What's sauce for the goose­ Stevens & Brotherton S&B House 2 Vinson Close Knoll Rise Orpington Kent BR6 0XG Tel: 01689 877799 Fax: 01689 890790 E-mail: sales@s-and-b.co.uk Key Personnel Managing director Paul Stevens Head of retail Peter Cattaneo Director, industrial division Nigel Swatland Financial director David Price Director, logistics Michael Wright Company secretary Marlene Botha Main Brands - Sun-Maid Raisins - Sunrich Prunes and Prune Juice - Diamond of California (Walnuts) - Welch's Concord Grape Juice - Trout Hall Canned Citrus Fruit - Tarantella Tomatoes (canned and combi bloc) - BioItalia Italian Organic products. - Phoenix Rice - Own label goods - Industrial ingredients - Stevens & Brotherton with annual sales of over £60m, is part of the $450 Riviana Foods Group The survival of the broker in the multiple retail trade is, paradoxically, assured by the economies that the multiple trade itself is putting in place. "Multiples have reduced the number of contact points in their business, reduced the number of suppliers servicing their business and at the same time have increased the number of products and services demanded from them," says Stevens & Brotherton md Paul Stevens. "Brokers benefit from this trend, being able to offer a consistently high level of service across a wide product base from a diverse and disparate supply base." But with more than 80% of retail grocery sales in the UK sold through the multiples, servicing the fragmented market of the convenience store also requires an in-depth knowledge and economies of scale that only a brokerage can achieve. "Again, brokers representing several manufacturers deliver much needed economies and local market skills making them an indispensable feature of this market," says Stevens. He predicts that C&Cs will continue to struggle over the next five years if they continue in their present format and holds up The Club Warehouse concept as a template for the more traditional members of the sector to emulate. "Its strength will be in offering brands at competitive prices and once again, economies dictated by a low overhead structure in order to achieve this, will demand the use of brokers to supply a wide range of brands from one source." Meanwhile, e-commerce will make pricing increasingly transparent. "Consequently, the market is likely to become more competitive," says Stevens. "Suppliers will however have to bow to increasing levels of conformity to food legislation and brokers offer a service in assuring that these requirements are met through one channel." With several well known names in the portfolio, including Welch's and Sun Maid, it's perhaps not surprising that S&B believes strong brands ensure the strength of brokers. "Brands have an inherent value that ensures continued profitability to the trade," says Stevens. "Strong brands invest in their markets and their products and brokers are able to implement brand strategies cost effectively on behalf of the owners." S&B offer comprehensive and varied brokerage support, together with warehousing, quality control, dedicated sales and marketing. Sales are undertaken using a variety of routes, varying from taking title to goods as well as operating on a commission basis, ensuring maximum flexibility for brand owners. "A broad customer base that covers both food manufacturing as well as retail sales and a highly experienced marketing team ensure that the requirements of individual agencies in supplying the market are met in full," says Stevens. The globalization of brands will offer increased opportunities for brokers as companies seek to establish their brands in local markets. "There are very few, truly global brands, but as mergers continue to shake up the food industry and companies seek to establish their brands globally, suppliers are looking for partnerships with brokers. The term, think global, act local has never been more appropriate and brokers offer an efficient and cost effective means of developing that market." {{Z SUPPLEMENTS: BROKERAGE }}