Retail Express - 11 August 2020 by BetterRetailing

BACK TO SCHOOL How this year will be different and how you can make sure your store is ready P15

11-24 AUGUST 2020 STRICTLY FOR TRADE USERS ONLY

COVID-19: FAKE PPE ON THE RISE • Retailers express concern over surge in unsafe masks and gloves • Experts advise on how to spot dangerous goods and stay safe P3 COVID-19 DISPUTES

UNHEALTHY EATING

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Retailers told to expect delay in response to insurance provider complaints

Government urged to collaborate with independents on obesity strategy

How three retailers are adapting their stores’ ranges in line with the changing times

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our say

Megan Humphrey, editor

The five biggest stories this fortnight 01

We want to encourage you to to have conversations

Covid-19 insurance complaints remain in limbo

MEGAN HUMPHREY WE’VE made some changes to the design of Retail Express in an attempt to bring you more news from the sector and encourage conversation between retailers. On page 3, we have created space for another news lead. Don’t fret, however, the infographic that usually sits here hasn’t gone for good – we’ll just be switching it up more often. Ever since the start of the Covid-19 pandemic, the convenience industry has generated a lot more news, and we wanted to ensure you were being exposed to all of it. Without the changes, we wouldn’t have been able to share with you in as much detail how newly announced funding from the government will help tackle localised crime. Funding of up to £25m will be released to 35 police and crime commissioners across England and Wales, and will be used to improve security, such as CCTV and street lighting. This comes a month after we OUR PRIORITY lobbied the government for the exact same thing, so this is defiIS ENSURING nitely a victory for Retail Express. And what’s even better is that it’s YOU HAVE £2.5m more than we asked for. KNOWLEDGE I urge you to check out page AND TOOLS 12, too. Opinion on the fortnight’s hottest topics is now being given by retailers instead of other industry experts. At Retail Express, our priority is ensuring you have the knowledge and tools to handle anything, and I hope these small changes help you do just that. There will be a few more coming soon, so keep your eyes peeled.

RETAILERS looking for an answer to their business interruption insurance complaint should prepare for a delayed response, a senior lawyer has warned. The comments came two weeks after the closure of the eight-day test case trial brought forward by the UK’s �inancial regulator, the Financial Conduct Authority.

With the intention of providing clarity for policyholders, it was kickstarted to help businesses who were forced to close during the pandemic, and who did not receive �inancial support from their insurance provider. Capital Law’s Catrin Povey told Retail Express she anticipates an appeal after the judgment, which is due to be announced in eight months. “We expect there to be

an appeal from either side, which doesn’t bode well for businesses who are in need of money quickly,” she said. She added that she fears the decision won’t provide the clarity it initially promised to those in disputes with their provider. “I don’t think the judgment will be clear cut, and it’s likely to cause confusion further

down the line,” she said. “Although the purpose is to provide clarity, this will be dif�icult because every case will be dependent on certain facts.” Povey urged struggling retailers to complain, for free, to the �inancial ombudsman if they haven’t already, as they only have six months left to do so.

FOR MORE ON HOW GOVERNMENT GRANTS WILL HELP TACKLE CRIME, SEE PAGE 3 @retailexpress betterRetailing.com facebook.com/betterRetailing Editor Megan Humphrey @MeganHumphrey_ 020 7689 3357 Features editor Daryl Worthington @DarylNewtrade 020 7689 3390 Insight reporter Tamara Birch @TamaraBirchNT 020 7689 3361 Editor in chief Louise Banham 020 7689 3353 Production editor Ryan Cooper 020 7689 3354 Sub editor Jim Findlay 020 7689 3373 Head of design Anne-Claire Pickard 020 7689 3391 Designer Jody Cooke 020 7689 3380

Editor – news Jack Courtez @JackCourtez 020 7689 3371 Senior features writer Priyanka Jethwa @PriyankaJethwa_ 020 7689 3355

Editor – insight Chris Dillon @ChrisDillonNT 020 7689 3379

Director of sales and marketing Matthew Oliver 020 7689 3367

Account manager (new business) Jimli Barua 020 7689 3364

Senior account director Charlotte Jesson 020 7689 3389

Sales support executive Michela Marino 020 7689 3382

Senior account manager Natalie Reed 020 7689 3372

Managing director Parin Gohil 020 7689 3375

Account manager Adelice Tatham 020 7689 3366

Reporter Alex Yau @AlexYau_ 020 7689 3358

Retail Express is printed and distributed by News UK at Broxbourne and delivered to news retailers free by their newspaper wholesaler. Published by: Newtrade Media Limited, 11 Angel Gate, City Road, London, EC1V 2SD; Phone: 020 7689 0600

Grants deadline

APPLICATIONS for government grants of up to £25,000 for businesses affected by the Covid-19 pandemic must be submitted by 11.59pm on 16 August in England, according to new guidance issued by business secretary

MP Alok Sharma. Both the retail, hospitality and leisure grants fund and the discretionary grants fund award up to £25,000, while the small business grants fund offers a one-off cash payment of £10,000.

PO ‘hijacking’ online

THE Post Of�ice has been accused of ‘hijacking’ the online presence of its partnered stores. Retailers reported the Post Of�ice changed opening hours and replaced photos and phone numbers with its corpo-

rate messaging. A Post Of�ice spokesperson said: “As a temporary measure, listings on unregistered Google My Business pages were updated so opening hours accurately re�lected what postmasters told us during the pandemic.”

Digital content editor Jody Porter 020 7689 3378

Management accountant Abigayle Sylvane 020 7689 3383

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Covid-19 pledge

SUPPLIERS have said they won’t leave independent retailers in the cold should a second wave of Covid-19 hit the UK this winter. Availability issues occurred following the lockdown in March as wholesalers claimed

suppliers restricted stock allocations, axed convenience lines, raised prices and diverted deliveries. Now, following collaboration, some suppliers, such as Symington’s, are adjusting plans to ensure a seamless supply.

Face mask crime

RETAILERS have been warned to stay vigilant after a north London store owner was robbed on the �irst day of face mask regulations. Rikki Patel, of RNP News in Hat�ield, was held up at knifepoint as a masked man took

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For the full story, go to betterRetailing.com and search ‘suppliers’

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£100 from the till. NFRN national president Stuart Reddish said: “It is unfortunate that the steps being taken to protect the local community during the pandemic have also helped this criminal protect their identity.”

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megan.humphrey@newtrade.co.uk 020 7689 3357

‘Explosion’ of fake masks and gloves reported MEGAN HUMPHREY THE sale of fake personal protective equipment (PPE) is reportedly on the rise as demand grows, experts warn retailers. Counterfeit experts Incopro told Retail Express there is a “significant supply” of fake goods being circulated online and by ‘doorstep sellers’. Research by the company revealed 66% of the firstpage results for ‘surgical face mask’ on Google were illegitimate websites, and 45% of the first-page results for ‘surgical masks’ on Amazon UK have negative reviews relating to a false description or poor quality. Incopro also reported a

270% increase in listings of non-genuine hygiene products such as hand sanitisers and antibacterial wipes in the first quarter of 2020, compared with the same period in 2019. Retailer Aman Uppal, of One Stop Mount Nod in Coventry, said fake goods have remained a concern for him for a while. “The problem with buying online is that everything looks the same,” he said. “I was very sceptical about whether the masks and gloves were legitimate, especially if they were coming from abroad.” He added: “The safety of my staff and customers has been my main worry.” Incopro’s chief strat-

egy officer, Piers Barclay, advised retailers to only buy products from a reputable source. “Many counterfeits are selling through websites they have recently set up, so retailers should be wary of buying from websites where they do not recognise the supplier,” he explained. He also stressed the importance of reading product reviews. “When buying on marketplace platforms, retailers must read the reviews as they will often reveal which products are poor quality.” Online cash and carry BrownBox began selling masks directly to independent stores in May, with

orders delivered for free by news wholesalers. Founder Richard Lamb said: “Buy sensibly, and only from people who you have dealt with before. If you are wary, you can request to see the certificates to prove the goods are legitimate.”

top tipS Six warning signs to spot fake goods Prices that are too good to be true An untrusted or suspicious website Poor customer reviews Country of seller Low-quality product imagery A less detailed product description

Gov’t issues £25m to tackle local crime THE government has awarded £25m to 35 police and crime commissioners (PCC) across the country to crack down on localised crime. As part of the Safer Streets Fund, the grants of up to £550,000 will be provided to PCCs in England and Wales for projects to improve security in areas particularly affected by crime. They will help protect against crimes such as burglary, vehicle theft and robbery. CCTV installation and increased street lighting are

among some of the measures by crime. She told Retail Express: set to be implemented with “As a partnership, we will be the funding. The announcement comes working together to target nearly a month after Retail these areas and engage with Express asked the govern- residents there to address ment, at an All-Party Par- their biggest safety concerns liamentary Group on retail by using innovative commucrime, to allocate £22.5m to nity safety tactics.” NFRN national president retailers to help them better invest in security and crime- Stuart Reddish also welcomed the news. “Many prevention measures. Sussex PCC Katy Bourne, businesses are struggling to who backed our initial call, survive due to Covid-19, and said the funding will allow this investment, and the emher to make “lasting positive phasis on driving down local changes to the safety of the acquisitive crime, is a muchcommunities affected most” needed win for the sector.”

express yourself “WE did notice some customers return to panic-buying habits, although it wasn’t as extreme. They were buying more toilet roll. We won’t impose any purchasing restrictions unless the situation gets really bad. We work with other businesses in the area for support, such as getting stock that we might be low on. Customers are still coming to us because they don’t want to queue up at the nearby Asda.” Hitendra Thakrar, Premier Express, Bolton

the column where you can make your voice heard

GOOD WEEK LOCKDOWN: Alcohol spend in supermarkets during lockdown was £1.9bn higher than the same period last year, according to figures from market researcher Nielsen. The figures for the 17-week period to 11 July revealed that £7.7bn was spent in the supermarkets as pubs and restaurants were temporarily closed under government guidelines. HEALTHY START: The ACS has urged the government to make the proposed Healthy Start relaunch include as many convenience stores as possible. ACS chief executive James Lowman said: “Local shops are incredibly important in providing healthy options. We are keen to see Healthy Start available in as many local shops as possible.” For the full story, go to betterRetailing.com and search ‘healthy start’

BAD WEEK TESCO: Staff in Express and Metro stores have been given extra duties cleaning shelves, floors and toilets after the supermarket ended cleaning contracts in affected sites. One customer commented on social media: “I really don’t think I’ll be shopping at Tesco anymore if staff are cleaning toilets and then stacking shelves.” NISA: Increases in wholesale prices across Co-op own-label and branded products have led to Nisa retailers being left uncompetitive. One Nisa retailer told Retail Express’ sister title, RN: “How can they increase the wholesale price without adjusting the pricemark accordingly? I want to understand the method behind the price increases.” For the full story, go to betterRetailing.com and search ‘Nisa’

Have new lockdown measures in Greater Manchester affected your store?

“A LOCAL lockdown has been initiated in Burnley and, although we’ve noticed no difference in other areas, customers have become more vigilant. I’d say 99% of our customers are wearing face masks. Those who don’t, cover their faces with clothing instead. We’ve not received much communication from the local council on how to approach the lockdown restrictions that have been reimposed.” Sophie Towers, Spar Hillingdon, Burnley

“OLDHAM is one of the areas in Greater Manchester affected by the local lockdown, but we have not really seen any difference at all, to tell the truth. Customers haven’t really been asking us any questions, either, about the impact of a new lockdown on them. We do get guidelines from the council every week through email, though.” Justin Whittaker, MJs Premier, Oldham

Do you have an issue to discuss with other retailers? Call 020 7689 3357 or email megan.humphrey@newtrade.co.uk

Sophie Towers

NEWS

Link up needed to tackle obesity ALEX YAU RETAILERS have urged the government to work more closely with them on its latest campaign against unhealthy eating. Last month, the government said it was targeting a ban on ‘buy one, get one free’ deals and the placement of junk food in convenience stores through its latest Obesity Strategy. The strategy

also outlines plans to make food-to-go businesses display the calories of food on menus. Sam Coldbeck, of Wharfedale Premier in Hull, told Retail Express: “Like the menthol ban, the government again is leaving it up to retailers to potentially explain new legislation to their customers. It’s coming in at a time where we’re going into one of the deepest recessions we’ve ever had.

“While people need all the help they can get to eat healthily, they’ve also got to keep hopes up and treats are the best way to do this. It will hurt those who need to save money at this challenging time. Everybody understands sugary snacks are to be eaten in moderation and not every day with every meal.” NFRN national president Stuart Reddish added: “While the Federation encourages

all schemes to tackle obesity, it is essential they are executed in a way in which sales and footfall are not negatively affected. “Any promotional ban of junk food in prominent locations would be meaningless in smaller stores where there is little distinction between prominent and less prominent spaces.” He continued: “The NFRN will be working hard to

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ensure that the government’s laudable aims do not

damage independent retailers’ businesses.”

First-time buyers turn attention to c-stores COMMERCIAL property agent Christie & Co reported a 766% boost in agreed sales in June. Head of retail Steve Rodell said the increase in demand has come from �irst-time buyers interested in the convenience industry, following the sector’s strong performance during Covid-19. “Local stores have done a sterling job in supporting their local community and they are riding the crest of

the goodwill wave,” he said. The agency completed 23 deals in June, compared to a typical monthly average of three.

‘EAT OUT TO HELP OUT’ LAUNCHES

All the latest news and advice on dealing with the coronavirus pandemic in one place Information, tips and support to ensure you can serve and reassure your customers The help you need to secure your business for now and the future For advice on adapting to these unique challenges, call 020 7689 0500 Lead supporter

INDEPENDENT retailers have been using the government’s ‘Eat Out to Help Out’ scheme to attract footfall. The scheme offers diners a 50% discount (up to £10 per person) on food and nonalcoholic drinks purchased and consumed within a business throughout August on Monday to Wednesday. Retailers with seated dining areas in their stores are eligible for the scheme, with costs reimbursed by the government.

Manchester retailer Mital Morar said the application process was “straightforward”.

SGF tackles food waste in app partnership THE Scottish Grocers Federation (SGF) is helping retailers tackle food waste through a partnership with Too Good to Go (TGTG). Retailers partnered with TGTG can sell products close to expiration on a listing through a smartphone app. Users of the app can purchase the items at a discounted price for collection. TGTG Scotland lead Linda White said: “We look forward to working together to help [retailers] reduce surplus food and drive new customers to their stores.”

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11-24 AUGUST 2020 betterRetailing.com

JTI tracks illicit tobacco sales JTI has updated its trade website, JTI Advance, with a free online tool that allows retailers to �ind out how their local area is affected by illicit tobacco. The ‘Postcode calculator’ can tell retailers how many seizures and/or prosecutions have taken place near their location since 2017, including estimates of the quantity and total value of illegal tobacco reported. Retailers just need to enter their postcode online to view the �igures. There is also the option to expand the search to cover the wider area to view the percentage of non-UK duty

paid cigarettes and handrolling tobacco in a region versus the UK average. Ian Howell, UK anti-illicit trade manager at JTI, said: “Illicit tobacco remains a serious problem and this new feature on our microsite is the latest development from JTI to support retailers in the �ight against this issue. “Our hope is that this new tool will enable retailers to remain vigilant and raise awareness of the scale of the problem in their local area. “As well as keeping retailers informed, we also hope that it will help raise awareness of illicit trade and its effects on communities across the country.”

NESTLÉ is launching a new range of Yes Plant Protein snack bars, available to retailers from September. The Yes Plant Protein bars will be available in two �lavours – Almond, Peanut & Double Dark Chocolate and Cashew, Blueberry &

Dark Chocolate – with an RRP of £1.59. Each bar contains 10g of plant protein sourced from a combination of peas and nuts. The launch will be supported with a social media campaign and sampling.

PRIYANKA JETHWA

Nestlé launches Yes Plant Protein bars

Find your other half with Mars Wrigley MARS Wrigley’s ‘Find your other half’ promotion will run across its Extra Peppermint, Spearmint and Bubblemint varieties in singles, bottles and multipack varieties. The packs will feature an initial, urging shoppers to pair their pack with friends. The campaign will be supported by a digital campaign to boost awareness across social media platforms, as well as PoS material for retailers. Sasha Storey, senior brand manager for Extra Gum, said: “The campaign was created in partnership with a group of core younger consumers, and aims to acknowledge that

connections with others are crucial to consumers under the age of 25.”

Raspberry & Rhubarb joins Ribena range LUCOZADE Ribena Suntory is adding a Raspberry & Rhubarb �lavour to its Ribena squash range, available in 600ml bottles. Ribena Raspberry & Rhubarb comes in a £1.50 price-marked pack in cases of six. Meanwhile, the supplier is also launching a new lowerpriced £1.50 price-marked pack for its original Ribena Blackcurrant 600ml, which also comes in cases of six. The supplier said squash sales in convenience stores are nearly double what they were this time last year, with raspberry �lavours growing by 10%, which is 61% greater than the overall soft drinks category.

Burton’s gets its Minis moving BURTON’S Biscuit Company has launched a new promotion for mini packs of Maryland Choc Chip and Maryland Double Chip Mini Cookies. The ‘Minis get Moving’ promotion will roll out across approximately three million mini packs of the biscuits, giving families the opportunity to win prizes, redeemable through online vouchers, including Fitbit Ace 2s and trampolines. Everyone who purchases a promotional pack can also claim a free ‘Kids go free’ voucher, valid against sports and leisure activities around the country, which is redeemable for a year after the promotion ends.

STOCK UP NOW *EXT, IRI, Marketplace GB, latest 52week data ending 24.05.20 LUCOZADE, LUCOZADE ENERGY and the Arc Device are registered trade marks of Lucozade Ribena Suntory Ltd.

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KitKat ‘flavourites’ return PRIYANKA JETHWA NESTLÉ is bringing back popular KitKat Chunky �lavours that it has launched over the years, as part of its ‘KitKat �lavourites’ campaign. Joining Chocolate and Peanut Butter �lavours, the �irst ‘�lavourite’ to return is Chunky Cookie Dough. Chunky Cookie Dough proved a success with shoppers in 2016, when it became the number-one confectionery singles launch that year. It is available to shoppers now. The second to return is Chunky Mint. Mint is the country’s second favourite �lavour after caramel, with

sales of mint-�lavoured products growing at 7.4%. In 2013, consumers voted the Mint bar their numberone KitKat Chunky variety ahead of other �lavours, such as Hazelnut and Chocolate Fudge. The �lavour will be available from 17 August as a limited edition. The campaign overall will bene�it from £1m of media support, including social media and video on-demand advertising. KitKat Chunky Milk and KitKat Chunky Cookie Dough will be available in pricemarked packs (two for £1), and standard packs with an RRP of 65p. Last year, the supplier ex-

tended its Chunky range with a protein variety in a Raspberry & Hazelnut �lavour.

recognises the bene�its of plants, combined with magnesium, to support the active lifestyle of our consumers. “The team at Nestlé Research began exploring the power of plants three years ago, predicting the growing interest and movement towards plant-based diets.”

COCA-COLA European Partners’ new promotion across its Monster Energy range will give consumers the chance to win a Monsterbranded racing simulator. Running from now until the end of September, the prize, worth £2,500, will

the stat

7.4%

The growth on mintflavoured products

Buxton launches A Monster of a infused waters range promotion from CCEP BUXTON Natural Mineral Water is marking its �irst step into the plant-based market with the launch of Plant+Water, a new range of infused waters. Available to convenience retailers from September, the range will come in three �lavours, including Lemon, Lime & Sage; Pomegranate & Basil; and Blood Orange & Rosemary, with an RRP of £1.79 (500ml). The range is currently stocked exclusively by Boots stores nationwide. Warren Plaskett, head of marketing at Nestlé Waters, said: “Our plant-infused spring water, Plant+Water, is part of an exciting trend that

include a PS4, a Playseat gaming chair, a curved TV screen, a steering wheel, pedals and a game. PoS is available to help retailers promote the competition, and shoppers can enter using the Monster Energy website.

sponsored

Never miss a moment Indian snack shot with Nordic Spirit packs for on the go JTI has unveiled a new look and �lavour, as well as price-marked packs (PMPs), for Nordic Spirit, a 100% tobacco-free nicotine pouch brand with a 90.5% market share. Nordic Spirit is a convenient and discreet nicotine product that can be used in situations where smoking or vaping might not be possible.

Already available in Mint and Bergamot Wildberry �lavours, the range has been extended to include Elder�lower in 6mg and 9mg strengths. Nordic Spirit has also unveiled changes to the design, resulting in a fresh new look, which is now available in PMPs with an RRP of £6.50*.

*Retailers are free to sell JTI products at whatever price they choose

Drive babycare sales with DCS Group

COFRESH’S new Indian snack ‘shots’ range comes in individual pack sizes to help meet the demand for on-thego options. The range of spiced mixes and pulses includes Bombay and Balti mixes in 25g packs, and Spiced Chickpeas, Salted Corn Nuts, Chilli Lime Nut Mix and Sriracha Corn Nuts

in 40g bags. All have an RRP of 50p, except the Chilli Lime Nut Mix, which has an RRP of £1. Debbie King, director of commercial sales and marketing at Cofresh, said: “These new ‘shots’ deliver an on-the-go portion and are an addition to convenience and forecourt food-to-go choices.”

that DCS Group recommends retailers focus on include infant formula, nappies, baby wipes, children’s medicines and seasonal products. It added that well-stocked shelves will drive footfall and encourage cross-category purchases, and make sure that independent convenience stores are a chosen destination for future purchases.

Tilda expands limited-edition rice TILDA has launched a limited-edition Japanese Teriyaki variety, available to retailers now, with an RRP of £1.59 per pouch. It contains jasmine rice, spring onions, carrots, water chestnuts and an authentic teriyaki mix of soy sauce, sugar and mirin. Tilda’s limitededition �lavours are currently worth £1.2m, and this new �lavour aims to attract shoppers looking to try different cuisines. The supplier added that it can be paired with chicken, steak or salmon, or added to a vegetable stir-fry.

The one with the New York Bakery Co promo NEW York Bakery Co has unveiled a new on-pack promotion in partnership with comedy series Friends. The promotion offers three consumers a chance to win a grand prize inspired by the show, which includes two LaZ-Boy-style chairs, a foosball table, a coffee machine, an apothecary table, a telescope and kitchen utensils. Other prizes include a ‘Hugsy’ stuffed penguin toy, Friends aprons and games. It will run across all boiled and baked New York Bakery Co bagels for three months. A TV campaign will follow on Comedy Central, Comedy Central Extra and Channel 5 throughout the summer, supported by social media.

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Spar extends wine range with Malbec

Eat Real big with new Sea Salt multipack

SPAR has extended its wine range with a Malbec Rosé, at a special introductory price of £6 until 2 September 2020. After this date, the RRP will change to £6.50. The symbol group said that Malbec has grown in value by 20%, and is the only red grape variety out of the top six most popular to have experienced sales growth last year. Philippa Carr, master of wine at Spar, said: “The grape’s popularity is increasing in the form of rosé wine, with Spar now offering an affordable and accessible variety from this region.”

EAT Real’s Sea Salt Lentil Chips are now available in a multipack format. Containing 40% less fat than regular potato crisps, and no added sugar, the Sea Salt Lentil Chips deliver on portion control, with less than 120 calories per 22g pack. Debbie King, director of commercial sales and marketing at Eat Real, said: “Demand for healthier snacks continues to grow as shoppers look for a variety of options to cater for different needs throughout the day – people still want to indulge in a snack, but there is a marked trend towards healthier choices.”

New bircher from Nomadic Dairy NOMADIC Dairy has launched a Chocolate & Vanilla Breakfast Bircher, which will join its existing Blueberry flavour. The bircher is available to Nisa and Costcutter retailers, with an RRP of £1.35 (150g pot). Tom Price, head of marketing and innovation at Nomadic, said with breakfast being the key contributor to

growth in the yoghurt category, the new flavour will help drive value and volume for retailers. “In addition, while bircher has traditionally been a breakfast option, we’re confident we can widen its usage beyond – just like yoghurt. That means mid-morning and afternoon snacking, where it’s a nourishing choice,” he added.

Two new flavoured gins for summer BRAZILIAN Lime and Strawberry & Black Pepper are the new limited-edition flavours to join Whitley Neill’s gin range. With citrus-flavoured gins seeing strong growth, and more consumers seeking out citrus-based cocktails, Brazilian Lime has been created to tap into this trend, while Strawberry & Black Pepper plays on more traditional flavours. Kelly Coughlan, manager for white spirits at Halewood Wines & Spirits, said: “The popularity of flavoured gin is showing no sign of slowing down, driven in part by lockdown, with people becoming experimental with new flavours.”

Clearspring expands Trebor brings back its Miso range ‘Cash in a flash’ promo CLEARSPRING has added two new misos to its range: Organic Japanese Unpasteurised Reduced Salt Miso and Organic Japanese Unpasteurised White Miso. The Unpasteurised Reduced Salt Miso contains 25% less salt than Clearspring’s Organic Brown Rice Miso. The new Unpasteurised

White Miso is fermented for a shorter period of time compared with Brown Rice Miso. This gives it a balanced sweet-savoury flavour. Available in 270g glass jars, both can be used to create a variety of dishes including soups, stews, casseroles and dressings, or used as a seasoning or glaze.

MONDELEZ has announced it is bringing back its Trebor ‘Cash in a flash’ campaign, which will offer shoppers a range of prizes, including a £1,000 jackpot. The campaign is rolling out across the brand’s single packs, with PoS available for convenience retailers. To win, shoppers need to purchase any Trebor product and share a photo of the pack on treborcash.com. Winners are guaranteed every day. Rafael Espesani, Trebor senior brand manager at Mondelez, said the campaign led to a 23% sales uplift across the range in independent and symbol stores last year, with 28,052 logos scanned.

STOCK UP NOW LUCOZADE, LUCOZADE ENERGY and the Arc Device are registered trade marks of Lucozade Ribena Suntory Ltd.

stock o a b a r a c and win

Win big with Carabao PRIYANKA JETHWA CARABAO’S new campaign offers the chance to win one of 13 £500 cash prizes, and one prize of £5,000, throughout August. Each case of Carabao a retailer purchases through participating wholesalers equals one entry into the draw. Every participating wholesaler is guaranteed at least one £500 winner, and there is no limit to the number of entries allowed. The promotion will run across standard and new price-marked packs of the energy drink. Mark Tanner, head of wholesale and independent at Carabao Energy Drink

0 0 0 , 5 ! H S A C PLUS

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500

UK and Ireland, said: “We want to reward retailers for supporting us so far in 2020 and offer this promotion at a time when driving sales growth is more important than ever.” Participating wholesal-

ers include Filshill, HT Drinks, Spar (Henderson’s, AF Blakemore, CJ Lang and Appleby Westward Group), Costcutter, Dee Bee, DDC, R&I Jones (Wales), United Wholesale (Scotland), Savage & Whitten and Dhamecha.

Rediscover paradise with Corona’s new TV campaign CORONA beer’s new TV campaign, ‘Rediscover paradise’, will focus on encouraging people to get out and about and embrace nature safely. As part of this, consumers

AL SO APPLIES TO P M P RANGE

have the chance to win UK holidays by purchasing any multipack of Corona beer, then visiting coronaextra. co.uk/beach. Symbol groups participating in Corona’s latest promo-

tion include Nisa, Costcutter, Booker and Parfetts. The promotion closes on 31 August, and prize draws will be conducted every week throughout the promotional period.

Sanpellegrino unveils £2.5m ‘Take the time for taste’ campaign NESTLÉ Waters is investing £2.5m in a new campaign for its Sanpellegrino Tastefully Light range, ‘Take the time for taste’. Wholesale (Scotland)

ER TO E N T Buy any case of Carabao to enter the prize draw 1 case = 1 entry More cases = more chances to win UK retailers, 18+ only. 01/08/2020 – 31/08/2020. Buy a case of any Carabao Energy Drink from a Participating Wholesaler for automatic entry into the Prize Draw. Purchase required. Prizes: 1 x £500 cash per Participating Wholesaler, 1 x £5,000 cash Grand Prize. Visit www.carabaoenergy.co.uk/win-cash for full T&Cs, prize details and Participating Wholesalers. Promoter: Carabao Energy Drinks

The TV advert will run for four weeks, marking the �irst time the variety is on screens. Sanpellegrino Taste-

fully Light is also launching a newly designed can and will be available in a new six-pack fridge pack (RRP £3.79), and single 330ml format (95p).

11-24 AUGUST 2020 betterRetailing.com

Starbucks amps up the caffeine content

Concha y Toro unveils new winter campaign

STARBUCKS has added Doubleshot Intenso Black and Doubleshot Intenso Dark with a splash of milk to its range, which are its strongest cold coffees yet. Both drinks have an RRP of £1.99 per can, and Michael Lomas, commercial marketing manager at Arla Foods, said with ready-to-drink coffee becoming increasingly popular, it is important that retailers offer new options, and keep up to date with launches. “Retailers can now offer the strong coffee boost that consumers are looking for, while delivering the taste of Starbucks chilled coffee,” he said.

CONCHA y Toro is investing in Casillero del Diablo with a new TV campaign in the run-up to Christmas. The 20-second ad will appear across ITV, Sky and Channel 4 between 26 November and 13 December. Clare Griffiths, commercial director at Concha y Toro UK, said: “This has been a turbulent year in so many ways, but it is well documented that brands that are able to avoid ‘going dark’ during challenging times ultimately see a great benefit. “Our insights have highlighted a new segment of consumers joining the wine category in recent months, and continued investment is

one way to work to ensure their retention.”

FLIPZ Milk Chocolate is now available in £1 price-marked packs (PMP). Jonathan Bull, head of McVitie’s commercial and seasonal brands at Pladis UK & Ireland, said sales of Flipz are up 57% in impulse, and its Flipz Milk Chocolate variety has been a particular hit in convenience stores. “PMPs remain a way of demonstrating value to shoppers and, in turn, driving sales. In fact, PMPs generate a third of the sales in convenience stores. “Launching Flipz Milk Chocolate in this format will help retailers and wholesalers continue to drive sales and capitalise on the popularity of Flipz,” he said.

ST Pierre Groupe has added All Butter Croissants to its range, with an RRP of £1.99 for a pack of four. The new launch is designed to appeal to consumers who are looking for more indulgent breakfast options. Paul Baker, founder of St Pierre Groupe, said: “Our new All Butter Croissants

are an addition to our St Pierre Croissant range. With indulgent treats and morning goods currently driving bakery category growth, we are confident that this new launch will be a hit with consumers seeking indulgent breakfast products.”

Flipz Milk Chocolate in new £1 PMP

Walkers Taste Icons get PMP makeover FOLLOWING the launch of Taste Icons earlier this year, Walkers is expanding its range with the launch of £1 price-marked packs. The brand has taken inspiration from UK restaurants, transforming each of their signature dishes into a Walkers pack of crisps, while also giving shoppers a free

meal voucher for the partner restaurant. The limited-edition flavours and partnering restaurants include: Classic Cheeseburger inspired by Gourmet Burger Kitchen, Peri-Peri Chicken inspired by Nando’s, American Hot Pizza inspired by Pizza Express and Katsu Curry inspired by Yo!.

Illicit tobacco is damaging your local community, funding organised crime and undermining local businesses.

Indulgent breakfasts from St Pierre Group

Alpro adds oat yoghurt to its range ALPRO is extending its range with an oat-based yoghurt, Alpro Absolutely Oat, available now with an RRP of £1.99. Alpro Absolutely Oat contains the highest oat and fibre content on the market, and is naturally low in sugars and fat. David Jiscoot, marketing director for Alpro UK and Ireland, said: “Oat drinks are now a firm favourite among consumers, with oat on track to become the number-one ingredient in plant-based drinks by the end of 2020. “Naturally, this means that there’s a huge opportunity to mirror this success in the yoghurt fixture.”

Use our new tool to find out how illicit tobacco is affecting your local area and your sales. Simply enter the start of your postcode here JTIAdvance.co.uk/ DontBeComplicit

We all have a role to play to combat the issue. Don’t be complicit in the illicit trade.

Anita Nye, Premier Eldred Drive

This new tool from JTI is a great way to help raise awareness amongst retailers and customers on the damaging impact illicit tobacco sales has on our local community.

Anyone with information about this type of crime should contact HMRC’s Fraud Hotline on 0800 788 887 or visit www.jtiadvance.co.uk/DontBeComplicit

OPINION

DON’T MISS THE 21 AUGUST ISSUE OF RN

RETAILER OPINION ON THIS FORTNIGHT’S HOT TOPICS

What do you think? Call Retail Express on 020 7689 3357 for the chance to be featured COVID-19: Have customers complied with the new face mask law? “WE still have a lot of customers who don’t want to wear a mask in store. To try and encourage them, we’ve got free masks by the entrance and we’ve got a charity donation box next to it, to encourage them to make a donation, rather than paying for the mask.” Barry Patel, Nisa Marsh Farm, Luton

Young adults: everything you need to know about the buying habits of this demographic

MENTHOL: How have you been responding to the ban in store?

How you can hit the latest trends with your juices and squash range

THE LEADING TITLE FOR NEWS AND CONVENIENCE RETAILERS THE LE ADING ILERS TITLE E RETA FOR NE ENIENC WS AN CONV D £2.50

Vol 130

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I’ve not seen a dip in tobacco sales

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Sam Coldbeck, Wharfedale Premier, Hull

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“I WOULD say nearly 90% of customers wear them. At the start, it was mixed, but over the weekend we noticed an increase. Our staff started wearing shields to give a really strong message, and express that all we are asking from them is to keep us and themselves safe.”

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The best independent retailers stay ahead by reading RN each week. Do you?

Dipak Shah, H&R News, Camberley

“AT the start there was a lot of confusion and customers were asking lots of questions about the menthol ban. However, they’ve gotten used to it now and I’ve not seen a dip in tobacco sales. The menthol cards, which you can insert into cigarettes, have been doing really well.” Hitesh Modi, Londis BWS, Chesham

NEWSTRADE: What benefits will The Sun’s latest cover price increase bring? “THERE’LL always be complaints about price increases at first, but customers still end up buying the newspapers anyway. The increase in margin is a good thing. Looking back at previous years, the Mirror will probably increase its price shortly after The Sun, like it has done in the past.” Mike Nichols, Costcutter Dringhouses, York

“CUSTOMERS are always put off by any initial price increase on newspapers and I think this increase has come at a bad time, with many people furloughed and having less money to spend. It’s not as if other fees, such as carriage charges, have been reduced, either.” Jai Singh, MJs Go Local Extra, Sheffield

The increase in margin is a good thing PREMIER: What effect will the Spend and Save rebate boost have on you?

ORDER YOUR COPY from your news wholesaler today or contact Kate Daw on 020 3871 6490 TO ADVERTISE in RN, please contact Matthew Oliver on 020 7689 3367

“I INITIALLY expected an impact on sales, but there’s been no major difference as the weeks have gone on. Customers did ask what the ban was when it came in and we had to explain it to them, but we’ve noticed no impact on our tobacco sales following its implementation.”

The extra money we get can go towards wages

“THE increase from a 4% to 5% rebate will be beneficial for Premier retailers because it means they could earn an additional several thousand pounds a year. The decision has likely been made because Premier retailers have been asking Booker for a higher margin for some time.” Anonymous retailer

“THE additional 1% would be massive, especially with the amount we’re spending due to increased sales from the pandemic. The extra money we get from the rebate can go towards wages or anything else to help with our overheads. Anything like this is good in our book.” Anonymous retailer

LETTERS

11-24 AUGUST 2020 betterRetailing.com

sam Wharfedale coldbeck Premier, Hull

Letters may be edited

So far, so good with mandatory face masks

‘I now fear the future of the economy more than Covid-19’ DURING the initial stages of the coronavirus pandemic, I feel that the ACS and the Federation of Wholesale Distributors did really well to support the convenience and wholesale industry. Speaking to ACS chief executive James Lowman recently, I was assured once more that they understand our channel well.

What is vital is our conversations with suppliers and that they plan differently, not just in the event of a second wave, but for the next year. Consumers want to buy more locally, and this is a structural change accelerated by Covid19. We need the support, availability and appropriate packs to support this change. I implore suppliers at the

highest level to listen to us, as we know what’s happening and can work with them to make the most of this going forward. It just needs some mindset changes within their own businesses. We will work with any of them regarding sharing retail data around new packs and promotional strategies to help their cause internally.

The pandemic was a surprise, and so was the government’s reaction. It was late in the �irst instance. Let’s be honest, confusion reigns right now. Throw Brexit into the mix and that’s why I now fear the economic future more than Covid-19. Greg Suszczenia, joint managing director, Parfetts

WIN £50-worth of Intenso stock

WIN £50-worth of Walkers Hero 20

TO celebrate the launch of Starbucks’ Doubleshot Intenso Black and Doubleshot Intenso Dark with Milk, Starbucks is offering five Retail Express readers £50 worth of Intenso stock. With 100% recyclable and resealable packaging, the new additions have been launched to tap into occasions where consumers are looking for a shot of energy.

PEPSICO has teamed up with Retail Express to give five retailers £50-worth of its Walkers Hero 20 range, which accounts for 23% of savoury snacking sales. The range gives retailers a go-to snacking option by bringing together some of the bestselling sharing and singleserve snacks.

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.

WE’VE just come out of the first few days of face masks being mandatory in shops, and for us it’s gone quite positively. On Friday 24 July, the first day, I’d say it was about a 50/50 split of customers remembering to wear a mask, and it got gradually better from there. By Monday 27, about 95% of customers came in wearing a mask. We were very Each issue, one of seven top apprehensive about retailers shares advice to how our customers make your store magnificent would respond at first. In my opinion, it shouldn’t be the job of retailers to enforce mask-wearing, and it’s been reassuring to see both guidance from ACS and coverage in trade publications supporting this view. With that in mind, we’ve taken a lighthearted approach to customers when they’ve come in not wearing a mask. It’s not about banning those without a mask from entering, but rather not encouraging them to come in. We’ve avoided confrontation, and sometimes found that just making a joke about it can make a difference. As much as we don’t want to get into confrontations on this issue, we also want our customers who are wearing a mask or needing to shield to see that we are encouraging people to wear masks where we can. There was a customer who at the start was complaining about the situation. I explained to them that it wasn’t just for their benefit, but to help protect other vulnerable members of the community. It seemed to get through, and the next day they came in wearing a mask, no questions asked. Of course, it’s vital that your team understands exactly what you expect from them. Everyone has different views and opinions on the mask situation, so you have to put your expectations across in a firm and clear way, and explain how you want them to respond. We held a meeting on the Wednesday, and we’ve also put guidelines in our team WhatsApp group. It’s important that you’re offering face masks for sale to your customers who want to buy one when they arrive. We put a lot of time into researching suppliers that provide a product that is affordable while still being good enough quality – ideally three ply and hygienic. We’ve found Brown Box and NT International have been able to meet this need for us. We’re selling the disposable masks for 50p, and work hard to make sure they’re always in stock.

Get in touch

@retailexpress betterRetailing.com facebook.com/betterRetailing megan.humphrey@newtrade.co.uk 020 7689 3357

2657_Retail Express Back to School AD.pdf

31/07/2020

11:26

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CATEGORY ADVICE BACK TO SCHOOL

11-24 AUGUST 2020 betterRetailing.com

PREPARING FOR THE NEW TERM The back-to-school period is fast approaching, and while the term might be different this year, parents will still want to be organised. TAMARA BIRCH looks at what retailers should be stocking to get the most from the category

HEALTHY SNACKING THE new school year is a stressful time for parents, but how this year will operate remains uncertain. Therefore, it’s vital retailers make the transition as easy as possible. Despite the uncertainty, though, suppliers and retailers alike continue to notice a move towards healthier lines. Victoria Southern, marketing & category director at Kerry Foods, says retailers need to stock healthier snacks for children’s lunchboxes. “Last year, we saw an increase in the number of people choosing snacks driven by health goals, and we expect to see this trend replicated in parents choosing snacks for their children,” she says. Healthy snacking in convenience has grown 13% in the past year, according to Matt Collins, trading director at KP Snacks. With 30% of lunches consumed by children, parents are more conscious than ever about the quality of snacks they’re purchasing, so offering a selection of low-calorie prod-

ucts, such as Babybel, as well as low-sugar soft drinks, such as Vimto Remix, can help deter these concerns. Over the past few years, suppliers have not only launched products that are lower in calories or higher in protein, they have reformulated several of their existing products. Burton’s Biscuits, for instance, reduced the calorie content of its biscuits range, including a 20% sugar reduction, followed by the launch of the ‘Under 100 cal club’ last year. The brand is also running a new on-pack promotion to encourage kids to move more, running until 7 November. Use signage around your store to highlight healthier options. This will help improve shopper efficiency and keep parents organised. Southern says dairy is also a way that retailers can meet health trends, with 62% of shoppers buying more cheese snacks compared with last year. “Thirty-one per cent of shop-

pers are now adding cheese snacks to their repertoire for the first time and nearly one in 10 kids’ lunchboxes already contains a cheese snack,” she

four top tipS says. She recommends retailers stock Cheestrings, which have increased by 9.8% in value, when building their backto-school range.

Healthy snacking When building your back-to-school range, make sure to include a selection of healthier snacks. These snacks could focus on lower calories, reduced sugar or higher protein. “Last year, we saw an increase in the number of people choosing snacks driven by health goals when eating on the go,” explains Southern. Merchandise back-to-school products together Despite schools returning, it’s likely that parents will make lunches at home, so catering for this is important. Merchandise similar products, like soft drinks and crisps, together where possible to make sure the category is easy to shop. Focus on top-up shopping Although convenience retailers have seen a spike in customers shopping locally, it’s likely they’ll carry out their larger shops in multiples. Independents, however, can gain more shoppers by focusing on top-up missions. Offer a selection of treats Shoppers might be looking for healthier options for their children, but don’t delist all ‘treat snacks’ just yet. A lot of parents want to create a balance with their children’s lunchbox and give them something to look forward to, so make sure your range reflects this by adding a selection of ‘treat snacks’, like Pom-Bear.

CATEGORY ADVICE BACK TO SCHOOL

CHILDREN’S SOFT DRINKS EVEN as schools return, parents are likely to make packed lunches at home, including soft drinks. According to Vimto’s senior brand manager, Becky Unwin, the soft drinks category is worth £8.6bn and is growing by 1%. Suppliers agree that health is leading the soft drinks category and parents’ buying decisions. Coca-Cola European Partners (CCEP), for instance, has reformulated Capri-Sun to use stevia, and now contains no artificial ingredients. “We know that health is a top priority for parents when it comes to choosing drinks for their children,” explains Amy Burgess, CCEP’s trade communications manager. “There is an increasing shift towards more natural products, with 70% of parents preferring those that do not contain anything artificial.” Wayne Thompson, out of home business unit controller at FrieslandCampina, says dairy will attain parents’ loyalty. “Back to school is a key occasion for milk drinks and, with its high milk content, calcium, protein and vitamin B2, Yazoo helps

to keep students fuller for longer,” he says. Natalie Lightfoot, from Londis Solo Convenience in Glasgow, says multipacks are more popular with parents making lunches at home. “We stock the full range of multipacks throughout the school year, including Fruit Shoot and flavoured water, so that parents are prepared,” she says. In the few weeks leading up to the new term, use a gondola end or promotional bay dedicated to soft drinks multipacks to help parents shop the fixture and drive spend.

11-24 AUGUST 2020 betterRetailing.com

SUPPLIER

VIEW

Gaelle Vernet, group marketing manager, Mini Babybel “WITH consumers becoming more aware of their health in light of Covid-19, 72% of European shoppers say they will make ‘greater attempts’ to eat and drink more healthily in the future as a result of their experiences during the coronavirus pandemic. “However, it’s not just salads and wholefoods that are featuring in consumers’ lunchboxes; they are progressively seeking lunch options that are high in protein and low in carbohydrates and sugars, but they don’t want to compromise on taste. “With 73% of consumers seeing cheese as an easy way to get protein and 55% deeming it to be a healthy snacking choice for children, cheese benefits from consumers seeking healthier tasty snacks. “This is ideal for Mini Babybel, a 100% real-cheese, protein-rich snack, and The Laughing Cow, a conveniently portioned cheese triangle that offers a snackfriendly nutritious pick-me-up.”

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CATEGORY ADVICE BACK TO SCHOOL

TOP-UP SHOPS AND RUNNING PROMOTIONS Collins says top-up shops have become a key driver in the convenience channel, accounting for 31% of all shopper missions. In fact, 54% of shoppers said a top-up shop was the main reason for visiting a convenience store. Lightfoot tailors her back-toschool range with the top-up shop in mind. “We’re surround-

ed by multiples and parents will usually go to them for their main back-to-school shops because they can pick up more,” she explains. “Parents will visit us the night before because they realise they’ve forgotten bread for packed lunches or similar.” Stock a selection of lunchbox

11-24 AUGUST 2020 betterRetailing.com

WHat to STOCK

fillers, such as Dairylea Lunchables or Strings & Things Cheeshapes, to help increase spend and cater for parents in a panic. Southern says back-to-school deals and promotions throughout summer help retailers alert parents about what’s on offer and drive long-term loyalty. Kerry Foods has recently launched a lunchbox giveaway,

where for every three promotional Strings & Things packs purchased, consumers are able to redeem a Strings & Things branded lunchbox. “Promotions like these can help retailers creatively tap into the rise in kids’ snacking to encourage repeat purchases and repeat visits in the long term,” Southern says.

Getting Kids Moving with Minis!

Ideas for your back-to-school range Maryland Cookies Minis Burton’s Biscuits has launched a new promotion for minipacks of Maryland Choc Chip and Double Choc Chip Mini Cookies. The ‘Minis get moving’ promotion will feature on approximately three million minipacks, giving families the opportunity to win prizes, redeemed through online vouchers. Everyone who purchases a promotional pack can also claim a ‘Kids go free’ voucher, valid against hundreds of sports and leisure activities around the country. The promotion will run from midAugust to 7 November. Capri-Sun No Added Sugar Capri-Sun No Added Sugar has been reformulated and contains no artificial ingredients. The brand’s Orange and Apple & Blackcurrant flavours will use stevia, a plant-based sweetener, with natural fruit sugar. CCEP said the recipe change is designed to help retailers meet the growing demand for more natural options in kids’ drinks, with 70% of parents looking to avoid products with artificial ingredients. Mini Babybel Mini Babybel is high in protein and portion controlled. “Mini Babybel offers a quick and nutritious lunchbox snack. There are 650 Mini Babybel eaten and enjoyed every minute in the UK,” says Gaelle Vernet, group marketing manager for Mini Babybel.

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Graze Super Snacker range The Graze Super Snacker range is under 100 calories and is available in a variety of flavours, including Chocolate, Toffee Apple and Strawberry. Each bar blends whole rolled oats and chewy puffed oats with real fruit pieces or a touch of chocolate depending on the variant. Pia Villa, chief brand officer at Graze, says: “Rather than adding artificial sweeteners, chicory root has been used as a natural sweetener, as it’s naturally low in sugar as well as offering a great source of fibre.” Cheeshapes Icons and Cheeshapes Quirkies Launched under the Strings & Things brand by Kerry Foods, Cheeshapes Icons and Cheeshapes Quirkies have been redesigned to include shapes from well-known video games and trends popular with the younger generation. The range aims to help retailers capture the interest of children and parents. Since its launch last year, Cheeshapes has accumulated approximately £1.8m in sales. The supplier will be launching seasonal limited-edition shapes for Halloween, too. Pom-Bear “Young family shoppers account for 25% of the on-the-go shopper base and we know that 15% of households are avoiding gluten and wheat,” Collins explains. Pom-Bear crisps are gluten-free and contain fewer than 100 calories per pack, with 5.7 million households consuming the brand every year.

TERMS AND CONDITIONS AT WWW.MINISGETMOVING.COM

WWW.BURTONSBISCUITS.COM TERMS AND CONDITIONS AT WWW.MINISGETMOVING.COM SOURCE: 1 KIDS MINI BISCUITS, COMBINED READ – NIELSEN SCANTRACK (13.06.2020) AND POWERVIEW (14.06.2020). 2 COMBINED READ – NIELSON SCANTRACK (13.06.2020) AND POWEVERVIEW (14.06.2020).

Vimto Remix Vimto Remix Orange, Strawberry & Lime is a citrus-based soft drink, crafted from a mix of three real fruits and Vimto’s blend of herbs and spices. “Our Vimto Remix range adds breadth to our range and the wider [soft drinks] category. It’s worth £9.2m in incremental sales,” says Unwin.

CATEGORY ADVICE MINTS & GUMS

BIG BRANDS, BIG SALES By finding a balance between well-known names and new flavours, retailers can drive impulse mints and gums sales, writes TOM GOCKELEN-KOZLOWSKI

FINGER ON THE IMPULSE IN the aftermath of lockdown, one of the most important questions in convenience has been what happens to impulse purchases and the product categories that rely on this unplanned spend. Mints and gums is one of the most impulsive categories of all, and Levi Boorer, customer development director at Ferrero, says this has meant retailers need to focus on availability, display and merchandising like never before. “The mints and gums cat-

egory is generally very impulsive, with most purchases unplanned by shoppers before entering the store,” Boorer says. “Product availability is therefore key, with prominent spaces and PoS helping to capture attention. “Now, more than ever, shoppers have a functional approach to their visits, and have a clear idea of the products they need before entering the store. By having leading sugar confectionery products available in store, retailers can help

RETAILER

VIEW

shoppers pick up something extra that can give them a little treat to enjoy later.”

Peter Mann, Nisa, Luton

“MINTS and gums is the most impulsive category that we have, so we need to have a good display and make sure we are always stocked up. Mints sales always fall a little in the summer because people associate it with cold weather and having a sniffle. Brands like Polos are next to Halls, so people put the two together. “Chewing gum sales are steady all through the year and I think that there are specific brands for each customer – a Wrigley’s Extra customer only wants to buy that brand, for example.”

11-24 AUGUST 2020 betterRetailing.com

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CORE EVOLUTION

RETAILER

VIEW

Ralph Patel, The Look-In, Woodmansterne, Surrey

“FOR me, this is a steady category – it doesn’t tend to go up or down. Even though impulse sales have struggled since the pandemic, mints and gums are right there on the counter, so people are picking them up much like they were before. “People definitely only buy products with names they know in this category, and any new products we stock tend to be a new flavour of an established brand. One of the biggest drivers of sales for me are smokers who pick up chewing gum to freshen their breath.”

WHILE trust and familiarity power this market, brands such as Tic Tac are still evolving their core ranges with new flavours. One major piece of activity for the confectionery market in 2020 has been the arrival of convenience goliath CocaCola, appearing as a collaboration with Tic Tac to create the

first mint combined with the Coca-Cola flavour. It has arrived as part of a global launch in 70 countries, and the size and power of the two brands means it has had substantial marketing behind it. Boorer says: “Both brands are appreciated all over the world, perfect for sharing,

connecting people and providing refreshment. The introduction of this exclusive limited edition is supported by a global communications plan.” Trusted brands offering new experiences – that appears to be the model for success taken by all the major brands in this uniquely impulsive category. Susan Nash, trade commu-

nications manager at Mondelez International, says Trebor Cool Drops is one example of the same trend. The brand extension launched with two flavours and a 28g flip-top format. “Innovation is bringing new consumers to the category to drive incremental sales,” she says.

FIVE top tipS Use PoS This is a time for seeking out and using every tool available from suppliers. PoS will help your category stand out. Maintain availability Always important, but at a time like this, availability becomes more vital than ever, suppliers say. Trial new products There is still room in this category for excitement, and launches will also help attract attention. Focus on trusted names Even new products tend to be linked to an existing name, so ensure the big brands are represented in your range. Keep an eye on sales data Some stores see sales peaks and dips for these categories across the year – do you know how your sales change?

^ New Cash In Flash Promotion for 2020.* UK, 18+. Promotion Period: 01/08/2020 to 30/09/2020. Purchase necessary (excluding NI). Internet access, personal e-mail, ability to take and upload a photo required. Buy any Trebor product, visit treborcash.com, enter your details and scan the front of pack (with the Trebor logo) for a chance to win. Winners selected via predetermined winning moments. 1 entry per person per day. Maximum 1 prize per person. Prizes: 500 x £5, 400 x £10, 200 x £20, 30 x £50, 20 x £100, 10 x £250, 3 x £500, 2 x £1,000 available to be won. Claim on website at the time of winning. Retain packaging and receipt. Mondelez Europe Services GmbH – UK Branch, UB8 1DH. See treborcash.com for full T&Cs. ** Nielsen Value, MAT, Total Coverage 16th May 2020

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CATEGORY ADVICE MINTS & GUMS

FRESH ATTRACTION IN conjunction with driving impulse sales, of course, is the need to make the category itself as enticing as possible. Major suppliers have focused on widening the taste experiences offered by the category’s big brands – bringing new life to formats and flavours that have, in many cases, remained unchanged for decades. Mars Wrigley launched Extra Refreshers, which it describes as offering “a multisensorial chewing experience”. The company says the new brand extension aims to provide additional sales to the gum category. Marta Gil, Extra Gum brand director at Mars Wrigley, says: “Extra Refreshers combine a thin shell and a soft chew to offer longer-lasting

flavour than ever before. The launch aims to help reignite the enjoyment of gum for consumers and drive category growth.” Yet, the fact that even products offering a distinct new taste hold on to major brands (Extra, in this instance) highlights the strength and power of a few well-known names in this category. “Shoppers trust and recognise the well-known brands for their quality, and stocking a core range also provides retailers with relevance all year round,” says Levi Boorer. “Our Fresh Mint flavour is arguably what Tic Tac is most recognised for, and the ever-present product has been joined by Intense Mint as part of the core range.”

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Susan Nash, trade communications manager, Mondelez International “MINTS sales are in growth of 1.4% and category growth is being driven by products such as Trebor multipacks. To further target on-the-go consumers, Mondelez brought its first hard-boiled, sugar-free candy to the range last year. Trebor Cool Drops have less than 100 calories per pack. The new arrival has delivered more than half a million pounds in sales in less than six months on shelf, with a strong rate of sale. “Meanwhile, the new Trebor Extra Strong Minis engages the increasing number of consumers moving to sugar-free alternatives. Trebor is the UK’s number-one mints brand, with a 35% share of the mints market.”

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CORE FLAVOURS AN effective mints and gums display needs to reflect the options customers want. This means giving adequate space to the low- and no-sugar trends. The stats paint a very clear picture. Mars Wrigley’s total gum portfolio is worth £248.6m. Of that, more than 97% is from sugar-free products, so it re-

ally is no exaggeration to say sugar-free is key. Similarly, as much as new flavour innovations are likely to catch the eye and draw attention to your display, it’s also important not to neglect core bestsellers. “The three biggest flavours that consumers are looking for are mint, fruits and extra-

strong mint,” says Boorer. “The Tic Tac core range (Lime & Orange, Strawberry Fields, Fruit Adventure, Intense Mint and Fresh Mint) includes products that suit each of those needs, catering for different shoppers’ tastes.” For Mars Wrigley the top-performing varieties are

Spearmint and Peppermint. The Extra portfolio of these two flavours worth more than £104m. This makes it vital to ensure the most popular flavours and sugar-free options are adequately represented in your range to give you the best chance of driving impulse sales.

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CATEGORY ADVICE YOUNG ADULTS

11-24 AUGUST 2020 betterRetailing.com

IN WITH THE NEW If it’s a while since you stepped on a dance floor and you think Dua Lipa sounds like a nice holiday destination, then you might need some help in catering for today’s young adults. TOM GOCKELEN-KOZLOWSKI gets you up to date

YOUNG AND FIT FOR THE SUMMER “LIVE fast and die young” has been a motto of teenagers and young adults for decades, but today’s health-conscious young people are likely to prefer something akin to David Brent’s version: “Live fast – sure, live too bloody fast sometimes – but die old.” With more young adults choosing a more virtuous path, brands that emphasise health credentials see this youthful market as crucial. One brand that has its focus firmly set on younger custom-

ers is Red Bull. “Red Bull overindexes with 18-to-35-yearold consumers, which serves a significant opportunity to drive sales throughout the day,” a spokesperson for the company says. “Summer presents a huge opportunity for retailers to boost sales of soft drinks, and especially energy drinks, as customers become more active in summer.” Retailers should ensure they have their soft drinks chiller fully stocked to cash in on this.

LOW- AND NO-ALCOHOL THE healthy trend isn’t limited to young people when they’re keeping fit, it affects every one of their purchasing decisions. According to Heineken, one-in-five adults in the UK now count themselves as being teetotal, with younger adults driving the shift. Yet, that doesn’t mean that these same consumers aren’t itching to have fun after months without socialising. Toby Lancaster, category and shopper marketing director at Heineken, says:

“Retailers should respond to this desire for a healthy lifestyle by stocking a range of alcohol-free options. Heineken 0.0 has swiftly become the fastest-growing brand in the segment.” And with every major UK festival cancelled this year, Lancaster also recommends retailers stock brands associated with summertime events. “Given their associations with festivals and music, respectively, retailers should ensure they are stock-

ing beers such as Desperados and Red Stripe,” he says.

CATEGORY ADVICE YOUNG ADULTS

FRESHEN UP FOR FRESHERS SUMMER is just the start of the opportunity presented by the young adults market, with most universities beginning the year in earnest in September and October, although how that will be different in 2020 is still far from certain. Nevertheless, by stocking favoured brands early on, retailers can position themselves with students as a destination for key purchases for the rest of their time at university. With that in mind, it’s important to remember snacks are another essential category for

young adults, and Matt Collins, trading director at KP Snacks, says this year the right range will help students feel like “a big night in is a big night out”. “By stocking up on all the essentials needed for last-minute get-togethers, ‘back to university’ provides a sales opportunity for retailers to tap into,” Collins explains. While the current circumstances may change the way freshers typically celebrate, as lockdown eases, many students will be enjoying small social get-togethers,” he adds.

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Simon Gray, founder and managing director, Boost Drinks “WE’RE constantly looking for ways to bring new customers into the category, so during freshers’ week this year, we will be sampling product with 140,000 students. Our products will be included in a ‘welcome box’ for this year’s freshers. Each university starter will receive one of our Boost Energy products, which means they’ll each get one of the eight flavours we offer in the range. “It’s a great opportunity to help them develop into true fans of the brand, encouraging in-store purchase later on.”

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This year, KP Snacks brand Butterkist is offering a halfprice Sky Cinema pass to help add excitement to those smaller ‘big’ nights in. This sort of shopper mission can encourage bigger basket spends, according to Debbie King, commercial sales and marketing manager at Eat Real. “Cross-merchandising can be very influential in terms of increasing sales, so position the snacks alongside the drinks or match them with dips like hummus or salsa.” The Eat Real range includes

Hummus Chips and Quinoa Puffs, and the fact it is suitable for Vegan, Kosher and Halal diets further highlights the importance of catering to the changing, healthier lifestyles of young people today. King says: “Students often pick up snacks on impulse or at short notice, so displaying them close to the till will also help capitalise on those valuable last-minute shoppers.” So, if your store is close to a university, a strong display of snacks targeted at big nights in can boost impulse sales.

Mo Razzaq, Family Shopper, Blantyre, South Lanarkshire “BECAUSE young people aren’t heading to nightclubs, they’re experimenting more at home and trying new alcoholic drinks such as cocktails or premium gins. This is having an effect on sales of snacks. It’s been really beneficial to us as a business and I think it’s going to have an effect for a good while more while nightclubs are closed. “Customers are finding favourites and then coming back to us for them. Young people are also more health conscious, which means we sell more sandwiches, salads and fresh fruit, and less sugary confectionery.”

PRICING TO THE YOUNG MARKET WHILE it’s easy to focus on what’s different in 2020, some things never change, and young adults – living off maintenance loans or lower wages – are as value-focused as ever. This makes PMPs particularly relevant. “It is important for independent retailers to offer PMPs,” says Simon Gray, founder and managing director at Boost Drinks, “particularly in impulse ranges such as sports and energy drinks.”

Boost Drinks is focusing on appealing to young people on the go with a range of coffee drinks including Silky Smooth Caffe Latte and Full Bodied Double Espresso with Milk, both available in £1 PMP cans. The fact that value is at the heart of this product activity – and trumps nearly every other trend – shows that however uncertain the next year will be for these consumers, stocking big brands at a lower price needs to be a priority

for any retailer with a young customer base.

top tipS Five lessons for your store Low- and no-alcohol is now in the core range A huge portion of young adults don’t drink, and those that do, drink less. Is this reflected in your beers, wines and spirits range? You can be where freshers find their celebrations Nightclubs may still not be open for months. Stocking snacks and drinks can help young adults bring the party indoors. Stock products that help students ‘on the go’ Young adults are busier than ever and even when they’re ‘chilling out’, you might well find them in a gym. Energy and protein products are must-stocks. Don’t forget value PMPs and promotions are still essential when catering for a population that is living off little or no regular income. Be flexible We’re all in limbo, but for first-time students or young people entering the job market this is especially the case. Be ready for changing needs.

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ADVICE

11-24 AUGUST 2020 betterRetailing.com

‘WE’RE GETTING THE FLOW BACK IN OUR STORE’ THE RETAIL EXPRESS TEAM finds out what’s changing as lockdown restrictions start to ease, and how retailers are adjusting their ranges in response

THE PROBLEM As lockdown starts to ease, shopper habits are starting to change as well. What shifts are retailers seeing, and how are they responding in their stores to the latest new normal?

Jeet Bansi, Meon Vale Londis, Stratford-upon-Avon, Warwickshire

“THE biggest change for us isn’t necessarily in what the customers are buying, but it’s in supply chain availability. Because we’re in a rural area, customers are still relying heavily on our store. At the height of lockdown, our wholesaler, Londis, did a great job at keeping us well stocked, but to keep the supply of essential items they, of course, had to implement certain restrictions. “Now that’s easing, giving us more freedom to offer the variety that we pride ourselves on. So, with something like soup, we’re now offering �ive or six options, rather than one or two. We’re also returning to our usual standards with things like cross-merchandising, multiple locations on popular items and generally getting the �low back into our store. “This will help us retain the customers we gained during the lockdown as they see what we can offer at our best.”

Natalie Lightfoot, Londis Solo Convenience, Glasgow

“WE added new ranges at the start of lockdown – for instance, we extended our fresh �ixture by a metre, added a broader range of ready meals and a local curry range, and started selling fresh meats for the �irst time. We became the place shoppers were doing their big weekly shop. “Now lockdown is easing, some things are changing. The meat selection has gone as demand fell away. However, the fresh fruit and vegetables are still going strong. What I think is happening is that we’ve become the top-up shop location for the community. Customers might go to the supermarket once a week to buy meat, but they know every two or three days when they need new veg, they can come to us. “Meanwhile, we’ve returned to our full US confectionery range after having supply issues in the lockdown, and sales have been really strong. I guess absence made the heart grow fonder.”

Dipak Shah, H&R News, Camberley

“LOCKDOWN restrictions have been easing, but the roadworks on my high street aren’t due for completion until the end of the year. This has impacted on any potential footfall, but I’ve still been busy as nearby of�ice workers and cafés have begun operating again. I’ve returned to normal opening hours to help cope with the increased demand. “My response to the changing situation isn’t particularly complicated. I just look at what have been popular sellers and move them to points in the shop where customers are most likely to go. For example, face masks have increased in popularity since the rules on wearing them in small shops came in and these have been moved to more prominent positions. This has previously applied to categories such as confectionery. It doesn’t take much forward planning, either, as I do it when and where I can.”

Facing a challenge? We’ve teamed up with the betterRetailing.com Support Hub and the IAA to provide a helpline for the answers you need. Call 020 7689 0500, email iaa@newtrade.co.uk or visit betterRetailing.com/coronavirus