RETAIL
THE WEEK IN
BEST NPD THIS WEEK HOME DELIVERY COMES OF AGE LEES, LEES MORE IF YOU PLEASE
LEGISLATION
MENTHOL BAN:
THE 6 THINGS YOU NEED TO KNOW RETAILER INTERVIEW
HOW’S YOUR WEEK BEEN…
DAN BROWN?
NOW THAT’S A GOOD IDEA...
THINKING OUT OF THE BOX
+ SALUTING THE COVID-19 RETAIL STARS Commercial Partner:
Brought to you by:
Issue 1 Wednesday 22nd April 2020
Symbol Partner:
More than meets the eye!
B awarrand eness Our delicious snowballs and teacakes have been family favourites for almost 90 years. Following last year’s TV campaign, awareness is at its highest level ever, with 76% of Scots surveyed saying they liked Lees Snowballs and 44% buying Lees products every month. There’s never been a better time to stock up.
Scotland loves Lees 01236 441 600
sales@leesofscotland.co.uk *Source: JLral. Post TV Campaign Evaluation- Sept 2019 **Refers to Scots who viewed the 2019 TV ad
76%
**
of Scots like Lees Snowballs *
THE WEEK IN RETAIL
EDITOR’S COMMENT SHARE YOUR NEWS AND VIEWS WITH ME AT ABEGLEY@55NORTH.COM
WELCOME TO THE NEW WORLD ORDER Extraordinary times call for extraordinary measures – which is why we at Scottish Local Retailer are launching this new weekly digital news magazine. The pace of change at the moment is unlike anything we’ve experienced in nearly 20 years of publishing SLR and in order to get you the freshest, most up to date news, views, opinions and information in a format that’s familiar to you, we’ve decided to create The Week In Retail, our new digital magazine. To be clear, however, our goal in producing this new online magazine is not simply to replicate the SLR print edition on a weekly basis. For one thing we will be covering content that you might not ordinarily see in SLR. You will find more content that isn’t specifically from Scotland and we’ll be dedicating a lot more space to content that isn’t necessarily from the world of convenience retailing. Our key aim with The Week In Retail is simply to bring you content that will help you, inform you and inspire you in equal measure, something we feel is particularly important in the midst of the coronavirus crisis.
Our industry has certainly never faced a challenge like this in my lifetime and this new magazine is part of our response to helping the local retailing sector draw inspiration from wherever it may be found. We’ve also tried hard to keep the content brief, easy to digest and fast-paced. Retailers have little enough time as it is, so we’re attempting to bring you great content quickly and we’re drawing on all of our 20+ years’ experience in the trade, including five years as retailers ourselves, to sift out the stories, news, information and advice that we believe will be most useful to you in these weird and sometimes wonderful times. The world may be full of doom and gloom but there is also a lot going on out there to restore your faith in humanity after all. Coronavirus will change our industry and our wider society for ever – but there are plenty of indications that much of that change will be for the better. I hope you enjoy The Week In Retail and I’d love to hear your thoughts. Stay safe.
ANTONYBEGLEY ANTONYBEGLEY @ANTONYBEGLEY
ANTONY BEGLEY, EDITOR
WEDNESDAY 22ND APRIL 2020 / ISSUE 1 / SLRMAG.CO.UK / 3
Learn more at tomra.com/uk
We make deposit return systems work for everyone. TOMRA reverse vending machines collect 40 billion containers every year, keeping bottles in the Clean Loop and out of the oceans.
We look forward to helping retailers in Scotland get ready for the forthcoming deposit return scheme.
CONTENTS
WEDNESDAY 22ND APRIL 2020 / ISSUE 1 WWW.SLRMAG.COM
7
10
20
THIS WEEK’S NEWS IN BRIEF
HOW’S YOUR WEEK BEEN…DAN BROWN?
HOME DELIVERY COMES OF AGE
Coronavirus claims the life of three retailers and Government extends lockdown.
Musselburgh retailer Dan Brown talks toilet roll, hair clippers, flour and crazy volumes.
A ‘nice to have’ becomes a ‘need to have’.
8
13
COVID-19 UPDATE
15
MENTHOL BAN
18
COMPANY PROFILE: LOCAL HEROES
A ROUND-UP OF THE LATEST CORONAVIRUS
THE SIX THINGS YOU ABSOLUTELY NEED
UP CLOSE AND PERSONAL WITH LEES OF
NEWS FROM THE LAST SEVEN DAYS.
TO KNOW ABOUT THE MENTHOL BAN.
SCOTLAND.
OUT THE BOX
17
PICKS OF THE WEEK
23
FASCIA FOCUS: COSTCUTTER
COSTCUTTER GETS CREATIVE WITH A POP-
SOME OF THE BEST NEW PRODUCTS
COSTCUTTER IS THERE FOR YOU WHEN
UP SHOP.
HITTING THE SHELVES RECENTLY.
THE GOING GETS TOUGH.
TWITTER.COM/SLRMAG
WWW.FACEBOOK.COM/SLRMAG
WWW.SLRMAG.CO.UK
WEDNESDAY 22ND APRIL 2020 / ISSUE 1 / SLRMAG.CO.UK / 5
NEWS DIGEST
THIS WEEK’S NEWS FOR ALL THE LATEST NEWS, HEAD TO WWW.SLRMAG.CO.UK/CATEGORY/NEWS/
COVID-19
CORONAVIRUS TAKES THE LIVES OF FIVE RETAILERS
FAST-TRACKED DELIVEROO SERVICE PayPoint has announced a partnership with Deliveroo
CORONAVIRUS HAS BEGUN TO TAKE ITS TOLL ON THE INDUSTRY IN
allowing retailers to be live with
THE WORST POSSIBLE WAY WITH FIVE UK RETAILERS SUCCUMBING
Britain’s leading online food
TO THE VIRUS.
delivery company in just a few days.
With convenience stores among the few businesses able to remain open during the current coronavirus lockdown and despite committed efforts to effectively manage social distancing, the virus has tragically claimed the lives of at least five local retailers across the UK. TRUE GENTLEMAN: Kent retailer Krishnasamy Chiyamalan of RIP Raj Aggarwal. Templeton News, who was in his 40s, passed away at his home on April 4th while Leicester Spar retailer Raj Aggarwal succumbed on April 9th. Watford newsagent Himanshu Patel died on April 15th, Milton retailer Waqar Hussain Choudary died on Friday and a South London retailer known only as Kumar reportedly died last week.
LOCKDOWN EXTENDED FOR THREE MORE WEEKS
Deliveries will be ordered by consumers through the Deliveroo app as normal and fulfilled by its rider network within 30 minutes. All deliveries will be contact free. PayPoint stores will go live gradually on Deliveroo in a phased rollout. To find out more, call 0330 400 0003 or visit www. paypoint.com/deliveroo
COSTCUTTER CONTACTLESS CONVERSION Costcutter updated its CPoS system in less than a week to allow the contactless payment
Last week saw the UK government extend the coronavirus lockdown period for at least three more weeks. The Foreign Secretary set out five areas which the Government would need to be satisfied with before adjusting the current measures: Q Protect the NHS’s ability to cope. Q See a sustained and consistent fall in the daily death rates so they are confident that we have moved beyond the peak.
Q Need to have reliable data showing the rate of infection is decreasing to manageable levels. Q Need to be confident the range of operational challenges, including testing capacity and PPE, are in hand, with supply able to meet future demand. Q Need to be confident any adjustments to current measures will not risk a second peak of infections that overwhelm the NHS.
increase to £45. Over 850 pinpads across 415 CPoS Stores were able to offer their shoppers the contactless payment increase in time for the Easter weekend. With the update in place, shoppers can now buy a larger basket of products while maintaining social distancing and avoiding hand to hand contact via cash payment.
WEDNESDAY 22ND APRIL 2020 / ISSUE 1 / SLRMAG.CO.UK / 7
NEWS SPECIAL
COVID-19 UPDATE FOR ALL THE LATEST CORONAVIRUS NEWS, HEAD TO WWW.SLRMAG.CO.UK/CATEGORY/NEWS/
MSPS HAIL ‘UNSUNG HEROES’ IN RETAIL
100 FORECOURTS CLOSED The Petrol Retailers Association (PRA) has estimated that around 100 UK filling stations have already closed because of coronavirus. Reports from members show fuel sales are down by up to 85% although sites with full convenience stores are reporting growth of up to 50%.
UNITAS DONATION
LABOUR MSP ANAS SARWAR HAS LODGED A PARLIAMENTARY MOTION HIGHLIGHTING THE OUTSTANDING EFFORT LOCAL RETAILERS HAVE MADE IN SUPPORTING VULNERABLE CUSTOMERS.
M
Members of Unitas Wholesale teamed up with Mondelez to donate and distribute more than 78,000 Easter eggs to foodbanks, care homes, hospitals, frontline NHS and emergency workers across the UK over the Easter weekend.
SPAR SANDWICHES Spar Scotland wholesaler
SPs have praised the vital ‘frontline’ role of Scotland’s 44,000 convenience store staff in supporting communities through the COVID-19 crisis. Senior Scottish Labour MSP Anas Sarwar has lodged a Parliamentary Motion which highlights the outstanding effort convenience stores have made in supporting vulnerable customers. The Motion has been endorsed by MSPs from across the political spectrum at Holyrood. The Glasgow MSP said: “Shopkeepers in Scotland’s independent convenience stores are the unsung heroes of the coronavirus
HAILING HEROES: Anas Sarwar MSP.
pandemic. They have worked tirelessly to ensure that vulnerable people are receiving essential groceries and other products, particularly in rural locations where they are often the only shopping option. Shopkeepers in independent stores are at the heart of their communities and are using their local knowledge to make sure vulnerable people are being looked after. When we applaud the key workers who are fighting the coronavirus on the frontline, let’s not forget the shopkeepers.”
CJ Lang & Son has donated 8,000 sandwiches to a number of good causes including local charity Dundee Bairns and foodbank Gate Church. Dundee Bairns has provided over 180,000 meals to meet some of the greatest levels of need in some of the areas of highest multiple deprivation in Scotland.
8 / SLRMAG.CO.UK / ISSUE 1 / WEDNESDAY 22ND APRIL 2020
£300M CAMELOT COMMUNITY FUND National Lottery operator Camelot has created a £300m fund to support communities across the UK through the coronavirus pandemic. The money will be made available to support the most vulnerable in communities. Money will be distributed to charities
and local voluntary organisations over the next few months to help support communities through the crisis from helping support food banks, to causes that combat loneliness and isolation, support for the elderly and projects that support health in the community.
NEWS SPECIAL
COVID-19 UPDATE FOR ALL THE LATEST CORONAVIRUS NEWS, HEAD TO WWW.SLRMAG.CO.UK/CATEGORY/NEWS/
PREMIER STORE COMMUNITY HARDSHIP FUND HITS £9K
HANDS-FREE ACCESS
E
EDINBURGH RETAILERS DENNIS AND LINDA WILLIAMS RAISE £9K WITH INNOVATIVE IDEA TO SUPPORT THE LOCAL COMMUNITY. Finnish company Fortum has created a sustainable
CORONAVIRUS: HOW TO SHOP SAFELY To our valued customers …We are grateful for your business and want to continue to provide a much-needed service for this community. We need our customers and staff to be safe at all times and we need your help to do that. So, we respectfully ask you to follow these simple guidelines to help keep our community healthy and safe: Please stay at least 2 metres away from other customers and staff. Please do not bring your children into our stores if at all possible. If you have no other option, please supervise them at all times and do not let them run around the store to reduce their risk of contracting or sharing coronavirus. It’s very important that only one person from your house visits the store for essential items. Please avoid coming to the store more often than is absolutely necessary - no more than once a day. If you, or someone you know, needs a little more help with getting what they need, please speak to one of our team and we’ll try our best to help. If you would like to know more about shopping delivered to your door, please ask a member of staff. Please remember that the law does not allow us to sell alcohol before 10am, or after 10pm. If you can, please pay by card/contactless.
Please be kind to our staff. Please don’t get angry with them if an item you wish to purchase is out of stock or restricted – we are all doing our best.
THANK YOU for your amazing support during these difficult times.
SHOP LOCAL, SHOP SAFE
Scottish Grocers’ Federation
hands-free door handle made of recycled plastic allowing people to open doors with their arm.
and gas top ups for some of the most vulnerable members of our community.” One of the fund’s first recipients was a young vulnerable person who was not able to buy food over the weekend, while the local foodbank was closed. Thanks to the fund they were provided with a basket of food and money for electricity. People who require help from the fund can apply to Linda and Dennis in “complete confidence”. Linda explained: “This is not charity, it’s help and we all need help sometimes.”
SAFE SHOPPING POSTERS IN THE POST SGF and SLR have been working together to create and distribute free posters to Scotland’s retailers helping them to advise customers on how to shop safely. A copy of the poster will be included within the May issue of SLR magazine.
HANDS-FREE SANITIZER IDS Media UK has launched a digital contactless hand sanitising unit featuring a contactless dispenser. The unit also has a built-in 21-inch digital screen that plays adverts in 10-25 second loops throughout the day.
TECH SOLUTIONS
dinburgh Premier retailers Dennis and Linda Williams have raised an astonishing £9,000 in recent weeks for a Hardship Fund the community-minded couple set up to help local shoppers who are struggling to make ends meet during the coronavirus pandemic. “We only set a target of £300 and wondered if we’d reach it,” said Linda. “Within about 40 minutes of launch we had already hit the target and it has just kept growing and growing.” Dennis and Linda themselves decided to add £1,000 while donations online and in the store have continued to flood in. “It’s been overwhelming, it really has,” said Linda. “The money has allowed us to hand out dozens of bags of free shopping as well as electricity
WEDNESDAY 22ND APRIL 2020 / ISSUE 1 / SLRMAG.CO.UK / 9
RETAILER INTERVIEW
DAN BROWN NISA PINKIE FARM CONVENIENCE STORE, MUSSELBURGH
HOW’S YOUR WEEK BEEN…..
DAN BROWN?
EVERY WEEK WE CATCH UP WITH A LOCAL RETAILER TO FIND OUT HOW LIFE IS AT THE SHARP END OF LIFE. IN THIS LAUNCH ISSUE, ANTONY BEGLEY GRABBED 20 MINUTES WITH MUSSELBURGH RETAILER AND FUTURE SGF PRESIDENT DAN BROWN.
CLEAN SWEEP: What toilet roll shortage?
HOW’S YOUR WEEK BEEN DAN? It’s been a wee bit challenging, that’s for sure! Having said that, there are signs that some semblance of normality is beginning to return and we’re getting into a rhythm of sorts. The first few
weeks of the crisis were just all hands on deck, do whatever it takes kinds of weeks but we’re beginning to get to grips with demand levels and staffing levels and so on, so it’s feeling a little bit more under control. It’s been a crazy few weeks but we’re getting there.
10 / SLRMAG.CO.UK / ISSUE 1 / WEDNESDAY 22ND APRIL 2020
HOW MANY HOURS DID YOU WORK LAST WEEK, THEN? Ha hah! A lot. But then again, so did all of my team. They’ve been absolutely brilliant and have all done much more than I could have expected of them.
RETAILER INTERVIEW
DAN BROWN NISA PINKIE FARM CONVENIENCE STORE, MUSSELBURGH
“We’re also getting lots of request for hair trimmers and gardening tools and equipment!”
But despite all of this, we realise that home and family time is important so we do try to work the roster so that everyone gets proper downtime, even me!
HOW IS THE STORE TRADING AT THE MOMENT? There’s no doubt that we’re doing much bigger volumes, probably up by around 200% over where we would be normally, so from that point of view it’s good for the business.
ARE YOU SEEING ANY UNUSUAL PATTERNS DEVELOPING? Despite volumes being through the roof, footfall is actually relatively slow but what we are seeing is massively increased basket spends. Ordinarily we see lots of people three and four times a day every day. That’s not happening now but when they do come, they spend a lot more.
SEEING ANY NEW FACES? Definitely. Even with slower footfall we’re seeing lots of new customers and we’re hoping that we’ll retain some of them when all of this is over. Many customers just can’t face the huge
queues at the supermarkets so they’re coming to us for quick, convenient shopping and they’re finding that we have most, if not all, of what they want.
SO AVAILABILITY IS DECENT THEN? To be fair to Nisa, they’ve done a brilliant job considering the fact that they’re facing hugely increased order sizes from every retailer. There’s been a little bit of range rationalisation, but that’s perfectly understandable. The first week or two were pretty sticky
but I’d say we’re almost back to normal stocking levels now. We’ve also had a fantastic response from local suppliers who have been brilliant for us. They’ve been getting us what they need and some have even been making bespoke products for us to fill any gaps we have in the ranges. It’s really heart-warming to see everyone working so closely together.
AND ARE YOUR CUSTOMERS BEHAVING? There have been one or two small incidents but nothing worth worrying about. We implemented social distancing very early and, despite my concerns, 99% of the time they’ve totally understood why and they have been completely compliant. We have a form of one-way-system in the store now and even that has been adhered to really well. What’s most heartening is the unbelievable support and praise we’ve had from the local community. They see how hard we’re working to get them what they need and they really appreciate it. We’ve been flooded with positive messages on social media and in the store. Covid-19 is a horrible situation for everyone but it seems to be bringing people together.
WEDNESDAY 22ND APRIL 2020 / ISSUE 1 / SLRMAG.CO.UK / 11
RETAILER INTERVIEW
DAN BROWN NISA PINKIE FARM CONVENIENCE STORE, MUSSELBURGH
LOVING IT: ‘ESSENTIALS KITS’ FOR THE VULNERABLE One of Dan’s many great ideas during the current coronavirus pandemic is an Essentials Kit for the most vulnerable people in the community and those who are self-isolating. The kits cost £25 and include a range of key items including milk, eggs, bacon, a steak pie, various fruit and vegetables, a multi pack of crisps and a few sweet treats. Customers order via email and the kits are delivered to their door free of charge. Dan explains: “The contents of the kits are aimed at feeding two to three
WHAT’S SELLING? Sales haven’t always developed the way we expected. The whole toilet roll calamity calmed down pretty quickly and I was actually worried I’d be left with the pallets of stock I bought right at the outset, but thankfully it’s all just about sold through. The food to go side of the business has had to be stripped back a lot for the time being and it’s really grocery and alcohol that are driving sales at the moment with a bit of fresh and chilled.
WHO SAID GROCERY WAS DEAD? Yes, we’ve been saying for years that grocery is a dying category in convenience but it’s definitely back in fashion in the last few weeks!
ANY ODD REQUEST FROM CUSTOMERS? The latest megafad is flour. Everybody seems to want to bake bread at home for some reason. We’re selling pallets of the stuff at the minute. We’re also getting lots of request for hair trimmers
people and are compiled of the products we have been asked for regularly over the last week or so.” Launched last week on social media, the first 100 packs were ordered within 24 hours and those who have already received them have been very positive in their feedback. Dan said: “The key focus was to ensure that those who really needed the help were getting it. We knew a lot of vulnerable people were unable to source any groceries at all and they are the people we are prioritising.”
and gardening tools and equipment! Strange days.
AND YOU’VE BECOME A MEDIA DARLING? I wouldn’t say that but I’ve had a load of contact from magazines, radio and even TV. We had BBC News in for a Reporting Scotland piece that aired on TV last week. They were particularly interested in the free home delivery service we introduced for vulnerable isolated members of our community. It’s about time local retailers got a little credit for all the work they do for local communities.
12 / SLRMAG.CO.UK / ISSUE 1 / WEDNESDAY 22ND APRIL 2020
NOW THAT’S A GOOD IDEA…
OUT THE BOX COSTCUTTER
COSTCUTTER THINKS OUT OF THE BOX SYMBOL GROUP COSTCUTTER GETS CREATIVE WITH A POP-UP SHOP TO SERVICE AN ISOLATED COMMUNITY DURING THE CORONAVIRUS PANDEMIC.
branded and fitted out in line with the group’s static stores.
WHAT RANGE IS IT CARRYING? It offers a core range of essential products, including store cupboard staples, fresh and frozen goods, and beers, wines and spirits.
HOW IS IT COPING WITH COVID-19 MEASURES?
WHAT’S THE BIG IDEA? A pop-up convenience store!
HOW DID IT COME ABOUT? Local retail is playing a pivotal role in supporting local communities during the Covid-19 pandemic. This concept ensures continuity of service to an isolated community in the village of Fangfoss in North Yorkshire.
WHY DID THEY HAVE TO GET CREATIVE? An existing Costcutter store in the
nearby village of Dunnington was closed for a major refurb, which left locals with no store for many miles. The pop-up shop in the village pub’s carpark in Fangfoss means local residents have easy access to everyday essential items.
IS THE LOCAL RETAILER RUNNING IT? No, it’s Costcutter themselves. They have worked with portable retail specialist Rapid Retail to deploy the 8.5m x 2.9m shop, which is fully
In line with government guidelines, social distancing measures are in place and the store operates a one-in, oneout system. It also offers home delivery on orders for elderly and vulnerable customers.
WHAT ARE COSTCUTTER SAYING? Mike Hollis, Retail Director at Costcutter, said: “The Fangfoss popup provides a vital shopping service for the local community and our team are working hard to ensure that elderly and vulnerable customers are able to benefit from the store, with home deliveries where possible and allocated timeslots through the week.”
WEDNESDAY 22ND APRIL 2020 / ISSUE 1 / SLRMAG.CO.UK / 13
MAKING A MINT EVERYTHING YOU NEED TO KNOW TO SUCCESSFULLY NAVIGATE THE MENTHOL BAN
READ IT HERE
CLICK HERE TO BE TAKEN TO THE HANDBOOK
AN SLR HANDBOOK IN ASSOCIATION WITH JTI
LEGISLATION
THE MENTHOL BAN PLANNING FOR PROFIT
The Menthol Ban:
6
THINGS YOU NEED TO KNOW
CORONAVIRUS MAY HAVE YOUR MIND ON OTHER THINGS BUT THE MENTHOL BAN IS FAST CLOSING IN. HERE’S WHAT YOU ABSOLUTELY NEED TO KNOW BEFORE IT KICKS IN
WHAT WILL CONSUMERS DO? What will the 26% of smokers who currently choose menthol or
Q1. WHEN DOES IT START? May 20th. There is no sell-through period.
Q2. WHAT IS BEING BANNED? All factory-made menthol and capsule cigarettes.
Q3. WHAT IS NOT BEING BANNED? Basically, anything that isn’t a menthol or capsule cigarette. Importantly, menthol e-liquids are unaffected.
Q4. HOW MANY SMOKERS CURRENTLY CHOOSE MENTHOL OR CAPSULE PRODUCTS? Imperial Tobacco estimates that 26% of smokers choose these products.
capsule products do?
Q5. WHAT WILL THESE SMOKERS DO AFTER MIDNIGHT ON MAY 19TH?
According to a JTI survey of 350 retailers, they believe shoppers
The six million dollar question. Retailers reckon that they will shift into other products like RYO and vaping, manufacturers believe the majority will shift into plain cigarettes.
will: Q remain brand loyal within the ready-made cigarette category (switch to plain cigarettes from the same brand) - 25%
Q6. WHAT ARE THE ALTERNATIVES AVAILABLE TO RETAILER?
Q switch to RYO - 19%
The key menthol alternatives are likely to be: 1. Plain versions of cigarettes within the same brand or RYO. 2. Vaping 3. Tobacco-free nicotine pouches 4. Menthol filter tips 5. Leaf-wrapped capsule cigarillos 6. Heat-not-burn
Q leave the category altogether
Q switch to vaping or other reduced risk products – 45% - 11% Leading manufacturers such as JTI and Imperial Tobacco, however, believe that “the vast majority” will switch to plain cigarettes from their preferred brand.
WEDNESDAY 22ND APRIL 2020 / ISSUE 1 / SLRMAG.CO.UK / 15
NPD AND MEDIA
PICKS OF THE WEEK TO GET YOUR PRODUCT LISTED PLEASE CONTACT RAITKEN@55NORTH.COM
3-IN-1 CLUB POUCH
RED BULL ZERO
MENTHOL JUULPOD
JTI has launched a Kensitas
Red Bull Zero contains zero
JUUL has unveiled a new
Club 3-in-1 rolling tobacco
sugars and zero calories and
4-pack Menthol Flavour
pouch including 30g of
delivers a “similar taste to the
JUULpod to help retailers
tobacco, 100 papers, and 77
classic Red Bull Energy Drink”
capitalise on the Menthol Ban
filters. Value rolling tobacco is
but without sugars and with
which comes in on May 20th
growing at 17.5% YOY [IRI,
a “different taste than Red
and will see smokers seeking
Jan 2020].
Bull Sugarfree, but the same
fresh alternatives.
RRP: £11.70
wiiings”.
RSP: £10.99
RSP: £1.29
LOGIC NICSALT RANGE
RUBICON CAMPAIGN
DORITOS STAX
New from Logic Compact is
AG Barr is investing £5m in
Doritos has entered the
a range of nicotine salt pods
a new campaign for Rubicon
canister snacks segment
(2 per pack) in five unique
called ‘Make The Unboring
with the launch of STAX in
flavours: Amber Tobacco,
Choice’. The investment is
a recyclable triangular 170g
Peppermint, Berry Ripple,
spearheaded by a new national
tube in three flavours: Ultimate
Banoffee and Chai Latte, all in
TV campaign supported by
Cheese, Sour Cream & Onion
18mg strengths.
digital and social media and
and Mexican Chilli Salsa,
RRP: £5.99
in-store POS.
supported by a TV ad. RSP: £2.50
WEDNESDAY 22ND APRIL 2020 / ISSUE 1 / SLRMAG.CO.UK / 17
COMPANY PROFILE
LOCAL HEROES LEES OF SCOTLAND
Lees, LEES MORE IF YOU PLEASE!
18 / SLRMAG.CO.UK / ISSUE 1 / WEDNESDAY 22ND APRIL 2020
COMPANY PROFILE
LOCAL HEROES LEES OF SCOTLAND
THE ICONIC LEES OF SCOTLAND BUSINESS HAS BEEN MAKING ITS MUCH-LOVED CONFECTIONERY AND
L
MERINGUES SINCE 1931 AND IS GOING FROM STRENGTH TO STRENGTH WITH CUSTOMER AWARENESS AT AN ALL-TIME HIGH.
ees of Scotland is undoubtedly one of the best known home-grown food businesses of all and while it may be famous for many reasons, the one thing that many consumers (and retailers!) of a certain age will associate with the brand is its iconic ‘Lees Lees more if you please’ jingle. That jingle helped make the brand a household name in Scotland and, it seems, the company has continued to build on that position. Recent research shows that Lees brand awareness is at an all-time high following a successful TV advertising campaign focusing on one of their bestselling products, Lees Mini Snowballs. Based in Coatbridge just outside Glasgow in a modern 80,000 sq ft factory, the company has been producing a tempting range of confectionery and meringues since 1931. It now employs 250 people and recent years have seen Lees of Scotland go from
strength to strength. As the original creator of the Macaroon bar, Lees now have a wide product range including Meringues, Teacakes, Snowballs, Mallow Dreams, Tablet, Jaffa Bars and Coconut Ice Bars. The dedicated new product development team at Lees of Scotland are committed to continuously improving the product offering for retail and wholesale customers, investing in new equipment and technology along the way. Lees of Scotland’s products are widely available in the UK and maintain their status as well-respected Scottish brand.
BUSINESS INVESTMENT In 2019, Lees of Scotland increased their investment in equipment which included innovative machinery to allow the company to continue to expand their Meringue category and a massive overhaul in their air and water systems.
Following the success of a number of new Meringue products, including Lees Meringues with Dark Belgian Chocolate and two new flavours of Extra Special Meringues created for Asda’s own label, Lees invested in a new chocolate enrober to allow the busy factory to meet demand. In addition to this and with the need to expand Meringue production capacity, the Lees factory doubled the size of their internal hot-room, this is where the Meringues sit to remove moisture before packaging. This has significantly increased efficiency within the Meringue production process.
SNOWBALLS Snowballs continue to be Lees’ bestselling product line and are considered to be a great snacking option for the whole family. Sold in a variety of pack types for all occasions, including packs of 6 and 12 Snowballs
or packs of 12 and 18 Mini Snowballs. The soft and fluffy mallow with a chocolate coating, topped with flakes of coconut are suitable for vegetarians and contain no gluten or artificial flavouring. The Snowballs contain only 79 calories and Mini Snowballs contain 50 calories, making it a calorie controlled snacking option. Snowballs also continue to be central to Lees’ marketing and PR plans for 2020 with a number of exciting campaigns in the works to help promote the product.
WEDNESDAY 22ND APRIL 2020 / ISSUE 1 / SLRMAG.CO.UK / 19
SALES-BOOSTING SOLUTIONS
HOME DELIVERY BY ANTONY BEGLEY
HAS HOME DELIVERY’S TIME ARRIVED? Home delivery was already growing rapidly before the Covid-19 crisis even kicked in but in the last month or so it has rapidly evolved into a core service for many local retailers.
D
elivering products direct to customers’ homes has been a trend that has been slowly bubbling away over the last year or so with more and more local retailers seeing the potential to significantly grow sales and profits by adding a home delivery service. Reliable data is thin on the ground but a recent (precoronavirus) report from HIM and MCA Insight found that the UK foodservice delivery market grew by 18% to £8.4bn in 2019. The report also predicted that the market would grow a further 9.2% by 2022 – but all of this COMMON WEEKLY was before Covid-19 kicked in and home rear view mirror, many consumers will SALES INCREASE delivery became virtually an emergency have gotten used to the convenience of THROUGH SNAPPY service offered by countless local retailers home delivery and will continue taking SHOPPER across the UK. advantage of the service. Yes, the report above focuses exclusively A couple of options to consider are an on foodservice – mostly delivered fast food – but established solution from Snappy Shopper and a the trend towards consumers ordering food and drink for brand new one from PayPoint. delivery to their door is set to open up huge opportunities SNAPPY SHOPPER for local retailers. Scottish tech company Snappy Shopper has been making Many local retailers have made do with what they have home delivery easy for local retailers since 2018 and app it available: a telephone to take orders and a van to deliver offers has been a huge success for many users with some them. But there are more and more options out there that adding £7,000 or £8,000 a week in sales without damaging retailers can call on to take their home delivery service to in-store sales. the next level. The average basket spend per order through the app is an It seems clear that when Covid-19 is finally in the
£7,000
20 / SLRMAG.CO.UK / ISSUE 1 / WEDNESDAY 22ND APRIL 2020
SALES-BOOSTING SOLUTIONS
HOME DELIVERY BY ANTONY BEGLEY
18%
eye-watering £21.38 and ability for those selected to be live on around delivery of agesome stores have seen Deliveroo in just a few days thanks to a restricted products. profits increase by an fast-tracked onboarding process. Additionally, the FOODSERVICE equally breath-taking This new partnership enables app allows retailers HOME DELIVERY 7%. selected retailers to drive new revenues to send notifications GROWTH IN Among the latest and reach a wider customer base at direct to shoppers. high-profile converts to 2019 this challenging time. FOR MORE Snappy Shopper is Blantyre Deliveries are ordered by customers INFORMATION, CALL 0333 Family Shopper retailer Mo Razzaq. through the Deliveroo app as normal 900 1250 OR VISIT WWW. Customers simply download the and fulfilled by its rider network SNAPPYSHOPPER.CO.UK app onto their mobile device or use within 30 minutes. All deliveries the online site and it will tell them will be contact free. PayPoint where their nearest Snappy Shopper stores will go live gradually store is. They can pay by credit card or on Deliveroo in a phased PAYPOINT cash and they can order anything from rollout. In the last week, their nearest store’s range list, typically AVERAGE BASKET PAYPOINT PayPoint has between 1,500 and 2,000 lines. RETAILERS announced a SPEND ON Snappy Shopper takes care of all INTERESTED IN partnership deal with SNAPPY the techy stuff, including uploading FINDING OUT MORE Deliveroo, Britain’s SHOPPER barcodes and product photographs. CAN CALL THE PAYPOINT leading online food delivery Retailers can continue to add as many SALES TEAM ON 0330 400 0003 company. lines onto the app as they like. OR VISIT WWW.PAYPOINT.COM/ Qualifying retailers can apply Orders are received directly to a DELIVEROO to access the proposition with the small terminal in-store which then prints off what is effectively a picking list. The order is made up and is then delivered to the customer in between CASE STUDY 30 minutes and an hour. FAISAL NASEEM, FAMILY SHOPPER ARBROATH Typically, stores charge £3 per “We sell groceries, alcohol, tobacco, vape products and frozen/hot delivery and the delivery radius is desserts online via the Snappy Shopper app. We use a self-employed normally around two miles. driver who manages all deliveries. He is paid per delivery and is motivated As for delivery, retailers have to fulfil our one-hour promise and promotes our business by referring the a couple of options available. The Snappy Shopper app in our area. first, and the one Snappy Shopper recommends, is to simply deliver “We have partnered with Snappy Shopper for over 18 months and we using existing store staff and vehicles. have achieved a 25% increase in monthly sales and obtained a larger The second option is to use selfcustomer base now shopping from our store. This allows far better stock employed drivers, although this is not rotation and cuts down waste too.” something the company advocates, particularly given the sensitivities
£21.38
WEDNESDAY 22ND APRIL 2020 / ISSUE 1 / SLRMAG.CO.UK / 21
Time to Make the Change to Costcutter Peter Juty, Costcutter Meopham
It’s time to make the change from operating on your own, to having the expert help and support required to grow your business. Unique Shopper First insights to tailor your store to attract new shoppers Fantastic support with the best BDM to store ratio in the sector Amazing range, including Co-op Own Brand products n Unmatched commercial terms including a rebate of up to 6%
Time to ! e g n a h C e h t t e k c o P Peter Juty joined Costcutter in late 2019 and has already grown his sales by 15%
join our thriving community of independent retailers Y To get in touch at www.freshstart.costcutter.co.uk
SYMBOL SPECIAL
STAY SAFE, SHOP LOCAL COSTCUTTER
COSTCUTTER:
THERE FOR YOU
Costcutter is working in close partnership with retailers to help them support their communities in these challenging times and beyond.
A
t this unprecedented and challenging time for our society and our communities, convenience stores have a vital role to play in helping the country manage its way through these unprecedented times. Being at the heart of local communities, convenience stores are best placed to support local shoppers in the days, weeks and months ahead. We are better together and we all need to offer whatever support we can. Many of our independent retailers have adapted quickly to offer services such as home delivery, for elderly and vulnerable customers and we’re working on solutions to help more of our retailers meet the needs of their local communities.
WHY BECOME A COSTCUTTER RETAILER?
We are working in close partnership with our independent retailers, to ensure we do everything we can to help keep them, their staff and their shoppers safe and follow the latest Government guidelines. This includes comprehensive guidance on social distancing and helping them to communicate with shoppers both in-store and on social media. Convenience stores are at the heart of local communities and we want to thank our retailers, their staff and shoppers – we are all in this together and we’re very proud to be part of such a committed and dedicated team that is playing its part in helping to feed the nation and show our communities that we are there for them.
Q GROW YOUR SALES BY 20% Q ATTRACT NEW SHOPPERS Q EXCEPTIONAL COMMERCIAL TERMS ZAHIR AHMED COSTCUTTER BROCKLEY:
“Since we moved to Costcutter last year we have seen a significant increase in our footfall of 30% a year. That’s primarily down to the range that we offer and the fresh food, free from, and the vegan section as well. Since healthy eating is a growing trend, I would recommend Costcutter in terms of their range, especially the Coop Own Brand products.”
Visit www.freshstart.costcutter.co.uk to hear more retailer experiences.
WEDNESDAY 22ND APRIL 2020 / ISSUE 1 / SLRMAG.CO.UK / 23
n ee b er ev n s a h s es en r a w Lees’ brand a
B awarrand eness
76%
**
of Scots like Lees Snowballs *
Our delicious snowballs and teacakes have been family favourites for almost 90 years. Following last year’s TV campaign, awareness is at its highest level ever, with 76% of Scots surveyed saying they liked Lees Snowballs and 44% buying Lees products every month. There’s never been a better time to stock up.
Scotland loves Lees 01236 441 600
sales@leesofscotland.co.uk *Source: JLral. Post TV Campaign Evaluation- Sept 2019 **Refers to Scots who viewed the 2019 TV ad
