Retail Express - 12 March 2019

GET INSPIRED Five brands on show at the International Food & Drink Event 2019 P9

12-25 MARCH 2019 STRICTLY FOR TRADE USERS ONLY

TOBACCO AT RISK

THE GREAT BRITISH SPRING CLEAN

WE MAKE HND A HUGE SUCCESS

Government delays ahead of new legislation could cause retailer registration ‘backlog’

Find out how to get involved in cleaning up your community with Coca-Cola

How Ombersley Road Post Office has found its niche against intense competition

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BURSTING WITH EPIQ PROFIT The all new EPIQ range.

High quality e-liquids bottled in the UK. * RRP effective 7 March 2019. Retailers are, of course, free at all times to sell JTI products at whatever price they choose.

GET INSPIRED Five brands on show at the International Food & Drink Event 2019 P9

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PARKING AT RISK

Store sales hit by councils that refuse to listen to government advice What you can do to fight back against ‘space squatters’ P3

TOBACCO AT RISK

THE GREAT BRITISH SPRING CLEAN

WE MAKE HND A HUGE SUCCESS

Government delays ahead of new legislation could cause retailer registration ‘backlog’

Find out how to get involved in cleaning up your community with Coca-Cola

How Ombersley Road Post Office has found its niche against intense competition

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our say

Chris Dillon, editor - insight

What do all great food retailers have in common?

The five biggest stories this fortnight 01

Retailers risk losing right to sell tobacco after 20 May

ALEX YAU “BE the business that will put your shop as it is today out of business.”

That’s the mantra of Pennsylvania-based forecourt chain Sheetz, a family-run business that has evolved from dairy kiosk to forecourt to grab-and-go café to ‘convenience restaurant’.

Last week, I had the pleasure of sharing examples from leading retailers in Ireland and the US at the Independent Achievers Academy’s Retail Study Day at Mo Razzaq’s Family Shopper in Blantyre, Glasgow.

All these businesses had different offers in terms of health, quality and price, but broadly they all deliver world-class foodservice using the same method: • Choice. Retailers that do food to go well cater for a broad range of diets and options. Whether it’s American businesses allowing total customisation with in-store tablets to order, or Irish business having numerous franchises under one roof, choice is key.

• Effective ranging. Tinned and packaged grocery is a thing of the past for American retailers and ranges are tightly controlled in Ireland to reduce duplication.

• Technology. In-store tablets for ordering and displaying allergens and ingredients, mobile app ordering and artificial intelligence loyalty schemes.

These are things that are being done right now in the best independent stores.

• Supply chain control. This is tougher to accomplish, but for foodservice excellence, controlling your stock and franchise brands is key to success – or you can create your own.

You can find out how to build a brilliant food business with our new Retail Success Handbook on food to go – available from your news wholesaler now.

FFOR MORE OPINION, GO TO PAGE 10 @retailexpress betterRetailing.com facebook.com/betterretailing Editor - insight Chris Dillon @ChrisDillonNT 020 7689 3379

Editor - news Jack Courtez @JackCourtez 020 7689 3371

News editor Megan Humphrey @MeganHumphrey_ 020 7689 3357

Features writer Priyanka Jethwa @priyanka_NT 020 7689 3355

Reporter Alex Yau @AlexYau_NT 020 7689 3358

Production editor Ryan Cooper 020 7689 3354

Editor in chief Louise Banham 020 7689 3353

Head of sales Matthew Oliver 020 7689 3367

Sub editor Jim Findlay 020 7689 3373

Account director George McCracken 020 7689 3364

Sales support executive Michela Marino 020 7689 3382

Sub editor Tom Allaway 020 7689 3395

Account director Charlotte Jesson 020 7689 3389

Designer Jody Cooke 020 7689 3380

Account manager Jon Melson 020 7689 3372

A potential wholesaler ‘backlog’ risks leaving retailers without the right to buy and sell new tobacco after 20 May. The government’s track and trace legislation comes into effect on the date and requires retailers to have a Facility Identi�ier Code and an Economic Operator ID Code in order to sell tobacco after the deadline.

Many wholesalers have pledged to apply for the codes for retailers in advance of the date. However, the government is yet to open up the registration process or publish the necessary information.

Bestway has promised to sign up all its tobacco customers that give their consent for the wholesaler to do so. Bestway category managing and tobacco trading director Richard Booth said: “The government delays puts pressure on the changes we need to implement.

Although we are prepared for this, it may cause delay if a backlog of retailers apply for ID at the same time.”

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Dee Bee Wholesale trading director Andy Morrison added: “The biggest challenge is registering 700 retailers. Suppliers suggested registration could open two weeks before

Booker tobacco club

BOOKER has launched a tobacco club promising its symbol group retailers better margins on top-selling lines in return for selling them at or below RRP. It offers a two-point percentage increase depending on fascia.

Separately, 20 Tesco- and One Stop-sourced ‘Farm

Fresh’ lines will be made available to Londis stores.

It also said separate margin increases, that include fresh meat and beer lines, were due to the Tesco-Booker deal. Premier brand director Martyn Parkinson said the changes “deliver the bene�it” of the merger.

the of�icial date, which is a ridiculous timeframe.”

Retailers will have until 20 May 2020 to sell through tobacco products manufactured before 20 May of this year. Re-

03

gardless of whether a wholesaler pledged to apply for the code on a retailer’s behalf, the retailer remains liable if they sell tobacco without a code after 20 May.

Vaping age crackdown

RETAILERS and suppliers have been urged to be more active in preventing underage sales of vaping supplies.

The UK Vaping Industry Association’s BAT and Juul attended the All-Party Parliamentary Group on e-cigarettes event to discuss age restrictions.

Attendee and BAT head of external affairs Will Hill said that fairer regulation for vaping would “only happen if the industry can show that it can be trusted”.

“We’re asking retailers to work with us to build awareness of restrictions” he added.

Head of design Anne-Claire Pickard 020 7689 3391

Head of marketing Jessica SalisburyFielder 020 7689 3352 Managing director Parin Gohil 020 7689 3375

Finance executive Abigayle Sylvane 020 7689 3383 Production coordinator Business Kathryn Simon Development Executive 020 7689 3368 Kurran Jagpal 020 7689 3363 Subscribe online at newtrade.co.uk/our-products/ print/retail-express. 1 year subscription: UK £65; overseas (EU) £75; overseas (non-EU) £85 Retail Express is printed and distributed by News UK at Broxbourne and delivered to news retailers free by their newspaper wholesaler.

Published by: Newtrade Publishing Limited, 11 Angel Gate, City Road, London, EC1V 2SD; Phone: 020 7689 0600

48,789 Audit Bureau of Circulations July 1 2017 to June 30 2018 average net circulation per issue

Reproduction or transmission in part or whole of any item from Retail Express may only be undertaken with the prior written agreement of the Editor. Contributions are welcome and are included in part or whole at the sole discretion of the editor.

Newtrade Publishing accepts no responsibility for submitted material. Every possible care is taken to ensure the accuracy of information. No warranty for goods or services described is implied.

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McColl’s worst rated

MCCOLL’S was ranked the worst convenience fascia in the UK by 9,000 consumers in the latest Which? magazine convenience report.

M&S, Co-op and Little Waitrose topped the table, followed by Sainsbury’s Local, Budgens and then Nisa.

The worst rated independent store fascias were One Stop, Costcutter and Best-one, who all came joint second from bottom.

Commenting on the results, Which? magazine editor Harry Rose said: “Our survey shows they’re just not satisfying customers.”

05

Menzies bottle returns

MENZIES is considering using its newspaper delivery system to handle bottle returns in Scotland’s upcoming deposit return scheme.

David Woodrow, owner of Woodrow’s in Renfrewshire and NFRN DRS implementation committee member, said the wholesaler had made the comments at a seminar led by the company designing the DRS – Zero Waste Scotland.

“This would be the most seamless way to do it. This system would work both for retailers who have a machine and those who have a manual system,” he said.

@retailexpress facebook.com/betterRetailing

12-25 MARCH 2019 betterRetailing.com

chris.dillon@newtrade.co.uk 020 7689 3379

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GOOD WEEK SOUTHERN CO-OP: The company welcomed eight new stores to its Co-op-based Welcome franchise, taking its total count to 33. George Hammond PLC will convert six of its forecourt sites to the fascia in the first half of 2019.

Director of the forecourt chain John Ryeland said the move was driven by access to Co-op products and promotions.

Parking at risk EXCLUSIVE MEGAN HUMPHREY EXPERTS warned Retail Express that increasing car use, coupled with council cuts, is leading to a reduction in free parking and a rise in space squatters – non-customers that break civil penalties by leaving their cars in customer spaces for extended periods.

According to both the ACS’ Community Barometer report and a survey by SME Insurance Services, free parking availability is the most

in�luential factor in where a customer shops. However, Steve Rodell, Christie & Co head of retail, said this was at risk because not enough is being done to protect it. “We are in a situation where local council resources are poor,” he explained.

Retailer Dev Singh runs a store with its own private car park. “People do leave their car and run away, which can be very annoying,” he said.

Pam Kaur, of Nisa Local Prentice Court in Northampton, added: “People park on our forecourt and wander off, I

think we need to start clamping.”

Harj Gill, owner of The Windmill Select & Save in Rubery, Birmingham, discussed non-customer use of dedicated customer spaces outside his store, stating: “We have to bring it up with residents and sometimes they are confrontational. Someone dumped a car in one of the spaces which wasn’t removed for four weeks.”

The government repeatedly called on councils to change parking in order to support

retailers. It was a key recommendation in governmentbacked retail reports including the 2011 Portas Review, the 2018 Timpsons High Street Review and the 2019 CLG Parliamentary Select Committee’s inquiry. However, councils have refused to listen. One retailer said it took seven years for the council to give his store dedicated

What action is the vaping industry taking to tackle underage sales?

“Extending opening hours won’t necessarily work for all store types, because you can open 24 hours, but if the proposition isn’t right, it won’t make a difference.

However, other shops being open when we are open definitely has an impact. There are seven other stores on the parade we are on and we all work together. We supply the local café and they’ll often attract customers to our shop from outside the area.”

Dhan Amin, One Stop Stoke Aldermoor, Coventry

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The number of stores that failed vaping test purchasing in 2017 by ServeLegal

The points in the new code of conduct from the UK Vaping Industry Association

The age restriction on all vaping supplies

express yourself

Read the full story online at betterRetailing.com/ vaping-industry-crackdownon-underage-sales

30%

2,000

18+

the column where you can make your voice heard

Read more at betterRetailing.com/ welcome-franchise-33

BAD WEEK

VAPING AGE RESTRICTIONS

The number of age test purchases Juul has carried out in six months

spaces. Another said a council completely disregarded their views and introduced parking meters outside.

Rodell advised to stores to “make a nuisance of themselves” by calling and writing letters demanding action.

He added that a shortterm solution is to paint the spaces to indicate they are for customers only.

COMMUNITY SUCCESS: A northern retailer struggling with local crime driven by young people congregating outside his shop found success after striking up a relationship with a local community police officer. The shop owner reported that the regular visits by the officer to the shop had a drastic impact on the number of incidents they experienced.

EDEN FARMS: Customers of Eden Farms were notified by letter last week that their margins on top-selling ready meals would be eroded due to a decision by supplier Kerry Foods to increase their prices while keeping the price-mark on the packs the same. Brands affected included Bisto and Sharwoods lines.

IQOS: Philip Morris UK boss Peter Nixon has admitted that it advised retailers given digital adverts by the firm to remove them to avoid potential legal action. The Department of Health had threatened the manufacturer over health claims made on the screens promoting its heat-not-burn device, IQOS. Read more at betterRetailing.com/removeposters-promoting-IQOS

What do the recommendations in the government’s latest high street report mean for you?

“More flexibility in licensing use classes for convenience stores would help the industry to build more unique offerings for their customers. Differentiating with services that wouldn’t traditionally be associated with a convenience store is vital to offsetting decline in the traditional categories that store owners used to rely on both for sales and to generate footfall, but no longer have the same strength.”

Paul Gardner, Budgens of Islington, London

“Allowing landlords to switch retail stock to housing in order to improve retailer occupancy rates puts them in control.

Something to allow independent convenience store owners to have the ability to buy their buildings would be more effective. If shop owners have to sign long leases, they should have the right to buy the premises if they can afford it. That’s where we need to be going rather than putting power in the hands of landlords, which will just push up rents.”

Phil Pinder, Pinder & Scott, York

Do you have an issue to discuss with other retailers? Call 020 7689 3379 or email chris.dillon@newtrade.co.uk

Paul Gardner

NEWS

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12-25 MARCH 2019 betterRetailing.com

Government has ‘failed’ rural shops ALEX YAU RURAL RETAILERS have been deprived of footfall and support in developing their stores because of poor government funding, a Liberal Democrat MP has said.

Speaking at the launch of the Association of Convenience Stores’ (ACS) Rural Shop Report last month, Environment, Food and Rural Affairs Committee Chair Donald Fos-

ter said: “Successive governments have failed to realise potential of rural economies.

“Broadband speeds are slower and bus services have been cut back. Rural services and amenities continue to decline and threaten sustainability of rural committees.”

According to a survey of 429 rural residents in January for the report, the majority of rural shop customers (34%) travel two-to-three miles to

get to their nearest shop. A �ifth have to drive more than �ive miles, while only 31% are able to travel less than a mile to get to their nearest store.

ACS chief executive James Lowman said: “Rural convenience stores are an indispensable hub for communities, providing a wide range of products and services to local people. Many of these people would be effectively cut off if their local shop wasn’t there.“

Lowman added the government must also invest more in technology such as internet infrastructure to help rural retailers with the introduction of services such as digital tax returns.

“These businesses increasingly rely on being connected, which is why we’re reiterating our calls on the government to ensure that there is a level playing �ield for mobile and broadband connectivity.”

Pictured: Donald Foster

GroceryAid caught up in fraud investigation INDUSTRY charity GroceryAid is embroiled in a police investigation after alleged fraudulent activity by a former volunteer left more than £857,064 missing from its accounts.

In a statement last month, chief executive Steve Barnes alleged: “An individual in a position of trust, in one of our volunteer branches, had

breached our policies and allegedly engaged in serious fraudulent activities.”

The full scale of the alleged fraud remains unknown according to the charity’s latest annual report.

The charity works to support those in the grocery trade, including store owners who need �inancial assistance or advice.

MCCOLL’S STORE DRIVE STILL ON

MCCOLL’S has claimed it is ontrack to hit its store opening targets, despite continuing to blame the collapse of Palmer & Harvey for lower-than-expected financial performance.

The company, who was supplied by the collapsed wholesaler, said in its annual results for the year ending 25 November that it expects to acquire “a number of” new convenience stores.

Minister demands under18 ban on scratchcards CAMELOT has no issue with a proposed government review on banning scratchcard sales to those under the age of 18.

Mims Davies, the government minister responsible for regulating gambling, told Parliamentary magazine The House she was “hopeful” to implement the ban soon.

A Camelot spokesperson said: “We have no issue with a government review of the age limit for buying National Lottery products and are happy

to assist in any way we can to help inform the decision.”

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*Prize may be subject to capping. Rules, Procedures & Game Specific Rules apply. Players must be 16+.

Frusion Retailer_Express Advert_HR.pdf

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27/02/2019

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A premium summer addition

Capitalising on the growth of premium flavoured cider, a category growing at 2.7%, Heineken is launching Old Mout Pineapple & Raspberry.

Within the premium flavoured cider category, exotic flavours are increasing in popularity, driven largely by a younger generation who are looking for fruit flavours.

Old Mout Pineapple & Raspberry will be available in a single 500ml bottle and 10-packs of 330ml cans.

Big buttons from Cadbury Bournville

Diageo’s new premium flavoured vodka Diageo Reserve has launched Ketel One Botanical in the UK. The varieties include Peach & Orange Blossom, Botanical Cucumber & Mint and Botanical Grapefruit & Rose, all with an ABV of 30%.

Predicted to rival summer wine and spritz drinks, the new launch is in line with rising consumer demand for low- and no-alcohol cocktails and spritz-style drinks.

Bob Nolet, master distiller at Nolet Distillery, said: “The gin category has boomed in recent years, introducing new flavours. Premium vodka continues to grow alongside this, currently up 6.2% in value.

“Nolet Distillery sees Ketel One Botanical playing a key part of this, targeting consumers open to trying new flavour combinations.”

Cadbury Bournville is moving into the sharing bag format for the first time, with the launch of Cadbury Bournville Giant Buttons.

Cadbury Bournville is worth £15.3m, with sales growing at 6.6%. The brand’s sharing bag range is also growing at 6.6%.

Mathieu Maggi, brand manager for Cadbury Bournville, said: “Dark chocolate is growing in popularity, and we know there are only a few players present within sharing bags.

By teaming Bournville with the Cadbury giant button format, we believe we’ve

created an opportunity for retailers to drive sales”.

Skittles Coolers joins Mars’ ice cream range Mars Chocolate Drinks and Treats has added Skittles Cooler to its ice cream range, with an RRP of £1.76.

Skittles Coolers is a wrapped handheld fruit-flavoured ice cream, covered in strawberry sorbet.

The launch comes as the

UK ice cream market continues to experience growth, with value sales up 15% year on year. Wrapped handheld ice creams dominate the category, as the largest and fastest-growing segment, now worth £720m.

TWE adds new range to wine portfolio Treasury Wine Estate’s (TWE) new brand, Embrazen, celebrates some of the 20th century’s greatest female pioneers, such as journalist Nellie Bly and aviator Amy Johnson.

The brand, available in a Red Blend and Chardonnay, features augmented reality technology on the labels that shoppers can scan with the ‘Living Wine’ app to learn more about the women’s stories.

Kirstie McCosh, marketing director for TWE, said the brand puts a spotlight on how women have refused to let

boundaries prevent them from shaping the world, and has been developed to change the way wine resonates with consumers.

She added: “One of TWE’s aims is to drive excitement among 18-to-35-yearolds. We know through the success of our 19 Crimes brand that the way to do this is through brand story-telling experiences.”

PRODUCTS Juul targets UK symbol and independent retailers PRIYANKA JETHWA Vaping brand Juul is tripling the size of its field sales team to target symbol and independent retailers in the UK for the first time.

Juul was launched in the UK last July

through specialist vape stores and Sainsbury’s after its success in the US. The brand now commands a 75% market share in the US vape market.

The range available to convenience and symbol retailers includes a Juul Starter Pack (Juul device, charger and four sample Juulpods, RRP £29.99); and five fourpack flavoured Juulpods refills in Golden Tobacco, Glacier Mint, Mango Nectar, Royal Crème and Apple Orchard flavours (RRP £9.99).

Juulpods are also available in packs of two with an RRP of £5.99.

John Patterson, sales director at Juul, said: “For the UK launch, we followed the same process as we did when we launched in the US in 2015 – getting into specialist vape stores and then into some key accounts before heavily targeting convenience.”

Juul is available directly from the supplier. Retailers will also have access to PoS material and category and insight education.

12-25 MARCH 2019 betterRetailing.com

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Pringles taps into global flavours Kellogg’s is launching its biggest innovation in four years for Pringles with Rice Fusion.

The Rice Fusion range is available in three flavours, including: Malaysian Red Curry, Indian Tandoori Chicken Masala and Peking Duck with Hoisin Sauce, with an RRP of £1.99 each.

Rice Fusion has a lighter texture, with less saturated fat and less salt than traditional Pringles.

The launch is being supported by a £3m investment, including PoS, digital, TV and outdoor advertising.

Ben & Jerry’s new loved-up flavour Topped Love Is… is the latest flavour to join Ben & Jerry’s Topped range, with proceeds from the ice cream going toward supporting charity Refugee Action.

Topped Love Is… contains brown-sugar ice cream, cookie and pink salted caramel, topped with a pink layer of chocolate and hearts. It comes at an RRP of £5.95.

Christina Dunn, Ben & Jerry's country business lead, said: “We believe that love is giving a warm welcome, whether

that’s to a new flavour, or to refugees and people seeking asylum.

“So, we’ve created a flavour to share a little love with our friends at Refugee Action for those who need it most.”

PRODUCTS

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Lucozade Ribena Suntory launches water-plus products PRIYANKA JETHWA Lucozade Ribena Suntory has launched Frusion, the company’s �irst �lavoured water under the Ribena brand.

Frusion will come in a 420ml bottle in £1.09 pricemarked and non-pricemarked options, and a 1l format.

The 420ml bottles are available in two �lavours, Kiwi and Blueberry; the 1l bottles come in Lemon Peel and Kiwi �lavours, with an RRP of £2.

The launch will be supported by a £6.2m campaign, spanning TV, outdoor, digital, sampling and in-store activity.

The new additions aim to capitalise on the demand for healthier soft drinks, with the water-plus category having grown by 30% since 2011, forecasted to accelerate to 43.8% by 2022.

Blanche de Gramont, senior brand manager at Lucozade Ribena Suntory, said: “Ribena Frusion taps into the consumer need for hydration and wellness, while bringing incremental sales to the category.

“The drink is low in calories, rich in Vitamin C and with no sweeteners or preservatives.

Ribena Frusion aims to tap into a growing consumer

focus on healthier products.

In consumer testing, 89% of respondents voiced an intent to purchase.”

the stat

30%

The growth in water with added benefits since 2011

KitKat Ruby available to all independents Nestlé Confectionery has rolled out KitKat Ruby to independent retailers across the country with an RRP of 85p.

The bar is coated with ruby chocolate, derived from ruby cocoa beans, which have a berry taste that occurs naturally and contains no artificial flavours or colours.

Premium single chocolates are growing in value by 26% year on year, with the growth coming from millennial shoppers looking to treat themselves.

The supplier is also extending its premium sharing box KitKat Senses into the singles category with KitKat Senses Salted Caramel and KitKat Senses Hazelnut.

The bars will also have an RRP of 85p and the Senses brand will be supported by a TV advert and a social media campaign from April until June.

PoS will also be available to retailers.

Accolade Wines expands range Accolade Wines is shaking up the alcohol category with Echo Falls Rosé Wine & Gin Fusion, available to Nisa stores with an RRP of £5.

The new style joins the supplier’s range of wine, Fruit Spirits Fusions, in response to the boom in the popularity of gin, which is growing at 47.6%.

Echo Falls Rosé Wine & Gin Fusion is made by blending rosé wine with a gin infusion and fruit �lavours.

David White, marketing director at Accolade Wines, said: ‘Following the launch of Echo Falls Summer Berries in 2018, the brand has added a rosé and gin spirit infusion to provide shoppers with a readyto-drink offer.”

Burtons Biscuits’ new singles for c-stores

the stat

8.6%

The year-on-year growth of Wagon Wheels

Available to convenience retailers now, Burtons Biscuits has introduced individually-wrapped packs of Wagon Wheels, aimed at the convenience channel, with an RRP of 49p.

The launch follows a successful year for the brand, currently bought by almost one in �ive households, with annual sales of £18.6m, up 8.6% year-on-year.

They will be available in cases of four counter display units, contains 24 single-wrapped Wagon Wheels, ideal for positioning at the till or on hot drinks counters to drive impulse sales.

New summer treat for Kinder fans Unilever and Ferrero have launched Kinder Ice Cream, available in four varieties.

The range includes Kinder Ice Cream Stick, Kinder Ice Cream Sandwich and Kinder Joy Ice Cream, designed for children, and a Kinder Bueno Ice Cream Cone.

The kids’ range contains 100 calories or less, with packs featuring Unilever’s ‘responsibly made for kids’ logo.

Noel Clarke, vice president for refreshment at Unilever, said: “This is an exciting time for ice cream, with the category growing by almost 20% year on year.

"Now that the countdown to summer is of�icially on, Unilever can’t wait to launch Kinder Ice Creams to satisfy shoppers who are on the hunt for something new to try.”

the stat

20%

The year-on-year growth of ice cream

THE INTERNATIONAL FOOD & DRINK EVENT EXCEL, LONDON Key Date

17-20 March

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The International Food & Drink Event at ExCeL, London

12-25 MARCH 2019 betterRetailing.com

GRENADE’S NEW FLAVOURS

FOLLOWING the launch of its Carb Killa products, Grenade has expanded its range of lowsugar, high-protein snacks to include two new bars, Dark

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STAND N2519

Chocolate Raspberry and White Chocolate Salted Peanut. These bars are perfect for a post-workout pick-me-up, an afternoon boost or a mid-morning snack.

the stat

1,350 The number of exhibitors at IFE 2019

FIVE REASONS TO VISIT IFE 2019 The INTERNATIONAL FOOD & DRINK EVENT (IFE) in London is now only days away. RETAIL EXPRESS looks at five products you can discover at the show

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PROTEIN KETCHUP

IN The Buff is the maker behind a range of plant-based protein condiments, which have been specifically created to be healthy and versatile. The brand is built on the values of being transparent and honest, but also

STAND N2782

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CANNED WATER

STAND N2415

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HONEYBUNS

NESTLED deep in the Dorset countryside, this glutenfree bakery offers a range of cakes, brownies, flapjacks and shortbreads. Honeybuns’ team of 15 bakers craft everything by hand and its

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A NEW challenger brand set to disrupt the bottled water category, EauLab contains the power of plant-based ingredients to offer water with added

nutritional benefits. Coming in recyclable aluminium cans, the product aims to help reduce the amount of plastic entering the ocean.

cakes are made with flour alternatives such as polenta and ground nuts, and its new vegan range offers cakes in even more free-from options, including dairy- and refined sugar-free.

GREAT TASTE WEIGHT LOSS

OPERATING around the ethos that a weight management programme doesn’t mean turning your back on taste, John Morley’s new GoFigure weight management muesli range contains SlimBiome, which promotes the feeling

confident to challenge mainstream brands. At IFE 2019, In The Buff will be promoting its new flavours, Turmeric Fusion and Chipotle Spice Protein Ketchup, as well as its original Sweet Paprika Protein Ketchup.

STAND N3041

STAND N1967

of fullness, helps to burn calories and maintains blood sugar levels. Available in Almond & Apricot, Apple & Cinnamon, Cranberry Protein, Matcha Tea & Pistachio and Turmeric & Ginger, there’s a flavour for everyone.

To see panels hosted by Retail Express’ Chris Dillon and Priyanka Jethwa, as well as discover new brands, register to attend IFE for free at ife.co.uk

Advertorial

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OPINION LEADING INDUSTRY OPINION ON THIS FORTNIGHT’S HOT TOPICS

What do you think? Get in touch for the chance to be featured in Retail Express

HIGH STREET: Will the select committee’s report help independents?

Mark Yexley

“It’s a relief to see that MPs are taking the retail crisis seriously. The revival of town centres will require a coordinated strategy, bringing together local councils, communities and businesses, backed by government funding. The NFRN is willing to take part in the discussions to introduce the reforms as soon as possible.”

head of communications, JTI

Mike Mitchelson, national president, NFRN

Mark Yexley answers four retailer questions about the upcoming track and trace legislation I haven’t heard about the track and trace much since TPD2.

Is it still definitely coming into force?

Track and trace is the next phase of the European tobacco legislation that first came into effect in May 2016. It will require tobacco manufacturers to place a unique code on all tobacco products including individual packs, outers, cases and pallets to ensure they can be tracked throughout the supply chain.

I thought that track and trace was more to do with manufacturers. As a retailer, what am I supposed to do?

There will be minimal changes to retailers as most aspects of the track and trace system will be applied earlier in the supply chain by the wholesaler and manufacturer.

As a retailer, you will need to apply for two separate codes – an Economic Operator ID Code and a Facility ID Code.

There is no requirement in the track and trace legislation for independent retailers to scan products out of their stores and there will be no direct impact to existing adult smokers following the introduction of the legislation.

What are the different codes I have to apply for?

Retailers will be required to apply for an Economic Operator ID Code and a separate Facility ID Code for each premises that is used to store or sell tobacco products.

The codes will be of free of charge to apply for and can be requested from gov.uk/guidance/selling-and-storingtobacco-products.

Do we even expect this to work or is this just more legislation that will just penalise law-abiding retailers?

The track and trace legislation is being introduced to protect law-abiding retailers from the threat of illicit tobacco.

There will be minimal changes for retailers as there is no requirement in the legislation to scan products in or out of their stores. As ever, JTI will be on hand to help retailers along the way.

That’s why the company is launching a new guide to support retailers through the track and trace legislation, which will be available soon on our trade website, jtiadvance.co.uk.

“The rates system still acts as a barrier to investment, with retailers in fear of improving their stores because of the increase in rates bills that follows. We urge the government to act on the recommendations of this report and consider all available options to help retailers invest.”

James Lowman, chief executive , ACS

It’s a relief to see that MPs are taking the retail crisis seriously

TRACK AND TRACE: What will the impact on stores be?

“There are nearly 5,000 Scottish retailers and their issue is they don’t know about the regulation. There is still a lack of clarity, but we’re helping our wholesale members learn as much as they can with the information available and how they can communicate it to retailers.”

Nearly 5,000 Scottish retailers don’t know about the regulation

“We’ve been appointed the contract to track tobacco imports, similar to our systems in Cameroon and Sudan. Results have been positive; the tax revenue from tobacco has more than doubled through better detection of the illicit trade.”

Jerome Pichot, head of product marketing, authentication and traceability, De La Rue

Colin Smith, chief executive, Scottish Wholesale Association

M&S: Will the Ocado online joint venture shake up the grocery market?

“We are delighted that our retail business will become a joint venture with Marks & Spencer. This is a transformative moment in the retail sector, with the combination of two iconic and much-loved retail brands set to provide an unrivalled online grocery offer.”

“The new joint venture will help increase M&S’ online grocery share. However, the deal also puts an end to an existing 19-year-old contract with Waitrose. The success of this new partnership will be whether any changes in prices will appeal to Ocado customers.”

Tim Steiner, chief executive, Ocado

Alex Yau, symbols and wholesale reporter, Newtrade

This moment in the UK retail sector is set to provide an unrivalled online grocery offer

SAINSBURY’S-ASDA: Will the CMA’s findings damage the merger?

We also have concerns prices could rise at a large number of petrol stations

“The parties may protest loudly, but I see no way back for the parties against the strength of these provisional �indings and I expect that the merger will be completely blocked when the CMA reaches its �inal decision at the end of April.”

“Should the two merge, shoppers could face higher prices, reduced quality and choice, and a poorer overall shopping experience across the UK. We also have concerns that prices could rise at a large number of their petrol stations.”

Ratula Chakraborty, retail expert, University of East Anglia

Stuart McIntosh, investigative chair, CMA

LETTERS

12-25 MARCH 2019 betterRetailing.com

11

Harj Mickleton Village Stores, Dhasee Gloucestershire

Letters may be edited

Take time out of your shop and see how other retailers are running their businesses

‘One-hour window for waste collection is not realistic’ THREE weeks ago, we found stickers put on our green rubbish bins telling us we now only had a one-hour window to have our waste collected.

All the commercial waste we put in street bins had to be put away on private land or within our premises. Luckily, our neighbour has allowed us to use his bin, but this means we will have to go from using two 1,100l bins to one 360l one.

The council said it had been on its website for over a year, but I explained that I don’t

regularly check that and we hadn’t been noti�ied. We still don’t know what time to put the rubbish out – and if we miss the slot, we risk being �ined.

I don’t think the council has considered where all the extra rubbish is going to go.

I think people will just start �ly-tipping. While we will look for other legitimate solutions, lots of other people will ditch it on their way home.

Natalie Lightfoot, Londis Solo Convenience, Glasgow

A spokesperson from Glasgow City Council responded: “The arrangements for collecting commercial waste are being successfully introduced across the city, but we understand there can be teething problems for some businesses.

“Our advice is to speak to the commercial waste contractor in the �irst instance. They will know what they can offer and should be able to provide an alternative approach. This could mean more frequent collections,

but the private contractor is best-placed to give a de�initive answer.

“Advice on how to reduce the amount of waste is also an option and Zero Waste Scotland can help.

“If a business needs extra time, we are happy to work with them to achieve this.

“For example, if they need to make alterations to free-up space or reach agreement with an adjacent property, we will be sympathetic to the business.”

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TWEETS OF

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WIN Tropicana new flavours

TROPICANA is investing heavily in its core range in 2019, adding three new flavours to its line-up: Apple, Raspberry & Redcurrant; Apple, Pear & Apricot; and Watermelon & Starfruit.

The new flavours are accompanied by a vibrant new look.

To celebrate the three new flavours, the number-one 100% fruit juice brand in the UK is offering five lucky Retail Express readers the chance to win £50-worth of stock each.

@retailexpress

Implication of the updated @PortmanGroup legislation is that any cidermaker selling a pint of cider 7% or above will have to prove that it is a “premium” product. Vessels of alcohol intended for single-person/occasion consumption will in effect have an ABV limit. 500ml can would be 8%, 330ml bottle with crown cap would be 12%. @CiderStatMatt IT’S HERE. Whether you’re looking for a new coffee machine, food counter or franchise, our latest Retail Success Handbook has something for you.

Food To Go: Your Winning Strategy – out 8 March @ChrisDillonNT

TO ENTER To enter go to:

betterRetailing.com/competitions Our competitions remain online for four weeks from publication date.

Editor’s decision is final.

LAST WEEK, we visited Mo Razzaq’s store for the Independent Achievers Academy’s (IAA) Retail Study Day, and the launch of this year’s programme.

It’s crucial to take the time to get out of your shop and see how other retailers are running their businesses.

By seeing a great store like Blantyre Each issue, one of seven top Family Shopper retailers shares advice to near Glasgow and make your store magnificent spending the day networking with retailers, we have definitely come back re-energised and full of great ideas.

As Mo’s store was recognised as the Overall Best Shop last year, it’s clearly worthwhile for us to visit and learn from. He has so many good ideas in food to go and using new technology, I’m sure there’s something there I can bring in.

I’m currently in the middle of implementing an idea from one of the Category Stars from last year’s IAA. Currently my bays are 1,500mm wide, but we’re making them 800mm after we heard another retailer did it. This will help us avoid filling shelves for the sake of it.

When consumers are shopping categories like petcare and household, they are not looking for many different varieties of the same product. We simply have too many facings in these areas, so by reducing our shelf space, we will avoid stocking up on products just for the sake of it.

It’s so easy to get stuck in the day-to-day of running your own shop that you forget to look at the competition out there and measure yourself against the best stores in the country. The IAA Retail Study Day gives us the time to do that.

We’ve been working with the IAA and Newtrade’s head of events, Sam Gunston, for many years and we’ve found their work invaluable. When the IAA tells us that a store is worth visiting, it’s always worth the trip for us, and I’d urge any other retailers to get involved with the programme this year.

@trudydavies1964 Enjoyed the article on reducing plastic waste in @retailexpress. Great write-up… wish we could source glass milk bottles down here! @Chard_News

Mo Razzaq

Get in touch

@retailexpress betterRetailing.com facebook.com/betterRetailing chris.dillon@newtrade.co.uk 020 7689 3379

CATEGORY ADVICE CRAFT & PREMIUM BEER

12

FIND YOUR CRAFT Craft beer is worth more than £150m and is predicted to grow by £105m in the next two years. TOBY HILL speaks to retailers and suppliers to find out how you can cash in on the trend

the stat

327%

TOP TIPS TO

DRIVE SALES Sam Rhodes, director of customer development, Asahi

01 02

“FOCUS ON CANS. Cans have seen a resurgence at the top end of the market, led by craft beer cans, which are growing at 327% year on year.”

Sharon Palmer, head of trade marketing, AB InBev

04

05

“BE AWARE OF WHAT’S NEXT. Wild beers, sours, barrel-ageing and wine/beer crossovers are not just specks on the horizon – as BrewDog’s Overworks launch earlier this month proves.”

Rachel Grist, category manager, Costcutter Supermarket Group

03

“MAKE THE MOST OF HIGHER MARGINS. The average craft beer price per litre is £4.46 – almost double that of the beer market as a whole – it is a major opportunity for retailers to increase premium sales.”

The growth in craft beer cans

“GO LOW. A clear market trend across the premium beer category – and beer category as a whole – is the increased demand for low- and no-alcohol options. We are now a moderation nation.”

“DON’T FORGET DIFFERENT DIETS. Another prominent trend for retailers at the moment is the rise of veganism, flexitarianism and free-from alternatives, as well as an increased desire from consumers to know exactly what ingredients are in their food and drink.”

Daniel Lowe, CEO, Fourpure Brewing Co.

06

“OFFER ACCESSIBLE STYLES. Popular varieties such as craft lager, pale ales and session IPAs should be offered, but it’s also worth having a couple of more challenging styles on the shelf, such as sours and darker ales.”

12-25 MARCH 2019 betterRetailing.com

AB InBev is meeting demand for light beers with Michelob Ultra, which contains 79 calories per can.

Stella Artois Gluten Free has been launched in response to freefrom trends that are shaping the market.

Joshua Tetley & Son is launching its first range of bottled ales in four years with Tetley’s No.3 Pale Ale available alongside Tetley’s Golden Ale in 500ml bottles.

Toby Lancaster, category and shopper marketing director, Heineken

Brooklyn Brewery’s Defender IPA will be available in UK for the first time from the end of March in 330ml cans.

Carlsberg has relaunched as Carlsberg Danish Pilsner, which is backed by a multimillion-pound campaign including TV, digital and outdoor advertising.

“DRIVE CROSS PROMOTIONS. Fortythree percent of large single bottles are purchased to accompany a meal, so retailers should be more adventurous with their cross-merchandising.”

08

TIPS

Launches & promotions

“STOCK HERITAGE BRANDS. Sharp’s brewery in Rock, Cornwall, and Franciscan Well Brewery in Cork, Ireland, make fantastic speciality beers, while Blue Moon was one of the first, and remains the largest, craft brand in the US.”

07

RETAILER

5 Key

Gareth Cooke, grocery director, Molson Coors

“PROMOTE AROUND SPORTS EVENTS. With occasions such as the UEFA Champions League competition entering the crucial stages, as well as key events throughout the year, we will be ensuring that retailers have all the tools at their disposal to cater for shoppers and remind them of the big events.”

09

Adam Hogwood, Budgens of Broadstairs, Kent “FIND YOUR OWN SUPPLIERS. As a result of finding our own suppliers, we are able to stand out from the local competition and offer shoppers new lines and ranges they might not be able to find elsewhere.”

Suraj Agath, Whissendine Post Office, East Midlands “BE COMPETITIVE. It’s best to stick to the RRP on single bottles of craft beer, but sometimes we do charge around 20p more, especially if we have an ongoing multibuy deal – for example, three for £5.50.”

Kiefer Shea-Godden, St Woolos Stores & Post Office, Newport “FOCUS ON KEY BRANDS. We tend to stick to only a few brands, such as Doom Bar and BrewDog, but offer a wide variety in each.” *Craft beer should be placed on the top shelf to trade shoppers up

HOW TO MERCHANDISE YOUR FIXTURE Ale

Premium large bottles

World lager can

Mainstream lager mid-pack cans

World lager large bottles

Craft beer

World lager bottles

Premium lager bottles

Mainstream lager pint cans

Premium pint cans

Mainstream lager cans

Premium pint cans

RTD

13

Premium fruit cider bottles

Ale bottles

Mainstream fruit cider bottles

No/low

Premium cider cans

Mainstream cider cans

Ale cans

PET

Dave Hiscutt, Londis Westham Road, Weymouth, Dorset “STAND OUT. We focus on the products supermarkets can’t buy, because it’s small batch, or limited edition.

That end of the market moves so quickly that the supermarket supply chain can’t adapt to it.”

Bay Bashir, Belle Vue Convenience Store (Go Local), Middlesbrough “GET THE RIGHT FORMATS. Four-packs provide a much better margin and you don’t want too many people upgrading to the box pack. You won’t make more than 15% on that, whereas you can easily make 25% on four-packs.”

CATEGORY ADVICE CRAFT BEER

14

KEY CRAFT TRENDS Make sure you offer a range of beers that reflects these segments: • Premium lagers such as Peroni Nastro Azzurro and Estrella • Craft UK such as BrewDog, Meantime and Cloudwater • Craft USA such as Goose Island and Brooklyn • Low ABV, alcohol-free and gluten-free such as Peroni Libera and BrewDog Nanny State

£4.46

The average price per litre of craft beer

£255m The value of craft beer by 2021

51%

1.4m

The growth of gluten-free and no-/lowalcohol beer in impulse

® Registered Trade Mark.*AC Nielsen Data Impulse Market MAT 29.12.18.

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consumers bought no- or low-alcohol beer last year

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33%

of alcoholic drinks are consumed with food

327% The growth of craft beer cans

15 CATEGORY ADVICE HOT FOOD & DRINKS TO GO

Advertorial

12-25 MARCH 2019 betterRetailing.com

HEAT UP YOUR SALES

Gary Black

Gary Black explains how Coca-Cola European Partners is supporting retailers who want to host a Community Clean-up

With 30% of retailers stating they need more help with food to go, PRIYANKA JETHWA and CHRIS DILLON look at how to get started in five key areas

01

GET A GREAT COFFEE OFFER

THE average number of coffees sold per day in a typical convenience store is 18, with rural stores at seven or eight cups, and forecourts averaging between 50 and 60. To profit, you need to make sure that you choose the right machine to reflect demand. Models such as Nescafé & Go can be bought outright and do not require plumbing, but are not as attention-grabbing as free-standing machines such as Tchibo Premio.

There are also ma-

02 CROSS-PROMOTIONS WITH MORNING BAKERY FORTY-TWO percent of bakery shoppers buy because they are tempted by something they experience in store, so this is a great way to drive impulse sales.

This offer is especially power-

ful when combined with quality bean-to-cup coffee. Mary Byrne, Aryzta Food Solutions trade marketing manager, says: “By positioning a range of countertop and floor-standing units near to a coffee offering, retail-

ers can generate additional impulse sales.” Breakfast to go is growing at 4.6%, making it the fastest-growing area of the onthe-go market.

Country Choice marketing manager Hannah Morter adds:

Sales director for wholesale and convenience

chines that work on a profitshare system, with no up-front costs and less risk. Only 30% of convenience stores offer a customer-operated machine, so the opportunity to take on quick-service restaurants such as Greggs and Costa is huge.

the stat

4.6% The growth of breakfast to go

“Retailers should focus on the bestsellers and expand their range as footfall and demand increase.” By building up gradually, you can decrease your risk of wastage and get your staff used to the procedures gradually.

As a proud supporter of the Great British Spring Clean, we’re thrilled to say that since we kicked off our campaign two weeks ago, more than 400 managed and independent convenience outlets have requested Community Cleanup kits, ‘How to’ guides and in-store posters from us and will be running their own litter picks with people from their local areas.

As hubs of your communities, you can make a real difference to this campaign, mobilising people to get involved to help clean up towns and cities across the country.

We’ll be doing our bit, too, with our colleagues across our sites and field sales teams volunteering between 22 March and 23 April.

For those who are keen to get involved, there is still time.

Firstly, visit the sustainability section of cokecustomerhub. co.uk to download a guide to hosting a Community Cleanup event. Next, decide on a date and edit our downloadable poster, which can then be put up in your store to raise awareness among your shoppers. To support you in hosting your clean-up event, we have a limited number of free Community Clean-up kits, which include litter pickers, gloves and high-vis jackets, which can be requested from the site as well.

We’d also recommend spreading the word among colleagues, customers and your local community via your social media channels. You can use hashtags like #GBSpringClean and #LitterHeroes before and after your clean-up to increase engagement.

Finally, if you tell us about your clean-ups post-event, you will be entered into a prize draw with a chance of winning £1,000 for a local cause of your choice (for terms and conditions visit cokecustomerhub.co.uk).

It has been 54 years since we first started supporting Keep Britain Tidy, the organisation behind the Great British Spring Clean, and we hope that we can make the campaign even bigger and better this year with your help.

CATEGORY ADVICE HOT FOOD & DRINKS TO GO

16

03

BREAKFAST DRINKS

WORTH £26m, breakfast drinks are soaring in popularity, especially those combining the trends of protein-powered foods with breakfasts on the go.

Beth Reeve, brand manager for Weetabix On the Go, says: “To meet the demand for more food products that help people increase their protein intake, as well as providing a substan-

tial breakfast on the move, we introduced Weetabix On the Go Protein.” Between this launch and Weetabix Original, the brand is worth £18m of the total category.

“Making breakfast and protein drinks more widely available at the front of store in the chiller will help encourage more people to buy into the sector,” she says.

top tips

04

MEAL DEALS

MEAL deals are a great way of building basket spend, but are very difficult to get right. If you make your deal too concise, then you restrict your customers’ choice. Make them too broad and you risk making the deal confusing.

Nisa and Costcutter retailers have benefited from adding Coop products to their meal deals in recent years. Nisa retail director Nigel Gray says: “This further strengthens retailers’ offer in this shopper mission, with a range of sandwiches, wraps, hummus dips and fruit

pots not previously available.”

While condensing many products into one meal deal might be complicated, choice is key and you need to make sure you are catering to relevant dietary requirements. James Hall, Spar’s north England supplier, recently launched a range of vegan sandwiches and wraps, which join the symbol group’s £3.50 meal deal.

“This range has been developed to meet the ever-growing demand for plant-based food to go,” says Peter Dodding, James Hall & Co’s marketing director.

01

Identify local and national suppliers that can help you get started.

02

Start with a coffee machine and bakery to drive early morning sales as this is a key time for convenience customers.

05

03

Introduce a lunch meal deal to increase spend and use your EPoS system to identify the most popular lines.

04

Make sure your lunch range caters to different diets, such as vegetarian, gluten-free and vegan.

05

Look at the local competition to find out what cuisines are missing in your area.

BREAKFAST and lunch options begin to tail off in convenience stores from 2pm, but sweet treats hold up as people look to indulge.

Country Choice’s Hannah Morter says: “Retailers should ensure that, alongside confectionery bakery, they have

AFTERNOON BAKERY

RETAILER

VIEW

Peter Patel, Costcutter Brentwood, Essex “WE’VE offered food to go in our stores since 1989. When we took over Costcutter Brentwood six years ago, the previous owner had a small deli, but we extended it and added sandwich options and hot dogs.

“At a cost of £11,000, we built an area just for food to go and launched it in September last year. Now we offer a much wider range of options. We aim for quality and theatre, too.

“My advice to retailers is to stick with it. It would have been quite easy to give up at the beginning because of the high level of wastage, but it’s worth the investment.”

Read more from Peter and see inside his store in the Retail Success Handbook

Compare coffee suppliers, create a great bakery range, perfect your lunch offer and unlock bigger profits with our 44-page Retail Success Handbook food-to-go guide, available from your news wholesaler now

Call 020 7689 33 3394 to order your copy

a good display of bread available throughout the day.”

An impactful display is key to driving sales of sweet treats. “Shoppers buy with their eyes, so there’s an opportunity to grow basket spend with the right layout,” says Aryzta’s Mary Byrne.

CATEGORY ADVICE CHOCOLATE

12-25 MARCH 2019 betterRetailing.com

17

TAKE A BIGGER BITE OF THE CHOCOLATE MARKET PRIYANKA JETHWA reveals how you can make more from chocolate ahead of Easter and beyond

ALL-YEAR-ROUND TRENDS WITHIN the chocolate category, one trend that is showing significant signs of growth all year round, and not just on special occasions and holidays, is premium varieties.

Premium chocolate is now the fastest-growing incremental chocolate segment, because shoppers say that if they are going to have a treat, it should be something they really enjoy.

Susan Nash, trade communications manager at Mondelez International, says to capitalise on the increasing popularity of premium varieties, Green & Black’s, which is growing at 11.1% year

on year, launched two new singles bars last summer, Green & Black’s Truffle and Green & Black’s Praline.

“Not only does this launch capture the attention of the increasingly popular premium singles segment – which is growing at 46% – but it meets the needs of shoppers looking for luxurious and new options.”

Levi Boorer, customer development director at Ferrero, adds that the premium part of the sharing category is also growing at 15% year on year, and is a sub-category retailers should be focusing on to increase sales as well.

“Last year, Thorntons introduced packaging redesigns across its Continental range, including Continental Dark, to emphasise the variety of premium chocolates within.”

Mars Wrigley Confectionery also took its first steps last year into the premium chocolate sector with the launch of Maltesers Truffles, designed as a treat to give someone special.

Rebecca Shepheard-Walwyn, Maltesers’ brand director at Mars Wrigley Confectionery, adds the seasonal and boxed confectionery category has outperformed the total confectionery market for the

the stat past three years, driven by shoppers favouring premium chocolate, which has grown 10 times faster than standard chocolate.

“Maltesers Truffles’ extension into gifts will drive incremental growth to the category, representing a £20m opportunity.”

As well as premium lines, offering a range of price-marked options also remains vital in attracting sales, especially from those looking for value for money.

In February, Mondelez launched Cadbury Dairy Milk Oreo Sandwich in a new £1 pricemarked pack (PMP).

Cadbury Dairy Milk Oreo is

15%

already worth £48m, growing at 17% year on year, with the The growth in sharing product having driven £3.2m worth of sales premium chocolate since its launch in February 2018. The PMP aims to build on this success.

Lyndsey Homer, junior brand manager for Cadbury Dairy Milk at Mondelez, says: “Retailers should take ad- the same success and drive vantage of the new £1 PMP bars, even more sales within the as we hope to see them secure chocolate category.”

CATEGORY ADVICE CHOCOLATE

12-25 MARCH 2019 betterRetailing.com

EASTER TREATS WHILE having an on-trend range of chocolate is important all year round, retailers shouldn’t forget to stock limited-edition Easter lines to add that touch of extra sparkle to their range.

Mondelez’s Susan Nash adds retailers can take advantage of the shopper demand for premium chocolate this Easter by stocking Green & Black’s egg range, available in dark, milk and butterscotch varieties, to tempt shoppers looking for special treats to gift.

Meanwhile, Mars Wrigley Confectionery has also launched M&M’s Eggs. Available in sharing packs, the lim-

ited-edition eggs are available from now until Easter.

The eggs come at an RRP of £1 for an 80g bag, £2.50 for a 250g bag and £3.50 for a 315g bag.

Chirag Shah, seasonal brand manager at Mars Wrigley Confectionery, says: “M&M’s is the world’s number-one confectionery brand and this new treat brings a seasonal twist.”

Nestlé Confectionery is also cashing in on Easter with the launch of new large eggs from Smarties, Rolo, Toffee Crisp and Yorkie, which will join its range, including KitKat Chunky, Orange Smart-

muststocks Green & Black’s Praline and Green & Black’s Truffle Green & Black’s is growing at 11.1%, and dark chocolate in particular has seen consistent growth for the past three years, now worth £402m.

Thorntons Continental Last year, Thorntons introduced packaging redesigns across the Continental range, including Continental Dark.

19

the stat ies, Lion and Munchies. The new shape, size and design of the large egg packs will ensure better on-shelf visibility, and they all have an RRP of £5.41.

The supplier says large eggs continue to be a key growth driver in Easter confectionery, worth £80m, having grown by 12% between 2017 and 2018.

Nestle Confectionery is also investing in premium eggs this year, a category that also grew by 12% in 2018.

New for this year is the KitKat Senses premium egg, which comes with a mixed box of the KitKat Senses chocolates to share.

12%

This will join the After Eight premium egg, which features a large mint-flavoured dark chocolate egg with a 300g box of After Dinner Mints, both with an RRP of £10.

Andrew Ovens, marketing manager at Big Bear Confectionery, says its brand has seen some of its strongest sales on its Just range during the Easter period, with a 38% sales increase in 2018. “Poppets are good for independent retailers to consider during Easter,” he says.

“The brand is all about sharing, making it ideal for parents looking to pick up a treat for the kids.”

The growth in premium Easter eggs last year

the stat

46% The current growth of premium singles

Maltesers Truffles Maltesers Truffles is the brand’s first venture into the premium gifts category.

Cadbury Dairy Milk Oreo Sandwich Cadbury Dairy Milk Oreo is worth £48m in the UK, growing at 17% year on year.

top tips

KitKat Senses Egg The egg comes with a mixed box of KitKat Senses chocolates to share.

Levi Boorer, customer development director at Ferrero, gives five top tips for creating impactful displays

01

Ensure you keep your shelves full of products and that they are well organised so that customers can easily find what they are looking for.

02

Use PoS to help create in-store theatre, draw attention to new products and drive impulse purchases of smaller products.

03

Stock the bestsellers. They are easily recognised and trusted by consumers, so will provide a greater rate of sale.

04

Be aware of which brands are being heavily supported by marketing, as this will drive consumer awareness. You can translate this awareness to sales by featuring those brands at secondary sitings in store.

05

Price-marking is popular among impulse retailers as a way of communicating value to consumers who can be price-orientated. It also gives consumers a greater understanding of the value they are getting from the store.

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PROFILE

22

12-25 MARCH 2019 betterRetailing.com

RETAILER PROFILE RICHARD AND DONNA EVANS OMBERSLEY ROAD POST OFFICE & NEWSAGENTS

‘OUR HND SERVICE HELPS OUR POST OFFICE THRIVE’ TOBY HILL As print continues to grapple with the online world, many retailers are pulling back on news and mags in favour of growth areas such as food to go.

But in Richard and Donna Evans’ Worcestershire newsagents, the category has gone from strength to strength – fuelled by growth in home news delivery (HND).

“Two newsagents closed down nearby and we took on their HND,” Richard explains.

“We now have 12 paper boys and girls working from Monday to Saturday, and another nine on Sunday.”

Together, this �leet delivers around 300 newspapers a day, with The Times, The Telegraph and the Daily Mail bestsellers – a lucrative set-up, with each Telegraph generating four times the revenue of a single Sun. Richard and Donna bought Ombersley Road Post Of�ice & Newsagents in 2001. At the time, Richard worked in sales for the robotics industry, while Donna was working for the Post Of�ice and itching for a new challenge. For two years after they took over the store, Richard

juggled his full-time role with overseeing the newsagent side of the business – before its success made this impossible, and he quit to dedicate himself to retail.

The building itself consisted of two terraced houses knocked into one, so shortly after acquiring it they took the opportunity to redo the space, removing the chimneys and shaping it more like a shop.

They did this with support from the Post Of�ice, which at the time was cutting back their network, but had bookmarked Ombersley Road for growth.

“Two other postmasters near us wanted to retire anyway, so everything fell into place,” Richard recalls.

The post of�ice now offers a range of services to customers from miles around, and underwent a second revamp as part of the Post Of�ice’s network trans-

formation programme in 2014.

Building up the newsagents has proven more challenging.

Success has depended on being adaptable and �inding a niche in the local business eco-system.

“We’re in a small parade of shops and have two Co-ops, each 500 yards away,” Richard explains.

This has led to the store focusing on cultivating categories that set it apart from nearby businesses. Greetings cards are a major part of this strategy.

YOU’D BE SURPRISED HOW MANY SCHOOLCHILDREN REALISE IN THE MORNING THEY NEED STATIONERY FOR THAT DAY

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As well as more generic greetings cards, the store’s range encompasses local pictures and postcards featuring Worcester Cathedral and panoramas of the Malvern Hills.

Richard and Donna have also developed a large stationery range.

“We currently source from Williams of Swansea and Perkins Group Services,” Richard says. “They’re our fourth or �ifth stationary wholesalers, as others have gone bust.”

The shifting demographics of the local area provide a boost to stationery sales, with an increasing number of young families moving in.

“You’d be surprised how many schoolchildren realise in the morning they need some stationery for that day.”

Making a newsagents prosper isn’t easy in the current climate.

But by adapting to the local environment, and maintaining a hawk’s eye for gaps and opportunities, Richard and Donna have established a thriving business.

To see more of Richard and Donna’s store, go to betterRetailing.com/ ombersley-road-post-office

Location: Worcester, West Midlands Staff: Two full-time, 21 part-time (HND) Size: 1,000sq ft Opening hours: Mon-Fri 7am-6pm, Sat 7am-1pm, Sun 7am-12pm Trading since: 2001

which battles you fight 1 Pick With nearby competition from two Co-ops, the store doesn’t stock groceries, apart from a small selection.

“There’s no point fighting unnecessary battles,” Richard says. to new demands quickly 2 Respond

“You’ve got to keep watching and listening to what people want because it can all change in a moment,” Richard says. “But we’ve got it in hand for now.” on what you are famous for 3 Focus

“We’ve built up a large greetings card offering in the past 10 years,” Richard says. “In Birmingham there are lots of card warehouses where you can get great deals.”