RETAIL
THE WEEK IN
...MORE IF YOU PLEASE
COVID-19
JAME HALL RECOGNISES COVID HEROES
WHOLESALER HAILS LOCKDOWN LEGENDS
NATIONAL LOTTERY
ALDI WINS THE LOTTERY
SUSTAINABILITY
MOLSON CLAIMS GREEN FIRST BREWER FIRST TO RELY 100% ON WIND POWER BREWDOG GETS LOST IN WHOLESALE HIGHLAND SPRING’S 330ML VENTURE THE £3BN BISCUIT OPPORTUNITY
LOTTERY TO LAND IN 900 ALDI STORES
+
HEALTHY PRODUCTS = HEALTHY SALES Commercial Partner:
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Issue 49 Wednesday 31st March 2021
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sales@leesofscotland.co.uk *Source: JLral. Post TV Campaign Evaluation- Sept 2019 **Refers to Scots who viewed the 2019 TV ad
THE WEEK IN RETAIL
EDITOR’S COMMENT SHARE YOUR NEWS AND VIEWS WITH ME AT ABEGLEY@55NORTH.COM
HAS ALDI ACTUALLY WON THE LOTTERY? So all 900 Aldi stores are going to be furnished with shiny new National Lottery terminals by summer, then? When the news broke recently it left a lot of retailers furious, but it also seems to have left many of them just plain baffled. When I spoke to Edinburgh Premier retailer Dennis Williams this morning about it, he was less wound up about it than I’d expected. No, the overall vibe I got from him was more puzzlement than anger. Why are they doing it? Why now? How will it affect their all-important speed of service? Why do they even want a 4% margin product in their stores? So many questions. Dennis, of course, wasn’t chosen at random. Dennis is one of those privileged retailers who had an Aldi open almost literally next door to him a few years back so I suspected this might be a particularly sore one for him to take. But he remains surprisingly sanguine about the whole thing. He did lament the timing of the decision, after the heroic actions of all local retailers across the UK over the last 12 months and wondered whether this was “what they got as a thank you”. But most of what he had to say revolved around the in-store realities of operating a National
Lottery terminal. Why in the world does Aldi want a very low margin product that is relatively time consuming for staff to service? What impact would it have on queues in Aldi stores? Why has Aldi decided to do it now, of all times? Surely they’ve spoken to Camelot in the past, so why choose now to act on it? Are the price-matching strategies of Tesco and Sainsbury’s having an impact and does Aldi need fresh ways to drive footfall? There’s no telling what drove the move from Camelot’s side. Perhaps its licence running out in 2023 has something to do with it. Maybe it was as simple as a quick and easy way to add a whopping 900 extra terminals and add a big boost to sales – although how many of those will be at the cost of the independent retailers who have been so fundamental to the National Lottery’s success over the years? So many questions and so few answers. Once again, local retailers will just have to roll with the punches the same way they’ve taken countless other challenges on the chin and hope that the move doesn’t significantly impact on their footfall.
ANTONYBEGLEY ANTONYBEGLEY ANTONYBEGLEY
ANTONY BEGLEY, EDITOR
WEDNESDAY 31ST MARCH 2021 / ISSUE 49 / SLRMAG.CO.UK / 3
CONTENTS
WEDNESDAY 31ST MARCH 2021 / ISSUE 49 WWW.SLRMAG.CO.UK
6
11 THIS WEEK’S NEWS IN BRIEF
The plastic bag charge increases in Scotland and Asda faces a potential £500m equal pay claim.
8 COVID-19 UPDATE
A ROUND-UP OF THE LATEST
18
NATIONAL LOTTERY
COVID HEROES
Camelot is working with Aldi to bring the National Lottery into 900 stores, prompting dismay among the independent retailing sector.
North of England Spar wholesaler James Hall & Co recognises just a few of its many staff who have gone the extra mile during the pandemic.
17 STORE PROFILE: BRADLEY’S SUPERMARKET
25 PICKS OF THE WEEK
30 OUT THE BOX: BESTWAY GOOD FOOD
CORONAVIRUS-RELATED NEWS.
A MAJOR REFURB OF A FAMILY RUN STORE REVITALISES THE LOCAL COMMUNITY.
13 SUSTAINABILITY: MOLSON COORS
20 CATEGORY REVIEW: BISCUITS
THE COMPANY BECOMES THE FIRST MAJOR
WHOLESALE INITIATIVE
NEW SCHEME GIVES RETAILERS
THE LATEST PLADIS ANNUAL BISCUIT
CONFIDENCE TO STOCK HEALTHIER
UK BREWER TO MAKE ALL PRODUCTS
REVIEW SHOWS CATEGORY SALES GREW
PRODUCTS AND GROW THEIR BUSINESSES.
FROM 100% GREEN ELECTRICITY.
£212M LAST YEAR.
TWITTER.COM/SLRMAG
WWW.FACEBOOK.COM/SLRMAG
33 BEFORE YOU GO...
WWW.SLRMAG.CO.UK
WEDNESDAY 31ST MARCH 2021 / ISSUE 49 / SLRMAG.CO.UK / 5
NEWS DIGEST
THIS WEEK’S NEWS FOR ALL THE LATEST NEWS, HEAD TO WWW.SLRMAG.CO.UK/CATEGORY/NEWS/
UNITAS GETS APPY Unitas Wholesale has announced a new partnership with home delivery and click & collect platform APPY SHOP. This will provide Unitas Wholesale members and retailers the ability to link up with the APPY SHOP platform, with the first stores offering these services already live.
NEW PVM MD Confectionery giant Perfetti Van Melle has welcomed Jonny Briscoe as its new UK MD, heading up the British arm of the business from this month. Briscoe joins from Mondelez where he was MD for Northern Europe and will oversee the company’s plans
SUSTAINABILITY
PLASTIC BAG CHARGE INCREASES IN SCOTLAND TOMORROW
RETAILERS IN SCOTLAND ARE BEING REMINDED THAT THE MINIMUM PRICE OF A SINGLE-USE CARRIER BAG INCREASES TO 10P TOMORROW.
Scottish local retailers are being reminded that tomorrow sees the minimum price of a single-use carrier bag (SUCB) increases from 5p to 10p tomorrow. Retailers with more than 10 employees (FTE) must keep records on the number of SUCBs sold, with a requirement to keep these records for a minimum of five years. In response to the coronavirus, the Scottish Government has temporarily suspended charging for single-use carrier bags in some circumstances. Retailers do not have to charge for a single-use carrier bag if they’re being used for: Q grocery deliveries to a customer’s home (no matter how the order was placed) Q collecting groceries ordered ahead of time (such as ‘click and collect’ services) Q collection and delivery of takeaway food.
to accelerate growth across its portfolio with insight-led NPD
Guidance is available here.
and a £4m marketing spend throughout the year.
NEWS FREEZES DDC News UK has frozen its Direct Delivery Charge review until December 2021 to support retailers in the fall out from the global pandemic. News UK had frozen the charge until May but has now decided to extend that to a 12 month freeze.
USDAW SECURES NE’ER DAY TRADING CONSULTATION Retail trade union Usdaw has secured a commitment from the Scottish Government to consult on large stores closing on New Year’s Day. The union submitted a petition to the Scottish Parliament and spent a year providing evidence to convince the Public Petitions Committee to press Ministers to make progress on a consultation. Minister for Business, Fair Work and Skills Jamie Hepburn MSP has now confirmed that the Scottish
6 I SLRMAG.CO.UK / ISSUE 49 / WEDNESDAY 31ST MARCH 2021
Government will conduct the necessary consultation, as set out in the Christmas Day and New Year’s Day Trading (Scotland) Act 2007. However, no timetable has yet been set for the consultation. The 2007 Act bans Christmas Day trading in most large stores and gave the Scottish Government the power to stop the same shops opening on New Year’s Day as well. However, Ne’er Day closing has never been enforced.
NEWS DIGEST
THIS WEEK’S NEWS FOR ALL THE LATEST NEWS, HEAD TO WWW.SLRMAG.CO.UK/CATEGORY/NEWS/
DISCRIMINATION
ASDA FACES POTENTIAL £500M EQUAL PAY CLAIM
JISP AMBASSADORS Grocery shopping app Jisp has launched a Brand Ambassador initiative to increase sales for
ASDA HAS LOST A SUPREME COURT APPEAL WHICH MAY SEE IT
its partner c-stores and further
FACE A POTENTIAL £500M COMPENSATION CLAIM.
boost customer engagement. Selected individuals who share their Jisp referral codes on social media will get a £2.50 reward for every person signing up and ordering.
MAIL MARGIN BONUS Asda lost a Supreme Court Appeal at the end of last week after store workers brought an equal pay claim, complaining that staff working in distribution depots got paid more money than those on the shop floor. GMB, the union for Asda workers, has hailed it as a ‘massive victory’ as the Supreme Court ruled in favour of 40,000 workers. The union says
it will now call for a meeting with Asda to discuss a potential £500m compensation deal. The ruling means shop floor staff at Asda can be compared to workers in the distribution centre for the purposes of their equal pay claim. The appeal is the fourth time the supermarket giant has lost a court battle on the issue.
UNITAS NAMES AYLWIN AS NEW CHAIRMAN Unitas Wholesale has today announced the appointment of Mark Aylwin as non-executive Chairman, starting in April. With a vast amount of experience across the sector including wholesale, retail, foodservice and on-trade, Aylwin will bring a new perspective to the business having been in the food and drink industry for over 35 years. His appointment comes after a strategy review earlier in the year, when the board decided the time was right for the Group to transition to a non-member Chair.
Retailers welcomed the recent 10p increase on weekday editions of the Daily Mail which sees margins maintained at 22.3%. This means that when the cover price rose to 80p on Monday (March 29), stockists started earning 17.85p per copy sold – an extra 2p.
DELIVEROO DOESN’T DELIVER Deliveroo shares plunged 30% on its stock market debut after several major UK investors were concerned over its ‘gig economy’ worker model. Shares were offered at £3.90 each, but dived in early trading to £2.75p at one stage, a 30% fall. Shares later recovered some earlier losses to trade down about 10%.
WEDNESDAY 31ST MARCH 2021 / ISSUE 49 / SLRMAG.CO.UK / 7
NEWS SPECIAL
COVID-19 UPDATE FOR ALL THE LATEST CORONAVIRUS NEWS, HEAD TO WWW.SLRMAG.CO.UK/CATEGORY/NEWS/
into administration, caused
SEMICHEM TO CLOSE UP TO 22 STORES
by “unsustainable cash flow
SCOTMID-OWNED SEMICHEM IS CONSULTING ON THE CLOSURE OF
problems arising from the
22 UK STORES AS THE IMPACTS OF COVID-19 CONTINUE TO BE FELT.
WOOHAA FAILS Craft brewer Wooha Brewing Company has been placed
rapid contraction of the global hospitality and licensed trade industry and the welldocumented problems and costs for exporters arising from Brexit”. Twelve staff have been made redundant.
BFF GOES ONLINE The British Frozen Food Federation has announced that its annual Business Conference on 19-23 April will take place online, due to Covid. The Business Conference has been broken down into five 2-3 hour sessions, each covering a different theme. Book your
Semichem is consulting on the closure of up to 22 stores across all parts of the UK, prompted by ongoing challenges to high street trading, exacerbated by the Covid-19 pandemic. The business, which is owned by community retailer Scotmid Cooperative, is in talks with landlords in several locations and will make a final decision on a small number of the 22 stores in the coming months. A total of 140 Semichem staff have now entered a formal consultation process. Scotmid is exploring opportunities to redeploy as many as possible within its wider business. Karen Scott, Head of Semichem, said: “Sadly, we have reached the
point where it is no longer viable to keep some of our stores open. We are grateful for both Scotmid and subsequent government support, which has undoubtedly prolonged the life of many stores. “Our priority now is to support affected colleagues at this difficult time. We are already looking for redeployment opportunities within the Scotmid group.”
place here.
WELSH PUB WOES Publicans in Wales have urged First Minister Mark Drakeford to give them more support and clear dates on when they can expect to reopen once more. The publicans say the FM is not giving them enough financial backing, compared to the support and clarity on reopening their English and Scots counterparts are getting.
NEXT CAUTIOUS EASING STEPS IN SCOTLAND People across Scotland will be able to make non-essential journeys in their local authority area from Friday when a requirement to Stay Local will replace the Stay at Home rule. Several non-essential businesses including garden centres, homeware stores and non-essential click and collect services will be able to open from Monday, subject to enhanced safety measures including physical distancing, face coverings and pre-booking where appropriate. Restrictions on non-essential travel across local authority boundaries will remain in place. People must stay within their council area for non-essential shopping and should only travel to another area for essential shopping if there are no practical alternatives. People should also continue to work from home where they can, to prevent unnecessary contact that could risk transmission of the virus.
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NEWS SPECIAL
COVID-19 UPDATE FOR ALL THE LATEST CORONAVIRUS NEWS, HEAD TO WWW.SLRMAG.CO.UK/CATEGORY/NEWS/
ACS CALLS FOR HOME TESTING TO BE EXPANDED TO LOCAL RETAIL
TESCO TRIALS GOOGLE LOCAL INVENTORY ADS
WITH HOME TESTING BEING EXPANDED TO BUSINESSES WITH OVER
O
10 EMPLOYEES, ACS HAS CALLED FOR THE PROGRAMME TO BE EXTENDED INTO LOCAL RETAIL.
2020 Local Shop Report show that the average independent convenience store has around seven employees, meaning the majority of the sector will be excluded from this current offer. ACS chief executive James Lowman said: “The Government’s announcement does not provide the independent convenience store sector with a comprehensive and workable testing solution. “We are concerned about access to testing for those who cannot facilitate workplace testing or access community testing sites, particularly for rural stores where these may be some distance away.”
£100K STILL AVAILABLE THROUGH NFRN HARDSHIP FUND Independent news and convenience retailers are being reminded that the NFRN Covid-19 Hardship Fund is still available for those who are experiencing financial difficulties caused by the pandemic. The fund was set up last year shortly after the first lockdown was announced. Thanks to generous donations from branches and districts, as well as partner organisations, the fund reached a fantastic total of £250,000. So far, £150,000 in grants has been paid to 120 members who have struggled financially through no fault of their own – which means £100,000 is still available. To apply, go to the NFRN website.
Tesco is running trials with Google’s local inventory ads feature which lets companies showcase products and information to nearby consumers searching on Google.
TECH SOLUTIONS
n Monday, the Department for Health and Social Care (DHSC) announced that home testing for Covid-19 has been expanded to businesses with over 10 employees – prompting the Association of Convenience Stores to call for the programme to be extended to the local retailing sector. From 6 April, the workplace testing programme will supply home test kits to companies with over 10 workers where it is not possible to set up testing on-site, due to a lack of space or because companies operate across multiple sites. Findings from the ACS
The feature means that when shoppers click on an ad or listing for a local product, they are taken to a Googlehosted page for the store. Once inside this page, shoppers can check in-store inventory and gain access to other useful information such as opening times and directions. For more information on the feature, visit Google’s website.
WEDNESDAY 31ST MARCH 2021 / ISSUE 49 / SLRMAG.CO.UK / 9
NEW AWARDS FOR A NEW NORMAL ENTRIES OPEN SOON
Event: November 2021
FOR MORE INFORMATION CONTACT EVENTS@55NORTH.COM
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@SLRMAG
COVER STORY
NATIONAL LOTTERY ALDI
DISMAY AS ALDI PLANS LOTTERY ROLLOUT
L
THE INDEPENDENT RETAILED SECTOR HAS RESPONDED WITH DISMAY AT THE NEWS THAT CAMELOT IS WORKING WITH ALDI TO BRING THE NATIONAL LOTTERY INTO 900 STORES.
ocal retailers across the UK have reacted with dismay and huge concern at the news this week that discounter Aldi is set to roll the National Lottery out into 900 stores. Following a successful trial in a small number of Aldi stores in the north of England, the discounter will introduce National Lottery units at checkouts in every store by the end of June. Customers will have access to the National Lottery’s full suite of draw-based games including Lotto, EuroMillions, Lotto HotPicks, EuroMillions HotPicks, Set For Life and Thunderball games. Jenny Blogg, Retail Director at Camelot, said: “We’re absolutely delighted to now be working with Aldi. Making The National Lottery available in its stores has been a priority for us as we continue to make playing The National Lottery as convenient and easy as possible for people. “We’re pleased that Aldi customers will now have a quick, easy and convenient way to purchase their favourite National Lottery games.” The independent retailing sector, however, has been left stunned by the decision. NFRN National President Stuart Reddish said: “This move will dilute sales across the whole retail estate. The more products available in the multiple outlets, the less likely National Lottery players will visit their local independent retailer to pick up their tickets or scratchcards.”
“After everything that independent retailers have done over the last 12 months, this is the thank you we get?” Edinburgh Premier retailer Dennis Williams described the move as “a stab in the back” for independent retailers who have done so much for communities across the UK in the last 12 months. Dennis said: “It’s unbelievable this has been allowed to happen after everything that independent retailers have done over the last 12 months. We’ve worked ourselves to the bone and risked our lives to serve our local communities – and this is the thank you we get? “I also don’t understand why Aldi would want to stock anything that only offers 4% margins and I don’t think they realise how much time it’s going to take to process all those Lottery transactions in-store. Aldi is all about speed of service and having a Lottery terminal at every checkout is going to cause bedlam, I reckon. “It’s just incredible that this has happened right now, at this point, with so much going on. The independent sector has been a lifeline for communities and have been recognised as heroes during this pandemic and this just feels like a stab in the back for a sector that has been so important to the National Lottery for so long.”
WEDNESDAY 31ST MARCH 2021 / ISSUE 49 / SLRMAG.CO.UK / 11
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SUSTAINABILITY
GREEN ELECTRICITY MOLSON COORS
MOLSON COORS FIRST TO ACHIEVE 100% GREEN ELECTRICITY MOLSON COORS BECOMES THE FIRST MAJOR UK BREWER TO MAKE ALL PRODUCTS
C
FROM 100% GREEN ELECTRICITY.
arling maker Molson Coors Beverage Company has become the first major brewer in the UK to produce all its beers and ciders using 100% renewable electricity. The company, which also produces Coors, Doom Bar and Aspall Cyder, has signed a 10 year Power Purchase Agreement with RWE, one of the world’s leading renewable energy companies, to supply its UK operations with electricity generated from the Tween Bridge wind farm in South Yorkshire. The 22 turbines at Tween Bridge will provide the electricity required to power all of Molson Coors’ UK sites, including the breweries at Burton, Tadcaster and Sharps in Cornwall, as well as the Aspall Cyder House in Suffolk, all offices, the national distribution centre and the national call centre in Cardiff. For the first time, all of the more than one billion pints Molson Coors produces in the UK in an average year will be made with electricity from 100% renewable sources. In an average year Molson Coors consumes the same amount of electricity as around 25,000 households – or the population of Burton-upon-Trent, where it is based.
Fraser Thomson, Operations Director, Western Europe at Molson Coors Beverage Company said: “One of our values at Molson Coors is taking accountability, and that includes being responsible for the impact our business has on the environment. That’s why we’ve made such bold commitments to play our part in tackling climate change – because it is the right thing to do. We know that this matters to our people, our customers and consumers, and they can now be assured that everything we do, and every pint we make, is powered by 100% green electricity.”
WEDNESDAY 31ST MARCH 2021 / ISSUE 49 / SLRMAG.CO.UK / 13
£1.25M
sales generated by our top retailer in 12 months (1)
17.6K
av. weekly delivery sales by top 10 stores in January (2)
£27.74
average basket spend vs £7.60 industry average (3)
Fully supported onboarding, sales ramp up and dedicated Account Manager to help you succeed call: 0333 900 1250 email: contact@snappyshopper.co.uk web: retailers.snappyshopper.co.uk
(1)
12 Months to 31st January 21 /
(2)
Sources: Lumina UK Convenience Market Report 2020 /
(3)
Sales W/C 31st January 21.
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STORE PROFILE
BRADLEY’S SUPERMARKET, LOUGHBOROUGH JACK & PAUL MATTHEWS
REFURB BRINGS BUZZ BACK TO VILLAGE
T
A MAJOR REFURB OF A 100 YEAR-OLD FAMILY RUN STORE IN THE VILLAGE OF QUORN IN LEICESTERSHIRE HAS REVITALISED THE LOCAL COMMUNITY.
he refurbishment of a family-run store that is home to a 100-year-old grocery business has “brought back the buzz” to a Leicestershire village. Shoppers at Bradley’s Supermarket in Quorn, near Loughborough, have been thrilled with the changes made at the shop that first started serving the community in 1921 with fruit and vegetables delivered off the back of a horse and cart. Less than a month after unveiling the contemporary new store to customers, shopper numbers are up and basket spend has increased. Jack Matthews, who runs the store alongside his father Paul, said the reaction from customers has been overwhelming. “In terms of customer feedback, we really couldn’t have asked for anything better,” he says. “So many people are really loving the store and we have had lots of positive messages from shoppers – both in person when they have been in store as well as them sending messages to us. “We were both really excited to launch the store, but our hope was that people wouldn’t just turn up on opening weekend, look round and then go away, never to be seen again. We’re still only weeks in but customer numbers are up, basket spend is up and new customers are coming back and showing loyalty.” The 2,600sq ft store has undergone a full refurbishment with new flooring, ceiling and
store layout including moving the front entrance and adding in a kitchen. The fresh and chilled offer has grown, with chilled bays extended from seven to 14 allowing an extension of the Co-op range as well as increasing products from local suppliers including meal deals from the local butcher. The flow of the store has also been altered by switching the entrance from one side to the other, offering shoppers a much clearer view of what’s available, as soon as they go in. “With local produce being key to us we’ve kept fruit and veg as part of the main entrance into the store, because of our history as greengrocers, and our desire to retain that history whilst pushing ahead with new and modern concepts,” says Jack. “Everything is going really well, and we seem to be sprinting along with some excellent growth in chilled sales and alcohol in particular.”
WEDNESDAY 31ST MARCH 2021 / ISSUE 49 / SLRMAG.CO.UK / 17
COVID-19
COVID HEROES JAMES HALL & CO
JAMES HALL RECOGNISES ITS COVID HEROES NORTH OF ENGLAND SPAR WHOLESALER JAMES HALL HAS RECOGNISED JUST A FEW OF ITS MANY COVID HEROES WHO HAVE PLAYED SUCH A VITAL
BHAVESH PAREKH, INDEPENDENT SPAR RETAILER
ROLE IN SERVING COMMUNITIES ACROSS THE
“Having been in retail for 35 years, I can honestly
REGION.
say this has been the most difficult and challenging
P
reston-based fifth generation family wholesaler James Hall & Co has publicly recognised just a few of its many Covid Heroes who have helped keep essential supply chains open over the last year. The north of England Spar wholesaler employs around 3,500 staff who have helped keep 600 independent and companyowned stores stocked and supported across the region. The mini-campaign recognises heroes from across the business and includes independent Spar retailers. Peter Dodding, Sales and Marketing Director said: “We have faced many challenges during the past year but the spirit and determination demonstrated by our staff has been absolutely tremendous. Without them, stock simply wouldn’t reach the shelves and we are extremely grateful for how well they have coped with the significant pressures of an unprecedented year. “The safety of our staff and Spar customers has been the ultimate priority throughout, and staff have adapted well to weekly lateral flow tests, temperature checks, Perspex screens and protection rotas to limit the number of staff onsite. I’d like to thank all staff, independent retailers and store customers for their continued support and patience.” Here are just a few of those whose outstanding efforts have been highlighted.
18 I SLRMAG.CO.UK / ISSUE 49 / WEDNESDAY 31ST MARCH 2021
year, in terms of keeping up with customer demand, implementing the required safety measures in-store and looking after my staff’s mental and physical wellbeing. “My team have risen to each challenge and gone above and beyond to serve their community with many families risking their lives to keep essential services open. I cannot praise their dedication enough and the majority of customers have been very positive and supportive, even when we had to bring in product limitations and restrict the number of customers in-store. “We have been very humbled during the past year and fortunate to have been able to continue trading. James Hall has been incredibly supportive, reacting quickly and allowing us to meet increased customer demand by putting on extra shifts, deliveries and more trucks on the road. I must say a huge thank you to their entire team.”
COVID-19
COVID HEROES JAMES HALL & CO
ROBERT EGGO, AREA MANAGER FOR 17 COMPANY-OWNED STORES “There was a lot of pressure when the first lockdown began because we had such little time to react. Overnight, we had to implement safety measures in all stores, follow government advice, ensure that staff had the right PPE, and really pull together as a team. “The initial panic buying was something we had never experienced before and product limitations had to be brought in to ensure customers could access their fair share of goods. In spite of so many changes and their own personal anxieties regarding Covid-19, I cannot praise my staff enough. They have supported each other throughout this pandemic and played their part with great pride and determination, covering for staff who have had to self-isolate, working overtime to deliver products to the vulnerable, and generally going above and beyond to keep our stores open. “I know that my teams feel great pride to have played their part and to have supported so many local people.”
MICK MORGAN, FORK LIFT TRUCK OPERATOR
OLLIE FULLER, WAREHOUSE OPERATIVE, FRESH FOODS
“In 42 years at James Hall, I’ve never experienced a year like the last. “Right from the start, all of the team
“Everyone in the
understood the importance of their role in
department is proud to
the supply chain and that it was essential
have been involved and
to keep going and
to have done their bit. “Circumstances
ensure stock reached our stores. That
meant that I had to shield at the very beginning for a couple
definitely gave us the
of weeks but I was soon able to work out a plan with my
drive to keep going
management team and return to work safely. It has been
through the toughest
a worrying time but I am so grateful to have had a job and
times.”
hopefully now there is an end in sight.”
STEVE METCALF, HGV DRIVER “2020 was about as real as life gets. It reminded me of how completely powerless we can be against a virus and we just had to focus on keeping things going. We have all felt lucky to have been able to help local people and to have had a role that is essential, when so many jobs and businesses have not survived the pandemic.”
WEDNESDAY 31ST MARCH 2021 / ISSUE 49 / SLRMAG.CO.UK / 19
CATEGORY REVIEW
BISCUITS PLADIS
BISCUITS CATEGORY EYES £3BN LANDMARK THE LATEST PLADIS ANNUAL BISCUIT REVIEW SHOWS CATEGORY SALES GREW £212M LAST YEAR, TAKING TOTAL SALES TO £2.96BN – AND PLADIS OFFERS SOME TIPS ON HOW TO KEEP THAT MOMENTUM GOING IN 2021.
B
iscuit category captain pladis, the company behind brands such as McVitie’s, Go Ahead and Flipz, has launched its 2020 Annual Biscuit Review, which urges retailers to build on lessons learned to propel future growth. After a bumper year for biscuits, which demonstrated the strongest growth in more than five years – fuelled by shoppers returning to classic ‘biscuit barrel’ products in their droves – pladis predicts the category will touch £3bn by the end of the year. “Biscuits had an incredible year amid a tumultuous 2020,” explains Scott Snell, Vice President of Customer at pladis UK & Ireland. “And, while there were certainly winners and losers in this mix, overall, biscuits began to play an increasingly important role in consumers’ lives. “This category has always been important to shoppers, and biscuits are purchased by virtually all British households (99.5%), but last year we saw more people reacquainting themselves with the category and buying in more frequently to complement an uplift in hot drink moments at home.”
20 I SLRMAG.CO.UK / ISSUE 49 / WEDNESDAY 31ST MARCH 2021
CATEGORY REVIEW
BISCUITS PLADIS
DRIVING GROWTH IN 2021 The review urges retailers to:
TOP TIPS FOR 2021 CORE BISCUITS (STILL) MEAN BUSINESS
The Review sheds light on how
ACKNOWLEDGE ‘SAVVY SHOPPER’ BEHAVIOUR The financial impact of the pandemic will impact different shopper
changing shopper behaviour gave bestselling core products in the biscuit category a further boost.
demographics in different ways. However, perception of ‘value for money’ will be key and savvy shopping behaviours will take hold
Tending to sit within the booming
among those most financially impacted.
Chocolate Biscuit Bars, Everyday
Action for retailers: Communicate value for money at fixture.
Biscuits and Everyday Treats sectors, core products like McVitie’s
ENSURE SHOPPERS CAN INDULGE AT HOME
Digestives (+25.6%) and McVitie’s Club (+17.2%) were central to the
Premium biscuit options will remain relevant for shoppers wanting
category’s success in 2020. In
to treat themselves – these often benefit from a ‘lipstick effect’ as
fact, the core was responsible for
shoppers look to these products as small, permissible indulgences.
delivering 84% of total category
Action for retailers: Strengthen range of Special Treats.
growth as shoppers added an extra packet of the biscuit aisle’s
FOCUS ON DRIVING IMPULSE PURCHASES ONLINE
bestsellers to their trolleys.
Online shopping boomed during 2020 and this growth is anticipated
Within the core, the Top 10 Biscuit
to continue, driven by older shoppers. Because biscuits are an
Brands grew in importance and
impulse category, retailers should ensure biscuits aren’t missed off
significantly outperformed the solid
the shopping list.
sales success demonstrated the
Action for retailers: Disrupt shoppers’ online journeys with
year before (+12.1% in 2020 vs
creative executions, and drive interest in the category via NPD.
+3.4% in 2019). This meant the Top
Make impulse categories a greater focus in the convenience
10 Biscuit Brands represented £1
channel to drive impulse purchase when online shoppers visit
of every £5 spent in the category –
stores.
with seven of the Top 10 recording double-digit value growth.
EXPECT A RESURGENCE OF HEALTHIER BISCUITS POST-LOCKDOWN
“In the convenience channel this
As lockdown eases and consumers leave their homes more
biscuit sales come from just 8% of
frequently, products like breakfast biscuits should gradually return
products,” says Snell. “It’s crucial all
to growth. Balanced and healthy diets to manage weight will remain
retailers keep the shelves stocked
top of mind for many consumers.
up with these products as we can
Action for retailers: Incorporate Healthier Biscuits helping weight
count on them to sell through and
management into range in response to returning demand.
deliver growth.”
is particularly important as 80% of
WEDNESDAY 31ST MARCH 2021 / ISSUE 49 / SLRMAG.CO.UK / 21
SUMMER CHOICES. SUMMER SALES. 5M
£
TO
R E C AT E G O
T
H
Y*
RED
ADDED
NGE RA
LL 250ml BU
*SPORTS & ENERGY CATEGORY. SOURCE: NIELSEN SCANTRACK, SPORTS & ENERGY, LATEST 26 WEEKS TO W.E. 16.01.21).
CATEGORY REVIEW
BISCUITS PLADIS
USE NPD TO EXCITE CONSUMERS AND DRIVE GROWTH Innovation in the biscuit category is an important driver of growth. What’s more, shoppers who have been stuck at home for the best part of a year will be searching for something new and exciting. Action for retailers: List NPD, particularly lines from trusted favourites, like McVitie’s.
DON’T FORGET THE CORE Shoppers turned to trusted brands and bestselling products during 2020 and fell back in love with traditional ‘biscuit barrel’ products that complement a cuppa. With home working expected to continue for many, the hot drink moment is here to stay. This will maintain momentum for Everyday Biscuits and Everyday Treats. Action for retailers: Focus on the correct space allocation for bestselling branded products. In convenience, retailers should
To request a copy of pladis’
stock the Top 10 biscuit lines as a priority, as 80% of sales come
Annual Biscuit Review of 2020,
from just 8% of products in this channel.
please email csaba.babak@ pladisglobal.com
PREPARE FOR A BIG CHRISTMAS IN 2021 Pent-up demand for a festive season filled with larger-scale celebrations and friends and family will mean Christmas 2021 is bound to be huge.
All data Nielsen Total Biscuits Market – 52 we 02.01.2021 and Kantar Total Take Home Grocery Sales – 52 we 27.12.20.
Action for retailers: List key gifting and treating Christmas biscuit lines early to take advantage of increased shopper demand.
PREPARE FOR CHANGES TO RULES AND REGULATIONS A wide range of products, including biscuits, are likely to be affected by the Government’s intentions to further regulate products that are deemed to have high fat, sugar or salt content (HFSS). This year will be about the preparations for any potential changes in where and how shoppers will buy biscuits as a result. Action for retailers: Work with manufacturers to identify the changes and their potential impact on the biscuit category. Allocate space to best performing products to avoid out of stocks and bring fixtures to life through in-aisle theatre and engagement.
WEDNESDAY 31ST MARCH 2021 / ISSUE 49 / SLRMAG.CO.UK / 23
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NPD AND MEDIA
PICKS OF THE WEEK SPECIAL – BREWDOG TO GET YOUR PRODUCT LISTED PLEASE CONTACT RAITKEN@55NORTH.COM
BUY ONE, GET ONE TREE
SCOTTISH BREWER BREWDOG IS MAKING ITS ‘PLANET FIRST’ CARBONNEUTRAL LOST LAGER AVAILABLE IN WHOLESALE NEXT MONTH. Scottish
the
live a sustainable lifestyle, only 16% are actively
sustainability ante with the launch of its ‘planet
brewer
BrewDog
is
upping
changing behaviour [Kantar, 2020]. It is therefore
first’ carbon-neutral Lost Lager into wholesale
the responsibility of brands, like BrewDog, to
from the middle of next month.
help consumers act more sustainably.
The German-style Pilsner will be available in
“With 40% of the population drinking once a
a 660ml glass bottle, 4 x 440ml and 10 x 440ml
month or more and 70% more likely to purchase
can multipacks and is brewed using wind power,
a beer made in a sustainable way [YouGov, 2020]
a third less water and would-be waste bread in
there is the prospect that a sustainable beer
the malt bill. What’s more, with every multipack
offering will not only drive existing frequency but
of Lost Lager sold, BrewDog will plant a tree in
could also potentially grow overall penetration –
its ‘Lost Forest’ as part of a ‘Buy one, get one
this is a huge opportunity.”
tree’ initiative.
Supported by a £6m investment, the launch
The 4.5% ABV lager is made using Select,
will benefit from a £2.5m campaign kicking off
Spalter and Saphir hops, which combine vibrant
in April, comprising of online, social and out-of-
citrus and herbal notes to deliver a unique taste
home activity, as well as product giveaways and
that is crisp and refreshing.
the launch of the brand’s Lost Forest.
Alex
Dullard,
Head
of
Customer
Marketing
at
BrewDog,
comments:
RSPS
“Sustainability is becoming
Q 660ml glass bottle – £2.20
a
Q 4 x 440ml can – £5
crucial
priority
to
shoppers. However, despite
Q 10 x 440ml can – £12
92% of people wanting to
WEDNESDAY 31ST MARCH 2021 / ISSUE 49 / SLRMAG.CO.UK / 25
NPD AND MEDIA
PICKS OF THE WEEK SPECIAL – AMBER LEAF TO GET YOUR PRODUCT LISTED PLEASE CONTACT RAITKEN@55NORTH.COM
JTI THANKS RETAILERS FOR KEEPING AMBER LEAF TOP RYO FOR A DECADE
JTI IS CELEBRATING 30 YEARS OF AMBER LEAF AND 10 YEARS AS THE UK’S NO.1 RYO BRAND AND IS THANKING RETAILERS FOR THEIR ROLE IN THOSE REMARKABLE ACHIEVEMENTS.
JTI has reached two important milestones for its Virginia blend tobacco brand, Amber Leaf. Launched in 1991, Amber Leaf is now 30 years old and has achieved 10 years as the number one RYO brand in the UK as of this month. JTI is also thanking independent retailers for their role in helping the company achieve these landmarks. The brand currently holds a 27% share of the RYO market, says the company, and continues to generate good cash margins for retailers. Amber Leaf original is available in a range of formats, each including hand stripped, fine cut Virginia blend tobacco, 100 premium quality cigarette papers and 77 filter tips. Ross Hennessy, Head of Sales at JTI UK, says: “We are incredibly proud of Amber Leaf reaching these two major milestones in 2021. Since it was introduced 30 years ago, the brand has gone from strength to strength, and we
RSPS
cannot thank retailers enough for helping retain
Q 30g pouch – £15.95
its position as the No.1 RYO brand for the last
Q 30g Blonde box – £15.85
10 years. We’re looking forward to supporting
Q 50g pouch – £26.25
retailers in the years to come with this iconic
Q 3-in-1 box – £15.85
brand in the tobacco category.”
“The brand has gone from strength to strength, and we cannot thank retailers enough for helping retain its position as the No.1 RYO brand for the last 10 years.” 26 I SLRMAG.CO.UK / ISSUE 49 / WEDNESDAY 31ST MARCH 2021
NPD AND MEDIA
PICKS OF THE WEEK SPECIAL – HIGHLAND SPRING TO GET YOUR PRODUCT LISTED PLEASE CONTACT RAITKEN@55NORTH.COM
HIGHLAND SPRING ADDS NEW FORMAT FLAVOURED RANGE
HIGHLAND SPRING HAS LAUNCHED A NEW RANGE OF FLAVOURED SPARKLING WATERS IN A NEW 330ML CAN FORMAT.
FASTFACTS
40%
GROWTH IN CATEGORY IN LAST 12 MONTHS
Q 330 ml cans Q three flavours Q individual cans and
RSPS
4-packs
Q £1.15 (single can – all flavours) Q £3.25 (4pack – Pear & Elderflower and Blackberry, Plum & Hibiscus)
Q max 33 calories Q no added sugar or artificial sweeteners
Highland Spring has launched a
new
flavoured
sparkling
water range in 330ml cans, the first time the brand has been available in this format. Designed
to
sit
Q Blackberry, Plum & Hibiscus Sparkling
Spring
Water
(33kcal)
social media and extensive PR and digital support. A range of in-store activity will also take
Q Rhubarb & Ginger Sparkling Spring Water (33kcal).
within
place to drive trial and repeat purchase. At under 35 calories a
the canned sparkling water
The
sparkling
can, all three flavours contain
segment of the chiller, the
flavoured water category is up
no added sugar or artificial
range is available next month
40% in the last 12 months and
sweeteners and are simply
and comes in three fruity
is now worth £4.9m [Nielsen,
made from Scottish sparkling
flavours inspired by Scotland:
Jan 2021]. The launch will be
water, with the flavours of fruits
Q Pear
supported by an integrated
and herbs, and are naturally
campaign
sweetened with apple juice to
Sparkling (30kcal)
&
Elderflower Spring
Water
canned
featuring
national
advertising, with presence on
deliver a fuller flavour.
WEDNESDAY 31ST MARCH 2021 / ISSUE 49 / SLRMAG.CO.UK / 27
R E T A I L L I A RET TH E W EE K IN
EEK THE W
IN
COVID-19
E D G IN G ERS RU S T L F2G B A C K TO S U N V E ILT IO N S ‘N O R M A L’ S O LU R O- EN -GO FOOD-TO
REFUSE ‘D O N’TL E S S’ ERS S KISES RETAILSERVE MA F A DV E TO COVID-19
SG US MERS O REF N O T T E S S C U S TO L MASK
MIC G D OF I N RESTRICTIONS S N A C KN T’SIN SI G H T? GIA NEW ED TA I L O RE N T M H AT’S E Q U I P A N GW R OEN Y O LOCAL SOURCING
UR D O O R S T E P?
ST EP H EN BR O U RG ES RE TA W N IL ER S D N A L TO T G O LO CA L SCO G COVID-19
B E G IN
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+
t to you
Brough
LO C A L
by:
Issue 46 ay Wednesd rch 10th Ma
IN S EAS
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PICKS OF THE WEEK TO GET YOUR PRODUCT LISTED PLEASE CONTACT RAITKEN@55NORTH.COM
RECYCLABLE FIRST
FEEL GOOD 4-PACK
CURRY NACHOS
Lactalis is expanding its
Feel Good Drinks has
Nacho chips brand Cornitos
Galbani range with the UK’s
launched a new four-pack
has added a Spicy Tikka
first mozzarella in a recyclable
of 330ml cans that is 100%
Masala variant to its range.
carton. Available next month,
plastic free. It will be available
All products in the range are
Mozzarella di latte di Bufala
in each of Feel Good’s three
gluten-free, vegan, non-GMO,
200g will launch just in time for
variants: Peach & Passionfruit,
cholesterol-free, with no
the annual spring and summer
Rhubarb & Apple, Raspberry &
artificial colours, flavours, or
mozzarella sales peak.
Hibiscus.
preservatives.
RSP: £3.25
RSP: £4
RSP: £1
B6 TWIST
TOP BANANA
OATS YOUR WAY
Volvic Touch of Fruit has
Spiced rum brand Dead Man’s
Nairn’s has launched a new
launched its first ever added
Fingers has launched a new
Oats Your Way range made
benefit innovation: Touch of
banana variant, first unveiled
with gluten free wholegrain
Fruit Pineapple & Orange
as part of a limited-edition
oats and real fruit pieces. The
Vitality with added vitamin
series, that is now being
product is available in two
B6. The 1.5l product is low in
brought back as a permanent
flavours – apple & cinnamon
sugar and comes in a 100%
addition to the line-up due to
and blueberry – and comes in
recyclable bottle.
customer demand.
eye-catching packaging.
RSP: £1.10
RSP: £22
RSP: £2.79
WEDNESDAY 31ST MARCH 2021 / ISSUE 49 / SLRMAG.CO.UK / 29
NOW THAT’S A GOOD IDEA…
OUT THE BOX BESTWAY GOOD FOOD WHOLESALE INITIATIVE
HEALTHIER FOODS CAN MEAN HEALTHIER PROFITS BESTWAY WHOLESALE HAS LAUNCHED A NEW INITIATIVE TO GIVE RETAILERS CONFIDENCE THAT THEY CAN STOCK HEALTHIER PRODUCTS AND GROW THEIR BUSINESSES TOO.
WHAT’S THE BIG IDEA? An interesting new initiative to demonstrate to retailers that it is possible to stock a wider range of healthier products and still grow their businesses.
RETAILERS DON’T THINK THAT ALREADY? Arguably not. Despite major consumer trends towards healthier living, some retailers still feel there is little demand in their store for healthier lines.
HOW DOES THE INITIATIVE WORK? The Bestway Good Food Wholesale Initiative, supported to FWD, saw the wholesaler partner with the Impact on Urban Health charity and Rice Marketing to carry out a pilot study that has apparently clearly demonstrated that “retailers can feel confident that they can stock and sell healthy (low sugar, low calorie) products – and grow their business by doing so!”
HOW WAS IT CARRIED OUT? The pilot was done in Bestway’s Croydon Depot and saw the wholesaler proactively develop and market a Healthier Options range, ensuring strong availability of those products whilst making changes to its pricing and promotional activity, increasing shelf labelling and encouraging merchandising options for its retailers. The idea was to take a concerted ‘push’ approach and, says Bestway, the results exceeded expectation on every level, “proving that by moving to a healthier approach, there is also opportunity to amplify growth within retailers’ businesses”.
SO WHAT DID IT FIND? Q Volume sales of the Healthier Options range (excluding soft drinks), increased by 7,277 cases over the period, an increase of 17.7%. Q Combined sales volume of Alpro products increased by 21%
30 I SLRMAG.CO.UK / ISSUE 49 / WEDNESDAY 31ST MARCH 2021
Q Sales volume of Graze products increased by 170% Q Wholemeal bread sales increased by 45.9% Q Fresh food sales grew by 13.4% Q Grocery Sales grew by 45.6% Q Frozen food was up 98.3% Q Sugar-free confectionery was up 666%
WHAT DROVE THOSE INCREASES? It was found that pricing, promotion, availability and merchandising had the biggest impact when used in combination. An additional promotional supplement was produced for retailers as a mechanism for communicating the Healthy Choices campaign where all the 53 products featured were healthier products.
WHY NOW? The project sits alongside the Government’s current health agenda with the core aim to reduce childhood obesity, and ultimately reduce pressure
NOW THAT’S A GOOD IDEA…
OUT THE BOX BESTWAY GOOD FOOD WHOLESALE INITIATIVE
“It is important that we dispel the myth that retailers will be left with excess stock and losses on SKUs through adopting a ‘healthier option’ approach – the reality is the opposite. They can grow their business and increase sales.” [ Kenton Burchill, Bestway ]
on the NHS through influencing consumer shopping behaviours.
WHAT ARE BESTWAY SAYING? Kenton Burchell, Trading Director at Bestway Wholesale, said: “Childhood obesity is without doubt a growing concern across public health and from this study we now know beyond doubt that independent convenience stores and wholesalers can influence consumer shopping behaviours towards affordable, healthier options – even in low-income areas such as Lambeth and Southwark, which have the highest levels of child-poverty in the UK.”
“By taking a collaborative ‘push’ approach to marketing healthier options, and by looking to educate retailers in making simple, small changes, there is no question that this is a win-win for both consumers and retailers.” Burchell added: “The results clearly show that we can influence consumer behaviour, while also driving retailer business growth. “It is important that we dispel the myth that retailers will be left with excess stock and losses on SKUs through adopting a healthier option’ approach – the reality is the opposite. They can grow their business and increase sales.”
WHAT’S FWD SAYING? James Bielby, FWD Chief Executive, said: “Wholesalers and convenience stores have an opportunity to lead a transformation in the nation’s healthy food choices. Those that don’t will find themselves in the firing line of the Government’s war on the promotion and positioning of high fat, salt and sugar products. This report shows that it’s possible to make that transformation with a positive impact on profits, and we will encourage our wholesaler and supplier members to work together on a sector-wide response to the challenges and opportunities of improving availability and visibility of healthier options.”
WEDNESDAY 31ST MARCH 2021 / ISSUE 49 / SLRMAG.CO.UK / 31
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:
BEFORE YOU GO
RETAIL RANDOMS APRIL FOOLS DAY
IS IT NEARLY APRIL FOOLS DAY ALREADY? WITH APRIL FOOLS DAY ONLY A MATTER OF HOURS AWAY, WE THOUGHT WE WOULD SHARE SOME OF THE MORE CONVOLUTED ATTEMPTS AT MAKING FOOLS OF US ALL...
CASE STUDY 1:
THE £182 REED DIFFUSER THAT MAKES YOUR HOUSE SMELL LIKE A DISTILLERY If you’ve ever been inside a whisky distillery, you’ll remember the unforgettable aromas – but how about replicating that smell in your living room? World Whisky Day has apparently announced the launch of The Dunnage, a limited-edition reed diffuser inspired by the “intoxicating aroma of a dunnage warehouse”. The team at World Whisky Day allegedly visited over 100 dunnage
CASE STUDY 2:
THE WORLD’S FIRST MALTESERS CAKE DEVELOPED BY ARTIFICIAL INTELLIGENCE
Can taste ever be truly digitised? So opens the press release from Mars Wrigley. Alarm bells are ringing. It goes on to say Mars collaborated with Google Cloud to develop the world’s first ever Maltesers AI Cake. An attempt at humour – “Giving a whole new meaning to the term ‘tech crunch’!” – only serves to raise the hackles further. Allegedly, a “top Google Cloud engineer” created a machine learning model that used hundreds of existing recipes from traybakes to scones to
develop the new cake creation called the Maltesers® AI Cakes (4d6172730a). Which, for Brits not well versed in binary-coded values, is hexadecimal for ‘Mars’. The AI Cake is technically speaking is a ‘cakie’ (a hybrid between a cookie and a cake), including both AI-generated cake and cookie elements. The treat is topped with – you’ve guessed it – Marmite-infused buttercream frosting. Naturally, Mars then called in 2020 Great British Bake Off Winner Peter
warehouses to find just the scent they were after. For maximum effect, buyers are advised to “wear a blindfold and submerge their bare feet in a pile of loose stones and earth and hit play on our curated ‘The Dunnage’ Spotify playlist as an immersive aural accompaniment”. The final clue that we’re all being taken for a ride: The Dunnage costs £182.40.
IS IT? OR ISN’T IT?
Sawkins to create a competing baking concoction of his own and play his part in the #BakeAgainstTheMachine showdown. You get the idea. It was clearly a slow day in the Mars press office.
WEDNESDAY 31ST MARCH 2021 / ISSUE 49 / SLRMAG.CO.UK / 33
More than meets the eye!
B awarrand eness Our delicious snowballs and teacakes have been family favourites for 90 years. Following 2019's TV campaign, awareness is at its highest level ever, with 76% of Scots surveyed saying they liked Lees Snowballs and 44% buying Lees products every month. There’s never been a better time to stock up.
Scotland loves Lees 01236 441 600
sales@leesofscotland.co.uk *Source: JLral. Post TV Campaign Evaluation- Sept 2019 **Refers to Scots who viewed the 2019 TV ad
76%
**
of Scots like Lees Snowballs
