Chris Gallacher says UWS has big plans for 2019, with plenty of support for independents
UNITED Wholesale (Scotland) operations director Chris Gallacher has set out a vision for 2019 with growing profits for retailers at its heart.
In January, Scottish Grocer reported that UWS had significantly beefed up its digital offer with the launch of a new ordering website built with support from major brands.
The wholesaler has also teamed up with consumer engagement platform Darius, allowing UWS to offer customers a loyalty app which offers targeted promotions while also collecting useful data on consumption habits.
UWS’s Day-Today symbol retailers can also now offer home delivery through OrderVago, an online ordering platform that lets consumers place orders for their local store through an app.
With all that now available, Gallacher said retailers would do well to switch on to the opportunity technology provides.
“Retailers need to be smart and use all the data available to them. By simply helping them with a consumer engagement platform and loyalty app they can tailor their offering accordingly,” he said.
The importance of embracing technology in retail extends to social media, where Gallacher wants UWS to be an industry leader.
“Social media shopping has yet to hit in the same way we have seen in other industries, but Instagram is affecting more consumer decisions than ever through personalised advertising and ‘swipe up to shop’ capability.
“As consumers demand more personalisation in their shopping experience, it is more important than ever to understand our Day-Today shopper and how to capitalise on this vast opportunity for convenience.
“This is why UWS is focused on becoming the first independent wholesaler to help our customers with this type of technology.”
Hot food is a must and for those looking to do something bigger, concessions such as Stone Willy’s or Subway can make our stores a real destination.
Making use of modern technology might help retailers, but Gallacher acknowledged that UWS must also adapt to changing consumer demand across categories in convenience.
“Keeping up to date with the latest trends and being best placed to maximise sales will be key to any successful retailer, we’ve got to ensure at UWS we are best placed to support them over the next few years and beyond,” he said.
Food to go is one area where Gallacher said UWS needs to support its retail customers, describing the category as a “vital part of any successful convenience offer.”
“We must have a plan to help our customers succeed in these areas,” he said.
“Hot food is a must and for those looking to do something bigger, concessions such as Stone Willy’s or Subway can make our stores a real destination.
“Dessert bars offer margins of more than 70% and can be a real profit-making opportunity this coming year.”
Other categories flagged by Gallacher included free from, protein, vegetarian and vegan, as well as an overall increase in demand for fresh and local produce.
Across these emerging categories, UWS will provide retailers with support, according to Gallacher.
“As with all new trends, we need to help support with POS to let the customers know they have the range,” he said.
The reason for likely growth in the convenience sector is driven by a changing consumer profile and shopper mission. Consumers are shopping locally far more.
And while Gallacher said he appreciates retailers are facing tough trading conditions – with rising costs and the ever-expanding reach of the discounters – he believes c-stores might be well placed to capitalise on current trends.
“The expansion of the discounters is a concern,” he said, “Our retailers need to look at how they can capitalise on the presence of the likes of Aldi and Lidl.
“For example, neither stock regular branded ranges or local produce, so with support from UWS we should and can help them fill these gaps.
“The reason for likely growth in the convenience sector is driven by a changing consumer profile and shopper mission.
“Consumers are shopping locally far more, often influenced by a number of things including controlled basket spend, reduced wastage and, in an increasingly busy age, a need to pick up a last-minute meal solution.
“There is also a sense that with a more sophisticated convenience proposition at their disposal, consumers are making the decision to shop with local businesses.
“If you look at our estate – and its placement across Scotland – our stores are in a great position to take advantage.”
