Andy Adcock_ M&S

Andy Adcock of M&S is one of the speakers confirmed

Senior executives from Aldi, M&S and the Co-op will be sharing their insights on how suppliers can thrive in the UK’s tough own-label market at a star-studded conference held by The Grocer this March.

Named How to Get a Listing in Own Label, the conference will also feature contributions from a broad range of supplier CEOs, advising on how to get the best out of own-label retailer relationships, the differences between selling own-label vs branded goods and how to avoid cannibalisation.

In addition, there are experts from leading consultancies including Kantar, Cap Gemini and IPLC, examining the growth of the discounters (and how to beat them), the impact of range resets, food to go opportunities and how retail buying alliances work.

The conference is on 14 March at America Square in London EC3.

Below is a programme guide and provisional running order*. To book a place, for speaker bios and other additional details go to

Programme guide and provisional running order


9.00 - 9.25 Registration and Refreshments

9.25 - 09.30 Opening Remarks

Adam Leyland


09.25 - 09.55 The Big Picture

Fraser McKevitt, Kantar Worldpanel

How is own label performing? Which tiers are performing best? Which categories are in growth/decline? What has been the impact of the discounters?


09.55 - 10.20 What makes Aldi tick?

David Hills, Group Buying Director, Aldi

Case study on Aldi, the UK’s fastest growing supermarket chain. How does the discounter do business with its suppliers?


10.20 - 10.45 How to Get a Listing in Own Label

Nick Parkes, Total Negotiation

How do the requirements for a listing differ between own label and branded? What will be music to the ears of an own-label buyer? What faux pas should you avoid? What happens if you spot a gap in their selection?


10.45 - 11.10 In Clover

Mike Fletcher, Commercial Director, Co-op Food

Case Study: the Coop’s rebrand, what’s been involved, how it’s performing, what’s next?


11.10 - 11.30 COFFEE (20 Mins)


11.30 - 11.55 How to Beat the Discounters

Koen de Jong, Managing Partner, IPLC

How mainstream retailers in Europe are reducing the risk of losing shoppers to discount retailers


11.55 - 12.20 Resets & Revamps

Ray Gaul, Global Head of Analytics, Kantar Retail

A lot of the focus has been the impact of resets on branded goods. But how have the supermarkets rationalised and reorganised their ranges? And how is their approach evolving?


12.20 - 12.45 Local sourcing

Rob Cooke, Commercial Strategy and Development Director & Lorna Dickinson, Head of Local Sourcing, Tesco

How is Tesco approaching local sourcing in the post-Reset Tesco? What was the rationale and what has been the impact? ‎


12.45 - 13.45 LUNCH


13.45 - 14.15 Panel Discussion: Can you have your cake and eat it?

As a brand owner, when should you offer to provide own label products? History is littered with examples of brands that undermined their branded fortunes by selling the same product in own label. How do you tread the right path?‎ Panel experts to include:

• Jeff van der Eems, ex CEO, United Biscuits


14.15 - 14.40 Joint Business Plans

Patrick Coveney, CEO, Greencore

How own label relationships have evolved over past decade into proper retailer/manufacturer partnerships - with high levels of mutual dependency and trust and an obsession with seeking out growth for both parties.


14.40 - 15.05 Food to Go

Silvia Rindone, VP Consumer Product and Retail, Capgemini

The food to go market is booming. And retailers are pouring money into the category to compete. What is the opportunity and where can you find it?


15.05 - 15.35 COFFEE


15.35 - 16.05 Andy Adcock, Director of Food, M&S

Food will represent 50% of the M&S business going forward. What are the opportunities for suppliers? How do they work? What are they looking for?


16.05 - 16.30 Retail Buying Alliances

Remy Medina, Partner, IPLC France

The use of buying alliances is relatively rare in the UK, but it’s a growing trend in Europe, and Asda recently joined one. Who’s using them? How do they work? How effective are they? And are we likely to see more UK retailers joining up?


16.30 - 17.00 Closing Remarks

Adam Leyland


* Speakers and the topics they will cover have been confirmed. Timings are provisional and may change and the programme may overrun, but we will finish by 5pm. Speakers may also change due unforeseen circumstances.