COMPETITION
Retail Express and Halls team up to give five lucky retailers £50-worth of stock LETTERS
2019 10-23 SEPTEMBER m betterRetailing.co
P17 Mickleton
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Village Harj Nisa Stores, GloucesDhasee tershire
Letters may be edited
way Going local is a great and to boost your margin keep your store fresh
the I OFTEN speak about local need to work with suppliers, as I think it is one of the best ways to make a point of difference for your business and keep your store fresh. Now we’re heading into Autumn, I’m working on developing my lines for the new season. Things like strawberries and top Each issue, one of sevento fruit can no longer retailers shares advice cent be sourced locally, make your store magnifi so I’ll start to get these from my symbol group, who products, such are very supportive. suppliers for seasonal I’m looking to local as root vegetables. never worked with local suppliers to understand Of course, if you’ve to start. You need and before, it can be daunting what your customers want, needs, in a way that what your business together work supplier can how you and the had benefits you both. nding suppliers to work with, I’ve fi a markets When it comes to minute because it’s attending local farmers’ stinks. 20p per a lot of success through Delis are also great places to The whole system could premium number. stores. De La Rue, I’m who I am and and visiting other All the manufacturers down errors system operator, – I explain to them that but why cant they get Newsagents, is send reps I’VE been getting learn about new suppliers about the suppliers Arif Ahmed, Ahmed for track registered,code done? De La Rue have done for, and ask them and do the registra- Coventry, West Midlands when registering what I’m looking I’ve got the other Whole- to stores to work with, and then. The service and trace since May. code, are telling me to go away. they’re using. because tion there have a translation what suppliers I want eat their the unique operator facility salers cannot help me to In terms of knowing responded: “This the on their also doesn’t whose �irst lan- De La Rue question – do I want packaging has simple enough a a in got with myself but cannot get and I ask was dealt they’ve for customers I’ve got old they’ve of that the branding sure the things we These are matter ef�icient manner, to worry about and identi�ier code. products? On top guage isn’t English. swift and and Bat- plate very keen on making me to get in touch legitimate traders and they’ll be �irst stock from Booker to stand out. We’re good. about asked for following Mr Ahmed’s goes work and taste customer can our look ley’s, but I’m worried when with De La Rue. Once stock of stock. you with stock think deprived time a supplier you a call engagement on Friday.” funny thing with them. a couple of weeks’ Once you’ve found down, that’s it. The me when team Every time I make stock. to negotiate an agreement get charged service will penalise is the best I’ll be deprived of with, you’ll need to the helpline, I process is is, HMRC my fault. being open and honest The application Tweet us to get featured! always found that margin you need not even it’s the I’ve away the told I’ve them straight what complicated and @retailexpress policy. Explain to can sell, and see the quantities you TWEETS OF to be making and Somerset you can agree. on Jon Thorner’s in Recently, we’ve taken are going to supply us meat. who (jonthorners.co.uk), 20%, and are also a great margin of from taking 30 minutes to our first delivery They’re giving us Well worth your time selection. We took business data every offering us a great everything had sold through within analyse your Google and we’re working them last Friday, Always find interesting a new supplier, who week/other week. a week. We also have We’re using them instead of Müller @wesaynisa #Retail insight! @retailexpress with on our yoghurts. margins of up to 22%. #15Minutes @AmitP1992 now, and we’re getting
e ‘The track and trac system stinks’
10-23 SEPTEMBER 2019 STRICTLY FOR TRADE USERS ONLY
THE WEEK
WIN £50 of Halls
stock
Halls cold season fast approaching, up on WITH the cough and Retailers should stock is sure to fly off shelves. Blackcurrant and Halls Extra Soothers ahead. bestsellers Halls of the opportunity Strong to take advantage retailers the chance to win lucky with Halls and We’re giving five and get winter ready to enter. £50-worth of stock visit the link below Retail Express. Simply
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ons publication date. betterRetailing.com/competiti for four weeks from Our competitions remain final. Editor’s decision is
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han Our NI Director @MichaelAod to chat with had the opportunity of State for NI @JulianSmithUK Sec about our @NIOgov this evening about a no-deal members’ concerns & for NI #Brexit on trade practicalities our continued work consumers. Part of @the_brc to brief the government.
to a programme of #views we’ve committed night! They are Saturday DJs every Friday & of the most talented locally based and some Spending time in your people we’ve met! pop-uplocal store/coffee bar/streetfood never been better! thing-type space has @stretfordFH #stretford #shoplocal
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As stores are shamed over knife sales, retailers say…
‘WORK WITH US, NOT AGAINST US’
P3
FRESH CATEGORY CONCERN
CYBERSECURITY
CHRISTMAS CONFECTIONERY
Supplier Adelie Foods scraps sale or return option for retailer accounts
Retailers urged to be more vigilant following ongoing rise in internet fraud
Why you need to start planning now, and the key products you need to know about
P2
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P23-25
our say
Chris Dillon, editor – insight
We’ve made vaping as simple as it gets The best business decisions are those that are good for your bottom line and good for society. With this in mind, investing in vaping should be one of the easiest decisions you’ll make as a retailer. Except anyone that has tried to get their heads around the category will know that it’s not. The world of cloud chasing, PG/VG and nic salts with its eye-watering number of products feels like learning another language. Newtrade research has found that retailers are put off the category for three main reasons – too many products, too many terms to learn and lack of category advice. We have responded by working INVESTING IN with industry experts to create a 60-page supplement as part of our VAPING SHOULD Retail Success Handbook series BE ONE OF to explain everything you need THE EASIEST to know to get started, build your range and finally become known DECISIONS as a destination. YOU’LL MAKE Highlights include an overview of starter kits, the top 100 AS A RETAILER bestselling liquids, pods and capsules, three retailer profiles and an introduction to the latest trend – cannabidiol e-liquids. We’re incredibly excited to share this work with you. Subscribers to our sister title, RN, will receive it on Friday, but contact your news wholesaler to make sure you get a copy.
FOR MORE OPINION, GO TO PAGE 16 @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
Reporter Alex Yau @AlexYau_ 020 7689 3358
Insight reporter Tamara Birch @TamaraBirchNT 020 7689 3361
Reporter William Dodds @WilliamDoddsRN 020 7689 3350
Production editor Ryan Cooper 020 7689 3354
Editor in chief Louise Banham 020 7689 3353
Head of sales Matthew Oliver 020 7689 3367
Head of marketing Jessica Salisbury-Fielder 020 7689 3352
Sub editor Jim Findlay 020 7689 3373
Account director Charlotte Jesson 020 7689 3389
Managing director Parin Gohil 020 7689 3375
Head of design Anne-Claire Pickard 020 7689 3391
Senior account manager Natalie Reed 020 7689 3372
Management accountant Abigayle Sylvane 020 7689 3383
Designer Jody Cooke 020 7689 3380
Account manager Adelice Tatham 020 7689 3366
Production coordinator Ashley Reid 020 7689 3368
Sales support executive Michela Marino 020 7689 3382
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The five biggest stories this fortnight 01
Adelie stops accepting new sale or return accounts
ALEX YAU ADELIE Foods will no longer open sale or return accounts, casting doubt on the model’s sustainability for the fresh category. The supplier made the decision last month to only open new accounts on a �irm sale basis with a minimum order value of £50. Adelie Foods head of category marketing Wayne Greensmith said: “Previously, we charged for delivery through the price of the unit, delivering thousands of small orders every day, which was very often inef�icient. “We have introduced a �ixed minimum order quantity, which gives our customers the opportunity to manage their orders through �lexing the frequency of their deliveries, giving them cost reduction opportunities and contributing towards delivering environmental bene�its.” The changes highlight repeated issues with the sale or return model within independent convenience. Retail expert David Gilroy told Retail Express: “Sale or re-
02
turn is not the future because retailers rely on the supplier to manage their wastage and it ends up becoming unprofitable. When Kerryfresh col-
PayPoint renewal
PAYPOINT will continue its decade-long relationship with Utilita after renewing its exclusive contract with the energy company. Through the deal, PayPoint stores will continue to process energy payments from Utilita’s 650,000 customers. PayPoint chief commercial of�icer Lewis Alcraft said: “This new agreement is testament to the quality and convenience the PayPoint retail network offers.” The news follows PayPoint’s failure to renew its contract with British Gas owner Centrica.
04
Business rates bump
THE retail sector will face a £170m increase in business rates next year at the current rate of in�lation, according to Altus Group. Research by the real estate adviser showed business rates have risen by £6bn since 2010/11. Altus head of business rates Robert Hayton said: “With major retail and hospitality businesses reducing their estates and headcount often citing high level of rates as a contributory factor, I urge the chancellor to take the bold and ambitious step.”
lapsed, it was because it relied on sale or return.” Following Kerryfresh’s closure last year, London retailer Gaurave Sood has struggled
03
to �ind chilled products from independent wholesalers. He said: “If I can get a product that’s only available at the supermarkets, I will.”
Scottish MUP breach
SEVERAL symbol group and supermarket promotions have been in breach of Scottish minimum unit pricing (MUP) regulation over the past two months. Nisa and Aldi advertisements that appeared in Scot-
land were found to have failed to meet the 50p per unit limit. An Advertising Standards Agency spokesperson said that responsibility lies with the symbol group, and advised store owners to seek legal advice. For more information, go to betterRetailing. com/products/ alcohol/scottishmup-breach
05
Kicking out plastic
RETAILERS and wholesalers have outlined new plans to reduce hard-to-recycle plastic packaging. Supermarket chain Tesco pledged last month that it would no longer stock excessive plastic packaging. Booker and Nisa have pledged to do the same.
A Booker spokesperson said: “Booker has been working with suppliers to remove hard-to-recycle plastics from own-brand packaging.” Nisa added that hard-torecycle dark plastic is being phased out of Co-op brand products and “will be eliminated by 2020”.
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chris.dillon@newtrade.co.uk 020 7689 3379
GOOD WEEK
Gov’t backing needed to reduce illegal knife sales MEGAN HUMPHREY RETAILERS have demanded more support from the government to help stop the sale of knives to under-18s. Kamal Thaker, owner of Stop Shop News in Edgware, London, told Retail Express public backing from the government would help retailers feel recognised. “There is a misconception that shopkeepers will do anything to make a sale, including selling a knife to a child,” he said. “If the government publicly supported us,
we’d feel like someone was on our side. Retailing can be a lonely place.” The comments come after Trading Standards revealed that 344 retailers out of 2,231 had failed a test purchase for a knife, with 174 of those being independents. Sunil Patel, owner of Norwich Road Food Store in Leicester, added: “It’s unfair for the responsibility to solely be on the retailer. “Collaboration from the government would help us better understand what training is needed.” Test purchase service pro-
vider Serve Legal director Julian Sargeson told Retail Express: “It is essential to train staff on what policies mean and how to successfully implement them. “Testing the compliance of your employees through regular, independent, mystery auditing will identify where the policy is being successfully applied and shine a light on discrepancies.” MP David Hanson, vicechair of the All-Party Parliamentary Group on Retail Crime, has called for better protection for shopworkers who deal with age-related
sales. “The Offensive Weapons Act may have put in place greater restrictions on who can purchase knives, but it’s failed to give extra protection,” he said. “We have ended up in a situation where retail staff are now liable for court action if they don’t enforce these laws, but are not given legal protection for doing so.” He added: “We need a new aggravated offence. If someone is refused a sale and then attacks the shopworker who
is upholding the law, then it should be taken into account in the courts.”
£1bn
£10m
Future high street funding on offer
Amount allocated to each town
Additional number of towns receiving funding
Total number of towns in receipt of funding
SCOTTISH CRIME: The government has agreed to provide financial assistance to help independents tackle retail crime. NFRN district president Hussan Lal spoke with MP Gavin Newlands when he visited his store. “MPs now want an idea of what the costing would look like and this is something we have to put together,” said Lal.
BAD WEEK
How will independent retailers benefit from the money?
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HIGH STREETS: The government has pledged funding to an additional 50 towns as part of its £1bn future high street fund. Alongside the 50 towns shortlisted previously, the newly announced towns will be in line for around £10m each. The funds will be used to make improvements to transport links and local infrastructure.
Read more at betterRetailing.com/ government-to-help-retailerstackle-retail-crime
New high street fund
50
03
*
*Prize may be subject to capping. Rules, Procedures & Game Specific Rules apply. Players must be 16+.
FRAUDSTERS: Scammers attempted to steal £27,000 from retailers by pretending to be a major wholesaler. Last year, customers of the major wholesaler received emails from scammers using similar email addresses to their wholesale contact. Bitdefender senior e-threat analyst Liviu Arsene said retailers need to be wary when asked to transfer money. Read more at betterRetailing.com/wholesalefraud-online-scam
WIN £10,000 EVERY MONTH FOR 30 YEARS Every Monday and Thursday
DIRTY CLOTHES: Outdoor laundrette machines offering up to 20% commission have been made available to retailers by Photo-Me International. The machines can wash large loads in 30 minutes and commissions of between 15% to 20% can be earned. Prices for the machine start from £27,000 and Photo-Me offer a free on loan agreement.
£1.50 pe r play
NEWS
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10-23 SEPTEMBER 2019 betterRetailing.com
Indies combat internet scammers ALEX YAU RETAILERS are fighting back against internet fraud by being more vigilant when receiving scam emails, and providing more training to staff. Seelan Thambirajah, of Premier Gostwick Road in Bedford, told Retail Express he receives daily emails from scammersEmbassy pretending to be 172 x 240 mm.pdf from another company. “I
get bombarded with these emails, and once someone pretended to be HMRC asking for money,” he said. “I know legitimate companies will never cold call or send a random email, so I always call their official help desk myself to be sure and report the emails.” Purvesh Patel, of the Wine Mill in London, stressed taking part in28/05/2019 professionally-accredit1 15:27 ed training is essential in pre-
venting fraud. He said: “I’ve got a PCI DSS accreditation as a retailer who accepts card transactions, which ensures I’m secure with those payments. I get professional training to ensure I minimise any instance of fraud, and know I have the proper measures in place.” Training under the accreditation includes installing and maintaining security software and staff education. Thambirajah also highlighted the im-
portance of providing training to staff, both internally and through a professional body. “I provide training through handbooks several times a year and it ensures the safety of your business more when it comes to fraud.” The advice comes as Nick Hutchings, business development manager at technology specialist Electromech, claimed independent retailers have become ‘easy targets’. Speaking to
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in place to protect customer details they collect from social media or loyalty schemes.”
Mirror cover price rise boosts circulation REACH has attributed its ability to distribute more units and boost circulation for retailers to a cover price increase on the Mirror. Discussing the rise of 80p to a £1 that took place earlier this year, chief financial officer Simon Fuller told investors: “We have experimented with pushing out more copies to retailers and this has improved the
Mirror’s circulation, funded by a higher cover price. It is about finding a better ratio between unsold to sold copies.” Reach circulation director John Howard added: “Since we acquired Sunday Express newspapers, we have seen an opportunity to look at the enlarged-risk copy element of our supply chain and make it work harder.”
MCCOLL’S BLAMES ‘POOR WEATHER’ C
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INTRODUCE TODAY’S CONSUMERS TO EMBASSY
‘POORER weather’ was used as a reason by McColl’s for a 2.2% annual like-for-like sales drop in its latest quarterly financial results. For the third quarter ending 25 August, total revenue fell by 3.6%. Chief executive Jonathan Miller said: “This has been a
highly unseasonable summer for the retail sector and our sales performance reflects both this and the ongoing economic uncertainty. “We continue to make operational progress and anticipate results in line with expectations for the full year.”
A NEW PRICE FOR THE ORIGINAL NUMBER ONE
Salisbury retailer praises self-checkouts
FOR TOBACCO TRADERS ONLY. *RRP: FOR THE AVOIDANCE OF DOUBT RETAILERS ARE FREE AT ALL TIMES TO DETERMINE THE SELLING PRICE OF THEIR PRODUCTS. NEW RRP ON EMBASSY NUMBER 1 RED AND BRIGHT BLUE ONLY.
A RETAILER near Salisbury has been the first to install Nisa’s first self-checkout till using its Evolution EPoS system. Two self-checkouts are now in operation in the town of Lark Hill in a store owned by Tony and Dave Hobbs. They have been installed to help retailers better manage shoppers in their store where queues can build up.
“We spent a couple of days demonstrating how the tills work, but they are pretty straightforward and our customers have now got into the habit of using them,” said Dave Hobbs. “It means we can have just one member of staff at the counter giving us more time to put out stock and do other jobs elsewhere.”
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10-23 SEPTEMBER 2019 betterRetailing.com
KP Snacks invests in Hula Hoops Get proactive with a PRIYANKA JETHWA ‘MASSIVE rings, mahooosive �lavour’ is the new campaign from KP Snacks for its Hula Hoops Flavarings, aimed to encourage more shoppers to purchase the snack. The £1m campaign follows its ‘Bigger, bolder, more irresistible’ campaign earlier this year, and will span outdoor advertising, including bus stop signage, and print and digital billboards. It will also include TV and video-on-demand advertising on ITV Hub, All 4 and Sky Media from this month. Kevin McNair, marketing director at KP Snacks, said with 64% of cinema-goers watching more �ilms at home compared
to two years ago, Hula Hoops Flavarings taps into this demographic of shoppers who are looking for sharing snacks. He added: “Hula Hoops are eaten by 1.9 million consumers every week, making them
New packaging across core Walkers PEPSICO is unveiling a new look across Walkers Quavers, Wotsits, Monster Munch, Squares and French Fries. The makeover includes a 30% reduction on average in outer packaging and will be backed by
its biggest TV campaign alongside digital advertising. This will put the products on screens for the �irst time in more than 10 years. The packs will now include new calorie claims.
Grab a slice of heavenly hot puds GÜ’S new brand, Heavenly Hot Puds, will bring together Gü’s Chocolate Souf�lé and Chocolate Molten Middles under one sub-brand. This will be alongside two new additions to the range, Belgian Chocolate Brownie and Sticky Toffee Pudding. The launch will be supported by an outdoor advert-
ising campaign and will have an RRP of £3.30 packs. Stuart Agnew, marketing director at Gü, said: “Chocolate brownies and sticky toffee puddings are �irm consumer favourites in terms of restaurant desserts, and there is massive headroom to grow sales among shoppers eating at home.”
one of the most popular snacks on the market. This campaign will heighten the awareness of Hula Hoop Flavarings and drive category growth within the sharing sector.” The entire Hula Hoops
range is worth £128m, growing 16% year on year, and outperforming the overall crisps, nuts and snacks category. Within this, Hula Hoops Flavarings is growing 11% year on year.
new winter remedy
MONDELEZ has launched a new range under its Halls brand, Halls Proactive with Vitamin C, which has an RRP of £1.50. Available now, Halls Proactive are sugar-free Halls sweets with added vitamin C and come in two �lavours, Orange and Pink Grapefruit. They are available in resealable bags. Supporting the launch of Halls Proactive will be a consumer campaign, which is planned to focus on a mix of social media channels as well as in-store activations from November. Amy Lucas, brand manager for Halls at Mondelez, said: “The Halls and Halls Sooth-
ers range are iconic brands in the relief category. “Halls Proactive with Vitamin C aims to drive incremental sales for retailers by targeting a broader consumption occasion.”
Dolmio offers money- Pladis unveils 2019 back pack promotion Christmas range MARS Food’s on-pack ‘money back guarantee’ promotion for Dolmio will run on 26 of its products. Featuring on more than 15 million jars, including Bolognese and lasagne sauces, the promotional packs will be distributed until November and consumers can claim their money back until April 2021. The promotion will be supported in store with PoS marked with the words ‘Nation’s favour-
ite for family favourites’. The brand will be back on air while the promotion is running with its ‘No drama’ TV advert that premiered last year.
GIVING retailers the chance to grab their slice of the £207m seasonal sales opportunity, Pladis has unveiled its Christmas campaign for McVitie’s. The McVitie’s 2019 Christmas selection taps into the trend for sharing formats, comprising bestsellers such as McVitie’s Victoria, Family Circle, Jaffa Cakes Christmas Pole and Jaffa Cakes Christmas Tin. Furthermore, the brand has added some new products for 2019, including a Gingerbread Men Decorating Kit and Luxury Chocolate Biscuit Selection.
A scarily good duo from A whole new way to eat peanut butter Haribo and Maoam FOR the �irst time, consumers will be able to buy Haribo and Maoam together in the same pack. The Haribo & Maoam Duo Pack combines bestsellers from both brands, and will contain 32 treats, mini bags and individually wrapped sweets, including favourites such as Starmix, Tangfastics, Supermix and Giant Strawbs Gone Mini, alongside Stripes, Pinballs and Joystixx. Claire James, trade marketing manager at Haribo, said: “The Duo Pack brings together popular Haribo and Maoam treats to cater for Halloween and shopper trends around value, volume, wrapped treats and non-themed products.”
Also back on shelf for 2019 is Haribo’s seasonal twist for Starmix and Tangfastics: Scaremix and TangfasTricks.
WHOLE Earth has unveiled its biggest digital advertising campaign to showcase the versatility of peanut butter. The ‘One jar, endless possibilities’ campaign features kaleidoscope-effect artwork displaying the various foods that work well with peanut
butter, including apples, bananas and berries. The designs will be on rail platforms and concourses, as well as tube stations and escalators across London and the south east for six weeks. They are expected to reach more than 15 million commuters.
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PRODUCTS
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Heineken’s Rugby World Cup bottles JTI launches tobaccoPRIYANKA JETHWA TOUCHING down on shelves, Heineken has scored a try with its limited-edition range of Rugby World Cup bottles. As a global partner of the Rugby World Cup, the bottles will each feature a different country’s �lag, with the entire collection encompassing all of the qualifying teams. They will be available in Heineken 5% 4x330ml and 12x330ml packs, backed by a campaign that will span digital
and TV, focusing on the message that during the Rugby World Cup, everyone can be a fan regardless of their knowledge of the sport. Nic Casby, brand director at Heineken, said with over half of beer and cider value sales sold over key seasonal periods, there is an opportunity for retailers to capitalise during the Rugby World Cup. “The Rugby World Cup comes around once every four years and receives a total of 20 million UK viewers. With this in mind, sales during and
Raw Halo chocolate goes plastic-free PREMIUM chocolate brand Raw Halo has undergone a design makeover to showcase its plastic-free packaging, alongside new �lavours and formats. New �lavours include 85% Dark Chocolate, Dark Raspberry and Dark & Pink Himalayan Salt. All three are available in 22g, 35g and 70g formats. Its bestselling Mylk & Vanilla, Dark & Mint and Mylk & Salted Caramel are also available in all three formats.
Raw Halo chocolate is available from wholesalers Marigold, Diverse Fine Food and Tree of Life.
leading up to the event are set to be signi�icant, with custom-
ers stocking up for the sporting occasion,” he added.
free nicotine pouches JTI is extending its range with new tobacco-free nicotine pouches, Nordic Spirit, to all channels including independent and convenience retailers. Nordic Spirit is available in two �lavours, Mint and Bergamot Wildberry, and two strengths, 6mg and 9mg. For one can of 20 tobacco-free pouches, the RRP is £6.50, and each pouch can be used for up to one hour. PoS material will be made available to retailers, includ-
ing Nordic Spirit counter-top display units. Stephane Berset, head of marketing at JTI, said: “This is an innovative launch into a category that is still growing. “We see Nordic Spirit as the next big thing in the tobacco-free nicotine pouch market, presenting a huge opportunity for independent and convenience retailers, as the consumer demand for alternative nicotine products increases and the category evolves.”
Baking a great treat with Dr Oetker DR OETKER is back on screens with a new character to coincide with the new series of The Great British Bake Off (GBBO). The ‘Singing cakes’ campaign will run for 10 weeks, including TV, video-on-demand and digital, all driving traf�ic to the brand’s GBBO online hub. Over the past three years, Dr Oetker has increased its sales by 5% over the course of the show from the �irst to the �inal episode. Jan McKee, executive head of
marketing at Dr Oetker, said: “We know from viewing �igures that GBBO has a strong appeal with younger audiences and has helped drive the growing number of millennials engaging with the category, which is up 10% from last year.”
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10-23 SEPTEMBER 2019 betterRetailing.com
Go ghoulish for Fanta Dark Orange COCA-COLA European Partners is adding a dark twist to its Fanta range this Halloween with limited-edition Fanta Dark Orange. Fanta Dark Orange comes in werewolf-themed packaging and will be available in 500ml plain and price-marked packs from mid-September until Halloween. Furthermore, the full Fanta range will undergo a Halloween-themed makeover. The packs will be available across
regular and zero varieties of Fanta Orange, Lemon, Fruit Twist, Pink Grapefruit and Grape. It will be supported by a marketing campaign spanning digital and outdoor advertising and social media.
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Kerry Foods gets Burton’s acquires cheesy in new advert Paterson Arran KERRY Foods has launched a £3m marketing campaign for its Strings & Things range to highlight its Cheeshapes product. The campaign appears across TV, video-on-demand, social media and radio. The �irst advert focuses on the entire Strings & Things product range, including Cheestrings, Cheeshapes and Yollies, while the second advert focuses solely on Cheeshapes.
The TV adverts began last month to coincide with children heading back to school.
BURTON’S Biscuit Company is extending beyond its snacks and biscuits heartland for the �irst time with the acquisition of Scottish-based food company Paterson Arran. The acquisition introduces Paterson’s Shortbread into its range, as well as its foodservice biscuit and chutney brands Brontë, Café Brontë and Arran Fine Foods. Nick Field, Burton’s Biscuit Company’s CEO, said the acquisition would increase
the company’s production capabilities.
Bringing festive cheer Grab a hidden golden Diet Coke gets a to in-store bakery Bud and win £250 millennial makeover FOUR new sweet and savoury products will be joining Aryzta’s Christmas bakery and hot food-to-go range this season. New to the savoury range will be a Turkey & Chardonnay Slice, Christmas Cracker Roll and Cheese & Cranberry Sausage Roll. Joining the sweet bakery range, which already includes a Santa Triple Choc Muf�in, will be a new Vegan Mince Pie Tart.
BUDWEISER Brewing Group’s new promotion for Bud Light, ‘The golden can: �ind me if you can’, gives shoppers the chance to win £250. Other prizes up for grabs include England football matches, National Football League American football UK games and more. Available on 200 cans, those who �ind one of the golden cans will be given a unique code they can enter online to claim their prize. The promotion will run un-
til October, and golden cans can be found hidden among 440ml multipacks of Bud Light across grocery and convenience stores.
COCA-COLA European Partners (CCEP) is launching eight new limited-edition cans of Diet Coke printed with catchphrases. Phrases include popular millennial terms such as ‘It’s lit’, ‘Okay, but no’ and ‘Yaasss’. Simon Harrison, vice
president of commercial development at CCEP, said: “The limited-edition cans are designed to stand out on shelf and drive conversation among young adults while helping to recruit new consumers into the Diet Coke brand.”
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Focus on premium to up sales PRIYANKA JETHWA INDEPENDENT retailers must focus more on perfecting their premium spirits range in the run up to Christmas, according to Pernod Ricard. By investing in premium spirits, independents have
a chance to win back share from grocery, and capitalise on the £15.5m opportunity premium spirits represent. The supplier said that 65% of the value in total spirits currently comes from premium brands, while during Christmas 2018, premium spirits accounted for 42% of
all sales. Despite this boom in premium spirits, independents only give 12% of space to premium gin, while this �igure stands at 24% at the multiples. The convenience channel increased its value share of premium spirits by 3% in the last quarter of 2018, verses
grocery at 8%, and even lost 1% versus the previous year. The supplier is also increasing its consumer advertising spend on premium spirits by 38%, with campaigns going live from October for Jameson, Plymouth, Chivas and Campo Viejo. Meanwhile, new to Pernod Ricard’s gifting range this year is a Plymouth Gift Box and Chivas 12 YO Gift Box.
Freixenet brand makes television debut SPARKLING wine brand Freixenet is making its TV debut this month as it sponsors the new series of Don’t Tell The Bride on E4. The sponsorship will air for 10 weeks, showcasing the sparkling brand’s range, estimated to reach 1.64 million people. Samantha Cross, brand manager at Freixenet, said: “It’s fantastic to have Freixenet on TV for the �irst time
in the UK with Don’t Tell The Bride and Channel 4. The sponsorship allows us to display the full product range and build brand awareness among an engaged target audience within a relevant environment. “Our aim is to showcase each product within the Freixenet range and how our sparkling wines can be enjoyed from the sofa, to a wedding reception.”
10-23 SEPTEMBER 2018 betterRetailing.com
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Birds Eye promo to Nestlé packs protein A crunchy new focus on sustainability for KitKat and Yorkie addition to graze on BIRDS Eye is launching an onpack promotion across its Fish Fingers and Coated Fish ranges, to highlight its sustainable sourcing credentials. As part of the promotion, more than 4,000 illustrated ‘Ocean explorer’ ceramic plates are up for grabs to be won, along with an ‘Ocean passport’ to encourage more
kids to explore healthy oceans. Families will also be invited to �ind out more about sustainable �ishing through the Birds Eye Fish Provenance Tool. The tool allows consumers to track the journey of the �ish from the ocean to their plates. The activation will be supported with a campaign, spanning TV and digital.
NESTLÉ Confectionery is expanding its Yorkie and KitKat range with two new protein additions. Raspberries & Hazelnuts KitKat Chunky and Oats, Apple & Cinnamon Yorkie form part of the supplier’s new ‘More’ range, containing fruit, nuts, cereal, �ibre and protein. Alex Gonnella, marketing director at Nestlé Confectionery,
said: “Whether it is fruit, nuts or oats, the �ibre or protein they provide, this range offers more and is our next generation of chocolate bars with 30% less sugar.” Last month, the supplier announced that it had created a dark chocolate made entirely from the cocoa fruit, using the beans and pulp as the only ingredients.
GRAZE’S Crunch range will be available in two new �lavours, Lightly Sea Salted and Sweet Chilli. The supplier says the range is high in �ibre, under 150 calories and includes no preservatives. Eleanor Freeman, head of
health and nutrition strategy at Graze, said: “The extension of our Crunch range builds on the popularity of one of our bestselling products, Smoky Barbecue Crunch, and is the latest step in Graze’s ongoing goal to help consumers enjoy healthy snacking.”
VAPING: Everything independent retailers need to know S
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The Retail Success Handbook
ITS VAPING: UNLOCK BIGGER PROF
Only £4.99
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How to understand your customers, know your products and build your range
Don’t miss our essential guide to the vaping market Our comprehensive look at this profit-boosting category includes step-by-step guides to different types of devices, systems and liquids, as well as legislation compliance and what you need to know about vaping shoppers. We also look at emerging trends, bestselling brands and the challenger products keeping up with big suppliers.
PLUS best-practice advice from: • A retailer with a basic range who has recently started stocking vape products • A confident retailer who has developed their offering • A destination retailer with a next-level dedicated vaping offering
Order your copy from your news wholesaler today or contact Kate Daw on 020 3871 6490
PRODUCTS Starter pack launch for Myblu CHRIS DILLON BLU is extending its vaping range with a new starter pack that includes its Myblu Intense Liquidpods. With an RRP of £19.99, the kit contains the brand’s podmod vape device, USB charger and two Intense Liquidpods in Menthol and Golden Tobacco �lavours. Chris Street, head of trade marketing at Blu, said smokers expect a nicotine hit that is similar to traditional cigarettes, which is something that the Intense range aims to deliver by containing nicotine salts. “Smokers need to experience different �lavours in order to really commit to vap-
ing and make the switch a permanent lifestyle change,” he added. Nicotine salts enable nicotine to be absorbed into the body faster than normal e-liquids, which closer replicates the experience of smoking a real cigarette. “Menthol and Tobacco are two of our bestselling Blu liquid �lavours,” added Street. “Intense Menthol is also the bestselling line in the Myblu range.”
Kenco keeps it cool for new campaign
KEPAK is rolling out a campaign to tempt shoppers into trying its All Day Breakfast Sausage Muf�in. It will be centred on an on-pack promotion, offering shoppers a second free All Day Breakfast Sausage Muf�in when they buy and try the product. The offer will also be promoted on packs of Rustlers Flame Grilled Quarter Pounder. The promotion will run from 23 September for one month, and is estimated to reach 2.8 million shoppers. It will be supported by in-store PoS and a national sampling campaign. Monisha Singh, the company’s shopper marketing
KENCO is investing in a £2m multimedia campaign for its Iced Latte instant coffee range. It will focus on all four varieties, including Original, Coconut, Salted Caramel and Vanilla. The campaign will span TV, social media channels and online advertising. The TV
and video-on-demand spot is predicted to reach 12 million people. With 60% of consumers choosing to drink coffee as a refreshing summer treat, iced and cold coffee are among the fastest-growing beverage products in UK coffee shops.
Boost goes on tour to On-the-go tubs get promote local shops a flavour makeover THIS autumn, Boost Drinks is going on tour to visit independent retailers and their consumers to drive awareness of local businesses. The Boost team, alongside its managing director Simon Gray, will be on hand to give out freebies including branded goodies to customers. There will also be an opportunity to take part in a quiz and competition, with the chance of winning free stock and prizes. Gray said: “We love to get out and meet our customers and retailers face-to-face and tell them �irst-hand about the great job
they are doing. We also think it’s important that they can meet the people behind Boost.”
NEW Forest Ice Cream has extended its range of 120ml individual tubs with two new �lavours: Blackberry Clotted Cream and Salted Caramel. The 120ml tubs come with a spoon in the lid, and are available to retailers in cases of 24 for £17.22. Christina Veal, director at New Forest Ice Cream, said: “New Forest Ice Cream’s 120ml tubs are the perfect individual portion size, meaning these new �lavours no longer have to be a treat limited to scooping and sundaes, but can now be enjoyed on the go.”
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Eat your frozen vegetables in full colour TO encourage consumers to purchase more frozen vegetables, Birds Eye is launching a new campaign, ‘Eat in full colour’. The £6m campaign will focus on its Steamfresh Family Favourites and Garden Peas, and will span TV, outdoor, social media, digital and video-on-demand. Steve Challouma, market-
Rustlers’ breakfast taste challenge manager, said: “Widely viewed as the most important meal of the day, breakfast, whether at home or on the go, is eaten by 95% of the UK. This �igure has risen 6.9% in the past four years and now accounts for 16% of occasions.”
10-23 SEPTEMBER 2019 betterRetailing.com
ing director at Birds Eye, said: “Eat in full colour is our biggest frozen vegetable campaign to date. “With the frozen vegetable category worth £402.5m, and Birds Eye growing ahead of the category at 6.8%, we want to encourage more shoppers to add more variety to their plates.”
Trooper’s Day of the Dead-inspired design ROBINSONS Brewery and music legends Iron Maiden have created a limited-edition design for its Trooper beer, inspired by Dia de los Muertos. In time for Halloween, the limited-edition bottles are available until the end of November. Trooper brand manager Sam Kennerley said: “The Halloween opportunity in the UK keeps growing, and we wanted to create something a little different this year to give Trooper fans and beer lovers something new to engage with.”
Get pumped with new protein smoothie JOINING Savsé’s protein smoothie line-up this month is Protein Passion, available in cases of six, with an RRP of £2.99 per bottle. Protein Passion contains 12.5g of protein per 250ml bottle, with ingredients such as whey, turmeric juice and coconut milk, and a selection of fruits such as apple, mango and passion fruit. Paul Gurnell, chief executive of�icer at Savsé, said: “The majority of other protein drinks on the market offer a high level of protein content of around 20g, which is only really useful for those people focusing on extreme exercise. “Protein Passion and our existing Protein Punch range have 10g-12g of protein, which
are positioned to attract consumers simply looking to lead a healthier lifestyle.”
BRAND SPOTLIGHT
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RETAIL
IN ACTION
FOCUS ON:
BOOST BOOST is an independent business that trades exclusively with independent stores, giving it a unique understanding of convenience retailers’ needs. RETAIL EXPRESS finds out how the company is supporting growth for independents
What is the product?
Why stock it?
WITH the brand message ‘We love local’, Boost makes great-tasting, high-quality energy, protein and sports drinks. The company was founded by managing director Simon Gray in 2001, with the aim of bringing a product to market with the same functional benefits as others, but at half the price of competitors. Now, where stocked, Boost is the fourth fastest-selling soft drinks brand. Some might say that Boost is punching above its weight by competing with bigger companies who have larger distribution networks. The company has the third-biggest simulation drink and the fastest-growing sports drink brand in independent retail. Boost is unique in that it only trades in the independent sector. For that reason, it strives to do everything it can to support the growth of convenience retailers.
THE brand’s drinks perform well in the independent and convenience sector. The company puts its success down to it being a challenger brand – offering great-tasting, high-quality products at a fraction of the cost of the category leaders. Boost makes sure there is something for everyone in its range – whether that’s a selection of great flavours or different formats. Boost is available in single 250ml cans right through to 1l bottles, and its take-home products are hugely popular. Boost Energy Original 250ml four-pack is in massive growth of 120% and Boost Original 1l is the top take-home stimulation line. It’s safe to say that, across the board, Boost is seeing some amazing growth in its products and proving consistently popular with shoppers.
1 2 3
Must-stocks
1
250ml
Boost Original 250ml RRP 49p Boost Original 500ml RRP 79p Boost Original 1L RRP £1 (special promotional price)
2
500ml
3 1L
10-23 SEPTEMBER 2019 betterRetailing.com
In association with
15
In action
STAND OUT: Use Boost’s free PoS, including
shelf talkers and wobblers, to grab attention and create stand-out on shelf. Stock all your energy drinks together to make customers’ lives easier.
RIGHT FORMAT, RIGHT TIME: Keep your
products in the chiller where possible. However, cross-merchandising opportunities shouldn’t be missed.
recent news
energy drinks together in one place. This makes it easier for your customers to find them and buy them.
Helen Williams, Spar Talbot Road, Neath, Port Talbot
“WE started stocking Boost drinks more than four years ago. We saw it being advertised at the cash and carry now and again, but it wasn’t until we came across some advertising of Boost alongside some deals in our local Bestway that we decided to start stocking it and see how it performed in our store. “What we love about stocking Boost is that it is a good, reliable product and everybody knows the brand name. Unlike some premium brands, it is at a good and accessible price. “We find that our customers find the premium brands too expensive and so are choosing Boost for a great taste, but at a much better price. “We are finding Boost drinks to be really good products that contribute greatly to our soft drinks sales.”
From 5September to 24 October, the Boost road trip with be travelling up and down the country visiting key locations. Call 020 7689 3390 to find out how you can work with the brand
*Source: IRI Marketplace Data Symbols and Independents 52 weeks unit sales to 19 May 2019
ROAD TO SUCCESS THIS autumn, Boost is showing how it does things differently by getting out and about on the road to visit retailers and customer head offices as part of its ongoing commitment to the independent sector and to raise awareness of their ‘We love local’ proposition. Retailers will be able to give out freebies, such as branded goodies, to their customers and there will be opportunities for shoppers to take part in quizzes. Simon Gray, managing director at Boost, says: “We know that retailers are busy in store, so we thought what better than to bring the party to them while also letting them know about our latest promotions and ideas for merchandising.”
SUPPLIER
BLOCK MERCHANDISING: Display your
16
DON’T MISS THE 20 SEPTEMBER 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
AF BLAKEMORE: How is the wholesaler helping retailers grow? “WE have continued to achieve positive growth across all channels and have carried out major reviews into all areas of our business to make sure we have the right strategies in place. As a business, we are feeling energised and ready to take advantage of all the opportunities available in the rapidly changing market.”
“FOLLOWING a year where AF Blakemore removed its wholesale division, its restructure has helped its retailers make use of the foodservice trend, while a new distribution centre is promising improved deliveries. However, the market still remains competitive and the year ahead will still provide challenges.”
Peter Blakemore, chairman, AF Blakemore
Alex Yau, reporter, Retail Express
We have continued to achieve positive growth
Ever thought about opening a second shop? Here’s RN’s guide on how to do it!
PLUS Sell more next-gen nicotine products, and find out the convenience must-stocks for Diwali 2019
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ATM: Will Link’s pledge to provide more free ATMs help retailers? “THIS will not be any help for most of the retailers that have seen their previously freeto-use machines moved to a charging model. Link’s plans to reduce interchange fees must be reconsidered, as they continue to have a negative impact, especially businesses that rely on cash.”
This will not be any help for most of the retailers
James Lowman, chief executive, ACS
“LINK will step in to ensure that an ATM is made available. Link is determined to defend free access to cash across the UK in the face of rapidly declining cash use. The action to make ATMs available will protect consumers, while much needed industry reforms to move to a more sustainable utility infrastructure take place.” John Howells, chief executive, Link
BOTTLE RETURNS: Should glass be exempt from the scheme?
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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
“GLASS can be re-melted to make new bottles an infinite number of times without reducing its quality. Working with key partners, including local authorities and waste management companies, we believe we can achieve the new EU waste targets and improve glass recycling figures even more without a DRS.”
“IF included, wholesalers will see double the value of beverage containers they supply being captured by DRS. This will significantly increase cash-flow issues with the deposits being paid out upfront for all drinks. The additional costs will flow through to retailers, who will pay more for drinks.”
Dave Dalton, chief executive, British Glass
Colin Smith, chief executive, Scottish Wholesale Association
The additional costs will flow through to retailers
BREXIT: Will it affect independent shops buying from multiples?
We wouldn’t use the word rationing, but it is effectively what it is
“ONE potential problem is that businesses who are struggling with their supply chains effectively use ours. We wouldn’t use the word rationing, but it is effectively what it is. Limiting the volumes small businesses can purchase so that our retail customers get a chance to get what they need.” Senior supermarket boss
“IT’S likely businesses will turn to supermarkets with the most sophisticated supply logistics. In previous weather-related hold-ups, smaller traders went to where the last stocks could be found. No-one wants to use the word rationing, but in a no-deal scenario it will be inevitable.” Justin King, former Sainsbury’s chief executive
LETTERS
10-23 SEPTEMBER 2019 betterRetailing.com
17
Mickleton
Village Harj Nisa Stores, GloucesDhasee tershire
Letters may be edited
Going local is a great way to boost your margin and keep your store fresh
‘The track and trace system stinks’ I’VE been getting errors when registering for track and trace since May. I’ve got the unique operator code, but cannot get the facility identi�ier code. I’ve got old stock from Booker and Batley’s, but I’m worried about a couple of weeks’ time when I’ll be deprived of stock. The application process is complicated and I’ve told the
system operator, De La Rue, I’m registered, but why cant they get the other code done? De La Rue are telling me to go away. Wholesalers cannot help me because they’ve got enough on their plate to worry about and they’ve asked for me to get in touch with De La Rue. Once stock goes down, that’s it. The funny thing is, HMRC will penalise me when it’s not even my fault.
The whole system stinks. All the manufacturers could have done is send reps down to stores and do the registration there and then. The service also doesn’t have a translation for customers whose �irst language isn’t English. These are legitimate traders and they’ll be deprived of stock. Every time I make a call to the helpline, I get charged
20p per minute because it’s a premium number. Arif Ahmed, Ahmed Newsagents, Coventry, West Midlands De La Rue responded: “This matter was dealt with in a swift and ef�icient manner, following Mr Ahmed’s �irst engagement with our customer service team on Friday.” Tweet us to get featured!
TWEETS OF
THE WEEK
WIN £50 of Halls stock
WITH the cough and cold season fast approaching, Halls is sure to fly off shelves. Retailers should stock up on bestsellers Halls Soothers Blackcurrant and Halls Extra Strong to take advantage of the opportunity ahead. We’re giving five lucky retailers the chance to win £50-worth of stock and get winter ready with Halls and Retail Express. Simply visit the link below to enter.
TO ENTER Fill in your details at:
betterRetailing.com/competitions Our competitions remain online for four weeks from publication date. Editor’s decision is final.
@retailexpress
Well worth your time taking 30 minutes to analyse your Google business data every week/other week. Always find interesting insight! @retailexpress @wesaynisa #Retail #15Minutes @AmitP1992
I OFTEN speak about the need to work with local suppliers, as I think it is one of the best ways to make a point of difference for your business and keep your store fresh. Now we’re heading into Autumn, I’m working on developing my lines for the new season. Things like strawberries and fruit can no longer Each issue, one of seven top be sourced locally, retailers shares advice to so I’ll start to get make your store magnificent these from my symbol group, who are very supportive. I’m looking to local suppliers for seasonal products, such as root vegetables. Of course, if you’ve never worked with local suppliers before, it can be daunting to start. You need to understand what your business needs, what your customers want, and how you and the supplier can work together in a way that benefits you both. When it comes to finding suppliers to work with, I’ve had a lot of success through attending local farmers’ markets and visiting other stores. Delis are also great places to learn about new suppliers – I explain to them who I am and what I’m looking for, and ask them about the suppliers that they’re using. In terms of knowing what suppliers I want to work with, I ask myself a simple question – do I want to eat their products? On top of that the branding and packaging has to stand out. We’re very keen on making sure the things we stock look and taste good. Once you’ve found a supplier you think you can work with, you’ll need to negotiate an agreement with them. I’ve always found that being open and honest is the best policy. Explain to them straight away the margin you need to be making and the quantities you can sell, and see what you can agree. Recently, we’ve taken on Jon Thorner’s in Somerset (jonthorners.co.uk), who are going to supply us meat. They’re giving us a great margin of 20%, and are also offering us a great selection. We took our first delivery from them last Friday, and everything had sold through within a week. We also have a new supplier, who we’re working with on our yoghurts. We’re using them instead of Müller now, and we’re getting margins of up to 22%.
Our NI Director @MichaelAodhan had the opportunity to chat with @JulianSmithUK Sec of State for NI @NIOgov this evening about our members’ concerns about a no-deal #Brexit on trade practicalities & for NI consumers. Part of our continued work to brief the government. @the_brc #views we’ve committed to a programme of DJs every Friday & Saturday night! They are locally based and some of the most talented people we’ve met! Spending time in your local store/coffee bar/streetfood pop-upthing-type space has never been better! #stretford #shoplocal @stretfordFH
Get in touch
@retailexpress betterRetailing.com facebook.com/betterRetailing chris.dillon@newtrade.co.uk 020 7689 3379
CATEGORY ADVICE BISCUITS
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In association with
10-23 SEPTEMBER 2019 betterRetailing.com
GET A BIGGER BITE OF THE MARKET The biscuit category is worth £2.5bn1, presenting a significant opportunity in convenience. Here, MONDELEZ INTERNATIONAL explains why biscuits deliver on shopper needs and how retailers can drive impulse sales
MEETING TODAY’S CONSUMER NEEDS
TWO KEY MISSIONS
• STOCK bestsellers such as top healthy biscuit brand belVita Breakfast2, number-one savoury biscuit Ritz Original Crackers3 and, for afternoon treats, the world’s bestselling biscuit, Oreo4. • Cover the two key biscuit shopper missions in the impulse sector: the top-up and the on-the-go shop. • Dedicate about 20% of your total biscuit space to on-the-go products, with healthy biscuits receiving the biggest space. • Site top-up biscuits near grocery items. • Site on-the-go biscuits near the front of the store ready for the grab-and-go impulse opportunity. • Make the most of media investment. Stock lines in time for media campaigns – Oreo, belVita and Cadbury are all on TV in 2019 – and use manufacturer PoS to highlight products.
TO make the most of the biscuit opportunity, stores need to ensure ranges are inspiring and in line with the latest consumer trends. Shoppers are increasingly looking to trade up in this category, so ensure your offer includes special treat products, too.
MAKE MORE FROM THE TOP-UP OPPORTUNITY • CLEARLY segment your layout, ensuring that there are distinct sweet, savoury and healthy biscuit sections. • Devote space according to sales opportunity. Sweet biscuits should have the most – around 60% – and savoury and healthy around 20% each. • Don’t stock too many sweet value lines. Only dedicate about 20% to 25% of your sweet space. • Treat and special biscuits are growing opportunities and will help drive value sales. • Retailers should make sure they stock breakfast biscuits within the healthy biscuit offer and focus on bestsellers within each sub-category. • Make sure you are fully stocked and that prices are clear, or stock price-marked packs (PMPs). • Look to brand-block for maximum impact.
DRIVE ON-THE-GO SALES For more category advice and the latest data, visit deliciousdisplay.co.uk
Nielsen MAT to 11.05.19, Total Coverage, 2Nielsen MAT value to 25.05.19, 3Nielsen MAT value to 25.05.19, 42016 Euromonitor
1
• THIS mission is far more impulsive, so find high-traffic locations to site the range. Ideally, near the front of the store or in high-footfall areas. • Consider dual-siting near complementary categories – such as drinks and coffee machines. • Make sure you are fully stocked and that prices are clear, or stock PMPs. • Stock on-the-go formats such as single-portion packs, and use manufacturers’ PoS to highlight ranges.
CATEGORY ADVICE HEALTHIER & SPECIALITY LINES
HEALTHY SOLUTIONS Even if your customers aren’t vegan, vegetarian or have a gluten allergy, they might be looking for these specialist ranges. DARYL WORTHINGTON finds out what retailers need to stock to get the most from these categories
A GROWING OPPORTUNITY FOR the first time ever, more than half of all UK consumers are reducing their meat consumption. According to meat-free brand Quorn, this is because of environmental concerns as much as anything else, with shoppers worried about the impact the food they eat, and meat in particular, is
having on the planet. “Consumers now recognise the need for more sustainable diets that are less impactful on the planet, with 57% aware of the benefits of reduced meat consumption to the environment,” says Alex Glen, marketing director at Quorn. This means that even if you
the stat
don’t think you have many vegetarian customers, there’s now a bigger chance than ever some shoppers will be coming in looking for a meat-free option at least occasionally. Having these meat-free options available is therefore vital for convenience stores to continue meeting their customers’ needs and tastes.
97%
of UK households now regularly buy free-from products
10-23 SEPTEMBER 2019 betterRetailing.com
19
#LSS19
CONNECT. INNOVATE. GROW. Join more than 100 like-minded retailers looking for ideas, stand-out suppliers and action plans that will help the convenience sector thrive. Take advantage of a full day of panel discussions, strategic sessions and networking opportunities.
Register your interest to attend at betterRetailing.com/lss/register Headline partner
Learning partners
9 OCTOBER Royal Institute of British Architects, London
10-23 SEPTEMBER 2019 betterRetailing.com
ACADEMY IN ACTION
top tips
SUPPLIER
VIEW
Laura Sayer, head of directs, Costcutter Supermarkets Group “RESEARCH reveals that one in 10 consumers currently follow a dairy- or gluten-free diet and increasing numbers are choosing vegan alternatives, with a 360% increase in the past decade. Healthy eating is just as likely to mean vegan products or dairy- and gluten-free, and this presents retailers with a real opportunity to drive basket spend. “A good example of a store understanding its shopper demographic and creating a range that works is Costcutter Brockley. Listening to shopper feedback and looking at the local competition as part of a store refresh earlier this year, store owner Peter Patel dedicated almost four metres of chilled space to vegan product ranges, from vegan cheeses to meats, and now offers one of the largest tofu ranges in the area. Since the refit, vegan sales have increased by 60% per week.”
HIGHLIGHTING YOUR RANGE FREE-FROM products are growing in popularity, and this growth isn’t just because more people are aware of allergies to dairy or gluten. “The market for plantbased, as well as gluten- and allergen-free products is substantial and growing with 97% of UK households now regularly buying free-from products,” says Mike Bullock, director of fresh foods UK, AMC Group. “This is despite just one in five households having someone with an allergy who may need these products for medical reasons.” Highlighting which products are gluten-free, dairyfree or vegan can help drive sales by aiding your customers as they make their pur-
21
Five key vegan food products Eat Real Snacks As well as being vegan, the Eat Real range of crisps is also gluten-free. Quorn Ultimate Burger Approved by The Vegan Society, Quorn claims the Ultimate Burger is also high in protein. Cofresh Indian Street Food Mixes Cofresh’s Indian Street Food Mixes are available in four flavours, and aim to tap into demand for street food.
Three-month follow-up:
Wrights Vegan Sausage Roll The vegan sausage roll features puff pastry and a vegan glaze.
SHOP LAYOUT The IAA and PERNOD RICARD UK visited STEVEN MAHAL’s shop in Nottingham to help him improve his store’s layout. Twelve weeks on, we find out what he has achieved
Suncream Love Vegan Ice Cream Suncream’s vegan range includes Chocolate with Chocolate Ripple Sauce, Strawberry with Strawberry Ripple Sauce and Natural Vanilla Bean flavours.
IAA ADVICE
chasing decisions. Many retailers are putting special labels on fixtures to highlight which products meet specific diets. This also means that rather than having to make a dedicated section in your store for healthier and speciality lines, you can keep them in their regular categories around the store, simplifying your customers’ experience. Of course, not every retailer can justify stocking a full range of free-from, vegetarian and vegan products. However, there are many products that are free-from or vegan-friendly without promoting the fact. Get to know these products, so you can share the information with your customers.
1
Showcase high-value products by attaching LED lights to fixtures.
2
Use gondola ends to highlight the meal deals you have on offer.
3
Think of the shoppers’ journeys and how to entice them to visit new categories.
THE RESULTS
20%
Customers notice our meal deal increase in more since we alcohol sales moved the all the included products to the same shelf and highlighted them using PoS. They’re also noticing our gins now we’ve moved them to a higher shelf.
PARTNER ADVICE
STILL SPACE FOR MEAT DESPITE the latest trends towards catering for vegan, vegetarian and other specific dietary requirements, it’s important to remember that many customers still eat meat, although their expectations are starting to change. “A key trend we’re seeing is an increase in demand for more choice within meat products,” says Dawn Spencer, director of Kerry Foods. “Consumers are now looking for healthier options to complement their lifestyles,
choices and diets and want a broader range to choose from. As a result, there has been a surge in interest in healthier proteins.” Spencer notes that Richmond’s low in fat range of chicken sausages has proves to be popular with customers. “Richmond Chicken now has a Retail Sales Value of almost £3m and is the second best-selling chicken sausage, with a 15% value share of the chicken sausage category.”
It’s good to see Steven’s changes are driving sales. It’s important to encourage trade-up at every stage of the shopper’s journey. We demonstrated this by ensuring Steven’s gin range had a range of price points. Hayley Barker Account Development Executive Pernod Ricard UK
MAKE SHOPPING A BETTER EXPERIENCE Call us on 020 7689 0500 to make your store easier and more pleasant to shop, and find out how you can be a part of the next programme.
Next time: Effective Ranging
A MOMENT OF
INDULGENCE PREMIUM SINGLES +14% YOY*
Illustrations for illustrative purposes only.
® Reg. Trademark of Société des Produits Nestlé S.A.
*Source: IRI Singles Confectionery £ Retail Sales Value, data to 15.06.19
CATEGORY ADVICE CHRISTMAS CONFECTIONERY
FESTIVE OPPORTUNITIES It might only be September, but the key to a successful Christmas confectionery display means planning ahead, reports DARYL WORTHINGTON
FESTIVE OPPORTUNITIES CHRISTMAS is a great time for independent retailers to boost confectionery sales in their stores, as customers look to either buy gifts or stock up on treats for a winter big night in as temperatures start to drop. In 2018, a record £937m was spent on confectionery, according to Mondelez’s trade communication man-
ager, Susan Nash, and this year is set to once again bring record-breaking sales. This opportunity isn’t just limited to the multiples, however, and independents also have a great chance to benefit from increased spend. It begins with stocking the right range of products, making sure you hit every category
the stat
your customers could be looking for over the festive period.
£937m was spent on confectionery during Christmas 2018
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CATEGORY ADVICE CHRISTMAS CONFECTIONERY
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THE FIRST DAYS OF CHRISTMAS CHRISTMAS displays and promotions start early, and convenience stores need to plan ahead as well, gradually tailoring and expanding their Christmas confectionery ranges as Christmas gets closer. Carole Birnie, from Corfe Castle Village Store, Dorset, says she begins ordering her Christmas ranges before August is out. “We get our Christmas confectionery stock in at the start of September, and start dis-
playing it straight away,” she explains. “As a small shop, we’re limited for stockroom space, so we have to get things out as soon as they come in. “Supermarkets are putting their Christmas lines out earlier and earlier, so we must try to match them. If you don’t get them out, customers can’t compare prices, and then usually buy from supermarkets.” Mars UK’s Emma Thornton suggests that retailers put promotions on boxed choco-
lates to kick start their festive season and cater for those customers looking to get their gifts bought early. “However, it is important to capitalise on sales opportunities in the final week,” she explains. Having a strong selection of gift and selection packs in store in the final week before Christmas is a great way to boost basket spend from regular customers who may be in need of a last-minute gift for a loved one.
SUPPLIER
KEY LINES
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Susan Nash, trade communications manager, Mondelez
Are you stocking these five key product types in your store? Boxed chocolates
“MONDELEZ International advises retailers to split Christmas into four phases to enable them to stock the right range at the right time. The season begins in September, when stores can kick off with a ‘fast start’ for sharing confectionery as the nights draw in. “In October, retailers can ‘build momentum’ as the core season starts, and shoppers start to treat themselves and loved ones to self-treat and novelties confectionery. In November, retailers should begin the ‘countdown to Christmas’ in store with advent calendars and tree decorations. “Finally, as we enter December and the big day approaches, retailers can deliver a ‘festive finish’, where shoppers are increasingly looking to trade up, by stocking up on gifting and selection packs to drive maximum sales from festive shoppers.”
Selection boxes Advent calendars Chocolate figurines Seasonal impulse
RETAILER
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Kam Nijjer, Budgens Meriden, Coventry “WE’VE only recently opened our new Budgens, but before that we had a Spar for over 20 years. We always try to make an event out of Christmas, and this year we want to make it really big to show off our new shop. I’m already thinking about the kinds of Christmas display we’re going to do. “We always do lots of promotion and theatre, both in store and online. In terms of what to stock, you need to make sure you get in the things your customers want, as well as some quirky things that they might not expect to find in the store. “Chocolate boxes go well over Christmas. We find the larger packs – family and fun-size types of thing – do really well. At the same time – single bars tend to go slower. “We stock our Christmas confectionery separately from the regular confectionery. We put it on promotional ends and islands. This is because we want it to attract attention, and you need to break up the range around the store. “It’s important to use theatre and decorations to make your Christmas range stand out, so customers can find what they need easily, and know that you’re well stocked.”
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CHRISTMAS LINES FOR 2019 Galaxy Truffles Mars Wrigley Confectionery is bringing back Galaxy Truffles in time for Christmas 2019 with a contemporary new design.
RRP £4.99 Thorntons Continental Limited Edition Continental Winter Markets box contains specialedition flavours for 2019 including Italian Panforte, Dutch Speculoos and Clementine Caramel.
RRP £9.68 Thorntons Cheeky Elf The Cheeky Elf product will come in four different elfshape mould designs that will surprise shoppers when they open it.
RRP 75p Kinder Advent Calendar Kinder has refreshed the look of its 135g advent calendar as it looks to outperform its continued double-digit growth (10%) that was seen in 2018.
RRP £5.38 Cadbury Dairy Milk Angry Birds Advent Calendar The new calendar comes with five angry bird toys and stickers in celebration of the brand’s partnership with the new Angry Birds movie.
RRP £9.99 Cadbury Dairy Milk Little Robins These little chocolate robins come in plain chocolate and Daim varieties, available in 86g bags for sharing.
RRP £1.49 Maltesers Christmas Mix Maltesers Christmas Mix pouches contain a selection of Maltesers Buttons as well as Maltesers Reindeer and core Maltesers packets.
RRP £4.99 Swizzles Advent Calendar The Swizzels Advent Calendar, filled with a variety of bestsellers includes Squashies, Parma Violets and Love Hearts.
RRP £5
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NOT JUST CHOCOLATE ALTHOUGH chocolate products are one of the most popular Christmas confectionery lines, it’s important not to neglect sugar confectionery. According to Mark Walker, sales director at Swizzels, 85% of people will buy sugar confectionery as a gift,
making a selection of gift packs a great way to encourage sales. “Christmas is one of the biggest calendar events for sugar confectionery, with parties and get-togethers being key sales drivers over the period, so it’s important for conveni-
ence retailers to maximise the opportunity to entice shoppers and encourage sales by stocking a range of bestselling products from well-known brands,” Walker explains, noting that Swizzles has seen significant sales growth during Christmas over
the past three years, hitting +13% growth in 2018. Walker also notes that it’s important to consider what will happen after the Christmas period is over. “When stocking Christmas confectionery, convenience retail-
ers should consider how much seasonal stock they are taking,” he explains. “Having a mix of themed and non-themed confectionery will ensure retailers can continue selling any surplus stock once the Christmas period ends.’’
CATEGORY ADVICE TOBACCO
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CATERING TO YOUR CUSTOMERS Despite recent legislative challenges, tobacco remains a core category for independent retailers. TAMARA BIRCH explores how to keep customers returning and strike the right balance between budget and premium options
IMPLEMENTING LEGISLATION INDEPENDENT retailers don’t need reminding about the dramatic changes the tobacco industry has experienced over the past decade. It’s no secret the tobacco category will continue to evolve and develop over the next decade as well. Catering to your tobacco customers is the single most
important part of running a store because, without them, retailers won’t have a shop to run. Within tobacco, this means keeping up to date with recent and upcoming legislation to ensure you are remaining compliant and won’t experience a shock when new laws come into force.
the stat
£14.5bn The size of the tobacco market in 2019
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CATERING FOR CUSTOMERS POST-MENTHOL BAN IN 2020, a menthol ban will be implemented, prohibiting the sale of menthol and dual cigarettes. To prepare, retailers can let their customers know ahead of time about the ban and offer alternative options – like switching to a menthol or flavoured vape. Jey Sivapalan, who runs a One Stop in Derby, is using word of mouth to alert his customers about the ban, but isn’t too worried about losing sales. “With suppliers work-
ing on introducing menthol products that won’t be covered by the ban, it’s simple for retailers to stock lines that will meet shopper demand. Rizla Polar Ice Blast is a top product for us to stock, and my customers expect this in my store,” he says. Customers could make the switch to a menthol vape, or different flavoured e-liquids. To help make the choice easier, ensure you have a core range of e-liquids, starter kits and devices. Although vaping
is a different market to tobacco, it offers customers a wider choice and could save them money, too. Ben Mison, head of sales at Vapouriz, says menthol smokers will be on the lookout for good alternatives. “Menthol smokers will be looking for something new, and menthol vaping is a viable option. “Consumers will be looking for advice and good-quality e-liquid, as it is important to know what goes into the vapour that enters your lungs.”
SUPPLIER
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Duncan Cunningham, head of corporate and legal affairs, Imperial Tobacco “SINCE the introduction of EUTPD II and standardised packaging, there is now markedly more responsibility on the part of wholesalers and convenience store owners to really understand their tobacco offering. We encourage retailers to work with their reps to develop and refine their tobacco ranges.”
Illegal tobacco is damaging your local community, funding organised crime and undermining local businesses We all have a role to play to combat the issue. Don’t be complicit in the illicit trade
Anyone with information about this type of crime should contact Trading Standards on 03454 04 05 06 or visit www.jtiadvance.co.uk/DontBeComplicit
CATEGORY ADVICE TOBACCO mustStocks
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ACADEMY IN ACTION
SUPPLIER
VIEW
Ross Hennessy, head of sales, JTI UK Rolling tobacco Amber Leaf 30g Player’s Gold Leaf with Papers 30g Golden Virginia Original & Papers 30g Amber Leaf 50g Sterling 30g Cigarettes Players Real Red Superkings 20s Sterling Dual King Size 20s Players Real Red King Size 20s Benson & Hedges Blue King Size 20s Lambert & Butler Blue Real Blue King Size 20s
“LAST year, the UK tobacco market totalled £14.5bn, with the cigarette market accounting for £11bn. Customer communication is an area where independent retailers have an advantage over nearby supermarkets. Showcasing their knowledge in frequent conversations with regular existing adult smokers will help retailers maximise sales and compete with multiples. “Our advice would be continuing to invest in the tobacco category to take advantage of the profit opportunity it presents. Retailers who are focused on stocking a full and competitively priced range will reap the rewards.”
Three-month follow-up:
MERCHANDISING MARS WRIGLEY and the IAA visited MARTY UPPAL’s store in Huddersfield in May to help him merchandise his store to drive sales. Three months on, we find out what he has achieved
IAA ADVICE
SUPPLIER
VIEW
Alistair Williams, country director, Scandinavian Tobacco Group “TO make the most of any category, it’s important to understand the trends within it – and in cigars, there’s two very clear ones. First, the continued rise in miniature cigars, which now account for nearly 74% of total sales. And secondly, the consistent growth in adult smokers being price-conscious and looking for good-quality valuefor-money products. “Cigars are exempt from the EUTPD II ruling on standardised packaging and 20-pack minimum, so they can still be branded beyond the product name and can be wrapped and sold individually, or in 10 packs. This means your customers have the reassurance of a recognisable brand they know and trust.”
MERCHANDISE YOUR RANGE ACCORDING to JTI, nearly a third of smokers will choose to buy elsewhere if their preferred brand is unavailable. It is therefore key for retailers to ensure high availability across their range to avoid being in danger of losing sales. To best cater to their customers, retailers need to adapt their range to reflect ongoing trends.
Make sure to stock new products that meet the needs of existing adult smokers. To maximise sales, determine bestselling lines using your EPoS data. With a rise in customers shopping based on value, it’s no surprise that price plays a major factor in deciding the brands that smokers choose. Price competitively where possible to meet
customer needs. Sivapalan noticed the rise in value products and changed his stock accordingly. “Over the past few years, it’s become less about the brand and more about saving money,” he says. “I added in a seven-foot Bull tobacco accessories display and began stocking multipacks of papers and lighters – and my sales increased as a result.”
1
Use merchandising guidelines to reduce waste and ensure consistency.
2
Cross-merchandise items that are commonly bought together.
3
Change all shelf-edge labels so they are consistent with your store’s brand.
THE RESULTS
£300
Grouping our meat and salad products monthly saving together has helped in wastage customers shop the fixture, and salad sales have increased by 50%. Through better merchandising checks, we have reduced the amount we order and decreased the number of products going out of date.
PARTNER ADVICE It’s great to hear the positive impact that cross-merchandising is having on Marty’s sales. Merchandising guidelines are a useful tool for retailers to implement to train staff about stock rotation and checking for out-of-date stock.
Julie Driscoll Team Manager Mars Wrigley
MAKE BUYING DECISIONS EASIER Call us on 020 7689 0500 to promote and price your products consistently, and see how you can be a part of the next visit programme.
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PROFILE
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RETAILER PROFILE WALTER BRYSON BRYSONS LONDIS
‘YOU HAVE TO RE-EVALUATE EVERY FIVE YEARS’ DARYL WORTHINGTON WALTER Bryson, from Brysons Londis Prestwick, has recently completed a major re�it of his forecourt store in a bid to meet the latest trends. “When you’re in convenience retail, you’ve got to revisit what you’re doing every �ive or six years and change to meet demand,” Walter explains. At the heart of the re�it has been a move towards more food-to-go options, as well as a cutback on grocery and household products. “The market is changing. More people are looking for food on the run. People are busier and have less time to prepare meals,” Walter says. “We’re about 30 minutes from Glasgow, so commuters from Prestwick will pop in on their way to work. They visit in the morning and get a coffee and a hot �illed roll, plus a sandwich for their lunch. On their way home, they’ll pick up something for their evening meal, whether it’s something they can prepare easily when they get in, or something that’s ready to eat.” The new food-to-go offering includes a Stone Willy’s coun-
ter, as well as products they prepare themselves in store. “I’d say about 40% of our foodto-go range is Stone Willy’s. This includes things like pizzas, wraps and potato wedges, while the other 60%, which includes sandwiches, baguettes and soups, are things we prepare ourselves in store.” According to Walter, the shop is already doing well with its breakfast and lunchtime hot food-to-go trade. The big focus in the coming months will be upping the evening trade. “It’s building up slowly, especially as we have other competition nearby in the town,” Walter reveals. “It’s all about making sure the quality is better and the pricing is better. We’re optimistic, though, because of the success we’ve had with breakfast and lunch.” One major concern for all retailers entering food to go is
Why should you care about illegal tobacco?
wastage. Brysons Londis has worked around this in a number of ways, but Walter says the key thing has been building the section up gradually. “Over time, the staff working in your food-to-go section get to know what needs to be prepped and when. There’s an initial learning curve, but once you know your market and customers, you should be able to control it,” he explains. “You’ll always have a certain percentage of wastage – unfortunately, that’s just part of the category. So, you have
OVER TIME, THE STAFF IN THE FOOD-TO-GO SECTION WILL KNOW WHAT TO PREP AND WHEN
to be sure to factor that into your prices.” Another major change in the re�it is an expanded spirits range behind the counter, plus the store is currently in the process of building up its vaping range to balance out the losses taken through declining tobacco sales. Of course, organising such an ambitious re�it is never easy, and disruptions to business are just something that retailers have to accept. “To do the re�it, we shut the shop for a fortnight. It gave the contractors the chance to do the job without disruption,” Walter explains. “Also, from a health and safety point of view, it was much better. It’s dangerous to be carrying out works in a forecourt, if customers are still using it. “The best part was it also meant that when we reopened the store, it had a much bigger impact for our customers,” admits Walter. “The changes we had made were much clearer.”
Location: Prestwick, South Ayrshire Shop size: 1,500sq ft Bestselling lines: Costa Coffee, food to go, cigarettes, soft drinks and crisps
around 1 Work your customers “We start our hot food to go at 5am every morning. There is a shift change at the nearby airport at 6am, so we need to have food available for people going in, or leaving work early in the morning.” your social 2 Schedule media posts “Retailers don’t have time to sit around a computer all day, so Facebook posts need to be spaced out to get attention. We schedule ours each week, so we can share them at the best times,” explains Walter.
To see more photos of the store, go to betterRetailing.com/storeprofiles/brysons-londis-prestwick
o threatens Illegal tobacc ages lihoods, dam retailers’ live and contains communities ingredients. unregulated Follow @suspect_report
not, 3 Waste want not “We have a separate kitchen where we make our ready meals,” says Walter. “We have a member of staff who’ll use fruit and veg nearing its sell-by date in these meals, so it doesn’t go to waste.”
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