Retail Express - 7 April 2020

WIN STOCK

Get your hands on £50-worth of Lucozade Revive for your store P11

7-20 APRIL 2020 STRICTLY FOR TRADE USERS ONLY

‘HIDDEN HEROES’ Government and public praise independents for their response to the coronavirus as grant funding arrives in stores P3

SHOP ASSAULT CRACKDOWN

PRESSURE ON WHOLESALERS

ENGAGING CUSTOMERS

Legislation imposing tougher sentences on offenders receives support in Parliament

Bosses unveil measures to cope with demand following shortages and overcrowding

How Aman Uppal keeps up with the latest food and drink trends to boost sales

P2

P4

BACK PAGE

our say

Megan Humphrey, editor

Coronavirus is an opportunity to secure returning customers OVER the past two weeks I’ve been self-isolating in Kent, after I was forced to temporarily move back in with my parents after falling ill.

Thankfully, I’m now back to full health, but during my time here, I’ve been able to experience first-hand how vital local shops have become to those who wouldn’t usually step through their doors.

My parents typically don’t use a convenience store to do their shopping, but since the outbreak of the coronavirus they have become their biggest champions.

For a number of days, their favoured multiples have failed to come up with the goods, and who do you think had a loaf of bread that couldn’t be found in Tesco or Asda? The local shop.

I know times are tough right now, following ongoing supply issues and a boost in the amount of verbal abuse some retailers have CUSTOMERS experienced, but it’s important to ARE LIKELY TO remember that you can use this albeit difficult time as an opportunity. RETURN ONCE Take advantage of new customers in your store by refreshing your NORMAL LIFE in-store promotions, and engage in RESUMES conversation, because it doesn’t go unnoticed during times like these.

If it’s someone’s first time in your store, they will most definitely come back if they can not only get what they need, but also feel welcome.

The chances are high that new customers are likely to return once life resumes, and when this is all over, you’ll be the ones reaping the rewards after growing your status as a pillar of your community.

The five biggest stories this fortnight 01

New law aims to crack down on assaults on shop staff

on 16 March, Norris said: “Retailers and their staff are THE retail industry has a cornerstone of our local welcomed the introduc- communities, yet every day tion of a Parliamentary Bill hundreds of retail workon tougher sentences for ers are suffering shocking those who assault retail abuse at work. Despite the workers, spearheaded by exponential rise in violence, we are seeing an ever-deMP Alex Norris.

The legislation seeks to creasing response from our make offences against retail police forces that have been workers aggravated, which so stretched by 10 years of would increase the options cuts, especially to neighfor more serious sentences bourhood policing teams.”

The second reading of the for those convicted.

After receiving a unani- bill will take place on 24 mous passing in Parliament April 2020.

MEGAN HUMPHREY

However, during the same week, it was revealed that the government’s response to its call for evidence on retail crime would be delayed.

Retail Express reported at the start of the year that the �indings were to be published at the end of March.

In response to the news, NFRN national president Stuart Reddish said: “We are ob-

viously disappointed that the government’s response to the call for evidence on violence against retailers will not now be published before the House rises for its Easter break.

“Independent retailers need the government to act to protect them in their stores and we hope that a statement will be made as soon as the House returns.”

FOR MORE ON HOW WHOLESALERS HAVE BEEN COPING DURING THE CORONAVIRUS, GO TO PAGE 4 @retailexpress betterRetailing.com facebook.com/betterRetailing Editor Megan Humphrey @MeganHumphrey_ 020 7689 3357 Features editor Daryl Worthington @DarylNewtrade 020 7689 3390 Insight reporter Tamara Birch @TamaraBirchNT 020 7689 3361 Editor in chief Louise Banham 020 7689 3353 Production editor Ryan Cooper 020 7689 3354 Sub editor Jim Findlay 020 7689 3373 Head of design Anne-Claire Pickard 020 7689 3391 Designer Jody Cooke 020 7689 3380

Editor – news Jack Courtez @JackCourtez 020 7689 3371 Senior features writer Priyanka Jethwa @PriyankaJethwa_ 020 7689 3355 Reporter Umar Ali 020 7689 3395 @UmarAliNT

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

02

Bread shortage

WARBURTONS suspended deliveries to small independent stores due to the coronavirus.

Retailers said their deliveries were cancelled with little notice and higher order terms introduced.

They were told the move

03

DRS pushed back

was designed to protect sup- THE Scottish government has ply into supermarkets amid delayed its deposit return scheme, announced new store driver shortages.

Warburtons’ corporate exemptions for retailers and affairs boss, Tearmh Taylor, revealed lower handling fees said: “We will do our best to paid to stores.

Holyrood revealed a ensure rural communities are impacted as little as possible.” 15-month delay, pushing

the start date back to July 2022 and suggested lowering payments given to stores per container returned from 1.5p to 1.1.p for over-thecounter returns, and from 3.1p to 2.8p for returns via automated machines.

Digital content editor Jody Porter 020 7689 3378

Account manager (new business) Jimli Barua 020 7689 3364 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.

Read the full story at betterRetailing. com/warburtonssuspends-deliveries

04

Coronavirus closures

THE number of convenience stores thought to have closed due to the coronavirus has risen to at least 1,000, leaked documents suggest.

Incomplete data sets from both Menzies and Smiths News show that from 16 to

24 March, more than 1,000 independent and 500 multiple-owned stores reported temporary closures to their news wholesalers.

Of 63 independent sites where location was provided, nearly half were in London.

Read the full story at betterRetailing. com/DRS-delayed

05

PO scheme delay

THE Post Of�ice has delayed a scheme to compensate retailers wrongly accused of theft due to failings in its Horizon till system. The scheme has been delayed until May “to prioritise support for postmasters” during Covid-19.

While plans to compensate other subpostmasters not involved in the litigation were delayed, independent journalist Nick Wallis uncovered that partial payments to 550 litigants started earlier than planned.

@retailexpress facebook.com/betterRetailing

7-20 APRIL 2020 betterRetailing.com

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

Gov’t praises convenience retail’s ‘hidden heroes’ JACK COURTEZ ENVIRONMENT secretary George Eustice has praised the hard work of store owners, staff and the grocery supply chain for “working around the clock to keep the nation fed” during the coronavirus.

A letter published by the government on 26 March highlighted stores’ response to “an unprecedented increase in demand”.

Eustice wrote: “I am personally enormously proud and thankful for all the work that you have done in recent

weeks, and will be asked to do in the weeks ahead. In many cases you are the hidden heroes, and the country is grateful for all that you have done.”

Hundreds of stores provided grocery delivery services to protect self-isolating customers. Delivery platform Snappy Shopper reported a 169% increase in customers using home deliveries from independent sites.

Other stores have introduced measures such as till screens and �loor social-distancing markings, and donated medical and food supplies.

Symbol groups have also been praised, with one customer writing: “Londis have upped their game in the community’s times of need.”

The NFRN has promoted local shops in adverts published in national papers under its new campaign – Shop Local, Shop Little.

National president Stuart Reddish said he hoped it would encourage customers to “visit and support their local stores”.

Starting on 31 March, some retailers reported receiving their £10,000 coronavirus grant, as promised

to all businesses with rural, or small business rate relief.

Payment is handled by each store’s local council.

Meanwhile, the police promised to step up efforts to protect stores. Chief inspector Partick Holdaway, of the Met Police’s National

Business Crime Centre, said: “We’re really keen to support businesses, especially when there’s instances of violence related to social distancing.

The evidence we’ve seen is that police forces are being proactive in dealing with those offenders.”

DEPOSIT RETURN SCHEME What did the Scottish government’s newly published legislation reveal?

2.8p

30%

Increase in containers forecast to be returned under the scheme

1.1p

July 2022

New suggested payment to stores per container received over the counter

New start date of the scheme rollout

express yourself “It means an extra trip to the cash and carry every morning, extra strain on depot staff and ourselves, and having to disappoint some customers. We’re stocking Kingsmill and Mother’s Pride instead. Most customers are happy that we have bread on the shelves, so no major complaints.

Sometimes when the Warburtons van delivers to the Tesco Express, they are parked closer to our shop than Tesco.

They are forcing customers to the supermarkets.”

Raj Clare, Londis Queen Margaret Drive, Glasgow

New suggested payment to stores per container received via automated machines

the column where you can make your voice heard

03

GOOD WEEK MAGAZINES: Data from distributor Seymour has revealed that magazine sales in convenience stores have rocketed. In the space of just one week, they jumped from a 9% decline year on year to 15% up, as customers look to local stores for their entertainment needs while in self-isolation due to the coronavirus. Puzzles, children’s titles and TV magazines were the most in-demand categories.

CONTACTLESS: The cap on contactless card transactions was increased from £30 to £45 on 1 April to reduce the risk of coronavirus transmission. Barclaycard said grocery stores, bakeries, pharmacies and forecourts would receive priority treatment in the rollout of the rise across the company’s 150,000 terminals in the UK. Go to betterRetailing.com and search ‘contactless’ to read more about this story

BAD WEEK NEWSPAPERS: Former Mirror editor and Guardian columnist Roy Greenslade has claimed circulations at national newspapers were “plummeting” due to the coronavirus. He blamed this drop on older customers struggling to get to stores, resulting in an overall 30% fall since the lockdown.

The figure is also likely to include the culling of free copies from transport hubs.

GOT CAPITAL: The finance firm has stopped providing loans to “at risk” business sectors including convenience stores, while a senior figure claimed the company has “suspended all ongoing operations”. Unlike other lenders, Got Capital provides independent businesses with quick financing of up to £100,000 in return for a revenue share until the loan is paid.

Go to betterRetailing.com and search ‘got capital’ to read more about this story

What does Warburtons’ axing of deliveries to small shops mean for independent stores?

“A shame, but hey ho, local bakers are helping all us ‘little’ independents out. Their loss, as customers like me get through more than 150 items a day. But if they don’t want a shop that sells 55,000 items a year, I will keep taking my money elsewhere. This will come back and bite them on the backside when the multiples push the price down and Warburtons have to do as they are told.”

Laurence Pulling Londis Newhaven, East Sussex

“Cancelling our deliveries for the next two weeks so you can supply supermarkets? Personally, I’ll close my account with you and transfer all bread trade to Roberts Bakery, a proper bread supplier. I’d offered to order a huge amount, I’d offered to collect from your bakery, I’d offered to collect from your nearest delivery site, all refused. In times like this, you should step up, not step back.”

Amrit Singh, Nisa Local High Heath, Walsall

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

Amrit Singh

NEWS

04

7-20 APRIL 2020 betterRetailing.com

Wholesalers under pressure JACK COURTEZ WHOLESALE bosses have introduced unprecedented measures to help tackle high demand following backlash over shortages and overcrowding.

Last month, senior Nisa, Parfetts and Filshill staff had been deployed to depot �loors to help minimise disruption to retailer deliveries. One store owner praised Filshill, stating:

“As I arrived in depot, the �irst person I saw in a high-vis jacket and jeans was [managing director] Simon Hannah, then Nick Hannah [director].”

Nisa chief executive Ken Towle had also worked overnight picking and loading operations to clear delivery backlogs.

Meanwhile, Bestway and United Wholesale vowed to protect the industry’s reputation by punishing store own-

ers caught ‘pro�iteering’ from the outbreak.

Bestway managing director Dawood Pervez said retailers caught pricing above pricemarked packs or selling individual items for a higher price “will have their account put on stop and all credit facilities withdrawn”. Any Best-one retailer caught would also risk having their fascia removed.

These efforts come as Booker, Bestway and Nisa

faced criticism from retailers. Booker retailers were left unable to buy stock at depots following reports the public were shopping in cash and carries to stockpile for personal use. Booker has since stopped registering new cards to prevent this.

Nisa retailers were also left without fresh and frozen products last month after the wholesaler cancelled deliveries to prevent “signi�icant

Coronavirus Retailer Support Hub betterRetailing.com/news/coronavirus

consequences” to its logistics network. Store owners also re-

ported overcrowding at Bestway and Dhamecha depots.

PayPoint payment drop warning PAYPOINT has warned that measures taken by the government to reduce the spread of coronavirus could have “adverse consequences” on payment volumes.

In an update on its operations regarding the pandemic, the company said additional initiatives and services will be slower to implement as part of the government’s response.

Despite the warning, PayPoint said there were areas of increased activity across

its network. It has combined remote working with �ield activity to continue its retailer support.

CAMELOT has stopped sales rep visits and imposed restrictions on ‘advanced play’ of EuroMillions and EuroMillions HotPicks.

A statement sent to stores by the National Lottery operator said the decision to stop visits was “in line with the latest government guidelines” amid the coronavirus outbreak.

The usual one-month time window to purchase EuroMillions tickets will also be shortened to one week from 8 April.

Camelot was unable to con�irm when the normal window would return.

National Lottery sales restrictions for stores

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

Supporters

Mars stock shortages on key brands and lines RETAILERS will be unable to stock top Mars Wrigley lines until 31 May due to a “mechanical breakdown” at the supplier’s factory.

A note from Mars seen by Retail Express’s sister title, RN, read: “Planned production at a Mars Wrigley factory has been disrupted by a mechanical breakdown. The recovery time will differ for each SKU.” Twenty-one lines potentially affected include £1 pricemarked Revels Treat Bags, Maltesers boxes, Galaxy Ripple and Minstrels Big Bag 66g.

GET READY FOR 20TH MAY The new alternative for menthol cigarette smokers

IQOS MENTHOL KIT CONTAINS IQOS 2.4 Plus device, HEETS Turquoise and Blue packs.

Menthol cigarettes will be banned after May 20th.

Become an IQOS stockist.

To find out more about selling IQOS menthol kits and for SCAN ME

information on our buy-back scheme register now at

menthol-ban-retail.co.uk or scan the QR code.

NOT A VAPE OR A CIGARETTE

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

PHI0641_Menthol March Ban Ad_RE_AW7.indd 1

17/03/2020 12:07

Advertorial

PRODUCTS

06

Citrus Chill joins Lucozade’s range PRIYANKA JETHWA

Mark Yexley Communications director, JTI UK

JTI’s Mark Yexley reveals the menthol ban facts you need to know With the menthol ban coming into force next month, JTI’s communications director, Mark Yexley, answers the key questions that every retailer should be thinking about.

Is it only cigarettes that will be affected by the menthol and capsule cigarette ban?

“I can confirm that only menthol and capsule cigarettes are affected, and the ban only applies to hand-rolling tobacco if it is supplied with mentholated filters or papers in the same product. Cigarillos such as Sterling Dual Capsule Leaf Wrapped, mentholated e-liquids like those available in the JTI Logic Compact range, or nicotine pouches including Nordic Spirit are not affected by the ban and will therefore still be available.”

Can I sell menthol accessories in the same transaction as tobacco?

“The law still permits mentholated papers and filters to be sold as long as they are sold separately from hand-rolling tobacco products such as Amber Leaf and Sterling Rolling Tobacco. Therefore, retailers may sell menthol accessories in the same transaction as tobacco. For more guidance, retailers and customers can visit our new microsite – jtiadvance.co.uk/mentholban2020/customer-info – or call the JTI customer care line on 0800 163 503.”

What advice can I give to my customers who are confused about the ban?

“Communication in the build-up to the ban is key for retailers as many existing menthol and capsule cigarette smokers will have questions. Retailers should ensure that their staff are aware of the facts surrounding the ban and of the alternative options available to customers – ensuring that they are confident in their knowledge so that they are able to accurately inform their existing adult smokers. You can learn more by visiting jtiadvance. co.uk/mentholban2020. The site also includes a number of consumer-facing pages which retailers can direct their customers to, in order to find out more information about the ban.”

FOR MORE INFORMATION, RETAILERS CAN DIRECT THEIR CUSTOMERS TO JTI’S MICROSITE: JTIADVANCE.CO.UK/ MENTHOLBAN2020

LUCOZADE Energy has added a new Citrus Chill variety to its £66.8m �lavours range ahead of the summer season.

Lucozade Energy Citrus Chill, a new lemon & lime �lavour, is available in 380ml price-marked packs (PMP) and standard packs. It joins the range of Lucozade Energy �lavours, and will build on the launches of Apple Blast and Watermelon & Strawberry Cooler, which delivered sales of more than £2.1m in its �irst six months on shelf.

Lucozade Energy sales are growing 8.3% year on year, and within this, the �lavours range is growing at 42% year on year and attracting new shoppers.

Zoe Trimble, head of marketing for Lucozade at Lucozade Ribena Suntory, said that 36% of Lucozade Energy buyers �irst came into the brand through one of its �lavours, highlighting the importance of new launches and innovation.

She added: “The launch of Watermelon & Strawberry Cooler last year is proof of that, having delivered more than 15% of Lucozade En-

Levi Roots launches Tropical Punch

LEVI Roots has launched a new Tropical Punch �lavour, available now in 500ml £1 price-marked packs, developed for convenience retailers.

Sally Forbes, brand manager at Levi Roots, said sales for the brand are up 3% year on year, and the launch aims to drive sales from its key target audience of 16-to-35-year-olds in hopes to drive growth in independent stores.

“We know that people already seek out the brand for the taste of the Caribbean, so our new Tropical Punch �lavour will �it right in on shelf,” she added.

Tropical Punch joins Caribbean Crush and Jamaican Sunset �lavours in its range of carbonated drinks.

The Great Golden Wonder promo TAYTO has partnered with Deliveroo for its new on-pack ‘Great Golden Wonder Takeaway Giveaway’, which will be printed across 25 million packs of crisps and snacks.

The promotion will run until 1 July, and will feature across

Halewood Wines & Spirits adds PMPs

HALEWOOD Wines & Spirits has added new price-marked packs (PMPs) to its JJ Whitley white spirits range.

Impulse sales of the range performed strongly in 2019, with its Pink Cherry Gin and Raspberry Vodka varieties proving bestsellers among consumers demanding pink gins and �lavoured spirits.

The new 70cl PMPs come with an RRP of £15.99 and will be available across a range of seven �lavoured vodkas and gins, which, in addition to the Pink Cherry Gin and Raspberry Vodka, includes Strawberry Gin, Violet Gin, Blood Orange Gin, Rhubarb Vodka

ergy 380ml PMP �lavour sales in symbol and independent stores in 2019.

“We have seen a 35% increase in shoppers purchasing more than three Lucozade Energy �lavours – so it really is key to have choice on shelf.”

and Vanilla Vodka.

A £13.99 PMP will feature on the brand’s 70cl Artisanal Vodka. All of the PMP spirits in the range are 38% ABV.

four of Golden Wonder’s main brands – Golden Wonder fully �lavoured, Ringo’s, Saucers and Transform-A-Snack, giving shoppers a chance to win free takeaways worth £780 for up to a year, with one winner picked every day during the promotion.

Quorn drives appeal with Wonder Grains QUORN is returning to screens with its ‘Step in the right direction’ campaign, promoting the brand as a sustainable food choice.

The advert focuses on its Wonder Grains range – in

particular its Thai variety – and highlights how easy it is for people to enjoy a meal that is healthier for them and the planet at work and at home.

The ambient range is now worth £2m.

7-20 APRIL 2020 betterRetailing.com

Pepsi Max rolls out a Yop gets a flavour shakenew pack design up and pack redesign SET to appeal to younger consumers, Britvic is redesigning its Pepsi Max range with a new bottle shape and bold colours.

The rebrand will bene�it from digital and instore support, and a recycling message will also be included on the caps of the bottles, to ensure sustainability is at the front of shoppers’ minds.

The new look of Pepsi Max will be part of promotions, with a two-for-£1 deal across its 330ml cans and two-for-£1.70 deal across its bottles, which will be exclusive to the convenience channel.

GENERAL Mills is debuting a new look across its Yop range, including new a format and �lavour.

The 500g bottle format, which currently includes Strawberry and Raspberry �lavours, will be joined by a new 180g size in four-packs. Ideal for larger families, the additional size taps into new occasions for the brand and targets on-thego shoppers. A Tropical �lavour

Kind targets the breakfast market ENTERING the breakfast category for the �irst time, Kind Snacks has added new products to its range, available to retailers now.

Three varieties are available, including Blueberry Almond, Peanut Butter and Honey

Oat. All three are all glutenfree and high in �ibre. Each bar is soft-baked and features a base of �ive whole grains – oats, millet, buckwheat, amaranth and quinoa.

The Honey Oat bar is the �irst in the Kind Snacks product range not to contain nuts.

Biotiful adds Kefir Cheese to its range BIOTIFUL Dairy has added a Ke�ir Cheese to its range, which comes in three �lavours with an RRP of £1.50 (150g) each.

The savoury �lavours include Original, Herbs & Garlic and Red Pepper & Cumin.

Positioned as a healthier and tastier alternative to cottage or cream cheese, Biotiful Ke�ir Cheese is a cultured soft cheese made with milk and Ke�ir cultures, which contain billions of gut-friendly bacteria.

has also been added to the line-up.

The new look is designed to appeal to teenagers, and features brighter colours to ensure it stands out on-shelf.

The design also highlights that the new bottle is 100% recyclable.

07

GET UPDATED ON THE

RETAILER HUB Visit: www.TNLRetailerHub.co.uk to access the following information: • Latest lottery news (including COVID 19 updates) • Current POS • Training content • Responsible Retailing • Redeem your retailer rewards* • Tips to help maximise your sales

PRODUCTS

08

Westons Cider expands range WESTONS Cider is expanding its Henry Westons brand with three new premium varieties, amid a challenging time for mainstream cider in the offtrade channel.

These will include a Cloudy Vintage, Vintage Rosé and Organic Cider. All three come with an RRP of £2.19 each and are available in 500ml glass bottles.

The supplier says new coloured labels and cardboard trays with colour cues will increase stand-out on shelf.

With craft cider growing at 9.4% against the decline in mainstream varieties at 9.7%, Sally McKinnon, head of marketing at Westons Cider, said premiumisation has played a big part in fuelling the growth in the brand.

Westons’ Vintage variety is growing at 8.2%, and as value continues to outstrip volume sales, expectations are that more shoppers will trade up to the brand from mainstream offerings.

McKinnon added: “The launch of these varieties will enable us to introduce Henry Westons to new shoppers who are currently buying into

three sub-categories of cider: cloudy, rosé and organic.

“We know that line extensions drive incremental sales

UNILEVER has launched a new six-pack of Marmite, which retailers can directly place from wholesale to shelves.

The supplier says it will help retailers who are looking for less cash outlay per

trip to the depot, while still wanting high volumes on shelves.

Available now, the yellow and black case contains six 125g jars, and will be supported by a £2m campaign for Marmite.

HALEWOOD Wines & Spirits is refreshing the bottle design of its Whitley Neill Blood Orange Gin. The new design will see Blood Orange’s current white bottle replaced with an orange-coloured glass, while the brand’s logo will reverse from the existing orange colour to the solid white lettering and logo used on Whitley Neill’s other �lavoured gins.

The Blood Orange bottle will also feature a new neck design and bottle seal.

James Stocker, marketing director at Halewood Wines & Spirits, said: “The new orange is visually more consistent with other gins in the range.”

PRIYANKA JETHWA

Blood Orange Gin Marmite launches six-pack for c-stores gets makeover

Real Good Ketchup goes super-sized

*Only eligible National Lottery Retailers can claim rewards.

Ts & Cs apply, visit www.tnlretailerhub.co.uk for more details

for the Henry Westons brand and, by welcoming in these new shoppers, the lines will propel further growth.”

REAL Good Ketchup has extended its range to include a 685g Big Squeezy bottle, targeting larger families.

The new 685g Big Squeezy Tomato Ketchup is designed for those looking to replace big-brand highsugar and high-salt tomato sauces with a healthier option.

The 685g bottle has an RRP of £2.99.

The bottle is 100% recyclable, with no added sugar, containing over 75% less sugar and salt than regular tomato sauces.

Hooch unveils pink raspberry lemonade GLOBAL Brands has launched a new pink variety under its Hooch brand, an alcoholic raspberry lemonade.

With a tagline of #notprettyinpink, the launch campaign will focus on the drink being ‘pink with attitude’, and will

span digital and social media.

Hooch brand controller Christian Sarginson said: “In the drinks industry, the power of pink is plain to see, with pink ready-todrink beverages growing 357% year on year in the UK off-trade market.”

7-20 APRIL 2020 betterRetailing.com

A Tyrrellbly tasty campaign from KP

Goodbody Botanicals’ hand sanitiser Goodbody Botanicals’ CBG hand cleanser will be available in a 50ml bottle and provides more than 500 ‘hand washes’.

Natural inhaler sticks from GO2

GOODBODY Botanicals has launched a new spray hand sanitiser with an RRP of £7.99.

Made with cannabigerol (CBG), a cannabinoid compound found in the cannabis plant, the alcoholbased solution has been produced in response to increased demand in hand sanitisers amid the coronavirus pandemic.

The supplier says that research shows that CBG is an ‘effective antibacterial agent’, believed to be effective in combating MRSA, one of the most common hospital superbugs.

Wholesaler reports snack sales increase

AVAILABLE now to Londis and Spar retailers, GO2 has launched a range of four natural inhaler sticks.

Designed as a ‘wellness pick-me-up’, the varieties available include Sleep, B.Calm, Focus and Energy.

Co-founder Benjamin Shipman said: “GO2 inhaler sticks are a grab-and-go product and we’re excited to soon be seeing them in forecourts and independent stores around the country, giving consumers access to products that can make a difference to their well-being.”

COTSWOLD Fayre has reported that snacks have become its fastest-selling category in convenience, growing by more than 5% year on year.

Paul Hargreaves, chief executive at Cotswold Fayre, said the snacks category has bene�itted from an increased interest in healthier options, with snacks no longer being all about potato crisps, but those based on chickpeas,

plantain, corn, lentils and even lotus seeds.

“Compostable or recycled packaging is also going to be huge for this category, and the �irst brands to market with a sustainable packaging innovation will have a huge advantage,” he added.

“When it comes to nuts, I expect to see more instore re�ill stations offering consumers the option to bring their own containers to stock up on snacks.”

KP SNACKS is backing its Tyrrells brand with a new £2m marketing campaign for the �irst half of this year.

As part of this, the brand will be promoted on TV, radio and print advertising, as well as digital activity, with its ‘Tyrrellbly tyrrellbly tasty’ campaign, which will run until May. Tyrrells global marketing controller Dan Winslet said the campaign is designed to highlight Tyrrells provenance and heritage in a humorous way.

Tyrrells products are currently purchased by more

than 5.9 million households, with its main shoppers being 35 years old and above.

09

Benson & Hedges New Blue Dual, Sovereign New Dual and Benson & Hedges New Dual) provides smokers with a distinctive tobacco blend in a dual pack which now includes two sections of 10 cigarettes.

AVAILABLE now to c-stores, Füd is a vitamin energy drinks brand designed as a healthier and natural alternative to regular energy drinks.

The drink comes in two �lavours, Berry & Coconut and Pineapple & Ginger, with an RRP of £1.95 per can, and combines B-vitamins and electrolytes with fruit juice to give consumers a natural energy boost.

The brand says that the minimal pack design and pastel colour scheme has been created to target millennial women, offering an alternative to the frequently ‘macho’ positioning of many mainstream energy drinks.

RETAILER HUB HOW TO ACCESS THE RETAILER HUB Follow these 3 easy steps:

JTI’s new alternative Füd launches two products range energy drink flavours JTI is launching a range of alternative products with distinctive tobacco blends, plus product and pack innovations, ahead of the menthol ban.

The new dual range (available across Sterling New Dual,

GET UPDATED ON THE

1. Visit www.

TNLRetailerHub.co.uk 2. Click: Sign up 3. Enter your Retailer Number, Name and Email Address

THANK YOU FOR YOUR SUPPORT

A huge thank you for all your hard work at this very difficult time.

Wishing you well – stay safe

10

DON’T MISS THE 17 APRIL 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

PANDEMIC: How have shop staff responded to the Covid-19 crisis?

“IT’S all about the staff.

Our team has been incredible throughout, reassuring people, dispelling fears and helping wherever they can.

Staffing can be the bane of any shop owner’s life at times, but when we’re up against it in situations such as this, the team pulls together.”

Adam Hogwood, Budgens of Broadstairs, Kent

“IT HAS been a trying couple of days, but my whole team has become even stronger for going through it all together, and I really cannot thank them enough. The team at Booker’s Sidcup depot have also been amazing every time and deserve a round of applause.”

Anita Nye, Premier Eldred Drive Store, Orpington, Kent

My whole team has become even stronger What comes next? Retailers and suppliers reveal their plans for retaining shoppers in post-lockdown Britain

PLUS

The wine trends you need to know for summer

D WS AN FOR NE TITLE ADING THE LE

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

us navirse Corosp ng up re on standi

success

How this 900sq ft store is overcoming innercity challenges

RETAIL NEWS THAT MATTERS

● betterRetailing.com ● 27.03.2020

STORE PROFILE Page 16

ies are munit stores How their com 3 » for NEWS Page

RETA

IL NEW

S THAT

RETA

Covid-19: How the : 0 government 2 0 et 2 he support t Budg will w o nges independent out h Find ment’s chra sretailers op u n r o h

MAT TERS

● bett

erR etai

ling .com

●

IL NEW

S THAT

● bett

erR etai

Get mo by cat re shoppe hiddenering for rs disabi STOR E PROF lities ILE

ling .com

● 03.0

4.2020

Page

Retaile rs shar e five

ideas to keep staff an » d Page

bility staina Wage costs ● Loan scheme ● VAT payments ● Sick pay de ● Su Page 3 » icit tra 8» Page x ● Ill g ● Ta Staffin tes ● DRS February ra s Best Core es ds delayed healthier Busin bans way er tren sales fall for market soft until 2022 Beores ‘profitcris is drinks st t know Scottish government Financial cial Times the What you need to ee Wh rs oles know’ to make more mus nce only title to record PO pushes back start action alers threaten new New uts date and reveals store Find the bala monthly circulation caught against stormoney from shopper old and growth es Page 6 » ience prices unfairly raishealth trends Page 30 » between payo aled exemptions Page 4 » conven Page ing 5» in this Page 24 » reveovers discreetstores er staple Book ery RN unc sation for izon compen by the Hor deliv cture affected Page 4 » restrut to UKscandal LEGISLATION

MAT TERS

Your distanguide to s cing i ocial n stor e

20 20.03.20

gove benefit y will

How mad I storee my more access ible

»

NEWSTRADE

PRICING

10

16

WHOLESA

OFFIC

LE

p1 Cover RN.indd 2

2020

p1 Cover

p1 Cover

.indd

1

the has cha lockdown prices nged ranges, habits and shoppe r Page

23/03/2020 19:00

3

»

NEWS

Vol 131 No 14 FOR TRAD £2.50 E USE ONLY

14

TRAD

Lock mag down boomazine E

Capitali 15% yease on the uptick r-on-year stores in independen Page t

SALE

.indd

16:04

S

FIRM

17/03/

reac Stores and term r wide time s to thei change Page 5 » orders

CUST OMER

Covid19 trends reveal ed How

1

6

»

31/03/

2020

16:07

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 3871 6490 TO ADVERTISE in RN, please contact Matthew Oliver on 020 7689 3367

We need the measures made available to hospitality businesses

“WE’RE asking for grants to meet payroll commitments, buy stock from suppliers and keep the wheels rolling. We also need the measures available to hospitality businesses to be extended to wholesalers who supply them – a business rates holiday, clarity on credit insurance and extended credit.”

James Bielby, chief executive, FWD

Darren Goldney, managing director, Unitas Wholesale

ACCOUNTS: What does the filing extension mean for stores?

custom ers sa fe

CATEGORY ADVICE

E

“WE must work on ensuring a government-backed scheme to ensure the grant system is used to pay wholesaler credit, or the government must support the bad debt. The interest-free loans offered by the chancellor still appear inaccessible to wholesalers at the time of writing.”

»

FEATURE

POST

GOVERNMENT GRANTS: Was enough done for wholesalers?

“EXTENDING the deadline for filing accounts is a welcome step that will free up retailers’ time to get on with keeping their stores stocked and their communities fed.

We encourage all retailers who are concerned about filing accounts to apply for this extension.”

James Lowman, chief executive, ACS

“WE’RE doing all we can to help. By easing the burden, we can help businesses through this period and enable them to thrive in the future. I would encourage companies who believe they would benefit from this new flexibility to make an application in good time.”

A welcome step that will free up retailers’ time

Louise Smyth, chief executive, Companies House

RETAIL CRIME: Has coronavirus spurred assaults on shop staff?

Staff have been coughed on or spat at

“SADLY, retail crime will not be self-isolating. The NFRN would urge all members and their employees to stay calm but continue to be vigilant, particularly at a time of panic buying among sections of the public leading to empty shelves.”

Stuart Reddish, national president, NFRN

“STAFF have been coughed on and spat at, but the evidence we’ve seen is that police forces are being proactive in dealing with those offenders.

Responding properly is no small thing – it’s an important public confidence measure.”

Patrick Holdaway, chief inspector, National Business Crime Centre

LETTERS

7-20 APRIL 2020 betterRetailing.com

11

Londis Solo

natalie Convenience, lightfoot Baillieston, Glasgow

Letters may be edited

Protecting staff well-being as we face new challenges

‘Publishers need to make print sustainable for indies’ I am writing this letter not to point score, but to remind publishers that next time they cut my margins, remember that retailers like me kept home delivery going.

I must stress it’s not because of money that I am doing it, it’s out of respect for my customers and their loyalty to me for last 35 years.

I don’t think newspaper sales will be the same again after the crisis, but those sales there will be because of the hard work of newsagents in unprecedented times. I hope publishers of the Telegraph, Mirror, Express and Star think twice next time before taking money from my till. My message to the Telegraph is that it’s

not too late to give me back the margin you took away from me when you recently increased the price.

This month will act as a wake-up call as to what happens when customers can’t get their paper from their local shop. This is the time for publishers to make print sustainable for us retailers, and this includes

TWEETS OF

doing something about the wholesalers forever increasing charges on products with �ixed prices. I have no choice where I get my papers from, and like all monopolies, this has left us vulnerable to abuses of power.

Vijay Patel, Higham News, Higham Ferrers, Northamptonshire

THE WEEK

WIN £50 of Lucozade Revive stock

Tweet us to get featured!

@retailexpress

Called Warburtons this morning to check where our delivery was only to be told we have had our deliveries suspended.

This is how they repay us for being loyal customers. All regular customers should be served. Not just the big boys. @ralphpatel54

THE last few weeks have been an unprecedented challenge for us, as they have been for every retailer.

It’s hard really to compare the experience to anything else we’ve faced. The closest I can think of is ‘Snowmaggedon’ a few years ago, when heavy snowfall meant everyone was travelling on Each issue, one of seven top foot. Coronavirus retailers shares advice to seems similar, but make your store magnificent it’s going on for much longer.

Us, and our staff, are all facing new stresses and new challenges. We need to keep on top of what the latest surge in buying will be.

For instance, in the last few weeks, Dettol has been selling like milk, whereas before we’d maybe sell just a few bottles a week. We’re also offering new services, whether it’s deliveries to the community or click and collect.

With all of this going on, you need to think about how you can protect your staff’s well-being, as yours and their mental health can really take a knock. We have three people working in the shop at a time, one on the till, one refilling and one grabbing things for customers – because we’ve cordoned off a big section of the shop to help with social distancing.

We want to stick together as a team, and to feel as strong as we can. Part of that is a positive sense of purpose. For instance, working alongside other businesses, we’re delivering care packages to vulnerable people in the community, and we’ve been giving free tea and coffee from our hot drinks machines to NHS, emergency service and care workers. People are congratulating us and telling us to keep up the good work. This is great for morale.

Elsewhere, I’m making a point of closing for lunch for half an hour every day, so we can take a break together.

We’ll order a pizza in, and take some time to relax and talk. I’ve bought everyone badges as well – they’re quirky and lighthearted, but they help to keep spirits up. At times like this it’s important to make staff feel valued.

I have a great team here, and it’s important to care for them as much as we do for customers.

Donated to our local school to help them support families over the extended break.

One of our core values #giveback @SForecourts

THE UK’s biggest sport & energy drinks brand is bringing an uplift to retailers’ chillers with the launch of Lucozade Revive. Available in two flavours – Lemon & Lime and Orange & Passion Fruit – the lightly sparkling flavoured drink is sure to fly off shelves. We’re giving five lucky retailers the chance to get summer ready and win £50-worth of Lucozade Revive stock.

TO ENTER Fill in your details at:

betterRetailing.com/competitions Our competitions remain online for four weeks from publication date.

Editor’s decision is final.

Small shops and community retailers need our support.They’ve taken care of communities up and down the UK & ROI. They need us. Please visit you local shop, be responsible and shop a little to help everyone.

Together we can achieve more #SmallShops @gregdeacon

Get in touch

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

DRIVING SOFT DRINK SALES The soft drinks category is worth £1.7bn to independent

retailers and, with so many new products and launches coming to market, it is vitally important to stay on top of your range to make sure you’re making the most of your sales.

Jemma Healy from Lucozade Ribena Suntory joined Peter Takkar and Manmeet Laghmani at their Effingham Mini Mart store to find out how small changes to your soft drinks display can grow sales.

Meet the retailers The store as it stands JEMMA HEALY CATEGORY CONTROLLER LUCOZADE RIBENA SUNTORY Peter & Manmeet’s is one of the best I’ve been to in a while. From the outset, they’ve got a beautiful layout out the front with fresh fruit and vegetables, and as you go in its really clean and tidy and really easy for a customer to shop.

What I liked about Peter and Manmeet’s chiller was that they had really understood what products sell well and they have multiple facings to cater for availability. What we looked at today was more around segmentation.

Lessons for your store Remember that shoppers shop by mission, so ensure that you group drink types – like sports and energy, colas, or flavoured carbonates – together on shelf.

Try to block vertically by segment where possible, to allow shoppers to more easily see the drink type they are looking for.

Ensure that drinks designed to “drink now” are the focus of the front of your chiller – helping to ensure that impulse shoppers can find what they want easily.

PETER TAKKAR AND MANMEET LAGHMANI EFFINGHAM MINI MART, SURREY We’ve been here since April 2017. Since taking over, we’ve completely refurbished the store.

Everything – from fridges to floors, from the shopfront to the ceiling – is brand new.

We’ve put in a lot of effort and a fair bit of money doing it up. We have a very local customer base as well as a lot of passing traders and builders who come in for breakfast, hot pastries or coffee in the morning. We also have a lot of older customers who pop in for their essentials – papers and milk, for example. It’s a wide range of shoppers, we serve pretty much everyone here! Our biggest soft drink sellers are Red Bull, Lucozade Sport and regular Coke. I think it’s important for smaller independent stores like us to work with companies like LRS to tap into their knowledge to optimise our soft drinks sales.

90%

THE AMOUNT THE FIVE HIGHEST-VALUE SEGMENTS* CONTRIBUTE TO SOFT DRINK SALES

*Carbonates, energy, water, juice and sport

50%

OF SOFT DRINKS ARE BOUGHT ON IMPULSE

MAKING SIMPLE CHANGES DROVE SALES IN PETER AND MANMEET’S STORE:

£8,060

PREDICTED ANNUAL SALES INCREASE BASED ON EPOS DATA FROM THE LAST SIX WEEKS

17%

TOTAL SALES INCREASE IN PETER & MANMEET’S ENERGY DRINK SALES

THE CHANGES WE MADE IN STORE 1. CATER FOR SHOPPER MISSIONS

BEFORE

AFTER

The first change we made was to bring smaller and emerging segments like breakfast drinks, protein drinks and Natural Energy together on one shelf so that they have a much bigger presence of these drinks within the chiller.

2. SEGMENT SPORTS AND ENERGY

BEFORE

AFTER

The second change we made was all about the sports and energy segment.

Previously, this was spread over four shelves. What we did was consolidate this to allow shoppers to more easily buy from this segment.

3. MAKE ‘DRINK NOW’ THE FOCUS

BEFORE

AFTER

TO SEE MORE OF PETER AND MANMEET’S SHOP AND FOR MORE ADVICE AND TIPS FOLLOW LRS ON TWITTER AT @LRSUNTORY

The third change was to ensure all of the ‘drink now’ products are at the start of the chiller. When we came in, drink later products like large format juices were at the start. It’s important to make sure that impulse products are at the start of the fixture and there when the customer walks in.

14

BRAND SPOTLIGHT

RETAIL

IN ACTION

FOCUS ON:

LUCOZADE

Lucozade is aiming at the 59%1 of shoppers who do not currently buy energy drinks with its latest launch. RETAIL EXPRESS finds out how you can get involved

What’s new from Lucozade?

Why stock it?

LUCOZADE Revive is aimed at shoppers who don’t buy into the energy drinks category – 59%1 of the UK population – yet are looking for a naturallyinspired uplift during their day.

The launch reflects the switch that shoppers are making more often for an ‘everyday’ lift that is a healthier choice than standard energy drinks.

Research shows some shoppers don’t buy into the broader energy category for different reasons – some are put off by the standard energy drink taste, others are worried about health and some don’t like the branding of some energy drinks.

Lucozade Revive is designed to combat those barriers and help bring in new or lapsed energy shoppers. It has natural fruit flavours, no artificial colours, and contains vitamins B3, B5, B6 and B12 to help reduce tiredness.

LUCOZADE, the UK’s biggest sports & energy drinks brand2, is worth £446m3 and is a must-stock brand for retailers’ chillers.

Despite being in market since 1927, the brand has never stopped innovating. Lucozade kicked off the 2020s with the launch of its first new sub-brand since Lucozade Sport in the 1990s: Lucozade Revive.

Lucozade Revive is a lightly sparkling, naturally flavoured fruit-based drink, available now in two flavours – Lemon & Lime and Orange & Passion Fruit.

It is designed to sit within the energy range in the chiller, alongside ‘better for you’ energy drinks, such as iced tea, iced coffee and emerging energy drinks.

Must-stocks Lucozade Revive Lemon & Lime RRP: £1.49/ £1.25 PMP for single bottles

1

Lucozade Revive Orange & Passion Fruit RRP: £1.49/ £1.25 PMP for single bottles

2

7-20 APRIL 2020 betterRetailing.com

In partnership with

In action

Make a distinction: Lucozade Revive is designed to sit away from everyday energy and stimulation drinks, but next to ‘better for you’ energy drinks.

Segment your drinks: Shoppers shop by mission, so ensure you group drink types – like sports & energy, emerging energy, colas or flavoured carbonates – together on shelf.

Market insight

4

27% 5 29% 1 59% 6 1.6%

of food-to-go shoppers’ spend in store is on soft drinks

The year-on-year increase of lowsugar soft drinks spend

RETAILER

Merchandise vertically: Try to block vertically by important segment to allow shoppers to easily see the drink type they are looking for immediately when looking at the fixture.

Gursh Sandhu, Kings Wines, Bedfont, West London

“LUCOZADE Revive is a really exciting new product. Lucozade Ribena Suntory has launched some amazing new products over the past couple of years and Lucozade Revive is another one that I think will sell really well.

“It’s an ideal new launch, especially for our customers who are buying more natural energy drinks. Having a drink that delivers what they want, with the strength of the Lucozade name attached, is a sure-fire winner.”

of consumers do not currently buy energy drinks

The increase in soft drinks sales with every degree temperature rise

Kantar WorldPanel Total Panel 52 week ending 30/12/18 EXT, IRI, MarketPlace GB, latest 52-week data ending 26.01.20, Litres Sold 3 EXT IRI, MarketPlace GB, latest 52-week data ending 26.01.20 4 HIM CTP 2018 5 Take Home Soft Drinks – Spend - Value - 20 w/e Aug 18 vs. 20 w/e Mar 2018. Based on Products with known sugar values only, excludes estimates 6 EXT IRI Marketplace, GB, Data from IRI’s temperature sales index model based on 30 categories, 2 years of sales data for supermarkets and convenience stores. The analysis controls for (i.e. excludes) the effect of price, promos, festivals and other marketing factors, to arrive at a pure measure of the impact of temperature on sales.

1 2

Keep an eye on Lucozade Ribena Suntory’s Twitter feed, @LRSuntory, for the latest news from Lucozade

15

CATEGORY ADVICE FOOD TO GO

16

IT’S TIME TO GO Retailers are increasingly investing in food and drink that can be enjoyed on the move. Here, TOBY HILL reveals the five areas to focus on

CONVENIENT CUSTOM A FIRST rule of food to go is that it doesn’t have to be too complicated. For many smaller stores, installing an entire fresh food production counter makes no sense – but that’s no reason not to profit from the food-to-go opportunity.

“The traditional three-mealsa-day model is diminishing in importance, and with more opportunities than ever before for all-day snacking, retailers should be maximising their togo range in order to maximise sales,” says Debbie King, com-

mercial sales director at Eat Real.

In the rapidly changing world of convenience retail, food to go is emerging as a new powerhouse. “Retailers should look at developing key footfall drivers such as food to go, replacing the sales decline in traditional categories such as news,” says Kepak Consumer Foods marketing manager Monisha Singh.

Driving additional purchases is an essential part of food-togo success.

“There is a real opportunity to grow soft drinks bought with

SUPPLIER

VIEW

Mike Simons, head of category, Grenade

food in convenience stores,” says Matt Gouldsmith, wholesale channel director at Lucozade Ribena Suntory. “By helping food-to-go shoppers buy drinks on just four more trips per year, retailers can unlock their share of an extra £215m in sales annually.”

But while the opportunity is

clear, building an effective food-to-go offering is a little more daunting than selecting tobacco and cigarettes to fill a gantry. Is it worth investing in hot food? How important is the protein trend? And what do people want for breakfast? Retail Express talked with retailers and suppliers to find out.

“NOW is a prime time for small stores to start investing in on-the-go snacks, including healthier alternatives such as protein bars. Recent statistics reveal that nearly half of adults surveyed (46%) ate a protein bar at least once a week in 2019, growing from 26% from the previous year.

“With incredible growth year on year for the purchase of these healthier food alternatives, smaller retail stores can put their trust in these types of snack products to guarantee boosted sales.”

7-20 APRIL 2020 betterRetailing.com

17 23

PACKING A PROTEIN PUNCH RUNNING parallel to trends towards healthier foods, meatfree eating is growing demand for high-protein snacks such as cheese, according to Anca Lazar, senior brand manager at Cathedral City.

“Increased consumer interest in high-protein foods combined with a growing consumer movement towards

naturally nutritious, less-processed products and ongoing backlash against sugar, have contributed towards dynamic growth of dairy-based snacks,” Lazar explains.

Cathedral City is capitalising on these trends by expanding its range of snack bars, now including sweet chili and caramelised onion flavours, as well

as lunch packs with crackers and pickle.

Mondelez has also expanded its range of cheese-based snacks in response to these trends, with Dairylea Lunchables Streetfood Pizza, Dairylea Dunkers Cheesy Cones and Dairylea Snackers with Cadbury Giant Button among a wave of recent food-to-go snack launch-

es from the US giant.

There are plenty of sweet protein products, too, with Grenade recently unveiling a new oat energy bar, Reload, available in three flavours: Blueberry Muffin, Chocolate Chunk and Billionaire’s Shortbread.

RETAILER

VIEW

Dave Hiscutt, Londis Westham Road, Weymouth, Dorset “WE have a dessert bar that sells waffles, pancakes and lots of types of cake. What’s driving profitability now is adding value to the base product. So, we can buy a sheet of nice brownies by the tray from Bako Western and sell it for 70p a slice. But two weeks ago we began experimenting with adding stuff on top – Kinder Bueno, Biscoff spread, anything that involves chocolate bars or sauces is very popular.

“Since then, we’ve turned over £638 at a 70% margin.

People want indulgence now: a ring doughnut isn’t enough any more, it needs to dipped in honeycomb to make people buy it.”

HOT FOOD SALES TO fully maximise the sales potential offered by the foodto-go boom, it’s necessary to offer hot food.

“Hot snacks such as sausage rolls and pasties have grown in popularity during lunch, so retailers should consider investing in a hot food counter,” says Hannah Morter, marketing manager at Country Choice, which supplies retailers with the

heating and display units needed to sell hot food.

Getting hot food ranging right can be a challenge, as customer preferences shift through the day.

Morter advises retailers to adapt their hot food range as the day goes on, offering breakfast baps and turnovers before 11am, for example, then moving towards burgers or boxed meals later on.

6020108_Belvita X2 Trade Adverts_V2.indd 2

19/03/2020 12:47

CATEGORY ADVICE FOOD TO GO

18

7-20 APRIL 2020 betterRetailing.com

DON’T FORGET BREAKFAST FINALLY, while we might associate food to go with lunch, breakfast could offer an even bigger sales opportunity.

“Out-of-home breakfasts are seeing double-digit growth,” says Susan Nash, trade communications manager at Mondelez. Mondelez’s Belvita biscuits have firmly established themselves as a breakfast food-to-go staple, and their

latest new product aims to harness trends towards healthier eating, with Raspberry & Chia Seeds, Blueberry & Flax Seeds and Chocolate Chip with 30% less sugar all now available.

Alternatively, pasties and pastries offer another convenient breakfast solution for harried morning commuters.

Swedish food manufacturer Lantmännen Unibake

SUPPLIER

VIEW

has a wide range of sweet and savoury options, including cheese twists, tomato & cheese swirlies, maple pecan plaits, cinnamon swirls and vanilla crème crowns alongside croissants and pains au chocolate.

This allows retailers to experiment with lines or switch up their offering to appeal to consumers who are always eager to try something new.

Richard Cooper, senior brand manager, Dr Oetker Professional “FOOD-TO-GO shoppers are increasingly searching for value for money with one in six food-to-go visits now involving a promotion. Specifically, consumers are placing greater importance on meal deals, and pizza to go lends itself perfectly to this.

“Retailers should consider offering a basic (sandwich, snack and drink) meal deal and an ultimate option (hot food item, snack and drink) at a slightly higher price to drive increased basket spend and deliver a premium quality experience that’ll encourage all-important repeat purchases.

“A third of food-to-go consumer visits are also motivated by speed, so offering a time-saving, quality food innovation can lead to increased sales.”

O T S N O S REA

JOIN NISA £

98%

Sales +12% with Nisa Evolution store format

Next day delivery service*

98% Availability

2,000+ Co-op own label products

top tips I really don’t think we would have succeeded in grocery without Nisa.

Frank and Adrienn Ago The Snooty Fox Store, Shalford, Surrey

Five ideas for your store Offer access to a microwave and merchandise Rustlers and other relevant meals and snacks beside it.

Offer a range of vegan and vegetarian alternatives – experiment with what works in your store.

Try creating a protein products section spanning both sweet and savoury options, such as Grenade bars and Cathedral City cheese snacks.

For even more reasons, visit join-nisa.co.uk #JoinNisa | 0800 542 7490

Maximise the breakfast occasion with a range of sweet and savoury bakery products, double-siting with a coffee machine.

*currently in selected locations only

17962_NISA_TradePress_The Snooty Fox_240x172mm_AW01.indd 1

Use your own creativity to add value to a base product – for example, offering a choice of sauces or toppings to go with an item.

24/03/2020 10:07

COC1200_Capri-Sun_NEW RANGE Ad_RE_AW1.pdf

1

26/03/2020

16:20

s e l a s r u o watch y h t i w ft-off

Li p o t y t new twis rAnt.

Blackcurrant is GB’s No.1 on-the-go juice drink flavour* The entire Capri-Sun range contains NOTHING ARTIFICIAL The Capri-Sun 330ml range is in consumer demand, growing by 37%**

stock up now!

Supported by a wider £6m Capri-Sun marketing campaign for 2020.

Get in contact to find out more at connect@ccep.com or call 0808 1 000 000.

the taste of fun

Source: *Nielsen MAT wk 02.10.2019 IC Juice Drinks **Nielsen Value 24W Wk 02.10.2019 CAPRI-SUN© and the Pouch Shape™ are trade marks of the Capri-Sun group.

r u c k c a l b

CATEGORY ADVICE CIDER

20

7-20 APRIL 2020 betterRetailing.com

WHY CRAFT IS NOW CORE What are the key lines and trends in cider?

PRIYANKA JETHWA finds out what you need to know to grow your sales and profits

MARKET OVERVIEW IN THE off-trade, cider is currently worth £1.1bn, having decreased in value by 8.2% in 2019 compared to 2018.

However, despite having struggled to match the performance of 2018 – which was swayed by a hot summer and the World Cup – the type of store that has proved one of the most resilient is, luckily for independents, convenience.

In Westons Cider’s annual cider report 2020, it states that symbol group stores are slightly more stable, having declined in value by 6.1%, compared with independent stores at 7%.

By analysing the different

segments of cider and looking at where sales are falling short, data reveals that mainstream cider is in decline in value by 9.7%, and premium (defined

top ten by fruit-flavoured cider in glass bottles) is in decline in value by 14.7%.

However, one area retailers should focus on more this year

is craft cider, as it is the only segment in value growth, at 9.4%, even though it only commands a 11.6% share of the total cider category.

Top 10 craft cider brands in value 1. Henry Westons Vintage 2. Thatchers Haze 3. Aspall Dry Suffolk Cyder 4. Thatchers Rosé 5. Thatchers Katy 6. Westons Old Rosie 7. Thatchers Vintage 8. Wyld Wood Organic 9. Aspall Draught Suffolk Cyder 10. Savanna

Make sure you are offering the top-selling craft brands

Source: Westons Cider Report 2020

NO

ARTIFICIAL SWEETENERS, FLAVOURS OR COLOURS

A LIGHTLY SPARKLING ROSÉ CIDER MADE WITH BLUSH-RED APPLES

STOCK UP NOW

CATEGORY ADVICE FOOD TO GO

22

RANGING AND MERCHANDISING TYPICALLY, a convenience store will have a 2.5-metre refrigerated unit for beers, wines and ciders. Westons Cider says that even with space remaining at a premium, it’s important to dedicate onethird of this space to cider.

“Fruit cider has a 34.4% share of overall cider, so should take up approximately a third of the space for cider. A rosé cider should be favoured over pear cider given pear’s continued decline,” it advises.

When merchandising the cider range, retailers should also ensure that premium and craft options are displayed in prominent positions, either at

the end of aisles or as part of larger displays.

Heineken’s category and shopper marketing director, Toby Lancaster, explains that retailers should allocate enough space to the most popular lines to avoid having to continually remerchandise when managing customer demand. “Retailers should ensure the fixture is fully stocked with the correct range, in the right pack,” he adds.

Cross-merchandising is equally as important in cider to help generate sales, as 68% of cider consumed is served alongside food – up from 65% last year.

Devote about two-thirds of your cider range to apple varieties and the rest to fruit flavours

SHARE OF CIDER

FLAVOURS

59.3%

34.4%

6.3%

Apple

Fruit

Pear Source: Westons Cider Report 2020

GETTING THE RIGHT FLAVOURS WHEN it comes to flavour, apple remains the largest part of the market, and has increased its share from 57% last year, to 59.3% this year, outperforming fruit and pear cider.

This has been mainly down to apple cider drinkers having a higher basket spend than other cider shoppers.

Westons Cider’s report adds that in the past year, apple cider shopper spend increased by 15.3% to £74.80 per year, whereas fruit cider shoppers’ spend has decreased by 15.3% to £31.57.

However, that isn’t to diminish the importance of fruit ci-

LOW- AND NOALCOHOL CIDER THE LOW- and no-alcohol beer and cider category is growing by 24% year on year, so stocking a good range that caters for those abstaining or teetotal can help in avoiding missing out on sales opportunities.

Furthermore, within this sub-category, low- and no-alcohol cider has grown by 34% in volume in the past year.

Rachel Holms, marketing director for Strongbow at Heineken, says research shows that there is a huge opportunity for convenience retailers across the sub-category, as one-third of 18-to24-year-olds are teetotal

– however, cider’s share in low- and no-alcohol beer and cider is underrepresented at 15.8%, verses its share in the alcoholic beer and cider segment at 18.4%.

Meanwhile, Yvonne Flannery, head of brands at Thatchers, adds that while there are some established varieties within fruit cider, there is still an opportunity for retailers within apple cider for an alcohol-free, premium option.

As a result, earlier this year it launched its first alcohol-free cider, Thatchers Zero, with an RRP of £1.80 (500ml).

der, as it still has a crucial role to play in convenience stores.

There has been much innovation in fruit cider designed specifically to help recruit younger adults to the category.

For example, Heineken’s Old Mout is worth £8m in impulse stores and driving this growth has been its Pineapple & Raspberry variety, which was launched in March 2019 in response to the growing demand from younger generations for more exotic, premium flavours.

Meanwhile, another key category driver has been cloudy and rosé varieties. Rosé and

pink cider is currently worth £7.3m, with brands like Thatchers, Strongbow, Kopparberg and Angry Orchard capitalising on this growth by launching new rosé and pink cider lines to market.

Lancaster adds that following the launch of Strongbow Rosé, a full brand redesign on packaging was rolled out across the Strongbow range.

“Increasing standout on shelf, the packaging now has a consistent look across the range, with Cloudy Apple moving to a green design and Strongbow Original changing to a matt finish,” he adds.

SUPPLIER

VIEW

Jessica Markowski, sales director for convenience and wholesale, Budweiser Brewing Group “THE rise in popularity of ready-to-drink beverages has seen demand for new and different flavours among cider drinkers. Dark fruit flavoured ciders in particular are proving increasingly popular with consumers, making up 13.7% of all cider sales in 2019, compared with 10.8% in 2017, and just 6.8% in 2015.

“So, while traditional apple varieties should form a core part of retailers’ cider ranges, there is a clear opportunity to cater for changing consumer tastes by stocking a dark fruit variety. Magners Dark Fruits, for example, grew by 13.3% in value in 2019 in the off-trade, and therefore is a great option to cater to cider drinkers.”

CLASSIFIED Advertise with us

23

Quote ‘Retail Express’ when enquiring

Licensing

ALCOHOL LICENSING

Retail Express ads are great. I make a note of numbers for things like stocktakers that I can refer back to when I need them. We share these contacts on our WhatsApp group too Alpesh Patel, Wheathampstead Post Office, St Albans

7-20 APRIL 2020 betterRetailing.com

PREMISES LICENCE APPLICATIONS TO SELL ALCOHOL PERSONAL LICENCE APPLICATIONS

PR Retail Consultants Ltd

is a long established licensing company Please telephone Robert Jordan BSc(Hons)

01279 850 753 or 07774044585

l We can apply for your alcohol licence or vary existing hours and layout of premises l We can also represent you at hearings and reviews of premises licences

prretail.co.uk Established 2005

Stocktaking Professional stocktaking services Stocktakers to independent:

FOR ALL YOUR STOCKTAKING NEEDS Specialists in CTN

Retailers/wholesalers Grocery stores DIY stores

Contact Matthew Oliver to find out more

adteam@newtrade.co.uk

Off licences Forecourts

07899 002692 020 8360 2491

For competitive rates and professional service call now on...

020 7689 3367

H/O: 13 Green Moor Link, London N21 2NN

TEL:

Mob: 07802723561 Fax: 020 8360 6348

nikharstocktaking.com

ajit.nikhar@gmail.com

NFRN

“NFRN Retail Standards can help you implement or maintain “NFRN Retail Standards caneffective help procedures to support and achieve you implement or maintain effective successful business growth.” procedures to support and achieve successful growth.”

Our library ofbusiness Training Modules, Fact Sheets, Risklibrary Assessments andModules, Checklists is invaluable Our of Training Fact Sheets, and available free to members.

Risk Assessments and Checklists is invaluable and available free to members.

But, we do so much more...

But, we do so much more...

Join us now by calling 0800 121 6376

www.nfrnonline.com

Join us now by calling 0800 121 6376

www.nfrnonline.com

PROFILE

24

7-20 APRIL 2020 betterRetailing.com

RETAILER PROFILE AMAN UPPAL ONE STOP MOUNT NOD Location: Coventry Trading since: February 2016 Staff: Three full-time, four part-time Size: 1,850sq ft Hours: Mon-Sat 6am-10pm, Sun 7am-10pm

‘WE GOT 17,000 CLICKS IN ONE DAY’ PRIYANKA JETHWA KEEPING up with the latest food and drink trends is crucial to the running of any modern convenience store in order to keep pro�its high and customers happy.

This is what Coventry retailer Aman Uppal, of One Stop Mount Nod, has strived to do, by reinventing his stock to match what shoppers want.

“One of the biggest trends in the past 12 months has been the growth in ice drink machines, such as Tango Ice Blast and F’Real. Both machines complement each other, and we’ve seen massive repeat purchases," he says.

“We attracted more than 17,000 engagements from a Facebook post about the Tango Ice Blast machine in a 24-hour period. Similarly, when we got the F’Real machine last year, we gained around 10,000 engagements within 48 hours.

“Shoppers came in to post pictures on Instagram and take videos for TikTok.” Aman explains that another trend the store has bene�itted from is protein-based foods.

“We have started to stock frozen protein-based meal pots from a brand called Gold Star

Nutrition – a national company that just got a listing in Iceland, although we’d been stocking it for some time before,” he says.

“We get them from a customer of ours who owns a gym – it’s all about supporting local businesses where you can as well. Stocking it gave our shoppers access to products they would have normally found only in health stores or gyms.”

Meanwhile, whereas tobacco still commands 25% of Aman’s sales, he has also noticed a growth in chilled.

Now, he says, the store receives six deliveries per week from GreenCore, which is a sandwich manufacturer, via One Stop. Being part of One Stop for four years, he adds, has also allowed him to become an Independent Achievers Academy Top 100 retailer

for four consecutive years.

Furthermore, with the looming menthol ban, Aman says he has been speaking to his menthol smokers about the alternatives on offer.

“I’d say half of my shoppers will use it as a chance to quit smoking, and the other half will turn to vaping. Although,

ONE OF THE BIGGEST TRENDS WE’VE NOTICED HAS BEEN THE GROWTH IN ICE DRINK MACHINES, SUCH AS TANGO ICE BLAST AND F’REAL

we have had a few people try the new Sterling Dual Capsule Leaf Wrapped, so we’ll be looking to extend our alternatives range at a later date,” he explains.

One of the biggest challenges that all businesses around the UK are facing is the threat of the coronavirus, which has sent retail spinning.

Aman says safety is the number-one priority. “We adopted social distancing long before it was announced from the government. When things took a turn in Italy and Spain, we started to copy the measures they had put into place immediately.

“When many people lost their jobs, we knew we had to help. In turn, we welcomed back an old staff member who had gone to pursue a career as a chef last year, as she had unfortunately been made jobless.

“It’s all about helping one another – from local businesses to old staff members – as much as possible.”

For more pictures of Aman's store, go to betterRetailing.com/ one-stop-mount-nod

social 1 Prioritise media activity “Be active on social media because it lets you communicate with customers and connect with brands and other retailers. You can learn what people want and what’s trending,” says Aman. a trade 2 Join association “Join a trade body like the NFRN or ACS because there is a lot of help on offer from them, such as legal advice, and you can be certain that it’s all assured and reliable,” he says. local 3 Back suppliers “Support local suppliers, especially in times like these, as when there have been critical stock levels, they’ve been able to provide faster support than symbol groups and wholesalers,” he explains.