SLR November 2024 Edition

£100M INVESTMENT

Scottish stores invest almost £100m

STORM IN A TEACUP?

What will the Latte Levy mean?

RAISING THE BAR

Spar Scotland

Tradeshow review

INVESTING IN OUR PEOPLE

Top retailers share their key staff retention techniques

06 Research The 2024 Scottish Local Shop Report reveals investment in Scottish c-stores has soared to £94m.

07 Sales Greens Retail launches a new upselling initiative, leading to a 500% increase in sales of targeted products.

08 Crime Fife retailers are being urged to fight retail crime with self-reporting tech.

09 Results CJ Lang reports an increase in underlying profit for the financial year ended 28 April 2024.

10 News Extra Single-use Cup Charge Is the ‘latte levy’ really just a storm in a teacup?

18 Product News Retailers star in a new KP Snacks campaign and Highland Spring sponsors Scottish Rugby.

20 Off-Trade News Captain Morgan pairs up with Pepsi Max as Funkin unveils an indulgent dessert cocktails duo.

INSIDE BUSINESS

22 Above & Beyond Awards SLR is on the lookout for store superstars for the Above & Beyond Awards 2025.

24 Store Profile JP Pozzi David Robertson delivers an SLR Newstrade Retailer of the Year Award-winning store.

27 Healthy Living Programme For two decades, HLP has changed the lives of Scottish consumers by raising awareness – and sales – of healthier foods.

28 Spar Scotland Tradeshow CJ Lang’s third tradeshow welcomed retailers and company-owned store colleagues from across the country.

30 Store Profile Keystore More Temple Shoppers can’t get enough of Jazz Lalli’s bang-up-to-date store refit.

32 Retail Crime Independent retailers and MSPs discuss the retail crime epidemic in the Scottish Parliament and what needs to be done to tackle it.

34 Hotlines The latest new products and media campaigns.

62 Under The Counter The Auld Boy bumps into Santa, of all people, in Saltcoats, of all places.

FEATURES

36 Sports & Energy Drinks A steady stream of flavour innovations means there are lots of opportunities for local retailers to prosper from the Sports & Energy category.

40 Christmas Top Up Check out the latest festive NPD to ensure you make the most of the run-up to Christmas.

46 Smoking Alternatives Retailers with a strong nicotine pouch offer have lots to gain from the disposable vape ban.

50 Christmas Wines & Spirits A strong range of wines and spirits tailored to the needs of your customer base will ensure you maximise on Christmas sales.

56 EPoS The right EPoS system can be truly transformative, saving you time and revealing valuable sales insights.

58 Forecourts Operators across the UK are investing in their sites, with more fuel options, food to go, and additional services all growing footfall and increasing profits.

THE COVER

Waitrose strikes deal with Just Eat

Glasgow and Stirling Waitrose outlets were among the first to offer Just Eat deliveries after the retailer agreed a multi-year partnership with the platform that will see 229 stores offer the service. The retailer has seen average weekly on-demand grocery sales increase by 140% in the first six months of the year, while more than one million Brits now regularly get their groceries delivered by Just Eat.

InPost takes full control of Menzies Distribution

Parcel locker and courier service provider InPost has acquired the remaining 70% stake in Menzies Distribution Limited for £60.4m, giving InPost full control of the Express and Newstrade operations. InPost says Menzies’ nationwide logistics capability will allow it to scale at speed in the UK to match growing consumer demand, allowing the company to accelerate plans for new services.

Scotmid grows trading profit despite wet weather

Despite a disappointing summer which saw a drop in footfall, Scotmid Cooperative has achieved a £2.1m trading profit for the 26 weeks ended 27 July 2024, a £0.6m improvement on the interim result for 2023. Turnover rose by £2m to £214m in the same period, according to the firm’s 2024 interim report.

One Stop and Co-op lobby for mandatory food waste reporting

Working with the British Retail Consortium, Too Good To Go has united key players from the food industry, including One Stop, Co-op, Tesco, Sainsbury, Aldi and Bidfood, to call on the UK government to introduce mandatory food waste reporting for large companies. An open letter sent to DEFRA signed by 34 key representatives from across the industry pointed to the “alarming” 10.7 million tonnes of food wasted annually.

Scottish c-stores’ business investment soars to £94m

Convenience retailers in Scotland have invested £94m in their businesses in the last year, an increase of 52% on the previous year’s gures, according to the latest Scottish Local Shop Report, which highlights the crucial contribution that the convenience channel makes to the country’s economy.

e number of Scottish convenience stores was up 49, to 5,220, and the number of people employed by the sector had grown to an impressive 55,000, the report revealed. It was compiled by the Scottish Grocers’ Federation, in collaboration with the Association of Convenience Stores (ACS), and was launched at the SGF annual conference on 2 October.

LEGISLATION

Scottish stores excelled in customer relations, with 38% of consumers knowing the people working in their local shop very or quite well, compared to just 30% of consumers sharing the same opinion UK-wide, according to the ACS Community Barometer, which was cited in the report.

e report also indicated that Scottish convenience retailers

appeared to be taking more advantage of online wholesaler platforms in the last 12 months, with only 44% claiming not to use them, compared to 63% in the previous year’s report.

In addition, the stats showed that while 35% of Scottish independent retailers o er home delivery, just 13% o er the service via a third-party app – a vast contrast from the UK-wide gure of 34%.

Commenting on the report’s ndings, SGF Chief Executive Pete Cheema said: “ e information gathered in the report clearly makes the case for targeted support from government, and a more joined up approach to regulation, for our key industry.”

Concerns raised over UK Government’s Employment Rights Bill

The Association of Convenience Stores (ACS) has raised concerns over sick pay following the publication of the UK Government’s planned Employment Rights Bill. Some of the key proposed changes in the Bill include:

Q Zero-hour contracts: Bring an end to the practice of zero-hour contracts in the UK.

Q Statutory sick pay (SSP): Entitlement of first-day SSP for ill workers (currently from fourth day) and lower earnings limit for SSP (with reduced level of entitlement).

Q Flexible working: Establish flexible working rights for workers, except in some impractical circumstances.

Q Fire and rehire: Bring an end to the practice of fire and rehire and fire and replace in the UK.

Q Unfair dismissal: The two-year qualifying period for protections from unfair dismissal will be removed (workers will be subject to a proposed nine-month probation period).

Anas Sarwar praises ‘lifeline’ local stores

Scottish Labour Leader Anas Sarwar MSP has commended the invaluable service that convenience stores provide for their communities, while highlighting the bene ts they bring to local economies across Scotland.

Speaking ahead of the SGF’s annual conference last month, he said: “Convenience stores play a vital lifeline role in the communities that they serve.

“Across Scotland, retail workers in convenience stores go above and beyond every day to look a er people in the community. at’s why I am proud that Scottish Labour lead the way in tackling the scourge of violence against retail workers.

“It is simply wrong that Scotland’s grocery businesses face so much uncertainty due to the harsh economic climate and the complete lack of economic leadership from the Scottish Government.

“Scottish Labour will always stand shoulder to shoulder with retail workers and work with small businesses to deliver the change we need.”

Greens’ Big Upsell Challenge leads to 500% sales increase

As part of a wider initiative to increase basket spend, sta at Greens Retail have seen sales soar thanks to e Big Upsell Challenge, where stores in the group are pitted against one another and tasked with upselling a particular product.

e rst challenge saw 7,000 units of Swizzels Squashies sold over seven days – an increase of 500% compared to an average week. e winning store, Greens of Portlethen, sold 809 units – 13.5% more than its target.

Another challenge saw Fisher & Donaldson Fudge Doughnut sales grow 108%.

e store with the biggest sales for each upsell product was given a prize, and some shops have produced leaderboards to track their performance, with topperforming colleagues rewarded.

Ahead of the rst challenge, all stores were shown a short customer service video, while upselling techniques and phrases were communicated via a companywide video call.

A er its huge success, Green’s has made e Big Upsell Challenge a mainstay and the team is keen to boost sales further. “We review the performance weekly with all managers on a shared call, encouraging them to share their tips and tricks,” said Head of Marketing Jack Brady. “We are exploring how we can amplify these [upsells] with more engaging PoS and physical displays at the till point.”

Not only has the initiative worked a treat on sales, it has also li ed the spirits of employees and buttressed supplier ties.

TECHNOLOGY Major investment in self service Scotmid spends £3.5m on digital checkout transformation

A £3.5m investment will see Scotmid introduce a series of hardware and so ware enhancements to its kiosks, including new tills, printers, scanners for faster and more e cient transactions, new customer screens, and self checkouts.

Tills will be tailored to meet the unique demands of each store location, while ensuring that a strong service o ering remains for customers who prefer manual checkouts. e rm claimed that, over time, self-scan tills had become an integral part of the shopping experience due to improvements in technology and customer familiarity. It stated that today’s customers expected quicker transactions and sought more choice on how to shop at the checkout.

e introduction of new assisted checkouts is part of Scotmid’s broader strategy to respond to customer preference, providing greater convenience and exibility. e rm claimed that the checkouts would reduce wait times, increase transaction e ciency, and streamline the checkout process. Additionally, it said that the new kiosk infrastructure would help optimise store layouts, improving overall store ow and enhancing the customer experience.

e work, which will be rolled out across Scotmid’s Food and Semichem stores, is being delivered by Pan Oston/4POS.

Scotmid is proactively managing any potential risks associated with assisted checkouts. Measures include operator oversight, such as additional screens to monitor transactions, and the strategic placement of assisted checkouts near manual tills to help reduce opportunities for the .

“ e store teams had fun during the challenges, bene tting from a boost in morale, and being inspired by seeing what’s possible if they can all rally together behind a common goal,” Brady added. “Colleagues are clearly having fun coming up with clever ways to entice customers, and we’ve seen some very creative posts on social media.”

APPOINTMENTS

Graham Watson steps up as SGF President

Watson’s Licenced Grocers owner Graham Watson BEM has been appointed as the President of The Scottish Grocers’ Federation’s (SGF’s) National Executive board. Graham, who was previously Vice President, took the reins from Chief Sales & Marketing Officer at JW Filshill, Craig Brown. BP’s Central Operations Director for UK retail Andrew Kenney assumes the role of Vice President. Former submariner Graham took on Moniaive’s village shop nearly two decades ago and was awarded the British Empire Medal for his services to the community.

Booker

retail sales in growth

Booker core retail sales have grown by 0.6% to £1.65bn, driven by 397 new retail partners joining Premier, Londis, Budgens and Family Shopper. The results were revealed as part of Tesco’s interim results, which showed that Booker’s overall like-for-like sales declined -1.9%. Booker’s symbol brands performed strongly, with sales up 3.1%, supported by a further improvement in availability.

BP appoints Hannah Munns as UK Convenience Trading Director

Fuel giant BP has announced that Hannah Munns is taking on the role of UK Convenience Trading Director. Munns brings over 20 years of retail experience from roles at M&S, Sainsbury’s and Asda. She will lead the growth of BP’s convenience business in the UK through the firm’s partnership with M&S, enhancing the branded grocery business and evolving the Wild Bean Café offer.

Stirling retailers adopt RAC crime reporting tool

Real-time crime information and alerts are being shared by retailers across Stirling thanks to Retailers Against Crime’s (RAC’s) SentrySIS platform. The software system, which is provided free to members of Stirling’s Business Improvement District (BID), has been successful in tracking down the culprits of a number of offences.

Moneygram services at Post Office end Moneygram is no longer available through the Post Office after a note issued by the latter on 30 September warned postmasters that its contract with MoneyGram would expire at midnight. The news came after the money transfer company’s services went offline globally following a serious cyber attack that hit the firm on 20 September.

Fife retailers urged to fight crime with self-reporting tech RTD Watch

SLR is working with Red Star Brands and its fast-growing RTD brand Four Loko to provide you with regular updates on the performance of an increasingly important category.

FAST FACTS

Flavoured RTDs continue to flourish in the alcohol market, with value growth of +3.5%, adding over £17m in value sales in the latest 52 weeks. Convenience channels would be the main drivers of growth for RTDs, up +15.4% in value and +9.7% in units year on year.

Single format RTDs would be the stronger categories within RTDs, especially within convenience stores. The ‘Drink Now RTD market (Single formats) has grown by +7.8% in value in the latest 52 weeks, equating to £31.9m in value sales added to the category.

Two brands continue to dominate the category growth within Single format RTDs, with Four Loko contributing to 17% of the total market growth, adding over £5.4m in value sales. AU Vodka also continues to be a main driver of growth in the category.

Scotland continues to outperform all other regions within RTDs, seeing growth of +14.1% in the latest 52 weeks, Four Loko is one of the strongest growth contributors, up +33% in Scotland and adding over £4.4m in sales (latest 52 weeks). Four Loko also sees success in the Scottish convenience market, being the fastest-selling brand with four out of the top five bestselling RTDs Four Loko SKUs – Dark Berry Burst, White, Pink Melon and Tropical.

Police Scotland and Retailers Against Crime have encouraged retailers to join a self-reporting retail crime pilot scheme in Fife, which Minister for Victims and Community Safety, Siobhian Brown, is hopeful may be rolled out nationally.

RAC is a retail crime partnership that operates throughout Scotland and beyond using a so ware platform called SentrySIS, whereby retailers can share intelligence with each other and the police to help tackle crime.

“ e proof of concept in Fife lets the retailer log on to the system and complete a police witness statement,” RAC National Operations Manager Stephanie Karté told SLR. “So rather than phoning 101, waiting for the police to come

out, then lling out a statement and picking up CCTV evidence, and then waiting for the police to go back to the station to generate a crime report - the whole reporting process can be completed by the retailer and sent to the police in approximately 10 to 15 minutes.

“ e retailer can ll in a statement, add images, and a link will be forwarded to them to upload the footage of the actual crime being committed that will go straight to the police system to be processed.

“ e police will then be able to generate a crime report as and when they pick it up, and the retailer will be sent an instant crime reference number.”

A Police Scotland spokesperson told SLR: “ ese businesses [compiling their own crime reports] are not only empowered to take more action against criminals, but it also frees up police time to investigate where su cient evidence exists and bring o enders to justice.” ey claimed that the scheme had already resulted in a number of individuals having been reported to the Procurator Fiscal a er being identi ed for shopli ing o ences.

Please contact info@retailersagainstcrime.org for further information.

SUPPORT Independent retailers to set up mental health support hub for peers

On World Mental Health Day (10 October), a group of independent retailers announced plans to launch a Safe Space support network especially for convenience store owners. Glasgow retailer Natalie Lightfoot has teamed up with fellow Londis retailer Atul Sodha, Peterborough store owner Neil Godhania and Lancashire-based Sophie Towers, who has spent 17 years in independent retail, to create a Safe Space by Retailers for Retailers.

The team is currently setting up a website through which they can be contacted. Once a retailer has got in touch, a mentor retailer will then arrange to speak with them one-on-one.

Natalie told SLR: “We’re looking to develop a mentoring programme, where if somebody reaches out to us because they’re struggling financially or feeling overwhelmed, then we’ll try to find somebody that can lend an ear.”

She explained that running a store could be “challenging, hard and incredibly lonely” and explained “no one understands what we face more than other retailers”.

Everyone on the Retailers for Retailers team has been on mental health training courses and other retailers have also volunteered to help with mentoring.

The team is also looking to develop a podcast where retailers will share stories of traumatic experiences that they have faced and how they dealt with them.

Source: IRI flavored alcohol L52wks data to 08.09.24

Photo by Priscilla Du Preez

CJ Lang & Son reports robust growth ahead of poor summer

Spar Scotland wholesaler CJ Lang & Son has reported another annual increase in underlying pro t for the nancial period ended 28 April 2024, though the rm has warned that a below-par summer this year has hindered trade.

Net turnover rocketed 14.2% to £253m – an increase of 10 percentage points on the previous year, while pre-tax pro ts growth was up 8% to £4m.

e group acquired three former Eddy’s Food Station stores last year, together with the Scotfresh Group of nine convenience stores. All of the stores have been converted to Spar Scotland, bar two Scotfresh sites in Cardonald and Denny, which are set to have fully transitioned by January.

Over the past 12 months, the company has also invested in

WHOLESALE

Scots come out on top

several major store re ts, as well as the roll out of the exclusive Barista Co ee o er, together with digital screens and labels.

While the group will continue to invest in the business over the coming year, the rm’s main focus will be on fully utilising its existing systems.

CJ Lang & Son CEO Colin McLean told SLR: “Having spent a lot of money on new stores and new systems – electronic shelf labels, RELEX forecast and demand

Scotland overperforms in wholesalersupplied convenience retail

Scottish wholesaler-supplied convenience stores overperform compared to similar stores in England and Wales, revealed research compiled by wholesale and retail insight specialist TWC and commissioned by the Scottish Wholesale Association (SWA).

In terms of wholesale sales performance, TWC revealed Scotland was over-indexing on value growth.

However, Scotland was also shown to be the top-performing region in value for retail, according to TWC’s SmartView Convenience read, which analyses wholesaler-supplied symbol, fascia and independent convenience stores in GB.

TWC Managing Director, Tanya Pepin, said: “Again, Scotland showed strong results, with the largest regional share of convenience retail value sales of all GB geographies – and the best year-on-year results of all regions.”

e data further revealed that at a product category level, all impulse categories were in value growth for the latest 52 weeks and that Scotland’s growth was ahead of the rest of GB.

“In fact, across seven of the 10 core retail categories, Scotland is reporting stronger year-on-year results,” Pepin added.

planning – the big challenge is how you get the best out of what you’ve already spent. So, we’ll probably draw breath, rather than spend the kind of money that we have been spending.”

Chairman Jim Hepburn added: “We’ve continued to invest at a level probably twice that of some of our competitors. It’s important that we continue to do that and make sure that we have stores that are t in the future.”

McLean said he was “delighted” with what had been achieved, but noted “the lack of summer” had made for “a challenging start” to the year ahead, and that further challenges loomed.

He said: “We’re just trying to be sensible and recognise that we’ve had a good run, but this year is more about consolidation.”

AWARDS Spar Scotland Awards celebrate cream of the crop

The very best Spar Scotland retailers were honoured at a prestigious awards ceremony in Aviemore on 26 September. The glittering Spar Scotland Awards followed on from the group’s conference and tradeshow (see p28).

Booker saves symbol retailers £1m in energy costs

Since launching last year, Booker’s Energy Buying Club has saved £1m in energy prices – equating to over £5,000 per retailer per year on average. Booker teamed up with Saffron Business Solutions back in May 2023 to help its symbol retailers save money on their energy prices, with customers benefiting from better fixed terms than if they went direct.

Morrisons unveils wholesale data programme for suppliers

Morrisons has teamed up with TWC Group to enhance the data insight capabilities of its wholesale business. TWC Group’s SmartView reporting platform will go live in Morrisons later this year, providing additional insights into sales, customer behaviour and market trends. The data sources will then be expanded to include convenience retail EPoS data.

Nisa retailers to cut energy costs with analysis tools

A new partnership with technology firm Simble will allow Nisa retailers to access tools to better manage and reduce their energy consumption and costs. By integrating Simble’s cloudbased platform, SimbleSense, into their operations, Nisa retailers can now access realtime insights on energy usage and make informed decisions to improve efficiency and sustainability.

Scan & Save retailer earnings near £6m

“Finally, there is good news for Scottish wholesale-supplied symbols and fascias. Despite them having a lower share of stores numerically than England and Wales, they outperform on share of retail units sold, and Scottish symbols and fascias have more items in their baskets than their English and Welsh counterparts.”

David’s Kitchen Kirkcaldy took home Independent Store of the Year, while Company Owned Store of the Year was awarded to Spar Castletown. Meanwhile, Pinkie Farm picked up Independent Community Store of the Year, while Spar Saltcoats was honoured as Company Owned Community Store of the Year.

Celebrating the third anniversary of Scan & Save, Jisp announced that the app had earned retailers almost £6m since launching in 2021, while shoppers have saved over £2.2m. Total scans of the app’s AR vouchers also broke through the five million mark, with redemptions leading to sales topping £4m.

Scottish Grocers’ Federation

Convenience Matters with the SGF

Regular readers will know that we are never short of topical issues to discuss, but October has been particularly busy for both SGF and the Scottish convenience sector.

On one hand we have seen the Minimum Unit Price of alcohol increase for the first time since its inception. Our biggest concern about this issue has been the lack of a Scottish Government public awareness campaign, especially around increases to price-marked packs, and the impact on the cost of living.

We are already hearing about irate customers passing the blame for price rises onto retailers. SGF went straight onto the Health Minister, who we have been working closely with on our MUP Retailers’ Guide, to raise the alarm.

Unfortunately, this followed a disappointing summer for many c-stores, with figures showing that the poor weather put a significant dampener on what was meant to be a promising sporting season.

One retailer, who followed Labour leader Anas Sarwar at the podium at the SGF Annual Conference last month, put it very succinctly: many of the profitable products earmarked by government for tighter regulations, restrictions, and bans have been used to ‘paper over the cracks’ in business viability in recent years.

What will ministers do when the stores that provide essential lifeline services for communities across Scotland start going to the wall?

On a cheerier note, SGF also celebrated 20 years of our Healthy Living Programme. We hugely value the contribution of the HLP team in surpassing all expectations. They should be very proud.

And now onto something completely different. Only four months in the making, the eagerly awaited UK budget…

Is latte levy a storm in a teacup?

As sustainability awareness grows, environmentally-savvy shoppers may be open to changing their habits.

With the Charging for SingleUse Disposable Beverage Cups Consultation due to close on 14 November, there are just days le to put forward your views on this contentious issue.

e key proposal is that a charge of at least 25p should apply to all single-use beverage cups when an individual buys a drink of any kind e.g. co ee, tea, slush, milkshake.

“In a society increasingly aware of its environmental responsibilities, charging for disposable cups, regardless of their material, represents a signi cant step toward adopting sustainable habits,” said Iain Gulland, Chief Executive of Zero Waste Scotland.

“It’s clear that consumers are ready for this change. Now, it’s time for businesses to lead by example. Retailers play a crucial role in driving change and promoting sustainable practices, both for their customers and their suppliers.

“Scotland alone used around 388 million single-use cups between

2021 and 2022. at’s 71 cups per person every year – a rate that exceeds many EU nations. ese statistics re ect a throwaway culture that’s in direct con ict with Scotland’s ambitions to become a circular economy, where materials are reused, repurposed, or recycled to minimise waste.”

Gulland claimed that moving away from disposable items isn’t just about small personal choices; it’s about protecting the planet.

He said: “As we’ve seen with other successful initiatives, like the 2014 carrier bag charge, changing consumer habits is possible. e bag charge has led to an 80% reduction in single-use bags on UK beaches, and a similar impact can be achieved with cups.”

A recent Zero Waste Scotland survey saw 74% of respondents say they would use a reusable cup more frequently if a charge was introduced, and 60% stated they would buy fewer drinks in singleuse cups. e demand for further

action is clear, with more than half of the Scottish public (56%) supporting additional measures to reduce single-use items.

“By supporting this charge, retailers can showcase their commitment to protecting the planet, encouraging customers to make more sustainable, reusable choices,” said Gulland. “We can make circular choices a natural part of our daily routines and take meaningful action to protect our planet.”

SLR’s Sustainability Retailer of the Year, Premier Dundee University Students Association (DUSA), is no stranger to disposable cup charges. Retail Services Manager Moira explained that the store introduced a 50p charge in 2018. “ e customer response was very good,” she said. “We also started selling re llable co ee cups at no pro t, and when you purchased one, you received a free co ee.

“Even now, when we say to people that there’s a 50p disposable cup charge, they don’t raise an eyebrow.”

She believes that the public is becoming more aware of the need to be more sustainable.

“We were ahead of the curve on this, but I think sustainability is becoming more prevalent now.”

Jaz Ali, who owns Premier Grangemouth in Falkirk is fairly unfazed at the prospect of a charge. “I think customers will just go with it to be honest with you,” he said. “It’s like the carrier bags – at the start when they brought in the charge, people were moaning, but eventually they’ve accepted it, and they come in and pay for them or use their own bag. It’ll be the same with the cups as well.”

Visit bit.ly/3NyCZm8 to nd out more and respond to the consultation.

Image courtesy of Pexels from Pixabay

TIME TO PUT OUR MONEY WHERE OUR MOUTHS ARE?

If you ask any customer what the best thing about a local retailing store is, chances are it’ll be the unique relationships they have with the people in the store. As a sector we pride ourselves on it. It’s our biggest USP. We’re there for a chat when you need it, a bit of banter on good days, an arm round your shoulder on tougher days, a laugh, a giggle and very occasionally a wee tear or two. All the things you’re never going to get at a supermarket or discounter.

Our USP can be summed up in just two words: our people.

We all agree that, don’t we? How many times have we heard ‘our people are our greatest asset’? So I’m going to throw something out there that might not land too well with some retailers. If our people are our greatest asset, why are we so reluctant to invest in them? Can you think of any other industry that doesn’t make a point of investing in its biggest asset?

And yes, I’m very well aware of the practical challenges of investing in people, particularly directly in terms of wages. But here’s the thing: simply paying a minimum wage simply isn’t going to cut it much longer. Yes, we can argue –and we do argue – that retailers can’t run profitable businesses if staff costs get too high. But one thing’s dead certain: you definitely can’t run a business full stop if you don’t have any staff.

The options available to employees these days are becoming more and more attractive. Many of the discounters and supermarkets are paying more per hour than convenience stores and, arguably, for ‘easier’ jobs. Working in a local retailing outlet isn’t easy if you’re doing it right.

So why should people choose us over them? It’s a ticking time bomb and the ticking is getting louder as time goes by. So is it time that we took this challenge seriously? Really seriously. It’s not going to be easy when our entire business model is built on minimum wage staff. We’re going to have to find ways to afford improved wages and conditions by cutting costs elsewhere in the business or growing profits. It’s a daunting challenge but ignoring it isn’t going to make it go away.

Do we have to go back to the drawing board and rebuild the convenience model from the ground up to focus on higher-margin categories? Do we invest in tech to reduce wage costs? Do we embrace opportunities like home delivery? The answer is likely to be all of these things and more, and many businesses have already started on that journey.

But investing in staff doesn’t always have to mean money. Giving staff responsibility, making them feel valued, respecting them and allowing them to shine doesn’t necessarily need to cost a penny. That’s exactly what we’re discussing in this issue’s cover story and there’s a lot to learn from how other retailers are embracing this challenge.

We have reached a tipping point and what we do in the next few years will have a huge impact on the sector in the decade to come.

ANTONY BEGLEY, PUBLISHING DIRECTOR

EDITORIAL

Publishing Director & Editor

Antony Begley abegley@55north.com

Deputy Editor Sarah Britton sbritton@55north.com

Features Editor Gaelle Walker gwalker@55north.com

Web Editor Findlay Stein fstein@55north.com

ADVERTISING

Sales & Marketing Director Helen Lyons 07575 959 915 | hlyons@55north.com

Advertising Manager Garry Cole 07846 872 738 | gcole@55north.com

DESIGN

Design & Digital Manager Richard Chaudhry rchaudhry@55north.com

EVENTS & OPERATIONS

Events & Circulation Manager Cara Begley cbegley@55north.com

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HOW TO KEEP YOUR BEST ASSETS

From the smiling sales assistant who upsells a storm to the tech savvy team player who can translate EPoS data – how can retailers ensure that their top staff stay loyal?

BY SARAH BRITTON

Nobody feels welcome walking into a convenience store where sta are more interested in Snapchat than serving customers but nding employees who are truly driven to do a good job and bring that extra zing to the workplace is proving a major headache for many retailers.

Recruiting and retaining the right people is one of retail’s toughest challenges, according to Jamie Woods, Company Director at St Michael’s Services in Dumfries. “Since Covid, I’m not sure what’s happened, but it’s getting more and more di cult to nd people who are willing and wanting to work, so that is o en the challenge,” he says. “Everybody that I speak to, that’s pretty much always the rst thing that they’ll say is trying to get and keep good sta has become a real problem.”

Jay Javid of Glasgow-based PGNJ Group is also struggling to nd and retain promising employees. “Sta ng has been our biggest headache, it’s been a nightmare,” he says. “We went down the international student route. Normally they’re loyal for four years while studying, but in the last cycle a lot more have le . irty per cent of our sta have been replaced in the last 12 months by local people.”

Determined to ensure he nds and retains the best candidates, Jay has changed tack. “We’re working hard to get the right people,” he says. “Up until last year we did nothing for sta . We always gave more than minimum wage, but nothing else. Now we’ve found sta are looking for more.”

CAREER PROGRESSION

O ering people the opportunity to develop their skills is vital, says Amanda Speirs, Store Manager at Premier Girvan in Ayrshire. “We really try and keep a hold of our good team members as much as we can,” she says. “It’s di cult as an independent retailer because we can only o er so much progression. e opportunities are narrower in a small store, but not unachievable. We encourage people to develop with Team Leader and Assistant Manager roles.

“We’ve got a sta member training at the minute who came from Asda in town. He started as an Assistant and he is now training to be a Team Leader.”

Dan Brown, MD at Pinkie Farm in Musselburgh, claims that the opportunity to make more decisions at independent outlets can be a big draw for experienced supermarket sta looking for the next challenge. “If we see someone really standing out in another business, I’m never too shy to ask them if they’re interested in joining us. We had someone come over recently from Co-op. I’m not telling everyone to go and poach all the time, but I do feel a lot of chains are pushing people to their limits and taking the decision making and fun out of it.”

Amanda claims that encouraging her team to understand the bigger picture can build loyalty. “Involve them in the store – let them know how the store’s performing rst of all,” she says. “ ey’re a part of the team that makes that happen – we share our successes and ask for ideas and opinions: ‘What can we do for charity?

How can we get involved in the community?’ We have sta meetings, management meetings, group chats, and brainstorming sessions that are positive and engage the team. All that helps to have a good environment. Also having a manager visible on the shop oor makes a di erence – we all muck in and get the job done.”

SPECIALISED SKILLS

Amanda is always keen to build on sta members’ natural talents. “Lynsey is absolutely our community champion. She’s a Team Leader and has good links in the community and she loves doing it.

“You play to people’s strengths and encourage that. Otherwise, people can get bored and then they’ll look for something else because they’re not being challenged or nding the job interesting anymore.”

Dan takes a similar approach with Pinkie Farm’s sta . “When I rst started, I tried to do everything myself, but now I give sta added responsibilities. In a lot of chains things are process driven, with no decisions. We try to give people projects and autonomy over how the business is run.”

He explains that sta member Tracy is his go-to for community initiatives as she really enjoys them, whereas her co-worker David likes photography and graphics, so he looks a er the store’s social media and marketing.

“ e kitchen is always a good one as well for people who like their food, so we can give them quite speci c training that they can use in the shop,” says Dan. “But also, if it’s a stepping stone for them to do bigger and better things that’s okay too. If they choose to stay, then great, but if not then that’s okay.”

Even when people leave, Dan nds that this can lead to positives for the store. “We get a lot of sta referrals from people coming from other

businesses – sta have recommended us to people because we’re supportive.”

Keith Fernie, MD at David’s Kitchen, tells SLR how one team member worked their way through the ranks whilst at college and then le the store, but was soon in contact to ask if her brother could work at the store while he was studying.

e company has developed a strong ethos of hiring members of the same family, which leads to a constant stream of the next generation looking to join the business.

“In the past, people were against employing family members and families working together, but we found that works for us,” says Keith. “We’re owned by the Sands family, and we’re run by myself and my sister-in-law, Diane, and my son Kyle runs a store. My wife, Claire, also works in the business. We’ve got sisters working together, we’ve got a father and son working together, and we’ve got a mother and son at another store as the supervisor and the cook, so that helps create a strong team.”

He claims that being respectful, appreciative and adaptable makes all the di erence. Team

members are regularly praised on the store’s social media platforms, and kindness is key.

“We keep people by treating them how we want to be treated ourselves, that’s the simplicity of it,” he says. “We genuinely try to help people. We’ve been exible and that in turn gets you the exibility and it’s generally reciprocated.”

Dan also celebrates sta achievements on social media and tries to accommodate sta requests where possible. “One of the things we’ve done more recently is to o er exible working hours,” he says. “It’s a lot easier to standardise it, but by putting in the extra e ort, we’ve found they’ve been quite grateful for it.”

MONEY TALKS

Flexible hours are certainly appealing, but, of course, money is still a major factor in retaining good employees. “If I can see someone that can really bring something to the business, I would never let them walk away because of a basic wage,” says Dan. “ e people that really go above and beyond and bring more value than just sales – they bring the whole team up as well – it’s worth bringing that person in. If you see

Premier Girvan.

someone who has a real talent, you should be willing to pay for that regardless.”

Jamie feels that paying above minimum wage aids loyalty. “We’ve always paid a good bit more than minimum wage,” he says. “When we get good sta , we try to look a er them and keep them, so hence we pay them a bit more than a lot of places.”

At David’s Kitchen, the food-to-go workers are paid above minimum wage. “We found food to go is a very busy, hard pace, it’s a catering environment,” he says. “We pay them a little extra because of the stress and the pressure of the position. at decision was made to keep sta on, as well as to attract new sta .”

PERKS OF THE JOB

Sta at PGNJ are paid above minimum wage, but Jay is keen to explore extra bene ts. “People want discounts, free co ee, more perks,” he says. “[Company Director] Stephen is working with a consultancy – to look at incentives to encourage loyalty. We’re looking at a loyalty package, rather than a one-o now and again. A lot of international students wanted sponsorship

which we couldn’t do in the past, because we hadn’t applied for it, but we have now so we can consider it.”

All sta at David’s Kitchen are given a discount on store-made food. “ ey get half price on anything we make, so all food to go and our own ready meals,” says Keith. “Or if you’re having a party, your bu et is half price.”

In addition, everyone gets a birthday card and a voucher for the store’s a ernoon tea and at Christmas, sta receive cards with store vouchers, which are dependent on their length of service.

STRENGTH IN NUMBERS

Pinkie Farm sta receive plenty of perks too. “We do a he y sta discount – 10% o the whole store and 40% o all our food counter things,” says Dan. “We also have decent sta nights out and treat them well at Christmas.”

What’s more, sta are given long service awards to recognise loyalty and Dan also takes time to enter them for external awards, such as SLR’s Above and Beyond Awards (see p22), where they can receive further recognition.

At Premier Girvan, sta are treated to halfprice co ees from the Costa machine. In addition, sta are rewarded when they go above the call of duty. “It’s important to recognise and reward sta ,” says Amanda. “If someone is going above and beyond what’s asked of them – it’s nice to give them a box of chocolates. I give people a thank you on the group chat and personally for doing a good job, or a small gi .”

Amanda’s e orts appear to have paid o . “ e store’s been open for 13 years and we still have some of the original team members here, which is fantastic,” she says.

Having a solid team who can think on their feet is invaluable, adds Dan. “Before, I thought everything could be process driven, rather than having people who think outside the box,” he concedes. “It’s not easy to nd them. When you’re starting from scratch, you have to think about how you can make your business more attractive to others. Building a strong team comes over time. It’s easy once you start having good people. e more e ort I’ve put into sta , the more I’ve got out of the business.”

Keith agrees: “We all want to keep the team that we’ve got,” he says. “If you can keep sta turnover low, you’ve got a very settled team, which then becomes an experienced team.”

East Lothian-based Dan Brown of Pinkie Farm believes his staff turnover is low because he ensures the store is sufficiently staffed. “The biggest thing is having enough staff so they’re not feeling under pressure all the time,” he says. “If they always feel they’re massively behind, it brings people down and puts them off. I see more and more people leaving the bigger chains because of that. A lot of stores are expecting a Customer Service Assistant to do what a Manager should be doing. It’s about creating an environment where they aren’t feeling dumped on their own.”

David’s Kitchen

Cadbury unveils retailer prize giveaway

As part of its biggest-ever onpack prize & reward giveaway – Win a Day To Remember –Cadbury is giving retailers the chance to win a Sky Glass TV complete with a 12-month Sky TV subscription. Five Sky Glass TVs and subscription packages are up for grabs, and retailers simply need to fill out the entry form on SnackDisplay.co.uk to enter the prize draw. The giveaway is open now until 30 November 2024.

Ritz rolls out festive on-pack promo

Ritz is ringing in the festive season with a brand-new on-pack promotion which will see one lucky shopper win a top prize of £10,000 in time for Christmas. Consumers are encouraged to scan promotional packs and pull a digital cracker to get involved. The brand has also rolled out a limitededition design for its 150g pack, featuring a Christmas cracker flash and starry pattern.

Unilever promotes new winter home care range

Unilever is gearing up for the cold weather by launching its annual limited-edition winter range of home care products, complete with new fragrance, Fresh Winter Breeze. Influencers Giovanna Fletcher and Lynsey Queen of Clean have been named as brand ambassadors to front the associated marketing campaign. The campaign ties into the popularity of #CleanTok, which is one of the most popular hashtags on TikTok.

Burts’

Maple Pigs in Blankets are back

Snack maker Burts has announced the return of its Maple Pigs in Blankets potato chips for the festive season. Available now for a limited time, the crisps have an RSP of £1.25 per 40g bag. Based on figures from previous years, Burts is projecting a 106% year-on-year increase in sales for the 2024 festive season.

SNACKS KP’s SnacKPartners share CSN sales tips

Retailers star in KP’s new social media campaign

KP Snacks has unveiled a new social media campaign, starring members of its ‘SnacKPartners’ retailer forum, to raise awareness of its newly launched Heritage brands retailer incentive and to share top Bagged Snacks sales tips.

Retailers Avtar ‘Sid’ Sidhu, Sunita Aggarwal, Atul Sodha, Bobby Singh and Arjun Patel each spotlight one of KP’s ve Heritage brands: Nik Naks, Discos, Space Raiders, Roysters, and Wheat Crunchies. In a series of light-hearted, tonguein-cheek social media shorts, the

SNACKS

Butterkist’s bewitching new movie tie-in

Butterkist has launched a partership with new movie, Wicked, which hits cinemas on 22 November.

To mark the film’s release, Butterkist has launched a new limitededition 180g Sweet sharing pack. Furthermore, Wicked-themed flash designs appear on sharing and price-marked packs alongside an on-pack promotion.

Running until 31 December, the promo gives consumers the chance to win a ‘Thrillifying adventure to London,’ with five prizes up for grabs. These include a stay in a luxury London hotel, a potionmaking experience, a makeover, a shopping spree worth £200 and a wizard-themed afternoon tea.

The competition runs across all of Butterkist’s Wicked-themed packs including the core Sharing range featuring Sweet (100g), Sweet & Salty (110g) and Salted (80g), as well as the new180g Sweet sharing bag. It also appears on Sweet, Salted, Toffee and Sweet & Salty £1.25 PMPs.

retailers not only bring the brands to life but also share useful tips on how to boost CSN sales.

In his video, Atul Sodha, tells retailers to ‘Space Raid’ for oxture displays to make CSN sales “extraterrestrial,” nishing his video somewhat disturbingly dressed as the Space Raiders alien. Each video includes a call to action for retailers to look out for the chance to win one of 90 £500 cash prizes by purchasing selected Heritage Brand products to range in their store.

Monte

Del Monte has launched a new campaign designed to help preserve Britain’s family baking traditions.

From now until 31 December, retailers who buy cases of all four Butterkist £1.25 PMPs featuring the Wicked on-pack promotion will be automatically entered into a prize draw with the chance to win one of 35 TV tech bundles.

Punning its iconic slogan, the canned fruit brand is looking to uncover five of Britain’s ‘Nans from Del Monte’. These grannies will not only share their favourite recipes but will also give a nod of approval to Del Monte’s own creations, just like the Man from Del Monte did in the 80s.

The campaign is fronted by former Ready Steady Cook presenter and bus pass holder, Fern Britton.

Purity expands Juice Burst Peach Ice Tea range

Highland Spring sponsors Scottish Rugby

Highland Spring has been named as the new o cial water supplier to Scottish Rugby.

e exclusive two-year deal will see over 50,000 litres of water supplied to Scotland’s national men’s and women’s teams, U20 players, coaches, and support teams.

As part of the sponsorship agreement, Highland Spring will also supply water to Glasgow Warriors and Edinburgh Rugby.

Fans attending matches at Murray eld will also be able to

nd Highland Spring products for sale at various retail points and try the brand’s new Flavoured Still Water range in hospitality.

Purity Soft Drinks, owner of the Juice Burst and firefly brands, has added a larger 500ml format to its Juice Burst Peach Ice Tea range. Since launching in August 2023, Juice Burst Peach Ice Tea has become Purity’s second-biggest 330ml SKU and the business is now mulling over plans for a one-litre format. The new format is available now in cases of 12 x 500ml, with an RSP of £1.65.

Hula Hoops passes the £200m milestone

BATTERIES Deal sees brand logo appear on Cubs badge

The Scouts and Varta power up new partnership

also has a robust recycling plan in

Highland Spring’s focus on reducing litter and increasing recycling means the sponsorship also has a robust recycling plan in place to make it as easy as possible for fans to recycle their empties.

OWN-LABEL One Stop switches to Tesco own-brand

Battery brand Varta has partnered with e Scouts to inspire young people to adopt sustainable practices and contribute to a greener planet.

is sees the addition of the Varta logo to the badge awarded to Cub Scouts who have demonstrated an understanding of important issues a ecting the planet.

e partnership also introduces activities such as designing battery recycling boxes for the home, tree-planting initiatives, and a battery recycling competition. A highlight of the programme is the ‘Ready, Steady, Recycle’ activity, which teaches Cubs how to sort household waste, including batteries, and encourages the development of early recycling habits.

Varta will also donate £1 to e Scouts for every four batteries users of the Bower consumer recycling app –including Scout members – save from going to land ll.

One Stop is phasing out its current ownlabel products and replacing them with Tesco’s ‘Core Own Brand’ range in all of its stores, both company-owned and franchise-operated.

Tesco Core Own Brand products will be introduced in phases. The rollout started last month and will continue into next year.

One Stop hailed the move as a “gamechanger”. It said offering Tesco products will provide its franchise partners with the competitive edge to enhance customer proposition and increase footfall and basket size, while benefiting from Tesco’s extensive market research and product innovation.

KP Snacks has said its snack brand Hula Hoops has reached a retail sales value of £200m. The iconic brand is one of Britain’s bestselling snacks purchased by over 28 million UK households every year. It has £24m RSV in the past year alone, making it the second-highest value-adding brand across the Bagged Snacks category, and has outgrown the category in volume by 9% in the latest 52 weeks.

Robinsons rolls out Wicked-themed flavours and new on-pack promo Robinsons is celebrating the release of the new Wicked film by launching two new limitededition flavours within its Double Concentrate range: Amazafying Citrus Twist and Outstandiful Berry. Furthermore, an onpack promotion across Double Concentrate and Ready to Drink Raspberry & Apple gives consumers a chance to win film merch and a trip to New York.

Cadbury’s Great Retail Ideas winners named Ron and Aruna Patel, of Ron’s News in Droitwich Spa, have bagged the top prize of £5,000 in Cadbury’s Great Retail Ideas Exchange competition, held to celebrate the brand’s 200th anniversary. The competition asked retailers to share their best business ideas, and the duo won with their simple suggestion of learning customers’ names to greet them more personally.

WATER Two-year deal announced

Wrexham beers come to Scotland via UWG

The Wrexham Lager Beer Co has secured a new listing across its lager and export range with United Wholesale Grocers. This sees Wrexham Lager 440ml Export cans and Wrexham Lager 440ml cans distributed to a number of Day-Today stores, as well as supplied to independent retailers. The long-term deal marks the brand’s official entry into Scotland’s off-trade sector.

Carling sponsors SPFL

Carling has been named as the Official Beer of the Scottish Professional Football League. The partnership runs until at least the end of season 2026/27 and will see Carling – one of England’s most popular lager brands on the back of its football sponsorship – represented at league matches and every round of the Premier Sports Cup. The deal also includes opportunities for supporters from across the SPFL to get involved with.

White Claw launches Blackberry flavour

Hard seltzer brand White Claw has unveiled a new limitededition Blackberry flavour. The rich, dark and fruity variant is available now in a 330ml single can format with an RSP of £2.25. Made from natural flavours, triple-distilled spirit, and sparkling water, 4.5% ABV White Claw Blackberry has no artificial sweeteners, is gluten free and vegan friendly, and contains 95 calories per can.

Roll up, roll up for Macallan roll out

The Macallan has unveiled the latest releases in its Harmony Collection, with two new single malts launched as part of the brand’s collaboration with Cirque du Soleil. Celebrating The Macallan’s 200-year anniversary, Harmony Vibrant Oak (available in domestic retail) and Harmony Guardian Oak (exclusively available in global travel retail) reflect the brand’s long association with oak.

Captain Morgan pairs up with Pepsi Max

Diageo has teamed up with Pepsico to launch a new RTD, Captain Morgan Original Spiced Gold mixed with Pepsi Max.

Captain Morgan × Pepsi Max (ABV 5%) is available in a number of formats including a 330ml can, a 250ml slimline can and a multipack of 6 x 250ml cans. e 330ml cans have an RSP of £2.59.

e launch is supported by a marketing campaign that includes out-of-home advertising, video on demand, digital video and paid social media support, as well as a sampling programme and cultural activations.

It follows news that the RTD category in GB is the fastestgrowing segment within the total beverage alcohol market, with 25% growth, and Diageo research showing that 81% of consumers agree they are more likely to purchase an RTD mixed with a branded mixer.

Commenting on the launch, Nuno Teles, Managing Director GB at Diageo, said: “With a shared emphasis on fun, our partnership with Pepsi Max brings together two iconic brands to create one epic taste that will inject excitement into the RTD category.”

St Austell makes low alcohol debut

Cornish family-owned brewery St Austell has made its first foray into the low/no market with the launch of Proper Job 0.5%.

Two years in development, the new beer is a low-alcohol version of the brewery’s 5.5% ABV Proper Job IPA, the off-trade’s bestselling bottled IPA.

It is brewed with a special yeast, as well as the same hops used for the full-strength version, to yield a similar citrus, grapefruit and pineapple flavour profile.

In consumer testing, St Austell said the 0.5% brew was declared “the overwhelming favourite” against competitor drinks.

Goodbye Kitty

A complaint against a Hello Kitty-branded wine has been upheld by the Portman Group. The complainant said they were “astonished” to see alcohol sold under a children’s toy brand. Unsurprisingly, the complaint was upheld under a rule which states that a drink, its packaging and any promotional material or activity should not in any direct or indirect way have a particular appeal to under-18s. The Italian producer – Torti Wine – disagreed that Hello Kitty was a children’s toy brand and said that it was popular with all ages particularly mothers, grans and older celebrities like Kim Kardashian. Despite this, Torti Wine did confirm that it would no longer sell the product in the UK.

RTDs New launch comes with category in massive growth

WINE

LOW/NO ALCOHOL

Funkin unveils indulgent dessert cocktails duo

With the festive season fast approaching, Funkin Cocktails is o ering drinkers a touch of indulgence with the launch of its new limited-edition Deluxe Dessert Cocktails range.

Two demand-driven vodka-based new avours are available: Deluxe Chocolate Espresso Martini, a velvety fusion of rich chocolate and bold espresso; and Deluxe Black Forest Gâteau, which blends the sweet, tart essence of ripe cherries with a hint of chocolate.

Building on the success of Funkin’s larger format Bartender Edition bottles – which currently outsell any other cocktail bottle brand by more than double – the new releases both come in 70cl bottles (RSP £12.50) with a 12% ABV, higher than the brand’s usual 10%.

Ashley Birch-Ru ell, Head of Brand at Funkin Cocktails, said consumers would enjoy replicating

the current trend in hospitality for cocktails based on classic desserts at home.

Deluxe Dessert Cocktails are in Sainsbury’s stores now, with further rollouts planned across additional retailers and wholesalers in the coming months.

Black Sheep launches latest limited edition

Black Sheep Brewery has rolled out Riggwelter: Cherry & Cacao. The new release reworks Black Sheep’s Riggwelter beer, aided by Nipo-Brazilian brewery Japas Cervejaria Artesanal, yielding a 6.0% ABV dark ale that marries Black Sheep’s Yorkshire heritage with the flavours of Japan and Brazil. Visit blacksheepbrewery. com/stocking-black-sheep for trade enquiries.

Ice cream story

Inspired by the flavours of an ice-cream parlour, Glenmorangie has launched the fifth expression in its A Tale Of… series. The distillery used high-vanillin casks for the first time to bring out Glenmorangie’s sweetest, creamy vanilla notes in the new limited edition. Glenmorangie A Tale of Ice Cream (70cl, ABV 46%) is available now with an RSP of £76.

WHO’S BEEN GOING ABOVE & BEYOND THIS YEAR?

SLR is on the lookout for store superstars for the Above & Beyond Awards 2025 – so make sure you tell us about the unsung heroes in your business!

NEW MEDIA PARTNER ANNOUNCED! THE SCOTTISH SUN JOINS AS MEDIA PARTNER

SLR is delighted to announce that The Scottish Sun, Scotland’s biggestselling newspaper, has joined forces with the SLR Above & Beyond Awards 2025 as official Media Partner.

Launched last year, SLR’s Above & Beyond Awards are unlike any other awards programme because they focus exclusively on the real stars of the local retailing trade, the colleagues on the shop oor that make our sector so special.

THE ABOVE AND BEYOND AWARDS 2025

Awards ceremony in Glasgow was a genuine local hero.

This important partnership will ensure that the inspirational stories we unearth through the Awards will be shared with a much larger audience, many of them shoppers in your store.

As well as highlighting the vital role that local stores play in their communities, it is also hoped that the media partnership can play a positive role encouraging shoppers to be more respectful, understanding and compassionate when visiting their local store.

Scottish Sun Editor-in-Chief Gill Smith said: “The Scottish Sun is delighted to be this year’s Media Partner for the SLR Above & Beyond Awards. It’s amazing to be able to honour the unsung work of people in the community who make a difference as well as recognise and support the vital role of convenience stores to our readers – and to communities as a whole. Local retailers are the beating heart of communities and, for some, they are a lifeline.

“We can’t wait to hear all the inspiring stories of those celebrated at the event.”

e Awards were purposefully created to be a proud celebration of Scotland’s heroic convenience sector employees and a platform to reward and recognise the many astonishing acts that happen on a regular basis in our sector but which usually go almost entirely unnoticed.

e SLR Above & Beyond Awards 2025 will help ensure that these heroes are no longer overlooked, and we are delighted to announce

e Scottish Sun as our o cial Media Partner for the Awards. is key partnership with Scotland’s biggest-selling newspaper will play a vital role in helping share the inspiring stories we unearth with a much wider audience of consumers.

Not only will this help remind consumers about the critical role that local retailers play at the heart of every community in Scotland, our hope is that it will also have a positive impact in helping to combat the scourge of retail crime and violence that retailers are facing every day.

e winners and shortlisted entrants at the 2024 SLR Above & Beyond Awards demonstrated exactly why these awards are so necessary. From inspirational individual acts of kindness, compassion and sel essness to astonishing commitment to consistently going above and beyond the standard call of duty, every single colleague who attended the 2024

We know that virtually every store in Scotland has an unsung hero or two and we are asking for your help in bringing them to our attention. It takes literally a minute or two to complete the nomination form at slrmag.co.uk/ aboveandbeyond – and it would be a minute or two well spent.

We can only recognise and reward those going Above & Beyond if we know about them. And as well as giving them some well-deserved recognition, it may also help inspire other colleagues across the country.

Our sector is a people sector, and our people are our biggest assets. Help us celebrate them in style and provide that vital platform showing just how special the local retailing industry is.

Whether it’s helping to raise in-store standards, turbo-charging community engagement, supporting customers in a time of need or being a superstar colleague who always has time to lend a hand or an ear – we want to hear about them.

All nalists will be invited free of charge to a celebratory lunch at the exclusive Corinthian Club in Glasgow on 12 March 2025. Working with our generous sponsors, we will ensure that everyone joining us is treated to what is sure to be a magical day.

So please don’t delay, get your entries in before 15 January and give those hard-working industry colleagues the recognition they so thoroughly deserve.

SLR PRESENTS

KEY DATES

ENTRY DEADLINE: 15 JANUARY 2025

CELEBRATORY LUNCH: 12 MARCH, THE CORINTHIAN CLUB, GLASGOW

OUR SPONSORS

AWARD CATEGORIES

INDEPENDENT STORE COLLEAGUE

(SPONSORED BY MONDELEZ INTERNATIONAL)

Open to all colleagues working in independently owned local retailing stores in Scotland that are unaffiliated or members of any symbol group, fascia or franchise.

COMPANY-OWNED STORE COLLEAGUE

(SPONSORED BY CJ LANG/SPAR SCOTLAND)

Open to all colleagues working in CJ Lang company-owned stores in Scotland.

BUSINESS BOOSTER

Open to all colleagues who have materially improved their store’s performance by suggesting or introducing a new concept, product, service, communication method or a change in operational process.

TEAM OF THE YEAR

(SPONSORED BY TENNENT’S)

Open to all in-store teams which have pulled together to make a positive difference to their store’s performance and/or to their community.

UP & COMING STAR

(SPONSORED BY CCEP)

Open to all colleagues aged 25 or under working in any of the store formats detailed above who have shown themselves to be outstanding colleagues with a bright future in the sector ahead of them.

LONG SERVICE AWARD

(SPONSORED BY CADBURY)

Open to all colleagues working in any of the store formats detailed above who have worked in the sector, or a single store or chain, for an extended period of time.

ASTONISHING ACT

Open to all colleagues working in any of the store formats detailed above who truly went Above & Beyond to perform an astonishing act that had a massive positive impact on a customer, colleague or the community.

PAPER PROFITS

David Robertson’s remarkable hybrid JP Pozzi business in Buckie has been built on a steadfast commitment to the newstrade category, a commitment that serves him well to this day.

BY ANTONY BEGLEY

One of the many imponderables of the local retailing trade in Scotland is the way in which the sector has, to a remarkable extent, allowed the newstrade category to wither on the vine. When retailers are looking for space for a new Costa machine, news is the rst category to get either moved to the back of the shop or removed entirely.

Granted, it’s not an easy category to manage but it’s worth asking a simple question: if the news category didn’t exist and we invented it tomorrow, how many retailers would be all over it? How many other categories deliver the sorts of seven-day footfall, sales and ancillary impulse purchases that news does? e margins aren’t great – but they’re not bad and they’re certainly better than the margins you get in many other categories.

And if you want to know what happens when you don’t take your eye o the news ball, you could do worse than take a drive up to Buckie on the north Aberdeenshire coast to see David Robertson’s JP Pozzi business.

To be clear, it’s anything but a traditional convenience store. A born entrepreneur, David makes no bones of the fact that sales and pro ts are what he’s a er and he’s prepared to go wherever that journey takes him. Which explains why JP Pozzi is essentially three businesses in one, but each element of the model has been carefully cra ed over many years to perfectly meet the needs of David’s customer base. And the entire business was built with the newstrade at its foundations.

Firstly, there’s the most traditional part of the business, the bit that looks most like a recognisable store. But unlike many traditional newsagents, it looks pukka. e design is modern and clean. It has a vaguely Prêt a Manger feel about it. News features heavily both in the centre of the shop oor and magazines dominate a wall by the counter.

e second element of the hybrid model is basically a co ee shop with tables and chairs, again tted out to a very good standard.

David Robertson.

e third and most unlikely element of the business – Pozzi Bijou – is a sort of high-end gi shop selling an extensive range of jewellery, gi s, stationery and party items. Once again, it has been done to a very high standard and wouldn’t look out of place in a city centre department store like Frasers.

Just along the road, David also has another JP Pozzi store focusing more on gi ing and also owns two other Bijou stores in nearby Elgin and Portessie. He owns six sites, operates three himself and has tenants in the other three and employs 62 sta . An entrepreneur indeed, but a newspaper man to his core.

But what really lies at the heart of the JP Pozzi mini empire is news home delivery. A family business, David is carrying on the legacy by taking the original vision and moulding it for the future – but he has never lost sight of the importance of the home delivery services that built the business in the rst place.

To get an idea of the scale of the home delivery business, consider that from this beautiful but very small store, David delivers something in the region of 78,000 copies of the Press & Journal a year, almost 20,000 copies of e Sun, more than 22,000 copies of e Daily Mail and around 10,000 copies of e Daily Record.

Operating out of a dedicated home delivery hub room at the back of the store, the slick operation runs like clockwork a er years of honing and David delivers to Cullen, Portessie, Buckie, Portgordon, Spey Bay and beyond.

He has been quick to pick up other delivery businesses as they become available and is now widely regarded as one of Scotland’s leading experts on all things news and magazines –

DELIVERING SUCCESS

- 78,000 Press & Journal a year

- 22,000 Daily Mail a year

- 20,000 Sun a year

- 10,000 Daily Record a year

and he’s not afraid to speak his mind, routinely ru ing the feathers of publishers, the NFRN and anyone else he feels could do with some friendly words of advice.

“ ere’s no question that the news category is getting harder and harder but the thing I don’t understand is why so many retailers have backed out of the category,” he says. “Back in the day, you didn’t have to work too hard at it. It more or less took care of itself. ese days you have to work at it, but the rewards are there if you’re prepared to put that work in. News is still a pro table category for retailers that do it well.

“It isn’t a one-size- ts-all category so you need to dig in and understand what your customers want. And you need to be exible and change with the times. We all know that people don’t buy newspapers as o en as they used to, but the market is still signi cant and the margins are decent. ey’re getting squeezed all the time but they’re still decent.”

To help keep his business on track, David has had to constantly evolve how he manages the category, reworking runs to drive e ciencies, carefully calculating delivery charges, managing ever-increasing cover charges and working with publishers to incentivise customers to take out subscriptions.

“We charge £2.40 in town but more for out-oftown or build deliveries because we need to use

drivers for those,” explains David. “We deliver to hospitals and such like and the boys can’t do that, so we build a robustness into the delivery charges that lets us cope with increased cover charges and so on.

“ e fact is that for too long, paper cover charges were too cheap so customers got used to paying buttons for a paper, so when they go up you get resistance but it’s still a very valuable category.”

And it’s that pragmatic, entrepreneurial can-do approach that has spilled over into the

diversi cation of the business. e co ee shop was a natural extension and a good use of the available space while the Bijou side of the business has exploded in recent years.

“Pozzi Bijou is pretty well known in the area now and we’ve worked hard to build a reputation,” he says. “It has grown and grown and it’s working really well. It complements the news side of the business perfectly.

“ e margins we get in Bijou are phenomenal and we get the volume too. I buy very carefully, and I keep a close eye on trends so that we’re

always up to date. We sell the sorts of items that people can’t get anywhere else in the area, and it works.”

at entrepreneurial drive coupled with a commitment to investment in his business and to doing everything right is what sets David apart and what saw him crowned as SLR Newstrade Retailer of the Year.

He has built a unique business by following his spirit and by being unafraid to dismiss convention and simply listening to what his customers want – and giving them it in style.

SGF HEALTHY LIVING PROGRAMME CELEBRATES 20th ANNIVERSARY

For two decades, HLP has changed the lives of Scottish consumers, helping them to adopt balanced lifestyles whilst raising awareness – and sales – of healthier foods.

The Scottish Grocers’ Federation’s (SGF’s) Healthy Living Programme (HLP) has celebrated an incredible 20 years of helping to improve eating habits across the nation and in that time it has worked with more than 2,300 convenience stores to advise on growing sales of healthier products.

HLP has engaged with over 37,000 pupils across Scotland through its ‘Welby Breakfast’ initiative, teaming up with numerous retailers and local primary schools to deliver healthy breakfast events and educate people on the importance of a healthy diet.

e programme’s Director, Kathryn Neil, said: “ is anniversary is a major milestone for HLP and the whole team and is well worth celebrating.

“Over 20 years SGF and HLP have created a programme that works for every store, and the branding is now a key xture in many new or re tted shops.

“Community engagement has been the key to success, ensuring the programme remains relevant and maintains relationships with key fascia groups, and helping to deliver the ‘responsible retailing’ message.

“HLP would like to thank everyone who has been involved in the last 20 years of their journey and here’s to the next 20!”

SGF Chief Executive Pete Cheema added: “ e programme has gone from strength to strength and is now more important than ever to both retailers and their customers. We hugely value the contribution of the HLP team and the Scottish Government in surpassing all expectations.

“England and Wales have tried in vain to replicate the success of the SGF HLP Programme, but to no avail. It is a testament to the Scottish Grocers’ Federation Healthy Living Team that this is now one of the most successful Scottish Government programmes ever. Having evolved so much over the 20 years, it is more relevant to the Scottish market than it has ever been.

“Not only does HLP help direct consumers to purchase healthier options, improving the health of communities, it also creates an avenue for new markets in healthy products, supporting the local economy. is year marks a much-deserved celebration of that achievement.”

Public Health Minister Jenni Minto commented: “I am very pleased to see the Healthy Living Programme promote a wide range of healthier food and drink and commend the Scottish Grocers’ Federation sta for the passion they have demonstrated in developing the programme –from its Big Breakfast events in schools to its engagement with island communities.”

Research commissioned by the programme shows that 40% of consumers can now identify the HLP branding in store, with plans to continue expanding the programme in the coming years.

THERE’S NO BUSINESS LIKE SHOW BUSINESS

CJ Lang certainly raised the bar with its third Spar Scotland Tradeshow, which welcomed retailers and company-owned store colleagues from across the country.

Aviemore’s MacDonald Hotel and Resort was packed to the ra ers on September 26th as more than 800 people gathered for the annual Spar Scotland Tradeshow.

ere were goody bags galore as store owners, managers and colleagues sampled the latest new products; got the lowdown on upcoming trends and legislation; and met face to face with some of the 200 suppliers attending.

SLR caught up with a selection of exhibitors to give you a avour of the event and the multitude of products and services being showcased.

ALTERNATIVE SOLUTIONS

Smoking alternatives wholesaler Vape Supplier had a raft of new lines on display.

“We exhibited a whole host of next generation NPD in order to help retailers grow and evolve their category in the face of challenging legislative change,” says national accounts director Gary Routledge.

“We had our commercial director hosting presentations throughout the day, and he did workshops with retailers. It was a very busy show, but every retailer we support actually came along to have a conversation about the category and about which new products they should be stocking and seeking category guidance and seeking legislative guidance. It wasn’t your typical trade show, there was real interaction going on.”

A GOLDEN OPPORTUNITY

The AU vodka team were at the trade show, as well as at the Spar Scotland Awards in the evening.

“We exhibited our RTD cans including our newest flavour Pink Lemonade and Strawberry Daquiri and Blue Hawaiian cocktail cans,” says Keshav Sharma, Business Development Director at AU.

“In addition to this, we ran the bar in the evening, offering a full range of RTD and cocktail cans as well as our 70cl range.

The bar was very popular throughout the evening!

“It was a worthwhile experience for us, which allowed us to have our product tried for the first time by some people, and gain some contacts we can work with in the future.”

CRIME-TACKLING TECH

Facewatch took its facial recognition technology to the show to demonstrate how it can be used to reduce retail crime.

“We had huge interest at the show from retailers wanting to better understand how Facewatch worked and the benefits of the system,” says Director Liam Ardern. “Simply put, Facewatch alerts store staff immediately when a known offender on our watch list enters the store, which in turn prevents them from committing a crime or harming their staff.

“It was a great show for us, and we’ve engaged with lots of potential new customers since the show.”

CURRY IN A HURRY

Chef Praveen Kumar was on the stand to present his premium frozen Indian ready meals, which are made with ingredients from his family spice farm in India.

He says: “Our authentic Indian cuisine is listed at CJ Lang and also at independents across the nation. We got a lot of interest, especially from independent stores. We are working with a lot of them already, so it was a good opportunity for us to put a face to the name and catch up with our existing customers.

“It’s 100% a worthwhile show for retailers and exhibitors.”

CAFÉ CULTURE – BARISTA BAR

Having made its debut at last year’s Spar Scotland Tradeshow, Barista Bar was back for 2024.

The Henderson Foodservice-owned concept is already the largest premium coffee-to-go brand in Northern Ireland and is quickly making a name for itself in Scotland, having been rolled out to 100 CJ Lang company-owned stores, as well as 25 independents, with more to follow.

Retailers had the opportunity to experience firsthand how Barista Bar’s quality products and proven success are driving increased footfall, customer loyalty while also offering a profitable addition to their stores.

“The Spar Scotland Tradeshow was a fantastic event for Barista Bar, marking the second year we’ve showcased our premium coffee-to-go offering in Aviemore,” said a spokesperson for the company.

“I encourage any retailer considering Barista Bar to connect with their Spar Scotland contact and embark on their own journey to experience and deliver ‘Coffee as It Should Be’.”

WINTER WIIINGS

CRAFTED TO PERFECTION

Having already partnered with Spar to create an exclusive beer, the Spar Scotland Trade Show provided the perfect opportunity for BrewDog to show off Sprucy Lucy. The 4.5% highly drinkable West Coast Session Pale combines seven hops to achieve unique piney notes.

Richard Garden, National Account Manager, BrewDog, comments; “The CJ Lang trade show was a great success. As well as focusing on this year’s key launch, Wingman Session IPA, it was the first time we have shared the brand-new piney ale, Sprucy Lucy, with retailers – a beer with no fewer than seven hops that was developed in partnership with SPAR and available exclusively to its members. Now retailing in 12 countries across Europe, the feedback was extremely positive, with retailers showing a keen interest and eager for more information. It was also great to hear about some of the successes they are already having in-store and we’re thrilled to see the early achievements of such an important partnership, which has enabled Sprucy Lucy to come to market.”

Retailers in need of an energy hit got the opportunity to sample Red Bull’s latest Winter edition. The Iced Vanilla Berry drink boasts refreshing eucalyptus notes, as well as energising taurine and caffeine.

“It was fantastic to be in Aviemore for the CJ Lang 2024 Trade Show, once again giving us the opportunity to connect directly with SPAR Scotland retailers and showcase our portfolio and exciting new product developments. The new Red Bull Winter Edition was a highlight in our conversations with retailers, receiving overwhelmingly positive feedback on its taste and market reception since launching in September,” says Josh Hunt, National Account Manager, Red Bull.

JAZZING THINGS UP

Customers can’t get enough of Keystore More in Temple, Glasgow, after owner Jazz Lalli poured £200,000 into refitting the 1,470sq ft outlet. The shopfit was carried out by Vertex, who refitted Jazz’s Renfrew store last year. Work started in mid-May and was completed by the end of the month, with the store only closing for five days throughout.

Six months on, and the results speak for themselves. “Shoppers have been loving it,” he says. “Sales are up 14% a week and we’ve just started with Snappy Shopper as well, so that’s adding extra sales on top.”

LIGHTS, COUNTER, ACTION!

Jazz chose a stylish, black suspended ceiling with a mixture of di erent lighting styles.

e main shop has square edge-lit LED panels, while the counter area has a host of spotlights.

Grey slats of two di erent widths create a feature area above the tills, and the same pattern is mirrored on the front of the counter. “I remember from our last re t in 2019 that the counter area was a massive job with wires everywhere,” says Jazz. “It’s only ve years old, so we just kept it and pinned slats on the front and it looks totally di erent!”

Jazz got rid of an aisle dedicated to news and mags and put them on a spinner on wheels near the counter instead. He says: “It maximised the space and didn’t a ect sales.”

TIME TO CHILL

e star of the show is the new beer cave complete with smart halo lighting, which Jazz says has been the talk of the town.

“Deeper shelving allows for two cases of each beer, rather than three or four packs and constantly getting sta to re ll it. Now, it’s low maintenance and always looking full.” e extra space has enabled him to expand his RTD range and to chill 12-packs of bottles.

Jazz concedes that his previous refrigeration was dated, so he invested in energy-e cient Arneg chillers with doors.

e dairy chiller has replaced the so drinks chiller at the front of the store, while so drinks are now at the back where there’s more room. “ ere are loads of new drinks coming out and I needed more space to display everything,” he says. “We’ve also extended the height of the chillers, which makes a huge di erence; it was wasted space before.”

ON THE GO

e Food To Go area is di erentiated with pendant lighting and Jazz has invested in new ovens. “We changed to a Combitherm, which is larger and more practical and added a Merrychef. We do a lot of the morning rolls in the Combitherm – everything can be put on separate timers for links, bacon squares, black pudding etc. e Merrychef heats things really quickly – you can have a toastie ready in a minute.”

e contract was up on Jazz’s cash machine, which was seldom used because of the £1.65 withdrawal charge, so he dropped it in favour of drinks to go. e valuable space is now taken up with Hershey’s and Reese’s Freeze and Jolly Rancher machines, alongside Fanta Frozen.

SHOPFRONT

Jazz ditched the bulk of the shop shutters, instead opting for steel plates across the windows. “I have one shutter for the main door and steel plates covered with graphics. It’s so much more secure and I don’t have the stress of the shutters getting stuck, plus the graphics look better day and night.”

TURNING THE TIDE ON RETAIL CRIME

Independent retailers and MSPs discuss the retail crime epidemic in the Scottish Parliament and what needs to be done to tackle it.

BY SARAH BRITTON

Sta at Broadway Convenience Store in Edinburgh were le feeling fearful and vulnerable this autumn a er three masked and hooded men entered the store while they were serving customers and stole vapes from the shop oor.

Owner Dennis Williams told MSPs about the deeply upsetting incident at a meeting of the Scottish Grocers’ Federation’s (SGF’s) CrossParty Group for Independent Convenience Stores, which took place in Holyrood in September.

e sheer brazenness of people to enter a store during the day and openly steal vast quantities

of products is re ective of how bad things have become, but Dennis blames slow police response times and a lack of action for the rise in retail crime. “ ere’s that many incidents that don’t get [reported] because retailers know nothing’s going to happen and that’s very sad,” he told SLR. “Shopli ing is spiralling out of control.”

Londis Solo Convenience owner Natalie Lightfoot also spoke to MSPs about her ongoing battle against retail crime at the cross-party group meeting.

e Glasgow-based retailer explained that she carries with her the lasting trauma she su ers following break-ins at the store from 2016, and also talked about threatening behaviour and shopli ing.

Even whilst telling SLR about the meeting a erwards, Natalie received a message from sta about yet another shop the . “See what we are up against!” she despaired.

Natalie called for government to:

1. Establish a self-reporting scheme to share intelligence with other retailers and measure the scale of the problem;

2. Investigate the possibility of introducing small grants to independent convenience stores to partially cover the cost of better security;

3. Revise the guidance around the use of CCTV in order that cameras could be more e ective in gathering evidence.

She said: “We need to keep pushing for real change because it’s all out of control. Folk are dying in our jobs just trying to earn a living.”

Dennis and Natalie’s words did not fall on deaf ears. Group convenor, SNP MSP for Edinburgh Pentlands Gordon MacDonald, shared their experiences and suggestions at a parliamentary debate on Retail Crime and Antisocial Behaviour held on ursday 19 September.

MacDonald’s was one of many voices calling for change.

Sharon Dowey, Conservative MSP for South Scotland, who raised the debate, also felt there was a need for improved reporting processes. “ ere must be a better means of reporting incidents by retailers so that problem areas could be quickly identi ed and targeted, and crimes prevented,” she said.

Dowey, who previously worked in retail for over 30 years, acknowledged the extent to which crime had worsened.

“Abuse and violence were o en part of the job then, but were far less common than they are now,” she said. “Retailers paint a stark picture of the magnitude of the issues that they face and of the di culties in tackling the problem without more support from the police or Government.”

She highlighted terrifying incidents recorded by SGF of shop workers being threatened with knives and needles, as well as the fact that

shopli ing has become a daily occurrence. “When I lodged my motion, the increase in shopli ing was 21%, but the most recent gures show a rise of 34%. In the area that I represent, there was a 40% rise in East Ayrshire and a 22% rise in South Ayrshire.”

She described the consequences for criminals as “almost non-existent”.

“Not only do o enders get away with it, but they are almost encouraged to keep doing it because there are no repercussions,” she said.

Dowey claimed that Police Scotland needed more resources. “ e aim should be to increase front-line o cer numbers and retain those o cers that we already have. Without more o cers responding quickly to these crimes, thieves will never be caught and shops will be— as they are—discouraged from even reporting abusive or violent behaviour.”

Ben Macpherson, SNP MSP for Edinburgh Northern and Leith, questioned whether retail crime needed to be prioritised more in dense urban areas.

He also pointed to the need to change o ender behaviour. “Our approach should also involve other smart justice interventions such as youth work to help the minority of young people who engage in such behaviour.”

Daniel Johnson, Labour MSP for Edinburgh Southern, who was responsible for lodging the members bill that resulted in the Protection of Workers Act, said that more still needed to be done.

“Under that legislation there have been more than 10,000 reports, a 61% detection rate and 1,200 convictions, and more than 1,000 cases are proceeding through the courts. However, clearly, that is not enough, because we are seeing an escalation.”

He suggested rethinking the balance of o cers within Police Scotland. “First, we need the police to be far more engaged with retailers, in order to consider solutions and more e ective reporting. Above all else, because of the creation of Police Scotland, the balance of policing has gone away from response o cers. Having more police o cers is one thing, but specialised units have taken police o cers, and we need to question whether the balance is correct.”

In response, Minister for Victims and Community Safety, Siobhian Brown, stated that Police Scotland had taken on more than 1,280 recruits since the start of 2023 and that more were planned.

Despite having listened to concerns about a lack of police engagement, she encouraged all retailers to report crimes. “Retail workers are already protected by a wide range of criminal laws, including the protection of workers legislation,” she said. “Although it is

always shocking to hear that retail workers are being threatened and abused, they should feel con dent in reporting such o ences, as they are being taken seriously by the police.”

She declared that the police were not solely responsible for solving the problem. “ ere has to be a collaborative approach between local authorities, because it is not just up to the police,” she said.

Brown claimed to be “encouraged” by the approach that Police Scotland is taking to tackling shopli ing. “Central to that work is the innovative Scottish Partnership Against Acquisitive Crime Strategy, also known as SPAACE, which is led by Police Scotland. It works with retailers and other organisations, including Retailers Against Crime (RAC) and Neighbourhood Watch Scotland. Its focus is on prevention, deterrence and, where appropriate, enforcement.”

She added that a pilot self-reporting project Police Scotland had initiated in Fife in collaboration with RAC held great promise (see p8 for further details). “Police Scotland, together with partners and information technology providers, have helped to develop a platform allowing sta in stores to send details of crime directly to Police Scotland, so that o ences can be investigated,” she said.

She stated that following a so launch earlier this year, the ‘go live’ in September 2024 saw more retailers join the platform.

Brown said: “Lead o cers hope to see further arrests being made as part of the pilot, and I would join them in encouraging as many retailers as possible in Fife to get involved. I really hope that the scheme will be rolled out throughout Scotland.”

RAC National Operations Manager Stephanie Karté told SLR that the pilot could play a crucial role in painting a more accurate picture of the gargantuan problem shopli ing has become. “Police Scotland need to know the true cost of crime and the true retail crime gures because at this moment in time, not all crimes are reported. e BRC gures of [the cost of customer the being] £1.8bn are probably a drop in the ocean compared to what shop the is actually committed on an annual basis, it’s really concerning.

“Shop the is becoming an epidemic and we can’t keep sweeping it under the carpet by referring to it as a petty crime. We need to change the way it is perceived, and it can’t continue to be ignored. It has been increasing year-on-year, including violence against sta , which is not acceptable. is will continue until action is taken by the government and the judicial system, because right now there are little or no consequences.”

M&M’s Crispy Milk

Chocolate Santa Treat

Mars Wrigley

M&M’s Crispy Milk Chocolate Santa Treat comprises a milk chocolate Santa shape, filled with creamy vanilla, crispy inclusions and M&M’s Minis. It is available now as a countline (29g, RSP 65p) and also comes in a fivepack that is exclusive to Asda stores (RSP £2.50). The launch is being supported by out-of-home advertising, POS and social media activities.

Reese’s unveils indulgent new on-the-go single

Cathedral City High Protein Saputo Dairy

The new range of high-protein, halffat cheddar products is Cathedral City’s biggest NPD launch this year and is available in four formats: block, sliced, grated, and minis. The launch targets millennials, Gen Z’ers and health and fitness fans. According to research, Gen Z and millennials now prioritise spending on healthy foods, and healthy eating has emerged as an affordable and accessible source of pleasure.

Twix & Friends Medium Selection Box

Mars Wrigley

The new 140g selection box (RSP £2.75) features one each of Twix Milk Chocolate Caramel, Twix Salted Caramel fun-size bar, Twix White Chocolate fun-size bar, M&M’s Milk Chocolate fun-size bag, and Milky Way Magic Stars fun-size bag. The launch is supported by a hefty £8m+ media plan.

The Reese’s brand is expanding its UK portfolio with the launch of the Reese’s Fast Break bar.

The new countline combines chewy nougat and the brand’s signature peanut butter, wrapped in a smooth milk chocolate-flavour coating.

Billed as “an indulgent, on-the-go snack,” Reese’s Fast Break bar (51g) is available now with an RSP of £1.15. It comes in cases of 18 bars.

Reese’s is one of the fastest-growing brands in the Symbols & Independents sector, with sales increasing by 25% in the last year.

With its confectionery singles growing ahead of the wider category, Reese’s said the Fast Break bar should be considered a ‘must stock’ for retailers and

Kenco Gold Indulgence Jacobs Douwe Egberts

advised them to merchandise it alongside its other single bars.

Jackson Hitchon, General Manager of Europe and World Travel Retail at The Hershey Company, commented: “We are excited to bring the Reese’s Fast Break bar to the UK, offering a new way to enjoy the beloved combination of peanut butter and chocolate flavours, now enhanced with soft nougat.

“At Hershey, we pride ourselves on delivering innovative, delicious products that meet evolving consumer tastes. Our Reese’s Fast Break bar is perfect for UK consumers seeking both indulgence and on-the-go convenience.”

The new bar is available in all major wholesalers.

IQOS Terea Pearls Philip Morris Limited

PureOaty Tea-rrific Glebe Farm Foods

Now available to convenience retailers in a new 95g jar format with an RSP of £4.89, Kenco Gold Indulgence combines a mix of both medium and dark roasted coffee beans for a “luxurious and aromatic” coffee flavour with a velvety feel. Since its 2023 launch, Kenco Gold Indulgence has exceeded £4.2m in value sales.

The Terea Pearls range features capsule technology that lets users of the IQOS Iluma heat-not-burn device switch seamlessly from a traditional tobacco blend to a second flavour with a single click. The new range includes four new flavours that match the top preferences of UK nicotine users. Available across all indirect retail channels, retailers can access profit-on-return offers on select Terea Pearls, which are used exclusively with IQOS Iluma.

The new oat drink is available in one-litre cartons with an RSP of £2.09 and has been designed specifically to be enjoyed with the UK’s favourite beverage. The result of extensive development, the gluten-free recipe addresses taste, colour, and stability; according to the manufacturer the product won’t split, yielding “a perfect, great-tasting cuppa every time”.

Chupa Chups

Advent Calendar

Perfetti Van Melle

Each of Chupa Chup’s first-ever advent calendar’s 24 doors hides a different treat, from classic lollipops to jellies and bubble gum. Consumers can look forward to discovering favourites like Melody Pops and Big Babol, as well as a selection of lollipops from ‘The Best Of’. It is available in display cases of six from CJ Lang with an RSP of £6.99.

Milky Way Milk Drink

Mars Chocolate Drinks and Treats

The new drink is available now in outers of 12 x 250ml cans with an RSP of £1.25 per unit. It is suitable for vegetarians, has no added sugar, and is non-HFSS. Cans may be stored ambient but the drink is best served chilled. The launch follows the rollout of new canned formats for Mars and Galaxy milk drinks and is part of MCD&T’s move to more sustainable packaging.

Organic Pad Thai Sauce Clearspring

Pot Noodle Fusions

Korean BBQ Beef Unilever

The latest addition to Pot Noodle’s Fusions range taps into the growing popularity of Korean street food and has an RSP of £1.40. It is available now exclusively from the Co-op, with a wider roll out next January. With more than three-quarters of shoppers citing taste as ‘very important’ when buy buying pot or packet noodles, Unilever hopes the bold new flavour will drive impulse sales.

White Claw Blackberry

Mark Anthony Brands International

White Claw’s latest limited edition is a rich, dark and fruity flavour that is available now in a 330ml single can format with an RSP of £2.25. Inspired by autumn, and made from natural flavours, triple-distilled spirit, and sparkling water, the 4.5% ABV hard seltzer has no artificial sweeteners, is gluten free and vegan friendly, and contains 95 calories per can.

A red from Fred

‘Give Your Date Night More with Knorr Stock’ is a new £4m campaign for the stock brand’s new Red and White Wine Stock Pots. The investment includes a brand-new TV ad, outof-home placements and social media activity. The TV ad sees new brand ambassador Fred Sirieix rescue a couple’s midweek spag bol with a Red Wine Stock Pot.

WKD bosses it

SHS Drinks has launched a £2m out-of-home advertising campaign to support its RTD brand, WKD. The nationwide poster campaign is supplemented by 30-second ads on Spotify and carefully targeted sampling activity that will see 150,000 bottles of WKD distributed among the brand’s core audience of students and young people.

From Oxo with love

Oxo is back on TV with a £2.7m advertising campaign that runs until February next year. ‘Made with Oxo, Made with Love’ reminds consumers to choose Oxo when they’re thinking of a stock pot. The campaign is expected to be seen by 38 million people. It is supported by an on-pack promotion that runs until April 2025.

Feed your urge

Organic foods specialist Clearspring says its new launch is the UK’s first gluten-free and plant-based Organic Pad Thai Sauce. It rolls out alongside Organic Gluten Free Black Rice Noodles and Organic Gluten Free 100% Brown Rice Vermicelli Noodles. The brand’s Organic Thai range already includes Organic Gluten Free 100% Brown Rice Noodles and Organic Gluten Free 100% Brown Rice Wide Noodles.

The range of freeze-dried sweets is inspired by a viral TikTok trend. The sweets are available in three flavours – Peach Rings, Watermelon, and Marshmallow Twist – in shelfready cases of 12 x 35g packs, RSP £2. The Halal-certified range comes in resealable pouches that keep moisture out, so the sweets keep their crunchy texture. The Peach Rings and Watermelon flavours contain no artificial colours.

Chicago Town’s new masterbrand campaign, ‘Feed Your Urge; Go To Town,’ seeks to challenge perceptions that frozen pizza is for emergencies only. The multi-media blitz, in which an imposing blue freezer features prominently, includes spend across TV, cinema, video on demand, YouTube, social media, and a national outdoor campaign.

Get onboard

CCEP has launched a new Beetlejuice Beetlejuice-inspired Fanta campaign that features the movie’s Afterlife Train. The campaign, which includes social media activities alongside out-of-home, digital and cinema ads, invites consumers to scan QR codes to board the Fanta Afterlife Train on the Coca-Cola app to play an interactive game.

Freeze Crunchy Bebeto

POWER UP SALES

With new shoppers entering the market and a steady stream of flavour innovations, there are numerous opportunities for local retailers to prosper from sports & energy drinks.

If there’s one so drinks area that really gets retailers buzzing, it’s Sports & Energy drinks. e number one bestselling subcategory in UK convenience, stimulant energy delivered value growth of £181.5m last year [Circana Convenience, Britvic De ned So Drinks, 52WE 31.12.23].

In years gone by, energy drinks were frequently associated with video gamers, and students powering through the night to hit deadlines, but these days, there’s a whole new demographic of consumers entering the arena as sugar-free stimulants rise up the ranks.

Red Bull Sugarfree sells more units than any other un avoured, zero sugar

functional energy variant [Nielsen Scantrack, Total coverage, Unit sales, MAT 03.08.2024], whilst bringing a more a uent and mature shopper to the category [Kantar Worldpanel | Combined Panel | Total Market | 52 weeks to 9th July 2023], claims Red Bull.

“To ensure we continue to meet the demand for low sugar across the full range, Red Bull is now leveraging the no-sugar need across the avoured part of its portfolio,” states the rm. “Combining the tastes of raspberry and other forest fruits, complemented by herbal notes of verbena, Red Bull Pink Edition Sugarfree is the rst fully sugar-free avour in the portfolio, aiming to attract new shoppers to the category.”

Zero-sugar variants are becoming increasingly popular within the stimulation segment and are growing by 26% YOY [Nielsen Total Cov. Incl. Discounters 52wks 13.04.24],” states Suntory Beverage & Food GB&I. “We recently launched Lucozade Alert Zero Sugar Mango Peachade in a smaller format in 250ml cans to give shoppers even more choice for this popular zero-sugar avour,” says Matt Gouldsmith, Channel Director, Wholesale. Barr So Drinks claims that high numbers of non-energy drinkers were previously put o by sugar and concerned about the e ects of

GIVES YOU WIIINGS.

ALSO WITH THE TASTE OF ICED VANILLA BERRY.

UNLEASH OF RAW ENERGY BURST A

ca eine, which has led to growth in “natural” energy drinks. “50% of shoppers perceive Rubicon RAW as being a natural energy drink [Mintel Energy Report 2023], thanks to the natural ca eine and fruit juice content,” says the company. “ at’s higher than any of its big can energy competitors, by some margin!”

Fruity avours have also been central to Rubicon RAW’s success, with its Apple & Guava variant exceeding all sales expectations, selling over 3.5 million cans since launching in May 2022.

is summer was the most disruptive and impactful one yet for the brand, backed by a £3.5m investment, with mass sampling reaching one in ve big can energy drinkers.

Boost Drinks agrees that the concept of natural energy is becoming popular. “Across all ranges and categories, consumers are looking to ‘lighten’ their drinking options, by reducing or removing the sugar content from their intake,” says Commercial Director Adrian Hipkiss. “ ey are also seeking more natural alternatives including increased real fruit juice content, as well as natural ingredients and stimulants.”

e rm’s sugar-free products are enjoying 18% growth YOY [Circana Symbols & Independents 52 w/e value sales data to 29/06/24]. e group recently introduced three sugar-free SKUs in both the Energy and Sport ranges. Tropical Blitz and Apple & Raspberry Sugar-Free Energy (250ml) and Limited-Edition Watermelon & Lime Sport (500ml) launched in May 2024, and have seen a +23% growth of Boost Sugar Free 250ml since the NPD launched [Boost Sugar Free 250ml 8 w/e value sales data to 29/04/24].

52 w/e value sales data to 29/06/24]. e group and launched in May 2024, and have seen a +23% launched [Boost Sugar Free 250ml 8 w/e value

Beyond the sugar-free segment, new avours are equally critical. “Innovation has been vital to the success of energy drinks growth this year, with particular engagement around new avours, which has helped broaden the category’s appeal to new groups of shoppers, where taste was previously a barrier,” states Red Bull.

NPD has been largely incremental for the company with nearly half (45%) of shoppers that bought into the Editions avour range being new to the Red Bull brand [Kantar Combined Panel, buyer numbers vs YA, MAT 21.01.2024].

“Editions have recruited shoppers fast, with 2.8 million buying the brand, growing seven-fold in just two years [ibid],” says the rm. “Editions shoppers tend to be younger than the average energy drink consumer, with 60% of buyers being under 35 [Kantar Worldpanel, Combined Panel, MAT 07.07.2024].”

September saw the launch of Red Bull Winter Edition Iced Vanilla Berry. Consumer testing showed a high purchase intent for the new avour, with 72% saying they would be likely to buy an Iced Vanilla Berry avoured Energy Drink and 49% of these inclined to say it is new and interesting [Appinio | N=1,000 | March 2024].

With 82% of Red Bull Edition shoppers wanting to try new avours within Energy o en [Appinnio Survey, N=469, March 2024], this novel avour aims to replicate the success of last year’s Red Bull Winter Edition Spiced Pear, which

sold two million serves within its rst six months [Nielsen Scantrack | Total Coverage | Serving units = 250ml can serving | 24 weeks to 31st December 2023].

Ha z Ahmad, manager at Sunny’s Premier in Stirling was one of the rst to stock the new Red Bull. “It started o really well, then died down a little bit,” he says.

It was a similar story with Monster Nitro Cosmic Peach. “People liked to try it at rst, but now it’s not so popular,” he claims.

But regardless of whether or not they inspire repeat purchases, Ha z claims that having lots of energy drink avours is crucial to his store’s success. “We always try to have di erent options, even if it’s a slower seller,” he states.

Demand for energy drinks in general is high with the store’s customer base. “ ere are a lot of University of Stirling students near us,” says Ha z. “ ey play all di erent kinds of sports – football, basketball, running, so energy drinks are very popular.

“Monster and Red Bull are our bestsellers. ere are so many di erent avours of Monster and we do American avours as well. ere are a couple of avours that y out always – Pipeline Punch and Mango [Loco].”

But it is the constant roll out of new avours that keeps customers thirsty for more. “We try our best to meet customers’ demands, so if a customer messages on social media that we need a certain avour then we bring it in for them,” he says. “ ey know we import drinks and they don’t mind paying a little bit extra for them because you can’t nd them anywhere else around here. We try to bring in products that the big stores don’t have – that’s why we’re busy because people like to come here to see some unusual products.”

Red Bull concurs that avours drive sales: “Flavoured energy drinks now sell 27% more units per store than two years ago [Nielsen Scantrack, Total coverage, Unit sales vs 2YA, MAT 03.08.2024] and 71% of new energy shoppers buy into Flavours [Kantar Worldpanel, Take-home, MAT 24.12.2023], meaning many sales are incremental to the category.”

PWR-BRU PACKS A PUNCH

In Scotland, PWR-BRU has been driving sales in the energy drinks fixture since launching last summer, with 60% of sales incremental to the total category [AG Barr Sales Data, 12 W.E. 20/01/24 & Dynata Consumer Tracking Jan 2024]. Barr claims that PWR-BRU is “the biggest ever energy launch in Scotland” delivering more than one million units [Circana:- Total Scotland, Stimulant Energy Brand Launches, Unit Sales Sales, 4 Years To 20.01.24].

2024 saw PWR-BRU backed by a £3m investment, including highimpact outdoor advertising across Scotland, social media influencer campaigns and mass sampling to drive trial and awareness.

SEASON’S EATINGS

Check out the latest festive NPD and supplier insights to ensure you make the most of the run-up to Christmas.

It’s o cial – Scots can’t get enough of Christmas. e early arrival of festive ranges in stores this year saw take-home grocery sales in Scotland increase by 2.3% over the 12 weeks to 29 September 2024, according to Kantar.

“Shoppers are treating themselves, with sales of mince pies up 13.5% compared to last year,” said Lesley-Ann Gray, Strategic Insight Director at Kantar. “ ey also appear to be planning ahead, as packs of seasonal and gi ing biscuits increased by 7%.”

e Christmas 2024 opportunity for local Scottish stores is signi cant, states Swizzels. “Compared to 2023, we anticipate an increase driven by several factors,” says Trade Marketing Manager Clare Newton. “Firstly, consumer sentiment is improving as shoppers look to make this festive season special a er the previous years’ challenges. Additionally, with the ongoing trend of stocking up on festive products early, we expect local retailers to bene t from increased footfall as families seek out unique o erings.”

We’ve rounded up some top festive tips and NPD to help you get set for snowballing sales.

CHRISTMAS SHARING WITH KP

From parties to festive movie nights, Crisps, Snacks and Nuts are a staple of Christmas get-togethers, creating a critical opportunity for retailers to bolster sales, asserts KP Snacks.

To tempt top-up shoppers, retailers should use festive displays and POS such as stackers and dump bins to drive basket spend and make impulsive treat categories stand out in store, advises the firm.

“Over the festive season, shoppers are willing to spend more on higher-quality CSN products to bring extra flavour and excitement to Christmas occasions,” says Matt Collins, Sales Director at KP Snacks. “Premium hand-cooked crisp brand Tyrrells is perfect for tempting shoppers to trade up.”

Main image by Motaz Tawfika from pixabay

IN-CIDER KNOWLEDGE

Cider sales really start taking off from the beginning of December. “The week before Christmas we see them reach the same dizzy heights as peak summer sales,” says Thatchers. “As people stock up and prepare to host family and friends, the 10can packs do particularly well.

Thatchers Gold is the bestselling fourand 10-can pack in supermarkets and will deliver good value in store.”

The festive season heightens the demand for premium, heritage brands, says the firm. It recommends stocking Thatchers Katy, its bestselling premium bottled cider, which can be served in a champagne flute on special occasions, and Thatchers Vintage, which can be displayed alongside mulling spices for fans of mulled cider.

STOCKING FILLER FUN

In the run up to Christmas, impulse buys such as stocking fillers are extremely popular among customers, states Hancocks. “We encourage all retailers to offer a range of these products during the festive season to ensure they’re maximising sales during this time,” says Head of Marketing Kathryn Hague.

Bonds Reindeer Faces and Winter Wonderland Candy Cups are returning festive favourites. New for 2024 is the Bonds of London Snowflakes Candy Cup (RSP £2.50), which is filled with raspberry- and vanillaflavoured sugarcoated jellies.

The popular Candy Realms brand has also introduced a Merry Mix Candy Cup filled with Christmas Tree Mallows, Candy Stars and Green and Red Sugared Candy Canes.

CHUPA CHUPS SPREAD FESTIVE CHEER

Last Christmas, Chupa Chups grew ahead of the sweets category, achieving a significant 15.8% increase in value sales and an impressive 24.2% rise in unit sales, compared to the overall category performance [Circana Unify+, IRI All Outlets & KWP Discounters, Value and Unit Sales, 4we 23.12.23].

What’s more, Lumina research shows that 23% of consumers make confectionery purchases as gifts.

This season, the £17.4m Chupa Chups brand has revealed its first-of-its-kind advent calendar. Bursting with 24 daily surprises, from lollipops to bubblegum, this festive treat brings a playful twist to the traditional Christmas countdown and taps into gifting and sharing occasions, making it a valuable addition to local retailers’ holiday lineups.

oooh , you really should have

oooh , you really should have

milk, white and dark chocolate!

Maltesers Truffles

Total Maltesers Truffles brand grew by +11% in X23

(from £6.4M to £7.1M driven by core & assorted growth)

#5

Truffle SKU in value sales

*within mainstream special

Stock up now on the creamiest, crunchiest, truffliest treats this Christmas

Stock up now on the creamiest, crunchiest, truffliest treats this Christmas

A TOUCH OF SPARKLE

With a rise in social occasions and parties in the home at this time of year, comes the increasing demand for a variety of soft drink options and mixers, according to Britvic.

“No- and low-alcohol continues to grow in popularity and has become a top drinks trend [Lumina Intelligence UK Menu & Food Trends Report, December 2023],” says GB Retail Commercial Director Ben Parker.

For those looking for interesting alternatives to alcohol during winter celebrations, Parker suggests stocking up on J2O’s Ready-To-Drink Mocktails.

These are available in a trio of tempting festive flavours: Strawberry & Orange Blossom Mojito, White Peach & Mango Daiquiri, and Blackberry & Blueberry Martini.

In addition, the J2O range also includes the returning festive Glitterberry variant, which offers a blend of grape, cherry and winter spices combined with edible red glitter.

GOLDEN GOODIES FROM STORCK

Chocolate continues to lead confectionery sales during the holiday season, with a growing value of £1.9bn [IRI Unify All IRI Outlets & KWP Discounters 12we 30.12.23]. But sugar confectionery is actually growing even faster. “Sugar confectionery also plays a significant role, with sales exceeding £490m during last Christmas and growing faster than chocolate at +15.5% year-on-year [ibid],” observes Storck MD Andy Mutton.

The £36m Werther’s Original brand will be on TV screens in the lead-up to Christmas as the Werther’s Original Golden Mix Christmas gift box returns.

MARS ADDS TO THE MERRIMENT

Mars Wrigley has a new seasonal self-eat to add to the festivities.

M&M’s Crispy Milk Chocolate Santa Treat has an RSP of 65p. The 29g milk chocolate Santa shape is filled with M&M’s Minis, crispy inclusions and creamy vanilla.

The launch is being supported by outof-home advertising, point of sale material and social media activity.

Also new for 2024, is the Twix & Friends Medium Selection Box. The 140g pack (RSP £2.75) contains: Twix Milk Chocolate Caramel, Twix Salted Caramel fun-size bar, Twix White Chocolate fun-size bar, M&M’s Milk Chocolate funsize bag, and Milky Way Magic Stars fun-size bag.

The launch is supported by a £8m+ media plan.

FLAVOUR INNOVATION

Experiential gifting is a rising trend, with consumers showing a preference for personalised items, highlights Swizzels.

“Retailers can capitalise on this by providing unique offerings, such as customisable gift sets featuring Swizzels’ products,” suggests Trade Marketing Manager Clare Newton.

Newton anticipates strong demand for innovative flavour combinations that blend traditional favourites with unique twists, appealing to adventurous palates. With this in mind, Swizzels has launched its new ‘Naughty & Nice’ Squashies (120g, RSP £1.15) which features two premium, festive flavours: Strawberry Ice Cream and Apple Pie.

Each bag contains two fun elves – one on the ‘naughty’ list and one on the ‘nice’ list – bringing a playful and personalised touch to the festive season.

VOUCH FOR POUCHES

With the disposable vape ban on the horizon, the spotlight will be firmly on smoking alternatives and retailers with an engaging nicotine pouch offer have everything to gain.

While vapes currently account for the lion’s share of the smoking alternatives market, the looming disposables ban will mean retailers must ready themselves to guide consumers through other options, and pouches could be a tting solution for many.

Within the Convenience and Independents category, JTI UK states that the nicotine pouch category is worth approx. £65.3m a year [Circana Market Place, Value Sales, Nicotine Pouch Category, Convenience Channel, Annualised Figure Based on Jun 2024].

“Currently, 50.1% of nicotine pouch [value] sales in the UK come through the Convenience and Independents channel [Circana Market Place, Value Sales, Nicotine Pouch Category, Convenience Channel, Jun 2024],” says Bruce Terry, Portfolio Brand Manager at JTI UK.

Nordic Spirit currently has a 48.3% volume market share in the Convenience and Independents Channel [Circana Market Place, Volume Share, Nicotine Pouch Category, Convenience Channel, Q2 24].

WINDOW OF OPPORTUNITY

STG’s XQS pouches hit the market last April and sales have been promising so far. “It’s still early days, but just four months a er launching XQS it has already become the sixth-biggestselling pouch brand with a market share of 1.1%,” says Prianka Jhingan, Head of Marketing at Scandinavian Tobacco Group (STG) UK.

XQS comes in Tropical, Blueberry Mint, Cool Ice and Arctic Freeze avours with nicotine strengths ranging from 4mg to 11.2mg. “Aside from avour, there is also a move towards stronger variants,” she states.

JTI agrees that high strength is in growth.

“With a total of 66.6% of nicotine pouch sales in traditional retail in the UK from the ExtraStrong or Strong strengths [Circana Market Place, Volume Share, Nicotine Pouch Category, Total UK, Dec 2023], we have continued to expand our portfolio to help retailers tap into these trends,” says Terry. e Nordic range o ers strengths from 3mg up to 11mg.

BAT’s Velo has also picked up on demand for a stronger nicotine hit. e range previously peaked at 11mg, but more recently added a selection of “intense” variants going up to 17mg.

Their days might be numbered, but disposable vapes aren’t ready to bow out just yet.

e rm claims that

e rm claims that “the Velo burn gives way to a blast of avour,” giving consumers long-lasting enjoyment. Flavours include Orange Spark and Cinnamon Flame.

Wholesaler Vape Supplier stocks a wide range of vape products and pouches, including Velo and Nordic Spirit, as well as lesserknown brands, some of which are available in signi cantly higher strengths.

“ ere are a lot of new entrants to the [pouch] category with di erent strengths and avours to what’s been readily available from the tobacco boys,” says Vape Supplier’s Gary Routledge. “Whereas you tend to get more minty and menthol avours from those brands, there are a lot of fruit-based avours from some of the brands that we distribute, such as Pablo.”

Pablo pouches come in at a he y 50mg, in a number of avours, including Kiwi, Mocca, Strawberry Lychee and the enigmatic Red. e rm also supplies Lost Mary Airplane Mode pouches with strengths between 9mg and 30mg, available in mint and menthol varieties, as well as Strawberry and Rose Grape avours.

“Given that the disposables category accounts for 88% of all vape sales [Source: ITUK estimates November 2023], we recommend retailers continue to stock a wide range of leading disposables ahead of the ban to meet heightened demand,” says Andrew Malm, UK Market Manager at Imperial Brands.

“Our blu bar 1000 is an ideal option here. It offers up to 1,000 puffs per device and is available in popular flavours including Blueberry Ice, Strawberry Ice, Watermelon Ice, Banana Ice, Mint, Grape, Tropical Mix, and Blueberry Cherry.”

FRESH NEW LOOK

Meet Velo with a new look, fresh flavour names, and new easy-to-navigate range names. It’s still all your customers' favourite flavours. Just in the packaging they always deserved.

consumers only.

STILL EVERYONE’S FAVOURITE VELO NICOTINE POUCH

Same Velo taste. As we all know, it’s what’s inside that really counts. And your customers can rest assured that everything inside is as Weirdly Wonderful as always.

NEW FLAVOUR NAMES

We’ve updated the names of our flavours. Say hi to Bright Spearmint, Crispy Peppermint, Tropical Mango, and the rest of the Velo family. The new names reflect the specific flavour and will make it easier for your shoppers to navigate our growing range of flavours.

BRAND NEW RANGE NAMES

We are renaming our ranges to make them easier to navigate. Original is our signature range, the core of the Velo portfolio. Our Mellow range has a smoother delivery, and now comes in 15 pouches per can, ideal for adult smokers or vapers just starting their Velo journey. The Intense range offers our highest nicotine levels and our new SensatesTM range.

We’ve also updated the dot system that indicates the nicotine level. You and your customers will now see a unified 6 dot scale on all packs of all Velo ranges. But there’s no change in the strength attributed to each filled dot. So, if your customers were buying 3 dots before, they’ll continue to do so with the new pack.

CHEERS TO CHOICE

A strong range of wines and spirits tailored to the needs of your customer base will ensure you maximise on Christmas sales.

BY SARAH BRITTON

While the festive season is a key period for hospitality, there will also be an increase in opportunities for take-home alcohol sales.

“We expect to see a rise in at-home occasions in 2024, with more people choosing to celebrate and socialise with friends and family at home in the run-up to Christmas,” says Tom Smith, Marketing Director – Europe, at Accolade Wines. “Although key trends are expected to continue, within the current climate, the cost-of-living pressures will in uence shoppers’ purchasing decisions and how much consumers are willing to indulge.”

Jaz Ali of Jaz’s Premier in Grangemouth, Falkirk, is also mindful that spending will be impacted. “With the cost of living, and the minimum unit price rise putting prices up as well, I don’t know how it’s going to be this Christmas,” he concedes. “Last year it was really good, we did a load of promotions and I’ll be doing the same this year as well.”

Accolade predicts that some shoppers will switch down to cheaper products or reduce frequency and basket size. e rm says that the £6-9

range remains important for impulse buying due to the lack of range for wines priced at £6 and lower, forcing consumers to trade up.

“While wines priced at £9 aren’t performing as strongly as the £6-9 range, many shoppers will still be looking to trade up for certain occasions,” says Smith. “For example, for festive parties and Christmas Day, there will likely be a greater emphasis on celebrating and treating. For some, that means trading up to more premium options like Hardys Crest which still lands within the £6-9 range but is a higher-quality option, whilst for others, it may be an extra bottle of their everyday favourite.”

Consumers might be careful with their spending most of the time, but Jaz has certainly witnessed his fair share of people trading up at Christmas, especially on the day itself. “You do get some customers coming in asking for champagne and if you’ve got a good o er – your Moet & Chandon, your Lanson, your Lanson Rosé etc, then people can nd what they’re a er,” he says. “We get customers coming in on Christmas Day looking for a bottle of champagne. Christmas Day is the busiest day of the year if you’re open!”

SPARKLING WINE IS OUTPERFORMING BWS IN IMPULSE IN THE LATEST MAT

FRENCH LUXURY TRUE

NIELSEN IQ DATA TO 15.06.24

ENJOY RESPONSIBLY

VARIETY IS VITAL

When it comes to deciding what wines to stock this Christmas, more is more. “Choice is vital; consumers are keen for more wine options–either in variant, price, or brand,” explains Smith. “Price is challenging loyalty – familiar brand names are hallmarks of quality and value that also allow shoppers to have con dence when it comes to trying NPD, so it’s important to remember branding is still key and retailers should ensure they stock perennial ‘core’ favourites.”

Jaz is a rm believer in bigger is better when it comes to his wine o er. “I have a dedicated place in the beer cave for Christmas wines,” he says. “If you’ve got a decent selection, customers come in, have a look at it and tell other people as well, so it attracts more customers.”

By providing a varied portfolio, retailers can ensure the needs of di erent consumers are met. For example, new drinkers who have recently entered the category tend to be younger and less a uent, so it’s important to continue to appeal to this demographic. is can be achieved by o ering things like fruity avours and sparkling options, which are especially popular at celebratory and social occasions such as Christmas get-togethers, advises Accolade.

“Red wine remains a staple addition alongside festive feasts. Merlot, Shiraz and Cabernet Sauvignon should be part of retailers’ red wine

range, as these are well-known varieties which are continuing to grow in popularity,” suggests Smith. “We’re also seeing impressive growth of red blend varietals, with wines such as Barossa Ink really resonating with consumers due to its contemporary aesthetics and opulent style.”

For white wine, the company says Sauvignon Blanc, Pinot Grigio and Chardonnay came out top for value sales, with Sauvignon Blanc and white blends driving growth last Christmas.

“Retailers should ensure a selection of these varietals are stocked, with brands such as Mud House French Sauvignon o ering shoppers a more premium option, while Wise Wolf Chardonnay is the perfect white wine to dress up the dinner table, with its unique eye-catching bottle made from made using 100% post-consumer recycled glass cullets,” says Smith.

Over in spirits, attractive bottles are a key sales driver, especially come Christmas time when consumers are looking to impress friends and family. One brand that certainly stands out is AU Vodka, which boasts gleaming gold bottles in an array of avours.

e rm is upping the ante for Christmas 2024, with a top-secret limited-edition avour, which will be available from mid-November. “It’s quite di erent from some of the other avours,” says AU Vodka Business Development Executive Keshav Sharma. “ e bottle is decorated, so that’s another new thing for us.”

ABSOLUT VANILIA IS NO.1

VANILLA VODKA & NO.2 FLAVOURED VODKA IN TOTAL OFF TRADE BY VALUE1

KAHLÚA IS WORTH £10.1M IN THE OFF-TRADE2

BOXING CLEVER

What’s more, the brand is going the extra mile this season with special packaging for its best-selling Blue Raspberry avour. “ is year we’re doing gi packs for Blue Raspberry that will include a gi sleeve which looks like there’s a gold ribbon around it,” says Sharma. “We’ve also got Pineapple gi packs that include a speed pourer with the bottle and then two glasses. We imagine for Christmas that will be something that will also be quite popular.”

He explains that there is no extra cost for the box. “People want something a bit di erent at Christmas,” he says. “ ey want something that stands out and also that people can literally buy and hand over [as a gi ]. With a [standard spirit] bottle, normally you have to get a bottle bag and then it’s just the same old, whereas these gi sleeves and boxes are AU branded.”

Jaz has already reaped the bene ts of buying boxed products. “Last year, I got gi boxes in, which attracted customers,” he says. “I got special wines in boxes as well, which really made a big di erence in sales,” he says. “A lot of people like to buy wines or spirits as gi s and if you’ve got products already in a nice gi box, it’s easier for them than looking for Christmas gi bags.”

Sharma claims that social media can be an excellent tool for promoting your Christmas alcohol o er. “A lot of the retailers use social media, whether that be Instagram or TikTok, and they get footfall from people seeing it online or they do competitions. We’re quite supportive of that,” he says, adding that it helps to drive sales.

“We’ve got digital media that retailers can use if they don’t want to just take pictures of the stu in the store, and they can personalise it to say their store name.”

Jaz agrees that social media is vital for boosting sales. “If you’ve got a good following on social media, then that’s the best platform to run alcohol promotions on,” he says. “We run like-and-share competitions, and we’ll do a Christmas hamper giveaway as well. ere are quite a few community groups in Grangemouth, so we can just tag them and they’ll share it.”

Jaz’s bestselling spirits at Christmas are vodka, whisky and gin. “Gordon’s does well – there’s about six or seven di erent avours – lemon, peach, raspberry etc.”

In terms of vodka, he claims that AU and Grey Goose are good sellers. “I always concentrate on a balance of variety and also the best sellers,” he says. “You’ve just got to make sure you o er a good selection.”

LOW AND NO VARIETIES

Consumers’ relationship with alcohol is changing, and patterns of how they socialise are evolving, observes Accolade.

Research suggests that more than 50% of UK consumers either don’t drink at all or are actively seeking to reduce consumption [Mintel – Attitudes towards Low- and No-Alcohol Drinks – UK – 2022]. “This Christmas, we expect even more people to mix drinking with moderation,” says Tom Smith, Marketing Director – Europe, at Accolade Wines. “Retailers should ensure to stock options such as the award-winning Hardys Zero Chardonnay, for those looking for zero alcohol options.”

Echo Falls’ Fruit Fusion range offers 5.5% and 9% ABV wines, which are popular with many younger consumers as they enter the wine category for the first time, as well as those aiming to moderate alcohol consumption overall but still looking to socialise and celebrate.

“Fruit-flavoured varieties like Echo Falls Summer Berries and Summer Garden are must-stocks over the Christmas period, as shoppers search for fruity, fun flavours to offer at gatherings and parties,” says Smith.

TRUST THE PROCESS

Technology might seem daunting sometimes, but the right EPoS system can be truly transformative for a business, saving you precious time and revealing valuable sales insights.

When talking technology, SLR’s # inkSmart Innovation Award winner, Premier Girish’s @ Barmulloch in Glasgow, is an obvious place to start.

Owner Girish Jeeva hasn’t looked back since teaming up with Motherwell-based EPoS provider Mhouse. e rm’s MPOS system ensures speedy transaction times, which help to keep Girish’s queues down, while its handheld device has helped save Girish time carrying out price reductions and changing product descriptions. In addition, he is able to use the system remotely via an app and gain instant access to live sales data.

As well as utilising the technology, Girish has worked closely with the team, providing feedback and helping them come up with ways to improve the tech. It is this collaborative and productive partnership which has truly won him over.

He says: “Partnering with Mhouse EPoS has undoubtedly been one of our best decisions to date. From the moment we began collaborating, it quickly became clear that their innovative spirit matched our own ambitions for growth and development. e synergy between our

teams has been electric, and every brainstorming session has been a blend of creativity and enthusiasm. Together, we’ve explored new ideas and strategies that not only enhance their existing system but also set the stage for groundbreaking advancements in the future.”

e team at MHouse are equally full of praise for Girish. “Girish’s hard work and commitment to Premier Barmulloch have led to a huge success, and MPOS is honoured to have been part of the journey!” says Chief Operating O cer Faisal Sattar.

Meanwhile, Morrisons Daily, Fraserburgh, has seen great results with EDGEPoS from Henderson Technology. Store manager Ramesh Kurup was eager to ensure that the store was operating as e ciently as possible. e goal was to streamline processes such as promotional label printing and supplier management, while also ensuring that customer requests were promptly ful lled. In addition, Ramesh needed a system that would help him analyse sales data, recognising patterns and o ering insights. e improved sales reports and real-time inventory tracking provided by EDGEPoS allows for more informed decision making, e cient stock turnover, and improved pro t margins.

Ramesh notes that the Henderson Technology team has been quick to provide support when needed. “If we ever had any concerns, we raise the issue with support, and they work with us to make sure this issue is closed,” he says.

He claims that the system has brought multiple bene ts to the store. “ e introduction of EDGEPoS brought signi cant improvements to store operations and streamlined various processes,” he says.

“ e enhanced e ciency allowed the store to respond more quickly to customer needs and preferences, thereby improving the overall customer experience. EDGEPoS also provided valuable data insights, such as departmentwise and hourly sales reports, which helped in making informed business decisions. ese reports were particularly useful in identifying areas where the store was lacking and needed improvement.”

Convenience retailers that e ectively integrate retail technology with their local community o en position themselves as innovative market leaders, claims Henderson Technology. “ is approach attracts shoppers and strengthens customer loyalty, providing a signi cant competitive advantage.”

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REV UP YOUR OFFER

Operators across the UK are investing in their forecourts to provide true points of difference, with more fuel options, food to go and additional services all growing footfall and increasing profits.

Gone are the days when people stopped at a forecourt purely for petrol. ese days you have your pick of di erent fuel grades, can grab lunch, post letters, and even do a laundry load. Jamie Wood, who owns four forecourts in

Scotland, including SLR Forecourt Retailer of the Year, St Michael’s Services in Dumfries, explains how convenience has become a major priority for the industry.

“For a good number of years now, the sector has changed from being very fuel-

GULF ROAD TRIP GOES THE EXTRA MILE

More than 70 classic car enthusiasts gathered for an unforgettable journey across Scotland and England, from Glasgow to Bristol as part of the Gulf Road Trip last month. Clocking up over 300 miles in total, the cars created a brilliant reason for customers to check out what was on offer at their local forecourts, as they came to admire the classic cars.

“Operators should always be on the lookout for unique innovations and opportunities outside of their forecourt,” says Donald MacGregor, Store Development Manager at Certas Energy UK.

“For example, Lowmoss Service Station and Cumbernauld Fuel Express in Glasgow have recently hosted a classic car club, which made up part of the Gulf Road Trip.

“The teams rolled out the red carpet for Glasgow Moggies, a classic Morris Minor owners club, who met the friendly on-site Gulf teams and sampled tasty treats including Costa Coffee drinks and Rollover hotdogs.

“Not only did they have their moment in the spotlight for a photoshoot, which drew crowds including residents and other car enthusiasts, but it was also great to shine a light on Certas’s independent sites through the road trip.”

focused to looking at what else can be o ered as a convenience purchase for people using forecourts,” he says. “More and more forecourts are developing very attractive convenience stores to provide people with a one-stop shop for the necessities.”

St Michaels is a prime example of this, having undergone a complete rebuild of its shop, which was completed 15 months ago, expanding the retail space from 500sq to 2,800sq .

“With the extra space we were able to put in food to go, as well as a much bigger selection of all the usual convenience things like confectionery, alcohol and grocery.”

“We didn’t have any hot food to go before,” he says. “We went with Stone Willy’s Kitchen, which is relatively new to the UK, but it seems to be a growing brand, and it seems to be doing quite well. We also have Rollover hot dogs; they go really well and we do some stu from Country Choice as well.”

quite well. We also have Rollover hot dogs; in lling stations and I think, as a nation, we journey,” says Jamie. “It has become a huge part

Hot drinks to go is another area that has seen huge investment. “Co ee has become a big deal in lling stations and I think, as a nation, we have become addicted to co ee; verybody likes to have a co ee in the car if they’re going on a journey,” says Jamie. “It has become a huge part of the business. Obviously, Costa is probably the biggest brand in express co ee machines, and we have Costa machines in all our sites now.

Gulf road trip

Gulf brought together over 70 classic car enthusiasts for an unforgettable journey across Scotland and England, from Glasgow to Bristol, clocking up over 300 miles!

Scan or click the QR Code to see all photos from the day

Because it’s such a big, well-known, popular brand, it actually helps drive football into the sites and then to the shops as well.”

Food and drink to go has also been a major focus for Gulf forecourt stores. “ e Scottish forecourt sector is ever-evolving, and operators within the sector are focussing on tailoring their range, services and facilities towards the segmentation they sit within,” says Donald MacGregor, Store Development Manager at Certas Energy UK. “ is could be transient on-the-go, local convenience, or a hybrid of both.

“ e key is to identify the consumer market and rise to meet its needs.”

Gulf Nairn Service Station in Inverness has done exactly this, having recently had a £100,000 investment from Certas Energy.

JET TURNS 70 IN STYLE

There have been wheel spins aplenty as forecourts and their customers gather to celebrate JET’s 70th birthday.

The brand created a series of platinum-themed marketing activities and revealed a retro logo to mark its special milestone, as well as themed tote bags.

The business was originally a single service station established back in 1954 by John Willy ‘Bill’ Roberts. He got the idea for the company name from the licence plate on his first tanker: JET 855.

Seven decades on and there are 307 JET sites across the UK.

The firm has been sharing its rich heritage as part of a ‘memory lane’ content series, which features dealers, staff and customers.

“Not only has this investment brought the site up to date, but it’s also enabled the site to make way for new products which are expected to be popular with its local customers – which include around 600 local school children a week,” says MacDonald. “New products, such as Rollover hot dogs, bakery and hot food items, along with hot drinks and slushies, have already been very popular.”

A series of platinum Behind the Business dealer interviews was also created.

branded Pop-In Daily/Nisa stores. is allowed MPK to expand its retail o ering under the PopIn Daily brand while leveraging Nisa’s product range and support to enhance the shopping experience for customers across its locations.

Down south, forecourts have also been investing in retail. In 2023, MPK Garages transformed 28 of its forecourt sites into co-

e 28 Pop-In Daily stores, located primarily in the Midlands and along key transport routes such as the M5 between Birmingham

and Bristol, and the M1 from Nottingham to Durham, range in size from 1,000 to 3,000 square feet. ese stores prioritise convenience with a strong focus on food to go and chilled products, key o erings that cater to the needs of today’s fast-paced consumers.

Wayne Harrand, MPK’s Retail Director, says: “ e exibility Nisa provides allows us to adapt our product range to t the speci c needs of each location, whether we’re focusing on groceries or fresh, chilled products. is ability to tailor our o ering is key to serving our diverse customer base.

“Co-op’s fresh range, particularly their sandwiches and chilled snacks, has been a standout for our customers at Pop-In Daily stores. is has enabled us to provide highquality, fresh choices alongside everyday convenience items.”

In 2023, MPK stores’ gross pro t and margins increased, with food to go and convenience items contributing signi cantly to the growth.

Adding extra services is another vital way forecourts are stepping up their game. “Take car washing – more and more sites have either jet wash facilities or drive-through washing,” says Jamie. “We did away with the drive-through wash because we found that it was not as popular with customers and made it into a three-bay covered jet wash. We also added a vacuum, air compressor and screen wash facility under the canopy, so it’s just about trying to make the facilities more user friendly and inviting.”

He has also introduced a post o ce at St Michael’s in Dumfries as an additional community service and a 24/7 laundrette, which can handle larger items, team kits and horse blankets.

As Certas’ MacGregor says: “Investing wisely, focussing on your shopper journey and being as innovative as possible will help operators stand out from the crowd.”

70 years of running things like a family.

Join JET and become part of the family. That’s how we’ve treated our people for 70 years. And it’s why we’re still growing, even today.

(G)OLD NUGGET

If you weren’t aware that JTI is marking the launch of its new Mayfair Gold Rolling Tobacco with a competition giving retailers a chance to win prizes including a gold-wrapped Mini, £100 gift cards, iPads, and headphones, then you are now.

Professional investigative journalist that he is, Under The Counter did a spot of due diligence on the competition. Actually, he just typed ‘Mayfair Gold’ into Google.

carbon-neutral gold mine. Who’d have thunk it?

And the Auld Boy was surprised to learn that one of Scotland’s most popular cigarette and tobacco brands shares a name with Canada’s first-ever

The mine is ostensibly in Ontario but, as the satellite photo reveals, it is actually just to the left of the middle of nowhere. Anyway, UTC imagined that Canada’s first-ever carbon-neutral gold mine would probably be equally surprised to learn that it shares a name with one of Scotland’s favourite fag and baccy brands. Or maybe not, the Auld Boy mused. Gold-wrapped motors and fancy tablets don’t come cheap. Is JTI bankrolling its competitions with the profits from some sustainable subterranean side-hustle?

BOHEMIAN TRAGEDY

As part of its 70th anniversary celebrations, fuel brand Jet polled 2,000 motorists to discover the UK’s favourite driving songs from the past 70 years.

It also laid its hands on a terrible stock photograph that in no way accurately reflects any family car journey that has ever been undertaken, but that’s by the by.

Now, Under The Counter loves a pointless survey, and this one was right up his ancient alley. For one thing, he knows what it’s like to be a septuagenarian –although his 70th birthday is now just a dot in the rear-view mirror.

For another, he loves driving, despite being so old that he acquired a licence by simply rocking up to the Post Office and asking for one. No test was required in the days when there were more horse and cart combos on the road than cars.

He also likes music, although he’s more of a Billie Holiday man than Billie Eilish. However, he’s not fond of the song in the poll’s pole position, Bohemian Rhapsody.

Weighing in at just under six minutes, Queen’s over-the-top, cod mini opera is five minutes and 50 seconds too long for UTC. Also, start playing it and there’s a good chance he will be no longer with us when it ends. This is why you’ll never see a green banana on his desk; he’d hate to croak wasting 25p on uneaten fruit.

The Auld Boy had no time either for the tune parked at number two, Murder on the Dancefloor by Sophie Ellis-Bextor. However, he nodded approvingly on discovering Ritchie Valens had driven into third place with La Bamba.

Although why anyone would pen a ditty about an Adidas training shoe was beyond him.

Scaramouche, Scaramouche, what a bunch of fandangos.

CARROT. JUICED.

It’s not often Under The Counter meets someone older than himself, so he was thrilled to bump into Santa Claus while enjoying some late-summer sunshine at Saltcoats recently.

Father Christmas was clearly confused by the chance encounter. A longer-than-average lifetime of whisky and beer drinking has left the Auld Boy with such a red hooter that SLR’s curmudgeon-in-chief can easily be mistaken for Santa’s own sleigh-schlepper-supreme, Rudolph.

As eagle-eyed readers can see, Santa was in the company of a big bekilted orange eejit. No, it wasn’t Donald Trump reconnecting with his Scottish roots, it was none other than Aldi’s very own brand ambassador, Kevin the Carrot.

The unlikely pair were apparently promoting the discounter’s new ‘Heidspace’ campaign, intended to take the stress out of Christmas for shoppers. Hence the seaside meditation sesh.

That wasn’t the real reason for the meetup though, as Santa confided to UTC when Kevin wasn’t listening. Which is all of the time, since carrots – unlike corn –don’t have ears.

“Here’s the thing, young fella,” Santa said to the Auld Boy. “I’m just waiting for big-stupid-looking there to enter a trance, then I’m taking a Taser from that innocuouslooking pouch on my belt and giving him 1,500 volts of juice as an early Christmas present.

“Then he’s straight into Santa’s sack and we’re North Pole-bound. There’s enough eating in him that the reindeer won’t be able to as much as look at another carrot come Christmas Eve.”