Independent retailers should fight the multiples by building on their strengths in beer sales and US wines, according to ACNielsen marketing manager David Glennon.
Speaking at the FWD Drinksummit, Glennon said beer sales were almost double that of light wine sales in the independent sector.
Other opportunities for the sector lay in standard lager, which had overtaken premium in value, he said. “Premium is 40p per litre cheaper in multiples than in independents, but for standard lager, the differential is much lower.”
Small packs of beer were particularly popular with independents’ impulse customers. And independents should build on their ability to devote more space to chilled beer than the
multiples’ convenience formats. The biggest sales growth in beers, wines & spirits was in light wine. It rose 6% in volume and value [ACNielsen MAT 52 w/e May 14, 2005], adding £229m to sales.
The prime opportunity for independents lay in US variants, said Glennon. “Half the value growth in wine is coming from the US.”

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