JUNE 2008 – PRESS RELEASE

Scottish wholesalers rise to the challenge

THE Scottish Wholesale Association (SWA) has risen to the many challenges facing the industry in the last 12 months by investing in a robust training programme and lobbying the Scottish Government on the key legislative issues affecting members, according to the outgoing president.

Norman Wemyss, freetrade sales and business development director at foodservice wholesaler 3663, told delegates attending the SWA’s 2008 conference at Dunblane that the trade association’s willingness to share information and relevant best practice had helped boost confidence in the Scottish wholesale industry. “The SWA Council, our members and associate members, alongside our specialist advisers, have all worked as one to deliver real action,” he said.

“We have worked together to develop our people, and we have advised each other and shared best practice on legislative and security issues. And we have lobbied the government to consider the needs of our members. The marketplace that we all operate in and, indeed, the country that we all live in is being bombarded by media headlines that would challenge the fortitude and resolve of the most hardened wholesaler.

“But hard as it undoubtedly may be, we can – by working together as an association – meet and beat some of those challenges.”

Wemyss, speaking before handing over the presidency of the SWA to Ayrshire-based independent wholesaler Iain Hill after two years at the helm, said that being among people who were passionate about wholesaling in Scotland filled him with confidence. “We have had another superb year in terms of member participation, financial support and events attendance,” he added.

“You have a passion for wholesaling and in view of the government’s proposals to remove cigarettes from direct visibility which will undoubtedly have a catastrophic effect on many of our members’ businesses, it looks like the association, its members and specialist advisers will be called into action once more to voice strongly the concerns that this proposal raises.”

Touching on the conference theme of ‘Winning with Winners’, Wemyss said: “It is all about absolute achievement, training well, planning and preparing to overcome hurdles. We need to understand the economic climate, we need to know our competitors, respect them and compete against them. But above all we need to ensure that our key strengths and care competencies come out on top.”

The impressive line-up of speakers included Booker’s sales director Warren Thomson, Brian Yip, managing director of the UK’s leading Chinese and oriental supplier Wing Yip and former Olympics athletics coach, Frank Dick OBE.

Warren Thomson explained why the UK’s biggest cash and carry operator is forging ahead with a programme to convert many of its stores to the ‘Extra’ format while Brian Yip shared with the audience some of the strategies that have contributed to the success of the Birmingham-based Wing Yip operation.

Other speakers were Bellevue’s managing director, Graham Benson and Nicola Easingwood, account controller, Scottish & Newcastle who gave a slick joint presentation on a thought-provoking survey conducted recently by The Advantage Group in which wholesalers rate suppliers and vice versa.

David Urquhart, managing director of Gordon & MacPhail, discussed the highly successful Scottish Wholesale Achievers initiative and the benefits to his Elgin-based company of entering the prestigious competition – in February, Gordon & MacPhail won the Best Licensed Wholesaler (On-Trade) category.

Meanwhile, Andy Kemp, group sales director of 3663, winner of Best Foodservice Wholesaler (Delivered) in Achievers 2008, considered how his company has embraced the challenge of supplying key sporting venues such as Wimbledon and Arsenal’s Emirates Stadium.

Neil McNicol, chief executive of Glasgow-based field sales specialist McCurrach, linked the Winning with Winners theme to his own business strategy of building powerful grocery brands while Russell Shaw, assistant general merchandising manager at Costco Wholesale UK, spoke about his company’s commitment to customer service and its quest to make every single customer who walks through the door feel special.

Undoubtedly, one of the highlights of the business seminars was the outstanding presentation by Fergus Chambers, executive director of Direct and Care Services at Glasgow City Council and a member of the Commonwealth Games Bid Committee. He spoke about what winning the 2014 Commonwealth Games for Glasgow will mean for the city and Scotland in terms of boosting the economy and creating world-class facilities that will become Glasgow’s legacy in years to come.

Suppliers taking to the platform included Jeremy Blackburn, head of communications at Gallagher, whose joint presentation with Dave Bryans, president of the Canadian Convenience Stores Association, was both thought-provoking and a stark wake-up call to everyone involved in the sale of tobacco and tobacco products.

Nigel Milward, national account controller at the Gaymer Cider Company, discussed how the cider industry had worked together to take a more responsible approach to selling alcohol by reducing cider ABV levels and adding value to the sector, moving away from cheaper, higher ABV ciders sold in large plastic bottles.

Sales director (impulse) at Mars Snackfood UK, Shaid Shah, spoke about sponsorship and how Mars had carefully matched specific brands to key movies – Galaxy and Sex and the City, for example.

Wholesale members also attended ‘An Audience with David Field’, managing director of Nestlé Professional, who spent time talking about his business and answering questions from SWA members.

Kate Salmon, executive director of the SWA, said: “This year’s conference has been truly fantastic and I thank everyone who participated – members, suppliers and all the partners and families who contributed to such a great family weekend. Once again, we were able to secure a high-profile line-up of speakers for our 2008 conference, covering both the retail and catering sectors and, crucially, finding a good balance between business and relaxation.

“The challenge now to members and suppliers is to implement some of the ideas that have come out of the conference into their own businesses.”

Anyone wishing to make enquiries about the 2009 conference or discuss sponsorship opportunities should contact Kate Salmon or Margaret Wilson at the earliest opportunity on 0131 556 8753 or by email at info@scottishwholesale.co.uk.