Retail Express - 26 March 2019 by BetterRetailing

SIMPLY THE BEST The five things you can learn from the UK’s Overall Best Shop P24 X betterRetailing.com

EXCLUSIVE STUDY DAY IAA RETAIL

FIVE LESSONS’S FROM THE UK BEST SHOP

RETAIL EXPRESS travelleds Earlier this month, to visit MO RAZZAQ’ to Blantyre in Scotlandfor the Independent Family Shopper store (IAA) Retail Study Day. Here ’s shop Achievers Academy you can apply to your are five key lessons

LESSON 1 Collect food donations

study Retail Express exclusive with tour in partnership

with your ONE way to engage a basket outside community is to keep customers can your your shop where who need it the donate food for those collection point a most. Razzaq has families’, which labelled ‘Food for store so people the he keeps outside to pick items up if aren’t embarrassed food is donated by they need to. The the store and his shoppers.

26 MARCH-8 APRIL 2019 STRICTLY FOR TRADE USERS ONLY

LESSON 3

Make your deals

relevant

advertising that BY investing in radio store, Razzaq the plays throughout his customers of constantly reminds to them. These the deals available the day deals change throughout and occasion. depending on the time

LESSON 2

Get in touch with local suppliers and brands WORK with local producers advertising displays to create bespoke as packaged goods, ready meals and shoppers to spend this can encourage with Strachan Craft more. Razzaq works Cakes, and sells Butchers and Rebecca’smeals and ‘cakes a variety of handmade are displayed on in a box’. The cakes other sweet a dessert counter alongside their own bay at treats. The meats have which advertises the back of the store, the brand.

LESSON 4

Offer shoppers

loyalty cards

your scheme that rewards SET up a loyalty card shoppers Privilege card offers deals, customers. Razzaq’s items, exclusive member early-bird access to and save account. Shoppers and a personal spend store, online and on mobile. in can also use the card

LESSON 5

Set up recipe ideas around the store cards buying, set up menu TO encourage cross-category the ingredients shoppers detail groceries. around the store that alongside the necessary bags need to make dishes ingredients in pre-packed Razzaq also offers recipe meals. up quickly and make for shoppers to pick

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COURT CASE VICTORY

MISSING REP VISITS

CRIME PREVENTION STRATEGY

Subpostmasters win first case against the Post Office after fraud and theft allegations

Fall in Mars Wrigley rep visits results in lost monthly credit payments

New crime-fighting MP outlines his plans to tackle retail issues over the coming years

SIMPLY THE BEST The five things you can learn from the UK’s Overall Best Shop P24 X betterRetailing.com

EXCLUSIVE STUDY DAY IAA RETAIL

FIVE LESSONS’S FROM THE UK BEST SHOP

LESSON 1 Collect food donations

study Retail Express exclusive with tour in partnership

26 MARCH-8 APRIL 2019 STRICTLY FOR TRADE USERS ONLY

LESSON 3

Make your deals

relevant

LESSON 2

LESSON 4

Offer shoppers

loyalty cards

LESSON 5

TIME FOR A CHANGE? 18 retailers tell us what their symbol groups and franchises could offer you P14-23

FOCUS ON

FASCIAS & FRANCHISES

COURT CASE VICTORY

MISSING REP VISITS

CRIME PREVENTION STRATEGY

Subpostmasters win first case against the Post Office after fraud and theft allegations

Fall in Mars Wrigley rep visits results in lost monthly credit payments

New crime-fighting MP outlines his plans to tackle retail issues over the coming years

our say

Chris Dillon, editor – insight

Why sustainability must be part of your five-year plan

The five biggest stories this fortnight 01

Subpostmasters celebrate first victory over PO

ALEX YAU THE day is coming where all UK stores will have to act as a collection point for plastic bottles. Whether or not you want it to happen, the wheels are already in motion. It’s coming to Scotland next year, with 2023 the likely year for a UK-wide scheme. Earlier this month, I travelled to Norway to see their deposit return scheme in action. The first thing you notice when you walk around, apart from the bitter cold, is that there is no plastic packaging littering the streets. The reason for this is that Norway recycles 97% of plastic bottles and aluminium cans with a bottle return scheme that puts money directly into retailers’ pockets. The scheme is so successful that Norway’s biggest problem is now SEVEN OUT OF everybody else – seven out of eight EIGHT BOTTLES bottles that wash up on Norway’s beaches are from abroad. THAT WASH UP Last week, our features writer ON NORWAY’S Priyanka Jethwa and I chaired two separate panels at the International BEACHES ARE Food & Drink Event in London. FROM ABROAD During my discussion on food to go, we touched on single-use packaging briefly, and when I mentioned that high percentage the Norway is recycling, the audience reacted with disbelief. For the British consumer mindset, this level of recycling is unimaginable – we currently sit at a woeful 10%, according to the most optimistic figures – but this will change in the next five years. This is the new fresh and chilled, the new vaping, the new gluten-free, the new food to go. And if you prepare now, you can get ahead of it. FOR MORE OPINION, GO TO PAGE 12 @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

FIVE hundred and �ifty subpostmasters who claim they were falsely accused of fraud and theft have won a landmark victory against the Post Of�ice (PO). Last week, at the High Court in London, Justice Fraser ruled in favour of the subpostmasters, stating the PO had a duty to act in good faith, which it previously had failed to do. The ruling fundamentally changes the PO’s responsibilities to every UK branch owner. The decision marked the end of the �irst trial, with another currently underway and two more to come. Only at the end will it be decided whether glitches in the PO’s Horizon till system caused the losses dating back to 2000. The judge slammed the PO, stating: “There can be no excuse for an entity such as the PO to misstate, in such clearly expressed terms, in letters that threaten legal action, the extent of the contractual obligation upon a [subpostmaster] for losses. The only reason

for doing so must have been to lead the recipients to believe that they had absolutely no option but to pay the

Paraphernalia clarity

FOLLOWING a series of news stories criticising convenience stores for selling products associated with drug consumption, a trading standards expert has clari�ied that retailers are within their rights to sell the products. A Mail on Sunday investigation reported the “shocking”

discovery that pipes, bongs and grinders – accessories frequently used in the consumption of cannabis – are “on open sale in high-street shops across the UK”. Read more at betterRetailing.com/ drug-paraphernalia

sums demanded. It is oppressive behaviour.” PO chairman Tim Parker responded: “We have taken

[the judge’s] criticisms on board and will take action throughout our organisation.” Read more at betterRetailing.com/ subpostmasterpost-office

ATM woes continue

RETAILERS are still being billed for ATM business rates, despite the Supreme Court ruling the machines are exempt from the tax. According to real estate advisor Altus Group, 15,784 cash machines were liable for business rates before the Court of Appeal’s decision.

However, the �irm’s head of UK business rates, Robert Hayton, claimed councils across the UK have still sent bills to collect £47m ahead of the new tax year on 1 April. Read more at betterRetailing.com/ atm-business-rates

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.

Egmont applies pressure

EGMONT will lobby other children’s magazine publishers to also give independent returned stock from multiples if it deems the current trial a success. Discussing the trial and how it can work with other publishers to create a more ef�icient supply chain at the company’s

annual insight report on 5 March, commercial director of magazines Siobhan Galvin said: “It’s crucial that we collaborate, share best practice and agree a joined-up approach to a sustainable category.” Read more at betterRetailing.com/ egmont-to-lobby-otherpublishers-trial-data

Digital confusion high

RETAILERS are still unclear about the government’s online tax return system being enforced next week. From 1 April, businesses with a taxable turnover above the £85,000 VAT threshold must submit their returns through the government’s

‘Making Tax Digital’ online service. The software retailers use to submit their tax returns is not provided by HMRC, but through government-approved third-party providers instead. Retailers said the software would come at an extra cost.

@retailexpress facebook.com/betterRetailing

26 MARCH-8 APRIL 2019 betterRetailing.com

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

Retailers slam drop in Mars Wrigley rep visits JACK COURTEZ FOUR store owners contacted Retail Express’ sister-title RN last week, to complain about a severe drop in Mars Wrigley rep visits. The lack of visits resulted in lost monthly credit payments that were promised for following the confectionery company’s planograms. Kalpesh Pau, owner of Parson Cross Post Of�ice in Shef�ield, said: “We have not had a visit for more

than a year now and last time they were here, they only backdated for one month and we missed out on four months’ backpay.” The retailer claimed the company responded: “It’s your rewards, not your right.” Rasmi Panchal, of Fresh ‘n’ Frozen in Manchester, added: “I’m not sure Mars Wrigley reps even exist any more.” A survey by RN revealed 29% of retailers receive at least four visits per year from Mars Wrigley. Nearly

38% said they no longer receive any visits. One retailer advised: “Do a range review and delist any confectionery product that is not doing well, even if it is a must-have on any scheme. Remember – profits are in your pocket, not on the shelf.” Joanna Alvarado, Mars Wrigley Confectionery �ield sales director, told RN: “We’re sorry to hear this feedback from a small number of our retail partners. Of the tens of thousands of retailers we call on nation-

GOOD WEEK UNITAS: Today’s Extra and Lifestyle Express retailers have been given more opportunity to improve their chilled ranges as a result of the Unitas merger. After forming in November, the new business uses the collective buying power of its 177 members to negotiate better prices with its suppliers for its 1,200 retailers. P&H: Former employees of collapsed wholesaler Palmer & Harvey (P&H) have won a legal battle in the employment tribunal to receive eight weeks of redundancy pay owed. The Union of Shop Distributive and Allied Workers (USDAW) successfully helped the former staff receive a Protective Award after giving evidence against P&H in court. All former employees are entitled to the award, whether or not they are an USDAW member.

wide, the vast majority receive a visit at least every 12 weeks. “Independent stores are a vital part of our retail network and, in the changing retailer landscape, we are constantly looking for ways to better serve and support them. “We invest heavily in ‘feet on the street’ to provide range and category advice to help grow confectionery sales for independent retailers.”

Read more at betterRetailing.com/redundancypayout-for-ex-ph-employees

BAD WEEK

WHOLESALE

Read the full story online at betterRetailing.com/unitasmarger-leads-to-chillledfood-opportunity

How has the Unitas merger impacted retailers?

1,200

800

The number of retailers receiving improved prices

The proportion of smaller retailers with increased access to chilled deliveries

Total wholesale members

express yourself “It will be great to get police and crime commissioners (PCCs) talking to their MPs, as it will help bring retail crime to the forefront. It’s a good step forward, but it will only work if all parties put together an action plan. This needs to include PCCs, MPs, local authorities, the NFRN and the prosecution service. We need to get a group together that actually understands the message we are trying to get across.” Hussan Lal, Park Licence Grocer, Paisley

75%

Newly formed strategic relationships with Eden Farms and Nisa

the column where you can make your voice heard

DAILY MIRROR: Reach plc has come under fire after price increases at the Daily Mirror were matched with a fall in terms for retailers. The Mirror publisher was further criticised for its failure to discuss the terms change or price rise with retailers. The 5p price rise will see terms falling by 0.6% to 20.8%. JTI: Retailers said they expect to pass the latest tobacco price hikes onto their customers when JTI increases its tobacco charges by up to 50p later this month. Retailers predict customers will notice the difference, and others said it will cause customers to abandon brand loyalty to save money. “My regulars will notice straight away,” said Narendra Singh Jadeja, owner of Coppermill Lane Londis in London. Read more at betterRetailing.com/tobaccoprice-hike-to-hit-customers

How feasible are the crime prevention strategy proposals made by new crime-fighting MP Steve McCabe?

“I think it will focus the MPs and PCCs on how important and devastating retail crime is for store owners. I think it will highlight the day-to-day problems we have, and in my case, this can only be a good thing. How far this will make a change is hard to say because once there is a change of heads in the police, it might go back to square one. However, anything that is highlighting the impact of retail crime on independents is a good thing.” Kamal Thaker, Stop Shop News, north London

Read more on p4

“It’s definitely a step in the right direction. If more MPs are aware of what’s going on then they are in a better position to help change the current regulation and the criteria of reporting incidents of crime. In my own experience, I have reported crime and police have not followed up, which means that it hasn’t been recorded. This aspect needs to be worked on if we are going to create a true breakdown of crime across the country.” Vip Measuria, One Stop, Derby

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

Kamal Thaker

NEWS

26 MARCH-8 APRIL 2019 betterRetailing.com

Crime-fighting MP supports indies MEGAN HUMPHREY THE new chair of the All-Party Parliamentary Group (APPG) on retail crime, MP Steve McCabe, has vowed to create a robust retail crime prevention strategy that works for independent shops. In an exclusive interview with Retail Express’s sister title, RN, McCabe expressed his desire to make incidents in shops a focus for all of those involved in tack-

ling the issue, including police, politicians and the judiciary. “We should be creating a retail crime prevention strategy that makes use of all sectors,” he said. “The easiest way to do this is to have a focus whereby everyone knows it’s their responsibility to do something about it.” As part of the plan, McCabe suggested tighter working relationships with police. “I think it’s about police and crime commissioners setting speci�ic targets in

their policing plans in terms of what they plan to do in order to tackle retail crime,” he said. “MPs at constituency level should be receiving monthly or bimonthly reports that show the hotspots and trends, and the measures that are having a positive effect.” McCabe added that tougher sentencing was of high priority. “I would like to see a more obvious, targeted prosecution strategy,” he said.

“There should be a tariff, whereby if you are prosecuted for carrying out an assault on anyone doing their job then you receive an additional element to your sentence. “We could get into a mess if we start to legislate for every occupation.” Asked how he plans to achieve his aims, McCabe revealed he will look to collaborate with the Home Of�ice’s crime minister, Victoria Atkins.

Pladis eyes up unaffiliated stores for more rep visits IT’S ANYTHING BUT AVERAGE

#IAA19 ASSESS. COMPARE. IMPROVE. Taking part in the Independent Achievers Academy helps retailers focus on key disciplines that help them evolve. In this series, we talk to various UK retailers about the value they get from benchmarking their shop. Here’s a behind-the-scenes discussion. Meet Mo. He owns and operates Family Shopper in Blantyre, a suburb of Glasgow. He has benchmarked several times and was named IAA’s Overall Best Shop in 2018.

PLADIS is to double the number of �ield sales visits it makes to unaf�iliated retailers this year, a senior source within the company has con�irmed. The source said the McVitie’s manufacturer’s frequency of sales rep visits to symbol group retailers was twice that of unaf�iliated retailers.

They said: “This year, Pladis wants to invest more time into making sure we balance the number of visits we make to unaffiliated retailers. “The company wants to give them as much attention as we do with retailers who are part of a symbol group.”

DEFIBRILLATOR STORE SUPPORT

Independent Achievers Academy: Why did you benchmark your shop with the IAA? Mo Razzaq: We want to be at the top of our game and be in a mindset of being constantly challenged. Taking part in benchmarking with the IAA pushes you to do exactly that. IAA: What have you changed in your business as a result of benchmarking? MR: Every year we get a lot stronger. Our food to go has developed, our promotions have improved and we’ve spent a lot of time on digital innovations. IAA: What would you say about the IAA to other retailers? MR: It really does push you. It takes time, but it’s worth it. It ensures you don’t get stuck in a rut and that you push yourself forward.

SOPHIE Towers, owner of Hillingdon Spar and Post Office in Burnley, has had a defibrillator installed on the outside of her store. She got in touch with Retail Express to stress to other retailers how important it is to have a defibrillator. “You never know

when you are going to need one so it’s good to have the option,” she said. Lancashire Life Saver campaign donated the equipment after a successful bid from Towers. “The machine has now gone live on the ambulance services,” added Towers.

IAA holds annual Retail Study Day in Scotland Be at the top of your game. Benchmark your shop now and reap the rewards. betterRetailing.com/iaa/benchmark

THIS month, more than 20 retailers attended the Independent Achievers Academy’s (IAA) annual Retail Study Day at Mo Razzaq’s Family Shopper store in Blantyre, Scotland. Razzaq was recognised as the IAA’s Overall Best Shop in 2018. The IAA is run by Retail Express’s publisher, Newtrade. Head of events Samantha Gunston said: “The founding principle of the IAA is continual learning and improvement.” Newtrade’s editor of insight,

Chris Dillon, also gave a talk about what UK retailers can learn from food-to-go retailers from around the world. For five key lessons from the day, go to p24

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PRODUCTS Juul partners with Motor Fuel Group PRIYANKA JETHWA VAPING brand Juul has announced a partnership with forecourt operator Motor Fuel Group (MFG) to stock its range of products. The deal means almost 500 MFG sites will stock the core Juul range, with other stores in their 900-plus estate coming on board after the launch. The range consists of the Juul Starter pack, and �ive �lavoured Juulpod re�ills, in Golden Tobacco, Glacier Mint, Mango Nectar, Royal Creme and Apple Orchard �lavours. John Patterson, sales director at Juul, said in the US, Juul has more than 75% market

share in convenience stores. “Smokers expect to see alternatives to tobacco in the stores where they have traditionally purchased tobacco, and that’s why convenience is such a major strategic focus for us.” Paul Dennis, retail director at MFG, added: “We are always looking at ways to stay ahead of the curve and being �irst to market with new products is one of the ways we can add value and differentiate our stores from other forecourt sites. “I believe the opportunity for the vaping channel is huge and improving; enhancing customer choice in the tobacco alternative category is a priority.”

26 MARCH-8 APRIL 2019 betterRetailing.com

Barefoot takes stride into smaller formats BAREFOOT’S new rosé comes in a 187ml format, designed for a growing number of consumers looking for smaller bottles of wine. The White Zinfandel joins Barefoot’s Pinot Grigio and Merlot 187ml formats, with an RRP of £2. Barefoot’s rosé sales increased in value by more than £6.5m in 2018, up 15% year on year. Mark Stammers, sales director at E&J Gallo, said as consumers are more readily purchasing ‘for tonight’ as opposed to doing a weekly shop, as well as choosing to moderate their alcohol consumption, 187ml items are expected to play an important role in the wine category in 2019.

Of all the wine brands in the UK, Barefoot said it has been the biggest contributor of revenue and volume growth to the wine category since 2017, adding more than £57m to the wine category in this time, which is £6m more than the secondlargest contributor.

Cawston is home and Dry

Allied Bakeries raises Demand for protein recycling awareness extends to coffee

CAWSTON Press’ new range of sparkling drinks are available in two �lavours, Ginger & Lemon and Raspberry, in 250ml slim cans, with an RRP of £1.19. At 10 calories per can, the new range is aimed at the growing number of shoppers seeking soft drinks that contain less sugar and are made with natural ingredients. Steve Kearns, the company’s managing director, said: “We know shoppers are looking for drinks with fewer calories and less sugar, without scrimping on �lavour. “They are also wary of arti�icial sweeteners. They want sustainably sourced ingredients and recyclable packaging, all at a competitive price.”

TO help increase awareness that bread bags can be recycled, Allied Bakeries has added a ‘Please recycle me’ logo to the front of pack across its Kingsmill and Burgen brands. Matthew Cullum, director of marketing at Allied Bakeries, said reducing its use of plastic and �inding alternatives is high on the brand’s sustainability agenda, and something it’s work-

ing on independently, as well as through crossindustry initiatives. “In 2018, we reduced the amount of plastic packaging we use in a year by 240 tonnes through reducing the thickness of Kingsmill bread bags. Now, by adding the recycling logo to our portfolio, we’re trying to increase consumer recycling of bread bags.”

Water partnership Tilda partners with UN and Bake Off star for Lego and Nestlé TILDA is back with its ‘Helping mums together’ campaign, in conjunction with the United Nations World Food Programme, to help �ight malnutrition in Bangladesh. For every promotional pack of Tilda Pure Basmati Rice sold, it will fund a meal to a new or expectant mother in Bangladesh. Packs are available until April. To further shine a light on the campaign, this year Tilda has partnered with Great British Bake Off star Ruby Bhogal, who has created a special Mother’s Day dish that celebrates the role food has played in her relationship with her own mum.

NESTLE Waters has partnered with The Lego Movie 2: The Second Part to launch its Waterbuddies range. The range is available in 24x33cl cases from all major wholesalers, with an RRP of 65p per bottle. PoS will be available to re-

tailers, including shelf barkers and posters. Last year, the kids’ water segment was worth just over £22m, and the brand’s latest launch aims to help increase spend in the bottled water category.

CREDITON Dairy’s iced coffee brand, Arctic Iced Coffee, is tapping into the growing consumer demand for cold brew with added bene�its. Arctic Blast is available in

two �lavours, including Arctic Blast Extra Shot and Arctic Blast Protein. The two �lavours will be available in 330ml packs from June, RRP £1.49.

Chupa Chups heads to the races with Lorenzo PERFETTI Van Melle has renewed its partnership between Chupa Chups and Spanish motorcycle champion Jorge Lorenzo. The sponsorship is set to boost visibility of the brand

with consumers, and the brand’s logo will feature on Lorenzo’s helmet during the 2019 and 2020 World Championships, the �irst having been the Qatar Grand Prix earlier this month.

PRODUCTS

Carlsberg aims to take a slice of the premium alcohol market PRIYANKA JETHWA RETAILERS should site the newly-rebranded Carlsberg alongside more premium lagers, as the supplier takes measures to challenge the perception that the brew is an “old man’s beer”. Speaking at the relaunch of the brand in London, Liam Newton, vice president of marketing at Carlsberg, said it wanted to stop consumers comparing it to brands like Carling and Foster's, and instead see it on the same level as Amstel and Coors Light. To achieve this, for the �irst time in more than 20 years, it

has changed the recipe and relaunched as Carlsberg Pilsner, with an ABV of 3.8%. “We acknowledge the fact that, over the years, we have slipped in maintaining the best quality,” he admitted, adding: “The standard lager category has been a tough place to trade in, so to boost sales, we had to make the brew and packaging more appealing. “Eighty-four per cent of shoppers are trading up and prepared to pay more, and we want to tap into this.” Lynsey Woods, the company’s director of marketing, said in addition to the refor-

mulation, it is introducing a new stem glass, which will be

available to independent retailers in the coming months.

the stat

84%

Jaffa Cakes heads to Essex for Nibbles ad MCVITIE’S new campaign for Jaffa Cakes Nibbles, ‘Jaffa whaaaaat?’, will star TV personality Joey Essex. In the 37-second clip, Jaffa Cakes fans are seen eating McVitie’s Jaffa Cakes Nibbles in different moments,

such as relaxing, working and commuting. Emma Stowers, McVitie’s brand director at Pladis, said the brand is encouraging consumers to describe Jaffa Cakes Nibbles on social media using the hashtag #Jaffawhaaaaat.

of beer shoppers are trading up and prepared to pay more

Ad marks £5m return Knock out Lucozade Fruit Bowl makes a move into convenience to screen for Bertolli Sport sales with AJ FRUIT snack brand Fruit Bowl has launched a new grab-andgo range for its �irst launch into the convenience market. The range includes singleportion versions of the brand’s

bestselling multipacks, including Strawberry Peelers, Raspberry Peelers, Blackcurrant Peelers, Strawberry Yogurt Flakes and Juicy Yogurt Raisins.

UPFIELD is returning to TV to promote its spreads brand, Bertolli, as part of a £5m marketing campaign. The advert highlights the brand’s Italian heritage and the health bene�its of olive oil, while also emphasising the premium ingredients used in the product. The advert will also run on

video-on-demand services All 4 and ITV Hub, while shorter videos have been created to appear on digital platforms. Steven Hermiston, general manager at Up�ield, said: “Bertolli is made with passion, and we feel that consumers will be able to grasp that joy through the TV ad.

LUCOZADE Sport has teamed up with boxing champion Anthony Joshua to launch a limited-edition Fruit Punch �lavour. The apple and raspberry drink comes in a 500ml bottle, in price-marked packs, as well as a four-pack. The launch, which will be backed by the tagline ‘Made to move’, will be supported by a £5m campaign in the lead-up to Joshua’s �irst �ight in the US in May. The packaging features a gold cap, re�lecting Joshua’s Olympic, Commonwealth and British championships. Last year was the biggest year ever for Lucozade Sport, delivering total sales of £131.2m. It also grew by 13.7%.

Additionally, Lucozade Sport Orange and Raspberry grew by 8.6% and 26%, respectively. Liam Angel, senior brand manager for Lucozade Sport at Lucozade Ribena Suntory, said: “Tapping into relevant sporting moments is key to growth. During the World Cup last year, Lucozade Sport grew by over 32.1%, and this partnership is going to drive further sales for retailers”.

Pre-mix is now growing An awesome new 25p Capri-Sun promotes faster than beer sales range from Nestlé natural recipe on TV RETAILERS should focus on ready-to-drink (RTD) formats, as they are growing faster in the off-trade than beer, still wine, cider and spirits. This is according to Jen Draper, marketing director at Global Brands, who said premix generates around £280m in sales for retailers and is growing at 16.3%.

“Shoppers trading up is one factor driving this growth. We’re seeing an emergence of pre-mix cans featuring both premium quality spirits and mixers. These recreate authentic-tasting serves of popular drinks such as gin and tonics, while meeting consumer demand for convenience – a hallmark of RTDs.”

NESTLE’S ‘80 awesome things to do’ on-pack promotion will feature across its new 25p range. Small packs of Nestlé Milkybar, Smarties, Animal Bar and Rowntree’s Randoms will feature a QR code that takes parents online, where they can �ind a wide range of activity ideas. The campaign will also be available on Milkybar multipacks and Minis packs, as well as Smarties Minis. Rosamunde Hobson, brand manager for Milkybar at Nestlé, added: “Packs containing the ‘80 Awesome things to do’ QR codes will be available on packs with an RRP of 25p – including a range of price-marked

packs. The promotion will be supported by a social media campaign.”

A NEW campaign for CapriSun highlights that the brand contains no preservatives, colours or arti�icial sweeteners. The advert will feature the return of the brand mascot, ‘Sunny’, posing for sel�ies and switching between different �ilters. The campaign plays on

the trend of hash-tagging ‘No �ilter’. Simon Harrison, vice president of commercial development at Coca-Cola European Partners, said: “The new TV advert highlights that CapriSun original is ‘�ilter free’ and contains no arti�icial sweeteners, colours or preservatives.”

26 MARCH-8 APRIL 2019 betterRetailing.com

JTI expands value vaping range PRIYANKA JETHWA JTI has launched a new value-for-money e-liquid range under its Logic brand, Epiq, with an RRP of £2.50 per bottle. Exclusive to independent retailers via wholesalers for the �irst three months, Epiq joins the Logic vaping range, which now commands a 10.6% share of the overall UK vaping market. Logic Epiq will be available in two strengths and eight �lavours. With more than half of e-liquid sales in the independent and symbol channel selling for less than £3, the range taps into grow-

ing consumer demand for cheaper liquids. To support the launch, retailers will have access to PoS, and an introductory offer of £45 for a stocked counter display unit. Nick Geens, head of reduced-risk products at JTI, said: “The vaping category in traditional retail continues to boom, with 14% growth in the last year alone. “The Logic Epiq range combines a value price point with trusted quality from a well-known brand. “Offering the highest pro�it margin in the entire Logic range, we’re con�ident it will help retailers drive sales in the growing category.”

New and exclusive Yazoo flavour for indies YAZOO Choc Caramel, a new and exclusive �lavour to the convenience channel, will be available to retailers from April. The drink will come in 400ml £1 price-marked packs, alongside a standard 400ml format with an RRP of £1.15, which will be launched later in June. Wayne Thompson, customer marketing manager at FrieslandCampina, said: “While caramel is a classic �lavour, it remains a taste trend. We’ve seen a host of caramel launches over the past year, from ice cream and yoghurts to coffee and cocktails.”

To find out more about the counter display unit, please call 020 7689 3355

Birds Eye makes changes Summer sandwiches Bulk up with protein with Alpen bars from Adelie Foods to drive fish sales BIRDS Eye has delisted its Inspirations brand across its �ish range, making its Lightly Dusted, Chunky Fish Chargrills and Salmon Fillets into its core Family range Rebecca Nascimento, the brand’s marketing manager for �ish, said the new additions aim to add £23.3m to the range.

“It is our job to continually drive interest and value in to the category. “We have a vision to increase the nation’s consumption of �ish in line with NHS guidelines, which state that everyone should eat at least two portions of �ish a week, including one oily �ish,” she added.

Refresco increases Emerge PMP by 10p REFRESCO is launching new 49p price-marked packs for its energy brand, Emerge. The 250ml recyclable cans will have a pricemark of 49p, replacing the existing 39p pricemarked packs (PMPs), giving retailers greater margins. PoS will also be available to promote the drinks. James Logan, commercial director at Refresco, said: “PMPs account for around 18% of Emerge sales. "Consumers like PMPs across all categories but especially for products like energy drinks, which are relatively expensive. “Emerge Energy and Isotonic have a similar �lavour to the ‘big

brands’, but both are more competitively priced.”

ADELIE Foods has revealed its Urban Eat summer seasonal specials, including a vegan Chipotle Chickpea & Avocado and Wiltshire Ham & Applewood Smoky Cheddar sandwich. The food-to-go sector is predicted to grow by £5m in the next three years, and Wayne Greensmith, head of category marketing at Adelie Foods, added with the number of consumers looking for meatfree lunch options, the company is launching a vegan avocado sandwich. “Adelie Foods introduced a vegetarian seasonal special earlier this year, which performed even better than expected, while our �irst

vegan Christmas option also proved a hit,” he added.

TO tap into the trend for protein foods, Weetabix is launching Alpen Protein bars. The range will be available in two �lavours, Chocolate and Berries & Yoghurt, each containing 19g of protein per 100g. The bars are also high in

�ibre and contain fewer than 130 calories each. The bars are available with an RRP of £2.69 for a pack of �ive, and 69p individually. Protein products have added more than £18m to the cereal bar category in the past year, and the bars will play a big role in Alpen’s new £1m campaign.

Cif cleans up with new natural range

Push plant power with Flora’s new recipe

MADE with naturally sourced ingredients and packaged using 100% recycled plastic, Unilever has introduced a new range of kitchen and bathroom cleaners under its Cif brand. Cif Nature’s Recipe range meets the growing demand for greener cleaning products, and includes kitchen and bathrooms varieties: Cif Nature’s Recipe Bathroom Spray 750ml and Cif Nature’s Recipe Kitchen Spray 750ml, both with an RRP of £3.30. With 67% of people purchasing less single-use plastic, the new range is set to appeal to those consumers who are making product choices that have a reduced effect on the environment.

UPFIELD is reformulating its recipe across its Flora range to be made with 100% plantbased ingredients. The reformulation taps into the growing consumer trend for plant-based diets, which has had a 300% increase in the past year. The range is also plantbased, designed for the 3.5 million shoppers in the UK who now identify as vegan. The brand relaunch will be supported by a campaign, including a new TV advert, launching later this year. Steven Hermiston, general manager at Up�ield, explained: “Health and wellbeing has never been so important to consumers.

“People care more about what goes into the products they are feeding themselves and their families, but they are not prepared to compromise on taste.”

RETAIL

IN ACTION

BRAND SPOTLIGHT

FOCUS ON:

JTI’S CAPSULE BRANDS With capsule cigarettes making up 15.1% of the market, RETAIL EXPRESS looks at two must-stock products that will help drive your sales

What is Sterling Dual Triple Green and B&H Blue Dual Double Capsule? STERLING Dual and B&H Blue Dual are two of the UK’s most iconic capsule cigarette brands, with a joint capsule segment share of 42.9%. In January, JTI bolstered both ranges with the addition of two new products – Sterling Dual Triple Green and B&H Blue Dual Double Capsule. Sterling Dual Triple Green is the first triple menthol cigarette to hit the UK market. The ground-breaking menthol cigarette has two capsules, one peppermint and one spearmint, offering a new flavour for existing adult smokers. The new line builds on the brand’s successful 2018 single and of capsule sales come double capsule launches, providing the ultimate flavour experience and from Sterling Dual and offering adult smokers greater choice, in turn helping retailers drive sales. B&H Blue Dual Similarly, the new B&H Blue Dual Double Capsule will bring a more intense flavour option to the UK’s fastest-growing cigarette brand. Launched as the UK’s lowest-priced Double Capsule offering in January 2019, B&H Blue Dual Double Capsule will help retailers tap into the growing value segment, as tobacco customers continue to seek out affordable products from a quality brand they can trust.

Why stock it?

the stat

42.9%

THE capsule segment has seen significant growth in recent years and is now responsible for 15.1% of total cigarette sales in the UK, so there is a strong opportunity for retailers to capitalise on this by stocking a full range of capsule products. These two new products, under the powerful brands of Sterling and B&H, reflect JTI’s commitment to meeting consumer demands and will enable retailers to maximise sales in the category before the menthol ban comes into effect in May 2020.

1 Nielsen Market Track January 2019 2Nielsen Market Track over the last 12 months to January 2019 (based on slope calculation) 3Based on RRPs / on-shelf prices in the public domain and Bestway trade website January 2019. Pall Mall Double Capsule RRP £8.70 vs B&H Blue at RRP £8.35. Retailers are of course free at all times to price as they choose 4Nielsen Market Track January 2019 5IPSOS JTI Tracker Wave 1 2017

26 MARCH-8 APRIL 2019 betterRetailing.com

In association with

Promotional feature

Tips on how to merchandise it

PRICE: On the whole, adult smokers want value for

money, so price is a key factor when choosing where to shop for tobacco products. Retailers should remain competitive by selling at RRP or below*.

*Retailers are free at all times to price as they choose

RANGE: Retailers should make sure to adapt their

range to reflect current trends if they hope to maximise sales in the category; stocking new products that meet the needs of adult smokers.

How does Sterling Dual Triple Green work to give adult smokers the ultimate flavour experience? 1. Single green – menthol stick

2. Double green – spearmint capsule releases a second burst of menthol flavour

3. Triple green – peppermint capsule releases a third burst of menthol flavour for a totally new flavour experience

AVAILABILITY: Nearly a third of smokers will

choose to buy elsewhere if their preferred brand is unavailable, so it’s crucial for retailers to maintain good availability across their range.

Rajiv Patel, Weybridge News, Surrey “JTI’S capsule range performs really well for us in terms of sales, and we want to continue to maximise profits in this area stocking new products, like the B&H Blue Dual Double Capsule and Sterling Dual Triple Green. “We’ve had a lot of interest in both lines since their launch last month – particularly from our existing customers who prefer capsule cigarettes. “The two new lines are an exciting addition to my gantry and I look forward to their continued success.”

WE’VE HAD A LOT OF INTEREST IN BOTH LINES

Capsules can be crushed in any order.

Retailers can visit jtiadvance.co.uk for further information, support and guidance on the tobacco and vaping categories

priyanka.jethwa@newtrade.co.uk 020 7689 3355

Advertorial

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

POST OFFICE: What the first Horizon ruling means for shops

Mark Yexley

“The judge has found in the claimants’ favour on all the important issues in the trial. This goes to the heart of the relationship between Post Of�ice and the postmasters. This exposes the dismissive and uncooperative attitude of Post Of�ice, which has damaged the lives of so many postmasters.”

head of communications, JTI

Alan Bates, Justice for Subpostmasters Alliance representative

Mark Yexley explains five things retailers need to know about the upcoming track and trace legislation 1. Track and trace is coming into force from 20 May 2019 Track and trace will require tobacco manufacturers to place a unique code on all tobacco products, including individual packs, outers, cases and pallets, to ensure that they can be tracked throughout the supply chain. It is the next phase of the European tobacco legislation that first came into effect in May 2016. 2. There will be no direct impact on your shoppers 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. 3. Retailers will have to apply for two separate codes As a retailer, you will need to apply for two codes – an Economic Operator ID Code and a Facility ID Code. 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. 4. You can apply for these codes on the gov.uk website Retailers will be required to apply for one 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. 5. JTI is supporting retailers through the changes 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.

“This is a substantial and complex case and we shall continue to drive it forward to a �inal conclusion in the interests of the claimant group. The case also has considerable importance in terms of the corporate culture being exposed and the business being held accountable for incredibly serious matters affecting peoples’ lives.” James Hartley, Freeths LLP solicitor representing the subpostmasters

This exposes the dismissive and uncooperative attitude of Post Office MINIMUM WAGE RISE: How is the industry responding? “We welcome this new review into the impact of wage rates on the economy and productivity and will provide evidence on behalf of the convenience sector. We’re keen to ensure that any future change is introduced with consideration of the impact on business.”

We’re keen to ensure that any change considers the impact on business

James Lowman, chief executive, Association of Convenience Stores

“Employ more youngsters. We put on one adult over 25 with good experience and one youngster under 18 at quiet times. We also have quite a few 18-to-24year-olds who have been with us since they were 15 and 16 and are happy to work more hours.” Shahid Ali, Nisa Local Mintlaw, Aberdeenshire

IAA STUDY DAY: What were the major discussion points in store? “We needed to encourage the younger generations to come into our store and spend time shopping. How did we do this? We created an area that has wireless charging ports and TVs that display our products and offers, encouraging purchases.”

“American forecourts and Irish Spar retailers are leading the way in fresh food to go. UK retailers can copy what makes these stores successful – tight grocery ranges with no duplications, food brands unique to their stores and spacious kitchens in favour of large stock rooms.”

Mo Razzaq, Family Shopper Blantyre, Glasgow

Chris Dillon, editor – insight, Retail Express

We created an area that has wireless charging ports to encourage purchases

TAX: How will Making Tax Digital (MTD) impact retailers?

MTD will render filing receipts in a shoe box under the till meaningless

“VAT-registered businesses with a turnover of more than £85,000 will have to submit quarterly reports with more detail. MTD will render �iling receipts in a shoe box under the till meaningless, as the government will no longer accept paper records.”

“Our pilot service is progressing well, with over 46,000 businesses in the pilot and more than 200 MTDcompatible software products available, including some free products, and more than 140 existing subscription products being updated at no cost at all.”

Higor Torchia, UK country manager, Vend

Theresa Middleton, director, HMRC MTD

LETTERS

26 MARCH-8 APRIL 2019 betterRetailing.com

13 Meon Vale

jeet Londis, Stratfordbansi upon-Avon

Letters may be edited

How we rise and shine to the upcoming challenges shaping the convenience retail sector

‘The Norway bottle returns study missed vital questions’ I HAVE looked at these deposit return scheme machines and they are expensive and bulky. For health and safety and hygiene reasons, the management of returned bottles and other containers needs to be managed clinically, and I was a bit shocked at the suggestion of keeping a collection bin behind the counter. I would also like to know, who pays for the collection of the plastic? All waste collectors weigh the rubbish and you have not touched on the costs at all, instead promoting this as if we are the only polluters. The footfall notion being mentioned by pro-DRS parties is only used by companies

pushing to gain a space in our stores rent free, such as PayPoint and the Post Of�ice. Why are convenience store owners so gullible? I would like to know how much Mo Razzaq paid for his machine? What is the contribution of the multinational drinks manufacturers? I feel that some of those who have received the machines are essentially advertising the scheme on the manufacturer’s behalf. Anonymous Chris Dillon, editor (insight) at Retail Express, responded: “Thank you for being part of this debate. Legislation for a deposit return scheme is coming

and we need to shape it. It’ll be in Scotland in 2020 and experts predict it to be UK-wide by 2023. “The ‘Nordic’ model, which I saw in action earlier this month, has several advantages for independent retailers. In Norway, retailers are given a handling fee that covers labour hours and cost; in Sweden, retailers receive £2,000 every year if they have a machine. “In Norway, collection is run by In�initum, which is owned 50/50 by retailers and manufacturers, paid for entirely by the manufacturers, and delivers commissions for stores. “In the shops we visited there, retailers reported that nearly all machine users spent money back in their shop. These

machines produce a voucher that can be spent in store, which makes it different from the standard footfall argument. “This is going to be a huge overhaul of the entire supply chain and will make every part responsible for waste, but being a responsible retailer increasingly means making sure the products you sell are recycled or discarded responsibly. “Razzaq, the other store owners who have received the returns machines and ourselves have all been up-front in that the machines were donated for the period of the trial without cost, this was �irst mentioned in our initial coverage of the trial on 9 January.” Tweet us to get featured!

TWEETS OF

THE WEEK

WIN £50-worth of Ribena Frusion

LUCOZADE Ribena Suntory is celebrating the launch of Ribena Frusion by offering five retailers the chance to win stock worth £50. Ribena Frusion is a range of blackcurrant waters naturally infused with real fruits. Ribena moves into the enhanced water category for the first time, with an ambition to deliver £18m retail sales value in 2019, with the launch supported by a £6.2m campaign. Each winner will receive cases of Ribena Frusion Kiwi and Ribena Frusion Blueberry to the combined value of £50.

TO ENTER Fill in your details at:

betterRetailing.com/Retail-Express/competitions Our competitions remain online for four weeks from publication date. Editor’s decision is final.

@retailexpress

At @IFE_Event #IFE19 at #foodtogo trends talk with @ChrisDillonNT of @ThisIsRN @retailexpress, Debbie Davies from @ContigoMan, @gavinroth_igd & Adrian Massey of @CgoDrinks discussing the future of #foodtogo & what to do to grab a share of the opportunity @ZindaFoodsUK

AS retailers, we need to tackle the next few months with a holistic approach to our business, because it’s certainly not going to be an easy period. There are a wide variety of challenges out there that we need to rise to. This includes the uncertainty of Brexit. With the political agenda in a not so sweet spot, there’s Each issue, one of seven top no doubt, whatever retailers shares advice to happens with Brexit, make your store magnificent the costs of goods will continue to rise and eventually trickle down to affect the consumer. On a regulatory level there’s the new track and trace tobacco legislation, which will no doubt have teething problems. There’s also changing consumer habits – especially the focus on ‘here and now’, with food to go seeming to be the latest trend. We need to adopt a strategy whereby we can offer a solution for changing consumer habits and ensure that we stay ahead of the game. No matter your store format, rising wage costs is a factor that will impact every retail business. With the National Minimum Wage rising again in April, we need to look at how we mould our business to cover this. Though unfortunately a continued trend, it’s also a good time to consider the rising rates of crime, how it impacts your store and how you deal with this. These are the challenges we need to rise to, but there are also opportunities to shine this spring. For my store, we’re focusing on making sure we engage with every customer in order to increase basket spend. By having conversations with our staff about legislation, we are making sure they are kept in the loop and are able to explain any changes to customers. Another target is to adopt more trends, while sharing and learning best practice with our peers. In order to tackle rising food and operating costs, we are looking at the opportunities to buy smarter and reduce waste. We’re also working with our team to get their support for improving the customer experience, because by giving customers more reasons to keep coming back, we can make sure we see a productivity rise to match the rise in wages. Lastly, it’s important to invest in CCTV, security systems, public address systems and even features like Fog Bandit, to ensure your team are protected if things go wrong. With the fast-developing world of convenience retailing, it’s hard to predict the outcome of these challenges, but easy to see what will shape it – how we as store owners ‘rise and shine’ to these challenges to make the independent channel stand out from the rest.

Thank you Menzies Rhyl for doing a rerun to bring me 18 @thetimes and 5 @FinancialTimes which should have been delivered before 6am this morning – but when we pay you £62.05 per week in carriage charges, mistakes like this shouldn’t happen. @retailexpress @meryl_pike In words of Martin Tyler “WE ARE LIVE”! Good luck to all the retailers today selling #SetForLife & to the many players dreaming of winning £10,000 every month for 30 years! £1.50 to play & see your local National Lottery Retailer for details #AmazingStartsHere #Retail #SetForLife @gregdeacon

Get in touch

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

FOCUS ON FASCIAS & FRANCHISES INTRODUCTION

Choose your fascia 80% the stat

RETAIL EXPRESS speaks to retailers from nine top symbol groups and franchises to find out who should be your next partner

FOCUS ON

FASCIAS & FRANCHISES

TEAMING up with a fascia is among the biggest decisions any independent convenience retailer can make. With so many options out there, understanding which one is right for your business and can deliver what you need in terms of range, availability, marketing and

business support is a tricky task. Over the next nine pages, we provide a quick, easy-to-understand guide to help you make the right choice for your business. Joining a group can be a big investment for retailers, but there are plenty of financing options out there. Kobi Ben-Meir, marketing director at

Got Capital, says: “Being a part of a symbol group comes with a large responsibility to perform and invest in one’s business. More than 80% of our merchants use Got Capital’s fund for some kind of expansion.” Whether you fund your expansion with support from a bank or lender, or from your own pocket, investing

use Got Capital’s funds for expansion

in a symbol group comes with risk, but pays off for the majority of independent retailers. If you need any more information about any of the groups featured across the next nine pages, call 020 7689 3355

26 MARCH-8 APRIL 2019 betterRetailing.com

FOCUS ON FASCIAS & FRANCHISES SPAR

Store numbers: 2,600

FACTS

WHY STAY

Membership costs: No joining fees. Number of UK Membership is retail members: 1,020 independent free for one year retailers owning 2,600 stores

Jill Lewis

Spar Llangefni, Isle of Anglesey Spar provides training for our staff, which helps us run a more professional operation

Shining Spars

“WE decided we wanted to change groups eight years ago. We put a lot of thought into which symbol to go with and, ultimately, Spar had a much better product offering, particularly in chilled. “It was a good choice – Spar’s product availability, at 98%, has been a big

JOIN

improvement. Promotions are crucial in our store – they draw customers in and then customers buy other products, too. “The promotions pack supplied by Spar is strong, particularly on beer and wine, which are important categories for us. And

0800 980 1698

the point of sale is much more professional. “Spar has also supported us with our back-office work and staff, not just with selling its products. It provides training for our staff, either online or in store, which helps us run a more professional operation.”

spar.co.uk

info@spar.co.uk

When IAN MCCABE carried out a major refurbishment four months ago, SPAR was on hand to help ON the back of six years of continual growth, Spar is continuing to thrive in a changing market under four fascias – Spar, Spar Express, Eurospar and Spar Market. Every Spar retailer is assigned a business development manager to provide crucial support in store operations, store standards and compliance along with developing sales, margins

WHY JOIN

and business management Retailers have access to a 1,000-strong own-label range in categories such as alcohol, grocery, fresh foods, frozen and confectionery. The range is delivering £300m in sales. More recently, Spar has developed its Daily Deli foodservice offering with more fresh food including butchery and deli counters.

The company’s Guild system influences the development and execution of the strategy for growth in line with retailers’ needs. The system also gives retailers insight from competitors and on consumer trends, and explains how to implement them in store. It’s this level of support that makes Spar so valuable to Cornwall retailer Ian McCabe.

Ian McCabe

Spar Penryn, Cornwall The support has always been exceptionally professional

Professionalism: “The support has always been exceptionally professional and that professionalism has been mirrored in our shop. They provided uniforms for the staff so they are all in clothes with Spar logos.”

Own-brand goods: “We’re in a big student area and ownbranded goods are strong sellers. Spar has a fantastic range that it is constantly tweaking to match trends. It is particularly strong on own-brand alcohol.”

Help and support: “We did a big refit four months ago – redoing the whole store and adding five metres of chiller space – and Spar’s advice was indispensable. We designed it together and used its recommended shop fitter, who was fantastic.”

THE SYMBOL OF SUCCESS

FOCUS ON FASCIAS & FRANCHISES SOUTHERN CO-OP

A warm Welcome By working with SOUTHERN CO-OP, franchisees such as DILAN PATEL have grown sales with a professional offer AS Southern Co-op Welcome franchisees, retailers bene�it from 150 years of retail experience and commitment to local communities. By working in partnership with Southern Co-op, you can access the best of both worlds – all Co-op own-label products, promotions and uniforms, as well as opportunities to offer locally sourced products to give your store a truly local point of difference and still enjoy your independence. Southern Co-op franchisees bene�it from great choice, excellent fresh food quality, ethical standards and ongoing product development. They offer a comprehensive support package with regular visits from a designated op-

FACTS

erations manager, who works with retailers to help grow their businesses and sales. As an independent co-operative operating across the south of England, Southern Co-op focuses on ‘quality over quantity’ when it comes

to its franchise partners. Dilan Patel has been working with the group since last April. “We have grown our sales with a professional offer and the freedom to run our store how we want,” he says.

WHY JOIN

thesouthernco-operative.co.uk/food/franchise/

Average weekly turnover: At least £25,000 per week (excluding services)

Number of UK retail members: 17 franchisees with 28 franchise stores Cost of joining: One-off £2,500 joining fee, then a weekly franchise fee

Dilan Patel Welcome Rickmansworth, Hertfordshire

I was put in touch with a current franchisee and was given in-store training Brand recognition: “Southern Co-op works very closely with Co-op Group, so many of our units and products are the same as you’d find in a Co-op store. It gives you this strong reputable brand that helps build trust with customers.”

If you are a progressive, professional retailer looking to move to the next level, visit:

Average store size: Over 2,000sq ft (minimum 1,600sq ft)

WHY STAY

Flexibility: “We have no restrictions on what Co-op ranged products we can stock, so are free to configure the store to suit the area. We’ve stepped up our range to offer Co-op Irresistible products and economy alcohol lines, such as WKD.”

Start-up support: “I started the business in April and they provided fantastic support in that process. I was put in touch with a current franchisee and given in-store training. Their team was also always on the other end of the line.”

Abee Hamead

Welcome Ashstead, Surrey For me, it’s the best in terms of margin, sales, discipline and quality

“I’VE been a Welcome franchisee with Southern Co-op for over 12 years. The brand is in partnership with Southern Co-op, an independent regional co-operative society. For me, it’s the best by far of the convenience store groups, in terms of margin, sales, discipline, and especially the quality of the products.

JOIN

“Welcome allows me to bring operational disciplines to my store while allowing me to keep my independence. They send in mystery shoppers, and you have to score 92% on their list of criteria – things such as availability, how many of the key 100 bestselling lines you have out, cleanli-

02392 222 677

ness, food allergy rules, how you treat your staff and legal compliance. “They also help with the professionalism of your staff. They have an e-learning course and every member of staff can go through a training process, tailored to their particular position, before they can begin.”

southernco-op.co.uk/ food/franchise

26 MARCH-8 APRIL 2019 betterRetailing.com

FOCUS ON FASCIAS & FRANCHISES NISA

FACTS

WHY STAY

Average store size: 2,300sq ft

Number of members: 1,300+ Cost of joining: £860+VAT

Barry Patel

Two Nisa stores in Luton, Bedfordshire Nisa gives us that corporate image that helps build trust with customers

Join the Nisa side

“I HAVE been with Nisa for 24 years, and it has been a great partner through all the changes we have seen in that time. “Nisa has a full range of fresh, chilled, frozen and ambient deliveries, which are always very consistent – 99% of products

JOIN

we have ordered come to our door. Recently we have seen the rise of the discounters, and Nisa has guided us through that, with great offers pushed through promotional leaflets. “It has also given us advice on how to promote locally, and, as a result,

0800 542 7490

we donate to good causes such as Christmas dinners and firework displays. “We are in a big council estate and people come in and comment on our charitable activities. “Nisa also gives us that corporate image that helps build trust with customers.”

join-nisa.co.uk

A focus on fresh and chilled, combined with personalised merchandising and ranging advice, has helped MEHUL PATEL grow sales in his NISA store NISA has worked tirelessly for more than 40 years to ensure it provides all the tools needed to compete against the increasing competition in the convenience sector. Since the acquisition of Nisa by Co-op, work has been focused on ensuring retailers experience the benefits of the new relationship

WHY JOIN

as quickly as possible. With enhanced buying capability, new-found business stability and improved financial strength, Nisa partners can trade their businesses as independents in the way they have always enjoyed, backed by competitive prices, promotions and a deeper own-brand range,

which is driving a real point of difference. Nisa partners will soon be able to stock most Co-op own-brand products and offer their customers not only their own strong individual independent proposition, but one enhanced and strengthened by that of the Co-op own brand.

Mehul Patel

Nisa Swinnow Lane, Leeds

Extending fresh and chilled: “Nisa’s fresh and chilled selection is excellent, and joining them has helped us move the store in the direction we wanted, introducing lots of new chilled lines. The fresh meats sell very well.”

Introducing Co-op brand: “Bringing in the Co-op brand has been fantastic for our sales. It gives us massive variety and we can always bring in new products when customers ask. And they trust the brand, too.”

OUR RETAILERS SINCE 1977

“We joined Nisa in 2013 when we first opened our shop and worked with them to get the store we wanted.

Bringing in the Co-op brand has been fantastic for our sales

ED TO COMMITT

Personalised advice: “We’ve worked closely with our fresh food development manager, who has provided lots of great advice on ranging and merchandising. We have seen a massive increase in basket spend as a result of our changes.”

Everything from the EPOS system and the immediate back-up we get if we ever struggle with anything, to the field team whose views we really value because of their experience, all the guidance we get from Nisa has made it so much easier.

If it wasn’t for Nisa we just wouldn’t have gone for the shop. We love their suggestions, the advice that they offer, as well as everything we get from them in terms of the support and the expertise is really fantastic - we really value all of it. For us the whole shebang that we receive from Nisa is brilliant and we wouldn’t have come this far without them.”

I really don’t think we would have succeeded in grocery without Nisa. Frank and Adrienn Ago The Snooty Fox Store, Shalford, Surrey

Join the family... visit www.join-nisa.co.uk

14647_NISA_TradePress_The Snooty Fox_2018_150x128mm_AW02.indd 1

11/03/2019 14:15

FOCUS ON FASCIAS & FRANCHISES GO LOCAL EXTRA

Getting Extra Since joining GO LOCAL nine months ago, BAY BASHIR has increased sales at his Middlesbrough store with more promotions and support A focus on providing great value and service has led to record growth as more independent retailers choose Parfetts. The expansion of the wholesale network and investment in delivery services has attracted more retailers to the Go Local fascia, and as a result has grown its store numbers by 33% to more than 400 nationwide. Parfetts employees are members of a thriving culture that share in the company’s successes and failures. It leads to an increase in responsibility, motivation and care, which creates the best possible experiences for retailers. The company supplies a

FACTS

range of food, drink and tobacco lines, while achieving high standards of quality, value and service. This dedicated approach has ensured that Parfetts has grown stead-

ily since it was �irst founded in Stockport in 1980. Now, nearly four decades later, the company operates across the north of England and Wales with ambitious plans for the future.

WHY JOIN

Average store size: 1,500sq ft

Number of UK retail members: More than 400

Average weekly turnover: £10,000

Cost of joining: Free

Bay Bashir

Go Local, Middlesbrough We’ve seen sales go up by 2%, 5% and even 10% on a monthly basis

Great promotions: “We moved over nine months ago and it’s been fantastic. I’ve got five stores and we’ve seen sales go up by 2%, 5% and even 10% on a monthly basis. A lot of that can be attributed to promotions and deals.”

WHY STAY

Right product range: “Go Local are really focused on the categories that work best for me. Because of the demographic in this area, fresh and chilled isn’t so important – it’s more about soft drinks, beer, wine, spirits and tobacco.”

Refit support: “We changed a lot of things when we moved over and Parfetts were happy to invest in the business. We put in extra chillers and they helped to get us a deal on two new coffee machines.”

Jai Singh

Go Local Extra, Sheffield Parfetts holds a large range, so we can get anything our customers ask for

Go Local Extra retailers can benefit from: • • • • • • •

2% Rebate on Go Local Purchases FREE fascia & imagery scheme No joining, membership or weekly fees Full symbol store development programme FREE merchandising advice and support FREE marketing support FREE personalised PoS package

* Subject to our Terms & Conditions

• • • • • •

Delivered service for fascia customers Dedicated Retail Development Advisor Full symbol promotional package on big brands Exclusive access to our category partner Click + Collect Digital marketing campaigns & dedicated consumer website

“We joined Go Local Extra in 2015 as part of measures to combat the opening of a 24hour Asda had on our sales. “We settled on Go Local because it has great range, value and, vitally, a partnership with Nisa where we can get the whole Nisa chilled and frozen range. “As a result we’ve dou-

JOIN For more information contact John O’Neill, Customer Development Manager Tel: 0161 429 0429 Email: John.ONeill@parfetts.co.uk

bled our turnover. Parfetts holds a very large range of groceries and household items, so we can get anything our customers ask for. “We have merchandisers coming in two or three times a year to help us reevaluate the store, help us maximise space and try out different product lines.

0161 429 0429 info@parfetts.co.uk

“Parfetts has provided huge help with a big refit where we took over the neighbouring unit and doubled the size of the store. “We can see that customers have raised their expectations of the store. We have people we’ve never seen before picking up baskets and doing a full shop.”

parfetts.co.uk

26 MARCH-8 APRIL 2019 betterRetailing.com

FOCUS ON FASCIAS & FRANCHISES COSTCUTTER

FACTS

Average store size: 700-7,000sq ft

Number of UK retail members: 1,776

Average weekly turnover: £18,500

Cost of joining: Free

Andy Mitchell

WHY STAY

Costcutter Forfar, Forfar, Angus I’ve got an excellent relationship with Costcutter’s retail manager, who is available 24/7

A cut above

“I’VE been with Costcutter for a year and a half, and we did, of course, have an issue early on when their supplier Palmer & Harvey collapsed. “But they supported us through that disruption very well, opening an account at a local cash and

JOIN

carry to keep us ticking over while they did a deal with Co-op and Nisa. “Aside from that, I’ve got an excellent relationship with their retail manager, who is available on the phone 24/7 – for the first few months I was never off the phone to him.

“My background is in electrical goods, so when I started, so much was new to me. Since the recent deal with Co-op, my range and availability have increased and my business is stronger and more competitive. I’ve got all the support I need to keep growing.”

01904 488663

costcutter.co.uk

Since joining COSTCUTTER in September 2017, Rekha Godhania’s Costcutter Sheldon in Birmingham has gone from strength to strength Costcutter is investing in the offer, insights and innovations retailers need. As a result, Costcutter retailers are now able to engage more shoppers, attract them into stores and encourage them to spend more, while also making it as easy as possible for retailers to run their business and reduce

WHY JOIN

costs through an extensive package of business services. The company also offers Shopper First, a sectorleading programme that brings together brand and store design, shopper insights and sales – driving range initiatives. This year, the company will expand the insights it provides and make

them easier to action. This level of support is what attracted Rekha Godhania to Costcutter in the first place. “This store was my first step into convenience – before, I ran a tiny off-licence. “Costcutter took care of everything, from ranging to store layout, the support was incredible,” she says.

US!

505

insights

We now have a lot of Co-op products in and they sell really well

CALL

01904 232

Are you looking for a partner that will work uniqu with you to grow your e business to its full r potential? Lookcust atome what Costcutter can offer you!

Costcutter Sheldon, Birmingham

Store expertise: “This was my first convenience store and my business development manager is incredible. He ordered the stock, got merchandisers in and he helps us monitor our range.”

pper o h s g n i y putt

Rekha Godhania

Award-winning products: “Our range has changed massively since we joined. We now have a lot of Co-op products in and they sell really well. Customers were a little confused to start with, but now they get it.”

Helping you grow your business irst

Come and Unique shopper insight to drive your sales

CALL

US!

01904 232

505

meet the team

Launch support: “I ran the local off-licence, so I’m known in the community, but when we opened, we wanted to make a big splash. Costcutter helped us with our marketing, gave us leaflets and provided banners.”

Modern, contemporary store drive footfall &brand Let to us show

you great our rebate stores of up to 6% n Highly competitive price and

•

Right range including award-winning Co-op Own Brand

f Leading the sector marketing to today’s digital shoppers Unrivalled BDM support for your business

costcuttersupermarketsgroup.com

Come and meet the team and let us show you our stores.

FOCUS ON FASCIAS & FRANCHISES PREMIER

A Premier service Over the past 25 years, JUSTIN WHITTAKER has worked with PREMIER to stay ahead of trends and grow sales PREMIER is the UK’s top symbol group that aims to help retailers ‘sell more and make more’. With more than 3,350 stores nationwide and the backing of Booker, the UK’s leading food and drink wholesaler, Premier continues to go from strength to strength. The group does not operate any membership or joining fees and installs the fascia and imagery free of charge. Premier’s market-leading promotional programme includes six ‘Mega Deals’ that are advertised on TV, to drive customer loyalty and incremental sales. Couple this with the Euro Shopper brand, that delivers 30% pro�it, and Premier really builds members businesses.

FACTS

graphic so that every Premier retailer is maximising their sales locally. Premier members can also bene�it from Booker’s Spend & Save scheme, which helps boost their bottom line.

Premier also understands the importance of the local aspect of stores, which is why all shops have their name or location included internally. Every store is also ranged to the local demo-

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Shopper’s Favourite Symbol Retailer 2018 Shopper’s Favourite Community Retailer 2018

!"!#$% |&'

Shopper’s Favourite Convenience Retailer 2018

MORE FOOTFALL MORE CASH PROFIT It’s absolutely free to join us!

Free EPOS Free delivery at cash and carry prices • Earn up to 4% Spend & Save discount * • Enhanced fresh range available • Free fascia and window imagery • Free membership • Free POS and personalised leaflets • •

“Premier has transformed my business with their latest thinking which has grown footfall, sales and profits.” Joe Punian Premier Victoria Dock, Hull.

MEGA DEALS

FOOD TO GO

SOCIAL MEDIA

EURO SHOPPER

DISCOVER THE CHOICE

FA R M F R E S H

Become a part of the Number 1 Symbol Group

Call us today! 01933 371246 *Terms and conditions apply.

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07/03/2019 10:52

WHY JOIN

Average store size: 1,300sq ft

Number of UK retail members: 3,350

Average weekly turnover: £15,000

Cost of joining: Free

Justin Whittaker

MJ’s Premier, Royton

We’ve been with Premier for 25 years and they’ve helped us adapt to trends Evolving together: “We’ve been with Premier for 25 years and throughout that time it’s helped us adapt to trends. Premier helped us with food to go, and our fresh and chilled has come on a million miles.”

WHY STAY

Getting the right range: “We recently underwent a huge revamp, bringing in a dessert bar, milkshakes, hot waffles, crepes, pancakes and pizza. Premier has supported us right through that process.”

Help with delisting: “As we’ve expanded in some areas, we’ve had to cut down on others. Premier has provided great support with this, advising which lines – like grocery tins – to delist to free up space.”

Asif Akhtar

Premier Smeaton Stores, Kirkcaldy, Fife We’re always seeing new deals

“I’VE been with Premier for about 18 years. “Initially, it was convenience, as the cash and carry was just five minutes away, but it turned out great and I’ve stuck with Premier since. The monthly offers are suited to my customers. It’s a residential area with lots of young families, and the

JOIN

‘Mega Deals’ appeal to them. “Just recently it introduced monthly ‘Wow’ deals – market-leading promotions – and they’re proving to be great footfall drivers. They’re often on multipacks of juice or confectionery, which are what my customers want. “They like the own brand,

01933 371246 martyn.parkinson@ booker.co.uk

too, Happy Shopper and Euro Shopper, which we stock a wide range of. And we’re always seeing new deals. We recently had a 24-can multipack of Pepsi Max on promotion for £6, and it has just introduced a tobacco club, which means our margins on six key lines have gone up by 2%.”

booker.co.uk

26 MARCH-8 APRIL 2019 betterRetailing.com

FOCUS ON FASCIAS & FRANCHISES FAMILY SHOPPER

FACTS

WHY STAY

Average store size: 1,400sq ft

Number of UK retail members: Over 80

Average weekly turnover: £16,000

Cost of joining: Free

Ketan Kanabar

Family Shopper Raunds, Grantham Family Shopper gives us excellent support

A Family business

“WE’RE in a residential area, so it’s key to offer good value and promotions to build customer loyalty. “Family Shopper gives us excellent support, with short-term promotions that change every month, and long-term deals that customers know they

JOIN

can come back and pick up again. For example, we have an offer where you can mix-and-match any two of bread, milk, sugar, eggs or bacon for £1.75, which is really popular with customers. “They’ve also been flexible and supportive in

terms of how we structure our range. “We source the majority of our products – perhaps 85% – through them, but they also help us promote our products from local, independent suppliers, such as beer and sandwiches.”

01933 371 757 martyn.parkinson@ booker.co.uk

booker.co.uk familyshopperstores. co.uk

FAMILY SHOPPER’s great value has enabled RADHA KRISHNA KUMAR to thrive in his store’s location FAMILY Shopper is a discount format for independent retailers that brings together the strength of symbol retailing with the great value available in the discount channel. It has been specifically developed to help independent retailers capture the growing sales and profits from the discount sector. The unique discount format provides retailers with

WHY JOIN

everything that shoppers would expect from a convenience store, including chilled, alcohol, grocery and tobacco, along with services such as Lotto and PayPoint. This is then combined with the best of the discounters, covering a fantastic range of £1 non-food items such as stationery, kitchen utensils and party accessories, with a broad seasonal offering

and frozen section. “The fact we can offer great value with brands and own-label lines is key to our business,” Radha Krishna Kumar explains. Family Shopper retailers can take advantage of ‘Spend & Save’, along with delivery at cash and carry prices, ordering online and having the ease and convenience of shopping at Booker branches.

Unique discount format Simple to run & operate High cash profit

Radha Krishna Kumar

Family Shopper Glynneath, South Wales “I love the simplicity of operating a Family Shopper. It offers my shoppers the best of convenience in a discount format, where they really can get bargains everyday. Having a rationalised range, that still offers choice at low prices, means I run an efficient store and eases my cash flow. Plus the Booker team supports you every step of the way.”

Great prices on core products like milk and bread bring people in Great value: “We’re located in South Wales, where my shoppers are price conscious, so promotions are always very good value. People appreciate the own-brand lines, Happy Shopper and Euro Shopper.”

Size and variety: “Through Family Shopper, my customers can do their full shop. Great prices on core products like milk and bread bring people into the store, then they can get everything for a full grocery shop.”

Shared ideas: “Family Shopper runs forums where you can meet with representatives and other retailers to share ideas and advice. They’ll talk to you about what your customers are looking for, discuss prices and promotions.”

Mr Kumar, Glynneath.

Simply building sales & profits for you Call Family Shopper today:

01933 371757

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07/03/2019 10:52

FOCUS ON FASCIAS & FRANCHISES BUDGENS

Win with Budgens Since opening his BUDGENS store a year ago, KIRI KIRITHARAN has cashed in on chilled and bakery products BUDGENS, with its unique positioning in the convenience sector, today boasts its highest store numbers in its 147-year history. The symbol group now has national distribution capability, which has enabled it to expand geographically and grow its store base to more than 250 sites. Budgens’s mission is to help independent retailers grow their businesses, counter the relentless cost pressures they face and, ultimately, increase their pro�its. Budgens offers an industryleading rebate scheme, award-winning fresh and chilled ranges, alongside a market-leading supply chain with more than 97%

FACTS

delivered availability and free marketing support for promotions. “Thanks to Budgens’s range of chilled food, we’ve become a destination for shoppers that are looking

for their evening meal after work,” says Kiri Kiritharan. With freedom to retail on a local level and a �lexible approach to working with our retailers, Budgens is winning with independent retailers.

WHY JOIN

Average weekly turnover: £35,000

Cost of joining: Free

Budgens Gipsy Hill, London We opened this from scratch, and Budgens provided spot-on advice

Chilled section: “Budgens’s range of quality chilled products is excellent. We’re near a train station and a lot of people come into the store after work looking for something for dinner, so availability of chilled products is vital.”

MORE PROFIT WITH

Number of UK retail members: 250 stores

Kiri Kiritharan

Now nationwide

Average store size: 1,000-5,000sq ft

WHY STAY

In-store bakery: “We’ve got an in-store bakery, which is also part of the Budgens package. It’s great quality and generates significant extra footfall. Fresh bread and croissants bring people into the store in the morning.”

Layout and design: “We opened this store a year ago, putting it together from scratch, and Budgens provided spot-on advice. I wanted to get a great professional and competitive look, and that’s what we’ve achieved.”

Goran Raven

Budgens Abridge, Essex

Our fresh produce and chilled offering now counts for 30% of the store

New ranges and strong promotions have helped drive sales in our Budgens stores. On the back of this success we are continuing to invest and build our business.

”

Jonathan Fraser, Fraser’s Budgens

JOIN

Joi n us now!

call 0808 178 8644 or visit joinbudgens.co.uk

91052 BUD TMC Retail Express Ad V3.indd 1

“WE joined 18 months ago and since then we’ve transformed our fresh produce and chilled offering, which now counts for 30% of the store. Sales of fruit and vegetables, ready meals, fresh meat, fish and dairy have increased hugely. “This drives basket

14/03/2019 16:28

spend across the rest of the shop. “When people come in, fresh produce is the first thing they see; if it’s well-stocked, neat and with a wide range, it creates a good subconscious impression of the store as a whole. “Sales of Costa coffee

0808 178 8644

have increased massively – we’re doing 170 cups a day – and I think that’s largely due to the changes we’ve made to the store with Budgens: they positioned the Costa machine and bakery so everyone has to pass them on their way to the tills, which tempts our shoppers.”

joinbudgens.co.uk

26 MARCH-8 APRIL 2019 betterRetailing.com

FOCUS ON FASCIAS & FRANCHISES BEST-ONE

FACTS

WHY STAY

Average store size: 100sq ft

Number of UK retail members: 600

Average weekly turnover: £22,000

Cost of joining: Free

Haresh Karia

Best-one Harvil Road Post Office, Uxbridge I have developed a great relationship with my business development manager

Simply the Best-one

and reps, who come in and provide advice on how to improve our displays. “I have developed a great relationship with my business development manager and his advice has been a huge help in monitoring and adapting to trends in the market. For example,

“WE HAVE been with Bestone for 10 years and they have provided fantastic support across all aspects of the store. “The group has excellent promotions, which are vital for our customers, and they also provide a point of contact with the manufacturers

JOIN

01738 646 666

BEST-ONE’s simple model has enabled KAY PATEL to grow his business to four stores in east London RUN by Bestway, Best-one retailers have access to a range of support services, such as finance and insurance, EPoS and training. When retailers join Bestone, they are given training in all aspects, such as merchandising, planograms, security and IT. The company has developed an IT system that gives retailers better control over

WHY JOIN

their stock levels and cashflow. Best-one retailers can order items easily by selecting products from price lists and scanning the product with hand-held terminals. The company promises a ‘stress-free’ experience for deliveries, with each cage double-checked before shipping. Bestway offers 1,500 chilled and frozen lines available on delivery, with a case

drop of only 20 cases. “I’ve found other symbol groups have complexities in joining and being a member, but Best-one has the simplicity that gives me the freedom to run my business effectively,” says Kay Patel. Best-one gives retailers the freedom to control their own ranges, while benefiting from the backing of a known brand.

best-one.co.uk

Join the

UK’s fastest-growing

symbol group!

445 retailers made the switch to best-one last year

Kay Patel

Four Best-one stores in east London

Best-one focuses its promotions on my key products, like confectionery Simplicity: “Bestone started from a cash and carry operation and, as a result, it’s a simple model. With other groups it can seem quite a complicated process. With Best-one, there was a fee to sign up, but that’s about it.”

we’ve made a big move towards chilled: before, we had an older generation who were reliant on tinned and frozen, but now everyone’s pushing towards fresh and chilled. “Bestway has a great range of fresh meats, fruit and veg, and ready meals.”

Suitability to store locations: “One great advantage of working with a symbol group is that they manage promotions for you. Best-one focuses its promotions on my key products, like confectionery.”

surcharges

Support with trends: “We get reports on new products and advice on categories such as wine. We’ve also done well with fresh and chilled; Best-one used to get chilled from Palmer & Harvey, then developed its own range, which sells well.”

Earn up to 5%

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Store investment available*

There’s a reason we’re called best-one Act now and join today! Call us on

01738 646 666 or visit our website

www.bestwaywholesale.co.uk

EXCLUSIVE IAA RETAIL STUDY DAY

X betterRetailing.com

FIVE LESSONS FROM THE UK’S BEST SHOP

Earlier this month, RETAIL EXPRESS travelled to Blantyre in Scotland to visit MO RAZZAQ’s Family Shopper store for the Independent Achievers Academy’s (IAA) Retail Study Day. Here are five key lessons you can apply to your shop

LESSON 1

Collect food donations ONE way to engage with your community is to keep a basket outside your shop where your customers can donate food for those who need it the most. Razzaq has a collection point labelled ‘Food for families’, which he keeps outside the store so people aren’t embarrassed to pick items up if they need to. The food is donated by the store and his shoppers.

Retail Express exclusive study tour in partnership with

LESSON 3

Make your deals relevant

LESSON 2

BY investing in radio advertising that plays throughout the store, Razzaq constantly reminds his customers of the deals available to them. These deals change throughout the day depending on the time and occasion.

Get in touch with local suppliers WORK with local producers and brands to create bespoke displays advertising ready meals and packaged goods, as this can encourage shoppers to spend more. Razzaq works with Strachan Craft Butchers and Rebecca’s Cakes, and sells a variety of handmade meals and ‘cakes in a box’. The cakes are displayed on a dessert counter alongside other sweet treats. The meats have their own bay at the back of the store, which advertises the brand.

LESSON 4

Offer shoppers loyalty cards

SET up a loyalty card scheme that rewards your customers. Razzaq’s Privilege card offers shoppers early-bird access to items, exclusive member deals, and a personal spend and save account. Shoppers can also use the card in store, online and on mobile.

LESSON 5 Set up recipe ideas around the store TO encourage cross-category buying, set up menu cards around the store that detail the ingredients shoppers need to make dishes alongside the necessary groceries. Razzaq also offers recipe ingredients in pre-packed bags for shoppers to pick up quickly and make meals.

CATEGORY ADVICE ICE CREAM & FROZEN

26 MARCH-8 APRIL 2019 betterRetailing.com

THE BIG FREEZE With the sizzling summer sun now just weeks away, PRIYANKA JETHWA speaks to retailers and suppliers to find out the 10 things you must do to drive sales of ice cream and frozen food

the stat

86%

of sales in the freezables category come from Mr Freeze and Jubbly

TOP 01 STOCK SELLING LINES Sudesh Patel, Londis Coulsdon, Surrey “BEN & Jerry’s and Häagen-Dazs are definitely the most popular brands because no one near us stocks them. We constantly have to review our freezer space every few months to see what is selling well, and what isn’t. We keep single, handheld ice creams in a Wall’s freezer cabinet, and the tubs alongside other frozen foods.”

WITH 02 WORK REPS Anamika Patel, Portland Express, London “WE have a Wall’s rep who comes in and advises us on what to stock, and have a Wall’s ice cream cabinet freezer in store. Last year, Magnum, Calippo and Twister were bestsellers, and our sales were bolstered by the heat wave.”

top tips Focus on: freezables Terri Cooper, marketing manager at Refresco, gives five top tips to make more from lollies

Put freezables in eye-catching locations. Freezepops and lollies can be sold ambient and frozen, which enables you to promote them throughout your store. Sales grew by 22% in 2018.

Stock up early. Pre-May freezables sales rose 70% last year and 23% of Mr Freeze sales were before May, and 68% before July.

Freeze individual ambient freezepops and lollies and promote them in store as readyto-eat natural and low-calorie treats.

Stock multipacks. Many sweet treats are consumed at home, so promote the value and flexibility provided by buying ambient multipacks – £1.59 for a box of 20x45ml freezepops. Visibility is key. Request Mr Freeze PoS to draw attention in store, and position ambient freezeables alongside freezers to encourage impulse purchase.

CATEGORY ADVICE ICE CREAM & FROZEN

MERCHANDISE YOUR FREEZER Chocolate snacks

How much space should you give to these impulse ice cream segments?

Adult

Filled cones

YOUR 04 MAINTAIN FREEZER

Kids

8% 17% 17%

58%

Dean Hanson, sales and marketing manager at Consort Frozen Foods “PRODUCTS won’t sell if customers can’t see the full range – if lights aren’t working, replace them. Alternatively, Husky Pro Glass Door Freezers provide long-lasting, energy-saving LED lighting. This ensures that the contents are well lit from top to bottom, and easily visible to your customers.”

THE RIGHT 05 STOCK FORMATS PORTIONS 03 SMALL FOR CHILDREN Noel Clarke, vice president for refreshment at Unilever

Kat Jones, marketing manager for ice cream and snacking at General Mills “WE know that more people are purchasing ice cream outside of the warmer months, and our new formats suit an all-yearround need. Tubs are our bestsellers and these are great for sharing and big nights in, while our handheld and mini cups work well for consumers in the summer.”

“IN our kids’ range, each ice cream comes in small portion sizes, with packs featuring Unilever’s ‘responsibly made for kids’ logo that will help families make the right choice when it comes to enjoying a treat as part of a balanced diet.”

2019 launches Kinder Bueno Ice Cream Cone Part of Unilever’s and Ferrero’s first-ever partnership, Kinder Bueno Ice Cream Cone is part of a range targeted at adults and children.

IN ON 06 CASH MEAT-FREE

Häagen-Dazs Barista Collection Inspired by coffee culture, Häagen-Dazs’s Barista Collection comes in two flavours: Brownie Macchiato and Caramel Chai Latte. Skittles Cooler Skittles Cooler has launched at a time when the wrapped handheld ice cream segment is dominating the category, worth £720m.

Peter Harrison, marketing director at Quorn Foods

Häagen-Dazs Gelato Collection Häagen-Dazs’s Gelato Collection is a range of lower-calorie ice creams that come in two flavours: Caramel Swirl and Chocolate Drizzle.

“MEAT-FREE products are becoming more relevant to UK consumers, with 47% reducing their meat consumption. Health is a major driver of this, with 70% of consumers referencing a ‘generally healthy lifestyle’ as the reason for their choice of diet.”

Lotus Biscoff Ice Cream Lotus Biscoff Ice Cream is wrapped in a layer of Lotus Biscoff spread, coated in chocolate and crushed Lotus Biscoff pieces. Ben & Jerry’s Topped Love Is… Available with an RRP of £5.95, profits from Topped Love Is… will be donated to charity Refugee Action.

26 MARCH-8 APRIL 2019 betterRetailing.com

RETAILER

VIEW

Alex Murray, Portsoy Ice Cream, Aberdeenshire “I GREW up on a dairy farm, but was looking to pursue a career elsewhere when I saw that one of our customers in Portsoy wanted to sell his shop. “I thought there was room to create more interest in the ice cream side of the business, so I began to create desserts with local ingredients, such as Raspberry & Drambuie Sorbet and Cranachan, a traditional Scottish dessert. “We have a small seating area in our shop called ‘Coffee Corner’ where we sell barista coffee, ice cream shakes and sundaes, and we supply hotel restaurants and have started a pop-up ice cream parlour for weddings. “There’s one customer we have now who comes from 200 miles away for our ice cream.”

15037 GMIILS HD Retail Express 240x172mm.pdf

14/03/2019

17:16

Alex Murray’s Portsoy Ice Cream in Aberdeenshire offers trendy desserts made with local ingredients

Stock up now for Summer...

See inside Alex Murray’s store at betterRetailing.com/ portsoy-ice-cream

07 GO PREMIUM

460ml

Shah Khan, marketing manager at Aviko

“RETAILERS should aim to give shoppers choice by offering value products as well as trade-up options. The fastest-growing areas that command a premium are sweet potato fries and potato gratins – these carry a point of difference and can help you stand out against the competition.”

CMY

95ml Sticks

CROSS 08 CREATE PROMOTIONS

Häagen-Dazs is outperforming the Ice Cream category growing at 21% YoY*

Nick Widdowson, merchandising and creative controller at Partners for Growth “CRISPS, beer, soft drinks, hot drinks, bagged snacks and pizza are popular across the board, but the big night in is not just about this. Treating and snacking is increasing in other categories. Both pot snacks and ice cream tubs play a part in this and are increasing in sales.”

*Nielsen Scan Total Coverage latest 52 weeks 26.01.2019

GMU005_HD_Stock up Ad_RE240x172mm_AW1.indd 1

15/03/2019 08:41

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26 MARCH-8 APRIL 2019 betterRetailing.com

Reach 48,000 retailers every fortnight – contact Matthew Oliver on 020 7689 3367 or sales@newtrade.co.uk

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PROFILE

26 MARCH-8 APRIL 2019 betterRetailing.com

RETAILER PROFILE VAS VEKARIA PREMIER LEVEREDGE Location: Bolton, Greater Manchester Staff: Four Size: 1,300sq ft Opening hours: Mon-Sat 6am-8pm, Sun 6am-2pm Trading since: 1984

‘WE’VE SOLD £35,000 OF TORPS SINCE SEPTEMBER’ JACK COURTEZ THIS busy residential store excels in turning small novel concepts into successful revenue streams that can transform the fortunes of a small-format shop. The approach is driven by shop owner Vas Vekaria’s 10-year plan to sell the store, meaning a focus on maximising the attractiveness of the balance sheets while keeping costs under control. “My focus has been on smaller investments that deliver quicker returns than large re�its,” he explains. The latest example can be found prominently placed in the alcohol aisle. Vas says: “Since September we’ve sold £35,000 in ‘torps’ – two-litre re�ills for Heineken’s sub home beer tap machines. We’re one of the only shops in the UK selling them and people can pick them up cold and ready to use. Customers even travel from Oxford just to get them.” The retailer also sells sub home draught beer machines near cost price at £100, driving customer loyalty through being the only destination for buying re�ills. He also sells the larger PerfectDraft machines at £200

that take six-litre mini-kegs. “Since 26 December, I’ve sold 14 of the larger machines alone,” he adds. It’s not the �irst time the store owner has found success in a drinks concept. He tells Retail Express: “My slush videos on our Strongbow Dark Fruit, Palma Violet Gin & Lemonade and WKD Blue �lavours were shot on a phone and have had more than eight million views. “Even in the winter, people come in and ask for it. Because I serve it with a lid on it and it’s not consumed in the shop, it is �ine to sell on an off-trade licence, and we can even do tasters in the shop for free.” The shop also boasts the biggest children’s trends – American confectionery and soft drinks �lavours, Fortnite merchandise and old-fashioned penny sweet bags. Asked about

Why should you care about illegal tobacco?

the secret to having relevant rangings for school children, he answers: “It is really simple. Listen to your kids.” What unites all these and many more successful additions to his store, is a coherent social media strategy that runs throughout the shop and is even visible on the till, where a Facebook ‘likes’ counter ticks over whenever someone likes the store’s Facebook page. “It’s brilliant – we get people liking the

MY FOCUS HAS BEEN ON SMALLER INVESTMENTS THAT DELIVER QUICKER RETURNS THAN LARGE REFITS

page just to see the counter go up,” he says. Evidence that the approach works can be found in Vas’s ‘Loser’s Lottery’ competition. He posts online that those who bring a losing lottery ticket from the last week into the store will be entered into a draw for £10 store credit, and announces the winners online. It receives 200 entries per week, providing a reliable sales boost. “It doesn’t even matter whether they bought the ticket here or not, it’s just a good way of driving footfall” he says. With high tobacco sales, the shop owner works hard to �ind other ways to improve the overall store margin, through energy savings, using credit cards with cashback offers and also cashback loyalty cards. He also uses non-traditional channels to source stock, such as online site Ali Baba. He says: “I used to go to the cash and carry six days a week, but that just doesn’t happen anymore – we look elsewhere.”

about community 1 Talk Vas says: “We should be talking more about what we do, both to promote the role of independent shops but also to encourage the companies we work with to do more for good causes.” against crime 2 Facebook

“Facebook is your store’s best crime deterrent. We put CCTV images of people who steal on it. Just last week, a thief came in with the money to apologise after he was recognised,” Vas claims.

To see more of Vas’s store, go to betterRetailing.com/premierleveredge-greater-manchester

o threatens Illegal tobacc ages lihoods, dam retailers’ live and contains communities ingredients. unregulated Follow @suspect_report

in LED lighting 3 Bring

“We changed over to LED lighting last year – it cost £1,000 to buy and install, but it only took 10 months to make the cost back in savings on my electricity bills,” says Vas.

0800 0495992

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