Destination Retail

DESTINATION RETAIL AN SLR GUIDE TO BECOMING A ‘DESTINATION STORE’ WHY IT MATTERS... AND HOW TO DO IT.

OCTOBER 2020 HOME DELIVERY / FOOD-TO-GO / DIFFERENTIATED RANGE / LOCAL SOURCING / SUSTAINABILITY / TECH

BECOMING A ‘DESTINATION STORE’ IT HAS NEVER BEEN MORE IMPORTANT TO GIVE YOUR SHOPPERS AS MANY REASONS AS POSSIBLE TO CHOOSE YOUR STORE OVER A COMPETITOR’S. IN THIS HANDBOOK, WE DISCUSS WHY BECOMING A DESTINATION STORE MATTERS MORE THAN EVER – AND EXPLAIN HOW YOU CAN DO IT.

BY ANTONY BEGLEY, PUBLISHER, SLR.

I

t has long been said that change is the only constant in the

much of a leap of the imagination to realise that when the

local retailing game, but nobody could have predicted the

pandemic does finally begin to recede – as it surely must – the

impact that the last six or seven months have had on our

landscape will have changed forever. And what will your store

sector. As far back as a year or two ago we had been discussing

look like on that day?

how becoming a ‘destination store’ was critical to the long term

The nature of lockdown and what we’ve learned in the past

success of independent retailing, but the coronavirus pandemic

half year tells us that convenience stores will be unusually

has arguably changed the retail landscape beyond recognition

successful for at least another few months, possible another six

and for ever. It has also dramatically altered what we think a

months, maybe even a year. That’s a long time to be enjoying

convenience store is and what it does.

inflated revenues and profits, but the big question is: what will

It has been a truly horrendous year for our nation, as it has

you do with that time and that extra money?

been for most nations, but the convenience retailing sector is

This time in our lives represents a once-in-a-lifetime

one of the few industries to have seen a commercial benefit from

opportunity to build a long-term, sustainable strategy that will

the pandemic. It’s just the way things have panned out but never

see us safe another decade or two. Standing still is not an

before in living memory has the local retailing sector been so

option. It’s time to accept that tomorrow’s customers will be

important to the very fabric of every community across Scotland.

spoilt for choice in so many ways. The challenge is to become a

That’s why stores have been in huge growth and it’s nothing to

true destination store that offers customers as many reasons to

be ashamed of or embarrassed about.

visit as possible. Products and services and solutions that they

The role that local retail has played under lockdown is

can’t easily find anywhere else in your area. That may mean all

nothing short of heroic and, perhaps for the first time, our sector

sorts of things – and we discuss many of them in this Handbook

is finally receiving the recognition and respect it deserves.

– but this destination store challenge is a living beast that will

But the pandemic has also thrown a new light on what the

change quickly and regularly over time. What customers want

role of the convenience channel is, and we have also seen huge

tomorrow won’t be the same as what they want the following

scale blurring of previously well-established boundaries. The

day. But by committing to becoming a destination store you will

demarcation lines between retail, foodservice and online retail

already have built an attitude, a frame of mind that prepares

are, if not obliterated, at least smudged out of all recognition.

you for the need for relentless and constant change, always

We are all competing with everyone all of the time. So what does

adapting and improving your offer and always responding to

that mean for local retailers?

customer demand.

Lots of things, probably, but it unquestionably means that

Ultimately, a destination store is nothing more than a frame

the traditional convenience retailing model is no longer fit for

of mind. Don’t get attached to what you’ve always done or even

purpose moving forward. Competing on price and promotions

what’s working for you now. Develop a commitment and passion

with a similar if not identical product and service range is no

for understanding your customers and anticipating what they will

longer a sustainable strategy. Evolution is the way forward,

want next – then give them it. You won’t get it right every time,

revolution is a distinct possibility.

but your customers will respect you for trying.

With so many retailers and hospitality providers chasing every pound coin in every consumer’s pocket, it doesn’t take

2

It’s not easy, of course, or everyone would be doing it. But everyone isn’t.

INTRODUCTION

DESTINATION RETAIL

4 THOUGHT LEADERSHIP:

6 GAME CHANGER:

10 GAME CHANGER:

THE FUTURE IS NOW, SAYS

HOME DELIVERY

FOOD-TO-GO

12 GAME CHANGER:

20 GAME CHANGER:

24 GAME CHANGER:

TECH

SUSTAINABILITY

DIFFERENTIATED RANGE

SNAPPY SHOPPER MD MARK STEVEN

8 Partner: Snappy Shopper

34 Partner: Premier

14 Partner: PayPoint

36 Partner: Londis

16 Partner: Henderson Technology

38 Partner: Budgens

18 Partner: MHouse Solutions

40 Partner: Costcutter

22 Partner: Tomra Collections UK

42 Partner: United Wholesale (Scotland)

26 Partner: Nordic Spirit

44 Partner: Bestway

28 Partner: Tetley

46 Partner: Certas

30 Partner: Tennent’s

48 Partner: Healthy Living Partnership

32 Partner: Bobby’s

DESTINATION RETAIL

CONTENTS

3

THE FUTURE IS NOW

CORONAVIRUS HAS RESULTED IN MANY OF SCOTLAND’S MOST PROGRESSIVE RETAILERS FAST-TRACKING THEIR STRATEGIES FOR BUILDING MORE DIFFERENTIATED, PROFITABLE AND FUTURE-PROOFED BUSINESSES, SAYS SNAPPY SHOPPER MANAGING DIRECTOR MARK STEVEN.

4

he last six or seven months have been a time

T

HEROIC ROLE

unlike any of us working in the local retailing

There’s no escaping the fact that the coronavirus

industry today have ever known in our lifetimes.

pandemic

The Covid-19 pandemic has changed everything,

distressing for our country, our communities and

and possibly forever. There’s no question that

our customers in so many ways. But in times of

shopper behaviour has changed beyond recognition

great need, one positive that we can take from this

and, in tandem with that, local retailers have also had

whole very sorry episode is the often heroic way that

to adapt and evolve just as rapidly.

convenience retailers have risen to the challenge of

has

been

catastrophic

and

highly

There is a very significant possibility that local

keeping their local communities functioning and safe.

retailing as a sector will never be the same again –

The role that local retailers have played during the

but the key question for retailers here is: do you see

last six or seven months cannot be over-stated.

this enforced evolution as a major threat, or do you

It is entirely fitting, then, that the sector has

see it as an exciting new opportunity? That’s the key

benefitted from increased sales and profits during the

question that this SLR Handbook is addressing.

pandemic as a consequence of being the lynchpins

THOUGHT LEADERSHIP / DESTINATION RETAIL

DESTINATION RETAIL

for communities across Scotland.

DESTINATION STORES What does all this have to do with destination retail?

The answer is… everything. I’ve worked in the sector for a long time and we’ve been talking about becoming ‘destination stores’ for years. We have long recognised the need to give shoppers unique and powerful reasons to use our stores, rather than a competitor’s – but coronavirus has accelerated that discussion and it’s arguably never been more

“The vital question to ask yourself is: what can I do to help ensure that shoppers have more reasons to use my store, rather than someone else’s?”

important to be thinking about how you can become some great ideas on ‘how’ you can transform your

a destination store than it is today.

As we contemplate the ‘new normal’ and what

store into a true destination store. The vital question

local retailing will look like in three months, six months

to ask yourself is: what can I do to help ensure that

or a year, we know that it will look very different to

shoppers have as many reasons as possible to use

how it looked in January this year.

my store, rather than someone else’s?

Competition has never been fiercer and the line

The answers to that question will vary from store

between convenience retailing and online retailing

to store, community to community, but there are

has been blurred, just as the line between retail and

some clear general principles that you can follow,

foodservice has been blurred.

many of them outlined in this Handbook. From my

In some respects, retailers are competing with

own point of view, home delivery is a fundamental ‘must have’ service for all local progressive retailers

everyone, all of the time these days.

moving forward. The benefits can be, and often

ACCELERATED PROGRESS

are, game-changing as you will discover inside. But

The fact remains that the pandemic has served to

there are many ways you can build a differentiated

accelerate the evolution of the local retailing sector.

product and service offering that help you deepen

It’s perhaps a stretch to say that it has almost created

your relationship with your local community. There

a revolution, but it’s not that much of a stretch.

are lots of things you can become ‘famous for’ in

Who could have predicted a year ago, for instance,

your area. Great food-to-go, your sustainability

that about two-thirds of local retailers would be doing

credentials, slick tech solutions, amazing community

home delivery of some sort by now? The rate of

engagement work, locally sourced products – the list

change has been nothing short of phenomenal and

goes on and on.

convenience retailers are to be commended for how

At the heart of destination retail, however, is

quickly they have both realised the need to change

a very simple concept: offer something different to

and gone about making it happen.

what’s already available in your area. That can mean

Similarly, retailers have been just as quick to

‘new’ or it can mean ‘better than anyone else does

adopt many new tech solutions, new ranges, new

it’. But every time you add a new range, or launch

merchandising solutions, new digital strategies and

a new service, or find a new way of engaging with

so much more. When the going gets tough, the local

your community, you set yourself apart from your

retailing channel gets going, that much is clear.

competitors.

THE ‘HOW’ OF DESTINATION RETAIL

to come and retailers that choose to stand still are

It’s all well and good realising that the world is

likely to end up going backwards, but retailers that

changing and retail needs to change with it, but the

adapt quickly and well to the ‘new normal’ will be the

question of ‘how’ is the one that many retailers may

ones that give themselves the best chance of a long

find challenging. Thankfully, this Handbook offers

and profitable future.

DESTINATION RETAIL

The tough times are set to remain for a long time

THOUGHT LEADERSHIP / DESTINATION RETAIL

5

HOME DELIVERY IN TERMS OF GENUINE GAME-CHANGERS, HOME DELIVERY IS ARGUABLY THE KING OF THEM ALL. CAN YOU THINK OF ANY OTHER SERVICES YOU COULD ADD TO YOUR STORE THAT COULD DOUBLE YOUR TURNOVER OVERNIGHT?

I

t wasn’t that long ago that home delivery was little more than an interesting concept that many retailers had thought about, but few had actually implemented. ACS figures show that only one in 10 retailers offered any form of home delivery service in 2019.

Fast forward to lockdown and that figure had rocketed to around two-thirds of retailers; convenience stores are currently making

around 600,000 deliveries a week in total.

That growth was initially driven by consumer demand, but retailers who embraced home delivery early soon discovered that the service was transformational. SLR spoke to a few of them to hear their stories...

THEIR STORY:

week in home delivery sales. And that’s £10k extra

“Home delivery has been nothing short of a game-

in both stores! That equated at the peak to an extra

changer for us in the two stores. It’s unbelievable,

£80k a month in sales.

really. We introduced home delivery way before

”The basket spend for home delivery is also

coronavirus, as it was something we thought had

extraordinary. Barrassie’s average home delivery

potential to grow both businesses. We went with

basket spend is £43 and in Doonfoot it’s £34. We

Snappy Shopper and launched it in Barrassie,

do around 70 a day for Barrassie and 35 a day at

where it was doing really well. We were aiming to

Doonfoot. There are extra costs, of course. We have

add around £3k a week to the sales. Then Covid-19

three drivers at Barrassie, all people on furlough or

Ross McPherson

happened so we added the service at Doonfoot too

who have been made redundant, so that’s quite a

& Mandi Duncan

and were soon doing about an additional £10k a

nice story too. And in Doonfoot we have two students.

RETAILERS

All of them have been trained in licensing to ensure

STORES

they can properly check IDs on any orders with age-

Day-Today Doon-

restricted products.

foot & Day-Today

“We charge £3 for delivery and it’s opened up

Barrassie

a whole new world for us. We do a lot of leafleting so we’re getting orders from three and four miles

£20K

away, customers who would never have used us

a week extra sales

before. They’ve got stores closer to them but I guess they like the convenience of having their shopping

100+

delivered to their door for them. And we don’t hike

deliveries per day

prices, so they’re paying the same as they would if they came to the store, which will hopefully keep

£43

them using the service.

basket spend

”We see this as a long-term strategy. We introduced it way before Covid-19 and I think we will retain a lot of our new home delivery customers.

We’re not kidding ourselves on. Lots of people will go back to using supermarkets once this is all over, but I think we’ll retain quite a few of them.

6

DESTINATION RETAIL / GAME CHANGERS

DESTINATION RETAIL

THEIR STORY: “We’ve been doing home delivery for a while now. We’d been talking to Snappy Shopper since last June but it took until earlier this year to actually get round to implementing it. We launched it initially as a free delivery service because it

RETAILERS:

felt like the right thing to do under the circumstances, but it became so popular

Natalie & Martin

so quickly that we needed to start

Lightfoot

charging; some customers were ordering three and four times a day. We introduced

HIS STORY:

the delivery fee and we were afraid we’d

“The store has been trading well up during

Londis Solo

lose a lot of our customers but, as far as

the pandemic, as many have been, but

Convenience,

we can tell, we didn’t lose a single one.

the store-to-door side of the business is

STORE:

Baillieston

60+ deliveries per day

£35 basket spend

“We’ve also seen the basket spend

absolutely flying. We probably average

rocket. When it was free delivery the

between 40 and 50 deliveries a day and

figure was around £26. With a charge, the

the basket spend is around £45. It’s pretty

spend rose to £35. I guess customers are

incredible really.

just getting everything they need in one

RETAILER:

go so that they don’t have to pay twice.

Avtar Sidhu

“Monday to Thursday we average

at SLR’s #ThinkSmart event years ago,

25 to 35 deliveries a day. Weekends are

STORE:

higher; we can do 60 or 70 on Saturdays.

Budgens,

was something the convenience sector

Kenilworth

could really get hold of, but I suppose

“We use the Snappy Shopper app. It’s nice and clean and easy to use for both shoppers and retailers. I looked at other

50+

options but when you use third-party

deliveries per day

delivery companies you’re automatically slashing your margin or overcharging

£45

customers. We were keen to keep in-store

basket spend

actually. I always thought home delivery

coronavirus has simply accelerated that process. The solutions from companies like Snappy Shopper make home delivery a commercially viable option for retailers.

“These days we treat home delivery as a separate division of the company.

pricing on the app because our customers

We have four people who are dedicated

know how much things cost, and wouldn’t

to the home delivery side and we have

have responded well to paying inflated

one full-time driver and one part-time

prices to have them delivered. Snappy

driver. It’s quite a lot of work to make

Shopper lets us keep our prices just as

home delivery work well and to offer

they are in-store.

your shoppers a brilliant service, but the

“After Covid-19, I think we will retain

DESTINATION RETAIL

“We use Snappy Shopper and it works really well. We first heard of them

rewards more than outweigh that effort.

most of our home delivery customers.

“I believe home delivery is here to

So many customers are now used to

stay. We didn’t get involved in home

ordering their food from the fast food

delivery just because of coronavirus. We

outlets that it feels quite natural for them

saw it as a real, long-term solution to

to then order their alcohol, soft drinks

grow the business. We’re getting orders

and confectionery from us at the same

from 10 and 15 miles away and as long

time. I don’t think that will change when

as we keep offering a great range at good

lockdown ends because the ‘want it now’

prices there’s no reason why they would

mentality is now firmly ingrained.”

stop ordering in the longer term.”

DESTINATION RETAIL / GAME CHANGERS

7

snappyshopper

£

FOOD-TO-GO CORONAVIRUS MAY HAVE SLOWED PROGRESS DOWN A LITTLE, BUT FOOD-TO-GO REMAINS A VITAL ELEMENT OF MOST DESTINATION STORES WITH THE CONTINUED BLURRING OF THE RETAIL AND FOODSERVICE BOUNDARY.

F

ood-to-go has blossomed in convenience retailing over the

Lomond Wholesale or Cuisine de France will provide everything

last year or so and while the Covid pandemic may have

a retailer needs – from equipment to ingredients – all the way

slammed the brakes on further immediate growth, there’s

down to standalone solutions like Chicago Town and Rollover.

little doubt that food-to-go is a key long term opportunity for any retailer looking to build a true destination store.

And it’s not all about hot food. The spectacular growth of brands like Costa, F’Real, Tango Ice Blast, Squishee and Fwip

The lines between retail and foodservice have never been

tells its own story as retailers embrace premium products offering

more blurred with everyone doing everything, or so it can

premium margins and helping them offer shoppers more and

appear. The growth of online retail (in all its guises) and home

more reasons to choose their store over anyone else’s.

delivery has only served to muddy the waters even further.

Like many concepts highlighted in this Handbook, food-to-go

Most symbol groups these days see a strong food-to-offer

definitely requires a little more effort and energy to implement

as fundamental, with the vast majority of refits, upgrades or new

well but if retailers can get the offer right and execute it to a

builds featuring dedicated food-to-go areas of the store, many

consistently high standard, that extra effort will be well rewarded

presented in the now familiar ‘store within a store’ format.

in terms of increased footfall, sales and margins.

The options for retailers are extensive, ranging from fully comprehensive all in one solutions where a single supplier like

Here we look at some case studies of retailers who have placed food-to-go at the heart of their offer...

RETAILER:

Ice Blast and Rollover as well as a

Anand Cheema

bespoke Millions Megamix unit, the first time this machine has ever been

STORE:

implemented in this format. We also

Spar Maggie Wood’s Loan, Falkirk

have the first Fwip machine in a Spar store in Scotland. Footfall and

HIS STORY:

sales and also deliver solid margins.

“When we opened the store recently,

“We didn’t skimp on the hot food

we had a full GIS survey done so we

element of the store either. A £16k

had a really good understanding

Manitowoc fully automatic six-shelf

of the demographics of the local area. Food-to-go was always

oven sits next to a Merrychef oven, the same one you would

going to be at the heart of the store’s offer, and I’m delighted at

find in a Subway. Everything is pre-programmed to ensure

how we’ve managed to incorporate it into the layout. We have

we get consistent results and it makes it easier for staff. We

a food-to-go island right in the middle of the store, which really

recruited a team specifically to prepare the hot food. The training

sets the tone. It puts food-to-go at the heart of the business,

is pretty complicated but we wanted them to be able to execute

quite literally.

everything perfectly because delivering perfectly cooked product

“We were also focused on ensuring it is a high margin store so we have lots of premium offerings, especially within the island. We have F’Real, Costa, Tropical Ice slush, Tango

10

will be the key to driving repeat sales.

“The kitchen team also produces a range of sandwiches, baguettes and so on, all hand-made fresh in-store.

DESTINATION RETAIL / GAME CHANGERS

DESTINATION RETAIL

RETAILER: Walter Bryson

STORE: David Bryson & Sons, Prestwick

HIS STORY: “Food-to-go is utterly central to our store these days and it’s what makes us a destination store in Prestwick – and we must be doing it reasonably well as we won the Food-to-go Retailer of

RETAILER:

the Year Award at last year’s SLR Rewards!

Scott Graham

”The business is now 118 years old and we’ve had to learn to adapt to evolving consumer tastes over all those years. One

STORE:

of the biggest shifts in recent years was the massive growth

McLeish’s, Inverurie

in food-to-go. We started out testing the water with a variety of options but now we’re more of a food-to-go outlet with a

HIS STORY:

convenience store attached. With the constantly rising costs of

“I only recently renewed a 10-year lease on the store, so it was

business coupled with rocketing demand for hot and cold food-

the perfect time to look at a full refit to incorporate a lot of the

to-go, and with margins of 60% and upwards, it’s the perfect

ideas and concepts I’d been picking up over the last few years

solution.

during visits to other stores. The general strategy for the refit

“So we added a new large-scale Stone Willy’s serve-over

actually came from reading a cover story in SLR on ’30 being

counter offering an enormous range of hot and cold food-to-

the new 20’. The idea was that – with costs rising left, right and

go and that quickly grew sales by over 30%. We also added

centre – retailers now had to be looking to make 30% margins

additional chilled food-to-go space to let us merchandise an

and not the 20% that was industry standard at the time.

extensive range of freshly made hot and cold premium lines

”The store has been doing well in lockdown, up about 40% on pre-Covid sales so that was another reason to step it up

including hot and cold filled rolls, baguettes, pasta pots and hot pizza wraps.

another gear or two. High margin food-to-go has always been at

“We also have a full range of high-margin complementary

the heart of our offer, it’s really what made us a destination store

products to boost footfall, basket spend and profit including

in the local area in the first place.

slush, Tango Ice Blast machines and a second Costa coffee

“The ‘30 is the new 20’ strategy manifests itself in many ways.

machine.

Lower margin lines and categories were either de-prioritised

“To make the new food-to-go offer much more visible to

or removed altogether. We added a lot of new higher margin

customers from outside, the main wall was replaced with an

products like F’Real and Skwishee, we’ve expanded the food-to-

enormous plate glass window that lets passers-by (and fuel

go section from 4m to 6m, we’ve upgraded our coffee machine

customers) see the food-to-go counter. It’s hard to miss from

and we’ve added a lot of new dessert options like waffles and

outside the store. As well as the growth in sales, we’ve also seen

scooping ice cream and so on.

overall margins in the store increase significantly too.”

“The scooping ice cream has gone crazy. We went with a company called Stew and Drew from Lossiemouth, to keep it local and to have a product that no one else in Inverurie was selling. I had never done ice cream before, so I had no idea what to do but they guided me through the process and it has been a massive hit. Skwishee is also doing really well. The rest of the store has been well shopped too, so it’s definitely so far so good.“

DESTINATION RETAIL

DESTINATION RETAIL / GAME CHANGERS

11

TECH TECHNOLOGY HAS BEEN SLOWLY REVOLUTIONISING CONVENIENCE RETAIL OVER THE LAST FEW YEARS, BUT CORONAVIRUS HAS HELPED THE SECTOR HIT THE ACCELERATOR PEDAL HARD AS RETAILERS BEGIN TO EMBRACE ALL SORTS OF TECH LIKE NEVER BEFORE.

A

12

round five years ago, SLR

money to invest, we will probably never

in-roads into this huge but very diverse

started to see that technology

know. But the fact remains that tech now

and disjointed industry.

was beginning to change the

plays a big part in convenience retail and,

way that convenience retail worked. Much

now that it’s here, we will probably only

DELIVERY

of it was ‘back end’ at the time, but the

see adoption rates increase.

The biggest clear tech benefactors of

influence of tech was slowly beginning

Historically, low rates of tech adoption

the pandemic have been the companies

to creep into the customer-facing side of

in convenience stem from the fact that

proving solutions for the related home

the business. That’s why we launched

most of the solutions on offer were tech-

delivery, click and collect and scan-

our annual tech-focused #ThinkSmart

driven,

convenience-driven.

and-go opportunity. For companies like

event. In all honesty, the tech revolution

There were some great tech solutions

Snappy Shopper and Jisp, the pandemic

didn’t happen quite as quickly as we’d

out there but the people providing them

has been nothing short of transformative.

anticipated, for all sorts of reasons, but

didn’t

convenience

ACS data suggests only about 10% of

coronavirus has changed all that in the

retailing works. In short, it’s been proven

local retailers offered home delivery of

space of six months.

that having a brilliant tech solution is not

any sort last year. Within a few months of

Whether it’s because retailers are

enough on its own. You also need people

lockdown, that figure was closer to two-

having to find solutions to the ‘new normal’

on board who understand the sector. Only

thirds of retailers.

or whether it’s because trading has been

when you have both of these elements in

The

so good that many retailers have some

place can you really think about making

approached

and

not

understand

how

TECH / GAME CHANGER

smartest the

companies

have

tech/convenience

DESTINATION RETAIL

EPOS

APIs or more complex models, will be

in

The original in-store technology, Epos is

a feature on convenience retail 2.0 and

them

now largely ubiquitous. Do you remember

nothing Epos suppliers can do will change

bit.

back in the day when so many retailers

that. It’s potentially the Epos companies

Understanding convenience was the

argued that they didn’t need an Epos

willing to be most flexible who will see

major challenge.

system to know what stock they had,

scope for big growth in the near future.

challenge

by

recruiting

senior

management

teams

well

convenience

retail.

Teaching

the

technology

was

the

versed easy

Where they lead, many followed.

Retailers now have a huge choice of

what to order and how much money they were making? It wasn’t that long ago.

SELF-SCAN

solutions for home delivery from bespoke

The world has moved on, however,

Self-scan in its various guises – through

‘all in one’ solutions like those above to

and Epos systems have too – or at least

apps, standalone tills or some hybrid

working with delivery giants like Uber

some of them have. The challenges that

solutions – will grow in importance. Many

Eats and Deliveroo – and everything in

lie ahead in a tech-based convenience

local retailers had mixed responses to

between.

retail market are, however, potentially

adding them in but, as they become

The solutions available are getting

enormous. With so many retailers keen to

universal in supermarkets and widespread

slicker and more comprehensive by the

embrace new tech solutions from apps to

in convenience, many retailers might wish

week. The only decision left is who to go

self-serve tills, more and more emphasis

to revisit the idea as a convenient solution

with. As with all newish tech solutions, the

will be shifted onto how well your current

to speeding up transaction times while

most effective way of pushing the agenda

Epos system (and provider) works with

also offering a way to reduce overheads.

is simply to choose the best solution

new third-party tech solutions. Many

Many customers don’t like self-scan tills

you can find and running with it hard. It

Epos providers are extremely reluctant

– but a lot do. Giving your shoppers the

may not be what you hoped but you will

to embrace integrations with third-party

option could be a great way of becoming

learn a lot in the process and your next

suppliers – but that position surely has

a destination store for time-pressed

choice is likely to be made from a more

to evolve because intransigent Epos

customers keen to get in an out as quickly

informed position. You’re on the ladder

suppliers are likely to lose customers if

as possible.

and progressing. All you have to do now

they are seen to be standing in the way

is keep climbing upwards and learning

of progress.

along the way.

Integrations, whether through simple

THERE’S AN APP FOR THAT With customers well versed in using apps for everything these days, it’s no surprise that there’s an increasing amount of apps that retailers can take advantage off to achieve all sorts of ends and goals. You can manage product waste with the Too Good To Go app, you can take advantage of a wide range of loyalty apps, you can allow customers to pre-order coffee using an app, you can host weekly quizzes just for your customers on an app, you can even ‘gamify’ your DRS machine with an app that adds a little fun and competition into recycling. There is an app for pretty much everything – and customers are hungry for these solutions.

Embrace technology quickly and you will see your reach and influence grow – and that will ultimately convert into bigger footfall, sales and profits.

DESTINATION RETAIL

TECH / GAME CHANGER

13

ADDED VALUE SERVICES HELP RETAILERS BECOME DESTINATION STORES OFFERING CUSTOMERS MORE ADDED VALUE SERVICES IS A GREAT WAY OF DRIVING FOOTFALL AND ENSURING YOUR STORE IS A TRUE DESTINATION STORE, SAYS BEN FORD, THE NEW RETAIL SERVICES DIRECTOR AT PAYPOINT.

L

ike many people, I’ve always known exactly where my local

With frequent news of bank branches closing, internal ATMs

convenience store is, but only ever used it for the occasional

are popular with shoppers and, our research shows, increase

pint of milk or loaf of bread. However, my appreciation of

customer spend by 4.7% over stores with external cash

the work that convenience retailers do and the benefits they provide has grown massively in the past few months.

I joined PayPoint in the newly-created role of Retail Services Director and it’s been a real eye-opener. Week by week, I’m

machines.

Finally, our PayPoint One EPoS platform empowers convenience stores to become even more efficient and profitable.

learning all the innovative ways that retailers are running their

The platform is available in a range of packages. PayPoint

businesses and providing valuable services to local communities.

One EPoS Core system integrates point-of-sale technology with

PayPoint’s contribution to these successes is really pleasing

bill payments and integrated card transactions and offers many

to me and it will be my role to strengthen that proposition even

benefits, including the ability to view sales reports on-the-go

further, and help retailers maximise footfall into their stores.

via the free PayPoint One app (available on iOS and Android),

One of the ways I will do that is by helping our retailers

printing off shelf-edge labels, setting up promotions and special

create ‘destination’ stores, offering so much more than just the

offers, and viewing product margin analysis, in addition to

products on their shelves.

receiving a free cash drawer.

An example is PayPoint’s Collect+ network. It’s the UK’s

With the PayPoint One EPoS Pro package, retailers also

leading parcel service, with over 8,000 outlets and carrier

get multiple supplier integrations, real-time stock management

partners including eBay, Amazon, Yodel, FedEx and DHL. It’s

and the opportunity to control inventory remotely via their

growing too, with volumes of parcels going through the network

smartphone, removing the need of being tied to the till.

increasing 12.7% in the past year.

With the recent increase in customer card payments, having

What’s more, with a TrustPilot score of 4.6 out of 5, Collect+

an integrated solution with competitive rates is a key benefit

is a service people love. It also attracts new customers. Our

of PayPoint One. Our latest PIN pad technology comes with

research shows 53% of Collect+ users are new to store, and

contactless payments accepting Apple Pay, Samsung Pay

40% of purchase other items during their visit.

and Google Pay payments at a competitive rate you perhaps

ATMs are another of our services I’ll look to grow over the next 12 months.

wouldn’t expect. We also offer retailers the chance to make PCI compliance quick and easy with an exclusive PCI Portal.

We have managed a network of self-fill, internal ATMs for

Now is the time to see how PayPoint can benefit your

more than 15 years, and work with over 4,000 locations across

business, as we are running a promotion for existing PayPoint

the UK. PayPoint ATMs enable retailers to earn commission on

One users to trial an upgraded package for three months at no

every cash withdrawal, and recycle their cash rather than having

additional cost, including set-up, training and ongoing customer

to bank it, thereby avoiding banking charges – it’s a double win!

support.

Find out more at www.paypoint.com/EPOS

14

ADDED VALUE SERVICES / PAYPOINT

DESTINATION RETAIL

Free EPoS Upgrade Trial Includes free mobile app

up Save

to *

!

0 6 2 £

‘Try before you buy’ with a free 3 month trial Take advantage of our risk free limited offer to upgrade to PayPoint One EPoS. If it’s not for you, simply switch back to your original subscription.

Find out more today at www.paypoint.com/epos or call 01707 600 605 *Saving based on EPoS Pro for 3 months at £30.75 per week vs. Base at £10.25 per week. Promotion open 1.9.20 to 31.10.20. Requires new term commitment. If Retailer doesn’t downgrade before end of trial period, upgraded package continues. PayPoint hardware subject to terms. Booker EPoS link requires a non-refundable setup payment. Full promotion terms & conditions can be found at www.paypoint.com/terms. App Store is a trademark of Apple Inc., registered in the U.S. and other countries. Google Play and the Google Play logo are trademarks of Google LLC.

EDGEPoS is an Award Winning EPOS system designed by Henderson Technology.

Alongside the EDGEPoS retail system, Henderson Technology has launched various innovative bolt on products that meet the demands of both retailers and customers.

In 2018, they launched their hybrid Self-Checkout option. This was designed with the convenience and forecourt retailer in mind. It simply bolts on to one of your existing EDGEPoS cashier tills and is switched into Self-Checkout mode when it is not being used by the cashier. It is a simple, cost effective way of offering Self Serve in store; and unlike other Self-Checkout options does not take up any additional floor space.

“We estimated that it would save us an average of 10 man hours per week, and on average we have saved around 12-15 man hours per week. We simply separate the promotion stock on a Thursday when the delivery comes in, and the Sunday evening staff put these out before they close the store on a Sunday. It has made a huge difference.”

“The ESELs are super efficient,” Dale continues, “They have made the shop more profitable and they have given us better peace of mind, ensuring that customer complaints about wrong pricing have been stamped out completely.”

Henderson Technology also recently launched the first SelfCheckout to be integrated with BP systems, allowing BP sites to offer Self-Checkout onsite. They have also piloted this innovative product for Texaco sites and can now offer Self-Checkout to both BP and Texaco sites who use EDGEPoS.

EDGEPoS ESELS In 2019, Henderson Technology launched EDGEPoS Electronic Shelf Edge Labels. Samuel Smyth from EUROSPAR Ballymoney saw an immediate benefit when he introduced them instore.

EDGEPoS integrates seamlessly with apps like Gander

Mobile App Integrations

ESELs on display at SPAR Loughbrikland

“We have a promotion changeover every three weeks. This used to take us a total of two working days to complete all stock and SEL swop outs. This now takes 15 minutes.”

“One of the biggest differences I have noticed is the change in the staff attitude to promotion changes. They actually look forward to them now. The extra time allows us to focus on our stock and it has actually allowed us to change how we operate in certain areas, with the implementation of suggested ordering across the store.”

He adds, “On average we save around 20 staff hours per week.

These staff are utilised more effectively instore, with seven tills to man – this resource is invaluable.”

Dale Beckett, co-owner of Manor Retail Group, installed EDGEPoS Electronic Shelf Edge Labels onsite in March 2020. He said, “We made the decision after researching the product and speaking to other retailers who are using the ESELs onsite. We expected to see an increase in margin of approximately 0.6%, and this figure has been met in SPAR, Loughbrickland.”

Alongside these products, Henderson Technology have lunched their Mobile App Kit. In 2019, Henderson Technology launched their integration with Gander, an award winning App that connects the shopper to reduced food in their area. It is integrated with the EDGEPoS system and updates in real-time, so the shopper is never more than one swipe away from saving money on their favourite foods. There are now over 60,000 downloads of the Gander App nationwide.

Darren Nickels, Retail Technology Operations Director at Henderson Technology, said “We are extremely proud of all our innovative products, alongside the EDGEPoS retail system.

EDGEPoS is celebrating it’s tenth birthday in 2020 and we have now over 600 EDGEPoS installs globally. Over the past ten years EDGEPoS has continued to develop by responding to retailer requests and market research in order to integrate innovative third party offerings. This allows Henderson Technology to offer a cost effective way of supplying an award winning EPOS system which can include Self-Checkout, ESELs, Scan & Go App, PreOrder and Pre-Pay Food to Go and Grocery App; and the 2019 Mobile App of the Year, Gander, which shows in real time an individual store’s reduced items to their community of shoppers in their area. We couldn’t be prouder.”

Visit henderson.technology to learn more Call: +44 (0)28 9094 1900 or email: sales@henderson.technology

Security, operational efficiency and business development within your store.

Control pricing, product and reporting across multiple locations.

A reliable new and innovative offering to the convenience and fuel market for Self-Checkout.

Innovational integrations with many third party Apps. Connect with your customers.

Learn more about our EPOS products at henderson.technology/edgepos

Keep your shelves talking with EDGEPoS ESELs The EDGEPoS Electronic Shelf Edge Label (ESEL) System is a tool used by retailers to display specific product pricing on shelves.

Electronic display modules are fixed to the front edge of the retail shelving.

Accurate pricing Shelf edge influence Enhance your shopper experience Increase margin instantly Utilise assistant hours in different areas of the store Reduce wrong pricing customer complaints Instant promotion changeovers and price changes

Speak with an EPOS expert at henderson.technology/esels

Helping you to make an extra 3% Gross Profit Ease of use

Simple to use touch screen till software

Backoffice admin software

Cigarette Gantry integration

Indepth reporting and analysis

Touch screen handheld device to control the shop from the shopfloor

Supplier Data links with all major Wholesalers

Credit Card integration

Weekly health check reports to guide you to improve your sales and margin.

Access to background database with over 100,000 products

Benefits of MPos ✓ Built around a retailer, not a computer user ✓ Simple to use till, powerful admin tools ✓ Built from retailers perspective ✓ Reduces labour by downloading products, price changes, invoices and promotions

✓ Reduces labour by allowing one click order generation and one click invoice downloads - easily shave off 10 hours of work per store

✓ Increased control on stock; all stock deliveries downloaded and all stock adjustments emailed to the owner; NO stock is unaccounted for

✓ Emails store performance to the user with real actionable data once a week rather than stats heavy reports that overwhelm the user

✓ Based in Scotland with excellent support and training program

✓ Easy to use Hand Held terminal to control the store from shop floor ✓ Integration with Credit Card terminals, Zapper, Cigarette Gantry, Loyalty Schemes and more ✓ Developed and supported by people that know the retail trade

So How much Could our System make for you?

We can demonstrate a 3% uplift in Gross Profit in using our system.

£5,000 £10,000 £15,000 £20,000 £25,000

£7,800 Current Weekly Turnover Extra profit per annum

£15,600 £23,400 £31,200 £39,000

Even a Single Lane system can more than pay for itself in the first 4 months!

MHouse, 349 Shields Road, Motherwell, ML1 2LD

Tel: 0800 242 5360 email sales@mhousesolutions.com

MPOS: MADE BY RETAILERS FOR RETAILERS WITH 30 YEARS’ EXPERIENCE AS RETAILERS, THE TEAM AT MPOS KNOW EXACTLY WHAT IT TAKES TO CREATE AN EPOS SYSTEM THAT DELIVERS EVERYTHING RETAILERS NEED TO BECOME DESTINATION STORES AND MAXIMISE SALES AND PROFITS, SAYS MD FAISAL SATTAR.

T

echnology revolutionised our dated,

of admin time per store. We then email all

labour-intensive systems. Running

adjustments to the owner to ensure no stock

a store required the owner to be

is unaccounted for.

at the helm at all times to ensure it was

Another very useful feature is the

running efficiently. On top of that, staff fraud was

becoming

an

increasingly

optimised

common

pricing.

Our

system

is

designed to ensure whatever you sell is

predicament. Regardless of an owner’s attempts

sold at the best price possible. In the

to prime his store for absolute efficiency, human

case that the suggested retail price is

error was an element they would always struggle

raised at the supplier’s side and you

to tackle. As retailers for 30 years ourselves,

get new stock in, the system notifies you

we know this as well as anyone. We felt this

about the discrepancy in prices and allows you

pain and decided to act upon it ourselves

to create new shelf edge labels, automatically

as we felt the existing players were monopolising

changing the price for the old stock as well. We found this

the market and providing half-hearted solutions at massive

process to be extremely inefficient and time-consuming, where

premiums. So we decided to go back to the drawing board in

you would previously have to manually peel off the old labels

2009, and here we are now, with over 700 stores adopting our

and add new ones on top. Now, it is all done with the click of a

system. By utilising a methodology that we have developed,

button.

‘The MPOS Method’, they can now squeeze every bit of profit that would legally be possible.

We have also added another tool in the mix: a handheld terminal that allows you to make changes on the shop floor, on

The first step was to build a system built around the retailer.

the go.

Someone who is not tech-savvy. So we crested MPOS, a

One of the greatest features though is our health check

system by retailers, for retailers. Equipped with powerful admin

reports. These reports give a 360-degree view of your

tools and features, dressed in the simplicity of riding a bike.

store performance and allow you to zero in on any trends or

The system is designed to reduce the inefficient, time

discrepancies. This actionable data is the fundamental platform

consuming, labour-intensive nature of running a store, marred

that allows you to truly optimise your store. We have nine reports

by human error. We achieve this by automating 90% of the

that range from an audit trail report, all the way to top sellers,

regular processes such as downloading products, uploading

over rings, and wastage reports. This kind of information can

invoices and promotions, changing prices, etc. We have

tell you which product to stock more or less of, whether store

introduced an innovative stock control method that accounts for

placements require adjustment, and even if a staff member is

all your stock, saving huge amounts of time performing stock

being shady with his transactions.

checks and creating purchase orders. This is done through a

These are just some of the many features that MPOS offers,

system we have developed that allows you to pre-set inventory

and the best part about us is that we listen to our customers’

volumes for particular products. Once the stock depletes to that

feedback and develop new features for their problems. With the

level, the system sends you a prompt allowing you to send an

MPOS Method that is provided to all our customers, a minimum

automated purchase order to any one of our supplier links, and

of 3% increase in profits is just the tip of the iceberg. At MPOS

have that invoice sent directly to the system which updates the

you get the best features with the best after-sales service,

stock accordingly. This feature alone can save up to 10 hours

anywhere.

DESTINATION RETAIL

TECHNOLOGY / MPOS

19

SUSTAINABILITY THE IMPORTANCE OF SUSTAINABILITY IS ONLY GOING TO GROW IN FUTURE BUT THERE IS A FANTASTIC OPPORTUNITY NOW FOR LOCAL RETAILERS KEEN TO EMBRACE THE CHALLENGE TO STEAL A MARCH ON THE COMPETITION, BECOMING ‘FAMOUS’ IN THEIR LOCAL AREA FOR THEIR APPROACH TO SUSTAINABILITY.

about it to an increasingly receptive audience seems like pushing at an open door. With every new generation that comes through, that challenge / opportunity will increase in scale and depth.

The time to take our responsibilities to the planet and, closer to home, to the very communities we serve, is now. All local retailers are at heart community retailers and with that role comes responsibility. Saving the planet starts on our doorsteps, in our own communities.

Fortunately, there’s a lot that retailers can do immediately, and much of it for free, the reduce their impact on the planet and start developing even closer bonds with the local communities they serve. Here are a few examples...

DEPOSIT RETURN SCHEME There were many valid objections presented to a DRS in Scotland but the reality is that it’s coming and it’s coming relatively soon.

There is still much work to be done on establishing the framework for how the DRS will operate, but the one thing we know for sure is that it is coming and very probably on 1 July 2022.

As alluded to above, there are two options to approaching

S

ustainability is a complex and challenging topic, not least

DRS in the local retailing environment: grudgingly live with it

because it means different things to different people.

and do the bare minimum required to remain compliant or take

Until relatively recently, sustainability also suffered from

the time to think about how you could embrace it positively and

something of an identity crisis. Many local retailers viewed it

turn it to your advantage in-store. The first approach is one that

simply as an obstacle to overcome or a problem to solve, rather

many retailers will undoubtedly adopt, but the latter approach

than viewing it as what it is, and what it must be: a valuable

offers a bigger potential reward not only in terms of commercial

opportunity.

impact but also in terms of how you present your store to your

The worldwide drive to reducing our impact on the planet

20

community.

isn’t going anywhere. The likes of David Attenborough and Greta

The lure of potentially being able to turn a perceived negative

Thunberg did a remarkable job last year in driving sustainability

into a positive is surely attractive to many. If you must get an

to the top of the political agenda and raising mass consciousness

expensive, space-hungry DRS machine, then why not make it

of the role that we all have to play in looking after the planet a lot

work as hard for you as possible? Go early to steal a march on

better than we have been doing in the last few decades.

the competition and shout about it in-store and on social media.

As always with big challenges like this, there are those that

Rope in local newspapers, radio and TV – whose appetite for

will do the bare minimum to stay legal – but there are also plenty

positive environmental stories knows no bounds. Go early and

of entrepreneurs willing to stand up and use sustainability as

go hard.

a core plank in their strategy to become destination stores.

Then you could use DRS as a platform to build a brand new

Enthusiastically embracing sustainability and then shouting

sustainability-focused ethos for your business. The number

GAME CHANGER / SUSTAINABILITY

DESTINATION RETAIL

of people whose buying decisions are informed by

STEP IT UP

whether or not you are serious about sustainability

With the quick and easy wins out the way, it’s time to

getting bigger. The multiples can’t do what you can,

start thinking about more fundamental changes you

they can’t embed sustainability into every aspect of

could make to your business. Could you introduce

their business quickly. It’s not practical. But you can.

more loose produce to reduce the amount of plastic

QUICK WINS

packaging that flows through your store? Could you start delisting products that don’t meet your criteria

One of the easiest ways of improving how your store

because of non-recyclable packaging, too much

is perceived in terms of sustainability in your local

packaging or some other environmental no-no?

community is by understanding what you already do

When you bring in a replacement product, let your

- and then sharing that. Do any of your customers

shoppers know what you’ve done and why you’ve

know that you already recycle all your plastic and

done it.

cardboard packaging? Have you told them? Do any

Could you stock more local produce, minimising

of your customers know that you already recycle all

food miles? Or increase the amount of sustainably-

your food waste? Have you told them?

produced lines you carry? Is there more you could

Do any of your shoppers know that you use low

do on single-use plastic bags? Double the fee and

energy LED lighting and motion-sensitive lighting

donate it all to a local charity, for instance? Could

in stock areas to minimise electricity consumption?

you switch the coffee cups you use to cups that are

Do your shoppers know your refrigeration is ultra-

compostable or more easily recyclable?

efficient? The list of things that you probably already

Once you start on the sustainability journey in

do is extensive, so why not sit down for half an hour

earnest, plenty of opportunities will open up for you.

one day, write them all down then knock together

Your customers and staff will thank you for the effort

some in-store POS and plan a Facebook campaign

and you will likely have a more sustainable business

listing them one by one, culminating in a ‘wrap

in every sense.

up’ post showing that you take your sustainability responsibilities to your local community very seriously indeed. And it won’t have cost you a penny.

PIGGYBACK ON SUPPLIERS Another area where local retailers can secure quick PR wins is by piggybacking on all the work that the major suppliers and wholesalers are doing on sustainability issues. Practically every supplier you deal with has reformatted their packaging and reworked their ingredients list to reduce their impact on the planet. There is plenty of scope here for retailers to amplify that messaging by simply sharing what you learn from suppliers and in trade press with your own personal customer audience.

Hardly a day goes by without a big supplier announcing an eco-win. If you stock their products, copy and paste a few lines from the article and lift the photo and you have a ready-made good news story for your Facebook page. That will help let shoppers know that you are always thinking about sustainability issues and it will make them feel comfortable using your store. Again, all it costs is a little time.

DESTINATION RETAIL

GAME CHANGER / SUSTAINABILITY

21

THREE WAYS THAT IMPROVING A STORE’S ENVIRONMENTAL CREDENTIALS CAN CREATE A DESTINATION STORE WORKING ON ENHANCING YOUR STORE’S ENVIRONMENTAL CREDENTIALS IS A GREAT, LONG-TERM WAY OF GROWING YOUR REPUTATION IN YOUR LOCAL COMMUNITY AND IN BECOMING THE STORE OF CHOICE FOR MORE SHOPPERS.

BY MARK BRILL, UK VP SALES AND MARKETING FOR TOMRA COLLECTION SOLUTIONS

T

he concept of a destination store has undoubtedly changed during this year. With huge shifts in shopping habits due to Covid-19, there is now an opportunity to rethink exactly

what retailers can do to stand out against competitors. A lot of research over the past few months has pointed to sustainability and ethical issues growing in importance as part of consumers’ purchasing decisions. The direction of travel is clear: research

by McKinsey highlighted that 44% of shoppers are now more mindful of where they spend their money compared to before the pandemic.

With sustainability and ethical retailing such a far-reaching topic, where should retailers focus their valuable time and energy? Recent research by YouGov identifies two areas where consumers would like to see action from retailers over the coming years: environmental factors (70% of consumers) and ethical issues, such as treating staff fairly (56%).

Bearing this in mind, what simple and meaningful steps can retailers take that will position the store as a destination for shoppers, whilst delivering value for the business?

1. STOCK LOCAL FOOD AND PRODUCTS THAT CATER FOR DIFFERENT DIETS (E.G. VEGETARIANS AND VEGANS)

could also be an untapped opportunity to gain an edge against

Consumers are increasingly looking to shop more locally and

to £331m (Nielsen), with frozen growing ahead of chilled, so

understand the provenance of their food. Stocking products

consider making freezer space work harder and bringing in

such as eggs, milk or vegetables from the local area is a great

more vegetarian customers.

way to give a store a point of difference, as well as reducing the With vegans and vegetarians predicted to make up a quarter

2. BUILD ON YOUR COMMUNITY’S INTEREST IN SUSTAINABILITY

of the UK population by 2025 (The Vegan Society), catering

Shoppers have different reasons for engaging with sustainability.

for vegetarians and flexitarians is increasingly essential. It

For some, it is all about helping their local community, while

environmental impact of longer supply chains.

22

competitors. The meat alternatives category is growing +21%

SUSTAINABILITY / TOMRA COLLECTION SOLUTIONS

DESTINATION RETAIL

others are driven by protecting the planet and its wildlife. For

and clean. In other deposit return markets, most people shop

retailers this means not only focussing on the environmental

where they recycle, so this is not only a way of driving footfall

side of their store, but also on people and community.

to store but also of increasing basket spend. Within a deposit

This does not have to be complex. It could simply be having

return scheme, there is also usually the option for shoppers

a community noticeboard to advertise activities such as litter

to donate their deposits to charity: a powerful way to connect

picks, or perhaps raising money for a local charity that is close to

environmental benefits to the local community.

the community’s heart. It could also mean ensuring that retailers

To start preparing for DRS, retailers should consider

communicate how they look after store staff’s safety and

whether they plan to automate returns via a reverse vending

wellbeing (something that has become particularly important

machine (RVM), or if they will accept returns manually. The main

since the pandemic).

consideration here will be how many drinks retailers sell during

3. TAKE STEPS TO MAKE RECYCLING EASIER

an average week and whether shoppers will value a faster returns process via an RVM.

Plastic waste is a growing concern for consumers and a new poll by Populus found that two in three Scots are worried about an increase in plastic waste following lockdown. Offering a great

Visit tomra.com/uk for more information.

Hear what retailers have to say about how creating a great recycling experience can benefit a store: “Our shop is at the heart of the village community and sustainability is very important to our customers. We had a reverse vending machine for a few months’ trial and found it to be popular with our shoppers – especially children, who take a real interest in recycling. We look forward to the deposit return scheme in 2022 and see it as a great opportunity to do something good for the planet, as well as something which can help us to attract more shoppers.” [ Graham Watson – owner of Watson’s Grocers, Moniaive. ]

recycling experience is an impactful way to make a store a destination within the community. This is especially relevant as Scotland is preparing to change the way it recycles – the deposit return scheme (DRS) is planned to go live in July 2022, with the aim of decreasing litter and increasing recycling rates.

In this scheme, consumers will pay a deposit on top of their drink, retailers will collect empty drinks containers for recycling and pay the deposit back. DRS is a great opportunity to attract consumers to store by offering them a first-class recycling experience. This means creating a process which is quick, easy,

DESTINATION RETAIL

“Our pilot with a TOMRA reverse vending machine was positive. The machine was easy to install and easy for my customers to use. It was a good way for them to become more aware of the deposit return scheme (DRS) and recycling in Scotland. For DRS to be successful, the community has to back it, and within a few days I could see my shoppers were really engaging with the machine.”

[ Ferhan Ashiq, owner Day-Today Prestonpans Village Store, East Lothian. ]

SUSTAINABILITY / TOMRA COLLECTION SOLUTIONS

23

DIFFERENTIATED PRODUCT & SERVICE RANGE WHY SHOULD A CUSTOMER CHOOSE YOUR STORE OVER A COMPETITION’S? ONE OF THE MAIN REASONS IS A DIFFERENTIATED PRODUCT AND SERVICE RANGE THAT GIVES YOUR CUSTOMERS AND PROSPECTIVE CUSTOMERS A UNIQUE (IN YOUR AREA) OFFERING.

T

he obvious question you have to ask yourself

store over a competitor’s. So what does your store

when building a destination store is: why

offer that shoppers can’t easily find elsewhere in

should shoppers come to my store instead of

your local area? This Handbook offers a wide variety

someone else’s, be that another convenience store,

of suggestions for creating a destination store, but

a supermarket or discounter or, increasingly, another

focusing on building a unique range is possibly the

foodservice outlet? What are you famous for in your

quickest and easiest way to build USPs into your

local area?

offer, to give shoppers more and more reasons to

You have the convenient location, the long opening hours and the friendly staff – but what

The list of options available is endless and

else can help you stand out from the crowd in an

will depend on your store’s location, customer

increasingly busy marketplace? One of the crucial

demographic and a whole host of other factors, but

answers to that question is a differentiated product

there are plenty of ways to enhance your offer easily

and service range. If the days of competing with

and quickly – and then shout about it in-store and on

everyone else on price and promotions on broadly

social media.

the same range of products and services weren’t dead, then the coronavirus pandemic is doing its best to end them.

24

choose you and not someone else.

Here are a few options you could consider...

LOCAL SOURCING

With so many retailers to choose from these days

Locally, regionally and nationally sourced products

– bricks and mortar and online – customers are spoilt

have long been used successfully by convenience

for choose and need strong reasons to choose your

retailers to drive footfall and sales, as well as support

DESTINATION RETAIL / GAME CHANGERS / PRODUCT & SERVICE RANGE

DESTINATION RETAIL

the local community. However, coronavirus has

new shoppers to your door. Parents with kids who

served to significantly grow interest in locally and

are lactose intolerant will visit your store if you offer

regionally produced products. Consumers, it seems,

a range of rice, nut or soya milks – and while they’re

are keener than ever to buy local and use local

are there, they are likely to do a wider shop with you.

retailers and local producers.

The same applies to all free-from ranges as

This creates a very important opportunity for local

well as vegan and vegetarian products. The ranges

retailers keen to truly embrace local sourcing and use

available now mean you can offer everything from

it as a point of difference in their stores. In can be a

vegan ready meals to gluten-free bread, from dairy-

tricky a business working with small local producers

free yoghurts to veggie sausage rolls.

with all sorts of practical challenges around issues

Focusing on specialist diets needn’t take up too

like delivery, labelling, barcoding, shelf life and cost

much space in-store but some decent POS and

but that shouldn’t put anyone off. Working harder is

signage and a little campaign on social media could

part of the new normal.

help bring a whole new set of shoppers to your door

Get famous for local products however and a world of opportunity can open up – and it will bring with it a range of other benefits including enhancing

if they simply assumed you wouldn’t have ranges like this.

your sustainability credentials (fewer food miles) and

AMERICAN CANDY

growing your community engagement strategy (by

This one has been around a little while now, but big

directly supporting the local economy).

ranges of US candy are now relatively easy to source from most major wholesalers and they offer a quick

DRINKS

and easy way to introduce an exciting new gondola

With alcohol sales in convenience exceptionally

end or subsection of the main confectionery fixture. If

strong for the last six or seven months, there’s a

your store sees a lot of school kids, it can be a great

further opportunity to grow the category by offering

way of attracting attention and growing footfall, sales

consumers something over and above the core range

and profits.

of big brand beers, wines, spirits, ciders and RTDs. That could be as simple as developing a specialist

NEW SERVICES

range of very high end whiskies (as Anand Cheema

Understanding your local community well is the key to

has done in his new store in Falkirk), it could be by

introducing new services and solutions that perhaps

building a huge range of spirits that customers won’t

aren’t a traditional c-store offering. We’ve seen

find anywhere else in the area (as Ross Macpherson

external laundry units, reverse vending machines,

has done as his Day-Today stores in Ayrshire) or it

clothes pressing services, customer WiFi and phone

could be by stocking a range of local craft beers or

charging points, soft play areas for kids and more.

spirits (as many retailers have done).

Ask yourself what could your community do with that

Unusual, handmade, premium spirits and beers

you can provide, what would benefit your customers

command higher prices and can often deliver higher

and give them reasons to come to your store more

margins, as well as helping your store stand out.

often. You might surprise yourself.

And while you’re at it, it’s worth keeping an eye on the growing low- and no-alcohol products that are

GO WILD

available. That market is in growth and you may find

If you really want to make a splash and a name for

that there is demand for it in your area as consumers

yourself, then think out the box. Racetrack Ibrox in

try to keep a lid on their lockdown alcohol intake.

Glasgow introduced liquid nitrogen ice cream, over 60 flavours of slush, a wall of vaping products,

SPECIALIST DIETS

a beer cave and a Havana cigar humidor. The

Catering for shoppers with specialist diets, whether

old convenience retailing model is fast becoming

that’s because of specific intolerances or simply

obsolete. What could your store look like in the

through personal choice, is a fantastic way of bringing

future?

DESTINATION RETAIL

DESTINATION RETAIL / GAME CHANGERS / PRODUCT & SERVICE RANGE

25

NEVER MISS

A MOMENT

NO SMOKE, NO VAPOUR

6.50

RRP

£

THE NORDIC WAY TO NICOTINE

*

FOR 20 POUCHES

This product contains nicotine. Nicotine is an addictive substance. *RRP effective 8th July 2020.

You are, of course, at all times free to sell JTI’s products at whatever price you choose

NEVER MISS A MOMENT WITH NORDIC SPIRIT OFFERING YOUR SHOPPERS A STRONG RANGE OF NICOTINE REPLACEMENT OPTIONS IS A GREAT WAY OF BECOMING A DESTINATION STORE AND NORDIC SPIRIT, THE UK’S NUMBER ONE BRAND, IS THE PERFECT SOLUTION.

WHAT IS NORDIC SPIRIT? Nordic Spirit is a 100% tobacco-free nicotine pouch that offers a discreet and convenient alternative for when smoking or vaping

TOP TIPS

might not be possible. Available to purchase in three flavours

KNOWLEDGE IS KING

(Mint, Bergamot Wildberry, and Elderflower) and currently

} Having up-to-date knowledge and keeping up with trends

available in two strengths (6mg and 9mg), each pouch contains

in the category is key.

a blend of plant-based fibres, flavourings and nicotine which,

} Customers will look to their retailers to advise them

together with a small gum-base, fit comfortably under the top or

on new, innovative products like tobacco-free nicotine

bottom lip for up to one hour. Each can includes 20 tobacco-free

pouches, and will have questions. So retailers must

nicotine pouches and has an RSP of £6.50*.

be knowledgeable about the category and the different brands they stock, in order to maximise sales.

WHY STOCK IT?

} Once a customer trusts a retailer, they are more likely

Nordic Spirit presents a huge profit opportunity for retailers as

to return, which allows retailers to profit in this growing

the demand for alternative nicotine products continues to grow.

category.

Originally developed in Sweden, where it has rapidly grown in popularity since its launch in 2018, the 100% tobacco-free

PRICE AND AVAILABILITY

nicotine pouches offer existing adult smokers and vapers even

} Through stocking a full, wide range and maintaining good availability, retailers can provide a successful alternative

more choice.

nicotine offering to their customers.

*Retailers are of course free to sell JTI products at whatever price they choose.

} Stocking price marked packs can also make purchasing decisions easer for shoppers, and therefore help drive sales. } Price remains a key factor for customers when choosing where to shop, so retailers should look to remain competitive by selling at the RSP or below* to help drive sales.

DISPLAY } 100% tobacco-free nicotine products, such as JTI’s Nordic Spirit, should be placed in a prominent countertop display to help existing adult smokers and vapers understand the } } } }

Nordic Spirit is the leading tobacco-free nicotine pouch brand in Scotland, with an 89.4% market share Nordic Spirit has been the fastest growing tobacco-free nicotine pouch brand in Scotland over the last 10 months Currently, 73.6% of tobacco-free nicotine pouch sales in Scotland come through the convenience channel The tobacco-free nicotine pouch category in the UK is growing and is now worth £380,410 a month, which equates to approximately £4.6m a year

DESTINATION RETAIL

category and give them a chance to ask retailers about the product. } Dynamic displays, POS and countertop display units will help drive visibility of the products for existing adult smokers and vapers.

NICOTINE POUCHES / NORDIC SPIRIT / JTI

27

BENEFITTING FROM THE APPEAL OF TEA THE LAST SIX MONTHS OR SO HAVE SEEN TEA IN HUGE DEMAND AND A SHIFT TO LOCAL SHOPPING LOOKS SET TO HELP DRIVE CONVENIENCE LONG INTO THE FUTURE.

I

t’s been a challenging and unpredictable time for retailers

WHAT BEST TO STOCK

and tea has been among many products in great demand.

Tea shoppers like brands and if they know you don’t stock what

Although the surge in demand as lockdown was imposed has

they want they will try elsewhere.

eased, the shift to shopping more locally has seen tea sales remain steady in convenience.

THE APPEAL OF TEA The rush on tea is an encouraging sign of its popularity and the beverage offers plenty of benefits which present opportunities

Think about what types of tea will suit your customers best.

A green and fruit & herbal offering plus an essential decaf to complement everyday black is a good place to start. Try to site companion products close by, or secondary site tea with items that go well with tea occasions.

for sales.

SIZE, VALUE AND SHOPPER LOYALTY

} Sourced from natural ingredients and naturally low in

With more people opting to shop locally, the type of packs they

caffeine, tea fits well with the desire for a healthier lifestyle,

are looking for is changing too. Smaller pack sizes of 40s and

something very much front of mind

80s continue to do well for local stores, but larger packs sizes

} It can help contribute to our daily fluid intake } There’s something for everyone, with many different flavours and formats, both hot and cold } Tea shoppers are good for sales, often bringing larger basket sales with companion items like biscuits, milk, or breakfast products.

like 160s and even 240s are fast becoming essential stocks.

The offer of a safe place to shop combined with assurance of value will be increasingly important to maintain customer loyalty. Price-marked packs and packs with extra free will grow in importance in the battle for customer retention].

REACHING CUSTOMERS

CURRENT TRENDS

Throughout the most challenging times Tetley has continued to

Kantar figures show that the numbers buying tea and the spend

support the brand with its Now We’re Talking television ads and

per buyer have both gone up and Tetley still has the largest

a series on online campaigns.

number of buyers and the greatest household penetration.

Tetley is changing the way that it interacts and engages

Everyday black teas still dominate sales, but shoppers are

as a brand; new ways of reaching out to different groups and

adding different teas into their selection which is particularly

engaging with them to create desire for tea and drive sales will

benefitting sales in ‘healthy’ sectors like decaf and fruit & herbal.

be incorporated into its plans going forward.

Another area of interest is Cold Infusions, which are dropped

With more social media followers than any other tea brand,

into cold water to perk it up with a fruity burst of flavour. Great for

digital marketing has a prominent role in Tetley’s marketing,

warmer day sales and on-the-go hydration.

supported with traditional advertising and sampling.

DESTINATION RETAIL

TEA / TETLEY

29

ÂŁ53m

*

brand on a van *Retail sales value 2017 made up of Bobby's brand & exclusive products

To place an order or open an account contact Shaun Spendlow: shaun.spendlow@bobbysfoods.co.uk 07483120450

Turn your lifeline shoppers into lifelong shoppers Costcutter Long Buckby

CALL

US!

01904 232

505

Independent retailers have been the lifeline for new shoppers through the Coronavirus uncrisis. iqueCostcutter will help you turn these custlifeline omer shoppers into lifelong shoppers.

insights

Unrivalled BDM support for your business

Come Unique shopper insight and to drive your sales

JOIN

US!

01904 232

505

meet the team f Sector leading marketing and business support to reach more & shoppers Let us

show Modern, contemporary store brand to attract and retain shoppers you our stores

n Highly competitive price and great rebate of up to 6%

Comprehensive COVID-19 safety and community support guidance

_

Amazing range, including Co-op Own Brand products

and meet the team and let us show you our stores.

Y Come www.freshstart.costcutter.co.uk

THRIVE WITH COSTCUTTER COSTCUTTER’S UNIQUE ‘DRIVE FIVE TO THRIVE’ BUSINESS PROGRAMME HELPS RETAILERS STAY ON TOP OF THE LATEST TRENDS AND PROVIDE AN OFFER IN LINE WITH CURRENT SHOPPER DEMANDS, SAYS GROUP MARKETING DIRECTOR SEAN RUSSELL.

O

ur

purpose

is

to

help

Uber Eats launching last year. For

independent retailers thrive

areas not covered by Uber Eats we

and to support the vital role

have provided guidance to retailers to

they play in their local communities.

set up local delivery services, this shift

Our retailers have attracted many new

in online shopping to provide last-mile

shoppers recently as more shoppers

delivery solutions seen through the

discovered the benefits of shopping

pandemic is an area we will continue

locally during lockdown. We are now

to support.

accelerating plans to further support

Our latest financial results from

our retailers by helping them convert

2019 revealed a 10% growth in sales

shoppers who have used their stores as a lifeline, into lifelong

overall, driven by the growth our independent retailers have

loyal customers.

experienced by putting their shoppers at the heart of their

At the heart of our plans is our unique Shopper First: Drive

business.

Five to Thrive business growth programme. Available exclusively

Retailers who have participated in our Shopper First

to Costcutter Supermarkets Group retailers, it provides in-depth

programme have seen a minimum of 20% sales growth,

shopper insights and data to help tailor every aspect of the store

demonstrating our clear commitment to help independent

to reflect changing shopper needs – from range and missions,

retailers thrive.

to store development and design.

Access to the Co-op Own Brand is a major highlight within

The significant investment we have made into our field

our range. With over 2,000 products, this has been a proven

team over the past two years enables us to offer the best levels

driver of increased footfall, basket spend, and sales increase

of support across the sector. This has proved pivotal during

across our stores. Our recent shopper survey* told us loud

COVID-19 and continues to be key in helping retailers maximise

and clear that Co-op Own Brand, particularly fresh products,

the benefits of our Shopper First programme, especially as they

are a major draw withsales growing at a faster rate than any

look to adapt their stores and offer in response to COVID-19 and

other category. There is great trust in the brand and quality of

prepare to trade through the recession. Alongside this we are

the products, which is ensuring shoppers keep coming back to

continuing to invest and build upon the innovative marketing and

Costcutter stores. There also continues to be clear demand for

business solutions we have in place, helping our independent

vegetarian, vegan and free-from options which will continue to

retailers reach more shoppers.

be a major focus for our retailers.

With hygiene and safety paramount in the minds of shoppers

We also invest heavily in marketing support, from traditional

today, we will also continue to update and share with our

leaflets to social media and innovative mobile marketing

independent retailers, comprehensive and appropriate guidance

solutions, helping our retailers engage with their shoppers and

to help them keep their staff and shoppers safe. We’ll also look to

maximise their sales.

share and build upon the best practice guidance we developed across a range of services, such as last mile delivery, to further help independent retailers to support their local communities.

Last-mile delivery was already a key area of focus us for us prior to the pandemic, with our sector-first partnership with

We reward our retailers’ loyalty with excellent rebates of up to 6%, and some of the best commercial terms in the sector.

As a result, we have been attracting some of the best store owners in the sector to join and grow their business with Costcutter Supermarkets Group.

* The Costcutter Supermarkets Group (CSG) survey, designed to understand more about changes in shopper behaviour as a result of the pandemic, heard from more than 1,000 shoppers through the Group’s database and outreach on social media.

DESTINATION RETAIL

SYMBOL GROUPS / COSTCUTTER

35

Welcome to our new app!

Remember to Scan into the depot

You will receive app only offers

Try out some of our new features!

Best Cash & Carry

2020

Wholesale (Scotland)

- Order for Delivery - Make a Shopping List - Scan and Go!

- Scan into the Depot

- Access Promotional Brochures & News

- POR Calculator - Symbol Group info - Drop Shipment contacts - View Planograms - Access Category Advice - Order Uniforms - Order POS

- View Depot Informaton

Brought to you by

WINNER The Shoppers’ Favourite Convenience Fascia

THE SHOPPERS’ FAVOURITE Convenience Fascia 2020 THE SHOPPERS’ FAVOURITE Convenience Fascia for Beers, Wines & Spirits 2020 THE SHOPPERS’ FAVOURITE Symbol Group 2020

MORE FOOTFALL MORE CASH PROFIT It’s absolutely free to join us!

• NEW 5% Spend & Save discount starting October • Free delivery at cash and carry prices • Free store layout plans & merchandising support • Free fascia and window imagery • Free POS and personalised leaflets “Premier has transformed my business with their latest thinking which has grown footfall, sales and profits” Justin Whittaker, MJs Premier, Royton

MEGA DEALS

FOOD TO GO

SOCIAL MEDIA

• Enhanced fresh range available • Food to Go solutions available

EURO SHOPPER

DISCOVER THE CHOICE

FA R M F R E S H

Become a part of the Number 1 Symbol Group

Call us today! 01933 371246

Terms and conditions apply.

DESTINATION PROFIT WITH PREMIER PREMIER IS THE UK’S BIGGEST SYMBOL GROUP AND HAS EXPERIENCED 18 YEARS OF GROWTH BY HELPING RETAILERS FOCUS ON PROVIDING THE PERFECT RANGLE FOR THEIR STORE, HELPING THEM BECOME TRUE DESTINATION STORES IN THEIR COMMUNITIES.

choice of products to suit their individual store. This includes: Discover The Choice, our award

}

winning range of own-brand chilled range that include ready meals, pizzas and cooked meats.

Farm Fresh, our own-brand fruit and

}

veg range. }

Euro Shopper, Booker’s exclusive

}

Happy Shopper, the mid-tier option.

value own-brand.

This is complemented by working closely with branded suppliers to ensure the best choice for shoppers.

P

remier is the UK’s number one

Backed by Booker, the UK’s leading

symbol group with over 3,450

food & drink wholesaler, Premier retailers

stores nationwide.

The group

can take advantage of delivery at cash &

is committed to delivering more profits

carry prices, as well as having the ease

for retailers and a better shopping

and convenience of shopping at any

experience for consumers. Premier

Booker branch. ‘Spend & Save,’ where

was delighted to be voted Favourite

retailers can save up to 5% on their non-

Convenience

tobacco purchases, is also popular with

Fascia,

Favourite

Convenience Fascia for Beers, Wines & Spirits and Favourite

Premier members as this delivers real savings. Premier does

Symbol Group by shoppers at this year’s Convenience Awards

not have any membership or joining fees and installs the fascia

which were held at the end of last month.

and imagery for free. A wide range of additional services such as

Premier continues to advertise on TV. Premier is advertised

energy savings, free Epos and central billing are also available

every day, which will be seen over 100 million times annually.

that have been created to add value and keep operating costs

The TV advert features Premier’s famous Mega Deal promotions

low for Premier members.

along with retailers to emphasise the local aspect of Premier

The group continues to go from strength to strength and

Store. As well as this, retailers also benefit from a full promotional

its relentless focus in increasing choice, lowering prices and

programme covering all categories of fresh, frozen, grocery and

improving service has helped Premier members deliver fantastic

impulse to ensure great value for shoppers to drive footfall into

convenience stores.

stores. This leading promotional package, along with own-label and price-mark-packs, really drives the value message to help Premier retailers grow their business.

To find out about becoming a destination store with Premier, call 01933 371246

Premier works hard to ensure that retailers have the best

DESTINATION RETAIL

SYMBOL GROUPS / PREMIER

39

Join Londis today and watch your profits grow

“

We have been with Londis for over 19 years and their support and expertise has been invaluable to us.

I would recommend them to anyone.

�

Call us on 0808 178 8644 or visit joinlondis.co.uk * Terms and Conditions apply.

- 00% Cost Free model - Earn up to 5% discount* - Award winning Own Brand & Fresh range - Dedicated Forecourt Development Team

Walter Bryson David Bryson & Sons, Prestwick Visit the Londis 360 virtual tour at : http://360.skyeyeplus.co.uk/files/LondisTriangle/

FOCUS ON FOOTFALL DRIVES SALES AND PROFITS BECOMING A DESTINATION STORE IS EASIER THAN EVER WITH LONDIS THANKS TO ITS MAJOR FOCUS ON EXISTING AND EMERGING FOOTFALL-DRIVING CATEGORIES, HELPING YOU DELIVER MORE SALES AND MORE CASH PROFIT.

THE BENEFITS OF THE LONDIS OFFER INCLUDE: } Free Membership } Competitive cost of goods } Fantastic promotional package with strong retailer margins } Free Promotion Leaflets and store point of sale support } Spend & Save discounts of up to 5%* } Award winning own brand ranges; Discover the Choice and Euro Shopper

L

} A best in class online

ondis is part of Booker Group, the UK’s

offer creating a destination store experience

web ordering system

leading food and drink wholesaler. With

for shoppers as well as helping retailers to

(Londis Webshop)

over 1,900 members, Londis works in

make more cash profit. It is the focus on areas

partnership with its independent retailers to

of growth that help Londis stand out from

Merchandising and

provide local communities with all they need in

the competition in today’s rapidly expanding

Store Development

a convenience store.

convenience market.

Teams

} Dedicated

Backed by Booker Group, Londis has

Londis operate a zero cost model and is a

delivered on a number of benefits and

flexible symbol partner that has a fully delivered

delivering all your

opportunities for our retailers such as great

service and support package to suit all. Londis

ambient, fresh and

value prices, exclusive products and improved

also supports retailers with award winning

frozen together

quality to help them drive footfall and make

ranges, an extensive fresh offer with over 2,000

more cash profit.

lines and a fantastic promotional package

Londis has a focus on supporting new

} Tri Temperature fleet

} Free Membership of the ACS

offering minimum PORs of 20% on core deals.

footfall driving categories as such as chilled,

With smart planning, local area knowledge,

food-to-go (especially the eat now mission),

range optimisation and the symbol groups

meal solutions and also the latest trends like

Merchandising, Range, Store Development

health and habit forming foods, free-from,

and Supply Chain teams we are committed to

premium spirits and American candy. Londis

helping our customers Make More and Save

has also recently launched a Dessert Bar

More to support them in growing their business.

Terms and conditions apply.

To join Londis or to find out more, call 0808 1788644 or visit www.joinlondis.co.uk

DESTINATION RETAIL

SYMBOL GROUPS / LONDIS

41

UNITED FOR BETTER PROFITS “Since moving to Budgens our turnover has doubled, and our margins have improved.”

Goran Raven, Budgens Abridge

At Budgens our team support you all the way. With our Regional Development Managers, fresh food team and expert marketing advice your store will be up and running with growing profits in no time. Which is why in the HIM 2019 symbol track report Budgens had the highest “likely to recommend” score of all symbol groups*.

Join us now!

call 0808 178 8644 or visit joinbudgens.co.uk

*HIM symbol track 2019

The Shoppers’ Favourite Convenience Retailer For Healthier Choices 2019

The Shoppers’ Favourite Forecourt Retailer 2019

BUDGENS SET FOR TAKE OFF IN SCOTLAND BUDGENS IS THE UK’S OLDEST GROCERY SYMBOL RETAILER AND IS NOW BRINGING ITS HUGELY RESPECTED OFFER NORTH OF THE BORDER, OFFERING RETAILERS A UNIQUE OPPORTUNITY TO BECOME DESTINATION STORES.

B

udgens, the award winning symbol brand, is poised

In addition to this package, this year it has been more important

for take off in Scotland with new national distribution

than ever that we continue to help retailers meet the demands

capability. Budgens is the UK’s oldest grocery symbol

of changing shopping patterns.

retailer and is well respected for its focus on serving local

} Value: Shoppers are increasingly focussed on value. This

communities. Budgens’ strength has always been the breadth

has been supported with five outstanding “Big deals” along

of its fresh and chilled food, which is complemented by an

with a 52 week programme of frozen and chilled meal deals

extensive range of ambient grocery.

and a strong in store presentation of promotional offers and

It is a great source of pride to us that in the 2019 Symbol

value ranges. In the 2019 HIM symbol track report Budgens

Track report, HIM recorded that Budgens had the highest

promotional offer came top of all symbol groups for shopper

“likelihood to recommend” score of all symbol groups.

relevancy for both retailers and shoppers.

Budgens proposition is now available for both neighbourhood stores and forecourts between 1,000 and 5,000 sq ft.

} Range: Budgens has always offered a wide range of grocery products which has greatly benefited our retailers enabling them to respond quickly to changing shopping patterns.

OUR MODEL OFFERS:

} Chilled & Prepared foods: Budgens has added additional

} An industry leading rebate scheme; payment is four-weekly to improve cash flow.

meal solutions, including vegetarian and vegan options to its Discover the Choice range. We have developed our chilled

} No joining fees, weekly fees or charges.

ranges to meet the needs of retailers – longer shelf lives

} Low RSPs and WSPs and our ‘Smart Savings’ scheme

and smaller pack sizes optimise availability and minimise

provides access to utilities, financial and operational services

wastage. DTC products have won 6 Local Shop Q Awards

at group rates.

and the brand was recognised by The Grocer as one of the

} 75% purchase requirement provides the freedom to enhance your offer with locally sourced specialist products.

top ten fastest growing food & drink brands. } Food to Go: To meet shopper demand, we have expanded

} A promotional package with deep consumer price cuts and an average POR of over 20%.

our hot ranges and greatly improved our lunch time range.

This now includes healthier “low cal” options and a choice

} Up to six day multi-temperature deliveries plus emergency top-up at your local Booker branch.

of two price points for meal deals. To meet shopper needs in the fast growing “treat” sector, we have introduced new

} Free marketing support including personalised shopper

bakery ranges, iced drinks and a desserts counter.

leaflets, promotional and seasonal point of sale, plus social media support with locally targeted advertising.

The Budgens team is now looking to work with progressive

} Own brands including Euro Shopper and Happy Shopper, with minimum PORs of 30%, our mid-tier Discover the

independent retailers in Scotland who are looking to improve their store appeal and profitability.

Choice range and our premium Discover the Taste range. } Freedom to choose your shop fitter and select from over 40 EPOS providers.

DESTINATION RETAIL

To discuss joining Budgens, call 0808 178 8644

SYMBOL GROUPS / BUDGENS

43

Join the

UK’s fastest growing

Symbol Group!

362 retailers already made the switch to best-one last year

No

surcharges

Earn up to 5%

‘My Rewards’ discount*

Extensive fresh delivered range

Store investment available*

There’s a reason we’re called best-one Act now and join today! Call us on

01738 646 666

Or visit our website - www.best-one.co.uk

JOIN THE UK’S FASTEST GROWING SYMBOL GROUP! THINKING OF ADDING VALUE TO YOUR BUSINESS, SERVE YOUR CONSUMERS’ NEEDS AND ATTRACT NEW ONES? THEN JOIN BEST-ONE!

W

ith everyday low pricing,

considers actual sales, the size of

monthly

consumer

the store and local demographics.

promotions to rival the

New members benefit from a six-

multiples, an award-winning own-label

week period of ‘hyper-care’ where

range of over 400 SKU’s and your

BDMs visit weekly to ensure the

own personal business development

transition to Best-one is as smooth

manager, it’s no wonder over 350

as possible. A Best-one retailer

retailers made the switch to best-one

will also have access to more than

in the last year. The symbol group has

300 direct-to-store suppliers on

over 2,200 stores nationwide and is the

Bestway

UK’s fastest growing Symbol Group,

terms.

giving retailers the scale and expertise

} Promotions:

Wholesale

negotiated

Members

receive

to compete with multiple retailers and

over 20 shopper deals every

discounters.

month, with case allocations to

Best-one prides itself on being

ensure

availability

throughout

the most supportive brand in the

the

convenience store sector and says it is

personalised

rapidly becoming the symbol of choice,

drive footfall and loyalty among

given the value, range and affordability it offers.

promotional store

period, leaflets

and to

shoppers. Best-one delivers promotions across licensed,

A reward programme means members are able to earn up to

impulse, chilled and grocery.

5% rebate on their purchases through My Rewards, which can

} Store development: With a variety of store formats available,

be re-invested in store development, ideal to help retailers build

Best-one says it works with members to deliver the best

true destination stories.

possible solution for each community. From simple food-togo solutions to full serve-over meal counters and premium

BEST-ONE BENEFITS

coffee stations, the company can help remodel, refit and

Retailers can access a range of benefits under the Best-one

revitalise a store. Its new store refit standards have been

fascia, including:

installed into more than 100 stores, in a total investment

} Personalised approach: Bestway recognises that ‘one size

worth £2.7m.

doesn’t fit all’, which is why the company has doubled the

} Market-leading range: Best-one’s award-winning own label

number of BDMs it employs to work with retailers in recent

range offers retailers more than 400 quality products for

times. Each Best-one member has their own dedicated BDM

a value price, covering all the major categories, it says.

who draws up a joint business plan with them, designed

This provides up to a 30% average POR, while delivering

to help drive sales and profit for each store. This plan

increased value to shoppers via price-marked packs.

For more information or to join, call 0208 453 8353 or visit www.best-one.co.uk

DESTINATION RETAIL

SYMBOL GROUPS / BESTWAY

45

Global partners with

Two Iconic Brands Back Together

Contact

0345 456 6300

Ready to go the distance?

gulfoil.co.uk/retail

For merchandising advice and FREE display aids please contact

0131 343 7602 remember. ..

FROZEN IS AS GOO AS FRESH! D