The Week In Retail Issue 39

RETAIL

THE WEEK IN

RAISE A BRU FOR BURNS

STORE PROFILE

FROM PANIC TO PROFIT

THE REMARKABLE JOURNEY OF PREMIER BROADWAY

SHOPWORKER PROTECTION

HISTORY MADE AS JOHNSON’S BILL PASSES

DANIEL JOHNSON’S WORKER PROTECTION BILL SET TO BECOME LAW

TECH

MONSTER ADDS VARIANTS DEACON JOINS JISP IGD’S FIVE 2021 TRENDS

VIRTUAL MARKETPLACES PLATFORM

SHOPAPPY HELPS INDIES FIGHT AMAZON

+ SWAN’S NEW FLAVOURED CARDS Commercial Partner:

Brought to you by:

Issue 39 Wednesday 20th January 2021

Symbol Partner:

Raise a BRU for Burns on January 25th

“

Stocking up with BRU’s the thing, If you want your till to go ker-ching

”

THE WEEK IN RETAIL

EDITOR’S COMMENT SHARE YOUR NEWS AND VIEWS WITH ME AT ABEGLEY@55NORTH.COM

A SAFER WORKING ENVIRONMENT – AND NOT BEFORE TIME Early yesterday evening, a little bit of history was made in the Scottish Parliament as Daniel Johnson MSP’s Protection of Workers (Retail and Age-restricted Goods and Services) (Scotland) Bill was formally voted through Stage 3 of the parliamentary process, clearing the way for the Bill to become law in Scotland later this year.

The Bill is expected to gain Royal Assent within the next few months and should be enacted in law around six months after that, creating a brand new statutory offence of assaulting, threatening or abusing a retail worker. It will provide further legal protections when the worker is carrying out their statutory duties such as age-restricted sales.

In other words, retail workers across Scotland will receive a richly deserved and hugely important new level of protection in the eyes of the law.

This is a potentially transformative development for our sector and could be the beginning of the end of the daily abuse and violence that has blighted local retailing for decades. Spare a thought, however, for our industry colleagues across the rest of the UK. The UK government has repeatedly shown itself entirely unwilling to follow suit, leaving retail staff to face the horrors

that are apparently accepted as ‘just part of the job’.

Johnson actually campaigned on a #notpartofthejob hashtag while forcing this Bill through and it’s entirely baffling that the UK government doesn’t appear to agree that shopworkers need more support.

So this is a massive moment for the local retailing industry in Scotland and we should all take a quiet moment to offer a little private thanks to Daniel Johnson, and indeed to the team at SGF who played such a vital role in the genesis of this Bill and its journey from nothing more than idea to an Act of Parliament.

We were lucky enough to secure an exclusive interview with Johnson on Tuesday, just an hour or two before the vote – and his comments make for interesting reading. A former retailer himself, he is only too familiar with the challenges of life on the front line and his commitment to getting this Bill past the finishing post is entirely praiseworthy. There is now light at the end of the in-store abuse tunnel – and let’s hope that Westminster does the right thing and follows suit sooner rather than later.

ANTONYBEGLEY ANTONYBEGLEY ANTONYBEGLEY

ANTONY BEGLEY, EDITOR

WEDNESDAY 20TH JANUARY 2021 / ISSUE 39 / SLRMAG.CO.UK / 3

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CONTENTS

WEDNESDAY 20TH JANUARY 2021 / ISSUE 39 WWW.SLRMAG.CO.UK

6

10 THIS WEEK’S NEWS IN BRIEF

PROTECTION OF WORKERS BILL

Former NFRN COO Greg Deacon joins all-in-one shopping app Jisp as Chief Customer Officer.

An exclusive interview with Daniel Johnson MSP, sponsor of this gamechanging new legislation.

8 COVID-19 UPDATE

A ROUND-UP OF THE LATEST

HOW’S YOUR WEEK BEEN... DENNIS & LINDA WILLIAMS? The Edinburgh retailing duo are currently enjoying record sales.

25 SUSTAINABILITY FOCUS: PACKAGING

30 OUT THE BOX: SHOPAPPY

CORONAVIRUS-RELATED NEWS. 21 RESEARCH: RETAIL TRENDS

14

HIGHLAND SPRING AND TENNENT’S

A WAY FOR LOCAL INDEPENDENT

ANNOUNCE MORE SUSTAINABLE

RETAILERS OF ALL KINDS TO FIGHT BACK

PACKAGING.

AGAINST THE ONLINE GIANTS.

WHAT ARE THE FIVE KEY TRENDS IGD

27 PICKS OF THE WEEK

33 BEFORE YOU GO...

BELIEVES WILL SHAPE 2021? TOBY

PICKARD REVEALS ALL.

TWITTER.COM/SLRMAG

A LOOK AT THE LATEST NEW PRODUCTS AND MARKETING CAMPAIGNS.

WWW.FACEBOOK.COM/SLRMAG

VALENTINE’S DAY CARDS AND FAT MEN IN LYCRA FEATURE STRONGLY THIS WEEK.

WWW.SLRMAG.CO.UK

WEDNESDAY 20TH JANUARY 2021 / ISSUE 39 / SLRMAG.CO.UK / 5

NEWS DIGEST

THIS WEEK’S NEWS FOR ALL THE LATEST NEWS, HEAD TO WWW.SLRMAG.CO.UK/CATEGORY/NEWS/

SLR AWARD

APPOINTMENTS

been awarded a GroceryAid

GREG’S FILLED ROLE

Bronze Award in recognition

FORMER NFRN COO GREG DEACON HAS JOINED ALL-IN-ONE

of its support for the industry

SHOPPING APP JISP AS CHIEF CUSTOMER OFFICER.

Scottish Local Retailer has

charity throughout 2020.

Bronze Award winners have participated in four activities across two of GroceryAid’s critical pillars: awareness, fundraising and volunteering.

SLR Publishing Director Antony Begley sits on the GroceryAid Scotland Committee and the National GroceryAid Independent Retailing Strategy Group.

NEW BOOKER SITE Booker Wholesale launched a new website yesterday, designed to be mobile friendly

Greg Deacon, who stepped down from his post as the NFRN’s Chief Operating Officer in December, has been named as the new Chief Customer Officer for all-in-one shopping app Jisp.

Effective from next month, Deacon will manage customer relationships and focus on Jisp customers as a wider business strategy. Prior to the NFRN, he had senior roles at Camelot and News UK looking after field sales and retail trade marketing strategies.

He said: “I’m absolutely delighted to join Jisp to help cement our leading app proposition as the bestin-class mobile marketing, shopping and payment solutions for UK retail

and further afield. I look forward to working with existing and new business partners, retailers and independent small business owners to develop our solutions we offer to the benefit of all.”

and with a cleaner, fresher look and feel than before. It also benefits from a simplified branch finder and more straightforward checkout process.

SPAR ON TV Spar Scotland is back on STV for two weeks. The new TV ads will focus on the everyday value offered in stores. Spar Scotland will support the advertising campaign via social media, in-store radio and instore POS.

NISA ADDS 620 STORES Nisa has announced it recruited more than 620 stores in the last 12 months, a significant uplift on the previous year. The launch of the new sub 1,000sq ft Nisa Express format in October helped take the year’s forecourt tally to over 60.

Despite the many challenges the pandemic caused for the industry, 2020 also saw 131 Nisa stores converted to the latest Evolution format as retailers continued to invest in their stores.

Several multi-site key accounts were also recruited including Ascona Group, Touts and the Highland Group. A number also continued to grow their estate since joining Nisa, including Amacor and PGNJ. Steve Leach, Sales Director at Nisa, said: “2020 was a record year for store recruitment at Nisa, which is testament to the strength of Nisa’s offer and that of the recruitment team, who have adapted brilliantly to embrace a primarily virtual recruitment method under such difficult circumstances this year.”

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NEWS DIGEST

THIS WEEK’S NEWS FOR ALL THE LATEST NEWS, HEAD TO WWW.SLRMAG.CO.UK/CATEGORY/NEWS/

LEGISLATION

WORKER PROTECTION BILL CLEARS FINAL HURDLE

SWA GROWS The Scottish Wholesale Association has bolstered its numbers after a lockdown recruitment drive that saw nearly 30 wholesalers join the trade group. Many wholesalers

DANIEL JOHNSON’S PROTECTION OF WORKERS

chose to sign up to the SWA

BILL WAS FORMALLY PASSED YESTERDAY

as a direct result of the

AND WILL BECOME LAW LATER IN THE YEAR,

coronavirus crisis as they

OFFERING GREATLY IMPROVED PROTECTION OF

sought advice on regulations

RETAIL WORKERS IN SCOTLAND.

and assistance with grant applications.

Daniel Johnson MSP’s Protection of Workers Bill was formally voted through the Scottish Parliament at Stage 3 yesterday evening, clearing the way for the Bill to become law in Scotland later this year.

The Bill will now be submitted for Royal Assent in the coming weeks and is expected to be enacted around six months later. This will create a new statutory offence of assaulting, threatening or abusing a retail worker.

It will also provide further legal protections when the worker is carrying out their statutory duties such as age-restricted sales.

Johnson said: “I am absolutely delighted to see my Bill pass all the legislative hurdles to become law and give retail workers the proper protection they need.”

Read The Week In Retail’s exclusive interview with Johnson yesterday on page 10.

CO-UP UP 9.2% Central England Co-op has revealed that its Christmas like-for-like food sales were up 9.2%, with New Year’s Eve seeing the biggest jump in food sales (11%) followed

by Christmas Eve (4.7%) and New Year’s Day (3.7%).

Overall, combined like-for-like sales (including fuel) were up

ALDI HANDS OUT PAY RISE Aldi has recognised the contribution of its store colleagues by giving them a New Year’s pay rise and increasing its minimum hourly rates from 1 February.

All of Aldi’s 30,000 Store Assistant colleagues will benefit from the pay rise, with the discounter paying a minimum hourly rate of £9.55, up from £9.40.

The new rates of pay are also boosted by the fact Aldi is still one of the only UK supermarkets to pay for breaks taken during shifts, which means Aldi colleagues remain the best-paid in the sector, according to the company. When paid breaks are included, Aldi’s minimum hourly pay rate for store colleagues, based on an average six-hour shift, will be £10.11.

The pay rise follows bonuses that were awarded to store colleagues in April and December 2020, in recognition of their efforts throughout the pandemic.

5.2%.

MFG ADDS 16 Motor Fuel Group will purchase seven operational stations and nine new-to-industry sites from BP as part of a wider agreement including fuel supply for 100 sites. Six of the operating stations are in Scotland with one in Surrey.

The new sites are spread across Scotland and England.

WEDNESDAY 20TH JANUARY 2021 / ISSUE 39 / SLRMAG.CO.UK / 7

NEWS SPECIAL

COVID-19 UPDATE FOR ALL THE LATEST CORONAVIRUS NEWS, HEAD TO WWW.SLRMAG.CO.UK/CATEGORY/NEWS/

SCOTLAND DEMANDS CASH Scottish Finance Secretary Kate Forbes has urged the UK Government to release £21.3bn of reserves to

WALES ACTS ON CALLS FOR IMPROVED IN-STORE SAFETY

help tackle the impact of

THE WELSH GOVERNMENT HAS ACTED ON CALL FROM TRADE

coronavirus.

UNION USDAW FOR IMPROVED SAFETY MEASURES IN-STORE.

VAPING REPRIEVE Vaping industry body UKVIA has called for a reprieve on click and collect sales as “smoke-free targets hang in the balance.” Vaping stores continue to be classed as ‘nonessential’, meaning click-andcollect has been suspended for them.

GET A GRIP Hand-protection manufacturer GripHero is to offer its

Wales First Minister Mark Drakeford has announced that retail businesses in Wales will have to carry out a specific coronavirus risk assessment under new Welsh Government legislation.

Trade union Usdaw has welcomed the move after being “inundated” with complaints from members “deeply concerned about their safety, as customers blatantly flout the rules”.

Nick Ireland, Usdaw Divisional Officer, said: “We welcome that the Welsh Government is legislating for risk assessments to be reviewed and updated regularly. We also welcome the particular focus on retail and the

strengthening of regulations to make stores as safe as possible. Retail staff are working with the public every day and not only suffer increased abuse, but are deeply worried about catching Covid-19.

“We are very concerned by reports from our members that too many customers are abusing shopworkers and not following necessary safety measures, like social distancing, wearing a face covering and shopping alone where possible for essential items only. Usdaw is urging the shopping public to strictly follow the rules and respect shopworkers.”

dispensers free to forecourts in an attempt to tackle the spread of coronavirus. The company hopes to help forecourt retailers reduce the potential for potential transmission of the virus as well as protecting customers from fuel contamination.

CARRIER BAG CHARGE TO RISE IN SCOTLAND The minimum price of a single use carrier bag is set to increase from 5p to 10p from 1 April 2021 – although the Scottish Government is planning to bring forward a Covid-19 exemption for retailers from charging for single use carrier bags for certain deliveries and collections, as was done in spring 2020.

The carrier bag charge was first introduced in Scotland in October 2014. Prior to the charge, 800 million single use carrier bags were issued annually in Scotland.

By 2015 this fell by 80%.

Additional measures to reduce single use plastic consumption include the banning of the sale of plastic-stemmed cotton buds, with further steps to ban a number of single use items recently being consulted on.

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NEWS SPECIAL

COVID-19 UPDATE FOR ALL THE LATEST CORONAVIRUS NEWS, HEAD TO WWW.SLRMAG.CO.UK/CATEGORY/NEWS/

BRITS STAY LOCAL TO WAVE ‘BUY BUY’ TO 2020 NEW DATA FROM PAYPOINT SHOWS THE AVERAGE SPEND AT LOCAL CONVENIENCE

D

STORES SOARED TO £8.47 DURING THE FINAL QUARTER OF 2020.

– followed by second-class stamps.

Mobile phone calling cards saw 18% growth quarter-on-quarter.

Nick Wiles, CEO of PayPoint said: “The announcement of another national lockdown in November and general guidance saw the population turn to their local convenience stores once more.

“The data shows that while Christmas was different this year, seasonal merriment and a desire to celebrate with loved ones, albeit remotely, were still pillars of our endof-year plans.”

FOOTFALL CONTINUES TO FALL The latest data from retail specialist Springboard shows that footfall across UK retail destinations dropped by 10.9% last week from the week before, although this was a marked improvement on the previous week which saw footfall drop by more than double that amount. Footfall was down 11.5% down in high streets.

The figures highlight how UK footfall is now 67.5% lower than in the same week in 2020, although better than the decline of 82.2% which took place during the first Covid-19 lockdown.

TESCO PAY+ HITS £1BN LANDMARK Tesco’s mobile payment app Pay+ hit the landmark figure of £1bn in payments in the runup to Christmas, having been launched in 2017.

TECH SOLUTIONS

ata collected across PayPoint’s UK network of 27,500 local convenience retailers for the last three months of 2020 reveals that the average spend at local convenience stores soared to £8.47 during the quarter, a 4% increase on Q3 and an 11% YOY increase.

Non-food, paper and disposables saw the sharpest growth vs Q3, with a 22% increase in sales with the biggest seller in this category a brand of toilet paper, hinting at a return to stockpiling ahead of the November lockdown

The contactless app allows shoppers to make payments, collect Clubcard points and track spending in any UK Tesco store with a single scan of their phone. The app is used to make a payment on average every 1.4 seconds and has 1.2 million users.

WEDNESDAY 20TH JANUARY 2021 / ISSUE 39 / SLRMAG.CO.UK / 9

COVER STORY

EXCLUSIVE - DANIEL JOHNSON INTERVIEW PROTECTION OF WORKERS BILL

HISTORY MADE AS SCOTTISH SHOP WORKERS BILL IS PASSED DANIEL JOHNSON MSP’S GAME-CHANGING PROTECTION OF WORKERS BILL WAS FORMALLY PASSED YESTERDAY AND WILL NOW

IVE S U L E XC R V I E W INTE Y B NY O T N A EY BEGL

H

BECOME LAW LATER IN THE YEAR. THE WEEK IN RETAIL SECURED AN EXCLUSIVE INTERVIEW WITH HIM.

istory was made yesterday – and it’s not a cliché we use lightly – as Daniel Johnson MSP’s Protection of Workers (Retail and Age-restricted Goods and Services) (Scotland) Bill was voted through the Scottish Parliament at Stage 3, clearing the way for the Bill to become law in Scotland later this year.

This represents a massively important moment for Johnson, the Labour MSP for Edinburgh Southern, as it means the Bill will be submitted for Royal Assent in the coming weeks – required for it to become an Act of the Scottish Parliament.

This will create a brand new statutory offence of assaulting, threatening or abusing a retail worker and will provide further legal protections when the worker is carrying out their statutory duties such as age-restricted sales.

The Week In Retail was granted an exclusive interview with Johnson yesterday just a couple of hours before the vote was due to take place at Holyrood and Johnson would take his place as a true champion of the local retailing sector.

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DANIEL, IT GOES WITHOUT SAYING, BUT YOU MUST BE VERY PLEASED? I have to say I am absolutely delighted to see my Bill pass all the legislative hurdles to become law and give retail workers the proper protection they need. For too long, violence and abuse were seen as part of the job for shopworkers but having worked with the Scottish Grocers’ Federation and other stakeholders across the country these past years, we have all challenged that assumption and provided workers with the protection of the law they deserve.

COVER STORY

EXCLUSIVE - DANIEL JOHNSON INTERVIEW PROTECTION OF WORKERS BILL

“We need the Scottish Government to stop passing laws which involve shop workers being forced to effectively enforce the law on the cheap.”

HOW DID THE IDEA FOR THE BILL COME ABOUT? Believe it or not, the concept for the Bill was first discussed way back in 2016, before I had even been elected as an MSP. SGF and shopworkers’ trade union Usdaw both supported the idea of a Bill that would offer enhanced legal protection to shop workers and SGF asked whether I would back a Bill of this nature, should I be elected. It was such an important issue that I decided not just to back the Bill but also to sponsor it. Indeed, it was one of the first things I did after being elected – so it’s enormously pleasing to see the Bill clear the final hurdle.

AND YOU ARE A FORMER RETAILER YOURSELF? Yes, that’s true. I ran a gifting and greetings card business (Paper Tiger in Edinburgh), rather than convenience stores, but that gave me plenty of insight into abuse of shopworkers and the sorts of challenges that retailers face every day. So the Bill was something that came from personal experience.

WAS IT A DIFFICULT PROCESS, GETTING THE BILL THROUGH? It was long and it was very challenging, yes. The Scottish Government initially took a very sceptical view of the retailing industry and it took a lot of work to turn that around. At the end of the day, however, over quarter of a million people work in the retailing industry in Scotland and you can’t ignore an industry of that size, no matter how sceptical you are.

DID CORONAVIRUS HAVE AN IMPACT? It certainly impacted the speed with which the Bill passed

through the Scottish Parliament, but the pandemic also helped reinforce the need for the new law because, tragically, incidences of in-store abuse of retail workers grew during the last year. I think the pandemic also served to help people understand the vital role that retailers in general, and local retailers in particular, play within the communities they serve across Scotland.

WEDNESDAY 20TH JANUARY 2021 / ISSUE 39 / SLRMAG.CO.UK / 11

COVER STORY

EXCLUSIVE - DANIEL JOHNSON INTERVIEW PROTECTION OF WORKERS BILL

HOW IMPORTANT COULD THIS NEW LAW PROVE TO BE? It won’t solve all of the industry’s huge problems around in-store abuse and violence, but it is a huge step forwards for the industry. Making it a statutory offence to assault, threaten or abuse a retail worker sends out a clear message and should help curb a lot of the abuse and violence that is currently commonplace in the retail sector. Even just siting a new legal notice at the till point will help retailers make sure that customers are aware of the serious consequences of their actions. In a sense, however, the Bill becoming law is only the beginning of a new set of challenges for the retail sector. We have a lot of work to do in order to communicate the new law both to retailers and to consumers.

WHEN DO YOU EXPECT THE NEW LAW TO BE ENACTED? Typically, Royal Assent would be given within two to three months and the Bill become law around six months after being given Royal Assent. So we’re basically looking at the back end of this year.

WHAT THEN? Clearly, we will be looking for enactment and enforcement of the law in retail outlets across Scotland, and the enforcement point is particularly critical as we do not want retailers themselves to be left to police the new law. We also need the Scottish Government to stop passing laws which involve shop workers being forced to effectively enforce the law on the cheap. There are already too many examples of this type of legislation where retail workers are expected to police the law in and around stores. But these are all challenges I relish and I look forward to promoting this change in the law with retailers and keeping our hard working retail colleagues safe.

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SGF VIEW PETE CHEEMA, CEO, SGF “We are delighted that the Protection of Workers Bill has successfully passed Stage 3 of the Parliamentary process. SGF has worked with Daniel Johnson MSP since 2016 to call for additional protections for shop workers and has been a committed supporter of his Bill. At the SGF hustings in April 2016, we first floated the idea of giving front line retail staff similar legal protection as that given to emergency workers. The idea received strong support from senior politicians who took part in the event including Murdo Fraser (Conservatives) and Deputy First Minister John Swinney (SNP) but Daniel Johnson said that not only would he support it but, as a former retailer, he would sponsor it – and he has been true to his word.

“For SGF, 19th January 2021 is an historical today, to have overseen a bill from conception to proceeding for Royal Assent is nothing short of a dream. It has been a magnificent achievement, helped originally by Rory McPherson and then Michael McDougall from TLT in writing the original Bill and making the necessary amendments and then passing it over to Daniel Johnson, who has handled it magnificently.

“Once the Bill receives Royal Assent we will at last have key protections in place for shop workers who will benefit from a safer in-store environment and will also provide them with confidence when carrying out their work. Yesterday’s vote represents a key step-change in terms of Scotland’s approach to retail crime.

“Throughout the current pandemic convenience retailers and their staff have been working extended hours to ensure that the communities which they serve have access to the key groceries and services they need. It is fitting that the Scottish parliament has taken the decision to afford retail workers the protection they deserve under the law.”

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THE WEEK IN

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STORE PROFILE

PREMIER BROADWAY CONVENIENCE STORE, EDINBURGH DENNIS & LINDA WILLIAMS

HOW’S YOUR WEEK BEEN...

DENNIS & LINDA WILLIAMS? FROM FACING DISASTER JUST A FEW YEARS AGO WHEN ALDI MOVED IN NEXT DOOR, EDINBURGH RETAILERS DENNIS AND LINDA WILLIAMS HAVE REINVENTED THEIR BUSINESS AND ARE CURRENTLY ENJOYING RECORD NUMBERS IN THE STORE THEY’VE OWNED FOR ALMOST FOUR DECADES.

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STORE PROFILE

PREMIER BROADWAY CONVENIENCE STORE, EDINBURGH DENNIS & LINDA WILLIAMS

HOW’S YOUR WEEK BEEN DENNIS & LINDA? We’ve had worse weeks! We’re seeing record basket spends, huge year-on-year growth, the deli is flying and Linda recently won an SLR Reward, so things aren’t too bad at all.

AN AMAZING TURNAROUND IN JUST A FEW YEARS? Yes, when we learned that Aldi was moving in almost literally next door, we really did fear the worst. At the time it was a proper disaster scenario and we really didn’t see how we could find a way forward. But with the help of Premier and, in particular Charles Wilson, we developed a game plan and we stuck to it and here we are a few years later with the store doing record numbers. It’s astonishing really.

WHAT WAS THE GENERAL PLAN WHEN ALDI ARRIVED? Charles Wilson offered us some amazing advice and he spent lots of time helping us develop a strategy. That strategy was basically around developing our offering to ensure we were providing a range of products and services that Aldi doesn’t. It was a simple but very effective strategy.

AND THAT WAS THE START OF THE FOOD-TO-GO JOURNEY? We saw food-to-go as a key way of setting ourselves apart. We had very modest targets at the outset. We were aiming to add £200 a week to our sales with the deli. To put that in context, in the run up to this Christmas the deli was doing over £3,000 a week – so you could say we’re pleased with the results!

AND YOU DID A MAJOR REFIT LAST

YEAR? Yes, in September we carried out a full refit of the store.

WHAT DROVE THAT DECISION? Lots of things but principally the fact that a lot of the store was getting a little tired. We also wanted to add some new products and services, and we wanted to allocate the sales space more efficiently, prioritising lines that deliver both sales and profits. Again, Charles Wilson was involved in that process and really helped us focus our thinking. Like many retailers, we had been a little guilty of just focusing on lines that sell well, without properly analysing how much profit they delivered. We did six different versions of the plan for the remodelled store and every time we sent it them to Charles, he wasn’t happy with them. He had his team analyse all our Epos data in depth and finally came up with a plan that focused firmly on profit – and that was the plan we ended up going with.

SO WHAT CHANGED DURING THE REFIT? Everything, really! The biggest surprise we got

WEDNESDAY 20TH JANUARY 2021 / ISSUE 39 / SLRMAG.CO.UK / 15

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STORE PROFILE

PREMIER BROADWAY CONVENIENCE STORE, EDINBURGH DENNIS & LINDA WILLIAMS

and waters; and multipacks and 2l bottles. A big part of the refit was all geared towards helping us leverage the growth of the deli by trying to grow incremental purchases from deli customers. Now our deli customers have to walk through the store to get a drink, and virtually every deli customer buys a drink. So they pass the crisps and the confectionery and so on and, more often than not, they’ll add a little impulse purchase or two.

DID YOU UPDATE THE FIXTURES AND FITTING TOO? Yes, the chilled cabinets were all replaced with modern, more efficient units and the entire shop floor was reworked with new fixtures. We added a coffee island too and we have a F’real machine arriving any day, so that should help grow sales and footfall further. We also increased space for growing categories and reduced space for categories that either sell slowly or don’t deliver enough margin. All very logical and sensible, but it’s only when you step back and take a fresh look at the whole store that you realise there’s a lot you can do to grow profits.

“We were aiming to add £200 a week to our sales with the deli – but in the run up to this Christmas it was doing over £3,000 a week!” from the data analysis was how important soft drinks was to us. For the sales and profit it was delivering, Charles reckoned we needed about three times more space for the category. So we did just that, tripling the space and moving the entire category to the back of the shop. So now we have three distinct sections: carbonates; milk, juices

DID IT WORK? The short answer is yes, absolutely. However, the problem is that it’s hard to pin down the exact reasons why sales and profits are so high because there’s so much going on. So many factors are influencing sales and profits at the moment.

All told, sales are up 18% year-on-year, which isn’t bad for a store that’s been here for decades.

Footfall has been down throughout the pandemic, but basket spend is at a record high. It has grown by over 48% recently and is up over 40% year-onyear. It currently sits at almost £11 (and over £9 without services), which is unbelievable. So the big challenge is to just get a few more customers through the door.

WEDNESDAY 20TH JANUARY 2021 / ISSUE 39 / SLRMAG.CO.UK / 17

STORE PROFILE

PREMIER BROADWAY CONVENIENCE STORE, EDINBURGH DENNIS & LINDA WILLIAMS

HOW ARE YOU DOING THAT? Facebook has been enormous for us in the last year. Linda and our daughter Sophie, who has been working for us over the last year, have done an amazing job and we’re seeing huge engagement levels now. We have over 2,500 followers and that’s growing all the time. It’s a fantastic way of staying in touch with our customers and we get some lovely feedback.

HOW WAS CHRISTMAS? Exceptional. Sales over the Christmas fortnight were up 17% year-on-year, but that’s more or less on a par with the year-on-year growth we’ve seen every fortnight so, again, it’s hard to analyse the data and come to firm conclusions – but as long as the sales and profits keep coming, we’re happy!

WHY IS THE DELI PERFORMING SO WELL?

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We always set out to offer quality. If we wouldn’t eat it ourselves, we wouldn’t sell it to our customers.

We use great quality ingredients and we keep the menu fresh, with a daily lunch special and a soup of the day. We’re getting customers coming from miles away. It’s hard, hard work and £3,000 a week is a lot of food, but it shows we had the right idea.

The next step will be to recruit more staff to help us grow it even further.

AND LINDA WON AN SLR REWARD? Yes, we were thrilled that she won a Covid Hero Award for her Covid Hardship Fund. It was a really simple but really effective idea and we’ve now handed out over £12,000 to local people who just need a little help. We’ll keep the Fund open permanently, even when Covid is gone because in our community there will always be people who could do with a wee helping hand, but we’re not

STORE PROFILE

PREMIER BROADWAY CONVENIENCE STORE, EDINBURGH DENNIS & LINDA WILLIAMS

pushing it hard these days as people have already been so generous. Having said that, we still get donations every week.

WHAT LIES AHEAD? That depends on the pandemic. I think we’ll see a lot more people working from home permanently which should mean they’ll shop locally more often. I think there’s a new appreciation of the important of local retailers these days too, which is long overdue. We think it will be a long time before things get back to normal, and even then, it’s not likely to be the same as the old normal.

Hopefully that will be a positive for local retailers everywhere.

WEDNESDAY 20TH JANUARY 2021 / ISSUE 39 / SLRMAG.CO.UK / 19

TO POWER YOUR SALES, PLAY. Energy drinks are big business. Time to take advantage with Sales Supercharged. The exciting new retailer support initiative from Monster. Learn which products are really driving sales. How to give your chiller more merchandising muscle. And get the low down on all the latest consumer trends. You’ll even get the chance to grab some free stock.

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10 FREE CASES OF MONSTER OR RELENTLESS Source: 1 in 3 soft drinks sold are energy drinks – Nielsen: IC Energy drinks, Units Sold in Symbols and Indies YTD w.e 03.10.20 Source: Monster is driving 77% of energy category growth – Nielsen Symbols and Indies, % value growth YTD w.e 03.10.20

®

©2020 Monster Energy Company. All rights Reserved. MONSTER ENERGY ® ULTRA are all registered trademarks of Monster Energy Company

,

®

,

MONSTER ENERGY

RESEARCH

RETAIL TRENDS IN 2021 IGD

THE FIVE RETAIL TRENDS TO PREPARE FOR IN 2021

D

IGD HAS HIGHLIGHTED THE FIVE KEY TRENDS IT BELIEVES WILL SHAPE 2021, AS TOBY PICKARD HIGHLIGHTS BELOW.

riving online profitability, creating safe shopping spaces, and bringing the out-ofhome experience in-home are among the key trends expected to shape global retail in 2021, according to new predictions from IGD.

1. SYSTEM UPGRADE: DIGITALLY ENHANCING OPERATIONS Introduction of digital technologies that have a low capital investment and are easy to update Partnerships with third-party technology providers to speed up new tech introduction More use of machine learning and artificial intelligence at store level to drive revenue and increase customer satisfaction

4. HOLISTIC HEALTH: SUPPORTING HEALTH AND WELLNESS Greater focus from shoppers on hygiene and sanitation products for individuals and the home Retailers and brands trying to differentiate themselves by helping shoppers and consumers live healthier lives More tailored solutions in-store, either through assistants or using digital tools like apps

5. RECUPERATIVE RETAIL: FOCUSING ON SUSTAINABILITY

With climate change remaining a top priority, IGD expects retailers globally to push ahead with initiatives to support goals in this area 2. ESCALATING E-COMMERCE: DRIVING Continued implementation globally of initiatives to ONLINE AND PROFITABILITY reduce plastic and food waste Retailers seeking to reduce their overall operating costs to Initiatives to build trust, loyalty and better relationships accommodate online, improving processes and automation with shoppers, staff and communities Encouraging shoppers towards click and collect Toby Pickard, Head of Innovation and Futures at IGD, Retailers assessing the options for rapid delivery, for said: “The industry faced unprecedented challenges and had example the same day or in a few hours to adapt to ever changing government policies, and shopper and consumer behaviour changes.

3. MAKING A MEAL OF IT: CREATING “When planning for 2021, companies should consider INSPIRATION AND EXCITEMENT the two main variable factors from the pandemic: Retailers creating inspiring meal solutions for all the potential path of the virus (from a relatively READ A occasions manageable virus to multiple outbreaks with SAMPLE OF Retailers seeking to capture shopper spend lockdowns) and performance of the economy THE FULL that was previously taking place out of home REPORT (from an economic performance that quickly recovers to a hard-hit economy slow to rebuild).”

WEDNESDAY 20TH JANUARY 2021 / ISSUE 39 / SLRMAG.CO.UK / 21

CONGRATULATIONS TO OUR WINNERS!

Premier Dundee University

WINNER

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JOIN THE WINNING TEAMS!

Beer, Cider, Wines & Spirits Retailer of the Year Fresh, Chilled & Frozen Retailer of the Year Sustainability Retailer of the Year

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Responsible Retailer of the Year

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Mint and Menthol JUULpods account for £3 of every £10 spent.* Sales of closed system menthol products are growing at 66% year-on-year.** Become a JUUL retail partner.

Email uksales@juul.com today.

Designed for adult smokers.

Not for sale to minors.

JUUL is an e-cigarette.This is an age-restricted product and age verification is required at sale. *Source: IRI value sales , closed systems, 4 Weeks to 13th Sept 2020. **Source: IRI value sales in tracked channels 4 Weeks to 13th Sept 2020.

TM and © 2020 JUUL Labs, Inc. All rights reserved.

WARNING: This product contains nicotine which is a highly addictive substance.

SUSTAINABILITY FOCUS

PACKAGING HIGHLAND SPRING / TENNENT’S

SUSTAINABILITY UPDATE MAJOR SCOTTISH BRANDS HIGHLAND SPRING AND TENNENT’S HAVE ANNOUNCED NEW SUSTAINABILITY IMPROVEMENTS THIS WEEK AROUND THE PACKAGING OF THEIR ICONIC PRODUCTS.

significant step forwards in ensuring all our packaging uses recycled materials and is designed in a way that makes it easy for consumers to embrace positive plastic behaviours.”

HIGHLAND SPRING’S GREEN TARGETS: Q Continued expansion of Highland Spring’s eco

TENNENT’S

bottle range.

Q Increasing the amount

HIGHLAND SPRING Highland Spring is launching its most environmentally sustainable multipack to date (12 x 500ml), featuring a new 100% recycled plastic shrink wrap, as the business continues to push forward on its journey to using 100% recycled materials across its portfolio.

Initially announced in September, the pack is now in production ahead of its first trial at selected Sainsbury’s stores nationwide from January.

Clearly labelled as an ‘Eco Pack’, to differentiate it from other packs on shelf, the move marks the brand’s biggest packaging transformation since it introduced its range of 100% recycled and recyclable eco bottles in 2019.

Launching in 270 Sainsbury’s stores, Highland Spring believes the initiative is a first for the UK natural source water category.

Simon Oldham, Chief Commercial Officer, Highland Spring Group said: “We want consumers to understand

of recycled plastic in its packaging.

Q Working with industry to achieve a 90% recycling rate for bottled water and soft drinks packaging.

Q Investing in a new rail freight facility which will let the business transport goods in an environmentally sustainable way, reduce its carbon footprint by 3,200 tonnes and remove approximately 8,000 trucks from the road a year.

that plastic is a valuable resource that should not be treated as waste. We are taking a holistic approach to our packaging and want to create a truly circular plastics economy in the UK to ensure these materials stay in the loop.

“That’s why we are delighted to introduce our next generation 100% recycled shrink wrap, which is a

A £7m investment in packaging equipment at Wellpark Brewery in Glasgow sees Tennent’s well on its way to eradicating single use plastic from its consumer packaging.

The investment will remove 150 tonnes of plastic from Tennent’s Lager can packs by 2022, including more than 100 million plastic (hi- and midcone) rings.

Work at the brewery is expected to complete in spring 2021, when the brewer will be able to produce up to 120,000 cans per hour, packaged in fully recyclable cardboard. The new packaging area will remove all plastic packaging from Tennent’s Lager can formats for the first time in more than 40 years.

Martin Doogan, Group Engineering Manager, said: “Sustainability is at the core of our business and this is the latest step as we work towards our 2022 goal of eliminating single use plastic from our consumer packaging and our ongoing commitment to environmental best practice in everything we do.”

WEDNESDAY 20TH JANUARY 2021 / ISSUE 39 / SLRMAG.CO.UK / 25

RRP £9.50*

GREAT VALUE LOW PRICE Kensitas Club sales volumes have increased by approximately 28.8% year on year**

*Based on RRP as at 16th November 2020, Retailers are free at all times to sell JTI products at whatever price they choose. ** IRi Market Place, Volume Sales, Kensitas Club RMC, Total UK, MAT To 13/09/20 vs. MAT To 15/09/19

NPD AND MEDIA

PICKS OF THE WEEK SPECIAL – MONSTER TO GET YOUR PRODUCT LISTED PLEASE CONTACT RAITKEN@55NORTH.COM

A MONSTER START TO THE YEAR ENERGY BRAND MONSTER IS OFFERING A BOOST TO LOCAL RETAILERS WITH THE LAUNCH OF THREE NEW VARIANTS.

Coca-Cola

European

Partners

(CCEP)

is

Simon Harrison, Vice President, Commercial

expanding its Monster range with three new

Development at Coca-Cola European Partners

additions: Monster Mule, Monster Ultra Fiesta

GB, said: “72% of energy sector growth over

and Monster Juiced Monarch.

the last year has come from new products

The new lines have been created to help

[Nielsen, Dec 2020]. Much of this is thanks to the

retailers tap into growing demand for flavour

huge success of Monster’s new variants which

innovation in the energy sector and build on

contributed to over half of this.”

momentum behind the Monster brand after “a hugely successful year”.

“We know there’s big demand in the market for new and exciting flavours, including in the

Monster is now worth £287m and has

low calorie energy segment. We’re confident

delivered more than half of the sector’s £135.4m

that our latest launches, supported by impactful

growth over the last two years in Great Britain

marketing campaigns that the Monster brand

[Nielsen, Sep 2020].

is known for, will appeal to new and existing

Q Monster Mule – an energy twist on the famous

energy drinkers and will drive sustained growth

Moscow Mule cocktail, with the taste of spicy ginger with a hint of lime. CCEP says it’s the country’s first ginger-flavoured energy drink.

throughout this year.”

Convenience retailers will be able to choose between plain and price-marked 500ml packs of

Q Monster Ultra Fiesta – a zero sugar, zero

Monster Mule, Monster Ultra Fiesta and Monster

calories combo of juicy mango flavour with

Juiced Monarch for their shoppers to enjoy on-

the renowned Monster energy blend.

the-go.

Q Monster Juiced Monarch – a mix of peach

All three new variants will also be available in

and nectarine, it combines real fruit juice with

four-packs later this year, and will be joined by

Monster’s unique energy blend and is named

Monster Pacific Punch, Monster Ultra Paradise

after the Monarch butterfly.

and Monster Ultra Black.

WEDNESDAY 20TH JANUARY 2021 / ISSUE 39 / SLRMAG.CO.UK / 27

NPD AND MEDIA

PICKS OF THE WEEK SPECIAL – SWAN TO GET YOUR PRODUCT LISTED PLEASE CONTACT RAITKEN@55NORTH.COM

SWAN GLIDES INTO FLAVOURED INSERTS CATEGORY LEADING FILTER BRAND SWAN IS ENTERING THE FLAVOURED INSERTS CATEGORY WITH THE LAUNCH OF A RANGE OF FLAVOUR FUSION CARDS.

Republic Technologies (UK) is rolling out a new

The flavour card sub-category is set to

range of Flavour Fusion Cards under its Swan

deliver £18m in annual sales for retailers [IRI,

brand. Available from next month, the Flavour

Nov 2020].

Fusion Cards let consumers create their own level of flavour in a packet of cigarettes or rollyour-own tobacco in just 30 minutes.

The lines are being launched in two variants – Fresh Burst and Menthol – in outers containing 25 individual cards.

“Following the change in legislation last May, we have seen a significant number of consumers looking for flavour alternatives to menthol cigarettes,” said Gavin Anderson, Head of Sales at Republic. “Building on the successful launch of our Swan Crushball Menthol capsule filters last Spring, our new Flavour Fusion Cards will enable retailers to offer shoppers even more choice in flavour and format. The cards will also provide smokers with the ultimate in flavour impregnation.

“The iconic Swan brand is a beacon within the tobacco accessories category and is synonymous with quality and value and we’re confident that this latest product innovation will enable retailers to drive sales within their tobacco accessories fixture.”

28 I SLRMAG.CO.UK / ISSUE 39 / WEDNESDAY 20TH JANUARY 2021

RSP: 39p per card

NPD AND MEDIA

PICKS OF THE WEEK TO GET YOUR PRODUCT LISTED PLEASE CONTACT RAITKEN@55NORTH.COM

VIMTO REBRANDS

KA GETS FRESH

RYE SMILE

Vimto is launching a new visual

Barr Soft Drinks is launching

Speciality Brands has brought

identity to deliver a cleaner,

three new flavours under its

Michter’s Toasted Barrel Finish

bolder and more modern look.

Caribbean brand KA: Tropical

Rye 2020 release to the UK.

Centred around a striking ‘V’,

Krush, Strawberry Soda and

It is made by taking Michter’s

the new design nods to the

Citrus Punch. The new flavours

Single Barrel Kentucky Straight

brand’s 113-year heritage with

will be supported by a year-

Rye at barrel strength and then

the inclusion of ‘since 1908’ as

long brand investment and

further ageing it in a second

well as its iconic red, white and

online advertising campaign.

custom barrel.

purple colour palette.

RSP: 79p

RSP: £98

RITTER GOES NUTS

EASTER BONDING

CHEAT ON MEAT

Ritter Sport has unveiled a

Confectionery brand Bonds

Knorr has announced its return

new milk chocolate cashew bar

of London has unveiled its

to the nation’s TV screens as

alongside a new look across

Spring 2021 range featuring

part of its £6m ‘#CheatOnMeat’

its nut selection bar range.

a raft of new and improved

campaign featuring cooking

The redesigned Nut Selection

products including sugar bags,

duo, The Hairy Bikers. The TV

range (formerly called Nut

confectionery bags, ‘Pun

ad aims to raise awareness

Perfection) includes five

Boxes’, Shaker Cups, and kids’

of the brand and encourage

products.

novelty and impulse lines. All

people to #CheatonMeat this

RSP: £1.50

are available from Hancocks.

Veganuary and beyond.

WEDNESDAY 20TH JANUARY 2021 / ISSUE 39 / SLRMAG.CO.UK / 29

NOW THAT’S A GOOD IDEA…

OUT THE BOX SHOPAPPY

SHOPAPPY: YOUR LOCAL COMMUNITY ONLINE SHOPAPPY IS PROPOSED AS AN EFFECTIVE WAY FOR LOCAL INDEPENDENT RETAILERS OF ALL KINDS TO FIGHT BACK AGAINST THE ONLINE GIANTS BY CREATING TOWN-BASED VIRTUAL MARKETPLACES.

JACKIE MULLIGAN, FOUNDER.

WHAT’S THE BIG IDEA? A town-based virtual marketplaces platform that allows shoppers to shop local. It allows local independent retailers of all kinds to sell to those shoppers via an online social enterprise platform called ShopAppy, backed by the might of Visa and Natwest. Set up by Jackie Mulligan in 2016, the solution has thrived under lockdown as it helps smaller retailers fight back against the might of online retail giants like Amazon.

HOW DOES IT WORK? ShopAppy member retailers list their range on the website and shoppers can buy products from any member stores, all from the same website. Stores then pick the orders and customers can collect their entire order from a single store, even if the order included products from several stores. Or they can have the order delivered to their homes.

AND LOCAL IS WHERE IT’S AT THESE DAYS? WATCH THE VIDEO

30 I SLRMAG.CO.UK / ISSUE 39 / WEDNESDAY 20TH JANUARY 2021

Indeed. Analysis of spending habits by the Centre for Retail Research suggests smaller neighbourhood shopping areas

NOW THAT’S A GOOD IDEA…

OUT THE BOX SHOPAPPY

fared better than large cities and shopping centres last year.

In Visa and Cebr research, over half of Brits said they would be willing to spend more than half of their money with local businesses. There has been a significant shift in positive sentiment towards local and, as more people worked from home in 2020, more money was spent locally and more people rediscovered their local independent stores and made new neighbourhood friends.

HOW MANY TOWNS ARE SHOPAPPY? There are now more than 150 UK towns on ShopAppy, inspiring customers to shop local without leaving home.

HOW MUCH DOES IT COST RETAILERS? Nothing. Many ShopAppy.com sites are currently funded by local enterprise partnerships, councils, or business improvement districts meaning the platform continues to cost nothing for businesses to join.

WHAT’S SHOPAPPY SAYING? Founder Jackie Mulligan says: “We are very excited to see Shopappy.com really taking off across the UK. None of us want to see our High Streets disappearing, but the effects of lockdown and Covid mean many people are now shopping online with huge, global retail giants, rather than supporting our muchloved local shops.

ShopAppy.com provides a fabulous local alternative and allows people to support their own communities more easily. It’s great news for member shops in lockdown who can still trade, and it’s also fantastic to know that local communities are rallying around to bring that vital spending closer to home.”

WHERE DO I FIND OUT MORE? To find out more information or sign up for ShopAppy.com, retailers should visit: www.ShopAppy.com

WEDNESDAY 20TH JANUARY 2021 / ISSUE 39 / SLRMAG.CO.UK / 31

NOTHING TO SEE HERE. AVAILABLE NOW.

TENNENT’S AND THE RED T ARE REGISTERED TRADEMARKS OF THE C&C GROUP

@TennentsLager

BEFORE YOU GO

RETAIL RANDOMS VALENTINE’S DAY CARDS / OVERWEIGHT CYCLISTS

FAT LAD AT THE VALENTINE’S BACK: WE ALL DAY SELECTION KNOW ONE

SPICE UP YOUR

Valentine’s Day is always a good opportunity to shift some greetings cards as absent-minded shoppers forget that they really should have got their significant other something special, but they’ll just have to settle for a naff card and a bunch of past-their-best flowers from the local convenience store. Well, if you’re looking for something a little more left field to liven up your Valentine’s Day card offer, take a look at the range available from a company called Thortful. Reader discretion advised.

One of the more unsavoury consequences of lockdown has been a spate of new MAMILS (middle aged men in lycra) investing in shiny new pro-standard £3k bikes and squeezing themselves into unreasonably tight shorts to make better use of their extra time at home. We all know a few ageing cyclists with Pelotons, Garmins, those awful knee-high socks and those silly wee peaked caps that point up at the front.

Anyway, we’ve done you all a favour by finding the perfect gift for the new cycling fanatic in your life: a range of ‘Fat Lad at the Back – Powered by Pie’ cycling attire.

Built for the more generously proportioned cyclist, the range is perfect to spare the blushes while still allowing the budding Lance Armstrongs out there to get all the gear and still have no idea.

WEDNESDAY 20TH JANUARY 2021 / ISSUE 39 / SLRMAG.CO.UK / 33

500ml

EwW N e l b a l i a no av big can

• IRN-BRU ENERGY IS GROWING 4 X FASTER THAN TOTAL ENERGY* • 60% OF SHOPPERS ALWAYS BUY THE SAME SIZE CAN** •

ADD 500ML TO TURBo CHARGE YOUR SALES