How to Win seminars

FWD holds regular How to Win in Wholesale sessions for new entrants to the channel and those looking to exploit the potential of retail and foodservice SMEs as a route to market for their products. Held in a members’ premises, this half-day briefing is intended for supplier company personnel who are working with FWD members and want to learn more about their supply chain partners and the 400,000 customer businesses they work with. In 2016, we are running four themed seminars:



How to Win in Foodservice

Intended for suppliers and wholesalers with a retail background, this session opens the door to the 330,000 foodservice operators that can be reached through partnerships with FWD members. We look at the growth trends in out-of-home eating, and explore successful products and promotions. This year we will be revealing extensive research into the needs and desires of the foodservice customer base, with schools, care homes, pubs and fast food restaurants explaining how they operate and the support they need.


Next Event: March 15, Bidvest Foodservice, Slough


  • 10.30 Welcome - Andrew Selley, FWD Chairman
  • FWD view of who’s who in foodservice and opportunities to expand into catering and hospitality outlets through wholesale 
  • Market insight - market map, numbers, trends, etc -  Graeme Loudon, CGA Strategy 
  • A supplier's perspective on succes in foodservice - Steve Norris, Nestle Professional 
  • Working with a wholesaler - Andrew Roberts, Bidvest Foodservice
  • Marketing to foodservice customers - Catherine Hinchcliff, Bidvest Foodservice
  • Filmed interviews with caterers talking about the service they get from wholesalers and the support they want from suppliers
  • FWD caterer research findings
  • Background on Bidvest and the depot
  • Depot tour
  • Lunch and networking with speakers
  • 14.00 close



How to Win in Wholesale - Introduction to wholesale distribution

This is an introduction to wholesale distribution for supplier and wholesaler team members who are new to the channel. It covers the size and scale of the market, and explores the opportunities to grow brand sales into the 400,000 retailers and caterers supplied by FWD members. It includes data from insight providers, advice from customers on the products and service they need, wholesalers outlining how they operate, and a supplier revealing how they have succeeded through partnerships with wholesale.


How to Win in Wholesale - Senior Executive Briefing

This invitation-only event for senior executives of supplier companies puts them together with CEOs of FWD wholesalers, to discuss the direction of the channel in the year ahead, legislative threats, and how partnerships can deliver better service to the customer and consumer. 





How to Win in Marketing to Wholesale

The wholesale route to market is different. Influencing 400,000 points of sale requires a specific approach, but the return rewards the investment. In this session we look at successful initiatives which have driven NPD and promotions through wholesale to the retailer or caterer, and on to the consumer. We look at the goals of wholesalers and their customers, and explore the most efficient and effective ways to ensire your brands are at the front of their minds.





These events are free to FWD Associate Members.

Contact Nikki Connor to find out more





Related Content

Latest News

03/11/2016 - National Recognition for FWD apprentices and trainees

14/10/2016 - The best bet for the biggest brands

22/09/2016 - FWD to chair Arena Brexit panel


Why we’ve fought to change the law on how we sell alcohol

After the end of this month all trade buyers of duty-paid alcohol will have to check they are buying from a registered wholesaler. It’s the first time that the supply chain of beers