Retail Express – 28 January 2020 by BetterRetailing

O T P U D N A T S E M I R C L I A T RE ts to help for store gran Join our fight fe and losses low sa keep staff

P3 28 JANUARY-10 FEBRUARY 2020 STRICTLY FOR TRADE USERS ONLY ai157867382598_RETAILEXPRESS_IQOS_FRONTPAGE_215x260_v2.pdf

10/01/2020

Standard menthol cigarettes and RYO will be illegal to sell after 20 May

16:30

Did you know you can still sell menthol tobacco after 20th May 2020? THE IQOS REVOLUTION. NEITHER VAPING NOR SMOKING.

THE NEW ALTERNATIVE FOR YOUR MENTHOL SMOKERS.

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

CHOC CRIME BLOCK

MENTHOL BAN EXTENSION

HOW WE FIGHT THE MULTIPLES

Tesco Express pushed to desperate measures to protect Milkybars from thieves

Health lobby group demands law change to block new tobacco ‘loophole’

Ricky and Amrit Dougall focus on standing out with food to go and longer hours

P16

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FORECOURT FOCUS We launch our monthly section to help forecourts grow sales and profits

P17

28 JANUARY-10 FEBRUARY 2020 STRICTLY FOR TRADE USERS ONLY

O T P U D N A T S E M I R C L I A T RE elp h o t s t n a r g e tor s r o f t h g fi r u low Join o s e s s o l d n a e keep staff saf ported by the NFRN, up s – y e v r u s r u s P M d Take o n a W A SD Met Police, U

P3 CHOC CRIME BLOCK

MENTHOL BAN EXTENSION

HOW WE FIGHT THE MULTIPLES

Tesco Express pushed to desperate measures to protect Milkybars from thieves

Health lobby group demands law change to block new tobacco ‘loophole’

Ricky and Amrit Dougall focus on standing out with food to go and longer hours

P16

our say

Megan Humphrey, editor

Retail crime – join us in our fight for change SUPPORTING efforts to fight back against retail crime is an issue I’ve always been passionate about. While working across Retail Express and its sister title, RN, not a week goes by where the topic isn’t discussed, and it’s usually negatively. I did, however, feel hopeful of change last year when MP Victoria Atkins backed a 12-week consultation on violence and abuse towards shop staff. This was quickly stopped in its tracks due to the general election, and we still haven’t heard the results. Yet again, independent shop owners are being neglected. Last week, a retailer told me: “If we aren’t getting any support, then it will get to a stage where we will have to take matters into own our hands.” Well, we have done exactly that. I would like to kick off my first issue as editor by announcing the launch of our retail WE WILL crime survey. HAVE TO TAKE Over the next month, we are asking for your say on how retail MATTERS crime impacts your stores and communities. With the results, we INTO OWN will be calling on the government OUR HANDS to provide financial assistance for independent stores investing in security measures. We’ve already received support from the NFRN and a number of industry influencers, with one MP even promising to reference the results in Parliament. We need your participation to be able to do all of this. By taking five minutes out of your day, you can play your part in what is, in my opinion, a long overdue change to the way retail crime is tackled. FOR MORE ON THE SURVEY, GO TO PAGE 3 @retailexpress betterRetailing.com facebook.com/betterRetailing Editor Megan Humphrey @MeganHumphrey_ 020 7689 335

Editor – news Jack Courtez @JackCourtez 020 7689 3371

Editor – insight Chris Dillon @ChrisDillonNT 020 7689 3379

Features editor Daryl Worthington @DarylNewtrade 020 7689 3390

Features writer Priyanka Jethwa @PriyankaJethwa_ 020 7689 3355

Reporter Alex Yau @AlexYau_ 020 7689 3358

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

Indies slam proposed menthol ban extension

ALEX YAU HEALTH pressure group Action on Smoking and Health (ASH) has urged the government to add menthol smoking accessories to the ban, after accusing tobacco companies of exploiting “loopholes”. From 20 May, retailers cannot sell menthol cigarettes, but the ban doesn’t apply to menthol accessories such as rolling papers sold as a standalone products. ASH chief executive Deborah Arnott has called for a government review. She told Retail Express: “Imperial, with its menthol inserts, and JTI, with its menthol �lavoured cigarillos, are trying to subvert the ban. “The regulations have to be reviewed this year, and we urge the government to act quickly.” Retailer Atul Sodha, of Londis Peverills in Uxbridge, London, said: “These comments implicate us. Accessories are sold as extensions to tobacco products. “Customers who already smoke will buy them anyway.

Comments like these don’t help clear any confusion.” Raj Aggarwal, of Spar Hackenthorpe in Shef�ield, described calls for a ban extension as “going from one extreme to the other”. In response to Arnott, JTI said: “JTI products always comply with all relevant legislation and regulation. “However, the ban does not

PayPoint breach

PAYPOINT stores have breached exclusivity clauses in their contracts by adding Payzone terminals. Several sites con�irmed they had made the decision to continue providing payment services to British Gas customers.

apply to cigars and cigarillos.” Imperial said the upcoming ban “prohibits �lavouring in cigarettes and hand-rolling tobacco and not standalone smoking accessory products”. The company said it “always complies with legislation” and takes a “responsible approach to sales and marketing activities”. Despite ASH’s calls, the

government seemed unwilling to listen. The Department of Health con�irmed it is okay for stores to continue to sell standalone menthol tobacco accessories. Asked about these being banned in the future, a spokesperson told Retail Express: “There are no plans to include this in the ban as �irst announced in 2016.”

DRS lawsuit fears

More than 100 customers had TOMRA’S new reverse vendcomplained on Twitter about a ing machine that crushes glass could see retailers being faced lack of Payzone outlets. A PayPoint spokesperson with potential lawsuits. The machine handles glass, said: “We continue to work hard to deliver services to re- PET bottles and cans, followtailers that help support their ing feedback from retailers ahead of a deposit return businesses and communities.”

scheme expected in 2021. However, retailer Mo Razzaq said it could create legal issues. “If glass gets on the �loor, customers could cut themselves. We offer food to go and can’t run the risk of glass getting in our products,” he said.

Digital content editor Jody Porter 020 7689 3378

Insight reporter Tamara Birch @TamaraBirchNT 020 7689 3361 Editor in chief Louise Banham 020 7689 3353

The five biggest stories this fortnight

Production coordinator Ashley Reid 020 7689 3368 Director of sales and marketing Matthew Oliver 020 7689 3367 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

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47,895

C-store franchise rise

CONVENIENCE store owners will have the chance to take up more franchising opportunities in the year ahead, according to Christie & Co’s head of retail, Steve Rodell. “We expect to see more retailers partner with fran-

chises in the next year, allowing them to collaborate with premium brands,” he said. The comments come after a growing number of retail businesses revealed plans to expand their franchises last year.

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.

Find out Christie’s forecourt forecast for 2020 on p17

Scratchcard changes

RETAILERS could earn more from scratchcards as documents reveal the Gambling Commission plans to remove existing price limits. Documents sent by the regulator to those bidding to operate the National Lottery

after 2023 revealed proposals to remove the restriction that no more than 80% of scratchcards can be priced higher than £1. Other proposals include axing procedures that slow down the launch of new cards.

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

Crime survey calls on gov’t to allocate funding MEGAN HUMPHREY NFRN retailers have joined forces with Retail Express to launch a retail crime survey calling on the government to provide grant funding to help them invest in store security. The survey will run for a month and has already received backing from industry leaders and MPs. Scottish retailer Hussan Lal explained how the results will help formulate how much funding is required. “In today’s environment, it’s all about prevention rather

than cure,” he said. “In order for this to happen, retailers must be committed to �illing out the survey, so that we can get a real picture of what is needed and how they can be supported.” Business shadow minister Bill Esterson, who last year claimed to be “on the side of the independent retailer”, has already pledged his support for the survey. He told Retail Express: “I will support measures that bring peace of mind and security to shop workers in the face of criminal activity. “No one should ever go to

work in fear. Retail workers deal with the public every day, and the workers on the shop �loor are the ones who have to face retail crime.” He went on to blame police cuts for a lack of con�idence in local forces. “Police cuts mean that retail workers are less likely to see a police of�icer on patrol, so they have lost con�idence in the ability of the police force to combat retail crime,” he said. NFRN national president Stuart Reddish added: “I would encourage all retailers to take part in the Retail

Visit betterRetailing. com and search ‘retail crime survey’ to take part Express survey so councils and the government can be lobbied to assist in providing grant funding to store owners to improve their security and better protect themselves, their employees and

their staff. Such measures will not protect against theft, but could help save lives.” The National Business Crime Centre and USDAW have also pledged their support.

ANNUAL RESULTS: How did Parfetts perform in the past year?

10%

459

Total number of Go Local stores

22%

3,449

Growth in stores operating under the Go Local symbol group

Total number of retailers in the Go Local retail club

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GOOD WEEK PAYMENT: PayPoint has renewed its exclusive contract with nonhigh street bank Monzo. The renewal will allow PayPoint retailers to accept cash deposits of up to £300 from Monzo account holders in a single transaction. A maximum value of £6,000 can be deposited at any PayPoint site across a six-month period. PARFETTS: The number of Parfetts stores in the Go Local symbol group increased by 22% to 459 stores last summer. Last week, the wholesaler released its trading update for the year ending 30 June. Trading director Guy Swindell said: “We are attracting retailers to our Go Local symbol group in record numbers. They value our independence and flexible approach.” Go to betterRetailing.com and search ‘parfetts’ to read more about this story

BAD WEEK PRINT: Magazine piracy will harm the print industry, an independent publisher has warned. Film Stories founder Simon Brew, who has seen his publication uploaded to Facebook, said: “We’re a niche, but if someone in that niche gets it for free, it’s a problem. It can’t help but continue to damage print.” ONE STOP: Tesco is rebranding One Stop sites it believes will “better serve” communities as a Tesco Express store. A spokesperson said: “We believe the Express brand will better serve these communities, offering a broader range of branded and Tesco ownbranded products, as well as more fresh food and food to go. We expect the stores to open under the Tesco Express brand early this year.” Go to betterRetailing.com and search ‘one stop’ to read more about this story

NEWS

Chocolate-block theft fightback MEGAN HUMPHREY A TESCO Express store has been forced to sell chocolate bars in individual plastic boxes in a bid to crack down on shoplifting in the local area. Footage taken by a customer in the Bristol store showed the bars, including Milkybars and Aeros, in boxes, sat next to items of higher value on the shelf. An anonymous source con-

firmed to Retail Express that the decision was made by the store manager in response “to a spate of thefts of this product, in what is a busy part of Bristol”. The news comes following reports at the end of last year that retailers had requested ‘dummy’ versions of products to sit on their shelves that could be swapped for real stock. Paul Cheema, owner of Malcolm’s store in Coventry, was

forced to put bicycle chains and bells on his chiller doors previously in an effort to tackle shoplifting. “It depends which region you are in as to whether your local police force cares about retail crime,” he said. “We are being forced to look at putting our tobacco in a vending machine because we are getting no support from our local police force. We don’t really want to have

to do this, but we are being left with no other option. “Retailers have to do what they can to tackle it.” However, retailer Samantha Colbeck, of Wharfdale Premier in Hull, recommended that retailers remain vigilant and do not give up. She said: “By keeping good CCTV and diaries on persistent offenders, action will be taken by even the most reluctant police force to prosecute.”

IT’S ANYTHING BUT AVERAGE

IAA BENCHMARKING #IAA20

Tesco fails to provide Booker own-label dates TESCO boss Dave Lewis has refused to give a date for when a Tesco own-label range will roll out in Booker stores. Two years after the approval of the merger, Tesco is still yet to make available an own-label range comparable with the range Co-op added to Nisa and Costcutter stores. “We’re not in a place to give times and dates, but we’ve got many things we think we can do to improve the offer to retail customers as we go through the next stage of the merger,” Lewis said. Booker chief executive

Charles Wilson had promised Booker retailers would get 30 rebranded Tesco ownlabel products by the end of July 2018. Responding to Lewis’ comments, Raaj Chandarana, of Tara’s Londis in High Wycombe, said: “I’d like to see greater transparency from Tesco and Booker. We have seen some benefits, such as tobacco incentives from Booker, but the only thing I’ve seen from Tesco is it pushing mobile phone contracts to retailers in promotional leaflets – no retailer cares about that.”

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

JTI takes gantry action against illicit tobacco

TOBACCO manufacturer JTI has removed three gantries from separate retailers convicted of selling illegal tobacco products. Gantries were removed from NJ Food & Wine in Staines, Surrey; Kenton Superstores in Harrow, Greater London;

and KS News in Bilston, West Midlands, earlier this month, taking JTI’s total number of removals up to 43. JTI has called on other companies supplying products and services to the stores to review their relationships following the news.

PRODUCTS A new menthol cigar from JTI PRIYANKA JETHWA JTI has announced the launch of Sterling Dual Capsule Leaf Wrapped, a new cigarillo product. The King Size Cigarillos contain a Virginia blend tobacco and, unlike traditional cigarettes, are wrapped in tobacco leaf. Available now, Sterling Dual Capsule Leaf Wrapped

has a mentholated capsule in the �ilter, which smokers can click to release a mint �lavour. Sterling Dual Capsule Leaf Wrapped will also allow retailers to tap into the current value-for-money trend, with an RRP of £4.50 for a 10-pack. Ross Hennessy, head of sales at JTI, said: “We expect Sterling Dual Capsule Leaf Wrapped cigarillos will become a popular choice for smokers, and ap-

Maltesers Biscuits’ new impulse line MARS Chocolate Drinks & Treats will be launching Maltesers Biscuits, available to independent retailers from March. Each pack comprises 10 biscuits, covered in milk chocolate, and comes with an RRP of £1.49 for a 110g pack. In the UK, the sweet biscuit market is worth £2.6bn, and is growing by 3.4% year on year. Michelle Frost, general manager at Mars Chocolate

Drinks & Treats, said: “We believe that a combination of the format, taste and the popularity of the brand will drive new consumers to the category in addition to providing something new for fans.

the stat

3.4% The growth of the sweet biscuit market

preciated by those looking for value-for-money options.” Commenting on the launch, retailer Arjan Mehr, of Londis in Bracknell, Berkshire, said: “Once the menthol ban comes in, there’s going to be a huge gap in my gantry. Menthol products are some of my most popular products. “Sterling is a popular brand, but the proof will be when I start selling it.”

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28 JANUARY-10 FEBRUARY 2020 betterRetailing.com

Sizzling Steak and Flamin’ Hot Wotsits PEPSICO has added Flamin’ Hot and Sizzling Steak �lavours to its Walkers Wotsits range. Both varieties will be available in singles, £1 price-marked packs, sharing and multipack formats. Walkers will be supporting the launch with a marketing campaign, spanning in-store shopper marketing from February, and TV and digital from March.

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Mondelez’s shiny on-pack promotion MONDELEZ’S new promotion across Cadbury, ‘Find a shiny, win a legend’, gives shoppers a chance to win an experience with the Premier League legend who is pictured on the card. The promotion also offers those who don’t �ind a ‘shiny’ the chance to win Premier League tickets, alongside an array of other prizes. This includes 50 pairs of tickets to Premier League games, or any one of 2,600 Panini prizes, including 300 fully complete softcover sticker albums and stickers, 300 hardcover sticker albums and one of 2,000 boxes of Panini stickers.

The promotion will run until 31 March, and be supported by outdoor advertising and PoS.

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06.11.19 10:15

Advertorial

PRODUCTS

Packing a punch with Monster COCA-COLA European Partners has added two new varieties to its Monster Energy range: Pacific Punch and Ultra Paradise. The supplier said that there is a growing demand for flavoured energy drinks in the UK, which is worth £1bn and growing by 8%. Ultra Paradise specifically aims to tap into the low-sugar energy segment, with the Monster Ultra brand worth £64m, growing by 23%. Meanwhile, Pacific Punch joins Mango Loco and Pipeline Punch, worth more than £58m since launching in 2018.

Both varieties are available in plain and price-marked packs (PMP) – Ultra Paradise PMP £1.29 and Pacific Punch PMP £1.39. Simon Harrison, vice president of commercial development at Coca-Cola European Partners GB, said: “The energy sector has grown by £99m over the past two years, and Monster has been a key driver of this, adding £68m of value to the sector, due to a growing core range, new flavours and marketing campaigns. “Monster Ultra Paradise taps into the demand for lower calories and Monster Pacific Punch responds to consumers looking for refreshing energy drinks.”

KP SNACKS has kicked off the new year with a £1m poster campaign to support Hula Hoops Puft. The campaign runs across the UK until 23 February, and focuses on how ‘light’ the product is.

The supplier said that when shoppers are looking for snacks, 34% look for healthier products, with 49% saying they would choose crisps or savoury snacks over a sugary option. The campaign runs across posters nationwide.

PRIYANKA JETHWA

Nick Brown Head of sustainability, CocaCola European Partners

CCEP’s Nick Brown on getting involved in the Great British Spring Clean LITTER is one of the biggest issues affecting communities across Great Britain, with 30 million tonnes of rubbish collected from our streets every year. That’s why we’re once again supporting Keep Britain Tidy’s Great British Spring Clean (20 March-13 April), and why we’re calling on retailers to help us. We’re asking retailers nationwide to lead their own community clean-ups and encourage their customers to join them. Doing so will provide an opportunity for these muchloved local businesses to bring people together and help tackle the litter problem, head-on. Last year, more than half a million people took part in the Great British Spring Clean, cleaning up 4,308 tonnes of litter from towns and cities. Coca-Cola European Partners (CCEP) hosted 28 clean-ups across GB with more than 300 of our colleagues and enabled around 2,100 litter-picking hours with our free litter-picking kits sent to our customers. This year, we want to help Keep Britain Tidy to do even more, which is why we need your support. For those that want to take part, we’ve created a free downloadable ‘Guide to Hosting a Community CleanUp’ on the sustainability section of our trade website, cokecustomerhub.co.uk, as well as an editable poster that can be displayed in store to raise awareness. There is also a quick link to the Great British Spring Clean website so you can register your event. The first 50 retailers to register their event by clicking on the CCEP drop down on the Great British Spring Clean website will receive a free ‘clean-up kit’, which includes litter pickers, gloves and high-vis jackets – so it’s important to get in early. Once you’ve received your kit and downloaded your poster, you can spread the word among your staff, customers and the community via social media, using hashtags like #GBSpringClean and #LitterHeroes before and after your clean-up to help increase engagement. Now is a great time to start talking to shoppers about how, together, you can help to tackle the litter problem in your community, do something good for the environment and boost local pride.

Hula Hoops Puft’s Pukka unveils new poster campaign recyclable packaging PUKKA has unveiled new recyclable packaging for its pies, rolling out across its chilled single and sharing range. The new look comes as the hot pie category is worth £244m across retail, growing by 2.7% year on year. Pukka accounts for £36m of these sales and is the numberone brand in and out of home, growing by 18% in value. The packaging will be backed by a new campaign, ‘The people’s pie’, which will span television, digital and social media advertising.

Graze launches £1m ad Maryland returns to TV t0 promote bestsellers screens in February GRAZE has launched a £1m campaign to promote its sugar-reduction initiative. It will span outdoor posters, in-store shopper marketing and social media activity, and focuses on the brand’s bestselling products, including Cocoa Vanilla Protein Oat Bites, now with 45% less sugar than the average cereal bar.

Anthony Fletcher, chief executive officer at Graze, said: “As consumers, retailers and the government look to improve the health of the UK, sugar reduction remains a key priority for Graze as we strive to provide healthy snacking alternatives that don’t compromise on taste.”

BURTON’S Biscuit Company is returning to TV screens with its advert for Maryland, ‘What would you do for a Maryland?’. The £350,000 campaign will be backed by social media advertising, with the TV advert premiering on 1 February during ITV’s The Voice, alongside programmes including Take Me Out.

When the campaign was originally launched last spring, it reached more than 65% of the brand’s core audience (women aged 16 to 35). The number of people who have purchased Maryland also increased by 50% during the campaign and drove sales across the wider range.

ADVICE

28 JANUARY-10 FEBRUARY 2020 betterRetailing.com

In partnership with

HOW TO PREPARE YOUR SHOPPERS Retailers need to make sure menthol tobacco customers know their favourite product will no longer be available from 20 May. Imperial Tobacco’s DUNCAN CUNNINGHAM gives advice on answering shoppers’ questions

MAKE SHOPPERS AWARE

HOW TO HELP THEM SWITCH

EPOS 2018 – 2019 sales. No.1 menthol, No.2 blueberry, No.3 tobacco, No.4 strawberry mint and No.5 cherry

Educate shoppers Unless retailers engage with shoppers, it’s likely most customers won’t know about the menthol ban until they can no longer buy their menthol products. This is why it’s important for retailers to proactively talk to shoppers about the changes on the horizon.

Switch smokers to other tobacco products If smokers want to continue smoking, assess the brand they buy and stock other variants from the same brand. For smokers sticking with menthol, there are solutions like Rizla Crushball filter tips and new Rizla Flavour Infusions – cards that mentholate packs of cigarettes or RYO.

Protect sales By educating shoppers, retailers can encourage them to switch to traditional tobacco alternatives or vaping. Having early conversations with shoppers will give retailers valuable insights into what action they will take once the ban is in effect and use it to shape their range.

Switch smokers to vaping Tell smokers about the growing number of vapers and dualists using pod mod systems like myblu. It charges quickly and the Liquidpods make switching flavours easy. Liquidpods come in several flavours and strengths, allowing smokers to gradually reduce nicotine consumption.

Anticipate shopper questions It’s likely shoppers will want to know why the changes are coming and what other products are available. To advise them, retailers should find out what they currently buy and whether they are looking to switch or continue smoking, so they can recommend alternatives.

Help heavy smokers switch to vaping myblu’s Intense Liquidpods include nicotine salts, which more closely replicate the experience of smoking a cigarette. The Intense Starter Kit includes a myblu device, USB charger and Menthol and Golden Tobacco Liquidpods, two of the bestselling flavours1.

RETAILER

VIEW

David Worsfold, Farrants, Cobham, Surrey “SHOPPERS are looking for a reason to quit smoking and I think the ban will encourage shoppers to either quit entirely or switch to vaping. A lot of shoppers would have given up at the beginning of this year, whereas some will have tried vaping. I think about half or more will stick with vaping ahead of the ban. “From this month, I’m alerting any menthol shoppers to the ban and offering recommendations of other solutions, such as menthol-flavoured vape. Knowing what works best for your store and your customers will be important in the lead-up to the ban as shoppers will continue to have questions once the ban has been implemented. “For us, word of mouth and making sure our vaping range is kept fully stocked is important. In addition to this, I’m installing a larger four-metre vaping display to offer a choice to customers.”

For more menthol ban advice, and the latest vaping and tobacco launches, go to betterRetailing.com/category/tobacco

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PRODUCTS

Dialling up the crunch factor PRIYANKA JETHWA

Levi Boorer Customer development director, Ferrero

How retailers can make the most of the spring confectionery opportunity How can I compete with larger stores ahead of Easter? Independent retailers have the upper hand over the multiples due to their connection to the local community. It is therefore important that they create as much excitement in the lead-up to each spring occasion and look out for opportunities to collaborate with suppliers. In-store activations, which can be as simple as displaying products outside of dedicated aisles, or stocking gift confectionery alongside cards, flowers and alcohol, will not only help to increase basket spend, but bring in new shoppers, too. Through spring, retailers can help celebrate Valentine’s Day, Mother’s Day and Easter, with a wide variety of products available that suit each occasion and will appeal to shoppers. Retailers should always carefully consider their ranging decisions, though, and ensure bestsellers take priority over high-cost, highly promoted lines that may cause a headache after the season if they don’t sell through. Packs that sell all year round, but are a favourite with shoppers over the three occasions – such as Ferrero Rocher T16 – are the key to success. What are the best times to promote each occasion? Retailers should be mindful that Valentine’s Day is often a last-minute consideration with shoppers, so being big and bold in store a week before 14 February is likely to yield success. Mother’s Day, however, is far more planned, so we’d therefore recommend that retailers start stocking up with the right range at least a couple of weeks in advance. Supporting in-store promotions via social media is also an effective way for retailers to raise awareness among their shoppers. Sharing images of the displays and including product information and pricing will reach more potential customers and attract people to the store. For Easter, retailers should focus on seasonal sharing and impulse products in store from February onwards – these categories will get shoppers buying into the season early and repeating their purchases. As spring progresses, we recommend retailers stock more token gifts such as Easter eggs, as well as novelty items that become more of a priority to shoppers. Towards the last five weeks of the build-up to Easter, retailers should add a range of larger and more premium Easter eggs from the Thorntons and Ferrero collection to suit shoppers looking for special gifts.

PEPSICO has launched new Walkers Max Double Crunch, which will be supported by the brand’s biggest marketing campaign to date. This will span TV, outdoor and digital advertising in February and March, including a packaging redesign across the Max range. The flavours in the Max Double Crunch range include Bold BBQ Rib, XXL Chicken & Chorizo, Loaded Cheddar & Onion and Original Sea Salt. In addition to the launch of Max Double Crunch, the brand is investing in its Max Strong range with the launch

of Max Strong Fiery Peri-Peri, and expanding the Max range into variety packs. The variety packs include Max Variety six-pack, Max Strong Variety sixpack and Max Double

Crunch Variety six-pack. Katherine Cook, Walkers Max brand manager at PepsiCo, said: “The potato crisps segment is in growth, attrib-

uted to innovation that is differentiated in terms of flavour or texture. “Walkers Max has been the second-biggest contributor to potato crisp value sales growth in the past two years.”

Getting hot and tangy British Lion Eggs with Doritos cheese gears up for 2020 PEPSICO has launched Doritos Flamin’ Hot Tangy Cheese flavour. It follows the launch of the Flame Grilled Steak flavour last year, and is available to independents in 180g, 150g and 70g pricemarked formats. The launch will be supported with a marketing campaign, spanning TV, online and in-store activity from March. Doritos marketing manager Pippa Pennington said: “There is a big opportunity for retailers when it comes to tortilla chips. “There is huge headroom for the segment to grow – however, it is perceived as having too narrow a range of flavours.

“Growth in the savoury snacks market is coming from brands delivering flavour, taste and texture, and the spicy crisps segment is no different.”

Indulge in a rubycoated Magnum UNILEVER has launched Magnum Ruby, which features gold foil detail on its packaging, supported by a £5.5m marketing campaign. The ice cream comes in three formats, including 3x90ml (RRP £3.69), 6x55ml (RRP £3.89) and a single 90ml stick with an RRP of £2. Andre Burger, vice president for ice cream and snacking at Unilever, said: “Magnum Ruby opens up a whole new world of indulgence when it comes to ice cream. We’re the first brand to pair Ruby chocolate with ice cream, offering consumers the chance to try something new.”

BRITISH Lion Eggs has announced a £1.3m marketing investment to drive awareness of eggs produced under the British Lion scheme. The ‘WonderEgg’ campaign focuses on millennials who are driving growth in the category, which increased by 3% in value and 3.5% in volume in 2019. Olympic diver Tom Daley will also continue his role as British Lion ambassador. Daley will be the face of a digital campaign on BBC Good Food, as well as creating and sharing Lion egg recipes on his social media channels.

Urban Eat extends food-to-go range ADELIE Foods has extended its Urban Eat range with three new products: Sriracha Chicken Wrap, Katsu Chicken Wrap and Hoisin Mushroom Salad (vegan). Wayne Greensmith, head of category marketing at Adelie Foods, said: “Our latest products tap into the hottest food trends and

will give retailers a point of difference. “Our Street range is best enjoyed hot, but not all retailers have heating facilities, so we’ve introduced a salad. Our new flavours take into consideration the latest trend for spicy food as we aim to become the number-one foodto-go provider.”

£4.50

RRP

PACK OF 10 CIGARILLOS PEPPERMINT CAPSULE FILTER TOBACCO LEAF WRAPPED STICK * Recommended Retail Price effective from 6 November 2019. You are, of course, at all times free to sell JTI’s products at whatever price you choose.

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ADVERTISEMENT FEATURE FROM JTI

AN INNOVATIVE ALTERNATIVE FOR YOUR CUSTOMERS With JTI’s newly-launched cigarillos – Sterling Dual Capsule Leaf Wrapped

What is a cigarillo? Cigarillos contain a Virginia blend tobacco, and unlike conventional cigarettes, they are wrapped in tobacco leaf or tobacco-based paper.

Sterling Dual Capsule Leaf Wrapped Sterling Dual Capsule Leaf Wrapped cigarillos, in a king size format, have a mentholated capsule in the filter which existing adult smokers can click to release a peppermint flavour. The cigarillos join the highly successful Sterling Dual family of products, which has a sector share of over 40%i.

Tap into the value trend The launch will allow retailers to capitalise on the current popularity of value tobacco products, with an affordable RRP of £4.50* and 10 pack size. Sterling Dual Capsule Leaf Wrapped offers great margin for retailers, even at RRP*. *JTI recommends that its products are sold at RRP or below. You are of course free to price as you choose at all times.

For more information on the Sterling Dual portfolio and Sterling Dual Capsule Leaf Wrapped cigarillos, retailers should speak to their local JTI representative or call the help desk on 0800 112 3401. Retailers can also visit the refreshed www.jtiadvance.co.uk site for further information, support and guidance on the tobacco and vaping categories.

Ross Hennessy, Head of Sales at JTI UK, says: “We are committed to providing retailers with as much choice as possible by launching innovative new products that respond to current trends. We expect that Sterling Dual Capsule Leaf Wrapped cigarillos will become a popular choice for adult smokers and appreciated by those looking for value-formoney tobacco options.”

i IRi Market Place, Volume Share, Total Capsule Category, Total UK, Sep 2019

www.jtiadvance.co.uk – developed with you, for you.

20/01/2020 12:20

DON’T MISS THE 7 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

RECYCLING: Should crushed

glass be included in a DRS? “I DON’T think this is a good idea. When the bags are lifted out of the machine, it will be near-impossible for shards of glass not to go on the shop �loor. Customers could end up cutting themselves. We also offer food to go, and can’t risk glass getting into our offerings.” Mo Razzaq, Family Shopper, Blantyre

“DEVELOPING processes for the safe handling of the material in a container will be a priority as part of the scheme. The scheme coordinator will de�ine what containers will be used to capture glass. Any solutions will have to comply with health and safety guidelines.” Spokesperson, vending machine manufacturer Tomra

Customers could end up cutting themselves

Special Report: Everything you need to know to prepare for the menthol ban

PLUS

How to build a fresh & chilled range that will help you stand out

SCOTLAND: Should local councils be able to set business rates?

PLUS

Make more money from cakes and biscuits

D WS AN FOR NE TITLE ADING THE LE

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It would increase the complexity in the system

“WE don’t agree that this is the way forward – it would result in a rates system that is more complex and costly, and put further pressure on business owners. The current system allows companies to plan as they are consistent and predictable. There is a need for a competitive system.” Colin Smith, chief executive, Scottish Wholesale Association

James Lowman, chief executive, ACS

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“WE are concerned that the amendment would inhibit retailers’ ability to invest in their stores and provide essential products and services. It would increase the complexity in the system and result in uncertainty about costs. The parties backing this need to recognise the impact.”

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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

MENTHOL BAN: What is causing confusion ahead of the deadline? “THERE are a lot of retailers �lapping over menthol tips and papers. There is a lot of consumer press quoting a charity called Action on Smoking and Health, categorically stating it’s illegal. That’s enough to get anyone panicking over what to recommend to our customers.” Natalie Lightfoot, Londis Solo Convenience, Glasgow

“THE ban applies to cigarettes that contain mentholated tobacco or menthol capsules, and hand-rolling tobacco with mentholated �ilters or papers if they are supplied together in the same product. The law permits mentholated papers and �ilters that are produced and sold separately from hand-rolling tobacco.”

It’s enough to get anyone panicking

Mark Yexley, head of communications, JTI

PAPERS: What does the Mail’s pro-rata rise mean for indies?

The Mail appreciates the difficult trading conditions

“THE move shows that the Mail appreciates the dif�icult trading conditions that retailers are operating in, and the higher costs they are experiencing. They understand that with a �ixed product, the only way of maintaining income is through pro-rata terms.” Stuart Reddish, national president, NFRN

“SATURDAY’S Daily Mail accounts for over 29% of Saturday copy sales through retailers. A 10p increase to the cover price will be introduced, with con�irmation that retail margin will increase pro rata, generating almost £1.8m additional pro�it per annum.”

Shaun Jones, head of circulation, Mail Newspapers

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Faster access, 24/7 Refreshed membership packages Recommended content based on your preferences New tools and downloads Plus all the exclusive news and insight crucial to making better-informed business decisions, better stocking and pricing comparisons, and better relationships with your shoppers â&#x20AC;&#x201D; and suppliers Harness the power of

to improve your bottom line.

LETTERS

Letters may be edited

amit Puntambekar

Ash’s shop Nisa Local, Fenstanton, Cambridgeshire

You should always plan for the future, but don’t forget to read the small print

‘We have to tell customers about the menthol ban’ THE ban on menthol tobacco is coming in May. Retailers must tell their customers about it. This is what I’ve been doing, because, in my own experience of running my shop, the general public are not aware. I’ve had customers tell me verbally that they hadn’t even heard of the ban. Menthol tobacco is one of my

TWEETS OF

most popular products and the impact of my customers not knowing can be potentially quite big. As a retailer, you proactively �ind out about any kind of legislation that can potentially affect your business, but sometimes you forget that your customers don’t know about these issues. I’ve done nothing complicated in terms

THE WEEK

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of notifying my customers. I’ve told customers at the till who I know regularly buy menthol so they’re not caught by surprise in May. The last thing I want is for my customers to be shocked when they are unable to buy these products. Overall, I’m worried the menthol ban might encourage more illicit tobacco sales.

It’s a problem that needs to be addressed because someone might go to an illegal trader at a pub if they can’t get any menthol tobacco from a convenience store. The illegal products they can get can also be potentially dangerous to them. Ken Singh, MiIl Hill Stores, Pontefract

Are you ready for the Menthol Ban… @Spar_Wigston

We are launching a campaign with the @alzheimerssoc to create 25,000 Dementia Friends in the convenience sector as part of marking our 25th anniversary. For more information visit http://acs25.co.uk #ACS25 @ACS_LocalShops

After hundreds and hundreds of @coopuk colleagues responded to the gov’s call for evidence on retail crime last year, we’re STILL waiting for a response. So @JoWhitﬁeld_ is getting 600 Co-op leaders to write to their MP now, to chase a response! #beingcoop #ItsWhatWeDo @jordanjmcdowell

Launching soon. Our #ProPrint strategy. Protect & Promote print in Retail. Pro rata is positive, but we must acknowledge more to be done to drive retailer monies sustainably as well as improvements in operations to support the daily miracle! #ProtPrint #NFRN #TheFed @gregdeacon

I personally have concerns about crushing glass in food places, even if it is in a sealed container @NFRN_Online @Adrian_NFRN @MeganHumphrey_ @gregdeacon @JackCourtez @JamesKellyLab @strathearnrose @morazzaq

Garden centre increase in food to go also a threat to c-stores. Project Wyevale last year was Christie & Co’s largest transaction in the garden sector space. 145 branches involved. #BusinessOutlook2020 @ThisIsRN @betterRetailing @retailexpress @AlexYau_

WE had a busy end to 2019, with a complete refit seeing our old PastorFrigor + internal fridges replaced with 26 metres of the latest Airneg Air cabinets. To run these, we have also gone with a Daikin plant system, future-proofing against the classic issues many of us face in summer. Despite Each issue, one of seven top assurances the retailers shares advice to changes would make your store magnificent save me money, I was sceptical at first. However, like for like, the ‘new shop’ is 35% more efficient than the old business, saving me around £5,000 a year in energy costs. This was an eye-opener, as I had never realised what the savings from changing a few cabinets could be. Furthermore, with an improved energy deal, we are saving £7,500 a year in total, minimum, a huge amount of which will end up paying for the cabinets and system in the long run. While we often focus on our range, promotions and what we sell, having an idea where you want to go in the short, medium and long term is essential. Future planning to develop or create soft savings like this goes a long way to ensuring a successful business in the ever-more challenging retail environment. Keeping on top of your bills is something else I’ve learnt is vital. Small things like electricity can really harm you if you have a three-year contract and the prices are hiked up during the second term, as happened to my parents when they ran this store. One of the first things I looked to change when I took over was getting a more competitive market rate deal. It’s easy to go with a broker and just ask them what the best rate is, but I’d recommend looking around different companies, run your unit numbers with their prices and always ask about any additional costs in the contract. I would also recommend talking to other retailers about the prices and costs they have from their current supplier to try to gauge where your offer sits.

Get in touch

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

PROFILE

28 JANUARY-10 FEBRUARY 2020 betterRetailing.com

RETAILER PROFILE RICKY AND AMRIT DOUGALL NISA MILLENNIUM VIEW Location: Coventry city centre Average basket spend: £6.79 Size: 2,000sq ft

‘A MULTIPLE NEARBY HASN’T STOPPED US’ DARYL WORTHINGTON LOCATED in Coventry city centre, just across the road from a major supermarket and close to a host of shops and restaurants, Nisa Millennium View is surrounded by competition. Nevertheless, brothers Ricky and Amrit Dougall have taken the new store from strength to strength since opening in March 2019. “We aim to offer something the supermarket doesn’t,” says Ricky. “It’s been hard work getting where we are, but we’ve worked closely with Nisa and now the store’s performing better than we expected.” The shop is set in student accommodation at Coventry University, making students a major customer demographic for the store. “There are 400 students living above the store, and 7,000 students living in Coventry city centre in total,” Ricky continues. “We’re opposite a Sainsbury’s, which was a bit of a risk, but we’re aiming for a different customer altogether.” “Students are looking for a quick and convenient shopping experience,” adds Amrit. “We don’t have long queues – people can come in, grab what they

want quickly and easily, then go.” The brothers point out that the best-performing category in the store is the chilled range. “Meal deals in particular do well. We stock the Co-op range, and that’s really popular with students and people who are living in the local area,” says Ricky. “Healthy eating is really important to students now,” Amrit explains. “It’s not just pizzas any more – they’re looking for salads, sandwiches, fresh fruit and things like that, and we re�lect that in our range.” The store’s food-to-go section is one area where they really stand out. “We do sausage rolls, Rollover hot dogs, Costa Coffee and F’Real, as well as pastries from Delice de France,” says Amrit. “We also make our own sand-

wiches on site,” Ricky continues. “We’ve made our own branding and labels on them – Susan’s Deli. We have a �ive-star food hygiene rating, which is a lot of hard work to get, but really important when you’re doing fresh food to go.” “We’ve found that students and professionals prefer to eat a locally-made sandwich. Having our own brand made in store gives them that, and gives us a point of difference with other

IT’S NOT JUST PIZZAS – STUDENTS WANT SALADS, SANDWICHES AND FRESH FRUIT

restaurants and cafes nearby,” says Amrit. Along with the food-to-go options, the brothers have worked hard in other areas to make their store stand out. “We have 24-hour opening, which is really useful for students,” Ricky says. “It’s surprising the things that you’ll sell in the middle of the night. For instance, bakery does really well, so we need to have evening baking shifts. Of course, these hours can present some challenges – we have a security guard on the door, to make sure our staff are safe and the shop is secure.” The spirits section is another area where the store is able to offer something unusual. “We have a big spirits range behind the counter,” says Ricky. “On top of that, we have a locked glass cabinet of spirits by the shop entrance. In that, we put the superpremium bottles that are worth upwards of £200. It’s something the customers notice, and we’ve found they do sell, especially around graduation season.” For more pictures of the store, go to betterRetailing.com/ nisa-millennium-view

1 In-store events “We work with suppliers to host events such as tastings and samplings,” says Ricky. “They are popular, especially during freshers’ week. We’ll get a lot of students coming in to try things.” your 2 Change range “We’re always trying new things, and cutting down others that don’t work. We’ve started doing US confectionery, while we’ve cut down our petcare section as it wasn’t performing,” says Amrit. out from 3 Stand the crowd “With the supermarket nearby, we have to work hard to stand out. Having our own brand for sandwiches and things like that is part of this. We also have the premium drinks cabinet,” says Ricky.

FORECOURT FOCUS

Drive sales with food on the move, p19

Bright future ahead for forecourts, says Christie & Co MEGAN HUMPHREY & CHRIS DILLON INVESTMENT in forecourts remained strong in 2019 despite rising sales and increased interest in electric vehicles, according to property specialist Christie & Co’s Business Outlook. The report claimed that the petrol �illing station market remained “robust” in 2019 due to buoyant fuel margins, increased overseas investment and a general increase in gross pro�it margin to meet rising costs. Steve Rodell, Christie & Co managing director, told Retail Express that despite press around electric vehicles, petrol stations continue to be a resilient part of the market. “Although the number of new electric cars coming onto the market is growing,

it is still minuscule compared with the 39 million combustion engines on the road,” he said. “It will take a very long time to revamp UK car parks with electric vehicle charging, so I don’t think fuel operators are too worried, especially when they’ve got a strong shop offer.” Stats from the Department of Transport quoted in the report show that in January-June 2019, only 1% of new vehicles were battery vehicles, up from 0.7% in 2018. Despite the government pushing ahead with its ‘Road to zero’ strategy to cut emissions, 49% of car users claim they do not expect to buy an electric vehicle in the next 15 years. The government’s plan is for all new cars and vans to be “effectively zero emis-

Fuel and stock fraud rocks Welsh forecourts FORECOURT retailers have been urged to ‘challenge any suspicious calls’ following a spate of scams targeting retailers in north Wales. The scam involves individuals claiming to be area managers of forecourt franchises and asking employees to send pump meter printouts to a mobile number. Incidents have also involved the offenders asking for stock details and then requesting stock to be transferred to other branches. The criminals then use local taxi companies to

transport the stock. Local news website Wrexham.com reported that a petrol station in Holyhead was targeted two weeks ago, while a forecourt in Wrexham also fell victim to the scam. Police are advising forecourts to carry out identi�ication checks if people arrive and claim to be management. Have you been targeted by fraudsters? Share your story by calling 020 7689 3390

sion” by 2040, with at least 50% of new car sales and 40% of new van sales being ultra-low emission by 2030. “Convenience and forecourt investment remain really strong areas and we’ve seen a number of major deals in 2019,” Rodell said. Last year, Christie & Co oversaw a number of major transactions in the forecourt market, which included 17 new sites and three developments for Motor Fuel Group, 17 new sites sold by Cornwall Gaof car users claims they rage Group to do not expect to buy Ascona Group and two new an electric vehicle in sites each for the next 15 years Rontec and Certain Energy.

the stat

49%

Co Steve Rodell, managing director of Christie &

West End Filling Station Smart EV charging deal inks supply deal with Jet for north London Council WEST End Filling Station in Dingwall has joined Jet, as the fuel brand strengthens its presence in the Scottish Highlands. Jet-approved partner Highland Fuels has won the contract to supply Phillips 66 Limited fuels to the 2.4 mlpa site using the Jet brand under licence from Phillips 66. Independent retailers Elaine and Steve Houston have run West End Filling Station since 2006. The site boasts a 19-nozzle forecourt and a 2,000sq ft Mace

convenience store that offers two Costa machines, PayPoint, lottery, alcohol and food to go. “Due to the layout of our forecourt, we can only accommodate smaller tankers, so the option to have Phillips 66 fuels delivered by Highland Fuels’ smaller tankers to a Jet-branded forecourt was the ideal solution for us,” Steve said. Highland Fuels owns and operates 15 forecourts across Scotland, three of which are Jet-branded.

ISLINGTON Council has announced a new tie-up with Honda and charging software developer Moixa to help power its �leet. The partnership will enable the north London council to cut 1,400 tonnes of CO2 emissions and meet its 2030 netzero carbon emissions target. The council currently has 24 electric vehicles (EV) on the road, but 15 more have been ordered and an additional 46 are planned to be on the road by the end of the year. The �leet contains more

Have you made any big changes in your forecourt that have grown your sales and profits? Let us know on 020 7689 3390 or editorial@newtrade.co.uk

than 500 vehicles in total. Under the 12-month project, �ive chargers, manufactured by EVTec and developed with Honda, will be installed with Moixa’s software outside Islington Town Hall. Chris Wright, chief technology of�icer for Moixa, said: “The EV revolution will put millions of batteries on wheels on our roads in the next decade. “By using AI-driven charging technology, we can manage them and secure low-cost charging.”

RETAILER ADVICE FROM THE FORECOURT

A lesson in food-to-go excellence CHRIS DILLON LOCATED on the main Strand Road near the River Foyle in Derry, Moran’s Centra is a forecourt that shoppers actively make the decision to go to thanks, in part, to its broad range of food-to-go options. Last year, owners John and Donna Moran splashed out £2m on a complete store refit and expanded their range with options such as burritos, salads and ice cream. Rather than devoting space outside to a car wash, the family has focused on the number

of parking spaces to make their store a destination. The forecourt’s main challenges are catering to a broad range of customers, from students at the nearby Ulster University to workmen and passing trade, while fighting off foodservice competition from the likes of Domino’s and McDonald’s. “The most important thing is to be able to offer an all-in-one solution,” says John. “Shoppers can come here and pick up something for breakfast, lunch or dinner, as well as groceries.” Its foodservice success comes from its range and its value. On

the hot food counter, bacon & egg bagels sell for £3.50, while a 10item ‘hungerbuster’ breakfast is on offer for just £5. On the healthier side, fried egg and guacamole on toast also sells for £3.50. The family has also given its name to a ‘Moran’s’ range of chilled food-to-go salads and baguettes, as well as three-for-£10 on meals such as chicken wings and fajitas, and garlic potatoes. Food for the business’s estate is prepared in a separate property, but Moran’s Centra Strand Road has a kitchen upstairs, which enables staff to react quickly to high demand.

Become famous for food

Broad, but concise ranging

Setting the right mood

A broad range and active social media presence are critical for the business’s prestige as a place for quality food, but the team is also pushing the boundaries of the events that a forecourt can reach. Last Christmas, Moran’s gave its customers an offer of three courses of Christmas dinner delivered for £25. Dishes include local ham hock terrine with piccalilli, flat cap mushroom & spinach wellington and Moran’s family recipe Christmas pudding. Shoppers could then choose delivery times or opt for collection in store. “This was a really successful promotion,” John says.

Around 40% of the shop’s floor space is dedicated to packaged grocery lines, which is essential for customers doing a complete top-up shop when they visit. Although ambient grocery is an area that forecourts can struggle with, Moran’s Centra finds success by offering tight ranges of all the categories shoppers would expect. Shelving units that are in the middle of the shop floor are purposefully kept to no higher than four shelves, creating an open feel and enabling shoppers to see that the store offers a large range as soon as they enter.

The customer experience is a big focus in Moran’s Centra. Upbeat music plays at a comfortable volume around the store, while the smell of fresh bread and bakery items hits you from the first counter you see. The store design also draws on café culture that appeals to foodies, such as the coffee unit being made out of black tiles against white paint, and lighting fixtures that can be moved to highlight different areas. Customers can also have fun in store. An ice cream stand gives shoppers the option to decorate their dessert with 15 toppings and sauces.

CATEGORY ADVICE FOOD ON THE MOVE

28 JANUARY-10 FEBRUARY 2019 betterRetailing.com

19 23

MOVING WITH THE TIMES Forecourts are perfectly placed to catch hungry drivers with a tempting food-on-the-move offer, writes DARYL WORTHINGTON

CHANGING FOCUS WHEN it comes to food on the move at forecourts, the landscape is changing for independents. Multiples have entered the market in a big way, whether it’s M&S Simply Food, Little Waitrose or Tesco Express. The result is changing customer expectations, making it more important than ever to keep an eye on your offering. With these challenges, however, there is also an opportunity. Forecourts can drive extra customer spend through a strong offering. “There is an amazing opportunity for forecourts to take advantage of the almost one billion out-of-home eat-

ing opportunities that happen each year,” says Matt Gouldsmith, channel director, wholesale at Lucozade Ribena Suntory (LRS). There are a number of op-

BUILDING MEAL DEALS tions available to forecourts to get the most out of this opportunity, whether it’s hot food to go or making sure you get a soft drinks range that hits the key trends.

THE starting point for a strong food-to-go offering is a meal deal, which can drive basket spend and establish your store as a location for customers looking for a quick breakfast, lunch or dinner. “The main components of a food-to-go shopper’s basket are carbonated soft drinks, sandwiches, single bags of crisps and bakery items, so these categories should be the building blocks of meal deals offered in store,” explains Gouldsmith. “Secondary sites for these categories – for example, a small crisps fixture attached to the soft drinks chiller – will help to drive cross-category spend

and point shoppers towards the meal deal opportunity. A hot drinks machine in store can be a basis for a breakfast deal for morning commuters. Hot drinks can be paired

with pastries if you have a bakery section, or bacon rolls and sandwiches if you’re offering those. Alternatively, consider including cereal bars and protein bars in a meal deal.

SUPPLIER

VIEW

Matt Gouldsmith, channel director wholesale, Lucozade Ribena Suntory “LRS’s recent category research identified six key category drivers and the simple changes to shopper behaviour that could fundamentally increase the value of the soft drinks sector so that forecourts can make the most out of their soft drinks sales. “One of these drivers is the ‘with food’ opportunity. If forecourts can tap into this through their offering in store, they will reap the additional sales benefits, an opportunity worth £215m annually. “To drive the ‘with food’ opportunity, forecourts need to help shoppers on this mission buy drinks from categories like flavoured carbonates, juices and juice drinks – such as Ribena, Ribena Frusion and Lucozade Energy – and tea infusions, water and squash on four more trips per year.”

CATEGORY ADVICE FOOD ON THE MOVE

HOT FOOD OPTIONS HOT food to go is another option to boost basket spend. “In convenience, in-store bakery shoppers spend more than average and shop more frequently, so there’s a significant opportunity to generate sales by providing on-themove consumers with easy access to freshly prepared food,” says Jenny Bayliss, sales operations director at Delice de France. According to Bayliss, the benefits of installing a foodto-go solution, such as Delice de France’s recently launched Delice to Go or Baked by Delice, can be significant. “Increasing hot food-to-go penetration by 1% can add

£23,609 a year to the average convenience,” she says. Retailer Walter Bryson, fron Brysons Londis in Prestwick, Ayrshire, meanwhile, told Retail Express last year

28 JANUARY-10 FEBRUARY 2020 betterRetailing.com

BRANDS ARE KING that pizzas, wraps and potato wedges made up 40% of his food-to-go range. The other 60% comes from sandwiches, baguettes and soups they prepare themselves in store.

ADAM Hogwood, from Budgens of Broadstairs in Kent, recently organised a significant overhaul of his food-on-themove range. “We used to have our own hot food-to-go serve of burgers, bacon rolls and sausage rolls. However, we replaced it with a Subway concession,” he explains. “We found that focusing on Subway made it a lot easier in terms of reducing risk and wastage. “It makes a big difference to have a well-recognised brand – it keeps customers coming back, and buying other things when they come into the store.

“Costa Coffee had a similar impact. When we had a beanto-cup machine, sales were quite low,” Hogwood continues. “Once we got a Costa Cof-

fee machine in, sales went up to 40 to 50 cups. “You can’t replicate the pull global brands have with marketing.”

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Goran Raven, Ravens Budgens Abridge, Romford, Essex “WE have three Costa Coffee machines in store. Five years ago, we were only selling 28,000 cups a year, now we’re selling 51,000, and a major part of that is from adding the third machine. “We were anxious about setting up the hot food-to-go section because of wastage. It took time to establish, but it’s been worth it. Two members of staff do nothing but bake, from 5.30am to 6pm. The key to cutting waste has been baking little and often. This gives you two benefits – it reduces wastage, and also means you regularly have freshly baked stock on display, rather than doing one big bake and leaving that stock out all day. “We do a range of hot food, such as sausage rolls and pastries, but pain au chocolate is king – we can sell up to 70 a day.”

SOFT DRINKS AS A well-established core line, it’s worth evaluating your soft drinks to ensure they deliver the best results. “Soft drinks are worth £8.5bn in Great Britain and the category remains in growth,” says Amy Burgess, senior trade communications manager at Coca-Cola European Partners. “It is important for forecourts to offer a wide variety of drinks products in a range of formats to make the most of this opportunity.” Making sure you have a range that enables shoppers to choose healthier options is vital. “As more consumers look to make positive lifestyle

changes in a bid to be healthier, they’re on the lookout for more low-sugar food and drink,” says Burgess.

CATEGORY ADVICE PERFORMANCE ENERGY

21 23

Advertorial

Chris Terry Retail sales director, Glanbia Performance Nutrition

How retailers can make more from healthier protein snacking

A HIGHPERFORMING CATEGORY From drinks to bars, DARYL WORTHINGTON finds out how your store can make sure it’s giving customers a much-needed energy boost

PERFORMANCE TRENDS AS spring starts, more shoppers will be heading to gyms or upping their exercise – from taking on new sports to cycling to work. With this in mind, performance energy – whether drinks or snacks – is an important area to focus on to get the most from healthier shoppers. It’s not just for the fitness fans – as lifestyles become busier, more shoppers want snacks that give them an energy boost. So, whether you’re near a gym, in the countryside close to a hiking spot, or on a busy commuter route, it’s

worth checking you’re offering a performance energy range. Protein, in particular, seems to be a big shopper trend, and with that in mind it’s worth stocking a range of products that make it clear that they’re aimed at this market, such as Boost Protein, or Glanbia’s Optimum Protein Bar. Meanwhile, new launches from big brands such as Coca-Cola European Partners’ new Reign energy drinks, which have PoS available, are also worth stocking to signpost your performance energy section to shoppers.

Demand for healthy, high-protein snacks grew by 40% last year and now is the time to make sure you’re cashing in on this incremental, high-margin category. While consumption of high-protein bars has seen growth, expectations from consumers have moved on and it’s no longer enough for retailers to stock several flavours of similar protein bars. The majority are missing out on significant additional revenue by not meeting evolving consumer needs. Shoppers seeking out high-protein snacks have several different needs, from satisfying a craving to grabbing a quick energy boost. Retailers need to offer them choice, not just another flavour of the same chewy bar. Glanbia Performance Nutrition is helping independent retailers build an easy-to-shop high-protein snacking range. With a mix of formats and brands at tiered prices, retailers can now offer consumers choice and value to match all shopper missions. Consumers are visiting stores two to three times a week on snacking missions, with 60% now seeking out products high in protein. Importantly, more than a quarter of protein snack buyers say they would not have bought anything if the product they wanted had not been available. The challenge is therefore to remove confusion and make protein snacking easy to shop. Retailers should signpost the healthy snacking category within or beside confectionery, to prompt a better option. And with 46% of all healthy snacks consumed with a hot drink, place protein snacks beside the coffee machines to drive incremental spend. Available through Dhamecha Cash and Carry and other selected wholesalers, the Glanbia Performance Nutrition range includes two formats from Optimum Nutrition, including the ultra-soft Optimum Bar (RRP £2.29/60g), which was used by the England Rugby team. The second is the crunchy Protein Crisp Bar (RRP £2.29/60g), offering a very different texture to the traditional protein bar experience and has taken the gym channel by storm. We also offer a great-tasting, lighter option in the Nutra-Go Low Sugar Protein Wafer (RRP £1.79/42g) from Nutramino. And finally, with price a clear barrier for many, our range includes the deliciously soft BSN Protein Bar (RRP £1.49/75g) and BSN Protein Flapjack (RRP £1.19/75g), providing great value at attractive price points.

CATEGORY ADVICE PERFORMANCE ENERGY

RETAILER

THE TRENDS “SPORTS drinks are an incredibly important category for convenience retailers. The segment is in strong growth of 9%, ahead of the wider soft drinks category, illustrating just how fundamental drinks like Lucozade Sport are to a retailer’s soft drinks chiller,” says Lucozade Ribena Suntory’s channel director for wholesale, Matt Gouldsmith. “The category is large and fast-moving, so retailers should

stock up on the leading brands to ensure they can always offer their consumers what they’re looking for.” According to Glanbia’s retail sales director, Chris Terry, as well as growing, shopper demands in performance energy products are also changing. “For consumers seeking an energy boost from their local store, it’s no longer just about caffeine or sugary drinks – the

THE WHOLE JOURNEY FARAZ Iqbal’s Linktown Local is situated just a few minutes walk from a gym in Kirkcaldy, Fife. Interestingly, he’s found that focusing on health bars isn’t necessarily the key to boosting basket spend from gym-goers. “You have to think that going to the gym is usually just part of a routine. “As a convenience store, we want to tap into what they’re doing before and after their visit to the gym, and not just in the gym itself,” says Iqbal. “People going into the gym in the morning, for example, might buy a bottle of water,

but they’ll also buy something for their lunch at work. If they’re coming in in the evening, after the gym, they’re looking for meal ideas – maybe chicken, or something like that.” For Iqbal, these are the customer needs he aims to meet in his shop – performance energy and sustenance for before or after the gym visit. “We do a lot of meal deals throughout the day, to give customers ideas of what to buy. Whether it’s pizzas or something more healthy. This is our focus, to be an ‘all-inone’ location.”

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Simon Gray, founder and managing director, Boost Drinks “ACROSS energy, we see a real demand for new and exciting flavours. We’ve continually added new varieties to our energy range over the years to ensure we’re tapping into trends and providing retailers with something new to put on shelves. We advise them to look at offering a mix of new flavours next to consumer favourites such as Boost Energy Original and Boost Energy Original Sugar Free. “It’s also important to consider the different formats you have available. We offer our energy range in 250ml cans, but have also introduced 500ml and 1l varieties for some of our bestsellers, such as Boost Energy Original.”

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majority are now reaching for a protein snack,” he says. “Our research shows that seeking energy, either a quick burst or sustained, is now the top reason why consumers reach for a snack in a convenience store or forecourt.” As with many categories, shoppers are paying more attention to the ingredients in what they buy, and in particular the nutritional values. This is a

trend that is particularly strong in soft drinks, and is one that retailers should look to cater for in their ranges. “Shoppers’ spending on zero- and low-sugar drinks has increased by 33% and 29%, respectively, showing just how important this segment of the market is. In fact, there is now a higher volume of zero-sugar drinks bought than regular options,” adds Gouldsmith.

Faraz Iqbal, Linktown Local, Kirkcaldy, Fife “MY store is located just a few minutes’ walk from the local gym, so we get a lot of footfall from there. However, we only stock a small range of protein and health bars. This is partly because the gym has a store with its own protein bar range, so we don’t sell huge volumes. The only exception is when we put offers and discounts on – when we do that, we sell more. “Price seems to be vital for our customers. I’ve noticed that the products that are more than £2 don’t sell well unless discounted, while the cheaper ones, such as Mars, Snickers and Boost protein bars, do a lot better. “Our biggest seller with gym-goers is bottled water, flavoured and non-flavoured, especially those in bigger bottles. Macb flavoured water does really well, and we always make sure it’s on a two-for-one offer. We’ll keep that offer running in our store even if our wholesaler isn’t offering it.”

28 JANUARY-10 FEBRUARY 2020 betterRetailing.com

RANGING MERCHANDISING AND BOOSTING SALES THE sports & energy category is now well established in convenience stores, but that doesn’t mean it’s not possible to boost sales and get more from the range. “Many of the traditional energy staples are perceived to be less healthy options that are high in sugar or caffeine, or both,” says Glanbia’s retail sales director, Chris Terry. “Retailers have the opportunity to guide shoppers to help them make better choices. “Simple steps, such as

merchandising and clearly signposting ‘healthy’ or protein snacks at the front of stores beside, or within, confectionery sections will immediately help consumers with their choices, and increase profit through highermargin products.” Another thing to consider, especially with energy drinks, is the different formats you’re stocking, and where to place them in your store. “The use of different formats gives you the opportunity

to place your energy drinks in multiple places across your store and provide more opportunities to drive sales,” says Boost Drinks founder and managing director Simon Gray. “Boost’s Energy Original 1l is the company’s bestselling, take-home stimulation product, and accounts for 81% of Boost’s take-home sales.”

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Matt Gouldsmith, channel director wholesale, Lucozade Ribena Suntory “WE advise retailers to follow simple category advice to maximise sales within sports drinks. Focus on layout, review the range regularly and stock up frequently. Empty chillers could cause shoppers to go elsewhere, so keep the stockroom full to allow quick restocking during busy periods. The layout in the chiller is important in helping shoppers find what they’re looking for quickly and easily. Soft drinks should be brand-blocked with a minimum of two facings per flavour, and more for a bestseller like Lucozade Sport.”

top tips Get more from performance energy Location, location, location: Performance energy isn’t just for gym-goers. Many will look for a healthy energy boost prior to their day at work. With this in mind, stock high-energy snacks close to your hot drinks machines. Meal deals: With many shoppers consuming healthy snacks with hot drinks, consider combining them into meal deals or special offers. Thirst-quenchers: For many, water is the only performance energy boost they need. With that in mind, keep a range of standard and flavoured waters well stocked in your store, and well signposted so customers know where to find them. Think about price: There is a big variation in prices on performance energy products. With that in mind, make sure you stock both value and premium ranges, but use your knowledge of your customers and don’t waste space stocking products that cost more than they’re likely to pay. Consider health: Make sure your range covers a range of health needs, whether it’s high protein or low sugar.

CATEGORY ADVICE BIG NIGHT IN

28 JANUARY-10 FEBRUARY 2020 betterRetailing.com

STAYING IN IS THE NEW SPLASHING OUT TOM GOCKELEN-KOZLOWSKI looks at the trends and opportunities that are shaping the big night in occasion in convenience stores

A PERFECT OPPORTUNITY “WHATEVER the reason, the desire to stay at home offers retailers the perfect opportunity to capitalise on nights in,” says Jeremy Gilboy, founder of baked goods manufacturer St Pierre Groupe. With terrible weather, dark nights and bank accounts empty after Christmas, there are a number of reasons why staying in might strike your shoppers as a good idea right now. The ‘big night in’ doesn’t seem to be going anywhere.

According to Mondelez International trade communications manager Susan Nash, this trend can be beneficial to a host of major categories. “Chocolate is still the number-one choice for those settling down for a night in with friends and loved ones, followed by sugar confectionery, biscuits and crisps – so there are plenty of opportunities for cross-category selling to create the perfect night-in offer, with chocolate at the centre,” she says.

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Victoria Gell, fruity confections portfolio director, Mars Wrigley Confectionery “CREATING a clear confectionery display that communicates the ‘big night in’ occasion draws shoppers to the fixture, and cross-category promotions will encourage incremental purchases. Positioning confectionery alongside salty snacks, soft drinks and other complementary items will also raise awareness. “Remember to focus the display on products that are ideal for sharing, such as Starburst ‘Tear and Share’ Pouches, which are individually wrapped, and offer a variety of flavours to appeal to everyone.”

CATEGORY ADVICE BIG NIGHT IN

MAKE DINING IN SPECIAL NINE out of 10 shoppers will cook for their families at least once a month. For many, a home-cooked dinner plays a central role. “There are many ways independent retailers can boost sales and tap into this,” says Paul Adams, head of sales and development at Best-one. “Creating dedicated sections, where all ingredients needed to create specific ‘night in’ dishes are placed, will help increase basket spend. It will appeal to shop-

pers who are looking for a convenient shopping option.” St Pierre Groupe’s Jeremy Gilboy says that when it comes to meal options in convenience, expectations have changed. “Consumers have become more sophisticated in the foods they serve for a night in, with many opting for more substantial portable foods like burgers and hot dogs,” he adds. The St Pierre brioche range includes Burger Buns (RRP £2.49), Rolls (RRP £1.99) and Hot Dog Rolls (RRP £2.19).

DARK CHOC IS ON TREND TO start the new decade, Mondelez has gone back through its long list of muchmissed chocolate bars and given a new lease of life to Cadbury Bournville Old Jamaica. The dark chocolate bar with rum and raisin was originally launched in 1970, and has made several appearances as a limited edition since then. Its return follows the launch of Cadbury’s Dark Milk which, last year, grabbed attention with its £6m campaign featuring ‘ret-

ro’ celebrities Jason Donovan and Kim Wilde. Nash says: “Research has identified that our taste buds change as we go through different life-stages. This is true for many foods, such as olives and coffee, and some consumers increasingly look for a richer-tasting chocolate with a higher cocoa percentage” Early 2019 also saw the return of an old favourite, Cadbury Bournville Orange, and the launch of Bournville’s first sharing bag, Giant Buttons.

28 JANUARY-10 FEBRUARY 2020 betterRetailing.com

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Paul Adams, head of sales and development, Best-one “IT’S important to remember that nights in are not always about cooking dinner; 31% of shoppers get together with family or friends to watch sports at home. Forty-six per cent of these shoppers are purchasing crisps and snacks, a further 44% purchase alcohol and 32% purchase soft drinks. “Sharing bags are key, and placing them at the front of the store on gondola ends will alert shoppers to what you have on offer, such as sharing bags of crisps, bags of chocolate or packets of biscuits, as well as healthier options, too – such as healthier crisps and low-alcohol drinks options.”

CATER TO FINANCIAL WORRIES, TOO NIGHTS in are an alternative to nights out, providing an automatic saving, which means shoppers can treat themselves without worrying about the cost. Unfortunately, shoppers are feeling the pinch even at home, and suppliers are battling to show that they offer the best value. For example, Mondelez has

given its 95g sharing bags £1 price-marks across a range of bestselling brands, including Giant Buttons, Caramel Nibbles, Twirl Bites, Bitsa Wispa and Terry’s Chocolate Orange Minis. This preference for value extends to when shoppers are hosting. Best-one’s Paul Adams says: “Although shoppers are happy to spend on

GREAT TV MEANS GREATER PROFIT WHILE television might not be a category in its own right, its importance to the way our social lives operate gets greater by the year. Stuart Graham, customer marketing director at Pladis, says: “Appetite among consumers for big nights in doesn’t seem to be abating – Netflix reported seven million new subscribers in the third quarter to the end of October 2018.” Pladis is brand owner of Jaffa Cakes and its brand extension Jaffa Cakes Nib-

bles, which is designed for sharing. The product, launched early last year, is available in 100g sharing bags (RRP £1.50). Graham also recommends keeping in mind the time of year and upcoming events and using these to adapt big night in offers. “Although the big night in isn’t a seasonal phenomenon, it’s an occasion that continues to be shaped by wider and seasonal category trends, and retailers must ensure they reflect this in the products they stock,” he says.

quality produce when hosting, they are also keeping a close eye on promotions. Extending price promotions across multiple products will not only help shoppers feel they are getting maximum bang for their buck, it also offers breadth of product choice.” Best-one’s ownbrand meal range has a special price of two for £5, he says, encouraging multiple purchases.

18+, UK & ROI. Promotion Period: 02/01/2020 – 31/03/2020. Internet access, personal e-mail address and ability to take & upload photo required. Participating Products include Cadbury chocolate bars, bags and tablets (37.5g – 300g). Buy a participating product and find the Shiny card inside the pack to win a Premier League (‘’PL’’) Experience (date/location tbc). Breakdown of PL experiences available to be won per retailer/country in full T&Cs. Claim by 5pm on 15/04/2020. Also, visit legends.cadburyfc.com, enter your details & scan the front of pack of participating product with the Cadbury logo for a chance to win 1 of 50 pairs of PL tickets for winner and guest (no guarantee of match/team), 1 of 600 Panini albums or 1 of 2000 packs of Panini stickers via winning moments. Any unclaimed PL Experience prize will be forfeited & all valid entries made on the website will be entered in a draw to take place on 16/04/2020. Max 1 entry per person per day. Purchase necessary (excluding NI). Legend featured is for illustrative purposes only. See website for full T&Cs and NI NPN. Promoter: Mondelez Europe Services GmbH – UK Branch at Cadbury House, Sanderson Road, Uxbridge, UB8 1DH.

CATEGORY ADVICE NEXT-GEN NICOTINE

28 JANUARY-10 FEBRUARY 2020 betterRetailing.com

THINKING AHEAD 2020 is another year for changes in the tobacco market. TAMARA BIRCH looks at the evolving ways shoppers are consuming nicotine, and how retailers can make the most of the category

THE EVOLVING MARKET THE way shoppers buy nicotine is changing, as health concerns, growing costs and legislation push shoppers away from smoking tobacco. “According to the latest findings from Action on Smoking and Health, the number of vapers rose to an estimated 3.6 million in 2019, a 12.5% increase from 2018,” says Imperial Tobacco and Blu’s UK corporate affairs director, Duncan Cunningham. “The vaping market is expected to be worth £1.7bn by 2025.” This makes 2020 the perfect time to evaluate the next-gen

nicotine range in your store, and work out if you are getting the most from the category. JTI’s head of reducedrisk products, Nick Geens, says capsule devices offer a starting point for smokers new to vaping. “Pod devices are the fastest-growing segment due to their shape and size. Alternatively, refillable vapes are now used by the majority of vapers and allow for a more customisable experience.”

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Peter Nixon, managing director, Philip Morris “ACCORDING to our research, 25% of menthol smokers will switch to non-menthol cigarettes. Seventy-five per cent will look for an alternative, whether it’s vaping or roll-your-own. Three quarters of menthol smokers who go into a retailer on 20 May are not going to get the product they want, and are going to start to look around. “Our strategy is to expand Iqos into independent stores. Heets are already well distributed in independent stores, but we want to expand the Iqos device into them, too. Our strategy is to support retailers when dealing with the menthol ban. “When we’ve shown menthol smokers Iqos, 51% have told us they would probably or definitely buy it.”

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CATEGORY ADVICE NEXT-GEN NICOTINE SUPPLIER

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Stocking ideas

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Nick Geens, head of reduced-risk products, JTI

The next-gen products to consider after the menthol ban Iqos and Menthol Heets Menthol heated tobacco will be exempt from the menthol ban, making it an ideal product for smokers looking to switch to something new. Iqos heats rather than burns tobacco and gives a tobacco taste, without the smoke and ash.

“THERE are hundreds of vape brands and products out there, but if retailers stick with well-known brands, they will be in a much more comfortable space, and will know they’re fully in line with the right regulations, avoiding products that might have taken shortcuts. “The key thing for us is preventing underage sales. It is really important staff training is done with everyone in the store. Retailers are on the front line in preventing minors getting hold of vaping and e-cig products. We always recommend Challenge 25 as the starting point – that means requesting ID from anyone who looks under the age of 25.”

Juul Pods Glacier Mint Glacier Mint is the latest flavour to be added to Juul’s pods range. The flavour is one of four Juul pods in the Juul Starter Kit, and is the bestselling flavour. Available in 9mg and 18mg nicotine strengths. Myblu Starter Kit Pod systems are simple and easy to use for the consumer, making them a favourite for some. The Myblu range includes menthol flavours that combine fruity elements, as well as tobacco and tobacco crème flavours. Imperial’s Duncan Cunningham advises stocking multiple flavours to keep customers experimenting.

A NEXT-GEN ANSWER TO THE MENTHOL BAN WHEN the menthol ban comes into effect on 20 May, menthol smokers will be looking for alternatives. While some will switch to non-menthol cigarettes, or might see it as an excuse to give up smoking, others will look to menthol flavoured next-gen products. “With around a quarter of all cigarettes sold in the UK being menthol or crushball, the ban could have a large impact on the tobacco category,” says John Patterson, sales director at Juul. “Adult smokers who use these products in the UK, and prefer menthol to tobacco flavour, will no longer be able to

buy them. Clearly the ideal situation for such smokers would be to quit tobacco use entirely, but, for those who choose to switch to alternatives in the ecigarette and vaping category, they may be interested in some of the options, including menthol- and mint-flavoured products that are available.” With this in mind, it’s worth considering a selection of menthol-flavoured next-gen products, whether it’s e-cigarettes or JTI’s Nordic Spirit nicotine gum. However, although nextgen is growing as a category, it’s important that retailers also keep plenty of tobacco

options available. Rollyour-own (RYO) is one area that seems to be going from strength to strength. “The combination of rising cigarette prices and the higher margins offered by RYO products will continue to drive growth,” explains Republic Technologies sales manager Gavin Anderson. “While the vaping sector continues to expand, it’s not inhibiting the sustained rise in demand for RYO accessories, and with menthol cigarettes being discontinued from May, accessories may well provide the solutions and options that consumers will look for.”

Nordic Spirit A tobacco-free nicotine pouch, Nordic Spirit is available in Mint and Bergamont Wildberry in 6mg and 9mg varieties. Each pouch can be used for up to one hour and contains blends of plant-based fibres, nicotine, additives and flavourings. Vype ePod Starter Kit Vype ePod is available in five flavours: Golden Tobacco, Tropical Mango, Chilled Mint, Very Berry and Vanilla Medley. The starter kit includes the ePod device, one Tropical Mango cartridge and a micro USB charger. Speaking at its launch in June, Nigel Hardy, head of next generation at British American Tobacco (BAT), said, compared with popular competitors, Vype ePod offered a larger cartridge size (1.9ml vs 0.7ml) and more puffs per cartridge.

getting started Start simple: Don’t go all in with your vaping and next-gen range straight away. Instead, stock a range of starter kits to encourage smokers into the vaping category, and gauge the interest in your area. In addition, introduce a couple of flavours to give shoppers a choice. Create an attractive display: As well as maintaining high availability, using a vape display effectively can help get your range noticed. Companies such as Aqua Vape, Logic and Edge are just some of the options available to retailers to provide effective display solutions. Expand your knowledge: As you increase your range, customers will likely have questions about nextgen products. Researching the products the category offers, such as vapes, heat not burn, short fills and menthol alternatives, will help you become a onestop destination.

WHAT’S THE OPPORTUNITY? WITH vapers spending an average of £38 a month on vape products, some retailers have begun to invest heavily in the category. For example, Amrit Singh, of Nisa Local High Heath in Walsall, and Sid Sidhu, of St John’s Budgens in Kenilworth, Warwickshire, worked with Aquavape to install vape franchises within their convenience stores, revealing how

much potential they see in the category. “An estimated 7.1% of adults vape in the UK, and over half (51.1%) of vapers are ex-smokers with the main reason for current smokers using e-cigarettes being to cut down,” explains Cunningham. Imperial’s research reveals that 60% of those surveyed said health was the main reason for taking up e-cigarettes.

The opportunity for retailers, therefore, is to stock a range of strengths, from 3mg to 18mg, for those shoppers wanting to ease themselves into vaping. A further opportunity for retailers is the third of smokers that have never tried vaping. Talk to your smoker customers regarding the reasons for their apprehensions on vaping and next-gen products to de-

termine if it’s an issue you can resolve and build your relationship with your shoppers. For example, it could be as simple as explaining how a pod or open and closed system works, or which device would be better for a beginner. The result of this could mean a shopper switching permanently to vapes or nextgen nicotine, and returning to your store as a regular.

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ai157909221963_RETAILEXPRESS_IQOS_BACKCOVER_339x260_v2.pdf

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From 20th May 2020, the only menthol tobacco * you can sell is HEETS. To find out more about selling HEETS and IQOS devices and to be eligible for our Buy-Back scheme register now at:

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THE NEW ALTERNATIVE FOR YOUR MENTHOL SMOKERS.

*Excludes specialist tobacco products such as Cigars and Cigarillos.

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