Small Beer Headlines January - February 2024 by Lords Marketing

Headlines January - February 2024

01522 540431

SMALLBEER@SMALLBEERWHOLESALE.CO.UK

WWW.SMALLBEERWHOLESALE.CO.UK

@SMALLBEERLTD

Small Beer

Dear customer… Welcome to 2024! Blink and you have missed 2023 it seems. Last year was a whirlwind. Two Wholesaler of the Year awards, a Golf Day, a Wine and Spirits Portfolio Tasting, huge cost increases, new customers, lost customers, new trucks, new staff, new brands, rain, sunshine, snow, floods……………..it had it all! On that basis I am sure we will all be forgiven for wanting a slightly more predictable and stable 2024. We know cost increases are going to come again, but sat here now in Mid-December, we haven’t had sight of any of the National Brewer increases as yet. I am reliably informed, although this is not a confirmation, that they

jan

will be lower than previously, measured and back to once a year, hitting in Q1 at some point. It remains to be seen if this happens, but I would welcome a return to the preCovid predictability of such things. The Front Cover has a very up to date message on it. I would not have believed you 5 years ago if you’d have told me we would be promoting a non-alcoholic brand front and centre, but the Low and No sector is ever increasing. Lucky Saint is a brand in its own right, not owned by a big boy, just ploughing away, doing its thing, and doing it very well. It is available in bottle, can and on draught in 30L kegs. We can install immediately and get you

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Finally, I would just like to issue a huge thank you to every one of you that has trusted us this year with your business. We never take it for granted, we will always be proud to serve you and we will work tirelessly to get you the best brands at the right price for your outlet, every time. We all wish you a very prosperous New Year, hold on tight, it’s going to be a challenge, but we have got your back. Cheers! Rob Eastwood MD Small Beer Ltd

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2 16

loads of decent POS to go with it too. Is it time you took this category seriously? 2024 is the year draught non-alc will take off for sure…………

mar

jan

27 FA Cup 3rd & 4th Round

feb

chinese new year

feb

14 super bowl lviiI

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six nations

25 Valentines’ day

carabao cup final Dates correct at time of printing

Small Beer

We Won! We are delighted to have been awarded the

ON TRADE WHOLESALER OF THE YEAR 2024

by the Federation of Wholesale Distributors (FWD) at their recent Gold Medal Awards night at Billingsgate Market in November. Managing Director Rob Eastwood is pictured accepting the award from the judges, and Rob Beckett too!

“ “

ROB EASTWOOD SAID

We are overwhelmed to receive this award. We love what we do and we carry passion with us every day, striving to get better, so we can be the best supplier we can be. We don’t do it for the silverware, but when you get recognised by your peers in this way, it is an incredible honour, and one which will endeavour to live up to and surpass in 2024. Thanks to all the team, our customers and our suppliers for the parts they all play in our journey.

THE JUDGES ON THE NIGHT SAID

” ”

Judges were impressed with Small Beer’s 18% growth year on year. Small Beer’s ethos stood out from the crowd with its passion to support regional and independent pub owners - and doing that really well. Small Beer clearly demonstrated its strengths and the moves made over the last 12 months to ignite a jump in sales. These included six field sales reps recruited specifically to go out and support independent pub owners, and an increased stock holding, with additional trucks.

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£84.99

£82.49

£100.99

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FOC KEG ON INSTALL

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craft cans jan-feb 2024 ADNAMS x deya ADNAMS ADNAMS BEAVERTOWN BEAVERTOWN BEAVERTOWN BEAVERTOWN BEAVERTOWN BEAVERTOWN BREWDOG BREWDOG BUXTON CAMDEN CAMDEN CAMDEN CODEBREAKER JUBEL FOREST ROAD KIRKSTALL MAGIC ROCK POLLY'S POLLY'S POLLY'S SALOPIAN SIGNATURE SIGNATURE SIGNATURE THORNBRIDGE X TAYLOR'S THORNBRIDGE THORNBRIDGE THORNBRIDGE TAYLOR'S TINY REBEL TINY REBEL TINY REBEL TINY REBEL TINY REBEL TINY REBEL TINY REBEL TINY REBEL TINY REBEL TINY REBEL VOCATION VOCATION VOCATION UILTJE UILTJE UILTJE HEADLINES · jan-feb 2024

BOAT TRIP DRY HOPPED LAGER MOSAIC BONES LAGER GAMMA RAY NECK OIL IPA LAZER CRUSH low alcohol CRITICAL MASS TROPIGAMMA PUNK IPA AF PUNK AF low alcohol PONTIS PALE ALE OFF MENU IPA HELLS ETERNALLY HAZY IPA PEACH POSH LAGER VIRTUOUS FANTASMA FLORET ROSEBUD MOTUEKA LEMON DREAM ROADIE IPA STUDIO LAGER BACKSTAGE IPA ARTESIAN HALCYON DDH QUIET STORM CZECH MATES HOPICAL STORM CALI PALE CLWB TROPICA NA CLWB TROPICA NA low alcohol PUMP UP THE JAM JUST HAZE RHUBARB AND CUSTARD ELECTRIC BOOGALOO STAY PUFT EASY LIVIN CWTCH HOP SKIP JUICE HEART & SOUL LIFE & DEATH SUPERB OWL low alcohol TRACKDOWN BIRD OF PREY

4.0% 4.2% 4.1% 4.4% 5.4% 4.3% 0.3% 4.7% 5.4% 5.4% 0.5% 5.4% 4.0% 5.8% 4.6% 4.8% 4.0% 4.1% 4.5% 6.5% 4.5% 5.9% 5.1% 4.5% 4.3% 4.0% 5.6% 4.2% 7.4% 5.5% 4.8% 4.0% 5.0% 5.5% 0.5% 5.0% 4.8% 4.0% 4.5% 5.2% 4.3% 4.6% 5.7% 4.4% 6.5% 0.2% 5.2% 5.8%

12X440ML 24X330ML 24X330ML 12X440ML 24X330ML 24X330ML 24X330ML 24X330ML 24X330ML 24X330ML 24X330ML 12X440ML 24X330ML 12X330ML 24X330ML 24X330ML 12X330ML 24X330ML 12X330ML 24X330ML 18X440ML 18X440ML 18X440ML 12X440ML 24X440ML 24X440ML 24X440ML 12X440ML 12X440ML 12X440ML 12X440ML 12X440ML 24X330ML 24X330ML 24X330ML 24X330ML 24X330ML 24X330ML 24X330ML 24X330ML 24X330ML 24X330ML 12X440ML 12X330ML 12X330ML 12X330ML 12X330ML 12X330ML

£23.13 £30.15 £30.15 £19.36 £43.16 £41.09 £29.26 £41.25 £46.75 £38.80 £26.89 £25.94 £33.15 £25.81 £31.90 £43.50 £18.08 £31.22 £21.56 £43.50 £44.38 £45.00 £48.94 £23.29 £43.75 £43.75 £52.89 £30.64 £44.65 £27.58 £32.01 £24.74 £37.81 £37.81 £26.20 £41.84 £37.68 £39.34 £37.63 £37.35 £33.69 £35.09 £24.64 £17.14 £18.75 £18.75 £23.00 £23.05

Small Beer

GREAT BRITISH BOTTLED ALES FROM SMALL BEER The perfect way to tap in to the growing market place for offering a great range of British Beers is to offer a great range of British Bottled Beers. You can do food matching evenings with them, sell them as off-sales to stop your customers going to the supermarkets or just display a great range on the back bar to entice a purchase. Below are just a few of the many we can offer. Call us to find out more.

GLUTEN FREE

12 x 500ml

8 x 500ml

PAY ONLY

31.99

18.99

17.99

per case

26.49 per case

8 x 500ml

PAY ONLY

12 x 330ml

24 x 330ml CANS

PAY ONLY

13.49

16.49

17.99

per case

38.80 per case

12 x 500ml

8 x 500ml

12 x 500ml

PAY ONLY

13.99

24.99

16.99

per case

8 x 500ml

per case

15.99 per case

8 x 500ml

PAY ONLY

15.95

13.49

15.99

per case

16.49 per case

GLUTEN FREE

12 x 330ml

8 x 500ml

8 x 500ml - 6.0%

12 x 500ml

PAY ONLY

20.99

13.49

14.49

per case

25.49 per case

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£19.99

£9.99 £21.49

£18.99 £23.99

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RAISING THE BAR ON

SUST IN BLE P CK GING Over two thirds of shoppers consider themselves very sustainably conscious (67%)*. Buying local, supporting local communities, and working towards net-zero remain essential to sustainability-led customers. Within our ever-changing environment venues in the On Trade should look to stock brands with sustainability credentials as your customers expect this.

“

Sustainability is arguably the key issue of our time. It will become more important, and hospitality needs to lead efforts to promote sustainability yet further.** - UKH chief executive Kate Nicholls

* CCEP :Lumina Intelligence Future of Convenience Whitepaper; May 2023, Convenience and Wholesale Market Report July 2023 **Morning Advertiser Customers demand sustainability at pubs and restaurants 21.1.20

OUR SPOTLIGHT FOCUSSES ON 3 SUPPLIERS WHO HAVE TAKEN THE LEAD TO INTRODUCE SUSTAINABLE PACKAGING:

n 2021, Heineken REMOVED 158 TONNES OF PLASTIC I packaging from their business thanks to the Green Grip, as well as removing all PET bottles and single use plastic cups from the On Trade.

ince 2016, OVER 50% RECYCLED GLASS has made S it into Wenlock Spring's glass bottles increasing the amount of recycled glass within our environment.

hroughout 2021, SMARTDISPENSE technology T helped pubs, bars, hotels, and restaurants to save 37M PINTS OF WATER and 7.5M PINTS OF BEER AND CIDER.

018 saw the launch of their new plastic 2 bottle, made from OVER 50% RECYCLED PLASTIC. he whole BOTTLING PROCESS TAKES PLACE ON SITE T - reducing the impact on the environment. comprehensive range of A glass, PET bottles and cans are available. All made from a percentage of recycled material. ALL BOTTLES, CANS, CAPS, LABELS AND CASE WRAP ARE 100% RECYCLABLE.

FOR MORE INFORMATION VISIT: WWW.GREENPUBGUIDE.CO.UK n 2022 CCEP announced that all on-the-go bottles across its core brands made I in Great Britain would be made with 100% RECYCLED PETPLASTIC (rPET)****. CEP recognise the increased focus on sustainability and has funded a new C 3-year trial at Swansea University to explore the POSSIBILITY OF MAKING ITS BOTTLE CAPS OUT OF CO2 EMISSIONS. This is part of their plan to achieve net zero by 2040. CEP focus is clear: REDUCE, REUSE, RECYCLE. Their aim is to find innovative C ways of doing more with less. That includes accelerating innovation to deliver drinks in new ways, like reusable packaging and smart dispensers.

****Going Green | In focus: Sustainability 18.5.23

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£26.49 £18.99

£15.99 HEADLINES · jan-feb 2024

Bottled Beer / RTD’s

SPECIAL PRICE

24 x 275ml NRB

24 x 300ml NRB

24 x 330ml NRB

PAY ONLY

F O E 25.49 £S 24.49 A C EA

22.99 V I R E CE N E H W A R E B I L I N O R PE F O S E S A C 6 Y U B U O YO R R U Z Z A O R T S A N ERONI £

21.99

per case

24 x 330ml / 12 x 660ml NRB

12 x 500ml NRB

24 x 330ml NRB

PAY ONLY

27.49

19.99

27.49

per case

30.49 per case

SPECIAL PRICE

24 x 330ml NRB

24 x 520ml

12 x 550ml NRB

PAY ONLY

29.99

53.99

per case

23.50 per case

per case

21.49 per case

BUY 6 GET 0.0% PERONI FOC

24 x 330ml NRB

24 x 275ml NRB

24 x 330ml NRB

PAY ONLY

28.49

24.99

25.99

per case

ER ISCOV

D24 x 330ml NRB

per case

PERON

A LIBER

24 x 330ml / 12 x 640ml NRB

PAY ONLY

17.39

BUY ANY 6

, o Gluten Free £ Nastro Azzurr ni ro Pe o, rr zu Nastro Az 4 x 330ml) per (all 2case 0.0% ra be Li ni ro Pe

26.99

per case

23.99 per case

0.0%

VE NRB RE12CEx I275ml FOC

Libera 0.0% Peroni PAY ONLY 0ml) (all 24 x 33

20.99

£ ce* case per case r Marketplaper e e B K U e th .5M in 21 6HS d. Woking GU r is worth £36 e e b l (U K) Limite o i h ah o As : lc er a r. Pr omot No & Low ngside orde

24 x 275ml NRB

PAY ONLY

28.99

per case

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WIN

ONE OF THREE HAZE SESSIONS MUSIC NIGHTS AT YOUR VENUE

Thatchers Haze has seen 68% volume growth as Hazy drinks gain share of apple cider!

Install Thatchers Haze between 1st January and 31st March to be in with a chance to win. A Haze Sessions music night includes live music, Haze Sessions promotional material and prizes to give away on the night! Plus every new install will receive a free keg & 10 co-branded polo shirts. Meetglimpse.com Aug2023. CGA OPMS P06 2023 vs 4YA Entry: Winners will be randomly selected from new Thatchers Haze installs between January 1st – March 31st via participating wholesalers. For full prize details and terms and conditions, visit www.thatcherscider.co.uk/pub-haze-sessions

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Bottled Cider

Thundering Molly

Suffolk Cyder / Premier Cru

12 x 500ml

PAY ONLY

19.49

27.49

21.49

per case

Crushed Red Berries & Lime

Mixed Fruit, Strawberry & Lime

12 x 500ml

15 x 500ml

PAY ONLY

19.99

per case

27.99 per case

Strawberry & Lime, Wild Fruits

per case

Original

18.49 per case

Strawberry & Lime, Wild Berry Strawberry & Lime, Wild Berry, Passion Fruit, Mango £ per 15 x 500ml case & Raspberry, Blood Orange

Apple, Pear

28.49

24 x 330ml - CANS

24.49

PAY ONLY

31.49 per case

per 15 x 500ml case

BUY 5 GET 1 PINEAPPLE & RASPBERRY ZERO FOC Kiwi & Lime, Pineapple & Raspberry, Berries & Cherries, Strawberry & Apple, Watermelon & Lime

Angry Orchard 5.0%

Cable Road

12 x 500ml

8 x 500ml

12 x 330ml CANS

PAY ONLY

18.99

22.49

20.49

Original

12 x 568ml

per case

14.99 per case

Medium Sweet (Blue Cap)

20.49

per 12 x 500ml case

Thatchers Old Rascal

Thatchers Haze

Thatchers Gold

12 x 500ml

6 x 500ml

PAY ONLY

Vintage (Black Cap)

23.49

12.49

per case

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per case

24.99

per 12 x 500ml case

Small Beer

DRAM UP BUSINESS THIS BURNS NIGHT THURSDAY 25TH JANUARY Your customers will be looking to combine

GREAT FOOD, GREAT WHISKY AND GREAT COMPANY to celebrate Burns Night in style.

HAND IN S

CO AN D

BRE

It pays to plan early and offer some traditional Scottish-themed treats and drams alongside other drinks such as craft beer, cask ale or gin.

CHINESE NEW YEAR SATURDAY 10TH FEBRUARY Chinese food & drinks, themed decorations & fireworks could be just what’s needed to boost business during the post-Christmas lull. Add some oriental dishes to your specials board or create a set Chinese banquet menu for the night.

Decorate your venue inside & out with traditional decorations in red & gold which symbolise happiness & wealth in Chinese culture. Lanterns are a great way to add to your venue’s atmosphere.

Love To Love: The Business Of Valentine’s Day WEDNESDAY 14TH FEBRUARY Following Christmas & New Year, Valentine’s Day is one of the first big occasions of 2024 for the hospitality industry. From traditional Valentine’s tipples to no & low options & wine alternatives, now is the time to plan your activity.

Despite the challenging economic backdrop customers felt able to treat themselves on Valentine’s Day in 2023, including meals and drinks to celebrate the occasion. Local pubs, bars and restaurants have a huge opportunity to boost business again this year.

#Lovesalesuplift

Valentine’s Day Hospitality Transactions Soar by e UK across th

22%

ality in hospit ing clud venues in bars ts, restauran s.* b u p &

*16.2.23 Caterer Licensee Hotelier News, data from Dojo

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NO & LOW BEER & CIDER SURGE IN POPULARITY

85%

of UK pubs* – equivalent to about 39,000 venues – now offer at least one low or no alcohol beer alongside their usual range of alcohol-free options

21%

of UK adults would drink alcoholfree beer as an alcohol alternative at a social occasion where others were drinking alcohol

13%

of UK adults** said they were more likely to go to a social event while not drinking alcohol if there were nonalcoholic options other than soft drinks

THIRST FOR HEALTHIER OPTIONS FUELS JUMP IN UK SALES •T HE INCREASING THIRST FOR BEER THAT IS NOT BOOZE has been attributed to a growing desire among many individuals – particularly some generation Zs and millennials – to lead a healthier lifestyle. The ‘Wellness Revolution’ has led to more non-alcoholic beers available with fewer calories as well as the additional health benefits • Premium brands have also launched beers that are said to TASTE MORE “AUTHENTIC” • No and low has grown VERY QUICKLY IN THE LAST FIVE YEARS, and instead of the thin-tasting alcohol-free beers customers can now enjoy fuller-bodied equivalents that TASTE LIKE THE REAL THING

TOP 3

BEST SELLING

NO & LOW-ALCOHOL BEER***

• To date, BEER HAS LARGELY BEEN DRIVING THE CATEGORY FORWARD, with brewers spending the past few years investing in new brewing techniques and product innovation to continually improve taste and variety • Suggesting low alcohol beers and ciders to pair with food immediately provides an OPPORTUNITY TO UPSELL

• CIDER HAS ALSO EMBRACED THE NO AND LOW ALCOHOL CATEGORY. Your range should include one or two fruit ciders and an apple cider, all being visible at the bar NEW ENTRY INTO THE TOP 10 FOR 2023

*3.7.23 Food & drink industry **MA BBG research which polled more than 2,000 adults ***The Drinks List 2023

•M ANY CUSTOMERS ARE JUST DRINKING LESS, sometimes spurred by social campaigns. For example: The silent grassroots movement of the “sober curious” exploded on Google, in response to Dry January and Sober October campaigns

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Small Beer

o n d n a w o l # This area of our business is accelerating quickly! Are you stocking the brands that are driving the category?

Canned Beer

Clwb Tropica NA Cans 12 x 330ml

Beavertown Lazer Crush 0.3% 24 x 330ml

Brewdog Punk AF Cans 24 x 330ml

Estrella Free Damm Cans 24 x 330ml

£12.49per case

£29.26per case

£26.89per case

£19.25per case

Bottled Cider SPECIAL PRICE

SPECIAL PRICE

Thatchers Zero 6 x 500ml

Old Mout Berries & Cherries Alcohol Free 12 x 500ml

Old Mout Pineapple & Raspberry Alcohol Free 12 x 500ml

£10.49per case

£15.47per case

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Small Beer

Beer

SPECIAL PRICE

Adnams Ghost Ship 0.5% 30l

Adnams Ghost Ship 0.5% 8 x 500ml

Heineken 0.0 24 x 330ml

Estrella Galicia 0.0 24 x 330ml

£62.49per 30l keg

£11.99per case

£15.49per case

£18.49per case

Brooklyn Special Effects 0.4% 24 x 355ml

Peroni 0.0% 24 x 330ml

Corona Cero 0.0% 24 x 330ml

Brewdog Nanny State 12 x 330ml

£23.99per case

£22.49per case

£13.99per case

£17.99per case

SPECIAL PRICE

NEW CASE SIZE

Bitburger Drive 24 x 330ml

Erdinger Alkoholfrei 12 x 50cl

Birra Moretti Zero 24 x 330ml

Guinness Draught 0.0 24 x 538ml

£19.99per case

£21.49per case

£18.49per case

£38.99per case jan-feb 2024 · HEADLINES

Small Beer

o n d n a w o l # Wines

Vilarnau 0.0% Brut

Vilarnau 0.0% Rosado

Scavi & Ray Alcohol Free

£5.43per bottle

£5.20per bottle

Darling Cellars De-alcoholised Sauvignon Blanc

Darling Cellars De-alcoholised Rosé

Darling Cellars De-alcoholised Shiraz

£4.16per bottle

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EVERY DAY LOW PRICES Pepsi 7Ltr

R.Whites Lemonade 7Ltr

66.75 £ 53.30 £ 45.40

Schweppes Lemonade 7Ltr

Diet Pepsi / Pepsi Max 7Ltr

Coca-Cola 7Ltr

71.72 £ 80.72

Diet Coke 7Ltr

ON THESE GREAT BRANDS WHY NOT COMBAT THE SOFT DRINKS LEVY BY MOVING TO COKE ZERO OR PEPSI MAX?

Coke Zero 7Ltr

67.61 £ 67.61

EVERYDAY LOW PRICE ON THIS TOP SELLER

24 PACK

£20.99 ORANGE & PASSION FRUIT APPLE & MANGO APPLE & RASPBERRY

HEADLINES · jan-feb 2024

Small Beer

SCORE WITH THE SIX NATIONS 2 February - 16 March nd

Following the excitement of the Rugby World Cup the Six Nations is a fantastic opportunity to increase sales in the New Year with England, Ireland, Scotland, Wales, France & Italy going head-to-head for Grand Slam glory. All of it will be live on BBC & ITV with matches available on their digital platforms BBC iPlayer & ITVX.

« Round 1 »

france v ireland

italy v england

wales v scotland

Friday 2nd February - 20:00

Saturday 3rd February - 14:15

Saturday 3rd February - 16:45

« Round 2 »

scotland v france

england v wales

ireland v italy

Saturday 10th February - 14:15

Saturday 10th February - 16:45

Sunday 11th February - 15:00

« Round 3 »

ireland v wales

scotland v england

france v italy

Saturday 24th February - 14:15

Saturday 24th February - 16:45

Sunday 25th February - 15:00

« Round 4 »

italy v scotland

england v ireland

Saturday 9th March - 14:15

wales v france

Saturday 9th March - 16:45

Sunday 10th March - 15:00

« Round 5 »

wales v italy

ireland v scotland

Saturday 16th March - 14:15

Saturday 16th March - 16:45

mar

Mother’s Day

W BRE

Mar

St. patrick’s Day

HAND IN S

St. David’s day

SOON !

mar

Saturday 16th March - 20:00

TOP TIP - HIGHLIGHT BEERS IN YOUR RANGE THAT ARE RELEVANT TO THE PARTICIPATING NATIONS

COMING

france v england

mar

Easter sunday

apr

St. George’s Day

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H OW IT WORKS

ST EP 1

ST EP 3

STEP 2

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SMALL BEER ONLINE ORDERING APP

Our Online Ordering App is here, tested and ready to go. If you already have an account with us, you can now place your order on our App. It will land straight in to our system for the delivery day you select in line with your normal delivery days. All the offers are on there plus some exclusive online ones too!

Call your rep today or email to start ordering.

appadmin@smallbeerwholesale.co.uk

OFFICE OPENING HOURS Monday - Friday 8.30am - 5pm, Bank Holidays 9am - 12noon. An answer machine is in operation at all other times.

WAYS TO PAY SMALL BEER Direct Debit is our preferred method of payment. Credit and Debit Cards are also accepted - Mastercard & Visa. You can pay us by BACS - call us for our account details.

OFFERS IN THIS BROCHURE All offers in this brochure are offered subject to availability. Please call Telesales or your Sales Representative to discuss any offers and we will endeavour to meet your requirements.

ALLERGENS “At Small Beer Ltd we are committed to providing you with all the information you need on allergens contained within the items that you purchase from us. We hold all this information on file and we therefore request that you make us aware of the information you require at the time of purchase and we will be only too happy to tell you these, post them to you or send them by email.”

YOU CAN FIND AN ELECTRONIC VERSION OF THIS BROCHURE AT WWW.SMALLBEERWHOLESALE.CO.UK/BROCHURES Small Beer Ltd & TrentAns Vintners, Unit 1, Churchill Business Park, Sleaford Road, Bracebridge Heath, Lincoln, LN4 2FF Tel: 01522 540431 Fax: 01522 513449 Email: smallbeer@smallbeerwholesale.co.uk Web: www.smallbeerwholesale.co.uk AWRS URN: XFA W000 0010 0075

Terms and Conditions 1. All offers are available from 1st January to 29th February 2024 unless otherwise stated. 2. All offers are subject to regional availability and prices are exclusive of VAT. 3. We will not accept orders where they would breach a beer tie or other contracts that the buyer holds with a third party. 4. E.&.O.E. 5. This brochure is not intended as an inducement to breach any contract, which may exist between a tenant & their landlord to purchase beers or any other products. In such cases only those products, which are excluded from such agreements, should be considered. 6. We treat the buyer placing an order with us as the buyer’s confirmation that there is no such tie. 7. All prices featured may be subject to a duty increase.