Julian Hunt Suppliers have been warned by c-store chain Day & Nite that they are missing out on extra sales because they are not forging the best possible links with the company. The warning came from Andrew Errington, trading and marketing director of the fast growing c-store chain. He said Day & Nite was being treated as a small regional operator rather than a major account. Errington said: "We are not about fighting with suppliers. Working with them is completely crucial." But he added: "Some suppliers don't understand our needs." This is despite the fact the northern chain has 94 c-stores, is opening one new outlet a month and is generating sales that will pass the £90m barrier this year. What is particularly galling for Day & Nite is that it has completed a major ranging review that has focused its offer on top brands, giving them maximum exposure. Secondary brands have been removed, as have Nisa own label lines. Errington said duplication had been eliminated and the range was now much easier for the consumer to shop. In addition, there was a greater emphasis on impulse and convenience lines and less on traditional grocery. The net result is that the number of products listed has fallen from 3,000 to 2,200. Errington said he was forging closer relationships with suppliers by changing the perceptions of those at the top. In return for investing in Day & Nite, Errington said he could offer all the retail discipline suppliers wanted. "If a buyer agrees to list a product, he can guarantee how many shops it will go into, the number of facings and how many cases he will buy." The introduction of fixed planograms and promotions controlled from the centre underpinned all that, he said. "Before it was far more flexible and managers could do what they wanted but as we get bigger we need to take control of that." l Another first for Day & Nite is the launch of wigits' ­ when it's gone, it's gone promotions. "A clear and succinct range needs a bit of razz every month, and wigits do that," said Errington. {{NEWS }}