Retail Express – 11 February 2020 by BetterRetailing

RETAILER PROFILE

How this store thrives despite being surrounded by competitors BACK PAGE 2020 11-24 FEBRUARY betterRetailing.com

PROFILE

RETAILER PROFILE PETER PATEL COSTCUTTER BROCKLEY Location: Costcutter Brockley, Lewisham, London Size: 3,000sq ft Staff: 14

T AND ‘I SELL MORE FRUI O’ CC BA TO VEG THAN

11-24 FEBRUARY 2020 STRICTLY FOR TRADE USERS ONLY

are is the and cooking sauces A lot of cusmost successful. N their way DARYL WORTHINGTO tomers come in on buy ingrehome and want to CostcutPatel’s meal from PETER dients to make a south-east sure there’s ter Brockley in d by scratch. We make need, goLondon is surroundehasn’t a range to meet that label to that own competition, yet a highly ing from Co-op’s stopped it having more specialist lines.” months. en12 supplier successful Customer and two Sainsarea “We’re between gagement is another Peter. “Two hard to bury’s Locals,” says where Peter works nearby as out. Co-ops have opened other inmake his store stand customers well, and there are the area. “We talk to our in our selection of lo- before we bring something in, dependent stores and range, and sales have which is one of the Nevertheless, our year.” thoughts,” he says. majority is unpackaged on tal rea- cal beers, the area. These are to see their year one 60% been environmen up has for gone Cook range difference loose, stock biggest in but customers “The Strong points of However, we also the things that draw of our biggest successes, besuccess, with sons. – for example, carThen they’ll walk are vital to this we spoke to our customers vegetarian multipacksis for customers who into the store. middle and see the fore to make sure it was somethe store’s extensive it stand rots. This op- through the as and vegan range makingmuch of are looking for a cheaper bal- more everyday items, such they’d buy.” how this to the till. thing ‘meet out. “I can’t believe as the av- tion. We try to strike groceries, on the way The store also runs and off li“We do it we sell – especially he says. ance throughout the store.” the “Fresh & chilled the supplier’ days. of £4,” is out categoon point most always price biggest the our get year, erage a To his cence are that cusour about three Peter explains. range, Peter and “It’s got to the stage you looked at all us we’ve got uniqueput signi�icant thought ries. If supthe pasta a Saturday,” specialist tomers are telling separately, local team get aisles “We’ll the nearby a better range than the layout of the store. �ive aisle where all the world foods pliers to come in and do tastthey’re com- into over people into supermarket, so “When we took ings. It brings more the till It’s de�initely us a sense ing here instead. years ago, we moved to next CUSTOMERS ARE the store and it gives going to business.” are near the entrance helped us grow the of which suppliers “We TELLING US WE’VE make sure from explains. he shoppers.” Peter strives to window,” of cus- to the do well with our store the store meets a varietyminutes basically shifted the whole cus- GOT A BETTER RANGE few degrees, as I wanted tomer needs. It’s a For more pictures railway sta- by 90 to have to walk around THAN THE NEARBY walk from Brockley of the store, go has a broad tomers a bit before they left. SUPERMARKET tion and the area the store to betterRetailing.com/ interestdemographic. “We put the most and veg costcutter-brockley the perimeter “We have a big fruit – it’s ing lines around – for instance, the display near the entrance ing cat- of the shop vegan one of our best-perform “The fresh fruit and veg, the Peter. egories,” explains

your promotions going 1Keep

“You need to have dedicated it’s seasonal bays. Whether Valentine’s Day, Mother’s Day or Father’s Day, there’s proalways something to is summote. A big one for us Peter. mer barbecue,” says

your 2 Change range

is one “Our local beer range of our key points of difference. We work with local suppliers range and have the biggest it in the area. We change a have regularly and always says. multibuy deal on,” he to your 3 Play strengths tend to

“Our customers So, we cook for themselves. fresh in have a good variety veg. & chilled and fruit and When people buy protein need or fruit and veg, they it.” something to go with

NICOTINE LOOPHOLES EXPOSED Tobacco giants demand crackdown to better protect under-18s from ‘unscrupulous stores’

P3 CRIME RESULTS EXPECTED

REP IMPROVEMENT CALLS

CRISPS & SNACKS

The findings from last year’s Home Office consultation to be revealed in March

Supplier reps criticised by indies for having a ‘lack of power’ when building relationships

Boost this core category with five savoury snack ideas that you can try in your store

P17-19

our say

Megan Humphrey, editor

Don’t be ‘just another corner shop’ THE stereotype that some retailers are still battling against in today’s retail market was brought to my attention this week. During a phone call for a story, a retailer explained to me: “As an independent, we are up against a perception that we are just another corner shop.” This was in relation to an independent shop fighting for a site on a new development. What was most concerning about this was that it was a local council that was failing to appreciate how much the shop had to offer. A council should be able to recognise the vital services independent retailers offer their communities. Whether it’s parcels, access to cash, or fundraising for local charities – small stores are the very definition of ‘community’, which is why I was left disappointed by the reputation issues stores still face. YOU ARE As a result, I’ll be trying that PROVING THAT little bit harder to change the perception of how retailers are YOUR BUSINESS perceived, once and for all. IS NOT JUST Turn your attention to p4, for example, where we take a look ANOTHER SHOP at how retailers are calling for improvements to their rep relationships. They don’t strike me as retailers who own ‘just another corner shop’, but rather entrepreneurs expressing a need to change to stay ahead of the competition. With that in mind, I want to thank those of you who have taken the time to fill out our retail crime survey. By taking an active step to change your future, you are proving that your business is not ‘just another corner shop’. FOR MORE ON REP RELATIONSHIPS, GO TO PAGE 4 @retailexpress betterRetailing.com facebook.com/betterRetailing Editor Megan Humphrey @MeganHumphrey_ 020 7689 335 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

Production coordinator Ashley Reid 020 7689 3368

Account manager Adelice Tatham 020 7689 3366

Director of sales and marketing Matthew Oliver 020 7689 3367 Senior account director Charlotte Jesson 020 7689 3389 Senior account manager Natalie Reed 020 7689 3372

Subscribe online at newtrade.co.uk/our-products/ print/retail-express. 1 year subscription: UK £65; overseas (EU) £75; overseas (non-EU) £85 Retail Express is printed and distributed by News UK at Broxbourne and delivered to news retailers free by their newspaper wholesaler. Published by: Newtrade Media Limited, 11 Angel Gate, City Road, London, EC1V 2SD; Phone: 020 7689 0600

Reporter Alex Yau @AlexYau_ 020 7689 3358

The five biggest stories this fortnight 01

Crime consultation results to be released in March

MEGAN HUMPHREY THE �indings from the retail crime consultation carried out last year are expected to be published in March, Retail Express understands. The Home Of�ice had promised independent retailers it would publish the results by last November. However, this was delayed by the general election, according to a source within parliament. The 12-week call for evidence on violence and abuse toward shop staff, backed by MP Victoria Atkins, opened on 5 April, and trade bodies hoped it would support new measures to tackle retail crime. Speaking at the All-Party Parliamentary Group (APPG) on retail crime in January, chairman MP Steve McCabe outlined the National Steering Group’s plan for the year. He said he would attempt to secure a Westminster Hall debate to discuss the results, and promised further engagement with ministers. Asked about the NFRN’s plans for after the publication of the retail crime consultation, national president

Stuart Reddish said: “The NFRN welcomes the fact that the APPG on retail crime, for which the NFRN act as secretariat, has agreed a plan of work for the coming year that engages with ministers and MPs with the aim of getting the government to act over

Secret parcel trials

THE Post Of�ice (PO) is undergoing secret London trials of a new ParcelShop network that allows customers to collect and return parcels without using post of�ices. “We are trialling a new service, ParcelShop, for customers

to collect and return parcels ordered online,” said the PO. Eleven sites, including libraries, newsagents, a pharmacy and homeware stores, started providing the Royal Mail and Parcelforce services in November.

the problem of retail crime. “The publication of the government’s response to the call for evidence on violence against retailers will be a key moment in protecting retailers in our shops and we hope that the government will engage seriously with us to tackle the

problem that is effecting all in the independent retail sector.” Help us uncover the impact of crime in your store. Visit betterRetailing.com and search ‘retail crime survey’

Doughnut ‘dark sites’

PARCEL shop Parcelly has approached retailers to take part in a secret UK-wide rollout of Krispy Kreme ‘dark sites’. Five shops in the UK are currently providing the service. The doughnut boxes are held in the stock room and a

tablet noti�ies store staff when orders come in from Uber Eats, Deliveroo and Just Eat. It is forbidden for sites to sell the boxes in stores, with sources con�irming stock levels are audited. Retailers receive 60p per order.

Digital content editor Jody Porter 020 7689 3378

Sales support executive Michela Marino 020 7689 3382 Managing director Parin Gohil 020 7689 3375 Management accountant Abigayle Sylvane 020 7689 3383

47,895

Audit Bureau of Circulations 1 July 2018 to 30 June 2019 average net circulation per issue

Reproduction or transmission in part or whole of any item from Retail Express may only be undertaken with the prior written agreement of the Editor. Contributions are welcome and are included in part or whole at the sole discretion of the editor. Newtrade Media Limited accepts no responsibility for submitted material. Every possible care is taken to ensure the accuracy of information. No warranty for goods or services described is implied.

Go to betterRetailing. com and search ‘doughnut’ to read more

Scottish cider drop

THE volume of cider consumed in Scotland has fallen by 18.6%, following the rollout of minimum unit pricing (MUP). The legislation introduced on 1 May 2018 requires stores to charge at least 50p per

unit of alcohol in a product. The off-trade �igures for the full year post implementation, by NHS Health Scotland, also showed the price of cider rose the most, by an average of 13p, from approximately 43p to 56p per unit.

Delivery firm denial

AMAZON and Deliveroo have denied claims by the Competition and Markets Authority (CMA) that a merger between the two could leave grocery stores paying higher prices for partnerships with online delivery �irms. The CMA had claimed that

Amazon acquiring a stake of Deliveroo would reduce competition. But, a statement claimed that while Amazon Prime and Deliveroo both deliver groceries to the doorstep, one focuses on ‘weekly shops’ and the other ‘impulse’.

@retailexpress facebook.com/betterRetailing

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

Retailers back JTI’s call for vaping restrictions ALEX YAU TOBACCO giants have demanded “urgent regulation” on nicotine products to halt “unscrupulous retailers” selling to under-18s. Speaking at a Parliamentary event in London last month, JTI general manager Dean Gil�illan said: “Nicotine pouches are unregulated, which makes it technically legal to sell them to minors. It shouldn’t be. We urgently need a framework of regulation to stop unscrupulous retailers acting irresponsibly.”

Asked what the regulation should be, JTI head of corporate affairs Charlie Cunningham-Reid said: “Packaging should be tamper proof and marketing shouldn’t be targeted at minors.” The Chartered Institute of Trading Standards con�irmed to Retail Express that nicotine pouches can be sold to those aged 16 and over as they are ingested, rather than inhaled. Within the category, JTI launched Nordic Spirit in September, while BAT has Lyft. BAT also agreed with JTI’s calls for nicotine pouches

to be marketed and sold to over-18s only. Gil�illan added that self�ill vaping devices should also be regulated. “In the US, a spate of deaths has been linked to THC oils and vitamin e-acetate,” he said. “No JTI products contain these ingredients. Our products are subject to toxilogical assessment and detailed quality control. “Regulation means nicotine-containing liquids sold here should be free of these ingredients. Nicotine-free e-liquids, which consumers can add to nicotine

themselves, aren’t subject to these regulations. They should be urgently.” He also said Brexit would be an opportunity to reverse the ban on the “responsible and targeted promotion” of vaping products. “Too many adults think vaping is as bad as or worse than smoking. Brexit gives us an opportunity to �ix this,” he said. Samantha Coldbeck, of Wharfdale Premier in Hull, added: “I operate an over-18s policy. We must be careful. Too much regulation will make us a nanny state. It’s about being a responsible retailer.”

BAD WEEK

15%

£15.38

1,135

Average amount stores now pay per week for PayPoint services

Stores signed up to PayPoint One in the three-month period

express yourself “My lease is through Trillium and I’ve had no correspondence as to what’s happening. I know my lease for my site is coming to an end. I thought the Post Office would have informed me. I don’t know where I’d go if I had to move to another location. There aren’t that many suitable places nearby. I only had a refit done to my store four years ago.” William McGinley, Penicuik Post Office, Midlothian

the column where you can make your voice heard

PARCELSHOP: More than 200 stores are to receive MyHermes’ new ParcelShop fascia for free as part of the parcel firm’s investment plans for independent stores. MyHermes is also looking to roll out in-store label printing and a new ‘diversion’ feature to all 5,000 partnered stores this year. The company is also looking to sign up more independent stores to its ParcelShop network.

7-ELEVEN: Global convenience giant 7-Eleven now has more than 70,000 stores across the planet. On average, the company opened a store every 3.5 hours throughout 2019. Though absent from the UK, speculation over a potential entrance to the market was fuelled by trademarks registered in the UK by the firm in 2019.

How did it perform in the last three months of 2019?

Total stores with PayPoint One terminals

GOOD WEEK

Go to betterRetailing.com and search ‘myhermes parcel shop’ to read more about this story

PAYPOINT:

16,223

Year-on-year increase in parcels handled in December

GRENKE: Retail NI is looking to contribute £5,000 to fund legal action against finance firm Grenke over loan agreements made with stores in relation to digital media displays. The contracts left retailers stuck paying £10,000 even after they stopped receiving the services they were paying for. PAYPOINT: The size of PayPoint’s network has shrunk to 27,832 sites, a year-on-year fall of 534 stores. The brand said retailers were opting to lose PayPoint services rather than upgrade to its PayPoint One terminal. Despite the drop, revenues rose, mostly due to greater payments from stores that opted to enter new agreements for the new terminals. The company also said warm weather had dented utility transaction volumes in early 2020. Go to betterRetailing.com and search ‘paypoint one’ to read more about this story

Post offices risk being displaced when leases with Trillium are up for renewal. What do subpostmasters think?

“The Trillium Royal Mail leases were signed in 2007. These affected post office sites connected to sorting offices. We’re one of the sites and our contract is coming to an end soon. We weren’t sure of what was going to happen. This made us hold back on a refit at my shop because I knew my contract with Trillium was ending. There’s just uncertainty and we were unsure whether it’s worth investing to refurbish the shop.” Vince Malone, Tenby Stores & Post Office, Pembrokeshire

“I’ve heard from others that Trillium are no longer interested in leasing those sites, or there may be significant rent increases. My advice would be to contact the NFSP and the Post Office as soon as possible. For some locations it may be challenging to find an alternate site, but if they can, the Post Office can help with guidance and perhaps even financial assistance.” Harry Goraya, Nisa Local Northfleet, Kent

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

Harry Goraya

NEWS

Reps told to up their game by indies MEGAN HUMPHREY RETAILERS have criticised supplier reps for having a “lack of power” when building relationships with them. The comments came at the ‘Convenience Today, Convenience Tomorrow’ event at the end of January. Speaking during a panel session, Amrit Singh, of Nisa Local High Heath in Walsall, said the supplier reps he has

dealt with have had a “lack of power”. “You tell them about issues and they say they’ll follow up, but it just �izzles out. What I want from a rep is someone who, if I’ve got an issue, they can get it dealt with,” he said. Singh added that reps need to have a better attitude when helping retailers. “It’s the attitude of the reps more than anything,” he said. “It needs to be about getting point of sale,

rather than just dumping stuff on us. Reps have got to come in to help you, not just to sell.” Mital Morar, owner of Ancoats General Store in Manchester, agreed. “I’ve grown up in retail and the days when reps would come in and have a relationship. But the message has become quite diluted,” he said. He added that technology was putting “genuine” relationships at risk. He said:

“Everything is going to a contact centre and technology is changing everywhere. A lot of things are being killed by technology. We need contact and someone who cares about what we do.” Figures released last week by analyst Him revealed that 72% of symbol and independent convenience store retailers regard their relationship with their reps as very important.

Customers choose based on parking spots STORES that offered shoppers a parking space were the most sought-after over the Christmas period. Speaking at data company Nielsen’s ‘State of the Nation 2020’ event in London at the

IT’S ANYTHING BUT AVERAGE

IAA BENCHMARKING

end of January, client team leader of retail services Aylin Ceylan told attendees that convenience came out on top as one of the areas that appealed to shoppers most during the festive period.

#IAA20

ARE YOU THE NEXT BEST SHOP? The Independent Achievers Academy gives you the tools to grow – it’s a springboard for success. Take part and see for yourself.

VISA’S RURAL CASH SCHEME

VISA has launched a new ‘access to cash’ scheme to encourage retailers to offer cashback to customers. Banks will pay a fee to retailers for processing cashback transactions made on Visa debit cards.

The initiative will target areas of the UK where access to cash has been shown to be difficult, such as remote and rural locations. ‘Access to cash’ follows a pilot scheme by Visa and Lloyds Banking Group.

Register your interest to take part in 2020 Visit betterRetailing.com/independent-achievers-academy or contact Aston Headley on 020 7689 3384

Singh’sbury Local store name under fire RETAILER Mandeep Singh Chatha has come under �ire from Sainsbury’s over his store name, Singh’sbury Local. The retailer has denied copying the supermarket. Instead, Chatha insists the name was created by merging his surname and the loca-

tion of the store on Bushbury Road in Wolverhampton. In 2017, retailer Jel Singh renamed his Singhsbury’s store in North Tyneside after a similar backlash. However, supermarket Morrisons backed his new choice, Morrisinghs.

PRODUCTS Strongbow adds ultra-low cider PRIYANKA JETHWA Heineken is launching Strongbow’s �irst low-alcohol variety, containing 73 calories per bottle, next month. Strongbow Dark Fruit 0.5% will be available in a 4x330ml pack with an RRP of £3.49, and aims to tap into the low- and no-alcohol trend. The supplier says the category is growing at 24% year on

year, and the new variety presents an opportunity for retailers to grow sales as many consumers continue to cut back on their alcohol intake. One third of 18-to-24-yearolds are teetotal, and as a result of this, the low- and no-alcohol cider category has grown by 25% in the past year. Cider’s share in the low- and no-alcohol beer and cider category is currently underrepre-

Glanbia unveils highprotein flapjack AS DEMAND for healthier, high-protein snacks grows, Glanbia Performance Nutrition has launched a BSN Protein Flapjack. BSN Protein Flapjack contains 17g of protein and has an RRP of £1.19. It comes in Cookies & Cream, Caramel Crunch and Chocolate Deluxe �lavours.

sented at 15.8%, verses cider’s share in the alcoholic beer and cider segment at 18.4%. Rachel Holms, marketing director for Strongbow at Heineken, said: “Thousands of Strongbow Dark Fruit fans will be happy – it’s a game-changer for low- and no-alcohol. People can now stick to their New Year’s resolutions and still enjoy the taste of Strongbow Dark Fruit.”

It is available from Unitas wholesale members and other selected wholesalers. The wider protein snack range from Glanbia Performance Nutrition also includes two varieties in its Optimum Nutrition range: Optimum Bar (£2.29) and Protein Crisp Bar (£2.29). Shoppers can also buy a Nutra-Go Low Sugar Protein Wafer (£1.79) that is part of its Nutramino range.

WKD gets darker with new fruit flavour WKD HAS launched a new Dark Fruit �lavour, available in 275ml and 700ml formats. WKD Dark Fruit will be supported with a marketing campaign spanning digital advertising, alongside PoS kits and social media. The new �lavour will be available in a 4x275ml format, and in £2.99 pricemarked packs (700ml), exclusive to independent stores. Nick White, head of alcohol brand marketing at SHS Drinks, said: “The launch of Dark Fruit will ensure that WKD remains relevant to its core 18-to-24-year-old target market, and continues to generate strong sales growth for convenience retailers.”

*RRP: For the avoidance of doubt, retailers are free at all times to determine their selling price.

11-24 FEBRUARY 2020 betterRetailing.com

Delice de France loves Valentine’s doughnuts DELICE de France has launched a limited-edition Valentine’s Heart doughnut. With an RRP of £1 each, the doughnuts are supplied frozen in cases of 36, and can be ready to serve in 90 minutes, helping to minimise wastage. The doughnuts are �illed with creme, decorated with pink icing, and topped with red and white sugar heart shapes and icing.

PRODUCTS

Advertorial

Mars adds three ice creams MARS Chocolate Drinks & Treats has added three new wrapped handheld single ice creams to its 2020 lineup. The �irst of the new impulse range is Maltesers Mint Ice Cream, RRP £1.79. The supplier says the launch is on the back of the fact that more than half of the UK population buy a Maltesers product every year. Following the success of the Skittles Cooler Ice Cream launched last year, the second is Skittles Cooler Crazy Sours Ice Cream, RRP £1.79. It comprises sours-�lavoured ice cream with crunchy pieces, wrapped in sorbet.

Finally, Twix Ice Cream, RRP £1.79, has chocolate with biscuit bits and caramel, and is the �irst time you can buy the brand in an ice cream format. The launches come as the UK ice cream market tops value sales of £1.1bn, and wrapped handheld ice creams dominate the category as the largest segment, worth £663m. The supplier says it is growing ahead of the market. Michelle Frost, general manager at Mars Chocolate Drinks & Treats, said: “We are con�ident that by bringing more confectionery favourites to the freezer, we will drive consumer interest, sales and repeat purchases.”

AVAILABLE to Nisa and Co-op retailers, Nestlé Confectionery has launched new KitKat Gold, comprising the original chocolate wafer with sweet caramel. Each bar contains four �in-

gers, and has an RRP of 85p. It follows the launch of KitKat Ruby and KitKat Matcha that was released last year. PoS is also available to retailers in the form of a stacker.

PRIYANKA JETHWA

Nick Brown Head of sustainability, CocaCola European Partners

Keep recycling front of mind with shoppers “WHILE disposing of waste responsibly and recycling have become a part of everyday life, 30 million tonnes of litter is still collected from the streets each year1. We therefore all have a role to play as suppliers and retailers to help prevent this from happening, and to safeguard a more sustainable future. “At Coca-Cola European Partners (CCEP), we are using our brands to encourage recycling with ‘Please Recycle Me’ on our 500ml bottle caps, alongside big advertising campaigns like our recent ‘Sending plastic around in circles campaign’ and PoS materials to help convenience retailers encourage recycling and remind shoppers that our soft drinks packaging is 100% recyclable. “We also support clean-up schemes like the Great British Spring Clean run by Keep Britain Tidy, an organisation we first supported 55 years ago. In 2019, we hosted 28 clean-ups with more than 300 colleagues, and we plan to mobilise even more of our teams this year to make a greater difference to the communities in which we operate. “Independent retailers are so often the focal points of their communities. This makes them ideally placed to help encourage recycling, and to get involved in clean-up initiatives like the Great British Spring Clean, which takes place from 20 March-13 April. The initiative provides a fantastic opportunity to engage with customers, working with them to take care of the environment while also helping to boost local pride and community spirit. “Retailers wanting to take part can download a guide and editable poster by visiting the sustainability section of our trade website, cokecustomerhub.co.uk. You’ll also find a quick link to the Great British Spring Clean website so you can register your event. “We’re also giving away free clean-up kits, containing litter pickers, gloves and high-vis jackets, to the first 50 customers who register their clean-up events on the Great British Spring Clean website and click on the CCEP partner drop-down – so make sure you start planning your community clean-up now.”

keepbritaintidy.org/local-authorities/reduce-litter/general-litter

Paint the town gold with KitKat launch

Batchelors Peas renews Betfred deal BATCHELORS Peas has renewed its partnership as of�icial partner of the Betfred Super League for the �ifth consecutive season. The partnership will drive awareness of Batchelors Peas through TV advertising, on-pack pro-

motions, digital and social media, and prize draws, focusing on its mushy and marrowfat peas. Batchelors will also be featured on match programmes and pitch perimeter boards. The campaign is expected to reach 10 million people.

Bira 91 enters UK craft beer market INDEPENDENT craft brewer Bira 91, manufactured by B9 Beverages, is now available in the UK. Bira 91 is available in three varieties, including Blonde Lager, White Ale and Indian Pale Ale. All have an RRP of £2.29 and come in 300ml bottles, with cans in development. On 1 April, the brand will begin advertising, targeting millennials in urban towns and cities across the UK, engaging in sampling and social media campaigns. As part of its global sponsorship with the International Cricket Council, it will run competitions to win moneycan’t-buy trips for consumers to �ly to Australia for the ICC Men’s T20 World Cup.

A smooth makeover for Marmite Peanut Butter AFTER the launch of Marmite Peanut Butter Crunchy last year, Unilever is adding a Smooth variety to its range. Available in a 225g jar, with an RRP of £2.50, the supplier says peanut butter sales have continued to drive the spreads category, growing at 3.1% year on year. It also states that 44% of new peanut butter shoppers prefer smooth to crunchy. Fikerte Woldegiorgis, foods brand experience director for UK and Ireland, said: “This launch will provide smooth peanut butter lovers with a new option, drive incremental sales and category growth, and it will also see us continue in our mission to provide better breakfast choices.”

Did you know you can still sell menthol tobacco after 20th May? The Menthol Ban does not apply to HEETS Turquoise and HEETS Blue.

To find out more about selling HEETS and IQOS devices and for information on our Buy-Back scheme register now at:

menthol-ban-retail.co.uk Scan here.

THE IQOS REVOLUTION. NEITHER VAPING, NOR SMOKING.

This product is addictive and is not risk-free. Not for sale to persons under the age of 18.

PRODUCTS

James Hall & Co spices it up JAMES Hall & Co, Spar’s wholesaler for the north of England, has extended its food-to-go range with the launch of six spicy snacks. The range forms part of the symbol group’s £3.50 meal deal. It includes six chilled snack packs, including onion bhajis (£1.35), chicken tikka samosas (£1.50), meat samosas (£1.35), vegetable samosas (£1.35), three chicken tikka samosas with chilli & garlic dip (£1.50), and three onion bhajis with a date & tamarind dip (£1.50). As part of its deli range, the supplier is also launching chicken tikka samosas (79p), onion bhajis

(79p), meat samosas (79p) and vegetable samosas (79p). Peter Dodding, sales and marketing director at James Hall & Co, said: “We launched Fazilas’ �irst foodto-go range in September, featuring a range of spiced wraps, �latbreads and sandwiches, which have proved a real hit with Spar retailers and their customers. “Fazilas champions the best in Asian spices, and this latest chilled snack range is an exciting addition to our range of spiced food-to-go options.”

VAPOURIZ’S new Vpod Re�illable Pod Kit is available in four colours, with an RRP of £24.99. The supplier says the re�illable and replaceable pod design makes re�illing and changing pods easy. It includes a long-life bat-

tery that is enough for a full day of regular vaping. The device enables the use of high-PG e-liquids and nic salts, and pairs well with 50/50 ranges, so is compatible with the supplier’s ranges, including 50/50 or Double Drip 50/50.

PRIYANKA JETHWA

SAPUTO Dairy’s new social media campaign for Vitalite Dairy Free Spread is aimed at driving awareness of the brand, while establishing its presence on Instagram. ‘Viva la Vitalite’ will also promote Vitalite’s on-pack partnership with online vegan cookery brand Bosh!, which enables a free trial of the new

New refillable Vpod Berry flavour combo pod kit from Vapouriz from Robinsons

Would Gü be my Valentine? DESSERT brand Gü has launched a limited-edition Valentine’s Day range, Love Notes. This will include themed packaging showcasing popular song lyrics with a twist, including ‘Everything I do, I do it for Gü’ on its Zesty Lemon cheesecakes, ‘I can’t help falling in love with Gü’ on its Zillionaire cheesecakes, and ‘I’m

in love with the shape of Gü’ on its Sumptuous Salted Caramel cheesecakes. The limited-edition packaging will be supported by the brand’s biggest advertising investment in recent years, led by an outdoor campaign that will include digital activation at London Waterloo station.

Saputo Dairy takes over social media

BRITVIC is adding a Blackberry & Blueberry �lavour to its Robinsons Fruit Creations range, designed as a premium option for adults. It taps into demand for squash that contains no added sugar, and has twice the amount of fruit compared with the core range. It will be available from this month in a 1l format, with an RRP of £1.99. Phil Sanders, out-of-home commercial director at Britvic, said: “We would recommend placing it alongside the core range, which consumers have come to know, in order to take advantage of the popularity of the Robinsons brand while encouraging shoppers to trade up.”

Bosh! Method Online Plan across promotional packs of Vitalite. Andrew Curzon, marketing manager at Saputo Dairy, said: “We’ve sought to capture the joy that comes with feeling good about your everyday lifestyle choices. It’s distinctive and disruptive, and will help Vitalite reach new audiences.”

Grenade gets reloaded with protein oat bars THE new Grenade Reload bar is made with oats and protein, and is designed for those looking for a healthier option in the snacks category. It is available in three �la-

vours, including Blueberry Muf�in, Chocolate Chunk and Billionaires Shortbread. It has an RRP of £1.19 per bar, and is low in sugar and is vegetarian.

Lentil Waves gets a makeover

Spar expands its speciality breads range

BURTS Snacks is giving its Lentil Waves a makeover with new packaging, with one in three shoppers now buying free-from foods. It will promote that it is certi�ied by Coeliac UK, and will carry the Crossed Grain trademark. As well as this, the entire range is free from added MSG, and is suitable for vegetarians, with most also suitable for vegans. Burts Lentil Waves are available in single packs with an RRP of 99p, as well as in multipacks of 5x20g with an RRP £1.80. It comes in three �lavours: Sour Cream & Chive, Sweet Chilli and Lightly Salted.

WHOLEMEAL tortillas (£1), mixed herb tortillas (£1) and wholemeal pittas (80p) will be joining Spar’s speciality breads range. Myles Mersh, assistant brand manager at Spar, said: “We know wholemeal is driving the category because of its nutritional bene�its, and by capital-

ising on the performance of the entire own-label range of speciality bread and sandwich alternatives, the introduction of these three products will give the category a boost.” The symbol group will be supporting the launch of the new range with a digital campaign.

11-24 FEBRUARY 2020 betterRetailing.com

Coca-Cola European Partners calls on VitHit secures Londis retailers to support Great British Spring Clean and Budgens listings COCA-COLA European Partners (CCEP) is partnering with the Great British Spring Clean again this year and is calling on retailers to get involved. Last year, more than half a million people took part in the event, cleaning up more than 4,300 tonnes of litter across the country. This year, the initiative will take place between 20 March and 13 April. Aman Uppal, of One Stop Mount Nod in Coventry, said:

“I took part last year as I felt it was a great way of giving something back to the community. It’s about protecting the planet for future generations.” Nick Brown, head of sustainability at CCEP, added that Keep Britain Tidy’s Great British Spring Clean brings people together to clean up local areas. Retailers wanting to host an event can download a free guide and poster from the CCEP Customer Hub.

CLOETTA has relaunched Chewits with a new design across its packaging, website and social media channels. The supplier is also focusing more on its revamped ambassador, Chewie the Chewitsaurus, a dinosaur character. To advertise the relaunch, the brand will be running giveaways across its social media channels, with new products joining the range later this year. The new packs are avail-

able now, and feature across all ranges including Chewits Chews, Chewits Xtreme, Chewits Juicy Bites and Chewits Laces & Wands. Sarah McDermott, brand manager at Cloetta, said: “We are excited to be relaunching Chewits with a new look and upcoming products that are set to explore bold new �lavour combinations and formats. Chewits Chews are still the same �lavour and low in calories.”

FUNCTIONAL drinks brand VitHit has secured nationwide listings with Booker Retail, after �irst being listed with McColl’s in 2018. VitHit is a nutritional vitamin drink, offering healthconscious shoppers an alternative in the soft drinks category. It comes with an RPP of £1.40. Each bottle of the drink contains juice, water, tea and

at least seven vitamins. VitHit UK sales director Ryan Hacker said: “We are delighted to announce our expansion in the convenience channel, increasing our visibility with on-the-go consumers, offering a functional drink in a range of six fruity �lavours. VitHit is growing at 64.2%, driven by increased distribution and rate of sale.”

A new look for Chewie the Chewitsaurus with Cloetta’s packaging relaunch

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PRODUCTS

Maltesers get a minty upgrade PRIYANKA JETHWA FOLLOWING the launch of Maltesers Buttons in 2018, Mars Wrigley UK has launched a mint �lavour for the bite-sized brand Mint Maltesers Buttons will be available from 9 March in a range of formats, including single (RRP 66p), treat bag (£1.19), treat bag extra free (£1.19) and pouch (£2.09). As one of the brand’s biggest launches of 2018, Maltesers Buttons became the bestseller in the confectionery category, worth £19.3m in sales. Mint-�lavour products have grown by 34% over the past 12 months, and the supplier

says the launch aims to drive new consumers to the segment, capitalising on the big night in and sharing trend. The launch of Mint Maltesers Buttons will be backed by a £600,000 advertising campaign, with social media investment across Snapchat, Twitter, Instagram and Facebook. The brand aims to reach millennials online, as well as through outdoor advertising. Laura Boothroyd, Maltesers senior brand manager, said: “Over the past three years, we have seen the success of Maltesers Buttons, with more than �ive million households purchasing them, and more than two million repeat purchasing.”

11-24 FEBRUARY 2020 betterRetailing.com

Meat-free tenderstrips from Naked Glory KERRY Foods is expanding its Naked Glory range with the launch of meat-free Tenderstrips. The range will be available in three �lavours – Roast, Tikka and Smoky BBQ – designed as an accompaniment to dishes that typically contain chicken, such as fajitas and curries. Following the launch of its meat-free quarter pounders, mince and sausages last year, Tenderstrips will be rolling out across convenience over the next few months. According to the supplier, sales of meat alternatives continued to grow in the past year, rising by 18% to £474.5m. The new range will be supported by a digital advertising

and a social media campaign, as well as shopper marketing over the coming months.

Wall’s launches Lean & Mean chicken roll

Ben & Jerry’s launches The UK’s number-one bite-sized cookie dough Zinfandel – again

WALL’S Pastry has launched Lean & Mean Chicken Jumbo Roll, available to independents from April with an RRP of £1.25. Wall’s Lean & Mean Chicken Jumbo Roll is made with chicken thigh, onion, garlic, nutmeg and a blend of herbs, and contains 324 calories. Also available from April is a four-pack of Lean & Mean Chicken Rolls with Sage & Onion, RRP £1.75. Michael Holton, Wall’s Pastry brand manager at Addo Food Group, said: “The chicken rolls are ideal for shoppers wanting to reduce their red meat consumption, and offer something a little different for consumers who are looking for products containing more protein.”

UNILEVER has added Chocolate Chip Cookie Dough Chunks to its Ben & Jerry’s range, available now with an RRP of £4. Chocolate Chip Cookie Dough Chunks comprise small chunks of cookie dough, found in the brand’s original Cookie Dough ice cream. Available in a 170g bag, Cookie Dough Chunks contain

six servings and are safe to eat raw, as the recipe contains pasteurised eggs and heattreated �lour. A spokesperson for Ben & Jerry’s said: “Ice cream fans have been calling out and asking us to ‘free the chunks’ for a while now, so we’re delighted to be able to give them what they want.”

PREMIUM Californian wine brand Carnivor is still the UK’s number-one Zinfandel, after taking the top spot in 2018. Part of E&J Gallo Winery’s premium range, Carnivor had a successful 2019, and is currently the third top premium USA brand, with volume up 39%. Its Zinfandel variety has been going from strength to strength over the past year, with the wine having the �ifth highest repeat purchase rate of all premium still red wines. Carnivor Zinfandel has an RRP of £10.

Haribo’s largest on-pack promo

Weetabix showcases Nestlé Cereals partners new £11m campaign with ParalympicsGB

CELEBRATING 25 years of Starmix, Haribo has unveiled its biggest on-pack promotion, giving shoppers the opportunity to win prizes every hour for six months. The promotion runs until July, and the prizes offered include Xbox games consoles, activity days and board games. One lucky winner will also win the grand prize of a 10-night stay in Florida. This prize will be up for grabs until November. The on-pack promotion will feature on share-size bags of Starmix, Tangfastics and Supermix, highlighted with an on-pack �lash.

WEETABIX has launched a new advert building on its ‘Have you had your Weetabix?’ campaign. As part of its £11m marketing push, it will showcase the

advantages consumers can gain from eating Weetabix. It will run across TV, Facebook and YouTube, and the supplier says nearly nine out of 10 people will see it.

NESTLÉ Cereals has partnered with ParalympicsGB to launch a new campaign encouraging families to lead a more active lifestyle. There will be new pack designs for eight Nestlé cereals, including Cheerios, Shredded

Wheat and Shreddies, and ParalympicsGB athletes, including Will Bayley, will get involved, sharing top tips online on how to keep �it. There will also be prize giveaways, including tickets to attend the games in Tokyo.

The sustainability issue: get ready, and get ahead

The Retail Success A MUST-READ FOR PROFIT-DRIVEN INDEPENDENT RETAILERS

Handbook

SUSTAINABILITY

On sale 13 March, don’t miss out

Only £4.99

How to save money, win customers and make a difference

Don’t miss our comprehensive guide to how you can run a more sustainable business, and increase your profits at the same time. Hear directly from independent retailers at different stages on their sustainability journey, who have understood the change in consumer behaviour, recognised environmental issues and have not only profited from implementing sustainable ideas, but have also future-proofed their businesses for years to come.

PLUS • Learn how to easily manage your overheads, reduce waste and recycle efficiently • Expert viewpoints from innovative retailers and suppliers • Actionable tips on sustainability topics ranging from self-service snack dispensers to deposit return schemes and plastic alternatives • Supplier directory enabling you to discover the products and services you need

Order your copy from your news wholesaler today, or contact Kate Daw on 020 3871 6490

DON’T MISS THE 21 FEBRUARY 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

ASDA: What do retailers think of

the new Deal Depot cash and carry?

“I SUSPECT the model will appeal more to members of the public than independent retailers. A lot of retailers who use a cash and carry purchase a lot of stock, so the six cases per line limit won’t appeal to them. I don’t think it will be able to compete with the likes of Costco because it doesn’t have as many products.”

Ketul Desai, Nisa General Store, Tufnell Park, London

RETAIL CRIME: How will plans this year help to tackle the problem?

Get your business prepared for Ramadan

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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

“THE publication of the government’s response to the call for evidence on violence against retailers will be a key moment in protecting retailers in our shops, and we hope that the government will engage seriously with us to tackle the problem that is affecting all in the retail sector.”

The level of under-reporting means information is missing

“THE level of under-reporting means that information is missing and we are unable to understand the full picture of impact from retail crime. Although we are a long way off, we are trying to create a system that makes it easier for businesses to directly report crime online.” Patrick Holdaway, chief inspector, National Business Crime Centre

Stuart Reddish, national president, NFRN

TELEGRAPH: What is the impact of its price rise and margin cut?

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Natalie Lightfoot, Londis Solo Convenience, Glasgow

It’ll appeal more to the general public than independent retailers

Get ahead of the curve and capitalise on the most innovative chocolate trends in 2020

PLUS

“I THINK Tesco will go down this route in the future. The concept makes me wonder if Tesco merged with Booker to further understand wholesale. When they want to shift the volume, they need to �igure out the price elasticity of a case of products and all else that entails with wholesale and us.”

“THE move is seriously making me consider whether to continue providing it. The 50p-aweek rise will kill off casual readers, and the below 20% margins will hasten the number of stores switching off news and magazines altogether. The short notice meant charges for the week had already been sent.” Brian Webb, Webbs of Leverington, Cambridgeshire

“WE sell about 100 a day and about 80% are subscribers, so they won’t see it. Telegraph customers are quite loyal and they normally accept a price rise, but a 25% rise is unheard of, as far as I know. I’ll be switching out a rival title if there is bad weather or a rerun, whereas I used to drive to the depot.”

I’ll be switching out a rival title if there’s a rerun

John Vine, Newsworld, Church Stretton, Shropshire

UNITAS: How will its new ‘Box Out’ initiative benefit retailers?

It’s about taking away the risk

“OUR new initiative will be launched imminently and will aim to take the risk away from sending new products into stores. There will never be competing supplier products – retailers won’t get two products from two different suppliers offering pet food, for example.” John Kinney, sales and marketing director, Unitas

“THIS is good for retailers. I always look to add the latest trends to my store as it tells customers you’re a destination for new products. There’s a risk of not getting a return when you add new products, but that’s true of anything. You have to give it a go.” Amrit Singh, Nisa Local High Heath, Walsall, West Midlands

LETTERS

11-24 FEBRUARY 2020 betterRetailing.com

jeet bansi

Letters may be edited

Meon Vale Londis, Stratfordupon-Avon

C-stores must maximise sales from special occasions, and spring is the best time to do it

‘I owe £1,000 after chequecashing centre closure’ I’M getting in touch to warn Smiths News customers regarding the closure of the wholesaler’s chequecashing centre, known as the National Accounting Centre, at Centurion House, Centurion Way, Cleckheaton BD19 3QE. I was unaware that it had closed until I received a phone call from Smiths News’ call centre in late January. The caller warned me that I had outstanding payments owed on my account. It was very alarming – in all the years I’ve been trading, I’ve always paid on time, so I asked the call centre worker to check back through my account. They con�irmed this was the case.

The closure meant they had not cashed the last two cheques sent, leaving me with outstanding amounts of more than £1,000 owed. They said I could have my supply cut off because of it until I explained the issue. I’ve been informed that the new cheque-cashing address for Smiths News is in Shef�ield. They said the move was in order to improve their cheque handling processes. I understand that Smiths News would prefer for stores to set up direct debit payments, but I prefer to be able to check the accuracy of each bill before it comes out of my account. Unfortunately,

Smiths News refuse to take BACS payments, which would seem to be the most hasslefree option for both partners. Jack Bhatt, Universal Newsagent, Highbury, London

A Smiths News spokesperson responds: “Smiths News is committed to continuous improvement in the quality and consistency of its service levels. We have started to transfer some of our �inance activities over the past few months. “This transition work is well under way, and, as a result, we have taken the decision to close our Bradford of�ice with immediate effect.

TWEETS OF

“Our customers should see no impact on their day-today trading, but anyone who has had contact with our �inance department in Bradford should be aware these roles have now been moved. If customers need to send anything to us via post, the address to send any correspondence to is Smith News, Unit 1, Meadowhall Business Park, Carbrook Hall Road, Shef�ield, S9 2EQ. However, we have postal redirection in place for forwarding post from the Bradford address. “Those who have sent post to the old location should not worry about their post being received.”

THE WEEK

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TO ENTER Fill in your details at:

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OUR big goal for 2020 is getting the most from seasonal activity and promotions. A major change for us has been stocking designer perfumes, such as Dolce & Gabbana, Joop! and Tommy. We started stocking these over Christmas, and they performed well, so we’re also going to be pushing them in the run Each issue, one of seven top up to Valentine’s retailers shares advice to Day, Mother’s Day make your store magnificent and Father’s Day. We can get these designer perfumes from an online wholesaler that we’re registered with. We stock the perfumes behind the counter, and have moved our winter remedies to the shop floor. This has boosted impulse sales on cold and flu medications. For each major occasion, we set up a designated promotional area near the store’s entrance. This year we’ll be stocking gift boxes for the first time, along with bottles of prosecco and chocolates. It’s all about reminding shoppers that they can get these things in our store, they don’t have to go to the supermarket or the high street. It also encourages impulse buys – we’ve seen a lot of customers picking up bottles of prosecco, for instance. Planning ahead is vital. You need to look back at what you did last year, think about what you could improve upon and what you could do differently. This is how we came up with the idea to start stocking gift boxes. We’re already thinking about Christmas 2020, because last year is still fresh in our memory. We’re looking into ideas such as hampers and bouquets of flowers to make sure we get the most from special occasions.

Very proud moment. Delighted to unveil the newest title in Newtrade Media’s stable – Vape Retailer. @PriyankaJethwa_ @UKJTI @VampireVape @bluvapingUK @BATPress @JUULvapor @AquaVapeUK @LibFlightsUK @vapouriz @ChrisDillonNT

Many thanks to all the partners that helped us make #NFRNAwards20 possible.Thank you. Like to also say a huge thanks and congrats to all our members, either ﬁnalist or winners, this evening.You are the stars.The community champions, backbone of retail and supporter of brands. @gregdeacon Brilliant explanation! @MitalMorar on the beautiful USP of the convenience sector: “I only popped in for milk” – it’s about creating a customised yet informed experience.We need to balance data with human connections @cirklepr @TWCGroup @betterRetailing #CTevent @ASearley

Example of a Valentine’s Day display from Nisa Stilton – Jeet is currently working on a display in his store

Get in touch

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

CATEGORY ADVICE BREAKFAST

11-24 FEBRUARY 2020 betterRetailing.com

MAKE THE MORNING YOURS With shoppers increasingly expecting their local shop to offer breakfast to go, TAMARA BIRCH explains what retailers need to do to change their offer and drive sales

FINDING A BALANCE BREAKFAST is the fastest-growing meal that is eaten on the go, so it’s vital retailers offer the right range for their customers in order to encourage repeat visits. Country Choice customer insight & category management marketing manager Hannah Morter says the most significant trends are at opposite ends of the spectrum. “While many consumers are looking for a healthy breakfast, just as many are looking for a large and indulgent one, such as full breakfast baps and baguettes,” she explains. According to Morter, croissants remain a popular choice, with a sales growth of 15% year on year. To capitalise on both

trends, it’s important retailers offer an attractive range and give their shoppers the option of being indulgent or choosing a healthier alternative, such as fruit or porridge. Health trends still continue to dominate shoppers’ needs, so offering a choice is crucial. Stocking low-calorie options, such as Belvita 30% Less Sugar or green tea, is just one way to meeting growing health demands. Cereal Partners UK marketing director Toby Baker says health remains a priority for consumers. “Health means different things to different people – ranging from digestive wellness to reduced sugar in the diet.”

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Cereal Partners recommends stocking breakfast options catering to different health needs, as well as focusing on protein to “positively impact consumers’ energy levels”. Protein is a significant trend when it comes to breakfast. “Thirty-five per cent of all

breakfasts are represented by fuel-driven needs,” explains Baker. “Consumers perceive cereals with higher protein or wholegrain content to positively impact their energy level and, as such, it is important to drive awareness of these products.”

Toby Baker, marketing director at Cereal Partners UK, highlights the trends retailers need to be aware of to achieve high sales in the breakfast category “THERE have been four key trends identified as growth drivers: portability, fuel, health and excitement. Driving cereals in convenient and portable formats is essential to facilitating hassle-free eating out of home. We expect to see growth for products that target specific health and wellness needs, for adults and kids alike. “However, research also shows that while consumers want to eat more healthily, there are also occasions during the week, and particularly at the weekend, when consumers are looking for a more indulgent, taste-led breakfast. Therefore, products that make cereal feel exciting, offering inspiring and tasty new flavours, are expected to be key growth drivers. By taking these key trends into consideration, retailers can begin to future-proof their ranges and help drive category sales as a result.”

GREAT STARTS WITH WHOLE GRAIN

® Reg. Trademark of Société des Produits Nestlé S.A. Shredded Wheat is low in saturated fat. Reducing intakes of saturated fat helps maintain normal blood cholesterol levels. Enjoy as part of a healthy diet and lifestyle. Shreddies is high in fibre and provides a source of iron which contributes to normal energy-yielding metabolism, as part of a varied diet and healthy lifestyle. Multigrain Cheerios is a source of calcium which is needed for maintaining normal bones. It’s important to have a varied, balanced diet and healthy lifestyle.

CATEGORY ADVICE BREAKFAST

CAPITALISING ON HOT DRINKS WITH shoppers looking for a morning energy boost, investing in a range of hot drinks products will help drive sales. Similarly, installing a hot drinks machine can ensure you’re there for your shoppers throughout the day. Michelle Jee, Tata Global Beverages’ out-of-home senior brand manager, says that when you are deciding if a hot drinks machine is right for you, you should first consider if you have enough footfall to justify the investment.

If it isn’t worth it or you don’t have the space, offering ‘on the go’ coffee cups is a viable alternative for driving sales in the morning rush. This will also minimise spillage and waiting times for your shoppers. “With growing interest in healthy living, ‘healthier’ teas such as green and fruit teas usually offer a higher pence per serve and can deliver a higher margin than other everyday teas,” says Jee. Fruit teas can attract younger shoppers in store, with 59% of

18-to-34-year-olds stating they will opt for premium options. Hot drinks shoppers are likely to purchase additional products, such as pastries or cakes, so stocking hot drinks close to the bakery category will help drive sales. Jenny Bayliss, sales operations director at Delice de France, says: “By positioning our range of counter-top and floor-standing units near to a coffee offering, retailers can tap into the impulsive nature of bakery shoppers.”

BREAKFAST ON THE GO AS WELL as bakery, retailers can make the most of on-the-go breakfast shoppers by stocking a range of portable breakfast cereal pots, such as the ones offered by Cereal Partners, available in Shreddies and Shredded Wheat Honey & Nut. Breakfast biscuits are another essential part of your on-thego range. “The breakfast biscuits market is worth £82m and taps into the consumer need for a convenient and tasty way to have breakfast in their busy daily lives,” explains Susan Nash, trade communications manager at Mondelez International. “The growth opportunity in the range is driven by multipacks or takehome packs, so retailers should ensure they stock up on these formats to maximise sales.” Cereal Partners says that breakfast on the go is growing rapidly, reaching nearly three million consumers. “To facili-

tate hassle-free eating away from home, driving cereals in convenient and portable formats is essential.” As well as merchandising breakfast biscuits and bars effectively to cater for on-thego purchases, incorporating breakfast options into your food-to-go offering will help drive sales. Atul Sodha, of Londis Peverills in Greater London, offers freshly baked goods including croissants, chocolate twists and maple pecan twists to keep his shoppers returning. “Our food-to-go range is what sets us apart from the competition and makes us unique. Shoppers are hungry in the morning, and it’s important I keep my shoppers happy,” he says. Breakfast on the go is now a routine for many people, and Morter says: “The best way for retailers to grow their breakfast sales is to ensure that availability is reliable.”

muststocks Belvita Seeds & Berries Launched in 2019, Belvita Seeds & Berries is available in two flavours: Raspberry & Chia Seeds and Blueberry & Flax Seeds. In addition, Belvita also launched its first-ever reduced-sugar variety, Belvita Chocolate Chip, which has 30% less sugar. Each launch was supported with a £3.5m marketing campaign. Tetley On the Go A great solution for offering a takeaway service for retailers without a hot drinks machine. Tetley On the Go includes strong and tag bags, branded, double-wall insulated cups, and sip lids, which reduce fuss, spillages and mess. Offering a well-known brand will reassure shoppers on taste and encourage return visits. Country Choice vegan croissant Croissants remain popular breakfast items, with sales up 15% year on year, according to Country Choice’s Morter. With veganism on the rise, you can capitalise on the opportunity by adding the Country Choice vegan croissant to your growing bakery range. Nestlé Box Bowls Nestlé Box Bowls is a convenient single-serve portion of cereal presented in a cube-shaped box. The new format lets consumers eat cereal straight from the box – just add milk. Box Bowls is available in Shredded Wheat Bitesize, Original Shreddies, Frosted Shreddies, Multigrain Cheerios, Honey Cheerios and Nesquik.

CATEGORY ADVICE CRISPS & SNACKS

11-24 FEBRUARY 2020 betterRetailing.com

SAVOUR NEW OPPORTUNITIES Crisps and snacks is an established convenience core range, but that doesn’t mean there isn’t space to develop it in your store, write DARYL WORTHINGTON and TAMARA BIRCH

CORE OPPORTUNITIES CRISPS and savoury snacks are convenience store staples, but to get the most out of the category it’s vital to look at the new opportunities that are appearing. Premiumisation, for example, is a much-discussed food and drink trend, and that is certainly the case in savoury treats. If customers are looking for premium lines in your store, they will definitely be doing so in your crisps and snacks. Free-from is another trend you should reflect in your range, to ensure you’re maximising sales.

Meanwhile, the rise of the big night in means it’s vital to stock a variety of grab bags and multipacks. Perhaps one of the biggest trends to affect the category, though, is changes in people’s lifestyles. “People are doing a lot more snacking than they used to,” says Barry Patel, from Nisa Marsh Farm in Luton. “We’ve seen the whole section grow in our store over the past few years. People seem to be moving away from confectionery and going out less, instead eating snacks at home.”

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Peter Patel, Costcutter Brockley, Lewisham, London “Picking up beers goes hand in hand with picking up sharing bags of crisps. That’s why we have them stocked next to our off-licence section and close to our soft drinks. We have the single bags of crisps and snacks in the confectionery aisle, but we’ve put soft drinks, alcohol, and crisps and snacks together for a big night in section. “This section has proven to be a really good one for us, and we sell a lot more of the bigger bags of crisps than we do of the single-serve bags. “The Eat Real range does really well for us. We also have a range of premium Tortilla-style crisps, which cost £5 a bag, but they’re still selling really well.” ● Learn more about Peter Patel’s store on the back page of this issue

CATEGORY ADVICE CRISPS & SNACKS

KEEPING ON TOP OF THE BIG TRENDS What to stock

Walkers Max Double Crunch The potato crisps category is growing, which can largely be attributed to flavour and texture, according to PepsiCo’s Walkers Max brand manager, Katherine Cook. Walkers Max Double Crunch is available in four flavours: Bold BBQ Rib, XXL Chicken & Chorizo, Loaded Cheddar & Onion and Original Sea Salt. RRP £1.99 (sharing bags), 85-90p (grab bags) Wotsits Flamin’ Hot and Sizzling Steak Flamin’ Hot and Sizzling Steak are the latest additions to the Wotsits brand. Both flavours are available in grab bags, £1 price-marked packs, sharing bags and multipacks. Each multipack bag contains less than 100 calories and is suitable for vegetarians. RRP £1 PMP (50g pack), £2 (sharing bags), £1.25 (multipack) Doritos Flamin’ Hot Tangy Cheese Doritos Flamin’ Hot Tangy Cheese follows the success of the Flame Grilled flavour launch last year. The new flavour is available in 180g, 150g and 70g PMP formats. PepsiCo says the flavour is perfect for sharing on those cold nights in. RRP £1.99 (180g), £1.87 (150g), £1 PMP (70g)

LOOKING at the big trends shaping crisps and snacks can be a great starting point to get new ideas for your range. Ninety per cent of shoppers visit a convenience store several times a week, with the market set to grow by £6.9bn in the next five years. With busy lifestyles, shoppers will opt for purchases they can consume on the go, such as crisps and savoury snacks, to get them through the day. Health trends remain strong,

with 22% of shoppers saying health is the most important factor when buying crisps and snacks. Some shoppers are making lifestyle changes, reducing their calorie intake to improve their health, so it’s important retailers cater for these missions where possible. According to KP Snacks trading director Matt Collins, “single-portion packs help more than half of consumers (54%) control their daily calorie intake, with 52% saying that

healthy aspects of snacks – like fibre – make an indulgent snack more acceptable”. Cofresh’s director of commercial sales and marketing, Debbie King, says consumers’ preference for healthier snacking is showing no signs of slowing down, and that “the sector is experiencing significant and sustained growth, so maximising your range is key”. Younger people are actively seeking healthier snacks – other than fruit and vegetables – to en-

sure they have variety and keep themselves motivated. Retailers should therefore cater their range to stocking new and innovative products in the category to drive sales and increase spend. Flavour still remains an important component, with 51% of shoppers saying it’s the main purchase driver for the category. Build your range with a variety of flavours, as well as offering plain flavours such as ready salted or sea salt, to cater for the majority of your shoppers.

RANGING RIGHT HAVING the right range in store is vital to achieving high sales and increased spend. Consumers are willing to pay a premium for new or favourite snacks, while offering crosscategory promotions can be a great way for retailers to become a one-stop stop. “Clear messaging of crosscategory deals and interrupting the shopper with clear snacking zones will also help drive an uplift in sales,” advises KP Snacks’ Matt Collins. Stocking well-known brands in your range can lead to higher spend, as 37% of shoppers

cite ‘brand recognition’ as an important factor when buying crisps or snacks. Depending on your customer base, stocking a mix of known brands and value brands means you’re catering to a wider range of customers – giving them a choice. “Stocking a key range that caters for top-up missions is vital and promotions with themes such as big night in can be a great way to increase spend, as more than half of shoppers (51%) say they’re more likely to visit their local stores if they offer these,” explains Collins.

McCoy’s Muchos McCoy’s Muchos are available in three flavours: Nacho Cheese, Smoky Chilli Chicken and Cool Sour Cream & Onion. The quesadilla-shaped tortilla chips are just one of the latest products added to KP Snacks’ range. RRP £1 PMP Hula Hoops Flavarings Hula Hoops Flavarings was designed to tap into the demographic of shoppers who are looking for sharing snacks. Hula Hoops Flavarings is growing at 11% year on year, with the entire Hula Hoops range currently worth £128m.

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RRP £1 PMP Kettle Vegan ‘Sheese’ & Red Onion Kettle teamed up with dairy-free brand Sheese to use its Red Leicester-style product for this vegan snack. Available to Budgens and Londis retailers, the alternative Cheese & Onion flavour has a RRP of £1.99. RRP £1.99 Cofresh ‘Grills’ range Cofresh’s range of savoury mixes includes Khatta Meetha and Chilli & Lemon Bombay Mix, as well as three additional flavours: Sweet Chilli, Peri Peri and Chilli Cheese. “By taking our bestselling Chilli & Lemon flavour and applying it to Asian Mix, we’re targeting the new generation who are seeking to take on traditional flavours,” says Cofresh’s Debbie King. RRP £1

Barry Patel, Nisa Marsh Farm, Bedfordshire “I’D SAY crisps and snacks are about 7% of our business, because we’re near schools. They’re really important for us. We’ve diversified our range recently and taken in the Cofresh lines as well as various spicy snacks. We’ve got confectionery and snacks in one aisle, but we’ve also got standalone units dotted around the shop – next to the beer fridge, for instance, or near the tills. That’s because impulse is really key with crisps and snacks. “We offer healthier options. We do a big selection of vegetable crisps, including crisps made out of beetroot. These are selling really well, especially during Veganuary. Lots of customers would rather eat something made out of beetroot than potatoes, because they think it’s healthier.”

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NEW IDEAS STOCKING the well-known names from the big brands is, of course, the best starting point for crisps and snacks. But retailers are also using a number of different ideas to go beyond this in their range, to make it really stand out. For many shoppers, sustainability is a massive concern. Emily Spencer-Mawer, from Brenda’s

of Norwell in Nottinghamshire, saw this was definitely the case among her customers. With that in mind, she started stocking the Two Farmers range of crisps, as these come in 100% compostable packaging. Meanwhile, Barry Patel, from Nisa Marsh Farm near Luton, has found success stocking a range of nuts.

“We have a wholesaler who supplies us with a variety of seeds and nuts. We sell Brazil nuts and walnuts, and they sell really well,” he says. “This is because customers buy them to mix into their cereals, but they also eat them as an alternative to crisps. Nuts snacks have become a key part of our crisps and snacks range.”

top tips Five ideas to try in your store Broaden your range: Even if price-marked packs and the big brand names are your bestsellers, it’s worth trialling some premium or free-from options to see if they attract your customers’ attention. Think sustainably: More customers than ever are concerned about their environmental impact. If this sounds like your shoppers, look for suppliers who offer environmentally-friendly packaging and flag these up in your range. Seeds and nuts: Stock a range of seed and nut snacks. Many will see these as a healthy alternative to crisps, and, as well as being a snack on their own, can also be mixed into cereals. Location: Try stocking your bigger sharing bags next to alcohol and soft drinks to boost sales around the big night in and keep single-serve packs in your confectionery aisle. Consider putting standalone displays near food to go and the tills as well. Try the latest products: Keep on top of the newest launches from the big brands. Look out for the products that are receiving the biggest marketing push and stock these in your store, as they’re the names customers will want to try.

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CATEGORY ADVICE CHILLED FOOD

COOL TRENDS More retailers are finding that chilled foods are vital for their store. TOM GOCKELEN-KOZLOWSKI takes a look at the big trends you need to keep an eye on

CHANGING MARKETS YOU can tell whether a convenience store has kept up to date with the changing market by simply looking at the breadth and quality of their fresh & chilled range. From scratch cooking to gourmet ready meals, such as the Cook range, customers expect meal-for-tonight options from their local shop and are likely to go elsewhere when they’re not available. So, how can retailers manage this now-critical range? “Group formats and brands together to help shoppers find what they’re looking for, and use manufacturer PoS to highlight key products and launches on the fixture,”

recommends Susan Nash, trade communications manager at Mondelez International. Yet, before fine-tuning catego-

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ry management can have an effect, stores need to have the best, most relevant range possible. It begs the question: how

can this category be used to build a store’s reputation as a go-to location for evening meals and more?

Dean Holborn, Holborn’s, Redhill, Surrey “WE’RE lucky that we’re supplied with our chilled products through Blakemore and they have a phenomenal range. It’s the better end of the range that’s growing – people want to know about what they’re eating and people want options. “Right now, our frozen is doing well, too – we stock a brand called Gourmade. “These days, people are as likely to opt for a frozen ready meal as a chilled one – frozen looked like a dead category a few years ago, but it has become popular again. “When it comes to our fresh, we have used the same fruit and vegetable supplier for 20 years, Hillards. Fruit and vegetables have always been an important part of our offer and Blakemore realises we have that direct relationship with Hillards.”

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THE BIG TREND WHEN it comes to trends in fresh & chilled, there is none bigger than the rise of meatfree diets, whether that’s the spike in veganism or the emergence of so-called flexitarians. “More than half of shoppers now say they would like a greater choice of more convenient vegetarian and vegan food options, so, at Nisa, we have increased the amount of plant-

based ready meals and pizzas available, particularly with Co-op’s meat-free Gro range,” says head of marketing at Nisa Philippe Rondepierre. Overall sales of vegetarian and vegan food have risen by 30% at the symbol group in the past year. Suppliers and wholesalers are increasingly realising that catering to this market is now es-

HEALTHY SNACKS THERE are other ways the chilled category is widening its appeal (and that of convenience stores in general). As shoppers’ concern about sugar intake has grown, snacking cheese has provided a healthier way to beat hunger between meals. “While snacking categories have historically been associated with unhealthy foods, recent backlash against sugar and processed carbohydrates has seen more Brits paying attention to the nutrition label before purchasing,” says Anca Lazar, brand manager at Cathedral City Snacking. “Almost four in 10 consumers now claim to look for a healthy product

most of the time when choosing a snack.” Cathedral City Snackbar, Cathedral City with Pickle and Cathedral City Lunch Pack stand alongside competitors such as Mondelez’ Dairylea Snackers in a segment that is growing in range, as well as revenue. “Nine out of 10 households buy snacking cheese each year and, on average, purchase at least once a month,” says Mondelez International’s Susan Nash. “From highly-versatile cream cheese, to on-the-go cheese snacks, spreads and cheese slices, it’s important to be able to offer shoppers a snacking cheese option to meet their needs.”

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Monisha Singh, shopper marketing manager, Kepak Consumer Foods Food-to-go trends to help drive the growth of chilled in convenience Destination stores: Retailers should look at developing key footfall drivers, such as food to go, to position themselves as a daily destination for shoppers, replacing the sales decline in traditional categories such as news. Meal deals: While the lunchtime meal deal is a familiar and successful driver of food to go, other missionspecific deals are taking a bigger role in developing baskets, such as bundle deals in meal for tonight. Ease of shop: It’s important to simplify your store’s journey and make shopping easier and more efficient for consumers. Use tailored planograms to optimise your chilled fixture. Kepak has worked with retailers and launched a trade site to support and educate retailers to help make their fresh & chilled area more effective in growing sales.

sential in a modern, progressive convenience sector. Brands that were once strictly associated with on-the-go convenience are also waking up to the opportunity. Kepak’s microwavable burger brand, Rustlers, launched its first vegetarian product last year to cater to the growing demands for meat-free options. “Rustlers Moroccan Vegetar-

ian Burger (RRP £2), made with chickpea, grated carrot and coriander, and served with mango chutney and a yoghurt & mint sauce, has been developed to drive penetration among younger shoppers,” says Monisha Singh, shopper marketing manager at Kepak Consumer Foods. The company believes the product could add £2m in incremental sales to the category.

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Susan Nash, trade communications manager, Mondelez International Top tips for merchandising fresh & chilled Focus on the top sellers with brands shoppers know and trust, and avoid duplication. Position the bestselling lines in highly visible locations on the fixture (central on the fixture, within the shopper’s eye line), and increase product visibility by front-facing rather than penny-stacking. Group formats and brands together to help shoppers find what they’re looking for. Use manufacturers’ PoS to highlight key products and launches on the fixture. Meet top-up missions by stocking small packs rather than larger, bulkier ones – 59% of shoppers walk to stores. Meet on-the-go missions – stock cheese snacking lines with sandwiches and drinks.

MEALS FOR TONIGHT AS well as a staple of many family recipes, cheese can also be the cornerstone of a mealfor-tonight range, and suppliers are working hard to make sure their products meet the needs of modern shoppers. Saputo Dairy – brand owner of Cathedral City as well as Vitalite and Clover – has focused on developing lactose-free and dairy-free products for this expanding market. “Demand for free-from alternatives continues to grow, both among people who suffer from conditions or intolerances, as well as, increasingly, people who believe free-from alternatives are key to their healthy lifestyle,” says Lazar. The company points to Mintel figures that show four in 10

adults now regularly buy freefrom food and drink. Within this, two-thirds buy dairy-free and 16% lactose-free products. Such statistics highlight the good and the bad news about fresh & chilled as a category in 2020 – the bad being that the demands are higher than ever and not stocking a particular product can have a wider effect on how welcome shoppers feel in your store. The good news, however, is that the industry is ready and suppliers are making it easier than ever to stock top-quality meal-for-tonight options. And the reward for the many stores who already meet this standard is a reputation as the go-to place for any snack, meal or ingredient in your community.

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PROFILE

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RETAILER PROFILE PETER PATEL COSTCUTTER BROCKLEY Location: Costcutter Brockley, Lewisham, London Size: 3,000sq ft Staff: 14

‘I SELL MORE FRUIT AND VEG THAN TOBACCO’ DARYL WORTHINGTON PETER Patel’s Costcutter Brockley in south-east London is surrounded by competition, yet that hasn’t stopped it having a highly successful 12 months. “We’re between two Sainsbury’s Locals,” says Peter. “Two Co-ops have opened nearby as well, and there are other independent stores in the area. Nevertheless, our sales have gone up 60% year on year.” Strong points of difference are vital to this success, with the store’s extensive vegetarian and vegan range making it stand out. “I can’t believe how much of it we sell – especially as the average price point is £4,” he says. “It’s got to the stage that customers are telling us we’ve got a better range than the nearby supermarket, so they’re coming here instead. It’s de�initely helped us grow the business.” Peter strives to make sure the store meets a variety of customer needs. It’s a few minutes walk from Brockley railway station and the area has a broad demographic. “We have a big fruit and veg display near the entrance – it’s one of our best-performing categories,” explains Peter. “The

majority is unpackaged and loose, for environmental reasons. However, we also stock multipacks – for example, carrots. This is for customers who are looking for a cheaper option. We try to strike this balance throughout the store.” To get the most out of the unique range, Peter and his team put signi�icant thought into the layout of the store. “When we took over �ive years ago, we moved the till from near the entrance to next to the window,” he explains. “We basically shifted the whole store by 90 degrees, as I wanted customers to have to walk around the store a bit before they left. “We put the most interesting lines around the perimeter of the shop – for instance, the fresh fruit and veg, the vegan

range, and our selection of local beers, which is one of the biggest in the area. These are the things that draw customers into the store. Then they’ll walk through the middle and see the more everyday items, such as groceries, on the way to the till. “Fresh & chilled and off licence are our biggest categories. If you looked at all our aisles separately, the pasta aisle where all the world foods

CUSTOMERS ARE TELLING US WE’VE GOT A BETTER RANGE THAN THE NEARBY SUPERMARKET

and cooking sauces are is the most successful. A lot of customers come in on their way home and want to buy ingredients to make a meal from scratch. We make sure there’s a range to meet that need, going from Co-op’s own label to more specialist lines.” Customer and supplier engagement is another area where Peter works hard to make his store stand out. “We talk to our customers before we bring something in, to see their thoughts,” he says. “The Cook range has been one of our biggest successes, but we spoke to our customers before to make sure it was something they’d buy.” The store also runs ‘meet the supplier’ days. “We do about three a year, always on a Saturday,” Peter explains. “We’ll get local specialist suppliers to come in and do tastings. It brings more people into the store and it gives us a sense of which suppliers are going to do well with our shoppers.” For more pictures of the store, go to betterRetailing.com/ costcutter-brockley

your 1 Keep promotions going “You need to have dedicated seasonal bays. Whether it’s Valentine’s Day, Mother’s Day or Father’s Day, there’s always something to promote. A big one for us is summer barbecue,” says Peter. your 2 Change range “Our local beer range is one of our key points of difference. We work with local suppliers and have the biggest range in the area. We change it regularly and always have a multibuy deal on,” he says. to your 3 Play strengths “Our customers tend to cook for themselves. So, we have a good variety in fresh & chilled and fruit and veg. When people buy protein or fruit and veg, they need something to go with it.”