You have to have a sweet tooth if you're going to sell confectionery, says Jim Marshall.
"It's all about tasting," he says. "If you want to sell a product, all you have to do is get people to taste it. After all eating chocolate is an enjoyable experience."
Marshall is depot manager at Glasgow for Hancocks, a family owned wholesaler which specialises in the sale of confectionery to independent traders.
Marshall himself has been involved in the wholesale selling of confectionery for nearly 20 years and has been working for the Hancock family for more than fiveyears now.
"Confectionery is in my blood," he says with a smile. However he began in the wholesale business working for a music record wholesaler, but when the company moved its operations to Manchester, Marshall found himself embarking on his long career in chocolate and sugar when he joined confectionery specialist Sovereign.
Over the years, Marshall has seen a lot of changes in the business of selling sweets, but most recently says he has noticed a worrying tendency among manufacturers to ignore the independent trade. "They are still a big part of the business and they need that support." He says there is a perception among the independent sector that the big manufacturers are only interested in the multiples.
"I can walk into Asda and see Easter eggs on sale for £1.99 when it should be £2.99. How do the small operators compete with that?" He says there needs to be two price structures, one for retail, and another for wholesale"even if that means a return to retail price maintenance.
"The wholesale sector should be able to offer a deal that's comparable to the supermarkets," he says.
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"It's all about tasting," he says. "If you want to sell a product, all you have to do is get people to taste it. After all eating chocolate is an enjoyable experience."
Marshall is depot manager at Glasgow for Hancocks, a family owned wholesaler which specialises in the sale of confectionery to independent traders.
Marshall himself has been involved in the wholesale selling of confectionery for nearly 20 years and has been working for the Hancock family for more than fiveyears now.
"Confectionery is in my blood," he says with a smile. However he began in the wholesale business working for a music record wholesaler, but when the company moved its operations to Manchester, Marshall found himself embarking on his long career in chocolate and sugar when he joined confectionery specialist Sovereign.
Over the years, Marshall has seen a lot of changes in the business of selling sweets, but most recently says he has noticed a worrying tendency among manufacturers to ignore the independent trade. "They are still a big part of the business and they need that support." He says there is a perception among the independent sector that the big manufacturers are only interested in the multiples.
"I can walk into Asda and see Easter eggs on sale for £1.99 when it should be £2.99. How do the small operators compete with that?" He says there needs to be two price structures, one for retail, and another for wholesale"even if that means a return to retail price maintenance.
"The wholesale sector should be able to offer a deal that's comparable to the supermarkets," he says.
{{INDEPENDENTS }}
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