Retail Express: 21 May, 2019 by BetterRetailing

BROKEN PROMISES

Scottish government unveils bottle returns scheme plans that will make small UK stores suffer

21 MAY-3 JUNE 2019 STRICTLY FOR TRADE USERS ONLY

PRICE RISE HITS TOBACCO SALES

ATM RAM RAIDS

‘OFFER A BETTER SERVICE’

Imperial says rises in WSPs and RRPs are behind lost market share in the UK

Post Office tells retailers to cut cash kept overnight in hole-inthe-wall machines

How H&R News won industry-wide recognition in just 18 months of trading

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The No.1 soft drinks brand in GB* is entering into the energy sector, the biggest soft drinks sector for Convenience stores 250ml cans are available in two variants – with and without sugar

ALSO AVAILABLE IN PMP

Supported by a multi-million pound launch campaign Stock up now in the energy section of your chiller! To ﬁnd out more visit www.cokecustomerhub.co.uk or call Customer Hub on 0808 1 000 000 *Nielsen MAT w/e 29.12.18. ©2019 The Coca-Cola Company. All Rights Reserved. High caffeine content. Not recommended for children or pregnant or breast-feeding women (caffeine 32mg/100ml). Consume moderately. Niacin (vitamin B3) and vitamin B6 contribute to normal energy-yielding metabolism. Consume as part of a varied and balanced diet and healthy lifestyle.

COC1092_Coke Energy Ad_Convenience_RE_AW3.indd 1

09/05/2019 12:35

SUGAR SUCCESS

How you can drive confectionery sales ahead of the key summer trading period

21 MAY-3 JUNE 2019 STRICTLY FOR TRADE USERS ONLY

Scottish environment secretary Roseanna Cunningham promised a DRS model that ‘works for everyone’, but plans show small UK stores will suffer P3

PRICE RISE HITS TOBACCO SALES

ATM RAM RAIDS

‘OFFER A BETTER SERVICE’

Imperial says rises in WSPs and RRPs are behind lost market share in the UK

Post Office tells retailers to cut cash kept overnight in hole-inthe-wall machines

How H&R News won industry-wide recognition in just 18 months of trading

BACK PAGE

P23

our say

Chris Dillon, editor – insight

Are you missing any of the must-stock convenience lines?

The five biggest stories this fortnight 01

Imperial Brands targets 700 vaping as tobacco sales fall

ALEX YAU LAST month, at an after-hours off-the-record meeting with a senior marketing director, I asked him what the biggest change in how he chooses investments has been. “Data is everything now,” he said. “Budgets are smaller, the risk is higher. I don’t act now without having data to justify my decisions.” For independent retailers, data is critical, but harder to come by and has the risk of bias. This is what makes working on our next Retail Success Handbook – What to Stock – so exciting. We are producing a guide to the top 25 products to stock across 28 core categories, with sales data specific to independent convenience stores. The 700 products in it reveal what can work as the bedrock of DATA IS any convenience store’s sales. We EVERYTHING. also identify the profit that can be made on these lines, identifying DON’T ACT not just the bestselling products, WITHOUT but the most profitable ones, too. HAVING DATA It’s this honest approach that makes What to Stock so exciting. TO JUSTIFY We’ve analysed the trends, looked DECISIONS at the opportunities and put together this insight entirely with independent retailers in mind. I can’t wait to share this with you, and I’ll be teasing some of the findings in our sister title, RN, in the coming weeks. WHAT TO STOCK IS OUT ON 14 JUNE, BUT YOU CAN CALL 020 7689 3394 OR EMAIL KATE.DAW@NEWTRADE.CO.UK TO PRE-ORDER YOUR COPY

@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 editor Daryl Worthington @DarylNewtrade 020 7689 3390

Features writer Priyanka Jethwa @Priyanka_NT 020 7689 3355

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Insight reporter Tamara Birch @TamaraBirchNT 020 7689 3361

Head of design Anne-Claire Pickard 020 7689 3391

Production editor Ryan Cooper 020 7689 3354

Editor in chief Louise Banham 020 7689 3353

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Account director George McCracken 020 7689 3364

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Account director Charlotte Jesson 020 7689 3389

Designer Jody Cooke 020 7689 3380

Account manager Jon Melson 020 7689 3372

Sales support executive Michela Marino 020 7689 3382 Head of marketing Jessica SalisburyFielder 020 7689 3352 Managing director Parin Gohil 020 7689 3375

Management accountant Abigayle Sylvane Production coordinator Business Ashley Reid development executive 020 7689 3383 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

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IMPERIAL Brands is prioritising the vaping category in the UK as increased wholesale and retail prices has led to its tobacco brands losing market share. In its half-year results released this month, the company revealed that its UK market share had fallen to 41.6%. Company chief executive Alison Cooper said: “We have recently increased prices, which accounts for the recent share decline.” Hailing the success of its major vaping brand, Myblu, Imperial described the UK as a ‘priority’ market for its vaping products. It said: “We launched the pod category just over a year ago – and it’s this category that’s the primary driver of growth in what is a relatively mature vapour market, albeit mainly in open systems currently. We’ve established Myblu as the number-two vape brand in the retail channel.” The company plans to launch limited-edition versions of the Myblu capsule device and new pod de-

had increased, driven largely by the total UK tobacco market value returning to growth. Across Europe, the volume of tobacco sales fell by 4.7%.

Trouble at launch

INDEPENDENT shops are being harmed by multiple-�irst product launches, according to shop owners. Retailer Anita Nye said: “It’s very frustrating. Customers ask for them and when you explain you can’t stock

them, they reply, ‘Well, I can get them in Tesco.’” The frustrations come as Coca-Cola European Partners (CCEP) announced its new premium mixer range will only be available through the on-trade and multiples.

Follow our stepby-step guide to winning customers with Google Maps at betterRetailing.com/ google-maps-guide

PayPoint defends rise

PAYPOINT claims it is still offering retailers value, despite increasing service fees in line with in�lation. One retailer told Retail Express’ sister title, RN: “PayPoint is increasing their charges in line with 2.5% in�lation, so why are we not getting a 2.5% increase in commission?” A PayPoint spokesperson said: “We understand price rises are never welcome, but we are committed to adding value for our retail partners, as we have done with free ACS membership, PayPoint One apps and improved service levels over the past year.”

tobacco market, the results claimed “Players, Gold Leaf and Riverstone all grew share”, and the company added that its UK tobacco sales

Find out the latest vaping trends at betterRetailing.com/ vaping-trends

Google privacy fears

A GOOGLE service which provides live stock information to potential customers has raised fears among retailers. NearSt connects a device to a retailer’s EPoS system to provide customers with availability and pricing information. However, Pontefract-based retailer Ken Singh said there are issues on what the data would be used for. “The company could sell my data to major brands. I’m not 100% sold on the service.” Premier retailer Vince Malone added: “I’ve looked into it, but I’d rather have control over my information.”

signs, while focusing on vaping store and online sales and an internet-connected vaping device. Despite the decline in the

A pain in the app

LESS than a third of customers at the newly opened Sainsbury’s Local till-free store are using the required payment app. Staff at the store told Retail Express’ sister title, RN, that just 30% of “regular shoppers” were paying using the

Read about the intital app trial at betterRetailing. com/shop-andgo-scanners-atsainsburys

app, meaning the remaining 70% of these customers at the busy central London location were using the single-staffed helpdesk to pay by more traditional methods. The supermarket chain said it was “too early” to comment.

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21 MAY-3 JUNE 2019 betterRetailing.com

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

GOOD WEEK

DRS promises to retailers broken ALEX YAU THE Scottish government has broken its promises made to retailers over newly announced details of its deposit return scheme (DRS). Retailers nationwide will be affected by the decision, as environment minister Michael Gove suggested a UK-wide scheme should be compatible with Scotland’s system. Under DRS, customers will pay a 20p premium on drinks in plastic, aluminium and glass containers.

The 20p is refunded when the container is returned to a reverse vending machine (RVM). Scottish environment secretary Roseanna Cunningham told MSPs all stores, regardless of size, must be DRS-compliant. The decision marks a departure from previous promises that the scheme would work for small stores. She had previously said: “We recognise the need for any scheme to properly take into account the interests of retailers while re�lecting the

needs of members of the public across the country, who will require convenient access to return points if the scheme is to be a success.” Cunningham also said she would give “full consideration” to issues raised by a sub-group committee around the lack of space in small shops for RVMs. A report published by her department last year pledged a scheme that would “work for everyone”. Details yet to be announced include the retailer’s share of the

GUARDIAN: The Guardian’s print publications now have a record 110,000 subscribers, according to its latest trading update. Revenues are also at their highest level for a decade following its strategy to cut costs. The group claims its papers have nearly one million paying supporters who contribute through monthly or one-off payments.

20p deposit, alongside collection and payment methods. Retailers unable to have an RVM will be required to have an over-thecounter alternative. Store owner Dennis Williams said: “Retailers have been railroaded and a lot has been left undecided. It’s all about how it’s going to be implemented. “The handling fee is so

important, and we haven’t even talked about how we are going to pay for the machine.” According to Injury Lawyers, retailers will also be liable for providing safety procedures and equipment for staff to prevent injury from broken glass. An of�icial roll out of DRS in Scotland is expected in autumn 2020.

Read the full story online at betterRetailing.com/ imperial-market-share-drop

The impact of the tobacco giant’s strategy on retailers

+4.2%

Product launches planned for vaping

The growth in tobacco revenue in Europe

-41.6%

-4.7%

Market share decline due to increased wholesale and retail prices

The decline in annual tobacco volume throughout Europe

express yourself “I’m not confident the police will help independent convenience stores based on my own experiences. There are several instances of violent crime in my stores each month and the police don’t do anything. They tell us to fill in a form online detailing the issues, and nothing happens after that. It’s gotten to the point where I’ve had to invest more money to increase the security in my stores, such as adding extra CCTV cameras.” Seelan Thambirajah, Premier Gostwick Road, Bedford

Will the recent £100m police funding be used to help shopkeepers?

“It’s all good throwing money at something, but it’s what they do with it that will be important. The police will need to increase the patrols they have on the streets to really tackle violent crime against shopkeepers properly. There have been many instances where store crime has been reported to the police and they’ve only provided a response a week later. This can’t happen anymore. Retailers won’t report crime unless these attitudes change.” Ralph Patel, The Look In, Surrey

TODAY’S: DeeBee Wholesale is providing “more opportunities” for its symbol group retailers to develop new trends by expanding its company-owned estate. Managing director Nick Ramsden said: “We’ve taken on a 3,000sq ft store which will be used to test products. We can pass this knowledge on to retailers operating under the Today’s fascia.” Read more at betterRetailing.com/deebeesays-stores-to-test-new-products

BAD WEEK

IMPERIAL GROUP FINANCIAL RESULTS

the column where you can make your voice heard

“The main area of investment the police should make is increasing the number of patrols, especially in parades with high footfall. The response times should also be improved, as it can often take a few hours for the police to get back after a complaint has been filed. There should also be a consideration of starting local focus groups for small businesses to get together and raise their concerns.” Kunal Patel, Cannons Convenience, Edgware

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

CLOSURES: More than 1,000 convenience stores closed last year, according to new Local Data Company (LDC) figures. Net convenience store losses grew by 32% from 806 in 2017 to 1,060 in 2018. LDC head of partnerships Lucy Stainton said this was due to “sustained challenges” such as rising wages and business rates. GROCERYAID: Former GroceryAid volunteer Amanda Bishop has been sentenced to five years in jail for stealing £844,619 from the charity. Former treasurer Bishop, who volunteered at the Thames Valley branch, was found guilty at Reading Crown Court last month for one count of fraud and seven counts of theft. Read more at betterRetailing.com/ groceryaid-volunteer-sentence

NEWS

21 MAY-3 JUNE 2019 betterRetailing.com

POs urged to hide cash after ATM raids ALEX YAU THE Post Of�ice (PO) has asked retailers to limit the amount of cash they store in external ATMs overnight to £20,000 following a spate of attacks. Of�icial communication sent to retailers has asked them to store any excess cash in their safes. Retailers will be sent instore displays to let customers know about the changes.

Stores have been asked to support the decision until “further instructions are circulated”. The communication said: “The UK ATM network has continued to see high levels of attacks, including several attacks at our branches over the past few months. “Therefore, we have decided to reduce the holdings in external ATMs to a maximum of £20,000 overnight.” The PO’s actions come as

PayPoint claims to have helped more than 2,000 retailers with ATMs see their banking charges removed through its net settlement facility. The payments provider said the facility had provided additional earning opportunities through cash withdrawal commission. It allows retailers with a PayPoint ATM to recycle cash taken for bill payments for deposit in their self-�ill ATM. A Joint Authorities Cash

Strategy Group chaired by the Treasury was formed this month to safeguard consumers’ access to cash following a decline in free-to-use ATMs. ACS chief executive James Lowman welcomed the creation of the group. He said: “Link cuts to interchange fees have been the catalyst for hundreds of machines to either move from free-to-use to a charged model, or be removed altogether, and this trend must be revealed.”

IT’S ANYTHING BUT AVERAGE

#IAA19

ASSESS. COMPARE. IMPROVE. Taking part in the Independent Achievers Academy enables retailers to 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 shops. Here’s a behind-the-scenes discussion:

New figures reveal newspaper supply issues NEWSPAPER returns are the biggest issue for retailers, according to research from the Press Distribution Forum (PDF). The PDF this month released its �irst set of �igures aimed to make wholesalers aware of supply chain issues. In March, Smiths News received 464 new complaints from 26,000 deliveries. Returns were the

biggest issue, with 115 complaints received. Menzies received the same number of complaints against total deliveries made. PDF chair Grant Jordan said: “These new reports allow greater access for retailers and supply chain partners alike to review complaints at wholesale house level on a monthly basis.”

RETAILER TRACK AND TRACE SUCCESS

Meet Sonya. Situated in Pontrilas, Hereford, she owns and operates Pontrilas Post Office, an 800sq ft independent store. Independent Achievers Academy: Why did you benchmark your shop with the IAA? Sonya Cary: As we don’t come from a retailing background, it was a way for us to learn how to raise the bar in our shop. IAA: What have you changed in your business as a result of benchmarking? SC: I now look for new ideas everywhere – especially at trade events. I heard Mo Razzaq talk about putting a vaping gantry in at the Local Shop Summit. I thought we could start offering a tobacco alternative for the farmers who use our shop. IAA: What would you say about the IAA to other retailers? SC: Before I heard of the IAA, I didn’t know there was anybody out there to help independents. It’s been an invaluable process, and so encouraging to know we have support.

You’re not on your own. Benchmark your shop now and reap the rewards. betterRetailing.com/iaa/benchmark

TWO thousand and eighty nine businesses successfully received the IDs required to sell tobacco under the new track and trace legislation within three days of registration opening. Retailers had between 30 April

and 20 May to receive the IDs. A HMRC spokesperson said: “A large number of retailers have opted for their supplier to request an economic operator code on their behalf. These bulk applications are currently being processed.”

Ofgem fights for better energy deals TIME is running out for retailers to submit evidence that shows their energy bills are too high. Energy regulator Ofgem wants the proof to help retailers get better deals following a review. Ofgem director of conduct and enforcement Anthony Pygram said: “Many microbusinesses are �inding it hard to navigate a complex market to get a better deal. “Our review aims to deliver a

properly functioning competitive retail energy market that works for all microbusinesses.” The submission deadline is 21 June 2019.

DO LOW-SUGAR SOFT DRINKS SELL?

“ Soft drinks sales over the last year have been driven by a number of clear trends – one of which is a continuing consumer desire for health and wellness.” JEMMA HEALY, WHOLESALE CATEGORY CONTROLLER, LUCOZADE RIBENA SUNTORY

YES!

“ Health and wellness is obviously a big thing at the moment. I can see why some retailers might think low-sugar drinks are not crucial to sales, but you must try them out.” GAURAVE SOOD, NEELAM CONVENIENCE STORE, UXBRIDGE

Independent convenience retailers have a real opportunity to win new customers and grow their sales by making some simple range changes to incorporate one of the fastest growing trends in soft drinks – low- and no-sugar drinks.

Three Steps To Success 1. THE RIGHT PRODUCTS

2. THE RIGHT DATA

3. THE RIGHT RANGE

WHAT WE DID IN GAURAVE’S STORE: We introduced several low- and no-sugar lines including Lucozade Zero Original, Lucozade Zero Orange, Ribena Light, Lucozade Sport Low Cal and Lucozade Sport Fitwater.

WHAT WE DID IN GAURAVE’S STORE: We looked at using EPoS sales data to better understand what customers are buying and to measure whether new products are working.

WHAT WE DID IN GAURAVE’S STORE: We altered the layout of the soft drinks fixture to ensure it had a logical flow. We ranged Lucozade Zero Original and Orange next to Lucozade Zero Pink Lemonade to create more customer impact.

GAURAVE The sugar tax was an interesting wake-up call as customers suddenly started asking why they were paying more for certain products. JEMMA The key is to have sugar-free options for all segments, as this is what your customers want.

JEMMA You have limited space and you can’t stock everything, so making space for new lines isn’t easy. You need to decide quickly what is working and what to leave out. GAURAVE I give NPD a chance, two months at least, to see if it works for me, and push this through my Facebook page. JEMMA You need to track new sales and make sure your shelves are working for you.

JEMMA Segmentation by type – carbonates, energy, sport, juice – is crucial. Low- and nosugar soft drinks should be merchandised with space allocated to what sells best. Popular lowor no-sugar versions of the top-selling brands – like Lucozade Zero or Ribena Light – should be ranged alongside standard variants to make it easy for shoppers.

Did it work? YES! Gaurave sold the whole case of Lucozade Energy Zero Orange, which he previously said he would never stock as he did not get the sales.

Crucially, other sales across the range have remained steady as customers still have their favourite choice of soft drink.

LOW AND NO-SUGAR DRINKS DEFINITELY SELL

“Sales of Lucozade Zero have grown by £2.8M1 in the last 12 months” JEMMA HEALY

EXT IRI Marketplace, GB, latest 52 weeks data w/e 27.01.19

TO FIND OUT MORE ABOUT HOW TO IMPROVE YOUR SOFT DRINK SALES, VISIT LRSUNTORY.COM/TRADE

PRODUCTS

21 MAY-3 JUNE 2019 betterRetailing.com

Don’t forget the core, says Pladis Heineken: put alcoholDARYL WORTHINGTON RETAILERS need to concentrate on core lines in the biscuit category as opposed to focusing all their attention on new products, Pladis has advised. Speaking at the supplier’s annual biscuit review last week, Stuart Graham, customer marketing director at Pladis, said while new snack lines represents a huge opportunity for retailers, protecting the £2.6bn core fixture should be a priority, which on its own added £33m in sales last year. “Core biscuit sales continue to come predominantly from a relatively small collection of household favour-

Freddo Treasures hit the small screen

MONDELEZ’S new marketing campaign for Cadbury Dairy Milk Freddo Treasures will span TV, social media and outdoor activity. The £6m campaign will feature the ‘Be treatwise’ logo across the brand’s advertising materials. ‘Be treatwise’ was origi-

free beer with soft drinks

ites, with £4 out of every £5 spent on biscuits in convenience coming from around just 8% of the total number of products available, so stocking the right range is absolutely vital,” he said. “Giving people the core ranges they expect every day can have a big impact on sales for independents.” Graham described the core range as: Digestives, Chocolate Digestives, Rich Tea, McVitie’s Milk Chocolate Hobnobs and Jaffa Cakes. He noted that more than 99% of British households buy biscuits every year, and that biscuits were consumed on more than 5.4 billion occasions in the UK in 2018.

nally launched as a logo on Cadbury packaging in 2006 and was relaunched as an industry initiative, alongside Mars Wrigley Confectionery and Ferrero in 2018, to help shoppers have a healthy and balanced approach to treats. The Cadbury Dairy Milk Freddo Treasures campaign will run for seven weeks.

HEINEKEN is urging retailers to merchandise alcohol-free beers alongside soft drinks as demand for low- and no-alcohol increases. In its latest report titled Shelf Talk, Heineken advised: “Be sure to help steer your customers to their choices, by merchandising alcohol-free beers alongside soft drinks, for example, as well as in the traditional alcohol aisles.” When RN asked whether Heineken was concerned that by advising retailers to merchandise alcohol-free beer next to their soft drinks, it would encourage children to become familiar with the brand and move into alcohol

consumption, it clari�ied that it meant ‘adult’ soft drinks. “When it comes to merchandising alcohol-free beer within their stores, our advice is to incorporate the range alongside adult soft drinks. Furthermore, we offer guidance to all retailers to ensure they are adhering to the Challenge 25 scheme to prevent underage shoppers from purchasing alcohol,” it said.

Indies should go large Flavoured and spiced on healthier foods rum is big growth area WITH 85% of the UK population trying to improve their health and concerns around obesity mounting, Trek is encouraging independents to concentrate on widening their healthy snacks bay. The UK’s top healthier cereal bar brands in convenience in terms of value are Eat Natural, Nakd, Nature Valley and Trek – with Trek sales growing 26% year on year and worth £4m in the channel. Paul Samways, the company’s trade marketing manager, said smaller brands are leading the way in healthier snacking.

However, this is currently underrepresented in the convenience channel. “In convenience, there is only 31% frequency of purchase, driven by 25-to-34year-olds,” he said. “Retailers should use marketing material available to them to improve this �igure, as 30% of cereal bar shoppers learn about new lines through in-store PoS.”

BY THE end of 2019, �lavoured and spiced rum will replace white rum as the most popular type of the spirit. This is according to the Wine and Spirits Trade Association (WSTA), which reported sales of flavoured and spiced varieties are growing quickly, with almost 10 million bottles sold in the past 12 months – just over half

a million bottles fewer than white rum. Miles Beale, chief executive at WSTA, said: “In 2006, there were around 50 rum brands in the UK market, but now that number is approaching 200, underlining that UK drinkers’ desire to experiment with new and different brands is not confined to rum.”

Old Mout shouts about Ferrero teams up with sustainability kids’ pets movie

Accolade brings a sense of NZ to the UK

HEINEKEN has joined forces with the WWF for Old Mout’s �irst television advert to highlight its sustainability credentials. Emma Sherwood-Smith, cider marketing director at Heineken, said: “Seventy-�ive per cent of consumers actively look for environmentally conscious brands and we’re proud that our brand purpose will help communicate the urgency in the Godzilla efforts needed to help Rustlers Strip Advert 260x40mm May save our planet.”

ACCOLADE Wines’ marketing campaign for its wine brand, Mud House, aims to bring a sense of the New Zealand spirit to the UK. The new campaign includes

19 FINAL.pdf

FERRERO is rolling out its �irst combined licence across Kinder Surprise and Kinder Chocolate products with the introduction of limited-edition Secret Life of Pets 2 packs. Kinder Surprise eggs will contain one of eight toys, while Kinder Chocolate will include matching colourful stickers. new licence12:46 will be supported with 1 The 07/05/2019 a £1.3m marketing investment.

print advertising, social media and PoS, with the brand sponsoring Rat Race adventure events, including ‘The Dirty Weekend’ – the biggest obstacle racing weekend in the world.

F L AV OURE D GIN I S IN G R OW

PRODUCTS

Increase soft drinks sales by £4,000 CHRIS DILLON LUCOZADE Ribena Suntory (LRS) has unveiled plans to double the size of the soft drinks market within three years, while generating £179.5m extra sales for independents. Based on external data from multiple sources, such as IGD, IRI and CGA, the research identified six growth areas that could put an additional £4,078 into the till of every store. The biggest of these opportunities for independents is what the manufacturer refers to as ‘active and effective lives’, where getting 15% more people to buy brands such as Red Bull,

Monster and Lucozade Energy can result in £44.3m in extra sales for independents. The second largest opportunity is to appeal to healthconscious consumers seeking ‘healthy goodness’, which is worth £24.1m for independents. Stocking brands such as True Nopal, Vita Coco and Innocent can appeal to this area of the market. Water and low-sugar products are other key growth areas, worth £31.9m and £30m, respectively. Products like Ribena Frusion, Lucozade Sport Fitwater, Highland Spring, Coca-Cola Zero Sugar, Lucozade Zero and Pepsi Max are essential. By appealing to shoppers looking for special experi-

ences with premium soft drinks and mixers, retailers can trade shoppers up. Brands like Fever Tree, Fentimans and Lucozade’s Merchants Heart brands are key for this area. Merchants Heart has previously only been available in Sains-

bury’s, but is set to roll out later this year. For ways you can get your share of the opportunity, go to betterRetailing.com/ lucozade-categorygrowth

21 MAY-3 JUNE 2019 betterRetailing.com

Frosty Jack’s swaps 3l format to 2.5l FROSTY Jack’s is replacing its 3l bottles with 2.5l packs, with the move estimated to result in 22 million fewer units of alcohol consumed. The move is part of an initiative for the business to become more sustainable, and Gordon Johncox, chief executive of Aston Manor Cider, said: “As Frosty Jack’s cans are in doubledigit growth, reducing the size of the bottles is also the next natural step for the brand. “This enables Frosty Jack’s to be more in line with the shifting consumer preference for smaller pack formats.”

GSK backs Piri with £4m boost

Put a touch of summer Monster-sized promo into your grocery range from Rustlers launches

GSK IS investing in a £4m campaign for its Piri brand, spanning TV, outdoor, digital and social media. The campaign aims to drive penetration both in and out of hay fever season. To help retailers maximise sales, the supplier recommends giving maximum visibility to allergy care in store during hay fever season and using PoS to capture other allergy opportunities outside the main season. Jing Zhuang, lead for GSK’s allergy relief, said: “This is the �irst time we are communicating a vast range of allergy symptoms and not just focusing on hay fever.”

TILDA is aiming to drive summer sales by launching limited-edition Summery Rice Salad, available in 250g packs, with an RRP of £1.59. The pack contains basmati grains, red rice, lemon, mint and chickpeas, and is aimed

at the 50% of consumers who regularly prepare rice salads at home. The �lavour is vegan, glutenfree and contains no arti�icial colours or �lavours. The brand is urging retailers to stock it as part of their barbecue range.

Bag bigger sales with Alpen pack redesign new sharing range focuses on health THORNTONS is aiming to seize a bigger share of the sharing category with three new bags, with an RRP of £2. Available now, the sharing bags come in Gooey Caramels, Crispy Truf�les and Creamy Fudge varieties, and are aimed at the 41% of chocolate consumers who are

choosing pack formats that enable them to limit their consumption. Thorntons previously has focused on boxed chocolate, such as Continental and Classic, which are commonly bought as gifts. The launch enables the brand to target a broader range of shopper needs.

ALPEN is bringing back its Coconut & Chocolate �lavour alongside revamping the packaging for its cereal bars. The new packs will give more weight to the brand’s health claims, promoting its calorie count and �ibre content. Alpen bars, which are growing 2% year on year, will also bene�it from a new recipe, which contains 20% less sugar.

Helen Blincow, Alpen marketing manager, said: “The newly designed shelf-ready packaging is a win-win for customers and retailers, as it provides a neater, clearer look on �ixture.”

the stat

2% The year-on-year growth of Alpen

RUSTLERS is teaming up with Godzilla: King of the Monsters ahead of the movie’s cinema release on 29 May. The partnership will include an online competition, promoted on the brand’s social media channels, that gives customers the chance to win a trip to New York, as well as gadgets and cinema tickets. The campaign will run until mid-June and can be promoted in store with PoS. Monisha Singh, shopper marketing manager at Kepak, said the campaign would in-

troduce new customers to the Rustlers Quarter Pounder. “Not only are we boosting brand awareness, we’re giving retailers a major opportunity to generate a sales uplift from the chiller by tapping into younger consumers’ love of the big screen and social media,” she added.

Maynards Bassetts’ summer promotion YOUR shoppers can win one of 8,001 prizes this summer as Maynards Bassetts unveils its summer competition. Running until 31 August, the campaign will feature on core varieties like Wine Gums, as well as newer products such as Wine Gums Tangy and Soft Jellies Wild Safari.

Anna Ulrich, brand manager at Mondelez, said: “Summer is already a great time for sugar confectionery, so this promotion is sure to help retailers drive sales.” For more ways to grow sugar confectionery sales this summer, go to p23

PRODUCTS

Vapouriz launches Bliss CBD PRIYANKA JETHWA VAPOURIZ has announced that it will be launching a new brand called Bliss CBD, a range of cannabidiolinfused e-liquids and oral drops late this summer. The Bliss range consists of 10ml e-liquids with an RRP ranging from £9.99 to £59.99, and with margins of up to 52%, alongside 30ml oral drops, ranging from £24.99 to £189.99, with margins of up to 45% available. The initial range will consist of 10ml e-liquids made from 99% CBD isolate and zero THC, which is the illegal psychoactive chemical in cannabis.

It will be available in six flavours, including Cool Menthol, Raspberry & Apple, Heisenbud, Strawberry & Watermelon, Lemon & Mango and Raspberry & Cherry, all available in 100mg, 250mg and 500mg strengths. There will also be an unflavoured 1,000mg shot that can be added to any flavoured e-liquid. The 30ml CBD oral drops will be made from broad spectrum CBD oil with a minimum of 85% active CBD and zero THC. They will be available in Blood Orange, Fresh Strawberry, Peppermint and Sweet Cherry flavours, in 300mg, 500mg, 1,000mg, 1,500mg and 2,000mg strengths.

21 MAY-3 JUNE 2019 betterRetailing.com

Quorn moves into the grocery aisle QUORN is leaving its frozen and chilled heartland with its first-ever ambient range, estimated to drive £10m of sales in its first year. The range is available in three Wonder Grain flavours that are eaten cold and three Bowl products, which can be warmed up.

Wonder Grains is available in Thai Style, Mediterranean and Mexican Three Bean, while Bowl comes in Chilli Bean, Biriyani and Spiced Chickpea & Lentil varieties. The brand is also launching New Quorn Strips, available in Spicy Tikki and Smoky Fajita flavours, which can be eaten hot or cold.

Weetabix On The Go Haribo gets fruity with Malibu unveils new gives back to commuters new summer flavours look for summer WEETABIX On The Go is giving commuters the chance to win back the cost of their commute with a promotion running until 5 June. ‘Win back your commute’ will be promoted online while the brand will return to TV in July as part of a £10m investment. Gavin Loftus, head of brand at Weetabix On The Go, said: “Building on our grocery

distribution, we are reaching out to all forms of travel, high street and impulse outlets, ensuring our breakfast drinks are available when consumers need them.”

HARIBO sales will benefit from two limited-edition flavours this summer, Starmix Frenzy Exotic Fruit and Tangfastics Frenzy Wild Berry. Starmix will contain mango, passion fruit and grapefruit flavours, while Tangfas-

tics will contain blueberry, gooseberry and cherry. Claire James, Haribo trade marketing manager, said these sweets would appeal to adults who are looking to treat themselves with new varieties.

MALIBU is refreshing its pack designs across its bottles and cans, with packaging that promotes ideas for drinks. The front of the packs now feature a brighter, bigger logo and bolder colours, with the back promoting two of the most popular Malibu drinks. Philip Ainsworth, Pernod Ricard marketing director, said the new look will stand out more on social media ahead of summer, a key sales period for the brand.

Sweet salad sales from Florette

Kettle bags TV spots Get steamy with John for new crisp range West’s new tuna pots

RETAILERS can drive bagged salads sales this summer as Florette launches a Sweet Crispy salad mix. Backed by TV and digital advertising, which will run until August, Sweet Crispy is a milder version of the brand’s bestselling Classic Crispy variety. It is available in 85g and 135g bags, RRP £1 and £1.50, respectively. John Armstrong, Florette marketing director, said: “We recognise the need to appeal to a wider range of tastes, which we have achieved with the new Sweet Crispy mix.”

KETTLE & More, a range of vegetable and hand-cooked crisps, is making its TV debut this month. The range launched last month in Beetroot Slices with Goat’s Cheese & Caramelised

Onion, Apple Slices with Norfolk Pork Sausage and Sweet Potato Slices with Smoked Chipotle & Crème Fraiche, RRP £2.29. Each advert will promote the recipe and ingredients behind one of the three flavours.

JOHN West is launching a range of tuna toppings to tap into the protein trend. Cracker Toppers, a revamp of the brand’s Spreadable range, is available in four flavours, including Mayo & Sweetcorn and Mexican Style. They are available in 80g packs, RRP £1.10.

John West is also extending its range of Steam Pots, which combine its tuna with rice, pasta and noodles. It is available in Sundried Tomato, Soy & Ginger, Sweet & Sour Noodles, Indian Spiced Chilli & Garlic and Basil with Red Pepper, RRP £2.49.

ACADEMY IN ACTION

21 MAY-3 JUNE 2019 betterRetailing.com

The Independent Achievers Academy (IAA) is a learning and development programme that helps to increase sales and profits. Academy in Action shows how retailers like you are working with our partners to use the Academy’s advice.

Name:

Alan Mannings

Shop:

Shop on the Green Location: Chartham, Canterbury 500sq ft Size: Three part-time Staff:

We’re here to help. Call 020 7689 0500

PARTNER ADVICE

RESPONSIBLE RETAILING

Mark Yexley Head of Communications JTI

In the fifth IAA visit, JTI’s Head of Communicatons, MARK YEXLEY, identifies ways Canterbury retailer ALAN MANNINGS can retail more responsibly RESPONSIBLE retailing is about complying with legislation and protecting your staff and shoppers by keeping up to date. Before benchmarking, discover how JTI’s Mark Yexley identified ways to help Alan Mannings create a tailored action plan to make sure his store is compliant with the law. Alan has run the 500sq ft Shop on the Green in Chartham, Canterbury, for 15 months. Since taking over, he has built a reputation for vigilance regarding underage sales, and sustainability. How can the IAA help him improve?

Want to see more? For more on how to improve your store and to see more of Mark’s shop, go to betterRetailing.com/academy-in-action

It was fascinating to visit Alan’s store and witness the challenges all retailers face, from keeping up with legislative changes to the sale of age-restricted goods.

YOUR ACTION PLAN 1 Walk your shop

This is designed to be used to help you think like a customer

2 Benchmark your shop

Use the checklist below, ticking all you see evidence of

WHY I TAKE PART With this being my first shop, I knew there was a lot I needed to learn. The Independent Achievers Academy has provided me with a lot of industry expertise and helped my business grow. Having JTI here today helping me become a more responsible retailer has been great and I look forward to learning more about being compliant.

IAA ADVICE

Following the Challenge 25 scheme to eliminate underage sales Minimising theft and ensuring staff feel safe Obeying legislation so staff and customers are protected Reducing shop waste effectively Limiting your impact on the environment

Follow the Challenge 25 scheme to eliminate underage sales

Obey legislation to protect staff and customers

Keep written records of the regulations you comply with

Alan combats underage sales by asking for ID and having signs around the store. However, Alan is unsure how to record underage and proxy sales. How can he do this?

Alan wants to report any illicit trade he witnesses, but currently only uses social media to alert nearby convenience stores. How can he report illegal trade?

Although Alan is unsure where to go for information about new legislation. What can he be doing to make sure he is on top of any changes?

Mark says: “A refusal register is a practical way of ensuring retailers are compliant. If Trading Standards visited the store, this is a great way to show you are complying with legislation. Documenting refused sales shows retailers are monitoring the situation.”

Mark says: “Make sure to report any intelligence of illegal sales to the authorities. Being active in reporting illicit trade shows your customers and your community that you are doing everything you can to obey legislation.”

Mark says: “There is a lot of information that will enable retailers to learn about how upcoming regulations will affect them and how to comply. Suppler websites contain valuable information including ‘no ID, no sale’ packs that can help train retailers and their staff.”

ACTION Keep a log of all refusals and check it weekly.

ACTION Report any illicit trade using supplier websites or through HMRC.

ACTION Check out supplier websites to find out information on new legislation.

3 Pick one thing to improve Write it down, implement it this week and let us know how you get on using #IAA19

SET A LEADING EXAMPLE Visit betterRetailing.com/IAA/benchmark to ensure you’re protecting staff and shoppers, and see how you can improve in 11 other categories.

Next time: Retail Innovation

PRODUCTS

21 MAY-3 JUNE 2019 betterRetailing.com

PMPs key for independents, says KP Volvic sparkles with new DARYL WORTHINGTON PRICE-MARKED packs (PMPs) are set to become increasingly popular with independent retailers, according to KP Snacks. Speaking at the company’s annual Snacks Insights Day, KP trading manager Matt Collins said that the company expects PMPs to continue growing in popularity in convenience stores, having seen 21.4% year-on-year growth in the impulse channel in 2018. According to KP, 83% of retailers believe PMPs sell faster, 82% stock PMPs as they believe they help them stay competitive, and 59% are more likely to stock new

product lines if they come in PMPs. Collins described KP’s £1 PMPs as the company’s “jewel in the crown”. Earlier this year, its £1 PMP range expanded to include Wheat Crunchies and McCoy’s Muchos. The company also reported strong sales figures for a number of its brands. McCoy’s is now bought by 10 million households, following a major marketing campaign over recent years. Hula Hoops is another success story for the company, with three packs sold every second. Several of KP’s recently acquired snack brands are also doing well, revealing new opportunities for retail-

When Warburtons went to Hollywood WARBURTONS is moving to Hollywood in its latest advert, ‘Good bagels’, starring actor and movie legend Robert De Niro. The latest campaign follows the launch of the brand’s bagels, which are available

in Cinnamon & Raisin and Plain varieties. Jonathan Warburton, chairman of Warburtons, said: “As an iconic New Yorker, Robert De Niro knows his way around a bagel, so it’s great to have his seal of approval.”

ers. Butterkist popcorn is being bought by 6.2 million households, and this is likely to increase, with KP investing £2m into marketing in October and November. Meanwhile, Popchips

has had 28% year-on-year growth, with the snack now eaten in 2.5 million households. According to KP, the majority of sales of Popchips tend to come in larger sharing formats.

citrus range

DANONE is zesting up its appeal with the launch of Volvic L’mon, a new range of citrus sparkling drinks available in 330ml cans. It is available in three flavours, including Lemon & Orange, Lemon & Lime and Lemon & Grapefruit. The launch of L’mon will be supported by a £1.5m marketing campaign, spanning outdoor advertising, social media and influencer activity, and sampling. Jacqueline Lane, senior brand manager at Volvic, said: “Fizzy drinks continue to be hugely popular, but are often seen as a less health-conscious choice, particularly if they are high in sugar or full of artificial additives. At Danone, we don’t think you should have to choose between a fizzy drink and being health conscious, that’s why we created L’mon – to give consumers a refreshment they can enjoy.”

Brindisa goes cold with a taste of Spain

White Creme Egg uncovered in Devon

BRINDISA is launching its gazpacho, a cold vegetable soup, in a convenient 330ml format. The soup is vegan and gluten-free, and builds on the success of its 1l pack, which is growing by nearly 30% year on year. Monika Linton, chairman and product director at Brindisa, said: “Made using raw vegetables and extra-virgin olive oil, our chilled soup is packed full of nutrients, making it a top choice with consumers. Plus, with no additives and in a format that is convenient, the new 330ml bottle is must-stock for retailers looking for on-the-go options for their health-conscious shoppers.” To support the launch,

A white Cadbury Creme Egg has been discovered at Central Convenience Store in Seaton, Devon, earning prizes for the shop and shopper. The competition gives shoppers the chance to win cash

a Brindisa Gazpacho Bicycle will be popping up in key locations across the UK throughout summer, sampling the new gazpacho, with picnic hampers and bottles of gazpacho up for grabs.

prizes by finding a rare white Creme Egg in store. Paulette Xavier, the store manager, said that the news had given the store and staff a lift. “It’s fantastic news and we are all so excited,” she said.

The way the cookie crumbles

Bestway chilled ready- Making mooves with meals range revealed skinny Irish cream

BURTON’S Biscuits is expanding its ‘less than 100 calories’ biscuit and snacks range with the launch of Maryland Oaty Cookie Bars. The individually wrapped chocolate chip cookie bars will be targeted as on-thego and lunchbox snacks. They are available at an RRP of £1.39. Kate Needham, the com-

WITH ready meals one of the fastestgrowing categories in the chilled section, Bestway has launched new chilled ready meals as part of its own-label range. The meals include Beef Lasagne, Chicken Tikka Masala with Rice, Cottage Pie, Macaroni Cheese, Chilli Con Carne & Rice, Spaghetti Bolognese, Sausage & Mash, Beef Stew & Dumpling, Sweet & Sour Chicken and Chicken Korma with Rice. Steve Carter, director of trading for the chilled category at Bestway, said: “The range has a price-marked offer of two for £5, which en-

pany’s marketing director, said: “As consumer demand for more permissible options show no signs of abating, Maryland Oaty Cookie Bars reinforce our commitment to leading the way in portion control, offering a ‘less than 100 calories per serve’ range in the UK’s £3bn biscuits category.”

courages consumers to make multiple purchases. The RRP of a single meal is £2.99. “In addition, we’ve also launched a Best-one range of chilled juices, available in four flavours – Orange, Apple, Tropical and Cranberry. We did previously have juices, but these were not chilled.”

QUINTESSENTIAL Brands is tapping into the Irish cream category this summer with the launch of Skinny Moo, a low-calorie range of flavoured drinks at an ABV of 12%. Skinny Moo is gluten-free, made from whey spirit and contains 55 calories per 25ml serve. It is available in a Peanut Butter flavour, while a Toffee Popcorn flavour will be launched later this summer. Caroline Daly, international brand manager for Irish Creams at Quintessential Brands, said: “There’s so much potential in the cream category for a brand to deliver what consumers are looking for and to reflect changing

needs. Research shows consumers are looking to enjoy themselves, but they don’t want to overdo it on the calories front.”

ACADEMY IN ACTION

21 MAY-3 JUNE 2019 betterRetailing.com

Name:

Meten Lakhani

Shop:

St Mary’s Supermarket (Premier) Location: Southampton 2,800sq ft Size: Three full-time, two part-time Staff:

We’re here to help. Call 020 7689 0500

PARTNER ADVICE

RETAIL INNOVATION Here’s how the IAA and category partner UPFIELD helped Premier store owner METEN LAKHANI create an action plan to become a more innovative retailer

BEING innovative in your store means recognising an opportunity, understanding the potential gains and having a plan to achieve it. Upfield’s Eve Walmsley helped Meten Lakhani create an action plan to take his shop to the next level. Meten has been running the family business for the past 20 years. The 2,800sq ft store is in a great location – it is close to hotels, restaurants and a hospital, and is just a short walk from the university. How can the IAA help Meten stretch his £60,000-a-week sales even further?

Want to see more? For more on how to improve your store and to see more of Meten’s shop, go to betterRetailing.com/Academy-in-Action

It’s clear that Meten is passionate and switched on. Implementing today’s ideas should help him see sales rise. Eve Walmsley Category Manager Upfield

YOUR ACTION PLAN 1 Walk your shop

This is designed to be used to help you think like a customer

2 Benchmark your shop

Use the checklist below, ticking all you see evidence of

WHY I TAKE PART My family has been in retail for 40 years, but there are always things you can improve. I hope this visit will give me ideas and help me create a strategy to increase my sales and push my business forward. I also want to learn how I can make small changes to make a big difference to my bottom line.

IAA ADVICE

Recognising the opportunity Understanding the potential gains Having a plan to achieve it Setting targets and hitting them Sharing your success

Targeting new customers through social media

Placing items in empty spaces to promote different meal times

Highlighting healthier products to customers

Meten already uses social media, but feels he does not know enough to use it to target local groups. How can he use social media to improve his presence?

As you enter Meten’s store, there’s a fantastic confectionery display on one side, but the other doesn’t inspire impulse purchases. How can Meten add inspiration and increase sales?

Meten has increased his dairy-free and gluten-free range over the past few years, but how can he boost sales in this category?

Eve says: “Social media is a great way to alert people to your offer, especially as attendees visiting these places or events often don’t know the area. Telling new people about your store by using hashtags for specific events is a great way to increase sales.”

Eve says: “Try taking a section and arranging some impulse items, like cereal bars and muffins, there. Try changing it from breakfast to lunch and monitor how doing this affects basket spend.”

Eve says: “Healthy trends, such as dairy- and gluten-free, are on the rise. Highlighting products with no dairy or gluten in them through stickers can alert customers to these products and make it easier for them to find what they’re looking for.”

ACTION Use local and event-specific hashtags to boost your profile.

ACTION Place some breakfast items near the entrance, changing them at lunch.

ACTION Create a colour-coding system for different free-from ranges.

3 Pick one thing to improve Write it down, implement it this week and let us know how you get on using #IAA19

ADD VALUE FOR SHOPPERS Visit betterRetailing.com/IAA/benchmark to find ways to innovate and see how you can improve in 11 other categories.

Next time: Effective Ranging

DON’T MISS THE 31 MAY ISSUE OF RN

OPINION LEADING INDUSTRY OPINION ON THIS FORTNIGHT’S HOT TOPICS

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

HIGH STREET 2030:

Is the government’s response correct? “INDEPENDENT retailers are buckling under crippling overheads and business rates are the largest burden they have to bear. The system is archaic and an overhaul is long overdue to stop town centres dying. A fairer business rates system will encourage retailers to invest in their businesses.” Mike Mitchelson, national president. NFRN

CRIME: How will police use funding to tackle retail crime? “I HAVE been doing everything in my power to ensure we have the strongest possible response to tackle violent crime – and law enforcement plays a key role in this. This money means forces can take urgent action, including more of�icers on duty in the worst affected areas.”

The top products for your babycare range THE LEADING TITLE FOR NEWS AND CONVENIENCE RETAILERS THE LEA RS DING RETAILE TITLE IENCE FOR NE NVEN WS AN AND CO D CONV ENIEN CE

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“WE will be asking our of�icers to work even longer hours through overtime in the short term to increase our presence on the streets even further. In parallel, we will continue to work with government to secure the long-term funding we need to recruit the additional of�icers we need.”

MORRISONS: How has its convenience business performed?

● Find ● How to buil

Interviews with shoplifters reveal the secrets to protecting your business from theft

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Look inside the newsagents that opened its own foodservice kitchen to increase profits

What thieves think of your store

S RE PEC PO IA RT L

NEWS

Clive Betts, Housing, Communities and Local Government Committee chair

The government has too readily decided to stick with the status quo

The most comprehensive guide to the deposit return scheme for retailers in the UK PLUS

WS FOR NE TITLE DING THE LEA

“THE government has too readily decided to stick with the status quo, rather than examining the range of radical options to the taxation system that we propose in order to save the high street which it simply dismisses as too challenging.”

Booker’s delivery demands

Small mall stores suffer following increased

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The best independent retailers stay ahead by reading RN each week. Do you? ORDER YOUR COPY from your news wholesaler today or contact Kate Daw on 020 7689 3394 TO ADVERTISE in RN, please contact Matthew Oliver on 020 7689 3367

“A 16% annual increase in quarterly sales growth across its wholesale business, which includes the McColl’s and Safeway franchises, shows its investment in the convenience format is paying off compared with its supermarket business, which has experienced a decline in growth.”

“WE are improving the shopping trip and becoming more competitive for customers, and are pleased with another quarter of positive like-forlike sales. We will continue this important work, including on those favourite items we know our customers want to buy at Morrisons.”

Alex Yau, symbol and wholesale reporter, Retail Express

David Potts, chief executive, Morrisons Group

We will continue this important work, including on favourite items

PLASTIC: Can retailers learn from the Leeds By Example campaign?

It’s clear local collaboration is a key driver of better on-thego recycling

“THE success of Leeds By Example shows what can be achieved by working together. Lack of infrastructure and unclear messaging are barriers to recycling, and our trial has shown the importance of new recycling bins supported by a clear call to action.”

“WE are pleased to support the Leeds By Example campaign, to better understand the dynamics of on-street recycling. The �indings are clear that local collaboration, strong communications and robust recycling infrastructure are the key drivers of better on-the-go recycling.”

Gavin Ellis, director of Leeds By Example partner Hubbub

James Lowman, chief executive, ACS

LETTERS

21 MAY-3 JUNE 2019 betterRetailing.com

BAY BASHIR

Letters may be edited

Belle Vue Convenience (Go Local), Middlesbrough

Summer is the time to make sure your store looks as good as it can, and to give something back

‘My main concern is the addition of glass’ THE introduction of a deposit return scheme is welcome because we want to help protect the environment. However, one of my main concerns is the addition of glass containers to the list of accepted recyclables alongside aluminium and plastic. It

won’t be an issue for me, but it might be for retailers with smaller stores. There’s a bigger risk of retailers breaking glass containers when handling them and that obviously creates dangers for health and safety, for both staff members and

any customers in the shops. I know fellow Scottish retailer Mo Razzaq has visited Finland to see how glass containers are handled in their deposit return scheme, and how the UK can do something similar. In terms of the cost of the deposit, I think 20p is

a good ballpark �igure. It’s enough to get customers to return to stores to put the containers into a reverse vending machine and get their money back. Abdul Qadar, Capital News, Edinburgh Tweet us to get featured!

TWEETS OF

THE WEEK

WIN £100-worth of Lucozade Energy’s flavours range LUCOZADE Energy is celebrating the launch of its new flavour, Watermelon & Strawberry Cooler, with an exciting competition. Readers of Retail Express have the chance to win £100-worth of the brand’s flavours range, including the new addition. Five lucky winners will be selected from all entrants. The latest addition to the £272m Lucozade Energy range is inspired by refreshing and summery iced fruit coolers, making it ideal for the start of the summer.

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

Colleagues at our #Scunthorpe HQ are marking the 1st anniversary of the relationship this week. So many achievements in the last 12 months to help improve our offer to our independent retail partners. And lots more still to do. @NisaRetail

MY MAIN focus is getting all my stores up to scratch and in the best condition I can. After Easter is the time to get ready for the summer. All of my stores are having a little bit of a make-over, whether it’s touching up the paintwork or installing new counters and flooring. Through the winter, things start Each issue, one of seven top to look a bit untidy, retailers shares advice to so a little bit of make your store magnificent TLC is needed now to make sure the shops are in the best condition they can be. For me, the best times for trading in summer are just simple, sunny days when there’s nothing special on. There doesn’t need to be a major event like the World Cup happening. The sunshine and warm weather brings people out and they spend money. So far, this year hasn’t been as good as last, but there’s still time, and you need to be prepared for when the weather does get warmer. I care about how my stores and staff look, and so do my customers. If we put a new counter or a new raised floor in our shop, the customers notice straight away, and they tell us. That’s a great feeling. For each store, I am also looking for the occasions and events that we can get involved in. Basically, anything we can do to make a bit of noise for the early part of the summer. There’s a local primary school we do a lot with, in fact it’s the school I went to. We always get involved in the local sport’s day, supplying the bottled water and prizes for the raffle. We work with the school through the year, and last Christmas I got a card from every student at the school. Reading those cards was one of the highlights of my year. I’ve kept every single one of them. We don’t do it for money, but providing good service and having a community spirit goes a long way. It adds value to everything you do, and that pays off when you’re looking to people to be loyal to your store.

Very ﬁrst meeting as a town councillor this evening.Won’t lie, wasn’t really looking forward to it. But, largely positive & a stated willingness amongst Councillors to work together for the good of the town.Truly hope that continues and that we can together get things done. @Les_Gilbert #SBS our little shop hopes to make a big difference to the lives of those in our #FabCommunity started a Thurs reﬁll service to reduce plastic + wine tasting this Thurs if you fancy it? #ShopLocal30 to support local economy to. @HopesofLongtown

Get in touch

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

BRAND SPOTLIGHT

RETAIL

IN ACTION

FOCUS ON:

TIC TAC As Tic Tac unveils a new campaign that is giving your shoppers the chance to win holidays, RETAIL EXPRESS explains why this brand is a must-stock for any store

What the brand is and why retailers should stock it

Kiss does summer with Tic Tac

TIC TAC is one of the most well-established, recognisable brands in sugar confectionery, presenting a significant opportunity to retailers to drive impulse purchases with their shoppers. With a core offer covering the most popular flavours, the range offers something to shoppers of different taste preferences and enables retailers to capitalise on changing customer trends. With the popularity of fruit flavours continuing to grow, Ferrero lists its Tic Tac Lime & Orange and Strawberry Fields products in its core range to reflect that demand. The Lime & Orange product is well established in the market and is still growing, with value sales up by 5%. Classic Mint flavour is arguably what Tic Tac is most recognised for, and the ever-present product was recently joined by Intense Mint as part of the core range, recognising the growing demand for stronger mint products, which is bringing additional sales to the category. The three biggest flavours that consumers are looking for are mint, fruits and extra-strong mint. The Tic Tac core range includes products that suit each of those needs, catering for a wide range of different shoppers.

THIS summer, Tic Tac is offering shoppers the chance to win a summer holiday to Ibiza, as part of a partnership with Kiss radio station. Promotional packs are available now. The competition will drive shopper demand for the Tic Tac range, particularly the Mint and Lime & Orange packs. The campaign will be supported with media investment, with prizes also on offer to retailers when stocking up with exclusive promotional cases via Ferrero’s retailer hub, Your Perfect Store.

T1 T100 T200

Must-stocks must stock

Mint

RRP 62p per unit. Available as T1 x 24 x 6 cases. RRP £1.41 per unit. Available as T100 x 24 cases. RRP £2.70 per unit. Available as T200 x 8 cases.

Lime & Orange

Intense Mint

21 MAY-3 JUNE 2019 betterRetailing.com

In association with

In action

Top choices: Tic Tac’s bestselling lines are Mint and Lime & Orange, making these must-stock products for your store.

What should retailers stock? The ‘Kiss Does Summer with Tic Tac’ promotion will run this summer on packs of Tic Tac Mint and Lime & Orange, which are bestsellers and form part of the core range. Both flavours will be available in promotional packs, giving customers the chance to win prizes and giving them more reasons to pick up a pack in store. Levi Boorer, Ferrero customer development director, said: “Music has a natural alignment with Tic Tac as it brings people together to share new experiences.” The promotional campaign will be backed by a £250,000 media investment.

Powerful PoS: Use Ferrero’s PoS, such as countertop units and clip strips, to make sure these products stand out during the campaign.

SUPPLIER

Secondary sitings: Stock Tic Tac at the counter as well as close to your main confectionery fixture to drive impulse sales.

Levi Boorer, customer development director at Ferrero

“WITH mints and gums most commonly occurring as impulse purchases in convenience stores, we recommend retailers maximise the sales opportunity by siting these products in disruptive locations, as well as at the checkout. “Many shoppers will browse for longer at places such as the newspapers or magazines fixture, so retailers can capitalise on this by implementing magazine hook-over units.” “Ensure you keep your shelves full of product and well-organised so customers can find what they are looking for, and use bespoke PoS to help create in-store theatre and draw attention to new products. “Stocking the bestsellers will provide a greater rate of sale, especially brands that are heavily supported by marketing.”

Visit Ferrero’s retailer hub yourperfectstore.co.uk for a free, limited-edition case of promotional packs of Tic Tac and exclusive PoS materials

GROW YOUR SALES WITH DIAGEO

A £5.2BN OPPORTUNITY Diageo’s new Drinks Report has uncovered a huge opportunity for retailers that can tap into alcohol trends. DARYL WORTHINGTON and PRIYANKA JETHWA find out what you can learn from the research

THREE-YEAR PLAN DIAGEO Great Britain has launched a new report, revealing a holistic view of how retailers can tap into a £5.2bn alcoholic beverages opportunity, and highlighting an expected 12% growth opportunity for alcoholic beverages in the UK over the next three years. The report identifies four key growth pillars – ‘Balanced choices’, ‘Make the moment’, ‘Exploration’ and ‘Celebration’ – offering insight and guidance to help fuel excitement and value into the alcoholic beverages category. Here we look at nine ways you can cash in on these four growth areas and get your slice of the opportunity.

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BALANCED CHOICES Consumers are paying more attention than ever before to the products that they consume. The alcohol sector needs to redefine itself to remain relevant to evolving lifestyle choices.

1 Low and no is growing More than 6.1 million people in the UK are now teetotal and this figure is growing by 5.4% year on year. More consumers are paying attention to what they’re drinking due to emotional well-being and social responsibility.

2 C-stores are missing out on free-from One in 10 on-trade outlets now serve a gluten-free beer option, and as always, whatever happens in the on-trade normally foreshadows what we can expect shoppers to demand in the off-trade.

MAKE THE MOMENT Shoppers are increasingly placing more value on having great experiences, with consumers looking to products that help them do this, in and out of the home.

3 Premium is the key to growth There is a £5.2bn opportunity across the alcohol category, and by 2020, the market is predicted to be worth £46.7bn. This growth will come from the rise in demand of premium lines, as more people opt to drink less, but better.

the stat

42.6% The value growth of premix

4 Make the category easier to choose To encourage incremental sales, retailers should focus on making categories accessible for all types of shoppers. Retailers can do this by ranging their alcohol according to flavours, so spirits such as whiskies don’t seem as intimidating. For example, range whisky by sweet, fruity, spicy and smoky. In gin: herbal, fruity, juniper, citrus, floral and spice.

EXPLORATION Consumers are increasingly open to discovering new things. The alcoholic drinks category must fuel the ever-growing appetite for discovery and knowledge.

5 Shoppers are looking for new products Sixty-five per cent of gin shoppers will actively search for a new gin when going into a store, so to make the most of this opportunity, retailers should showcase new lines in a prominent space, giving it maximum visibility and more than one facing.

CELEBRATION As consumers place greater emphasis on premium experiences and occasions, offering and enabling celebrations presents an opportunity to trade shoppers up.

7 You can make more money by helping shoppers celebrate The research also identifies a huge opportunity when it comes to entertaining at home. This means that shoppers are looking for drinks that strongly resonate with celebratory occasions, such as St Patrick’s Day, summer nights in and barbecues or the Six Nations Rugby, as key motivations to purchase. In the week to 23 February 2019, Guinness sales grew by 12% as a result of this association.

8 Inspire customers with cocktails Forty per cent of consumers now serve cocktails before or after dinner when hosting. Take advantage of this by posting recipe cards near ingredients and making displays. Don’t forget to offer garnishes, too.

6 Drive sales with ‘beer of the week’

9 Make money from gifts

Nearly 2,000 new beer and cider brands have entered the market in the past three years. Shoppers are more open than ever to exploring new tastes and flavours, so why not have a ‘beer of the week’ promotion highlighting your top picks from brands consumers may not have heard of?

The gift market is worth £3.2bn in the UK. Christmas might be the top occasion when whisky is given, but this is followed closely by birthdays, so retailers should ensure they have a good whisky gift selection all year round to make the most of sales. Following on from the growth in gifting, 43% of alcohol gift packs in the off-trade market now contain a spirit. Retailers can capitalise by over-indexing on spirits when it comes to seasonal events, such as Christmas, when people are looking to put together gift baskets.

Over the coming months, we’ll be working with Diageo and a number of retailers to put the advice to the test. Look out for the first instalment this summer.

CATEGORY ADVICE SUMMER BARBECUE

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GET READY FOR SUMMER Retailers in the UK are used to having to react to the weather, and summer is no exception. TAMARA BIRCH looks at how to get the most from your barbecue range

BE PREPARED BRITISH summer is notoriously unpredictable, but when the sunny days do finally arrive, shoppers are keen to make the most of them. This means it’s important to have a range of summer and barbecue goods in stock ready for when the temperature goes up, while also having options for the greyer days and big nights in. Barbecues are often planned well in advance. However, an

unexpectedly sunny weekend can also see customers making an impulse decision to invite friends or family over. For this reason, it’s important for retailers to have high availability and good promotions on any products connected to barbecues, from burgers and sausages to salads, dressings and soft drinks. Away from barbecues, major TV events (whether Wimbledon

the stat

64.9m

or Britain’s Got Talent) can see shoppers looking to plan a big night in. As Mondelez’s trade communications manager, Susan Nash, explains: “Evening snacking is worth £6.5bn and growing. Fifty-two per cent of all confectionery occasions take place with other present, making a range of sharing formats key to maximising this opportunity.”

RETAILER

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Adam Hogwood, Budgens of Broadstairs, Kent “SUMMER for us starts with removing the display of hats and gloves, and another of de-icer and cold-weather car accessories, and making the ice cream freezer more prominent where customers walk in. “Being British, we can’t get too excited, but we do make changes dependent on the weather. For example, we use the counter top for essentials such as sun cream, sun glasses and maybe put a stock of bottled water on the shop floor. We put after sun on sale later in the day. “We use the large area outside the store to advertise our barbecue goods, so it’s very eye catching before the customer even enters. We usually promote a meat offer in the chiller and clip-strip items like wooden skewers, marinades and rolls. It helps to have bags of charcoal on the floor, along the base of the chiller, to really get people in the mindset.”

The number of midweek barbecues in 2018

more than meaT Matthew Grenter, sales manager at Brioche Pasquier, highlights six non-meat categories retailers should consider for their stores Vegetables – Sweetcorn is an obvious one, but squashes and courgettes can be grilled. Cheese – Halloumi is quick and easy to barbecue, and makes a great vegetarian burger. Buns and bread – A very simple, quick way to give a barbecued hot dog an on-trend gourmet twist is to offer brioche rolls. Salsas, dips, ketchups and mustards – A variety of these will appeal to shoppers looking to give their barbecues an extra boost. Soft drinks – Make sure you stock something beyond the usual sweet fizzy drinks and juices, such as premium adult soft drinks. Free-from options – It is important to offer these options as they become increasingly mainstream. The freezer might be the place to stock some interesting barbecue options for these groups.

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*UK & ROI residents only. 18+. Open 03.04.19 to 11.06.19. To enter, capture a photo of you taking a bite of a Pringle and either share it on Instagram or Twitter with the hashtag #PringlesTakeaBite, or post it on the Pringles UK & Ireland Facebook page or the comments section of a promotional post. Daily draw between 03.04.19 to 11.06.19. ROI only: Tie-break question to win. Bonus draw closes 31.07.19. 71 Prizes to be won. Each Prize entitles the winner to choose 1 return economy class flight for 1 adult from a major UK/ROI airport to an International airport to a maximum value of £1,500/€1,500 and an allowance for accommodation, spending money or additional passengers to a maximum value of £500/€500. Travel subject to availability. Date restrictions apply. Max. 1 entry per person, per day. Max. 1 Prize per person. Internet access required. No purchase necessary in NI. Full T&Cs apply and can be found at Pringles.com **IRI value sales 52 w/e 04/11/17 †RRP is at the sole discretion of the retailer TM, ®, © 2019 KELLOGG Europe Trading Limited

T&C’s: 18+ UK. Open 01.04.19 – 31.08.19. To enter: buy 5 x cases of promotional packs in 1 transaction then register online at www.mixmatchcash.co.uk Maximum 10 entries over promotional period, up to 2 per week. 1 prize per person. Internet access required. Prize: 60 x cash prizes (incl. 5 x £1000, 5 x £500 and 50 x £50). Proof of purchase necessary excl. NI. Retain receipt. To enter and view full T&Cs visit www.mixmatchcash.com

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CATEGORY ADVICE SUGAR CONFECTIONERY

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SWEET DEALS RETAIL EXPRESS rounds up three key promotions to keep your sales strong this summer

CHANGING SEASONS JUST because the summer brings warmer weather doesn’t mean that customers lose their sweet tooth. In particular, long journeys and days out make shoppers look for grab bags of treats for their cars or pockets. When the weather gets to

its hottest, however, chocolate treats aren’t the best option as they start to melt before customers have a chance to eat them. For that reason, it’s a good idea to have a strong selection of sugar confectionery in the sum-

mer. It’s also important to make sure your range is suitable for your customers’ dietary requirements. For example, Staffordshire retailer Amit Patel explains on p25 the benefits he’s seen from stocking a selection of halal-friendly sweets.

HARIBO’S SUMMER LIMITED EDITIONS EXOTIC fruit and wild berry flavour sweets will be appearing in limited-edition Haribo Starmix and Tangfastics bags. “Each year, for a limited time only, we unveil tasty new flavours for Starmix and Tangfastics,” explains Claire James, trade marketing manager at Haribo. “This year is no different, with Exotic Fruits and Wild Berry offering a selection of deliciously refreshing flavours that are perfect for summer time. “Appealing to adult consumers looking to treat them-

selves with new and exciting varieties of their favourite sweets, they add a great deal of fun into the category.” The limited-edition packs of Starmix contain mango hearts, passion fruit & strawberry eggs, maracuja bears and guava & grapefruit bottles. The Tangfastics limited editions include juicy blueberry & elderflower dummies, cassis bottles, cherry crocodiles and gooseberry-flavoured cherry shaped pieces. These limited-edition varieties will feature alongside the

more familiar bags of Starmix and Tangfastics. Each is available in a range of bag sizes.

MAYNARDS BASSETTS SUMMER OF SILLY FUN MAYNARDS Bassetts is launching a new on-pack promotion this summer. The competition gives shoppers the chance to win one of 8,001 “wacky prizes”, while helping to generate sales across stores. According to Mondelez, the on-pack promotion will help drive sales of the brand and create excitement in store. The promotional competition is also available on price-marked packs. The promotion began in May and is scheduled to run until 31 August. It will be available on a number of the brand’s core bags includ-

ing Wine Gums, as well as new sub-brands Wine Gums Tangy, Soft Jellies Wild Safari and more. Each of the bags will be labelled with a promotional flash, with the aim of intriguing consumers. The prizes available include designer sunglasses, wireless speakers, pairs of trainers and tickets to attractions. Anna Ulrich, brand manager for Joyful Candy at Mondelez International, said: “We’re really excited to launch this new promotion, focusing on a wide range of Maynards Bassetts products and offering consumers the chance to win a range of great

prizes. We hope this will continue to drive the relevance of Maynards Bassetts with shoppers, especially among younger adults. “This campaign taps into the playful, fun side of the brand. Summer is already a great time for candy sales, so this exciting promotion is sure to help drive retailers’ sales in this segment,” Ulrich concluded. Mondelez suggests that retailers should look to position in secondary sites to drive impulse purchases, or on cross-category displays for evening and impulse snacking.

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CATEGORY ADVICE SUGAR CONFECTIONERY RETAILER

Q&A

Amit Patel, Stratford Post Office Amit has found success by selling halal sugar confectionery

Do you sell more sugar confectionery in the summer?

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BEBETO UNVEILS REDUCED-SUGAR OPTIONS WITH shopper demand for healthy and low-sugar options growing, Bebeto has a new selection of reducedsugar treats. The three new products, Rainbow Laces, Strawberry Laces and Strawberry Pencils, all have 30% less sugar. According to Bebeto, they’re also high in fibre with no arti-

ficial colours, sweeteners or flavours. Officially launched in the summer, the products will be available in shelfready packaging. “In order to make sure our categories have plenty of healthier options, we’re delighted to reveal three new products with higher fruit content as well as containing

30% less sugar than our current best-selling range,” said Stuart Johnston, managing director of Kervan Gida. “We see the development of reduced-sugar products as a necessity in today’s healthconscious market, although we do recognise that our products are treats and will continue to be seen as such.”

“YES we do, we sell more of things like Haribo, jelly sweets and hard-boiled sweets – basically anything that’s not chocolate. “With the heat, chocolate melts very easily, so people don’t like carrying it around. “The change starts around about now, as soon as the weather starts getting warmer. “We’re very close to the London Stadium, in the Olympic Park. When people are going there for a day out, or to watch a football match, they will take chocolate in the winter. “But when it gets warmer, they start taking the fruity stuff more. If they’re keeping sweets in their pocket for the whole game, they don’t want something that’s going to melt.”

What are your most popular ranges of sugar confectionery? “HARIBO and halal Haribo in particular are very popular. Also popular are Wine Gums, Fruit Pastilles and Randoms. Our weigh-out sweets also do well.”

Where do you put sugar confectionery in your store? “THE weigh-out sweets are hooked up on a peg board, just next to the post service queueing barrier, so quite a lot of people can see that while they’re in the queue. “We also have a section for halal Haribo sweets, so customers can see those as well. All the Haribo are price-marked £1 bags. “The halal bags are slightly smaller, but they’re also marked at a pound. Then we have the regular stuff on the main counter unit, which is the Randoms, Skittles, Chewits, Fruit Pastilles and stuff like that.”

Do you take advantage of the special promotions and limited editions that suppliers run in the summer? “IT DEPENDS on the promotion. If Hancocks are doing an offer on Haribo £1 bags, for example, then we’ll get in a few extra.”

What has been your biggest success? “THE Haribo halal sweets are going really well for us. We started stocking them about four months ago and it has picked up a lot, so much so that we’ve made a unit up in our store room just for those. We’re buying 30-40 units a month. “Before, we did US sweets. We were one of the only places in our area that did them. Now, you can get them in the multiples – every store has some sort of US range. “So, to be different, we started stocking halal sweets. Because of where we are in east London, they’re very popular, but not many places around here have them apart from us. For us it’s a good move. It’s a big range – there are 13 varieties – and it’s a Haribo brand, which people recognise. “We did try another brand of halal sweets as well, but they didn’t sell as fast as the Haribo. So, we decided to stick with the Haribo.”

UK, ROI. 18+, 01/05/19 - 31/08/19. Internet access & e-mail required. Buy 1x Promotional Pack, visit summerofsillyfun.com & enter unique code found inside of pack for a chance to win. 1 entry per unique code. Prizes: Tier 1: up to 101 Ray Ban sunglasses, 122 Vans shoes (pre-determined designs); Tier 2: up to 287 wireless speakers; Tier 3: up to 3492 activity vouchers (UK: Go Ape!/ Trampoline standard entry e-tickets; ROI: €10 voucher for Extreme Sports/Trampoline) (subject to expiry date + provider T&Cs) & up to 3999 fun games. Winners selected by random pre-determined winning moments. 1 tiered prize per person. Prizes must be claimed within 7 days. Final draw (for entries between 01/09/19 & 31/12/19) on 10/01/20. Final Draw prize: 1 Annual Theme Park pass (UK: Merlin pass for 1; ROI: Tayto Park pass for 2). Promoter: Mondelez Europe Services GmbH – UK Branch, Sanderson Road, UB8 1DH. Proof of purchase may be required. See summerofsillyfun.com for full T&Cs (inc prize details + NPN for NI).

VANS EXPRESS FORD FIESTA SPORT VAN

21 MAY-3 JUNE 2019 betterRetailing.com

BE A TOP SPORT Small and powerful, the Ford Fiesta Sport Van is a strong contender for making light cash and carry trips easy. CHRIS DILLON finds out more

INTRODUCTION THE Ford Fiesta Sport Van is back. After being briefly discontinued in 2017, Ford unveiled a new-look model last year at the Commercial Vehicles Show in Birmingham. Relaunched in response to consumer demand for more efficient, urban-friendly vehicles, the Fiesta Van is available in petrol and diesel versions and has all the technology modern retailers need for conducting business on the move. A particular feature highlight is FordPass Connect, which is a built-in 4G Wi-Fi modem that can connect with 10 smart devices. The FordPass App enables drivers to see vehicle stats, its location and fuel level, as well as lock or unlock it via your phone. Despite its small size, the van still offers 0.96m3 of load space. The rear also has four useful tie-down points and a rubber mat that stops stock sliding around.

fast facts Model: Ford Fiesta Sport Van 1.5l TDCi Start/Stop 6-Speed Manual Price: From £15,495+VAT Vehicle dimensions: W:1.8m, L: 4.1m

DRIVING TEST PUT simply, the Fiesta Sport Van is a joy to drive. It’s not just the power behind the vehicle that makes driving it so effortless, the van comes with a wealth of features that take all of the extra stress out of driving. Adaptive cruise control technology enables you to maintain a set distance with the vehicle in front of you and, for night travel, high beam lights that dip automatically when they detect oncoming traffic mean you can focus on just enjoying driving. The user interface of the central control panel is refreshingly easy to use. Controlling SatNav, music, phone calls and messaging can be done either with the touch screen or with simple voice commands which, unlike many voice-activated products, actually recognised all my commands without a hitch.

VERDICT ITS RELATIVELY low price, tech features, fuel-efficient engine and spacious rear make the Ford Fiesta Sport Van a tempting offer. If your needs as a retailer are picking up a handful of cases or visiting local suppliers and markets, this vehicle is a strong contender. Its internet connectivity enables you to turn it into an office on wheels, and with all the cloud-based EPoS services available, it’s easy to imagine being able to check stock levels and sales from the comfort of this van. A great vehicle for city-based stores, it’s fun to drive on country roads, too.

Loadspace: H: 0.9m, W: 1.2m, L: 1.2m Miles per gallon: 64.2 Gross payload: 511kg Bluetooth connectivity

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VIEW

Neil McIntee, editor, VansA2Z.com “It’s not often you see the words ‘fun’ and ‘van’ in the same sentence, but there’s an exception in the shape of Ford’s latest-generation Fiesta Sport Van; it is great fun to drive. “Available with either a 123hp 1.0-litre turbo EcoBoost petrol or an ultra-frugal 118hp 1.5-litre TDCi diesel engine powering the front wheels, it provides a cubic metre of load space, four load tie-down points, comes with a tailored rubber mat and has a maximum payload of around 500kg. “It looks the business, thanks to smart alloy wheels, and is preloaded with the latest infotainment and electronic safety systems.”

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PROFILE

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RETAILER PROFILE DIPAK AND JAYSHREE SHAH H & R NEWS Location: Camberley, Surrey Shop size: 700sq ft Opening hours: Mon-Sat 5am-6pm, Sun 5.30am-2pm Trading since: 2017

‘COMPETE WITH A BETTER RANGE AND SERVICE’ JACK COURTEZ IN JUST 18 months of trading, this husband-and-wife team have enough awards to �ill a trophy cabinet, and it’s not surprising. This small newsagent outperforms many other seasoned operators when it comes to store standards, community engagement and category management, a combination that has won them a loyal local following. The couple outlined their routine, with Jayshree telling Retail Express: “We make sure to keep the store clean, as it’s important in terms of how customers think of us, especially with so much competition nearby. “We try and have a little sweep and a clean every 10 minutes or so when possible, partly because we get a lot of construction industry trade, so it can get quite muddy, but also because it makes it a manageable part of the day.” Dipak adds: “We each look after different categories in the shop – it allows us to specialise in the areas we are strongest in.” The store also bene�its from the �inancial expertise of their economics graduate son, Sachin, and their daughters, Pooja and

Reema, who hold senior positions in London city �irms. This approach of becoming experts in their respective areas, and complementing rather than competing with other nearby shops, has helped them outperform their big-chain rivals. Discussing the local area, Dipak says: “It’s a high-footfall area, so we could provide elements like coffee to go or bakery, but there’s also plenty of competition. We’ve got most of the major fast-food chains and some cafés close by, which limits the feasibility of food to go.” Local competitors include WHSmith, Greggs, McDonald’s and Sainsbury’s. Asked how they make their mark, Dipak reveals: “We have to make sure we can provide a better range,

Why should you care about illegal tobacco?

better service and competitive pricing. It’s all about �inding the niches where you can add value to the consumer that they can’t get elsewhere. “We open half an hour before WHSmith and, because of that, we take a lot of the morning traf�ic. They also pride themselves on providing lines that custom-

WE EACH LOOK AFTER DIFFERENT CATEGORIES IN THE SHOP – IT ALLOWS US TO SPECIALISE IN THE AREAS WE ARE STRONGEST IN

ers cannot �ind nearby. “Take our tobacco category as an example – we’re the only ones here that sell Vogue Green and liquorice papers, and we have customers that will travel past our rivals because of it. “The same goes for our pricing in this category, where we aim to be the cheapest. In both these areas, we know we can be better than our local Sainsbury’s.” Asked how to identify these niches, Jayshree answers: “Most straightforwardly, when they ask if you’ve got something in stock and you don’t have it, but also when you introduce a new product and there’s instant demand for it. An example is Ritter Sport. We started off with just one variety but ended up with six when we saw how well it does.” Despite the trophies and certi�icates, it’s the work they do with the community which makes them most proud, with support for local events and causes including local arts festival Camfest.

news to grow basket spend 1 Use “We use the news category to grow our basket spend. We offer our home news delivery customers the option to have additional products delivered such as wine and chocolate,” Dipak says. with reps 2 Engage

“We have a visit per month from all of the major confectionery and tobacco suppliers, and I think that’s because we work with them to make their promotions work in our store,” she says.

To see more photos of Dipak and Jayshree’s store, go to betterRetailing.com/ handr-news-surrey

o threatens Illegal tobacc s ods, damage o h li e v li ’ rs e retail and contains communities ingredients. unregulated Follow @suspect_report

to your customers about new products 3 Talk “When we were promoting Riverstone and Blu pods, we prioritised switching customers over to a new brand that others may not be selling as it secured their custom,” Dipak explains.

0800 0495992

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