SLR July 2016

JULY 2016 | ISSUE 159

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OLYMPIC EFFORT

Applying the lessons from London to Rio

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GALLAGHER PROMOTION

Chris Gallagher made Dynamic Retail MD

MAXXIUM’S £900M PLAN

New vision to unlock huge spirits opportunity

FORECOURTS BACK IN FASHION Demand hots up

HARRIS IS THE MAN!

Young Markinch retailer named Scottish Local Retailer of the Year

Full rundown of every winner at this year’s SLR Rewards Cover.indd 1

08/07/2016 08:40:31

Promoting Responsible Community Retailing

to ensure a sustainable and prosperous convenience industry in Scotland

SGF National SGF National Executive Executive Elections Elections and Annual General Meetings and Annual General Wednesday 24 August 2016 Meetings th

SGF would like to invite your nominations to fill the th vacancies on the SGF 24 National Executive.

The elections Wednesday August 2016 th will take place on Wednesday 24 August during our Annual General Meetings, being held at Federation House, Edinburgh.

We currently have a number of vacancies within our two vacancies as follows: CONSTITUENCY

NUMBER OF VACANCIES

Independent (companies operating with less than 50 stores)

3

Multiples/Co-ops/Symbol Groups (operating with over 50 stores)

1

We do have members standing for re-election to fill these vacancies however we would be also be happy to accept nominations from within our membership. ALL applications will be considered and a vote will take place at our Annual General Meeting on 24th August.

Nominations should include name, company, brief history and authorisation from the individual concerned.

SGF has offered it’s commitment to the Scottish Government that we will endeavour to work to their 50/50 by 2020 initiative; encouraging diversity on our board, therefore we would be delighted to welcome applications from the female contingent within our industry.

SGF Ad A4 Reworked.indd 1

Meetings Taking Place COMPANY

TIME

SGF (Holdings) Limited

2.00pm

SGF Services Limited

2.10pm

PGMA (Scotland) Limited

2.20pm

SGF Benevolent Fund

2.30pm

Should you wish to attend please let us know no later than 12th August to allow us to arrange catering etc.

send your PleasePlease send your nominations nominations no later no later than 12th August to th August than 12Mullen to Pauline at SGF on Pauline Mullen at 0131 SGF on343 01313300 343 3300, EMAIL: e-mail p.mullen@scotgrocersfed.co.uk p.mullen@scotgroce rsfed.co.uk or post: SGF, 222 Alternatively you can post your Queensferry nomination to:Road, Edinburgh, EH4 2BN. SGF 222 Queensferry Road Edinburgh EH4 2BN

19/05/2016 14:39:36

July 2016

Contents

Contents ISSUE 154

NEWS p4

Chris Gallacher promoted to MD Dynamic Retail Shaun Marwaha, who heads up the Glasgow-based convenience store chain Dynamic Retail, has promoted his Retail Operations Manager as part of a management restructure. p5 Cabinet Secretary hails industry at SWA Conference Keith Brown MSP, Cabinet Secretary for the Economy, Jobs and Fair Work, has become the first senior politician to address the Scottish Wholesale Association’s Annual Conference. p6 Irn Bru adds fizz to revamped Scottish Challenge Cup The brand will continue its decade of support for Scottish football with a three-year sponsorship of the cup. p8 Scotmid drives school baking initiative The convenience chain has been involved in an initiative with Edinburghbased The Breadwinner Bakery to educate school children on how to bake. p10 News Extra Local retailers winning the fight against undrage sales There has been an almost 20% improvement in test-purchase performanace by local retailers. p30 Product News Mars capitalises on one of 2016’s biggest food trends with its Galaxy Crispy chocolate, which combines its milk chocolate with an added cereal cruch. p32 Off-trade News Sol launches readymade cool box, Carling Announces Partnership with Dundee United, and more from the drinks world.

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6

30

32

38

44

INSIDE BUSINESS p36 Woodlands Local The latest updates from SLR’s own convenience store in Falkirk, as well as our pick of this month’s best new products to hit the shelves- and how to promote them. p36 Hotlines Nature Valley widens its range with gluten free protein biscuit, and more new products.

FEATURES p38 Olympics Rio is just around the corner. What should be the key strategies for leveraging this event? SLR finds out. p44 Forecourt Following a dip very few retailers seemingly interested in them, forecourts are now very much back in fashion as retailers embrace the opportunities that come with running a modern c-store alongside a high footfall petrol forecourt. p52 RYO With the first deadline now passed for the implementation of the new EUTPD2 legislation, the clock is now ticking for retailers as they plan for next year’s all important May cut-off date. p54 Confectionery SLR speaks to the main confectionery suppliers to discuss what their focuses are for the summer and finds out how retailers can ensure they are getting their share of a vital market. p66 Biscuits & Cakes The key to biscuit and cake sales is to recognise and act on what’s driving market growth.

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Contents.indd 3

ON THE COVER 14

SLR Rewards winners Find out who won this year’s Rewards and why.

JULY 2016 | SLR

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08/07/2016 14:38:42

News APPOINTMENTS Retail Operations Manager promoted to MD role

JTI and Filshill Big Walk Employee volunteers from JTI and JW Filshill joined forces with injured service personnel and veterans from The Not Forgotten Association to take

Chris Gallacher promoted to MD of Dynamic Retail

part in The Big Walk last month.

The walk involved three 10 mile treks across the Surrey Hills, the Pennine Way and Loch Lomond & The Trossachs National Park, to raise over £25,000 for the UK based charity. Simon Hannah, MD of JW Filshill, said: “Our team rose to the challenge and did themselves proud, helping to raise thousands of pounds for the charity. It was a privilege to meet so many inspirational individuals.”

GroceryAid Ball hits £188k Last month’s GroceryAid’s annual Summer Ball raised more than £188,000 at the Honourable Artillery Company Gardens in London. Thanks to the generosity of the 600 guests who attended, the money raised represented a fantastic 14% increase on last year. This will enable the charity to look after at least 125 beneficiaries in the coming 12 months with both financial and welfare support.

Kerry hands Garret convenience role Kerry Foods has promoted Ian

Shaun Marwaha, who heads up the Glasgow-based convenience store chain Dynamic Retail, has promoted his Retail Operations Manager Chris Gallacher to Managing Director as part of a management restructure which will allow him to focus on the strategic growth of the company’s Scotfresh fascia.

A former Scottish Local Retailer of the Year, brought in ex-Booker Retail Development Controller Gallacher almost two years ago and now operates nine stores across Glasgow and the central belt. He has continually signalled his desire to expand the business as part of bold plans to position Scotfresh as one of the leading names in convenience retailing in Scotland.

In his new role, Gallacher will continue to drive the awardwinning retailer’s fresh and food to go propositions while remaining focused on improving efficiencies, ensuring staff are customer driven and forging strong relationships with suppliers. “This is an exciting time for Scotfresh as we move into the next phase of our growth,” said Gallacher.

“It’s not just about adding more stores to our portfolio – it’s about

finding the right stores in the right locations,” he continued. “In the meantime, strengthening our fresh and food to go business will be one of my immediate priorities and we’re working on rolling out our OOR Kitchen concept to more stores.

“This food to go offer is going down well with customers in our Denny and Armadale stores and that is our benchmark for developing the concept in other stores with range tailored to the size and location of the outlet.”

Marwaha added: “I initially brought in Chris to help restructure the business and develop our existing growth strategy with food to go at its core. With Chris taking full control of the day-to-day running of the business I am now in a position

to invest more time and energy in seeking new business acquisitions as well as developing and exploring strategies that will put Scotfresh in a position of strength moving forward.

“New store openings will continue to fuel our future development with Chris focusing on key growth areas such as food to go and fresh foods,” he continued. “Staff receiving the right training and ensuring the customer comes first form a big part of his plans this year.”

Founded by Marwaha’s parents Jack and Rita in the east end of Glasgow almost 35 years ago, the business still owns its original store in Riddrie but has expanded with stores in the city’s west end, Cardonald, Scotstoun and Kirklee as well as Denny, Irvine and Armadale.

Garrett to the key role of Sales Director, Convenience. Garrett’s appointment coincides with the launch of the next phase of Kerry Foods’ ambitious Building a Nation of Chilled Experts programme, under which it is aiming to help independent and convenience retailers realise a £6bn chilled sales.

One Stop £10 meal deal One Stop has launched a new evening meal deal offering customers a meal for 2 for £10 including any two ready meals, a selected dessert and a selected wine. This mechanic gives customers as much as £5.99 off the equivalent if all bought separately. The activity is supported with POS, a feature in

COMPETITIONS Thornliebank retailer picks up new van in PMI competition

Mustafa’s the man with the £10k van!

Thornliebank Day-Today retailer Mustafa Ahmed got the prize of a lifetime last month when a brand new Peugeot Partner van worth over £10,000 was delivered to the door of his store as the prize in a retailer incentive competition called ‘Our Brands, Your Profit’ run by Phillip Morris International (PMI). The van comes with free tax, insurance, road side assistance and even fuel for a year.

Mustafa received one of four vans handed out across the UK to retailers who had maintained full availability of Chesterfield and other PMI brands from October to December last year.

All retailers who entered were visited three times by PMI and all who met the criteria were entered into a prize draw to win a host of goodies. Top

prizes were the £10,000 vans but the competition also saw retailers pick up iPads, chillers, CCTV systems and cash registers.

A delighted Mustafa received his keys from PMI BDE Christopher Dean. Mustafa told SLR: “I couldn’t believe it when I heard I’d won. I thought it was a joke at first! I’m absolutely over the moon, not least because my old van is about 14 years old and is on its last legs.

The new van is going to come in extremely handy.

“It was a great competition and I must say that PMI have always been hugely supportive of me.”

leaflets and barkers.

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08/07/2016 14:04:41

News WHOLESALE Annual conference bolstered by presence of senior MSP

Cabinet Secretary hails industry at SWA Conference Keith Brown MSP, Cabinet Secretary for the Economy, Jobs and Fair Work, made history last month by becoming the first senior politician to address the Scottish Wholesale Association’s Annual Conference when he spoke to wholesalers at Crieff.

Brown recently secured a new Cabinet post in the Scottish Government and has a broadranging portfolio. Kate Salmon, Executive Director of the SWA, said: “We are keen to see Government recognition of the importance of the wholesale sector and a commitment to pro-active engagement with wholesalers in future – so Keith’s presence at conference is a great step in the right direction.”

The conference saw the launch of a brand new SWA website and the appointment of three new members to the SWA Council: Jim Cummiskey, CEO of the independent Glasgowbased Fáilte Group; Philp Jenkins, Chief Executive of the buying and marketing group Sugro which has eight members in Scotland; and John Kinney, Retailer Director of the Today’s Group, has been co-opted to replace the late Bill Laird while David Lamb, Trading Director of CJ Lang, has stepped down.

Meanwhile, SWA President

Eddie Lynagh took to the stage to describe the new Alcohol Wholesale Registration Scheme (AWRS) as a piece of legislation that “ticks a lot of boxes” and is “very welcome”.

Highlighting the raft of legislation that wholesalers have to contend with north of the Border, Lynagh told conference that the AWRS and will go a long way to helping better police the industry. “As of now it is illegal to wholesale alcohol in the UK if you have not applied for registration,” he said. “For me it ticks a lot of boxes.

Was it required? Yes. Will it work?

Yes, I think it will. Were we consulted?

Yes, at many levels.”

Lynagh, who is area manager for Booker Greenock, continued: “We, as an Association, now have to communicate with all our

members as to the implications. So, for example, if someone regularly overbuys on alcohol promotions to gain a better price and then sells on to his friends – then he is wholesaling and is in breach of the above act.”

Under the AWRS, HMRC will assess whether wholesalers are “fit and proper” with those failing to meet the test unable to trade in alcohol and face fines if they continue. Businesses will need to provide information such as types of customer, products sold, premises used and details of their main suppliers, when they apply.

Retailers will be required to buy from approved wholesalers from April 2017 and HMRC will publish details of approved wholesalers online.

SLR BIG GIVEAWAY

Scotmid raises cash at Highland Show Scotmid’s attendance at the Royal Highland Show this year saw the retailer raise almost £4,000 for Alzheimer’s with donations being made by the public for freshly made strawberry tarts using the finest Scotch strawberries, locally produced tart cases, Scottish cream and strawberry jelly. The Scotmid community team also ensured that there were lots to do for kids attending the show with face painting, puzzles, seed planting and educational games.

Festival season age challenge Retailers are being urged to brush up on under-age sales legislation and practices as the festival season gets into full swing. The warnings come from social enterprise Under Age Sales after a number of retailers lost their licence as a consequence of selling age restricted products to minors during festival season last year.

While laws on the sale of alcohol and tobacco are well-recognised, uncertainty and a lack of awareness around the age restrictions placed on the sale of other festival essentials such as cutlery, gas canisters and allergy relief tablets could result in fines or losing their licence.

NFRN challenges Trading Standards

Clyebank Co-op/KeyStore wins the SLR BIG Giveaway

NFRN CEO Paul Baxter has said

The lucky winner out of this year’s SLR Big Giveaway is Elaine Doyle of Clydebank Co-Op/Keystore in Dalmuir. Elaine’s name was the first to be drawn out of the lucky SLR hat and she will soon receive a mountain of free stock for her store.

The prize includes everything from spirits, beers and soft drinks to cigarettes, confectionery and grocery lines.

police and retailers must

trading standards, councils, work together more closely if the ballooning market in illicit tobacco and alcohol is to be burst. He called for greater transparency from trading standards regarding its investigations and outcomes. He said: “Out of more than 81,000 reported incidents of fraud and scams, there were only nine successful police or judicial prosecutions. Members would welcome greater enforcement from trading standards”

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08/07/2016 14:04:44

News SPONSORSHIP AG Barr’s biggest brand upweights its investment in Scottish football

Stornoway bakery completes £500k investment Stag Bakeries, the Stornowaybased family-owned bakery, has completion a £275,000 expansion, taking total recent investment in the business to £525,000. The business recently invested in new machinery to enable further new product development. The bakery has been expanded by an 350sqm which has allowed for additional warehouse and office space for the growing business. The investment was supported by Highlands & Islands Enterprise.

News lobby group launched Independent retailers’ calls for improvements throughout the news supply chain will be strengthened through the NFRN’s membership of a new lobby group, The News Retailer Group, said NFRN Chief Executive Paul Baxter.

Irn-Bru adds fizz to revamped Scottish Challenge Cup AG Barr has announced that Irn-Bru has agreed the biggest signing of the summer as it was unveiled as the new headline sponsor of the revamped Scottish Challenge Cup – which will be renamed the Irn-Bru Cup. Following a decade of support for Scottish football, Irn-Bru’s long-standing backing of the beautiful game will continue with a three-year sponsorship of the Cup which this season also celebrates a fresh and exciting new format.

The new cup competition has been given extra fizz with the introduction of two teams each from the Welsh Premier League and Northern Ireland Football League with teams from the Highland and Lowland Leagues (four each) and all Ladbrokes Premiership under-20 teams (12) also joining to compete for the first ever national IrnBru Cup. Adrian Troy, Head of Marketing at Irn-Bru, said: “We are very excited about the new Irn-Bru Cup format and the opening up of the competition cross border – bringing more of the home nations in.”

Neil Doncaster, SPFL Chief Executive, said: “This is another exciting day for Scottish football and we are

thrilled that Irn-Bru, one of Scotland’s most celebrated brands, is supporting us on the journey. In addition to this significant sponsorship boost, the announcement of the exciting new format of the Irn-Bru Cup again shows that Scottish football has the confidence to innovate and introduce fresh ideas to our competitions.”

The creation of the NRG sees the NFRN joining forces with other key leading news industry players including the Co-op, Asda and McColls, to press for improvements to delivery times and administrative processes as well as further pushing for action on carriage charges and illicit magazine sales.

Clarke to remain as IGD President Andy Clarke, who steps down as Chief Executive of Asda this month, will remain as President of IGD, the food and grocery research and training charity.

Clarke took over the reins as IGD President at the beginning of 2015, having previously served as Vice-President.

Joanne Denney-Finch, IGD Chief Executive, said: “Andy has demonstrated his passion not only for IGD but for our entire industry, not least through his support for our Feeding Britain’s Future skills and employability programme.

“Andy has also been instrumental in encouraging IGD to implement our healthy eating

SYMBOLS Festival promises summer sales

Nisa unveils summer cider festival Nisa will be supporting its retailers with a new Cider Festival event this month to help them drive footfall and sales. The festival is supported with themed marketing materials and strong consumer offers on a wide range of ciders, in preparation for the increased demand predicted with the warmer summer weather.

The event will run to the 31st July and will feature competitive pricing and offers on a selection of ciders, supported by themed POS including shelf talkers, hanging signs, bus stops, window posters, highlighters and shelf strips.

The event follows on from the success of Nisa’s Wine Festival event in March, which achieved almost £1.2m in additional sales, seeing a 66% increase in sales of wines featured in the threeweek long event.

Ciders selected for the festival include Bulmers 568ml, Rekorderlig 500ml and Old Mout 500ml bottled ciders, all being sold to shoppers at four for £5, with Kopparberg 10x330ml on promotion at £9.99 and Magners and Strongbow 4x569ml packs at £4.

SYMBOLS

‘Carriers for Causes’ funding scheme from One Stop One Stop has launched ‘Carriers for Causes’, a new funding scheme where community groups can apply for funding grants of up to £1,000 towards a variety of local projects.

The money raised from the government’s 5p bag charge will be used by One Stop to fund local community projects across the UK and the scheme will be administered by environmental charity Groundwork.

Groundwork which has a strong track record supporting organisations with managing grant schemes of all sizes, ensuring maximum impact for the investments made.

‘Carriers for Causes’ is a rolling programme so community groups can apply for funding all year round to help their local area. Applicant groups must be within two miles of a One Stop store to ensure the money is going back into their customers’ local community.

All One Stop Franchisees also charge for carrier bags so that they too can give back to their local community.

Supporting POS and digital activation will be provided to showcase where the money has been spent and how it’s made a difference throughout the year. Stores will be encouraged to work with the local press to raise awareness of the project being funded in their area.

programme.”

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08/07/2016 14:04:47

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14/06/2016 10:34

News COMMUNITY INVOLVEMENT Retailer works with local bakery to engage with local school

Q Booker’s first quarter results reveal another solid performance with group sales, including Budgens and Londis, up 10% on the same period previous year.

Non-tobacco sales were up 11.7% for the same period while tobacco sales rose by 6.4%. The company is seeking shareholder approval to implement a capital return to shareholders of 3.2 pence per ordinary share at a cost of approximately £57m.

Q Nisa Retail has reported full year adjusted earnings of £7.3m, a significant improvement on last year’s £2.9m. The increase was £100,000 ahead of budget and represented the biggest annual swing in profit in the company’s 39 year history. Underlying

Scotmid drives school baking initiative Scotmid has been involved in an initiative with Edinburgh-based The Breadwinner Bakery to take education on how to bake breads and muffins into the classroom. Last month saw the two firms join forces to host a lesson on how to bake breads and muffins into Sciennes primary school in Marchmont, Edinburgh.

Children in one of the classrooms were then split up into working parties, where they chose the name of their bakery and designed a loaf and a muffin.

These were then made and judged by the school, along with several other people including Stephen Brown, Scotmid Local Sourcing Manager Scotland and north-east England, and Sean McVey, master craftsman baker from

The Breadwinner Bakery.

The winning products were then sold over the following weekend in three of Scotmid’s stores, with the funds raised going directly back to the school.

Scotmid Chief Operating Officer

Colin Maclean said: “We think this is a way of explaining how the breads are made, getting the children involved and clearly developing a link with the community and, most importantly, our bakery customers of tomorrow.”

profit was £0.6m following a loss of £5.4m the previous year.

The business achieved sales of over £1.3bn for the year and boosted membership numbers by 476 stores to a total of 2,915.

Q The latest SRC Retail Sales Monitor showed that May marked a five month performance high, even though in-store sales continue to shrink. Like-for-like sales were down 0.6% YOY and total sales were down 0.3%. Food sales were down 0.7% YOY. Q One Stop Franchise has clarified membership investment and cost requirements. The cost of becoming a franchisee can be paid on a weekly, annually or 5-yearly basis. The maximum cost is £92 per week and the only essential costs after this are for broadband installation and line rental. To ensure franchise stores have a consistent look and feel, One Stop Franchise invests £50,000 in every store, which doesn’t have to be spent fully at the

TECHNOLOGY New app from JTI offers range of benefits

JTI fires up new app for retailers Tobacco manufacturer JTI has expanded its digital offering with the creation of a new JTI Advance app. Designed with retailer needs at the forefront of its functionality, the app features an innovative barcode scanner and fingerprint sign-in, a shopping list, a margin calculator and training modules.

The roll out of the app is perfectly timed to support retailers ahead of TPD2 changes and provides retailers with an easy way to access vital category information and up-to-date industry and product news.

The barcode scanner allows retailers to scan all tobacco and e-cigarette products, providing them with the latest product information and retailers can directly add scanned products to their digital personal shopping list. Another added feature

of the app is its fingerprint sign-in technology which allows retailers to access the app quickly, safely and securely.

Peter Kelleher, JTI’s Digital Marketing Manager, commented: “Not all retailers have the luxury of being able to leave the shop floor and work from an office – in fact, 45% of JTI Advance website users access the site through their phones – so we have put key functionality of the site and more on the app.

“The app, much like the website, is on hand 24/7 and complements our Your Guide Through Change initiative that sees face-to-face, digital and trade media support to help retailers through a changing tobacco legislative landscape, allowing them to get on and maximise the £15bn category.”

BREXIT

SGF expresses concern over Brexit The Scottish Grocers Federation has expressed its concerns about the potential impact of a Brexit on a stable environment for business.

The UK result will also have significant ramifications for Scotland: Nicola Sturgeon has already said that the result makes another independence highly likely.

SGF Chief Executive Pete Cheema commented: “We ae concerned that the result will mean a prolonged period of economic instability – we have already seen significant volatility in the stock exchange and currency markets – which will mean uncertainty for business and have a negative impact on investment, jobs and consumer spending. Scotland voted decisively in favour of remaining in the EU.

outset.

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08/07/2016 14:04:49

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sociation, 20 ufacturers’ As Tobacco Man tion, 2014 cia so As t en m 2 Local Govern

1

The illicit trade impacts: income

youth

quality

communities

Call the Customs Hotline

0800 59 5000

Working together to fight the illicit trade

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13/06/2016 11:05

News Extra

Tobacco | Under-Age Sales Prevention

NewsExtra ALL THE LATEST NEWS FROM THE FORECOURT SECTOR P44 TOBACCO New report suggest retailers are making good progress in eliminating underage sales

Convenience Matters with the SGF One of the biggest of the many big issues facing retailers is the cumulative impact of the cost of doing business. Much of this is driven by government legislation and the need for retailers to comply with it. It’s clear that currently the new national living wage is one of the biggest cost pressures facing retail businesses.

We know from the Scottish Local Shop Report that about 75% of staff in independent convenience stores are over the age of 24 so the national living wage is bound to have a significant impact on wage bills.

The UK government is advised on what the rates for both the minimum wage and the national living wage should be by the Low Pay Commission. The Commission is currently undertaking a UKwide consultation exercise on the workings of the national living wage.

Commissioners are visiting Scotland in early July to get first-hand accounts from businesses on how well or otherwise the national living wage is working. SGF has been invited to meet the Commissioners – this is a great opportunity to get the views of our members across and to try to lessen the impact of future changes to wage rates.

We recently set up an online survey to collect data from our members on how the NLW is affecting businesses. We will present these findings along with the Scottish Local Shop Report to the Commissioners.

The data from the survey will also provide some preliminary data for the research programme we are starting up in September in partnership with the University of Stirling.

Slowly but surely we are building up the evidence we need to really help influence policy.

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Local retailers winning the fight against underage tobacco sales The first ever Responsible Tobacco Retailing annual report has shown an almost 20% improvement in test-purchase performance by local retailers.

Evidence from more than 4,000 test-purchases of independent tobacco retailers in the UK in 2015 has shown a significant improvement as a result of free-of-charge professional training, according to the first annual report from Responsible Tobacco Retailing (RTR).

The report details results from a proof-of-age compliance scheme which supports independent retailers and protects young people from accessing tobacco products. The scheme is funded by three of the largest tobacco manufacturers.

RTR tests independent retailers using mystery shoppers who are 18 or 19 years old, to make sure that no retailers involved actually break the law.

Trading Standards best practice calls for retailers to request photo ID from anyone buying tobacco who looks under 25. As part of the programme, retailers are therefore identified as ‘at risk’ of breaking the law if they do not ask for ID from the test purchaser on two separate occasions, and are offered professional on-site training, free-of-charge.

Within the first year, the programme has already achieved a 19.6% improvement in performance from retailers.

Key to preventing youth access to tobacco products was the implementation of an effective and documented training programme for staff. During the first year, 14 per cent of all retailers assessed were deemed to be ‘at risk’, having failed to challenge for ID on two separate occasions. The majority (87%) of ‘at risk’ retailers were found either to have inadequate or no training in place for staff to prevent underage sales.

Another key factor was the presence of adequate warning signs or age verification policies. To help remedy this, more than 11,000 ‘No ID No Sale’ packs have been distributed free

of charge to retailers during the first year of the programme.

Cllr Suleman Khonat, Chair of the Tobacco Retailers Alliance and NW President of the National Federation of Retail Newsagents, said: “The retail trade warmly welcomes the support they receive from the tobacco industry to help tackle youth access to tobacco. We work tirelessly to challenge young people when they try to buy age restricted products, but we can always improve. The Responsible Tobacco Retailing programme enables us to identify any areas of concerns and potential issues so retailers can improve their training practices and procedures helping to prevent under 18s accessing tobacco and other age restricted goods”.

www.slrmag.co.uk

08/07/2016 14:04:07

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21/06/2016 09:19

Comment

BREXIT: WHAT WILL IT MEAN FOR LOCAL RETAILERS? So, unless something dramatic happens in the next few months – which isn’t out of the question given the flux of recent weeks – Scotland is heading out of the EU. Whatever your take is on the recent Brexit poll and whatever you think about our membership of the EU, one thing is clear: Scotland as a nation voted to remain. All 32 Council areas, in fact. A whitewash. But democracy dictates that we’ve been outvoted by our southern cousins and we’ll be leaving with them, unless Nicola Sturgeon gets her way.

The aftermath of the referendum has been remarkably similar to the weeks and months that preceded it: an unedifying mess of anger, fear, resentment, scaremongering, aggression and ill-informed opinions dressed as truths from both sides. The result has stirred up some ugly sentiment and, let’s be honest, some fairly extreme racism.

It’s hard to say at this stage how much of an impact the leave vote will have on Anglo-Scottish relations but Scotland’s First Minister has her heart set on a second Independence referendum, and it’s very easy to see why she believes she has a mandate to do so.

But in the cold light of day, what does all of this mean for local retailing in Scotland? Well, attempting to put politics to one side for a moment – if that’s possible – and trying to take a clear-eyed, unbiased view of fairly basic economics suggests that there may be trouble ahead for retailers. This is principally because most objective observers agree that consumers are likely to be hit hard and the amount of cash they have available to spend in convenience stores will fall.

As non-EU members, buying goods or services from other countries will become more expensive because the value of the pound has plummeted and will probably remain suppressed at least until the medium term. We’ve already seen the pound hit lows we haven’t seen in a generation.

As a result, inflation is likely to increase. Mortgages will then go up as it is all but certain that the Bank of England will put interest rates up to combat the increased threat of inflation. According to the Treasury and the International Monetary Fund, house values will fall “between 10% and 18%” as a result of Brexit and the Treasury also expects wages to fall by between 2.8% and 4%.

The disappearing man George Osborne has already talked of a 2p in the pound increase in income tax as a result of Brexit. Very, very few reliable sources are predicting uplifts anywhere on the economic spectrum.

None of this bodes well for consumer spending.

Which means an uncertain and nervous time for local retailers in Scotland.

Just when we could do with some certainty.

We live in interesting times, indeed.

EDITORIAL Publishing Director Antony Begley 0141 222 5380 | abegley@55north.com Editoral Assistants Iain Hoey 0141 222 5385 | ihoey@55north.com Émer O’Toole 0141 222 5387 | eotoole@55north.com Web Editor Findlay Stein 0141 222 5389 | fstein@55north.com

ADVERTISING Advertising Manager Susan Dignon 0141 222 5384 | sdignon@55north.com Special Project Sales Manager Donald Stephenson 0141 222 5387 | dstephenson@55north.com

DESIGN Senior Designer Richard Chaudhry 0141 222 5300 | rchaudhry@55north.com Designer Lisa Deakin 0141 222 5388 | ldeakin@55north.com

EVENTS Events & Operations Manager Cara Begley 0141 222 5381 | cbegley@55north.com Events & Operations Assistant Chloe Buchanan 0141 222 5383 | cbuchanan@55north.com

CIRCULATION & SUBSCRIPTIONS Scottish Local Retailer is distributed free to qualifying readers. For a registration card, call 0141 222 5381. Other readers may 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.

© 55 North Ltd. 2016 ISSN 1740-2409.

ANTONY BEGLEY, PUBLISHING DIRECTOR 12

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08/07/2016 12:22:00

P&G would like to congratulate all winners and nominees at the 2016 SLR Rewards.

ShelfHelp. The free online sales tool with expert category advice, the latest planograms, top tips and shopper insights.

Do what thousands of successful retailers have already done, visit shelfhelp.co.uk

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24/06/2016 14:43

Cover Story

SLR Rewards 2016 – The Winners

SLR REWARDS

I

t’s probably fair to say that the SLR Rewards 2016 were the most successful awards in the 12 years since we started running them! A record attendance turned out at the plush Grand Central Hotel in Glasgow to watch the cream of Scotland’s local retailing talent recognised on stage among their peers.

The top prize on the evening went to remarkable young Markinch Nisa retailer Harris Aslam for the exceptional achievements he has made over the last 12 months. It was a particularly successful evening for Harris as he also picked up three category awards as well as the top prize.

He’ll be jetting off to the NACS conference in Atlanta in October as a Reward.

Also recognised on the evening was SNP MSP Gordon Macdonald. Gordon has played a fundamental role in driving the Scottish convenience sector far higher up the Scottish political agenda than it has ever been before.

In August 2014 Gordon sponsored the Scottish Parliament’s first ever debate on the convenience store industry. The following year he sponsored the SGF parliamentary exhibition (in partnership with SLR) which hugely raised the profile of SGF and the industry and led to the First Minister attending and giving the keynote speech at the 2015 SGF conference.

He has worked relentlessly on behalf of our industry ever since and his award is well merited.

The event was hosted by BBC TV presenter and journalist Chris Hollins who also has the unusual disctintion of having won Strictly Come Dancing! Entertainment was provided by comedian Sean Collins.

As always, SLR hosted a session for shortlisted retailers before the evening kicked off and this year saw a prize draw to win one minute in a ‘Grab A Grand’ booth! The winning retailers got to spend their minute inelegantly grabbing as much cash as they could, much to the hilarity of the rest of the room!

Maxxium UK once again provided a free bar while Heineken kept everyone going on free beer. CCE and Strathmore did their bit by providing soft drinks and water for everyone to keep them cool on what was an exceptionally balmy evening.

SLR Publisher Antony Begley said: “A huge congratulations to all our winners and it’s clear that they appreciate the fact that the SLR Rewards is the only awards in the business to offer real, valuable and fun prizes to all winners. First and foremost we want the evening to be special for retailers.”

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08/07/2016 09:23:17

Cover Story

The Winners – SLR Rewards 2016

SLR REWARDS

Scottish Local Retailer of the year Winner

Harris Alsam It was explosions and laughter and tears all rolled into one when Markinch Nisa retailer Harris Aslam’s name was announced as this year’s Scottish Local Retailer of the Year!

With several members of his family in attendance as well as a lots of colleagues from his stores, he was not short of well wishers as he strode up to the stage to collect his award from JTI Divisional Sales Manager – UK Kevin Mitchell.

His Reward for scooping the top award is a trip to the NACS conference in Atlanta in October where he will rub shoulders with some of the best convenience retailing brains from across the globe.

Harris’s rebuilt store in Markinch is truly an exquisite retail outlet and a real gem in the local community’s crown. Big, airy, bright and spacious, the store is effectively a small supermarket providing everything that the local community requires in one place.

But it’s more the amount of thought that clearly went into the store rebuild that caught the judges’ attention than the simple fact that the store is beautiful.

Customer flow has been well planned, the range is extensive without being sprawling and shelves have purposefully been kept low and well spaced to make it easy to manoeuvre and to lend the store a roomy, open air.

The mission-shopping approach to store layout is in evidence with dedicated areas for breakfast and lunch, dinner for tonight, the big night in and seasonal activity. All in all it’s a wonderful store, said the judges, and a remarkable achievement for a young man.

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JULY 2016 | SLR

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Cover Story

SLR Rewards 2016 – The Winners

SLR REWARDS “The SLR Rewards is a great platform to celebrate some of the fantastic retailers in Scottish convenience retailing. A well executed confectionery fixture is key to improving sales and profits, and all the entries successfully demonstrated great category management. Congratulations to Harris!”

DAN NEWELL, CONFECTIONS MARKETING MANAGER, WRIGLEY

Beer & Cider Retailer of the Year

Biscuit Retailer of the Year

Confectionery Retailer of the Year

Winner

Winner

Winner

Day Today @ Jamils, Renfrew

Spar Abronhill, Cumbernauld

Nisa Greens of Markinch

Shortlisted

Shortlisted

Shortlisted

Costcutter Eskbank Day Today @ Jamils, Renfrew Spar Clydebank (West Highway Service Station)

Keystore Broadloan, Renfrew Nisa Extra Dundee Spar Abronhill, Cumbernauld

Nisa Greens of Markinch Polbeth Spar & Service Station Spar Jet Maybole

Jamil has been a retailer for 20 years, taking the initiative earlier this year to relocate his store in Renfrew a mere two doors along the road from a 900sq ft store, more than doubling his space to a 2000sq ft, all singing all dancing unit. He has a hunger for knowledge and has invested in a 7m remote chiller to ensure all core products (75%) are kept cool, as well as 3 meters of shelf space for larger bottles of cider. His range includes a selection of craft beers and ales, with many locally sourced products, such as Hobgoblin, Avalanche and Brewdog. In just three weeks Jamil saw his weekly turnover rise by £5k, with beer and cider being the main uplift thanks to the new range. He is now looking to add a craft cider range to add further excitement.

A store with a true community feel and great bunch of staff headed up by the gregarious Angela Price, Spar Abronhill is an outstanding example of local retailing at its best and reigning champion of the Biscuit Retailer of the Year, securing the same honour at the SLR awards last year. The biscuits category is well managed – located opposite hot beverages to encourage sales of that category – and offers a comprehensive range of approximately 80 varieties of biscuit. The range is laid out logically but made interesting and enticing through clever use of promo areas and dumpbins for top sellers including Jacobs Cream Crackers, McVities Digestives and Jacobs Club Orange. Sales have been consistent since last year, welcome news.

Previously serving the community under the banner of Good News Supermarket, Greens remains under the ownership of the same family and is supplied by Nisa. One of the most dynamic retailers around just now, Harris Aslam takes confectionery seriously with the giant, colourful Perspex tubes on the wall making it very clear that this 4800sq ft store sells pick ‘n mix. Inspired by the retailers he visits on his travels, he strives for a point of difference – take the Green & Black’s feature, for example. With an excellent core range plus an eye-catching children’s section and products that appeal to his more mature customers, it a confectionery extravaganza that would even make the renowned Willy Wonka proud!

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08/07/2016 09:23:27

Scottish Local Retailer of the Year 2016 Congratulations to this year’s winner, Harris Aslam, Eros Retail.

JTI is the UK’s No.1 tobacco company1 and manufactures well known cigarette brands such as Sterling – the UK’s No.1 cigarette2, Benson & Hedges, Silk Cut, Mayfair & Sovereign Blue. We supply leading Other Tobacco Products including Amber Leaf – the No.1 tobacco brand2, Hamlet cigars, Old Holborn, Holborn Yellow,

Benson & Hedges and Sterling Rolling.

In the Emerging Products category we have just extended our successful e-cigarette portfolio with the introduction of a closed tank system Logic Pro, an award winning e-cigarette in the USA. JTI’s UK trading company is Gallaher Limited

UK Customer Careline 0800 163 503

jtiadvance.co.uk

jti.com/uk

1. Nielsen Market Track December 2015 – combined cigarettes and RYO volume (RYO converted at 0.4g per stick) 2. Nielsen Market Track FY2015

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13/06/2016 13:41

Cover Story

SLR Rewards 2016 – The Winners

SLR REWARDS

Crisps and Snacks Retailer of the Year

Making the Most of Milk

Newstrade Retailer of the Year

Winner

Winner

Winner

Spar Condorrat

Spar Charlotte Dundas Grangemouth

Killie Convenience Store Kilmarnock

Shortlisted

Shortlisted

Shortlisted

Clydebank Co-Op/Keystore – Dalmuir Spar Condorrat Spar Renfrew

Spar Charlotte Dundas, Grangemouth Spar Leven Street, Motherwell Spar St Machar Drive, Aberdeen

Goldenacre Mini Market, Edinburgh Killie Convenience Store, Kilmarnock

It’s a family affair at Spar Condorrat where this bountiful store, run by George & Ruby Clyne & their family for the past 43 years, is an unexpected delight for the first-time visitor. The crisps and snacks category has been remerchandised in recent months: bringing together the previously separated sharing snacks and nut areas, adding 14 new lines including a new Forest Feast range, introducing of a dedicated children’s confectionery area which shelves all the 20p & 30p snacks, as well as more secondary siting of promotional products and NPD. Very much part of village life, the store is an everevolving business that plays a crucial role in its local community and will do so long into the future.

John Swinney’s Charlotte Dundas store, a 2911sq ft CJ Lang-owned Spar store with great overall standards is a regular contender in SLR Rewards shortlists. This year it takes home the prestigious SLR Making The Most of Milk award. The judges were hugely impressed by the clear dedication on show to making the milke offering as attractive as possible for customers. The 2 metre milk fixture is easy to spot, even from the front door, thanks to a prominent siting and strong signage, the cabinet itself is regularly tended to and spotlessly clean and the range and merchandising is spot on. POS throughout the store reminds customers to pick up a pint too. Every box ticked.

Found in the unusual setting of a small shopping centre, this store benefits from being the first store shoppers encounter when they enter the centre, which helps Justine Boyce mop up most of the business from local shoppers. A huge range of immaculately presented magazines and a full range of newspapers coupled with Justine’s infectious enthusiasm and passion make this store a daily destination for many locals. Justine demonstrated a clear passion for the category and the sheer volume of space given over to news and magazines is testament to that.

Justine’s eye for detail is in evidence in every news and magazines fixture and she engages with all publisher promotions.

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08/07/2016 09:23:41

Cover Story

The Winners – SLR Rewards 2016

SLR REWARDS

Soft Drinks Retailer of the Year

Spirits Retailer of the Year

Community Involvement Retailer of the Year

Winner

Winner

Winner

Polbeth Spar & Service Station

Costcutter Ellon

Sinclair General Stores, Sanday, Orkney

Shortlisted

Shortlisted

Shortlisted

Londis Inveraray One Stop Blackburn Lothian Stores Polbeth Spar & Service Station Spar Jet Maybole

Costcutter Ellon G101 Cambridge Street, Glasgow Spar Newport

Best One @ Brownlies, Biggar Locavore, Glasgow Premier Broadway Convenience Store, Edinburgh Sinclair General Stores, Sanday, Orkney

A big, bright, spacious and thoroughly modern convenience store, Denis & William McCormack’s Spar in Polbeth has been really well thought out and with soft drinks so important in forecourts, accounting for over 10% of sales, it’s no surprise to find that it’s immaculate. A big food to go section brings shoppers to the fixtures and the range is precise and clinical, organised in specific sections focused on specific sub commodities such as meal-deal drinks, ambient juices and chilled, ready to consume cans and bottles. They overlay this with an extensive promotional programme, monitored by an enthusiastic team. The store has seen a 5.54% increase in beverage sales with Coca Cola, Red Bull and Volvic leading the way.

Derek Ritchie’s store has had plenty of challenges of late with upheaval in the local area but he has fought back well. The 2-metre-long spirits fixture is hard to miss and impossible not to admire. It’s huge for one thing and it sits right in the middle of the store on open display for another. Derek uses spirits as a USP and boasts a truly enormous range of malt whiskies, gins, vodkas, rums and a whole lot more. Shoppers could easily lose themselves browsing the fixture for a good half hour, such is the breadth and depth of the range. Sponsor Naomi Hassall of Maxxium said: “I was struck by the fact that all of the spirits were out from behind the counter in their own aisle. This is something I love to see.”

A first-time entrant to the SLR Rewards, Jackie Sinclair’s store, which opened its doors last October, is probably the most rural store ever to enter. Sanday boasts only 400 inhabitants and lies a fair ferry ride away from Orkney itself. When the local store was set to close Jackie took it upon herself to rescue it and retain a store for the locals to save them having to visit Kirkwall by ferry for their shopping. A community project in the extreme, the store is now a huge success and caters for just about every need of all 400 locals. The store even hosts temporary pop-up shop spaces to bring a variety to customers such as a Christmas Grotto, a family photographer, a shoe shop and a bookstore. Their store motto is “If we don’t have it, we’ll get it!”

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Cover Story

SLR Rewards 2016 – The Winners

SLR REWARDS

E-Cigs Retailer of the Year

Food-To-Go Retailer of the Year

Fresh & Chilled Retailer of the Year

Winner

Winner

Winner

Nisa Greens of Markinch

One Stop George Street, Glasgow

Nisa Local Pinkie Farm Convenience Store

Shortlisted

Shortlisted

Shortlisted

G101 Inveresk Street, Glasgow Nisa Greens of Markinch Spar Claggan, Fort William

David’s Kitchen, Glenrothes Nisa Local Pinkie Farm Convenience Store, Musselburgh One Stop George Street, Glasgow

Londis Inveraray MacLennans, Benbecula Mitchells, Inverurie Nisa Local Pinkie Farm Convenience Store

In a category as new as e-cigarettes, it’s a pleasure to encounter a retailer taking it so seriously and clearly putting a lot of time and effort into constructing a comprehensive fixture. In Harris Aslam’s beautiful store, a big range of the big brand products is on offer alongside a huge range of e-liquids from a smaller supplier, giving shoppers the opportunity to experiment with this new category and try a plethora of flavours to find out what works for them. A dedicated neat and tidy gantry either side of the tobacco gantry makes the e-cigarettes category impossible to miss and puts the category front of mind for shoppers who are looking to experiment or simply want something to help them give up tobacco. Well presented and well ranged.

This is food to go taken to the max with what amounts to a standalone store-within-a-store offering a high class and exquisitely presented food to go offering, all near the heart of the Strathclyde University campus. All manner of freshly-baked meals, sandwiches, soups, rolls and salads is combined in a self-service, build-it-yourself format, where customers can put together their own bespoke creations from a selection of fillings for their salads, sandwiches and baked potatoes. A significant financial commitment has made this the standout food to go store in the area. Since switching from the Co-op to One Stop last September, turnover has increased by 30%, which they hope to further increase with the coming launch of an evening pizza offer.

An already exceptional store, Colin Smith has had a big focus on his fresh and chilled range this year and the results are stunning. Fresh and chilled, which takes up a massive 18 metres of shelf space, takes pride of place by the store entrance and is presented farm shopstyle in wooden baskets and boxes, adding to the homespun, high quality feel. The store introduced a £9,000 energy efficient chill island, and within two weeks, sales of the product lines featured on the island were up by 10% and running costs were down 40%.

Some 85% of meat sold is sourced from a local butcher and 50% of the fresh offer is sourced from a Fife merchant. An array of chilled meal solutions also means Colin’s shoppers never need suffer from menu fatigue.

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08/07/2016 09:23:55

ions t a l u t a Cong r to the w inner of

iler a t e R t i u c s i B of the Year

Winner: Spar Abronhill Don’t let your biscuit sales go stale, visit www.betterbiscuits.com and learn about our simple five step plan for making big profits.

www.betterbiscuits.com Tips, tools and advice from UB betterbiscuits@unitedbiscuits.com 020 8234 5010

SLR 2016 ad - 3565 Final AW.indd 1

30/06/2016 12:04

Cover Story

SLR Rewards 2016 – The Winners

SLR REWARDS “This year’s winners of the Best Re-Fit and Best New Store categories demonstrate how the convenience retail sector continues to grow and improve the lives of local communities across Scotland. P&G is proud to support retailers setting up new businesses and re-fitting their stores to enhance their service to customers!”

LEIGH TOMLINSON, HEAD OF CONVENIENCE AT P&G

Best New Store of the Year

Best Refit of the Year

Responsible Retailer of the Year

Winner

Winner

Winner

Euro Garages Spar Lomondgate

Nisa Greens of Markinch

Family Shopper Blantyre

Shortlisted

Costcutter Kelty David’s Kitchen, Falkirk Day Today @ Jamils Euro Garages Spar Lomondgate

Shortlisted

Nisa Greens of Markinch One Stop Blackburn Lothian Stores Spar Jet Maybole

Day Today Maryhill Family Shopper Blantyre Premier Mo’s Convenience Store, Blanytre

This frankly stunning store, built as Euro Garages’ first project in Scotland, is hugely impressive, combining a Subway, a Greggs and a Starbucks coffee island with a forecourt that is busy all day long, capturing the key tourist trade heading to Loch Lomond and the North West. Large and airy, the store has a real next generation feel which merges a semiindustrial theme – high ceilings, exposed ducting and so on – with a thoroughly modern convenience store. The 24 hour, 1,200sq ft, £2m newbuild is performing well above and beyond initial expectations and sets a very high standard for others to follow when it comes to creating new convenience retailing environments in Scotland. It’s well worth a visit to see it.

This full-scale refit of the store simply makes it completely unrecognisable from its previous state. In fact, the judges had to check twice that they had indeed arrived at the right store, so little did it resemble its old self. The refit was designed around a missionshopping ethos which has been carefully constructed to feature a number of specific mission zones – lunch, dinner for tonight, big night in – featuring fruit and veg, ready meals, coffee and more. Fresh, locally sourced food was moved to the very front of the store to make the first impression a positive one.

The remainder of the reimagined 4,800sq ft space is airy, spacious and bright with zero clutter and maximum convenience for Harris’s customers.

A name that frequently features in the Responsible Retailer shortlist is Mo Razzaq and this year he appears not once but twice on the same shortlist. His latest venture, a 2,600sq ft Family Shopper, is driven by exactly the same right-minded principles that have driven Mo’s approach to local retailing for decades where his customers are more than just shoppers: they are friends who Mo and his family treat as such. No stone has been left unturned when it comes to making a positive impact on the community he serves and his commitment to responsible retailing is simply inspirational. For Mo, responsible retailing is a way of life as he treats the concerns and wellbeing of his customers as priority number one.

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Cover Story

SLR Rewards 2016 – The Winners

SLR REWARDS

Thinksmart Innovation Award

Team of the Year

Special Recognition

Winner

Winner

Winner

Spar Leven Street, Motherwell

Clydebank Co-Op / KeyStore – Parkhall

Gordon McDonald, MSP

Shortlisted

Shortlisted

Best One @ Brownlies, Biggar One Stop, George Street, Glasgow Spar Leven Street, Motherwell

Best One @ Brownlies, Biggar Clydebank Co-Op/KeyStore – Parkhall Polbeth Spar & Service Station

Omar Nasir’s next-generation tobacco vending machine gantry with LED screens makes great use of ‘lost’ space behind the till while also increasing security and reducing shrinkage. The screens on the gantry allow Omar to display rotating special offers, targeted advertisements and local community information and charity news to his customers. The screens are linked to other screens set up around the store with one a 32” TV in the shop window dedicated to taking customer communication to the next level.

Stock management is much simpler too with stock-taking of tobacco products taking place at the click of a mouse and massively reduced opportunities for staff pilferage in this high value category.

Sometimes it’s in adversity that a really fantastic team comes into its own and shows its worth, and so it was in Clydebank Co-op / Keystore Parkhall. Manager Colette Gilliland hadn’t been in the store long when the effects of a personal tragedy struck but it was thanks to her team that she got through. Colette was so appreciative that she even wrote a poem individually thanking every member of her team. The members of her team are brimming with ideas and the managers are more than willing to listen as employees have made suggestions about what the store should be selling, helping to bring in popular products such as Graham’s Ice Cream as well as installing a well-received slushy machine.

An inspirational team!

In August 2014 Gordon sponsored the Scottish Parliament’s first ever debate on the convenience store industry, which played a monumental role in bringing the industry to the attention of Scotland’s MSPs. A few months later he sponsored the SGF parliamentary exhibition (in partnership with SLR) which hugely raised the profile of SGF and the industry and led to First Minister Nicola Sturgeon giving the keynote speech at the 2015 SGF conference. In October 2015 Gordon tabled a parliamentary motion recognising the publication of the first ever Scottish local shop report. And the great work hasn’t ended: Gordon is currently working with SGF to establish the first-ever Scottish Parliament cross party group on c-stores.

Sponsored by

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www.slrmag.co.uk

08/07/2016 09:24:03

Cover Story

SLR Rewards 2016 – The Winners

SLR REWARDS

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08/07/2016 09:24:42

The Winners – SLR Rewards 2016

Cover Story

SLR REWARDS

www.slrmag.co.uk

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News

Products

NON-FOOD

Get set for summer sales With the summer holidays round the corner, long car journeys and airport stopovers will be made that little bit easier with the extended range of kids activity products now on sales through Bestway and Batleys depots.

Retailers can now stock up on a variety of colouring and sticker books, activity packs, stationery sets, sewing puppets, travel games and play putty in Bestway’s biggest ever Summer Fun collection.

In addition to younger kids’ favourites Peppa Pig, Minions, Thomas the Tank and My Little Pony, there will be licensed products from major summer blockbusters including Finding Dory and The Secret life of Pets which hit cinema screens this summer.

For older children, there are products featuring Spiderman, Star Wars, Captain America and Emojis.

Salim Setra, Sourcing Controller for Bestway Wholesale comments “For retailers it’s really important to be current with what young children want. If products are not on trend, don’t put them on shelf. Both young children and older kids are extremely well versed in the latest films and characters.

“The biggest kids’ films of the summer will be Finding Dory and The Secret Life of Pets and I’m delighted that Bestway can offer a whole range of branded, quality products from stationery sets to play packs which will help keep kids entertained for hours.”

In addition to activity sets, kids can also get creative with a range of craft ideas including sewing, jewellery and origami products as well as plasticine modelling kits Salim concludes, “Convenience stores and CTNs are extremely popular destinations for parents as they look to stock up on the summer special issues of their kids’ favourite magazines.

“By increasing the range on offer to include activity sets and pocket money toys, retailers cannot only gain incremental sales but also make an average of 40% POR from these types of products – way more than the margin they make from magazines.

“So for a Blockbuster summer, come to Bestway and Batleys”

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ProductNews PUTTING CONFECTIONERY AT THE HEART OF YOUR OFFERING P54 CONFECTIONERY Haribo launches the latest in its series of ‘kids voices’ ads

Journey continues for Haribo ‘kids voices’ The latest instalment of Haribo’s popular creative sees the characters from ‘Platform’, the brand’s most recent Starmix advert, return to our screens. Celebrating ‘the inner child in all of us’, the ad features each commuter as they share their childlike enthusiasm for the iconic pieces found in packs of Haribo Starmix. The 30” advert, which sees adults talking with kids’ voices, appears across TV, cinema and VOD with ‘take outs’ for HARIBO’s social platforms.

On air now for nine weeks, this latest kids’ voices instalment forms part of a multimillion-pound campaign that will see the UK’s leading gums and jellies brand release further creative during 2016.

SUGAR CONFECTIONERY

SKITTLES GIVES UP ITS RAINBOW FOR PRIDE With Skittles being synonymous with rainbows for many consumers, the brand took the bold step of linking up with another popular rainbow brand: gay march Pride. Julio Guijarro, Marketing Director, Wrigley UK, explained: “Every year when Pride in London celebrates, brands jump on the rainbow coloured bandwagon – but we wanted to do things a little differently. We believe during Pride there is only one rainbow that counts and it should take centre stage above all others.”

www.slrmag.co.uk

08/07/2016 08:56:14

Products

News

CHOCOLATE

Mars launches Galaxy Crispy

BISCUITS Biscuit giant launches latest price-marked on-the-go range

McVitie’s On The Go McVitie’s has announced the re-launch of the popular on-the-go range with the addition of three ‘2 for £1’ price marked. The re-launch includes the introduction of a new smaller case size with a longer shelf life, replacing all previous 24 and 18 pack cases with a new 12 pack case size.

The range packaging has also been re-vamped under the McVitie’s Masterbrand with a permanent multi-buy available on its three top SKUs including McVitie’s Chocolate Digestive Slices, McVitie’s Digestive Caramel Slices and McVitie’s Chocolate Hobnobs Flapjacks.

Available in stores from 11th July, the new permanent multi-buy packs aim to support convenience retailers by allowing them to offer greater transparent value to consumers.

Claire Hooper, Senior Brand Manager of McVitie’s Cake Company, commented: “We see this re-launch as an excellent opportunity for us to

continue growing in the cake on-the-go category, so that consumers can enjoy our products in conveniently packed sizes when out and about, as well as at home.”

Mars Chocolate is capitalising on one of 2016’s biggest food trends with the introduction of its new Galaxy Crispy block chocolate bar, combining its signature smooth chocolate with an added cereal crunch.

The new product has an rrp of £1.39 and comes in the wake of the success last year of Salted Caramel variant which delivered £5.4m into the block chocolate category, Bep Dhaliwal, Trade Communications Manager, Mars Chocolate, said: “We are continuously looking to identify new flavours and textures that complement our Galaxy chocolate perfectly, and Galaxy Crispy is just the next step in our journey, following huge success with Galaxy Salted Caramel and Galaxy Duet.

We know that crispy textures are now in 19% value growth and with its light, crispy cereal pieces covered in smooth chocolate, Galaxy Crispy is perfect for treating occasions.”

A PAIR OF TICKETS TO THE FINAL OF THE SUPER LAP SCOTLAND CHAMPIONSHIP ON 18.9.16 POWERED BY ROCKSTAR

FEATURING PAUL WALKER TRIBUTE EVENT

PRIZE ALSO INCLUDES A PASSENGER RIDE IN A SUPERCAR! FOR YOUR CHANCE TO WIN, SEND POSTAL ENTRY TO SUSAN KOSMINSKI, AG BARR, MANSELL HOUSE, ASPINALL WAY, BOLTON, BL6 6QQ. Conditions of Entry See www.slrmag.co.uk for full conditions of entry. Promoter: A.G. BARR p.l.c., Mansell House, BL6 6QQ. Entrants must be legal residents of GB aged 18+. Promotion Opens: 01.07.16. Closes: 31.07.16. Super Lap Scotland Championship Final: 18.09.16. Prize is for 2 people (winner & guest). Winner & guest must be aged 18+.

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News

Off-Trade

Off-TradeNews GET READY TO CASH IN ON THE RIO OLYMPICS P38 BEER Insulated pack keeps beer purchases cool

Bigger bottles for Goa Viiking Ventures is now importing

Sol launches readymade cool box

a larger 650ml format bottle of its Goa Premium Beer. The new sized 4.8% ABV beer adds to the original 340ml bottles and is expected to add a new dimension to the larger format bottle local retailing offer.

Bloom Dry Gin launches new pack Bloom has unveiled a new look for its floral gin bottle with new front and back labels and a new capsule design. The new pack will be on shelf from mid-July.

The redesign ties in the with an on-pack promotion with Bloom & Wild, the UK’s top rated flower

Sol lager has unveiled a new insulated, watertight pack which, with the addition of ice, makes a readymade cool box. The 18-pack, aimed at shoppers attending social occasions such as BBQs and other ‘big night in’ events, will be supported by in-store activity.

The Sol Cool Box contains 18 x 330ml bottles and has a RSP of £14-15. The easy to use pack is intended to be folded out and filled with ice to chill bottles for up to six hours. It has been created to appeal to shoppers seeking innovative products that demonstrate value for money and will also coincide with the many summer sporting events.

Craig Clarkson, Category & Trade Marketing Director at Heineken, commented: “Sol aims to recruit new drinkers into the beer category with its light taste, authentic image and bottle format.

As lager is the most popular category choice for consumers hosting a party or watching sports at home, the Sol Cool Box pack, with its ‘ice-cold’ innovation, is an affordable, fun and useful product that will grab their attention.”

delivery company. The consumer promotion is featured on neck tags on over 8,000 bottles and offers the opportunity to receive a complementary summer bouquet of flowers from Bloom & Wild with every purchase of a 70cl bottle of Bloom Gin.

Glenfiddich’s new Brand Ambassador Glenfiddich has announced that Struan Grant Ralph has been appointed as its new Global Brand Ambassador. Struan has previously served as the company’s Brand Ambassador in both the US and Asia Pacific, but hopes that his new role will be pivotal in driving the iconic single malt brand forward across the world.

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BEER Carling teams up with Dundee Utd ahead of next season

Carling announces partnership with Dundee United Dundee United Football Club has secured a new official partnership with larger brand Carling. For the next two seasons Carling will have exclusive pouring rights at the Tannadice Park club’s ground as well as the marketing rights to promote the brand to the club’s worldwide fan-base.

The new partnership marks the next chapter in Carling’s long standing support for Scottish and UK football. Recently this has included Carling owner Molson Coors’ successful partnership with Sky and the recently announced three-year sponsorship deal with the Premier League.

Dundee United’s Commercial Manager Paul Reid commented: “We are delighted to be working with such a recognised brand as Carling.

“They have shown tremendous support to the Football Club as our Official Beer Partner and the newly formed partnership will be extremely valuable and beneficial for both parties.”

RTDS

WKD Blush for Saturday night slot WKD is launching ‘WKD Blush Hour’ with a new 10-week digital and social media campaign headlined by Binky Felstead, designer, beauty blogger and star of the Made in Chelsea reality TV series. The weekly 7pm Saturday night slot went live for the first time on June 25 and will run throughout July and August on Mixcloud radio, and will be publicised on WKD and star Binky’s social media pages.

The ‘WKD Blush Hour’ is expected to reach around 1.2 million target consumers during the campaign run. WKD Blush was launched in February into the RTD category which generates annual sales of £28.8m in the off-trade in Scotland.

Debs Carter, Marketing Director of Alcohol at SHS drinks said : “Socialising with friends is and always has been at the very heart of the WKD brand’s DNA and this campaign will resonate with consumers by bringing together a winning combination of the key influences on this peer group’s lives: music, fashion, the chance to win fabulous prizes and getting together with mates on Saturday nights all headlined by a renowned and popular style icon and accessible via social media.”

www.slrmag.co.uk

08/07/2016 08:57:49

THE BEST PROFITS COME

1Source:

Nielsen off-trade data to 23.04.16. 2Source: Nielsen 23.04.16.

IN SMALL PACKAGES

The UK’s number one blended Scotch whisky,1 The Famous Grouse, is available in 4-pack cases of 35cl and 20cl bottles.

The smaller case sizes have been designed in consultation with retailers to improve cash flow and stock management within the Impulse sector.

Courvoisier, Highland Park 12 Year Old and The Macallan Gold are also available in smaller 4-pack cases. Retailers can now stock a wider range of the leading premium brands without tying up cash in extra stock.

Our 20cl and 35cl bottle sizes were created for the convenience sector, where 32% of spirits sold are in sizes less than 70cl.2

4-PACK CASES - MAXIMISE YOUR SALES

Maximise your spirits sales, get your copy of KNOW YOUR STORE knowyourstore@maxxium.com / 01786 430500 Maxxium House, Castle Business Park, Stirling, Scotland FK9 4RT

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News

Off-Trade

Off-TradeNews GENERATE SWEET SALES WITH A GREAT CONFECTIONERY RANGE P54 SPIRITS New category vision highlights huge opportunity for retailers

Diageo team changes Diageo has announced changes to its senior leadership team in Europe. Charles Ireland, Managing Director of East Africa Breweries, has been appointed to the new role of General Manager GB, Ireland and France. Ireland began a month of transition to his new role on 1 July 2016.

Glenfiddich virtual tour Glenfiddich has premiered a virtual reality tour of its Dufftown Distillery at Charles de Gaulle Airport. The VR experience, called “Journey into the Mind of the Malt Master”, uses the technology to transport viewers into the heart of the Glenfiddich distillery, highlighting the mastery and craft of single malt

Maxxium’s Winning Mixx unlocks new £900m spirits’ opportunity Maxxium UK has launched a new category vision to accelerate spirits sales growth over the next five years. The company has invested over £1m in consumer research and analysis with more than 7,000 adults surveyed. The research identified barriers to purchase, such as taste, strength, poor knowledge on making drinks and issues with trial, all of which Maxxium believes can be removed, in order to substantially increase sales.

The research highlighted six growth drivers which will generate the extra value. These are outlined in the panel on the right and help retailers understand how they can improve their range and merchandising in-store to drive up sales.

Maxxium managing director Mark Riley said: “A Winning Mixx presents a sustainable sales growth opportunity across the spirits industry, born out of a compilation of unrivalled insight, collaboration and

6 KEY DRIVERS 1. Discovery: recruiting non-spirits drinkers 2. Adventure: encouraging confident drinkers to trade up and all spirits drinkers to broaden their repertoire 3. Refreshment: rightsizing spirits’ share of occasions where refreshment is the motivation 4. Sharing: rightsizing spirits’ share of occasions where socialising is the motivation 5. Perfect experience: ensuring perfect serve in-home 6. Positive spirits: building understanding of spirits

passion. Interest in premium spirits is at an all-time high and we look forward to turning our category vision into reality as we embark on a journey with customers to unlock future spirits growth.”

whisky production.

New Gordon & MacPhail Sales Director Whisky specialist Gordon & MacPhail has recruited an International Sales Director, David King, as demand for their products continues to grow across the globe. King will help the company continue to build sales of Gordon & MacPhail whiskies internationally, with a particular focus on Benromach

BEER

SPIRITS

Eden Mill launches Golf Gin The St Andrews-based Eden Mill distillery has been inspired by its many surrounding coastal golf courses to produce a new limited edition summer spirit incorporating notes from local botanicals found in and around their greens, including heather flower, liquorice root, red clover and juniper berries.

The distillers are referring to their product as ‘The Spirit of Scotland in a bottle’ and the product is supplied in a golf-inspired limited edition cotton bag, available in a range of colours with an RSP of £30.

Speyside Single Malt Scotch

Heineken announces F1 partnership Heineken and Formula One Management, the company which manages F1, have reached an agreement for Heineken to become a Global Partner of Formula 1. The partnership will start this year and run for a multi-year term.

Races are held until the 27th of November. It will be broadcast in the UK live on Channel 4 and Sky Sports F1.

Whisky.

Smirnoff enters cider Smirnoff, the biggest spirits brand in Europe, has entered

BEER Dutch brewer capitalises on Euro 2016

Amstel launches provenance TV campaign

the fruit cider category with the launch of Smirnoff Cider which will be available in two flavours – Raspberry & Pomegranate and Passionfruit & Lime. The lightly fizzed ciders have a blend of crisp, fruit flavours combined with Smirnoff vodka. Smirnoff Cider will be available in PMPs for the off-trade at an RRP of £1.99, and at an RRP of £4.50 in the on-trade.

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Dutch beer brand Amstel has unveiled a new TV advert showcasing its provenance.

The ad marks the first time the premium lager brand has advertised on television, reflecting significant investment focus from owner Heineken.

David Lette, UK brand director at Heineken, said: “In March 2016, Amstel was

successfully launched into the off-trade at scale with significant investment. This will now be bolstered by substantial investment in this new TV ad. It was filmed in Amsterdam and will drive further awareness of the brand’s continental origins and showcase what we stand for, which is bringing people together for quality moments.”

www.slrmag.co.uk

08/07/2016 08:57:58

SLR A4 MAYFAIR LEP UK AW1.pdf

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LI M I T E D E DI T I ON AVAI L AB L E FO R 4 W EEKS O NLY

Inside Business

Woodlands Local | Social Media

ENGLAND’S LOSS, WOODLANDS’ GAIN

WOODLANDSlocal

As our experience of running the Woodlands Local Rewards Club grows we are becoming increasingly adept at driving engagement with our customers – as the success of a recent #AnyoneButEngland campaign demonstrates.

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W

ith over six months under our belts running the Woodlands Local Rewards Club and the Darius software engine that powers it, we are beginning to truly leverage the system and start seeing some great benefits from running in Woodlands.

The first few months of running the system were essential in learning how the system works on a practical and technical level, but that phase is now at an end. We are finally into the phase we have always looked forward to, which is using the Rewards Club to help achieve real in-store aims: increasing basket spend, visit frequency, footfall, dwell time, and so on.

We are now able to turn most our attention to devising interesting, exciting campaigns that genuinely click with our shoppers.

A great example of this is the recent tongue-incheek campaign we ran during the Euros. Built around Scottish tennis player Andy Murray’s infamous ‘anyone but England’ quote, we ran a campaign offering free beers to our shoppers if

#AnyoneButEngland Facebook results Page Visits

23.5% Weekly Total Reach

316.1% People Engaged

346.4%

IN-STORE WIFI The latest development in the evolution of our Woodlands Local Rewards Club is the launch of customer-facing wifi. This should be a very welcome service for our customers, particularly those that choose to use the café area outside of the store. Many of them spend 20 or 30 minutes or more there, so free wifi should be a positive development for them.

This is particularly true of the many staff from the hospital across the road who use the store every lunch time.

Importantly for us, however, is the tracking abilities the wifi gives us. We have structured it so that we can track who is logging on, how often they’re logging on, when they’re logging on and how long they’re staying logged on.

It also allows us to do instant messaging to them via the wifi, using what’s called ‘triggered messaging.’ If we know that someone has logged on to the wifi, for instance, we can programme the system to send them an instant offer of, say, a half price pastry if they buy a coffee. The possibiltiies are endless.

England failed to win any of their matches.

With apologies to our English readers, the campaign was built around offering free Tiger beers to customers who registered with us during any England game if England drew or lost.

The ‘Tigers beat Lions’ mechanic proved hugely popular. All shoppers had to do was visit our Woodlands Local landing page during the matches and the first 90 people to provide their email address in each game won a bottle of beer if England didn’t win.

We communicated the campaign via email to all of our Club members, on our Facebook page, on Twitter, on the Woodlands Local website and in-store using various POS and posters.

Needless to say it was an expensive tournament for us, given England’s abysmal performance! But the benefits were immense.

In just one week we increased our Weekly Total Reach on Facebook by over 316% to 2,900 local people and the total number of people engaged increased by almost 350%.

The number of page visits we saw also rose by 23.5%.

The campaign basically helped take Woodlands Local’s social media presence onto a new level and opened up a whole new market of potential local customers to us.

How this translates into increased spending in-store remains to be seen, but we are prepared to be patient and we always took a ‘long game’ view on this project when we started out, accepting that it would take time to develop a strategy that was very unfamiliar to our shoppers.

We saw a very significant amount of traffic on Facebook in particular as the volume of comments, shares and likes rose significantly. The #AnyoneButEngland campaign demonstrated clearly to us how a little humour and a half decent offer is enough to open dialogue with consumers. www.slrmag.co.uk

08/07/2016 20:05:51

Woodlands Picks | Woodlands Local

Inside Business

WOODLANDS PICKS

SLR’s own store trials the latest products at the moment to give local retailers an indication of how the biggest product launches can be marketed in store. Here’s Woodlands pick of the best products currently on shelf.

What? Coco Sun Coconut Water Why? It contains no artificial colours or flavours, and is sweetened by natural sources so is expected to become the canned drink of choice for health aware or calorie conscious shoppers.

Marketing support: A full scale national social media programme and a soon to be announced high profile TV sponsorship campaign.

RRP: 79p Woodlands thought: Coconut water is a hot trend at the moment, especially in the soft drinks category.

These look great on shelf and the different flavours give customers a wide choice.

What? Ritz Crisp & Thin Roasted Chicken and Lightly Salted Why? Boost your savoury snacks range in store and attract new impulse customers through these new flavours.

Marketing support: Support through the trade press and PR. RRP: £1.99 Woodlands thought: A product range that already does well in store, so the NPD SKUs should do just as well. Great price point for helping increase basket spend in a mature category.

What? Addo Sweet Chilli Topped Mini Pork Pies Why? Addo research reveals that variety and new flavours is high on the list of demands across the chilled savoury pastry category. These new pies tap into this growing trend for twists on classic favourites.

Marketing support: Support through the trade press and PR. RRP: £1.50 Woodlands thought: With our ever increasing focus on fresh foods, especially snacks to go, this line is something a little more unusual to tempt customers and helping us drive sales to new levels.

What? Cadbury ‘Absolutely Fabulous’ Amaze Bites Why? The Cadbury Amaze Bites range has been a massive hit with consumers, and special editions, such as its Chocolate Raspberry variant help to attract new shoppers to the cake category.

Marketing support: A national radio campaign as well as a range of digital outdoor PR and in-store support.

RRP: £1.99 Woodlands thought: This is a fantastic product which does well in store normally, however, with the branding support of what could be the UK movie of the year, sales should be even higher.

What? Border Biscuits Cookies Why? The new range has four varieties including Double Dipped Chocolate Cookies, Divinely Chocolatey Cookies and White Chocolate and Strawberry Cookies — and is sure to be a hit with current fans of the range, as well as impulse shoppers.

Marketing support: Border Biscuits has donated a strawberry patch to Lanark Community Development Trust to support the launch.

RRP: £1.49 to £1.60 Woodlands thought: Great news. An extremely popular brand in the store, so we expect these to sell well.

What? Lambert & Butler Silver and Blue limited edition packs Why? This is a brand with a great heritage and the new pack design will create additional interest for consumers.

Marketing support: Contact with your local tobacco representative for support.

RRP: £8.85 for L&B King Size Blue and Silver LEPs, and £7.35 for 19s.

Woodlands thought: L&B is a number one selling brand in the shop, and the new pack design will create a talking point between customers.

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Hotlines

Product News & Media Watch

Trail Mixes Mars Mars is capitalising on the growing consumer demand for trail mixes by launching its own range in three popular flavours: M&M’s, Bounty and Galaxy, each pack including chocolate pieces as well as trail mix staples such as raisins and peanuts.

All have an rrp of 69p.

Ritz Crips & Thin Mondeléz International Follwing the commercial success of Ritz Crisp & Thins, winner of product of the year, Mondeléz International is releasing two new flavours: Roasted Chicken; and Lightly Salted (rrp £1.99). Senior Brand Manager Sandra Ferreira says: “We believe this will be further strengthened with the launch of two new flavours, adding to the great taste while still remaining healthier and lighter option.”

Fruit Pastilles Infusions Nestlé Nestlé has launched new product Infusions which will be available in limited edition 45g singles bag (RRP 51p) as well as a permanent 140g pouch bag (RRP £1.29). Each bag will be filled with a mix of sweets in three premium flavours: orange & grapefruit, raspberry & pomegranate and apple & elderflower.

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Nature Valley widens its range with gluten free protein biscuit variants Nature Valley is set to accelerate further growth within the healthier biscuits category with the introduction of a new and improved gluten-free protein bar range, tying in with its new partnership with the Lawn Tennis Association as the official snack bar of British tennis.

Available to convenience retailers in 85p PMP and non-PMP 40g single bars, the new Nature Valley protein range comes in two flavours: peanut & chocolate which launches in July and a salted caramel nut available from September. Each bar is now 40g (increased from 30g) and contains 20% (10g) of daily protein needs, while containing 50% less sugar than average adult cereal bars sold in the UK. Arjoon Bose, marketing manager for snacking at General Mills, says: “With the appetite for great-tasting protein products on the rise, tennis as a sport is the perfect platform for us to reach thousands of new and engaged consumers during the much celebrated British grass court tennis season and beyond.

“We’re confident that these two protein SKUs will be instrumental in delivering incremental sales to retailers throughout 2016. Available as price-marked packs, the single bars are perfect for convenience retailers to target the top-up shop mission and offer loyal consumers great value for their money” Worth £6.4m in retail sales value, Nature Valley Protein is also available in multipacks of four individually wrapped bars (RRP: £2.89).

Marmite Popcorn Unilever Unilever UK has partnered with award-winning popcorn brand Joe & Seph’s to create the UK’s first official Marmite flavoured popcorn, available to retailers and operators from 30th May. Marmite Popcorn will be available in a transparent 75g pack (rrp £2.99) as well as a 21g impulse foil pack (rrp £0.99) .

Crisp Stackers Walkers Walkers is rolling out two new promotions – one for its Max range and another for the Monster Munch line.

The former will see the introduction of a new Jerk Chick flavour (rrp £0.75) in bright Jamaican colours.

The latter comes in the form of purple three-case-stacker, a tier for each of Flamin’ Hot, Pickled Onion and Roast Beef flavours.

Camel ‘Icon in Lights’ JTI Cigarette brand Camel has launched ‘Icon In Lights’ limited edition packs in its King Size 20 variant.

The neon-coloured designs have been created to reflect the creative spirit of the brand and celebrate the vivid and distinctive character of Camel. They will be available in the UK throughout July or while stocks last with an rrp of £9.61.

www.slrmag.co.uk

08/07/2016 08:54:53

Product News & Media Watch Bitesize Cheestring Kerry Foods

Popcorn bowl Propercorn

Kerry Foods is expanding its range with a new ‘Mini’ variant to help drive growth in the children’s cheese snacking category. The snack is aimed at 3-5 year olds and will be available in both Original and Emmental Cheese flavours – both with an rrp of £1.35.

The UK’s fastest growing popcorn brand has unveiled its new sharing format pack. It is designed to encourage sharing with an innovative packaging which can either be opened in the traditional way at the top, or with a pinch-andtear panel which when pulled turns the packaging into a bowl.

MEDIAwatch

Hotlines



Planters Relaunch Planters, the number one nut brand in the US is set to enter the UK snack market following the Kraft Heinz merger last year. Variants will range from classics such as salted peanuts and cashews, to chilli & lime and Peri Peri flavours. Health, Trail and Protein mixes will arrive on UK shores with roll-out expected to begin this month, supported by social media and TV.

Cathedral City Campaign Chupa Chups Perfetti Van Melle

Delightful Drizzles Dr. Oetker

International confectionery company Perfetti Van Melle is extending its popular candy range with the launch of new Airheads Sour, after a 74% increase in sales in the wider brand since 2010. Each pack contains bite-sized candies in five sour flavours including: apple, blueberry, cherry, lime and orange. The 50g single packs carry an rrp of 60p and are available now.

Dr. Oetker, the UK’s leading home-baking brand, is increasing its repertoire with a first-to-market product range launching this July. Dr. Oetker Flavour Drizzles (rrp £0.99) are available in Lemon, Raspberry and Caramel varieties. The readymade and mess-free syrups come in a convenient sachet and are the only flavour product on the market to be used after the cake is baked.

Cathedral City has launched a new marketing campaign, which began with a TV ad which started broadcasting last month. The campaign comes after the brand’s full re-launch which saw the roll-out of a new packaging design across their portfolio. It will also be supported by a new Facebook app and a revamped website.

Pork Farms 1st TV ad in 10 years Pork Farms is launching a £1m TV ad campaign set to air on ITV and Channel 4 from this month, broadcast during high viewership programming such as Coronation Street and Emmerdale. “The locations of the Pork Farms campaign were a perfect setting for the TV ads which celebrate a favourite British product,” says Kim Burgess, head of marketing.

Absolutely Fabulous Amaze Bites MIX-UPS Barr

Mayfair LEPs JTI

Two new sugar-free flavours have been launched by AG Barr in time for the summer months. The two new MIX-UPS flavours – Cherry Bubble and Raspberry Ripple – were chosen via online poll in which 10,000 consumers took part. Cans (rrp 39p) and bottles (69p) are available now.

Limited edition packs for JTI’s midprice cigarette brand Mayfair will be available in King Size and Sky Blue King Size 19s for four weeks or while stocks last. The new packs celebrate the brand’s heritage and feature a triumphant, multi-coloured crest.

Premier Foods is teaming up with summer blockbuster ‘Absolutely Fabulous: The Movie’ to promote Cadbury Amaze Bites. The product will have an on-pack promotion offering the chance to win an ‘Absolutely Fabulous’ all expenses shopping weekend in London. Cadbury’s will also be releasing a limited edition Chocolate Raspberry flavour (rrp £1.99).

Rachel’s new TV ad Rachel’s organic dairy brand has launched a new TV ad which airs this month. The ad centres around a women’s book club where members indulge in a pot of Rachel’s Greek style Honey yogurt. The central scene highlights her pride in putting her name on each product, as the closing line “Crafted by Rachel’s, loved by you” is read.

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

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Feature

Olympics

C I P M Y L O FEVER It’s hard to believe it has already been four years since the London Olympics but Rio is just around the corner. What lessons have retailers learned from London, and what should be the key strategies for leveraging one of the biggest sporting events on the planet? SLR finds out.

BY ÉMER O’TOOLE

W

ith many major manufacturers backing the Rio Olympics, and many more piggy-backing the event with new products and initiatives, how should retailers go about making the most of Rio? Entertaining at home or having a Big Night In continues to be enjoyed throughout the year by shoppers of all ages, as friends and family choose to spend time together in the comfort of their own homes during TV sporting events. This broad appeal means that the Big Night In presents a great opportunity for retailers to tap into additional sales, providing the right snacking solutions for consumers looking for the perfect items to complement their evening. Kellogg’s, an official partner for Team GB, has put Team GB marketing across its brands plus a Win tickets to Rio flash as part of a competition.

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“Retailers can lead the way in helping to build excitement about the Olympics by putting together attention-grabbing themed displays, complete with British or Brazilian flags and bunting, which see the soft drinks range merchandised alongside other high demand items such as sharing pack snack foods,” says Amy Burgess, Trade Communications Manager at Coca-Cola Enterprises, sponsor of the 2016 Olympics.

There are a number of different occasions that can be classified as a night in – from a formal planned night together, to a fun night in with a group of friends in front of the TV watching a film or sporting event. The rise in popularity of these Big Night In occasions has resulted in sharing packs playing an increasingly key role in the confectionery market. With so much great sport packing the television schedule this summer, this offers www.slrmag.co.uk

08/07/2016 09:04:51

Olympics

Feature

RADOX SMELLS LIKE… VICTORY Radox has extended its range with a new shower gel – Radox Feel Victorious – just in time for the Olympics.

Available now, the golden-packaged product features a scent with bursts of citrus fruits, papaya and watermelon, combined with white tea, cardamom and basil leaves.

The launch comes at the same time as Radox Feel Ready, which offers a blend of pomegranate and red apple, available in a hand wash, bath and shower gel format.

Radox Brand Manager, Libby Sheriff said: “With major sporting events about to kick off this summer, consumers are always searching for exciting new fragrances which tap into the sporting trend. Feel Victorious and Feel Ready contain fruity tones which provide consumers with a fresh, unique scent, perfect for the summer months.”

Both variants are the latest additions to the brand’s line up of skin cleansing products, following a re-launch of its entire portfolio last year.

STRONGBOW NAMED AS OFFICIAL PARTNER OF TEAM GB Strongbow has announced that it will be an Official Partner of Team GB, after signing an exclusive agreement with the British Olympic Association.

This is the first time that Strongbow has been an Official Partner of Team GB and will see the two great British institutions come together, rallying support for our competitors at the forthcoming games.

Building on the feel-good factor from London 2012, Strongbow aims to unify the nation to support Team GB by launching a campaign with the theme: Supporting the supporters. This will see limited edition packs across three SKUs, an on-pack promotion, a multi-million pound media campaign including TV, outdoor and digital activity as well as Strongbow hosting the Team GB Clubhouse in London.

The Team GB logo will be included on all limited edition packs, which will be available to the off-trade from June until September. Each pack will be designed with its own message, highlighting Strongbow’s support of Team GB: Strongbow Original; Strike Gold Team GB, Strongbow Dark Fruit; Bring It Home Team GB and Strongbow Cloudy Apple; Aim High Team GB. The partnership highlights Heinken’s position as the UK’s leading cider and business, and provides a platform from which to demonstrate its commitment to the cider category.

Cindy Tervoort, Marketing Director for brand-owner Heineken said: “We want to bring back the excitement we all felt during London 2012 and rally the nation to get behind Team GB. The pride and enthusiasm we experienced as a nation in 2012 was incredibly special, and we anticipate that our campaign will help the nation feel it once again.

“We know how important the Olympics are for them, and our marketing will firmly position ourselves as supporting the supporters.”

All Strongbow packs in the off-trade will feature an on-pack competition encouraging customers to enter to win a limited edition brand glass. Hundreds of glasses will be given away each day.

www.slrmag.co.uk

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Olympics

Feature

“The fans made the difference in 2012 and with the team competing some 6,000 miles away in Rio we want to make sure they know they have the whole nation behind them all over again.”

BILL SWEENEY, CEO, BRITISH OLYMPIC ASSOCIATION

FOX’S GLACIER FRUITS LAUNCHES LIMITED EDITION UNION JACK PACKS Big Bear Confectionery is launching a limited edition Union Jack variety of Fox’s Glacier Fruits.

It said the special edition packs mark a summer of sport and celebration, from Rio 2016 to the Queen’s 90th birthday, and Euro 2016.

an even greater sales opportunity Each pack contains raspberry, cloudy lemonade, and blueberry for retailers. This flavoured boiled sweets. includes bitesize Ross Stanley, Head of Trade Marketing at Big Bear, said: “These sweets offer a real fun sharing packs, factor, and celebrate all things British with a big summer of sports and events ahead. where Mars has The country really comes alive in the summer and everyone rallies together to support four of the top five Great Britain: whether it’s backing Andy Murray at Wimbledon, cheering on Team lines.

GB at the Olympics, supporting the home nations at the Euros or holding a Bep Dhaliwal, street party to celebrate the Queen’s 90th.

Trade Communications Manager at Mars “These sweets are only available for a limited period, Chocolate, says: “As families so now’s the perfect time to stock up ahead of and friends across the country summer.” gather to catch all the action from their living rooms and cheer on their favourite sport stars, they will be looking for new, innovative, and fun snacking formats to enjoy. Bitesize and sharing products will help retailers capitalise on this need and provide a boost to sales in store.”

With a packed summer of sport ahead, it is important to be prepared in advance.

Confectionery will be a best seller in the run up to and during the Olympics, so place it in highly visible areas for the best sales. C-stores need to make the most of this sporting event to gain extra sales.

M&MS COLOURMIX

MARS’ TOP TIPS Q Consumers love ‘event’ displays, so why not set up a sporting display containing everything consumers need for a night in front of the TV. This could include Mars, Galaxy, M&M’s, Maltesers & Revels and a mixture of savoury snacks and drinks. Retailers can even add a bit of theatre using national flags. This will encourage additional basket spend in store and make it easier for customers to fulfill their shopping mission.

Q Multi-facing key lines helps to ensure strong availability and attract shoppers to make those allimportant impulse purchases.

Q Ensure you use all POS available to you, such as dump bins & counter units. These are guaranteed to raise awareness and generate sales. The Mars Slenda Glenda is also available for those retailers who have limited space in store.

Q Bestsellers should be displayed in a prime location, for example at eye level on a wall display.

Mars has tapped into the buzz and excitement of the games through the launch of M&Ms colourmix. The pack contains only green, yellow and blue M&Ms, available in two limited edition variants — Peanut and Chocolate. The product will be available across both single and sharing formats, with the 45g bag priced at rrp 60p, while the 100g treat bag will be rrp £1.19, and the 165g pouch available for rrp £2.09. In addition, the M&M’s Peanut 300g large pouch will be available at an rrp of £3.29.

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www.slrmag.co.uk

08/07/2016 09:04:57

Strongbow, the UK’s No.1 Cider*, is the exclusive partner for Team GB within Beer & Cider Limited edition packaging with high impact on shelf On pack promotion with hundreds of limited edition glasses to be won Supported by a £5M ATL campaign over summer

Stock up today

* Source: Nielsen Total Coverage MAT 23.04.16

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Feature

Forecourts

FORECOURTS BACK IN FASHION

After a few years in the doldrums with seemingly dimished interested in them, forecourts are now very much back in fashion as retailers embrace the opportunities that come with running a modern c-store alongside a high footfall petrol forecourt.

BY ÉMER O’TOOLE

T

attractions and challenges of the petrol forecourt are diverse and unique, and are often very different from those of a standard convenience store. The forecourt market has evolved signifiantly in the last few years but just how buoyant is the market and what lies ahead for the forecourt operator?

With forecourt stores increasingly seen as destination shops, there is an enormous opportunity for the forecourt retailer.

Forecourts are unique in that they are able to appeal to a broader range of customers and capitalise on not only fuel but many different products, services and shopper missions that the fuel customer then wants to use.

Before a forecourt can expand its services and range, it needs to ensure that it gets the basics right. It’s easy to overlook the fundamentals such as having clean fuel pump handles, visible rubbish bins, fully stocked hand towels and gloves — small things that can make a big difference to a consumers’ perception of the site and the retail offer, particularly if they are visiting the site for the first time.

Small features can make a difference,

JET GOES THE ‘EGGSTRA’ MILE WITH ‘CLUCK AND COLLECT’ EGG VENDING UNIT Click and collect services are on the increase across UK forecourts, but JET’s Border Cards forecourt in Dumfries has taken it to the next level by introducing a collection service with a difference — an egg vending machine called ‘cluck and collect’ Border Cars believes it is the first forecourt in Scotland to introduce this ‘cluck and collect’ service — but it predicts growing popularity since it is already attracting forecourt footfall.

Customers insert five pound coins and one of the 28 doors pops open to reveal a carton of 30 fresh, free range medium eggs supplied by Nith Valley Eggs. The computer controlled vending machine is located on the forecourt so Border Cars’ consumers can buy fresh eggs even when the store is closed. The eggs are delivered from the farm to the refrigerated vending machine within 48 hours, and are stamped with the best before date.

Stuart Rutherford, owner of Nith Valley Eggs, says: “I came up with the idea for the egg vending machine when I saw something similar on a business trip to Ireland. I invested in a bespoke machine that looks like a hen house and has an illustration of our local egg farm on the front of it. It’s another outlet for us to sell our eggs and we think it could really take off.”

Alison Johnstone, Forecourt Manager at JET Border Cars, adds: “Excuse the pun but our customers are scrambling to try out the egg vending machine! The fact that they can get fresh, free range eggs whenever they pass the forecourt seems to really appeal to our regular customers, but also some new customers who’ve heard about it. Children in particular love helping their parents to use the machine. It’s just a bit quirky and fun, and at less than £2 per dozen, it’s also good value for high quality eggs.”

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www.slrmag.co.uk

08/07/2016 14:12:34

SLR_FullPage_0516_Layout 1 20/06/2016 16:50 Page 1

On the jjourney together

in Scotllaand

JET is THE fuel brand of independent dealers in Scotland. Our network of 50 independent Scottish forecourts is going from strength to strength. JET now supplies more fuel to Scottish independent dealers than any of its main competitors*.

Backed by Phillips 66, JET is Scotland’s ONLY branded dealer supplier with its own UK refinery, supplying 14 billion litres of fuel during 2015 into the UK market.

Get in touch to find out why more and more independent Scottish dealers are making JET their fuel supplier of choice.

Call us on 01926 404 333 or email connect2jet@p66.com; what we offer might surprise you.

JourneywithJET

* Source – Catalist latest release. Dealer site volume only, excluding sites owned by UK nationwide site operators – Certas Energy, Cooperative, Euro Garages, MOTO, Motor Fuels Group, MRH, Roadchef, and Waitrose

@JETPetrol

Official fuel partner of

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Feature

Fourecourts

5,293 forecourts in the UK, according to IDG research

£4.1B value of forecourt sales in the UK

COCA-COLA’S TIPS FOR MERCHANDISING SOFT DRINKS IN FORECOURTS 1. Get your range right. Look to best-sellers that are being backed by marketing investments, with a range of variants and pack formats.

2. Keep your soft drinks cold. Last summer’s immediate consumption growth proved that people are looking for instant refreshment during hot spells.

3. Stay up-to-date with innovation. New products, variants or packaging formats are an ideal way to achieve incremental growth.

4. Ensure your soft drinks fixture is easy to shop. Group different sectors together, for example, colas, flavours, energy drinks, waters, juice and juice drinks, and store your best-sellers in the most prominent display locations.

5. Stock price-marked packs. Shoppers are always looking for value for money, and convenience stores are in the ideal position to use price marked packs (PMPs) as a tool for growing sales.”

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“For those retailers who operate in more than one format, shopping trips can often overlap, underpinning each other to drive customer loyalty.”

JOANNE DENNEY-FINCH, IGD CHIEF EXECUTIVE

including clean and fault free water, air, vacuuming and car washing equipment, and ensures the forecourt becomes a destination for these services which in itself can encourage additional sales across the site as a whole.

A customer is never going to trust a retailer for their fresh food if the retailer can’t even keep the pump island clean or provide good value with forecourt basics like free water and functioning air services.

Over the years forecourts have evolved significantly — gone are the days of the small forecourt kiosk full of cigarettes, chocolate, crisps, fizzy drinks and car accessories — now we have modern forecourts incorporating 2,500 sq. ft. convenience stores with fantastic fresh food offers, full grocery offerings, food to go and a wide range of additional services.

“One of the challenges of running a forecourt is the historical consumer perception of what they used to be as opposed to what they could become; that they are a necessity rather than a destination shop for fresh food, meal solutions or a broader range of services and products that are seen much more commonly now,” says Nigel Gray, Business Unit Director for Symbol.

To change this misconception, retailers need to drive the fresh agenda and to help the consumer recognise the varied fresh meal missions available to them be it at breakfast, lunchtime or evening meal.

According to CCE, sales of soft drinks have grown by 0.3% in forecourts. Choice is a key driver behind the category, particularly with the rise of health conscious consumers www.slrmag.co.uk

08/07/2016 14:12:39

JOIN US FOR A

THE WHOLE SUPPORT SERVICE AVAILABLE TO US IS FLAWLESS “I looked at all the options from Spar, Costcutter, Londis etc., but I felt Nisa offered more when it comes to promotions, support from field and development staff, a very strong brand image, a forward thinking attitude and excellent delivery service.

Having moved our forecourt into a full convenience offer, it was vital that I worked with a company who understood the sector. We worked for many hours alongside the Senior Store Development Manager to create

2016

We won “ The Forecourt

Trader of The Year Award

”

in 2014

the perfect shop design, but as a small independent we only had one chance to get it right and without the amazing support we received, we wouldn’t have the store we have today.

The feedback from our customers has been outstanding, and this can be measured by the consistent growth of our sales since the conversion.”

Other main benefits of being a Nisa member include being able to purchase the majority of the shops’ produce directly through them and the ability to order directly through the back office system, which speeds up the process – the whole system really is seamless.

Tim Garner

NISA LOCAL FORECOURT, PORTSBRIDGE SERVICE STATION

To find out why joining Nisa is as easy as 1-2-3 visit www.join-nisa.co.uk 10932_NISAtradePress_Portsbridge_2016_A4_AW03.indd 1

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Feature

Forecourts

who are looking for more options to suit their individual lifestyles. CCE has invested £15m on reformulation since 2012, helping to reduce the average calorie content in its sparkling drinks by 5.3%. Retailers should consider their best-selling drinks, and stock a low or zero sugar equivalent. It’s also advisable to monitor for new products, or those being backed by marketing campaigns, in order to make the most of consumer interest.

Bottled water is performing well in forecourts, with Nielsen data calculating an 11.9% growth to £736.2m. The sector will remain a key focus area for retailers during the summer, as consumers look for fast rehydration in warmer weather.

CCE says energy drinks continue to perform well in forecourts and this growth looks set to continue as further innovation in low or no sugar variants are introduced to the sector. Monster Energy has grown by 10.8% over the past year.

The new Monster Energy Ultra range brings a range of three different flavours with no calories. The Ultra White variant leads the line-up, and is joined by Ultra Sunrise, which brings a citrus and orange twist with a sophisticated dry flavour, and Ultra Red. With the growing importance of

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convenience and forecourt stores providing a great fresh food to go offer, forecourts can now also offer the convenience customer access to a strong fresh range of product be it fresh produce, protein or meal solutions supported by a wide grocery range that caters therefore

“Forecourt retailers need to move their focus away from being a ‘pump with a shop’ to a ‘shop with a pump.’”

to their everyday needs. This in particular presents a real opportunity for forecourt retailers to drive overall spend, footfall and attract a much broader consumer profile.

There is a huge opportunity for independent forecourts in an increasingly competitive market place by using fuel as a key footfall driving element to their proposition, and to then expand their offering to ensure that it caters for the wide range of customers that could potentially use the site. To do this successfully, however, forecourts have to get the basics right first and build on the reputation that arises from that.

NIGEL GRAY, BUSINESS UNIT DIRECTOR FOR SYMBOL

www.slrmag.co.uk

08/07/2016 14:12:42

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Roll Your Own

Feature

ROLL YOUR OWN WAY With the first deadline now passed for the implementation of the new EUTPD2 legislation, the clock is now ticking for retailers as they plan for next year’s all important May cut-off date. SLR speaks to the major RYO brands to find out what they have planned in the time that remains before May 2017.

BY ÉMER O’TOOLE

W

ith RYO tobacco continuing to be the smoke of preference for more and more value-seeking shoppers (as well as the growing legion of dualists), how will the new legislation impact on sales of RYO tobacco? And what do the major manufacturers have in store for retailers over the next 10 or 11 months?

Despite sweeping changes in the tobacco market, Scotland’s £24m RYO accessories market has maintained a loyal following, with filter tips firmly implanted within the best-performing products.

Gavin Anderson, General Sales Manager for Republic Technologies (UK) Limited, says the combination of value, choice and quality of RYO accessories is proving attractive to consumers.

He adds: “The EU Tobacco Products Directive 2 means retailers must think long and hard about how to maintain tobacco sales against the backdrop of an increasingly regulated environment.”

“Many shopkeepers are offering a strong range of accessories to drive profit and differentiate from their competitors. This is evidenced by the repeat consumer traffic into these innovative retailers.”

IRI market data shows that filters are the best-performing sector of the UK’s £251m accessories market, now valued at £70m and growing at 1.7%. Size of filter has risen up the RYO smokers’ agenda and many people are

82%

of retailers recognise the importance of tobacco to drive sales.

39%

of smokers say tobacco is their driver to visit.

4.5

is the average number of times a week a tobacco shopper visits a store.

£10.57 is the average spend by a tobacco shopper.

44%

of RYO sales in the UK are 12.5g or below.

SWAN ‘ECO’ FILTER

IMPERIAL TOBACCO PARTNERS FOR SUCCESS Imperial Tobacco’s ‘Partnering for Success’ initiative has been designed to offer retailers guidance around the revised European Union Tobacco Products Directive (EUTPD 2) and standardised packaging laegislation.

Melvin Ruigrok, General Manager of Imperial Tobacco UK and Ireland, comments: “Partnering for Success will also ensure our sales force becomes the go-to source of expertise, authority and reassurance around the EUTPD II and standardised packaging legislation. Down the years the tobacco industry and the trade have a long history of working together through changing tobacco legislation, ensuring the category remains both a key footfall driver and profit generator.”

opting for roll-your-own filters because they enable them to make thinner cigarettes. The Zig-Zag Unbleached paper range, featuring transparent and unrefined rolling papers provides RYO enthusiasts with a smoother taste and richer tobacco flavour.

In addition to filters and papers, there is also an active demand for matches and lighters, with IRI market research valuing this segment of the accessories market to be worth £87m in total value sales. Alongside its Swan and Zig-Zag brands, Republic Technologies also supplies matches and lighters under its Cricket, Poppell, Scottish Bluebell, Vulcan, Cooks and Bryant and May brands.

Republic Technologies is maintaining its focus on category-boosting NPD with the introduction of the Swan ‘Eco’ filter, the most environmentally-friendly Swan product ever.

Extra slim ‘Eco’ Swan filters are biodegradable, featuring a naturally coloured filter and an unbleached paper wrap, with each pack containing 120 filter tips (rrp 99p), with 20 packs per outer.

“A growing number of RYO smokers now take environmental considerations into account in their purchasing decisions. Swan Eco filters will broaden the appeal of the Swan brand, already Britain’s favourite filter, by providing a really rewarding smoking experience in line with other Swan filters,” says Gary Anderson.

The launch of Swan Eco filters follows the introduction of Swan’s Ultra Slim filter, the thinnest ever Swan filter, which brought more choice to the category and which demonstrates the company’s commitment to reflecting key consumer trends within NPD.

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Feature

Confectionery

SWEETEN YOUR SALES THIS SUMMER

SLR speaks to the main confectionery suppliers to discover what their focuses are for the summer and beyond, and finds out how retailers can ensure they are getting their share of a vital market.

BY ÉMER O’TOOLE

O

ne of the kings of impulse, confectionery remains a key profitdriving category in any c-store — but the market has changed over the last few years with larger pack formats and hanging bags grabbing an enlarged share. So what does this mean for retailers, and what does the next few years look like?

There has been a quiet revolution going on in UK convenience stores in response to the backlash against sugar. With many supermarkets banning chocolate and sweets from their checkouts, a new breed of ‘healthy’ confectionery — in the form of fruit and nut mixes, and sweets made from 100% fruit juice — has gained ground. The media might be out to demonise sugar, but retailers are still experiencing strong demand for sweets, with shoppers keen to treat themselves, so this category remains an important impulse sales opportunity for retailers.

Retailers should monitor trends and shopper behaviour to determine which categories they should focus on to build on success. Confectionery trends performing well include hanging bags, which represent 41% of sugar confectionery sales — according to IRI market research. Perfetti Van Melle (PVM) says sharing bags are in major growth, driving the confectionery sector and represent the largest portion of value sales within the market. Stock the big sellers to get the best results. PVM offers a wide selection of PMP sharing bags, including family favourites Fruittella and Mentos, and Cloetta offers a Chewmix hanging bag format.

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MARS CONFECTIONERY MERCHANDISING TIPS 1. Focus on getting the main confectionery display merchandised well, with strong availability of core lines.

2. Multi-face key lines to help ensure strong availability and attract shoppers to make those all-important impulse purchases.

3. When merchandising pouch lines, core favourites such as M&M’s and Maltesers should be displayed in a prime location. For example, at eye level on a wall display.

4. Ensure you use all POS available to you, such as dumpbins and counter units — these are guaranteed to raise awareness and generate impulse sales.

5. Put products such as M&M’s and Maltesers alongside savoury snacks and drinks to promote additional basket spend in store for shoppers looking to fulfil their big night in shopping mission. www.slrmag.co.uk

08/07/2016 14:51:30

Feature

Confectionery

to getting more sales since the majority of purchases are unplanned. PVM independent research suggests that 80% of confectionery purchases are influenced in store, and over 30% of those purchases are purely impulse driven. As a result, the move to take confectionery off the checkout has undoubtedly affected the performance of the market. This, combined with a change in focus by many manufacturers to prioritise bags and pouches over the core singles, has resulted in an increased average price per unit.

Demand for bigger volume bags and pouches at lower prices has meant that value per kilo prices are continually falling. This in turn puts pressure on value growth, but it’s not all bad news. Shoppers have always known that there is sugar in confectionery, unlike other products which may have surprising sugar content levels or masquerade as healthier options. Confectionery as an occasional treat is how many consumers enjoy this category.

“Availability is crucial.

Remember to re-stock each morning and prior to peak traffic times.

A fully stocked display will help maximise your profit potential and guarantee repeat visits from customers.”

JON EATLY, WRIGLEY CUSTOMER EXCELLENCE DIRECTOR

A SHARE IN SALES Sharing bags are particularly popular during the summer as consumers look for bigger treats for parties and barbeques. PMPs are likely to be a particularly popular choice this summer, and with some really big sporting occasions planned for 2016, this year is expected to prove even more profitable in terms of sales of party items and treats to share at home during the Euros and Olympics. Summer parties and BBQs mean that consumers are more likely to be shopping for good value sharing packs.

According to IRI market research, sharing at home represents 56% of the occasion market.

While other categories may be struggling to sustain sales in the current market, sugar confectionery continues to flourish. Stocking a fun and eye-catching range of sharing bags can increase shopper spend, and encourage 56

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1.1% increase in value sales for confectionery

47% of customers are spending less money on out-of-home entertainment

41%

of the sugar confectionery category is represented by hanging bags

TOP MERCHANDISING TIPS FROM CLOETTA Q Give new products prominent space with simple signage to make customers aware of what’s on offer.

Q Where possible, multi-face your bestselling products, this helps ensure availability of key products and makes it easier for shoppers to find what they are looking for.

Q Take advantage of self-merchandising, and counter top ready packaging to help drive impulse sales.

Q Cross merchandise and use secondary siting effectively to drive linked purchases.

Q Ensure you are stocking products which offer consumers something different to competitors in terms of flavour or format.

Q PMP signal value proposition – site these products together, from multiple categories in a prominent part of the store to bring consumers instore and drive impulse sales.

Q Have a dedicated kids’ fixture, encompassing different formats, flavours and price points.

M&M’S MIX Mars has launched a new limited edition sharing pack — M&M’s Mix — exclusively in independent retailers and Asda stores.

The new offering sees Chocolate, Crispy and Peanut M&M’s combined into one sharing pack.

Like M&M’s new Rio 2016 edition, the new product highlights the brand’s drive to bring new innovations to the bitesize category which is, according to Nielsen, the fastest growing segment in chocolate.

The new variant is already popular in other parts of the world, generating sales in Australia that account for 7.6% of the brand’s total value.

Bep Dhaliwal, Trade Communications Manager, Mars Chocolate, says: “Packed with Crispy, Chocolate and Peanut M&M’s®, new M&Ms® Mix brings together all the favourites in one tasty bag, making it the perfect treat for sharing with friends and family on a Big Night In. “As the Big Night In trend continues to grow, we’re seeing more and more consumers reach for bitesize products and this exciting new offering provides retailers with a great opportunity to tap into this trend even further, boosting those all-important impulse purchases.”

The brand says the fun, colourful packaging design ensures packs stand out on shelves, while a range of impactful POS and display solutions will further help convenience retailers bring the launch of M&M’s Mix to life in store.

This year, Mars Chocolate UK is set to support the M&M’s brand with media investment of £8.5million, which will see M&M’s have a strong Above The Line presence, appearing on UK TV screens for 26 weeks throughout 2016.

The new addition to the M&M’s portfolio comes hot on the heels of last year’s limited edition Ms. Brown packs.

M&Ms Mix is available now with an rrp of £1.19, and £1 price-marked packs are also available.

www.slrmag.co.uk

08/07/2016 14:51:42

Product available in non PMP. Retailers are free to set their own prices. *Cadbury Dairy Milk brand, Nielsen data, Total Chocolate, UK Total Coverage MAT to 19.03.2016.

Feature

Confectionery

Wrigley is reinvigorating its heritage Doublemint brand in the UK by launching a mints portfolio under the famous brand. Designed to meet the needs of those looking for fresh breath with an entirely sugarfree range, the launch is set to put the UK mints category into strong growth.

The new portfolio has something for every mint usage occasion with a variety of formats. The range includes a single roll pack of pressed mints (28g), smaller dual-coloured pressed mints within a bottle (70pc) and sharing bags of hardboiled mints (115g, 36pc). Ideal for impulse occasions, Doublemint provides perfectly portioned packs, which are portable, discreet and ideal for freshening breath on-the-go.

NEW MARS GALAXY CRISPY

total value of the fruit confectionery category

A new addition has been added to the Mars portfolio — Galaxy Crispy (rrp £1.39). Available now, the new product jumps on one of the biggest food trends of 2016, combining Galaxy chocolate wrapped around crispy cereal pieces.

Bep Dhaliwal, Trade Communications Manager, Mars Chocolate, said: “We are continuously looking to identify new flavours and textures that compliment our Galaxy chocolate perfectly, and Galaxy Crispy is just the next step in our journey, following huge success with Galaxy Salted Caramel and Galaxy Duet.

“Here at Mars Chocolate, we know that crispy textures are now in 19% value growth , with its light, crispy cereal pieces covered in smooth chocolate, Galaxy Crispy is perfect for treating occasions.”

To capitalise on the launch of Galaxy Crispy, retailers are encouraged to make use of impactful POS solutions in store, to raise awareness and boost those all-important impulse purchases.

consumers to buy into the occasion. Mentos Fruit and Mint Mentos bags are experiencing strong sales rates. Bags are a great format for consumers to enjoy at home with friends and family. In addition to the classic Mentos chewy candy — available in classic mint and fruit — the brand introduced Mint Crumbles and Mentos Mint Chews to the range last year. Fruittella Core sharing bags (Duo Stix, Summer Fruits and Juicy Chews) are growing 4.8% in total market compared to an overall sector increase of 1.2%, and the brand sees the sharing category as a major area for growth in 2016.

“Sugar confectionery is a space-effective category and if conducted in-store correctly can drive easy additional sales for retailers.

Be sure to include a variety of fruit and mint flavours to offer your shoppers a range of options,” says Levi Boorer, Customer Development Director at Ferrero.

Once you have all the key trends covered, it is vital to display them correctly, in accordance with your individual consumer base. New products are the frontrunners in the confectionery category and retailers should offer customers new and exciting products to try. For instance, Ferrero recently launched Tic Tac Mixers and its research reveals that nearly two thirds of existing Tic Tac consumers would buy mixers in addition to the core range, providing retailers with a powerful incremental sales opportunity.

Additionally, Ferrero recommends retailers maximise their sales opportunity by siting products in disruptive locations, since its

£619M

WRIGLEY DOUBLEMINT

SKITTLES PARTNERS WITH GOOGLE PLAY This summer, Skittles is partnering with Google Play with the launch of an on-pack promotion, as part of its on-going brand strategy to entertain.

The Google Play partnership will feature on all Skittles flavours including Fruits, Crazy Sours, Wild Berry and Tropical, across the 55g singles bags and 174g sharing pouches.

SWIZZELS SOUR APPLE CHEW BAR Swizzels Refreshers Sour Apple chew bar has an added kick that will keep up with consumer demand for sour flavours. The bar, available in a 60 count SRP, is the latest addition to Swizzels ‘flashback to 10p’ range — in the last year alone sales of this range have grown by 23%.

The product aims to offer consumers value for money as well as portion control.

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W E

N

Unique Drumstick and Refreshers flavours now available as Bon Bons Now the fastest growing Bon Bons brands Already the most widely distributed Bon Bons brand The Bon Bons category is seeing consistent double digit growth (up +19% year on year)*

STOCK UP NOW! * Source: IRI total marketplace value data to 03.01.16

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Confectionery

7%

INFUSE YOUR SALES Rowntrees’s Infusion are available now in a limited edition 45g singles bag (rrp 51p) as well as a permanent 140g pouch bag (rrp £1.29).

Each bag will contain a mix of sweets in Orange & Grapefruit, Raspberry & Pomegranate, and Apple & Elderflower.

New product launches provide a huge opportunity for retailers to attract new consumers and generate incremental sales for the confectionery category. With adults making up two thirds of all fruit sugar confectionery consumption occasions, there is a gap in the market for fruit sugar products with a more grown up flavour proposition.

The Infusions launch will coincide with advertising from Rowntree’s £5.6m masterbrand campaign, which showcases the full Rowntree’s range of Fruit Pastilles, Fruit Gums, Randoms, Jelly Tots and Tooty Frooties. This is the highest value media support for Rowntree’s since the launch of Randoms in 2009, and features TV advertising as well as video on demand and digital advertising A Nestlé UK & Ireland spokesperson says: “Sales of sugar confectionery traditionally peak in the summer months and what better way to excite consumers at this time than with a new product launch from the best-selling fruit sugar brand Rowntree’s Fruit Pastilles.

Fruit Pastilles Infusions taps into the consumer trend for more premium flavour offerings and offers consumers something new and different to enjoy.”

“Maximising our in-store promotional materials, bespoke POS combined with stocking a varied selection of PMPs gives retailers the tools to boost impulse sales and spend at the till.”

MARK ROBERTS, TRADE MARKETING MANAGER AT PERFETTIVAN MELLE.

research shows that 31% of shoppers’ only buy one item when visiting a convenience store — demonstrating the importance of creating intelligent disruption in store to drive further impulse sales. Promotions and PMPs should be used effectively when merchandising sugar confectionery.

IT PAYS TO DISPLAY Placing products next to the counter or magazines and newspapers where there is longer dwelling time is a clever technique to drive sales. As confectionery is an impulse buy, offers can spur customers on to purchase multiple items as well as attracting them to the fixture in the first place. Dan Newell, Confections Marketing Manager says: “A complete night in solution is crucial.

Remember to focus on products that are ideal for sharing such as Starburst ‘Tear and Share’ Pouches. Building a clear display that communicates the ‘Big Night In’ occasion will 60

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is how much the kids sugar confectionery subcategory is worth in Scotland.

KIDS CONFECTIONERY A dedicated children’s area can maximise pocket money sales from a key audience, particularly in summer, whilst children are out of school and may be more likely to enjoy a sweet treat in between sporting activities. Children’s Sugar Confectionery is a key player in the category, valued at £344m, it represents a third of the market and shows the importance of children as consumers. Be aware of the height of the shelves in this fixture and allow children to shop independently. Similarly, price marked multi-packs appeal to parents looking to stock up on a cupboard treat for children whilst they are out of school for summer.

Fruittella Zoomania bags contain a mix of fun animal-print wrappers in each pack. They’re handy for snacking on and the £1 PMP packs, introduced last year, are ideal for those making a last minute impulse purchase. Following a significant 74% sales uplift since 2010, Chupa Chups introduced its much-loved Airheads bite-sized candies in 2015.

Chupa Chups lollipop bags are an ideal choice for retailers. Whether it’s Super Sour or Kolomania tongue-painting variants or more traditional fruit, ice-cream and cola flavours, there is a Chupa Chups to suit every palette. Available in both regular and mini-sized lollipop bags, longlasting Chupa Chups are the ideal treat for a big night in.

Swizzels new-look Rainbow Drops will sell well in the kids confectionery category, and its new packaging has a clearly visible calorie flash meaning they are a great choice for the increasing number of shoppers looking for portion control and lower calorie treat options.

Rainbow Drops are available in 10g bags – part of Swizzels ‘flashback to 10p’ range – 32g and 80g bags as well as multipacks. The gums & jellies category remains the largest within kids’ sugar confectionery, and a continual driver of sector growth. To capitalise on this, Swizzels will add two new flavours to its Squashies range this August: Drumstick Sour Cherry & Apple and Drumstick Bubblegum.

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08/07/2016 14:52:07

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Confectionery

MIKADO DOUBLE CHOCOLATE Mikado’s newly launched flavour, King Double Choc has twice the amount of chocolate of Mikado King.

Mikado’s light and crunchy texture has been hugely popular among consumers since its launch in 2009. The new King Double Choc promises to deliver a familiar milk chocolate taste, which Mikado says is a great option for a slightly more luxurious afternoon or evening treat.

The new product is available this month and will be supported by in-store and online activity throughout August, aimed at increasing brand awareness and further strengthening consumer demand within the category.

Helen Potter, Mikado brand manager at Mondeéz International, said: “Consumers love Mikado, but for some it just isn’t chocolaty enough! Our new King Double Choc builds on the familiar, well-loved, milk chocolate flavour, but with double the amount!

“We’ve watched Mikado flourish in 2016, as well as the incredibly successful launch of Mikado Pocket, which has seen a 10.7 jump in sales to £390k this year, all SKUs within the range have seen a huge uplift. It really has been a phenomenal start to the year and we hope to continue that success with this new launch, and help drive category growth even further.”

94%

of customers said they would buy a PMP confectionery multipack if available from a convenience store.

71%

of consumers are more likely to buy price-marked packs as they are perceived to represent better value.

“Consumers are looking for great value products and there is a desire to get even more for their money.”

BEV RUSHBROOK, COMMERCIAL MANAGER OF CLOETTA UK.

30%

of shoppers said they would be more likely to buy a product on impulse if it was a PMP.

63% of retailers say they intend to stock more PMPs in 2016.

CONSUMER TREND: PMPS also draw shoppers into the fixture and cross category promotions will certainly encourage incremental purchases.” Encourage additional purchases using cross category promotions, such as ‘buy a sandwich, drink and confectionery for £3.’ Single price point ‘Big Night In’ promotions are growing in popularity, allowing shoppers to satisfy all of their needs in one go. This includes ‘dine in for two’ meal offers and in store deals which include a DVD, confectionery pouch, e.g. Skittles or Starburst, and drink for a reduced cost.

SWEET TREATS Confectionery is one of the top five purchases in the convenience channel, according to PVM market research. Here in the UK, sweet buying habits change as we move towards warmer weather, with more people opting for fruity sweets — as opposed to chocolate bars.

Fruittella Summer Fruits bag (orange, lemon and strawberry flavours) is a core line, and contains the traditional Fruittella square-wrapped chews, whilst Fruitella Juicy Chews has twist-wrap versions of the same combinations. Fruitella Magic wows kids by transforming into 62

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Confectionery is one of the most important PMP categories for retailers, with 68% of stores already stocking PMP sweets. PMPs is the second largest category after cigarettes, with 68% of retailers stocking confectionery PMPs. Independent research from PVM suggests that 80% of confectionery purchases are influenced in store, and over 30% of those are purely impulse driven. In fact, him! says 48% of customers would be encouraged by PMPs to swap to a new brand. Retailers should make sure that PMPs are easy to see, and that they are stocked in prominent places where impulse shoppers can take advantage of them. For example, Smint £1 PMP might work well beside the coffee machine, and Fruittella sharing bags could be part of a larger ‘Big Night In’ display. Wrigley extended its popular range of PMPs in July 2015 for its best-selling sugar confectionery brands, Skittles and Starburst, with the introduction of four additional hanging bags with a £1 rrp price flash.

The £1 price point is a key sales driver for the convenience channel, as it provides consumers with the assurance that their purchase is good value. Neilsen data reveals that Wrigley saw an increase in sales of 82% in its PMP hanging bags since the launch of £1 PMP lines.

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08/07/2016 14:52:21

NOT JUST CHOCOLATE NOT JUST PEANUT BUTTER

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Confectionery

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“In-store theatre and a tactical use of POS materials can drive additional sales, especially in high-footfall areas.”

BEP DHALIWAL, TRADE COMMUNICATIONS MANAGER AT MARS CHOCOLATE

various flavours as they chew and Fruitella Duo Stix offers two delicious flavours at the same time.

CHOCOLATE INNOVATION Following strong performances from the range of Galaxy Duet singles, Mars recently extended its Galaxy Duet range to offer its popular Cookies & Cream, Caramel & Shortcake, and Toffee & Popcorn variants in a new large block format.

Bringing a unique consumption experience to the chocolate block category, the new Galaxy Duet large blocks will feature two indulgent flavours that consumers can enjoy separately or combined to create a unique taste sensation, but in a format that is ideal for sharing.

With confectionery being one of the biggest categories in convenience, it is one that will always sell well. However, retailers should make the most of their confectionery displays by using eye-catching POS materials to encourage customers to buy on impulse, and rotate stock regularly.

MARS TRAIL MIXES According to IRI market research, fruit, nut and seed mixes are on trend with many category segments seeing triple digit growth over the last two years. To capitalise on this growing consumer demand, Mars has launched a range of new trail mixes. The trail mix shots (rrp 69p) come in three flavours: M&M’s with raisins, cranberries and peanuts; Bounty with chocolate pieces, coconut, pineapple, raisins and sultanas, and Galaxy with chocolate pieces, golden raisins, cashews and cranberries.

Michelle Frost, general manager for Mars, says: “We are keen to offer consumers more choices on how to enjoy their favourite chocolate brands. These new products combine the distinctive taste of M&Ms, Bounty and Galaxy in delicious dried fruit and nut combinations.”

M&M’s has also recently added to its portfolio of best-selling products with a new limited edition sharing pack – M&M’s Mix. The new offering sees all the family’s favourite variants – M&M’s Chocolate, M&M’s Crispy and M&M’s Peanut – combined into one sharing pack, and is now available exclusively in independent retailers and Asda stores.

MENTOS SHAKES UP THE CONFECTIONERY CATEGORY Following a successful launch of singles packs, Mentos is now introducing a new multipack version of its Shakies brand — containing four rolls, ideal for sharing. Made with only natural colours and flavours, Mentos Shakies brings three new tastes to fruit confectionery consumers. Each pack contains Strawberry Milk, Banana Milk and Peach Milk flavoured Mentos. PVM is encouraging retailers to maximise its POS at the point of purchase and stock Shakies alongside other fruit candy to capitalise on the growing trend of the impulse buy.

Brand Manager, Claire Powley, says: “Our singles packs which launched earlier in the year have proved a hit and their differentiation from other products is already bringing new consumers into the category. With shoppers increasingly curious and experimental in the confectionery aisle, the introduction of the new multipack format will allow consumers to trial the Shakie flavours and further boost sales of Mentos.”

Additionally, the Mentos Choco range is available in Choco & Caramel and Choco & Mint flavours. Consisting of chewy caramel with a chocolate centre, each flavour is available in both single and multipack formats.

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How many bars of Cadbury Twirl can you spot in Figure 1?

Figure 1

Finding it difficult?

It would be easier if packs were clearly segmented and better ordered (see Figure 2).

Figure 2

2m Confectionery Planogram

Look at Delicious Display to discover how these three steps can help you drive sales.

In trials, retailers following our category advice saw their sales shoot up by 16%* Make your confectionery fixture easier to shop.

Find out how at deliciousdisplay.co.uk

*Convenience Store Shop Project 2016

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Biscuits & Cakes

SALES SOAR WITH BAKED GOODS

The key to biscuit and cakes sales is to recognise and act on what’s driving market growth. One third of all biscuits are bought on impulse in the convenience channel, so it is worth tapping into this trend to drive sales.

BY ÉMER O’TOOLE

2.3B

UNITED BISCUITS LAUNCHES 2016 CATEGORY VISION AND BISCUITS REVIEW

is the total value of the biscuits market in the UK.

D 70%

£479.9M is the total value of the ‘healthier’ biscuits category.

of consumers’ snack while on the go.

50%

of all biscuit buyers now snack twice daily.

31%

of consumers’ snack more frequently than a year ago.

27

million households buy biscuits.

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espite ongoing messages about healthy eating, retailers know that stocking up on biscuits and cakes will keep their profits sweet.

Following another couple of years of modest growth, biscuits and cakes sales will begin to perform better and by 2019 be worth £4.39bn in the UK, predicts market analyst Key Note.

If retailers can get the right range, and merchandise and promote it in the right way, Burtons says independent retailers could see biscuit sales increases of more than £25m in the next two years. Savoury biscuits have been the star performers this year, and products such as Burton’s Fish ‘n’ Chips and Cathedral City Baked Bites have created new opportunities for convenience retailers. The sector is currently on consumer trend and meets demand for products that consumers consider both permissible and convenient.

The move towards health is especially prominent in the cake sector. Volume sales of cakes is down, largely due to the trend for baking at home influenced by TV shows such as the BBC’s Great British Bake Off, according to Key Note. However, Aryzta says there is a definite consumer trend for indulgence, with an increasing number of shoppers looking to purchase Sweet Bakery treats while on the move. Premier Foods is adding new flavours to the cake category through the introduction of two special edition ranges: Mr Kipling Strawberries & Cream Fancies and Mr Kipling Cocktail Fancies.

As well as the growth of savoury biscuits, the demand for snacks that can be eaten

UB has launched its Category Vision for 2016 and its first annual Biscuits Review.

The reports demonstrate the potential for the biscuits category to double its value and presence within the snacking market by 2020.

The report identifies seven key drivers of consumption and purchase that can collectively steer the sustainable growth of the biscuit market. It also specifies the need for stores to reconsider in-shop displays to make the shopping experience easier and more engaging and to increase the 30 seconds that the average shopper spends in the biscuit aisle.

Sarah Lonorgan, Director of Customer Marketing at UB, says: “When we compare the UK biscuit landscape to the other impulse categories, we can see there is so much more that we can do to grow its presence.

We’ve got to bring fun, energy and inspiration to the point of purchase and create a more enjoyable shopping experience.”

CADBURY AMAZE BITES ARE ‘ABSOLUTELY FABULOUS’ Premier Foods, through its bestselling cake brand, Cadbury Cakes, is set to drive sales for retailers by partnering with ‘Absolutely Fabulous: The Movie.’ Cadbury Amaze Bites will be running an on-pack promotion offering consumers the chance to win a luxury shopping spree. Amaze Bites will also be launching a special edition flavour — Chocolate Raspberry — available until August.

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Biscuits & Cakes

TOP BISCUIT MERCHANDISING TIPS FROM MONDELEZ INTERNATIONAL 1. Stock bestsellers from the sweet, healthier and savoury biscuit subcategories, and ensure the most popular brands are represented to appeal to the largest range of customers.

2. Ensure you have a clear offering for both topup and on-the-go shopper missions. Dedicate 80% of the shelf to top-up products, and 20% on-the-go, of which 75% should be healthier biscuits such as belVita Breakfast.

3. Use manufacturer POS to highlight products, particularly when you introduce new lines.

4. Make the most of manufacturers’ media investment by stocking and displaying products when activity is running.

6. Biscuits can link with a number of other categories, such as hot beverages in the winter.

Consider cross-purchasing opportunities to maximise sales for both ranges and help drive impulse purchases.

“Customers shop by mission, so it’s crucial that this is reflected in the way the biscuit offering is merchandised, to drive sales and shopper footfall.”

DAVID COSTELLO, HEAD OF CATEGORY & SHOPPER MANAGEMENT AT BURTON’S

‘on-the-go’ is also on the rise. Eating on-thego has changed meal structures from being about the needs of the household to the needs of the individual. UB says there are 12 billion snacking occasions every year in the UK, with young adults and families snacking the most.

According to Burton’s, biscuits are the most popular in-home snack, but less than 5% of traditional sweet biscuits are available in a single serve out of home pack format. Border Biscuits and Aryzta have recognised that there was a lack of market-leading traditional biscuits that can be eaten out of home — with other categories ahead when it came to offering on-the-go solutions — and tapped into this opportunity by introducing a range of single-serve packs. this includes Border Biscuits’ Dark Chocolate Ginger Mini Packs, Aryzta individually wrapped cookies and Burton’s Maryland Gooeys twin size pack and life-size Maryland Choc Chip Cookies.

“The biscuits market comprises three main subcategories: sweet, healthier and savoury. Sweet holds the lion’s share of the biscuit market, worth nearly £1.4 billion, while the savoury category shows a growth rate of +0.7 per cent,” says Susan Nash, Trade Communications Manager at Mondeléz International. Since 71% of shoppers say that healthy eating is important to them, the healthier biscuits category is in growth. This includes the breakfast biscuit sub-category, something that didn’t even exist five years ago, and now worth £81.6 million, according to Kantar research. Mondeléz International created the breakfast biscuit category in the UK with the launch of belVita breakfast biscuits in 2009. Available in convenient 50g packs, belVita Soft Bakes Choc Chip is

a soft and chewy baked biscuit made from wholegrain and choc chips.

With UB research revealing that biscuits are eaten 6 billion times a year, it is a key sales driver. Bakery is a huge draw for consumers and changing lifestyles mean that there’s now a greater need for foods that can be enjoyed out of home. With this in mind, retailers should look at stocking biscuits and cakes that can be enjoyed on the move, whilst also offering that freshly baked taste that consumers enjoy, so it’s also important to stock brands that are highly regarded when it comes to taste and quality.

TOP CAKES MERCHANDISING TIPS FROM PREMIER FOODS

1. It is important to signpost NPD through best sellers, for example, place Cadbury Amaze Bites next to Cadbury Mini Rolls to capitalise on the strength of the brand name.

2. To take advantage of the impulsive nature of cakes, always position small cakes such as Mr Kipling Angel Slices at eye level so they take centre stage.

3. Pies and tarts, such as Mr Kipling Apple Pies and Bakewell Tarts, are most popular with older shoppers so position these together so that they are easy to find.

4. As a popular and sought after flavour, position chocolate products together to help extra sales.

5. Large cakes are most often planned purchases, so place these at the bottom of the fixture.

CONSUMER TREND!: SNACK PACKS McVitie’s first on-the-go biscuit range means shoppers will now be able to eat their favourite classic McVitie’s biscuits wherever and whenever it suits them. The ‘To Go’ range will be available to stock in two formats: a multi-pack and individual on-the-go portion packs. The multi-pack range (rrp £1.39) is available in four variants: Original, Milk Chocolate, Dark Chocolate Digestives and Milk Chocolate Hobnobs. The individual on-the-go packs of two biscuits (rrp 50p) will be available for Milk Chocolate Digestives and Milk Chocolate Hobnobs.

Border Biscuits Mini Packs include Dark Chocolate Ginger, Viennese Whirl, Choc Chip Cookies, Crunchy Oat Crumble, Butterscotch Crunch and Choc Chip Shortbread.

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PRIC£ marked

PACKS BOOST your

SALES

• PMPs are worth £37 million in the convenience and impulse channels* • Accounting for a third of all year round biscuit sales – their highest ever share!*

Stock up now!

*Source: Nielsen data – Symbols 52 we £ for AYR biscuits (total biscuits excluding seasonal) © All Cadbury trademarks and copyright are owned by Mondelez International Group and used under licence

UTC

AW TENNENT’S, YOU SHOULDNAE HAVE… *BLUSHES*

As an often miserable auld git, it takes a lot to pluck a tear from the eye of UTC. Very little drives the man to tears that doesn’t involve a horse falling at the last or the sound of a last orders bell ringing, but the team at SLR Towers were astonished the other day to discover the auld yin sobbing over, of all things, a 12-pack of Tennent’s and a steak pie. Turns out Tennent’s had decided to celebrate the annual washout that is Father’s Day by bringing out a special 12-pack inscribed with the message ‘Here’s to you, auld yin!’. UTC could hardly believe that one Glasgow institution (Tennent’s) had decided to honour another (him) in such an appropriate fashion.

Not only was there a pack of beer, there was also a Tennent’s Lager-infused steak pie made by ex-Gleneagles pastry chef Albert Close. The auld yin assured us it was the tastiest pie he’d ever eaten and by the end of the day it wasn’t just the pie that was infused with Tennent’s Lager.

SHITE RESEARCH Already at the end of his admittedly short tether after getting himself all flummoxed at the Brexit vote, UTC finally resigned himself to the fact that world has indeed gone to hell in a handcart after receiving a release last month about a study into “how more than half us feel awkward doing a ‘number two’ in a toilet other than our own.”

Too many questions sprung to mind: who had the job of asking people how they felt about going for a dump at work? Who could be bothered to give an answer? And more importantly, why were they researching it in the first place?

The answer: thinly disguised sales pitch, as usual. The culprit: hygiene gadget manufacturer Vectair who have just launched a new toilet spray and needed to make the story more interesting.

You can just imagine the marketing meeting... “Right, we’ve invented this spray to get rid of the smell of a particularly offensive post-curry dump….”

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WORKPLACE SNOGGING

As a a veteran of many an office party, UTC was intrigued to take an unexpected call from employment lawyers Doyle Clayton ahead of National Kissing Day on June 24th. To be fair, the auld yin didn’t even know it was National Kissing Day. The caller proceeded to warn UTC about the dangers of kissing in the workplace, prompting him to break out in a cold sweat as he cast his mind back to Kev’s boozy leaving do and that wee hour or two that he couldn’t quite remember the next morning.

Turns out he hadn’t been up to no good after all and the call was simply to highlight how kissing in the workplace can “potentially lead to costly harassment rulings”. The auld yin’s interest had waned considerably by this point as he was mentally running through all of the female members of the team at SLR Towers, imagining how receptive they would theoretically be to a wee friendly smooch from him over the photocopier.

KEEPING ABREAST OF RETAIL DEVELOPMENTS

While he obviously specialises in local retailing, UTC likes to keep his hand in right across the retail spectrum which is why he was delighted to see Ann Summers opening a new flagship store in Edinburgh. ‘A positive reflection on the improved buoyancy in the commercial letting market’, he announced to no-one in particular as he donned his old Mac and headed for the train to Edinburgh just to see for himself how Ann and her fine selection of lingerie were getting on.

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