert Hinde Tel: (01932) 372000 email: rupert.hinde@jti.com Kellogg Marketing & Sales Co (UK) Ltd The Kellogg Building Talbot Road Manchester M16 0PU Jennifer Robertson Tel: 0161-869 2000 email: jennifer.robertson@ kellogg.com Kepak Convenience Foods PO Box 883 Kirkham Preston PR4 2UW Angela Daulby Tel: (01772) 688300

2015

Kimberly-Clark Ltd 1 Tower View Kingshill West Malling Kent ME19 4HA Mike Navarro Tel: (01732) 594002

KP Snacks Ltd Hayes Park Hayes End Road Hayes Middlesex UB4 8EE Matt Collins Tel: (020) 8234 5000 email: collinsm@kpsnacks.com

Lucozade Ribena Suntory Ltd 2 Longwalk Stockley Park Uxbridge Middlesex UB11 1BA Carolyn Thomson Tel: (0800) 096 3666 email: carolyn.thomson@ lrsuntory.com

Macsween of Edinburgh Dryden Road Bilston Glen Loanhead Edinburgh EH20 9LZ Philippa Stewart Tel: 0131-440 2555 email: philippastewart@ macsween.co.uk

Magners GB Wellpark Brewery 161 Duke Street Glasgow G31 1JD Norman Loughery Tel: 0141-552 6552 email: norman.loughery@ tennents.com

scottish wholesale association

DIRECTORY

Mars Chocolate Dundee Road Slough Berkshire, SL1 4JX Fiona Nisbet Tel: (01753) 550055 email: fiona.nisbet@ effem.com Mars Petcare The National Office Waltham on the Wolds Melton Mowbray Leicestershire LE14 4RS Joe Lawson Tel: (01664) 410000 email: joe.lawson@ effem.com Maxxium UK Ltd Maxxium House Castle Business Park Stirling, FK9 4RT Mark Riley Tel: (01786) 430500 email: mark.riley@ maxxium.com McBride plc Middleton Way Middleton Manchester M24 4DP Jonathan Townend Tel: 0161-653 9037 email: j.townend@mcbride.co.uk McCurrach UK 74 Waterloo Street Glasgow G2 7DJ Peter Steele Tel: 0141-248 7596 email: info@mccurrach.co.uk Molson Coors Ltd Stadium House Alderstone Road Livingston, EH54 7DN Hazel Mitchell Tel: (01506) 602516 email: hazel.mitchell@ molsoncoors.com

Mondelez UK Ltd Bournville Place Bournville Lane Birmingham B30 2LU James Dunbar Tel: 0121-458 2000 email: james.dunbar@ mdlz.com Müller Dairy UK Ltd Shrewsbury Road Market Drayton Shropshire TF9 3SQ Joe Stewart Tel: (01630) 692000 Müller Wiseman Dairies 159 Glasgow Road Nerston Village East Kilbride Glasgow, G74 4PA Sandy Wilkie Tel: (01355) 244261 email: sandy.wilkie@ muller-wiseman.co.uk

Nestlé Purina Petcare 1 City Place Beehive Ring Road Gatwick West Sussex, RH6 0HA Andrew Harding Tel: (020) 8686 3333 Nichols plc Woodlands Park Ashton Road Newton Le Willows WA12 0HH Paul Weston Tel: (01925) 222222 PepsiCo UK 1600 Arlington Business Park Theale Reading Berks, RG7 4SA Alan McCaffer Tel: (0118) 930 6666 email: alan.mccaffer@ intl.pepsico.com

Nairn’s Oatcakes Ltd 90 Peffermill Road Edinburgh EH16 5UU Ken Cameron Tel: 0131-620 7000 email: kenc@nairnsoatcakes.com

Pernod Ricard UK 3 Lampton Road Hounslow Middlesex TW3 1HY Alan Pattison Tel: (020) 8538 4000 email: alan.pattison@ pernod-ricard.com

Nestlé 1st Choice 1 City Place Beehive Ring Road Gatwick West Sussex RH6 0HA Graham Harkness Tel: (020) 8686 3333

Philip Morris Ltd No 1 Parkshot Richmond upon Thames Surrey, TW9 2RD Richard Cook Tel: (020) 7076 6000 email: richard.cook@pmi.com

Nestlé Professional 1 City Place Beehive Ring Road Gatwick West Sussex RH6 0HA Val McIntosh Tel: (020) 8686 3333 email: val.mcintosh@ uk.nestle.com

Premier Foods Premier House Centrium Business Park Griffiths Way St Albans Herts, AL1 2RE Ross Brown Tel: (01727) 815850 email: ross.brown@ premierfoods.co.uk

scottish wholesale association

2015

Procter & Gamble UK The Heights Brooklands Weybridge Surrey KT13 0XP Andy Gore Tel: (01932) 896000 email: gore.a@pg.com R&W Scott 52 Clyde Street Carluke ML8 5BD Anna Finlay Tel: (01555) 777917 email: anna.finlay@ randwscott.com Red Bull Co Ltd The Terrace 155-171 Tooley Street London SE1 2JP Joss Bamber Tel: (020) 3117 2000 email: joss.bamber@ uk.redbull.com Republic Technologies UK Ltd Sword House Totteridge Road High Wycombe Bucks, HP13 6EJ John Catania Tel: (01494) 533300 RH Amar Ltd Turnpike Way High Wycombe Bucks, HP12 3TF Richard Hickford Tel: (01494) 530200 email: rhickford@rhamar.com Royal Unibrew – Supermalt UK Ltd Gable House 1 Balfour Road Ilford, IG1 4HP Christian Barden Tel: (020) 3195 2960 email: christian.barden@ royalunibrew.com

www.scottishwholesale.co.uk

DIRECTORY

RSS Ltd Merlin House Suite 21 Mossland Road Hillington Park Glasgow G52 4XZ Chris Rhodes Tel: 0141-882 7100 email: chrisrhodes@ rss.uk.com Scot-Serve Ltd Forrester Lodge Inglewood Alloa FK10 2HU Graeme Clark Tel: (01259) 720800 email: sales@scot-serve.co.uk SHS Group Manderson House 5230 Valiant Court Delta Way Brockworth Gloucestershire GL3 4FE Marcus Freer Tel: (01452) 378500 email: sales@shs-salesmkting.co.uk Sky Throne Ltd 1 Otterwood Square Martland Mill Industrial Estate Wigan Greater Manchester WN5 0LF William McPhail Tel: (0845) 257 0668 Swizzels Matlow Ltd Carlton House New Mills High Peak Derbyshire SK22 3HA Simon Mair Tel: (01663) 744144 email: smair@ swizzels-matlow.com

www.scottishwholesale.co.uk

Tata Global Beverages 325/347 Oldfield Lane North Greenford Middlesex, UB6 0AZ Brett Grimshaw Tel: (020) 8338 4000 Taylors of Harrogate Plumpton Park Hookstone Chase Harrogate, RG2 7LD John Sutcliffe Tel: (01423) 889822 email: john.sutcliffe@ bettysandtaylors.co.uk Tayto Group Princewood Road Corby Northants, NN17 4AP Tavis McCabe Tel: (01536) 204200 email: tavis.mccabe@ tayto.com Tennent Caledonian Breweries UK Ltd Wellpark Brewery 161 Duke Street Glasgow G31 1JD Norman Loughery Tel: 0141-552 6552 email: norman.loughery@ tennents.com Thomas Tunnock Ltd 34 Old Mill Road Uddingston Glasgow G71 7HH Boyd Tunnock Tel: (01698) 813551 email: sales@tunnock.co.uk Unilever Food Solutions Unilever House Springfield Drive Leatherhead Surrey KT22 7GR Chris Hales Tel: (01372) 945000 email: chris.hales@unilever.com

Unilever UK Unilever House Springfield Drive Leatherhead Surrey, KT22 7GR Ian Toft Tel: (01372) 945000 email: ian.toft@unilever.com

The Wrigley Co Ltd 3rd Floor 1420 Arlington Business Park Theale Berkshire RG7 4SA Jon Eatly Tel: (01189) 317030

United Biscuits Hayes Park Hayes End Road Hayes, Middlesex UB4 8EE Dave Cutler Tel: (020) 8234 5000 email: dave_cutler@ unitedbiscuits.com Warburtons Ltd Hereford House Hereford Street Bolton BL1 8JB John Clarke Tel: (0800) 243684 email: john.clarke@ warburtons.co.uk Weetabix Ltd Station Road Burton Latimer Kettering Northants, NN15 5JR Chris Rice Tel: (01536) 722181 email: cwr@weetabix.co.uk Wells & Youngâ&#x20AC;&#x2122;s Brewing Co Havelock Street Bedford MK40 4LU Richard Garden Tel: (01234) 272766 email: info@wellsand youngs.co.uk Whyte and Mackay Ltd Dalmore House 310 St Vincent Street Glasgow, G2 5RG Peter Wells Tel: 0141-248 5771 email: peter.wells@ whyteandmackay.com

2015

scottish wholesale association

FROM OUR BEST SELLING BRANDS

IRN-BRU is the No.1 Scottish Grocery Brand*1 Barr - outgrowing the soft drinks market, up 16% year on year*2 Rockstar is Scotland’s Fastest Selling big can energy brand*3 Rubicon is the UK’s No.1 Exotic Juice Drink*4 Strathmore is Scotland’s fastest growning water brand*2

Don’t Miss Out on this profit opportunity

Call us on: 01204 664 295

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Sources: *1: Kantar Worldpanel, Value Sales, Take home non-alcohol brands, MAT to 21.06.14, Total Scotland *2: Nielsen Scantrack, Value Sales, MAT to 28/03/15, Scotland Impulse *3: Nielsen Scantrack, UROS, 500ml Energy Cans, 12 wks to 28/03/15, Scotland Impulse *4: Nielsen Scantrack, Single Flavour Exotic Juices, Value Sales, MAT to 28/03/15, Total Impulse