Suppliers need to be more 'personal'

27 June, 2008

Independent retailers call for greater direct contact to improve sales

Independent retailers say suppliers are not doing enough to help them compete with the multiples and promote responsible drinking.

Retailers at the Federation of Wholesale Distributors' Drinksummit conference blamed

suppliers for not forging

more personal links with

independent s.

They said companies should do more to keep them updated on

category trends, ad campaigns and growth opportunities - for example, through password-access websites, DVDs and internet streaming.

Steve Morris, of Londis in Shrewsbury, asked

suppliers to make personal visits to stores rather than using "aggressive telesales techniques". He said: "We need better understanding

by the industry. Spend more time with us and less time with the multiples."

"Unfortunately drinks reps are virtually non-existent nowadays," said Terry Fieldhouse, of TC's Minimarket , Rotherham.

Suppliers should also do more to help retailers promote responsible drinking and the Drinkaware Trust, and give

advice on thorny issues such as selling white cider, the conference heard.

Mark Johnson, of Celebrations , Stockport, said: "Drinkaware has had a lot of lip service from the multiples. Independents could steal the march on getting behind the responsible drinking message".

But Diageo RTM channel director Paul Downing said retailers must do their bit if they want suppliers to help them more - by adopting industry initiatives such as


to bring spirits out from behind the counter, which he said just 100 shops

countrywide have signed up to so far.

"Cost of goods has gone through the roof, which

means we have

no surplus cash and

are under huge pressures internally. Help me help you by offering something back," he said.

Coors pledged to ramp up its activity with independent s . Implementation director Paul Higgs promised "100,000 direct marketing and telesales calls, and 40,000 direct store visits in 2008".

He said mail drops

would help the brewer communicate

"on a more consistent basis".

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