RETAIL
THE WEEK IN
HOME DELIVERY
MULTS DOUBLE DOWN
COKE KANES IT 30 MINUTE DELIVERIES BIG SEPTEMBER FOR LOTTERY
TESCO ADDS 16K STAFF, ASDA PLANS 1M SLOTS A WEEK
RETAILER INTERVIEW
DAN’S THE MAN
DAN BROWN TODAY NAMED YOUNGEST EVER SGF PRESIDENT
+ LOCKDOWN GROWTH TO LAST TO CHRISTMAS Commercial Partner:
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Issue 19 Wednesday 26 August 2020
R o f Y ENERg F F U T S L A E E R H T ENERGY IS GROWING 6 X FASTER THAN SOFT DRINKS
FLAVOURS NOW ACCOUNT FOR 30% OF MAINSTREAM ENERGY PRODUCTS*
NEARLY 1 IN 2 SOFT DRINKS SOLD IS AN ENERGY DRINK*
FLAVOURED ENERGY IS GROWING FASTER THAN ORIGINAL ENERGY*
MERCHANDISE CHILLED, NEXT TO OTHER SLIM CAN ENERGY PRODUCTS! *1: IRI MARKETPLACE, VALUE SALES, MAT TO 19/04/2020, TOTAL SCOTLAND. *2: IRI MARKETPLACE, PPL & AVERAGE MARGINS, MAT TO 19/04/2020, SCOTLAND CONVENIENCE *3: IRI MARKETPLACE, VALUE ESALES, DRINK NOW, MAT TO 19/04/2020, SCOTLAND SYMBOLS & INDEPENDENTS. *4: IRI MARKETPLACE, VALUE SALES, MAINSTREAM DRINK NOW ENERGY EXCL. ORIGINAL, MAT TO 19/04/2020, TOTAL COVERAGE
THE WEEK IN RETAIL
EDITOR’S COMMENT SHARE YOUR NEWS AND VIEWS WITH ME AT ABEGLEY@55NORTH.COM
A BOLD DECISION, BUT DAN’S THE MAN It’s a rare pleasure to be able to reveal today that Musselburgh retailer Dan Brown has literally just been appointed as the new President of the Scottish Grocers’ Federation. Ordinarily the ceremonial handover of the Presidential bling takes place at the annual SGF Conference but, thanks to Covid-19, this year’s handover took place during a virtual meeting of the SGF National Executive earlier today. Dan’s appointment merits a little special mention in the annals of the SGF’s 102-year history as, aged just 28, Dan is actually the youngest ever President of the Federation. Somewhat ironically, the man who previously laid claim to the title of ‘youngest ever President’ was none other than a certain David Sands, a man that Dan has worked either for or with for much of his adult life. Appointing the youngest ever President slap bang in the middle of the worst pandemic anyone has ever seen may seem like a bold decision, but anyone that knows Dan will know that the SGF couldn’t have found a better man for the task. He may be relatively young in years but he more than makes up for that in experience (he’s been working in retail since he was 11), passion, commitment
and energy. I know from personal experience that Dan is no stranger to a 20-hour shift, a kip in the back office and a hands-on approach to dealing with shoplifters being abusive to his team. But what’s most impressive about Dan’s approach to retail – to me at least – is more about how he studies the industry. He takes a very academic approach to retail, no doubt inspired in part by having completed a degree in Retail Marketing. Under the long-term tutelage of his study tour-loving father, industry veteran Stephen Brown, Dan has long understood the value of making time to see what other retailers are up to, whether that’s along the road or on the other side of the planet, armed with a notepad and a camera. A true student of retail, Dan has so much to offer the SGF and its members and he has a remarkably replete skillset, despite his youth. He also happens to be a great guy who is universally respected and liked by retailers in Scotland and across the UK. He has a tough couple of years ahead of him with the SNAFU world we’re currently living in but, for me, the SGF have found the perfect man for the job.
ANTONYBEGLEY ANTONYBEGLEY ANTONYBEGLEY
ANTONY BEGLEY, EDITOR
WEDNESDAY 26 AUGUST 2020 / ISSUE 19 / SLRMAG.CO.UK / 3
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CONTENTS
WEDNESDAY 26 AUGUST 2020 / ISSUE 19 WWW.SLRMAG.CO.UK
6
10 THIS WEEK’S NEWS IN BRIEF
It’s going to be a ‘Big September’ for the National Lottery, while Tesco ups the ante on home delivery.
22
INTERVIEW: SGF PRESIDENT DAN BROWN
OPINION: TOM FENDER TWC Group’s Development Director thinks e-commerce will be the wholesale industry’s next big battleground.
At just 28 – and officially inaugurated today – the Musselburgh retailer is the youngest ever SGF President.
8 COVID-19 UPDATE
20 MEDIA CAMPAIGNS: COCA-COLA
26 CHRISTMAS SPIRITS
17 OUT THE BOX: 30 MINUTE DELIVERIES
COKE’S NEW ‘MAKE YOUR HOME THE HOME
PERNOD RICARD PREDICTS INCREASED
A NISA RETAILER IN LANCASHIRE RAMPS
END’ CAMPAIGN FEATURES AN ALL-STAR
WINES & SPIRITS SALES IN LOCKDOWN
UP THE HOME DELIVERY STAKES.
LINE-UP OF FOOTBALLING TALENT.
WILL DRIVE GROWTH THIS CHRISTMAS.
18 RESEARCH
25 PICKS OF THE WEEK
31 BEFORE YOU GO...
THE UK FOOD AND GROCERY MARKET IS SET TO GROW BY 10% BY 2022, SAYS IGD.
TWITTER.COM/SLRMAG
A LOOK AT THE LATEST NEW PRODUCTS AND MARKETING CAMPAIGNS.
WWW.FACEBOOK.COM/SLRMAG
BREWDOG TAKES THE HUMP WITH ALDI’S COPYCAT VERSION OF ITS FLAGSHIP BEER.
WWW.SLRMAG.CO.UK
WEDNESDAY 26 AUGUST 2020 / ISSUE 19 / SLRMAG.CO.UK / 5
NEWS DIGEST
THIS WEEK’S NEWS FOR ALL THE LATEST NEWS, HEAD TO WWW.SLRMAG.CO.UK/CATEGORY/NEWS/
NISA GOES VIRTUAL
LOTTERY
this year’s virtual Nisa Expo
‘BIG SEPTEMBER’ FOR NATIONAL LOTTERY
opened on Monday for Nisa
HUNDREDS OF MILLIONS OF POUNDS WILL BE UP FOR GRABS IN A
retailers and suppliers. The
BIG SEPTEMBER AS THE LOTTO GAME EVOLVES.
The registration portal for
event takes place on Tuesday 20 and Wednesday 21 October and is being hosted virtually for the first time in its history. To register, visit www.nisaexpo. co.uk.
SPAR BACKS SCOTTISH Spar Scotland is putting its weight behind the Scottish Food and Drink Fortnight from 5 to 20 September, with all Spar stores in Scotland taking part in the event to promote Scottish food and drink with a range of deals on Scottish products. The event is being
Camelot has today revealed details of a series of special draws for September where hundreds of millions of pounds will be up for grabs. The National Lottery operator has also announced an upcoming change to Lotto which will see around a million people win a fiver in ‘Must Be Won’ draws. From Saturday 7 November, players who match two main numbers in a Lotto ‘Must Be Won’ draw where no one matches all six main numbers to win the jackpot outright will also scoop a share of the jackpot, winning £5 in addition to a free Lucky Dip. This is the first time a cash prize has been available for matching two main numbers on Lotto.
The ‘Big September’ special draws start with a £20m Lotto ‘Must Be Won’ draw on Saturday 5 September followed by two mega EuroMillions draws – one guaranteeing 20 UK millionaires on Friday 18 September and one offering a boosted jackpot of over £100m on Friday 25 September. A special ‘Must Be Won’ draw will launch the change to Lotto in November.
supported with in-store POS.
TEXACO INTEGRATION Henderson Technology has launched the first EDGEPoS self-checkout integrated with HTEC Gempay payment terminals to enable their use within Texaco-branded forecourt sites across the UK. The first site using the system is a Texaco / EuroSpar store in Lisburn, Northern Ireland.
NFRN RECOUPS £1M FOR MEMBERS NFRN Connect, the Federation of Independent Retailers’ call centre, has reached a major milestone, recouping £1m worth of members’ money. Recent big successes have included recovering over £1,100 in restitution for late supplies for one NFRN member and quickly persuading a news wholesaler to waive a deposit of £22,000 for an independent retailer looking to open a second store.
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The milestone was achieved seven years after the service came in-house. National President Stuart Reddish said: “This milestone shows that the NFRN Connect team is always there for members in their time of need. Even more importantly, NFRN Connect really does get results, so members should always make sure it is their first port of call if they are unable to resolve an issue themselves.”
NEWS DIGEST
THIS WEEK’S NEWS FOR ALL THE LATEST NEWS, HEAD TO WWW.SLRMAG.CO.UK/CATEGORY/NEWS/
PAYPOINT SURVEY
HOME DELIVERY
TESCO UPS THE ANTE ON HOME DELIVERY
PayPoint is set to survey its network of 27,000 convenience retailers on 1 September, giving retailers the opportunity
TESCO HAS ANNOUNCED THIS WEEK THAT IT IS TO CREATE 16,000
to provide feedback on what
NEW JOBS AFTER “EXCEPTIONAL GROWTH” IN ITS ONLINE HOME
could be improved, what works
DELIVERY BUSINESS.
well and how they find overall performance. The survey also
Supermarket Tesco is to create 16,000 new permanent jobs after massive growth in its online business during lockdown, including 10,000 new picking staff and 3,000 delivery drivers. The company said it expected many of the roles to go to tempoary staff who joined at the start of the pandemic. The move is a consequence of huge growth in the number of shoppers using home delivery which leapt from around 600,000 at the start of lockdown to almost 1.5 million.
Online now accounts for 16% of Tesco’s sales, up from just 9% before lockdown.
offers retailers the opportunity to win one of 20 £100 Amazon vouchers.
JISP NORWAY NOD UK tech company Jisp has been given a seal of approval by the largest mobile payment provider in Norway. Vipps plans to axe its marketplace mobile app and two million users are being encouraged to switch to one of five
BWG LAUNCHES SCAN, PAY & GO
BWG Foods has become the first retail and FMCG business in Ireland to launch a Scan, Pay & Go checkout technology, developed by MishiPay, as part of a new pilot scheme taking place across its retail network.
recommended providers, with Jisp the only non-Norwegian
The pilot scheme will be trialled at two locations and will then be rolled out to independent retailers across its network of more than 1,000 Spar, EuroSpar, Mace, Londis, and XL stores, representing the largest rollout of the mobile technology globally. The contactless and frictionless technology will facilitate greater instore social distancing by allowing customers to scan and pay for items using their own mobile phone. The solution will also reduce queuing times.
company on the list.
SYMINGTON’S D2C Symington’s has become the latest manufacturer to launch a direct to consumer platform, selling its Mug Shot and Naked brands straight to consumers via an online platform. The site went live last week and offers five different ‘bundle’ options, each priced at £10 plus P&P.
WEDNESDAY 26 AUGUST 2020 / ISSUE 19 / SLRMAG.CO.UK / 7
NEWS SPECIAL
COVID-19 UPDATE FOR ALL THE LATEST CORONAVIRUS NEWS, HEAD TO WWW.SLRMAG.CO.UK/CATEGORY/NEWS/
HMRC GETS BUSY HMRC has written to more than 3,000 employers they believe may need to repay some or all of their Coronavirus
#RUSTLERSRETAILHERO CAMPAIGN RAISES £8K FOR GROCERYAID
Job Retention Scheme grant
THE RECENT #RUSTLERSRETAILHERO CAMPAIGN TO RECOGNISE
and has reminded them there
THE RETAIL HEROES OF LOCKDOWN SAW OVER £8,000 DONATED TO
is a 90-day period of grace
GROCERYAID.
after the claim was made to voluntarily repay. Failure to pay immediately could result in fines, interest charges or criminal proceedings.
ONLINE SHIFT New research among 2,000 UK adults by Waitrose.com has revealed that more than three-quarters (77%) of UK consumers now do at least some of their grocery shopping
A nationwide search to identify unsung heroes working in the convenience channel has enabled micro-snacking firm Rustlers to donate over £8,000 to industry charity, GroceryAid. Over the last four weeks, the convenience community has been sharing stories of its heroes on Twitter, highlighting the commitment, passion, and dedication of the sector with every post featuring the #RustlersRetailHero hashtag generating a £10 donation to GroceryAid.
Rustlers received 267 stories of unsung heroes from across convenience, resulting in £2,670 being raised. Kepak, owner of the Rustlers brand, then tripled this amount and handed over a total of £8,010 to the industry charity.
online, up from 61% a year ago.
ONE-O-ONE MAKES ‘SIGNIFICANT’ DONATION
EAT OUT EXTENSION The British Beer & Pub Association has called for the Government to repeat its Eat Out to Help Out Scheme in September. The scheme has hugely benefitted the hospitality sector and, to a lesser extent, the local retailing sector. Calls for an extension are growing to help outlets in the typically quieter postsummer period.
Scottish convenience retailing chain One-O-One has made a “significant” donation to the GroceryAid charity as part of its ongoing efforts to provide comprehensive support to its workforce during the Covid-19 pandemic and beyond. It is the latest in a serious of steps by the 45-store chain to create
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meaningful and lasting connections with its team and customers, with enhanced pay packages and a host of community-based charitable initiatives also launched since March. Paul Stirling, One-O-One’s Group Retail Director, commented: “GroceryAid is a great charity that will offer invaluable support to our colleagues and enable them to have access to a vital range of financial and wellbeing services.” One-O-One Retail Area Business Manager Jim Harper is Joint Chair of GroceryAid Scotland.
NEWS SPECIAL
COVID-19 UPDATE FOR ALL THE LATEST CORONAVIRUS NEWS, HEAD TO WWW.SLRMAG.CO.UK/CATEGORY/NEWS/
HALF OF RETAILERS ‘UNPREPARED’ FOR SECOND COVID-19 WAVE
TOUCHLESS BIOMETRIC CLOCKS WITH FEVER RECOGNITION
A NEW STUDY FINDS THAT MORE THAN HALF OF ALL UK RETAILERS
M
HAVE MADE ABSOLUTELY NO PREPARATIONS FOR A POTENTIAL SECOND WAVE OF CORONAVIRUS.
ore than half of UK retailers admit to having have made no preparations for a second wave of Covid-19, with just 56% saying that their business could survive a second large scale lockdown. That’s the key finding from a survey by retail software firm Brightpearl which found that 54% of retailers have made absolutely no changes to their
business model to safeguard themselves against a second wave. Only 42% are planning further digital investment to better prepare for future spikes, despite the finding that over half of the UK’s retailers (56%) plan to switch their focus to online over the next year. Almost four in 10 (39%) said their online sales were higher than pre-crisis while 22% said they planned to close physical stores in the next year.
Asda has unveiled plans for a massive ramping up of its online home delivery capabilities and is ultimately aiming to provide up to one million home delivery slots a week by 2021. The supermarket’s online grocery sales for its second quarter were double those of the same period last year while click and collect orders quadrupled, with many of the sales coming from new shoppers, according to the company. Asda has already increased its online capacity by 65% compared to the
start of lockdown with around 700,000 weekly delivery slots now available. It plans to increase that to 740,000 by the end of the year and up to a million next year.
TECH SOLUTIONS
ASDA TARGETS ‘MILLION’ DELIVERY SLOTS A WEEK
Workforce management software firm Softworks has launched new touchless biometric terminals that include fever recognition functionality. The terminals include a high definition camera for contactless facial and palm recognition combined with an infrared sensor for real-time temperature detection to help prevent spread of coronavirus among staff and shoppers. To find out more, visit www.softworks.com.
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NEWS SPECIAL
NEW SGF PRESIDENT DAN BROWN, NISA PINKIE FARM, MUSSELBURGH
INTRODUCING…
EL PRESIDENTE MUSSELBURGH RETAILER DAN BROWN WAS OFFICIALLY INAUGURATED AS THE YOUNGEST
EVER SGF PRESIDENT TODAY, AGED JUST 28. NATURALLY, HE CHOSE THE WEEK IN RETAIL FOR HIS FIRST INTERVIEW SINCE BECOMING PRESIDENT. BY ANTONY BEGLEY
DAN BROWN: MINI CV Q Started work in retail aged 11, working alongside his father Stephen Brown within the David Sands business. Over subsequent years he gained invaluable experience worked in David Sands stores, in the warehouse and in the kitchens. Q Worked at Giacopazzi Milnathort while completing his Retail Marketing degree at Stirling University. Q Helped with the establishment and set up of the Pinkie Farm store in Musselburgh, partowned by David Sands. Q Spent a period at Scotmid. Q Re-joined the Giacopazzi business to set up and manage the new Kinross store. Q Joined Pinkie Farm in January 2018 as Managing Director and shareholder. Q Named youngest ever SGF President on 26th August 2020.
10 I SLRMAG.CO.UK / ISSUE 19 / WEDNESDAY 26 AUGUST 2020
NEWS SPECIAL
NEW SGF PRESIDENT DAN BROWN, NISA PINKIE FARM, MUSSELBURGH
T
oday marks a very special milestone for both the 102-year-old Scottish Grocers’ Federation and for the considerably younger 28-year-old Nisa retailer Dan Brown. Dan was formally inaugurated as President of the Federation at today’s SGF National Executive meeting and officially became the youngest ever President. “It is an absolute honour and privilege to take up this role as President of the SGF,” says Dan. “I remember going to SGF conferences as a young boy and being fascinated by the industry. Having met and learned from so many brilliant retailers over the years and been inspired by so many excellent Presidents and seen how they have helped grow and shape this industry, it seems slightly surreal to have just been named President myself.” The fact that he has been named President at such a relatively young age won’t surprise many who know him. Despite being in his 20s, Dan has been a prominent part of the local retailing scene in Scotland for a long time, thanks initially to his father Stephen Brown. As one of David Sands’ right hand men before David sold his chain of 28 stores to the Co-operative group in 2012, Stephen had a wide-ranging role within the business and helped introduce his young son to the heady world of convenience retail from a very early age.
“What will be key over the next year or two is keeping the momentum going and building a long-lasting legacy for our sector.”
“I think I was about 11 when I started helping my dad and spending time in the business,” says Dan. “I gradually got more involved an ended up working right across the business, spending time in the stores and the warehouse and, latterly, in the kitchens when the business created its own to service the stores.”
CAREERING AHEAD Rather than plunge headlong into a career in retail, Dan decided to gain formal academic qualifications and duly secured a degree in Retail Marketing from Stirling University. He did keep his hand in, however, by working in Giacopazzi’s in Milnathort throughout his university career. Next up was a role helping set up the new build Pinkie Farm Convenience Store in Musselburgh, David Sands’ latest post-sale venture, before taking up a role with Scotmid alongside his father who had agreed to stay with the business after the sale. Dan left Scotmid to take up first store manager role, setting up and running a new Giacopazzi store in Kinross for Joanna and Franck Casonato before being tempted to join the Pinkie Farm business as Managing Director and shareholder in January 2018. Having complete control over the store has enabled Dan to shape it into the modern, high margin food-to-go led business that it is today, one of the finest examples of a convenience store that you’ll find in the UK. “I’ve been given a lot of scope to develop the store the way I wanted to and that has let me implement so many ideas and concepts that I’ve seen in other stores and, indeed, in other countries,” says Dan. “My dad was always a great believer in seeing how retail is done in other stores,
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NEWS SPECIAL
NEW SGF PRESIDENT DAN BROWN, NISA PINKIE FARM, MUSSELBURGH
co-operation that I want to help flourish under my Presidency.”
FACING UP TO UNCERTAINTY
whether that’s five minutes along the road or 5,000 miles away on the other side of the world. Go there with a notebook and a camera and, if you’re lucky, get a chat with the retailers themselves. But this is a great industry because almost all retailers are happy to share their ideas and their thought processes and we are always learning from one another – and it’s that sense of partnership and
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It’s certainly an unusual time for Dan to be assuming his Presidency, slap bang in the middle of the worst pandemic any of us has ever seen. “There’s no doubt it’s a challenging period for our sector,” he says. “The biggest challenge of all is the uncertainty and I think we’ll be facing that uncertainty for a long time to come. But there have been a lot of positives that have come out of this pandemic for local retailers and it’s those that I will be focusing on the next two years as President.” The first major ‘positive’ that Dan cites is the current huge momentum that the convenience sector is enjoying. “While coronavirus has been a horrendous period for many people, convenience stores have been enjoying strong sales and
NEWS SPECIAL
NEW SGF PRESIDENT DAN BROWN, NISA PINKIE FARM, MUSSELBURGH
have seen their bonds with local communities strengthened across Scotland. Yes, some city centre and high street stores have had really tough times but as a general rule the sector has had a good few months in terms of financial performance. What will be key over the next year or two is keeping that momentum going and building a long-lasting legacy for our sector. “So many shoppers across Scotland have come to realise how important the local retailing sector is over the last few months and, indeed, many have discovered just how good their local store is, especially if they hadn’t used it much before. So we’ve got a whole new audience of shoppers and we need to work hard to retain them for the long term.”
SPEEDY RESPONSE The second ‘positive’ that is inspiring Dan is witnessing just how quickly the sector has been able to respond to enormous challenges that appeared more or less overnight. “It’s been so encouraging to see so many retailers adapt during lockdown, both in terms of how quickly they have evolved and how well they’ve done it,” he says. “We’ve shown shoppers – and ourselves – how much we can change and evolve in a very short space of time and that’s been fantastic to witness. There have been so many trends and new technologies that we’ve been looking at for years but done nothing about, but when it came down to it we managed to implement them effectively in no time at all.” So does he believe that some positives will ultimately come out of the coronavirus pandemic for the sector? “I think it potentially gave our sector the wake-up call it needed to accelerate change and fast-forward us into the modern world,” he says. “It forced us to take a fresh look at what today’s
A WELCOME FROM THE CEO I would like to say a massive thank you to our outgoing President Asim Sarwar. Asim helped to guide the Federation through its historic centenary year and has proved to be a very strong Chair of the National Executive, consistently using his knowledge , experience and high profile within the industry for the benefit of the Federation. Personally, I’d like to thank Asim for the support he has given the senior team at SGF – we have always had his back when we’ve needed to make big and important decisions, particularly in the very challenging early months of the pandemic. We are in unprecedented times. No one could have predicted that Dan, who will be the youngest ever SGF President in its 102-year history, would take the reins of the Presidency as we struggle with the impact of a global pandemic. There are massive challenges ahead but there are also real opportunities, the likes of which we haven’t seen before. Dan has the energy, the drive, and the enthusiasm to help us shape the industry – and SGF – over the next two years to ensure we maximise these opportunities. I am looking forward to working with him. Pete Cheema, CEO, SGF
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NEWS SPECIAL
NEW SGF PRESIDENT DAN BROWN, NISA PINKIE FARM, MUSSELBURGH
“I think coronavirus gave our sector the wake-up call it needed to accelerate change and fast-forward us into the modern world. It forced us to take a fresh look at what today’s shoppers actually want.”
NEW PRICE MARK Price mark pack accounts for over 60% of total soft drink sales in independent and symbol convenience stores1
shoppers actually want, both in terms of the products and services they’re looking for and the shopping experience they would like when they visit our stores. Again, that’s one of the themes I’d like to pursue during my Presidency: how we maintain this rate of progress and keep our sector evolving and adapting quickly to meet the demands of shoppers.” Dan is clear, however, that at the heart of his vision for the future of convenience retailing is co-operation and partnership. He explains: “Whatever success I’ve had in my career so far is all down to working with other retailers and learning from them and sharing ideas. We all need to support each other, we need to be there for each other and that means retailers, wholesalers, suppliers and every other stakeholder. We have so much to offer each other and if we work together we can harness that momentum we’ve built and create long term growth and progress that will benefit us all – as well as
ml
1P £ M P
500
*
*Recommended resale price
SCAN TO ADD TO YOUR NEXT ORDER Diet Coke Lime
Coke Zero
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Scan to receive your PMP POS kit *Recommended resale price is a recommendation only and you are free to set the price at whatever level you determine. Source: (1) AC Nielsen MAT Total Soft drinks independents and symbols w.e. 21.03.20. ©2020 The Coca-Cola Company. All rights reserved. COCA-COLA, COCA-COLA ZERO and DIET COKE are registered trade marks of The Coca-Cola Company.
COC1254_CCEP PMP Trade_Ad_FC-IC_Bookends_AW1.indd 1
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16/06/2020 12:03
the customers and communities we serve across Scotland.”
NO ILLUSIONS He is under no illusion, however, that the challenges will keep coming thick and fast over the next couple of years. “The most difficult challenge is the uncertainty,” he comments. “Nobody knows what’s coming next so it’s very hard to plan for that. We’ve obviously got things like DRS and Daniel Johnson’s Shopworkers Protection Bill on the horizon as well as a few other big issues, but at the moment we don’t know what’s happening next week, never mind next year. But that’s all part of being in the retail industry and what we’ve learned over the last three or four months will help stand us in good stead for what lies ahead.” There’s little doubt that Dan was the outstanding candidate to succeed United Wholesale Scotland Executive Chairman Asim Sarwar as President and he undoubtedly enjoys both the respect and friendship of those
NEWS SPECIAL
NEW SGF PRESIDENT DAN BROWN, NISA PINKIE FARM, MUSSELBURGH
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in the local retailing sector. For a man just 28 years old, he has enormous experience, passion, energy, commitment and contacts – and he’ll need all those attributes over the next couple of years. Recognised as one of the most progressive and forwardthinking retailers in the game, he is regarded by many as the ideal candidate to bring a fresh vision and urgency to a Federation which has been revitalised in recent years under the stewardship of CEO Pete Cheema and Head of Public Affairs John Lee. “I’ve been preparing for this moment for a while,” he says. “I was aware that it will be quite demanding of my time so we’ve worked hard in the store to strengthen the team, automate as
many processes as possible and delegate as much responsibility as possible so that the store can continue to grow and develop. I’m very confident the team will be up to the task.” Ironically, the man who previously laid claim to being the youngest ever SGF President before today was Dan’s colleague, friend and mentor David Sands, an entrepreneur as competitive as they come. How did he take the news when he learned Dan was to be named President? “I think he was surprised at first, but he has been nothing but supportive and has offered me lots of advice,” concludes Dan. “I don’t think he’s been too upset at no longer being the youngest President ever!”
SCAN TO ADD TO YOUR NEXT ORDER Coke Zero Cherry
Coke Zero
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To find out more visit www.cokecustomerhub.co.uk or call Customer Hub on 0808 1 000 000 *Recommended resale price is a recommendation only and you are free to set the price at whatever level you determine. Source: (2) AC Nielsen MAT Total GB Light Cola w.e. 22.02.20. ©2020 The Coca-Cola Company. All rights reserved. COCA-COLA, COCA-COLA ZERO and DIET COKE are registered trade marks of The Coca-Cola Company.
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NOW THAT’S A GOOD IDEA…
OUT THE BOX 30 MINUTE DELIVERIES
‘30 MINUTE DELIVERIES’ ACCELERATE SALES GROWTH A NISA RETAILER IN LANCASHIRE IS SEEING SOLID SALES GROWTH BY RAMPING UP THE HOME DELIVERY STAKES WITH A PROMISE TO DELIVER TO CUSTOMERS WITHIN 30 MINUTES.
SO HE’S TAKING IT SERIOUSLY? Definitely. He has now branded up his van to advertise the new service, which promises a delivery time of just 30 minutes from the order being placed, and is already starting to see sales pick up.
WHAT’S JAMES SAYING?
WHAT’S THE BIG IDEA? Home delivery where the order is delivered within 30 minutes of being placed.
THAT’S QUICK. Yes, with many major players promising delivery within the hour, Lancashire Nisa retailer James Brown is upping the ante by guaranteeing deliveries in just half an hour.
WHAT PROMPTED THAT? James and his team at Beech Stores
near Morecambe first started doing home delivery at the height of the pandemic as a way of supporting the local community. He was taking the orders by phone which, he says, took “hours of staff time”. So he started to look for a better way to service his community during the pandemic. The solution he landed on was an online system via the store’s Facebook page which enables shoppers to place their order electronically, freeing up staff time to then pick the orders for delivery.
“The demand during lockdown was big and so we started making deliveries but I knew we needed to find a better solution because taking orders over the telephone was really time consuming when the shop was already busy. Our unique selling point is the turnaround we’re offering. “Shoppers access the ordering site through Facebook and can browse through all the categories. There are special offers on there and it’s very simple to use. There are no inflated prices, and a small delivery charge with a minimum spend of £10. “We’re advertising on the side of the van as well as social media. It’s something I wanted to try and so I’m hopeful it will work, and we’ll reap the rewards.”
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RESEARCH
FOOD MARKET FORECASTS IGD
FOOD MARKET ‘TO GROW 10%’ BY 2022 THE UK FOOD AND GROCERY MARKET IS SET TO GROW BY 10% BY 2022 FUELLED IN PART BY THE PANDEMIC, ACCORDING TO THE LATEST FORECAST RESEARCH FROM IGD.
rising unemployment while convenience will grow by more than 13%.
CHANNEL FORECASTS 2019 – 2022 ONLINE: UP £7.0BN (59.2%)
T
he UK food and grocery market is set to grow by 10% – or by £19.1bn to £211bn – between 2019 and 2022, according to the latest market and channel forecast research from IGD. The new report reveals the impact of Covid-19 on the overall market over the next three years with a breakdown of expected implications and performance on individual channels. The research highlights that the pandemic has accelerated a major shift to online, a channel IGD expects to mostly retain the loyalty of new shoppers gained during the pandemic. Discount will, however, become the fastest-growing channel in 2021 and 2022, as shoppers looking to economise due to
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Q Online market share will increase from 6.2% in 2019 to 8.9% in 2022 Q Online will be the fastest-growing channel in 2020, following dramatic increases in shopper numbers and bigger order sizes Q The value of the online channel will overtake that of hypermarkets in 2020 Q Online will take £1 in every £11 spent on grocery in 2022. Simon Wainwright, Director of Global Insight at IGD, said: “We forecast e-commerce will gain market share faster than previously predicted, following the dramatic influx of new shoppers and bigger order sizes in 2020 as a result of Covid-19. While we expect growth to pause in 2021, it will later resume, with continuing expansion from Amazon and the launch of online operations by M&S through Ocado supplementing activity by the Big Four.
DISCOUNT: UP £6.3BN (25.4%) Q Discount market share will increase from 12.8% in 2019 to 14.6% in 2022 Q Discount will be the fastest-growing channel in 2021 and 2022 Q Aldi and Lidl’s rapid expansion is expected to continue Q Some variety discounters will see rapid growth as they
RESEARCH
FOOD MARKET FORECASTS IGD
scale up their focus on grocery, with new openings from B&M and Home Bargains
recovery of trading in city centres and transient locations is likely to affect overall channel performance.”
Wainwright comments: “Though eclipsed by the surge in online sales in 2020, discount will be the fastest growing channel in 2021 and 2022 as unemployment climbs and shoppers across the income spectrum look to economise. Store network expansion will enable this growth, with smaller store formats enabling Aldi and Lidl to boost their reach into urban areas and some variety discounters scaling up their grocery operations.”
SUPERMARKETS: UP £0.7BN (+0.8%). HYPERMARKETS: DOWN £0.1BN (0.3%)
CONVENIENCE: UP £5.4BN (13.2%)
Wainwright comments:: “Strong growth at the start of the pandemic – driven by shoppers stocking up and preferring spacious stores – has receded. We expect hypermarkets to revert to sales declines as more shoppers migrate to other channels. After a boost to sales in 2020 from Covid-19, supermarket growth will turn negative by 2022. The channel will lose ground, particularly to discount and online, though it will defend its share better than hypermarkets. “Retaining the loyalty of shoppers who switched to them at the start of the pandemic will be the priority for operators of large stores. Making stores easier to shop while also differentiating through their range and emphasising value will be vital as stores pivot towards more functional retailing.”
Q Convenience market share will increase from 21.4% in 2019 to 22% in 2022 Q The channel benefitted significantly from meeting local shoppers’ needs during lockdown Q Growth in the channel will moderate over the next two years Wainwright comments: “Having benefited significantly from meeting local needs during lockdown, growth for convenience stores will slow in 2021 and 2022. There is a key opportunity for stores that develop their role as destinations for local community needs going forward, but the slow
Q Hypermarket market share will decrease from 8.4% in 2019 to 7.6% in 2022 Q Supermarket market share will decrease from 46.1% in 2019 to 42.3% in 2022 Q After a boost to sales in 2020 from the pandemic, supermarket growth will turn negative by 2022
WEDNESDAY 26 AUGUST 2020 / ISSUE 19 / SLRMAG.CO.UK / 19
MEDIA CAMPAIGNS
MAKE YOUR HOME THE HOME END COCA-COLA GB
COKE KANES IT WITH NEW CAMPAIGN COCA-COLA GREAT BRITAIN HAS LAUNCHED A NEW ‘MAKE YOUR HOME THE HOME END’ CAMPAIGN FEATURING AN ALL-STAR LINE-UP AHEAD OF NEW PREMIER LEAGUE SEASON.
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MEDIA CAMPAIGNS
MAKE YOUR HOME THE HOME END COCA-COLA GB
C
Harry Kane: “I couldn’t be happier to be part of the Coca-Cola family alongside Rashford, Ox, Alex and JJ. I’m excited to work with the team to bring this and future campaigns to life, including the Premier League and next year’s UEFA Euro 2020.”
oca-Cola Great Britain has launched its latest campaign as it gears up for the start of the 2020/21 Premier League season. The Make Your Home the Home End campaign encourages shoppers to turn their homes into their club’s ‘home end’ when the actions begins on Saturday 12th September. The campaign kicks off with support from a line-up of new Coca-Cola ambassadors including Harry Kane, Marcus Rashford and Alex Oxlade-Chamberlain who feature in several light-hearted films that see the stars appearing in the homes of fans watching Premier League games. Make Your Home the Home End is a fully integrated campaign including radio, digital activity, out-of-home advertising and a partnership with Sky. It falls under the brand’s Where Everyone Plays campaign launched as part of its Official Soft drink partnership with the Premier League in 2018. The trio of superstar footballers joins Alex Scott and Jermaine Jenas as CocaCola’s football ambassadors
for the 2020/21 Premier League season and will be appearing in brand campaigns throughout the season, as well as CocaCola’s UEFA Euro 2020 campaign next summer. As part of the campaign, Coca-Cola has launched a new on-pack promotion across nearly 300 million packs of CocaCola Original Taste and Coca-Cola zero sugar which offers fans the chance to win their Premier League team’s brandnew season shirt every week. Promotional packs are available in stores throughout Great Britain now. Oliver Bridge, Senior Brand Manager at Coca-Cola GB, commented: “Millions of people watch the Premier League from their homes each week and more than ever, we know many fans would love to be watching their club in stadiums. We hope the launch of the campaign will help make the home viewing experience as enjoyable as possible by making their home end atmosphere extra special. We couldn’t be happier to have Harry, Marcus, Alex, JJ and Alex on board – the perfect team to bring the magic of the game to even more fans.”
Alex Oxlade-Chamberlain: “I’m really excited to be part of the Coca-Cola team. Fans are at the heart of the game and whilst we wait for stadiums to fill again, we’re hoping to bring the magical atmosphere of the stadium to as many homes as possible. Watch this space!”
WEDNESDAY 26 AUGUST 2020 / ISSUE 19 / SLRMAG.CO.UK / 21
OPINION
E-COMMERCE IN WHOLESALE TOM FENDER, DEVELOPMENT DIRECTOR, TWC
IS E-COMMERCE THE NEXT BATTLEGROUND FOR WHOLESALE? AS E-COMMERCE SALES IN THE UK CONTINUE TO ROCKET, WHOLESALERS WHO AREN’T DIGITALLY ADVANCED (OR DON’T HAVE PLANS TO BECOME SO), RISK LAGGING BEHIND THEIR CUSTOMERS’
O
SHOPPING EXPECTATIONS, SAYS TWC’S TOM FENDER.
ne major consequence of coronavirus has been huge growth in e-commerce. To illustrate that point, here is a summary of the e-commerce situation in the UK and USA put together using government statistics: E-commerce’s share of total retail sales in the UK has risen to over 30%. To put into perspective, the value of retail sales in the UK in 2019 was £394bn. It has continued to rise post lockdown – even as shops have re-opened in the UK. The UK is significantly more advanced in e-commerce sales than USA (most people perceive it to be the other way round): about 33% higher share of sales in the UK are via digital compared to the USA. The implication is if your business isn’t digitally advanced (or doesn’t have plans to become digitally advanced), you’re probably behind your customers’ shopping expectations… and this might mean they’ll migrate to other providers of the same products and services as your own.
A picture paints a thousand words – here’s online’s share (in red) of total retail sales in the UK excluding grocery:
This week, Waitrose released figures showing that three quarters of people in the UK now do at least some of their grocery shopping online. Online grocery sales doubled
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OPINION
E-COMMERCE IN WHOLESALE TOM FENDER, DEVELOPMENT DIRECTOR, TWC
“TWC recently undertook a thorough review of most major UK wholesalers’ / symbol groups’ e-commerce offerings and discovered large gaps in the functionality, user experience and implementation of true personalisation.“
during the lockdown – if capacity had been greater, surely the rise would have been greater.
the functionality, user experience and implementation of true personalisation. What’s clear is that for the sector to develop sufficiently robust e-commerce solutions suitable for the 2020s, almost all are going to have to integrate clean and live shipment data within their e-commerce platforms far more than currently is the case.
Thousands of convenience retailers and foodservice businesses have responded quickly to the digital opportunity. However, have they done this using their own initiative or have they had help from their wholesaler? I’ve just read The 2020 Fascia Guide published this week by a c-sector publication and of all the profiles written by wholesalers and symbol groups, only two mentioned e-commerce support for their retailers. Maybe this is where the next battle ground between wholesalers will lie… who is going to take the lead in this high demand area? TWC recently undertook a thorough review of most major UK wholesalers’ / symbol groups’ e-commerce offerings. From this, we discovered there were large gaps in
WEDNESDAY 26 AUGUST 2020 / ISSUE 19 / SLRMAG.CO.UK / 23
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NOURISHING CHANGE SINCE 1978 visit us at www.greencity.coop
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NPD AND MEDIA
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LIGHT UP SALES
TICKETS TO RIDE
MOVIE NIGHT
Republic Technologies has
Yazoo is partnering with
KP Snacks has announced
launched three Zig-Zag
Merlin Group to offer 2-for-1
a Butterkist ‘Ultimate Movie
household lighters including
tickets for Alton Towers and
Night’ promo giving consumers
Utility Lighters, Kitchen
Thorpe Park. Initially available
the chance to win one of 10
Lighters and Candle Lighters
on limited-edition Choc-
premium prize bundles which
in five vibrant colours to help
Hazelicious 400ml and 1ltr
include a TV, an at-home
retailers make the most of
packs, the promotion will now
entertainment system, and a
cross-category sales.
roll out across the YAZOO core
12-month Now TV Sky Cinema
RSP: £1
400ml range from September.
Pass.
FESTIVE BICCIES
UNION JACK PACK
ZERO DOOM
Pladis has launched the 2020
Scandinavian Tobacco Group
Doom Bar, the UK’s biggest-
‘Merry McVitie’s’ Christmas
has launched a UK themed
selling cask and bottled ale,
range. Tapping into key
limited-edition pack for Henri
has launched what it says is
seasonal consumer trends,
Wintermans Half Corona
the UK’s first widely available
the selection includes iconic
cigars. Packs feature a
0.0% ABV amber ale. Zero
Christmas favourites as well
‘dressed up’ Mr Wintermans,
retains Doom Bar’s flavour
as fresh innovation such as
with a top hat, umbrella and
profile while achieving 0.0%
a festive transformation for
Union Jack bow tie.
alcohol, significantly more
McVitie’s Chocolate Digestives.
RSP: £11.45
difficult to brew than 0.5%.
WEDNESDAY 26 AUGUST 2020 / ISSUE 19 / SLRMAG.CO.UK / 25
FEATURE
CHRISTMAS WINE & SPIRITS PERNOD RICARD UK
LOCKDOWN GROWTH ‘TO CONTINUE TO CHRISTMAS’ SPIRITS GIANT PERNOD RICARD UK IS PREDICTING THAT THE INCREASED WINE AND SPIRITS SALES THAT RETAILERS HAVE SEEN DURING LOCKDOWN WILL CONTINUE AND DRIVE GROWTH THIS CHRISTMAS.
KEY TRENDS Pernod Ricard UK predicts the following trends this Christmas: Q The Christmas purchasing period will start earlier this year Q Cocktail-making at home will be big Q Focus on the winning categories: gin, vodka, whisk(e)y and wine
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C
hristmas 2020 is set to be a very unusual one for local retailers. With the on-trade operating at much reduced capacity and consumers now firmly entrenched in lockdown drinking-at-home habits, this year’s festive season represent a significant but challenging opportunity for retailers. The Covid-19 pandemic has accelerated consumer trends that were already starting
FEATURE
CHRISTMAS WINE & SPIRITS PERNOD RICARD UK
to emerge and Pernod Ricard, the world’s second largest wine and spirits company, is predicting that these trends will continue driving wine and spirits growth this Christmas. The company has highlighted three key levers to unlock sales and profit growth this Christmas.
GET IN EARLY Pernod Ricard UK (PRUK) expects shoppers to start buying wines and spirits for Christmas much earlier than they usually do for a number of coronavirus-related reasons. Chris Shead, Off-Trade Channel Director, comments: “Lockdown has altered consumer shopping habits and one of the biggest changes within wine and spirits has been the shift in consumer spend to the convenience off-trade. “The trend to shop locally continues to drive impulse and this provides a real opportunity to the channel in the run up to Christmas, to become a destination for key festive categories such as whisk(e)y and wine. “With social distancing measures likely to still be in place, we’re predicting the Christmas purchasing period will happen earlier, with shoppers planning ahead of time to minimise time spent in store.”
FESTIVAL-AT-HOME COCKTAIL OCCASIONS Cancelled holidays and on-trade closures during lockdown encouraged consumers to find new drinking
occasions to enjoy like virtual cocktail hours and Zoom drinks with friends. One trend noted by PRUK was increased experimentation with serves, particularly cocktails with fewer ingredients that were easier to make. Again, the company expects this trend to continue through to Christmas. Indeed, some 46% of 19-34 year olds in a recent PRUK survey saying they would make cocktails at home this Christmas with more than one-fifth of all shoppers saying they would be giving cocktails a shake over the festive period.
CONFINEMENT COCKTAILS Research shows that shoppers making cocktails at home during lockdown prefer simpler drinks with fewer ingredients. PRUK suggests a couple of easy-to-make cocktails that retailers can suggest to shoppers to drive basket spend and footfall:
PINA COLADA The number two home-made cocktail, helping Malibu achieve 79% volume and 86% value growth in the off-trade during lockdown.
Ingredients: one part Malibu, one part coconut cream, three parts pineapple juice ESPRESSO MARTINI Another home-made favourite.
Ingredients: 40 ml Absolut, 20 ml Kahlúa, 20 ml coffee
WEDNESDAY 26 AUGUST 2020 / ISSUE 19 / SLRMAG.CO.UK / 27
PRUK APPOINTS MCCURRACH Pernod Ricard UK has appointed Glasgow-based McCurrach as its new field sales agency to reach more stores ahead of the festive period. The appointment sees a brand new permanent team created to cover over 1,800 stores. Pernod Ricard UK will also be a full category partner for McCurrach’s Innovative MyStore+ app, joining current leading FMCG companies as partners to provide category advice, offers and rewards to retailers via the app. Chris Shead, Off-Trade Channel Director at Pernod Ricard UK, comments: “With social distancing measures likely to still be in place, we’re predicting the Christmas purchasing period will happen earlier, with
“Lockdown has altered consumer shopping habits and one of the biggest changes within wine and spirits has been the shift in consumer spend to the convenience off-trade.” BACK THE WINNING CATEGORIES Independent research by PRUK among almost 2,000 consumers identified gifting (48%) and hosting (56%) as the main reasons for spirit purchases at Christmas. Gin, Vodka, Irish Whiskey and Wine have always been important categories for both hosting and gifting at Christmas, however, growth has accelerated in these sectors in 2020. There are the four key categories that have seen exponential growth during the lockdown period, says the company.
shoppers planning ahead of time
GIN
to minimise time spent in store.
Gin has been remarkably resilient during lockdown and has seen continued double-digit growth for the past 12 weeks, up 38.4% vs. MAT +12.1%. PRUK’s gin portfolio has been in strong growth with Beefeater up 99.5% in value and 96.5% in the offtrade in the last 12 weeks and Plymouth up 33.6% over the same period.
We’re delighted to be working with McCurrach to ensure we are supporting retailers to act fast to retain these new shoppers and that the right products are available based on emerging consumer trends.”
VODKA Vodka is now the second biggest value contributor in Total Spirits after flavoured Gin, worth £45.9m in value sales. Absolut is the fastest growing brand in its competitive set and is experiencing strong value growth momentum (up 18.3%). Absolut continues to command the majority of Premium+ Vodka Off-Trade sales with the value share growing 57%.
IRISH WHISKEY Irish Whiskey is the second-fastest growing category behind Gin, with Jameson leading its remarkable growth. Jameson is the number one Irish Whiskey brand and is seeing a significant performance in the offtrade (up 22.1% value), and growing seven times faster than Total Whisky (+3.1%).
WINE Wine momentum is building as more consumers enjoyed wine at home, as opposed to in pubs and bars, during the Covid-19 crisis and the off-trade has seen 27% value growth and +22% volume growth. PRUK is ramping up investment in this category and can claim the number one red wine and number white wine in the UK with Campo Viejo and Brancott Estate respectively. The company is also continuing to add value to the market through the average bottle price being over £1 the market value (£7.23 vs £6.07). [SOURCE: NIELSEN, JUN 2020]
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NO .1
RED WINE IN THE UK**
NO .1
BEST KNOWN WINE BRAND IN THE UK*
NO .2
FAVOURITE WHITE WINE IN THE UK†
ENJOY RESPONSIBLY
*Source: Prime database, IPSOS fiscal YTD 2020 until end of Dec 2019 **Source: Nielsen Total Coverage, Value share % MAT 21.03.2020 †Source: Nielsen Total Coverage, Value Sales MAT 21.03.2020
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BEFORE YOU GO
RETAIL RANDOMS BREWDOG AND ALDI’S TWITTER SPAT
BREWDOG GIVES IT YALDI We’re all familiar with the discounters’ habit of creating copycat versions of branded products and most of the big brands are reluctantly prepared to live with it. Brewdog clearly isn’t one of them. So when Aldi made a thinlydisguised version of the Scottish brewer’s flagship Punk IPA, Brewdog responded in kind by creating... Yaldi. But the story doesn’t end there. The Twitter-spat continued when Aldi responded with a Tweet stating that they “would have gone with ALD IPA”. Within 24 hours, Brewdog had revamped the design and, who knows, you might even see it on sale in Aldi someday soon. Isn’t social media wonderful? [ED: FOR OUR NON-SCOTTISH READERS, ‘YALDI’ IS A SCOTTISH COLLOQUIAL WORD USED TO EXPRESS JOY OR EXTREME PLEASURE.]
BACK TO SCHOOL... #2
Here’s another fine example of ‘merchandising done right’, this time around the short-lived home schooling shopping occasion.
BULK DEAL
Stack em high and sell em quick is clearly the order of the day at WH Smith’s, as this fantastic in-store offer clearly highlights. C’mon, who doesn’t need 48 Flakes?
WEDNESDAY 26 AUGUST 2020 / ISSUE 19 / SLRMAG.CO.UK / 31
R o f Y ENERg F F U T S L A E E R H T th the i w k n i r d y g r e n e e n i u e r f b f a n r i f o high c e t s a t e l b a b i r indesc
FROM THE UK'S NO.1 FLAVOURED * CARBONATE BRAND
