CONVENIENCE stores must adapt and meet the demands of the market to fend off increasing competition from big national superstores, a Callington man told a delegation of retailers at a conference in Mexico. Mark Gillett, whose family firm operates 40 Spar stores throughout the West Country and has its headquarters in East Cornwall, was invited to address more than 600 delegates earlier this month at the conference held in Cancun. The theme of his speech was, 'What makes a great store' and he told the conference about the importance of customer satisfaction, product range and increasing standards of the store. He also emphasised the increasing demand to supply local produce. Mr Gillett, the sales director of family firm Gilletts who opened their first Spar store in Callington in 1984, said he had enjoyed the two-day conference and swapping ideas with fellow multiple store retailers. He spoke on the challenges facing major multiples in the convenience market. 'It is important that we are there for our customers with the right product, at the right time in the right location. 'The demands of the types of food people are eating are changing radically.' Mr Gillett said there is a greater demand now for pre-prepared meals, especially among the younger customers, and his company needed to adapt to the changing market. But customers were becoming more educated when it came to finding out where there produce came from and there was a greater demand for food from a local source. 'We have to adapt to local needs. There is a huge appetite now for locally sourced foods, organic foods and fair trade produce,' said Mr Gillett. He also told the Times that the company's new slogan — 'There for you' — applied not only to its customers but also to the relationship between managers and staff. He is confident that Spar is in a good position to adapt and meet the challenge from the big superstores. 'Multiples of similar size believe that Spar is in a good position but only if we operate exceptional stores,' he said.