Haines Watts working with Ramsden Group

“We supply to retail and convenience stores around the country, but you can buy the same products – think Mars Bars and Coke – from 10 different suppliers. “With price parity between competitors, trying to use price to your advantage will simply mean customers take their business elsewhere.”

Focusing on making it as easy and convenient for the customer to come to you is key, says Nick. So, three decades ago, the Ramsden Group started thinking and acting morelike a corporate and helped to found a buying consortium – known in the industry as a ‘symbol’ group.

This alliance, ‘Today’s Group’, comprises 120 wholesale businesses which have joined forces under one overarching brand to negotiate better terms from manufacturers and, in turn, offer their customers more benefits.

“The symbol group sector is growing and, as smaller non-branded convenience stores close their doors, some of our independent retailers are noting the benefits.”

Investment in technology has also made life easier for the independent retailers the group serves.

“By providing payment technology as well as centralised marketing support, we can help independent retailers to streamline their processes and remain competitive. This builds loyalty and reduces the temptation to change supplier,” he explains.

“The group purchased its own system – Rescan – 12 years ago. This has been instrumental in promoting growth, particularly because it helps customers to manage changes to pricing,” Nick continues. “We were one of the first to create this kind of partnership by purchasing a small EPoS business that now has 350 customers.”

Marketing is also a central to deepening the customer relationship. Experts assess store layout, advise on upgrades to store decor and run promotional campaigns that are negotiated and planned on a scale that wouldn’t be possible at an individual level.

And, as the symbol group sector continues to grow and smaller nonbranded convenience stores disappear, retailers can benefit from the ‘Today’s’ store fascia.

The industry trend for consolidation brings opportunity as well as challenge, believes Nick, as, while larger players are grabbing market share, not all independent retailers want to give their business to them.

“While about half of independents like the idea of remaining so,” he explains, “the other half finds the idea of being part of a group controlling the lion’s share of the market attractive.” It’s an interesting time, he muses.

The priority, he adds, is to be more efficient and make sure the group invests in the right technology to continue to support its customers.

“Our Haines Watts Partner Jenny Toulson is not just our accountant, she is also our sounding board and trusted advisor, and she has been instrumental in managing the recent restructure of the business from start to finish,” Nick continues.

The group has worked with Haines Watts since 1946, and the partnership remains integral to the success of the organisation.

And as the other pressures on the business mount – from living wage increases to payroll and pensions – Nick knows Haines Watts is there to help him make the organisation run as efficiently as possible so it can continue to grow.

“We’re all under a lot of pressure and costs are increasing, so Jenny’s support will continue to be invaluable if I’m to fulfil my growth ambitions. I’m still in my 30s, after all, and I still have a lot more to learn.”