Independent retailers say suppliers are not doing enough to help them compete with the multiples and promote responsible drinking.
Retailers at the Federation of Wholesale Distributors' Drinksummit conference blamed
suppliers for not forging
more personal links with
They said companies should do more to keep them updated on
category trends, ad campaigns and growth opportunities - for example, through password-access websites, DVDs and internet streaming.
Steve Morris, of Londis in Shrewsbury, asked
suppliers to make personal visits to stores rather than using "aggressive telesales techniques". He said: "We need better understanding
by the industry. Spend more time with us and less time with the multiples."
"Unfortunately drinks reps are virtually non-existent nowadays," said Terry Fieldhouse, of TC's Minimarket , Rotherham.
Suppliers should also do more to help retailers promote responsible drinking and the Drinkaware Trust, and give
advice on thorny issues such as selling white cider, the conference heard.
Mark Johnson, of Celebrations , Stockport, said: "Drinkaware has had a lot of lip service from the multiples. Independents could steal the march on getting behind the responsible drinking message".
But Diageo RTM channel director Paul Downing said retailers must do their bit if they want suppliers to help them more - by adopting industry initiatives such as
to bring spirits out from behind the counter, which he said just 100 shops
countrywide have signed up to so far.
"Cost of goods has gone through the roof, which
means we have
no surplus cash and
are under huge pressures internally. Help me help you by offering something back," he said.
Coors pledged to ramp up its activity with independent s . Implementation director Paul Higgs promised "100,000 direct marketing and telesales calls, and 40,000 direct store visits in 2008".
He said mail drops
would help the brewer communicate
"on a more consistent basis".