HIM has unveiled the first results from its Cash Carry Caterer Tracking Programme.
The new service complements the company’s Cash Carry Retailer Tracking programmme, which it has been carrying out for five years and is based on interviews with retailers as they enter and leave cash and carries.
The new programme involved interviewing 2,200 caterers during September at depots run by Batleys, Booker, Makro and Landmark Wholesale members.
Speaking at Catersummit last week, HIM director Tom Fender presented some of the first findings, and said they had found some major opportunities for cash and carries to increase their sales to caterers. He said that awareness of the basics was poor, with many caterers not stocking simple core products. For instance, only 74% served or sold water.
Fender said this represented a huge missed opportunity for caterers.
Interviewers also found that 27% of caterers never change their menus. Again, said Fender, there was a major opportunity to educate caterers about new products, and sell more to them.
Out of stocks was also an issue, with caterers intending to spend on average pound;266 but leaving having only spent pound;243, with out-of-stock being cited as the main reason.
l For more about the Caterer Tracking Programme see next month’s issue.