SLR February 2020 by 55 North

SLR REWARDS

It’s time to get your entries in

BUSINESS RATES

FEBRUARY 2020 | ISSUE 202 WWW.SLRMAG.CO.UK

SUSTAINABLE SOURCING

Boost your sustainability credentials and set your store apart from the crowd by stocking Scottish, regional and local products.

Could councils take control?

MINIMUM UNIT PRICING

What has it cost the off-trade?

FOOD-TO-GO

Up your game and boost your profits

FORECOURTS

Another big year lies ahead

Menthol ban: JUUL’s John Patterson on turning the challenge into an opportunity SLR February 2020.indd 1

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February 2020

Contents

Contents ISSUE 202

NEWS p4

Wholesalers SWA focuses on the future as it marks its 80th anniversary. p5 Wholesalers JW Filshill’s Simon Hannah is elected Chairman of Unitas in boardroom reshufﬂe. p6 Vaping US bans ﬂavoured cartridges in bid to stamp out underage use. p8 Retailers Keystore retailers and their customers donate phenomenal amount of products to foodbanks. p9 News Extra Business Costs Trade organisations unite to try and save the Uniform Business Rate. p16 Product News Republic Technologies unveils a raft of NPD, while a popular Cadbury promotion returns. p18 Off-Trade News An NHS Health Scotland study reveals the effect of Minimum Unit Pricing on the off-trade.

INSIDE BUSINESS p22 SLR Rewards Submissions to the most Rewarding awards in retail close this month. Here’s our guide to entering. p24 SLR Rewards Some advice from Coca-Cola European Partners on developing an award-winning soft drinks fixture. p27 The Menthol Ban Find out what the ban will mean and discover how you can turn the challenge into an opportunity. p30 Hotlines A selection of the latest new products that suppliers want you to stock. p54 Under The Counter The Auld Yin pities the fans who must endure a half-time halloumi wrap. FEATURES p32 Bottled Water The category is buoyant thanks to innovation and commitment to tackling sustainability concerns. p34 Food-to-go We offer a few ideas for how to up your food-togo game and boost your profits. p38 Tobacco The impending ban on ﬂavoured tobaccos has sparked a wave of innovation from manufacturers. p46 Forecourts The forecourt sector looks set for another big year, with many of the key players already off to a ﬂyer. p52 Biscuits There’s plenty of news for retailers to get excited about in the important biscuits category.

ON THE COVER p12 Local Sourcing Sourcing Scottish, regional and local products is an excellent way of setting your store apart.

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News WHOLESALERS Scottish Wholesale Association sets sights on future of the industry

Monzo renews exclusive deal with PayPoint Challenger bank Monzo has renewed its exclusive deal with PayPoint to provide cash deposit solutions for account holders. The deal gives Monzo’s 3.6m customers access to a network of stores bigger than all banks, post ofﬁces and supermarkets combined. Customers can deposit up to £300 in cash in a single transaction, up to a maximum of £1,000 over six months.

MADL supports good causes with £850k in 2019 Nisa donated almost £850,000 to charities and other good causes across the UK and Ireland through its Making a Difference Locally (MADL) charity last year. A total of 1,444 individual donations were made to causes including community groups, schools, charities, sports clubs and more. Last November it was

SWA marks milestone with focus on sustainability and training Developing a skilled workforce and working with members to invest in the future sustainability of the wholesale industry are both top of the agenda for the Scottish Wholesale Association (SWA) in its 80th anniversary year. The Edinburgh-based trade body will discuss both these issues at a special industry conference to mark this significant milestone in its history this autumn. Chief Executive Colin Smith explained: “We want to inspire a new generation of wholesalers to take an active role in protecting and developing the industry and if our members are to continue on their current growth trajectory they must invest in their people. “As an industry we must also encourage young people starting out on their work journey to look at

wholesale as a viable option for a fulfilling career with prospects.” Smith confirmed that the SWA will stage a one-day conference at Doubletree by Hilton Dunblane Hydro in Perthshire on Thursday 1 October, followed by a celebratory Highland gala banquet at Stirling Castle that evening. “It’s a special year for us so we’re moving away from our usual summer weekend conference and changing the format,” he said. “We need to ring the changes and we are also responding to members’ feedback calling for a shorter, different annual event.” In 2020, the SWA will also place further emphasis on the need for Scottish wholesalers to tackle the many environmental challenges facing the industry – from transport and energy to packaging and waste.

“We’re already working on members’ behalf to highlight the full and potentially damaging effects that the Deposit Return Scheme will have on the food and drink wholesale industry,” Smith said. “As an industry we want to play our part in protecting the environment but our actions must be measured and not stiﬂe our members’ growth and competitiveness.” Further details on the SWA’s training programme, and the official launch of its new Training Academy, will be unveiled in due course.

announced that MADL had raised over £11m for good causes since

CASH Bank of England’s most secure note yet enters circulation

TRADE SHOWS

its formation in 2008.

What’s the score with the new £20?

New learning event for Nisa’s 2020 expo

Harrow and goodbye (to your gantry) JTI has removed its tobacco gantries from three retailers convicted of selling illegal tobacco products. The removal of gantries from Kenton Superstores in Harrow, NJ Food & Wine in Staines, and KS News in Bilston takes the total number removed by JTI to 43. The company also called on other suppliers to review their relationships with the stores in question.

GroceryAid Awareness Day GroceryAid’s second annual Awareness Day will be held on Tuesday 3 March 2020. The day will focus on encouraging grocery colleagues to spread the word about the free emotional, practical and ﬁnancial support available from charity. Email news@groceryaid.org.uk t o get involved, or visit groceryaid.org. uk for more information and to download the free Awareness

The Bank of England’s new plastic £20 note enters circulation this month. It is printed on polymer, features the artist JMW Turner on the reverse, retains the distinctive £20 purple colour and is the bank’s most secure note yet. Sophisticated security features make it difficult to counterfeit but simple and quick to check: Q See through windows – Look at the metallic image over the main window. The Margate Lighthouse appears in gold foil with the Turner Contemporary gallery in blue and the foils are silver on the back. There is another small see-through window in the bottom corner of the note. Q Hologram image – The metallic patch under the main window contains the word ‘Twenty’. This changes to ‘Pounds’ when the note is tilted from side to side.

Paper £20 notes, featuring Adam Smith, remain legal tender and should be accepted as usual. These notes will be gradually withdrawn as they are banked. Notice will be given six months ahead of legal tender status being withdrawn. The new £20 note is the first to feature the signature of Sarah John, the Bank’s Chief Cashier. She said: “The new £20 is an important part of our commitment to providing banknotes that people can use with confidence. Our polymer notes are much harder to counterfeit and, with the £20 being our most common note, this marks a big step forward in our fight against counterfeiting.”

Nisa has added a series of ‘Category Talks’ to the agenda of its annual trade show, which takes place in March. The short workshops, hosted by heads of category from the Co-op commercial team, will include presentations sharing the latest insights, market and shopper trends in Beers, Wines and Spirits and Food to Go categories. The talks – intended to support Nisa partners in growing their businesses – are bookable via the Nisa Expo registration site. The exhibition will be held on 24 and 25 March at the National Agricultural Events Centre in Stoneleigh. Attendees will also have chance to taste new Co-op own brand products.

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News WHOLESALERS Boardroom reshufﬂe for buying group

Unitas changes its leadership structure Unitas Wholesale has reduced the number of members on its board from 16 to 12. The move came ahead of Simon Hannah’s (pictured) election to the position of Chairman, following a boardroom vote. The JW Filshill boss replaced the retiring Sam Wilcox. Unitas said the boardroom cull had been planned since the company was formed, and that the new structure “ensured a cross section of members within retail, foodservice, on trade and specialist member categories”. To facilitate this, four members offered to resign their positions: Regal Wholesale, JW Gray & Co, East End Foods and Time Wholesale. To promote further diversity, all Unitas board meetings will now have a senior female member Director

attending to provide insight and input, and promote a pipeline of future female applicants. Simon Hannah (pictured) commented: “There is a lot of ambition and energy within our membership and a lot of talent and experience within our board and execs. Our first very successful year has created an excellent platform for our members and suppliers to accelerate our growth together.” The Unitas Board is comprised of: Q Simon Hannah, JW Filshill Q Greg Suszczenia, AG Parfetts & Sons Q Manish Dhamecha, Dhamecha Foods Q Asim Sarwar, United Wholesale (Scotland) Q Jim Cummiskey, Failte Foods Q Andrew Wild, Wilds

One Stop names new BDM One Stop has appointed Bill Nelson to the role of Business Development Manager. He will assist with the current franchise portfolio – now standing at 200 – and work with One Stop to further its franchise growth plans. Nelson has over 20 years of experience in the symbol, wholesale and franchise convenience markets, and has won several awards.

Electronic shelf edge labels added to EDGEPoS Henderson Technology has launched EDGEPoS ESELs, an electronic shelf edge label system which integrates into its

Q Nick Ramsden, DB Ramsden & Co Q Kali Mulchandani, Imperial Cash & Carry Q James Russell, Blakemore Wholesale Q Marcus Singh, Hyperama Q Jay Suterwalla, Sutaka UK Q Amaan Ramzan, United Wholesale Grocers

EDGEPoS system. The tool uses electronic display modules fixed to the front edge of shelving to display specific product pricing that can be instantly changed from the back office. As well as reducing the time and cost for pricing management, the system allows for dynamic pricing.

Certas helps sick kids BUSINESS OPPORTUNITIES Chance to buy a piece of history

World’s oldest Post Office for sale A new owner is being sought for the world’s oldest Post Office, in Sanquhar, Dumfries and Galloway. Sanquhar Post Office first opened in 1712 and is a popular tourist attraction. Many philatelists visit to have their letters marked with a special handstamp bearing ‘The World’s Oldest Post Office’. The existing owner, Manzoor Alam and his wife, Nazra, have been in

charge since 2015 and are retiring at the end of May 2020. Sanquhar Post Office is on the market for £275,000 and it comes with a three-bedroom cottage. Nazra said: “It’s heart-breaking that we are selling this Post Office which has many special memories.” Interested parties should email enquiries@humberstones.co.uk or visit humberstones.co.uk.

Minimum wage rates to rise

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Q A 4.9% increase from £6.15 to £6.45 for 18-20-year olds Q A 4.6% increase from £4.35 to £4.55 for under-18s Q A 6.4% increase from £3.90 to £4.15 for apprentices The NLW ﬁgure equates to an annual pay rise of up to £930 for a full-time worker. It will also trigger increases in employers’

of customers from numerous forecourts within the company’s Scottish company owned network – has raised over £3,000 for the Royal Hospital for Children, Glasgow. Staff from Certas visited the hospital during the festive season to present the money and hand out selection boxes and presents to children. The company thanked Spar Scotland for its donation of 150 Christmas selection boxes.

Paypoint Chief Exec Headon steps down

BUSINESS COSTS

New National Living Wage (NLW) and National Minimum Wage rates will take effect from 1 April 2020. The National Living Wage (for over 25-year olds) will increase 6.2% from £8.21 to £8.72. The National Minimum Wage will rise across all age groups, including: Q A 6.5% increase from £7.70 to £8.20 for 21-24-year olds

Certas Energy – with the support

PayPoint boss Patrick Headon

National Insurance and pension contributions. Furthermore, the Chancellor has pledged to increase the NLW towards a new target of two-thirds of median earnings by 2024, provided economic conditions allow. Based on current forecasts, this would make it around £10.50 per hour.

has resigned from his role as Chief Executive with immediate effect. Headon had previously taken a three month leave of absence from the business at the end of September to receive treatment for a medical condition. Nick Wiles will continue in the role of Executive Chairman until a new Chief Executive is appointed.

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News VAPING American government takes drastic action to curb underage “epidemic”

Don’t be fooled by a fake Irish fifty Retailers should be on the lookout for counterfeit £50 notes being circulated in Scotland. The forgeries are of the current Bank of Ireland £50 note, which are purple with an image of the Old Bushmill distillery on the back. The fakes don’t have a watermark, foil hologram or security thread. Police Scotland advised retailers to decline any suspected counterfeit notes and contact them.

Responsible retailer lottery training continues Camelot has started the next phase of its ‘Being A Responsible Retailer: Supporting Healthy Play’ retailer training. Retailers will receive face-toface refresher training together with a new ‘Supporting Healthy Play’ leaﬂet outlining some key

Pod’s law: US bans flavoured vape cartridges The American government has banned the manufacture and sale of e-cigarette pods or cartridges in any flavour other than tobacco or menthol, in a bid to combat what the US Food and Drug Administration (FDA) labelled “epidemic levels” of youth use. Companies had until the end of January to comply, or risk FDA enforcement actions. The FDA’s 2019 National Youth Tobacco Survey found that more than five million US middle and high school students are current e-cigarette users – with a majority reporting a preference for podbased systems. Data from another federal survey showed youngsters are particularly attracted to e-cigarette flavours such

as fruit and mint, much more so than tobacco or menthol. “The United States has never seen an epidemic of substance use arise as quickly as our current epidemic of youth use of e-cigarettes” said US Secretary of Health and Human Services Alex Azar. “We will not stand idly by as this crisis among America’s youth grows and evolves.” FDA Commissioner Stephen Hahn said the ban “confirms our commitment to dramatically limit children’s access to certain ﬂavoured e-cigarette products we know are so appealing to them – so-called cartridge-based products that are both easy to use and easily concealable.” Hahn didn’t rule out the possibility of even more draconian measures:

“We’ll also closely monitor the use rates of all e-cigarette products and take additional steps to address youth use as necessary.” At the same time, the also FDA outlawed all other vaping products “for which the manufacturer has failed to take (or is failing to take) adequate measures to prevent minors’ access” and any vaping product targeted at minors or likely to promote vaping by minors. American vaping suppliers are very much at the mercy of the FDA in this respect. The health watchdog hasn’t approved any e-cigarette product for use in the US. This means all of those currently available are technically on the market illegally and are subject to FDA enforcement at the drop of a hat.

aspects of the training. They’ll also receive further details on a new National Lottery ‘Responsible Play’ terminal button.

CJ Lang posts strong Christmas sales Spar Scotland wholesaler and retailer CJ Lang & Son saw delivered sales to independent Spar retailers increase by 8.9% in the four weeks to 4 Jan 2020. In addition, like-for-like retail sales for company-owned stores were up 4.4% over the same period. The Dundee-based busines said its year-on-year growth had been driven by a strong licensed offer, food-to-go implementation and soft drinks.

Lidl hits 100 store mark Lidl opened its 100th store in Scotland at North End Park, Cowdenbeath on 25 January as part of its ongoing expansion plans. The discounter intends to open a further 12 new stores across the country in the next two years. The milestone follows Lidl’s claim to be the fastest growing bricks and mortar supermarket over the festive trading period, with 11% year-on-

SYMBOL GROUPS Staff take on sub-zero challenge

One Stop staff chill out for charity Seven intrepid One Stop colleagues have completed a four-day Arctic expedition, after raising over £11,000 for The Alzheimer’s Society – quadruple their original £2,500 target. Led by Sheffield Handsworth store manager Marc Detrich (pictured right on a previous trip), who has led multiple charitable expeditions for One Stop, the group set off on 13 January, trekking north of the Arctic Circle towards a remote village where they slept on a frozen lake. The expedition included snowshoeing in the mountains and a seven-hour 50km husky challenge. Marc has had the full support of One Stop from the outset, using money from the company’s new ‘Community Chest’ initiative to get the fundraising ball rolling. “The idea is that you start with a small investment from the One Stop Community Chest funding and aim to double it with your fundraising activities,” he explained.

“It was clear that within a month our original target of £2,500 was going to be surpassed so we just kept adding to it. One Stop have been very supportive, providing lots of different items for us to sell, plus funded elements of the trip.” The team fundraised in a variety of ways, including bake sales, collection tins on the till and running fun days in the summer. Each member is also paying personally for many of the elements of the trip. All the money raised will go directly to The Alzheimer’s Society. Donations can be made at justgiving. com/onestoparcticchallenge.

SYMBOL GROUPS

Fresh start with Costcutter Costcutter Supermarkets Group has launched a major recruitment drive, offering independent retailers a ‘fresh start’ in 2020. The campaign is focused on demonstrating the growth existing retailers have experienced through embracing key shopper trends around healthy eating and increasing demand for fresh food, vegan and free-from ranges through its ‘Shopper First: Drive Five to Thrive’ growth programme. It features Costcutter retailers and shopper testimonials, as well as case studies and insights in to the levels of support Costcutter offers its retailers, all of which is housed on a new dedicated website www.freshstart. costcutter.com The recruitment drive will be headed by CSG veteran Jamie Davison.

year Christmas sales growth. KEEP UP WITH THE LATEST NEWS AS IT HAPPENS – FOLLOW US ON TWITTER @SLRMAG

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News SYMBOL GROUPS Filshill stores dig deep for charity

Note as strong as they were supposed to be Almost 50 million plastic £5 and £10 notes have had to be replaced due to wear and tear.

KeyStore retailers back Christmas foodbank campaign

Ireland.

Keystore retailers and their customers donated food and other much-needed products to 42 foodbanks during a high-profile campaign launched before Christmas. The KeyStore Christmas Foodbank campaign saw wholesaler JW Filshill distribute food containers across the KeyStore estate from Doncaster in the south to Wick in the north, with the foodbanks benefiting from a mammoth 356 full containers of products collected. Charities receiving donations included Caithness Foodbank, which has centres in Wick and Thurso; Kirkcaldy Foodbank in Fife; Drumchapel Foodbank in Glasgow; Inverclyde Foodbank in Greenock; and Middleham Church Foodbank in northeast England. Filshill’s Retail Sales Director Craig Brown praised retailers for really getting behind the initiative: “This has been a hugely successful campaign and it struck such a chord with KeyStore retailers that some have decided to continue collecting for their local foodbanks throughout the year. “Our stores are all very much in the heart of their local communities, so this campaign was a thoughtful way for retailers to support people in need in their area at a time of year when many struggle.” The KeyStore collection points allowed customers to donate non-perishable food products, including packaged cereals, rice and pasta, pasta sauce, tinned

pladis gets Painter in

APPOINTMENTS New job for convenience veteran

BUSINESS TOOLS

Robin Thomson joins CJ Lang as Area Manager

TWC launches suite of retail insight software

Polymer £5 notes were launched by the Bank of England in 2016, with tenners following a year later. They are supposed to last an average of ﬁve years in circulation, compared to two for paper money. Damage to the notes, which can allegedly survive a spin in a washing machine, was mainly caused by folds, tears, holes and foil wear.

Booker bails out Tesco Like-for-like (LFL) sales at wholesaler Booker rose 4.1% over the 19 weeks to 4 January, according to parent company Tesco. There was 5% LFL growth during the 13 weeks to 23 November, which slowed to a 2.3% increase for the six-week Christmas period. The strong performance helped nudge the overall Tesco group to a 0.4% rise in LFLs in the UK and

Snacking giant pladis has appointed Geoff Painter as Chief Insights Ofﬁcer. Painter joins pladis from rival PepsiCo, where he spent over 20 years in its food and beverages businesses, most recently leading Insights & Analytics for Asia Paciﬁc. As part of his new role, he will be accountable for leveraging the talent, skills and technology needed to pinpoint growth opportunities and turn insights into market leading initiatives.

Two new faces for Scotland Food & Drink board Scotland Food & Drink has appointed Lucinda BruceGardyne and Alison Milne as new Directors. Bruce-Gardyne is a specialist in gluten-free foods and founder of gluten-free bakery brand Genius Foods. Milne brings a wealth of experience in the agriculture and wider food and drink supply chain. She is currently a partner in A Milne &

meat and vegetables, tea and coffee, biscuits, and UHT milk and fruit juice. Vital non-food products, including pet food, toiletries, feminine products, baby supplies and household items were also donated. Last year, KeyStore retailers made 85 individual donations to community groups, schools, charities and sports clubs.

CJ Lang has recruited Robin Thomson to bolster its companyowned stores estate as Area Manager for the Dundee, Angus, Falkirk and Grangemouth areas. Thomson latterly was a Regional Business Manager with Scotmid and prior to that was an Area Manager for Botterills Convenience Stores. Brian Straiton, Company-owned Stores Operations Director at CJ Lang, said: “It’s great to have secured the appointment of Robin. He brings a wealth of experience, knowledge and leadership with over 30 years in the convenience retail trade. This is a great addition to the team. It strengthens our team and Robin joins us at a very exciting time as the business continues to move forward with renewed energy and pace. Our companyowned stores estate has been working on a back to basics initiative, whilst renewing our retail operations across our own retail estate.” Thomson added: “I’m delighted to have joined the business. I have previously worked alongside the CJ Lang business, being a part of Spar Scotland when I was Area Manager with Botterills Convenience Stores. I’m looking forward to returning to convenience retailing with CJ Lang. “This is a very exciting time and the business has made many changes in the last 18 months. I’m delighted to be part of the team taking the business forward.”

Customers at AJ Benning’s KeyStore More in Cowal View, Gourock were more than generous.

Data and insight specialist TWC has launched Alchemy Elements – a modular, cloud-based suite of digital tools that lets retailers and wholesalers really get to know their customers through identifying, and managing, growth opportunities to the beneﬁt of suppliers and route-to-market chains. Alchemy Elements consists of ﬁve separate modules – Learn, Share, Engage, Reward and Perform – which can be used individually or collectively. All are easy to use, scalable and have been designed to deliver business advantage. Commenting on the launch, TWC boss Tanya Pepin said: “Alchemy Elements is a powerful suite of tools for the industry that offers a closed loop solution right through from understanding individual customer behaviour, to monitoring and managing compliance, and rewarding best practice.” Further information on the software can be found at twcgroup.net.

Son family farming business. KEEP UP WITH THE LATEST NEWS AS IT HAPPENS – FOLLOW US ON TWITTER @SLRMAG

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Business Rates

News Extra

NewsExtra SOAK UP MORE SALES WITH BOTTLED WATER – P32 BUSINESS COSTS 27 business groups send joint letter to MSPs

THREAT TO UNIFORM BUSINESS RATE PROMPTS INDUSTRY-WIDE RESPONSE An amendment to the Business Rates Bill that will shortly pass into law has raised concerns that handing control of the system to local authorities would lead to more complexity – and increased costs.

Twenty-seven of the country’s leading business representative groups and sectoral trade associations have written a joint letter to MSPs, urging them to vote to retain the Uniform Business Rate (UBR). The move follows a Green Party amendment to the Non-Domestic Rates Bill – currently at Stage 2 of the Scottish Parliament’s legislative process – which would end UBR and instead give each local authority the right to set its own poundage rate, rates reliefs and any local rates supplements. Before this, business had largely supported the Bill, which proposes the first major reform of business rates in Scotland for decades. The Bill was introduced last March following the 2017 Barclay review, which made a series of recommendations seeking to enhance and reform Scotland’s business rates system. However, the Green’s move was too much for the trade bodies. Their joint letter said: “Our ambition is for a competitive rates system and one that better reflects economic and trading conditions. It is why we have supported the thrust of the Bill. “However, we are profoundly concerned with the abolition of the Uniform Business Rate and Scotland-wide rates reliefs, and the consistency and predictability they bring. www.slrmag.co.uk

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“We fear this could lead to higher business rates bills, at a time when the poundage rate is already at a 20-year high and with a further increase pencilled in for this Spring, and when businesses want to invest and grow the Scottish economy.” Business rates currently raise £2.8bn and are set to rise by a further £13.2m in April. The signatories represent a wide cross section of Scottish industry including manufacturing, retail, property, tourism, hospitality and leisure. They include Association of Convenience Stores boss James Lowman; the SGF’s Pete Cheema; Colin Smith, Chief Executive of the Scottish Wholesale Association (SWA); and David Lonsdale, Director of the Scottish Retail Consortium (SRC). Lonsdale said the joint letter sent a “clear and unequivocal message from a formidable cross-section of industry representatives,” adding that handing control to councils would “simply add further complexity and cost into the rates system.” It is the latest example of the pressure the SRC is applying over the issue. Lonsdale – along with representatives from FSB Scotland, and UKHospitality – met with Finance Secretary Derek Mackay in December to voice his concerns.

The SRC also made a four-page submission to the committee of MSPs steering the Bill through Holyrood. This noted that “past experience in Scotland of locally set business rates was not a happy one, and that inflation-busting increases in council tax only adds to concerns that ratepayers would see higher bills if rates were set by councils”. It also pointed to the current situation in Northern Ireland where councils set the business rate and rates bills are 19% higher than in Scotland. On top of this, the amendment places a question mark over the First Minister’s recent pledge of rates relief for retailers who install reverse vending machines. The SWA’s Smith said: ““We don’t agree that handing over control of the rating system to Scotland’s local authorities is the way forward – it would result in a rates system that is more complex and costly, and put further pressure on hard-working business owners.” The final Stage 3 vote on the Bill is expected to be held on 4 February 2020. The amendment isn’t supported by the Scottish Government but – as the SNP doesn’t hold a parliamentary majority and with other parties in favour of handing control to councils – the outcome is far from certain.

Convenience Matters with the SGF Brexit – or at least the first stage of it – has finally happened. However, the concerns of industry have not reduced and statements from the UK government have continued to cast serious doubt on any possibility of frictionless trade. Business raised serious concerns about possible food price rises and job losses after the Chancellor announced that he would end regulatory alignment with European Union rules. It has always been difficult for the convenience sector in Scotland to assess what impact Brexit would have. Information and guidance from the UK government has tended to be very technical, focused on exports and difficult to translate down to the level of small business. But even with this in mind has there been enough debate and analysis about Brexit and how it might affect retailers? At SGF we are the industry lead on the Scottish Government Food Sector Resilience Group (chaired by the Cabinet Secretary for the Rural Economy) and we receive direct briefings from the UK government’s Department for Business and Industry. This is all very helpful but there has been no effort to map out where any Brexitrelated pressure points might be across the convenience supply chain in Scotland. The drastically reduced storage capacity and just in time stock control system in convenience means that any shortages would be visible very quickly. Are we being too complacent? There is a window between now and the end of the transition period in December when we must get together to ensure our industry is Brexitproof. We cannot run the risk of having empty shelves.

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Comment

AUTHENTICITY KEY IN AN INCREASINGLY ‘WOKE’ SOCIETY

EDITORIAL Publishing Director & Editor Antony Begley 0141 222 5380 | abegley@55north.com Web Editor Findlay Stein 0141 222 5389 | fstein@55north.com Editorial Contributor Karen Peattie

I’ll admit that the first time I read the word ‘woke’ in what looked like an out-ofcontext scenario I had to go and Google it to find out what it meant. If Wikipedia is to be believed, ‘woke’ is actually a “a political term of African-American origin referring to a perceived awareness of issues concerning social justice and racial justice”. The word has now been adopted and expanded by the Instagram and Facebook generation to refer to awareness of a broader range of issues including social justice but also extending to things like sustainability, mindfulness and simply caring for our fellow human beings. Whatever it means, it’s clear that a significant part of today’s society – and in particular the younger generation – is more ‘woke’ than ever, and that has to be a good thing. This trend also has potentially very significant repercussions for local retailers. But how precisely do retailers appeal to the woke generation? In a word, authenticity. The woke generation has had access to the internet since the day it was born and understands the power of information in a way that older generations perhaps don’t. They know that Google makes it increasingly difficult for brands to hide the skeletons in their closet. The sweat shops in the Far East. The non-recycled and non-recyclable packaging. The behind-the-scenes financial support for loathsome politicians. That sort of thing. And this is where authenticity and transparency comes in and not just for brands but for retailers too. Today’s younger shoppers expect brands (and retailers) to have a woke approach to business and they expect those brands and retailers to live by that approach. Possibility the worst thing a brand or retailer can do is shout about their principles and corporate social responsibility policies – and then get caught not living those principles. All of this occurred to me as I wandered round the recent Scotland’s Speciality Food Show talking to dozens of very small producers and hearing their occasionally heart-wrenching but invariably inspiring stories. The one thing the vast majority had in common was a contagious passion for what they are doing and an openness that you rarely find in the world of big brands where the human element has been almost entirely purged. These companies and products have character and, being mostly handmade, they also have real quality. The point? Stocking Scottish, regionally and locally-produced products is one great way of engaging with a woke society. Small producers making small-batch products with love and passion, a great backstory to tell and more often than not with impeccable sustainability credentials too. And by stocking local products, food miles are decimated into the bargain. What better way to become a destination store in your area?

ADVERTISING Advertising Manager Robert Aitken 0141 222 5302 | raitken@55north.com

DESIGN Design & Digital Manager Richard Chaudhry 0141 222 5388 | rchaudhry@55north.com

EVENTS Events & Operations Manager Kirsty McDowall 0141 222 5383 | kmcdowall@55north.com

CIRCULATION & SUBSCRIPTIONS Scottish Local Retailer is distributed free to qualifying readers. For a registration card, call 0141 222 5381. Other readers can obtain copies by annual subscription at £50 (UK), £62 (Europe airmail), £99 (Worldwide airmail). 55 North Ltd, Waterloo Chambers, 19 Waterloo Street, Glasgow, G2 6AY Tel: 0141 22 22 100 Fax: 0141 22 22 177 Website: www.55north.com Twitter: www.twitter.com/slrmag DISCLAIMER The publisher cannot accept responsibility for any unsolicited material lost or damaged in the post. All text and layout is the copyright of 55 North Ltd. Nothing in this magazine may be reproduced in whole or part without the written permission of the publisher. All copyrights are recognised and used specifically for the purpose of criticism and review. Although the magazine has endevoured to ensure all information is correct at time of print, prices and availability may change. This magazine is fully independent and not affiliated in any way with the companies mentioned herein. Scottish Local Retailer is produced monthly by 55 North Ltd.

ANTONY BEGLEY, PUBLISHING DIRECTOR 10

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Cover Story

Local Sourcing

THE POWER OF GOING LOCAL

Sourcing Scottish, regional and local products is an excellent way of setting your store apart from the competition, supporting the local economy and improving your sustainability credentials. BY ANTONY BEGLEY

n today’s increasingly socially aware culture, it seems clear that an increasing number of consumers are looking for more than mass-produced brands that have crossed half the planet to end up on your store’s shelves. The reasons behind this are many and varied but include concerns around quality, sustainability, social responsibility and authenticity. This trend dovetails neatly with the drive among many retailers to distinguish 12

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HAWKEAD WHISKY SMOKED (GLASGOW) Hawkhead Whisky Smoked offers an awardwinning range of salts, syrups and cashews that are smoked by burning genuine whisky casks sourced from Scottish distilleries. This creates the company’s signature smoky ﬂavour. The smoked salts are fantastic for seasoning any dish, while the cocktail syrup adds depth and complexity to any drink which can be accompanied by the cashews to make the perfect end to the day. E: info@whiskysmoked.com W: whiskysmoked.com

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Local Sourcing

THE GAEL SIGNATURE SCOTTISH GIN (DUNKELD, PERTHSHIRE) The Gael Signature Scottish Gin is five-times distilled for a pure taste and premium quality. It is created, distilled and produced in Scotland, with the title inspired by the Scottish fiddle tune The Gael, written by local folk hero Dougie MacLean. The company uses a blend of traditional botanicals with a hint of Scottish heather, creating a “moreish gin with a light citrus nose, following through with juniper, cardamom and a warm finish”. RSP is £40 for a 70cl bottle and £18.50 for a 20cl. E: nigel@thegael.co.uk W: thegael.co.uk

ORKNEY CRAFT VINEGAR (ORKNEY) Orkney Craft Vinegar is made from either a wine (honey, rhubarb or seaweed) or a beer (malt), then fermented on again into vinegar. The barley used for its malt vinegar is bere barley, an ancient grain unique to Orkney. A “hyperlocal and sustainable brewery”, it produces handcrafted, raw, unfiltered, living vinegar in a range of unusual ﬂavours. Highland Park Malt Vinegar, anyone? E: tom@orkneycraftvinegar.com W: orkneycraftvinegar.com

Cover Story

DELIQUESCENT (KELSO) Microbatch spirits specialist Deliquescent produces a range of weird and wonderful products including the world’s first Haggis Gin. Hailing from what is apparently “Scotland’s only Micropub” the company produces everything from Rhubarb Rock, Candy Floss and Toffee Apple gins to Hot Cross Bun, Passionfruit and Lemon & Elderﬂower gins. E: rutherfordltd@googlemail. com W: deliquescent.co.uk

SCOTCH & CO (IRVINE) Scotch & Co use the very best local produce to handmake awardwinning, scrumptious, soft-centred Scotch eggs in a range of the country’s favourite ﬂavours. These include traditional pork; chorizo & pork; haggis & pork; Stornoway black pudding & pork; and pork & mustard. They even have a vegetarian option or, in their own words, “we have something for every customer looking for unique and delicious ready to eat food”. E: jacq@scotchandco.co.uk W: scotchandco.co.uk

BADACHRO GIN (BADACHRO, WEST HIGHLANDS) Badachro Gin is distilled from botanicals surrounding the Highland distillery wilderness. The company says “this gin truly demonstrates how attention to detail, genuine small batch artisan production and authentic provenance benefit the final product”. E: gordon@badachrodistillery.com W: badachrodistillery.com

CUSHIEDOOS (EDINBURGH) Cushiedoos is a natural Scottish tonic water made with a blend of botanicals, Scottish mountain water and no quinine. The four botanicals include heather, silver birch, yellow gentian and wormwood. The product is less sharp than other tonics and low in sugar. E: andrew@cushiedoos.com W: cushiedoos.com

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Cover Story

Local Sourcing

ICE & FIRE DISTILLERY (CAITHNESS) Ice and Fire Distillery produces small batch artisan gin and rum. Crofters Tears gin is a true Highland Representation with purple heather ﬂowers in the gin and embossed on the bottles. Caithness Highland Gin made from salmonberries and rhubarb is a delightfully smooth spirit and Caithness Raiders Rum is made from yellow gorse ﬂowers and local honey to give a delicious golden rum. E: rookums@aol.com W: iceandfiredistillery.com

GRACE CHOCOLATES (STIRLING) These outstanding chocolate trufﬂes are handmade in Stirling by ladies who have touched the Scottish criminal justice system and are choosing to make positive changes in their lives. Delicious to taste, made in Scotland and with a social purpose – what’s not to love! E: gracechocolatesuk@gmail.com W: gracechocolates.co.uk

LOVE TONIC (HIGHLANDS) Love Tonic is a fresh tasting, quinine-free, sparkling mixer using carefully selected ingredients combine to enhance any spirit, rather than masking the taste. It can be mixed with gin, vodka, tequila and even whisky and rum to experience a whole new taste. Or enjoy it as a soft drink. E: ruairidhross@lovetonic.com W: lovetonic.com

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themselves from the competition, or to put it another way, to become destination stores. Why should a customer pass another store to visit yours instead? One simple way of achieving this is by stocking a range of locally produced products and by shouting about them both in-store and on social media. As many retailers have known for a long time, customers are often willing to pay a premium for products such as meat from the local butchers or bakery products made in the local area. If that model works, it makes sense to make more of locally sourced lines in-store. There is of course a whole world of small producers sitting well under the radar who never make it onto the shelves of a wholesaler – but all of them are looking for new listings, and all of them could potentially help your store grow its footfall, sales and profits. Naturally, the best place to find these under the radar businesses is in your local area, but there are a number of small producer focused events where retailers can seek out new and interesting products that might add a little something special to their stores. One such event is Scotland’s Speciality Food Show which took place at the SEC in Glasgow last month. www.slrmag.co.uk

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Local Sourcing

Cover Story

RUMBARRA (LOCHGELLY, FIFE) Rumbarra Orach is a ‘Scottish Discovered Caribbean Rum’ that takes genuine rum from Barbados and gives it a Scottish twist, small batched and hand crafted in Scotland. Smooth, sweet and delicious, it has more than a whiff of the pirate about it and would certainly add a new dimension to a spirit’s fixture. E: garry@rumburra.com W: rumbarra.com

The event attracted over 170 small producers as well as a very significant number of buyers. The mix and range of food and drink available was striking, with strong representation from many regions of Scotland including Argyll, Fife, Orkney and Shetland. A wander around the show highlighted a few things that may be worthy of interest for local retailers. Firstly, the passion on display is phenomenal. For many of the 170 or so producers, their products are their life’s work. Many are hand-crafted and pretty much everything I sampled was of fantastic quality. Secondly, every product has a story to tell. One great example is Grace Chocolates, which has an inspiring backstory about how the company employs women who have just left prison in Stirling to help them rehabilitate themselves (with remarkable success) as well as making outstanding chocolates. Thirdly, virtually every company I spoke to had at least one eye on sustainability issues, and frequently both eyes, going to great lengths to minimise their carbon footprint in myriad different ways. Then there’s the not insignificant fact that simply by buying local you are by default minimising food miles while also supporting the local economy. Yes, some of these companies may struggle with volumes and working with some of them may involve a bit more work than simply making an order on your symbol group’s website, but with so many shoppers seeking products with character, products with a story to tell and products of outstanding quality, this is a small price to pay. To help give you a flavour of what’s out there at the moment, we have chosen a few interesting products from the show. www.slrmag.co.uk

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BPLASTICFREE (ANSTRUTHER) It may not be a food or drink product, but Waxyz from Bplasticfree is worth a look as it is a unique, reusable, vegan-friendly food wrap made in Scotland. The wraps are fresh, bright, contemporary and modern, and could help retailers maximise awareness of their sustainability principles. Retailers can also enhance their consumer experience by creating their own-branded Waxyz. E: catriona@bplasticfree.com W: bplasticfree.com

GROWERS GARDEN FARMERS COLLECTIVE (ACROSS THE EAST OF SCOTLAND) Growers Garden is a group of 16 Scottish farmers who, in a bid to diversify, reduce food waste and promote sustainable farming make use of ‘wonky’ or discarded fresh broccoli to produce healthy, tasty snacks. They offer four varieties: naked; sour cream & chive; cheese; and chilli. All ﬂavours are gluten free, dairy free and vegan, including the cheese! E: nicole.spittle@growersgarden.com w: growers-garden.com

LETTY’S FRUIT VINEGARS (ABERDEENSHIRE) Letty Williamson made raspberry vinegar to sell in the family farm shop in Aberdeenshire from the late 1970s until the late 1990s. Her son Grant and his wife Dot revived the old family recipe in the early 2000s. A lot of hard work concocting, testing and tasting led to a selection of unique, artisan Pure Fruit Vinegars. These versatile vinegars can be used as a dressing, marinade or drink. The latest addition to the collection is Raspberry and Chilli vinegar which is proving extremely popular. E: pete@lettys.co.uk W: lettys.co.uk

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News

Products

SOFT DRINKS

Drench overhaul includes new PMP Drench has refreshed its pack design to draw more attention to the juice drink’s “great taste and flavours”. The updated look also includes new, simplified flavour names – Mandarin & Lemon is now called Citrus; Peach & Mango becomes Tropical; and Pear & Blueberry is grouped as Berry. The updated packs have simple, clear descriptions and vibrant designs that make it easier for people to identify flavours on-shelf. They have also rolled out with a PMP format, money moving from £1 per bottle or 2 for £1.70, to 79p per bottle. The refreshed packs also highlight that Drench is free of artificial preservatives, flavours and colours. The Drench range is available now in a 500ml and 500ml PMP bottle format. For more information call Britvic on 0345 7581781 or visit britvic. com.

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ProductNews UP YOUR FOOD-TO-GO GAME – P34 CONFECTIONERY Football-related promo returns for 2020

Find a shiny and win a legend with Cadbury Cadbury has kicked-off the New Year by offering shoppers the chance to win an experience with a Premier League legend. The ‘Find A Shiny, Win A Legend’ promotion runs until 31 March and also gives consumers the chance to get their hands on pairs of Premier League tickets as well as prizes from Panini. A ‘shiny’ – as anyone who has ever tried to fill a Panini album will tell you – is a rare and much sought after metallic foil sticker. The promo is supported by media and out-ofhome campaigns. Bespoke POS is available. If shoppers buying any participating Cadbury product find a shiny in-pack they will instantly win an experience with the Premier League legend that features on it. These include former England

internationals Ian Wright, Gary Neville, Michael Owen and Jamie Redknapp, along with former Republic of Ireland, Newcastle and Manchester City goal-keeper Shay Given. Winners just need to follow the instructions on the reverse to claim their prize. If shoppers don’t find a shiny in participating packs they can visit legends.cadburyfc.com and upload a picture of the front of their pack with the Cadbury logo visible, and they too could be in with a chance of winning hundreds of other Premier League prizes. Prizes include 50 pairs of tickets to Premier League games or any one of 2,600 Panini prizes, including 300 fully complete softcover sticker albums and stickers, 300 hardcover sticker albums and one of 2,000 boxes of Panini stickers.

SNACKS

Walkers Max gets new packs and more Walkers has given its Max sub-brand a major overhaul that includes new products, new formats and a packaging redesign – all backed by a substantial marketing investment. NPD comes in the form of Walkers Max Double Crunch, crisps that are cooked for longer to give – as the name suggests – twice the crunch of Walkers Max. The new range is available in sharing bags and grab bags across four new flavours – Bold BBQ Rib, XXL Chicken & Chorizo, Loaded Cheddar & Onion and Original Sea Salt. Additionally, the Walkers Max Strong range – currently growing at 21% year-on-year – benefits from the addition of a Fiery Peri-Peri variant. In tandem with the NPD, the sub-brand has launched variety six-packs of its top-performing flavours across the Max (Punchy Paprika, Fiercely Flamin’ Hot and Sizzling Flame Grilled Steak), Max Strong (Hot Chicken Wings, Jalapeño & Cheese and Chilli & Lime) and new Max Double Crunch (Loaded Cheddar & Onion, Bold BBQ Rib and XXL Chicken & Chorizo) ranges. Packs across the full Max family have been revamped to unify the range and increase on-shelf standout. A marketing campaign in February and March will support both the re-brand and NPD launch, spanning TV, out-of-home, social and PR activity.

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Products

News

TOBACCO ACCESSORIES Swan brand benefits from burst of NPD

Republic Technologies unveils six new filters

Rubicon revamps range Rubicon has unveiled new pack designs across its whole range in a bid to enhance the brand’s on-shelf presence. The redesign introduces a modern new look which promotes Rubicon’s ﬂavour range and taste, designed to attract new consumers to the Barr Soft Drinks brand. “The new pack design has performed really well in consumer research, with consumers viewing the new-look packs as vibrant, modern and eye-catching,” said Adrian Troy, Marketing Director at Barr Soft Drinks. “The new pack design will increase Rubicon’s appeal and relevance to existing shoppers as well as bringing new consumers into the brand, thus driving retailer sales.” Alongside the new pack design, a reformulated fruitier-tasting recipe will be

Republic Technologies has unveiled its biggest ever NPD programme with the introduction of six new filters from its Swan brand into Scotland’s £29m category. The rollout comprises three menthol products, including two crushball filters, a carbon paper filter for enhanced filtration, a Swan Long Extra Slim Filter (50% longer than standard) and the most environmentally friendly filter in the Scottish market. The move comes ahead of the May ban on menthol and crushball cigarettes, and as the accessories market continues to outperform total tobacco, with growth of 4.5% year-onyear. The filters sector is leading the charge, up 9.2% year-on-year. The full range comprises: Q Swan Cool Menthol Filter: This filter is a sister product to the current Swan Menthol Filter, comprises cellulose acetate fibres and delivers a cool menthol sensation. RSP: £1.09 (120 per box). Q Swan Cool Burst Crushball Filter: The embedded capsule can be activated at any time to release a cool menthol flavour sensation. These filters contain no animal products. RSP: £1.29 (54 per pack). Q Swan Fresh Burst Crushball Filter: The strong peppermint flavour capsule can be crushed at any time. These filters contain no animal products. RRP: £1.29 (54 per pack).

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Q Swan Graphite Filter: A 100% biodegradable filter, this extra slim product is made with carbon paper. Republic said it “delivers the ultimate in filtration”. RSP: £1.14 (120 per box). Q Swan Long Extra Slim Filter: Developed to reduce the amount of tobacco required per cigarette (and more representative of a factory-made cigarette), this is the longest ever Swan filter (50% longer than the standard 14mm Extra Slim Filter). RSP: £1.03 (80 per box). Q Swan Eco Loose Filter: 100% biodegradable and the most environmentally friendly filter on the UK market. Natural ‘ochre’ coloured, due to no bleaching of the paper. It degrades three times faster than standard cellulose acetate filters. RSP £1.39 (200 per box).

introduced on the Rubicon Still range, delivering a “much better” taste while remaining below the sugar levy. The improved taste will be ﬂashed on the front of packs. The new-look packaging will be rolled-out across the whole Rubicon brand during the ﬁrst few months of 2020, including the new Stills recipe packs. New POS is available to help highlight the packs on shelf. For trade enquiries, call 01204 664 295.

Bosh partners with Vitalite Dairy-free spread Vitalite has teamed-up with vegan inﬂuencers BOSH! for its latest promo. The campaign features an exclusive free trial of the new BOSH! Method Online Plan across ﬁve million promotional packs. The BOSH! Method is an online ‘Healthy Vegan Plan’, that offers meal plans, recipes

“We’re developing a wider range of products for improved customer choice, enabling retailers to capitalise on the strong performance of the accessories category and to take advantage of the margin opportunities offered by Swan,” said Gavin Anderson, General Sales Manager, Republic Technologies (UK). “We’re confident that the introduction of six new filters from the iconic Swan brand will contribute to the sustained value growth of Scotland’s tobacco accessories category in the future.”

and lifestyle hacks to help show consumers “just how easy, delicious and fun plant-based living can be”. The promotion, which runs for six months initially, is supported by Vitalite and BOSH! social media, consumer competitions and shopper media.

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News

Off-Trade

Pernod Ricard breaks ice Pernod Ricard has launched a campaign that highlights

Off-TradeNews

the power of genuine social connections and encourages consumers to reach out across divides and connect in their communities. The contentdriven campaign leads with a four-minute ﬁlm that highlights the enjoyment of getting together and having authentic conversations. The full ‘Break the ice’ ﬁlm can be viewed at bit. ly/2RwY82F.

RTD calorie cut called for Action on Sugar has called for RTDs to be reformulated to the same criteria set by government in the Soft Drinks Industry Levy. The pressure group examined 154 products and found less than half (41%) had some form of nutrition information on pack and only 9% displayed details of sugar content. A spokesperson said RTDs were often consumed “without a moment’s consideration to how much sugar and alcohol goes

LIFE AFTER THE MENTHOL BAN – P38 MINIMUM UNIT PRICING The average Scot is drinking less

Off-trade sales fall in MUP’s first year The volume of pure alcohol sold per adult in Scotland fell by 3.6% in the year following the introduction of Minimum Unit Pricing (MUP), according to a study conducted by NHS Health Scotland. Compared to the twelve months which preceded implementation of MUP in May 2018, the volume of pure alcohol sold per adult in the off-trade in Scotland decreased from 7.4 to 7.1 litres. This boils down to the average adult in Scotland cutting consumption by the equivalent of about a 70cl bottle of vodka. It also means they’re still downing in the region of 27 bottles a year. In England & Wales – with no MUP in place – the figure rose from 6.3 to 6.5 litres. Sales of cider fell the most (down 18.6%), while sales of spirits fell by 3.8%, and beer sales remained relatively stable (down 1.1%). Sales of cider, spirits

and beer all increased in England & Wales over the same time period. Fortified wine – already priced above 50p per unit anyway – was the only drink category where sales increased in Scotland. The findings also suggest Scots aren’t crossing the border to bulk buy booze in any great numbers; alcohol sales in the north of England were similar to the rest of England & Wales. However, Lucie Giles, Public Health Intelligence Advisor at NHS Health Scotland, said: “We will continue to examine a variety of data sources to ensure we understand cross-border activity as far as possible.” NHS Health Scotland plans to conduct further studies looking at longer term, post-MUP data. The Scottish government will review the MUP level after May, two years on from its introduction.

into making them”.

CBE for Diageo CMO Syl Saller, Chief Marketing and Innovation Ofﬁcer for Diageo, was awarded a CBE in the New Year 2020 Honours List for services to business and equality in the workplace. Throughout a 20-year career at the drinks giant, Saller has been responsible for the development of brand strategies to fuel growth and business performance. She

RTDs

WKD reveals its dark side SHS Drinks will launch WKD Dark Fruit in early spring, as a permanent addition to the WKD range of RTDs. Aligned to existing brand variants in terms of ABV, retail pricing, and bottle sizes (i.e. 4% ABV, 275ml and 700ml), the new ﬂavour will also appear in a 4 x 275ml format and in £2.99 pricemarked 700ml, exclusively for independents. The launch will be supported by instore media, off-shelf display, POS kits, social media engagement and digital advertising – all featuring the brand’s tongue-in-cheek messaging. SHS hopes the new variant will build on the foundations WKD laid down in 2019 when brand volumes in the UK impulse sector grew over 19%.

was appointed CMO in 2013.

Gin gong for Tobermory Tobermory Gin has won the title of Best Scottish Classic Gin at the World Gin Awards. The Mull-based artisan Hebridean distiller took the prize despite launching the ﬁrst-ever gin in its 222-year history only six months ago. Distilled in a John Dore & Co copper still in a newly built gin house at the distillery, the gin is made with 13 hand-selected botanicals including juniper, elderﬂower and sweet orange

LOW/NO ALCOHOL This puggy won’t get you puggled

Morgenrot hits a winning Streek Drinks importer Morgenrot has extended its vandeStreek selection of low alcoholic brews from the Netherlands with the launch of a fresh and fruity sour beer called Fruit Machine. Available in 33cl eye-catching bottles in cases of 24, the new Fruit Machine (ABV < 0.5%) is brewed with fresh raspberries and blueberries and uses Amarillo and Cascade hop varieties to create what Morgenrot called “a fresh sour fruit bomb”.

Arriving in tandem with Fruit Machine is vandeStreek’s award-winning Playground IPA (ABV < 0.5%, 33cl cans, cases of 24). The beer picked up a Bronze in the ‘Speciality Beers’ category at the International Beer Challenge 2019, as well as a Gold Medal at the Brussels Beer Challenge 2019. For more information, call Morgenrot on 0845 070 4310 or email enquiries@ morgenrot.co.uk.

peel. KEEP UP WITH THE LATEST NEWS AS IT HAPPENS – FOLLOW US ON TWITTER @SLRMAG

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Advertorial

COSTCUTTER WILL GET YOUR STORE HEALTHY IN 2020 Costcutter can help you grow your sales and attract new shoppers by tapping into the healthy eating growth trend

WHY BECOME A COSTCUTTER RETAILER? GROW YOUR SALES BY 20% Find out how our unique Shopper First growth programme, highly skilled BDM team and incredible range, including Co-op Own Brand, can drive your sales. ATTRACT NEW SHOPPERS With our sector-leading marketing and tailored shopper insights, we can help you attract new shoppers into your store. EXCEPTIONAL COMMERCIAL TERMS No fees, no surcharges and a rebate of up to 6% makes our commercial terms the most attractive in the sector. Here’s how Costcutter can help you get your store healthy in 2020: Q Unique Shopper First insights to tailor your store’s healthy eating range Q Exceptional healthy eating, ‘free from’ and vegan range Q Amazing fresh and healthy Co-op Own Brand products Q Excellent expertise to help you grow your healthy eating sales

Can you afford to not sell healthy? 45% of shoppers are trying to improve their health through their diet (Source: him). And healthy eating is good for your business: Q +5% increase in dwell time Q +17% increase in basket size Q +14% increase in shop spend Source: him FREE healthy eating social media kit for January available for all retailers. Visit www. freshstart.costcutter.co.uk

Find out how our healthy eating range can help your store. Ask for our range guide at www.freshstart.costcutter.co.uk

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1 Beers, Ciders, Wines & Spirits 2 Biscuits 3 Confectionery

The SLR Rewards 2020 are open to enter, so itâ&#x20AC;&#x2122;s time to start preparing your entries for the only awards programme in the industry to offer every winner fantastic Rewards!

4 Crisps & Snacks

THE CATEGORIES

5 Food To Go

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JUDGING

6 Forecourt

There are two stages to the judging process:

7 Fresh, Chilled & Frozen

PAPER JUDGING

8 New Store 9 Refit 10 Community Involvement 11 Newstrade 12 Responsible Retailer 13 Scottish Brands

Q The paper judging will be carried out by a judging panel made up of the SLR editorial team plus a team of independent judges. They will vote for the shortlist for each category with every member of the panel carrying equal voting rights. Q All entrants will be contacted by the events team to notify them if they have been selected or not.

TOP TIP!

Please make sure you answer all relevant questions on the entry form as fully as possible. Judges like supporting facts and figures!

14 Soft Drinks 15 Sustainability

STORE VISITS

16 Team

Q All shortlisted stores will be visited by a member of the judging panel.

17 ThinkSmart Innovation

Q All winners will be announced at the Awards on 11th June 2020.

18 Vaping

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MAKE YOUR ENTRY COUNT! To help make sure that your entry has the best possible chance of being shortlisted by the judges, here are a few top tips and helpful hints.

STICK TO THE FACTS Q Be concise and provide as many reliable facts and figures as you can. Epos data is a great source of information and can add real weight to your argument. Q Don’t skip any questions! Blank spaces in an entry form don’t help the judges and can even hinder your entry.

MAKE IT VISUAL Q A photo is indeed worth a thousand words – so include as many photos as required to illustrate the quality of your entry. Q Feel free to include other visual documentation that might help strengthen your case: letters of commendation, certificates, other awards, newspaper clippings – it’s all good.

ADD VIDEO Q Even better, why not add a short video to enhance your entry and really bring it to life for the judges?

MAKE IT EASY FOR THE JUDGES TO CHOOSE YOU Q We receive hundreds of entries every year and the judges have to analyse each of them to pull together a shortlist, so don’t give them any excuses to discard your entry at the first stage. Q The judges are instructed to

Q Q Q Q

ONLY judge what’s in front of them on the entry forms. They are not allowed to be influenced by information they may already know about your store but which isn’t on the entry form. Make sure you are answering the key questions: What you have done How you did it What the results were

THINK OUTSTANDING Q The judges are always on the lookout for innovation, creativity, thought and passion. When compiling your entry, make sure you go above and beyond simply best practice or basic good standards. Q Don’t be afraid to blow your own trumpet, or sing the praises of you and your team. That’s what the Rewards are all about!

SPECIAL CATEGORIES Q In the special category awards, the judges are seeking those who go that extra mile to deliver something exceptional. Most retailers are doing exceptional things but often fail to mention it in awards entries. Put some detailed thought into your entry to make sure you have a chance of being a winner. Q Be creative! If you’ve got something to say that doesn’t fit neatly into the entry form, feel free to present it however you like: PowerPoint, video, folders of information; it’s all acceptable and can help ensure you have a great chance of being among the winners on the night! Q Good luck!

All category winners will be considered for the overall Scottish Local Retailer of the Year

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ENTERING IS EASIER THAN EVER! Step 1: Visit www.slrawards. com. This is the preferred entry method. Step 2: Click on ‘Enter now’. Step 3: Fill in the form and submit – you can enter as many categories as you choose from a single form. Don’t forget about your supporting photos and/or videos! You will then receive a confirmation message and email. Microsoft Word versions of individual category entry forms are also available from events@55north.com – please state what categories you wish to enter. The SLR Rewards 2020 are open to all independent and symbol convenience stores in Scotland. The content of your entry should cover the 12-month period running up to March 2020 and your store, or the project you are submitting in your entry, should have been operational throughout that period.

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Inside Business

SLR Rewards 2020 | Coca-Cola European Partners

DRIVING SOFT DRINK GROWTH TOGETHER IN CONVENIENCE WITH COCA-COLA EUROPEAN PARTNERS BY ALISON ADDERLEY, FIELD SALES DIRECTOR

hopper habits are changing, and this is driving growth in the convenience channel1. We’re seeing shoppers make more frequent shopping trips, and visits to local convenience stores are on the up. With more than 80% of consumers now shopping at a convenience outlet once a week and one in five making a daily visit2, there’s a bigger opportunity than ever for retailers to boost their sales by stocking the right ranges and delivering the right shopper experience.

STOCKING THE RIGHT RANGE “Soft drinks sales remain robust and are currently worth more than £8.6 billion to retailers3. There is a huge opportunity for stores in Scotland to grow their soft drink sales, and we are committed to working with our customers to ensure that they are well-placed to make the most of this. As part of our Total Beverage Company strategy we continue to invest in our core ranges, as well as launching new flavour innovations, new pack formats and new brands to provide shoppers with choice they want. “The Cola and Energy segments remain vital to Scottish convenience retailers with both segments

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enjoying strong growth in the impulse channel4. Within this Coca-Cola original taste and Monster original feature in the Top 5 performing soft drinks delivering double digit growth5 and confirming that consumers still love the great taste of classic variants. “In addition to this, it’s important to remember the increasing demand for ‘zero or low-sugar’ soft drinks, which are growing by 10% in the impulse channel in Scotland6. Within this, Diet Coke is the biggest light cola brand7, while Coca-Cola zero sugar is the fastest growing major cola brand up by 25%8 as more shoppers opt for low and no sugar options. Outside of colas, the Monster Ultra range is now GB’s number one low calorie Energy range9 and has just added Monster Ultra Paradise Punch to the lineup which brings together hints of Kiwi, Lime and Cucumber for a light and refreshing taste. “Shoppers are also becoming more adventurous and are looking to experiment with 1 2

3 4 5 6 7 8 9 10 11

new and exciting variants of their favourite soft drinks. For example within the impulse channel in Scotland flavoured colas are up by 10%10, thanks to firm favourites like ColaCola Cherry but also with the arrival of new flavours like Diet Coke Twisted Strawberry which we added to our portfolio last year and is already worth £8m11.

THE IMPORTANCE OF IN-STORE EXECUTION “Whilst getting the range right is extremely important, retailers also need to focus on instore execution to ensure that the shopping experience is clear and straightforward. This includes well-merchandised chilled displays grouping soft drink segments together, cross-category adjacencies that place soft drinks alongside complementary categories like snacks or sandwiches to drive linked purchases, and clear pricing and promotions to grab shopper attention. “The convenience channel remains of critical importance to CCEP and this year our Field Sales team is committed to visiting more out-of-home customers and providing tailored support to help them maximise their soft drinks sales.”

IGD RESEARCH, THE UK CONVENIENCE MARKET JULY 2019 STATISTA: FREQUENCY OF VISITS OF SHOPPERS TO CONVENIENCE STORES IN GB BETWEEN 2012 AND 2018 AC NIELSEN VALUE SALES MAT W.E. 07.09.19 AC NIELSEN TOTAL IMPULSE SCOTLAND VALUE SALES MAT W.E. 28.09.19 AC NIELSEN TOTAL IMPULSE SCOTLAND VALUE SALES MAT W.E. 28.09.19 AC NIELSEN TOTAL IMPULSE SCOTLAND VALUE SALES MAT W.E. 28.09.19 AC NIELSEN TOTAL IMPULSE SCOTLAND VALUE SALES MAT W.E. 28.09.19 AC NIELSEN TOTAL IMPULSE SCOTLAND VALUE SALES MAT W.E. 28.09.19 AC NIELSEN MAT TOTAL COVERAGE W.E. 30.11.19 AC NIELSEN TOTAL IMPULSE SCOTLAND VALUE SALES MAT W.E. 28.09.19 AC NIELSEN YTD TOTAL VALUE SALES W.E. 03.11.19

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100% recycled * plastic that’s refreshing

we’re on a sustainability journey to change for the better. all smartwater bottles across our range are now made from 100% recycled plastic. first major branded range with 100% recycled plastic bottles. 3,100 tonnes of brand new plastic saved. 120 million bottles given a new, recycled life this year.

stock up today!

*Bottle made from 100% recycled plastic. Label and cap are recyclable but are not made from recycled plastic. © 2020 Energy Brands Inc. All rights reserved. SMARTWATER is a registered trademark of Energy Brands Inc.

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Menthol Tobacco Ban

Inside Business

PLANNING AHEAD FOR THE MENTHOL BAN With the ban on ‘characterising ﬂavours’ such as menthol in tobacco products due to kick off in May, SLR catches up with JUUL Labs Sales Director UK John Patterson to find out what the ban will mean and how retailers can turn the challenge into an opportunity. CAN YOU EXPLAIN WHICH PRODUCTS ARE COVERED IN THE MENTHOL BAN? The ban makes it illegal for any manufacturer to produce, or any retailer to sell, tobacco products containing ‘characterising flavours’ such as menthol in the UK from 20 May 2020. This means that menthol cigarettes and crushball cigarettes will be banned from sale. Retailers who sell on or after this date could be liable for imprisonment, a fine or both. There is no transition period and 19 May is the absolute deadline to sell through menthol tobacco products. Flavoured filters, papers and cards will not be banned as these are not classified as tobacco products.

related diseases kill 10,000 people a year in Scotland and a further 85,000 elsewhere in the UK. Our mission is to improve adult smokers’ lives and eliminate cigarette usage rather than encourage it. For menthol smokers we have Glacier Mint in our portfolio of flavoured JUULpods in 18mg/ml and 9mg/ml nicotine strengths. Glacier Mint is one of four JUULpods in the JUUL Starter Kit and is the best-selling flavour within the JUULpods range. It is also the UK’s top selling refill pack [IRI Dec 2019]. We will also be launching a new JUULpod flavour soon, so watch this space…

WHAT OPPORTUNITIES COULD POTENTIALLY ARISE FROM IT?

WHAT IS YOUR BEST MERCHANDISING ADVICE WHEN IT COMES TO MENTHOL CIGARETTE SUBSTITUTES AFTER THE BAN?

With around a quarter of all cigarettes sold in the UK being menthol or crushball, the ban could have a large impact on the tobacco category. Adult smokers who use these products in the UK and prefer menthol to tobacco flavour, will no longer be able to buy them. Clearly the ideal situation for such smokers would be to quit tobacco use entirely but, for those who choose to switch to alternatives in the e-cigarette and vaping category, they may be interested in some of the options including menthol and mint flavour products that are available.

The best advice is to make sure adult smokers are aware of the mint and menthol alternatives available. This means increasing the number of menthol facings in vape display units and if possible, create a dedicated display of menthol vaping and other nicotine products to signpost menthol alternatives for smokers. Also don’t ignore other flavours. Smokers up to now have had two main flavour choices – tobacco and menthol. In vaping, they have a much wider spectrum of flavours to try, and many may want to experience other flavours beyond tobacco and menthol.

HOW PREPARED DO YOU THINK RETAILERS ARE AHEAD OF THE BAN? Many adult smokers may be unaware of the menthol ban so it’s important every retailer is aware and prepared. There is still time to inform customers but – as with previous legislation (tobacco display ban and standardised packaging) – retailers should be planning for this now rather than leaving it to the last minute. Getting customers onboard early by talking to them and preparing them for the ban will be key. Some companies have brought out products that will provide menthol options for smokers after 20 May. Are JUUL launching new products in the near future? I cannot comment on what other manufacturers are doing but tobacco

WHAT ARE YOUR TOP TIPS RETAILERS SHOULD TAKE ON BOARD WHEN PREPARING THEMSELVES AND THEIR CUSTOMERS FOR THE BAN? The key P.L.A.N. Preparation – Make sure that you advise adult smokers who would normally purchase menthol cigarettes about the ban Leverage – Use well-known brands to signpost menthol alternatives and use manufacturers’ point of sale to convey the switching opportunity. Availability – Ensure that you are well stocked with a range of Mint and Menthol flavoured refills in varying nicotine strengths across the major brands. NPD – investigate other areas such as patches, lozenges, pouches and gum as vaping may not be the right alternative for every adult menthol smoker. FEBRUARY 2020 | SLR

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Hotlines

Product News & Media Watch

Flamin’ Hot Tangy Cheese Doritos PepsiCo Doritos has turned up the heat on its Tangy Cheese ﬂavour for the launch of its latest variant, which is available now in 180g (RSP £1.99), 150g (RSP £1.87) and 70g £1 PMP formats. The launch is supported with an extensive marketing campaign spanning TV, online and in-store activity that starts in March. The new addition follows the launch of Flame Grilled Steak ﬂavour last year.

Perfectly Clear relaunches with new look and ﬂavours

Premier Protein bars Weetabix Food Company Weetabix has launched the popular American protein brand in the UK with a narrow English distribution ahead of a wider convenience roll-out in late February/early March. The range has an RSP of £1.49 and offers three ﬂavours: Chocolate Brownie; Chocolate Peanut Butter; and White Chocolate & Vanilla. Each 50g bar contains 20g protein and 1.3g sugar. The launch is supported by digital, social media, sampling activity and an inﬂuencer campaign.

Sterling Dual Capsule Leaf Wrapped JTI This new King Size cigarillo contains a Virginia blend tobacco, a mentholated capsule in the filter and, unlike conventional cigarettes, is wrapped in tobacco leaf. It should prove popular with menthol cigarette smokers, as cigarillos aren’t covered by the forthcoming ban on ﬂavoured cigarettes and tobacco. It has an RSP of £4.50 and 10 pack size. For more information, visit the refreshed jtiadvance. co.uk site.

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Clearly Drinks has relaunched its Perfectly Clear flavoured water brand, with a new fruitier product and distinct visual identity. Targeting families, the all new Perfectly Clear aims to bring new shoppers into the flavoured water category by offering a healthier choice to sugary juice and carbonated drinks. The five-strong range includes Summer Fruits, Strawberry, Lemon & Lime, Orange & Mango and Peach & Apricot flavours. These will be available in outers of 12 x 330ml (RSP 45p), 12 x 500ml (RSP 79p) and 8 x 1.5 litres (RSP 95p) PET bottles.

Wotsits Flamin’ Hot and Sizzling Steak PepsiCo Both variants are back by popular demand, and are available in grab-bag, £1 price-marked, sharing and multipack formats. The launch is backed by a multi-stranded marketing campaign, spanning in-store activity from February and TV and digital from March. For more information call 0800 274 777 or complete the form on the Walkers trade website at countsformore. co.uk/contact-us.

Stock is available to Nisa retailers, as well as from United Wholesale (Scotland) and Iain Hill. The relaunch will be supported by an integrated marketing campaign from May. This will include TV, print and online advertising as well as PR and inﬂuencer activity. Susanne Wright, Head of Marketing at Clearly Drinks, said: “We believe Perfectly Clear will prove a big hit with families with its strong fruity ﬂavours, bright and bold packaging and zero sugar offering.” For further information call 0191 5163300, email PerfectlyClear.Enquiries@clearlydrinks.co.uk or visit perfectlyclear.com.

Robinsons Fruit Creations Blackberry & Blueberry Britvic Squash brand Robinsons has added a blast of berry ﬂavour to its Fruit Creations range with the launch of a new Blackberry & Blueberry variant, available this month in cases of 12 x 1-ltr with an RSP of £1.99. Brand owner Britvic recommends siting it alongside the core Robinsons range to encourage shoppers to trade-up. For more information call Britvic on 0345 7581781 or visit britvic.com.

Ben & Jerry’s Chocolate Chip Cookie Dough Unilever Basically the chunks of dough from Ben & Jerry’s popular Cookie Dough ice cream, the new product comes in 170g bags (RSP £4), each with six servings. Made using pasteurised eggs and heat-treated ﬂour, the chunks are safe to eat raw. When testlaunched in the US, bags “ﬂew off shelves”. For more information about Unilever and its brands, please visit unilever.com.

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Product News & Media Watch Monster tropical flavours Coca-Cola European Partners Coke has added two new tropical flavours to its Monster Energy range: Monster Pacific Punch and Monster Ultra Paradise. Both variants are available now in plain and pricemarked 500ml cans – Ultra Paradise PMP £1.29 and Pacific Punch PMP £1.39. Both cans feature distinctive artwork that reflect the tropical flavours inside and are designed to stand out on the shelves. For more information, call 0808 1 000 000 or email connect@ccep. com.

Bournville Old Jamaica Mondelez Cadbury has brought back its dark chocolate Rum & Raisin bar – first launched in 1970 and subsequently revived as a limited edition on several occasions – as a permanent range addition. It is available now in cases of 18 x 180g (RSP £2.04) and as a 100g £1 PMP (also in cases of 18). For further enquiries, retailers can telephone Mondelez on 0870 600 0699, email retailer.services@ mdlz.com or visit deliciousdisplay. co.uk.

Mars Chocolate Drinks and Treats has launched new Maltesers Biscuits – a first for the brand. Each biscuit comprises three malty bobbles covered in milk chocolate. The launch comes at a time when the UK total sweet biscuit market is worth around £2.6bn and growing at a 3.4% year-on-year. Maltesers Biscuits (RSP £1.49, 110g) is available to order now from Burtons Biscuits on 0330 6600 196.

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Eggs-citing news British Lion eggs has announced a £1.3m marketing spend for 2020 to drive awareness and usage of eggs produced under the British Lion scheme. The ‘WonderEgg’ campaign focuses on millennials, and will be fronted by Olympic diver, foodie, parent and social media star Tom Daley, who continues his role as ambassador for the brand.

Go Forridge Valentine’s Heart Donut Delice de France

Maltesers Biscuits Burton’s Biscuit Co

MEDIAwatch

Hotlines

Delice de France is targeting sweettoothed lovestruck shoppers with the new Valentine’s Heart Donut (RSP £1) – a heart shaped donut filled with a sweet & ﬂuffy creme, decorated with pink icing and topped with white and red sugar shaped hearts and white icing – is supplied frozen, in cases of 36 and can be ready to serve in just 90 minutes. Retailers interested in more information should contact 0844 499 3311.

Quaker Oats is inspiring the nation to get creative with their porridge toppings with new campaign ‘Go Forridge’. In addition to a new TV ad, the campaign runs across social and digital media. The brand has also launched an on-pack promo, exclusive to sachets, giving shoppers the chance to win an Amazon Echo Show 5, every day.

You Do You Diet Coke’s latest advert calls on people to shun the pressure to change and instead embrace and celebrate who they are. The ad runs until the end of February and is backed by out-of-home, digital, social media, and PR activity, alongside a new line-up of limitededition cans and 500ml PET bottles featuring popular cultural phrases.

Old El Paso targets veggies Mentos Pure Fresh Perfetti van Melle

Dark Chocolate Ginger Bars Border Biscuits

Mentos Gum has extended its Pure Fresh line with the addition of two new fruity variants to its bottled gum range. The sugar-free, liquid-centred gum is now available in Tropical and Cherry ﬂavours, in cases of 6 x 50pcs bottles (RSP £2.25). The brand advised retailers to position stock close to coffee machines and food-to-go to maximise sales. To find out more, call 01753 442100 or visit perfettivanmelle. com.

Border Biscuits has launched its best-selling Dark Chocolate Ginger biscuit in a new snack bar format. Initially exclusive to Sainsbury’s, the bars will roll out in the wholesale and convenience channels later this year in cases of 14 x 120g multipacks (RSP to be confirmed). Each multipack contains 5 x 24g bars, which each contain 113 calories. For more information on Border Biscuits and its products, visit borderbiscuits.co.uk.

Old El Paso’s new £1.5m campaign ‘Fajita Friday, the Veggie Way’ highlight its veganfriendly Smoky BBQ Fajita Kit. The campaign is a bid to capitalise on the growing number of people seeking healthier food options. It includes TV, radio and video-on-demand advertising, shopper marketing and social media activity.

KP puts Puft on posters KP Snacks has unveiled a nationwide poster campaign to support Hula Hoops Puft. The campaign represents an investment of more than £1m in the brand and runs across the UK until 23 February. Hula Hoops Puft is part of the 32-strong range of KP Snacks under 100 calorie portfolio that also includes popchips, Pom-Bear, Skips and Space Raiders.

for all the latest product news, head to www.slrmag.co.uk/category/product-news/ www.slrmag.co.uk

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FEBRUARY 2020 | SLR

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Feature

Bottled Water

WATER GROWTH CONTINUES TO FLOW The bottled water category remains buoyant in Scotland thanks to innovation and commitment to tackling sustainability concerns. HOW TO MAXIMISE WATER SALES…. Q Merchandise fast sellers on the bottom shelf in the chiller Q Keep natural source water to the left/right depending on traffic ﬂow Q Give at least two facings to single bottles to increase standout on shelf and make it easier for consumers to shop Q Allow space for sparkling water plus a choice of ﬂavoured products Q Restock after the lunchtime period Q Have top-selling lines at pay points to encourage impulse purchases Q Include Still and Sparkling natural source water as part of meal deals

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espite the inevitable pressure on bottled water sales from environmental concerns, the last few years have seen a period of continued growth for the category. With naturalist David Attenborough and teen environmentalist Greta Thunberg pushing sustainability up the political agenda, however, the category has been forced to respond – and many major producers have been working hard to reduce the impact of their products on the environment. And there’s no question that the growth in the category will eventually have to level out naturally, as Nichola Grant, Channel Marketing Manager at Highland Spring Group, explains: “The continued growth will always balance out eventually. Despite

this, bottled water remains a significant contributor to soft drinks due to its scale”. Sales obviously peak and trough based on factors that retailers or manufacturers can’t control, like the weather. The phenomenal summer of 2018 saw demand for natural source water hit an all-time-high. By comparison, 2019 had particularly poor weather which impacted the category. Despite this, Highland Spring has still managed to post growth of 15.2% by value over the last year [Nielsen, Dec 2019] and remains the number one selling natural source water brand in Scotland. According to the same data, the Highland Spring Still 750ml sports cap SKU has grown 30.8% in value and 9.6% in volume compared to a year ago, making it a must-stock in the soft drinks chiller. How did Highland Spring manage to buck the trend in a tougher 2019? Much of the success was down to a busy, active year for the brand. Grant comments: “We continued to focus on healthy hydration and the importance of the environment. Our ‘A to www.slrmag.co.uk

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Bottled Water

Anywhere’ experiential campaign delivered these messages to five million consumers across the UK alone. This was followed by Highland Spring being the official natural source water supplier to The Solheim Cup, which gave the brand a further platform to interact with a wide audience.” Importantly, 2019 also saw the launch of the Highland Spring eco bottle and ‘Wild-Life’ kids eco bottle 6-pack, both fully recycled and recyclable products. The launches marked a significant milestone in Highland Spring’s efforts to help keep plastic in the circular economy and helped drive further growth. Grant adds: “We also relaunched Highland Spring Sparkling in 2019 with a new bottle design and the multi-channel ‘Remarkabubble’ campaign – our biggest investment on sparkling water to date.” The brand’s investment into the subcategory saw Highland Spring Sparkling grow by 16.6% by value last year [Nielsen, Dec 2019], making it another must-stock line. It looks likely that 2020 will remain a challenging year for the plain water category, but standing at a total value of £63.7m according to Nielsen data, it is vital not to lose sight of how important natural source water is for the soft drinks category.

Feature

DRIVE SPEND WITH CROSS-CATEGORY MERCHANDISING AND DEALS Consumers shopping in convenience stores are often aware of their intended purchase, so availability is key to ensure that a customer doesn’t leave empty handed. Clear merchandising of the natural source water range in a prominent position in the fridge will help customers find what they are looking for. It’s essential to have a variety of single bottles in the fridge to cater for immediate consumption, with high sellers on the bottom shelf. Within the range, it is highly recommended to stock products across plain and ﬂavoured, still and sparkling. Secondary siting of natural source water at in-store payment points can also encourage impulse purchases. Research and in-store testing in many categories has shown that for small bottles, it is essential to have a minimum of two facings to ensure visibility of the product to the shopper.

PERFECTLY CLEAR RELAUNCHES UK drinks manufacturer Clearly Drinks is re-launching its Perfectly Clear flavoured water brand this month with “a new fruitier product and distinct visual identity”. Targeting families, the all new Perfectly Clear aims to bring new shoppers into the flavoured water market by offering a healthier choice to sugary juice and carbonated drinks. The current range includes a strong hit of fruity flavour with zero sugar and will relaunch with flavours such as Summer Fruits, Strawberry and Lemon & Lime as well as brand-new flavours Orange & Mango and Peach & Apricot, sold in 330ml (RSP 45p), 500ml (RSP 79p) and 1.5 litre bottles (RSP 95p). The relaunch will be supported by an integrated marketing campaign from May including a national TV advert, print and online advertising as well as national and regional PR which will include influencer activity.

are All o 10 ur 0% bo rec ttles yc lab le

GROW YOUR SALES WITH HYDRATION FROM A NATURAL SOURCE

Highland Spring is the No.1 plain bottled water brand*

STOCK UP NOW *Nielsen Total Scotland value 52w/e 28.12.19

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FEBRUARY 2020 | SLR

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Food-to-Go

Feature

ARE YOU GOOD TO GO? A strong food-to-go offer is rapidly becoming vital for local retailers keen to attract new shoppers, grow sales and boost profits. SLR offers a few ideas for how to up your food-to-go game.

ood-to-go is arguably the biggest trend in local retailing at the moment, as the line between retail and foodservice becomes ever more blurred. Whether you are just starting out on your food-to-go journey or are simply building on an existing offer, the key profit is in doing food-to-go well. There’s nothing as unappealing to shoppers as messy, dirty, half-empty food-to-go fixtures. So – no matter how you decide to do food-togo – just make sure you do it well. There are several strategies for building a strong food-to-go offer. One of the best is to work with an experienced, expert partner. They can provide solid advice on what good looks like and help implement a comprehensive solution in one fell swoop. Doing food-to-go half-heartedly is a recipe for disaster. Delice de France is one of several options available to retailers looking to quickly take their food-to-go to a different level. Jenny Bayliss, the company’s Sales Operations Director, comments: “In convenience, instore bakery shoppers spend more than average and shop more frequently, so there’s a significant opportunity to generate sales by providing on-the-move consumers with easy access to freshly-prepared food-to-go.”

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Delice de France, formerly Aryzta Food Solutions, offers a broad range of food- and drink-to-go options to help retailers compete head-on with foodservice outlets. It has recently strengthened its offering with the launch of two innovative food-togo concepts specifically for the convenience channel: Q Delice To Go – a dedicated food-to-go solution for consumers on the move, this classic range also focuses on healthier options including vegan, vegetarian and gluten-free products. The range will offer a mid-market price point for consumers, with strong retailer margins. When paired with a premium coffee offering, retailers will be able to maximise their returns.

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Feature

Food-to-Go

Q Baked by Delice – a premium in-store

bakery solution, the range comprises a range of classic Delice de France bakery items focusing on speciality breads, innovative viennoiserie and sweet bakery treats. In addition, Cuisine de France offers a frozen solution – Delice at Home – which enables retailers who don’t have enough space for ovens but would still like to offer premium bakery items to take advantage of the growing demand for bake-at-home products. One area where food-to-go retailers should definitely focus is on vegetarian and vegan lines. One obvious solution is in leveraging the power of the Quorn brand, the UK’s number one-meat free brand with annual sales in excess of £200m [IRI, Nov 2019]. According to the same data, the meat-free category has been in double digit growth since 2017. Almost 12 million households buy into meat-free, with 53% of consumers now cutting their meat intake [YouGov, 2018]. Quorn is advising retailers about the benefits of expanding their meat-free foodto-go offering beyond the chilled and frozen categories, with its first ever ambient offer, an eight-product range across three formats: Grains, Bowls and Strips. Another big hitter getting increasingly involved in the meat-free food-to-go market is Rustlers. The company has just launched a new Moroccan Vegetarian Burger (RSP £2), made with chickpea, grated carrot and coriander and served with mango chutney and a yoghurt and mint sauce. Aimed at driving penetration amongst younger shoppers, Rustlers believes its new vegetarian offering can generate more than £2m worth of incremental sales. The importance of a strong soft drinks offer shouldn’t be overlooked either. It too is 36

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an area where there is potential for increased profits, according to Matt Gouldsmith, Channel Director, Wholesale at Lucozade Ribena Suntory. “There is a real opportunity to grow the ‘With Food’ occasion in convenience stores,” he says. “By helping shoppers on this mission buy drinks from categories like flavoured carbonates, juices and juice drinks – such as Ribena, Ribena Frusion and Lucozade Energy – and tea infusions, water and squash on just four more trips per year, retailers can unlock their share of an extra £215m in additional sales annually.”

MAXIMISING FOOD-TO-GO SALES Increasing Hot Food-to-go penetration by just 1% can add £23,609 a year to the average convenience store’s turnover [HIM, 2017]. Jenny Bayliss, Sales Operations Director at Delice de France identifies two key ways to boost food-to-go sales: Q Cross-Merchandising – Many shoppers buy due to temptation, so simply positioning products and concepts together can increase sales. Delice de France’s coffee solution integrates stands to hold sweet treats to increase basket spend and upsell to shoppers whilst they are waiting for their coffee to pour. Q Vegan – From Meat-Free Monday to the rise of Veganuary, plant-centric diets have taken centre stage as consumers look to reduce their meat consumption, for health or environmental reasons, and our vegan/ vegetarian products enable retailers to adequately meet this growing market.

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Tobacco

Feature

MENTHOL BAN SPARKS INNOVATION WAVE The impending ban in May on ﬂavoured tobaccos – including menthol – has sparked a wave of innovation and a ﬂurry of activity as manufacturers gear up to help retailers exploit the new opportunities coming their way.

ay 20th this year will mark a very important development in the UK tobacco market as all flavoured tobacco products – most notably menthol – will be outlawed. With around a quarter of all UK cigarette sales being crushball variants, this clearly presents a major challenge. The ban is part of the European Tobacco Products Directive (EUTPD) which places limits on the sale and merchandising of tobacco products in the EU. While the ban is viewed by many as simply another barrier to overcome, the major manufacturers are encouraging local retailers in Scotland to view the ‘menthol ban’ as a fresh opportunity. Indeed, many of the most notable manufacturers have used the impending ban as a springboard to launch some of their most innovative NPD in recent years, none more so than the new Sterling Dual Capsule Leaf Wrapped cigarillos from JTI. By launching a cigarillo product, the company has effectively side-stepped part of the EUTPD regulations as cigarillos are not subject to the same tight rules that apply to cigarettes. Hence why the product is available in a smaller 10-pack that is branded. The King Size Cigarillos contain a Virginia blend tobacco and, unlike conventional cigarettes, are wrapped in tobacco leaf. Sterling Dual Capsule Leaf Wrapped has a mentholated capsule in the filter, which existing adult smokers can click to release a peppermint flavour. The cigarillos join the successful Sterling Dual family, which has a sector share of over 40% [IRI, Sep 2019].

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JTI says Sterling Dual Capsule Leaf Wrapped will also allow retailers to tap into the current value trend, with an RSP of £4.50 and 10 pack size. Ross Hennessy, Head of Sales at JTI UK, says: “We are committed to providing retailers with as much choice as possible by launching innovative new products that respond to current trends. We expect that Sterling Dual Capsule Leaf Wrapped cigarillos will become a popular choice for adult smokers and appreciated by those looking for valuefor-money tobacco options.” JTI is not the only company to be getting busy around the menthol ban, however, with rival manufacturer Imperial Tobacco also unveiling a suite of new products. Duncan Cunningham, UK Corporate Affairs Director at Imperial Tobacco & blu, comments: “We estimate that menthol and crushball sales are collectively worth 26% of the total UK tobacco market, which means they make up nearly one in four cigarette sales. Given its sizeable share of the tobacco market and store sales, this is an important change that retailers and their customers need to be prepared for to avoid missing out on sales.” Clearly the ban on menthol tobacco products will leave many existing adult smokers without their product of choice. Cunningham says: “Some adult smokers may simply switch to other traditional tobacco alternatives although many menthol consumers may also use this as an opportunity to explore new ways to stick with their flavour preference and move into vaping. However, this shift in consumer purchasing behaviour may present significant sales www.slrmag.co.uk

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GET READY TO GO GREEN SLR February 2020.indd 39

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Tobacco

Feature

STG BUYS ROYAL AGIO CIGARS Cigar specialist Scandinavian Tobacco Group (STG) has completed the acquisition of Royal Agio Cigars from Highlands Beheer BV. Royal Agio is a leading European cigar company with a strong cigar portfolio including key brands such as Mehari´s, Panter and Balmoral. The company is based in Duizel, The Netherlands and has approximately 3,200 full-time employees. Royal Agio’s annual net sales for 2018 were 133 million Euros. STG CEO Niels Frederiksen says: “I am very pleased that we have completed the acquisition of Royal Agio, which significantly strengthens our position in several key machine-made cigar markets in Europe and enables us to deliver an even more attractive range of cigars of the highest standards to our consumers. The acquisition leaves Scandinavian Tobacco Group as a bigger, more competitive and more profitable company better suited to pursue growth and create value for our shareholders.”

opportunities for retailers who are prepared for the changes and engage with shoppers ahead of the ban. Using the insight from conversations with smoker customers, retailers can shape their range and ensure it’s fit for purpose post-ban.” The key here is in talking to your customers well ahead of the ban to get a handle on what they want and intend to do as an alternative. For smokers that are keen to stick with their flavour preference, says Cunningham, there are several innovative solutions available. “These include our new Rizla Flavour Infusions,” he explains. “The Rizla Flavour Infusions range includes two variants of menthol flavour cards which you simply insert into a packet of cigarettes or roll your own tobacco and wait at least 60 minutes for the contents to mentholate.” The Rizla Flavour Infusions range includes two variants: Menthol Chill which provides a stronger, more intense flavour and Fresh Mint which is slightly smoother and more mellow. These are packed and wrapped separately, allowing retailers to sell them individually at an RSP of 25p. Cunningham also highlights crushball filter tips as an option for adult smokers. He says: “As a stand-alone smoking accessory product, these remain unaffected by the menthol ban, so products such as our Rizla Polar Blast Crushball filter tips present another great option for these shoppers.” 40

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Republic Technologies has also launched two new crushball filters for menthol fans, under its popular Swan Brand. The Swan Cool Burst Crushball Filter releases a cool menthol flavour sensation, while the Swan Fresh Burst Crushball Filter contains a strong peppermint flavour capsule. Both are available in packs of 54 with an RSP of £1.29. They are joined on the market by four more new Swan filters: the Swan Cool Menthol Filter (RSP: £1.09, 120 per box) comprises cellulose acetate fibres and delivers a cool menthol sensation; the 100% biodegradable Swan Graphite Filter (RSP £1.14, 120 per box); the Swan Long Extra Slim Filter (RSP £1.03, 80 per box), which is 50% longer than the standard 14mm Extra Slim Filter; and the Swan Eco Loose Filter (RSP £1.39, 200 per box), which degrades three times faster than a standard cellulose acetate filter. As with the other big upheavals in the tobacco category – the Retail Display Ban, Plain Packaging and Track & Trace – it is important for retailers to be ready for the changes that the Menthol Ban will bring; those who prepare well will experience the least disruption to their business. Mark Yexley, Head of Communications at JTI, comments: “As the menthol ban is approaching, JTI’s advice is for retailers to ensure the basic principles of category management are put into practice and make certain that they and their staff are knowledgeable about the impending changes. “JTI will be providing support and guidance through several channels in the build up to the menthol ban, via sales reps, JTIAdvance.co.uk, and the trade media.” www.slrmag.co.uk

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31/01/2020 16:44:21 06.11.19 10:15

DID YOU KNOW?

MENTHOL BAN COMES IN 2020

MENTHOL BAN 20 MAY 2020 From 20 th May 2020, menthol will be banned for all cigarettes and roll your own tobacco brands. This means that you cannot sell any menthol cigarettes after this date. Read more about Menthol Ban and BATs preparation plan on next page.

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WHAT TO KNOW Mandatory changes will be implemented in 2020.

Menthol Ban

With the removal of capsule and menthol flavour from our products we will have new optimised products that will help your business and cater to the needs of todayâ&#x20AC;&#x2122;s adult menthol smoker.

BAT is coming with new alternatives for smokers with tailored blends and innovative features. More about the new cigarette products will follow soon.

We are on a constant search of ways to improve the smoking experience for our consumers and to discover new ways to transform their tobacco moments into pleasurable breaks.

FOR 2020 WE ARE READY TO ROLL, AND WITH YOU BY OUR SIDE, WE WILL PROVE AGAIN THAT CHANGES ARE THE BEST OPPORTUNITIES TO GROW AND SUCCEED! FOR FURTHER INFORMATION PLEASE CONTACT YOUR BAT REPRESENTATIVE OR CALL 0800 1831907 .

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Tobacco

Feature

JTI does however expect that the vast majority of adult smokers will remain within the cigarette category and that they will remain brand loyal – switching to other alternatives based on their preference, including hand-rolling tobacco such as Sterling Rolling Tobacco, cigarillos in the form of Sterling Dual Capsule Leaf Wrapped, or vaping products including JTI’s Logic range and Nordic Spirit nicotine pouches. “As May 2020 draws closer, retailers should ensure that they are aware of the alternative options available to existing menthol and capsule smokers by speaking to their local JTI sales rep or visiting JTI’s dedicated menthol ban microsite,” says Yexley. The menthol ban aside, the wider tobacco market remains huge and a significant contributor of footfall, sales and cash profits for retailers. The value of tobacco in the UK totalled £14.5bn in the last year [IRI, Dec 2019], with the Ready-Made Cigarette market accounting for £11bn [IRI, Oct 2019]. The long-term trend towards value and the steady growth of RYO is also as evident as ever. JTI’s Yexley comments: “The value segment continues to grow as consumers seek out value for money products. As a result, the RYO category has grown 6.5% year on year, now generating sales of £2.8bn [IRI, Oct 2019]. “This category offers significant opportunity for retailers to maximise sales by stocking up on Value RYO products, such as JTI’s Sterling Rolling Tobacco – which is now the UK’s fastest growing tobacco brand [IRI, Sep 2019]. Other brands to stock include Amber Leaf, which is the number one tobacco brand in the UK with a 30.1% share of the RYO market [IRI, Sep 2019]. Imperial Tobacco’s Cunningham highlights the heritage of the Lambert & Butler brand as key to ongoing success of its RYO lines: “With its strong tobacco heritage and brand recognition, Lambert & Butler is well placed to respond to this trend with its new RYO variant. The Lambert & Butler brand was first launched in 1838 and since then, 44

the brand has grown its share through sales of its factory-made cigarettes and now accounts for 4% of the total market [HBT, Oct 2019]. Today, the brand awareness of Lambert & Butler is at an impressive 51% HBT, Oct 2019], highlighting the popularity of the range within the UK.” Another brand in growth is Imperial Tobacco’s Riverstone. Cunningham explains: “Despite launching just a year ago as a new economy RYO brand, Riverstone has already become one of the fastest growing tobacco brands in the market [ITUK estimates] as it taps into this trend with its high quality, easy-to-roll blend and affordable price. “Our research has shown that the handy box formats currently available on the market tend to compress the tobacco inside, making it difficult to separate and roll. We are addressing this issue head on with the launch of our new combi pouch solution for Riverstone. As the first brand to bring to market such an innovative packaging solution, we’re confident this latest launch for Riverstone will attract even more interest and sales from adult smokers looking for great quality RYO tobacco at an affordable price.” Providing everything adult smokers need to roll the perfect cigarette, this latest packaging innovation will be the first ever combi pouch to hit the UK market. The Riverstone Combi Pouch (RSP £11) includes 30g of easy-to-roll tobacco and 60 papers and 60 filters, ticking all the boxes for both dualists and new entrants into the fine cut tobacco category.

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£4.50

RRP

Ross Hennessy, Head of Sales at JTI UK, says: “Sterling Dual Capsule Leaf Wrapped cigarillos will become a popular alternative for adult smokers who want innovative, value-for-money tobacco products.”

PACK OF 10 CIGARILLOS PEPPERMINT CAPSULE FILTER TOBACCO LEAF WRAPPED STICK

* Recommended Retail Price effective from 6 November 2019. You are, of course, at all times free to sell JTI’s products at whatever price you choose.

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Forecourts

Feature

FORECOURTS DRIVING AHEAD IN 2020 The forecourt sector looks set for another big year, with many of the key players already off to a ﬂyer in driving growth in 2020.

BRIDGEND COMMUNITY AWARD

he vibrant forecourt sector looks to be picking up in 2020 where it left off at the end of last year with some of the biggest players already making big progress in making this year another year of growth. JET has revealed that it has further strengthened its presence in the north of Scotland with West End Filling Station in Dingwall joining the fuel brand’s network. Highland Fuels, a longstanding JET Approved Partner in Scotland, has won the contract to directly supply Phillips 66 fuels to the 2.4 mlpa site, using the JET brand under licence from Phillips 66. West End Filling Station is owned by independent dealers Elaine Houston and Steve Cunningham, who took over the site in 2006 and also own Bridgend Service Station in Fife. West End is located in a prime location on Strathpeffer Road, one of the main routes in and out of Dingwall, not far from the town centre, industrial premises and housing. Since joining the JET network in early November, the forecourt has been fully re-imaged in the latest JET brand and benefits from a range of forecourt design improvements to create a safe, friendly and welcoming environment for customers. The 19-nozzle forecourt and 2,000sq ft Mace-branded convenience store attract a steady stream of customers and commuters from Dingwall and the surrounding areas. The forecourt also experiences a marked uplift in footfall during the summer months with tourists visiting the Scottish Highlands. 46

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Bridgend Filling Station in Inverness has picked up the ‘Community Engagement’ award at Gulf’s annual forecourt standards competition. Duncan Fraser and his team at the store were crowned winners for the exceptional work they undertake to support their community and preserve essential services in the Highlands. Demonstrating its commitment to the local area, Bridgend’s ongoing initiatives have seen, amongst other things, the introduction of a post office, now the largest sorting office outside of Inverness with 13 ‘Posties’ operating from it. The site also operates a mobile Post Office in local villages two days a week and actively invests in personnel and facilities such as a full-service launderette and convenience store.

On-site facilities include two jet washes, a cash point and two Costa coffee machines. The site also boasts a strong food-to-go offering and an extensive alcohol selection, with a wide range of malt whiskies and Scottish gins. When West End’s supply contract for was up for renewal, both Elaine and Steve were impressed with the package and level of customer service offered by Highland Fuels. They also recognised the the potential that the JET brand holds in attracting forecourt footfall. Steve Cunningham comments: “The JET brand is well known in the area and we really liked their new image. Due to the layout of our forecourt, we can only accommodate smaller tankers so the option to have Phillips 66 fuels delivered by Highland Fuels’ smaller tankers to a JET-branded forecourt was the ideal solution for West End. We also get the added bonus of being able to offer our customers JET ULTRA Premium Unleaded fuel, which is proving very popular. “We’re up against tough local competition, with a large Tesco store and forecourt in the town centre, but with the JET brand now in place, I’m confident that we will attract more customers than ever before. Customer feedback has been very positive and the impact

the new JET image has had on the site’s appearance can’t be overestimated.” Highland Fuels now owns and operates 15 forecourts across Scotland, three of which are JET-branded. The company also supplies dealer sites across Scotland under the Thames and Highland Fuels brands. Paul Yates, JET’s Retail Account Manager for Scotland, concludes: “We’re delighted to have another JET-branded site in the Highlands. West End Filling Station takes our total number of sites in this region of Scotland alone to five, which is impressive given that it is one of the most sparsely populated areas of the country. With around 50 independently owned JET-branded forecourts throughout Scotland and another addition to be announced early in the new year, it’s a very exciting time for our Scottish network.” Similarly, Gulf Retail is relishing the prospect of a buoyant 2020, having recently re-defined its Dealer proposition with a much greater focus upon driving up retailer margins and shop revenues. It anticipates further growth across Scotland as it looks to add to its 100-strong Scottish forecourt network. Initiatives taken by the Larbert-based company in recent months include the launch www.slrmag.co.uk

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A Brand New Gulf

We have revitalised our forecourt image for todayâ&#x20AC;&#x2122;s marketplace. This modern, fresh and eye-catching look is designed to widen the appeal of our forecourts, attracting new customers and helping our Retailers increase visibility at all times of the day.

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Contact your local Area Manager

Call 0345 456 6300 gulfoil.co.uk/retail

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Feature

Forecourts

of a fresh new eye-catching forecourt image and the roll-out of an industry-first fuel loyalty programme. “Our proposition is fully in-tune with today’s convenience-led marketplace,” enthuses Richard Billington, Retail Director, Certas Energy. “Gulf Retail is a progressive business partner, taking innovative strides to futureproof the forecourt operations of every one of our Dealers. “We recognise the impact that we can have as experienced retailers ourselves, testing and proving third party supplier products and services before rolling out to our Gulf Dealers. We also have the size and scale to reduce the cost of these which will ultimately drive up Dealer profitability. Enhanced arrangements with third party suppliers currently include best-to-ndustry deals with Aquavape and Fastrack and several of the UK’s leading system providers including Point Four and Orbis Tech. These provide the technologydriven solutions for Retailers of all sizes looking to futureproof their businesses.” Nothing emphasises Gulf’s determination to support its Dealers more than the launch of its Oomph loyalty platform and recent agreement with Spar. Oomph utilises cuttingedge technology to drive new revenues to dealers and is the only fuel loyalty programme that gives Dealers access to customer data and allows them to tailor offers to suit. “It’s an absolute game-changer for many retailers,” continues Billington. “Even though it’s still in its infancy, we are seeing impressive results and a direct correlation between membership of the scheme and increased site visits.” Gulf dealers can now talk to their customer groups via SMS, email and a dedicated phone app and tailor offers to specific groups to boost in-store profits and strengthen community ties. They also have the tools to delve deep into the shopping basket of a customer and respond accordingly with dedicated calls to action. The arrangement with Spar puts at the disposal of the Gulf network its wealth of retail experience, consumer insight and market knowledge, along with a vast range of local products to choose from, including the widest possible choice of fresh foods and food-to-go options. “Our Scottish network is at the heart of our operation and we are committed to growth by offering Dealers a much more pragmatic business partnership than any that they’ve had with other fuel suppliers,” concludes Billington. “Many of the very best UK dealers are turning to Gulf, recognising that whatever the challenges facing our industry in 2020 and beyond, we are able to deliver real value to their business.” 50

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www.slrmag.co.uk

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a drop of magic! Sugar Free

new millions flavoured sugar-free water get it here now!

For sales email: Nadia@nqcandy.co.uk or Debbie@nqcandy.co.uk www.millionssweets.co.uk millionssweets SLR February 2020.indd 51

@millionssweets 31/01/2020 16:44:37

Biscuits

Feature

SWEET START TO 2020

There’s plenty of ‘new news’ for retailers to get excited about in the important biscuits category as 2020 properly gets underway with new products, new TV ads and new healthier snacking initiatives.

ot on the heels of its major acquisition of Paterson Arran, Burton’s Biscuit Company is back on the front foot with the return of its ‘What would you do for a Maryland?’ campaign to the nation’s TV screens this month, backed by social media activity. The £350k campaign sees the TV commercial premiering with ITV’s ‘The Voice’ during primetime Saturday night viewing, alongside other popular programmes including ‘Take me out’ and ‘Celebrity Juice’. ‘What would you do for a Maryland?’ taps into the nation’s love for cookies, centred on what people would do for a Maryland cookie in particular. In spring last year, the brand put this question to the nation in a UK-wide search for an official Maryland cookie taster. The campaign reached over 65% of the brand’s core audience – women aged 16-35, and attracted 300 applications, with wannabe cookie tasters pledging to climb Everest, walk a 1,000 miles, attend a festival dressed as a Cookie Monster and lots more, proving that the brand’s consumers really would do almost anything for a Maryland! When the TV campaign aired previously, brand penetration increased by 50% and not only drove sales for the 10g cookie championed in the commercial, but across the wider portfolio including Maryland Big & Chunky lines and Maryland Mini’s, the number one Kids Mini brand [Nielsen, Nov 2019]. Burton’s is also tackling the issue of portion control with its recently launched ‘Under 100 Cal Club’. Sital Parmar, Marketing Controller at Burton’s Biscuit Company, comments: “We’re committed to enabling consumers to make informed choices, allowing them to enjoy biscuits and snacks which suit their individual lifestyle. We also recognise the importance of offering a variety of permissible snacks which cater to different consumer needs

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and occasions and have a wide range of initiatives to drive the agenda on sugar, portion control and calorie reduction. “That’s why we’re rolling out the Burton’s ‘Under 100 Calorie Club’, accelerating demand for our market-leading ‘less than 100 calories’ range, with products suitable for consumers of all ages.” The move enables Burton’s to promote the UK’s biggest range of reduced calorie biscuits together, in line with the company’s commitment to leading the way in portion control, giving consumers an increased choice of permissible biscuits and snacks under 100 calories. The Under 100 Cal Club range includes: Q Jammie Dodgers Minis (89 kcal a portion) RSP £1 Q Jammie Dodgers Jam & Yogurt Snacks (97 kcal a portion) RSP £1.39 Q Maryland Minis Choc Chip (99 kcal a portion) RSP £1 Q Maryland Minis Double Choc Chip (99 kcal a portion) RSP £1 Q Maryland Oaty Cookie Bars (94 kcal a portion) RSP £1.39 Q Maryland Chocolate Cookie Bars (97 kcal a portion) RSP £1.39 Burton’s plans to extend the range to include more options from its best-selling brands at less than 100 calories a serve. Meanwhile, Border Biscuits has built on the success of its Dark Chocolate Ginger biscuit by launching in a new snack bar format: Dark Chocolate Ginger Bars. In 2019, the business removed over 90% of plastic from its retail packaging in a bid to reduce its carbon footprint. It also donates 10% of its profits to local charities and community projects.

www.slrmag.co.uk

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BACK ON T V

The Nation’s favourite cookie, worth £46m RSV & consumed by over ¼ of all UK households* * Nielsen data to 31.11.19, Kantar data to 01.12.2019.

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UTC

WHO ATE ALL THE HALLOUMI FALAFEL WRAPS?

A long-suffering fan of the Hamilton Accies – The ‘Real Hoops’ – UTC will readily admit that the most enjoyable part of most Saturday afternoons is the pie he has at half-time. So imagine the overwhelming pity that welled up inside him when he heard that English Premier League mob Chelsea have just unveiled the league’s first vegan kiosk for fans. No pie and Bovril for this lot, but can we tempt you with the Buffalo Cauliﬂower Wings or the Halloumi Falafel Wraps? No? How about the Vegan Kitchen Pizza? Thought not…

YOU’LL HAVE HAD YOUR BURNS TEA? UTC doffed his tartan bunnet to Scotmid recently as the retailer marked its 160th anniversary celebrations by hosting the largest Burns’ Supper of all-time. Held at the Edinburgh Corn Exchange, a whopping 926 people tucked into a strictly non-vegan haggis, neeps and tatties tea to set a new Guinness World Record. To be fair, industrial scale consumption of haggis is always guaranteed to get the auld yin’s pulse racing.

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EDINBURGH SEX IS DEPRESSING, BUT IT’S WORSE IN DUNDEE

There’s more fun to be had at a Glasgow funeral than an Edinburgh wedding, as the old saying goes, and it appears that Edinbuggers also have challenges rising to the occasion when it comes to performing between the sheets. A new study by a company called EveAdam which was forwarded to UTC by SLR contributor Karen Peattie (who seems to be on quite a lot of iffy mailing lists) found that Edinburgh is the city with the highest amount of monthly Google searches in Scotland for ‘body image issues during sex’. The precise number, for those that are interested, is 2,380. But if you think that’s bad, spare a thought for Dundee. The jam, jute and journalism capital comes top in the list of monthly searches for the term ‘depression and sex’ (1,260 instances). And before all you Weegies get too smug, it’s worth noting that Glasgow came top of the table for ‘no foreplay’ with 454 searches. www.slrmag.co.uk

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