SLR June 2018 by 55 North

WE GET RETAIL BECAUSE WE’RE RETAILERS TOO!

JUNE 2018 | ISSUE 182

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HONOURS GALORE

Pete Cheema and Sandy Wilkie on Honours List

TAXING INDUSTRY

Tax burden on retailers grows 28% in nine years

BACK IN THE GAME

National Lottery sales are back on the rise but with digital driving the growth, is it time for retailers to go for gold again?

NUMBERS GAME

Best-one adds 125 stores in four months

MCNANNY STATE

Forest attacks ‘politics of intervention’

DRINK TO THAT

Cashing in on summer drinks

Full list of SLR Rewards 2018 winners! p24

June 2018

Contents

Contents ISSUE 182

NEWS p4

Pete Cheema OBE SGF Chief Executive recognised in Birthday Honours List. p5 SLR Rewards Premier Broadway Convenience Store wins our Retailer of the Year award. p6 Discounters Research suggests top-up shoppers are turning to Aldi and Lidl in increasing numbers. p7 Underage sales Tobacco manufacturer JTI launches enhanced youth access prevention programme. p8 National Lottery Glasgow store recognised for raising over £2.2m for good causes since lottery’s inception. p9 News Extra Politics Controversial report slams Scotland’s politicians for creating a ‘McNanny state’. p16 Product News It’s a summer of sport as Strathmore Water gets behind athletics and everyone else talks football. p18 Off-Trade The glass of Magner’s is definitely half-full, while WKD shakes-up the cocktails market. p20 Newstrade The Scottish Newstrade Steering Group implements the Sun Savers promotion in stores.

INSIDE BUSINESS p22 Research Digest The IGD predicts that the UK food and grocery market will grow to £28.2bn by 2023. p24 SLR Rewards Who-won-what at the convenience retail industry’s most rewarding awards ceremony. p28 Woodlands Local The sunshine means smiles in Falkirk as the team delivers some strong performances. p34 Hotlines AG Barr’s Rubicon brand unveils an exciting new range inspired by street drinks from around the planet. p54 Under The Counter Peterhead retailer Garry Haigh pulls off some spectacular saves at the World Cup. FEATURES p36 Sugar Confectionery Everyone may be calling it Candy these days, but Sugar Confectionery remains a vital impulse category in convenience. p38 Summer Drinks There are plenty of opportunities for retailers to maximise drinks sales this summer – all helped by the warm weather! p48 Crisps and Snacks Get your teeth into the latest new products, promotions and media campaigns. p52 Cheese Vital in Fresh & Chilled, there’s lots for retailers and consumers to smile about over the coming months.

ON THE COVER p12 National Lottery Lottery sales are on the rise again but, with digital channels driving this growth, is there anything for retailers to celebrate?

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JUNE 2018 | SLR

News TRADE ASSOCIATIONS SGF boss makes Birthday Honours List

New head for Healthy Living Programme Kathryn Neil has been named as the new Head of SGF’s Healthy Living Programme. Her appointment follows the departure of Ross Kerr, who stepped down from the role after 14 years with the Federation. Commenting on Kerr’s resignation, an SGF spokesperson said: “We wish him all the best with his retirement.” The Healthy Living Programme is a Scottish Governmentsponsored initiative that aims to increase the range, quality and affordability of fresh produce and other healthier products from across categories in convenience retail stores across Scotland..

Weetabix partners with GroceryAid and FareShare Weetabix has announced its official support for both grocery

Pete Cheema awarded OBE Scottish Grocers’ Federation Chief Executive Pete Cheema has been appointed an Officer of the Order of the British Empire. Sandy Wilkie – formerly of MullerWiseman Dairies and now retired – was also recognised in the 2018 Birthday Honours List with an MBE. Born in Wolverhampton and brought up in Kent, Pete Cheema based himself in Scotland from 1988 onwards and quickly established a reputation as a leading and indeed award-winning retailer. He has served as President of the SGF and was a member of the National Executive from 1999 onwards. He was appointed Chief Executive in 2015 and is widely credited with having transformed the Federation into a modern, relevant and highly inﬂuential organisation. Cheema also currently sits on the Boards of both the SRC and the Scotland Towns Partnership.

He commented: “This award has come as a real surprise and I am delighted to accept it on behalf of myself and my family. As much as anything this a recognition of the importance of convenience retailing to the economy and to our communities.” Congratulating Cheema on a

“thoroughly deserved” award, SGF President Dennis Williams said: “This is a great honour and recognises the contribution Pete has made to retail and to the Federation. This will surely raise our profile even further and it is very fitting that this honour is being bestowed during our centenary year”.

industry charity GroceryAid and FareShare UK, a charity that relieves food poverty and reduces food waste. The first Weetabix ‘Charity Month’ saw the company’s workforce raise over £1,500 in aid of its two charity partners. Weetabix has been a longterm supporter of both charities. It has been helping GroceryAid for over 15 years and was recently awarded the GroceryAid Gold Achievement Award for the seventh consecutive year.

ShopMate update eases the pain of MUP The Retail Data Partnership has made several changes to its flagship ShopMate Epos system to help retailers comply with the recently-introduced Minimum Unit Pricing (MUP) for alcohol legislation. ShopMate now features a dedicated report to highlight any alcoholic products sold in the last 28 days which fall below the minimum legal price. Retailers who use this report can amend their prices quickly to ensure compliance with the new

SYMBOL GROUPS ‘Sensational” retailer recruitment for best-one

PAYMENT SERVICES

Best-one adds 125 stores in four months

PayPoint proﬁts from One terminal

Bestway Wholesale’s symbol offer, best-one, has recruited 125 stores to the group in the first four months of 2018. Another 1,000 retailers have signalled their interest to join bestone, which is growing at 19.6% yearon-year in terms of sales. “The response we have had from retailers has been nothing short of sensational. The collapse of P&H was obviously the catalyst but this year we have seen unprecedented interest in the group from many other symbols and unaffiliated retailers as they look to grow their businesses and take them to the next level,” said Tony Holmes, Sales Director of Bestway Wholesale. “At the end of February, we announced that best-one had recruited 60 retailers to the group since the turn of the year, which was a fantastic result. March and April have seen this momentum continue

with even more stores signing up, so there is a genuine appetite from retailers to join. “Basically, they are seeing bestone as a better alternative to what they currently have. Our investment in chilled, fresh and own label has helped immensely. Likewise, retailers appreciate the support we have placed behind their stores in terms of feet-on-the-street, knowing that they are getting that personal touch and industry experience to help them develop their stores.”

The rollout of its PayPoint One terminal and strong growth in card payments helped PayPoint to a pre-tax profit of £52.9m for the year ended March 31, 2018. Paypoint’s revenue climbed 5% to £213.5m in its core retail networks business, with a 6.5% improvement in operating cash flow to £65.1m. PayPoint One is now in over 9,000 sites, ahead of the company’s target of 8,000. It plans to have 12,400 terminals live by the end of March 2019. Over 10,000 sites are now using PayPoint’s card payments service, with contactless payments growing to account for 38% of volumes in 2017, up from 24% in 2016. PayPoint’s Collect+ now has 7,400 stores signed up, with hopes to grow the business to over 60 million parcels.

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News SLR REWARDS Success for the Williams at awards bash

From Broadway to Vegas for Dennis and Linda Edinburgh retailing couple Dennis and Linda Williams were crowned the nation’s top retailers, as their Premier Broadway Convenience Store in the Oxgangs area of the capital won the Scottish Local Retailer of the Year Award at the SLR Rewards. The event, held at the Radisson Blu hotel in Glasgow on June 20 and hosted by TV and radio presenter Des Clarke, saw the Scottish convenience retail industry gather to celebrate the brightest and best in the business. As their reward for taking the coveted title, Dennis and Linda win a trip to Las Vegas to attend the NACS conference in October. Their store also picked up the Crisps & Snacks Retailer of the Year trophy. SGF President Dennis was also delighted when the Federation was presented with the Special Recognition Award in this, its centenary year. Three other Premier stores were also recognised, taking the symbol group’s haul on the night to five overall, while Nisa- and Spar-

Today’s Group ranked top wholesale buying group The Today’s Group has been ranked first in the Buying Group performance area in the recent annual Advantage Group survey. The survey asked a series of questions about the performance of Today’s Group – compared with other wholesalers – to supplier partners from a variety of national and global organisations. In addition, Today’s Group was ranked second overall versus all six wholesalers serving the retail trade included in the Advantage Group survey and second compared with all seven foodservice wholesalers who participated.

affiliated stores picked up four gongs apiece. SLR Publisher Antony Begley commented: “It was a fantastic night with some amazing stores and some outstanding retailers on show. Once again the SLR Rewards has shown itself to be a unique event in the UK local retailing calendar. Who else recognises the hard work of retailers by rewarding them with trips to Vegas, weekends in Amsterdam,

microlight ﬂights and lots more besides? “I’m delighted for Dennis and Linda. They’ve come back fighting in the face of tough competition from Aldi and responded by transforming their store into the best in the country. They are an inspiration to every retailer faced with challenge of a discounter or supermarket opening next to them. Congratulations on a thoroughly-deserved win!”

Sunshine reveals mixed picture for retailers Retail sales grew at a modest pace in the year to May, following a tricky start to 2018, according to the latest CBI Quarterly Distributive Trades Survey. Sales volumes remained a little below average for the time of year to the same degree as in April, with a similar picture forecast for June. Orders placed on suppliers were slightly up

CHARITY Local projects to benefit from funding

BUSINESS COSTS

over the year to May, with similar

Spar puts community sport on the podium

New data reveals rising tax burden faced by retailers

growth expected in June.

The Scottish Government’s Annual Business Statistics has shown that the total tax burden faced by Scotland’s retail industry leapt by 27.9% to £579.3m over the nine years to 2016. Taxes paid by the retail sector in Scotland increased from £452.9m to £579.3m over the period, while the number of retail stores fell 7.5% from 24,256 to 22,434. David Lonsdale, Director of the Scottish Retail Consortium, said it was a “hugely challenging time for retailers, who are adapting and trying to reinvent themselves.”

Lifestyle Express Learning Academy adds modules

Spar has launched a new campaign designed to support community sport across the United Kingdom. ‘The People’s Podium’ sees Spar celebrate a selection of local community sport heroes and provide £18,000 of funding for their projects. Members of the public can now nominate individuals that they think deserve recognition. To nominate someone supporting sport in the community for a place on the People’s Podium and the chance to win £10,000 for their local project, people simply need to visit either Spar’s website or its Facebook page. An expert panel made up of representatives from Spar and British Athletics will then select the five most

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deserving individuals based on their achievements and the impact they have had on their local community through sport. Each of the five individuals selected will be awarded a £2,000 cash prize to go towards their project, with one overall winner earning a total of £10,000. Spar is also committed to using its sponsorship of British Athletics to bring athletes closer to their communities, with a selection of athletes – Dina Asher-Smith, Andrew Pozzi, Eilidh Doyle, Tom Gale, Emily Diamond, Megan Marrs and Holly Bradshaw – set to play a part in the People’s Podium campaign. Nominations for the People’s Podium are now open.

Growth in sales volumes was reported in grocers while sales fell in specialist food and drink.

Lifestyle Express is expanding its online training platform the Lifestyle Learning Academy, which originally launched last June in collaboration with Bolt Learning. Lifestyle Express retailers will have access to three additional high impact online training modules designed by Bolt to help grow their business and maximise their sales. The first new module released will be ‘Staff Upselling’. The Lifestyle Learning Academy is available to Lifestyle Express retailers free of charge.

JUNE 2017 | SLR

News DISCOUNTERS Research reveals convenience customers switching to Aldi and Lidl

Win a Renault van with Pepsico and Bestway Bestway Wholesale and Pepsico have teamed up for a prize draw to win a Renault Kangoo van, a year’s free insurance and £100 worth of Walkers products. To enter retailers must purchase three cases of qualifying Walkers products including standard, Big Eat and multi-pack formats. The promotion, which runs until the end of August, includes in-depot, email and text messaging activity, alongside a presence in customer brochures and on Bestway’s web platforms. It is open to all best-one, Xtra Local and Bestway and Batleys unaffiliated customers.

Sun readers can score a grand in new promo The Scottish Sun is running a World Cup-themed competition aimed at driving footfall into stores. To be in with a chance of

Discounters ‘poaching topup shoppers from c-stores’ The planned top-up mission within the convenience channel is in decline, with a higher proportion of shoppers choosing Aldi and Lidl to satisfy their demands, according to new research from shopper insights agency HIM. The research, conducted through over 4,500 online shopper interviews, looks at how shopping behaviour on the high street has developed over time and benchmarks competitors across a range of criteria, including penetration, basket size, basket spend, shopper missions etc. In 2018, the volume of shoppers using Aldi and Lidl on a planned topup mission is 28%. In comparison, since 2008 the volume of shoppers visiting a convenience store on a planned top up mission has fallen from 28% to 21%.

Val Kirillovs, Research & Insights Director at HIM, commented: “The top-up mission was once the cornerstone of the convenience channel. Small stores in convenient locations were specifically designed to service the needs of the shopper in between their traditional weekly shops.

“Aldi and Lidl have begun to steal these top up shoppers away with wider ranges, cheaper prices, better quality fresh and an increase in store volumes in convenient locations. Convenience store retailers cannot afford to get caught napping and need to up their game, as the discounters look to grow further.”

winning a weekly prize of £1,000, customers need to take a selfie

LOTTERY Good news for Camelot, but not so much for retailers

TRADE ASSOCATIONS

next to promotional instore

Digital sales drive National Lottery back into growth

Asim Sarwar is new SGF VP

POS as if they were celebrating scoring a goal, before uploading the pic to Twitter or Instgram adding #suncelebration. The promotion’s final whistle gets blown on July 15.

Deﬂation deepens while grocery prices rise Shop prices fell by 1.1% in May 2018 compared to the same month last year, according to the latest BRC-Neilsen Shop Price Index. This is the 61st month of falling Shop Prices and the deepest deflation since January 2017. Deflation in Non-Food prices deepened further in May, with prices 2.5% lower than the same month in 2017. This is the deepest deflation in Non-Food since August 2016. This was offset somewhat by continued rising grocery prices, with Food inflation up in May to 1.2%, from 1.0% in April. Ambient Food inflation accelerated in May to 1.7%, from 1.2% in April. Fresh Food inflation was unchanged at

Camelot has revealed that National Lottery ticket sales for the 2017/18 financial year (April 1, 2017 to March 31, 2018) were £6,951.7m, an increase of £26.4m on the year before. This follows the company’s strategic review to address falling revenues. However, the increase was entirely down to record digital sales of £1,652.2m. Retail sales plunged by almost £104m, with digital accounting for nearly one quarter of all lottery transactions. Mobile sales grew to an all-time high of £700.6m, with sales through smartphones and tablets now accounting for well over 40% of all digital sales. Sales through the official National Lottery apps for

iPhone and Android also set new records, following the launch of a full version of the Android app last year – instantly making National Lottery games available to millions more smartphone users. Nigel Railton, CEO of Camelot, commented: “Given that we had anticipated a further sales decline this year, our achievement in getting The National Lottery back into growth and delivering more money for Good Causes underlines the importance of the work we have been carrying out following the strategic review.” The news came as Camelot started rolling out new gold Playstations to shops that have sold a £1m+ winning ticket.

Scottish Grocers’ Federation has appointed Asim Sarwar as its new Vice-President. Sarwar is currently Managing Director of United Wholesale Scotland. He takes up the new role with immediate effect and will succeed the current President, Dennis Williams, at the SGF Centenary Conference in October. Asim Sarwar commented: “Providing leadership, bringing the supply chain together and working in partnership will be a key focus for the Federation going forward.”

0.9% in May. KEEP UP WITH THE LATEST NEWS AS IT HAPPENS – FOLLOW US ON TWITTER @SLRMAG

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News UNDERAGE SALES Tobacco manufacturer targets 18 local authorities

JTI extends responsible tobacco retailing scheme JTI is to launch an enhanced youth access prevention programme targeting underperforming areas across the UK. The scheme is an extension to the previous three-year national Responsible Tobacco Retailing programme that JTI supported between 2015 and 2018. The Programme is designed to identify retailers who may be at risk of selling tobacco products to under18s, and then to offer those retailers free-of-charge professional training provided by fully qualified former Trading Standards officers. In a change to the previous scheme, any retailers assessed as “At Risk” four times in a row will be notified to the relevant law enforcement agencies for further follow up.

The local authority areas selected all have the highest proportion of premises identified as “At Risk” of selling tobacco products to under18s in the previous three years’ work and/or the highest teenage smoking prevalence rates. West Lothian is the only Scottish local authority included in the

programme, which will target 18 areas over three years. This programme has been developed in partnership with Serve Legal, a provider in testing compliance on sales of age restricted products, and Under Age Sales, a nationally recognised training company that offers specialist advice to retailers about how to avoid illegal sales to children and young people. Head of Corporate Affairs at JTI, Charlie Cunningham-Reid, commented: “The aim of the Responsible Tobacco Retailing scheme is to tackle the problem of underage sales by providing training and support for retailers in this area. This enhanced Programme demonstrates JTI’s continued commitment to playing a full role in youth smoking prevention.”

Jet highlights growth plans at Cannes conference Fuel brand Jet outlined its growth plans and continued commitment to UK forecourt retailing to over 100 independent Jet dealers at the recent Phillips 66 2018 Customer Conference. The two-day ‘Fuelling Growth, Together’ conference took place in Cannes earlier in the month. Presentations from Mary Wolf, Managing Director, UK Marketing, Phillips 66 and Pam McGinnis, President, Global Marketing for Phillips 66 were complemented by a series of breakout sessions on the retail, wholesale, supply and sales support areas of the business, as well a session on cyber security.

Online grocery sales set to rocket, says IGD New research from IGD in association with The Consumer Goods Forum has predicted UK online grocery sales will grow by 48% by 2022 and account for

WHOLESALERS Bestway makes another canny purchase

CHARITY Veterans get mobile

Three of AF Blakemore’s former depots ﬁnd new owners

Scotmid puts Erskine buses on the road

Bestway Wholesale has agreed to buy AF Blakemore’s Cardiff and Walsall depots, saving 123 jobs in the process. This follows news that United Wholesale Grocers will purchase Blakemore’s Gateshead depot, securing the jobs of a further 45 members of staff. Landmark Wholesale member AF Blakemore announced in April that it was ofﬂoading its wholesale division, which consists of 12 cash and carry depots across England and Wales. The move by Bestway continues a buying spree that has seen it snap

up the retail business of Conviality and the van ﬂeet of P&H. Boss Martin Race said the purchase would give Bestway the increased scale and reach to provide “the best possible service”.

Scotmid Co-operative has donated three wheelchair-friendly vehicles to Scottish charity Erskine, to help British Armed Forces veterans go on outings. The VW Caddies will be used across the Central Belt at the charity’s four care homes. Sara Bannerman, Head of External Relations at Erskine, said: “On behalf of all our veterans cared for here at Erskine, we are so grateful and delighted to receive such amazing support from Scotmid.”

7.5% of the total grocery market. The findings also suggested that online grocery sales would rise by 286% in China (11.1% market share) and 129% in the USA (2% market share) by 2022. The research was based on a survey of 223 senior industry members across 42 different markets and a series of in-depth interviews.

Swizzels celebrates 90th anniversary British sweet manufacturer Swizzels is celebrating 90 years in business this year. To mark the anniversary, the Derbyshire-based familyowned business is challenging consumers to create their own

RETAIL CRIME

Tobacco voucher scam returns JTI is warning retailers to be alert following the discovery of a fake tobacco voucher in the Nottingham area. The bogus voucher leads consumers to believe they can claim up to £5 off any Benson & Hedges product in store, but has not been provided by JTI and is not affiliated in any way to the company. JTI first warned retailers of voucher scams across its Silk Cut, Mayfair and Benson & Hedges brands in March 2015.

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‘Sweetest Invention’ that will be brought to life in the Swizzels’ factory. As part of the anniversary celebrations, Swizzels is supporting wholesalers, cash & carrys and convenience retailers with bespoke prize draws, promotions and POS material from August.

JUNE 2017 | SLR

News NATIONAL LOTTERY Glasgow retailer raises millions

Landmark Wholesale explores new horizons ‘New Horizons’ was the theme for Landmark Wholesale’s 2018 annual conference, which was held from May 22 to 25 in

Jack’s the lad for good causes

Alicante. The conference was attended by a mix of members and new and existing suppliers and was addressed for the first time by a Lifestyle Express retailer, with Kilbirnie-based Raj Kaur recounting the challenges and successes of running a full neighbourhood store in close proximity to lots of competition Guest speakers included Levi Roots and political commentator Andrew Neil.

Shoppers want government to get behind indy stores, Nearly three quarters (72%) of GB consumers want the government to do more to back the growth of smaller, independent retailers, according to new research from marketing technology provider Pure360. The research also found that nearly half (42%) would consider shopping with an independent retailer because they prefer to support smaller operations over a larger retailer.

Camelot has officially recognised the fantastic efforts of Glasgow retailer Mohammed Rajak – or Jack as he’s better-known – and his customers in raising more than £2.2m for good causes since the National Lottery’s launch in 1994. Camelot boss Nigel Railton paid a personal visit to Jack’s immaculate-looking Day Today store in Dalmarnock Road, presenting him with a plaque that marked the achievement. Jack said he was delighted that

he and his customers had been able to make such a difference to people and projects across the UK. The store has been in Jack’s family for many years and has been selling National Lottery tickets since the first draw 24 years ago. Each week, National Lottery players raise around £30m for good causes. Over £37bn has now been raised and more than 525,000 individual grants have been made across the UK – around 185 projects in every postcode area.

AG Barr recalls 750ml glass bottles AG Barr is recalling a number of its 750ml glass bottle SKUs because of a manufacturing fault which may cause bottle caps to pop off unexpectedly. The affected products, which have a use by date up to and including May 2019, are: Q Irn-Bru Q Irn-Bru Sugar Free Q Irn-Bru Xtra Q Cola Q Cream Soda Q Ginger Beer Q Lemonade Q Limeade Q Pineapple Q Red Kola Q Soda Water The Cumbernauld-based company has already taken steps to remove these products from the market. The advice from Barr’s is that affected products should be opened carefully at arm’s length to release the internal pressure. No other AG Barr products are known to be affected.

Almost half (43%) of respondents said they would consider shopping with an independent over a larger retailer because they are treated like a valued customer.

Today’s Group launches multi-lingual training The Today’s Group is expanding its online training, provided by Bolt Learning, into multiple languages, to better suit the demand from its diverse membership and workforce. Darren Goldney, MD of the Today’s Group said: “We have over 143 independent wholesale members in our network and they employ a hugely diverse group of talented people. Providing our new training in multiple languages is an obvious decision to ensure more of our extended team have access to

LEGISLATION New lobbying register should mean more transparency

Holyrood lobbying changes The Lobbying (Scotland) Act 2016 is designed to improve transparency of lobbying contact between organisations and MSPs, members of the Scottish Government, Special Advisers or Permanent Secretary and which relates to Scottish Government or Parliamentary functions. From 12 March 2018, the Act requires regulated lobbying to be recorded in a new Lobbying Register. The Act covers face-to-face lobbying and to help you understand what regulated lobbying is five Key Steps have been identified. If you think you will be affected by the Act or to find out more information visit www.lobbying.scot. Step 1 makes clear that

regulated lobbying applies to oral communications. You could be engaging in person or by any form of video-conference. Step 2 sets out that regulated lobbying only applies to communications made about Scottish Parliament or Scottish Government functions. The conversation has to concern Scottish Parliament or Scottish Government functions and you would also be using the opportunity to inform or inﬂuence decisions on behalf of your organisation, or those organisations you represent. That’s acknowledged in our Step 3. Importantly, you also have to be paid in some capacity, which is set

out as Step 4. That means payment in the widest context – not just payment for a particular piece of lobbying. So, if your organisation or firm (or those you represent) pays you a salary or provides other forms of payment, then that will count too. Step 5 sets out that even if you match all the four previous steps, there are 13 exemptions to regulated lobbying, covering a wide range of circumstances and organisations. As such, a large part of the Parliamentary Guidance is committed to explaining the exemptions in more detail, so you can make a considered decision about whether the lobbying activities you engage in are actually regulated lobbying.

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Nanny State

News Extra

NewsExtra WOODLANDS LOCAL UPS ITS E-CIGARETTES GAME P32 POLITICS Pressure group challenges government’s ‘politics of intervention’

NEW REPORT ATTACKS SCOTLAND’S ‘MCNANNY STATE’

Smokers’ group Forest says Scotland must break its “addiction to big government and creeping prohibition”.

A controversial report published by the smokers’ group Forest argues that since devolution in 1999 Scotland has become a “puritan’s playpen” with politicians repeatedly intervening in the lives of ordinary people. ‘The McNanny State’ highlights the smoking ban, minimum pricing of alcohol and the named person scheme as examples of this trend and attacks what the group calls the “politics of intervention”. It states that its aim in producing the report is to “put lifestyle choices back into the hands of consumers, not politicians and state-funded pressure groups”. Author of the report, former MSP Brian Monteith, said: “Public health officials moralise on our lifestyles with edicts based more on superstition than hard evidence. They make outrageous claims based on disreputable science that on investigation are often found to be baseless. “With smoking and alcohol under the cosh the next big thing is going to be controlling what we eat. Portion sizes, calorie levels, and promotions that save money for those least well-off will all be attacked. “Scotland must break its addiction to big government and creeping prohibition. The country has become a puritan’s playground and it is going to get a lot worse before enough people wake up to the McNanny State and do something about it.” The report features a foreword by journalist and www.slrmag.co.uk

novelist Allan Massie who wrote: “Ever since the Scottish Parliament came into being in 1999, the politicians have chipped away at the liberties of the people. “The Scottish state today treats adults as people incapable of managing their own lives and, if they are parents, as people who cannot be trusted with the unfettered care of their children. “We are now in the grip of a political class that is complacently certain of its moral or ethical superiority, a class that in its ineffable conceit has no doubt that it knows what is good for us, and does not hesitate to legislate accordingly.” Simon Clark, Director of Forest, added: “The report is hugely topical. The Scottish Government’s new tobacco control plan is another blow for those who want less not more state interference in their daily lives. “Proposals to ban smoking in social housing and restrict the number of shops that sell tobacco represent further attacks on consumers and convenience stores that are already over-regulated to the point that they are struggling to stay in business. “The aim of this report is to launch a national debate on the role of government in people’s lives and examine the way the issue is being addressed in political and media circles. Our goal is to put lifestyle choices back into the hands of consumers, not politicians and state-funded pressure groups.”

Convenience Matters with the SGF A strong and very consistent part of our key messages to the wider world is that independent convenience stores provide vital services to our communities. It is also true that convenience stores are a vital element in a very wide range of policy issues. This is why convenience retailers are at the sharp end of a seemingly unending procession of legislation and regulation – convenience retailers interact with millions of customers every day and do so in a very direct and personal way: that is why they are such a focus for government policy. The Scottish Government’s proposals for its new Best Start initiative to help ensure families can purchase food items illustrates this point perfectly. The initiative is a reboot of the old Healthy Start voucher scheme. It will now be based on smart cards rather than vouchers, ensuring that retailers are reimbursed immediately and that there is little or no administrative work required. Clearly the cooperation and active participation of retailers is absolutely vital. Retailers themselves need to be aware of and willing to work within the new system, and they have a key role to play in raising customer awareness. The key to success is making sure the system works seamlessly and that no stigma attaches to the families who are eligible to participate in the scheme. Once again if the government’s policy aims – promoting nutrition, health and wellbeing – are to be achieved the convenience industry is a key part of the equation. The Scottish Government is currently consulting on the new proposals, with direct input from SGF.

JUNE 2018 | SLR

Comment

BROADWAY: AN INSPIRATION TO US ALL It is with massive pride and no small satisfaction that we will be sending this year’s Scottish Local Retailer of the Year to Las Vegas in October to attend the NACS conference, the largest convenience retailing event on the planet. The worthy winners, Dennis and Linda Williams of Premier Broadway Convenience Store in Edinburgh, secured the award by confronting and overcoming one of the scariest challenges in local retailing: what to do when a discounter moves in next door? Yes, there are retailers who will point out that there are more impressive stores in Scotland (and Dennis and Linda would be the first to admit this fact) but don’t forget that the award is called Scottish Local Retailer of the Year for a reason. It’s not the store we’re recognising, it’s the retailer – or, in this case, the retailers, plural. If you’ve ever faced a challenge that at first glance looked insurmountable, then you’ll understand why what Dennis and Linda have achieved is remarkable. Despite Aldi moving in next door they have managed to maintain their sales at the level they achieved in the year before the discounter arrived. That is nothing short of outstanding. I know of at least one other store down south which faced the same predicament but decided to simply sit tight - and ended up losing 40% of their sales more or less overnight. Dennis and Linda have had to bust a gut and spend money to do it, but the fact that they’ve anaged to stave off any fall in sales is absolutely worthy of recognition and fulsome praise in my book. But it’s how they achieved it that is of most interest and that’s the reason they won the top award this year. We will go into the precise details of why they won in the next issue of SLR, but in a nutshell it involved developing a plan of providing a range of services, products and customer service that Aldi couldn’t or wouldn’t match – then executing it to perfection. After 35 years of serving the same local community and facing the prospect of quite literally losing it all, their tale of innovation and perseverance and commitment and passion and loyalty is quite simply an inspiration to us all. There is an awful lot we can all learn from their experiences because very few retailers in Scotland these days are short of competition, but Dennis and Linda have shown that big, aggressive competitors don’t necessarily get it all their own way. Dennis and Linda will tell you that the loyalty they have received from their customers had them in tears at times – and that’s why this industry is special. So very, very special. Well done once again to the Williams – and enjoy Las Vegas, because you’ve earned it fair and square.

ANTONY BEGLEY, PUBLISHING DIRECTOR

SLR | JUNE 2018

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

ADVERTISING Advertising Manager Susan Dignon 0141 222 5384 | sdignon@55north.com

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

EVENTS Events & Operations Manager Cara Begley 0141 222 5381 | cbegley@55north.com

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

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National Lottery

Cover Story

TIME TO GET BACK IN THE GAME? Sales of the National Lottery are back in growth, up £26.4m on last year – but that growth is coming exclusively from digital sales as retail sales continue to fall, so is it time retailers got back in the game? BY ANTONY BEGLEY

or the last few years it has looked increasingly like the national love affair with the National Lottery was cooling. Sales fell by 8.8% in 2016/17 and grumbles in the retailing community were getting louder and louder, as they will tend to do when sales volumes start sinking – so it’s welcome news for the entire local retailing industry that sales of the National Lottery are firmly back in growth. But there’s a catch: that growth was driven by digital sales. In fact, while total National lottery sales grew, sales through retail actually fell by almost £104m and almost a quarter of all National Lottery sales are now digital. So is this a worrying trend, or merely a reflection of the fact that digital is simply the way that many shoppers now engage with the world? According to National Lottery operator Camelot’s latest results, total sales for the 2017/18 financial year were up £26.4m on the previous year, taking total sales to £6,951.7m. Even Camelot CEO Nigel Railton admitted that he had “anticipated a further sales decline this year” so it appears that the major strategic review that the company undertook not long ago has gone far better than even Camelot had dare hope. Camelot Retail Director Duncan Malyon told SLR: “It’s fair to say that sales benefited from a nice run of luck – particularly on EuroMillions with some incredible jackpots – but the strong foundations and new initiatives that we are putting in place have also started to play a part.” Growth is clearly good but worryingly for local retailers, the sales increase over the last

SLR | JUNE 2018

Camelot Retail Director Duncan Malyon

National Lottery

Cover Story

SITE, STOCK, SELL Camelot’s Site, Stock, Sell initiative offers retailers a simple 10 point plan to grow sales by up to 3.5%* which is worth an additional £4,200* a year: SITE Q Is the playstation in the best possible location? Q Is the playstation merchandised correctly? Q Is the current Players’ Guide available? STOCK Q Is the Scratchcard dispenser full? Q Is the Scratchcard dispenser to planogram? SELL Q Are you displaying current posters? Q Are you displaying current playstation POS?

year was due principally to record digital sales of £1,652.2m, representing almost a quarter of total sales. Camelot also reported the best-ever ‘eperformance’ by its range of online Instant Win Games and mobile sales also grew to an all-time high of £700.6m. Sales through smartphones and tablets now account for well over 40% of all digital sales. Sales through the official National Lottery apps for iPhone and Android also set new records.

So with digital driving all the growth, is it time retailers upped their Lottery game? Kirkcaldy Premier retailer Faraz Iqbal thinks so: “A year or so ago, sales were falling and I think retailers were losing interest a little bit, partly because I think there were just too many terminals out there now and the loyalty that existed between retailers and Camelot had been eroded a bit. But over the last year Camelot has done a good job of re-engaging with retailers and getting them excited about

Members of the St Matthew’s Syndicate delivered a gold National Lottery playstation to Mounir Sabti (far right), owner of the News Stand in Saltcoats, after the group bought their winning £1m ticket at the shop in 2015.

To celebrate the 5,000 millionaires The National Lottery has made since 1994, Camelot is rolling out gold playstations to shops around the UK that have sold a £1m+ winning ticket.

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JUNE 2018 | SLR

Cover Story

National Lottery

NATIONAL LOTTERY – FAST FACTS RETAIL SALES Q Total sales of draw-based games in 2017/18 were £4,116.8m, an increase of £93.6m on 2016/17. Q But… total retail sales in 2017/18 were £5,299.5m, a decrease of £103.9m on 2016/17. Q To date, Camelot’s retail partners have earned over £6.2bn in sales commission. Q Total sales of Scratchcards and online Instant Win Games over the period were £2,834.9m, a fall of £67.2m on 2016/17. DIGITAL SALES Q Total digital (interactive and subscription) sales in 2017/18 were a record £1,652.2m, an increase of £130.3m on 2016/17. Q Sales through mobiles and tablets were a record £700.6 million, an increase of £81.3m on 2016/17. Q With over 11 million registered players, national-lottery.co.uk is Europe’s largest online lottery in terms of sales and one of the top e-commerce sites in the UK. GOOD CAUSES Q On average, Camelot generates £30m a week for National Lottery-funded projects. Q In total, £38bn has now been raised and more than 535,000 individual grants have been made across the UK – the equivalent of around 190 lottery grants in every UK postcode district. Q Total returns to Good Causes in 2017/18 were £1,655.3m, an increase of £27.3m on 2016/17. PRIZES Q The National Lottery has so far awarded over £67bn in prizes and created more than 5,000 millionaires or multi-millionaires since 1994. Q The National Lottery created 343 new millionaires and awarded £3.928.4m in prize money in 2017/18. OPERATIONAL Q Camelot runs one of the most cost-efficient major lotteries in Europe, with around 4% of total revenue spent on operating costs.

the Lottery again which means they put more of their focus back onto driving sales in-store.” Faraz’s experience over the last year tells him that growing sales of the National Lottery and Scratchcards in-store is certainly achievable if retailers devote some time and effort to the category. He says: “It makes sense that digital sales are growing because that’s just the world we live in today – but it doesn’t necessarily mean that retail sales need to fall. We’ve worked hard at the Lottery over the last year at getting all the basics right then adding on top of that lots of social media around the big rollovers and lots of in-store upselling which can be as simple as just asking customers at the till if they fancy buying a ticket. We’ve seen our sales transformed – so it’s definitely possible to grow sales if you really want to.” Camelot, for its part, has made big commitments to the local retailing community in recent times, ploughing in millions and doubling the size of its sales force. Malyon comments: “As a result of the strategic review, the company is investing over £20m in initiatives to boost engagement and improve in-store display, merchandising and game availability – and so support our retailers. We have also doubled the size of our sales force to better serve our 45,000 retail partners – resulting in around 5,000 retail visits per week, compared with around 2,000 at the same time last year. With sales of £5,299.5m, retail remains the largest National Lottery sales channel – with over 75% of total sales coming through in-store terminals.” Camelot’s strategic review also highlighted 14

SLR | JUNE 2018

“We’ve worked hard at the Lottery over the last year and we’ve seen our sales transformed – so it’s definitely possible to grow sales if you really want to.” FARAZ IQBAL, PREMIER LINKTOWN LOCAL, KIRCALDY

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National Lottery

Cover Story

HOW MUCH COMMISSION DO RETAILERS MAKE?

Q 5% on draw-based games Q 6% on Scratchcards Q 1% of the value of prizes over £10 and up to and including £500 paid in cash by the retailer

“One thing I have noticed however is that we’re not seeing so many younger people playing and I don’t know whether that’s because they’re not as interested or it’s because they’re playing online.” SCOTT GRAHAM, MCLEISH’S, INVERURIE

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a number of other areas where they saw further opportunities to support retailers, including bringing the Saturday National Lottery draw back onto a primetime TV slot during some of ITV’s most popular shows. “It’s clearly a concern to us that retail sales are falling but we have put a clear plan in place and we are confident that the work we are doing with retailers will deliver sales growth for them,” says Malyon. “It’s still relatively early days but we are already seeing signs of progress. Sales in the second half of the last calendar year were higher than in the first half and the signs so far in this financial year are also very encouraging, so we’re positive but not complacent.” Malyon is calling on retailers to get behind the company’s Site Stock Sell initiative. He comments: “We know from in-depth research that stores that follow our 10-point Site, Stock, Sell plan generate increased sales. Following the plan can add thousands to retailers’ takings in a year and all from carrying out some very simple activities in-store.” Inverurie retailer Scott Graham of McLeish’s also highlighted a concern over the number of younger customers buying National Lottery products: “Our sales have been trending slightly down on last year but we’re doing ok. One thing I have noticed however is that we’re not seeing so many younger people playing and I don’t know whether that’s because they’re not as interested or it’s because they’re playing online. Either way, it’s a concern for the future.” There’s no question that the last few years have been challenging across the board for retailers and that will undoubtedly have impacted upon sales of the National Lottery but with new trials scheduled for terminals in the discounters and digital only likely to keep growing, the time is now for retailers to redouble their efforts in the category to ensure that the National Lottery remains a significant contributor of footfall, sales and profits long into the future. Malyon concludes: “We’re in this together and only by working together with retailers will we deliver the sales growth we all want to see that will allow us to keep supporting Good Causes in Scotland and the rest of the UK.” JUNE 2018 | SLR

News

Products

Yazoo shakes up sales for Choc Mint limited-edition Yazoo has launched a new

ProductNews

mobile game, the Yazoo Choc Mint ‘Big Shake Off’, giving consumers the chance to win one of 8,750 prizes. These include free Yazoo milkshakes, £250 Ticketmaster vouchers and £1,000 cash for the overall winner. Designed for Yazoo’s core audience of 18-24-year olds, the game is available until mid-July and should reach 2.1 million consumers on social media.

Mrs Crimble’s biggest-ever on-pack promo launches Courtesy of gluten-free brand Mrs Crimble’s, consumers can win a luxury holiday in St Lucia. One hundred runners-up prizes of a Seascape Island Apothecary travel essentials beauty set are also there for the taking. The promo is supported with social media content delivered in the voice of the Mrs Crimble’s character.

Gold Leaf Ice Pack turns RYO category menthol Imperial has unveiled Gold Leaf Ice Pack (RSP £11), a new roll-your-own (RYO) pack that includes mentholated tips. Available from July 1, packs include a 30g pouch of Gold Leaf rolling tobacco; 2 x 40 Rizla Regular Green cigarette papers; and 72 Rizla ultra slim menthol filter tips. The inclusion of mentholated tips is a first for the category, according to the manufacturer.

Spar Brand revamps ready meal designs Spar Brand has redesigned its ready meal range with a fresh and foodie new look, and moved half of the range from a landscape to a portrait design. This will make the most of the space on Spar retailers’ shelves, and make room for more Spar Brand products. The new ready meal designs use lifestyle photography to showcase the range’s products

GRAB YOURSELF A SLICE OF THE CHEESE ACTION – P52 SNACKING Prizes galore in PepsiCo promotion

PepsiCo brands team-up for summer of football PepsiCo has launched a new ‘Power of One’ cross-brand campaign, to encourage shoppers to host their own Big Night In for the World Cup. The campaign features an on-pack promotion offering prizes across selected Walkers Tear ‘n’ Share, Walkers Stax, Doritos and Pepsi Max packs. For the chance to win prizes including HDTVs, branded sharing snack bowls, Pepsi glasses or product, shoppers simply need to purchase any two items from the range, register online and enter the codes found onpack. Consumers can then spin the carousel to see if they can score the Perfect Match (three matching icons) and win a prize. Andy Hawkswell, Walkers Marketing Manager, said: “With over 80,000 prizes up for grabs, we are excited to be launching our biggest ever Power of

One promotion to really help the nation get together and cheer on their favourite team. We have recruited Lionel Messi, Dele Alli and Gary Lineker who will be appearing on packs to maximise awareness and capture the nation’s love of the beautiful game.”

ENERGY DRINKS TV debut for Lucozade Zero

Lucozade Zero ﬁnds a partner in Love Island Lucozade Zero, the sugar-free version of Lucozade Energy, has kicked-off a collaboration with the reality dating show Love Island, which is pulling in record audiences to ITV2 with its latest eight-week series. The £6m multimedia campaign includes a TV advertising debut for the soft drink, supported by considerable outdoor, social, digital and in-store activity. Sarah Smart, Brand Manager at Lucozade Ribena Suntory, said: “The partnership with Love Island shows shoppers they really can have a little bit of what they fancy – great taste with zero sugar. The hit TV series is a perfect match for the brand and this eye-catching campaign is sure to get the nation’s attention this summer.”

BAKERY

Otis scores with football mufﬁn Aryzta Food Solutions has unveiled a limited-edition Otis football chocolate muffin, timed to coincide with this summer’s World Cup. The rich, moist chocolate chip 100g muffin, with a chocolate-style filling, is topped with natural green coloured icing and an iced football decoration. The limited-edition muffin has an RSP of £1.49, or 2 for £2, and is supplied frozen for thaw and serve, with 30 units per case. In-store marketing support will be provided, comprising point of sale material which includes shelf barkers and a downloadable poster.

and their fresh ingredients. KEEP UP WITH THE LATEST NEWS AS IT HAPPENS – FOLLOW US ON TWITTER @SLRMAG

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Products

News

Crackers & Pickle returns as Lunch Pack Dairy Crest has relaunched its Cathedral City with Crackers & Pickle under the new name ‘Lunch Pack’. A refreshed

BOTTLED WATER AG Barr brand keeps athletes hydrated

Strathmore Water to make a splash at Glasgow 2018

packaging design accompanies

Strathmore Water has been named as Official Partner of the Glasgow 2018 European Championships. The new multi-sport event, which takes place from August 1 to 12, brings together the existing European Championships of some of the continent’s major sports including Aquatics, Cycling, Gymnastics, Rowing and Triathlon, with a new Team Golf Championships. Scottish athlete and Glasgow 2018 sporting ambassador Ross Murdoch joined the Glasgow 2018 mascot Bonnie the seal to launch the partnership, along with AG Barr’s Commercial Director Johnathan Kemp. Following his silver medal at the Gold Coast Commonwealth

friendly product for consumers

Games, Murdoch is thirsty for more success at the European Championships, while Bonnie will be cheering on competitors from across Europe over the 11 days of sporting action. Strathmore Water will be supplied to hydrate around 3,000 athletes at the event, as well as officials, staff, volunteers and

medical teams on the ground. Murdoch said: “It’s brilliant that such big names like Strathmore Water are throwing their support behind this inaugural event.” Kemp added: “We’re incredibly proud of the work that Strathmore does to encourage more people to take part in sport as part of its Do More campaign, so to be the Official Water of Glasgow 2018 European Championships, a multi-sport event which will engage and inspire so many people, highlights our ongoing investment and commitment to all levels of sport. “We look forward to working with the team at Glasgow 2018 to help keep our sporting heroes and Championships’ volunteers hydrated.”

the somewhat snappier title. The snack retains the same product contents and quality, but has a noticeable reduction in packaging size. This delivers a more compact, handbagand a reduced shelf footprint for retailers. New packs are available now.

Warburtons pulls on World Cup-inspired kit Warburtons has launched a lineup of football-themed packaging to coincide with theWorld Cup. The new packaging features red and blue football shirt designs across five SKUs: 6-pack Hot Dog Rolls, 6-pack Seeded Burger Buns, 12-pack Sliced White Rolls, 8-pack Sliced White Rolls, and 6-pack Sliced White Rolls.

Rizla reveals new packs Imperial Tobacco’s Rizla range of rolling papers is now available in new product and outer packaging.

SNACKING

McVitie’s one of UK’s mostbought brands McVitie’s has been listed in the top five most chosen brands in Kantar Worldpanel’s 2018 UK Brand Footprint ranking, taking fourth place ahead of Walker’s, Coca Cola and Cadbury. The report revealed McVitie’s, owned by global snacking company, pladis, was purchased 291 million times from supermarket shelves in 2018, which represents a three per cent increase from 2017, making it one of the fastest Consumer Reach Point (CRP) growers in Kantar’s list.

MEAT FREE

Quorn unveils new convenience core range Quorn has launched a new core range for the convenience channel to target the family meal occasion. The range includes Crispy Nuggets (recently awarded “Netmums Recommends” by the parenting website), Burgers and Sausages. These are all price-marked at £2.29 to provide a strong shared margin. Cottage Pie and Lasagne ready meals complete the range, both price-marked at £1.79. Gary Routledge, National Account Manager at Quorn Foods, said convenience channel shoppers are increasingly looking for nutritious products they can use to make easy-to-prepare family dinners. “Meat free is becoming more relevant to UK consumers with 47% reducing their meat consumption.”

As well as a more modern aesthetic, each pack now features a “tuck-in” closing mechanism designed to reduce wastage, plus a “soft touch” finish designed to make the packaging more tactile. The new pack designs are supported by a range of updated point-of-sale materials.

Starbucks Frappuccino sticks it to shoppers Starbucks has launched a new ‘Show Your Flavour’ campaign that lets consumers decorate their own chilled Frappuccino bottle and then share their designs on Snapchat and Instagram. Special packs, which contain a selection of brightly-coloured stickers, are available now across Vanilla, Mocha, Coffee and Caramel flavours.

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JUNE 2018 | SLR

News

Off-Trade

Savanna bags brace of bronzes at International Cider Challenge

Off-TradeNews

South African cider brand Savanna has been awarded a bronze medal in both taste and design at the International Cider Challenge for its flagship product Savanna Dry. The sixth-largest cider in the world, Savanna has been growing in popularity across the UK since it was first made available in 2002, thanks in part to a recent media blitz which has seen the brand sink over £1m into marketing over the last year.

Malibu adds Pina Colada to RTD line-up Pernod Ricard has added a Pina Colada variant to its Malibu ready-to-drink (RTD) range of cans. Available now with an RSP of £1.80, it joins Cola and Pineapple RTDs, replacing the defunct Strawberry Kiwi variant. The launch is supported by proximity advertising, a social

RUSTLE UP MORE SALES WITH CRISPS AND SNACKS – P48 LAGER When is a trophy not a trophy?

Eric raises a Kronenbourg to a summer of football With World Cup fever gripping the nation, Kronenbourg 1664 has unveiled new football-themed limited-edition design cans and packaging in a bid to score some additional sales. Part of the lager’s ‘Pour la victoire’ campaign, the new designs feature graphics of brand ambassador Eric Cantona holding a glass of Kronenbourg aloft as if it were a certain football trophy. The new packs are being boosted by social and digital support. Toby Lancaster, Category & Shopper Marketing Director at

Heineken, thinks Kronenbourg 1664 becomes an “iconic” lager during major championships and football occasions. “With 52% of beer and cider value sales sold over key seasonal periods, our most popular packs have recruited over 800,000 shoppers, delivering more spend uplift as consumers trade up and look for a premium alternative, to toast a special occasion,” he added.

“With over 350 years of success, Kronenbourg 1664 has unrivalled insight into the taste of victory so, whatever event they are celebrating this summer, consumers will be able to experience their own victory with Kronenbourg 1664’s well-loved taste and new stand-out design.”

media campaign and influencer activity.

Strongbow seeks some epic entrances Strongbow is inviting customers to ‘Make an Epic Festival

READY TO DRINK

WKD cans cocktails

Entrance’ in its latest on-pack promotion. The promo builds on the success of last year’s competition of the same name, and celebrates Strongbow’s official sponsorship of the Kendal Calling, Isle of Wight and Victorious festivals. Eight winners who concoct the most inventive way of arriving in style will win entry to the festivals for themselves and five friends.

Echo Falls ﬁnds soulmate in Love Island Accolade Wines brand Echo Falls has been chosen asdrinks partner of ITV2 reality show, Love Island 2018. Echo Falls will be creating co-branded bottles, and the Love Island logo will also appear on

WKD has launched a new range of cocktails in cans under the name WKD Mixed. The 6% ABV pre-mixes are packaged in outers of 12 x 250ml cans (RSP £1.99) and are available in three flavours: Cheeky V (Port, Blue and Lemonade), Passionista (Rum, Passion Fruit and Lemonade) and Oh Schnapp (Peach Schnapps, Berry and Orange). The launch is supported by POS materials and a social media campaign involving intriguing teasers and consumer competitions.

MINIMUM UNIT PRICING

SWA welcomes clarity over MUP trade sales The Scottish Wholesale Association has welcomed an announcement by the Scottish Government confirming that trade sales do not have to comply with minimum unit pricing (MUP). There was confusion over whether a wholesaler holding a premises licence (for sales directly to the public) could operate a dual-pricing structure and also sell alcohol to retailers at less than MUP. The Cabinet Secretary for Health and Sport, Shona Robison MSP, confirmed that a legislative change would now be take place to clarify the situation, which had divided opinion within the licensing community.

POS, in-store, social, digital and advertising. KEEP UP WITH THE LATEST NEWS AS IT HAPPENS – FOLLOW US ON TWITTER @SLRMAG

SLR | JUNE 2018

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Off-Trade

News

Portman Group calls for ‘clarity & consistency’ on low alcohol descriptors In its response to the Department of Health and Social Care’s consultation on the use of low

CIDER The glass is half-full for Magners

Magners urges consumers to seek out silver lining

and no alcohol descriptors,

Magners has launched ‘Think 100% Irish’, a new campaign to encourage people to adopt the Irish ethos and see the silver lining in any situation. The new campaign kicks off with a series of targeted online ads, which use every day observations and relatable situations to introduce how you could “Think 100% Irish” and look on the sunny side of life. The adverts show a Magners pint glass which has been filled half way, sitting on a table in an outdoor sunny cider garden. They make light-hearted observations about everyday situations in a glass half-full/half-empty style. Over the coming months, the campaign will expand to include reactive stunts, experiential and festival activity.

communicate products that

Janette Murray, Brand Manager of Magners UK, said: “This is an exciting year for Magners. We wanted to inject some of that twinkly-eyed humour and love of a great laugh that the Irish are famous for. We’d like to

encourage cider fans to follow our lead and look for the silver lining in everyday situations. “Our quirky new campaign won’t ask drinkers to start hugging trees or strangers in the street in a quest for positive vibes – but it will give them a laugh and help them see that modern life isn’t so bad. “We’ll be introducing the campaign to consumers in the coming weeks and taking advantage of every possible opportunity to help drive sales through the tills in both the on and off trade throughout the UK. Magners will also be present at 11 festivals across the country throughout the summer where I’m sure there will be plenty of occasions for consumers to try out their new Magners mindset.”

the Portman Group has urged government to simplify the terms and provide clarity and consistency. There are currently four descriptors in use to contain low or no alcohol. With current regulations due to expire this year, the consultation was launched to consider if the descriptors still resonate with the public and industry. The Portman Group’s recommendations include:

Q Removing the term ‘dealcoholised’ as consumers find this confusing.

Q Introducing a minimum strength of above 0.5% ABV to the category of ‘low alcohol’ to go up to and include1.2% ABV.

Q Raise the ‘alcohol free’ threshold to 0.5% ABV from where it currently sits at 0.05% ABV and bring the UK into line with other European countries.

Q The term ‘non-alcoholic’ is currently permitted to describe communion or sacramental wine. Both ‘alcohol-free’ and

RUM Diageo’s pirate undergoes identity crisis

Captain Morgan changes name Captain Morgan has undergone a name-changing transformation by launching seven new limited-edition label designs. The move taps into a growing trend for personalisation, that has already seen Snickers bars rebranded with 21 different hunger symptoms. Available from now until July, the Captain Morgan label has replaced ‘Morgan’ with seven different names: Drama, Banter, Comedy, Genius, Retro, Clueless and Karaoke. The launch follows extensive consumer research and trial. This demonstrated strong purchase intent for the new 70cl bottles, which have an RSP of £16.

WHISKY

‘non-alcoholic’ could be used

Whyte & Mackay responds to MUP with 50cl bottle

interchangeably to describe

Following the introduction of minimum unit pricing (MUP) in Scotland, Whyte & Mackay has unveiled a new 50cl bottle with a £10 RSP. While this expansion of Whyte & Mackay’s range of fractional sizes is in response to new legislation, it also comes in the wake of changing consumer trends – with smaller-sized bottles now accounting for 35% of all spirit sales. Listings for the 50cl bottle are already in place among national convenience store retailers. Whyte & Mackay also plans to release a price-marked pack later in 2018.

products of 0.5% ABV or less which would reflect current market-use and consumer perceptions. John Timothy, Portman Group CEO, commented: “The innovation in the low and no categories being led by producers and retailers is a great success story, and this is an opportunity or the industry and government to provide muchneeded clarity and consistency for consumers. “Updating the thresholds in a way that will bring UK regulations in line with existing practice in the majority of European countries will create a level playing field for drinks producers.”

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JUNE 2018 | SLR

News

Newstrade

NFRN praises Sun on Sunday News of a 10p cover price rise

News& Magazines

on the Sun on Sunday which was accompanied by a pro rata increase in retail margins has been warmly welcomed by the NFRN. The price of the paper increased to £1.20 and retailers now receive 25.2p per copy – an extra 2.1p for every copy sold. New NFRN National President

CASH IN ON SUMMER DRINKS – P38 NEWSTRADE Steering Group kicks off new phase of in-stroe activity

SUN SAVERS IS GO IN STEERING GROUP STORES!

Mike Mitchelson said: “One of the presentations at our Annual Conference earlier this week was entitled News Still Matters and we were delighted to hear Chris Hughes, News UK’s Head of Retail Sales, stressing the importance of the sector and detailing initiatives being undertaken to ensure the survival of the home delivered copy. “Now, News UK is demonstrating that news retailers still matter and accompanying this latest price increase with pro rata terms is a great confidence booster for Sun on Sunday stockists. “Pro rata terms are crucial in a time of ever-increasing overheads so News UK is to be applauded for this move and I will be urging members to give the Sun on Sunday their full support.”

Future acquires four Haymarket titles Future Publishing has acquired four specialist consumer

Giacopazzi’s Kinross gets in on the Sun Savers action.

Abdul Majid gets in the swing in Belshill.

And even Woodlands Local joins in the fun!

The roll out of a new programme of Sun Savers activity started last month in Scottish Newstrade Steering Group member stores across Scotland. Stores across Scotland have kicked-off the latest set of activity under the auspices of the Scottish Newstrade Steering Group (SNSG) set up by Scottish Local Retailer and News Scotland to drive excitement and sales back into the news category in Scotland. The latest activity saw a batch of tailor made FSDUs set up in SNSG member stores featuring copies of the Scottish Sun and the main local newspaper, alongside

some special promotional stock and new staff uniforms. The activity centres around News UK’s Sun Savers scheme, the most lucrative loyalty scheme of its type for shoppers. By downloading the Sun Savers app and scanning codes for every copy of the Scottish Sun that they buy, shoppers can collect a free fiver for every 28 codes they collect. It’s that simple – no catches, no strings. Every newstrade retailer in

Scotland is able to take advantage of the scheme to drive loyalty and sales of the Scottish Sun by rewarding their customers simply for buying their favourite newspaper. SLR’s own Woodlands Local store in Falkirk is also involved in the activity. If you would like to be considered for membership of the SNSG, please contact Antony at abegley@55north.com or by calling 0141 222 5380.

titles from Haymarket Media Group but its plans to also

ETAILER MARGINS

purchase technology and

Reach improves retailer terms

lifestyle magazine Stuff had to be abandoned after initial discussions with the UK’s competition watchdog. The four acquired titles – What Hi-Fi?, Four Four Two, Practical Caravan, and Practical Motorhome – had total sales of £9.6m in the last financial year to June 2017. The deal, which was originally worth £14m, was reduced to up to £13m after the removal of Stuff.

Newspaper publisher Reach has further demonstrated its support for independent retailers with cover price rises on the Sunday Mirror and People accompanied by pro rata retail margin increases. From this month both papers increased by 10p to £1.60 and stockists will see the terms they receive rise from 31.5p to 33.6p. Announcing the move, John Howard, Reach’s Newspaper Sales Director for its national titles, said: “Newsagents’ support is much valued here at Reach and we thank you in advance for the continued cooperation that UK newsagents give to all of our titles.” This good news follows a pledge from Reach to deliver more copies of its titles into news wholesalers earlier to address independent retailers’ concerns about late deliveries. It also follows the launch of the new joint Reach and NFRN Community Champion initiative to reward Federation members who go that extra mile for their customers and communities. Commenting, NFRN National President Linda Sood said: “Through a hat trick of positive initiatives, Reach is demonstrating real support for news retailers and this is warmly welcomed by NFRN members.”

Stuff has since been sold to Kelsey Media. KEEP UP WITH THE LATEST NEWS AS IT HAPPENS – FOLLOW US ON TWITTER @SLRMAG

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Inside Business

Research Digest

IGD: UK FOOD MARKET TO GROW 14.8% BY 2023

The IGD is predicting that the UK food and grocery market will grow to a whopping £28.2bn by 2023, a leap of almost 15% on current figures.

he UK food and grocery market is forecast to grow by 14.8% between now and 2023, giving it a value of £218.5bn, according to the latest forecasts from food and grocery research organisation IGD. Continuing last year’s trend, growth is predicted across all major grocery channels, with online and discount set to account for over half of the increase in market value to 2023. IGD anticipates £3 in every £10 of growth over the next five years will come from discounters. The outlook for larger stores has also improved with investments in price, range and the customer experience helping retailers to defend their market share better. Other key findings of IGD’s research include: l Discounters will achieve the biggest cash gain in sales over the next five years (30% of the total) as they benefit from further store openings and format development. l Online will remain the fastest-growing channel. l The convenience channel is forecast to return to a stronger growth trend in 2019. Larger stores remain the most-visited channel, with 98% of shoppers visiting at least once in the last month, followed by convenience stores (89% of shoppers). Some 88% of shoppers use both channels.

Hypermarkets Supermarkets Convenience Discounters Online Other retailers Total

2018 VALUE (£BN)

2023 VALUE CHANGE (£BN) IN VALUE (%) 2018–23

16.4 89.1 40.1 23.1 11.4 10.2 190.3

16.7 95.9 47.2 31.5 17.3 9.9 218.5

+1.4 +7.7 +17.6 +36.7 +52.4 -3.5 +14.8

DISCOUNTERS Discount will make the biggest contribution to cash growth: +£8.5bn (+37%) driven by rapid physical expansion, with like-for-like growth supported by upgrades to existing stores. While discount growth will slow, it will still be the fastest-growing channel in cash terms over the next five years. Physical expansions will continue to drive channel growth as retailers establish stores in new areas that offer a much more supermarket-like experience to shoppers. High quality store interiors, better customer facilities and enhancements to core categories are set to build customer engagement across a broader range of categories. Simon Wainwright, Director of Insight at IGD, said: “Food discounters are benefiting from targeted investment in key categories such as fresh produce, meat and bakery, along with improvements to the in-store environment and facilities, making stores much more comparable to supermarkets. “Variety discounters will see strong growth from investment in more store openings, but we will see this balance out with closures elsewhere. Opportunities for these retailers lie in developing the foodfor-now and impulse grocery offers, taking a more flexible approach to formats, offering more unique and exciting products, and delivering 22

SLR | JUNE 2018

compelling seasonal events. With almost eight out of 10 (77%) of shoppers now saying they buy food from variety discounters every month, understanding shopper motivations and behaviour in this channel has never been more important.”

ONLINE Online will be the fastest growing channel: (+52% over the next five years). Smaller and more recent channel entrants will drive growth as they scale up their operations and target emerging shopper needs. More established players will step up their use of web analytics to improve and personalise shoppers’ online experience. More rapid and flexible fulfilment options will boost growth, such as click and collect services from more convenient locations such as local c-stores, places of work and unattended lockers.

CONVENIENCE There are improving prospects in convenience: (+18% over the next five years). Though its market share will only grow modestly, convenience will deliver the second biggest gain in sales as it meets the growing demand for smaller and more frequent shopping trips. Yunger shoppers and food-to-go are key initiatives coming through with 42% of 18–24 convenience shoppers conducting a food-to-go shop on their last visit (vs. 25% of all c-store shoppers). “Major opportunities exist for making c-stores front of mind for shopping trips, particularly those that help shoppers save time,” said Wainwright. “Having grown up in the era of ‘new convenience’, offering wider ranges, longer opening hours and supermarket quality, younger generations will be key to driving ongoing growth, but have high expectations that need to be met.”

SUPERMARKETS Supermarkets and hypermarkets will experience some growth, following investments to improve the shopper experience. IGD’s forecast for supermarkets continues to be positive, with the channel strengthened by current trading momentum. While growth is set to dip in 2019 as food inflation wanes, recovery is expected as improvements to stores help lift volumes and create an appealing in-store experience for family shoppers. Indeed, over half (53%) of large store shoppers agree that shopping in bigger stores is more enjoyable as there is more time to browse. This rises to 60% among those with children. Wainwright said: “Supermarkets are now better at defending their position against discounters as they become easier to shop, with a focus on product quality and innovation, offering services and products that discounters don’t with fast payments and by promoting omnichannel strengths. “Maintaining appeal to shoppers will be a continuing challenge as shoppers migrate to more smaller and easier-to-shop formats and online sales evolve at pace. Underused hypermarket grocery space is expected to be converted for use by concessions and we anticipate this helping to strengthen the destination status of large stores and provide new reasons for shoppers to visit. Combining the grocery space and refining the non-food offer also should make stores easier and faster to shop for smaller basket shoppers.” www.slrmag.co.uk

Research Digest

FOOD STANDARDS SCOTLAND CAMPAIGNS AGAINST ‘UPSIZING’ FSS launches new healthy eating campaign as data claims to show “45% of Scots don’t think about extra calories from upsizing”.

ood Standards Scotland (FSS) has launched a new marketing campaign to encourage people in Scotland to say ‘no to upsizing’ more often, as new research reveals that a quarter (23%) of Scots regularly upsize food and drink when eating out of the home – in convenience stores, restaurants, cafes and takeaways. Upsizing – which refers to taking meal deals, going large and adding sides or extras – can cause people to eat and drink unnecessary extra calories, sugar and fat, in many cases without even thinking about it, says FSS. One-third of women who eat out in Scotland think they’re encouraged to upsize too often. Around half of all Scots who have ever upsized don’t think about the extra calories that result from this. What can seem like a small addition or good value for money, can have a wider health impact. As well as upsizing in fast food outlets, also FSS quoted examples as follows: l Upsizing from medium to large latte adds 62 calories l Adding chocolate brownie to coffee order adds 346 calories l Adding a large sugary fizzy drink adds 315 calories

FSS’s new healthy eating marketing campaign is calling on people to think twice when offered the chance to upsize and say #NoToUpsizing more often. FSS will be running the campaign on TV, online and social media, to raise the public’s awareness of the impact of upsizing on their waistlines and their health and help encourage people to make healthier choices when out and about. Elspeth Macdonald, Deputy Chief Executive at Food Standards Scotland, said: “Upsizing can result in people buying more food and drink than they’d originally intended. It may seem like a good deal, but do you need a larger sugary drink or an extra side? “These deals are often for unhealthier foods and drinks providing unnecessary extra calories that could contribute to weight gain, obesity and lead to potential health problems in the future. “Obesity remains one of Scotland’s biggest health concerns – around two-thirds of adults in Scotland are overweight or obese. Yet many people are eating or drinking extra calories, fat and sugar whenever they pop out for something to eat or see a film. Saying no to upsizing could be a positive step towards improving the Scottish diet.”

SHOPPERS ‘DRAWN OUTDOORS AND INTO STORES’ IN MAY

he latest SRC-KPMG Scottish Retail Sales Monitor, covering the four weeks 29 April – 26 May 2018, has shown that Scottish sales increased by 1.8% on a like-for-like basis compared to May 2017, when they had increased by 0.8%. This is above the threemonth average of -0.7%. In May, total sales in Scotland increased by 2.6% compared with May 2017, when they had decreased by 0.2%. This is the highest since January 2014 and above the three-month and 12-month averages of 0.1% and 0.2% respectively. Adjusted for deflation measured at 1.1% by the BRC-Nielsen Shop Price Index (SPI), May sales increased by 3.7%. Total Food sales in May increased 4.2% versus May 2017, when they had increased by 4.5%. This is above both the three-month and 12-month averages of 3.7%. and 4.1% respectively. The three-month and 12-month www.slrmag.co.uk

averages are above the UK’s levels of 3.4% and 3.6% respectively. David Lonsdale, Director of the Scottish Retail Consortium, said: “Clearly one swallow doesn’t make a summer, but May’s positive figures are a balm for hard-pressed retailers. The figures show consumers shifting their attention to spending time outdoors which, when combined with a release of pent-up demand, saw a broadly-based pick-up in retail sales over the month. “As a result, total retail sales – adjusted for falling shop prices – recorded their best monthly performance in almost four and a half years.” Craig Cavin, Head of Retail in Scotland at KPMG, added: “Following a challenging April, retailers can breathe a sigh of relief after May delivered a much-needed sales uplift in Scotland. Multiple bank holidays, coupled with an extended period of warm weather,

Inside Business

VACANCY LEVELS RISE ACROSS THE RETAIL BOARD The latest bi-annual Retail and Leisure Trends Report from the Local Data Company has shown that all retail categories (comparison goods, service retail, leisure and convenience retail) experienced decline in occupancy levels with the GB vacancy rate increasing for the first time since LDC started tracking it in 2012. However, this was only a very marginal increase at +0.2% over the entire year, settling at 11.2% – the same rate as 12 months earlier at the end of 2016. Despite attention-grabbing headlines about the ‘death of the high street’, the high street vacancy rate increased by only +0.2% over the year. Yorkshire and the Humber (-361), Greater London (-498) and Scotland (-520) were the three regions to lose the highest number of occupied high street units in 2017 while 2017’s most entrepreneurial towns across GB (as measured by net growth in independent businesses) included Aberdeen. Since 2012, over 2,000 barbers have opened, along with 1,235 more coffee shops and a further 2,000 vaping shops. Reacting to the figures, David Lonsdale, Director of the Scottish Retail Consortium, said: “The volume of shop closures is concerning and comes at a time when retailers are facing significant changes in consumers’ shopping habits, weak growth in retail sales, and burgeoning public policy induced costs. Indeed, the growth in governmentimposed costs – such as business rates, the national living wage, rising employer pension contributions and the apprenticeship levy – is outstripping that of shopper spending. “The devolved administration’s rates surcharge on medium-sized and larger commercial premises affects 5,000 stores, and costs retailers £14m a year, which only serves to make it even more expensive to operate shops in our town centres. It is little wonder that one in nine retail premises is empty, leaving gap-toothed high streets with vacant units.”

JUNE 2018 | SLR

Emotional Scottish Local Retailers of the Year Dennis and Linda Williams enjoy the moment!

FROM BROADWAY TO VEGAS FOR DENNIS AND LINDA

dinburgh retailing couple Dennis and Linda Williams were crowned the nation’s top retailers, as their Premier Broadway Convenience Store in the Oxgangs area of the capital won the Scottish Local Retailer of the Year Award at the SLR Rewards. The event, held at the Radisson Blu hotel in Glasgow on June 20 and hosted by Des Clarke, saw the Scottish convenience retail industry gather to celebrate the brightest and best in the business. As their reward for taking the coveted title, Dennis and Linda win a trip to Las Vegas to attend the NACS conference in October. Their store also picked up the Crisps & Snacks Retailer of the Year trophy. SGF President Dennis was also delighted when the Federation was presented with

the Special Recognition Award in this, its centenary year. Three other Premier stores were winners, taking the symbol group’s haul to five overall, while Nisa- and Spar-affiliated stores picked up four gongs apiece. SLR Publisher Antony Begley said: “It was a fantastic night with some amazing stores and some outstanding retailers on show. Once again the SLR Rewards has shown itself to be a unique event in the UK local retailing calendar. Who else recognises the hard work of retailers by rewarding them with trips to Vegas, weekends in Amsterdam, microlight flights and lots more besides? “I’m delighted for Dennis and Linda. They’ve come back fighting in the face of tough competition from Aldi and

responded by transforming their store into the best in the country. They are an inspiration to every retailer faced with challenge of a discounter or supermarket opening next to them. Congratulations on a thoroughly-deserved win!”

SGF was recognised for 100 years of unbroken service to local retailers.

Find out why every winner

Spar Renfrew picks up the Beer & Cider Retailer of the Year Reward.

This year’s Biscuit Retailer of the Year is Redding Supermarket, Falkirk.

Premier Smeaton Stores wins Community Retailer of the Year.

Confectionery Retailer of the Year is Lifestyle Express, Rutherglen.

Premier Broadway Convenience Store also scooped the Crisps & Snacks Retailer of the Year Reward.

Ecigs Retailer of the Year is Spar St George’s Cross, Maryhill.

r won in the next issue of SLR!

Davidâ&#x20AC;&#x2122;s Kitchen Glenrothes claims the Food To Go Retailer of the Year Reward.

Forecourt Retailer of the Year is Jet Ardeer Services, Stevenston.

The Fresh & Chiller Retailer of the Year Reward was claimed by Penny Petroleum, Jet Kirkmuirhill.

Premier Linktown Local in Kirkcaldy grabbed the National Lottery Retailer of the Year title.

New Store of the Year is Costcutter Dundee Road, Forfar

Premier Turriff scoops the Newstrade Retailer of the Year Reward.

Find out why every winner

Best Refit of the Year goes to Spar Hillfoot Garage, Bearsden.

Family Shopper Blantyre named Responsible Retailer of the Year.

slrmag.co.uk

Davidâ&#x20AC;&#x2122;s Kitchen Falkirk came out tops in Soft Drink Retailer of the Year category.

Spirits Retailer of the Year is Doonfoot Day Today.

Team of the Year is Day Today Supermarket, Bourtreehill.

The ThinkSmart Innovation Reward was claimed by Family Shopper, Blantyre.

r won in the next issue of SLR!

Inside Business

Woodlands Local | Monthly Update

A LONG-OVERDUE POSITIVE MONTH

WOODLANDSlocal

It’s been a long time coming but last month was a very positive one in Falkirk for us, with lots of new work kicking off and an increasingly solid team starting to deliver the growth that we’ve been looking for.

BY ANTONY BEGLEY

SLR | JUNE 2018

or once, it’s nice not to be reporting on yet more staff problems in our little corner of Falkirk. With supervisors Kerry and Adelaide doing a great job of steadying the ship and organising the team into a much more solid unit, we have some decent grounds for optimism moving forward with many of our procedures now being put into place consistently and effectively. We’ve also added another full-time member of the team who – touch wood – is also doing a great job and showing some real application and common sense. The result is a neater, tidier, better-stocked shop that is already beginning to show some signs of growth in terms of sales. Granted, the weather has been almost always fantastic which is definitely having an impact, but we’ll take all the good news and business-building help we can get at this stage.

FOOD TO GO Food to go has always been a core part of our offer at Woodlands and in the last month we’ve implemented a new management and auditing system under the day to day control of Stacey. It has been hard work but has involved us actively tracking the number and types of filled rolls we prepare every day, combined with a much more detailed wastage list too.

Essentially, it means it’s not up to each member of staff to decide how many rolls and of what type they make up each day. We now have set numbers of each flavour, together with more strict ‘recipes’ for each roll. We have also for the first time worked out nominally how much each roll costs us to prepare, which allows us to create a product file in the Epos system for each one. The cost element is by definition fairly loose, but is significantly better than no system at all. So, for instance, we can say to the penny how much each bread roll costs us and how much each slice of gammon costs us, but it’s much harder to cost a dollop of mayonnaise, a portion of salad, a few slices of tomato and so on. But we have given it our best go and we can now run reports in the Epos to tell us not only how many rolls we www.slrmag.co.uk

Monthly Update | Woodlands Local

sell each day (and how many we waste at the end of each day) but also how much profit we make from each roll. We have also implemented similar systems right across every aspect of our food to go offer. These take in hot hold products like rolls filled with bacon or sausage, as well as loose cakes, biscuits and more. The net result is the most accurate Epos reporting we’ve ever had on the category.

AVAILABILITY A big driver of this activity was a desire to ensure we always had availability of filled rolls and hot food all day long. Traditionally we would more or less run out of filled rolls by late afternoon, but were still occasionally being asked for them. So we took the decision to heat more hot food each day and do it more often throughout the day, as well as upping the amount of filled rolls we prepared by a factor of 25%. Yes, we are now wasting four or five filled rolls a day on average, but we are selling between 20 and 30 more every day. We have also seen sales of hot food increase by around 12% on a daily basis, as well as modest increases in sales of confectionery, crisps and so on. Soft drinks sales have also increased significantly in the last few weeks but we’re more inclined to put that down to the weather. All told, however, the activity has undoubtedly added to our bottom line and we intend to continue developing the category in the coming weeks and months.

offers shoppers a free fiver for every 28 copies of the Scottish Sun they buy. The team now have some nice new staff uniforms and we’re doing our best to encourage our shoppers to start saving for their £5 – because why wouldn’t you?

NISA ORDER It’s taken longer than anticipated, but our first Nisa orders go in this month as we revamp our fresh, chilled and frozen ranges in the store. We will be able to report back next month on how that’s going in the first few weeks under the new supply deal via Filshill.

SUMMER SALES We’ve also been working with our candy partner Wrigley to create a special summer deals fixture to help us capitalise on the convergence of good weather, the World Cup and BBQ season. The cross-category fixture is aimed to drive up basket spend as customers prepare for

Inside Business

days in the garden or park or nights in front of the telly for World Cup and more.

THIEVING BUGGERS One problem area in the last month has been a sudden and very significant uplift in theft and grief in the store. We were being targeted by a dedicated bunch of young local wasters who were very well-practiced in the arts of distraction and teamwork for the purpose of stealing alcohol. One would engage the team member behind the till in some carefully thought-out banter while a second made some noise in another corner of the shop, as a third pocketed some booze. On several occasions the staff challenged them with some unpleasant outcomes that resulted in us calling the police on three separate evenings. I’m very sad to say that the target for their theft was a specific range of RTDs that we have since delisted because I am simply not prepared to have our staff subject to this kind of abuse and hassle on a regular basis.

E-CIGS As highlighted on p32, we have also added some weight to our e-cigs activity by clearing a shelf on the tobacco gantry to make room for our full vaping offer right behind the till. The tobacco gantry was not full so we could do this without reducing any lines. The intention is to make the vaping category much more visible in-store, and we’ve added a full range of ultra-value 88 Vape products at just £1 for a liquid or coil and just £6.99 for the pen. We are already in talks with several vaping suppliers to discuss our next move to make e-cigarettes a USP of the store in a bid to steal customers from the local vape shop and from online retailers.

SUN SAVERS As part of the Scottish Newstrade Steering Group, we have also taken receipt of our tailored new newstrade FSDU where we will site the Scottish Sun, the Falkirk Herald and some impulse lines to drive up interest in the news category as well as generate a little excitement in-store. The activity is based around the Sun Savers promotion which www.slrmag.co.uk

JUNE 2018 | SLR

Inside Business

Woodlands Local | AG Barr Partnership

WOODLANDSlocal

RAISING THE BARR IN FALKIRK

Woodlands Local has recently joined forces with Barr Soft Drinks to bring the iconic Scottish company’s new category vision to life in the store. BY ANTONY BEGLEY

SLR | JUNE 2018

f there’s one thing that we’ve learned over the last month or two, it’s that soft drinks is the category that benefits most from warm weather. Sales of soft drinks in Woodlands have risen by an average of 18% a week over the last few weeks or so, making the category the most frequently bought category by volume in the store bar none. While soft drinks sales are very solid for us in the store, we’re always looking for new ways to drive even more growth out of the

category – so when we learned recently that Barr Soft Drinks had unveiled an innovative new approach to managing the entire soft drinks fixture, we thought it was time to sit down for a chat with one of the most iconic companies in Scotland. As a result of that conversation, we will now be working with Barr’s over the next 12 months to run a number of really exciting trials, initiatives, competitions and projects in Woodlands Local. This is a hugely exciting project for us and we’re thoroughly looking forward to sharing our work with you through the pages of SLR over the next year.

IMPLEMENTING THE VISION While we are already well progressed on our plan of activity for the year with Barr Soft Drinks, we thought the most obvious and best place to start is to simply implement Barr’s new soft drinks vision in Falkirk. There are lots of ways of laying out a soft drinks fixture and lots of merchandising advice available, but Barr’s new vision takes a genuinely fresh approach to merchandising the fixture that takes account of all the latest consumer trends.

WHAT’S THE THINKING BEHIND THE NEW VISION? Barr’s new category vision focuses on three key drivers that it believes will be major contributors to category growth in convenience retailing: Q Health & Wellbeing Q Taste & Fun Q Lifestyle & Culture These three drivers reflect changing consumer lifestyles, influences and needs in relation to buying and consuming soft drinks. www.slrmag.co.uk

AG Barr Partnership | Woodlands Local

“We’ve taken a long, hard look at the category, together with the lifestyle changes that are sweeping across the UK and how they impact on soft drinks’ consumption,” says Nick Bentley, Category and Shopper Marketing Controller for Barr Soft Drinks. “It is difficult for retailers to be an expert on every category within their store and that is where we can help by really understanding your shopper at local level, to ensure your store stands out from the crowd by offering the choice they really want.”

WHAT WILL IT LOOK LIKE? Barr Soft Drinks has used the three category drivers to develop a blueprint for the future of soft drinks merchandising in the UK. The new approach involves focusing on six specific shopper need states which cover all the major soft drinks’ consumption occasions, enabling retailers to merchandise the fixture to really engage shoppers. The six consumer need states identified by Barr Soft Drinks are: Q Healthy Refreshment – Water and water-plus products perform an important, functional role Q Tasty Hydration – Low calorie products with the health benefits of water and the great taste of a carbonate Q Everyday Enjoyment – The backbone of the fixture needs a good range of great-tasting choices Q Adult Social – Indulgent treats and options for those that avoid alcohol Q Connecting Cultures – Vibrant section to tap into growing demand for exotic flavours Q On The Go – Nearly one in three purchases is an energy drink so this section needs to offer the right range of products and flavour choices

Inside Business

trailblazers once more, but the new Barr vision has already been trialled over two months at three stores in different regions with different shopper profiles. So while we’re not first, the great news is that we have a target to aim for because the three trial stores averaged sales uplifts of a whopping 18%. “The trials have shown that our new approach can really drive incremental sales by engaging shoppers and driving loyalty,” says Bentley. “We’re now looking forward to rolling out the category vision into Woodlands Local and then nationally,” adds Bentley. Check out the next issue for a glimpse at how the vision looks on-shelf in the chiller at average sales Woodlands. uplift in three

using a mix of their own data added to Epos data from Woodlands Local to create the ideal range for the store – and this will be reviewed as time goes by and we learn from our experiences in the store. “Using a regional planogram based on these shopper need states will ensure that retailers are offering the right range of products for their shopper,” says Bentley. “Merchandising the chiller in a clear and engaging way with POS to signpost, will make shopping the soft drinks fixture much easier and ensure that your store stands out from the crowd.”

IS WOODLANDS FIRST TO DO IT? We’d love to say that we are

18% trial stores

Bespoke POS will be used to signpost each need state. This showcases the choices on offer and makes it easier for shoppers to find the products they want.

WILL IT BE SCOTLANDSPECIFIC? In a word, yes. Barr’s will be www.slrmag.co.uk

JUNE 2018 | SLR

WOODLANDSlocal

Inside Business

Woodlands Local | E-cigarettes

UPPING OUR E-CIGARETTES GAME: STAGE 1

With e-cigarette sales stalling in local retailing, we’ve decided to up our game by utilising some free space in the tobacco gantry to add another shelf of vaping kit to try to attract more footfall and drive sales and profits from the category.

SLR | JUNE 2018

aping has long represented one of the biggest opportunities to local retailers in Scotland, particularly with the latest legislation making it harder than ever for many vape shops to remain profitable – so why have sales flatlined in convenience in a category that seems to be going from strength to strength? The answer to that question is complicated but is likely to found in three areas: a lack of understanding of the category by local retailers; a failure to offer the range that both new and seasoned vapers are looking for; and a failure to merchandise e-cigs effectively in-store. I have long suspected that we only see vaping customers for a very short period, usually when they have decided to quit cigarettes and convert to vaping. For the first few weeks they buy their hardware from us then buy some liquids but quickly migrate up the vaping chain and realise that they can buy the bigger, more powerful ‘mods’ elsewhere and can also find a bigger range of better-value liquids elsewhere too, usually in specialist vape shops or online.

The way to combat that requires some serious effort and a little in-store investment – and we’re underway with a project to do just that – but in the meantime, we have done some work in Woodlands to try to develop the category using what we have. Consequently, we’ve bought in a range of bargain-basement-price 88 Vape products – pens, coils and liquids – to appeal to the price conscious shopper, of whom we seem to have many. The pens retail at just £6.99 and the coils and liquids sell at just £1. So far, they have been doing reasonably well in-store without yet setting any heather alight. We have also migrated all vaping lines onto the main tobacco gantry to give them more prominence in-store and make them easier to spot for shoppers. We used to have most of them on a shelf to the left of the gantry with only JTI’s Logic brand enjoying life on the tobacco fixture. The fixture is certainly a lot more attractive and a lot more visible, and we now stock four options: Q JTI’s Logic range Q Fontem’s blu range Q a range of Edge liquids at £2.50 Q the 88 Vape range detailed above The big challenge in this category is making the products visible and offering a range that caters for vapers at all stages of their vaping journey. We firmly believe that we need to add some big brand mods and accessories as well as broaden our liquids range to cater for those who currently only shop online or in nearby vape shops. That’s on our hitlist and we’re working on it now – but for the time being we hope the improvements will reap dividends. We have also communicated our improved offer on social media and have had an encouraging response so far. www.slrmag.co.uk

Mars Wrigley Partnership | Woodlands Local

Inside Business

CAPITALISING ON THE PERFECT SUMMER STORM! With the World Cup, fantastic weather, BBQ season and more all happening at once, we are working with our candy partner Mars Wrigley Confectionery to attempt to drive up basket spend with a Big Night In/BBQ/World Cup, multi-mission fixture.

t’s not often in retail that you get a perfect storm of factors coming together to create the ideal conditions for some fantastic cross-category sales opportunities – but that’s exactly what we appear to have at the moment. Not only is the sun splitting the trees (and has been for weeks), there’s also the World Cup going on and the BBQ season is in full swing. While we’re a bit more constrained in Scotland when it comes to hooking alcohol into seasonal fixtures and cross-category deals, there’s still plenty we can do to try to drive biggest baskets by making it easy for shoppers to grab everything they need for a day in the garden with friends, a night in front of the World Cup with family or a BBQ in the park with everyone! It’s with that combination of shopping missions in mind that we decided to create a new ‘multi-mission’ bay in the store to combine a few categories with our existing BBQ non-food section. We decided to lead with a selection of

£1 price-marked bags from Mars Wrigley’s candy range across the Skittles and Starburst brands: Q Starburst Original Q Starburst Very Berry Q Skittles Fruits Q Skittles Tropical Q Skittles Crazy Sours The lines have all been popular in the store before and appeal to a broad cross-section of shoppers, young and old, so should help sort the sharing candy challenge nicely. We’ve also allocated a shelf to one of our current deals, a six-pack of Walkers for just £1. These are available in four variants: Q Classic Variety Q Ready Salted Q Cheese & Onion Q Salt & Vinegar With Kettle Chips a big favourite in the store historically, we’ve also added a few facings for lines which are also on promo at just 79p this period from Filshill:

www.slrmag.co.uk

Q Lightly Salted Q Sweet Chilli & Sour Cream Q Sea Salt & Balsamic Vinegar To make sure there’s a soft drink for the kids, we’re trying to upsell to shoppers with some four-packs of Fruit Shoots, again for just £1. Q Orange Q Apple & Blackcurrant Then, to cater for the sweet tooth and to offer something to finish the evening with, we’ve added: Q Go Ahead Yoghurt Breaks Q Knoppers Again, these are on sales for just £1, ensuring the fixture is easy to understand and easy to buy from, hopefully pushing up basket spend and repeat business. Below all of that is our range of BBQ non-food items including disposable BBQs, briquettes, lighting fluid and firelighters. Everything our customers need for a great get together! JUNE 2018 | SLR

Hotlines

Product News & Media Watch

Cadbury Football Cakes Premier Foods These two limited-editions should help retailers make the most of World Cup fever. Cadbury Football Cakes (RSP £2 for four) and Cadbury Football Gateau (RSP £3, serves eight) carry themed packaging and a football emblem on each cake. Premier says that the cakes lend themselves to secondary siting opportunities in-store, helping drive additional summer sales.

Cathedral City Big Slice Dairy Crest The larger, thicker cheddar slices of Cathedral City’s latest NPD are designed to fit a piece of bread perfectly, and have been produced in the wake of Dairy Crest research showing 64% of consumers are searching for the “ultimate cheese slice” – one that both delivers on taste and covers an entire slice of bread. The Big Slice rolls out in convenience later in the year with an RSP of £2.

Sanpellegrino + Tea Nestlé Waters Sanpellegrino has launched an organic sparkling ﬂavoured tea range, Sanpellegrino + Tea. Two variants are available now, Limone + Tea and Pesca + Tea. These lemon and peach ﬂavours are made from organic tea extract, fruit juice and a touch of cane sugar. Both are sugar tax exempt. Catering to the health-conscious shopper, the + Tea range contains 50 calories per 250ml can and has no artificial colourings or preservatives.

SLR | JUNE 2018

Rubicon takes to the streets

Rubicon, the exotic juice brand from Barr Soft Drinks, has unveiled new Rubicon Street Drinks. The range features four new flavour combinations inspired by authentic street drinks from around the globe. Available from July 2018 in outers of 12 x 330ml eye-catching cans with an RSP of 79p, Rubicon Street Drinks each contain still fruit juice with natural flavours and herbs. Sharbat features the traditional Turkish flavour combination of pomegranate and rose, while Mexico is the source of inspiration for Aqua Fresca, comprising watermelon, lime and mint flavouring. Indian-inspired Nimbu Pani includes lemon, cumin and mint flavours. African influences abound in Bissap, fea-turing hibiscus and ginger flavouring. “Street food has captured the imagination of UK consumers in recent years and now Rubicon Street

Walkers Poppables PepsiCo This new spherical potato-based snack – which Walkers says is already a huge success in the US market – is available now in 110g sharing packs (RSP £1.99). The range comprises three variants: Sweet Chilli, Cheddar Cheese and BBQ Ribs. The Sweet Chilli ﬂavour is also available in 25g (RSP 65p) and 60g (RSP £1) pack formats.

Drinks will enable consumers to discover a world of exciting, new soft drinks, using authentic ﬂavours from the world’s hottest streets,” explained Barr Soft Drinks Marketing Director Adrian Troy. “People are becoming much more adventurous and are keen to explore new and fun ﬂavours, both in food and drink. They are very motivated by authenticity and provenance and want to know the story of where the product comes from.” In research, the range performed well with over 70% of shoppers expressing purchase intent, and 95% of shoppers saying that they thought the range was “modern, different, adventurous and eye catch-ing”. The launch will be supported with a £2m brand investment, including a summer-long programme of marketing support featuring nationwide consumer sampling and POS kits.

FRijj ambient range Müller Milk & Ingredients Made with Müller Milk and available now, this new longer-lasting ambient FRijj recipe launched in four of the brands most popular ﬂavours: Fudge Brownie, Strawberry, Chocolate and Banana, in 400ml plain and £1 PMP packs. Packs feature a British Athletics and Athletics Ireland banner to encourage consumers to be more active. Additional ﬂavours from the 400ml onthe-go range may be introduced in the future.

Haribo Squidglets Haribo Squidglets, a new soft-textured chewy sweet, features six cube shapes with different expressions, available in a variety of ﬂavours and colours. It is available now in a range of pack formats, including 140g with an RSP of £1.29. Alison Satterthwaite, Brand Manager for Haribo, said: “We know this product will become another firm consumer favourite.” She is probably right.

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Product News & Media Watch Maltesers Buttons Mars Wrigley Confectionery

Mr Kipling limited editions Premier Foods

Set to hit shelves in mid-July, Maltesers Buttons will be available in 32g Singles (RSP 66p), 68g Treat Bag (RSP £1.19), 93g Pouch (£2.09) and 159g More to Share (RSP £3.29) formats. The new ﬂat shape gives the sweets a higher chocolate to malt ratio than core Maltesers, resulting in a “more indulgent” eating experience. A full suite of POS is available.

A Roald Dahl-themed range of Mr Kipling cakes is available from now until September 11. George’s Marvellous Lemon & Raspberry Whirls; Enormous Croc’s Chocolate Mud Pies; The BFG’s Strawbunkle & Cream Fancies; and Mr Fox’s Fantastic Forest Fruit Slices all RSP at £1 and feature an on-pack promotion giving shoppers the chance to win thousands of prizes.

MEDIAwatch

Hotlines



Mug Shot stirs things up Instant snack brand Mug Shot’s new £1m marketing campaign targets a core audience of women office workers and busy stay at home mums. The campaign, titled ‘Stir Things Up With a Mug Shot’, runs until the end of June. It includes TV and radio advertising, coupled with out-of-home, digital, social media, shopper marketing and PR activity.

More refreshing stuff from Oasis Müller Spreadable Müller Milk and Ingredients

Organics by Red Bull Red Bull

Müller’s first-ever branded spreadable in the UK is made with 73% real churned butter. Six SKUs will be widely available throughout the trade, following an exclusive Tesco roll out. The range comprises Slightly Salted and Unsalted variants in 400g (RSP £3) and 250g (RSP £2) packs. In addition, 250g blocks of Salted and Unsalted Müller Butter (RSP £2) will be available.

Red Bull has unveiled a 100% natural and organically certified range of premium mixers, Organics by Red Bull, that is free from artificial ﬂavours, colours, preservatives and additives. Four ﬂavours are available: Simply Cola, Bitter Lemon, Ginger Ale and Tonic Water. All come in Red Bull’s bestselling 250ml can format with an RSP of £1.29. An outer of 24 cans has an RSP of £19.52.

The latest instalment of the Oasis #RefreshingStuff campaign is a parody of heart-warming, feel-good adverts. Ads featuring a bottle of Summer Fruits ﬂavour with a “double-ended neck”– designed to encourage people to drink together at the same time – are running on out-of-home sites, online and in cinemas.

J20 gets its Mojo working J2O is helping consumers find their social mojo in a new £2m marketing campaign, with the help of its new brand ambassador – a bright orange cockney alpaca named Mojo. Mojo is the beating heart of the marketing activity, dispensing cockney pearls of wisdom and lashings of J2O. The campaign runs until the end of August and includes a new TV ad.

Close your eyes for the Vimto ad KP Sweet Chilli Cashews KP Snacks

Perrier & Juice Nestlé Waters Perrier’s new ﬂavoured sparkling water range is available now in Strawberry & Kiwi, Peach & Cherry and Pineapple & Mango variants. Each 250ml can (RSP £1.20) contains 79% Perrier natural sparkling mineral water, over 15% fruit juice and the remainder includes natural ﬂavours. Aimed at health-conscious shoppers, each can contains 46 calories and is free from any preservatives.

KP is adding a Sweet Chilli variant to its cashews range, which currently includes Salted and Honey Roast ﬂavours. With an RSP of £3.20, the entire range has been relaunched in stand-up packs to support visibility on shelf. All will be available from July 15. The launch is backed by a £2m summer campaign, which will include TV, outof-home, social media and digital activity.

Vimto has sidelined its amphibian brand ambassador of four years, Vimtoad, in favour of a new “anti-advertising” advertising campaign. ‘I See Vimto in You’ aims to reposition the soft drinks brand with its target audience of 15-19 year olds through an advert which the brand suggests viewers shouldn’t even bother watching.

Capri-Sun shouts about less sugar Capri-Sun is on TV screens until the end of the year with a new ad to raise awareness that its Original variant now contains 50% less sugar. The ad is supported by digital, inﬂuencer and public relations activity. A separate content-driven Facebook campaign highlights the 330ml pouch, which is predominately consumed by adults.

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

JUNE 2018 | SLR

Candy

Feature

GETTING HANDY WITH CANDY

Sugar confectionery – or candy as it seems to be called these days – remains a vital impulse category in convenience and a raft of recent NPD and media campaigns is keeping the category fresh and exciting.

he total candy category is worth over £881m [Nielsen, Sep 2017] and remains a hugely important impulse category for local retailers in Scotland. Driving that success in part is a continued commitment by the major manufacturers to continually keep the category fresh and exciting with new products and media campaigns to meet a wide range of customer need states.

MAYNARDS BASSETTS PROMO

MARS WRIGLEY GETS BUSY

Swizzels has expanded its PMP range and entered the soft chew hanging bag category with the launch of Choos, available in two variants with a choice of five flavours per pack. Drumstick Choos provide five double flavour combinations including brand-new Peaches & Cream and Strawberry & Banana, while Refreshers Choos offer five fizzy flavours with the unique sherbet centre, including Pineapple and Apple.

Mars Wrigley, which owns the Skittles and Starburst brands, has being doing its bit for the category in recent times with the launch of Starburst Chewing Gum. Dan Newell, Confections Marketing Director at Mars Wrigley Confectionerycomments on the three variants that were unveiled: “Starburst Fruity Mixies, Starburst Strawberry Cubes and Starburst Red Berry Sticks provide consumers with a sugarfree treat alternative which bridges the gap between gum and candy.” Meanwhile the company added a Very Berry variant to its £18.5m Starburst portfolio in single (45g), hanging bag (150g) and sharing pouch (192g) formats, including price-marked pack options.

BARRATT ADDS SOFTIES Tangerine Confectionery is expanding its Softies range with the addition of three new products under the Barratt brand: Dip Dab Softies, and Refreshers and Fruit Salad Mini Softies. The range is modern twist on the classic Dip Dab to appeal to a younger consumer but also to adult consumers who remember the sweet from their childhood. Tangerine has also announced the launch of both Refreshers Mini Softies and Fruit Salad Mini Softies, 30g versions of the core products.

Maynards Bassetts has launched a new on-pack promotion across its range, offering over 1,000 prizes to lucky consumers. Running through to August 31, the Sweet Sounds of Summer promotion offers consumers the chance to win music-related prizes, including gig tickets, headphones and portable speakers.

CHOOS AND SQUASHIES LAUNCH

SWEETSTAKE SUMMER Mars Wrigley has launched The Sweetstake, a new on-pack promotion offering consumers the chance to win millions of prizes including free products and cash. An adaption of the classic fan tradition of “sweepstakes”, the promotion will run across 11 brands in singles, multipack and pouch packs. There are 100 million promotional packs in the marketplace during the football this summer.

TANGERINE OPTIONS Tangerine Confectionery is extending its recently returned Barratt range with the launch of two new products: Sour Bon Bons and Fruity Coconut Mushrooms. Barratt Sour Bon Bons are available in 180g sharing bags (RSP £1), offering a mix of flavours including sour cherry, apple, lemon, and blue raspberry. Also launched are Fruity Coconut Mushrooms in a 190g mixed sharing bag (RSP £1).

NEW HARIBO COMBOS

BASSETTS NPD

Haribo has unveiled new frenzy variants of its top-selling Starmix and Tangfastics: Frenzy Starmix Fruit Punch and Frenzy Tangfastics Fruit Spritzers.

The Maynards Bassetts Wine Gums range has been expanded with the addition of Tangy, Tropical and Merry Mix candy bags, bringing in more than 300,000 additional shoppers says the company. Wine Gums Mocktails was also added in March, aiming to broaden appeal to younger adults. It sees non-alcoholic Strawberry Daiquiri, Pina Colada and Cuba Libre flavours added to the range of iconic Wine Gum shaped jelly sweets.

SWIZZELS HITS 90 British sweet manufacturer Swizzels is celebrating 90 years in business this year by challenging consumers to create their own ‘Sweetest Invention’ that will then be brought to life in the factory. The winning creation could end up sitting alongside other Swizzels brands including Drumsticks and Refreshers. Jeremy Dee, MD of Swizzels, said: ‘‘We’re proud to be celebrating 90 years and we want our loyal fans to get creative.”

SLR | JUNE 2018

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Feature

Summer Drinks

WE’LL DRINK TO THAT! As the warm weather shows little sign of relenting, the opportunities for retailers to maximise drinks sales this summer just keep piling up – and there’s plenty going on to keep consumers interested.

STOWFORD GOES LOCAL Westons Cider has launched a new TV ad for Stowford Press as part of a major marketing push for the brand. ‘The Wonderfulness of Local’ campaign highlights the premium quality of Stowford Press cider, exemplified by the locally-sourced apples used to create it. It features comedian Ellie Taylor and adventurer Alastair Humphreys exploring the glorious countryside around Westons’ cider mill in Much Marcle, Herefordshire. The TV ad, which has been produced in 60”, 30” and 10” edits, premieres during Channel 4 and ITV’s prime time Friday night schedules, to be followed by a 10-week campaign which adds further channels including Sky Media and BT Sport, and will deliver significant national coverage for the brand. TV advertising will be supported by a programme of high-profile sponsorships, consumer PR, on-trade and in-store customer marketing, blogger activation and social media activity, all celebrating the wonderfulness of local and adding up to the biggest marketing package ever put behind Stowford Press.

SLR | JUNE 2018

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R O F E K C C N TO NIE S - E T V US ON M C

drinkaware.co.uk for the facts

FROSTY JACK’S NEW RANGE FOR MUP

Continue to stock the UK’s 2nd largest take-home cider brand1 • Available in smaller 1L bottle and 500ml can formats • Convenience channel exclusive • Higher POR potential of 60%+ Frosty Jack’s shoppers: • Have the highest brand loyalty of any cider brand* • Make 3x more shopping trips per year versus average cider shopper*

MUP retail price

£3.75

MUP retail price

£1.88

AVAILABLE FROM YOUR EXISTING FROSTY JACK’S SUPPLIER Source: IRI Independents/Symbols Feb 2018 *Kantar Alcovision Aug 2017 1

www.frostyjacks.co.uk

Feature

Summer Drinks

N AG BARR HAS IDENTIFIED SIX CONSUMER NEED STATES RETAILERS MUST MEET:

Healthy Refreshment Water and waterplus products play an important, functional role Tasty Hydration Low calorie products with the health benefits of water and the great taste of a carbonate Everyday Enjoyment The backbone of the fixture needs a good range of great-tasting choices Adult Social Indulgent treats and options for those that avoid alcohol Connecting Cultures Vibrant section to tap into growing demand for exotic ﬂavours On The Go Nearly 1 in 3 purchases is an energy drink, so this section needs to offer the right range of products and ﬂavour choices

o categories benefit from warm weather quite like the drinks categories and with the remarkable temperatures of late showing no signs of abating, the opportunities for retailers to fill their boots just keep on coming. Soft drinks continues to be one of the most profitable categories for convenience retailers, worth £2.2bn and growing at 2.7% [IRI, Feb 2018]. According to Adrian Troy, Marketing Director at Barr Soft Drinks, from June to August shoppers consume 26% more soft drinks [IRI 2017], with water, fruit drinks and other flavoured carbonates seeing the most benefit. Retailers who adapt their ranges to reflect this range, particularly in the chiller, will benefit significantly. Troy says: “To ensure the best performance from soft drinks, it’s crucial that retailers offer a wide selection of products to cater to a broad spectrum of consumer tastes. Barr Soft Drinks is working with retailers to tap into trends with a growing portfolio of bestselling soft drinks brands that offer choice, quality and value, combined with pack and flavour innovation. Barr’s big-hitting portfolio includes Irn-Bru, the Barr Family range,

Rubicon, Rockstar, Strathmore, Snapple and San Benedetto. Troy advises retailers to get behind these brands this summer to drive sales and profits. One of the biggest recent trends of course has been a shift to healthier low and no sugar drinks, as Troy explains: “The world of soft drinks is changing with shopper demand for mid, low and no-sugar soft drinks growing. However, the overriding reasons why consumers choose a soft drink have remained constant –th great taste, flavour choice and the right pack formats.” Troy adds, however, that there is still strong demand for regular soft drinks and says AG Barr has a responsibility towards these consumers to help them reduce their sugar intake. “We have responded by introducing new and innovative mid-sugar regular products as well as low and zero sugar options across our key brands,” he says. “This means that 99% of our portfolio is now sugar levy free, while still delivering the great taste for which our brands are known.” Fellow soft drinks giant Coca-Cola European Partners (CCEP) is also helping retailers cash in this summer with the launch of its biggest ever Coke summer promotion.

PROFIT FROM IRN-BRU’S NEW ON-PACK PROMOTION

Summer Drinks

Feature

CAMPAIGN FOCUS CAPRI-SUN HIGHLIGHTS 50% LESS SUGAR CCEP has unveiled a new Capri-Sun advertising campaign to raise awareness that Capri-Sun original now contains 50% less sugar whilst still maintaining its iconic great taste and containing nothing artificial. A content driven partnership with Jungle Creations, a media company on Facebook, will also run alongside the advertising to support the 330ml variant, which is predominately consumed by adults. The new ad campaign runs as part of an integrated campaign until the end of 2018 and will be supported through digital via a partnership with Channel Mum and key inﬂuencers and PR to help retailers increase their sales of the largest kids’ juice drink in GB, 42.8% bigger than the nearest branded competitor [Nielsen, May 2018]. In addition, a bespoke partnership with Jungle Creations, the most viewed media company on Facebook in 2017, has been agreed to support the 330ml on-the-go Capri-Sun range which has a consumer base of 75% adults [KWP, Feb 2018], many of which fall into the millennial age group. Original content will be streamed through VT, Nailed It and Twisted this summer, reaching over roughly six million adult consumers.

THINK 100% IRISH WITH MAGNERS Magners has launched a new “Think 100% Irish” campaign to encourage

people to adopt the Irish ethos and see the silver lining in any situation. The new campaign kicked off with a series of targeted online ads, which use every day observations and relatable situations to introduce how you could Think 100% Irish’ and look on the sunny side of life. Over the coming months, Think 100% Irish will be rolled out to include reactive stunts, experiential and festival activations.

VIMTO ANTI-AD CAMPAIGN Vimto, the £78m brand from Nichols, has launched a new anti-advertising campaign backed by a £3m spend, including TV, social media and digital, as well as experiential sampling and an industry first with personalised video-on-demand and cinema. The new ‘I See Vimto in You’ campaign repositions the popular soft drinks brand with its target audience of 15-19 year olds. The advert is engaging, disruptive and taps into the teen desire to be themselves in a world of constraints. Its anti-advertising approach even goes as far as to suggest viewers should close their eyes rather than watch the advert. Running throughout summer, it’s expected the campaign will help Vimto rise to a record brand value. The brand is in one in five households in the UK and continues to outperform the category, growing at +6.0% YOY.

NEVER MIND MOSCOW GIVE YOUR CUSTOMERS THE CHANCE TO

WIN A HOLIDAY

AND WATCH THE FOOTY LIKE MOST FOOTBALLERS

CCE is offering consumers a summer of unforgettable experiences with a new Coke Summer campaign which will also feature across Sprite, Fanta and Dr Pepper for the first time. From June 25 until August 26, consumers can enter codes printed on promotional packs of Coca-Cola Classic, Diet Coke, Coca-Cola Zero Sugar, Sprite, Fanta and Dr Pepper (including zero and no sugar flavoured carbonate variants) and instant winners can choose from one of 10 once in a lifetime experiences, from whale watching in Iceland to a meditation trip in Italy. With research showing that millennials increasingly value unique and personal experiences, the promotion is designed to help retailers appeal to this consumer group by linking the refreshing taste of Coca-Cola during the summer to the feeling of trying new experiences. A new sun graphic inspired by the iconic Coca-Cola red disc and archive Coca-Cola summer imagery will feature on

promotional packs, which will be available in a wide range of formats. This includes 250ml cans of Coca-Cola Classic, 330ml cans of Coca-Cola Classic, Diet Coke and Coca-Cola Zero Sugar, 2-ltr and 500ml bottles of the Coca-Cola portfolio, Fanta, Sprite and Dr Pepper and finally multipack cans across all of the above excluding Dr Pepper. The campaign will be supported by marketing activity that includes TV, radio, social media, out-of-home advertising and instore activation. Simon Harrison, Customer Marketing Director GB at Coca-Cola European Partners, said: â&#x20AC;&#x153;Summer is a key trading period for impulse categories such as soft drinks and a big opportunity for retailers to further drive sales. The aim of this yearâ&#x20AC;&#x2122;s promotion is to connect with consumers that really value trying something new. The once-in-a-lifetime trips and experiences on offer will drive excitement amongst consumers, keeping soft drinks front of mind during the summer months.

“Our Coca-Cola summer campaigns have always been popular and our 2017 activity saw us achieve our highest ever on-pack redemption, with more than 1.5 million entries. We’re back again this year with an even bigger campaign extending across our sparkling portfolio, in line with research that shows consumers purchase more brands in the warmer months [Europanel].” Red Bull is also focusing on healthier alternatives this summer and beyond, as highlighted by Mark Bell, Strategy and Planning Manager at Red Bull UK: “As an active lifestyle brand, Red Bull understands the importance of offering health conscious consumers choice. As the number one single serve soft drink, worth £137.5m and growing +2.7% [IRI, Jan 2018], Red Bull Energy 250ml is a must stock for retailers planning their soft drinks offering. However, alongside Energy, customers are increasingly seeking sugarfree

REFRESHING DESIGN FOR TENNENT’S Scotland’s favourite beer, Tennent’s Lager, has rolling out a brand new can design that will help grow summer drinks sales. The new can has been designed to look like a refreshing cold glass of Tennent’s Lager. As Scotland’s best-selling alcohol brand, the new can takes the iconic pint that’s loved by Scottish drinkers and uses it as inspiration for the new design. This summer, Tennent’s will also support the off-trade with a roll out of a host of new SKUs, including a 5-ltr mini-keg, 6x330ml fridge pack and an on-pack promotion on the 15x440ml pack giving consumers the chance to win a personalised Tennent’s Lager pint glass engraved with their name. The new cans are available now in 330ml, 440ml, 500ml and 568ml formats.

Feature

Summer Drinks

TRY SOMETHING NEW WKD IN CANS

STREET DRINKS FROM BARR’S Barr Soft Drinks is enabling consumers to enjoy a whole new world of refreshment with the launch of Rubicon Street Drinks. The new range, from the UK’s No.1 exotic juice brand, features four unique ﬂavours inspired by authentic street drinks from some of the world’s hottest places. Launching in vibrant, eyecatching 330ml cans, the range includes Sharbat (pomegranate and rose), Aqua Fresca, (watermelon, lime and mint), Nimbu Pani (lemon, cumin and mint) and Bissap (hibiscus and ginger). The launch is supported by a £2m brand investment.

WKD, Scotland’s No.1 traditional RTD, has launching a range of cocktails in cans under the name WKD Mixed. The 6% ABV pre-mixed cocktails are available in three flavours in 250ml cans: Cheeky V (port, Blue & lemonade flavour); Passionista (rum, Passion Fruit & lemonade flavour); and Oh Schnapp (peach schnapps, Berry & orange flavour). All three cocktails are available in 12 x 250ml shrink-wrapped trade cases, with individual slimline cans having an RSP of £1.99.

COC0996_Elvis_Half DPS_Convenience_AW1.pdf

14/05/2018

SANPELLEGRINO FLAVOURED TEA

ROBINSON’S TROPICAL

Sanpellegrino, the classic Italian sparkling fruit beverage brand from Nestlé Waters, has launched an organic sparkling ﬂavoured tea range, Sanpellegrino + Tea, catering to the continued growth of shoppers seeking out a low or no sugar option and trading up to a more premium soft drinks choice. The new lines include Limone + Tea and Pesca + Tea, made from organic tea extract, fruit juice and the lightest touch of cane sugar. The range contains only 50 calories per 250ml can and has no artificial colourings or preservatives.

To celebrate Robinson’s position as the top squash in Symbols and Independents [IRI, May 2018], Britvic has launched Robinsons Tropical, an exclusive ﬂavour to the wholesale channel in time for the summer and Wimbledon. Robinsons Tropical is pricemarked at £1.49 to offer great value for money to shoppers.

11:01

THEY DON’T MAKE ‘EM LIKE THEY USED TO.

WE DO.

ORIGINAL TASTE

SINCE 1886

Summer Drinks

alternatives. Growing at 7.1% to £31.9m, Red Bull Sugar Free 250ml is the number one low kcal sports and energy drink in the UK [IRI, Jan 2018]. “With the heightened importance placed on the health agenda over the past year and the Soft Drinks Industry Levy in place, consumers are swaying more towards sugarfree options. Therefore it is imperative that retailers offer a low kcal alternative – meaning that a higher proportion of space is being dedicated to low kcal products. Diet is worth £144m, which equates to 11.3% of the sports and energy category, increasing by 1.7% from last year [IRI, Jan 2018]. Growing at 7% to £31.9m, Red Bull Sugarfree 250ml is the number one low kcal sports and energy drink. Red Bull recommends that retailers rationalise their range to focus on the key SKUs, providing them with the right amount of space on shelf to drive growth and maximise sales. Within Energy, sizes are driving category growth, with core continuing to contribute significantly to share. However, currently both core and sizes are underrepresented on shelf vs. share of sales. Red Bull Sugarfree is available in three pack sizes – 250ml, 355ml and 473ml, meeting this demand for sizes.

The Coca-Cola family has continued to grow since 1886 • 70% of all cola sales in convenience come from Coca-Cola TM* • Coca-Cola Classic is the most loved and the most consumed cola in GB** • Diet Coke is the undisputed No.1 sugar free cola in GB and has the highest unit rate of sale in convenience*** • Coca-Cola Zero Sugar grew 3.4x faster than Pepsi MaxTM in value in 2017† To ﬁnd out more visit www.cokecustomerhub.co.uk or call our Customer Hub 0808 1 000 000

Impulse Value Sales Nielsen MAT 17.03.18 GB BGS Survey Jan 18 - Feb 18. 12-59yrs *** Nielsen Total GB MAT Value Sales 31.03.18. Nielsen Independents & Symbols - MAT w/e 30.12.17 † Nielsen Independents & Symbols - MAT w/e 30.12.17. Nielsen Independents & Symbols - MAT w/e 30.12.17. *

©2018 The Coca-Cola Company. All rights reserved. COCA-COLA and the CONTOUR BOTTLE design are registered trade marks of The Coca-Cola Company. Rights of Publicity and Persona Rights: Elvis Presley Enterprises, LLC © 2018 ABG EPE IP LLC.

Feature

RED BULL MERCHANDISING ADVICE To enable retailers to improve their soft drinks category, Red Bull has offered these three top tips: Q Space: Red Bull advises retailers to stock the most efficient range to drive the greatest value Category space should be aligned with share of sales to maximise sales Q Focus on top ﬁve brands: 5060% of Soft Drinks space should be allocated to the top five brands Ensure 60-70% of space for Sports & Energy brands, in line with share of the category Q Vertical blocking: Shoppers only see products within a 1.3m breadth Vertical blocking helps shoppers to easily find the product they are looking for improving their ease of shop

Feature

Crisps & Snacks

SNACK ATTACK! With so many new products, promotions, innovations and media campaigns in the crisps and snacks category this summer there’s lots for retailers and consumers to get their teeth into! SLR takes a look at some of the latest products and promotions to get shoppers excited with this summer...

COLLISION COURSE FOR DORITOS Doritos, the number one tortilla chip brand in the UK [Nielsen, May 2018], is shaking up the savoury snacks category with the launch of a unique snacking experience: Doritos Collisions, a combo of two bold ﬂavours in one bag. The new range is coming to the UK after its storming success in the US and Canada. The range is available in two varieties - Guacamole & Habanero Chilli and Honey Glazed Ribs & Lemon Blast - delivering two contrasting colourful tortilla chips paired with two different but complimentary ﬂavours in one bag. The new range is available now with an RRP of £1.99/162g and £1.00/72g, and the launch will be supported with a high profile TV and digital ad campaign later this year.

KP ADDS OPTIONS KP Nuts, the UK’s favourite and best-selling nuts brand, is launching KP Sweet Chilli Cashews and KP Sharing Nuts Mixes. The lines tap into the better-for-you trend and the growth of cashews as the second biggest nut type Providing a natural source of fibre and protein, KP Cashews are also available in Salted and Honey Roast. With an RRP of £3.20, the entire range has been re-launched in stand-up packs to support visibility on shelf and provide differentiation from their successful range of peanut products. The company is also launching KP Sharing Nut Mixes to its on-the-go range which sold over three million packs in their first year. The new 120g sharing formats of their KP Fruit & Nut Protein Mix and KP Orange Nut Fudge Energy Mix (RRP £2.69), will bring scale to the growing segment of nut mixes. The new KP Sweet Chilli Cashews, KP Cashews stand up packs and KP Sharing Nuts Mixes will be available from 15th July and will be supported with a £2m summer campaign, which will include TV, Out of Home and social and digital.

SLR | JUNE 2018

PEPSICO AND BESTWAY GEAR UP Bestway Wholesale and Pepsico have teamed up to offer Bestway customers the opportunity to win a brand-new van in an exclusive promotion to drives sales within the savoury snacks category. The promotion features an exclusive prize draw to win a Renault Kangoo van, a year’s free insurance and £100 worth of Walkers products. To enter retailers only have to purchase three cases of qualifying Walkers products including standard, Big Eat and multi-pack formats. The promotion will run to the end of August and will include depot activation, an omni-channel marketing campaign including email, text messaging, customer brochures and heavyweight presence on Bestway’s web platforms from the beginning of June.

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Crisps & Snacks

WALKERS 70TH CELEBRATIONS

Feature

GIVE SOMETHING BACK WITH WALKERS

Walkers has kicked off a programme of activity to celebrate its 70th birthday by inviting the British public to celebrate with a multi-channel campaign, including two new TV adverts. The brand is back on TV with an ad to thank the British public for their continued support over the past seven decades. Celebrations are already underway with a packaging refresh of the core Walkers range that added the message, “Celebrating 70 years of the nation’s favourite”. In addition to this, six limited edition ﬂavours have been rolled out - Coronation Chicken (1950s), Roast Lamb & Mint (1960s), Cheese Fondue (1970s), Chicken Tikka Masala (1980s), BBQ Rib (1990s) and Sweet Chili (2000s) – which are inspired by the nation’s favourite tastes over the decades.

Alongside the new TV commercial and packaging refresh (see panel on left), as part of its 70th birthday celebratory campaign Walkers recently thanked convenience retailers for their loyal and continued support with an exclusive competition that encouraged them to join forces with their local communities and maximise the celebrations. By uploading an image of their Walkers 70th birthday displays in-store, retailers had the chance of winning a store make-over and celebration that allowed local residents to share in the fun and excitement of the momentous occasion.

SPAR REVAMPS OWN LABEL RANGE Spar Brand has relaunched its crisps and snacks range with seven new lines and a fresh new design for the entire range. An all-new range of party mix snacks and pretzels joined the Spar Brand snacks portfolio, as well as two new impulse variants. Sour Cream & Chive Party Mix, Salt & Black Pepper Party Mix and Salted Pretzels (PMP £1) are the new additions to Spar Brand’s sharing bags, which are currently growing by 13%. Spar Brand’s premium hand cooked crisps have also been redesigned to highlight their top-tier quality. A new on-trend variant, Pulled Pork Hand Cooked Crisps, will replace the Salt & Vinegar variant while the Lightly Salted Tortillas and Prawn Crackers have been redesigned too. Cool Tortillas have been replaced by Spar Lightly Salted Tortilla Chips to reﬂect market trends. Meanwhile, Nacho Cheese Bites and Sticky BBQ Rib Bites (PMP 39p) will join the Spar Brand impulse snacks range, to capitalise on the trend for American-style ﬂavours. The new range has been rolled out to Spar stores, backed by marketing support including PoS, Spar Radio, social media and digital activity.

BE SCARED. YOU MIGHT SELL OUT. No.1

Brand acking es Meat Sn enience stor in conv

BIGGEST THEME PARKS. 2 FOR 1 ON-PACK TICKET PROMOTION WITH THE UK’S DRIVE REPEAT PURCHASE. FREE UNDERCRACKERS COLLECTOR PROMOTION TO PLUS THE CHANCE TO WIN 1000s OF PRIZES INSTANTLY.

NEW

THE fastest growing meat snack brand in the U.K +118% YOY* *Data source: (Nielsen, MAT value growth to w.e 24.03.18)

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JUNE 2018 | SLR

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Crisps & Snacks

KP SNACKS MERCHANDISING ADVICE Independent retailers looking to maximise on the opportunity the summer season presents should take learnings from the grocery channel and consider dualsiting and dedicated displays to make shopping as simple as possible and boost impulse sales - 1 in 20 shoppers buy crisps, snacks and nuts from a display and 32% of shoppers purchased on impulse as they saw it and were tempted. Ensure you are stocking the core range from each key supplier to cater for all consumer needs, as core products represent 99% of sales versus NPD. Dedicated fixtures and promotional offers that advertise the barbeque occasion will make shopping easy and are a good way to drive impulse purchases. 28% of shoppers purchased on impulse as the product was on promotion. Encourage trial and boost cross-category buying amongst shoppers by positioning nuts and crisps in the Beers, Wines & Spirits aisle, for example. Retailers should capitalise on the insight that 71% of alcohol occasions include a snack [HIM, 2017] and 46% of crisps, snacks and nuts are bought with a soft drink [Kantar]. Retailers should implement more than one site of bestsellers at high footfall areas of the store Retailers should look to drive in-store impulse purchases through displaying and stocking the best-selling SKUs, ensuring the promotions and PoS are in highly visible locations.

VIRGIN EXPERIENCES WITH WALKERS Walkers has launched an on-pack promotion offering shoppers 25% off Virgin Experience Days over the summer period. The promotion will appear across the top five snack lines in the market: Walkers Quavers, Wotsits, Monster Munch, Squares and French Fries multi and single-serve packs. This exclusive discount is available with every pack and can be used to purchase something for everyoneâ&#x20AC;&#x201C; from open air cinema trips, to a segway experience. The on-pack promotion will run until 14th October 2018, giving retailers the opportunity to drive sales of these popular and iconic snacks throughout the summer. To enter, shoppers need to visit the promotional site stated on the back of their promotional pack to register for an instant unique code. The code then allows them to book any Virgin Experience Days activity of their choice and receive a 25% discount at checkout. With over 2,000 activities to choose from, consumers will be spoilt for choice. The launch of the Walkers and Virgin Experience Days partnership will be accompanied by major in-store support.

SLR | JUNE 2018

www.slrmag.co.uk

Crisps & Snacks

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SEABROOK GOES LOW FAT Seabrook Crisps is boosting its portfolio with a low fat ‘With a Twist’ range. The yellow pea base is popped and twisted for a flavour full, guilt free crunch. Available in Sundried Tomato & Basil and BBQ flavours, the crisps have 80% less fat than normal crisps, and are just 77 calories and 1g fat per 20g serving, offering health conscious consumers an exciting new option for lighter snacking. With A Twist is also gluten free and vegetarian friendly, in keeping with the rest of Seabrook’s portfolio. With A Twist will be available in 80g sharing bags (RSP £1.79). 20g bags have been developed to meet identified demand within on–the-go. The brand is supporting the launch with a targeted trade and digital advertising, shopper marketing, social media activity and a consumer PR campaign including blogger and influencer outreach.

INTERSNACK BUYS TYRRELLS KP Snacks owner the Intersnack Group is to acquire Tyrrells, Inc. and its global portfolio of better-for-you, premium snack brands from The Hershey Company and its subsidiaries for an undisclosed sum. The Tyrrells business includes a Head Office and two manufacturing sites in the UK, along with US manufacturing capabilities, the Aroma Snacks business in Germany and Yarra Valley Snack Foods in Australia. Mark Thorpe, CEO of KP Snacks, says: “Tyrrells is an iconic brand with a big personality that has performed well both in the UK and international markets. This acquisition is a fantastic opportunity for us to add premium hand cooked crisps to the KP business and a brand which further increases our capability in the sharing category. We can now offer our consumers and customers a total savoury snacking category portfolio. The transaction is subject to approval by the regulatory authorities.

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HULA HOOPS UNVEILS FLAVARINGS Hula Hoops has added new Flavarings in response to consumer preference for bigger, bolder and full on ﬂavour products. Flavour is the number one purchase driver for Crisps and Snacks, leading the brand to launch Hula Hoops Flavarings which incorporate the iconic hoop shape and are crispy and light with a melt in the mouth texture. Available in two intense family favourite ﬂavours, Tangy Cheese and Salt & Vinegar, the new product is launching in a 90g sharing format and a £1 PMP.

JUNE 2018 | SLR

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Cheese

SQUEEZE THE CHEESE Cheese is a vital category in Fresh & Chilled, and there’s lots for retailers and consumers to get excited about over coming months.

resh and Chilled seems to be where it’s at these days in local retailing, and few categories offer the volume and consistency of sales that cheese does. It finds its way into many shopper baskets. Lactalis McLelland has announced a sponsorship deal for its Seriously and Président brands with Channel 4’s highly popular Come Dine With Me. The sponsorship, which runs for a year, is part of wider marketing campaigns aimed at raising awareness of both brands among key target audiences. The initiative will give Seriously and President exposure on Channel 4 platforms, E4 and More 4, as well as the main channel. The sponsorship will see a 15-second bumper at the start of each episode, followed by five-second bumpers either side of each commercial break and a 10-second bumper at the end. Mike Chatters, Sales Director for Lactalis McLelland, said: “We are delighted to announce the sponsorship of such a popular TV show, which provides a perfect fit for our Seriously and President brands. Come Dine With Me achieves strong coverage across our consumer portfolio and therefore delivers synergy with our core shopper.” The Seriously brand, which includes Seriously Cheddar and Seriously Spreadable, continues

SLR | JUNE 2018

to go from strength to strength. In the last 12 months, Seriously Cheddar has shown value growth of 74.3%, while Seriously Spreadable is also showing double digit growth of 12.7% in value terms [IRI, Mar 2018]. The brand unveiled a new look last year with a packaging makeover and new brand identity – across Cheddar and Spreadable sub-brands – to help broaden its appeal to families. The £28.7m Président brand, which operates across both cheese and butter categories, is performing well with growth of 10.9% in value and 1.5% in volume terms [IRI, Mar 2018]. Key products in the range include Président Brie, Président Camembert and Président Butter. The sponsorship of Come Dine With Me forms part of a £1.6m marketing campaign for the brand in 2018. Also raising the profile of the category is Mondel z International, the country’s top processed cheese manufacturer, with a 43% share of the total market [Nielsen, Dec 2017]. Its Philadelphia brand is the UK’s number one in the Cream Cheese subcategory with a 68% share. It returned to TV screens in January with a new campaign as part of a series of ads during 2018 which aims to inspire people to take the time to savour more moments in life and create delicious meals and

TOP TIPS FOR MERCHANDISING CHEESE FROM MONDELEZ: Q Focus on top sellers from brands shoppers know and trust. Q Avoid duplication to ensure shoppers have more choice – stock a breadth rather than a depth of range. Q Ensure the fixture is always clean and well-stocked. Q Position best-selling lines in the best-selling location on the fixture (central on fixture, within shoppers’ eye line). Q Maximise fixture ﬂow to help shoppers scan and shop the range by putting formats and brands together within subcategories. Q Increase visibility by front facing products rather than penny stacking. Q Use manufacturers’ POS to highlight products on the fixture. Meet the ‘Top-up’ mission – stock small packs vs. larger bulkier packs. Q Make the most of PMPs – shoppers perceive them as good value. Q Meet the ‘On the Go’ mission – stock cheese snacking lines with sandwiches/ drinks.

moments with Philadelphia. The £5.3m campaign aims to inspire recipes for the lunch and dinner occasion, spanning across TV, press, digital and in-store activity. The brand is also wrapping up its product offering with a fresh new packaging design across its whole range, aligning with the ‘savour the moment’ positioning. Dairylea, another Mondel z brand, is the UK’s favourite Processed Cheese, providing options for parents to offer their children for on-the-go, lunchbox and after school snacking occasions. The Snacking Kits subcategory is currently the key driver of growth within Processed Cheese, growing at 10% with Dairylea Lunchables having a 71% share and 4% annual growth [Nielsen, Dec 2017]. Innovation in Snacking Kits is a growth opportunity in 2018. Dunkers Sweet Chilli Baked Bites are aimed to excite younger consumers, the fulfilling, energyboosting snack features sweet chilli flavour bites to dunk into creamy Dairylea cheese. Also available are Dairylea Snackers Mini Oreo and Dairylea Snackers Mini Chocolate Cookies. These were added to the Dairylea range, with an aim to excite consumers by introducing innovative on-thego snack-packs each containing Dairylea cheese, crackers and satisfying cookie bites. www.slrmag.co.uk

Investing behind cheeses for every occasion

The fastest growing

The No.1 Scottish Cheddar brand

UK Cheddar brand

The No.1 French

and Continental Cheese br Source: IRI Value Sales Major Multiples 52 w/e 31st March 2018

The No.1 Sprea dable Che ddar brand

The No.1 Italian Cheese brand

UTC

A TRIBUTE TO THE WORLD CUP’S BEST SAVES... BY GARRY HAIGH

There will no doubt be many contenders for keeper of the tournament at the World Cup, but very few of them will be able to say they’ve pulled off as many vital last minute saves as Peterhead KeyStore More retailer Garry Haigh. Garry won a trip to see a World Cup game in Russia last month in a competition organised by Budweiser for the best in-store display and, being fond of Facebook, was keen to share his experiences while he was over there. While it would be wrong of us to share too much, we did feel it was important to

pay tribute to a couple of his very best saves of the Russia World Cup trip 2018. There was the one where, caught up in the excitement of the trip, he posted a photograph of himself with an unidentified but aesthetically pleasing young lady, declaring that it was:

After responding in jovial fashion to a few comments about the nature of his relationship with aforementioned young lady, Garry clearly remembered his wife again and posted another quality save, albeit well into time-added-on:

A few moments later, remembering that his wife is also on Facebook, he pulled off this fine save:

On a more serious note, however, it’s worth noting that Garry chose to take Filshill BDM Gordon Fotheringham as his plus one. That, sir, was a grand gesture. Fair play to you.

CLARITY, CONSISTENCY AND ALCOHOL It’s not often that UTC agrees with drinks industry watchdog The Portman Group – in fact no one at SLR Towers can remember it ever happening before – but the auld yin found himself in complete agreement with The Portman Group’s public call for “clarity and consistency” when it comes to how drinks companies label their low or no alcohol products. “It’s so important that the labelling is clear and easy to understand otherwise consumers can easily be misled,” said UTC to a stunned office. Turns out he had spent his last fiver on the way home from the pub on Friday night on a heavily-discounted 4-pack of Becks Blue – without realising that the Blue version is alcohol-free. He went on to add: “I mean, is there no a law that says they need to make it obvious that this stuff’s no got alcohol in it? That’s a liberty, that.”

TESCO MERGER YIELDS RESULTS

A kindly reader got in touch with UTC last month to send him a pic of a new line he saw in his local Tesco – clearly an indication that there’s a range review going on post-merger. We’re not sure if this engaging new product has been listed nationally or whether this is evidence of a new local sourcing policy as our reader was from deepest, darkest Lanarkshire.

YOU’VE TAKEN THAT TOO FAR

UTC is well aware that ‘free-from’ is all the rage these days but he couldn’t help thinking that Cumbria butchers Shaw Meats have overstepped some sort of mark with their latest new line.

SLR | JUNE 2018

www.slrmag.co.uk

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