The Week In Retail Issue 42

RETAIL

THE WEEK IN

WHOLESALE

KINNEY TAKES OVER AT UNITAS

GOLDNEY TO LEAVE IN APRIL CRISPS & SNACKS

WALKERS REVAMPS RANGE STRATEGY

HERO 25 AND DRIVE 25 RANGES UNVEILED BUSINESS RATES

ACS: RATES REFORM NEEDED

PLAYING FIELD STACKED IN FAVOUR OF ONLINE

+

GALAXY REBRANDS WITH TV AD

CERTAS ADDS SEVEN SITES BORDER BISCUITS DONATES £1M

+ TIME TO ADOPT FOOD BOX DELIVERY? Symbol Partner:

Brought to you by:

Issue 42 Wednesday 10th February 2021

THE WEEK IN RETAIL

EDITOR’S COMMENT SHARE YOUR NEWS AND VIEWS WITH ME AT ABEGLEY@55NORTH.COM

GET OUT YOUR BOXES Food Box deliveries. Now there’s a thing. They’ve been around for a while with companies like Hello Fresh carving out a niche for themselves, but in recent times the supermarkets have started getting in the act. Several of them offer Food Boxes of one description or another. Some are as simple as just all the ingredients you need for, say, a meal for a family of four. Some are a bit more complex, offering all those random ingredients you need to have if you want to try to replicate a fine dining experience at home, seeing as you can’t enjoy a fine dining experience in a restaurant. There’s veggie options, alcohol options, Valentine’s options, you name it.

So while reading an article recently by Val Kirillovs of CACI (a former SLR Rewards judge when he was with HIM), it struck me that it was strange that we haven’t seen many local retailers have a go at Food Box deliveries. In a sense, they’re tailor-made for the convenience retailing

channel, particularly with home delivery services rapidly becoming ubiquitous.

Nobody knows their customers like local retailers, so offering the right selection of boxes should be a piece of cake. And they’re good news on the commercial side. Guaranteed minimum spend, easy to pick and pack, easy to theme, and easy to advertise and communicate.

At the end of the day, it’s only a slight tweak of the existing home delivery model, so all that retailers would need are a few branded (recyclable) cardboard boxes, a smartphone and a bit of imagination.

As Kirillovs points out inside, consumer demand for Food Boxes is growing, it’s predicted to keep growing and it’s convenience and personalisation that matters most to many shoppers, as well as avoiding having to go to supermarkets. Is now the time to get out your boxes?

ANTONYBEGLEY ANTONYBEGLEY ANTONYBEGLEY

ANTONY BEGLEY, EDITOR

WEDNESDAY 10TH FEBRUARY 2021 / ISSUE 42 / SLRMAG.CO.UK / 3

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RECYCLABLE BOTTLE & TRIGGER * to learn more please visit www.colgatepalmolive.com/responsibly-made

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CONTENTS

WEDNESDAY 10TH FEBRUARY 2021 / ISSUE 42 WWW.SLRMAG.CO.UK

6

11

26

THIS WEEK’S NEWS IN BRIEF

CHANGE AT THE TOP OF UNITAS WHOLESALE

OUT THE BOX: FOOD BOX DELIVERY

The ACS calls for a card payments market overhaul and Aldi extends its click & collect trial to Scotland.

John Kinney to replace the outgoing Darren Goldney, who will leave the business in April.

Significant growth in food box deliveries could offer real opportunities for local retailers, says Val Kirillovs.

8 COVID-19 UPDATE

17 ACQUISITIONS: CERTAS ENERGY

21 CHARITY: BORDER BISCUITS

13 LEGISLATION: BUSINESS RATES REFORM

ACS CALLS FOR AN END TO AN IMBALANCE THAT FAVOURS ONLINE RETAILERS.

CERTAS BUYS SEVEN FORECOURTS IN THE NORTH EAST OF ENGLAND.

A COMMUNITY SUPPORT INITIATIVE REACHES THE £1M DONATION MILESTONE.

19 ANNUAL RESULTS: AF BLAKEMORE

23 PICKS OF THE WEEK

14 THE BIG INTERVIEW: GUY HARVEY

20 EPOS: NISA

PEPSICO’S IMPULSE AND CATEGORY DIRECTOR ON NEW WALKERS STRATEGY.

TWITTER.COM/SLRMAG

EXISTING AND PROSPECTIVE RETAILER PARTNERS CAN GET A FREE EPOS SYSTEM.

WWW.FACEBOOK.COM/SLRMAG

A LOOK AT THE LATEST NEW PRODUCTS AND MARKETING CAMPAIGNS.

29 BEFORE YOU GO...

WWW.SLRMAG.CO.UK

WEDNESDAY 10TH FEBRUARY 2021 / ISSUE 42 / SLRMAG.CO.UK / 5

NEWS DIGEST

THIS WEEK’S NEWS FOR ALL THE LATEST NEWS, HEAD TO WWW.SLRMAG.CO.UK/CATEGORY/NEWS/

PAYMENTS

ACS CALLS FOR CARD PAYMENTS MARKET OVERHAUL THE ASSOCIATION OF CONVENIENCE STORES HAS SAID URGENT

EDGING AHEAD Ayr Road Service Station, a Booker-supplied and JET-branded forecourt in Dalmellington, East Ayrshire, has installed Henderson Technology’s EDGEPoS system.

NISA INDUCTIONS Nisa has created a new dedicated induction team to support retailers joining the group to ensure an efficient, effective on-boarding experience. The team will support new Nisa retailers

ACTION IS NEEDED TO IMPROVE THE CARD PAYMENTS MARKET.

The call came in response to a Payment Systems Regulator (PSR) consultation on the interim report for its market review into the supply of card acquiring services.

The interim report made several proposals: requiring retailer contracts with acquirers to have an end date to prompt comparisons within the market; changing POS terminal hardware contracts to have a limited length, not auto-renew and be able to exit without excessive fees; making it easier for retailers to research prices via price comparison platforms.

In its submission to the consultation, the ACS supported these measures

but went further to recommend the overall merchant service charge seen by retailers includes all fees associated with accepting card payments, due to a proliferation of new fees making it harder to compare and switch.

ACS’ full submission is available here.

through the first three months of their Nisa membership.

DIGITAL EXCELLENCE Unitas Wholesale has hosted its first webinar event as part of its new Digital Excellence Academy initiative in partnership with Lumina Intelligence. Over 80 delegates attended the webinar which took place on 2 February, with representatives from 24 Unitas member wholesalers involved.

LOCAL SPENDING UP 40.5% IN JANUARY Spending at physical food and drink specialist stores – which includes local retailers – grew 40.5% in January, as Brits continued to support nearby independent businesses, according to the latest data from Barclaycard which sees nearly half of the nation’s credit and debit card transactions.

Some 45% say they plan to continue shopping more locally, even after lockdown ends, to support their community.

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Consumer spending in total fell 16.3% in January, the sharpest decline since May 2020, as lockdown measures took effect, yet online growth surged for many categories.

Spending on essential items grew 3.9% YOY, with high demand for home deliveries driving a surge of 126.8% in online supermarket spend.

Ordering takeaways reached a record high, up 32.6%, and online retail recorded a 73.2% rise.

NEWS DIGEST

THIS WEEK’S NEWS FOR ALL THE LATEST NEWS, HEAD TO WWW.SLRMAG.CO.UK/CATEGORY/NEWS/

IGD TARGETS YOUNG

APPOINTMENTS

KINNEY SUCCEEDS GOLDNEY AT UNITAS

More than 500 young, unemployed people joined IGD’s virtual work experience

UNITAS MD DARREN GOLDNEY IS TO LEAVE UNITAS

programme last week to

WHOLESALE IN APRIL AND WILL BE SUCCEEDED

receive employability skills

BY JOHN KINNEY

training. IGD is working with the DWP and some of the

Darren Goldney, MD of Unitas Wholesale, is to leave the business in April. He will be succeeded by the current Sales and Marketing Director, John Kinney.

Goldney will leave the group after three and a half years following his appointment as Managing Director of Today’s Group in November 2017.

Kinney was Retail Director prior to his appointment to the role of Sales and Marketing Director giving him broad experience of both the Unitas Wholesale business and wider wholesale industry.

To find out more, click here.

biggest companies in the food and consumer goods industry to scale up its work experience programme, running four virtual events in 2021.

ONLINE TAX CALLS Sales or excess profit taxes on online retailers will not bring back the British High Street, are unfair and should

ALDI GOES CLICK & COLLECT Aldi is launching Click & Collect services in Scotland for the first time after extending its trial to its Basin View store in Montrose.

From Monday, customers have been able to order from a full range of groceries online then collect them in pre-booked one-hour collection slots. Customers can also choose to have their shopping loaded into their boot by an Aldi colleague, so they can collect their shopping without having to leave their car.

More than 200 stores across the UK are now trialling the discounter’s Click & Collect service. Later in the month, Aldi’s store in Whitburn will become the next in Scotland to roll out the service.

be replaced by increasing corporation tax, says tax and advisory firm Blick Rothenberg.

DEPOSITS COLLAPSE Business cash deposits were down over 40% YOY to £582m in January, according to the latest data from the Post Office’s Cash Tracker. The data indicates businesses were better prepared for the December lockdown compared with the first UK-wide lockdown last spring when business deposits fell to £313m in April.

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NEWS SPECIAL

COVID-19 UPDATE FOR ALL THE LATEST CORONAVIRUS NEWS, HEAD TO WWW.SLRMAG.CO.UK/CATEGORY/NEWS/

LIDL SHOPPERS TACKLE HUNGER

SAINSBURY’S MATCHES ALDI

OVER 40,000 ESSENTIAL FOOD ITEMS WERE DONATED THEIR

Sainsbury’s has started

LOCAL COMMUNITIES BY LIDL SHOPPERS IN THE FIVE WEEKS

price-matching 250 food

APPROACHING CHRISTMAS.

items against Aldi in a range of categories including fresh meat, vegetables and dairy.

BOOHOO CONCERNS Retail trade union Usdaw is seeking urgent meetings with Arcadia administrators and urges them to treat staff with fairness and dignity, after Boohoo confirmed the takeover of Arcadia brands Burton, Wallis and Dorothy Perkins on Monday. The deal will see all brands taken online only.

OCADO FLYING Ocado’s revenues jumped almost 33% to £2.3bn in the year to 29 November 2020, driven by the shift to online grocery shopping.

Average basket spend jumped from £106 to £137. The improvements helped the retailer reduce its pre-tax loss to £44m, significantly down from a loss of £214.5m the year before.

Lidl customers donated over 40,000 essential food items to their local communities at the till through the ‘Teaming up to Tackle Hunger’ scheme in the five weeks running up to Christmas – and Lidl matched every donation.

The ‘Teaming up to Tackle Hunger’ initiative saw generous shoppers make donations of products like rice, tuna and cereal for grassroots non-profit organisations the length and breadth of Scotland.

By simply scanning a flyer representing a staple product at the till, shoppers added funds to purchase one of five store cupboard essentials, with each donation matched by Lidl.

This month, Lidl processed the collaborative donations from its 105 Scottish stores with pallets of vital food ready to be distributed to 105 partnering charities across the country.

RETAILERS URGED TO PLAN FOR ‘LONG COVID’ Doctors are urging retailers to plan for the effects of ‘Long Covid’ now as cases continue to grow in order to minimise the risk of major staffing problems.

“The medical profession knows about post viral syndromes, but the potential scale and complexity of Long Covid is presenting new challenges,” says Dr Greg Irons, an occupational health specialist practising in London.

“The UK Government’s Office for National Statistics published data last November showing that around one in five people who tested positive for Covid-19 had symptoms that lasted

8 I SLRMAG.CO.UK / ISSUE 42 / WEDNESDAY 10TH FEBRUARY 2021

for five weeks or longer – and one in 10 people had symptoms that lasted for 12 weeks or longer.”

A study recently published in The Lancet followed 1,733 adults in Wuhan who were recovering from Covid. It found 76% of patients reported at least one post-viral symptom. More than 50% showed chest problems on scans.

Considering that approaching four million people in the UK have tested positive so far, employers are potentially looking at a significant number of Long Covid cases within the UK workforce.

NEWS SPECIAL

COVID-19 UPDATE FOR ALL THE LATEST CORONAVIRUS NEWS, HEAD TO WWW.SLRMAG.CO.UK/CATEGORY/NEWS/

CONSUMER CONFIDENCE IN FOOD INDUSTRY AT ‘ALL TIME HIGH’

TESCO IRELAND CLAIMS RECYCLING TECH FIRST

SHOPPER CONFIDENCE HAS INCREASED TO ITS HIGHEST LEVEL

T

SINCE FEBRUARY 2020, ACCORDING TO THE LATEST IGD SHOPPER

Tesco Ireland has become the first retailer on the island to unveil a recycling solution for soft plastics, which have not been thus far eligible for household recycling in Ireland.

CONFIDENCE INDEX.

But, despite these encouraging results, overall confidence remains fragile, caused by the uncertain length of the national lockdown, the economic downturn and potential supply chain disruption surrounding the EU trade deal.

Confidence has improved across all major regions and, with news of the progress on the vaccinations programme, 19% expect to be better off in the year ahead (up 2% on last month) – the highest level since July 2020. Just under a third (31%) expect to be worse off financially in the year ahead (down 1% on last month).

FOOD SALES UP 7.5% IN JANUARY The latest BRC-KPMG Retail Sales Monitor for January 2021 reveals that, over the three months to January, UK food sales increased 7.5% on a like-for-like basis and 7.9% on a Total basis.

This is higher than the 12-month Total average growth of 6.1% and means that, for the month of January, food was in growth YOY. Over the same period, non-Food retail sales increased by 5.6% on a like-for-like basis and declined 5.6% on a total basis.

Online Non-Food retail sales, however, increased by 83.0% in January, against a growth of just 1.0% in January 2020.

Working with tech startup Paltech, the solution will accept and prepare returned consumer soft plastics for processing into construction materials to be used by Tesco Ireland for new store builds and maintenance of existing stores.

TECH SOLUTIONS

he latest IGD Shopper Confidence Index reveals that shopper confidence has increased to its highest level since February 2020. Additionally, confidence in the food industry has never been higher.

The increase is driven by restored confidence within the over-55s, which appears to be a direct result of the vaccine roll-out. Trust in the food industry is also at an all-time high, thanks to the industry maintaining supply, focusing on health and supporting local communities and suppliers.

The plastic will be deposited at in-store collection points.

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PEOPLE NEWS

UNITAS WHOLESALE GOLDNEY QUITS

DARREN GOLDNEY TO LEAVE UNITAS WHOLESALE

D

UNITAS WHOLESALE MD DARREN GOLDNEY IS TO LEAVE THE BUSINESS IN APRIL AFTER THREE-AND-AHALF YEARS, SUCCEEDED BY JOHN KINNEY.

arren Goldney, Managing Director of Unitas Wholesale is to leave the business in April.

He will be succeeded by the current Sales and Marketing Director, John Kinney.

Goldney will leave the group, the largest wholesale services company in the UK, after three-and-a-half successful years following his appointment as MD of Today’s Group in November 2017.

Kinney has been with the organisation since 2011 and was Retail Director prior to his appointment to the role of Sales and Marketing Director, giving him broad experience of both the Unitas business and wider wholesale industry.

Under Darren Goldney’s leadership, Unitas Wholesale members have seen their sales grow through more effective use of technology, providing new and innovative services, improving customer engagement and forging closer relationships with suppliers.

Goldney said: “It is difficult to express how proud I am of our achievements over the last three years, not just in what we’ve managed to bring together for members but also in the way we have collaborated to achieve positive change across our business.

“Together, Unitas members are becoming a more effective and focused route to market that recognises suppliers are also customers – and that all customers need a champion of independents and brands. We’ve step-changed our use of technology, driven down operating costs, our members’ sales have grown collectively, and we have expanded the services we offer to both members and suppliers in reaching the near 200,000 customers we serve.

“I am immensely proud of the staff and my team, and I am extremely thankful to the board and members for their support. That ‘change agenda’ has been the most invigorating of my career – and it has inspired me to take my Unitas experience and passion for leadership to find the right new and fresh challenge.”

Goldney said he was delighted that Kinney will be leading the organisation as it continues to evolve in future.

“John has the insight, capability, drive and depth of character to lead Unitas Wholesale in the next phase of its journey,” he said.

Kinney commented: “I am extremely pleased to be given the opportunity by the Unitas board to lead the organisation forward. This is a great business with a fantastic opportunity to grow and improve further. While there are challenges for our members servicing the out-of-home sector due to the impact of Covid, I am confident in the future for the group and I am looking forward to working with all our members and suppliers to maximise the opportunities for all.”

DARREN GOLDNEY

JOHN KINNEY

WEDNESDAY 10TH FEBRUARY 2021 / ISSUE 42 / SLRMAG.CO.UK / 11

SUPPORTING GROCERY COLLEAGUES The GroceryAid Covid-19 Fund is designed to help colleagues who need support now and throughout the full impact of the pandemic.

Grocery colleagues have access to:

“Amid the huge challenge of Covid-19 our trade has done a great job of keeping the nation fed. GroceryAid has raised a special Covid-19 fund to help our industry colleagues at this time of need. The 24/7 Helpline will deal with concerns and assist with financial stress caused by this terrible virus.”

- Charles Wilson, GroceryAid President

Mental Health Support Offering ‘in the moment’ emotional and practical support for colleagues dealing with shock, anxiety and stress through BACP trained counsellors, our Health and Wellbeing portal and Woebot, our AI Robot App. Bereavement Financial Assistance Providing financial assistance for the loss of a loved one through Covid-19. Available to colleagues who lose a partner or the immediate family of a colleague who has passed away as a result of Covid-19 whilst working in our industry.

Crisis Grants Non-repayable grants, designed to help with financial emergencies. This is available for colleagues experiencing unexpected financial difficulties due to Covid-19 with a year’s industry service.

GroceryAid Helpline: 08088 021 122 Visit: www.groceryaid.org.uk Follow us:

LEGISLATION

BUSINESS RATES REFORM 2021 BUDGET

RATES REFORM NEEDED TO MAKE IT ‘FAIRER FOR PHYSICAL STORES’ ACS HAS JOINED A WHO’S WHO OF LEADING RETAILERS AND TRADE BODIES TO DEMAND REFORM OF

I

THE BUSINESS RATES SYSTEM TO ENSURE PHYSICAL STORES AREN’T DISADVANTAGED COMPARED TO ONLINE RETAILERS.

n an open letter to Chancellor Rishi Sunak, published on Monday, 18 groups including ACS, BIRA, Usdaw, Tesco and Waterstones have called on the Government to make fundamental changes to the way that business rates are collected so that physical stores aren’t at a disadvantage compared to online retailers.

KEY RECOMMENDATIONS The letter makes the following specific recommendations: 1. Reducing the business rates multiplier: The multiplier has risen from 35% in 1990 to over 50% today. It should be significantly reduced, focusing on a level closer to the original rate of around 35% of the market rent. This would make the UK more competitive and show the Government is backing British shops.

2. Level the playing field on tax: Currently online retailers pay a lower proportion of tax per sale than bricks and mortar retailers. We urge the Government to rebalance the tax base to ensure online and bricks and mortar retailers pay a similar proportion of tax and we welcome the consideration of viable options in the Government’s ‘fundamental’ review.

The letter makes key recommendations around reducing the business rates multiplier and levelling the playing field on tax.

In its own submission to the Treasury ahead of the Budget, ACS has echoed calls for wider reform and highlighted the need for additional short term reliefs to avoid a sudden shock of high rates bills in April this year. It noted that almost half of the convenience stores in the sector (42%) would have had to close without the financial support through rate relief, grants and loans provided by the Government over the last year.

ACS Chief Executive James Lowman said: “It is essential that the Government balances the business rates system to ensure that physical retailers aren’t disadvantaged compared to their online only counterparts, and can invest in improving their stores without having to face higher business rates bills as a result.

“In the coming months we will be approaching a critical time in the nation’s recovery from Covid-19. During this time, it’s crucial that local shops are given as much notice as possible to plan ahead so that they can continue to serve their communities. We are calling on the Government to reintroduce business rates gradually and not as a sudden shock that could put local shops, especially those on high streets and in town and city centres at risk.”

ACS’ full submission to the Treasury ahead of the Budget on March 3rd is available here.

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THE BIG INTERVIEW

ZOOM

THE BIG INTERVIEW

CALL OF THE WEEK

WALKERS UPDATED STRATEGY

WALKERS SET TO DRIVE SNACKS SALES CRISPS AND SNACKS GIANT WALKERS HAS UPDATED ITS STRATEGY WITH AN EXPANDED HERO 25 RANGE AND A NEW DRIVE 25 RANGE, AS IMPULSE CATEGORY DIRECTOR GUY HARVEY EXPLAINS.

BY ANTONY BEGLEY

T

he last year has been a very “robust” one for the crisps and snacks category, says Guy Harvey, Impulse Category Director of leading player Walkers. Sales increased by a solid 5.3% in 2020, despite the general collapse of the food to go category which plays a fundamental role in driving sales of crisps of snacks.

“2020 saw a number of major changes to how people shop in the impulse channel, many of which still remain relevant today,” says Harvey. “Shoppers are continuing to look for larger pack formats across £1 PMP, bigger bag sharing and multipacks.”

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DRIVE 25 RANGE

Walkers flexible range, offering the right choice and breadth to retailers and shoppers via NPD and different pack types.

Q Wotsits Flamin’ Hot 50g m PMP Q French Fries Cheese & Onion 45gm PMP Q Smiths Chipsticks Salt ‘N’ Vinegar 82gm PMP Q Smiths Frazzles Crispy Bacon 75gm PMP Q Doritos Flamin’ Hot Tan gy Cheese 70gm PMP Q Quavers Prawn Cocktail £1 PMP Q Quavers Salt & Vinegar £1 PMP Q Max KFC £1 PMP Q Max Double Crunch KF C £1 PMP Q Funyuns £1 PMP Q Cheetos Footballs £1 PM P Q Doritos Chilli Heatwave £2 PMP Q Doritos Tangy Cheese £2 PMP Q Sensations Thai Sweet Chilli £2 PMP Q Squares Salt & Vinegar 28gm Q Smiths Chipsticks Salt ‘N’ Vinegar 37gm PMP Q Walkers Crisps Pickled Onion 32.5gm Q Walkers Crisps Tomato Ketchup Q Walkers Crisps Roast Chicken 32.5gm Q Wotsits Really Cheesy 22.5gm Q Squares Cheese & On ion 28gm Q Walkers Crisps Smoky Bacon 32.5gm Q Wotsits Really Cheesy 6 pack Q Walkers Ready Salted 6 pack Q Walkers Cheese & Onion 6 pack

ZOOM CALL OF THE WEEK

THE BIG INTERVIEW

THE BIG INTERVIEW WALKERS UPDATED STRATEGY

“The new category strategy can help retailers grow their savoury snack sales by up to 46% a week.”

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ZOOM CALL OF THE WEEK

THE BIG INTERVIEW

THE BIG INTERVIEW WALKERS UPDATED STRATEGY

HERO 25 RANGE

Walkers top 25 bestsellers, including a number of PMP, singles, multipacks, sharing format products.

Q Cheetos Twisted Flamin’ Hot 65gm PMP Q Doritos Chilli Heatwave 70gm PMP Q Walkers Crisps Cheese & Onion 65gm PMP Q Quavers Cheese 45gm PMP Q Doritos Tangy Cheese 70gm PMP Q Sensations Crisps Thai Sweet Chilli 65gm PMP Q Doritos Cool Original 70gm PMP Q Wotsits Really Cheesy 50gm PMP Q Walkers Crisps Ready Salted 65gm PMP Q Monster Munch Pickled Onion 60gm PMP Q Walkers Max Crisps Punchy Paprika 70gm PMP Q Monster Munch Roast Beef 60gm PMP Q Monster Munch Flamin’ Hot 60gm PMP Q Squares Salt & Vinegar 60gm PMP Q Walkers Crisps Salt & Vinegar 65gm PMP Q Wotsits Sizzling Steak 40gm PMP Q Walkers Crisps Ready Salted 32.5gm Q Walkers Crisps Cheese & Onion 32.5gm Q Walkers Crisps Prawn Cocktail 32.5gm Q Walkers Crisps Salt & Vinegar 32.5gm Q Smiths Frazzles Crispy Bacon 34gm Q Quavers Cheese 20.5gm Q Quavers Cheese 20gm Q Cheetos Twisted Flamin’ Hot 30gm Q Walkers Crisps Cheese & Onion & Ready Salted & Salt & Vinegar 6 Pack Q Quavers Cheese 6 Pack

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As a result of these shifts, Walkers has unveiled a new crisps and snacks ranging strategy. The HERO 20 range, familiar to most retailers, has been expanded to a HERO 25 range and a new DRIVE 25 range has been added. Harvey says the new category strategy can help retailers grow their savoury snack sales by up to 46% a week.

“It was a no-brainer to evolve our recommended range of core bestsellers,” he explains.

“We wanted to ensure retailers are maximising crisp and snacks sales by encouraging them to stock the formats and flavours that shoppers demand the most.”

The new HERO 25 range has been created to include a greater focus on fast-growing £1 PMP lines. Additionally, Walkers has introduced an additional element to their recommended ranging strategy: the DRIVE 25 range. This targeted range, for medium and larger stores, offers greater choice and breadth to shoppers, focusing on a prioritised list of 25 products. These lines offer retailers the ability to tailor their range needs either by offering new news through innovation or by offering additional packs in the best

performing segments like £1 PMP. Harvey says the new range was introduced to help independent retailers cater for the many new shoppers they have seen under the pandemic, shoppers who would have previously shopped in supermarkets, and are thus looking for a wider range of products.

He says: “Shoppers are demanding a greater range of products from their convenience stores, something that we’ve seen over the last year with 54% of shoppers now using a convenience store every week [Lumina, 2020]. The new DRIVE 25 range offers a tailored approach to ensure retailers add breath and excitement to their range with the right products that will lead to strong sales, if they have the space available.”

Essentially, the two ranges are geared towards helping local retailers create an optimal range of bestsellers, supplemented with the right choice and breadth to meet current shoppers needs.

The HERO 25 and DRIVE 25 ranges include bestsellers that make up more than a third (35%) all of crisp and snacks sales in Symbols and Independents.

Walkers will also be offering a number of rewards through the *shopt app, focusing on the new ranges.

ACQUISITIONS

CERTAS ENERGY SEVEN NEW SITES

CERTAS SNAPS UP SEVEN NORTH EAST SITES CERTAS ENERGY HAS CONFIRMED THE PURCHASE OF SEVEN FORECOURTS IN THE NORTH EAST OF ENGLAND FROM MARLA AND GUS SAGGU.

C

THE NEW CERTAS SITES: Q Bishop Auckland

ertas Energy has Q Crook to our company-operation. We already Q Howden-le-Wear announced that it have a strong Gulf presence in the Q South Shields has acquired seven North East and these sites will be an Q Stockton forecourts in the North East of England ideal complement to our thriving dealer Q West Rainton as the company continues to grow operation.

Q Witton Gilbert its Gulf network across the UK. The “We are taking on a healthy business portfolio of forecourts, with a combined that will be further enhanced by our volume of 31 million litres, was purchased from Marla and stunning new Gulf livery and award-winning loyalty Gus Saggu. platform, Oomph. Working alongside Spar and with ongoing The sites will be rebranded to Gulf next month while investment, we see huge potential at each location.” simultaneously transforming into the latest-design Spar Marla and Gus Saggu commented: “It feels like the end convenience store. of an era but we are very pleased to be handing over the “We are delighted to have concluded this acquisition business and, in particular, our people to Certas Energy who, of seven well-run forecourts and a highly capable and we are sure, will do great things with them.” community-minded team of people,” commented Richard Certas Energy is the UK’s largest independent supplier Billington, Director of Certas Energy. of fuels and lubricants and numbers over 500 Gulf branded “It’s a good fit for our business and adds further strength forecourts within its retail portfolio.

WEDNESDAY 10TH FEBRUARY 2021 / ISSUE 42 / SLRMAG.CO.UK / 17

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FINANCIAL REPORTING

AF BLAKEMORE ANNUAL RESULTS

CONVENIENCE SUSTAINS AF BLAKEMORE DURING LOCKDOWN LOWS

A

INVESTMENT IN STORE PROPOSITION, RETAIL PRICING AND HOME DELIVERY HAVE KEPT THE COMPANY’S RETAIL OPERATIONS VIBRANT, WHILE FOODSERVICE HAS SUFFERED.

strong performance by AF Blakemore’s (AFB) convenience retail operations has helped sustain the company’s profitability in the past year despite the negative impact of the virus lockdown on its foodservice and wholesale distribution divisions, and its exit from the cash and carry marketplace.

AFB’s overall sales for the financial year ending 30 April 2020 saw a decline of 7.2% from £1.14bn to £1.05bn, while profits were £6.1m, up slightly on the previous year’s figure of £6.0m. The group operates 275 company-owned Spar stores and 21 Philpotts prepared food stores, and also services 679 independently-owned Spar stores in central England and Wales through its Trade Partners division.

AFB Chairman Peter Blakemore said it was an “excellent result,” as the company incurred many increases in costs and provisions to meet the challenges posed by the pandemic.

He commented: “The company has enjoyed strong sales throughout the pandemic in the supply and operation of convenience stores. Great customer service, strong availability and an investment in retail pricing within our managed estate have resulted in like-for-like sales consistently outperforming our competitors.

“Strong convenience sales have helped to balance the reduction in sales across the company’s Foodservice and Wholesale Distribution divisions, which have been impacted by a significant decline in business across the travel, tourism, leisure and educational sectors due to the Covid-19 pandemic.”

During the first lockdown the business launched a withinthe-hour retail home delivery service, and the company has continued to develop its Store Cluster strategy, which aims to deliver store propositions aligned to the needs of consumers, with a focus on ‘food for now’ and ‘food for later’. The company also invested an additional £2.4m in its wholesale pricing structure to improve competitiveness at the retail level.

Further investment includes the construction of a multitemperature distribution depot in Bedford, that is expected to be operational from late spring 2021, as well as the July 2020 acquisition of online retailer and wholesaler Vegan Store.

Blakemore concluded: “Whilst the Covid-19 pandemic is causing market volatility, I believe the company is wellpositioned to take advantage of new opportunities as a result of an increased capability to change and respond to these fluid market conditions.”

WEDNESDAY 10TH FEBRUARY 2021 / ISSUE 42 / SLRMAG.CO.UK / 19

SYMBOL GROUPS

FREE EPOS NISA

NISA UNVEILS FREE EPOS DEAL NISA HAS LAUNCHED A DEAL OFFERING A FREE EPOS SYSTEM WORTH ALMOST £4K TO EXISTING AND PROSPECTIVE RETAILER

N PARTNERS.

isa has announced a new deal that sees its bespoke Evolution EPoS system being offered free of charge to existing and prospective retailers to help them manage their businesses more efficiently.

Evolution is being offered FOC to retailers looking to convert from other EPoS providers or upgrade or renew their existing Nisa EPoS system.

The deal, which is available to both Nisa fascia and independent fascia retailers, includes a free two-lane EPoS system with installation, a back office PC and two media till point screens, saving retailers £3,895.

Retailers with three, four or five lane systems will have access to the offer with a small additional monthly fee per till point.

Evolution, Nisa’s long-established solution, is provided exclusively to Nisa retailers and offers the ability to access Plof updates and promotions with a simple, touch-screen till system. The latest version has more functionality than ever to support retailers in their day to day business and includes intuitive software and features which improve efficiency,

20 I SLRMAG.CO.UK / ISSUE 42 / WEDNESDAY 10TH FEBRUARY 2021

including self-checkout integration and a media screen manager.

The deal does, however, require retailers to commit to a £135 a month fee for specialist software and hardware support from Nisa’s team of engineers, available 365 days a year, along with managed media. Retailers will receive an eight week remote training package and gain access to the Self Service Portal which can be accessed 24/7 from a range of devices.

Jonathan Peaker, EPoS Sales Manager at Nisa said: “With time increasingly at a premium for independent retailers we are delighted to be able to offer our partners – both existing and prospective – access to our state-of-the-art Evolution system, which provides a complete business management tool packed with handy, time-saving features.”

Nisa partner Kekal Patel, who recently had the Evolution system installed in his two stores in Llanybydder, said: “It is hard to find a company which provides the high level of service the Nisa EPoS team gave us. More importantly, the ability to convert and transfer our existing data from our old system to Evolution was seamless and there was no pause in trading.”

CHARITY

BORDER BISCUITS £1M LANDMARK

BORDER BISCUITS HITS £1M DONATIONS MARK

I

BORDER BISCUITS’ COMMUNITY SUPPORT INITIATIVE HAS HIT THE £1M DONATION MILESTONE WITHIN A DECADE.

ndependently owned Scottish biscuit company Border Biscuits has announced that has donated more than £1m to over 170 organisations and good causes in Scotland over the last decade.

The business is committed to supporting not-for-profit organisations and good causes, donating 10% of the company’s profits through its charity, Border Biscuits Community Support (BBCS). Founded in 2010, the charity also sees company employees regularly volunteer with projects.

During the Covid-19 pandemic, the company has also donated over 150,000 packets of biscuits to NHS hospitals, care homes and foodbanks across the UK. John Cunningham, Chief Executive at Border Biscuits, commented: “Our company has grown significantly over the last 10 years and our donations through Border Biscuits Community Support have grown with it. For our scale of business, we know that while we cannot change the world, we can make a real difference in our community.

“It is more than just money, it is about partnering with other

organisations and giving practical guidance and time. It is a big idea – that a business can play a bigger role in their community.

“We have worked with over 170 organisations and groups delivering projects in sports, arts, leisure and recreation, heritage, events, learning and digital with the aim of helping

people who are trying to make a difference.”

Within Border’s local community, Lanark Community Development Trust, part of Scotland’s growing network of Development Trusts, and Discover Lanark Business Improvement Group, continue to be key partners of BBCS.

WEDNESDAY 10TH FEBRUARY 2021 / ISSUE 42 / SLRMAG.CO.UK / 21

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NPD AND MEDIA

PICKS OF THE WEEK SPECIAL – GALAXY TO GET YOUR PRODUCT LISTED PLEASE CONTACT RAITKEN@55NORTH.COM

GALAXY UNVEILS NEW LOOK IN TV CAMPAIGN

MARS WRIGLEY HAS UNVEILED A NEW TV CAMPAIGN IN SUPPORT OF THE GALAXY BRAND’S NEW LOOK AND DIRECTIONS FOR 2021.

Mars

Wrigley

UK

is

supporting a modern new look and direction for its Galaxy

brand

with

the

launch of a bold new TV campaign.

Underpinned

by

the

funky rhythms of ‘Makeba’, the

breakout

song

by

Grammy nominated singersongwriter Jain, the ad is

DID YOU KNOW?

the result of a collaboration between a range of artists,

Q It’s all in the flow: Every

animators and compositors

into the hearts and minds

aspect of the Galaxy bar is

to bring the new look to life.

of the British public. This

designed with smoothness

Ellyse O’Connor, Galaxy

beautiful new advert is no

in mind. Thousands of hours

different and serves as

went in to designing the bar

further proof that the Galaxy

itself, which has a distinctive

brand never stands still.”

undulating flow that further

Senior

Brand

Manager,

said:

“There

won’t

many

people

in

be

Britain

who haven’t seen a Galaxy

The

re-design

was

enhances the smooth

advert over the years. They

launched at the start of

have always served as

2021 after a two-and-a-half-

Q 23 million Galaxy Smooth

great cultural markers of

year development process,

Milk Bars are eaten in the

the time and have helped

that

UK every single year.

cement Galaxy chocolate

consumer research.

involved

extensive

texture of the chocolate.

WEDNESDAY 10TH FEBRUARY 2021 / ISSUE 42 / SLRMAG.CO.UK / 23

NPD AND MEDIA

PICKS OF THE WEEK SPECIAL – NUTELLA TO GET YOUR PRODUCT LISTED PLEASE CONTACT RAITKEN@55NORTH.COM

NUTELLA HITS TV SCREEN AHEAD OF PANCAKE DAY

NUTELLA HAS LAUNCHED A NEW TV AD AHEAD OF PANCAKE DAY 2021, AIRING FOR THE NEXT 10 DAYS.

which all use a 15g portion of the spread, for all year-round occasions, the brand is helping to inspire shoppers to use Nutella in different ways. Home baking has been a key driver of growth for the brand throughout 2020, as

more

households

have

Nutella, made by Ferrero, has

ad is set to help drive footfall

experimented in the kitchen,

launched a new TV ad ahead

and sales for retailers. As part

which has led to an exceptional

of Pancake Day 2021. As the

of its wider national marketing

increase

number one spread at Pancake

campaign, Nutella is also being

buyers of the spread.

Day, the ad is set to put Nutella

supported through a new radio

at the front of shoppers’ minds

spot with national channels.

Levi

of

Boorer,

Development Ferrero,

624,000

new

Customer

Director

comments:

at “We

in the lead up to Shrove

Highlighting the product’s

Tuesday, which lands on 16

versatility, the ad’s end frame

recommend retailers to stock

February this year.

points shoppers to the brand’s

the 350g jar – as 73% of

recipe hub for more inspiration.

Nutella sales are through this

By

format at this time of year.”

Carrying

the

tagline

‘Pancakes love Nutella’, the

providing

recipe

ideas,

FERRERO’S TOP TIPS FOR PANCAKE DAY: Q POS and secondary sitings are key in attracting interest. Installing a dedicated Pancake Day display helps the shopper engage with the occasion.

Q Where space allows, have displays at the front of store, ensure Nutella stands out at fixture and is available through any online ordering services or local delivery apps you are using.

Q Stock Nutella and other toppings alongside eggs, flour and mixes to give shoppers everything they need in one place.

Q Ensure the date of 16 February is firmly in your shoppers’ minds by promoting any offers relating to the occasion on social media and in conversations in-store.

24 I SLRMAG.CO.UK / ISSUE 13 / WEDNESDAY 15TH JULY 2021

NPD AND MEDIA

PICKS OF THE WEEK TO GET YOUR PRODUCT LISTED PLEASE CONTACT RAITKEN@55NORTH.COM

LUC KY RED ENV ELO PE

WIN CASH PRIZES

UP TO £1,000 WHEN YOU BUY ANY UNCLE

BEN’S PRODUCT

CHINESE WINNERS AT: ENTER

BLACK TANQ

SQUARE LOVE

Mars Food UK is spreading

Diageo is launching Tanqueray

Aldi is bringing its Love Heart

fortune this Chinese New

Blackcurrant Royale (41.3%

Lorne sausage back by

Year by offering shoppers

ABV) this month. The new

popular demand just in time

the chance to win prizes of

line is crafted with the four

for Valentine’s Day. Sourced

up to £1k with any purchase

botanicals of Tanqueray

from Ayrshire butcher We Hae

of product by Uncle Ben’s.

London Dry Gin blended with

Meat, the product offers a

The promo is supported with

blackcurrants, vanilla and the

uniquely Scottish take on the

in-store POS and static and

floral notes of black orchid.

day of love.

digital billboards.

RSP: £25

RSP: 99p

ns.co.uk

unclebe

RETAIN TILL RECEIPT AS PROOF OF PURCHASE

Entry: UK residents 18+. One entry per person per day (NI: one entry per person per week). Main promotion runs 04.01.21-05.03.21 (Late entry draw: 06.03.21-31.03.21). £10,000 total prize fund comprises: 4x£1000; 60x£50; 125x£20 (Late entry draw prize: 1x£500).

Northern Ireland entries: visit www.unclebens.co.uk. For full T&Cs visit www.unclebens.co.uk.

Promoter: Mars Food UK Ltd, Dundee Road, Slough, Berkshire, SL1 4LG. ©2021 Mars or Affiliates.

FRUITY FLAVOUR

GONE TO SEED

STROKE OF GENIUS

Whitley Neill, the UK’s number

Kingsmill has unveiled two new

LoSalt has raised £40k for

one premium gin brand, has

750g loaves: Kingsmill 50/50

the Stroke Association via an

expanded its range with the

Multi-Seed and Kingsmill 50/50

on-pack promo, donating 20p

addition of a new, limited-

No Bits Multi-Seed. Kingsmill

for every tub of product sold

edition 43% ABV Watermelon

says this is “an entirely new

between July and October.

& Kiwi flavoured variant. The

fusion area of bread”: seeded

LoSalt contains 66% less

new gin is available from

loaves made with 50/50 white

sodium, representing a simple

Booker depots now.

and wholemeal flour.

switch that can have a big

RSP: £26

RSP: £1.35

health benefit.

WEDNESDAY 10TH FEBRUARY 2021 / ISSUE 42 / SLRMAG.CO.UK / 25

NOW THAT’S A GOOD IDEA…

OUT THE BOX FOOD BOX DELIVERY

FOOD BOX DELIVERY NEW INSIGHT FROM CACI SUGGESTS THAT SIGNIFICANT GROWTH IN FOOD BOX DELIVERIES COULD OFFER GROWTH OPPORTUNITIES FOR LOCAL RETAILERS.

WHAT’S THE BIG IDEA? Food Box deliveries. Online delivery and local convenience channels have fared particularly well under lockdown but local retailers haven’t yet fully embraced the growing food box delivery opportunity.

SAYS WHO? Says Val Kirillovs of CACI, formerly of HIM. Kirillovs says the food box delivery concept is driven by three big trends in the grocery sector: a demand for convenient solutions, personalisation and being able to transact online.

IS THE CONCEPT NEW? No, it’s been a part of the grocery channel for a while but really came into its own in 2020. A recent consumer survey

by CACI suggests that in 2020 some 16.5% of respondents ordered a food delivery box and 56% of those who use food boxes order at least fortnightly. A total of 38% of those ordering food delivery boxes said one of the main reasons for doing so was to avoid going to the supermarket.

THAT’S A LOT OF PEOPLE...

Yes, and it was operators that were able to scale up the delivery infrastructure that won big in 2020, according to Kirillovs. They scooped up the initial share of the market – but competition is now intensifying as more retailers sniff the opportunity.

ARE THERE OPPORTUNITIES FOR LOCAL RETAILERS? There is clearly come scope for growth in the convenience channel. CACI says food box delivery services are now serving a variety of consumer needs, from routine grocery top-ups, to value boxes, to unique dining-in experiences.

Local retailers could easily cater to these consumer needs.

WHO’S DOING IT NOW? 2021 has already seen Morrison’s move into the space with a £30 food box offer targeting families. Booths launched its ‘Let’s Cook’ boxes and Parsley Box securing over £5.2m to expand and target baby boomers.

26 I SLRMAG.CO.UK / ISSUE 42 / WEDNESDAY 10TH FEBRUARY 2021

NOW THAT’S A GOOD IDEA…

OUT THE BOX FOOD BOX DELIVERY

TIME TO GET MOVING THEN? Kirillovs says it’s clear that food box delivery services will keep growing in importance in 2021. CACI’s recent survey found that 18% of consumers plan to use food delivery boxes more in the next 12 months while in London, a whopping 31% planned to do so.

HOW EASY IS IT TO EMBRACE THE OPPORTUNITY? CACI highlights three specific challenges. The pandemic has undoubtably caused a surge in demand as consumers seek alternative ways of both treating themselves whilst restaurants are closed and getting groceries whilst supermarket visits are kept to a minimum.

The next 6-12 months will be crucial for companies looking to grow a loyal customer base. Kirillovs cites three main areas to focus on to drive further growth in the sector in 2021: Q Laser focus on customers: Customers desire personalisation and local retailers are in a unique position where they can engage with customers and

really understand what ingredients they like or dislike and manage the future interactions better.

Q Use the right technology to stand out and deliver intuitive customer experience: Modern solutions allow you to manage customer data in real time, analyse campaign impact and code up new customers as soon as they have made a first purchase or inquiry. Customers stumble across different parts of the journey, for example not checking out at the last moment or not finding the right product or promotion. It is important to have a tailored communication stream with those customers to convert them into the first sale while keeping the acquisition costs low and to ensure repeat purchase happens.

Q Keep delivery costs low and serve customers in the most effective manner: Saving money and time on the very expensive logistics side of the business will allow for great ROI and ability to direct funds to customer acquisition and loyalty building.

For more information, please contact Val Kirillovs at vkirillovs@caci.co.uk.

WEDNESDAY 10TH FEBRUARY 2021 / ISSUE 42 / SLRMAG.CO.UK / 27

RE HE R K TE IC EN C L TO

The Scottish Retail Food & Drink Awards

All supermarket and convenience own label products made using ingredients sourced from Scotland are eligible to enter the Scottish Retail Food and Drink Awards. The combination of the great value offered by own label lines and the perceived high quality of Scottish produce and ingredients will continue to see the market grow. Winning a Scottish Retail Food & Drink Award is the perfect way to help drive sales of your own label Scottish lines. Do you have a star product in your own label range? There’s still plenty of time to get your entries in to be judged...

SPONSORS Small Producer Sponsor

M E D I A PA RT N E R S

RETAIL

THE WEEK IN

PA RT N E R S

Entry deadline Friday 26 Feb 2021 Awards presentations take place April 2021. Full information & entry online www.scottishretailfoodanddrinkawards.com Follow us on Twitter @ScottishRFD

BEFORE YOU GO

RETAIL RANDOMS PROFITABLE STREET NAMES / TROUBLE BREWING

WHAT’S IN A NAME? MORE THAN YOU MIGHT THINK...

Does your store happen to sit on Love St, Rose Ave or Diamond Way? If so, you could be benefitting in ways that you probably have never thought about.

In one of those random – and highly iffy – press releases you only get around Valentine’s Day each year, OnlineMortgageAdvisor.co.uk claims to have proven that having a romantic street name can increase your property value by over a million quid. Simples.

In a no doubt highly scientific survey, they found that there are 705 streets with romantic names in the UK. How do you define a romantic name, we

hear you ask? Well, it’s mostly obvious: words like Rose, Love, Heart and Valentine, for instance, though they also include the word Ring, which is open to misinterpretation.

The jackpot you’re looking for in your street name is the word ‘Sweet’ which can make your property worth...wait for it.... £1.2m more. The explanation for exactly how this happens is suitably vague and entirely unscientific.

So if you own a nice wee CTN on Sweet Avenue, just off Rose Lane and near a Ring Road, do yourself a favour and sell up and go live on a tropical island until Covid blows over.

A SOBERING THOUGHT While the local retailing sector is one of the very few sectors to have mercifully avoided the worst of the commercial downsides of coronavirus, spare a thought for our friends in hospitality. According to the latest information from the British Beer & Pubs Association, over 87 million pints of beer have been wasted since the pandemic started.

Let that sink in a second.

Literally 87 million pints of beer poured down the drain, costing the beer and pub sector an estimated £331m. Yes, most retailers will have to

throw out an unsold pastie or sausage roll here and there, but 87 million pints? Ouch.

The trade association says this is revenue that would usually pay for hundreds of thousands of jobs in pubs and breweries across the UK, as well as the maintenance and upkeep of pubs in communities across the UK. Furthermore, £1 in every £3 spent in a pub goes to the taxman because of what the BBPA calls “excessively high” beer duty. And to be fair to them, duty levels 11 times higher than in Germany or Spain seem fairly excessive.

WEDNESDAY 10TH FEBRUARY 2021 / ISSUE 42 / SLRMAG.CO.UK / 29

R E T A I L L I A RET TH E W EE K IN

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Issue 40 ay Wednesd ry ua 27th Jan 2021

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